So some strategies I use to build relationships with potential customers would be to just first thank them for calling and thank them for the opportunity to earn their trust in their business and then kind of just to find out what has them shopping. Obviously they're calling in for a reason and I'd like to acknowledge a little bit that reason that they're calling in and then just to see, try and find out what they are trying to accomplish, what their end goal is of calling, whether that be to just get a quote or to switch over completely, try to get their objective so we can make sure we're on the same page. I think that that kind of keeps, at least keeps me out of the weeds with customers. And then the biggest thing that I've kind of noticed is like to try to relate to them some way, like again be empathetic of why they're calling, acknowledge why they're calling and also to try to get them off the defensive. I mean I know with experience a lot of times people, a lot of people, mainly everyone doesn't want to be sold to, so try to get them to maybe laugh, obviously stay on the path, but get them off the defensive and help them understand that you're trying to help them save money and you're truly trying to help them and not sell them. So yeah, those would be just some strategies to build relationships with potential customers.