<p><strong>Speaker 0</strong>: <span>Well, I think we've probably muddled our way through the Covid lockdown scenario. But I think for me, if we're going to build relationships, we've got to go back to the traditional way. Face to face for us seems to be the way that works. So we're investing in a lot more of our sales force, trying to get out and meet brokers in their offices. I think we've got to be clearer around our appetite. I think we've got to be consistent in our approach. I think we've got to give the brokers the confidence</span></p> <p><strong>Speaker 0</strong>: <span>that we're in for the long term.</span></p> <p><strong>Speaker 0</strong>: <span>Yeah, I mean, I think digital is inevitable. I think we're all Pro that I think we can all see the benefits. But you're right. How are we going to manage that side of the business? And I think relationships will play a really important role. I think for me</span></p> <p><strong>Speaker 0</strong>: <span>there's two levels. There's a transactional relationship where our underwriters need to build that relationship with our brokers because these risks are not all going to go straight through without touching the sides. So I think there's that, as I say, transactional element. I think there's a good traditional side of relationship management where our sales people will now</span></p> <p><strong>Speaker 0</strong>: <span>embed conversations around digital products just as they would about face to face trading. So I think it's going to play an increasingly important part in that. And I think another thing on the digital front, I think we are increasingly hearing from brokers that, you know even a £3000 premium isn't necessarily something that lends itself to completely digitising. So we've had an initiative with solving complex risks where we put our empowered underwriters on the phone so the broker can start that transaction</span></p> <p><strong>Speaker 0</strong>: <span>through the system. But if it bounces out, you can have a quality conversation with an underwriter to get that risk over the line. So, yeah, we think at every level relationships will form an important part</span></p> <p><strong>Speaker 0</strong>: <span>in terms of future proofing. I think for us it's staying relevant to the brokers. It's getting close to the brokers and understanding what they need, trying to give them the confidence that we're going to work with them. I think it's probably also for me</span></p> <p><strong>Speaker 0</strong>: <span>investment in our greatest asset, which is our people. If we can make sure that our staff are constantly being trained, improving their service, that makes us relevant to the brokers as we go forward,</span></p>