Why is it important to make follow up calls to someone you've quoted? How many calls would you make before you stop? So I don't, I guess, first off, I don't think you should ever stop. I don't think you should hassle them, but I don't think you should ever stop checking in with somebody every so often, especially once you've established a bit of a relationship. There's nothing wrong with that. If you're doing it every so often, not too much, not obnoxiously, because you never know when an opportunity is going to arise. You never know when they might become dissatisfied with their current insurer. So that to me is very important. And then why is it important to continue to make follow up calls? Again, I think the statistic I heard was if somebody isn't an early adopter, meaning there's a certain percentage of the public that we just call early adopters, and they're just open to try new things, to go with stuff. If they're not an early adopter and they're not in the difficult section, which, you know, early adopters and then the super difficult people, everybody else is kind of in the middle. I believe I read it takes an average of 17 times putting it in front of somebody before they might say yes. So that's just casually, politely, kindly checking on them, seeing how they're doing and showing them that you care, that you're concerned. And then eventually, I believe that they're going to say yes, if you're politely, positively persistent.