hard because, well, it's so hard not to take life so seriously. But this is something that I'm trying to do Petter chop at Right. Which is like it can seem so serious, you know, it's like oh, jobs and money and bringing in jobs and providing for the family. And everything that goes along with this game, like Ryan says that a couple years ago, see, actually last year, and the year before, I had a couple of my friends and we were all experiencing an element of scarcity. One of my buddies had invested, he had maxed out his credit cards in health pills for one of his sons. He was, is a practicing dentist. And so he was in a partnership with three other dentists he had, he had leveraged himself buying some new equipment, kind of a Hail Mary pass to invest in a new kind of service offering that they wanted to provide. So he was gambling on investing, made like an acquisition of the $60,000 piece of equipment that was going to help them really boost the revenue they were bringing in. At the same time he was having up and down months, he was trying to invest in advertising to be able to drive new clients for procedures that were more lucrative. And I missed all that just was barely scraping by with money. And I just remember talking with him, and having flashbacks in my own time of being in scarcity. And just from where I was standing, I could see that he was going to make it through this, I could see that I'm like, hey, just hold on tight, man. Just it's the psychological mental game, you just got to keep on holding on Be Wise With Your Money. You know, you've overextended yourself, that means you need a let's let's not say he's overextend himself, but he extended himself. And so I said, you know, you did that intentionally you did that for a reason you invest in in mentor mentoring, you invested in coaching for a reason, you believe you did the right decision. So now you need to get out there and work and do the actions that are going to result in a return on investment. And it's, I don't want to you know, as we're talking about this on the podcast, I don't want to minimize the very real nature of fear, like don't want to minimize that, oh, it's just fear. It's just, you know, just change your mind whenever you get over it. Like it is real, you know, fear will have a visceral bodily reaction in your body, you may feel like you don't want to get up in the morning, you may feel like, you just want to dive into sedation, maybe just watch some movies, or check your email incessantly. Or maybe just get into this overworking nonsense where we're always in the hustle and the grind. Like if I just work hard, if I stay later, I'm going to get ahead of the ball some time, when we've never actually addressed the fact that we're operating out of fear. And so you mentioned my trip to Peru. Indeed, I went on a retreat down there. And one of the powerful things that happen is retreat was inquiring into the nature of fear. And inquiring into the nature of my own fear and seeing how fear like in the universe, there's only this is my perspective, what I'm discovering is there's only two forces that that that can pull us or drive us one of them is fear. And the other one on the other side, I'll call that love or abundance, or safety. But it's it's the opposite of fear. And these two things are always there, like this constant poll. And so for you listening to the podcasts, you might be like, alright, you know, can Ryan Come on? Give me some give me some tactics or strategies? How do I? How do what how would I actually do in the face of a downturn? Well, I mean, those things we can tell you pretty quickly. So number one, make sure you're planning and to plan properly, you need to have the right data. Okay, so that means you need to have the right numbers, you need to be looking at your 13 week cash flow forecast, you can do a search on for Business of Architecture cash flow forecast, we have a training video for free, it's on YouTube, along with the downloadable spreadsheet, this will give you a three month look ahead to see what your estimated income and outgoings are going to be every single week for the next 13 weeks, which is going to give you an incredible feeling of peace and certainty and calmness because you're going to see whether you're going to be making a profit or if potentially, your revenue is going to fall off a cliff or you're in danger of not having enough money that's going to be clear as well. Which is great news because now you have three months to do something about it as opposed to being in the midst of it like oh now our big account just got overdrawn by $20,000 Oh shoot. Now we now we're in damage control we have to dip into our credit line or man maybe I need I need to return the car that I'm leasing and just take these these austerity measures which is not a fun. So number one, make sure you're planning number two tracking. Planning is based upon the proper tracking. And then number three, making sure that you or you're developing business, you're looking at that you're looking at your niches, the products, Ron is saying is, is the market I'm in? Is it at risk? Because of the economics? If so, do I need to diversify? Do I need to start partnering with other firms? How can I diversify, and this gets into the conversation about opportunities. And one of my, many of my mentors who are much wealthier, more successful and more abundantly minded than I am, have always told me Enoch, you know, in recessions, this is when millions are made, this is when some of the greatest opportunity actually happens. And, of course, the people who are making millions are, there's a couple ways to do that. Number one, you can exploit the situation by selling, you know, $10 bottles of water to people who are out of out of water. And that's not what we recommend. You know, that's if you're listening to podcast, I go listen to another podcast, you rascal, bring it down humanity. But the other side of the coin is you can make millions in the service of your fellow human being in ways that are powerful, helping provide solutions that are needed, where people are getting an adequate return on their investment for what you're actually doing, and, and helping humanity get through some of these difficult waters that are ahead of us. So plan, track, business development, get out there, call people make sure you have a sales process. So Ryan mentioned earlier, one of the problems and economic downturn is having people ghost us having, you know, you've been in talks, they've told you how great you are, they told you they love their design. They're saying, This is amazing. This is amazing. And then all sudden, radio silence. It's completely silent. And you're wondering, oh, what's happening now what happened? Well, a number of things could could be happening, right? I heard from a client recently that this happened to them, the person went client that the person went silent, the potential client, and then a week later, the potential client wrote them an email, and the email said, hey, you know, like, we were looking around at other firms, and we found another firm that's more prominent than you are. And we're going to go with this firm instead. It's like all. So while you can't prevent things like that happening, in a good sales process, you're you there are things that can minimize those things from happening to you. So, gotta have a good sales process. In your practice, you got to know how to make sure that you don't get ghosted, because it's possible. This is something we teach every single day in smart practice in the poll method.