It's very important to make follow-up calls to someone that I quoted, and the reason is because the road is a busy place. People tend to get busy, and people tend to forget things once they're being busy, once they're being overworked, or they're just dealing with life, period. So the reason why we like to do follow-up, follow-up with someone that we quoted, is to let them know, hey, we're still here, we still have your quote, we want to make sure that you're covered and that you're taken care of, we know that life can be busy, please reach out when you got a chance, and you want to keep reaching out, you want to keep reaching out until someone tells you, hey, I already got a plan, or hey, I don't need this anymore. But if they're not letting you know they don't need this anymore, then I mean, it's still on their mind, and they're still looking forward to dealing with the quote, they just need the right time and place so they can follow through with the quote themselves, and you just keep following up until you have that success, or you have that rejection.