I wouldn't say it's a strategy more than anything I think that how I would go about it is be have a human connection before jumping into the insurance and the selling part. Congratulations on your new vehicle. Is this your first car? Oh that's lovely to hear. I think to show a side of softness to speak to your client more as a human being and then a customer is very important to me. Let's first connect before we get into this call. Also be very understanding to them when you're selling over the phone they might have kids in the background or dog barking, somebody at the front door and it's a matter of you know excuse me I need to deal with this and as a other person on the other line absolutely sure I know how that feels please don't don't mind me go ahead see to your kid I'll wait I'll hold the line. It's very important to have a human quality and not just see them as a selling. Yes you have to close the sale I get that but to connect is not really a strategy I think it's important and to have that sense of softness and kindness. A lot of people don't also have time and maybe they're on their lunch break taking the call and then you also pick up on those selling points and you know okay this person is in a rush don't over talk get straight to the point help them as fast and as efficient as you possibly can. I think it all depends on the person that's on the other end of the line and as a sales consultant or representative you need to be able to pick up on those points. An elderly person might have more time to speak than a person with a job. A younger person with their first vehicle may be more excited about it and that's where you sell on that excitement and keep hyping the excitement up you know. There's a lot of I would say strategies but I wouldn't see them as strategies.