Brandt: So this grade is going to be in general.
Brandt: It's going to based on a large variety of fac tors, okay? A lot of that is going to stem from down here. I wish I could tell you that the points break down and in detail but generally speaking, we're going to give you points when you bucket contacts. We are going to give you points when you get a reminder and actually follow up.
Brandt: If you wait too long to follow up or you dismissed too many, then we will actually take a couple of points away.
Brandt: So this grade is really, you think it's sort of a weather vane to just make sure that you're on the right track. You're heading in the right direction when it comes to managing the relationships. Again we're grading you based on the rules, largely based on the rules that you've set up for yourself.
Jimmy: Right. This is neat because it adds this layer of fun. I hate to say the word because it's a little overused but beautification [00:01:15]. But I do find it -- I think it is valuable because it really makes it a very simple visual approach to, "Hey, you're slacking off and you need to get your button gear and start following up with people."
Brandt: Exactly. If you get to 100 and some percent and then the next time you've logged in, you see you're at a C, you're probably going to want to get back up there. That's the idea behind it.