My approach is to make the client feel comfortable first, then I'm going to find out their need by asking them a series of questions. It will pinpoint the reason or reasons that they reached out to us in the first place. From there, I'll tell them a little bit about our company and what myself and the company can do for them, usually through a small presentation highlighting just what sets us apart from every other company out there. Then I'll go into information gathering mode to make sure that they can qualify for the program. And then as far as my team goes, they're extremely important. There's always something to learn, whether it's from a home office person or another agent. You can't really get too good at this. There's always ways to improve and to be a better agent. So I'd say without a team, it's way harder. It's still doable, but it's way more difficult.