For me, I think the important qualities of a salesperson is knowing their products for one so that they can help their people, but really taking time to get to know the person, do a really thorough needs analysis and make sure you understand what it is that they're looking for and not what you want to pitch them. Understanding is probably the most important step to getting a client. I think that's one of the most important things and yes, it can be timely, but you will keep your client and you'll get referrals.