 If you don't think you're the expert, what do you think the client is gonna think? What are they gonna feel? What are they going to think about you? I'm telling you what, to be successful in this business, you have to come across as an expert. There's a phrase that I love to use. Hey, in my professional opinion, this is what I recommend. If you don't know your products or if your prospect asked you a question about an insurance policy that you don't know or what the average final expense costs in their area or all these final expense numbers, specifics, policy specifics, whatever they ask you and you don't confidently know and you can't recite it, I promise you, their confidence will dwindle about you in their eyes. Therefore, making it tougher for you to make the sale, we want the customer to be so confident and comfortable and in tune with us. We want him to think, hey, he's my best friend. He's gonna take care of me. He's telling me exactly what I need to hear. With sales, they need to like you, they need to trust you, they need to understand you, they need to believe in you. That's why building a relationship is so stinking important. But if you don't know your products, that will affect their confidence and in turn it will affect the sale.