So the first strategy i like to use to build relationships with potential customers is be conversational people know if you see them as a dollar sign as opposed to people you care about them you care about their needs to get to know them through conversation just. Act like a normal person talking to a normal person that goes a long way people see through it if you try to look at them as dollar signs and then ask them about their needs what is it what are the insurance needs that you have like what is it what is it that you're trying to protect what is it that you're trying to invest in get to know their needs and then take tell them how I can help meet those needs so basically you're just going to be conversational going to be relational try to find points of interest that you both have where you can connect with the person. Usually if you have you know the same community got sports teams or something that you can talk about or if they have kids you can you have kids you can talk about that so you have points of conversation like that and then just treating the sale as a partnership as opposed to just. I'm gonna get something from you and you're gonna give me something it's a partnership like this is gonna benefit you for me to help you i'm in this partner with you and get you what you need here so. Those are some ways there thanks.