Number four, what strategies do you use to build relationships with potential customers? Well, I guess it's a me, myself, and I strategy. It's who I am as a person, because when I'm on the phone, I don't really sell insurance. What do you mean you don't sell insurance? I really sell who I am, obviously as a professional, giving them advice, but also as a person and building that rapport, that relationship, that trust, that confidence. It all really comes down to the word, besides caring and compassion for your customer, but commitment to your customer, that total commitment to your customer. I start with many times, I say, look, everything I say to you today, Mr. Smith, is going to be in your best interest and for your own protection, not only for yourself, but your family and loved ones. That creates not only relationship, but the value, the peace of mind. Everything I say is going to be in your best interest and for your own protection. It's not going to be just a quick sale. Hey, let's get this done. One, two, three, bam, bam, bam. All right? Because there are ways of doing that, but you might regret it with that type of salesperson. That's what really builds the relationship. By doing that initially, it really extends to the referrals, the retention, the repeat business of the customer that you spoke to. You get the total package of my me, myself, and I strategy. Thank you.