I believe the most important qualities of a successful sales representative, the first one being that they stay focused throughout the phone call. They're not getting distracted, but they're also not moving too fast or too slow, making sure that the customer is comfortable and you're going at a good pace, not giving up easily. So you're giving options, you're not automatically, sorry, you're not automatically giving up when they say no for the first time, giving those different scenarios to make sure that the customer has all the options available. Also staying assumptive and asking questions. Also just having that knowledge of the insurance itself and what the customer needs. And also one of the biggest things I would feel or I believe that is persistence. So even if you don't get it on the first time, their first phone call, you consistently follow up or you get different options. You send an email, just letting them know that you're there, you're an option. I feel that all of these qualities have made me a more successful sales representative as I've gotten more experience, but also still learning to improve on this.