Let’s now look at reverse engineering this and this now applies to the clients. We we we must know what we are looking for or we’re never gonna find it. So the theory behind this is that we need to nish down. We need to not scattergun our skills across the marketplace because that we would be going drastically wrong in our skills by doing that. So what we’re doing here is we’re Nisshin down and we’re matching our skills, our superpowers, to a client’s superpowers. So when you know this, you will then be able to see clearly and think that’s exactly who I want to deal with. And more importantly than that, that is exactly who I don’t deal with. So let’s fill these forms in and let’s do it together. When you reverse engineering superpower, what attributes would your ideal client have? So what attributes would they have? So you would want to say maybe what markets are they may be in? What you know, if you were in retail or interior design or residential, let’s say they’d maybe be in a certain sector, certain postcodes, zip code if you’re abroad. So that would be an attribute. Maybe know what that niche is. Maybe it’s easier for some industries and others, but in my experience, it’s very, very easy for for people to stop scattering into all sorts of different directions and not being specific as to your market kneeling down. So the next one, well, ideal clients, three biggest pain points. So let me say what my industry would probably be there. I would say the biggest pain points would be that that buildings are maybe the office is not suitable. Maybe some of some parts of their office premises just aren’t working correctly. The reception is too small. It’s too big. It is that that doesn’t work. The breakout area where people are gathering is not big enough, is not designed enough, is not is not collaborative enough. So that would be a pain point. You write down what you think your client’s issues would be if you were in residential or their issues might be, you know, that the flow doesn’t work correctly through through the space. The space if you space planned it correctly, you’d open up some walls, you make it more open plan. So these are pain points. What are ideal clients? Three biggest desires. So the three biggest desires in my industry would be they want to go to open plan. They would love to be able to move to agile working. This is just specific to our industry. So do the same for yours. What would be the biggest desires of your clients? You know, that suits to try and work out what it is you that your ideal client really wants. And then lastly, again, this is an emotional attachment. I want you to try to write down so you can you can actually visualize what’s your ideal client looks like. I know this is maybe being a little bit general for some industries, but, you know, it’s an exercise. Let’s do it. You know, can you apply agenda? Are they mainly male? Are they mainly female? What age bracket are they in? Your clients are typically 25 to 40 or you know what’s what? What do they look like? What are all the aspects of them? Are they in you know, are they in technical industries? Are they, you know, doctors, surgeons, you know, you just try and picture what it is they look like. I know it’s it’s maybe it’s bit general, but I’m trying to get you to niche this down. So what I want to you to end up with then is the understanding that we have our superpowers or the things that are key indicators that we are our businesses, our main maybe. And then the same thing as to what our ideal clients, what they look like, what their superpowers are, and what we are now going to do in further exercises of further modules is we’re going to start to put those together. We’re going to then have a clear direction as to where we’re heading with with our business and our life. And we are going to things are start to become clear. So first module, we clearly know where we are and we clearly now know where we’re heading when we are doing that along the way. We now know exactly what we are and we know what our clients are, what we ask our skills and what. Girls are so we’re beginning. I hope you are, too. We’re beginning to make a very clear path and clear direction to now go to the next stages.