Um, me personally, I wouldn't say it's necessarily a challenge, but first thing I want to establish with a client or prospect, a customer, anybody that I'm trying to sell something to trying to help. I want to establish trust. That is the very first thing that I do when I'm talking to somebody. And I think that is the best way to go about it over the phone is you want to be personable. You want somebody to know that they can trust you and that they're not talking to a robot, that they're not getting scammed, that, you know, you know what you're talking about and that you're a real person. So me personally, um, I like to establish trust with somebody. I try to be very personable with somebody over the phone and, and the same thing in person I want them to, you know, you know, if they want to, they need to open up a little bit. Um, you know, let's joke around a little bit. Let's talk about what's going on in your life. Do anything for you to trust me, help you. So you know what I'm talking, I know, so you know that I know what I'm talking about and I'm the person that you should do business with. And I think, um, when you're selling over the phone and even in person, that's the main thing that somebody wants is trust. They want to be able to trust you and trust that you know what you're talking about. And, um, those are the very first things that I try to establish when I'm talking to somebody just to be very personable and trustworthy and want somebody to trust me. So, um, if that's the challenge, then I would say that is the challenge that I have is just, you know, trying to establish that trust first thing. That way I can continue to build rapport and continue to, you know, eventually sell them and help them get what they need.