 There is no listing. There's no listing. I mean, if it's a listing, it's a listing. It's a normal situation, right? It's just helping them without trying to pressure them into signing a listing. And what happens? Nikki, could you elaborate on your physical approach of selling their house for free? You know, basically it's just giving them great advice, you know, not really expecting the listing, not even really trying to get the listing, just getting in there and understanding why they're trying to sell, what they're trying to do, where they're moving, what's going on and kind of dissecting that entire situation, evaluating it, and then helping them. Regardless, if you're going to make anything out of it or not, just help them make it happen. If they need great advice on advertising for their, you know, for sell by owner ad or so on and so forth, better pictures, better price, whatever the case may be, better remarks. If you can help them get in a better situation to sell it on their own, you're going to be the hero. There is no listing. There's no listing. I mean, if it's a listing, it's a listing. It's a normal situation, right? It's just helping them without trying to pressure them into signing a listing. And what happens? I mean, I've had so many people reach out to me and say, hey, I helped for sell by owner for free and I got a million dollar listing and then they bought another house or they, I have so many messages of people who have used this approach and ended up getting the listing or helped them sell it and then turn around and they bought a house, whatever. You're just helping people. You can get in and help people and show them that you care and that you're going to work hard. They're going to do business with you and refer people to you. So it's actually, it's actually a short-term approach. You know, people are like, oh, well, I need, I need deals now. I mean, creating relationships should be the number one priority. And when you do that through, you know, going above and beyond for people, the thing is volume. You know, at some point it's got to be about volume of people. We can't just work with one or two for sale by owners. We need to do this across 20, 30 for sale by owners. I mean, these we can find not a lot of for sale by owners in the market right now. The market is so tight. Like I said, there's, there's so little for sale. There's not even expires or not really a lot of expires right now. It's tough. Sellers don't want to sell. There's nothing to buy. Buyers are competing against so many buyers. It's different. It's a different market. So like I say, if you can scratch and fight to survive during this market, you can do anything. You can, you can conquer any, this is the toughest market I've seen in 19 years. And I've been through the ups and downs and everything. This is the toughest market. If you can make it right now, if you even look at this market and say, this is easy, real Ricky said, this is the toughest market I've ever seen. And this is easy to me, then you are going to have an incredible career. You just got to have an enormous amount of confidence in the market, kind of block out all the, all the thoughts of competition and any kind of negativity or rejection or lack of inventory. Any, any of that stuff. Just block it all out and just focus on your business. It's an incredible industry that's never going to end. Closings are going to continue to happen every day for the rest of our lives. Technology has done nothing but make our lives easier and more efficient and able to communicate with people better. There's no way I could sell 100 properties a year back when I started with the tools I had then. The advances in technology and communication is what has put us in the driver's seat to do more and reach more people and help more people. Just understand how incredible of a industry you're in, how abundant business is and just build your database. The size of your database is going to dictate the level of your income. What are all these companies fighting for? They're fighting for data. Why does KW want you to put all your contacts in command? Why did Zillow by Showing Time and Dot Loop and all these other companies? Data is it. It's the new gold. It's the new currency. Everybody in their individual businesses should be looking at their business the same way these large companies are. What data do we have? We need to work hard to build the data. Now you're living off your database. Once you build your database up to you, you work hard to build your database year over year. You make 50,000. You make 100,000. You make 200,000. You make 250,000. You make 300,000. After like seven years, you're making like 700,000 or something. If that's all you ever want to make, you can stop building your database and you can just do the weekly email, live off your database and you'll maintain that 700,000. If you want to get it to a million, well, we got to keep building that database until we hit that million dollars one year, then we can live off that database. If you understand what I'm saying, when you grow your database, the moment you quit trying to grow your database and putting forth that effort, whatever level of income you're at, you're going to plateau right there and it's going to stay right. That's why you see a lot of agents who get up to 150 and then they just stay at 150 forever because they got in and they worked real hard for a couple years and built their database up to 150 and then they quit growing thinking, oh, I don't have to do anything anymore. The momentum's at my back and I can just write it out and it'll just grow organically. A lot of people think, well, they're going to get this much results after this many calls or they're going to get this many listings if they do this and they try to make an equation out of it and really multiply how much effort you think you have to put in per result and multiply that times about 10 or 20. The amount of effort that you have to put in to actually hit some of these goals you guys want to hit is much larger than you can even imagine. That's one thing that's frustrating with agents, especially new agents is they get in here and they think that deals are just going to happen after they put so much effort in or they think they deserve a deal after calling so many people or putting so much effort in but they don't realize that they're not the god of this is how much effort you have to put in per result. It's like it's an ungodful amount of effort that you have to put in per listing, per closing, per relationship, per result. It's way higher than you anticipate or assume in the beginning. That's one hurdle you have to cross, realize how much effort you have to work really hard to really survive and really make it during these times right here over the next year or two or three however long this thing lasts and you're going to have an incredible career ahead of you. If you just focus on building your database, that should be the biggest, it's like database growth should be right up there maybe even at the top and then right under that is like listings and sell during this time and when the market flips whoever built the biggest database during this tough time and really put the work in for the least amount of results is really going to reap the benefits. If you want to make calls from 9 to 12 you're doing something between 9 and 12 it's not that you're not doing something you're just not prioritizing what you're doing right so it's a priority issue not a time blocking issue you're probably working all day from 8 to 5 or whatever you're just not doing the things that are most important. The definition of time blocking is really more not necessarily to do things during the time that you want to do stuff it's more so prioritizing the things that you should be doing. Now I quit a long time ago trying to figure out how to make agents do what they're supposed to do to succeed you know all I can do is is tell them what they should be doing and then it's up to them to execute can't beat myself up trying to get people to do stuff that they're not going to do or don't want to do or don't believe in it's up to them to decide okay this was put in front of me I see this I can see the light at the end of the tunnel I can see the path that I need to take right here's what the next three to five years look like I just need to execute and that's part of the problem too I think with like cold calling and things that you have to do to build your business these are all long-term activities there's nothing in real estate that's a short-term activity everything's long a long-term activity and that's why people don't like to do it because how long you have to grind actually get to that million dollars a year a hundred deals a year it's a lot of work and people are like man I don't even know I don't know if I want to commit to something like that