There, there has been times where tough customers are, are more difficult than most of your average consumers. A majority of the time I have always been able to get that close because I helped educate them and help them understand, not just the process, but the reasoning behind it and how they are going to have a better upper hand for them in that particular situation or problem that they are trying to solve. Be it that a lot of times they just don't see the value and I help generate that value to show that it could be this particular instance that you could go down this way and you might not get as much as you are hoping for with your insurance. Maybe because it is cheaper over here at this other agency because they don't really offer you as much. They just don't see that in the fine details, whereas the more expensive agency is that you are getting more, you are just not seeing it in those details and so I like to bring out examples and circumstances where they could use that insurance in things that they just don't really see possibly happening until I bring that to their attention.