 So I'm reading Mastery by Robert Green and he talks about the seven deadly realities that we all have, which is envy, conformism, rigidity, self-obsessiveness, laziness, flightiness, and passive aggression. And he says we all have this in some way, shape, or form. And so what came to mind when I thought about why we were doing this was this section that he wrote on laziness. And it says, we all have the tendency to take the quickest, easiest path through our goals, but we generally manage to control our impatience. We understand the superior value of getting what we want through hard work. I never seen the movie. Okay. And then this is the part that's critical. But however, for some people, however, this inveterate, I had to look that word up. Lazy streak is far too powerful, discouraged by the thought that it might take months or years to get somewhere there constantly looking for shortcuts. So I think that what's happening is we're looking for shortcuts. And again, I understand that. And trust me, guys, I believe, listen, believe me, when you have someone that's paying you money, right, and you tell the guy, Hey, look, don't worry, we're going to bid jobs eventually, like, you know, two months goes by, three months go by, you're like, wait, wait, don't worry, we're going to bid. And they're like, when are we going to get some jobs? When are we going to get some jobs? You're just telling me your research. You know, again, I understand the dilemma. Fortunately, I had a client that hired me that already understood the process. So what I did was I set the tone in the beginning. I said, listen, you know, he goes, how long do you think before we get our first contract? I said, probably six months. And I said, but we're not going to actually the first four months is going to be spent doing research, right? So we're going to spend, you know, and I originally thought that I was going to train his staff how to do the research and then, you know, return an old whole thing over them. That didn't happen. So again, I was like, listen, we have the first with the most critical part of this whole equation is get me the list of all the people who are, you know, that you want to target. And so that's where we spent the first four months of our time was that. So I'm going to show you guys what I use to negotiate seven figure contracts. And really, once the research was done, it was probably two and a half months before we actually landed our first contract, which was for 2.9 million. So yeah, I put in the four months up front, right? But then to actually get from the time that I made my first phone call to the time of contract award was like two and a half months. Click the join button now to find out about all of the different membership options. You can start off as a fan supporter and move your way all the way up to a GovCon Insider.