How then did you do that?

Well, for sales, for example, our sales process was pretty, pretty straightforward.

You know, I bought it to a point where every call was the same.

There were a process that we were following.

And so I was able to document that process and train a salesperson, someone on my team to take those calls.

And so that did take a while.

It took a lot of shadowing, a lot of coaching.

Hmm.

What do you think was like the key identifier that, that helped set you apart from anybody else that was trying to either chase you down or previously would have been considered a peer?

I think the biggest thing, Steve, was that we went all in on one thing.

And we were exclusively doing account management fractionally for marketing agencies.

So when people would come to us and they might be just right outside of that ideal client they might be you know not really a marketing agency but we could totally help them I would always say no and I said no more than I said yes because I wanted to stay in this lane of this is exactly who we serve this is how we do it because I knew that in order to sell my business down the road I had to create a repeatable system and a repeatable offer and And be super laser focused.

And as an entrepreneur, that's very hard because we all have the shiny object syndrome.

We have the list on our phone of business ideas.

We want to try things.

eight years to be able to exit.

Great

book.

And so I knew I wanted to sell.

So I definitely built the business to sell, meaning putting the leadership team in place, making sure I was removed from as many seats as possible in the business, making sure that we had recurring revenue, that all of our numbers were very clean, our books were clean.

I knew that everything in the back was super organized.

Even to like when we went through due diligence with E2M, who was the company that acquired us, it took a day for us to get them everything for due diligence because it was just we were ready.

And that was like a huge priority of mine that everything was had an SOP for everything that, you know, it was just it was ready, very systematized.

Was there anything that you would recommend that someone do that's listening that's struggling right now?