 See, that's the thing, not every system is going to convert every lead, but most people are going to see what we're doing, and they're going to say, that's the agent I want to work with. This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. You have to become really efficient at handling your mental filing cabinet. You got a mental filing cabinet that's so big, and it's like a real filing cabinet. You jam all that junk in there, and then you got it to where you can't get any more in there because it's just so full. That's what you guys are doing with your business with just a few deals. You're jamming it full of all the documents for the deal, and all the stuff you don't need. You're jamming it in there in your brain, and you can't fit anything out. There's no room for more deals. We need more deals. We need more deals, so we got to keep our mental capacity clear so there's room for more transactions, helping more people, making more calls, handling more business. Because think about it like this. The more business we do, the more people that we're helping. If you allow yourself to get mentally clogged, then you're preventing yourself from helping more people. You know what I mean? Let's try to do a better job of keeping our mental box clear, our mental filing cabinet clean so that we can handle more deals at any moment. What are our super high productive activities? It's calling people, like property owners primarily, but our sphere, property owners, leads, following up with people, just staying on the phone. I did Coffee with Joe today, and we were talking about calling people, and then do we call them again? You cold called, they didn't answer, do we call that number again? My answer is no, because that person is a habitual non-answer. They're just never going to answer a number they don't know. They're just never, never going to answer. Why are we going to waste that dial on them when we could call someone who might answer? It's called clean water flowing through your business. Most of you guys have swamps. You just got stagnant water, your clients are the same old clients. You're trying to squeeze fresh water out of this stagnant water. What I'm saying is let's keep a continuous flow of new fresh water, people that we've never talked to flowing into our business. That's like the bloodline of your business. That's how you create a business that comes alive out of nowhere. I also said that maybe you should call them two weeks later, maybe you should call them a month later. I don't know. I'm not telling you what I do is the right way. I'm just telling you that I'm going to outwork everyone to talk to the most people and to build my brand. You don't realize this, but people respect people that are cold calling them. You might not think it, and you got people out there that are like, I'm scared to make cold calls. I know I don't like to get cold called and da da da da da da. Wham, wham, wham. And the thing is they don't realize is that most of those people, even though they don't say it, in the back of their mind, they're thinking, man, that's a hardworking agent. That person is like out here like grinding like in the dirt, you know what I'm saying? So just doing the work shows them that you're hardworking. And then when you back that up with a tone, speed of your voice, the relaxess of your voice, the intent of what you're doing, it all lines up. They're like, wow, he's cold calling. He's a hard worker. And he's asking me if he can help me, not even trying to sell me. And, you know, I really like him. He sounds like my brother. And, you know, he's in the, he's in the market. He knows what he's talking about. And, you know, he's doing a weekly email, you know, it just all like comes full circle. You know, there's an unlimited amount of people to call and to try to help. We didn't have as many conversations as we can to try to help them. If you guys aren't making calls, you're literally telling the universe, I don't want to help people today. You know what I'm saying? We have to be aggressive with making our calls and then using the zero to diamond philosophies to create those relationships. See, that's the thing. Not every system is going to convert every lead, but most people are going to see what we're doing and they're going to say, that's the agent I want to work with, you know what I'm saying? So you just have to, you just have to visualize this and kind of see it for what it is and kind of look at the big picture of everything and think, yeah, like I see, like it's like the where I am right now, this is what I visualized, a business where I just sent a weekly email out and close 100 deals a year. I saw this coming 10 years ago when I started the weekly email. I saw this coming right now. I see us growing to 1,000 agents by the end of the year, you know, 3,000 next year. I see that happening even though we're not there yet. And so you guys have to see this happening. You got to visualize it and you got to believe it. You got to say, okay, if I talk to people like this, if I put the work in and do the weekly email, if I try to help people and not just try to go after deals, you know, if the thing is when you go after deals, you might do a few deals, but what happens? Almost zero repeat business because they knew that you were in it for just a deal, right? And you think, oh, I did a deal, but really you've lost, you know, 20 deals over the next 10 years from repeat business referrals. That's where it's at when you build that personal brand and they know that you're there to care for them. That's when you get, that's where you turn one deal into 20 deals. And you do that over and over and over again.