I always say to my clients everybody’s heard me say this I am a next step kind of gal and I take that very seriously. I don’t ever want my clients to be blindsided by something. So whether we’re just starting the process early on or we’re into negotiations I’m already giving them kind of when we start negotiations. OK. This is where I think we should counter back at this is what I think they’ll likely counter back at or ask us for. And this is what I think we maybe do they might do this but this is what I think they’re going to do and so forth. Because if we’ve done this enough times you start to see a lot of trends. So we as the professionals should be able to convey that in a nice way to our clients so that they can get prepared because this may be the first time they’re ever doing it and they don’t know what to expect. And I think oftentimes no matter what business you’re in. We take for granted that our customers know what’s going to happen and they don’t they don’t know what’s going to happen most of the time. And we we do because we live and breathe it every single day.
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