It's,

you know, what to expect.

Yeah, I totally forgot this.

We did this.

So every single sales rep had their individual video.

We paid a videographer to come to our office to introduce that sales rep so that when they opened the door, the customer already had seen that person's face and watched the 57-second video.

They knew they had kids.

What is it that you're doing? What is it that's important to track? And why are you doing this? Why is it so