And that's why even when you have a word of mouth referral driven business, perception still matters because people are still deciding your value before they start working with you.

I love that.

And I've seen that true in my business.

I mean, I've been in business for five years, and I'm just getting to the point where I'm like, oh, maybe I don't want to rely on referrals all the time, right? And especially as I change who I serve.

But I love what you're saying about branding and website design, because what I find in social is that exactly as you said, I can easily give you your instant gratification you want within a time span of three months on organic social media.

But you're not going to see actual growth for probably six months to a year.

And if you actually want it to convert, it has nothing to do with your social media.

So if you're serving that audience, like I would say it's a non-negotiable.