Yeah.

Because when you don't do that, the power immediately shifts to that buyer, and you're already lured in, and you're just emotionally ready to get this deal done, and you don't wanna talk to anybody else, and the buyer has all the power.

So they're gonna slow play, they're gonna retrade, they're gonna ghost you, they're gonna change fundamental agreements that you had with the deal, and you're gonna be less likely to bow out of that deal.

Luckily, we had a good conclusion on this one, but it was a little tight.

It was a little tight.

It was a little...

W- uh, we lost more leverage than I would have liked 'cause I really think you gotta have other buyers in the mix.

And final question, not planned, but I meant to ask you this in the first part, and then we just talked about all kinds of other stuff, is what is your response or guidance to sellers who wanna time the market?

... team in this thing?

We're gonna do a complete diagnostic before we take a deal.

We're gonna look at, we're gonna look at valuation.

We're gonna say, "Look, I think the business is worth..." Um, yeah.

So w- before we take on a client, we are doing a full diagnostic, right? We are looking at the financials very closely as a buyer would.

Uh, we might even need to bring in a, a, a fractional CFO to get the books to the point where we can interpret them.

You know, we see a lot of businesses that might have multiple entities.

[laughs]