 Every time you do that, and you begin this to create this relationship, it turns into 10 to 20 deals to you over the life of your career, regardless if they buy or sell today or not. This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. What I want to preach to you is relationships over transactions, right? I want you to, every scenario that you come in contact with the prospect, I don't care where you get the lead from. Every little scenario, I want you to enter into that situation, and I want you to take the transaction completely out of the equation for just a second. We can come back to the transaction, I'm not saying forget it forever, I'm saying take it out of the equation in the beginning for just a second and have zero expectations of how this situation is going to play out. Just talk to the prospect about what they're trying to do and really listen to what they're trying to do and take the transaction out of the equation, whereas now you're really trying to just figure out what they're trying to do and how you can help them do it, because when they buy or sell a piece of property, they're not buying or selling because they wake up one day and decide, I want to buy or sell a piece of property. Their mom died. Their kids went to college. They lost a job. They had a baby. They're relocating. They need to up size. They don't stop. It's invest. Whatever the case may be, it actually has very little to do with the property. And more to do with something going on in their life. And when you can really tap into what's going on in their life, in every situation, it's going to do a lot of things for you. Number one, you're going to have these magical conversations that people now realize that you're there for them, not just to make money, and that's going to open up so many doors for you. They're going to feel such a connection to you. But furthermore, it's going to help you understand how to actually help them. Too many agents are just walking into the situations expecting a deal and then they're just...the only language they're really using is around how to get the deal done. They're handling objections, they're signed here, they're not even really even asking people why they're doing stuff or what's going on with them. And that's, you know, I'm telling you. When you're 180 that situation in your mind and you start going after relationships over transactions, your entire world changes because this is what happens this magical. Every time you do that and you begin this, you create this relationship, it turns into 10 to 20 deals to you over the life of your career, regardless if they buy or sell today or not. Right? If you talk to a prospect, this is why I have zero expectations of a prospect actually closing a deal with me or doing a listing or whatever. I have zero expectations because I know that regardless if they do the deal today or not, if I really, you know, build that relationship, because here's the thing, guys. They know when they're going to buy or sell. They don't need us to tell them when they're going to buy or sell. They already know when they want to do it and how they want to do it. They know the whole thing, right? Our job is not to try to get them to do something. Our job is to help them do what they're already doing. That's why we got to ask questions about why they want to do stuff, when they want to do stuff, what they want to do, you know, what they're looking for. Getting into these conversations, right? Going deeper with these conversations and really making a real connection. When you do that, they're going to say, wow, this agent is, I've never met an agent like this. This is my agent for life. And then, boom, they start getting a weekly email from you forever. Bam. You do that across a couple thousand people in your market, and you're done. You're done. You don't have to worry about where your business is coming from. It doesn't matter about market crashing and stuff, you know what I mean?