 Why do people procrastinate uncertainty? Yeah, fear and uncertainty. So the thing you want to do with the customers, you want to raise their certainty, not reduce it. Yes. You definitely don't want to challenge it. You want to raise it. Because when I raise somebody's certainty, then I make a decision. Do you think that's just giving them more information? Because that's what people go. In room. In room to breathe, right? Room to breathe and room to move around, right? And maybe it means you need to follow up. Like, we have a program that says follow up. You're not going to close everybody no matter what you do.