Principles

1. Every lead is a precious gem. Treat each one like it matters, because it does. The systems exist to make sure none slip through.

2. Enter data once. If you have to type the same information twice, something is wrong. Friction causes inconsistency.

3. An ounce of preparation is worth a pound of cure. Tracking things that seem like extra work (installer names, job details) pays off when you need to trace a problem back to its source.

4. Problem → prevention → improvement. Any time there's a problem, after dealing with it, figure out how to prevent it. If you can build on top of that prevention to make a system that improves the business, that's the work.

5. Get multiple uses out of one asset. Address validation for compliance AND mapping AND mailers. Small percent improvements add up over time.

6. The goal is to remove yourself from the system. Build so the business runs without you. Not because you want to be lazy—so you can focus on the work that actually needs you, and so you can step away when you need to.

7. If the person who needs to use it hates using it, it doesn't matter how powerful it is. Usability beats features.

8. Systems must be easier than what they replace. If a system requires more work than the manual process, people won't use it and it won't stick.

9. Sometimes dumber is better. Complexity has a cost. It needs to earn its place.

10. Chaos is expensive in ways that don't show up on a balance sheet. Time, stress, things slipping through. Reducing chaos doesn't increase revenue, but the savings are tremendous.