I think the answer is actually very simple. And this answer does not apply ONLY to financial consultants. It applies to any sales function B to C or B to B. Machines facilitate completion of deals. But not everybody is ready to buy and complete a deal. A lot of consumers are on the fence. For certain products that you are not familiar with, you probably are also a consumer on the fence. But people buy from people. And to make a decision, some prefer a little persuasion or validation to be comfortable before taking a step. It could be a personality trait. It could be a situational uniqueness. If you have been in a sales function, you'd kind of understand this. The sales function of any business, finance or not, is to lend leadership and hope to the customer to take a step forward. Buy a solution to solve the problem.