But you, you were a student, uh, in an estate agency that didn't have a teacher.

Yeah.

And I think I, what I've found in the l- I've watched, I think, every episode you've released.

I watch it when I'm having my lunch.

They're still, still a student today, and the- whether it's been my podcast, James, or it's yours, like, the ones who seem like they've got their shit together, they're still students themselves.

Yeah.

They're forever evolving.

They don't feel, they don't come across as if they're the finished product.

That's great.

Uh, and then the quicker...

Sorry.

The quicker you sell, the less likely it is to fall through as well.

The data, again, from Twentyaay shows that for every month a property sits on the market, the more likely it is to fall through.

So yeah, in terms of the fees, show that you're gonna get someone more money, um, show how quickly you can achieve that, um, and use that language that I've just shared, and then demonstrate to them that you've got local market knowledge.

So, uh, Kate Faulkner spoke about this on stage at Keller Williams Spoken Campaign, Simon, uh, spoke at and, and I attended, um, uh, as a delegate.

[laughs]