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Damon Pistulka, Andrew Deutsch, Brad Smith, Josh Curcio, Ajay, Andrew Cross, Mark Scrimenti
Damon Pistulka 00:00
Hey, we’re getting everything going here. Got to make sure we got to get Josh up here on stage or this. ere we go. Josh, you should be able to run now. And we will hide that because we don’t need to see that we’re a little bigger. Awesome. All right, I’m going to get us going live here on LinkedIn. And jammin.
All right. Question of the day is what’s your favorite?
What’s your favorite type of what?
Damon Pistulka 00:34
jam? Oh, there we go. All right. Welcome, everyone, once again to the eggs, your way round table. I am very excited this week, because we’re going to be talking about CRM. And man, we got somebody here, Josh kershel, from protocol at, these guys know how to do it. And I’m really excited to have him here today. You know, we’re gonna start off like we do every week. And kind of like in this stuff, to be able to get up here and let someone do their, you know, introduce themselves, how they’re helping people.
And then you get to answer the question of the day. So we’re gonna get started on that. And then we’ll get to Josh, and I’m sure Josh is going to blow us away with his information. And he can answer questions about this. If you’re on LinkedIn, live, Facebook, live, wherever the heck you’re watching this live, make sure to submit your questions in the comments. Let us know where you’re listening from. And we’ll make sure to get to those as well. All right. Well, we got coming on stage of this first.
Andrew Cross 01:36
Well, why not? Andrew, get up here.
Damon Pistulka 01:42
And your Deutsche expert, marketing,
What I do
Andrew Cross 01:57
well, we call the buy pillow guy, but he’s still unavailable.
Andrew Deutsch 02:01
He’s gonna be on Jimmy Kimmel, being interviewed laying in a bed of pillows. He accepted the offer. It should be fun to watch. You’re
Andrew Cross 02:08
going to be huddling.
There. He needs some cuddling. or psychiatric help you just say? Yeah.
wraps around this.
Good to see you today. Andrew. You too.
Andrew Cross 02:23
Did your snow go away there, Andrew. No,
Andrew Deutsch 02:27
thanks. So got a few inches on the ground.
Andrew Cross 02:30
dragging out? Yeah, we
Andrew Deutsch 02:32
call it we call it here. Cleveland weather amnesia. Every year somebody goes I don’t remember. It’s snowing this late in the year and the other person goes, Well, it’s weird. Because a year ago today I marked down that you said this insane.
Damon Pistulka 02:43
stuff? Because that’s for sure. I think that happens everywhere, though. It does. We’ve had the record in Seattle, we’ve had a record string of 70 degree days in April. We’ve never really, I think it’s we’ve like, smashed it and then spent like seven or eight days, which is so awesome, Andrew, so explain how you’re helping people a little bit about yourself, and then you’re going to get to answer the question of the day.
Andrew Deutsch 03:14
Yeah, I’ve given up on helping people to hack with them. Yeah. I mean, at the core, we help we help companies go back to who they really are? Who is their customer? And how do we go with actual strategy before you get to all the fun shiny objects, like social media and websites and all of those things. So truly building a strategy to help your business grow. And we help our customers convert every touch into voracious advocates for their brand.
Damon Pistulka 03:44
Awesome. Awesome. So since Andrew, long time attender to this, we’re gonna decide with you which Question of the day we’re going to ask cuz I had, like, I have four of them written down that I thought were pretty, pretty good. Or I thought, My Microsoft boy, but I thought were pretty good. But I think we should decide. So here’s question number one. What is something you think every person should experience in their lifetime? The only thing I thought about that is it could get fairly common answers. And the second question is, what’s your personal heaven? Now that one might be thought provoking. So which one of the two Do you think we should use today?
Andrew Deutsch 04:27
Well, it depends how many atheists are there in the in the audience
Damon Pistulka 04:33
in that way, so. Yeah.
Andrew Deutsch 04:38
That’s a good ad picking is good. What was the first one again?
Damon Pistulka 04:42
It was what is something you think every person should experience in their lifetime?
Brad Smith 04:47
That was more interesting.
Damon Pistulka 04:48
Okay, let’s do that. One. What What is something you think every person should experience in our lifetime?
Andrew Deutsch 04:54
another country? Yeah, I think I think Anyone who, who believes in the place that they’re from is number one.
Andrew Deutsch 05:09
they think the place that they live is a piece of garbage needs to experience somewhere else in the world to see. Both none of those are true.
Damon Pistulka 05:19
Yeah, neither is true. Yeah. That that is good. And your your global experience certainly, certainly has experienced the fact that up. Awesome, man. All right. Thanks for helping decide that today.
Andrew Deutsch 05:34
I’ll say I’ll have my people get with your people.
Damon Pistulka 05:38
Yeah. So we know we have Professor pee in his office background here. They’re looking corporate. Yeah.
Plastic, those are plastic
Damon Pistulka 05:52
plants to say are not plastic pallets. world would they be plastic plants, though? That’s customers.
You have to water deep water. Plastic plants, Peter?
No, but you but you basically have to shake them out because they collect all whole bunch of crap and dust? Yeah.
Yeah. All right. So tell us how you’re helping people today. And we’ll get to go to the question after that. Sure. Sure. So in addition to being the host of the popular winning of business and life podcast, I’m the president of office plants by everything grows, hence why I’m screwing around with those backgrounds. And we help companies reduce stress, improve productivity, and receive outstanding ROI through the methodical design and placement of get this lush, living plants in work environments. That sound sexy.
Nice. I love it. I love it.
Andrew Cross 06:56
The way you say it. Well, yes,
it’s so repeat after me. lush living plants, large living plants. That sounds really good. So that’s, I’ve used that before. What’s that?
I’ve been called that before.
Yeah. Anyways, lush.
Damon Pistulka 07:19
Yeah. So awesome stuff. So what is something you think every person should experience in their lifetime? You know, I, I’m going to try and go a little bit off script here. Because, you know, we could say a lot of other things. But for me, the if you’ve ever experienced with somebody, where you have this uncontrollable laugh that just continues to go on, and he can’t stop it. That, to me, is what life’s all about. I mean, it really is something and I’ve had the joy of being able to do that a few times with different people. And I can remember those like it was yesterday. Yeah. And laughing makes you feel so good.
It does. It is one of those things that just revitalize your body when you do it. Absolutely. Even though it hurts. It hurts the sides. That’s part of the joy. Yeah. Yeah. Especially start laughing and stuff. And then you forget about what is it? You’re laughing, but you keep laughing because you’re looking at the other person. Yeah. And it’s just so great. Yeah, that’s awesome. That’s a great one. Pete, thanks for being here today. You bet. Thank you for hosting your questions on the CRM. Absolutely. Looking forward to it. Josh. AJ, awesome to see you again. How are you today?
Great to be Oh, I’m great. How are you guys?
Damon Pistulka 08:47
Wonderful. Wonderful. So tell us a little bit about yourself. AJ, how you help people?
This is AJ, I am from India. So I’m into the staffing industry, mostly into the IT sector. So basically, I help my clients to fulfill their hiring requirements, according to the skills they require. So like developers admin, Salesforce, core, DevOps, and all this kind of stuff.
Damon Pistulka 09:13
throughout the US,
Damon Pistulka 09:17
yep. So AJ is hiring it people in India to support us based companies. Yeah, awesome stuff, AJ. So what is the one thing you think everyone should experience in their lifetime? You
know, I want to go with Andrew. So you need to visit a lot of countries to know more about the culture and all these kinds of stuff.
Damon Pistulka 09:39
Yeah, I agree. That was the one that was not expecting. I think it’s a really good one.
Andrew Cross 09:44
And AJ and I were just talking about that on the tables about common. He’s never been to the university. He was asking me about that. And I’ve never been to India. So it’s
one. That’s Yeah.
Damon Pistulka 09:58
Yeah, that would be interesting. thing. I you know, I haven’t traveled that much. But I remember my first trip to China and that that was that was an I have now it’s just like, either school you go I never realized that how miniscule The United States is compared to just the sheer numbers of people in China. So it’s crazy. All right, awesome. Maybe a great senior this morning. Thanks for being here. Oh, good day, guys.
Damon Pistulka 10:27
All right. So what’s the little circles down here in the corner with this laptop? Is that like, something new they’ve added? It’s never know they add stuff, Brad. Man.
Damon Pistulka 10:41
Good day, sir. How are you?
Damon Pistulka 10:45
Awesome. Well, tell us a little bit about yourself, how you’re helping people.
Brad Smith 10:49
I help people go from where they are to beyond what they think they can achieve, as far as the growth of their company is concerned. If that’s zero, fine. If that’s two zeros, fine. If it’s only 100% change in their annual growth. You know, I’ll cope with that. So yeah, there we go. That’s what I get to do help them evolve and grow.
I heard you’re a professional model. That’s what I heard.
Brad Smith 11:15
No, I’m not I just, you know, stumble into opportunities.
Damon Pistulka 11:21
Awesome. So what is one thing you think I know you’re gonna answer this question uniquely? What is something you think every person should experience in their lifetime?
Brad Smith 11:30
Well, I have I have two answers for that night. The first one is a really good cashew.
Damon Pistulka 11:38
A really good what,
Brad Smith 11:38
cashew? nut? Oh, yeah. Not not, but you know. Yeah. And then I mean, as far as fruit are concerned, I’m all for cashews. mercom. Garlic, and then the next day is, I think it would be really amazing. If everyone could experience at least once 1520 minutes of a deep meditative state where they recognize who they are, what they are, and that their emotions are just a tool and not who they are.
Damon Pistulka 12:17
Yeah. See, I knew you give us a good deep one to think about. our emotions are just a tool. And really, when you when you do a lot of study on that, it becomes more and more apparent that your emotions are tools to help you do good or bad. Now, of course hurt you.
Brad Smith 12:35
Let’s put it this way. Those people who are tools, right. their emotions run vim.
Damon Pistulka 12:43
Yeah, there you go. There you go. Awesome. Well, great to have you here today. Brad. I know you’re gonna be interested in when we get with Josh. Oh,
Brad Smith 12:51
Damon Pistulka 12:52
Yeah, good stuff. Grant. awesome to see you today. Sir. Thank you. Tell us a little bit about how you’re helping people. And then we’ll get to the question of the day.
The contaminate exposure, I think is is the, the important thing, and in addressing it in a couple of ways. But
the, our speaker, Andrew had mentioned how the, how the hacking in the food industry has
Damon Pistulka 13:24
probably created a lot of health problems for all of us in Western culture. And it’s the same thing in other areas, we’re working in skincare, and hospitality, plastics, those single use bottles. So that’s, that’s the, those are the two areas we’re trying to clean it up. Okay, so you’re helping people use better skincare products that are healthier for them? And, and the the containers that they come in? Right.
Josh Curcio 13:53
Awesome. Awesome. Is the BPA free stuff? Is that all just kind of a myth and just kind of like a marketing thing, or is that
healthy? I believe it’s helpful and I I’m counting on that, that that, you know, that transparency is is is legit, and that we can you know, get these unnecessary things out of the plastic, maybe even get out of plastic entirely at some point.
Damon Pistulka 14:22
Yeah, I always like one thing about that I don’t like i i i think it’s interesting that when we talk about sustainability and cleaning up the planet that nobody looks at the end, this is just a fact of life. Plastics come from petroleum. That’s where they come from every bit of them. And and maybe I’m not 100% right, because there’s some they’re probably different than that.
But the vast majority come from petroleum and I don’t know how much is actually used for that. The petroleum products industry is huge, just behind plastics and get to there. So yeah, that’s a thing. You can get good skincare because I also know there’s been a lot of class action lawsuits in the past few years on skincare products do. So you know, these things are hurting us. Yeah, yep. Yeah. Great to have you here, Grant. Thanks a lot. All right.
Good morning, everybody.
Damon Pistulka 15:24
Grant gets the question. What is what is something you think every person should experience in their lifetime? Yeah, getting some great answers. Travel was the it was the first one that came to my mind. And it’s about about experiencing the other. And as someone just mentioned before me about, you know, shifting identity away from what’s so useless. Yeah. Yeah. Good stuff. Good stuff. Thanks so much. Have a great rest of your day. And we’re gonna get on to CRM series soon. So Jacob Boren, our bearded friend, how are you today? Great. The beard is coming along nicely. And you know, life is good.
So, so essentially, I help people with all things related to IoT and cloud.
Make it simple, make it effective, and make it where you can do your job better. That’s the best way I can summarize it all together. So as far as the thing that I think everybody should experience at least once, and Damon I know you’ll love this one. Is what it feels like to be on a high horsepower motorcycle and grabbing that throttle and just rolling it on. There’s nothing better than that in the entire world.
Damon Pistulka 16:54
Yeah, that’s a good one. That’s a good one. And yes, I know what that’s like. It’s something it’s something very cool, Jacob. Thanks for being here today, my friend. And and one thing Jacob didn’t say about what the best IT person, the best IT person is the one you don’t even know is there because it’s working all the time. Awesome, dude. Kahn. wonderful to see you today.
It’s good to be among friends. It’s good to be among friends. Glad to see you.
Damon Pistulka 17:26
I just so happy when we hear your your soothing voice. So tell us a little bit about yourself and how you’re helping people, man? Well, the
easiest way I found to move to explain it is I helped my clients build the talent pipeline that they need to execute their strategy. And sometimes that involves one to one through executive coaching or counseling. Sometimes it’s one to many through workshops, through meetings through planning sessions. And sometimes it’s just helping them create the systems that they need to sustain the process. So that every dollar that they spend on their people as $1, that comes back to the organization multiple because now they got the talent that can execute what they plan to do. And it doesn’t happen without their people. That’s for sure.
Damon Pistulka 18:13
That’s for sure. And it is it does you right, it starts with the people and ends with the people. Yeah, the bigger the organization, the more important that is.
Yeah, that’s true. That’s true.
Damon Pistulka 18:24
I got two people in a room, you pretty much know what you’re gonna do. But yeah, 2000 It’s a lot different.
Damon Pistulka 18:32
So the question of the day, what is something you think every person should experience and their lifetime?
For me, I think it’s witnessing the miracle of life. Having the opportunity, whether it’s your kid, or even a favorite, a beloved animal within the family of four, baby, whatever it is, when you have the opportunity to witness that beautiful that miracle of life and hold that creature in your hands. There’s nothing quite like it. Yeah, you realize why we’re here. Yep. my two cents. Awesome.
I came up
with this one. I write my I can’t drop the mic on this one. It’s a towel.
Damon Pistulka 19:19
Yeah, that’s incredible. And dude, Jews. That was awesome. Thanks so much Khan for being here today. Mark. Glad to see you.
Glad to see you too.
Damon Pistulka 19:31
Yeah, you hear that? All right. Hi, you’re helping people. Sure.
Mark Scrimenti 19:35
I’m a fractional CEO with a background in e commerce operations. I spent 12 years leading sales and marketing product development and customer service for an online retailer music gear. And since then, I’ve been focused on helping visionary CEOs clarify their goals, develop a sales and marketing strategy, and scale their business for sustainable growth and profitability. That’s what I do. And this is a really good question. I’ve heard some really good answers. They’re all good.
The one that came to mind for me, though, is, is immersing yourself in another culture and with that also, deliberately putting yourself in situations where you’re in the minority to gain a better understanding and increased empathy for what that experience feels like. Yeah. That’s something I’ve tried to do, you know, deliberately from time to time, you know, whether that’s going to, I don’t know, it could be going to like an all black church, for example. And, you know, but yeah, preferably a sustained experience, you know, like that, you know, more than just a one off something that you do on a regular basis. Yeah.
Damon Pistulka 20:46
immersion. Yeah, that’s what it is. It is it is interesting. And anyone for for? Yeah. It’s like you said it can be right around the corner. Yeah. Right. And then that awareness of different cultures and different how people live their lives is really, really valuable. Really? Yeah.
Mark Scrimenti 21:07
Yeah. Traveling can be a part of that, too.
Damon Pistulka 21:10
Yeah. Awesome. great having you here today, Mark. Hey, if you got a minute. Oh, nevermind. Mark’s got a minute after I want to talk to him quick. But Matt, awesome to see you today from Packer land, as you said,
all things all things are doing wonderful here in Wisconsin. So do you
Damon Pistulka 21:29
have snow in Wisconsin?
No. Well, no, not on the ground. But it did snow in the last two days flurries but didn’t stick so.
Damon Pistulka 21:39
So how does Cleveland have snow and you don’t have snow? That’s my deal.
The better looking guys in Wisconsin, you know, we’re ready for summer. So may might not be as good looking down there as we are appears.
Damon Pistulka 21:50
Okay. There’s the answer to the question. Yes.
All right. Well, tell us how you’re helping people, Matt.
Well, actually, I
reason I’m a little late today is I got a kind of a strange call. Um, I guess I’m helping the New York Times out this morning because they call the interviewed me I bought this whole manufacturing unit is in today, in where I think it’s going. So did a nice little interview with them. Now, if I make the New York Times I’ll get out. It’d be kind of a strange deal for me from some kid in Wisconsin.
Damon Pistulka 22:23
That’s awesome, dude. That’s cool. That’s
Damon Pistulka 22:26
Very good stuff. So what’s your business?
Oh, my businesses burned a CNC machining. And I know I’ve gone to I ever did a great thing. But I forgot what he said. Because I’m not really presenting myself. But what we do is make precision metal parts for on the manufacturing industry. Yeah, yeah. Mostly high complex, short runs. And that’s what we do.
Damon Pistulka 22:51
And don’t you specialize in more round stuff. Do you said when we were talking one time?
Yeah. more rounds out with side features.
Damon Pistulka 22:57
Yeah. Yep. And if you’re in machining, you know how hard that junk is junk in the fact that you’re making junk but those parts in my slang language for it. Those are difficult to do. That’s for sure. Just look at your website. And you’ll you’ll figure that out. Yeah. Yeah, good stuff. So what is something you think every person should experience their lifetime? Matt?
Andrew Cross 23:21
Can we guess the answer to this? Yeah, go for it has something to do with the Packers
the packer game. Lambeau Field, Chris morning. Oh, yeah, I
would definitely go to Lambeau Field experience it. Just, it’s, it’ll definitely get you into football mode. I personally thought I’d rather go to the Badger game. Because the Badger games feels more like a high school game. I got the band plan and it’s more energy or Packers. We like to drink a lot of beer up here. And sometimes we get a little rowdy. Yeah,
Damon Pistulka 23:56
yeah. That third quarter gets kind of ugly. Yeah. Yeah.
Was reporting on those Oakland Raiders then it’s it’s really a party about the after the buck the first two minutes of the game because we got such a big leader ready.
Oh, good stuff, man. I’m
gonna Super Bowl wins. Oh, yeah. Keep drinking your beer up. All right. Okay.
Damon Pistulka 24:20
I will get the question. All right. Good stuff, Matt. Thanks a lot. Yep. Have a great rest of your week. So who else we got? We got coming up, Andrew. I think that’s it. All right. If you haven’t gotten on the stage, let us know. I’m checking out. We got john. Lino is on LinkedIn. We got og boyana. apara is listening to on LinkedIn and Bonnie’s on LinkedIn this morning. So thanks for being here with us. We’re gonna get going with with the presentation after we finished talking to the people on the stage, and we will we will end with Josh so he can tell that so All right, go ahead.
All right, let’s see. So I basically help people get discovered online that small business owners who don’t have a digital audience, you know, I don’t care how good your website is, or how pretty any of your shiny tools are, no one sees you, then there’s really not much point you got to be found. So how do I do that? 300,000 followers on social media, that’s how I help. I work with the business owners, we develop whatever part of their strategies is not correct, whether that be their website, ETL versus media game needs help, or they need new graphics, or new videos, their SEO is broken. We do all those things.
So that’s how we help abomination media, small business owners, usually in the service industries. So I specialize with, or the experience that I think everybody should experience at least once in their lifetime is a live concert. So I don’t care what type of music you’re into. It’s always very, very different. And I would dare say, life changing when you see your first concert.
Damon Pistulka 26:09
I agree. I agree. That’s a great one, Ira. So, Andrew, what do you have for us today?
Andrew Cross 26:19
So yeah, bail Damon, and I founded exit your way, and we help you know, small, medium business owners, build their businesses up and sell them for more money. And get them to do the things that they want to do. So still working on that. Like,
Damon Pistulka 26:40
we never know how to say it. Because really, we’re the architects of the deal. And it’s in it’s interesting in the way that that that has to happen to do what we need to do. Park Coach Park technician, so,
Andrew Cross 26:52
but yeah, but something everybody should experience. I mean, that all may have some great answers. They’re a little surprising, but I guess I got to go back to Todd got me on that. I didn’t think of that to the birth of my daughter. That was such an experience. And, you know, I mean, I just like when she came out, it was just, you know, voluntary, you just can’t can’t even breathe for minutes. It’s unbelievable.
You know, or, or skinny dipping up in Lake Superior. We got to get back to Wisconsin. I thought about that. But no, all that’s good. But I think everybody should experience it takes a little bit of a learning curve, but fresh tracks man up in the mountains. First thing in the morning. No one’s out there. tits high?
No. No. That’s a great one.
Let’s say we if you don’t know how deep that snow is, yeah, you start to go past your knees. You’re like what? Oh, far.
Andrew Cross 28:01
Those tips up and pad every week? There’s only one way down? Yeah.
Damon Pistulka 28:08
Yeah, that’s great. That’s great. Well, I’ll go quickly, as Andrew said, co founder of exit your way, we’re helping business owners grow their businesses, they’re making more money today. And they’re ready to do whatever they want to do, when they’re not ready to be in their business anymore. So it’s some time we’re going to help them get ready to sell sometimes succeed, sometimes, we’re just helping them get their business back under control, so they can make the money they want. So that when they are ready to do whatever they do, they’ll be able to do it.
So it’s, uh, you know, we’ll, it’s funny, but we work with clients, usually multiple years, to get them to the point that their business is going to be good to sell for the money they want or is running like they want. And, in fact, I just got a call this week from a client that I have not worked with, personally, I worked with them for about a year and a half. And I haven’t worked with them for two more years. And they called me back and said, hey, I’ve continued to grow my business after you left. And now I’m ready to sell my business.
And he’s gonna be able to sell for about six times what he what he did when we started so this is just just helping people do this brings joy to to Andrew and I be able to successfully do this stuff. And even just in his example, making more money throughout the last, you know, whatever that was five years since I’ve known him has been just awesome. So that’s what we do. As far as something I think every person’s experience in life time. There’s been a lot of good a lot of good ones that came up and and you know that another country experienced.
That’s that Android hit it right off the bat. I think that was a life changing thing for me, really was especially when I the first time I left the country when I was 25 and backpack across Europe for 30 days. And you know, you just really don’t understand what what things are like but the one thing that I think is in the miracle life Boom, that’s no one just about makes me cry just thinking of it. But the last thing, I think, is to experience just one of those moments when you’re just sitting there with family, friends, whatever it is.
And you just feel it and you go, this is just a perfect moment. It could be you setting by yourself, you know, outside in the sun, enjoying a cold drink, just so relaxed. And so in the moment, you’re just like, man, I just love being right where I am now. And you just feel it through your whole body, how that is, or it’s you’re setting with friends. And like someone else said, You’re laughing uncontrollably how Pete said that, I think just those moments. And if we can capture more of those in our mind, and really understand that we have those every day. You it builds, it builds on itself, and you find more of them in your life.
And that’s that’s what I think, because we can easily focus on the negative, but I really think that’s something every person should experience multiple times in their lifetime and as many as they can. So I kind of got off topic there. But that’s my two cents worth on that one. So, Josh, tell us about, well, how you’re helping people, and then we’re gonna get to the program. Oh,
Josh Curcio 31:18
I’ll share my screen here. And that will often maybe help. Can you guys see it?
Damon Pistulka 31:25
Oh, Amal, Josh is getting ready. I wanted to make sure to mention too, next Tuesday at 9am. We are pacific time we are doing our entrepreneurial accelerator Blitz, we did it on Remo last time, this time we’re doing it on live, we’re gonna see how it goes on live. we’re modifying the program a little bit. So if you’re listening on LinkedIn, or Facebook, it’s going to be growing there on Iris profile. And we are also going to be answering questions and doing that kind of thing as well. So Josh, without further ado, tell us how PhDs help from people. And yeah, a little bit about CRM.
Josh Curcio 32:00
So protocol 80, were an inbound marketing agency, we primarily work with manufacturing companies like mats, a lot of time, their contract manufacturers that are producing apart for someone else for someone else. we’d write blog content for them, ebooks, white papers, all that fun stuff. One of those things just happens to be CRM. So that the question, everyone took all their deep, that are good, so I’m gonna go a little less deep and say, a really good cup of coffee. I still think back to this one cup of coffee that I had in Chicago, black, and you could taste blueberries in the coffee. And like, I can just I can still taste that on my mouth. So that’s my,
Damon Pistulka 32:48
that’s a great one. Because you know, and this is so funny, because coffee is something that Andrew and I have shared at a very intimate level in business, because we used to make if you’re in Starbucks, and they have what do they call it? Now, I don’t even know that the machine that does
Damon Pistulka 33:07
calls it a special thing where it makes the coffee in front of you, and it sucks it down through there. But we actually help the company that develop that. And I remember one day Andrew and I were in the couple over clover, the clover and all but they I think they call it something else now in Starbucks, but not know
Andrew Cross 33:24
they still have their board.
Damon Pistulka 33:26
Yeah, so it’s a clover. So if you go into one of the more high end or fancier Starbucks, you can get the clover coffee. And Andrew and I were in doing a sales call. And they they pulled out some coffees like oh, here’s some of our test coffees. And I just remember them, their grinder was special, blah, blah, blah. And they’re making it and giving us these little, basically little cups of coffee. And just not know what it’s like until you do something like
Andrew Cross 33:54
this was a manufacturing me meeting talking about production schedules and planning and all that. And we were talking really, really fast by the end of the meeting.
Damon Pistulka 34:04
You finish it, you’re just sweating. So that’s that’s a great one. Awesome, awesome, because there are so many different kinds, and so many different flavors.
Josh Curcio 34:14
It’s crazy. And like, for a long time I would cover the flavor with sugar and cream. Now I drink all my coffee black and it was because I had a what I guess would consider a life changing cup of like really good coffee.
Damon Pistulka 34:29
Yeah, yeah. So good stuff. Good stuff, man. So let’s talk a little bit about CRM. You guys use it. You use CRM a lot with your clients, your clients, you use them use them for marketing using them for just keeping track of data you a lot of stuff. So where are we starting man? Yeah,
Josh Curcio 34:49
so we are big advocates for HubSpot, but this is not just HubSpot specific. This is CRM specific. So if you guys are already using a CRM I’d like to see what that is, if you could put it in the in the chat and whether you’re actually using it or not. So I am, I’m curious to see what other people have. So what we’re going to talk about today, super quick CRM overview, some advantages, practical application, some other considerations. And then I really like to have some time for q&a at the end. Because I think when we when I think, CRM and the conversations that I have, everyone has like a unique situation, you know, there’s problems that trend across, you know, different serums.
But it’s always very interesting to hear about internal processes, and how like different ways a CRM Can, can benefit it. So if we don’t know CRM just stands for customer relationship management. And when I say customer, they don’t have to be a customer. They could be a prospective customer, vendor, partner, so on and so forth. Few of the big names that we were talking about earlier here, HubSpot, Salesforce, Zoho, there are so many CRM systems out there. But just here are a few of the top ones that most people are using.
What is not a CRM is a Rolodex or anything where you’re like writing something on a piece of paper, Notepad, yellow notebook, that is not a CRM, yeah, people still rely on that and think that it’s a good use of keeping track of information, data and follow ups. But it’s not just another job outlook in Excel, these are not serums. These are programs that are great at other things. But it is not a customer relationship management tool.
I cringe, I still come across, you know, $20 million a year manufacturing companies that that their CRM is Excel or some sort of spreadsheet or they just look back and search old emails and outlook. That’s their CRM, right? Just not not a thing. So one of the other things that I want to talk about with CRM hear is, you guys have all probably heard the phrase garbage in garbage out. So you can have the world’s best CRM, like it’s the perfect, perfect fit for you, for your organization for your company.
But if what goes into it is garbage, you’re just gonna get garbage out of it. And we come across this all the time, because, you know, people have whatever legacy CRM that they’re using, and whatever legacy processes that they’re using. And they’re just not great. And nobody has held anyone accountable. So people are using it in different ways. And then they’re like, Hey, we just want to move over to something else, right. And sometimes that move to something else is like, Hey, I dragged my feet for 10 years, now all of a sudden, it’s an emergency, right?
So we just want to take whatever it is, we want to move the information over. And we want to, we want to plop it in our new spot, you’re just going to you’re going to get the same result, right? The same thing happens with with using it on an ongoing basis. Like if you don’t understand how it should be used, or it’s not set up appropriately. And you’re, you’re just making it work.
Again, you’re going to get garbage out one of the in the manufacturing world, one of the things that I see here all the time, people take their earpiece system right there, their enterprise resource planning system that they’re using everyday to operate their business. And the RP provider says, Alright, we’re gonna create a CRM, we’re gonna plop it on top of our earpiece,
Damon Pistulka 38:33
Josh Curcio 38:34
it happens all the time. But it’s not a good CRM. It’s just like, hey, we’ve heard people ask for this, so we’re gonna do it. Yeah. But it’s so clunky, that it just doesn’t work. Right. Okay. But you’re gonna
Andrew Cross 38:47
get those more set up for internal sales like we the customers you already have, and taking orders rather than generating new revenue.
Josh Curcio 38:58
I agree, Andrew. And you know, some people hear CRM, and they just think it’s like, it must be the same as Salesforce. It must be the same as HubSpot, but typically not. Yeah, so some practical applications. I’m going to talk these are more bullet points that I like to have in my presentations usually have like, no bullet points, but I didn’t have time to create a slide for each of these practical applications. Sales is the first one, you know, whether you’re selling internally to your current customers, or whether whether you’re talking to people that are new prospects, net new leads, and Brad, I see your question there. Yeah, I’ll talk a little bit about automation and CRM.
So when I think of sales, some of the things I think of our pipeline, what are opportunities, and are these opportunities that are net new opportunities where I’ve got a new lead, and I need to follow that sales process through to the point where that it’s either closed one closed, loss, stale, whatever that process may be. We need to identify what each one of our opportunities are, because that’s where money is on the table.
There’s so many times where businesses have money that’s on the table, but they don’t have the proper steps to follow up or make sure that whatever that that opportunity is, is followed through completely. We’re just it never becomes a reality like the number one example I can think of is contractors here in our area. Like you can call a contractor try to get a quote for a kitchen remodel. Maybe they show up maybe they don’t, but they never follow through on that process. So many so much money left on the table.
Damon Pistulka 40:34
Josh Curcio 40:37
Beyond pipeline and just beyond tracking, this the the sale itself for the opportunity, configuring pricing, quoting, a CRM should be able to support that and help that being able to see the history of any conversations again, whether this is customer a prospect, if I can look back and say, Hey, I talked to Damon three years ago, about XYZ, and I can find that without having to, you know, search my email, or let’s say, I win the lottery and move to Las Vegas with Brad and I have no internet right?
Now someone else can look at that record and see my conversation with Damon, three years ago, the history is is awesome. following up with people with with individuals, whether you know, you had a phone call, you either were able to connect with them, or you had to get a voicemail what’s urging you to take that next step, to be able to say,
Josh Curcio 41:38
you know, I call this person three days ago, got a voicemail, I need to call them again, you know, being able to use your CRM to create that task to remind you because we’re all human, and we’re going to forget efficiencies. So as a sales rep myself, I want to find any efficiency that I possibly can to save time in my day, so that I can do all of the other things. That might be things like email templates that I know, work, it might be automation, Brad, you talk to talk about automation, what’s the difference between Salesforce automation and CRM
Josh Curcio 42:13
You know, we I’ll get into this a little bit more. But there’s marketing automation, which happens after someone takes engagement with your your brand, somehow, like, they download an ebook, they download a guide, right, and a series of follow up emails or timeframe makes sense. But also, as a salesperson, I can create automated steps that happen, where I engage with a prospect once, and my follow up, emails go out automatically, or I’m assigned a task to call someone automatically or connect with them on LinkedIn, automatically. That’s all efficiency, in being able to prioritize my day. So that brings me to prioritization.
Who are the leads that I need to follow up with are the customers that I need to contact, all of that transparency between teams, this is really good if you’re working within an agency as well, in whatever capacity whether it’s someone that’s supporting your your sales, your marketing, whatever that may be, or between your teams, internally, your account management team, your customer service teams, if if they can go and look at a record and what’s happening with an account, that transparency is all there, they don’t have access to your email, right, they might not have access to your spreadsheets, or know where to look in a spreadsheet.
That’s why a CRM is a central location where they can go and they can find that. And then the last one that I have here from a sales perspective is reporting and this is one where like, recently, this has been near and dear to my heart. And where I’ve been spending a lot of my time in my CRM and our CRM and our clients serum is building reports that help the teams, the business owners make decisions and understand how their business is performing based on the data that is input in their CRM. But I’m gonna go back to this slide. If there’s garbage going in, there’s garbage coming out. So those reports are useless, right? Yep.
Josh Curcio 44:16
Andrew mentioned earlier how there are tools that are associated with with Salesforce that might not be specifically customer driven, or sales driven. I’m gonna play the devil’s advocate and say, you know, some of those customer service tools are what can help us continue to grow our brand and be better providers and sell more to those people because they’re getting great customer service. So I love the fact when you can have a CRM that incorporates customer service features into the CRM.
And when I say customer service features, here are the few that I’m referring to issues that might come up something as small as a shipping issue like hey, I was supposed to get x amount of hearts, I only got this many or half of them were broken NPS, which stands for Net Promoter Score, you know, who are the people that are going to be our advocates or raving fans that are going to refer us to someone else? Or who are the people that are not happy with us right now? I’d rather have a conversation with those people that are not happy right now than to get fired three months later, right? Yeah, try to try to fix the issue. surveys.
This is something you know, a lot of manufacturing companies are doing even to maintain their ISO certifications, or regular quarterly surveys, you know, that information should be stored in their CRM, status and happiness. You know, what are the statuses of all of your customers projects as they’re working, how happy are they requests, anything like that is all helpful to have in one spot, and again, transparency. And then the last practical application, before we move along is is marketing. So marketing and CRM, two different things, right?
your CRM is your customer relationship management, you usually have sales teams using it, customer service teams using it. But if we can incorporate our marketing activities, and tie that to what is happening in our CRM, and the conversations that are happening in our CRM, our marketing will be better. And vice versa. If our sales teams can use the information that marketing is creating, to make better conversations or have better emails, certainly, that’s going to be beneficial as well. So segmentation and personalization.
When I think of marketing, especially as we are communicating via email or social media, the more personalized and the more segmented that we can, that we can send our marketing materials to these individuals, the better it’s going to be, the more it’s going to resonate. lead nurturing. So lead nurturing would be someone that has identified themselves, you know, they’re a lead of some sort, but they’re not quite ready to buy. If our marketing team knows who those people are, we can create marketing activities that nurture them to the point where they can have great sales conversations with your sales teams.
Closed loop reporting, this is one of my favorite features of HubSpot, because not only are marketing’s performing, but it can tell us what marketing activities are actually producing revenue. Because our pipeline is tracked in the same exact spot as our marketing activities are going out. powerful, powerful. I can’t remember who asked I think Andrew, you also said, when you ask people, if you like their CRM, you should ask them, you know, how much money did their CRM make them yesterday, when you have a closed loop reporting system, you can absolutely do that. And then CRM based advertising, this is something that I also love.
So most of you have probably heard about remarketing retargeting, right, when someone engages with your website, you serve them advertising. But what if you could take like a list of prospects that you met at a trade show last year, right. And now you’re you’re coming up on a trade show, hopefully in person this year. And you want to advertise the fact that you’re going to be at that trade show specifically to that list? Well, if you have that data in your CRM, that’s obviously something that you can do. So those are a few practical applications. When I think about these applications, my must have features of any CRM, you know, I’m obviously a HubSpot advocate.
But whether if it has these features, I’m also okay with it. customization without development, you shouldn’t have to hire a developer for 40 hours a week for 10 years to be able to maintain your CRM should be able to customize it. So it works for you. without the need for development, knowledge and programming automation. So again, Brad, automation would be a series of events that would happen, because some sort of action took place, right? So real life example, like I go and I have a speaking engagement.
And I need, you know, 20 people at that speaking engagement, I download or I take all their information, I upload it to a list into my CRM. Now I have 20 people that are right. I want to follow up with all of those people in a series of events, so I might enroll them in an automation where the next day they say, Hey, nice meeting you at the x y z event yesterday. I’ll follow up with you next week after we have a chance to dig out of our email. Right next week that email automatically goes out to them. That’s like hey, great meeting you last week. I don’t have to remember to send that email happens automatically.
Okay. Integration With the other tools that you’re using on a day to day basis, you know, the more we can combine and be efficient and share data, the less chance there is for inaccuracies. And the more efficient we are. So QuickBooks or whatever accounting service that you’re using whatever customer service tools you’re using, if they’re not built into your CRM should have some sort of integration. It’s got to be cloud based. There’s no excuse to have this living on a server at your facility.
Today, it still happens, oddly enough, it still happens. It’s more to maintain it when it’s in house, it’s riskier. And there’s just there’s more chance for error. lead scoring, so I talked about prioritization earlier, who should I follow up with? Who should I be talking to, you have some sort of lead scoring, we can use artificial intelligence to help identify and give our leads a score. So I can spend my time talking to people, or talking to the people that are more likely to close and be a good fit for us, as opposed to the people that are less likely to close and be a poor fit
Josh Curcio 51:12
It’s got to have reporting so that I can build reports, I can build dashboards, so every month, I’m not trying to build the same reports, sales people do this all the time, they spend so much time trying to find out, you know, what did they quote last month, who’s who’s anticipating to close this quarter, you should be able to create those reports and have them populate real time all the time. And then segmentation, you know. So, again, if I want to follow up with just aerospace people, I have a list of people that are my aerospace people versus my healthcare people. And I can follow up with them accordingly.
So those are my must have features I’d be curious of from people that have a CRM today, what your must have features are, if there are any outside of this list, I’d be especially interested. So I broke this down into serums, for small business. So I think some of the top serums for small business today would be HubSpot CRM suite, it starts at free. You can’t beat that price point. You can customize it for free.
And you know, as you grow and scale your business, you can add on and go with the different packages that have the additional features. But it starts at free. Another great one for small business, keep Kp is a small business CRM. And then Monday, comm is a slightly newer one that’s been coming on the scene that works well for some of the small businesses, or solopreneurs.
Damon Pistulka 52:50
Yeah, when we look at
Josh Curcio 52:52
enterprise, that’s where HubSpot still there, they’ve made some significant growth in building out their enterprise level tools. But then you saw, you’ve also got your Salesforce, your dynamics, your NetSuite, and your freshworks, which was kind of an offshoot from Freshdesk, they built their own CRM that really works well with the enterprise ecosystem. And then a few final notes of importance, I want to again, just once again, circle back to my garbage in garbage out, that’s still one of the most important things that I’m going to stress, but you’re going to continually get garbage in, if you don’t have these things, accountability, you got to be using it and it’s got to start from the top down.
Right, the CEO of the company, the owner of the company has to be strict in demand that this is being used, right? They have to believe that it’s going to be a useful tool, the sales manager, the director, the VP, wherever that may be needs to make sure the teams are using it. And that’s where the information goes. One of the things that I like to ask when we’re working with a new CRM customer is, is it in the CRM, like they reference something? And I say, is it in the CRM, right? Before I asked anything else about the details? Is it in the CRM if you continually ask that, then it’s going to be a thing that they’re going to remember to do.
And I also recommend keeping the, the tab open or the software open, so that it’s always there, just like Gmail is just like outlook is Yep. ownership. So when I say ownership, what I’m referring to is like, who owns the responsibility for maintaining lists, you know, who’s who’s deleting the the stale contacts, who’s making sure that our pipelines are up to date. You know, obviously, the reps themselves should be managing and maintaining their own information, but there still should be some other level of ownership. So if there’s like, for example, I need to change is a property, something that we’re tracking a data point that we’re tracking in the CRM? Who do I go to? Do I just add it myself?
Or do I go to my IT director, my CIO, right, someone needs to owner that, own that. And then improvements. And efficiency is where we really try to drive this home as opposed to micromanagement. Now, we hear all the time if if an organization is bringing in a CRM, and it’s new for the salespeople, because they’ve been using Excel or outlook, they automatically think that, you know, management just wants to see what we’re doing and keep an eye on what they’re doing, right? Sure, that’s helpful. But that’s not why. And that’s not that shouldn’t be the reason that we’re driving home the use of the CRM.
So we want to focus on this is here to make you better, and make you more efficient, and essentially make your job of sales or customer service or account management easier. But then I also want to add in this what gets measured gets managed point, right. So while it’s not about micromanagement, if we’re a sales team, we need to be reporting on all of these different, you know, things to make sure that we’re achieving our goals. And when we are using a CRM, it can be more than Hey, did we hit our sales quota? Did we hit our revenue? That’s an easy one. Right?
We know when that happens. But did we do the activities to make that revenue goal happen? Or did we do Did we miss the activities which made our mid made us miss our quotas? Right. So what gets measured, gets managed? Who had to make this quick? I think I’m still within time. And I think I still have some, some time for questions. So we talked about just general CRM, what it is, advantages, some practical applications, few other considerations. But I also want to leave time for questions. I know, there was some stuff coming through the chat, and I saw IRA was doing a great job of responding to some of these.
Damon Pistulka 57:03
Yeah, so we’ve got some questions. You know, Andrew, asked about dynamics earlier. Well, first of all, Khan asks about the value of a CRM to a solopreneur. Is it worth the investment? You know, and I think that’s a good that’s a good question. And I think he answered partially because HubSpot free version. Yeah, it’s worth it then obviously. But even if you go with with the more advanced HubSpot, it’s $50 a month, you’re talking $600 a year, and it save you five, six hours a year, whatever, you know, whatever your time’s worth, two hours, whatever your time is worth, it’s gonna save you some time savings alone if you take some time to set it up. Right.
So just think about what Jeff talked about the segmentation, just as yeah, oh, yeah. You met all these people at trade shows are looking for people in aerospace. I mean, there’s so many ways to get your money. And as we start to grow, I look so solopreneurs. So I started one man band con. And now I have four people on my team. So now everything that I’ve done, that’s, like Josh says, garbage in, garbage out, but because I’m including it in, you know, meticulously from the beginning, now they can go back and see who I talked to what I talked to them about what type of contact was it?
Where did we leave things, they don’t have to ask me all the time, Hey, what’s going on with this account? Because I’ve been so trained on how to use CRMs over the years, even by myself, I was doing it now, but I’m not by myself, it’s a huge benefit. Otherwise, as a solopreneur going into, you know, small business, I would have to do a lot of back tracking and explain Yeah, catch people up to date.
Damon Pistulka 58:42
Well, even if you’re even if you’re the same salesperson, the one of the simple tools that we do use, which which we don’t use nearly well enough, is just email tracking, right? If you can go and look at somebody and go, what emails that I send to that person over the last two years, I mean, you want to be able to go back as far as you can, and not just like me sent him but if I got mine and IRAs or Andrews and whoever’s together out of the whole team, that’s that’s so much more powerful because you see the conversations going on.
And then if you add that to where you put actually run your tasks, your sales or marketing tasks through there, so if there’s a call event, and you actually take a note like I you know, you can do on your phone, you can call somebody for the phone, it’s gonna prompt you to put a note in about that call when you do that kind of stuff. And somebody else can see that you Okay, your customer service person called them and they said this when they’re on the phone or the another salesperson talked to them and did this with an email.
It’s so powerful to understand that that whole history and and how you should approach it, even if someone’s just gathering more information about them personally, hey, they really like football, or they or whatever it is, they got two kids, you know, just those kinds of things that can help you create a more meaningful life. relationship and do a better job.
Damon Pistulka 1:00:03
good stuff. So, the so we answered the solopreneur. One, Andrew talking to ask about dynamics. Andrew likes dynamics because Microsoft, no,
Andrew Cross 1:00:15
I am curious about it. I mean, actually, and Josh did talk a bit about it. But you know, the big frustration I have with all, all CRMs is that, you know, we use Outlook so much in a calendar and everything is, you know, goes through outlook, and I’ve never really found one that works, you know, really works well with Outlook, which is a product they use all the time. And, you know, I know people actually even try to take outlook, like you said, and make it into a CRM, which is just not I can’t figure out why Microsoft solve this problem.
Josh Curcio 1:00:52
Microsoft makes it really challenging to do things with their system, you know, they want to be the, the source, right? HubSpot integrates with with Outlook and with calendar, and they’ve been improving that it’s not quite as good as the Gmail, integration and Google Calendar integration, but it still works pretty well with Outlook.
really well with Outlook in Salesforce. When I worked with Thomas Printworks, back in Texas, we had all our calendar stuff, migrated all the emails, so every email that was sent out, we basically had a couple different ways that we could do it a BCC email address that you can put in every email and it would automatically logged or if the contact was loaded, you could just pick them, you have to have basically like an extension loaded, but then you can pick them as you were sending it. So I’m not sure what you’re looking for. But Salesforce, I thought did a really good job with
Damon Pistulka 1:01:47
HubSpot, those two, I mean, I’ve got I’ve been testing ours for quite a while with the Outlook Integration. And it, there’s a there’s a couple things that I really like about not what HubSpot does is the it does have the BCC and pushes it over into HubSpot. But it also gives you the read request automatically, you can go back and look at. And then I haven’t gotten beyond that.
But the one thing that I see about HubSpot, that, like we’ve got pipe drive now and we don’t use it very well. But it’s got the integration with the with Outlook and stuff. But we don’t use it very well. I’m really curious to see how you can take like a HubSpot that has the email marketing and some of the other stuff built into it, and eliminate the need for a CRM, and like MailChimp, and be able to really combine that into one system that works better. And if you can do the calendar, that’d be way awesome to be able to work in one spot to kind of see that stuff.
Yep, yep. So
how does all of that?
Andrew Cross 1:02:48
Yeah, Salesforce is good. And I think dynamics is a competitor that but like Josh was saying those are enterprise Yeah, regions, right. So it doesn’t, it’s difficult. You need an extra person to manage those.
Right. So like, I like I really like Salesforce, and I don’t want to hurt his feelings by like, I like Salesforce, and HubSpot. And I’ll go to war. If money was no option. I go to war with anybody CRM using my knowledge of Salesforce. But the fact is, it’s super expensive. And to Josh’s point, sometimes you have to you do have to spend money, developing the Salesforce solutions with their team, and integrating it. And I haven’t had that experience with with HubSpot. So I don’t know how that would work.
But you know, we can’t, all this there is like no perfect solution. But every business, you have to figure out what is going to work best for you. But I will say this, if you are in business, and your CRM is only for sales folks, or only for marketing because of the cost, then you’re missing the greater point of how the CRM, for example, one of the last major deals that I had at Ark, it was $100,000 plus order. I got the order.
It was in my forecast, all kinds of notes, all kinds of moving through the system to reporting properly, we placed the order production at zero knowledge it was coming. They didn’t have access to this to the CRM data. So when I dropped it in, they didn’t have the materials ready. And a normal turn time was extended out by almost 30 days because we had to get the materials. Yeah, you got to you not only have to, you know, give your sales team and your see your CS team access to that data. You got to make sure your production your procurement, everybody’s got to have access. Otherwise, you’re hamstringing yourself.
Damon Pistulka 1:04:43
Yeah, that’s great. That good stuff. Well, as I knew we would, it would be hard to finish this thing by nine. But I just want to say thank you so much, Josh for helping us today understand CRM better, and I just realized now when you’re doing the presentation, did you paint that wall HubSpot orange
Josh Curcio 1:05:00
I think it’s more of a coincidence. We’re, we’re moving offices and my new office walls not orange. So,
okay. Okay. I
Damon Pistulka 1:05:07
was wondering, I just realized that today while I was watching the presentation, but thank you so much. Thanks for being here once again, and just sharing your knowledge because this is something I think a lot of people as we had our last event and briefly talked about, it knew that this will be great information. I think it was so Andrew, take us away.
Remember everyone, if you want to see our entrepreneurial Blitz accelerator Blitz, Tuesday, 9am pacific time, just join us on IRAs, LinkedIn profile on our Facebook page, wherever the heck you’re at. And we’ll talk about that. Monday or Tuesday. It’ll be on YouTube, Facebook and LinkedIn live. So yep, yep. Yep. Good stuff. Andrew, taken away, man.
Andrew Cross 1:05:52
Yeah. Well, we ran over. But you know, I think, Josh, thank you very much this great information, CRM. everybody’s interested in that. And it’s, you know, it’s just a difficult thing to master. So work in progress. So thanks very much it also kudos to Damon, who I think the question of the day is, what’s your favorite narcotic after knee surgery since he just got out of it yesterday, and he’s here so?
That’s good. That’s
Andrew Cross 1:06:22
Yeah, that’s like Willis Reed man in the mix. He’s He’s finished. He’s it back in the game?
Damon Pistulka 1:06:29
Well, I was lucky. I was lucky. Wasn’t that me?
Andrew Cross 1:06:33
Go back to the tables. And, you know, Hey, y’all want and
everybody miss it as a COVID. He wasn’t like no little knee surgery. Stop.
Andrew Cross 1:06:43
Yeah, rub some dirt on it. Get back in there.
Damon Pistulka 1:06:45
Yeah. So the one thing is we are not having this event next week. We’ve got another event that conflicted with it. So we’re not going to do that. But I am going to send an email out to the group because there’s some questions I want to ask people. So I’d appreciate it if you can just give me your feedback on that. We’re coming back the first week of May. With Mel is going to be here.
She’s got a great speaker along with her. She’s our guests. Those we had an awesome leadership speaker here. I’m excited for that. We’re back then hard in May. And man, just excited to have people around and have fun doing this. Thanks so much again, Josh. We’re rolling. we’re dropping off LinkedIn live for all people there and we’re going back to the tables. Have a great day.