It's more about being able to sw- open a, or swing open a big door, right? So what are some of the most common small levers or, or minor adjustments or tweaks that you find that you make with a lot of clients when they come in that makes a big impact in their overall results?

results?So the smallest, most effective lever is recognizing that once you have a relationship with somebody, they care more about you as a person than they care about the service you can provide.

This is a really hard concept for professionals to understand.

Uh, they want to continue to showcase their knowledge around a subject.

Now, depending on your law firm, most law firms aren't up- most laws aren't updating so fast that you have so much new information.

I will give you one caveat, 'cause they're one of my clients.

[laughs] A tax attorney, they have endless amounts of, um, information to share because the tax law is just changing all of the time.

Um, are you pushing people or helping people to build the organic side, or, or, or paid right off the bat, like, as the next step? Or d- or is it really dependent on their situation? And, and I know I, I always ask layer a few questions, but if it's dependent on the situation, what does it depend on?