 You really have a breakdown of your appointment, very clearly in a lot of your training, you've done hundreds of hours of videos on this. So let's just say you're normally sitting down with a prospect for an hour at a time, right? Yeah, approximately, yeah, yeah. So walk me through when you break out the cross-sell. I like the cross-sell at about 10 to 15 minutes in. Between the warm, if I'm gonna add cross-selling, I like to add it between the warm-up and the fact find and make it almost part of the fact find. That's between steps one and two. And I love, I did a video on it, literally, if you haven't seen it, you can go back and watch it. I did it, Dylan, the Medicare or the Money Bag presentation. Oh yeah. It was like two weeks ago? Yeah. A week and a half ago, 10 days ago, whatever. I don't know when this will drop maybe next week, so maybe two weeks ago or whatever. And I laid that out perfectly, that you're sitting with someone, that's a great way to fact find. And I like transitioning that into the fact finding portion. I really do. And so, most people would do it at the end. Well, they've been sitting with me for an hour and a half. They're like ready to move on. Yeah, you're almost starting over. Yeah, you're starting over. Or some will wait until they deliver the policy, because some will still hand deliver policies to the clients, and then they'll sit down with them and fact find. I like to kind of start at the conversation up front, so it doesn't feel like I'm always trying to sell them something, then I'm like adding stuff on, or every time I talk to them, I've got to be selling them something. I like to add, I like to take the approach of, okay, I'm an insurance advisor or whatever you wanna call it. And these are several things that are important to our clients. There's areas of concern for each one of our clients. Some have more concerns here, some have more concerns here, some have more concerns here. And it's my job to sit with you to educate you on what's available, help you with getting, whatever you look into accomplish today, we do it, but also let you know that I can typically help in other ways too. And that's where it kind of leads into that money-back presentation. Okay.