I believe a successful salesperson is somebody that doesn't just pitch, it's somebody that listens to the client, what the client needs. You're not trying to oversell the client. You can of course make your recommendations, but really just listening and hearing what that client is saying to then offer your products. And maybe down the road you do sell them that umbrella, but if they don't need it at this moment in time, you don't want to chase away that sale by being too pushy. Another great quality of a salesperson is being able to take that no and not letting it ruin your entire day. And it's so hard to do that sometimes for people. And you can get into a lull where you've gotten 75 no's, but you just have to keep pushing and keep trying. At the end of the day everybody needs insurance and it's something that's very important and something that we are here to sell and provide for our clients.