So how do you get them from the one stage? Because you probably know some people that are like this from that stage to the next place.

Yeah, this is very common.

And it does happen a lot.

And that's the piece where, you know, you can't force someone to change, but it's all ultimately mindset.

Now, with that being said, attorneys are by nature, and I've heard a study on this, highly skeptical people, you know.

And so with that in mind, there is...

A level of showing them that it can be done differently.

And then maybe you fly in for a meeting and go through this consultation period where you're analyzing how could how can they best address their need? Is that how that works?