Hey there. 10 X real estate worries. How are you today? Just wanted to touch base with you and follow up with you today on today's topic is really simple. It's actually negotiation, who is the hardest person you've ever had to negotiate with? What is the most difficult negotiation you've ever had? And do you continue to have it or have you got it under control? So who was that person? It's it actually is the guy inside your head. You know, at other voice, I call them little mic. Some people call it your alter ego. Everybody's got a different name for it, but the bottom line is, is that, that is by far the hardest person you're ever going to have to negotiate with. You. See, years ago, I met a guy named Darryl Rutherford, God, rest his soul. He was a mentor and a coach. He actually coached up until the time he was 93 or 94 years old fantastic guy. And he had a concept of learning to control that, that ego, that voice in your head that actually controls most people and his philosophy was, you know, you name it. You're not going to get rid of it. You're not going to, you're not going to get them out of your head, but if you can learn to align with them, and if you can learn to negotiate with a person in your head, it becomes a lot easier. You know, and it's one of the more frustrating things to listen to people say, Oh my God, you know, when you start real estate, it's really hard. There's nothing worse than having like a coach or a mentor, actually start out the conversation by saying, it's going to be really hard on my God. You have no part it's going to be, I mean, really like, what are you thinking who wants to go into that conversation or who wants to get involved in that business when the coach or mentor is, Oh my God, it's going to be so hard. You're probably want to quit. It's no wonder why most real estate agents quit in the first, you know, in the first year in business. I mean, why not start out the conversation with these people by saying, Hey, it may be challenging, but we have all the tools and we have all the things you need in order to go to the next level. What specifically are those tools and those things, first of all, it's, it's your self-confidence and your self-esteem. So if you go back to our foundational course, which is the 10 X personal success formula, which you can actually download the blueprint over at 10 acts, P F I'm sorry, 10 X, P S f.com. Again, 10 X psf.com. You can actually download our our blueprint that actually helps you to create the foundational pieces of being a 10 X real estate warrior. So, I mean, by that, well, the first thing you're going to learn to negotiate with as in your head is, you know, sitting quietly and sitting quietly it took a long time for me to understand the difference between meditation with hypnotherapy or guided meditations versus what I would call TM or total transcendental meditation, which is purely sitting quiet. And, you know, ironically enough, when I started doing the transcendental meditation, I said to the guy, well, what's the focus or where we have to do. He goes there, isn't I go, well, what, what is my mantra or what is this or that he goes, he goes to the mantra is, is not designed to have you focus on it. It's designed to let go. And ultimately it's designed to help you to learn, to breathe and do actually get clarity that there is nothing to be focused on. And ironically, most people don't realize this is, you know, everything happens in the white space and what I mean by the white spaces, when you finally get to that point where you're sitting quiet enough to where there's nothing going on, you're not thinking about anything. And I usually will last for what they call bliss. And that usually lasts for a couple of seconds, maybe tops, because ultimately what happens is your brain is so smart. It actually goes, Holy crap, we made it. We're we're at we're we're at bliss. And as soon as you do that, you're also focused on how you got...