Yep.

So once again, every agency's always gonna be a little bit different.

Every BDM's gonna be a little bit different depending on sort of their support structure in the business and depending on how involved they actually want to be.

So for me, the way I see it, it's when I'm engaging a client, I'm the first point of contact that they have with that company, so first impressions matter.

We've heard that in life.

So for me, it's about setting a good service level from the start, and that's those early engagements with you.

You're the one that's doing the appraisals.

If someone was moving into a BDM role, do you think that it's a good move to straightaway go for something as structured as BNI if they're looking at not necessarily prospecting, but more lead generation and building their referral partners? Or would you say that maybe reaching out to people personally to start with is a bit better, and then go for something more structured once they're a bit more established?