Contractor Coronavirus Brainstorm

Hey, out there, everybody. It's Jim Johnson, the head coach here at Contractor Coach Pro, and we've got a lot of people on this for you. We are super excited to hopefully help contractors kind of get some answers, maybe, I hope, for this whole coronavirus thing and hopefully get some action plans, maybe alleviate a little fear and work together as an industry to develop some action plans. And so I'm going to go through just real quick and introduce you to our panelists. So you know who they are. You might want to write them down as we go through. If you want to ask somebody specifically a question, you remember the chat tool is the way to ask questions. And somebody says pate hasn't even got up yet. And so he's still in bed. So they're already interacting. That's great. If you do not have audio on your end or anything like that, that's on your end. You may want to log in from a computer or a different device or something like that. Unfortunately, we're not gonna be able to solve all those issues for you out there in this deal. But we are recording this. We are recording this. So we're gonna probably rebroadcast this at some point. I'll probably give it to each one of these guys if they want to, and gals if they want to rebroadcast. So I'm gonna start with top left, at least in my view. And we've got Danny Kerr from Breakthrough Academy. Just kind of wave as I announce your name. Joseph Hughes from Contractor Dynamics. We got Jake Dempsey from Job Nimbus. We got Hunter Ballou from Roofcon. We've got John Wood from John Wood Law Firm, John Dye from Art of the Supplement, Balance Claims, and a bunch of other things that I probably don't even know about. And there's press. Priscilla, she is. I like her way better than John. We've got Bill Combs from no Time for Social. Ryan Groth from Sales Transformation Group, Michelle Melrose from White Rhino Creative. If everybody doesn't know this guy, Pate Smith from McClinney Mosley Associate.

I got that right.

I'm happy about that. Chris Houston from iRoofing. And then right on time, just like he always is, we've got Troy Clymer from Balance Claims. So we got one heck of a group here. None of these guys knew 24 hours ago they were going to be doing this. I kind of sprung out all of them. So I am grateful and thankful and honored to have all of you here. And before I continue any further with any of this, I'M going to turn things over to John Wood because I feel strongly that this is something we should do before we get started. So, John, take it away.

All right, thank you, everyone. I just wanted to issue some disclaimers for the panel and for the protection of everyone listening in. This panel is for informational purposes only. Do not rely on this for medical advice or for legal advice. We recommend that you heed the advice of public health officials. If you need medical advice, please consult with a licensed medical professional. And if you need legal advice, please consult with an attorney licensed in your jurisdiction.

That's all.

Awesome. Thank you, John. So now everybody knows that we are not professionals. We are here to help, and the thing that we want to help with. And just remember, panelists, please mute yourself if you're not talking, because we're going to hear everything that happens in the background there. And if I don't see you mute, I'll just mute you. So if you can't. If you can't be heard, you'll know that the reason why is because I muted you, Troy. There we go. I got him. So. Oh, he's muted on his phone. Okay, cool. As we all know, this coronavirus thing, as I like to call it, is actually a threat. This is not something to be taken lightly. I'm not going to share and nor do I feel I need to share any of what I have learned or any of that type of stuff. If any of you want to call me, email me, text me, and you want to talk to me privately about that, I certainly will. What we do know is that people are scared. People are scared of the unknown. And when people are scared of the unknown, they do crazy things like buy a whole bunch of toilet paper. It is beyond me, like, why we are reacting the way that we are. And I think a lot of it just has to do with a lack of education. So we strongly encourage you to go out there and get that education. You can find it. It's out there. There's a lot of really good stuff on. It comes down to hygiene, be clean, don't change your life stuff. As far as if you're under the age of, like, 60, 65, just go do your thing. It's going to be a thing. We're going to deal with it. I would do want to say one public service announcement that's super important to me. This is my opinion. I am not a doctor, but stay away from anybody that's got gray hair if you like. They are older folks, Bill. You're out of it. Man, no, I'm just kidding. This is not a good thing for people that are over 65, 70 years old. And it's our responsibility as the younger in our country to take care of our elders and so disengage from those type of social interactions for the next little bit until we learn more and for as long as it's necessary. Knowing that there's fear out there, we know that they're scared. There's a couple of different ways to get past those two things. One is education, so we're going to hopefully do some of that today. And number two is to take action. We feel like when we take action, we're doing something. The fear tends to go to the background. So I didn't have all the answers for this. I'm a long ways away from all those answers. But we have been working on a few of these things with our own clients for the last couple weeks. And I felt a weight on my shoulders, really. And truthfully, to share this, it's important to me that this industry not only survives, but thrives and does well. And this could be something that affects, I hope, 30 days from now, we're all sitting here going, man, remember that Jim Johnson guy? Boy, he really blew that out of the water. And none of this was necessary. I really hope that that's the case, but if it's not, I'd rather be prepared. And a lot of this is stuff that we're going to present to you today and talk with you about today that we've all kind of known we want to start moving towards anyhow. So let's get it out there and let's talk about how we might be able to help contractors get through all this. So I'm going to say just a couple things. Roofs still leak and claims still have end dates. So those of you that are in retail, people are going to still have problems with their properties. Those of you that are in insurance work, people still got to get work done in a specific period of time because there are dates that are important. So we would be, for lack of a better term, despicable if we didn't hold up our responsibilities and get out there and get to work and do our thing. Now, with that said, let's be creative. We've got these great minds. There's, I don't know, 12, 13, 13, plus me, whatever that is, 13 and a half great minds that. 14 and a half great minds that. And all of you guys, as contractors, we're going to get on here today and we're going to share and we're going to give tips and tools. It's going to be hard to give a recipe, but we're going to walk through kind of each aspect of what you might be dealing with out there. And I'm going to try and talk like and ask questions to our panelists here where I think they might come into play, be a problem solver and have a belief mindset. If you are sitting there in fear, you feel the victim and not the victor, you guess what you will be. And so we have this opportunity to choose how we're going to address this. And I choose to believe that we are badasses and we're going to go do something about this and do it in a way that is responsible, ethical, and rightful to our industry and to people and humans in general. I actually believe this is an opportunity. I believe this is an opportunity to even sometimes make over our businesses in a way that we've kind of been thinking about doing for a while. And so I want to open up that conversation. And we're going to start off with the thing that's probably the thing that might be the biggest fear for contractors out there is how do I get business? Like a lot of you are one trick ponies. It's I go knock doors, I get leads, and now nobody's opening doors. And so now what?

Right?

There's this. There's got to be, I would imagine, some fear out there. And so knowing that are there innovative, creative ways that we can virtually simulate that same process. And so I want to. I want to kind of get that topic going at this point. And so how. And Joseph, I'm going to kind of talk with you a little bit here, Michelle. A little bit with you here, Bill. I think you three are probably the three. And then maybe even Hunter from a contractor's perspective, he still does contract, but he's also this roof count thing. That's why he's on here. And I know Ryan's had some conversations about this with some of his people as well, but this idea of now that it's in a virtual world, we're going to just talk marketing side right now. We're not going to talk at the table just yet, but I got to get people to open the door or respond to me. Any input there from you guys, like how you think these contractors might address some of that stuff?

Chime in.

Okay, cool. Bill, go ahead.

So I think looking at the. It's really hard to look at the positive to any of this right now, but from from the standpoint of connecting with people, the positive is people are going to be sitting on Facebook, right? I mean in, in central Texas here, where I'm at, just a little bit north of you and even probably down by you, Jim, they're extending spring break by a week. So, you know, we now have two weeks of people potentially locking themselves down if that's what they choose to do. So you've got a large segment of America that's probably going to be spending a little more time online than they normally do. And that may extend out over months, who knows. So as you begin to look at the landscape, you really have to concentrate on who your audience is, where are they at and how can you connect with them. And you know, the 10,000 pound gorilla is Facebook. And I think utilizing Facebook and every available option within the Facebook platform digitally is something you probably should have already been doing. But this is sort of that kicker to say, okay, I haven't been looking at it forever, but do you have a Facebook ads account set up? Do you have a Facebook pixel on your website? You do you have the ability to run Facebook ads to target your community? That community outreach is going to be critical. When they go to your website, you pick them up with the pixel, you put them into an audience and now you're able to remarket to them. So there's a vast process there that if you build it out correctly, you've got a lot of individuals in your community that you can connect with. And it could be something as simple as if we just talk specifically how do I reach my roofing customers? You know, a downloadable PDF with great information about what they need, where you would normally hand that off when you're at the door. That PDF could be gated with a Facebook lead ad. Now you're capturing data so there's I think, getting to your audience geographically and then being able to utilize the these audiences over a long period of time, just not only in the short term, but doing this now I think is going to help you in kickstarting this digital presence. And then in the future you sort of have this built in place so you can, you know, continue to use it over time. And I know Joseph, you probably also had some information Hunter, you're probably already doing this. So I'll leave it at that for right now and let these other three marketers hump jump in here. Three other individuals.

What a cool download for like a contractor, a PDF on how to work with a contractor during the coronavirus threat.

Right?

Like man, I might download absolutely yeah. So, Joseph, Michelle, any insight there, stuff you want to share? Just go ahead, we'll get you. Well, actually, she's a lady. She's going to go first. I'm from Texas.

Go ahead.

You got it, Michelle. Do it to it. Oh, we can't hear. Hold her one second. I got her on mute. I'll take her off. Hold on. You're good to go now, Michelle.

All right. I think in this situation it's going to be really crucial to meet people where they are in this. Right. And what I mean by that is we're going to have to come up not only with virtual marketing that spawns through Facebook, but also we're going to. It might not be a bad idea to try to market to people in a way where we say, all right, let's do this virtual marketing. And not only are we going to do that, but how are we going to do it for something that you would normally door knock and leave behind? Why don't you give them options? We will. If you have access to drones, we will drone your roof, take pictures, show you the damage, then set up an appointment. We can do a FaceTime call while we're on the roof and I can show you the damage. We can take pictures, we can send them to you. Because when I say we need to meet people where they are, here's what I mean. I'm in my 40s, my husband's in his 30s and we have two young kids, so we would be perfect. Right now. I live with my mother who's almost 80 and has respiratory issues. So no, no, I'm not opening my door for anybody. Right. So we need to get to a point where the digital marketing becomes second nature to people in general. Because while door knockers are great because you can actually integrate with people in the neighborhood and become part of their little community. Finding ways to market to people without leaving your house is also important because this isn't going to be the first time something like this happens. And having a digital footprint for how you approach people in general by sending them a video telling them, go to your website to get to schedule an online appointment, that when that online appointment is scheduled, someone will show up on March 17th at 11am, be on your roof, take the pictures, send you the pictures, and then the next steps are right, People can get through this whole thing with never ever a handshake or anything else. It's got to be a no touch marketing presence for people.

Cool. So that's awesome. And we're kind of in line with that. I'm kind of letting the three of you go. And then I got a couple little things, I might add. We'll see what Joseph has to say. Go ahead, Joseph.

Yeah, excellent things that Bill and Michelle, you guys both shared. Awesome. I would say, like to bring it to the immediate. What can you do? Look at your database. Look at your past clients, your past prospects, those referral partners, whether they're realtors or insurance agents, other businesses that you know through your network, BNI groups and things like that, and start to put together your database because you can reach out to those people that have already given you money, that have already given you their time and attention, and you can let them know, you know, here's what we're doing. One of our clients in Houston this morning issued a press release on Facebook. Like, here's how we are. They're a roofing company and here's how we're operating in light of the coronavirus. And here's how we can basically give you a full proposal without even like stepping foot inside your house. So letting your customers know that you're available to them. I know a lot of companies out there offer additional services. So maybe you do roofing. So maybe you did, you know, 100 roofs five years ago. And your customers, those people don't know that. You also do windows and siding and doors and maybe landscaping, fences, and some of you remodels and things like that. So people don't know all the things that you do. People don't even remember you because there's so much noise out there. So I would say, number one is kind of low hanging fruit, is work with your database. You can send them emails, you can send them handwritten notes. On websites like handwritten.com that would be written W R y T T e N. So handwritten dot com, it's a great way to like automate the handwritten note thing for like a couple bucks a pop. You can use, you can, you can text them using platforms like click send.com, make sure that you're not cold texting them, because I don't think there's anything more annoying than a cold text. And then you can also upload a client list or a database, say an email list into Facebook and create an audience of those people and serve those people ads. So it's a great way to stay in front of people without like, you know, calling them or doing some manual work. So I think database is number one. And number two, I think with Jim, what you talked about, maybe before we hit record, before we Went live is like this is forcing businesses and all of us to do things that maybe we always have always known we should be doing. But we were just like, oh, things are going great. The economy is great, business is great. We're just going to keep knocking doors and doing these cobbled together systems that are somehow working. But things like this are forcing us to do those things that we know that we should be doing. And guys like Jim Johnson talk about all the time. So, like it's 2020. Yeah, you should be on social media, you should be building your brand on Facebook and Instagram and LinkedIn. Those things should be going on. Anyway, I know door knocking is a huge industry. I've never door knocked in here in New Jersey. It's not really a thing, honestly, like where I am, it's just door knocking. No one does it. So I. And I know there's a lot of people that are for it. I know there's a whole industry for it. And I know there's a lot of people, contractors who don't do it at all. And they kind of say, no, we don't do any door knocking. I mean, digital door knocking is what, you know, what this device is all about. So it's a way for people to call you at their convenience. And this kind of brings to the surface the idea that fewer people have landlines and house phones. So telemarketing effectiveness is decreasing. Fewer people want to be bothered, especially now with being at the door, as Michelle alluded to. So it's a way to serve your industry better and serve your local market better because you're meeting them where they're at. Like Michelle said, they don't want to be bothered. They want to make decisions on their own time. We all as consumers, we want to make our own decisions and we want to reach out to companies and buy products and services when we're ready and not when the contractor is ready. So this is just, I think, forcing our hand at being more service oriented and asking ourselves how we can serve our clients better, serve our local market better.

So as I imagined there would be other folks besides just my marketing folks that might have a little bit of input on this. And some of them that are like these cross breed weird things that are marketing guys and supplement guys and they're also podcast guys. John, did you have something you wanted to add to this? I'm going to kind of take you guys more. I got your messages. I feel like I would be remiss.

If contractors didn't utilize companycam in this instance.

It's just too easy of a tool.

Not to be using in times like this where you have the opportunity to get. Just give someone a link and be.

Able to show them the photos and.

Communicate that data right back to them in real time just by sharing a simple companycam link. That's my only opinion on this.

When you're out there talking to them.

It'S a phenomenal tool and it'll probably force a lot of people to use it. So check out companycam.

Yeah, that's that real time. Like, hey, this. Click this link. This is what I'm doing up here right now. And that is a super cool way to. And I was hoping one of you were going to say that. So you guys. You guys are all ticking off all my stuff. I might not even have to say that. It'd be great. And so, Danny Kerr, I think you were next. What's up with yours?

Yeah, two things. One, just thinking through your marketing message, because I think up till now, there's been a certain message that we send to people about why we need to work with them or why we need to roof their roof. That message should and can change and be relevant with the times. And, you know, I'll tell you right now, so I've got people, one guy outside mowing my lawn, another guy up cleaning my gutters. I called everybody right away. I was like, I need this done now because my spring is happening a little faster than I thought. And I think, you know, people need to realize, like, we don't know where this goes next. And if you have a leaky roof or you might. You're not even sure what's going on up there. It's time to take a look now. And I think, if you think about it, what. What's going on in the economy? Well, everyone's preparing, right? There's a preparedness mindset right now. Play into that preparedness mindset. Don't try and swim upstream and ignore it and be like, what's wrong? There's nothing wrong. Talk about it. Bring it up. Be the first one to talk about it and say, and that is why I'm actually here. Like, be relevant to the economy that we're about to go into. Try not to, like, ignore it or avoid it would be my big thought.

Yeah, that's. Man, that's really good. Really, really good. Danny. This is a great time to prepare and know that these things are. These things are facing us. Pay. Bring it on, man. What do you got to say? We're going to try and make this rapid fire as much as possible.

Yeah, I think for sure now is kind of the time to optimize or utilize everything you've done at this point with social. Obviously, if you haven't built up a market inside of your social, now's a great time to start thinking ahead. If you're saying, what can I do? Obviously video right now is the game. So if you're trying to capture and kind of stay ahead of the people in your market that you're going against other restoration companies, you know, nothing's better right now than an 80 second or less video to really capture those individuals and set yourself out apart from. Secondly, if you're like, hey, I'm a little behind, I haven't, you know, really utilized or built my market yet, start because now's your opportunity. You should have done that six months ago. So if you want to play catch up, now's the time. Consider this your opportunity to a leverage video better than you ever have. Two, you can probably get some sick deals on video locally because probably less people are going to be doing video right now and to start building that local network that you can utilize. I've never been more excited because it's like now everybody has to play in my world.

It's like.

I think I see the comment of the day so far from Eric. Oh, James, look like he just got out of quarantine. And welcome aboard. James McClinney. Good to have you with McClinney, Moseley Associates. It's a good to have you, man. I'm glad you popped in to be here.

Can you hear me right now? Because yeah, I'm live on my phone. Perfect.

Okay.

I'm actually on a job site today, so good deal.

We absolutely appreciate you taking time out and we're going to get to some legal stuff because we're going to want to talk about that a little bit.

So can I off of what Pate just said just a second ago before we move off of that topic? You know, I flew to Springfield, Missouri yesterday and we did a completely digital site inspection without ever meeting with the insured. We did a 245,000 square foot chilling facility for like groceries and we did all of that through drone infrared. We did the interior through the use of an interior drone drivable because it's all negative 17 and so you can't really be in there long term. And so. And the was very open to it and didn't even attend. And so we presented him this morning with a complete package based off of our inspection of what happened during about 110 mile an hour straight line wind event. So it very acceptable. We walked it through with him and said, hey, look, you know, we understand there's some issues within the marketplace right now. Everybody is very heightened and sensitive to the extent that they feel like they're going to get sick. So we'll facilitate this, we'll fly on our team, we'll do this. You don't have to be there, meaning introducing new people to your social unit. Then we immediately egressed out, got back on a plane and left. And then we provided that for him with no actual person to person interaction.

So I got one question there. How did you, how did you drive that information to him? Were you using a streaming service, like a Zoom? Or were you using Skype or like, is it something that's proprietary?

So, so we do everything, a DJI drone and then the same thing on the inside. Then we package that through a proprietary, I guess, compilation that we use that we've kind of created on our own to provide all of that information. The forensics, the flir, the comments we can go through. And I can actually provide commentary to the video and then we just allow them to uplink that via, you know, issuing a link to that person afterwards. I don't let anybody do anything live because I also don't want somebody else commenting or talking that may be negative to the extent that we look at litigation later.

So you lawyers always covering your butts. Well done.

All right, so quarantine side. I love it though.

So, Ryan, you had something and I think this is going to be the most talked about thing. Like, how do we get people to have that engagement with us? Because that's what it's about. Like, that's why we door knock. Because they engage like that, we can ask them a question, they feel a need to respond back to that. And if you know that that's what that is, that that's how it happens, that you understand that it's a question that makes me go, hmm, maybe I should know an answer to that. You apply that same concept to this digital and virtual world. One of the things I thought about and Ryan, I let you. I'm sorry, one of the things I thought about is like, what if you just had a door on your ad that said knock on me? And so instead of you knocking on their door, they're knocking on your door. When they knock on it, it's a video, right? Like, how cool would that be? Like, we flipped the scales completely around and that's just like one like me sitting for five minutes kind of thinking about it now. Does that take people? Does that take money? Does that take creative people that can help you? Somebody just said it earlier, I don't know who it was for sure. I think it was Joseph just hired a guy to do video that was doing sports teams. Like he's screwed right now. So his stuff is really cheap. So let's go get it if we can. Alright, enough of me. Ryan, what's up man?

You can hear me okay, Jim?

Yeah, you're good?

Cool.

I think the biggest thing that your market's afraid of is not knowing if you guys have a. Like you're a contractor knows that they have a process. In light of all this coronavirus stuff like can they come and roof my house and me not get infected. I think like as long as we, our website's updated, our answering machine, everything that's just written say here have a process to still service your needs. I think if somebody sees a contractor and they're looking, they're probably going to search that and then if they see it, they're going to say hey, I want to work with that company. Because they have an assembled process, I think just a short video. Even if it's raw and punchy and scrappy, it just says here's how we could still help you. I think that's going to help everybody just know and then communicating that. I think email broadcasts are good to be really important and just constantly putting it out there because I can tell you that they're going to move toward feeling like it's, you know, somebody's going to be able to help them because they feel safe. The better you guys can explain. We have a process. We use this, this, this and this and here's how we can help you. Then you can call into action. Obviously that's not the sales part but I think awareness is going to be big. Just let everybody know you have a process and here's what they should expect to do.

Ray.

Are they capable of doing this the safe way? And if you guys have a process they're confident in, they're gonna call, they're gonna call you versus call somebody and they go on their website, there's not gonna be any. Anything that gives them comfort.

That's awesome advice Ryan. Well said. Not only like do you have a process but advertise that you do have a process that they have nothing to worry about because it's the fear man. That's the fear. That's all they're worried about. So I'm going to add a little bit to that because I see a bunch of chatter going on about videographers and can I get one? And all that other good stuff. There's actually a Facebook group just for this that says, I need a videographer. And there's a couple other ones, like if you just search videographers and you can, like, say, hey, I need a videographer in Dallas, Texas, and boom, there they are. Troy. All right, so I'm going to add a couple of things to that. I hope. Don't forget about some of the more traditional things. I know it was mentioned telemarketing. Yes. It is not what it used to be, but it is still a thing, and we can still get numbers. There are companies out there like Cole Information, C O L E Information that can supply that information to you. And my guys that are knocking doors, especially if I've got canvassers and stuff like that. I can put them behind a phone, and they're not going to have as much of a hit rate, but I'm going to build them one heck of a script. I'm going to have them leave one great message. The message they leave on those voicemails are going to be amazing. And so they're going to feel a need that they need to call us back. The other thing that I would be all about is, like, if I'm developing a strategy, I know that I need interaction, I need engagement. How is the best way to engage today? And I think all of you know the answer to this, but the best way to engage today, I'm going to mute you, James. Okay. Just raise your hand if you need me to unmute you. The best way to engage today, we have these devices called phones that we can usually phone call, text, but I don't know about you guys. I tend to text more than I do anything else. And then Facebook messenger, like, all of this communication just to get you guys together was like, that's how we did it, right? Like, that was how we communicated. And so if we know that about the situation now, I know the goal. The goal is I got to get your mobile number or I got to get your Facebook profile so I can build a strategy backwards from that to say, how do I do that? The best and most efficient and effective way. And I guarantee you, if you just sit with your buddies at work, your team at work, and you go, okay, how do we get somebody's cell number? You're gonna start throwing out ideas. You're gonna come up with all kinds of cool Stuff. And then the big thing is like, it's neat to talk about that stuff. It's neat to take a and develop a strategy. But the key to being successful with all this stuff is implementation. I can tell you one thing that's going to be a bit of a worry and I would sit there being concerned about it is like, hey man, I got to do all this digital stuff and I need somebody to help me. I want to outsource this. And I bet Bill Combs and Joseph's phones and Michelle's phones have been blowing off of the wall. Like, man, I got to convert my entire company to this other thing and I need your help. Like, we're a little behind the curve right there because these guys are already pretty good and they're super busy. There is another cool thing though. We have technology. There's this cool thing. It's called Google. There's another cool thing called YouTube. Like we can learn this stuff. We're not dumb, alright? It's at all. We can absolutely get this stuff done. Hunter, was there anything you wanted to add there? Because I got one about Facebook groups, but I think you might have a something to add there.

Yeah, man, I got a lot. I'll try to as much as I can. But let's take it all the way back to like foundational stuff. When you're building a company in terms of like leadership, I think it's really important as the leadership team. I'm sure there's a lot of owners listening in, some sales guys too. But as an owner, it's your job to set the stage for your sales guys and say, hey, this is how we're going to handle it. We're going to take it head on and this is what we're going to do. Ryan kind of hit on that and having a process and just making sure.

That they know that they're going to.

Be okay throughout the process and they're going to be able to make money. And there's a lot of ways you could do that. I know at the beginning I think it was maybe, maybe you, Jim, talking about people aren't answering the doors and maybe we get to that point. We haven't experienced that yet. I mean it takes all morning long on Facebook that our guys are still out there selling. Now we, we may get to the point where it's irresponsible to send your guys out there. For me personally, I haven't felt that yet. Maybe somebody would have convinced me of that, but I have not felt that yet. And we're doing fine with it. But having that strategy and certainly as Bill and Joseph and all these people can tell you, Michelle, the digital part of it's huge. And that's the side I came from. And that's why I know it's huge. But we still didn't mind knocking doors. We're running ads. I think one big thing is minding your old customers. I think Joe and Ryan talked about that. Going through your own customers. People love transparency. You know, if you've got a few thousand people on your Facebook page and you hop on there, you do a live video, you record a video, you post it, you write some good copy and you say, hey guys, you know, we've got 28 employees here and we still gotta have work coming in. They still gotta feed their babies. Right. So if you know someone that needs one of our services, whether it's roof and solar side and gutters, windows, maybe you need something, we're happy to come out and tell them your process of you never have to interact with us. And it should be to that point now. And if you're not to that point, this is that wake up call. Hey, get your stuff together so that they can do a docusign. They don't. You don't have to be in the house signing paper contract because I know plenty of guys, plenty of guys that still have to do that. But there's no reason, just like company. Can you talk about company? You can send a link and see the progress of that file as it's built. You can go out there. You're not going to give coronavirus to the roof and then be calm on the roof. I doubt they're going to get on the roof. So you should be fine with that using 82,000 members in it. So we'll use that group to continue to grow and again, just be transparent with people. I think that's really important.

Yeah. So Hunter, that was kind of the one.