Yeah. Your job is to find as many unqualified clients as possible. Here's an interesting model that I'd love to learn more about. I'm so curious about how other service industries do things and how I can apply that learning to what I do. And the PI personal injury attorneys are really interesting to me because you have two things happening. You've got billboards and TV ads everywhere. It seems like they are eager to talk to any possible person who could present an opportunity for the firm. On the other hand, you balance that with the fact that they are never going to take a case on that they don't think they can win. So there's this wide open invitation and then there's all of these questions that narrow down and they are asking these questions purely in their own self interest. Do we want to waste our time in this case because we're not going to make any money unless we win. There's something about that model I want to learn more about.

Well, and you're pointing out the contrast in intentions and attitude between lead generation and qualifying vetting. The active lead generation, the metaphor I use is you're turning over rocks looking for something that's alive under a rock so that you can eat it. And you're turning over rocks quickly as quickly as possible. So there's this level of energy and enthusiasm and activity that comes from lead generation. But as soon as you uncover something that you might possibly eat, now you slow down and your attitude changes and you become really discerning. Is this poisonous? Will this thing kill me? Where has this been? Etc. Whatever the metaphor starts to break down here, but it's lead generation is almost this frenetic high energy activity and

qualifying is almost the opposite of it.