 First step, ask. Right? Ask. Most people don't know how to ask. I always ask by planning the seed, letting them know I'm going to ask, ask if they got value, and then I ask, right? The other things are just be conscious of it. I notice that when I put focus on something I tend to get what I want. So in general, you could write it, maybe it's a goal. I want it, maybe you know that you have five appointments in that day, and you set a goal that, hey, I want to get five referrals today. Like it's a goal for that day. I want to sit with all five, sit with four out of five, whatever. I want to sell three policies, and I want to get five new referrals today. Like have goals. Most people don't get referrals because they don't ask, and it's not a focus of theirs. When I make it a focus, and I remember to ask, I tend to get referrals. So good question. Any other thing would be is, what are you doing to earn those referrals? Yeah. Are you doing anything to get them? That's a good question. What stands out about your business? Totally. Like yeah, I mean if you don't like you, they don't love you, they don't trust you, they're not going to give you any referrals. Like I don't refer people that I don't, that I hate. It's weird how that works.