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okay and then finally most a lot of people forget about this part or they think they're too busy doing other things service can really get in the way of the clothes clothes is important you can make an appointment with a client and these days it's harder you're making an appointment with the client is not as easy you may be doing a zoom or a go to meeting with the client uh in order to present and close the sale so we have to think differently today because it is different um unless they're willing to meet with you uh in their office uh so but be sure to address coverage benefits versus premium that's always i know it's a real tough one but but if you if you understand the coverage benefits and you can bring forth coverage benefits that that that they don't currently have on their current policy form then that's always going to be you know great it's always wonderful when you can save them some premium as well but the coverage benefits in combination with with a competitive premium ar...