Mike Matalone

How they're trained, managed, coached, right?

Was it the tools, resources and systems we were just talking about?

Right.

So if you can't duplicate that, then, you know, their probability of continuing to be an A player, you know, goes down significantly.

So, so it goes back to when I was a window nation, right?

They, they hired me to fix their problem.

And I said, I can fix the problem, but I got to use the systems processes and methodology that I know how to use.

If you want me to come in and learn yours, you know, I could learn it, but I can't guarantee the same results until I get in there, play with it a little bit, which means I'm probably going to make mistakes.

And, you know, while I'm trying to figure it out and that could take a year or so or longer.

So that's some of the key things is stop relying on hiring great people and realize that you have to train and build great teams.

I love that.

No matter how good.

2016 and 17.

So I met with them in June of 2016, the two owners, Harley and Aaron.

And the problem was they had over 80% turnover.

The good news, they'd been in business nine years at that point.

We're doing about 63 million in four different markets, right?

They probably had 130, 140 or so salespeople at the time who had a company closing average of 57%.

So they had the marketing, lead gen and sales process down to a science.

But what they didn't understand is how to actually keep those people and make them stick around and keep producing.