Your best installer might not be your best salesperson, and as a leader, you need to put your employees in the right positions to succeed. Place your salespeople in front of customers and your builders behind the work.

We've all probably experienced this. I've got a technician who is extremely skilled on the technical side, but can't talk to a customer to say their life. What do we do with this person? To me, there's a spot for everybody and technical expertise cannot be underestimated. When someone has technical expertise, is there a role on your team that they can provide value and may not have to interact as much? I mean, obviously, we're going to try to train and develop this person as much as possible, but there are those people out there that just, you know, striking up conversation and talking through stuff like that just really isn't in their skill set. And so what we work to do is create install teams to where our people who are really good at talking to people can be out there talking to people and the people that are really good at putting this stuff in and installing it properly with minimal recalls and warranty issues can do that work. And so the way that we've structured most of our departments is we have our field pros who are out there talking to customers, explaining situations, providing options, and then we have our installation or production teams that are putting in all of that work that customers are wanting to. And so to me, it is finding a place where everybody can fit. It takes a lot of different roles and a lot of different skill sets to scale.