I think the first important thing is to be like a relational neighbor so like building that rapport like you need to Figure out how are in what ways are you similar to this neighbor of yours? What are things you have in common? What are things that you can? Draw connections with them with you got to just break the ice by letting them know You're just a person like them just a normal person. You're not just a guy a greedy a greedy agent or whatever it is So building that rapport through relationship and then nextly you got to be a knowledgeable teacher like you have to have the knowledge that's Needed to help them. They have questions. They expect you to have the answers. You need to do the research You need to know the underwriting rules. You need to know the laws You need to be ready for all these questions You get you kind of over time you hear the questions same questions over and over again You know what the study and be prepared for what what kind of questions people need help with? And then lastly it can be a competitive closer like at the end of the day a salesperson is a salesperson you have to be competitive You have to have that zeal to you. You got a you have that that fire in belly that excitement or for closing that sale and then at the end of the day, I have that and be willing to ask for the sale and Hopefully make a lot of them. All right. Thanks guys