Hey, there are 10 X real estate warriors. What's up? How are you today? So it is December 9th, big day. We're getting ready for the Saint Nick to come down the chimney. And I just want to reach out, you know today I had an interesting conversation with a young realtor and we were talking about the difference of I do real estate, or I am a professional real estate broker. You know, it's interesting because I, you know, I, the analogy I use with them and I said, you know, you don't want to go to a surgeon that says, you know, I do surgery once in a while. I've practiced surgery. Are you, do you practice it? Are you actually a professional real estate agent or a professional surgeon? I don't want the guy who's practicing on me to be doing that. So, you know, if you're going to be a professional real estate agent and you're going to do it for a living, do you choose that path and choose to be the professionals step up and actually do the activities that would actually make you a professional realtor? So what are some of the activities that would, would, if somebody saw you from the outside, looking in and saw who you were being, not what you told them you are. So we, you know, were judged by who we are, who we're being and what we represent. The people we're not judged by what we tell people we are or what we do. So if somebody was to watch you from the outside, looking in and you were a professional realtor, what would that look like? You know, you probably have a morning routine where you get up some at a pretty early time you'd be at your desk at a consistent time. You'd also probably work out in the morning. Do some kind of affirmations, have some sort of a schedule and a plan that you would execute on a daily basis. What we call a plan of action, which, you know, one of my mentors and coaches for many years was woman named Cathy Anderson, who, God, God rest her. You know, God bless her. She still works and she still a coach and a mentor, but, you know, she always beat it into my brain of the acronym plan, P L a N, which is prospect lead follow-up appointments and negotiate. And what she said was, as long as you spend 80% of your time doing one of those four activities in that order, by the way. So you want to prospect first thing in the morning when you have the most energy because prospecting or Julie generation can be challenging. And it's a lot of rejections. So you want to be as powerful as possible. You want to be standing. So do you have as much energy as possible when you're, when you're actually talking, talking to people you're going to lead gen, you know, after you're prospecting, you're going to F you're going to do lead follow-up, you're going to follow up with leads probably between 11 and 11 and 12. O'clock. You're going to follow up with any hot leads that you've spoken to throughout the day or over the past few days. Typically we have to speak to somebody when you're between five to seven times as the average, I happen to believe that in this kind of an economy, you're probably looking at talking to people more than nine to anywhere between nine and 12 times before their eyes are going to make a buying or selling decision. So each time that you communicate to them is going to add to that, that, that number. So what is the a in plan in the, in the word plan is appointments. You're going to first, you're going to prospect for an appointment. Then you're going to set an appointment. You're going to have a lead activity. You're going to have a lead. And that leads going to turn into an appointment. And now that you're going to take that appointment, you're gonna go get that listing. You're going to put it on the market and you're gonna start to market it for sound. You're gonna communicate that to the masses, by doing marketing and advertising, you may be a, you may become a open house expert. You may want to do that through social media. You might want to do it through video or texting or,...