And so we have to take it till you make it. Um, but the way you fake it till you make it is you can't fake stats. you can't fake uh, knowledge, right? So in order to fake your character, you gotta have the education right? So if I'm selling Corona del Mar or I'm selling Newport well damn I Better know the tax rolls I Better know every owner of every house I Better know every deal that went down the last three years. uh, or five or ten years I Better know every active listing I've been an overview pocket listing I've been an overage it right? So now when I get in front of somebody when I actually have to fake my confidence I can fake it because I have the knowledge to actually speak about it right? So you first you need, you need to fake the character but you need to have the knowledge and you need to to to be able to support the fake.