Absolutely. And on more on the needs and option review, you can go check out the work of Richard Petrie has some Google his name has some great content out there about how to charge for an initial consultation that you're currently giving away for free. So where did we land so we talked about, you know, doing work for free can actually help you increase your fees? Yes, it can. However, with the caveat, if you're going to do work for free, there needs to be an exchange of value we say needs to be there's there's this psychological principle that people value what they pay for. And other words, your price in your life when I was I mean, I gave my kid a beautiful bicycle for Christmas, he got it for free. He left it out over the wintertime by the summertime, it was completely rusted over. Now, on the flip side, when I was a kid and I bought, I had a paper route. And I saved up $300. And I remember there was this red Bianchi mountain bike at the store that like I had been looking at this for like six months, it was back in the early 90s, just this beautiful cherry red and had like the knobby tires on it. And it was $300 which was a fortune in paper out money. So I saved the money bought and bought the mountain bike and you better believe that I kept that mountain bike. I mean, I kept it lubed and oil that was like it was like, That thing was always spick and span I took I upgraded the components on it, I took great care of it. So one of the challenges that you need to recognize if you're going to be trying to use a strategy of using work for free to get work is number one, how do you maintain parity with your with the other party? Meaning if you're going to give them some value? What value are you getting an exchange, and this is oftentimes a conversation that doesn't happen. So typically, what we find architects do is they go do the feasibility study for free, but there's no handshake, there's no idea that I'll get the work. Once I do the study, what we actually see is sometimes the architect will go do the work for free, the developer say that's fantastic. And then they go into hire another practice, right? That's because you weren't strategic about the free work you're giving away. So if you're giving away free work, do it knowingly understand what the cost is, and have an agreement in place with the other party, where there's an equitable exchange of value. And perhaps you can just wrap that in the fee of say, Look, this feasibility study, we spent $5,000 on this, we're going to recoup that once the project gets approved. And by taking this feasibility study from us, you're committing that you're going to use us as the architectural practice to actually do the work. So these are all but these here's the thing, these are all up to negotiation, it's upon you, as an architectural practitioner to decide what it is that you want to do. And that's why my hat is off to Oliver here. Because although his his stance is unpopular, and he got some flack for it online, even though many firms actually do it, he actually from reading the article, I can see that he's very clear on what he believes in what's right for him he's not doing it because he's pressures not doing it because of lack of cash flow. At least the case he's making the article is that he's doing it intentionally. So if you're going to be giving something away for free the principle here Here's make sure that there's an understanding from the other party and send them an invoice that zeroed out. Because the last thing you want to do is the seat. Here's the danger of giving away work for free is you undermined your expertise and your value at the beginning. Even though clients will tell you it's not the case, your esteem, your gravitas goes down in their mind. When you give the work away for free,