One strategy that I use to build a rapport or relationship with potential customers is letting them be themselves. Letting them take their hair down and be themselves and let them explain their situation to me before I jump into my script because I want them to feel welcome when we're having a conversation versus me just reading off a script. They don't feel welcome. They just feel like I'm a robot being programmed, reading off questions to them. Let us have a normal conversation like we're sitting in a park or at a bar or anywhere else out here. Just have a normal conversation like two complete strangers or like we're friends. Just having a normal conversation. Keep the conversation peaceful and keep it entertaining. Be laid back in the conversation because you want them to come back. You want them to feel that they're welcome versus them feel like, oh, they're just reading off a script. They're robots. They're being told to read this, that, read X, Y, and Z off a piece of paper. I don't feel welcome there. You want them to feel welcome so they can come back or tell potential other customers and say, hey, this agent did X, Y, and Z very open. Listen to my story. That's one strategy. And just got to also think outside the box as well. Relate to their stories. If you guys have the same stories, you might meet someone that might be from the same city you from. Went to the same high school, but you guys never met or talked, but you probably seen them in a hallway. Build a connection off stories, maybe from sports. You have a kid, what strategies you guys can go on a personal level. What do you use for your toddler? What do you use for your kid? Oh, okay. What school does your kid go to? My son goes to the same school. You build their rapport. The conversation will flow better when it comes to anything that you're selling for them so they can come back with their family and others. So that's one other strategy that I use as well.