Seth Gordon: With that said, what's, what's your mindset when you're, when you're starting to connect with these teams that have always done things manually and, and they come to you and they say, "Maria, we, we obviously know that we need to start to, you know, upgrade our system internally, or over here, we can't use Excel spreadsheets. We need to upgrade to a CRM." What's sort of your mindset going in to educate them? And where do you start? And where does it generally lead? I know it can be a bit of a leading question there.

Maria Poly: You know, I used to start with like explaining how things could work and I noticed that it creates resistance and fears like, "Oh my gosh, so many things to change. I don't know how to control it. I don't even have time for it." So now I'm using a different approach is just basically interviewing them, asking where's the the biggest pain and where they could feel that they're, they can not do these things anymore. They've been doing it before. And then just also start to clear the big picture. What's supposed to happen? How is it going to look like? And it takes several iterations for them to see step-by-step. And if, if the first step becomes see, they see it as a, like a, too big and, too much to accomplish, cut it off to as little thing as possible. So they can start seeing things rolling.