How, how did that evolve?

Yeah.

Uh, well, very similarly to the borrower pipeline, right? Like if, if you want a consistent result, you need to take a consistent approach.

So you talk with a loan officer, and they've got a very systematic step-by-step process that the borrower is moving through, through the whole journey.

So we've built what we call the candidate journey, and uh, it is a seven-step process that, uh, we have found, um, must happen, uh, to build a great relationship in transparency, right? Where you don't need to put somebody in golden handcuffs or get the neck tat, you know? [laughs]

Yeah.

Yeah.

So you've gotta, you know, uh, you need the know, you need the like, and you need the trust.