4 At the start, what was your team's baseline on having more strategic, open-ended convos?

What was the baseline with the team? We did 3 actually sessions together, 3 workshops. So before the first one, what do you think their mindset was?

The span was from probably a little insecure to some that are extremely confident in talking to whoever, right? You can put them in front of anyone and they're willing to talk. So I have a wide range. I think it probably would help to level set a little bit about my team as well.

Please.

So I have folks that are extremely junior, like first first job out of college. So those folks tend to be a little more unsure about, you know, how to ask certain questions. And then I have senior account managers that have been in this type of business for over 10 years that have greater confidence and they're more willing to ask the questions that we need to ask to get deeper relationships and to find out what's really going on.

So you're a very empathetic person because when you said, this is a digression, when you said it would help to level set about the team, That, that helps. I didn't even think about that. That's perfect for the people who are watching this and me, but, but really for them. So thank you for doing that. And so you're saying there was a range of sort of hesitancy, insecurity to confidence because folks have been doing it before, you know, there's some folks who are more practiced at asking more penetrating disruptive questions and getting more insights, right?

Correct.

Okay.