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[Music] it comes from a good place from what ive seen within my own firm and other firms the client managers are so keyed into servicing the client that they think they put the clients needs first and foremost before thinking about how that were running a business and we should be charging for it um theres obviously different kinds of um area like ways that we leave money on the table we can leave money in the table by doing the same thing year and year out and not charging for it trust distribution minutes for example is one example my own firm im looking do we actually charge for that um doing a payment plan or an extension do we charge for that or do we just do that for free theres a lot of things where um you might be leaving money on the table because youre just not charging for for every uh service that youre offering but um im sure that uh we can look at that thats one issue but id like to key on on the other one that comes to mind which is um yeah clients calling up