You gotta do customer service before you get the customer.

And when you have those lay down deals, like, it's likely that something just came up. Like a lot of times people like, oh, you got a one call, close everybody. You actually have to do a fair bit of customer service before you even get them as a customer. It's like, oh, yeah, let me reschedule. I see something came up on your calendar. You know, just little stuff that you have to do to close the deal. Guy's not ready because his business, he's moving offices, something random. Those things will stall a deal. And then, yes, her phone might have just died, so I would just keep on her. Just send her a text, call her tomorrow, make sure you're on top of it right here. This is, is important because everybody feels that way when they get a call from somebody that they know has a, has an initiative. So you got to do this real smooth. You got to call the person. Michael, what's going on? How are you, boss? Hey, do you have like two minutes? Dude? Cool, man. So, hey, I'm from Troy's team. Troy Casey. I saw that you just downloaded our free nine step Pillars guide. Super stoked for you, by the way. I wanted to just spend the next couple minutes learning a little bit more about you because we have some other guides and frameworks for free that I could send to you. But I want to make sure that going to specifically benefit your situation. Can you let me know why you even downloaded the guide? I just want to know now they're talking. If you start talking to them and your talk lasts longer than 15 seconds and you don't get them to acknowledge that they have, you have permission to talk. Basically, it's always going to feel like a cold call. It's always going to be rough, and people are always going to want to leave you. You have to make it feel like the homie.