If so if you know, yeah, if a client sees us as burden sees architects as a burden, then part of our job is to actually step into the clients will and understand why. Okay, great. Now, they might not communicate that they see us as a burden. But generally, we can go into it thinking that, you know, they're gonna want to see our value. That's another way of stating this is like, okay, they're gonna want to share value so that we need to step into the world. And it's not easy to to it's not easy to do, which is why it's a lifelong journey, to hone your skills of communication to understand. But sometimes, for instance, you may, you may want to understand why why do they feel that we're a burden? Or why would they not want us to do see or something like that? Well, maybe because they're concerned about the cost. It's like, okay, so is cost your primary concern in this instance? They might say, Yes, it is. And then you can say, okay, great, if cost is your primary instance, would it make a difference? If you were to see that conclusively that this investment in the service with us is actually saving you multiples, guaranteed of what you spend with us? And then then see, then you could start to leverage on what they said they actually care about, and show them how, what we do matches up with that. Right? So when we when we don't ask enough questions, when we don't lean in with curiosity to try to figure out someone else's worldview, we make the mistake of making assumptions. Another example, we had a client architect who is, again, talking to us about a project, an amazing project that he just won, buddy almost lost it. Because he discovered along the process that they had, even though they agreed to work with him, they had they had started looking at other options and other architects. And so typically, his first reaction was, oh, no, maybe it's about the cost. Maybe they're trying to shop me around to find a cheaper architect, because, you know, this architect doesn't compete on price. So we teach the competes on value. And that's a normal assumption for most of us to make when we hear that a client's shopping us around or whatever it must be about the cost. Well, fortunately, he put on his head cap of curiosity leaned in, and instead of getting defensive about it, or getting belligerent, or getting offended, or anything like that, or even feeling frustrated, leaned in with curiosity to find out what actually was going on. And what he ended up discovering was that this particular client, it wasn't the money, it was actually the time that that was projected for the project to take, that they were concerned about. And when he dug deeper, he discovered, Oh, it wasn't just because they're just, they just want to rush things. No, they had a pending health crisis, that they that they needed to have the space finished by a certain time. So they had a looming deadline, about something very important in the world that they couldn't change. And so then, once the architect knew that he was able to enter into a conversation, okay, well, let's see if we can make this work. Like what if we could do this in a less amount of time? Would that make sense, and let's find a solution that allows you to do that, right. There's other things to play with. Maybe it cost you more, maybe, maybe, you know, maybe we reduce the scope, there's a lot of different things that happen. But that was only possible, because he actually stepped in the world. And like Ryan, so beautifully said, he understood, he understood. And so because of that, then he was able to create this, this enrollment. And what ended up happening is when he did that, the clients actually trusted him way more, because they felt understood. And so this is a great example of what we're talking about today, a flipping around and being perceived as a burden, to actually being perceived as a valuable adviser as a valuable consultant, as a valuable asset to the project. I