then I've had clients say to me, when do we follow up? When do we find the client and check in? Well, if you haven't asked that question, you definitely have lost control the process. Yeah. And just, again, speaking to Tyler today about the clothes, you know, and how you know, people, you hear that in the clothes that sounds very salesy, but at some point, you've got to ask for the business. You've got to learn how to do that in a, in a way, and the two questions that we say to our clients that you need to not in these words, necessarily, and you can change them and put them into your tune, but say to the client, what criteria you're going to use to choose your architect, what's important to you in this process? If not, don't assume that price is number one, because quite often price is not number one, to assume, get the actual criteria the client is going to use. And then the second question is, what specifically do we need to do to get your business? How do we how do we were really excited about your project? How do we get that now, people recoil a little bit, maybe that former words, but those two, those two concepts, you need to find a way to ask both of those questions of the client. Because that will, and then you can get your history, then you can say find out how many how many presentations you have to make. So when one was that one in 3.21, and five, and then that will that will inform your forecast in the future, and your marketing and the level of interest that you need to get. So we do a module at the end and fully financed, actually, to the second last module, because it's not it's complicated, but it's very new to people. And I think if you do that upfront, we do the kind of stuff that's a little bit more sexy and interesting at the beginning, and then we work our way up to finance. And then we do a final module, which is how do you implement all this stuff? Yeah, how do you? How do you take really what we're presenting to people that concepts? We're not, we're not going into the knowledge and understanding piece, which sometimes needs a little bit consultancy, or a little bit of more research, as a lot of things you can do on your own, but even implementation, you need some structure to that, how do you do that? And you pretty much you don't get initiative fatigue in your practice. I've had another new idea of another new system and because immediately that goes off the rails and you don't get value, whether that be from the system or the new software or whichever it is you're trying to implement.