I've been on both sides of this and I know how it feels as a customer if somebody calls me back when I'm on the fence. And sometimes that follow through and being the person, you know, that took their time to reach out to me and wants to let me know that they're still there and they still want to help me, it goes a long way with me if there's something that I'm on the fence about. So I know in that respect it can make a lot of difference to follow up with people who, you know, may not be ready to buy but may be ready to buy in the future. You know, and listen to them if they say, you know, this month I'm not really going to do this but maybe next month around this time I have some more time to think about it and maybe follow through when they tell you they're available. That can make the biggest difference. So following up normally is good just because sometimes there may be other fish at the sea that they may be looking at and you may let them know, hey, I'm here to serve, I'm not just here for your money, if you take that extra time to call them back.