... how does that fit into this conversation?

Well, you have a book out on procrastination, and I think procrastination comes, uh, naturally to entrepreneurs.

And, uh, it's a part of seeing a new possibility in the, in the future.

So it's a beautiful, uh, what.

It's a beautiful what, and you're really excited about it.

And then all of a sudden, Je- you come back and you say, "Well, how, how am I gonna do that?" So all we ask the entrepreneurs is to ask, not ask how am I gonna do this, but who's gonna do it? So the name of the concept is who not how.

And, um, it's one of those instant ones.

Hmm.

This is something you've really coached to and had the privilege of working with thousands of entrepreneurs, helping them on that journey.

Yeah, one of the things that was confusing for me, Lou, when I first started coaching, because everybody who came into coach, you remember when you came into your first Chicago workshop, that everybody in the room was motivated.

I'm not a motivational speaker.

I don't have to motivate the entrepreneurs who are in coach.

They're already motivated.

It's the problem is the focus of their ambition and focus.

And what we discovered was that there were two types that showed up.

In all your experience working with successful financial advisors, insurance producers, probably any entrepreneur, what do you feel are the most common things that folks do unintentionally to really hurt their enterprise value even long before or if ever they decide to sell their business?