So, I mean,

it's...

How we apply it, that's the foundation of how we go into the listing presentation itself.

And it's interesting as well when I've got one right now where I gave her the buyer persona and she's like, oh, my God, that's me.

That's exactly why I bought this house.

And so it just speaks to the seller of that completely checks out.

And so we use that when we are building the Instagram carousels or Facebook or we use the wording is what is built into the script for my YouTube videos that we build.

And then we can shift to how did you figure out people, those buyer persona potentially could come from LA, right? And then kind of walk through that process a little bit.