So The challenges that you face usually selling over the phone is usually people want to see you in person a lot of people Typically want to have things in front of them. They want to see the rep they want to see you Because they don't want to feel like they're just a number. They want to feel like it's personable. So You know, those are the challenges when it comes to being over the phone over in when it comes to being in person The challenge is typically there Are going to be more about just creating that rapport with them so that they can know that you're actually there to help them not Trying to sell them or something. Nobody wants to be sold anything But if it's something that's beneficial that somebody can be helped or everybody would love to be able to get help in an area Especially if it's something That is of a need so for me in order to overcome those different challenges It's really just gauging how that particular prospect is engaging with me. What are they really looking for? You know like how? Serious, are they when it comes to certain different things? What kind of person are they are they analytical or they somebody that likes to be? observant You know and so you try to take all of those different things into consideration At least I know I do And those kind of things help me overcome those different challenges Whether that's over the phone in person It's always about really just building rapport and being able to make sure that you're giving them all the information That's necessary to what they're looking for