for me it's all about probing questions a customer can call you and maybe shopping around and let's say for car insurance and you do you probe probe you ask more question is he a homeowner is that he have maybe a boat or you have motorcycles you have kids that has cars you can ask so many questions and I do usually take quite a few minutes to really assess the situation so I can build a package based on what I think and what I I'm hearing from the customer and I present that as a first option and then I will you know talk to the customer and inform them the discounts they're getting exerted so yeah that will be my answer to this