Dan DiLoretto

Okay.

So to do that straight cold calling much more intensive.

So we want to reward them for their efforts.

And we didn't even talk about this, but we do a residual, we offer a residual program.

So every unit that you bring in the next year that they renew, you get a flat commission per year.

So like,

That snowball effect kicks in because two things.

One, we want to reward loyalty of reps that stay with us for a long time, and it's hard to find good talent and to keep good talent.

And at the same time, we want to reward integrity of the sale.

Yes, then what you're doing is you're encouraging reps to sell the biggest packages possible.

And our mindset has always been to have the best customer experience possible and to listen to your client and sell them the package they need.

If we remunerate them too much based on dollars sold, then they're going to force packages that clients don't need.

In other words, think of the average plumber that refuses business books six months in advance for the last five years.

They won't need our gold package.

They need our bronze.

But if we force the gold on them, they're going to probably churn at a higher rate.

The renewal is everything.

And that's what we've made blatantly clear.

And that it's much easier to satisfy an existing client than to go get a new client, much less effort.

So you want to break that down?