And so you have talked to thousands of sales experts and that doesn't even count all the work that you do with your coaching, with your consulting, you know, Looking back on your own early struggle and with that perspective now from what you've learned from talking to sales leaders, working with sales leaders, coaching them, what's something you wish someone had told you when you were just starting out?

Just starting out.

Man, there's so much.

I probably would say we kind of tackled what the sequence is already.

So that was helpful.

But don't take it personal is probably one of the biggest ones because especially when I first started, I felt like I was going into this as Donald and I would see these people as prospect.

I didn't see them as a man or a father or as a mom or as a son or a daughter.

But how would you coach those individuals?

Mm-hmm.

I have gotten the conversation with the person.

That's where we are, audience.

Um, we have that conversation You can do, if it's a publicly traded company, this is an easier path in some...

Well, not so much easier.

You can get more information.

And I, I interviewed Kevin Cope.

Mm-hmm.

And this isn't just field salespeople, but what do you think is holding salespeople back from using and adopting AI?

Don't know what good looks like.

Intimidated by it.

I'll tell you those are some intimidated by it.

Don't know what good looks like.

And their organization isn't taking it as a priority.

We just tackle each of those.

And what's the difference between what AI prep can do and what you could do three years ago just Googling and that sort of thing?