Vince Nardo

Is that, is that what's going to generate the, the vast amount of the leads?

Is it the door to door side or what?

Or is it the lead?

Some door to door, some traditional, some aggregator.

It really depends on the market.

And, you know, we, we,

You have to be able to... When you're breaking into a new market, you have no brand.

So you have to be prepared to go exactly like you said, is go back to how we started our businesses a million years ago, which was...

grassroots, out there, knocking on doors, beating down people and generating leads.

And a lot of what I think has happened in our space over the last 10, 15 years, or actually since COVID, was a lot of our businesses became weak marketers.

We relied a lot on the aggregators because they came in flux.

Leads were plentiful.

Leads were easy.

And a lot of businesses got weak and really...

take or make type marketing right going out there and actually generating leads and that is what we have to go to these new markets as is the old school generating leads and once we can get that down then we can be successful in these markets um and you have to have the team you know

To your point of relocating people, we've tried the grass, the green field from scratch, nobody from the corporate business, everybody hired from scratch.

And we found that doesn't work because for us, the number one thing we wanted in all these branches is a consistent culture.

And we wanted to make sure that we didn't have 50 cultures, but one business culture, one business process.

So the best way we found at my former business that was established was, to your point, relocating somebody.

Taking a plant from the core business into that new market, putting them there, and having them be the stronghold of the business culture, the business processes, and then growing it off of there.