So I was really young, this probably mid 80s, we had just walked out of a horrendous demonstration was terrible. The story itself would have taped the entire podcast. But in the back of my young mind, I thought there's no way we're gonna win this deal. I wouldn't buy from us. And the lead sales guy, an older gentleman came up to me with the big smile on his face and goes, this would be great, we're gonna win this deal. was like, Are you out of your mind. And he was really good. And, and he looked at me and he said, Tom, fundamental piece of advice I'll give you people buy from people they like, and they like us. And they like you. And I, of course, started talking about the technology and all this other stuff. And then none of that matters. And sure enough, that was the first deal of that fiscal year, and it was a big one. And that just stuck with me for for a long, long time.