The strategies I have used to build relationships with potential customers, maybe initially doing some background, insurance is a little bit different because you're working with an individual. When I worked with companies, I might do background on what their company actually did or produced. With the client that you're sitting in who wants to buy home or car insurance, you need to know a little bit about them. Not just what they're looking for and what their needs are, but some personal background, be it in the home or at the office, to see what their needs are to build that relationship. Just asking some simple, immediate questions. Also sharing of yourself helps to develop that trust relationship. Then proving that I'm listening to them by building a package or sales funnel that works and meets the needs that they talk about.