Hey, Hey there 10X Real Estate warriors. Sean, Shallis your host at a 10 X real estate warrior nation podcast. So today's episode. Perfect timing is not always perfect. So good. I tell you a quick story about timing and how I learned about, you know, timing and how to use it. My real estate business. So probably I want to say it's the late 1980s, 88. I get out of the military. My brother is working on wall street, working on the trading desk as a stock broker. And if anybody knows about the sock market, the market opens up at about nine o'clock on the bell, on the button and closes at four o'clock. So I'll find a naive, I'm getting the elevator business. I'm going to call my brother and say, Hey, I just want to touch base with you. See how you're doing. And I call him in first thing in the morning at about nine Oh five when I get a break. Cause I started my day at about seven 30 and about nine, nine, 15. I got a break on my business. So I call my brother and he's like, what the hell? Oh my God. And he hangs up so phone and I'm like, Jesus Christ. So I try to call him back. He does the same thing. And after a couple of weeks of this, I'm thinking, Oh my God, my brother hates me. He really doesn't like things. Every time I call me highs up the phone, what the hell is up with that? But then as time went on, you know, what I realized was it was about the timing I was calling him. Not, not how it was called. Cause if I call them at like one o'clock in the afternoon and he'd be like, Hey bro, what's up, haven't talked to you. What's going on? How's it going? So, you know, when you realize, when you're calling for sale by owners or expired or something like that, and you call these people and the person picks up the phone and they're like, you know, if you let the phone ring more than four times and that person picks up the phone, of course they're going to be off because they were probably involved in doing something like a shower or maybe sleeping and you just rock them out of bed. And now you're calling and they're off because they've rushed to get to the phone to answer your call. And of course your call is probably, maybe you're bringing value to them, but probably not initially, or at least they don't see it on the surface. So here's a, here's a guy, here's a, here's a way to look at this. What I started doing expires and for sale by owners, I would use two phones and I would also use a binder. You know, it's like one of those three ring binders when you're in school. Yeah. I know old school. Well, you know, laptops foreign is fast or computers weren't as fast back then. So what I would do do is every morning I would get up and I would take out my binder and my assistant would take out all the, all the ads from the internet and stuff like that and, or watch the news newspaper and he would cut them out and he will paste five of them on each page and write note. And I would write notes to the next one. And the ad would say, Hey for sale by owner house for sale, it's a two bedroom, one bath, blah, blah, blah. And what I would do is take a pen. And every time I called that person, I would write next to their name and say, Hey, I contacted him on Tuesday nine o'clock. So why would I put the time there? Well, because people are creatures of habit. If I talk to you at nine, o'clock had a good conversation. That means more than likely. That's a good time to talk to you. But if I call you at eight o'clock and you don't pick up the phone, I put a little check Mark next to the morning and put an X X next to it. If I call you in the afternoon, you don't pick it up. I put an X next to it. If I call you three times or three days in a row and you don't pick it up, I put a line through the morning and I do it in the afternoon. I put a line through. And if I finally get you in the evening on Tuesday at six o'clock, then I know you're my Tuesday six o'clock call. And I write in there Tuesday, six o'clock. And I put it...