As

they're growing and understanding that, I think they become more entrenched and it becomes easy for them to, like you said, be able to control those variables.

And for us in conversations, we start this discussion a few years out to really start to prepare for what does life look like after after the sale of the business to really help prepare them for that shift.

And I think for us, it's being able to tap into that emotional side and them understanding where they cannot control what the markets are going to do.

Very often we're seeing business owners who are presented with opportunities for liquidity to start to come in and smaller degrees.

So we're starting to take them through that experience and talk about how the impact of maybe this small portfolio becomes a larger portfolio with the event and ultimately creates them to continue to their lifestyle going forward to create really opportunities for them that the business created for so long.

We talk about things that they can control with that, certainly understanding where their emotions are, where their education needs to be to really help curb any anxieties that lie around the difference of being able to know that the things that they do directly can yield them money versus the faith in the market to be able to go forward and have assets performed for them without their control.

For middle market business owners thinking about selling their company in the next 12 to 24 months, what is the very first step they should take today regarding their personal wealth strategy?

Right.

But so you could really do some, printing was starting to come about, but there was no, there was no real good software platforms to, and media storage was super expensive.

We built our first...

So my, that was another thing, my dad's like, "Okay, we need to go digital."

Any thoughts or you wanna, any words of wisdom that you would share after all the things you've learned? [laughs]

Well, I think, man, there's so many, so many good things that I've learned and from the podcast and just general.

But I think overall it's really just when you look at somebody, whether you're looking at them with envy or with pity, realize there's so much more to that person than, and give them the benefit of the doubt.