Justin Ishbia

And so I'm not saying we haven't unwound partnerships.

People have not worked out.

That's definitely happened.

But on the negotiating side, to me, it's being very thoughtful about who you're partnering with in the big picture.

That's, I think, strategically.

But I'm going to get one level down more tactically.

I think I made sure it's on our last phone call.

We have a system at ShortCount we call our green, yellow, red system, which basically for every material document in a transaction, a purchase agreement, an operating agreement, a credit agreement, an employment agreement, a lease agreement,

There's roughly 15 key terms on every document.

And we list all those out.

And we have a scoring system internally.

And I use the simplest term, a non-compete.

Everyone knows a non-compete, you sell a business as part of the transaction.

Five years is market.

That's the most time it is.

If it's four years, that's pretty, I think, pro-seller.

Anything less than four years is really pro-seller.

We have a very simple system.

Back to why our teams can grow and people negotiate their own deals is it's a whole entire system that...

Everyone in our firm knows these 15 key points.