Tom Howard

It's like, and you know, I just had a meeting. What we did, and this is very complex, but it's the only way I knew how to do it. We looked at how much per job, because we're in 44 markets. Right. So we looked at how much each phone call as a dollar amount goes into the managers and all the helpers salary. So it could be a warehouse guy, it could be the manager.

It's like, and you know, I just had a meeting. What we did, and this is very complex, but it's the only way I knew how to do it. We looked at how much per job, because we're in 44 markets. Right. So we looked at how much each phone call as a dollar amount goes into the managers and all the helpers salary. So it could be a warehouse guy, it could be the manager.

And we got anywhere from $9 all the way to $40. And we figured out the happy number is 17. So if you want more help in a market, but we're going to hire a lot more coaches. We're going to bring a lot more coaches to go in and work. Smaller markets are going to be on a plane a lot and bigger markets are going to be full time. And that's their only job.

And we got anywhere from $9 all the way to $40. And we figured out the happy number is 17. So if you want more help in a market, but we're going to hire a lot more coaches. We're going to bring a lot more coaches to go in and work. Smaller markets are going to be on a plane a lot and bigger markets are going to be full time. And that's their only job.

Their job, one of the things I used to make a mistake of is be like, okay, you're going to be recruiting. You're going to be training. You're going to be doing this, this, this, this, this. And we always give our best guys more work. We're like, even though you're very working 60 hours, I'm going to find more for you. And then you, then you watch them fail and you're like, what's wrong with you?

Their job, one of the things I used to make a mistake of is be like, okay, you're going to be recruiting. You're going to be training. You're going to be doing this, this, this, this, this. And we always give our best guys more work. We're like, even though you're very working 60 hours, I'm going to find more for you. And then you, then you watch them fail and you're like, what's wrong with you?

So I'm like, this is your soldier. I already started writing up all kinds of bullets and everything responsible for, because these guys need to know, like, what does my calendar look like? What does my day to day look like? What is I at 8am? What am I doing at 9am? What am I doing all the way through when I'm sending guys back to Phoenix? What am I looking for?

So I'm like, this is your soldier. I already started writing up all kinds of bullets and everything responsible for, because these guys need to know, like, what does my calendar look like? What does my day to day look like? What is I at 8am? What am I doing at 9am? What am I doing all the way through when I'm sending guys back to Phoenix? What am I looking for?

What's the software I'm using to hold them accountable? Is there an LMS learning management system? All these things. And if there's like training and so many people, how long have you guys settled for B players? I mean, in the early days.

What's the software I'm using to hold them accountable? Is there an LMS learning management system? All these things. And if there's like training and so many people, how long have you guys settled for B players? I mean, in the early days.

Yeah. And experience. I think I see it all the time. I mean, look, I've never seen, I remember what was it? Eighth grade was the first football team I was on. And all of us didn't know how to scrimmage.

Yeah. And experience. I think I see it all the time. I mean, look, I've never seen, I remember what was it? Eighth grade was the first football team I was on. And all of us didn't know how to scrimmage.

We didn't know even really how to, you know, we knew there was, we understand how football works, but we, when the snap happens, what goes on and we had to practice, practice, scrimmage, practice, practice, practice. And then we need special teams to coach us on certain things. Yeah. Then we need to learn how to run the drills. What drills are you guys running out there?

We didn't know even really how to, you know, we knew there was, we understand how football works, but we, when the snap happens, what goes on and we had to practice, practice, scrimmage, practice, practice, practice. And then we need special teams to coach us on certain things. Yeah. Then we need to learn how to run the drills. What drills are you guys running out there?

What plays are you guys running? What scrimmages are you practicing in the home? Are you practicing in your training center? And it's not only sales, because listen, if you can't find the price in Service Titan, if you can't take somebody through Service Finance, Green Sky, or Good Leap, if you can't, have you ever bought your own product? Yep.

What plays are you guys running? What scrimmages are you practicing in the home? Are you practicing in your training center? And it's not only sales, because listen, if you can't find the price in Service Titan, if you can't take somebody through Service Finance, Green Sky, or Good Leap, if you can't, have you ever bought your own product? Yep.

If you've never ran through, if you can't run your wife through Good Leap very quickly and efficiently, how do you expect to sell financing? If you can't find the parts effectively, if you don't have the tools, one of the things, the reason I buy tools for all the techs, is because they showed up with like their grandpa's blue gun.

If you've never ran through, if you can't run your wife through Good Leap very quickly and efficiently, how do you expect to sell financing? If you can't find the parts effectively, if you don't have the tools, one of the things, the reason I buy tools for all the techs, is because they showed up with like their grandpa's blue gun.

And I'm like, okay, we need all the right tools so that we'll never be, because I don't have tools to do it quickly and efficiently. I'm never going to sell it. And so there is some things in the price book and stuff. And I think sometimes, I always say this, I used to tell people to raise their price. I'm like, don't raise your price to raise your service. If you can't get out. Raise the value.

And I'm like, okay, we need all the right tools so that we'll never be, because I don't have tools to do it quickly and efficiently. I'm never going to sell it. And so there is some things in the price book and stuff. And I think sometimes, I always say this, I used to tell people to raise their price. I'm like, don't raise your price to raise your service. If you can't get out. Raise the value.