And what are some of the benefits to having a CRM? You make a great point that, you know, when you have no clients or a few, it seems like, you know, why would I need this? But, you know, beyond the organization, what are some of the ways that having a CRM helps you in your business?

Well, so for example, in my CRM, I mark investors as investors.

And then if they're specifically looking for commercial properties or student housing or, you know, buyers who want to be out in the country or, you know, somebody that wants to be in town, you can make those kinds of notes.

And then when you see a listing come up, you can, you know, plug in, you know, the school district or, you know, and pull up those people who have been looking and it, it kind of helps you back to those people that, you know, that you're trying to, to help find a home and be able to remember them.

Because, you know, once you get you know, 20 people, even 20 people, it's hard to remember what everybody wants.

Um, and so having, having a database that you can search, um, or Mark, you know, and you know, I sold a house and okay, it's been five years since I sold you this house.

You want to be able to go back in and check in on them and be like, how are things going? And, you know, they may be ready to sell or they may know somebody that can sell.

And, you know, what have you taken away to, you know, kind of customize your approach nowadays?