David Royce

It's not about like a warm lead.

Yeah.

Yeah.

Sales reps, like you're probably going to knock 120 doors in a day, 60, you know, 60 of those doors, you know, someone will- Are home.

Yeah.

And then of those, you know, maybe you're going to talk to 20 people probably, or I'm sorry, you're talking to about 40 people and then you're trying to close maybe two of those.

And... Just numbers.

And we would actually... We had a whole system like a Google Maps and you could look at every home.

It would pull up and you would click a pin on the home and you could see the customer.

You could leave notes for each one.

We could also...

Was that some rabbit sales revenue?

No, we invented it.

We came up with it ourself, but we knew we could get data to tell us, because in door-to-door, right, the key is to the retention.

You're trying to figure out how to have better retention.

And so there were about 10 different data points that we would collect from different data providers that would tell us about each home.

The sales rep doesn't know what all those things are.

They just know, is there a green pin on top?

Is it okay to knock?

Or if it's red, they're not allowed to knock it.