Well, I was selling apartments. At times I was selling entire apartment communities when I was in corporate office, but to sell just an individual apartment, when a customer came in, I would ask them questions, open-ended questions to try and find out what it is they actually needed, what they wanted, on top of what they needed, but definitely the basic needs came first. Then I would offer them like a light refreshment, some snacks, because that usually starts making them feel a little more comfortable. I would take them around the property, show them the actual apartment itself. When we went in the apartment, I would open the door for them and say, welcome to your new home, just to try and get it going in their head so they can picture themselves already living there before they've even entered the apartment. I would point out all the features and benefits of everything inside of the apartment, such as energy-efficient appliances, square footages of the rooms. I would start helping them, I'd ask them like what kind of furniture that they had and start helping them place the furniture around the room, that way they can mentally picture themselves, you know, actually being in the apartment and saying, oh yes, this furniture will go here, this will go there. I would ask them more personal questions just about who else will be living with them and try and get those people on board as well. And then at the end, we would start walking back to the office and I would always ask for the deposit or the sale and say, well, come on, let's go ahead and go back to the office and we'll go ahead and start your application process. I would typically go ahead and whip out one of the iPads and just start logging in and go ahead and start the application process and wait for them to tell me no. So I really liked that Assumptive Close, it usually worked for me, I had very good success with it. Sometimes I did have to overcome objections, but then I would just follow up diligently until hopefully close the sale.