Okay, so currently I'm not actually doing sales, but when I was doing sales, I was selling interest. So what I would generally do with either a phone or when I was in an agency in person is I would bring them in and not go directly into sales mode, go into get to know them personally, try to find something in common, try to find something to connect with them because the more you can get them talking, you can find out by just asking different questions, asking questions like if you have kids, what do you do for fun? What are your weekend activities? You know, things like that. You can sometimes find other items that they didn't realize they needed more coverage on or more insurance or more policies, more lines of insurance. Say they own a rental home. Who do they have that insured through? Do they just have, or do they have a boat? Say they go fishing every weekend. Things like that. So get to know them as you're gathering the information. That way they get to know you. It's more of a friendly conversation more than it's a sales pitch because then at the end, they generally feel more confident with you because you're building that trust and then it's generally easier at the end to say, okay, so when are we going to start this? Or when would you like this policy to start? And just kind of assume that they're going to go ahead and buy it. Generally, you end with an assumption. I don't end with a, oh, please don't say no. You're going to end it with, okay, when can we get this started? Do you want to start it today or do you need to start it tomorrow or within the next few weeks or when your policy ends? Yeah, definitely sit down. Try to get to know them. It's always generally because then even if they don't buy from you, your experience with them, getting to know them, they may send their friends to you because of their experience.