Will Schroter

Well, if they haven't logged in in a certain period of time, if they haven't taken any calls.

A lot of people that log in don't take any calls.

That's a challenge because if they log in, they don't take any calls.

And then somebody next year tries to ring them up for a call.

We've got a bunch of basically dead folks on the system.

It's a huge problem.

And so Clarity doesn't win by having more experts.

We have 20,000.

We're long past the point where we have saturation in almost every category.

Our issue now is the quality.

Right.

So, um, are those folks, uh, attacking enough quality?

The number of people we had would be a problem if the demand were so high that it saturated more than we have, but it hasn't yet.

Well, we do want active calls.

I mean, that's ultimately the growth model of the business.

However, who's going to be the most active is a reflection of their time.

Entrepreneur just comes off, sells his company.

He may be really active in the platform for five months and then start something else and can't get active again on it.

So we've got to prune people on a regular basis to figure out who's active and who's the best use at the time.

And the one thing we found is that the folks that are active tend to be really active, especially for whenever their focus area is.