And when you go through this with your clients, like, what questions do you ask for them to uncover that, like you give now that one example with with a mindset coach is just about who they are, those individuals, or it's more more to do that than just asking the right question.

Well, it's really what do you sell and who do you sell it to? That's the most important thing.

Now, if we realize who you sell it to, well, also it depends on your goals.

Like, okay, I have a belief that there's two types of entrepreneurs.

There's entrepreneurs that want to make money.

because they believe the money will give them status, right? And then there's entrepreneurs that want to help people because they believe helping people will give them status, but the end game is status, right? And so depending on what the entrepreneurs mode is and how they think about it will depend on how the strategy will unfold.

But that is really the core of what you sell, who you sell it to.

And that's amazing because people think, yeah, podcasting, but podcasting brings clients.

It's like, "No, that's my customer right there." I'm not always thinking who's adjacent to or next to or besides that I might be able to go to.

Here, here's one of the important things about business in general is the most successful business people have some type of background in the thing they're doing or they want to do.

So, you know, if you're a chef at a restaurant, then you, it might be smart to open your own restaurant because you understand the back workings of it.

And this is the point.

You have a network of people you've met over the years that are in the restaurant business.

So they have the ecosystem already.

So if you look within your Rolodex, within your phone right now, within your LinkedIn right now- There could be hundreds of thousands of people in there in your current network or your extended network that know somebody or that know somebody that knows somebody that could put you into perfect position.

It is a bit of a different structure than what probably most people are used to to develop this skill of this B2B sale or implementing it or getting comfortable with it.