Can you take us through that? How did you

get there? Well, I'll take you through from the beginning.

So I'm at FedEx wearing a suit and tie, which I know Adam knows that look from yesteryears, with short hair.

And I'm like, I was the number one sales rep in the world.

And my director came in and said, what's next? And at that point, I knew I was out because I now had something to trade on to do something else, right? I just won President's Club, which at FedEx, that's not hitting goal.

That's top 1% of the reps worldwide.

So I said, whatever pays me more, because he's like, do you want to be a manager? Do you want to be an enterprise rep at FedEx? I handled what would be enterprise clients because I sandbagged them into my territory.

I was going to ask you, Jared, why do you think that is? Where do you think that comes from? Why do you think you've become such a great marketer?

Right, right, right, right.

that's powerful, right? Like he just took that whole narrative and was just, and I still think over time there might be there, but it was like wonderful.

And then Elon Musk, love him or hate him, is a tremendous evangelist.

And then building that, and that's great for social, building that to an own channel allows your go-to-market team to take, you know, a little more precise action as well.

And, and, you know, you build the following around not just doing these things.

And, you know, I want to, you know, backtrack to me talking about point of view and questioning what was wrong with the category.

Because otherwise it's just like, hey, do you want to join my sales community or my sales newsletter? Great.

you're saying that.