David Peterson

But if you're just a jerk the entire time, which I was plenty of times, then you're going to breathe that prima donna, right?

You're going to create that prima donna and let them ruin the culture of everybody else.

And if you kind of do a reset, which I've needed to do a few times in my career as a sales leader, you do a reset and say, if I'm treating them properly and giving them the resources that they need, then I can ask them to do whatever I want, right?

Not until then.

So our businesses are adjacent, right?

So when you look at windows, windows specifically and roofing were Rick's big thing.

So he was a legend in our industry and he was a mentor to Nathan who started, who basically came in and resurrected Mad City.

He was a mentor to him.

Some of the stuff needed to evolve, right?

Some of the way that he talked in the home and everything needed to evolve.

But generally, it was just a really solid 10-step sales process.

And the way I look at this is nobody created a sales system.

Nobody recently created a sales system.

We're all just stealing everybody else's ideas.

Long time ago, I heard this saying gross is gross, right?

If you're talking about what your actual gross close is and how did you actually get paid, right?

But we still use gross close as one important metric.

So gross close for us, industry-wide, 30%, I think, is acknowledged as gross.

pretty darn good.

Um, we, uh, as a company are right around 40% in gross close and that's Renuity as a, as a whole.