So have you ever been introduced to a person or persons who completely changed the course of your life or your business so much so that much of what you have today would not be possible if not for this person or persons? And I'm just really excited to hear your story and your experience around this topic of relationships.

Yeah.

I mean, there's definitely, so that's a very big question.

Yeah.

And you kind of told me that question last week and I thought about it and I thought about it.

I thought about there's three that really jump out to me as far as honorary mention.

Okay.

Okay.

Well, in order to close out this topic, Rae, could you share some actionable tips for anyone who might be experiencing prospects who are not responding?

I'll give you two things.

One, she gave a great example with Blue Planet Optics of know who you're prospecting.

Know a little bit about what they're doing.

Don't just rely on AI to do your connecting and research for you.

I think that's a great topic or a great point.

two kind of things.

Tell us how to do more of that Ray.

... kind of prior to that, and then...

Yeah, for sure.

So, um, and it's my favorite thing to talk about.

I mean, it's my world, you know? Um, so, you know, the end of 2019, I mean, we, we had just been crushing it.

I mean, you know, we did, you know, 2019 was our first, you know, $6 million year.

Um, you know, we sold 2,200 tickets to our event.

You know, I was speaking on all the major stages.

Mm-hmm.