Hey there 10 X real estate warriors, WhatsApp. So today's message is going to be pretty short, pretty sweet, pretty simple. It's about being authentic with yourself. Today we actually had the pleasure of waking up to about 13 or 14 inches of snow. It was about five 30, six o'clock and I looked outside and I was like, all right, you know, what do we do our training? Or do we do it on a treadmill? And I was like, you know, put on some warm clothes, grabbed the dog. And we went out and it was us in the plows. We pretty much went for a run, had some fun went for about three mile, three and a half mile run. And it literally was the most peaceful, peaceful, and surreal experience was to go out there. But probably the bigger thing was the conversation between that five inch span and that five and spans between your ears. You know, it's that, you know, it's the two wolves, you know, you gotta feed the both. But depends on which one you feed. Are you going to feed the one that's selling you a and just go back to sleep. It's there's 12 inches of snow out there. It gives you a good reason not to go out there and go out in the cold, or do you feed the one that says you've committed and you've actually made the commitment to yourself first and foremost, and you made it to others that you were going to do this workout and do the, you know what today is, I think Dale, Evan, a 42 on the half mile marathon training. So you know, it, that leads me into the conversations that I had later on in the afternoon with three different individuals that are what I would call 10 X top gun experts. One of them was a weapons expert. Another one was a strategist and the, and the other one was another weapons expert. And interestingly enough there was like three main messages that they all came out with. One was, you know, discipline and communicating to people with, you know, one of them said it very well. He said, you know, with authenticity, you know, you don't want to just throw crap at people and try to communicate with them and try and say, Hey, do you want to sell your house? Do you want to sell your house? No. You know, people don't want to hear that. They want to hear, Hey, how's the family. How are you? How's it going by the way, can I help you? Or do you need my help with your real estate needs at this time, different conversation. It's putting people first and then asking if you can be a resource or, you know, with authenticity in that, you know and then there, you know, both of those, both of those weapons experts had ways to leverage communication and had different tools and techniques, but trying to get to the same end, which is have a conversation that opens up a dialogue that gets somebody to raise their hand and say, Hey, it's funny, you're reaching out to me. I am interested in finding out more about the value of my home, or I am interested in finding out more about homes in this area or that area. And then the other guy who we spoke to, which is, you know, one of my you know, long-term mentors, coaches, he's also one of my business leaders in my organization within exp is guy named Al Stacey canal is an interesting guy. He is probably one of the most humble yet powerful men in our industry right now. He not only operates a small team of 40 people, which is not a small team by any stretch of imagination in Cleveland, but he also is one of the three partners helping over 4,000 agents throughout the United States, Canada, and several of the countries to either to build their real estate businesses within in the exp model. You know, and, and not to go down that rabbit hole, but it takes a certain person to be able to put that 4,000 people in those 40 people first, before anything else. And, and you know, I said it in the interview, when I go to do the interviews with these experts, a lot of times I'll pull up their bio's and I'll go to their LinkedIn and I'll find out what they either, what they wrote or what somebody else wrote