 the third step and this was really kind of a problem we call it the commitment phase that's when somebody says all right tony i'm ready to do business with tony walker financial we now have changed that over to what we call the onboarding phase meaning that's when somebody likes to do business with us we have people specializing within our staff that will come in meet with you make sure we have all the statements that you've got correct what's going to move over what's not names of all your beneficiaries for family information