So we used to have what I said native, right? So native is another is another way to do digital where it's all authority pages. Think about you're on ESPN or you're at free press and you're reading about the lions and they're badass offseason and they're having and you're all, hell yeah, then I'm a big lion's fan. And then all of a sudden, bam, someone's like, you know, this is in the solar. Hey, you know, solar can reduce your energy cost and help save the planet. You know, solar for middle class, what do you think? It's just a headline. They click it. Now it's an educational page. It's not salesy. Hey, you know, here, you know, Jesse got solar. It tells a testimonial. It tells the impact that it did. And then it says, maybe you can save.

And it's always like a maybe should you where it's not come here, come here.

And then they're like, oh, I like that.

And they click.

And then that's when I said self-book.

You said you don't do that.

We don't get the lead and call them.

80% of ours is self-book.

They click it.

And then they get the calendar and they book it. And we do a call the night

before to confirm. And that's huge because then you don't have to have all the call center

people that you're carrying. And you're allowing the consumer to empower themselves to make a

decision. And it's a big deal. We're doing all that through Monday. We're doing all that,

and we did all that before through Salesforce. You have to build an online funnel, right?

You have to build Monday will connect to Calendee, which will connect to your sales rep schedule,

and you have to build what they call a funnel. I'm not the technical guy to build it behind

closed doors, but it's basically when they click it, you're capturing their information, and now they're

self-booking to your calendar, and then you're booking the appointment and scheduling it, and you've

got all that data coming through. And so that's where the funnel management is. And then that also

allows us, if they self-book, if they're like, oh, I can't do it. You know, it's easier if if I'm hot on it right now and I think I want concrete and I call you and I'm like, hey, I'd like you to come see me fucking Tuesday. Well, then more than likely I'm going to sit. We talked about that. I'm not going to really cancel and I'm probably going to sit because I need it. I'm like, I need this. if I see an ad and I'm interested, but I don't know if I need it.

And then you call me, I may not answer the phone. That's step one. I was interested, but now it's not hot. I'm not answering the phone. You know how that is. You get leads like, fuck, they don't answer the phone. All of these things, or they finally get hold of me. I'm like, yeah, yeah. Okay, I guess I'll book it. Well, then that day comes and you're like, shit, I don't want to do with that guy today.

That's what happens.

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