What kind of things are you seeing out there in the way of the current marketplace and what contractors are having to do to stay relevant in today's really competitive market?

Yeah, that's a great question.

It's something I get asked every single day.

As you know, I have 10 full-time clients that I'm visiting every quarter.

I'm writing in homes every single week with them.

And I think the biggest frustration is that our market's getting a little bit, our industry is getting a little bit crazy.

We have a lot of people out there that are desperate to get customers business and doing desperate things.

So what are some of the tools that you're seeing out there that folks are using that are winning the game?

What are some of the, what are some of the aha moments that you're seeing out there with the folks that you're, that you're riding along with?

Yeah.

You know, I think what I notice in general, uh, recently is just our technicians out there, um, and our salespeople are just very underdeveloped.

You know, they, they have a very base level in which they interact with customers, and they don't realize there's a whole world of opportunity if they spend a little bit more time developing their ability to build safe environments, to connect with the customer in a more meaningful way, to, uh, make the customer feel safe enough where they start to open up.

You know, there's the old adage, buyers are liars.

It's not true.

They tell us as much as they trust us.

They're not thinking 12,000 BTUs, right? And so how important is, uh, that just skill alone, understanding, asking the right questions, figure out what's wrong with, through the eyes of the customer, and then communicating that in a way that they can clearly understand?