So how do I start that conversation so I move differently to get to that?

I think what we've got to really get to is a far more sense of understanding the client.

And you mentioned it earlier.

It's only in time that you spend with a client.

It's only in the conversations that you initially have with clients.

And then those initial conversations, I think, evolve into far more in-depth conversations.

And over a period of time, you learn to really know your clients and and certainly knowing your clients and understanding what's driving them that that that personal touch that you bring as part of your own personal sense of belief And your own humanity is what differentiates you from every other single financial advisor who is doing exactly the same as we're all doing.

And just to sort of, from what you've witnessed and what your view on this, does it influence the advice process, the outcomes, those kinds of things? So just maybe let's talk about that in a bit more detail.