let me just say that over the years I was a huge believer in going on in-person appointments,

you know, from 20-20 to literally up until the last couple of months,

we always had the set or closer model.

And so basically how it would work is,

you know, we would get a lead, you know,

through any of our marketing channels back in the day

for all these years, it was TV commercials and so

you know somebody would call in from TV or submit their information online and one of my

inside sales agents ISAs would call them immediately within five minutes, right?

That's the goal.

And, you know, we would talk to them, you know,

get some information, find out their motivation,

you know, try and see what kind of price they're looking for and then from there we

would set an appointment and you know we try to set an appointment same day if

possible the next day if we can't and that was the mission right so the ISA sets an appointment

the OSA which is the outside sales agent then goes on the appointment and it's the

OSA's job to then try and lock up the deal negotiate with the

seller get them to sign it right then in there and you know do the deal and that's

what we did for literally years and it was very successful we made millions of dollars doing it and that was the business model we ran.

Well, recently that has changed dramatically for a number of reasons, okay? The first reason is we have changed our lead source.

And so this is actually step one of the training

I want you guys to be aware of,

...