So how, how did you, I guess, first stumble across or come, or come across the importance of building relationships with people in your role?

I learned that pretty early on when I was working as a rep for Servomex and other brands.

When I was first approached with which felt like just a salesman type role, I thought to myself, "That's not me.

I'm more technical.

I'd rather be with the guys on the road climbing up smokestacks and installing new analyzers." That quickly changed as my life changed and I started to, you know, have a daughter and got married and all that, and they preferred to see me at home more.

So I learned pretty early on that when a customer is calling me or Servomex looking for a, say a gas analyzer, it's not because they were saving up their bonuses and their pouch change to one day get a shiny new gas analyzer.

It's often because they need to meet some type of requirement, whether that's, um, air emissions, safety, process control.

So in terms of those cultivating longer term relationships, what habits do you have to make sure that you stay on top of those and you're being proactive without being interfering?