And yes you ask and open probe, but follow up with  secondary and tertiary open probes, what they mean if you broke your back and couldn't pay the bills, how would you suffer, what would, what would be the problems if, god forbid, you did die last night, what would you want your family to have  how much do you want them to have, when do you want them to have it  what would they go without if they didn't have it  okay so they start building mental pictures rather than saying okay you need  hundred thousand pounds worth of life assurance, because that's a fact