way to close tough customers for one is to show the value in what they're receiving as far as how the rate goes I think the benefit comparison and showing what they have currently and you know kind of kind of putting the ball in their court and asking them why it is they're shopping around why it is they're looking for for someone new and taking those reality situations and showing them okay this is what I have for you this is why you wanted to come over this is why I think it would be good for for you and your family kind of presenting with the details in which they wanted from the beginning some people want to be sold and I think that gives you the opportunity to do so