 Good day Ricky. Thanks for being here. Top of the morning to you. Appreciate you and I'm loving the flip-flops. Be comfortable. I have no problem calling someone and being their friend. I could do the hey, how are you? How's the weather? My problem is overcoming objectives. I'm in Atlanta where the house and market is hot. I call them all the time, want to sell their house, tell them how much equity they have in their home and then they go, Lisa where am I going to live after you sell my house? How do I overcome that objective? How did I get so lucky to get two of the most amazing questions back to back? I mean you guys saw what I did with the first one. I was like, I killed that one. Where do I begin with you? So you call them up, you have no problem calling. Listen to me, there's two things here. One, that's your client. When interest rates goes up a quarter percent out of nowhere and all the sellers call their agent to list, that's the person that's going to be calling you. Stop trying to convert them today. Become their friends for later. You're going to run into people who want to do deals today, right? They're not one of them. Chances are very low that they're going to do something today. They're basically, listen, an objective is not an objective. It is them telling you what they want to do, right? How do I get around objectives? You don't. You listen to the objective and realize that's what they want to do. You know, I do have a lot of equity, but you know, where am I going to go? They're basically telling you, I don't want to go anywhere right now. I'm good, but you're not listening to that. You're trying to figure out how to get around that to get to the sale, which is going to make them run away and now they're not going to be calling you when the market flips in three months, six months, eight months, 24 months, they're going to call another agent that wasn't trying to figure out how to get around their objective, but just to be there for them, right? If you will get out of the mindset of how to close that deal now and how to find more people like that, that right there is gold. That client that she's talking about, that's what you want. Stack them up. If you do five new friends of property owners every day by default, you're going to close more property than you can ever imagine in this year. By default, you can clap. I'm okay with you clapping.