Yeah. So it might be to give us some context. I run a run outsource sales company, so we work with B two B. Tech companies helping them sell their SAS platforms could get more customers on their saas platform. So I have a team of salespeople. Um, that does work for our customers. So my entire background is in sales since the age of 15. There was a young kid, always been very entrepreneurial, always been around sales had a paper out as a kid, you know, just, um, Alonzo's a kid going door to door to get customers sold knives when I was in my teens like, cut code knives. So I just always really enjoyed salesman in sales. And then I got a lot of really good professional experience right out of college. So after I graduated university, you know, work for a company about 78 years a couple different companies and gain some really good experience. Um, but naturally you have the other day wasn't super happy. I want to have my own business. So when I left there, I just jumped off the cliff and metas many people as I possibly could to figure out what need. There wasn't a market, and that's where Upward partners, which is name of my business. Um, that's where it was created. It was out of the need that we found that a lot of tech entrepreneurs and founders, um, lack the either bandwidth or skill set toe build their own sales teams. So we created that need that we found that need in the market. We created an offering for those people. So all those incidents really kind of, um, put together toe make what we are doing today.

Yeah. I mean, there's so many unknowns when you first start, right? I mean it XC skerry, obviously, um, you know, and ah, lot of people, I think, lack patience. I sure did. I still now it's something I'm getting much better at. But when I was younger, you wanted everything to be figured out today, right? Like I I need to create. You know who the brand is? You know who we should be going after, what the company should look like and be you wanted it all done right away. And so there was a lot of frustrations earlier earlier on because I wanted to be bigger than we were. I wanted to be. You know, I thought we should be further down the road than we were early on. Um, so, you know, I had to play a lot of patients there and just really learn a lot of valuable lessons and figure a lot of things out over those first few months and even, you know, we're four years in now. Almost. We're still learning a lot of things to get to the next level where we're of where we're going. So, um, the challenges were definitely around patients, Um, and and just understanding that during those hard times when you're learning the most. So for me, that was a really big growth opportunity and something I'm still applying today.Yeah, So it's It's being able to, you know, what's interesting is you'll you'll eat some humble pie, right? So I was I had to learn to It's OK to start over and feel like you're the new guy. Like start from the beginning. I left a career where I was very, very successful. And then when you jump out on, you know, jumped out of my own and now I'm you know, I don't have everything figured out already. Um, it was that was a big change for me that I had to get used. Teoh is not knowing all the answers, not having the answers to the test, but being willing to go out there and fail and fail and fail and fail until you figure it out. So that was the biggest challenge and change for me over those first few months and still today. You know, I tell all of our sales people in a lot of people. If if you want to do go do great things, whether that's in your career or whether that is starting a business, get used to the feeling like you're in over your head, because if you're not feeling that feeling. You're too comfortable, Whatever you're doing. So you should be looking for that feeling like you're doing things that you're maybe not prepared for. Its gonna force you to become the person that can accomplish those.

Yes. So I think this question probably coming from or of, ah, technical like if tools that we're using developed we don't have a product, right? We utilize tools to make our service that we're offering our customers better. So tools like Hub spot different sales and marketing automation tools, different communication tools differently generation or scraping tools to help us find contact details. Those are all tools that we use on a daily basis. Our entire team uses them all the time. Eso with that? You know, when we're offering the service to our customers, we need to make sure that we're ahead of the curve, finding all the newest and latest and greatest tools that are out there so that we could go learn them and be able to deploy them with our customers. So we're always looking at different tools. Eso I don't prefer certain tools or services more than others. I prefer the ones that are working the best, and I'm willing to an open minded to If if there's a newer tool, a better tool out there that can outperform what we're currently using. I'm not afraid of changing, so we got to be very agile, adaptive in that way,