Empower your Staffing business with automated selling for staffing

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[Music] coming to you from the ultra staff studios in Chicago welcome to the Staffing Buzz network with your host Bob [Music] pety hello everybody and welcome back to the Staffing Buzz Network I am Bob pety Chief sales officer here for Ultra staff Edge we're a full service front office back office uh ATM I'm sorry ATS CRM solution for staffing companies just like just like yours and uh you know our staffing Buzz Network we've been doing this for a little bit getting a lot of good feedback keep that coming in uh you know we're we're doing this uh in an effort to share very uh viable uh very meaningful content and uh part of the staffing network part of what we do is we try to get industry experts on and we've been successful at doing that and so I do want to introduce our first or our only guest for today uh today's guest is Dan Mory Dan should be poing in here great so some of you might know Dan um from his Staffing Mastery uh where he uh with the with with Staffing Mastery he coaches and mentors uh sales Staffing professionals you might also recognize Dan if you attended one of his keyot talks uh he's done Staffing workshops uh Dan's also the managing partner for the national independent uh Staffing Association also known as the Nisa Dan Mory welcome to Staffing Buzz Network Bob great to be here man great to reconnect and uh I am excited to just just talk Staffing shop with you no hey and and you know just to kind of get into that uh you know before I came to ultra staff Edge you and I worked together when I was still in a at another organization in a sales leadership role and so you know so I got to know the value that you bring to the table and and and it was just a really a tremendous partnership um but I'm going to just Dive Right into this here and just ask you you know as somebody who is in you know one of the many hats that you wear as you've been this sales coach and this Mentor uh for folks that are you know driving new business um right out of the gate Dan what are some of the challenges and struggles you're finding not necessarily with sales as a whole but with individuals what are some of the hurdles or obstacles that some of those folks that are doing this um trying to grow business what are they facing yeah that's a that's a really good question and I like the fact that you actually want to push a right down to the producer level versus just High overview because everyone knows Staffing sales is really tough right now um but down to the producer level the biggest challenges that they're facing Bob and this is something that can and should be corrected this is something that any agency can actually solve but it's not knowing what their unique value proposition actually is and how the organization they sell for backs it up right okay a lot of people look at the Staffing industry and if you're in it you tend to think that we're we've been commoditized right you think about you know there's not ton of brand loyalty you know when we're actually in selling situations where oftentimes having to to be compared or compete against somebody else right and a lot of times what happens in that situation is the salesperson is left to compete on price you know we get that objection and I'm sure you've seen it you've been around the game a long enough time to know sure that the buyer will say hey if you can beat or match my current price I will give you a shot and what that says is that the potential buyer is only seeing price is the value not the actual deliverable and unless that salesperson has a rock solid understanding of what that unique value proposition really is meaning the value that they actually provide to a customer with the data and the messaging to back it up they're kind of stuck and that's really the biggest challenge that that most salespeople have are facing right now especially so you know ironically you say that in when I had spent this time and I was driving sales in leading a team you know one of the questions I would ALS uh often have my team ask uh their prospects was was you know rank for me from most to least important is it GNA be the quality of the person that you get is it be the quantity of the people that come or is it going to be the price so those first two you know uh maybe a little bit more reflective on uh on value um but what are some of the things what are are some of the questions what are you know you talk about having a good value proposition but let's let's take a step back from that from a second how does somebody from the very beginning from the very beginning from cold calling to maybe even Landing that first discovery how do they position themselves because it is a change of thought and mindset uh how do how do they begin that process where does it start so it starts further back than just picking up the phone it one it starts with the leadership of the Staffing organization that they report to right like the leader of the organization is directly responsible for making sure that everyone in the organization clearly understands the the target profile the clients they serve and the biggest challenges that those clients face as it relates to Staffing and exactly how that their agency Solutions solve those challenges and better positions their clients for for their success as they Define it right so that's that's where it actually starts is having that concrete understanding and accountability to the value they provide then what has to happen is the salesperson has to really understand it not just at a a comprehensive level of like yeah I can read words on a page but truly believe the value that they're providing and have experienced it either through their own client relationships or maybe through the the history of the organization that can actually share testimonials and things like that and say hey this is how we're actually helping and they got to make it real and tangible and show that when the staffing agency puts people on assignment at a location that it boosts the productivity and the the product and the output and the performance and all of those things at their client location and that generates tangible revenue and benefit that that company is in business to achieve so like it it starts with that level of understanding and mindset that that's what they're selling is they're sending they're selling the desired output or the desired result that the company they're working with or attempting to work with is looking for they're not just selling Staffing Services because if you go into it with that mindset you're going to head right into the commodity zone no I get it so I I I asked this question before when I was telling you one of the recommend recommended uh questions I have my team ask is you know what's most to least important and I named the three things so we're going to do a role play but it's going to be me and me so I'm yeah but it'll take us just a matter of seconds so and I want you to be the Observer and I want to get your feedback on what you would do in this particular situation I you know I'm having a meeting with somebody a prospect you know trying to earn some business and and out of the gate the conversation uh lends itself where I can ask the question you know Bob what is most to least important when you're partnering with a company like ours is it quality is it quantity is it price now now when that person is honest enough to really say well Bob it's price what how would you react to that sure so let me preface this because every agency is going to have a different goto Market strategy and a different business model and there are some agencies out there that their focus is being the lowcost provider like that's their Market strategy there's other agencies that want to be the premium value supp fer and they will literally not even work with companies that prioritize price over quality because that will tarnish their brand and then really there's like the 80% in the middle that just kind of straddle and they they don't really know how to sell either way and they get defaulted into the price one so for this sake of argument what I'm going to do is I'm going to give you two answers double bonus I'm going to answer if I'm in the 10% that really understands the value of what they sell and they sell based on it and then I'm going to tell you what I would say if I'm in the other that other 10% right and give direction there so first and foremost if I'm with an agency that prioritizes value over price I'm going to ask again I'm going to say Hey you could have picked any of those three things or ordered them anyway why is price the most important thing to you Bob okay and I want to understand why they're why they're saying that you know and if if they're like listen you know we're in a low commodity business we're putting widgets in a box we don't have big margins so we really just need to figure out the cheapest way to do this if I'm in that value piece I'm GNA say you know I don't help my clients figure out the least expensive way to to do their work product or to produce their product or service I help my clients find the right people that can actually produce their product or service at a higher quality and more efficiently so they will actually realize cost savings elsewhere within the operation that far outweigh my expense different from my cheaper alternative competitors right if you'd be interested in having that conversation and understanding how paying more for a premium service like mine is going to help you realize those cost Savings in other areas of your organization I'd like to have that however if you only buy based on price if that's the only thing that really matters to you in quality uh and product and output isn't as important we're probably not the right fit for each other and that's okay and that's really where I would leave it to them to to want to explore it and this is a technique where you're educating about your value proposition you're giving them a little bit of peer uh social proof saying hey I help these other companies real iiz this and realize these cost savings that they might be also interested in going after right but then you're also doing the takeaway you're saying hey but if it's not for you it's okay right and sometimes that's a psychological motivator to get people to be like you know maybe I do want to explore this so if I'm in that upper echelon of like premium value providers I'm GNA answer it that way now let's let's switch hats let's pretend that like my my go to market strategy is to be the lowcost supplier of the market if that's the answer I'm going to say that's perfect because we've built our entire organization to do exactly that like we're super efficient we're super streamlined we don't have a lot of the bells and whistles and the other cost additives that increase the price of staffing service we're incredibly lean because our product that we deliver is based on price we will give you the lowest cost Staffing Solution in the market that's how we're built if that's your top priority we're probably the perfect fit and you shouldn't look elsewhere because there can only be one of us that's the lowest in the market and that's us so if you look at anybody else they're only going to be more expensive okay right and in either scenario just to put a bow on it I know my value proposition I know who I am I know what role I play in the marketplace and I know how to communicate that to the prospect right absolutely and you know you know I know that you're a big proponent of selling on the value and probably the big bulk of the folks that you work with you know that that's that's the lesson to be learned that's the obstacle to overcome and uh you know on the flip side if if you're going to be somebody and and let's face it they Staffing organizations come in all shapes and sizes and some to your point are efficient and can offer something at uh you know a lower uh price point uh but at that point uh what is it that you're really selling from a value standpoint or you just not even selling value at all well the value so there is a value in a lower price point right like there not there's no knock if like whoever is a low price provider that's not a good or a bad thing that's just that's their strategy that's the value they provide to the marketplace right so the value that you're actually typically going to provide to that client that prioritizes price overall else is a lower price and when you're in the commodity game that's where buyers buy they like they just think if they can get this if two agencies are the exactly same and one is a lower price that's the more valuable option right because they're anchoring it to price so right there's nothing I don't personally agree with that it's not my preferred business model but there's nothing wrong with it right just because I don't necessarily align with it doesn't mean it's a bad thing so that's the value that you're selling but in addition to it if you're a super streamlined agency you might be able to provide quicker and more broad access to Talent right because all of the cost additives tend to be when you're doing more screening or more Hands-On more QC in the process and which is what delivers a higher quality candidate right but that also adds cost just like any product or service the more QC higher quality of your product more expensive it's typically going to be and and Staffing is no different okay so we're going to continue down this road and and we're really going to zero in now on the organizations where and it probably is the Lion Share uh where they want to sell on value right they they they believe that they have good systems in place processes in place uh and and they believe I don't want to say that you know they charge a premium for it um you could look at it that way but they charge you know a fair market value for what they bring to the table it could be the talent that they have in the office uh the tenure uh it could just be the way that they go about you know recruiting and the marketing dollars that they spend in a world where you maybe were working with somebody and and you've given them their your value proposition right and and and they're they're on board they like you know Dan this is great you know everything seems to be pretty good and and you start to get to that point at the end where you know you propose to them and uh now you're at that point after this you know long battle right doing everything right along the way to get you to that point and now they want to play uh you know can you give me a discount what have you seen or what's worked for you uh or people that you've worked with to navigate through that and come out on the other side with a win sure so there's a couple techniques that you can use here and the nice thing about uh the first I'm going to share is you can actually use it in tandem where some techniques you kind of got one shot right but the first thing to know and this is a super Advanced technique this one is really really difficult for most salespeople to actually use however if you actually commit to doing your work and actually practicing this technique and and learning it and deploying it correctly it will actually give you deals with better margins um and it's saying no very hard for sales people to do but if someone says they get you down all the way to the end and they kind of strung you along and you feel like the deal is eminent and they're like hey this all sounds good can you give me a discount no and here's why this works one if you're really true and you're authentic which you should be if you are you know selling a good product or service and you actually appreciate respect and value your clients you should never lie to them like just be authentic and genuine which means if you're selling based on value you're telling them what the reasonable price is so if you just say yeah I can give you a discount at the end that means you were overcharging them throughout your entire process and I think that's just cringey right just don't do that don't be that salesperson who gives us all a bad name uh the other side of it some people will literally ask the question for two reasons that have nothing to do with actually needing to get the discount right one is some people just like to negotiate they like to feel they win they like to feel like hey I'm getting the best deal possible right and I'm going to ask you can you do a little bit better right because that's their way of negotiating with you and if you just draw a firm line and say no I can't like I've already shared all the value that we're going to provide to you if if what we can do for you if the price that we can do it isn't meaningful enough or isn't valuable enough to to help your company out maybe we shouldn't work together and that's okay and that's standing on your value right the second reason that people might ask for a discount is because they don't want to be sold right a lot of people have been taken advantage in their lives they've they've overpaid for a car they've overpaid for a house they've overpaid for some widget Gadget at a store that they don't feel good about nobody wants to be sold because they feel foolish right no one wants that so sometimes they'll just ask like can I get a little bit of a better price and all they're doing is just checking you to make sure that they're already getting the best price possible and if you've been fair and authentic and genuine through the entire process and you say you know what no unfortunately this is this is the price this is reasonable pricing for the value we're going to give to you that gives them affirmation and they're actually looking for a no in that moment where most people don't realize it they just want to be affirm that they're getting the best price possible but if you give them a discount in that moment if you cave it completely will derail the deal because they will feel like you've been disingenuine and not authentic through the entire process and they'll be like oh you know like they they'll feel a little bit off and it could actually blow the entire deal up so I would say learn how to say no first first and foremost the second piece technique is go back to Value if someone says hey can I get a discount you can simply ask hey I I appreciate that you're asking me for a discount I've been pretty fair and reasonable and transparent through this if at this point you feel that the service that I've shared with you and how we're going to deliver it to help you solve these challenges is there something that I said or didn't say that's making you feel like it's not worth the price that I've presented right and get them to go back and anchor what they're asking for the value that you provide right that's the safest way to actually sell based on value is to get your pricing to be aligned and anchored to the value that you've been selling them so just ask them like why are you asking me for a discount you just not see the value in what I'm going to be doing you know and see where they're anchoring their their value to ask for a discount um either way you're going to be much better off actually negotiating that and you're more likely to not have to Cave to a discount using those two things yeah and and again that puts somebody in a position and again sales people people driving sales you know their life and their livelihood often depends on you know what's the next piece of business that they bring in it puts them and I've seen it I've lived it I think you have too uh where we're in a position where we've got to play some hard ball right Ian we've got to put it all on the line uh no want to hold them fold them walk away and run you know we have to lay our cards on the table and uh and and some would say you you risk losing that business after all this time invested what are your thoughts on that and is is somebody who's managing people like that how how do you how would you manage coach and Mentor folks that are in the middle of that right now sure first things first you can't lose something that you don't have right if you haven't acquired the business and they've not actually spent money with you you don't have them and there's nothing to to lose yeah you might not capitalize on an opportunity which can upset a manager but if I'm the manager in that that moment right there and I see a salesperson and they're standing on the value I'm okay with that like I'm going to celebrate that I'm gonna high five of them and here's why we're very very specific we clearly Define what good business is and what it is not if they're in that moment and they've actually basically qualified this Prospect as being good business and they've presented a price point they would also further validate it as good business that fits in the box and they close it awesome but if they get to the point and the prospect is like no we're not going to pay this we're going to pay lower and now it takes them out of what we Define as good business and the salesperson won't let them go there to the point where they'll even walk away that means the salesperson is doing their job by not allowing Bad Business to come into the organization right and that is just as valuable sometimes even though it ends up in zero dollars it's like it's like if you ever watch sports and you hear the commentator say hey these are those plays that aren't going to show up in the stat sheet right that's not going to show show up on the balance sheet or the profit loss statement or the gross margin report like the clients that you turn away that being said we live in a market where there are not enough people to fill all of the open jobs available there is greater demand for our services than there is supply of talent which means we need to be selective right if you have one a player to send out to a client you need to be sending it out to the client that values that person and is going to pay for that person the most versus the person that's going to value and pay for them the least not not only for your better margins and better commissions as salespeople but just for the better well-being of that of that person because the company that actually believes in talent and they're willing to invest in good Staffing Solutions that that provide quality are more likely to provide a quality work environment for the person you're placing there right and then the last piece and this is what I always say salespeople your biggest obligation is to get good clients and orders for your recruiters like that's your primary goal so if you bring in Bad Business you're going to bring in bad orders and the recruiters are going to have to work on those right and that's not going to do you any favors right so just like just triage the business right there and stand Pat on value sell based on value if I do see a salesperson struggling with that I'm just going to reinforce how to resell I'm going to look at the opportunities and say Hey how do we get a little bit better at selling based on value what's the messaging that we can be improving throughout the process to maybe increase the close percentage but my metric is not about how many clients you get it's how many good clients do you actually bring into our organization that match our good CLI criteria right and you hit on something you bring something that's potentially a bad business maybe a bad partner uh you know I always wonder you know is it the right job is it the right pay is it the right location is it the right skill set and is it going to be the right profitability right and um if if you don't check off all those boxes and you know what those are as you're going into it uh you bring in Bad Business for you know to your team and there's a ripple effect uh on that and it's it's a negative one in that uh you know they might spend any time they spend trying to fill something that doesn't meet that criteria these are the criteria here Dan just in case you're wondered um I about the high five the screen I was like this guy is all right uh anytime they they they spend doing that and they're not able to maybe fill those positions and they're sitting on business that they could fill all day you know but now they've got this new business and they're to try to give it you know everything they've got to fill it you know everything suffers not only that but morality right the you know people are like why the heck is this guy or gal bringing me this type of business this this is not in our sweet spot for one of those at least five reasons um so I think that's an excellent point uh you know what I what I like um is when you know one of my sales folks goes head-to-head with somebody who maybe hasn't been performing so so you're going in there's an in incumbent Staffing company and uh you know you might get to the Finish Line where you've done a great value proposition you know you've really talked about the things that make your organization special and at that very point in time they're like well ABC Staffing and I don't know if there's a real ABC Staffing out there um I hope not I always use that I hope not either let the record show that I'm just making that up on the Fly um ABC Staffing is uh you know four points lower so you know what what would be a because I see that all the time what would be something that you would bring to the table on that so then what I would actually suggest is I would look at them again you have to you have to pressure test to see are they commoditizing you right because if they're Comm monetizing you then they're going to make all their value based on the lower price and you need to know that as a salesperson so you need to know how to adjust against it so the first thing I'm going to ask is hey out of curiosity when you look at us and you look at ABC Staffing does it really seem like you're going to get this same quality and the same level of service from both agencies sure because if so you should definitely go with them because it's four points lower you know like and I want to see where they're at because a lot of times what you'll hear is you'll hear well no like I I like what you're saying better and I I would rather work with you I like your level of service but my boss isn't going to sign off on me you know going with someone that's four points higher right and if you hear that now you know that you're not in the commodity game now you know that you've got a chance to sell based on value which is I'll take it because this is where I'm more aligned I'm going to say hey let's take a look at this like what is really the difference of Four Points I will tell you that if you're talking about going from like 55% markup to 51% markup or even 45 to 41% markup it might seem big in that context but when you actually apply it to spend it's not as much as you think and I'll literally show them what 4% of whatever their payroll you know per hour is and we're like okay we might be talking about 40 cents an hour like so now let me ask you this would you pay 40 cents more per hour if you were going to get a better quality candidate that could actually have higher levels of production it was more likely to get converted onto your payroll after $600 hours or whatever your conversion is right you know and you basically sell based on the value of the problems that you uncovered in your Discovery session right or Discovery portion of the meeting and say would it be worth this tiny little amount more and if they're like well gosh when you say it that way it would be like I would pay 40 cents more an hour for a person that you know or 80 cents or whatever that number ends up being for a person that's going to be a better quality candidate coming from a more reputable agency right and now I've just sold it based on value and that's how I would actually bridge that that difference is is based on the value that we provide and based on the sentiment that they they feel about our agency yeah know as you're talking through it now now I'm having flashbacks to that time right in and I'll just share real quickly by the time you get to that point where you're starting to talk about price one of the things that you know I've seen my sales team do and we've done in the past because you've discovered the pain points that they're having with their current provider you know if there's a difference in the price you know you might say well is your current provider doing uh you know are they doing reference checks and they might say no then you will say well would you agree by us doing reference checks we can get more sticky people that are going to be there and going to stay to say yes and you go through a list of those things and to your point you know you you you have a revelation and you can say can you see how what we're doing uh does not compare in contrast with what your current provider is and for that reason you know there's value to it so yeah you're going to see a little bit more money when it comes to how we do business so yeah no these are excellent points and again just kind of uh little commentary and sharing at this point so yeah and and also going back to that piece about some people just don't want to be sold they don't want to be taken advantage of they put the value hate to say it but a lot of clients have been burned by bad staffing agencies out there that haven't lived up to their promises right so there's there's a there's a really high level of buyer reluctance especially right now with some unease in the market trying to figure out if we're gonna have this soft recession Landing right that everyone's hoping for there's a lot of reluctance so in that same scenario if you've got the ability to do this within your agency again this goes back to business model and pricing strategy you might be able to say hey I understand that you're probably worried about overpaying for a service if I send you people like your current agency or your past agency that might not work out is that right yeah that's right what if I could do this for you what if I could match that rate but then I just increase my transition fee that way you pay me what I feel is reasonable for my service for everyone that you convert but you pay what you feel is reasonable for those people that you don't and sort of get what we each want like that's a nice way to compromise and still and again if you're good which I will tell you this the number one thing that makes sales a lot easier is having a great service that you can stand behind right if your agency is really really good at doing its job and you've got the data and the testimonials to back it up then you're going to be good offering that bet all day long right because you're betting on yourself and there's something to be said for a prospect when they see a salesperson that's willing to bet on themselves because now we're vested right now we're now we're vested in this process knowing that there's actually kind of a multiplier or a step up in pricing value if we do our job really well right and that sort of alignment will actually help incentivize people to work with you sometimes no no doubt about it change subject as we start to conclude here but one of the things I I often talk about when I've worked with salespeople I say you know there's a couple of things that they are are the most challenging for a salesperson one is listening and two is documentation I then usually repeat myself because listening tell me what you've seen as far as a level of importance because a lot of salese feel like hey I'm just so busy I don't have time to put stuff into the ATS or this or the CRM in this particular case tell me tell me what you've seen with that and stress the importance maybe if you feel that way on documentation so I believe documentation is everything uh for a number of reasons we're in a highly regulated industry that has compliance scrutiny so on the sales side you know there needs to be documentation right but I also believe in tracking metrics you know my upcoming session at the Staffing industry analyst executive forum here at the end of March in Las Vegas is all about the metrics that matter metrics are just the measurement of data and data is the deliverable of the documentation in your applicant tracking system right so your salespeople need to be doing this they need to be tracking all of their activities their calls any touch they have they have to be tracking it in there and there has to be conversion data to see how many meetings are they actually scheduling how many proposals are they sending out how many contracts are coming back how many orders are coming in how many con contracts convert into billing clients you know what is the the revenue or margin that comes off of all of these things you need all of this sales performance data to build your sales plan right so documentation is really really really important I'm a big big believer in it um that being said I also understand that salespeople have a lot in their play they're running they're in a lot of different places they're not often sitting at the desk all the time unless they're truly inbound right they're they're going in a million different directions so it is the responsibility of the leadership to actually streamline the process of the salesperson to make sure that they're the most effective selling the service and then align the technology and the documentation tools to that process to make it as easy as possible so if you have an ATS that you can click to dial out of right or it's integrated with with a zoom phone service or something like that if they click the dial it's going to log a call or maybe record if they if it's integrated with Gmail or Outlook it's going to basically automatically record the emails and bring it in so it starts to automate some of that documentation for them if it's got calendar booking links it may actually automat the meetings that how many meetings were scheduled and and where they were scheduled out of an email off of a call whatever it might be so you can actually get attribution data and actually proposals will automatically hey I create this here and I submit it out it's going to recognize that hey a proposal was submitted and they can start tracking that so you as a leader of the organization like you have to find the technology and the tools that are going to make your salesperson's reporting very easy to do and this is same for the recruiters like I don't want them to have to do extra work either but you like the tools are out there like if you're a leader like just dedicate the time I almost said don't be lazy but just dedicate the time and like look at the tools that you need to make this easy for your salespeople and all of your producers to track all the data and that will give you the information you need to properly plan your performance and your goals to achieve them oh and a great you know great segue because let's face it that's you know Ultra staff Edge it's right here over my shoulder you know that's that's who we are I mean we have you know that integrated ATS CRM solution where uh when used correctly and not hard to use you know we have all the metrics in place by the time you know we've we've developed a little bit of business under our belt we're able to see how many cold calls does it take to get a meeting how many meetings does it take to get a contract and how many contracts does it take to get a new account so when we take that sample size and we look at the metrics we know it's the closest thing to secret sauce or a recipe for Success that we have is utilizing those um those metrics for sure so again if anybody's listening and they want to know more about it hit us up uh here at Ultra staff Edge we'll have it on our our exit screen how you can find us but Dan in conclusion uh anything more that you want to add or share that's going on in your world right now Bob I would be remiss if I didn't promote the Staffing sales Summit right now we're heading into a season of uncertainty and really strong headwinds when it comes to selling Staffing Services it's a really weird time too this is a different Market this is not the last time it was hard to sell right now we have incredible demand 10 11 million unfilled jobs we have incredibly low unemployment sub 4% so it is really really hard to sell there's never been a time where companies need our services more yet they're buying it less there's there's there's greater buyer reluctance and that's why I've created the Staffing sales Summit with some great founding Partners to bring a sales Staffing only training Workshop to the industry for two solid days the industry's best lineup of sales trainer coming to teach exactly how to sell on this Marketplace it's in Orlando at Margaritaville from February 20th to the 22nd so I would highly recommend taking a look at that um and I'll get you the links you can have on your page for this but look at that and go get trained to be selling Staffing Services successfully in 2024 yeah and you're going to be at si2 in Vegas at the end of March right yes sir I will on the stage talking about the metrics that matter and why all that data we just talked about is so important and what you can do with it well I'll see you there um so I look forward to that Dan this was a good conversation went by really quick uh I enjoyed having you here and always enjoy having a good conversation with you um so Dan thanks for being here thanks a lot Bob have a great day okay so there you have it that's Dan M and you know really well known in the industry and again has a good following and and doing some really good things to help our staffing community so we're just glad to have him on board here today and uh you know with that said you know we're coming to another conclusion here of the Staffing Buzz Network so you know I'll ask you one more time and I I'll ask this every time please make sure uh that you know you if you haven't subscribed subscribe you can subscribe uh you know you can watch us on our YouTube you can hit us up on all of our uh all of your favorite podcast platforms um you know share this information with your friends we're going to continue to bring valuable content like we saw today in in in the effort of trying to you know leave you a little bit better than you found us and uh and like I said you know Ultra staff Edge it's it's a leading uh ATS CRM front office back office solution to dance Point got a tremendous robust CRM solution and uh I'd love to talk to you all about it and and give you a peek give you a demo at it because you know as somebody who was a former user of it you know I saw firsthand how it could change the way you go to market uh and then how you can hold yourself and your team accountable uh to metrics and activities so with that said you'll find that information on our uh outro screen and um until next time uh thanks again for joining us on the Staffing Buzz Network