Hi, good morning, Kyle. This is Dean Newman calling. First of all, let me start off by wishing you and your team a happy sales day. And of course, I want to thank you for this opportunity for the videos that you have sent me for your agency. Number one, how would I describe my personality? Everybody hates me. No, I'm only joking. How would I describe my personality? Well, I'm a good person. Okay. And when you're dealing with people, you have to be in the mindset of really knowing who you are, not only as a profession, but really as a person, because I really honestly feel that the two go hand in hand. I am a good person. All right. And to be a good person, you have to extend that quality to the customer. So they realize it and it creates value in the customer's mind that you are a good person. How do I mean by a good person? All right. Well, I really think it starts off by being a very good listener to your customer. To be a good person, to be a good communicator, you got to be a good listener. Listen to learn what I say to myself, listen to learn with the customer, because it really builds up the rapport, the relationship. Okay. And this is all evolves around your personality. When I'm on the phone, the other funny thing is about this question, I really don't sell insurance. I'm really selling, of course, who I am as a professional, but really more importantly, who I am selling myself as a person. Let my personality shine with the customer. Okay. So they have the trust and the confidence with me. Very important. Very, very important in selling insurance, because this is something that you don't learn in training. It has to come from within. So that's who I am. Okay. I'm a good person. And thank you very much for this question.