First-year billing expectations.

First year earnings, what we saying? Drive to bill exactly what you billed the year before at agency. So if you're a $500K biller, you should be billing $500K for yourself. If you're a million-dollar biller, you should bill a million dollars out the gate for yourself. But if you're just like a perm recruiter and you're pumping out $500K a year at a big agency, you've got a bunch of clients that are happy with you, there's no reason why you can't bill $500K on your own in your first 12 months. I'll sit with a, with an agency owner and they're 18 months in and they've billed $550K. I'm I'm like, oh, that's awesome. They've changed CRMs 3 times. They've lost heaps of deals 'cause their terms are just copy and pasted from their previous employer. And they're dealing with like 1990s sets of terms that just are completely irrelevant. And they're just hustling, losing drive, losing fulfillment, losing joy. And then that's where year 2 and 3 becomes challenging.