It's hard if you can't see people or be involved with people or they've got a different time

zone. You're like wondering, are they putting in the work? As recent as this past year, I've struggled with people working at home. I was the anti-work at home person. Like, no way you can work at home. Well, like one in 15 people can work from home. I've changed, right? They've evolved.

I said, okay, I actually have some good people that can do a lot of great shit from home. Yes. They are very successful from home. Some can't. Some can. So I used to have this control thing. If you're not in front of me and I can't see you physically working, you're probably not doing enough. that used to be this thing that I've had for years to where now it's like,

look, as long as tasks are being met, right? As long as I'm giving direction or I'm seeing results, because everything's based on results, then there's nothing for me to, you know,

inspect what I expect, right? There's no reason for me to open the hood. It's when things slow down or

momentum slows down or things get stagnant. I start asking questions. I tell people that work for me

or with me, business partners, you know, executives, directors, doesn't matter. I tell them, look,

don't take it personal. I inspect what I expect. I question, question, question, question, because that's the kind of mentality I have. You have that same kind of personality where you're going to let go. They just have to have thick skin and understand it's not personal. It's just who you are. It doesn't mean you're doubting them. It's just you need to you need to freaking see it or it doesn't make sense to you. You need to feel it or it doesn't make sense to you. Some people aren't that way. They just take people for their word and there's nothing wrong with that. I'm the opposite. I like to see it. Forget their word. It's not that I don't trust them. I just maybe they think it's a B and I need it to be EF. So I need to see because maybe there's a misconnection that where if I see it, I'm

like, oh, they got it. Or hey, you're missing this. So you just got to be proactive when you're

hiring people and you're training people and you're coaching people and you're grooming people in

your business. You've got to be really, really, really proactive of making sure they understand

your personality and that they don't make it personal. 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, oh, hell yeah yeah then i'm a big lions fan and then all of

sudden bam uh 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 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 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 sales force you have to build an online funnel

...