Boost Efficiency with the Best CRM for Real Estate Teams

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all right cool all the logistics are done while people are hopping on um lyndon why don't we uh why don't you you want to give a little quick intro um on yourself and then we'll uh we'll dive in yeah as always thank you for for having me thanks for everyone joining um today super excited about today um just just a reminder for those who have been on the last few weeks my name is lyndon i'm a customer success manager here at follow-up boss i work with teams our teams across across the globe in regards to really getting their accounts set up properly i work with goals strategies make sure that we're doing everything necessary to really reach their goals before follow-up boss i worked at zillow for about five years where i coached agents on how to convert leads um kind of the questions you're answering uh more than just answering the phone but how to kind of strike up that conversation so everything that we're doing today is just really in my wheelhouse in regards to lead accountability lead follow-up how do you where do those leads get routed to what agents do they go to what are the agents saying when they're on the phone so just just excited to kind of dive into this into this stuff today lee yeah very cool all right cool well i'm going to go ahead and um share my screen here so yeah we're going to be focused on um let's see if it's gonna share the right thing all right there it is very good so gonna be focused today on um best practices for teams more around lead routing and [Music] kind of setup but also accountability uh even maybe dive a little bit into um what to say or our training agents around you know what to say so a couple of quick things we wanted to cover we've done some of these office hours before but just wanted to go over these things real quick if you guys could drop your questions into the q a as we go it's really helpful if somebody put something in the chat somebody else put something it's hard to keep up with the whole thread of the chat so if you have a question for us as we go drop it in the q a it also allows us to say we're going to answer it live or just type back a quick answer and if you want to come on screen which we love uh we're known to send special gifts to people that come on screen just saying um yeah i'm sorry you just click the raise your hand button you should see it at the bottom um of the webinar if you click raise your hand whenever we're finished with what we're covering or whatever the next person who's on um we will bring you on screen uh ideally turn your camera on and we'll be able to to chat uh with you a bit more so i wanted to kind of start out with general lead accountability it's a pretty hot topic in general and lyndon since you work with so many different teams like what do you see with people around lead accountability i guess maybe the good and the bad or to be improved yeah i mean exactly what's kind of on the screen here right having that that as we're working with our team and we're working with our group of agents uh having that simple plan and clear expectations of what's needed when you if we're going to turn leads on for you and you're going to start receiving leads what do we expect to happen what what how quickly do you need to be following up with this person right when you get this lead and you don't get a hold of them it doesn't stop there right our expectations for you are to continue to follow up with this brand new lead that you've never spoken to for i don't know 14 days or whatever those rules are so it's really important to have those expectations so your agents know when they're getting leads what's expected out of them because if they don't follow those expectations well guess what you're out of the lead flow right leads aren't going to come to you anymore so it's very easy to be able to make sure that your team's doing what's necessary because of those expectations that you've you've you set um have written training and simple sessions to review slash remind um training sessions i don't know uh all of you if you haven't been using the follow up bus calling feature gosh what a great training tool so those calls as your team's nurturing your leads calling your leads what are they saying right boy maybe someone's making a whole bunch of calls call after call after call and they're not setting any appointments well great right you're doing a fantastic job you're nurturing your leads at the right time we're not setting appointments well let's listen to your calls let's listen to your calls to see maybe where we're missing what objections are we not fighting through as we as we start to have those calls so really great if you aren't using the call recording really great kind of way to have that written training and to get some of those training sessions down for you to review um how is your team answering calls what's being said i think um that's really very important and probably the number one most overlooked part of lead accountability right we're going to talk here probably on the or we're going to talk on the next slide right how we can route leads first to claim round robin those type of things but more importantly as a team lead we need to make sure that it doesn't matter who's getting that phone call it doesn't matter who's answering that lead because if so and so is answering that lead and does a great job well guess what the next leads go into someone else if they're not doing as good of a job you've lost out on that lead when someone else could have converted it so really having a a structure in place simple scripting simple scripting in place so you know every phone call is being answered exactly the same then it doesn't matter to you who answers that call yeah and this is something i see a lot with people too and that you know there's a lot of people who are team owners and leaders who want to come out of production but i think you know there is always this kind of feeling of like you know if it's some if it's a certain thing or if it's my if it's a past line or if it's somebody else you know i don't you know i need to handle it i can't let somebody on my team handle it and and i get it and i've i went through that myself and and i had some some bad handoffs to be totally honest i mean it takes it takes a minute to get that going but you know now i haven't been out of production for eight or nine years uh it's fantastic and i'd say like you don't want me i don't know how to fill out a car i haven't even done it and i don't even have a key anymore i can't even open a door like you know but you've got to train somebody else or ideally a whole team on how you know and and i know you know there's plenty of arguments for and against scripts and all that i'm not necessarily saying you have to have a script that they read but it could literally just be as simple as mentioning the team or brokerage name when you call them back or when you answer the phone um taking a minute to review what they've actually looked like looked at in the system before you call them back so you can realize that oh they're looking at condos in the west side of town to have that better conversation around oh would you like me to send you some more condos in x zip code or whatnot so and also i know when you mentioned oh they're always the script sounds like fingernails on a chalkboard to a lot of people it sounds like it to me also right it's script no way right there's we're real estate agents we want to be conversational so the script isn't boom boom boom boom boom the script is here's some open-ended questions to help you get the conversation started and use these questions when the phone rings right and it's a consumer inquiring about 123 main street we're not gonna run to the computer and try to answer their questions about one two three main street we're simply just gonna ask the question when would you like to go see it to start a conversation and that's all we're trying to do is once we ask these few proven questions these proven questions are going to lead to more conversations more conversations are going to lead to more appointments and more conversations are going to lead to more quality appointments well these are the three questions that work very very well here we go right exactly you know it's designed to engage not necessarily to read from the thing just to say you know oh while i look that up how are you doing today you know i i can't tell you how many agents i've heard have that just insanely awkward pause where they are fumbling in the mls to find the property instead of just saying like oh how are you doing today you're oh what's your first name again or is this the best number in case we get disconnected like whatever whatever that is um i used to i used to listen to a lot of calls where it was that hey i'm call you know it's agents are on you know in the online world that we live in agents are on you know other people's listings right and then we're clicking on it and we're hitting select and we're calling and now all of a sudden you have your phone ringing and there it's a it's a listing you have no idea about and then we think one i'm in the grocery store i'm not going to answer it because i'm not going to be able to answer the questions or i'm in this ideal situation where i'm in front of my computer so i'm going to answer the phone right now and we say yeah well what listing are you calling on hold on can you spell that and you can hear the person typing away yeah okay um yeah i can you respell that list you've lost them you've lost them instead of asking these more kind of engaging questions as opposed to pulling up that listing so right definitely and we can dig deeper into that or people have questions on that we can we can go there let's talk a little bit about lead routing um not to mention the fact that there have been a few new features uh new additions to some features um that we want to talk about but why don't you uh why don't you cover this linda yeah um lead routing basically using groups to route your leads instead of changing the lead flow so i think if you aren't using in your lead routing if you aren't familiar with where groups are or how you can add a group create a group how do you want to route your leads it's a very very simple process in your lead flow and group section of your file boss account where you can say okay here's all of our zillow leads or here's all of our realtor.com or here's all of our website leads whatever type of leads the source there are you can set groups to say when uh when my website lead comes because i've connected my pixel and i'm now getting my leads coming in i want them routed to these people i want them routed to these people um and i want it built on a round robin so it's one two three right it goes to this person this time next week goes to this person next league goes to this person or we can route it to this group of people on a first to claim so all of my website leads as they come in i want to add a group i want to build a group and then i want to add it to that source so everyone gets a new notification for that lead they have the follow-up loss app on their phone they hit claim first person to get it gets it in my experience and i know lee we talked a little bit earlier today on our on our team call i am a big big big fan of first acclaim round robin scares me right because what do we all know right speed delete speed delete that used to be a secret five six years ago with internet leads you have to be really quick it's not a secret anymore you're not going to convert it if you don't get back to that lead asap so how do we do that we put it on first to claim because if it's on round robin and so-and-so is in a showing or who knows what so-and-so can't get back to that lead for a couple hours well that leads gone that leads gone when you could have someone else on your team sitting there who could have answered that lead and then this goes back to as a team lead if we have proper basically scripting or questions to ask you don't care who gets to that lead first because you know the person that gets to it is going to basically conquer that question that call the same way right and not to get too complicated on that but that can be set by group so for example if you have more online type leads that you know speed delete is especially important you can make that group first to claim and you could say if there's maybe leads on your own listings or things that are are you know maybe they aren't as urgent although they could use an autoresponder um that need to be done round robin that can be done as well definitely more of an advanced use i wouldn't you know be careful kind of mixing and matching um but i think that also really goes back to our first slide around having that accountability that if you claim it if you are using first to claim that says if you claim this lead you know you must call them within you know i don't know if you're claiming it surely you can call them right then um you know call them within two minutes um if they don't answer leave a voicemail send a text as a follow-up whatever that process is for you like we said before this is how you duplicate yourself right like you have a process that's what you would do and then you roll that out to your team great question here um lee that we got from jonathan when set to first to claim how do you handle if a less experienced agent that is newer is being the fastest but does not convert as good as as the other agent awesome question i don't know if you have kind of an answer but i i would think that goes back to a little bit of what i was saying earlier right we got to make sure everyone's doing this the exact same way so you don't care who answers that call right that goes back to coaching that newer agent to saying hey let's listen to your call let's listen to what was said during that initial call let's also talk about what questions we need to be asking so i would think that that structure in place so everyone is answering it the same way really uh eliminates that a little bit yeah i agree with that completely and i'll add another layer to that in that you know i see all these people that like recruit people a team or brokerage or whatnot and they're like cool you're all leads go it's going to be great you'll get leads you'll get leads you'll get leads and more and more i'm seeing people who are starting to say like okay we're gonna have you call some old leads first or i'm gonna take you on some appointments with me and then once we do that we'll add you to the leads and i know that takes more work it takes more planning it takes a lot a lot more but you know it kind of goes back to the measure measure twice got one's philosophy of like if you really help this person understand whether it's a written document that says once you claim a lead you must call within x hours here's a script if you don't know what to say or here's the script you have to use uh or things like that you know you're really going to set more people up for success and you're going to shorten their learning curve so you know i really am a fan of not just throwing people on leads as much as it is say okay once you're trained for once you've done this um you know now we're gonna add you to leads and we still go back to the speed to lead right in reality if no one gets to it within the matter of seconds or minutes you're probably not going to convert that lead anyway so it's a plus to have someone who's very fast and quick we can also go to the thought of okay great new agent you've claimed 10 leads in the last week let's take a little break let's now focus on these 10 leads let's see how they're going let's talk about how we're nurturing these leads we're going to take you off for a little bit because we want to make sure we stay on top of these 10 leads once we really get a good kind of um order with all 10 of these leads we'll put you back on and that could kind of free up the team to be jumping in during that time so we do have a hand raiser by the way and we're going to dig more into okay great yeah i can't see it because i'm sharing my screen so oh yeah i'll see you devon we're going to see if i can't bring you here we go it does it works you got it yep perfect all right so many windows all right that should have worked devin you might be muted there you go yeah all right let's see oh there we are hey guys thanks for having me yeah thanks for joining all right uh hey i actually just had a question and i'm sure you got this get this all the time so we use uh first the model hawaii we've got a team of six other agents we utilize zillow leads quite often that's a pretty big part of our business uh we also use wylopo why loco is really easy you just go in the app you click first to claim no issues with that zillow likes to keep their system kind of in their own i've learned and then jumping it over to um follow-up boss is a little bit more finicky for the call actions or the ones where it's just they dial in the connections really easy whoever picks up the phone is the one that zillow will send that lead to but for those ones that just get dropped into the system uh i've noticed i've had a little bit of issues using the first acclaim issue with follow-up boss rather than because zillow will basically say hey we will either round robin it um and that's it so i didn't know if you guys had some recommendation i i figured there was a better way to do it than what i was doing so just try oh go ahead lee i'm i'm relatively knowledgeable on that although it's been a little while so stuff may have changed full disclosure um okay but yeah obviously there's there's at least three different types of leads coming in from zillow even phone versus email but you know some are obviously the warm transfer which is great that's now do you have the integration set up though between zillow and volleyball yeah so those leads will come directly into follow-up boss whoever they get assigned to via zillow yep right so zillow drives the routing on that whether it's phone or email but then there's also the ones that say this person we could reach and then there's the ones that say uh this person didn't want to talk to an agent but they're still passing it yet or whatever they're still passing it to you you guys probably know better than me aren't those assigned different tags i believe they're different it's the same source but i think they're assigned i'm not sure i messed around with it but i was uncertain there's a way to differentiate them i can't remember off the top of my head which it is and some of them are zelloflex in in name so there's probably a lead routing for that where you could potentially just differentiate so for example the person says this doesn't want to talk to an agent but i understand what you're saying is basically if they get assigned by follow boss it's not pushing back to zillow that it got assigned to that person correct the number one challenge is and i agree i believe you guys said it earlier uh first acclaim just seems tremendously better than round robin ever um i mean if they're attentive on their phone and they earn the lead that's fantastic and they should call them right now so and i just i don't like round robin because i've noticed a pretty long delay on occasions so i would love for those leads that get emailed or just dropped in to be first to claim through fub but i just couldn't quite figure that out i i i'd be willing to bet see if you can identify either a slightly different source name or a specific tag okay i really feel pretty confident that there's some slightly different tag that just says like not contact or didn't reach or didn't answer or something like that and then you can use that tag to route it to a first to plan group okay and i'd like to and just always don't um hesitate to uh use your use our support team as well or if you have a customer success manager or email me and i'll get you in the into the right spot but sometimes a lot of times for me to be able to help answer those questions i need to see the lead i need to see the tags or be implied see how they've been assigned and then we can definitely make sure that we help clean that up okay cool we'll mess with that thank you guys oh yeah thanks for having on appreciate it so and then linda let's cover um super quick also the the new lead routing options and also the first actually we should cover the new first to claim options first um first to claim the default the default like if no one claims that what happens it goes it can go to um the pawn now you're throwing me on the spot real quick here um right if no one answers that for a certain amount of time yeah if no one answers it after a certain period of time whatever you place in the first claim in reality we shouldn't even be worrying about this right because someone's getting to it we can route it to more it used to just be basically being able to route it to one specific person but now we can route it to um i believe we can route it to a pond at that point yeah yeah just make sure you have a strategy for that pond that's part of what we talked about so if you do if your default is for it to go to a pond if not claimed that shouldn't be an excuse for it to go into space it should still you know and and potentially i don't want to get too deep on ponds but i would also make it a different pond don't make it go into the pond make it go into a new leeds pond and maybe again have a written strategy that says hey every morning agents check the new leads pond and fall over these people or that could be you know don't it can be dangerous at times leech is going into the pond right if there needs to be i like to think of it too as um specific someone specific is on that pond because then if it's just hey agents go in and check the pond there's no accountability there right if there's accountability of if you have an isa that's a good example of you are on going into the pond because those are piles that weren't claimed in 15 minutes we need to make sure that we're following up with them and as long as you have exactly who's accountable then that's and to be fair we should actually back up a second and just explain that so what first acclaim does is it pushes out a text or notification to everybody in that group yep it does not obviously provide the contact info or information about that lead it literally just says there is you know there is a lead click to claim it and then it is assigned to whoever claims it there's also a default setting that if no one claims it after it's a blank i think it's up to 60 minutes is that up to 30. up to 30 minutes to 30 minutes um after 30 minutes if no one claims it there's a then assigned to blank so you can you can assign it you have to set a rule for if no one claims which with this all said though everything we're talking about is hopefully we're not getting to that point where it's going to the default if someone hasn't claimed it after 30 minutes then we have to go we have to check our systems right who's who's not claiming why are we not claiming claiming our leads i like how the fact too is on our first acclaim it doesn't say you know one million dollar property or an area where it's at because and and i've gotten pushback sometimes we want we need to be able to see that well if that's the situation and we're really picking the leads that we want to claim now we have a whole different situation on our hands of who's who's who's who's answering these we're only working the leads that we want to work well then there's a lot of leads we're probably paying for that are that are being wasted right well and without getting into too much advanced stuff i mean you can do that at least you can route it by price um so you can make it different if you need to make an a team then make an ace and you would make it first to claim um and then i see we have a couple of questions in a chat i just before i i keep like forgetting to go to it there are also now new lead routing options by state zip and city so some of you who may operate in multiple states or you're on the border um you can now actually just route by state one quick note on that and i don't know and maybe you know the answer to this london i think it just parses it ing to the how the lead source provides it so for example when i've helped people set this up we've set it up as both co and colorado spelled out because different lead sources may send it in in a different format it's it's a little bit different now that there's the the newly routing options before it used to just be based on a tag so if a tag was included on that lead or the price was included but now we've been able to pull it more from the actual property inquiry so it makes a much more advanced because we're pulling it from the from the inquiry it doesn't necessarily have to have that as a tag included making more options to be able to to route those leads awesome super cool and emily i just now got to see the chat emily smith um said yeah there's a tag with zillow concierge you were connected um and also a property tour so you can you can use some some tags at least um in zillow for for some of that routing so that's awesome thank you of course of course then we knew that thank you and i think you have a couple questions i don't know if i should go to the next slide i think i think we're pretty much answered the questions that are in the q a okay um jeremy wilson mentioned a little bit about because we were talking earlier about um just the zillow routing he says i think it has something to do with on the routing on the zillow side same thing i'd have to dive into it and see it see that yeah give a good example there but i think we we answered that um keep in mind here guys if there's any if anyone wants to jump on anyone wants to raise your hand and jump on and give some examples of what you're doing that's working really well that's why we're here this is you know this is an office hour so we can kind of all collaborate on uh on our ideas here so just don't hesitate we'd love to have anyone else on who wants to jump on and leave it a little bit and one of the things i think that you know we should probably put this bullet first is that you know if you kind of start up front with the reporting you want to see then back into that with your training and your setup so if you're really concerned about number of calls or how many emails or how many things are happening um you know digging into that reporting to understand what you're getting and then back your training and your setup into getting that you know um so it really all kind of ties together and then is there anything else you want to cover there linda you want to dive into kpis a little bit yeah i was going to dive into kpis okay um key performance indicators i think i get the question a lot of what should my kpis be how many calls should my team be making how many appointments that's a tough answer for me or a tough question for me to answer right every market's different your lead flow the type of leads that you're getting uh the traffic that you're seeing i think i've worked with a couple teams here and that have asked that question basically what we did is we just kind of take a step back and say well let's do this let's over the next 30 days really push it push it so our team's making as many calls as possible so our team's setting as many appointments sending as many taxes as they possibly can and then let's look at the numbers right how many calls and we're not we're not saying you have to set this amount appointments but let's see how many how many calls were made and how many appointments were set and we almost take kind of that 30-day sample period of that's how we can turn this into a kind of measurable kpis great we made a hundred calls five appointments well now we know as a team that if you make a hundred calls you're going to be setting probably five appointments in that month that's your benchmark let's set five appointments you need to make 100 calls to to be able to do that you made 200 calls and you only set five appointments well now let's take a step back and first congratulate you for doing such a good job of making so many calls and really busting your bus busting it but what are we saying now because we're making a lot of calls and we're not setting appointments now it's that coaching opportunity that i kind of mentioned earlier so i think that's kind of if you don't have those kpis set take a sample take a sample 30 60 maybe even 90 days um and then you can really start kind of putting them down to to measurable numbers that you can now you need your team to hit yeah i think that's great and there's a couple of sessions i'll try to grab some i'm full screens as i'm sharing my the slides but i'll try to grab a couple there's some boss method and some prior sessions that we've done uh with various people talking about this one notable one is albert vasquez he uses the reporting really focused on conversations which are essentially a phone call that lasts more now than five minutes i think the time frame changed um but so a call is registered just because you call you might have gotten voicemail you may have stopped dialing in the middle because something came up um but a conversation is recorded in follow boss for a call that lasts more than five minutes and so he the only reporting he cares about is conversation he doesn't care in some sense if it takes 50 phone calls to have five conversations if somebody can do 10 and have five conversations and somebody does 50 to have five conversations the only number he's looking at is five conversations but what i think is really smart about what what he did specifically is that he actually updates the team over the course of the day he's like hey sam had five conversations but you know lenny's at nine so you know who's who's going to beat lenny today or whatever and you know keeps it kind of fun but also competitive it's also such an easy metric to look at it's one thing right it's not like who did that but i did four emails and he did two calls he's like no no all we're measuring is conversations that lasted more than five minutes leaderboard two if you're using you know if you're not using the leaderboard if you're on the pro or a platform plan um you have access to to the leaderboard makes it fun put it in the office project it on a big screen um people see it people get excited people like to see their name in lights um i played just the leaderboard remind me i played in the golf tournament last weekend and they were just they didn't have a leaderboard they didn't have a scoreboard at the end and i was like why am i here people want to see their name and it just made me think of the follow-up boss leaderboard right that's why it's people are loving it because you want to see your name you want to see your name on top and i won't play in that golf tournament next weekend or next year because there was no there was no scoreboard um there's a good question lee i'm going to throw this question at you this is not my expertise but most interested and patrick sent this over most interested in a breakdown of commission plans what's a good breakdown when the buyer's agent team leader office broker manager and company gets a cut of a commission check oh that's a that's okay that's very interesting um i assume that means overall model um would um patrick would you want to come on and chat about it oh i just rolled my mouse do me the last slide um would you want to come on and talk about that that'd be a little easier to talk through maybe ask some more questions um i mean to me it sounds like the short version of it is basically you know there's a lot of hands in that pie what i most typically do see people do is there's a team split and depending on your brokerage to split beyond that typically i'll see each party be depending on if you're in a cat model a traditional model or i mean there's a lot a lot of nuance to that but um typically what i'll see is there's a team split and then of the team split each person pays their own split out of that yeah there you go all right cool let's talk about it that's a very uh it's a very nuanced question talk to me sure so we have uh a new agent coming in who's basically a um advertising that kind of person rain maker if you want to call that and um he's not interested in going out there and performing the regular realtor duties so to speak but he's interested in kind of creating a team and him being the rainmaker so of course he's going to get paid and then also the buyer's agent would go out there facilitate the sale but then i was trying to figure out a good way for everybody to be compensated so um so everybody gets paid and everybody's happy okay and you're are you the broker yes okay cool and you're are you do you mind sharing just basic details of your model like is it traditional is it cap like just it's an independent brokerage um and you know what i was kind of thinking is to have the buyer's agent get cut on a 50 50 split the rainmaker will call him would be 25 you know anytime you get a referral um an outside referral that usually they charge 25 percent so now you're down to 75 and i was thinking the in-house um office manager and the company will get the remaining 25. i just want to know if that was the best approach fair and am i missing anything during this yeah good question so i know and i i hate to mention names specifically so i know in a cap model it's pretty common that each person each licensed human has their own cap and so in that model what would happen would obviously there'd be a gross kind of called a gross net commission because there's some mls fees or whatever depending on your market come out of that but basically when you get that kind of semi top line revenue they do their split but then each of them pays into the brokerage um obviously i've also seen our traditional model where maybe the team itself has a split so maybe the team has like an 80 20 you know 20 to the brokerage 80 to the team and then they just divvy it up however they feel it's appropriate whether it is by lead source i'm not a fan of doing different different uh splits by source it's too hard to police um but my gut would be that you consider them different people what people do in the cap model is the team member has a lower cap typically um are you using a backing like brokering software it's also trying to think of how to like really police it and kind of set it up and keep it yeah we have broker mint um and i guess i would have to set it up but again i don't want to be too complicated yeah you know that's always better yeah that's always the hard part is like if it's too complicated then every time you have a closing there's going to be a weight but this was my spear or this one was a zillow lead or this one's or whatever um i would maybe talk to talk to the team leader a little bit more around how they envisioning doing the split and then back out of that because if it's like a showing agent you know if it's like a 25 then that's probably a bit different than if it's a true would they only do with the team lead only do listings do you think no it would be more generating buyer leads okay and then the buyer's agent would work the majority of those or do you think the team lead would work some of those and the agent would work some of them so the team lead doesn't have any desire to take people out or anything like that it'll be just as a lead generator i think the easiest way is to consider them kind of one entity kind of kind of like you said as a team um and do either if it's going to be a cap you know do a percentage until they hit that cap and if it's going to be a traditional just say hey as long as i get my 20 off the gross i don't care how you guys split it okay i think that would be the simplest but you'd have to decide is it going to be you know more traditional where it's the same split no matter how many transactions um or is it going to be a cap where once they hit it you know they keep they keep more of that sure okay i don't i don't know if that helped that much i'm happy that um if you want to link up with me i'm happy to talk a little more about that i i i just feel like i need to ask you a bunch of questions that you may not want to share on on a webinar with people sure sure yeah i'll drop you my email address if you want to talk a little more on that yeah absolutely will cool thanks yeah thanks for having on appreciate it i just posted a question in the chat just kind of curious if there's anyone out there that has any good kpis that they they'd wanted they wouldn't mind sharing or just how have you um developed your kpis if you want to come on if you want to come on here in the last few minutes and kind of share or kind of anything that we've gone through so far maybe some good systems so everyone answers the phone the same way so if anyone has any of those things that they'd like to share before we get out of here we'd love to hear it what else have we missed lee i think i think we covered a pretty high level i can't see the q a i see that there it looks like there might be something else in there but i can't see what they are so you may have answered them already i think we've answered the q a i feel like that's the gist of it i mean to me honestly i i feel like enough people are i talked to a lot of people part of what what spurred this topic quite frankly was i talked to a lot of people that are not using groups or not using routing in the way that you know they're either taking more of the leads and then dispersing them um or they're just otherwise not using something like maybe routing by price point or routing by area or things like that um and to me that's really the magic of kind of coming out of being able to come out of production you know it's like one day you could uh not have to touch it that's how you build a scalable business right like you don't have to touch every lead and then you know that uh you know they're being taken care of by the right person saying the right thing yeah awesome cool patrick is do you have a question you're back on but you're not showing in my other i don't think you ever love [Music] that's so weird zuma's been doing this to me lately it's just super odd i can't believe we don't have people that want to talk about their accountability and kpis and i also don't know how to work slides apparently even worse goodness there we go so if you guys do have specifics um that we didn't answer or something that's really specific to your account uh absolutely hit up support a follow-up boss um linda's not afraid either lyndon you can see his name is belle right on there it's pretty simple like the president um at falloutboss.com that's my new email address the president filebos.com yeah no no definitely we're here to help we're here to help and and use me use our support team um if you uh if you have a team and you have a customer success manager they're here to help uh email support if you if you don't know who your customer success manager is definitely awesome thank you guys we'll see you all soon see you soon everyone have a great day