So, hey, Carl, I read something the other day that I absolutely loved.

Can I tell you what it was?

Okay.

So I'd rather have a quick no than a long maybe.

I've heard you say to me, too, there's no money in the maybes.

Yeah, it's like I either want to yes or no, there's no money in the maybes.

But I like, I think I like your version better.

I have me stop and think for a few minutes.

You know, as I read it, I was like, yeah, that's so right.

And you know what it really had me thinking about too?

I know I've heard you talk about,

specifically with real estate agents. When you're reaching out and you're setting up meetings and you're

following up and sometimes it's a bit of a longer play. You're leaving a few messages to get,

you know, to get a hold of them or you've met with them and now you're following up and

you're following up and you're following up and you're following up

and maybe not hearing anything right away. I always think it's eye opening when you share what

your average conversion is post-craw for your post-meeting. Yeah, so my number, which is fairly

typical, surprisingly, is 16%. And what that means is of the agents that I meet with,

whether it's Zoom or a phone call, 16, 16, 16% ends up sending referrals, which means that 84% don't.

Right. And I have found, Kristen, I've shared this here before, that number

really hasn't changed over the years because you would think, I've been doing this for, I don't

know what, 25 years, something like that, a little over 25 years coming up on 26 years.

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