Automated lead conversion for Life Sciences

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all right welcome everybody uh we'll let some people trickle in while we're doing intros but my name is uh nate jones co-founder and ceo of structurally uh where we do uh lead nurture and follow up uh with an ai product we call asa homes for real estate mortgage and sales and marketing leads um today we're going to be talking about something near a dear to my heart authentic automation and got uh the one and only robbie t with us today who is the expert at all things authentic and automation and lead conversion robbie what's going on tell us a little bit about yourself uh well it's always weird to reintroduce myself most people on here unfortunately i've heard my my face talk too many times uh anyways uh robbie t based in good old fargo north dakota moorhead minnesota whatever i want to call it i'm a former isa and really all i do is i every single day live breathe and die lead conversion i don't know if that's a good thing yet i'm still trying to figure that out but it is what it is so uh that's what i do and uh excited to kind of share my perspective on some of the things that we've co-created as well as some of the the cool things that we've been doing that are really changing the game of league conversion and really frankly lead follow-up so i'm going to be talking about something later that is really changing for us the definition of what follow-up looks like so super excited to share that with you all and by the way i love london so if you ever want to win me over just give me some likes absolutely i i'm excited i know where you're going with the the whole flipping the lead conversion game on its head yeah i'm excited to share that with everyone and we'll get there um but we want to kind of take a step back so again we're going to be talking about authentic automation for lead conversion today um what we're going to kind of dive into it i think it breaks into two two different categories obviously like getting a lead to respond and then responding to a lead who has responded themselves so i kind of call that speed to lead which you've heard before these are that's a term that's been used for five ten years you know how important it is speed to lead relates to new inquiries and you're 21 times less likely to contact elite after just five minutes of not engaging with them those are kind of table stakes in today's world and yeah that's it it's a word that you guys don't know yeah that's an iowa thing just so you all know i got a call made out table six is like a part of the vernacular and everyone else on here is like what do you mean table sake so what do you mean by that jones a baseline the center who is a baseline sorry must be the iowa vernacular here i guess coming out in full swing today yep um surprised i don't have a corn field in the background just full cliche iowan but delete is all about the new inquiry and responding to leads quickly and following up with them speed to response is something we're going to be talking a lot about today but is where things are moving to being more important these are for more of your existing leads after you've quickly actually engaged them within under five minutes once you've got them on the hook you've done a lot of work to get them to respond and you need to respond within at least 30 minutes with at least within the day if you don't respond within 24 hours they're gone forever you've lost that customer for life and you've shot all of the money and work that you've put in to get them to respond down the drain completely useless so we're going to be kind of talking about both today to kick things off uh speed to lead this is something that robbie has been kind of expertly studying and crafting uh with his drip messages over the past however many years however many thousands hundreds of thousands of messages like this have gone out there is one and only one goal to speak to lead is to get the lead to respond by all means necessary so you can see here this is an example of a drip campaign that um hatch that robbie has created uh for his hatch messaging in hatch isa um it's one that works really well it's kind of funny it talks about you know uh one one of three options you've been abducted by aliens uh you are interested in buying you've been busy or you're not interested with a gif of the toy story aliens so um i don't know if there's anything you want to add here robbie um why this works or how how to make it work better yeah so i i'll a couple different things so speed the lead for for us like you said it it's about getting the lead to respond and where a lot of people go wrong in real estate is they're only seeking out yes oriented questions and here's what here's what i i'll explain is i just read a really fabulous book called never split the difference by chris voss reread it actually and he said one of the greatest things you can do if you want to get authentic responses right because we notice about responses we want authentic responses is give people permission to say no and i think that's one of the biggest things that's so different about our authentic automation is we are literally asking questions in a manner that gives somebody an out the funny thing nate is when i first started doing this i remember when people first heard our opening scripts because our opening script is always hey i saw that you were looking at some homes on one of our websites are you just kind of looking for fun which is giving about permission to say no or you think about making a move i remember catching flack from so many people saying why are you giving them an out and here's the funny thing the reason i was giving them an out is because it gives you a more authentic answer the person feels more safe they feel more comfortable with you if they don't feel like they're only being pressured to say yes so even look at the aliens email right number one is you are no longer interested in buying or selling i'm giving a lead permission to say no the funny thing is this is the most common response to that question when you look at it is almost always number two uh sometimes people say number three to kind of mess with you it's rarely number one it's almost always number two and it's because we're giving people permission to say no and a lot of people don't do that but you should be because it's it creates a circle of safety to steal from simon sinek that allows a lead to feel comfortable to give you an authentic response and that's all i care about is i want an authentic response to somebody shape or form and then the other big thing is if they do say no that doesn't just mean i give up and roll over and i'm done i want to ask another question like okay so you're just looking for looking for fun what had you interested in real estate right i'm going to ask another question or i want to say okay so you're really not that interested but let's say the ideal home came on the market sometime soon is that something you'd be interested in write something along those lines so we're not just giving up uh but the authentic automation is giving people the the opportunity to say no that is a great segue into our next slide which is speech response in exactly an example of what you just talked about we kind of want people to say no we want to challenge it it it opens us up to keeping them on the line talking to them having a conversation listening to them mirroring and matching them which is the primary goal of steve response so if you look at this conversation over here on the right side you know this person saying that their lease is running out in august um this is just an example of of mirroring and matching i'll kind of get into what robbie was talking about in the objection handling in the next line but you always have to have the baseline of listening nearing and matching what the rob the the robbie t way is leads want to be heard understood and valued and that's the number one priority and once you get them on the hook this is really easy this isn't a script that's particularly challenging it's not a script that's very salesy it's just literally saying what they say back to us they're renting two bed one bath um you know what locations are you looking in hendersonville and i don't even know how to say that gallatin uh so we say super easy stuff and this is again through this is the structurally product uh having this authentic conversation that is mirroring and matching but like robbie said this is exactly this is one of the most common phrases we see to that opening script or something like it where uh you know you say are you are you just looking are you thinking about making a move within the next year or so very common response just checking i'm just beginning my search which is which is the legitimate answer by the way right that's what people don't realize with internet leads that's that's almost always the case is i'm just beginning to search like the for those that don't that don't know this we've run data on our average days from registration to close on a ppc lead and it's 640ish days so literally when they say that that's the truth right that's authentic you could ask another question to see maybe if they think about it differently but yeah a lot of times that's the that's the god's honest truth yeah and so exactly what robbie was describing earlier um you know this is a this is a challenge question by the way if the ideal home came on the market in the next 90 days would you consider viewing that home or would you pass on that opportunity what does that question mean how does that how is that question play into our authenticity robbie why do you ask that here so we ask it for for a couple different reasons it's a theory that i call challenging somebody's thinking and one of the biggest problems with lead generators is they think that just because a lead set it that that's the absolute truth meaning that the story can't change when in reality i've asked people questions where people have asked me questions and instantly my thought process changed and i maybe looked at a at a problem or a question quite differently right so i think the the biggest thing that i'll say the reason we're asking this question is because somebody might be thinking that they're wanting to wait six nine 12 18 24 months but then you say you know if that ideal home came on the market you present a scenario not in a pushy way i'm not telling you go buy a home in the next 90 days i'm saying if the ideal home came on the market the next 90 days is that something you consider or what do you miss out on that opportunity and just by asking that question one of two things are going to happen uh almost every single time either they're going to say yeah i i'm i would actually be interested in it i want to go and view it and if they say they want to go view it they wouldn't want to buy it um or they're going to say no not at all i don't retire until next august i don't want to do anything until then so you get a more substitute authentic answer and that's the thing right authentic automation leads to more authentic answers that's the whole point behind all this so that's why we asked that question yeah um what do you think that agents and salespeople do in this situation what do you think has not worked uh and what do you think the most common failure here is if someone gets the very common objection of i'm just starting my search or i'm just looking what would the typical agent do here and why is it wrong so there's there would be probably three different things i see happen um we're gonna start with the most common and the most dangerous the most common is all right no problem just let me know have a great day right they basically just hear no and it's almost always because the person's so darn busy that they don't care they only want to work with the lowest hanging fruit so they literally say okay no problem keep using the site have a great day so they just move on um whether that's voice the voice they hear that voice of voice on the phone or in written format i see that happen quite a bit the second thing i see happen is people are like oh okay totally makes sense well let's get you set up on a safe search that way you get the listings you want and here's what i'll tell you um and i want you to truly anyone on this webinar that ever watches this truly reflect on this when was the last time a safe search sold home for you it doesn't right this is the funny thing the common mantra out there is let's get somebody on a safe search and they think it's gonna sell thousands of homes the funny thing nate to kind of give numbers on this was i was in isa for about two and a half three years i made over a hundred thousand calls spoke to ten thousand people said about a thousand appointments and that led to about four hundred some closings i forget the exact number between four and five hundred total closings i set up less than 200 saved searches because i found no value in it and the reason i found no value in it is leads don't find value in it um they're getting safe searches from five or six different people from zillow from realtor.com and even if you are lucky enough that it was your safe search that sent the right home that doesn't mean that they're going to reach out to you the more likely scenarios are going to drive past the house see a sign in the yard and call the listing uh the listing agent and i know that because i was i say that took the signed calls and i was one of the few people that would actually ask leads like so how did you hear about this house in the conversation and people would literally tell me nate well you sent it to me and i'd be like hold on a second and i'd go look in the crm and sure as heck they're not in there so it was literally stealing leads from other agents and that's what people do right nate you probably did this at least once where you saw a listing come through from your zillow safe search or i don't know whatever safe search you were using and if you even weren't working with an agent and you didn't have you didn't want to reach out to an agent yet so you just drove past it to see it and then you're like what most people don't realize is leads don't know there's a difference between who sent the safe search and who sign is in the art they don't care about that stuff but for some reason we do so i think it's so overrated so the second big pitfall is people put people on safe searches and it doesn't do anything and they spend so much time on tweaking it and changing it and the quote i'll say to you is save searches don't sell homes relationships do communication does connection does and that's why this stuff works so much better right um so um there's one more thing as well there's a third thing but i can't think of it i'll come back to that later i think to wrap up that last point leads aren't loyal no they don't care about you but you can at least get them i mean more loyal to you by actually building a relationship that's that is what a relationship is you get into a marriage and someone is loyal to you but someone's not loyal to you because i don't know you bought them you bought them a meal or some just some basic um you know vanity thing like a saved search so i completely agree with you there it's it's loyal they don't care i think some will be loyal if you've earned their loyalty right you got to earn their commitment what people don't realize is you putting them on a safe search does nothing in terms of loyalty right nothing because they know that they can go create their own safe search so it's not value to them now um if you've engaged in a really deep uh in-depth conversation where you've learned all about their needs wants and desires and now you're moving mountains to have a conversation or meet with them to talk about them and bring it to the next level that creates trust right that trick creates commitment and connection that creates loyalty loyalty doesn't come from you sending somebody home at all frankly um even in our case the only reason people come back to the agents that they're working with on our team has nothing to do with the fact that we're sending them the safe safe searches it has everything to do with the fact that they've met with my agents they've had an hour-long conversation talked all about their needs wants and desires and that created the commitment that leads to them working with our agents not the other way around so i just it's one of the biggest fallacies i see man i whenever i can i go on my safe search rants because i think they're so i mean they're fine but don't pour a ton of time into tweaking them i think it's really kind of pointless yeah absolutely makes sense oh can i remember the third one i remember the third one all right so the third one is well nate you know interest rates are so low right now you really need to be buying a house right they use the hard pushy scripts and that's probably the worst because what happens is nate automatically defines you as that pushy salesman he never wants to work with and the problem with it it ruins your long-term prospect and uh what happens is a lot of people will just at that point be like oh yeah put me on a safe search and they'll say yes not out of a commitment but to get off the phone with you because i don't like you so the three things right are really that it's the pushy salesy script the the layover uh or the rollover where you just give up um and then you know the other thing is using the save search as a crutch all three strategies don't convert leads yeah absolutely and to that last point the third point they want to get off the phone uh even if they say yes to a safe search they're gonna ghost you they're gonna they're gonna you'll never hear from them again just a nice way to uh get off the phone but um speaking of ghosting don't get ghosted that this is something we've talked about quite a bit in our previous um isa episodes but leads are busy they have especially when they're on their phone especially when they're texting they have probably five notifications coming in from espn twitter facebook snapchat all on their phone while they're trying to respond to your text message so don't feel bad if they ghost you they probably started to write a message at least we think and got sidetracked we all have done it um and that is it's just part of the game but you can't give up there so what we mean by don't get ghosted is you can look at this conversation this is that same conversation where they said they were just looking we challenged them they didn't hear back from us and we we followed up with them again a month later so this was yesterday as in july 22nd we followed up with them pretty much a month later or a little bit more and said hey we spoke a few months back by your potential interest to move i wanted to see if your plans have changed at all robbie what does that message do for you yeah at all yeah so i mean the the big thing is it's giving permission again for someone to say yes you know i'm looking to do something or no i'm not i just bought a house and some people there's a lot of people in real estate right that think that lead conversion at high levels means you're going to convert all leads right the funny thing is the best leader can lead converters i know they don't care about converting 90 leads they care about converting the four percent that they can actually get and they do everything they can so it's all it's all a process of if we find a no if they're not interested we don't need to pour any energy into them um so i i think the the biggest thing that really what this does is it allows you if they've already bought a house you don't have to pour more resources into them right you don't need to call them um and time is your most valuable resource no matter what role you're in and if you're calling leads that have already bought a house it's pointless this type of message helps you find your nose so you can spend more time on your yeses that's really what this does so i have a question for you robbie and everyone listening how many leads do you think you have in your database right now that have ghosted you i want everyone to think about that hopefully it's not tens of thousands or thousands hopefully it's just a few but even you know robbie's team of some of the best isas in the country i'm sure that you have some people who've ghosted you you can't control whether you get ghosted you can control what do you do when you get ghosted to change it exactly how you can do it and that's why i love this is you turn getting ghosted into not getting ghosted right it's all about what can you do with the situation so yeah 100 so you have that opportunity in your database right now try and find them it depends on the this the functionality of your crm but see if you can filter by leads who don't have a text message in the last two months or three months or so that's something you can do instructionally um using stages of not responded or something like that but um see if you can create a filter see if you can write a general message to those that have ghosted you like hey i've heard back from you in a while have your plans changed something super generic it applies to leads who've been ghosting you for three years or three months hey i haven't heard from you in a while have your plans changed super easy to get on ghosted have ever showed you the the one i love uh nate the one from finding nemo i only do this with friends so if you ever do this or if you have an in-depth conversation you've been posted um it's basically in finding nemo if you remember the niece in the dentist's office she's pounding like this you can see me she's pounding on the glass and i should just create that gift by the way i'm just gonna look back at this recording and steal this so 100 we should try it dude it probably worked really well but what it does is it's just a it's a visual way of communicating hey are you there did you see this and it's crazy i'm not kidding every single time i've said that bad guy every single time i got a response never have i been ghosted beyond that point now i have not tried that with leads yet i think i should though i should go and try to try that out some people might think it's too aggressive i don't know we gotta try it out but um it works every time but sending something is so key so many people are afraid of like oh i got ghosted see you bye i'm done over it and you just gotta send something send this or be like hey i didn't hear back from you i just wanted to check back in again honestly just sending something like that and give them an opportunity to respond where a lot of people then go wrong as they're like i want to update your safe search or they're really pushy and salesy and those types of messages it just turns leads off you know we've talked about this probably 150 times nate but you're just going to put yourself in the shoes of the lead and what would you want to receive you got to put yourself in the if i were a lead would i want to receive this message or not and a lot of times we just fail that test because we don't take that hat off our sales hat and put on our you know human hat our authentic hat a lot of people just fail to do that yeah now i think that's uh that's spot on um so i want to show this whole conversation that we've had and do a little recap so the anatomy of an authentic automation is to respond to an inquiry quickly follow up consistently respond back instantly objection handling challenge don't get ghosted bond back instantly again and then rinse and repeat until they're closed so here is an example of that full conversation if i can get it to play well it's a youtube video yeah it's basically just that that full conversation i've been going through so here's the lead came in we responded to them very quickly we sent them our the famous let me know if i can help message 12 minutes after they replied with no response followed up with them one two three for four times until they responded about a week later so here's that message they challenge they say i'm just starting my search sure so it sounds like things are you're just starting to get a feel they ghosted us for two months followed up with them sent them another message it's it's hard i feel i feel for the isas and the agents out there chasing them they uh most leads are not a walk in the park they want you to chase them well they don't want you to chase them but they need you to chase them otherwise they'll go somewhere else they're not loyal leads aren't loyal and this is just one example of how hard it is to stay on on top of leads consistently um that's why we want to bring in this automation piece your your isas can't do all this manually this this conversation alone that hasn't even closed yet took took over the span of three months just to get them it's like pulling teeth just to get them a few responses deep so you're just starting to build up that that baseline of conversation or that baseline of a relationship so you can call them or um you know meet them or get them in a buyer agreement um it's it's hard and you have to leverage automation but you have to leverage it authentically yeah i think that's kind of where i want to transition into okay now it's time for the isa like i was just saying you know at some point after these three months after the automation has tried to do its thing after it's built the baseline of relationship ultimately we need someone to step in and have a phone call with them one of the ways that i like to do this at least within structurally is by looking at leads that need agent follow-up this is a stage that we categorize for you so these are a lead who have said something like um text me or i'm ready to move within the next three months or email me or i'd like to go see a property these are leads that want to take the next step but agent engaged is false that means an agent hasn't followed up with yet this is a perfect opportunity for a list of isas or for isas to call through text through email through um so robbie i want to get your take on this what what is what does the typical day look like for your isas i know obviously they're managing this whole huge pipeline of leads that you know might have registered three months ago that they're just trying to get to a point where they can call but how are they how are they trying to win appointments how are they trying to influence the bottom line in the right way after the automation has done its thing it's crazy man because what was it probably about 18 months ago we we did our audacious webinar about our dials dying right or dials dead and um i think we saw the writing on the wall that the old school methodology just calls paul's calls was the writing on the wall was we were a shift away from that happening uh from an ending and what i'll tell you now is in our world our isas are making less calls our more seasoned isas i should say that have a pipeline they're making less calls than ever before and instead they're using automation to do a ton of the filtering of people and getting those people to text them back and call them back and we're going to talk a little bit about how i think and this is a vision nate and i talked about years ago um i think we're starting to see the reality of follow-up used to be something that agents and isas and if your agent is making the call to me they are and i say they're wearing an isa app if you hear me use the isa verbiage um it used to be follow-up was a game that isas played to follow up with leads what we're shifting it to is follow-up is something now where the lead reaches out to us and we've just flipped it using automated messaging things like structurally and we're using automated plans within sierra at an incredibly high level now and what it's all doing is it's all in shifting the the follow-up you know conversations and what's nuts is we're getting people to call us back we're actually and again we'll get to this in a little bit we're seeing higher contact rates and we're not having to pick up the phone so jim for example uh or cody they would have to sit there and make dials and dials and dials and if you were to go look at jim right now jim is working less than he's ever worked before um and he's getting more and more responses he's contacting 30 to 40 to 50 people a day and he's not having to pick up the phone used to make hundreds of dials now it's like 30 40 dials tops and that's the shift that's happened is the old school model of dials dials dials frankly i i calling the shot it's going to become an old-school thing um and of course you can't text and use this automation with leads that have an opt-in let's make sure we're very clear about that cover our own tail every time um but with internet leads the game is shifting from dials dials dials to use automation to make them follow up with you and a lot of people are still playing that old school game man and honestly it's just so much work and it's not necessary the funny thing is when we shifted it our contact rate went up even though i thought it would you know go down and we'll talk about that a little bit later but that's a big thing um for us really what they're doing is they're monitoring um conversations happening and structurally hopping in it and commandeering it when it when it needs to happen they're doing the same thing with the hatch isa and raya conversations through wailopo and then of course the biggest thing they're doing is they are we live by a rule in our world called inbox zero so what that means is in sierra all callbacks and text and emails back show up in your inbox and we live by the rule if you need to you need to zero it out it needs to be completely zeroed out and that's always the goal right and cody pointed out the other day that when he started the morning off at 8 30 there was nothing in there and he had sent out a mass message and he had 243 texts back shortly later that morning all he did was click a button that's that's the power of automation is let it do the filtering for you let them tell you now and then he can carry on the conversation maybe challenge it but the old school ideology had just sit there and dial that up which was me like that was how i got started in this game um that is dying and it's going to die completely for many different reasons it's just not the smart way to do it anymore you can do it a different way you can do it smarter using the automation tools that structurally has or the things that you know we've built in sierra it's just a different way of playing the lead conversion game yeah yeah that's what i was so excited to hear about and going back to the the slide the reason why we're here this is this is what it's all about we are using authentic automation to convert more leads and you know what what you've learned firsthand through your your isa team cody and jim is you flipped it on their your head that click a button and you get leads to tee themselves up and rather than just simply i mean it would take it would take someone i don't all day to dial 240 leads or whatever you said he got if you want to get more than truly if you wanted to contact more than 30 people on average per day just calling it's not going to happen yeah you could not average it's just not possible it's at scale some people will do it like for a brief period of time but it just won't happen that way especially that now that paul answer rates have plummeted uh we saw it spike up of course during covet and my whole theory behind that was people were born at home and people um were expecting phone calls from random phone numbers right whether it was their landlord or maybe their bank or maybe the small business association they were expecting calls from random phone numbers they're not expecting those anymore and call enter rates have gone back down again um people aren't answering the phones like they used to that's really all it comes down to yeah yeah absolutely um well i want to kind of shift it into questions for the audience we don't do a lot of this but this is some i think we're at a point where you know if i was in the if i was in your shoes listening to robbie talk about clicking a button and having 240 leads teed up i'd have questions i'd want to know how i'm doing it um so i'll i'll let you guys think of some questions shoot him a message shoot us a message here in chat and we'll get to it we'll either talk about it here or answer it there in chat but any questions you have for us about what tech we're using what tech robbie's isas are using crm lead generation lead follow-up fire away we're here to listen uh if not you can always find us at starchy.com or hatchcoaching.com rob is there anything else that you didn't think we've uh covered adequately while we let some some questions come in if any yeah so i'll maybe just talk about how we're doing more of the let's click a button and get a ton of leads to follow up so um let's talk about the old school game of follow-up for a moment right let's say nate you were a lead of mine and you told me that you wanted to do something a year later and then of course i got clarity and you told me you wanted to wait a year because uh maybe you're moving there for a job opportunity 12 months from now so it's very legitimate right that's the biggest thing what i would probably do is in the old school model i would manually schedule a follow-up i would call you roughly 12 months later if you didn't answer i would leave this voicemail for you shoot a manual text and shoot a manual email because i wanted to be authentic right and um that generally when we run the numbers there's two things you should know first off it usually takes about five minutes of time to do that for every single follow-up right call voicemail text email right takes a good amount of time to write it all um and then the contact rate was 25 please remember that number one when we sort of think about this differently and i give full credit to mike novak if you know who he is he came to me and he's like dude i don't have time to call any of my follow-ups anymore he's like we got to solve this and he came to me and he's like can we automate follow-up and i was so darn hesitant to do it because i was like i was afraid it would violate the authentic side of things to be completely honest well what we were able to build in sierra are these what we're calling fully automated follow-up campaigns and the cool thing about it is it layers a custom voicemail drip a custom voicemail into a text and email and or text campaign and what it does is we make it seem like jim just called so nate again at the 12 month mark he's what's gonna happen is you're gonna get a voicemail drop from me it's gonna say something like hey my friend it's robbie with hatch realty following up like you requested we connected about a year ago and you were thinking about making a move i just wanted to reach out and see if that's still on your radar obviously a lot of things are changing so if it has no big deal just let me know we'll talk soon you can reach me at blank and blank or text me back if that works better at this number something along those lines so it's a voicemail we give our users of that by way by the way a script to follow um so it's really easy um so we do that and then you get a text message right after that so nate you get a text very similar language and then you get another text with a thumbs up saying uh or that would say hey just let me know what you're thinking with a thumbs up here's why this matters i told you remember 25 right in the manual model of follow-up we would contact roughly 25 within one full day we are contacting 36 percent now when we're automating it within one day and you're not doing anything literally doing nothing besides them calling you back or them texting you back now here's other crazy thing is in the old school model follow up you'd have to move that follow-up back and repeat over and over right we put them on these plans and the way we built them is it keeps chasing for up to a year or longer one of the plans for more of the long-term opportunities will chase them for years for you and what it does is that day seven what happens is they get a another text right we're getting 17 more people to respond then another seven days later another 11 then it goes down to like five six and then we of course send out the aliens message bumps up to 16 again you're not having to do any follow-up anymore so what we're thinking is going to happen nate is this year jim is going to be a part about 200 transactions give or take somewhere around there um i think he's already added 130 to 150 somewhere in that range um by the way um i don't know if i told you this nate but our real estate teams production is going to balloon from 630 to about 850 to 900 this year and automation is a key piece of that there's two things that are driving it automation is definitely one of them um but jim and i i shouldn't say jim and i's jim's goal next year that we're talking about is 350 closings as an isa and that never would have been feasible before until automation what this allows you to do is you can put how many leads on these fully automated campaigns you don't just sit there and manually do it anymore and what that does is it frees up your time to go and call new leads quicker to respond to the other people quicker so it's just working smarter so i think this is honestly going to be the biggest thing since sliced bread to happen to lead conversion is really what i think is going to happen so as you can tell i get excited about it so awesome um yeah i think that it's going to be amazing to see if if jim can get to that 350 number i think he can i think that the proof is in the pudding with what you guys have done with your with your team to balloon from 650 to 850 or whatever um it's automation um it's one of the core things and um i think that obviously especially in today's world the digital transformation is coming it's coming for everyone it's uh and obviously you know in real estate it comes with uh and signing papers digitally but it also comes in the form of lead conversion texting voicemails automation um that is equally the uh digital transformation as much as it's um you know with uh it is with uh online documents um trista has a question um do your automation plans work with existing leads is that for do you think uh hatch isa things or these fully automated plans should we answer both yeah uh so and maybe she'll provide some clarity there so do your automation plans work with existing leads yeah absolutely um actually these automated plans i was talking about and i'll let you take another one nate um it is literally built for existing leads it's built for the person that's told you there a year out 18 months out we what we created was a now version so the now versions meant to be used with past due follow-ups because let's be honest every single isa agent has passed through follow-ups haven't got to yet so they use the now version to get caught up on those then they in the future if somebody wants to follow up in 1 2 3 6 9 12 18 24 months you put them on those plans now the other cool thing that we didn't make was if we put them on a 12 month plan we don't go silence up until 12 months we check in at the four and eight month mark and it's just a hey nate um we connected a while back we weren't ready to make a move i just wanted to reach out and see if your plans have changed at all right or to see if you're maybe moved up your timeline and then at the eight month mark very similar thing so it's doing the follow-up really in the in between for you so it's uh it's kind of a cool cool thing to see but yeah it's literally used with existing leads yeah and same with hatch isa or structurally when we talk about hatch isa that is a add-on to structurally product and fully automated messaging that robbie's talking about is a messaging plan that can work with crms yeah um and so yeah the hatch isa or structurally can also work with existing leads similar um to to robbie's plans since he helped to build them um but they come out with you know hey you've been on our web one of our websites in the past i just wanted to follow up to see if you had any plans to move or something like that so the initial messages and the drip messages that go out are different they're tailored to existing leads or older leads but a lot of what we've talked about here still applies if if and when you do get a lead to respond which is what we're all after um the conversations are pretty much the same you know if they say i'm just looking again still challenge them ask if the right home came on the market in the next 90 days would they consider moving so on and so forth so those scripts are pretty much the same but it can work with existing leads exactly you're just using it in a different way different tenses matter a lot like asking a new a new lead hey i saw they were looking at some homes a while ago that'd be weird right or if somebody was an old lead you say hey i just saw they were looking at some homes today or just saw they were just looking at some albums uh people like what no yeah doesn't work and little tenses like that can make a big deal but yeah you gotta guide him well it's kind of the final call for questions um otherwise i think we're gonna we're gonna wrap things there um this is all going to be available um sent to your email um after this is done we'll also put it on our structurally youtube page you can just go to youtube and search structurally um robbie where can more people learn about hatch messaging or or yourself we're finally getting smarter and we now have a page for hash messaging and systems on our hash coaching page we actually have our link as well to learn more about the hatch isa that we offer structural users just go to hash coaching scroll down you'll see where to go um it's all there we're finally finally getting smarter with this stuff got it we'll uh we'll leave it there uh we appreciate everything if you guys want to get in touch with us um find us on those websites below um and we'll be back with some more automation tips and lead conversion tips in the future looking forward to it thanks everyone thanks robbie thanks mate peace brother bye