How did that actually start and what made it stick?

Okay, I think a good illustration of this is our current sales director.

So I met her recently.

as a Instagram lead.

So it was a DM on Instagram interested in a property.

And I, and I went and, um, scheduled the appointment better at the property, um, showed it to her.

I didn't think, you know, she's a young girl.

So my own success as an agent doing everything myself was actually holding me back from the super growth and super success that ultimately I had in the industry by pulling back my own success and what I was doing myself, and then leveraging the skills and the talent of people around.