This one's an easy answer, my failures. Everybody in sales is gonna fail time and time and time again until you get it right and when do you get it right? You never do. It's always a process your entire life but you take those past failures that you don't make future failures and so that's what I think is important is teaching people how not to make those same mistakes again or how to rework that failure and make something positive out of it for the next opportunity and so that's that's what I've done my whole career is every time especially as a young salesperson and as a young leadership young management when I would mess up first of all admit you messed up. You're going to everybody's gonna admit it take it wipe it off go on and then teach someone how not to make that same mistake that you've made because if you don't learn from that maybe you're in the wrong business you know we're all gonna mess up we're all gonna make mistakes but if you don't learn from it maybe you should question what you're doing