It sounds like what you're saying is with so many brokers, you need some form of differentiation to stand out in a crowded market?

Yeah, absolutely.

I mean, 22,000, it's a big number.

Everybody knows a mortgage broker.

there's mortgage brokers that are in your family there's mortgage brokers that are you know known to you from a friend of a friend or you know they're just in the marketplace beating down doors sitting in open homes working with real estate agents they're everywhere they're working with the accountants they're working with the financial planners you know For me as a mortgage broker in those early days of business, I had to look within myself and be like, realistically, how could I convince someone to do business with me? What makes me better than someone else? And yes, of course, I think I'm good at my job and I'll answer the phone when they call me.

But that really wasn't enough to stand out.

Whereas if you can understand a niche and a client base and what they need, then it becomes really, really easy.

Is that your experience as well? Should they be prepared or expecting that if they do want to step away a bit?

And so as a starting point, could you set the scene for our listeners a little bit about sort of why we're here today to talk about how commercial funding leans into home lending? Yeah.

Yeah, absolutely.

And thanks so much, Jerome.

Great to be here again today.

Yeah, we're really, really excited to sort of be here today talking about this partnership and this new funder that's entering the market in the small law firm commercial space.

finance space.

We sort of get approached by a lot of different, I guess, lenders, banks, fintechs in the commercial finance space who, I guess, talk a lot of talk about supporting the legal industry.

And so for SME firm owners who are listening to this, who obviously want to bolster their firm's business prospects and viability moving into the future, and then, of course, be able to invest into the property market, how can or should they be viewing this collaboration or partnership that Trailblazer Finance and Legal Home Loans has? Should they be viewing you guys as sort of separate entities and they'll go to Ian first and then Andrew, they'll go to you guys? Or is it