So what's the average broker like, Alan, for people that don't know?

Yeah, I mean, you know, I don't wanna knock too many people or knock the industry itself.

I just feel like the industry has changed so much, and that there's so many really big players out there that have been doing this for a very long time, and they continue to find success.

And with a new guy like myself, or a newer guy like myself, in a, in a more boutique brokerage like ourselves, we gotta find a way to make ourselves different than everybody else.

And I feel like one of the ways we do that is that we are your full service brokerage.

We are, you know, no, no job is too small, no property is too small.

I'm s- you know, seven, eight years in, and I'm still doing 1,000 square foot leases because it puts food on the table.

And, you know, you meet a new client, do you have it systematized where you say, "Okay, let's do X, Y, and Z every time, and develop the relationship a certain way"?