The strategies I use to build relationships with potential customers are I listen to them, I then share my knowledge with them on how I can solve their problems. And then I like to bring up other risks in their lives that they may not have thought about that they should consider. And then I would then ideally quote those products and try to get them to put another policy in place that solves that problem. But it's about educating them and also helping them manage their risk and for me to explain that to them so they're aware of those risks and they can make their own determination.