I'm doing a five-episode series. This is the second episode of the series preparing for 2022. Yesterday, we talked about finding your numbers, determining your numbers, knowing your numbers, getting them on a spreadsheet. Today, I want to talk about comparing those numbers. Compare those numbers to the previous year. Did you have an increase, decrease? Were there new lead sources? Was there consistency among lead sources? What are the comparisons? What are the stories that are being told from the numbers? But Gary, I don't have my numbers from 2020. I don't have my numbers from 2019. Go find them, go put them down, and look at what the story tells you. Because numbers tell a story. They tell a story of success. They tell a story of the brink of failure. They tell a story, they give you information and let you know what you're doing, right. And what you're doing wrong. And if you're not looking at numbers at this level on a, at least monthly, quarterly basis, then you're just throwing sh*t at the wall and seeing what sticks. Like you have no plan, you have no purpose for that plan, and you're just hoping to get to that number. Talk to guys all the time. Hey, what'd you do last month? Oh, we did 30. Okay. What are you trying to do this month? 80. Did you add two trucks? Like, are you dropping 30 grand on marketing that you didn't drop before? Like how are you going from 30 to 80? Right? Like, how's that possible? I literally seriously had a conversation a few days ago where they, someone told me, yeah, you know, a hundred grand is what our budget is. And I'm like, okay. So what'd you do last month? Well, last month was our best month ever, and we did 69. Okay. Okay. Back the f*cking truck up. So your number monthly is a hundred grand, but the best you've ever did is 69. Like, come on. Yeah. We average about 49 to 55. Okay. So you're cute. You don't understand how numbers work and you don't have the structure in place to get to 100 grand. That's why, or you're not going to get to a hundred grand a month, right. And that's, that's our problem. We have a pie in the sky goal with no plan to get to the pie. Like you gotta be able to get to the table to eat the pie and with a pie in the sky goal, there is no way to get there. So the first thing you have to do after getting your numbers is to look at the numbers, compare them. What are the numbers tell you? What's the story being told to you that you can change the narrative of, to increase your revenue, to increase lead flows, like what is happening that can provide you with lifts because that's what you have to figure out. What is happening that can provide me with a lift and then go get those opportunities. If you're looking at your numbers, reviewing your numbers, comparing the numbers, consistently, you definitely going to DMN8 the day.