So, I'm of the opinion that the best way to build relationships with potential customers is to not necessarily try to be a, don't try to be a salesman and by don't be a salesman I mean the sense of, you know, with the stereotypical salesman idea, walking into a room, be like, don't you know that I've got a deal for you? Like, don't do that. Present yourself as a problem solver. As somebody who isn't, you're not there to sell them, you know, a bridge in New York or something. I forget what the turn of phrase is, but you're not there to sell them swampland in Florida or anything like that or a desert in Nevada. You're there to fix a problem, you know. You need something to cover you in case of an accident. Okay, well, I've got a plan for you that covers X, Y, and Z. What other coverages do you think you might need? So, that's it from an insurance perspective or, you know, I'm worried about leaving, you know, somebody says I'm worried about leaving something behind for my family if they pass on. Okay, that's a, you know, that's a concern that a lot of people have in regards to that because funerals are expensive. So, what can we do to do that? Well, let's sit down, let's get a list of what your problems are and a list of the things that are your top concerns and then let me show you the stuff that I've got that I can sell to you that can solve that problem. If you present yourself as a problem solver, people will come back to you whenever they need a problem solved and the great thing about it is you solve one problem for them, they might not, they might know somebody else that's got a problem that you can also solve. That sort of reputation doesn't just build with potential customers, it builds a wide customer base.