that's the perfect time and I had this sort of doubt in my mind erm then I was fortunate I learnt a co a very good scripted presentation for getting referred leads and once I started to actually ask, cos that's all it comes down to, erm then I was getting three, four, in the end I was being quite clever and saying look if you just restrict them to three then I'll give them the same good service I reckon I've given you this service