in with rain, which goes into the idea of the $20 an hour work $200 An hour work etc. Right. And this is something that very early on in my entrepreneurial journey that I learned from a mentor. And it just a light bulb went off in my head boom. And when I understood this, my personal income doubled year over year, just because I got this one concept. And I was so just to tell you a story. There was recently I was meeting with a hook firm owner that reached out. And this person she wanted, she was interested in joining smart practice because of many testimonials and listened to the podcast and and we were tapping to look at her business. And in her business. She's earning about $90,000 a year, which for a sole practitioner in the US is certainly not a lot but you know, it's kind of par for the course. And just looking at that, like Why wasn't she able to break through it kind of hovered around there. And she'd been doing this for a while, eight years or so. And now seven, eight years. And, and but this is common. It wasn't it was not an uncommon situation. And as as I'm talking with her kind of understanding what her mindset is, she explained well, you know, when I'm working in the business, I always want to I always default to doing the architectural work because my mind saying this is the billable work. This is the you know, I've got to invoice. This is what pays the bills is doing this kind of work. And so then I asked her I said Well, have you ever heard the concept of $20 an hour work? $200 An hour work. $2,000 An hour work and $20,000 an hour work actually even said $200,000 An hour work in her eyes just like almost exploded out of her head. She's like, I have no idea. What are you talking about this is I have no idea what you're talking about and it sounds I'm very skeptical. All of what you're saying. I said, Well, understandably, I said, these are just buckets, we can look at, you know, $20 an hour work would be what kind of work, it would be things like taking out the trash, like Ryan was mentioning, you know, touching up Photoshop files, I mean, you could hire someone off the street to kind of do that teach them how to use Photoshop, and like do that kind of stuff. But filing papers, you know, busy work, cleaning the office, things like this, that you might pay someone 20 bucks an hour to be able to do here in the US. Now, there's $200 An hour work, which would be the kind of work that an architect would do. It would be everything along with the profession. And and that's kind of where as architects, our minds, kind of, they kind of stopped. They're like, this is the this is the most money, this the most valuable use of my time is doing the architectural work. And then I asked her well, what do you think could be what do you think is as to what do you think could be a $2,000 an hour work? And she's just like, I have no idea. I said, Well, what if you're spending time closing a proposal? How much could that work be worth for you? What if you're spending time starting to build a business network? And she's like, the light started go off. And I said, How about $20,000 An hour work? How much would it be worth it to you to have a lunch meeting with someone, and that person turns into a referral partner, that refers you $4 million of work over the next 10 years? And let's say that your profit on that? Let's see, let's say you just get, you know, $400,000 worth of profit on that over the 10 years? Well, potentially, that meeting was a $400,000 lunch meeting in pure profit, not to mention the money that went into running the firm and things like that. Now, when she understood this, boom, her mind just exploded. Because then suddenly, she realized, like, oh, I can see one of the reasons why I'm stuck here. And one of the reasons why I don't have any money, and one of the reasons why the finances are difficult for me, and one of the reasons why I am working so much. And one of the reasons why I can't have more leisure in my business, is because my time and the way I value my time, caps out at my $200 An hour type of work. And so then we go back to planning oftentimes, as architects, we don't really, here's the thing, no, none of us went to business school. So none of us learned about the roles in a business that go above and beyond what an architect does, things like planning using something like the fact mapping process. So back to you, right. So like, when she understood that she was like, alright, this sounds good. Sign me up, I can see that we're so so what we're talking about here is getting getting architects and our clients eventually to the point where they can see that spending two days, going through a systematic process to plan in your business is going to be one of the most valuable things that you can possibly do in your business. Absolutely.