I think it really comes down to relationship and trust. When you’re selling services whether you’re a lawyer or a doctor or an insurance broker or a dentist you really want to work with somebody that you feel comfortable with, somebody that you feel like you can trust. And one of the things that the firm does and our attorneys do is we try to take a pretty broad approach and develop long term, lasting relationships with our clients. We don’t view any client as a one off opportunity we view it as a lifelong relationship. So we really try to earn our clients trust and we feel the best way to do that is by being honest with them, giving them practical advice telling them what they need to hear rather than what they want to hear. And sometimes that’s a difficult thing but those are the kinds of conversations that engender trust.