 Now it bulls down to who makes them feel comfortable? This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. Who makes them feel like they're going to care about them, work the hardest, is the most dependable, the most professional, get the job done, make the transaction the smoothest. You know that that's what matters to them is how well is this agent going to service this deal. How are they going to enter into different situations and help the situation go smooth? So you have to become a master at communicating to them that you are that agent that cares about them the most. It's going to work the hardest. It's the most dependable. That's how I do it, right? And I do that by walking in and not trying to high pressure them into doing a listing. I walk in, I walk in there wanting to know everything about the property and I want to know everything about the reason why they're selling. See, this is how you differentiate yourself between all the other agents. This is something a lot of agents don't necessarily go deep on are some of these things because they're so concerned with just trying to get the listing signed. They're just they're just concerned with trying to get the deal done. They kind of lose sight of, you know, what's in it for the customer. You know, okay, we're there trying to capitalize on the moment for us as an agent. But what's in it? It's all about being right and it shouldn't be right. And that's how most agents are. See, this is how you differentiate yourself between all the other agents. You walk in there not trying to get the listing. You walk in there asking them about them. Tell me about the house. Tell me why yourself, you know, let's talk about that for a while. And when you can get them talking about that and open up to you, then they feel this strong connection with you that they don't feel with other agents. That's where you're going to win, you know, not the listing of presentation, not the pre-listed package. It's the communication. And that's why we love seeing you and chatting to you about perspectives because that's really all you have. It's your own perspective. And that basically determines the outcome of the day, the outcome of your career, the outcome of your life at the end of the day. Absolutely. They're going to go with the agent who they connect with the best, who they feel the most comfortable with, who they feel like is going to do the best job, right? And the agent that does the best job does two things really well. They're super dependable. Okay, they do what they say they're going to do when they said they were going to do it. And they know how to communicate. They know how to talk. They know how to make their clients feel calm, you know, like if there's a serious situation, you know, and you can take the pressure off of your client by helping them stay calm. You may be freaking out your mind, but you're staying calm through it. You know, it helps them, you know, it helps them through the process a little bit more, right? And so that's really, to me, what it all boils down to. So when you're communicating to your, and you're talking to your potential listing that's interviewing other agents, you know, you should go into every listing appointment as if you don't have the listing as if, even if they, even if they're not interviewing other agents, you should still approach that appointment the same exact way. You know, you should treat it all the same.