Yep.

but it also just comes down to like obviously I had age against me.

I've had my wins but I've also had my losses and I'm a big believer that it's how you respond to your losses at age that sort of sets your trajectory so I just really never wanted to let it deter me all the rejection and getting knocked back so I kind of overcame my age by just doubling down on just education, learning as much as I possibly can.

So, you know, obviously conferences like ARIC are amazing.

People have already been out there and done it.

You can either learn from wisdom from people that have been there and done it, or you can make mistakes yourself and learn that way.

I've done both, but I just applied every single thing that I was listening to from my mentors in the office, conferences like ARIC, and that sort of thing.

How is that achievable with a team structure, with knowing what's important, knowing what's not important, and then getting to, I guess, that success metric of 120 deals? Yeah,