The sales team is split into five niches: construction, 401(k) advisors, insurance, CPAs, and door-to-door cold calling. Each salesperson owns one vertical, which kills internal competition. High turnover naturally left only the survivors, each suited to their niche.
And each of the salespeople actually have a little bit of a different niche. You know, I have one that is 100% construction. That's all he does. We have one that only works the financial advisor 401 market, one that only works the insurance market, one that only works the CPA, and one that is out cold calling, knocking on doors. So it's a good variety. I can't take any credit for that. That is just who happened to cross our path, who we saw, you know, vision aligned with their vision. And it's like sales, like anything else. You hire 5 people, maybe one of them lasts at the end. So these are kind of the last survivors. And part of that might be that they're not really competing with each other, that they're getting their business in different ways.
