In my most recent role, I didn't, there was no requirement for cold calling, although I am very, very familiar with cold calls. I have worked in sales environments in the past where you had to reach out to complete strangers and whether you were trying to sell them life insurance or financial services or something along those lines, really establishing rapport is critical. But back to how much time you should spend, honestly, you should spend as much time as you have. In any given day, there are a certain number of administrative tasks that you'll have to attend to, but the rest of the time should be spent building a pipeline. The pipeline effect is critical and makes it difficult to take time off. It takes a lot out of the average person. But for me personally, I've never met a stranger. I've never met someone who wasn't a potential friend. So the idea of cold calling, establishing rapport, really digging in with folks and making those connections and establishing, you know, a trust is really critical. And you've got to spend a lot of time doing that, especially initially, maybe a few years and you can kick back and reap the rewards. But really starting out, that's all you've got to be doing.