relationships with potential customers. The strategies that I use would be number one, building rapport on the first two to three minutes of the phone call, just to warm the client up, but more so give myself a second to understand what they're looking for and listen to them and let them know that they're being listened to before I'm consistently trying to pitch them something. After doing that, building rapport, understanding and learning the client, I would then do some type of education behind what I'm trying to gain their knowledge on as far as teaching them what I have to offer them within the insurance field of whatever product that I'm interested in giving them at the moment. So basically giving them education about how these products can benefit them and then three typically strategies, I like to just do three. Another strategy would be, it's a little bit straightforward but I would say working on closing the deal, trying to connect the A, B to C. We got to know the person, we gave them education about what the product is and how it can benefit them and then three, we're gonna be trying to process the connection of how to close the deal to see what would be most beneficial for both the client and us being the producer agent. So what we both have in common to then come to a close for an agreement to benefit the both of us and not just always be one way street just for the business. We want to create that connection so when people feel like they're being benefited, they will tell their other friends and family that then creates more outsourced business. So that's how I would answer that.