David Peterson

The way I tell my team is if you're afraid of money, you're never going to make any.

So if you're afraid of being a profitable company as a leader, you're going to go to the bottom too.

So my philosophy is, so we pay well, right?

So that's one thing that we've always done is we pay well.

I would say we're in probably the top 15% of paying salespeople across the country from what I've heard.

And we've got a lot of,

similar acquaintances.

And so you talk to enough people and I think we pay quite well.

And so the biggest thing that I tell by all of my sales team is I try to be as transparent as possible.

Transparency to me is absolutely the key.

So I can explain to a degree to them about overhead and about all the things.

And I'm certainly not going to get into EBITDA conversations with them.

But making it as clear as possible that the only way that you're going to make good money is if the company is making good money.

So do you want to continue to have this income that is, for most people, life-changing?

Do you want to be able to make this?

Guess what?

Any good company...

is going to take care of the company first, otherwise they'd be out of business.

So if you think that you're getting paid well, that's because we're getting paid well.

So let's understand that that relationship