What is going on before we started working together? So before we started working together, there was, I think, a period where as a new business owner and a person that was creating something from scratch, moving from a area that I was really clear about and understood as a sort of concept, but into an area that was less understood, trying to still promote it, that I was confused, didn't have a proper kind of mindset around sequencing or understand the process by which I could engage clients. I was going out and doing it in a very sort of splatter gunned approach, and so I think reaching out to you having those initial conversations was not only able to clarify what I needed, but more importantly what the aspects of thinking I was doing, where that was wrong and where those kind of systematic approaches needed to be put in place to kind of craft the script, to craft the process, to craft the aspects of systems that needed to sit behind. Okay. There was a stretch where the show was going well, The authority was there, and the inquiries were still not coming. And you were gaining a lot of impressions, views, a lot of stuff was up at that time. That it was literally went from, like, thousand to, like, let's say, $20.50, 80,000 per post. But the inquiries are still not coming. What was that like and what changed? So it was good to see that the increase came because it's always nice to know that when you're starting something, it has an effect and it moves towards what it needs to do, but I think I was questioning maybe the content or the things we were saying weren't landing. And I remember we had a conversation about how we could maybe modify, tweak, or just re land some of the language, some of the things that we were putting out there. And I think I wasn't frustrated by that. I think I was more curious about why it wasn't working. I did get a bit despondent in the sense of like, well, why are we doing all this stuff? We're getting all these great things, but we're not seeing the leads. I remember you saying, which you said to me many times, you've just got to wait for it to compound. And as part of that and that slight tweak that we went through, I think it was really even just a week after changing that we saw the numbers still compounding, but equally the leads then almost from nothing to multiplying, tenfold kind of came in. So I think if I was giving advice to someone and saying, is it worth just doing something where we change this or change that, don't be so precious to your idea or your concept that you can't change it because if you're not able to bend, flex, and feel agile within what you're doing, you probably won't get to where you need to get to. And I think that's what you shined a light on to allow us to get to where we got to. Perfect. Perfect. Okay. What is actually different now, day to day, as per the way that we scale? So the the difference between... Like, let's go back right at the start. The difference between at the start felt like it was me, one person trying to lure through sort of like an idea without any glasses on knowing where I was gonna look to get a client or to understand where that client may come from. And I think that was because I wasn't focused on what the client needed, that transformational piece or that pain point that we worked through. You helped funnel all of that down, understand that, confirm that, but package that into something that was then really purposeful and we've tweaked and we've tweaked and we've tweaked and we've tweaked to where we are now, which is there's a flow to the way in which we work, the way in which things happen. That means I don't have to give all of my attention to something every week because I know that it's happening. I delegated to some people, And equally, there are automations and there is technology behind some of that that's doing the work for me, for you. And more importantly, I think where we've got to a point where there are pains that are not working, we reevaluate and we are prepared to be, I said just a minute ago, that kind of agile sprint to where we're going to next. So I think, yeah, the difference is I am more measured around the approaches that are needed in different phases to make that work work at the next level. And we're and we're working through that process. Yeah. Yeah. Pretty much heavy words you used, Bob, but it's good. Okay. So if a coach you knew was in the position you were in a year ago, let's say six months, what would you tell them? I would say if somebody has gone on to LinkedIn and come across AJ or Spexalink and is thinking, wonder what would happen if I contacted this person or this company to reach out, to contact you straight away, to have a conversation with you because that's the reason that changed my business. If I hadn't have done that, if I haven't have been, I suppose, taken a leap, a bit of a leap of faith in the sense that we didn't know each other, then we wouldn't have had the opportunity to grow the understanding of how we work together, but more importantly, how you have enhanced the business, which is what you have done over the course of time. Alright. Alright. Okay. Was there anything that... Like, was there anything about how this worked that surprised you? I think the thing that has surprised me the most is that what you offer is more than just a contractual transactional process that you bring to the process, obviously all the things that allow the business to move forward, those systems, those processes, but equally you're somebody that has got both creative processes and also knowledge processes and expertise, and all of that combined together makes it feel like a human connection rather than it being just transactional. For that Like a vendor. Say again? Like a vendor. Yeah. Yeah. Exactly. And I think that's really important because for somebody that's starting out with a small business, they wanna be able trust in the person they're working with. Right? And so that's that's important. Well, that's new to me also. I didn't knew. It's just me, okay. I didn't knew what kind of thing it would impact you personally. Okay, this is good to know. The last one, this is the last, okay. What did you have to do and how much of your time did it actually take? So from an initial point of view, I think time that it took in the first, let's say month, was more than it takes now. So we had to get into a rhythm and a pattern of working that meant key things were set up, that initial twelve week sort of phase where there was things being discussed, it was quite rapid, and I think there was always, you always said to me, well, you you could put in the time that you want to put in and it'll go as fast as you want it to go. And if you don't put in the time, then it will be slower, right? So I think, yeah, I felt like I was running at the beginning. I feel like I'm walking now, but very much walking beside you rather than two meters behind you because at the beginning I was like, what's he talking about? So I think I think right... Yeah. That that that is how it felt. But now now it doesn't. Okay. Great.