And with that, one way that we really saw the higher conversions right from lead to sale is increasing the number of people who actually watch your workshop or watch your free training your free webinar or free masterclass, however you want to call it we call it a masterclass. I'll just refer to it that way. And this is really key, but often missed by people, because we're so focused on top of funnel, right, we're so focused on how can we get more traffic to our webinar, Masterclass registration page, so that we can get more leads that we can get more email opt ins, we're so focused on that top number that oftentimes we're missing the mark, especially if you're doing this evergreen, if you have a recorded training that people are opting in to watch, we often miss the fact that many, many, many of the people who are opting in, never actually end up pressing play on the training for whatever reason, or maybe they watch the first few minutes get distracted and never come back to it. So if they're not actually watching the full training, how useful is that workshop or that masterclass really, in converting someone from a lead to a sale?