So, kind of what I was speaking about in my last video, not realizing this would be the second question, building those relationships is finding common ground. Whether it's kids go to the same school, you know, sometimes, a lot of times, because of my age, I have a relationship where they have kids my age. And so building on that, you know, experiencing the same type of things or, you know, relating to them as parental figures. And I just like to build on that because, like I said it earlier, it builds loyalty, it builds trust. So that way they know that really what I'm offering them is genuine and this is what the best they can get. And so that way they know down the line, rate increase, right? That happens in insurance, unfortunately, it goes up and up. And so if they know, hey, I'm sorry, your premium is going up, but this is why and this is what we're offering you, they are much more understanding and they don't seem to push back or, you know, have disagreements. Or if we do, they understand it's only coming from a place of trust and care.