 And one thing I do that, that I think is a huge help to, to, to agents, sales people is, is working out. These are, you said, well, dude, why do I need to do that? Well, I didn't do it, but at 8% nation last year between me and you, transparently, and honestly, I felt guilty. I said, okay, people are coming to listen to me. They're coming to learn from me and I'm not giving my best self every time. That's why I'm a big believer in any first impression and being your best self and doing everything you can to be the best you. So that's why I started working out and I've been working out since November of 18 and I've always been in the shape of played sports, all that, but it keeps my, gets my energy level to another freaking place. A lot of agents think, Hey, dude, you got a ton of energy. Well, I got more since I started working out every morning because it keeps me focused on the target, gets my blood flow and gets me excited. It keeps my energy level at a level 11. So working out is a big, a big play for me. Also training, I love to train every day. So for instance, when I was a salesperson, when I was, when I was an agent, I was making calls, right? Maybe I would, maybe I would watch, maybe I would listen to an audio book or read a book or train on videos. So training every day can keep you sharp. It's really easy to not train. And then I personally feel like if we're not moving forward, they were moving backwards, right? That's why I feel like training every day is huge. Also role play every morning or right before calls. I believe that this is a, uh, I believe this is a, this is a big, this is a big concept that, that, that I have our team do every single day. They role play every morning before they jump on the phone. So when you jump on the phone to call your leads, are you prepared? Are you practicing when it's time to practice or are you practicing on your first three calls of the day? I bought leads. Like, you know what I mean? They're good leads that I want to, I want to practice when it's time to practice. So it's a time to role play. I want to role play. So I believe in role playing every single day to keep you focused on the task at hand so that no matter what you are prepared, right? Somebody said, uh, at one of our events, the six P's, I always, there's always been five P's prior preparation prevents poor performance. Well, I got a six P's. I think I was going to Memphis, maybe prior preparation prevents PIS poor performance, right? So there's another one. Um, and I'll ask you to mute your mics. Um, until you're ready to jump in with a question, also energy. Yeah, yeah, jump in. Yeah. So let me talk about role playing every single morning. Um, so I'm, I'm the only salesperson in my office. So should I, I mean, what do you recommend? Just like role playing, like out loud, like just how I would respond to stuff like that. Okay. Yeah. Yeah. I would a great question, Adam. I wouldn't role play by yourself. I would be prepared when the time comes. I would role play in the mirror, right? I would role play with a spouse or a friend. Um, I would, I would find another agent or if it's just you, right? You can still practice your script three, four, five, six, 10 times. We hear your pitch, listen to recordings of yourself, smile in front of the mirror, all those little things will make you do better. Because literally when I make dials, and that's a phenomenal question. Cause when I make dials on my own, you can ask Dylan or anybody else in my team when, when they're video me making dials. Sometimes I'm rusty on the first call and I get off the first call. Maybe I'll get it. Maybe I don't and I'll be like, crap, I got to pick it up. Right. I got to be sharp. And so, uh, I feel like we're losing the opportunity of a good call, which means we could be losing out the opportunity of appointment. And with an appointment, we could be losing the opportunity of an actual sell and making in some additional money. So that's why I love putting investment forward and giving a good first impression. So not as easy, but, uh, definitely something to think about. Okay.