there are humans on the other end of these sales calls, There are humans visiting your sales assets. They have, they have brains, they have families, they have names. More importantly, they have dreams, they have kids, they have hoax. And we're in an environment now that's a virtual environment that we have to take care of and exploit data in digital. But I think the trap is most people fall into thinking of a consumer on the other end of Nameless Faceless Thing that has a credit card that we're trying to use technology to manipulate to get more sales. And what you're talking about, the competency part really addresses that cliche and sales I hate is like, well it's just a numbers game. No, that's a component. You can't sit and do nothing, but it's a human game. Yes. Well, and so I did a podcast here very recently with someone who's a coach that has worked with a company called Code Breaker Technologies for the last five years. It started as a card, right? You're either card, yellow, red, green or blue. And so that was the early days. Well now this way I can go in and read your linkedin profile or take this audio file converted into text and tell you beyond a reasonable doubt what is your bank code? And there are four, you know, four cards, but there's different ordering, right? It could be B A N K, K N B etcetera etcetera. Bank code of us explain that for those of us like me that I couldn't explain it if you ask me. So the bank code is are you an action person as the A right? Um Do you take actions The K. And I'm because I don't necessarily know all the B in the end, I remember they in the K. Right now Knowledge and that's probably because my to our action and knowledge, knowledge is another one. So the K. Stands for Knowledge and so I think mine was action the Knowledge, right? Actions supported with knowledge and then the other the other two and I'm surfing through to figure out if I can tell you what they are right now, I'm guessing what bank is right now. I mean the B the B would be buoyancy or or right well and these are some super people. Les Brown, world renowned motivational speaker Is behind this and I remember hearing Les Brown speak at motivational talks 20 years ago. Um so this is someone who's been around the block a few times and understands the game of being able to communicate with people, think about you know, spanish Russian greek french, all the different languages, the world, but at the core we all have a code of how we buy and how we communicate, Imagine being able to know that code on the fly Exactly. And, and when you talk to someone, you start, it starts to reveal itself in their, their vocabulary. That the words that they're using and I interrupted you, got your office, you think, but go ahead and go where you were going with that. The red, yellow bank code thing. Yeah. Well, so where I'm thinking about this in the future Is that it's difficult to teach someone to learn all the 24 different codes. Hey, I'm talking to you in one way now I need to talk to someone else in another way. A short term solution would be, Hey, if we're getting leads that come into our website and we're getting thousands or tens of thousands zoom video, for example, in these times, why route to a geography? If you could route to someone who speaks the same language of the person of the buyer precise skill based routing. So that's kind of the short term would be real easy. Let's put a bank of people that no pun intended. Uh, lets put a bank of people that match these certain profiles in the future. If I go to send an email, think about google mail, you send a mail and it completes the sentence before you've even thought of what you're doing exactly in the future. Why not? I write it in my tonality and for me, I'm a bullet guy. But if I'm sending something to someone who's not a bullet guy or gal, then what if it could convert the language and round out the words to that buyer precisely wow. To me that's the power of a. I write. It helps you with the frequency, but it also helps you with the competency and then take it a step further. We're in a dialogue and conversation and I know you're a certain personality type because the Ai tells me well instead of me having to figure all that out, what does this mean? There's so many things I could say and ask. It just gives you the questions right? There's a tool called Balto software that can listen to the conversation and right there on the side car It can pop up and and say, Oh, that's a really good question that you ask about by appointment only. Yeah. They've been around for 20 years. They were amazing 20 years ago and even 10 years ago. But the world has changed. And so from my understanding they're not using, you know, it could tell me based on you saying the word B. A. O. Which happens to be a competitor. Then I can start, then I can teach my sellers how to respond in real time. Right? And now now imagine doing that based on who the buyer personality or buyer persona is, It's about to get really interesting.