All right, so this is a great question as well. So my previous jobs, I worked with Assurion as a PPX representative. So we were selling, Assurion is an insurance company. They actually do insurance for products, right? And what I was selling was more of like a home tech protection. Now, when people hear protection, when they hear over the phone, they feel like it's scams, et cetera. Well, that couldn't be more of, you know, that couldn't be more of farthest from the truth, right? And so my goal for myself was to find out my customer's need and match it to the product, no matter the customer's temperature, and to make a five minute friend. Now, why it's important to make a five minute friend on that call is because for one, it builds trust. And when you build trust, the customer is listening to you, they're engaging, they're telling you more about their life. You know, when you come up and you're like, oh yeah, I have a product that I want to sell. They're like, I don't want to know about it. You know, because everyone, they hear the scam calls, they hear like, you know, oh, this is just something else added to my monthly bills. That could be, you know, you have to let them see the vision create a picture. And that's what I started doing for myself. And that made a tremendous difference in my sales and my commissions is building that five minute friend because I no longer became, I wasn't just the person over the phone no more. I was that snivey. And also it built a lot of credibility with my customer and a lot of trust because not only do I know their life story, but I made it make sense to them. And that's something that once I did that, I'm bringing that to every sales position that I ever do in the future. Cause that truly does build a tight relationship with your customer.