Deal crm for construction industry

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all right so crms a really big pain point and source of frustration in the construction industry uh so many questions we see in the message boards in the groups you know frustrations we hear from clients like i wanted to do this it's not doing that there's all these different options which one is best for me how do i automate all the things but still look like uh you know i have that personal touch like how do i make a crm work why don't any of them do what i want them to do all that sort of thing so i wanted to bring you someone who is an expert at crm methodology and the way that you should be thinking about a crm the expectations you should have around a crm how to choose the best one uh what to think about before you invest in a crm how to make sure that you are using a crm to its bet to the best of its abilities and all those good things so i brought in my friend casey loft we hopped on i really got to dig into his brain and how he approaches working with his clients as far as choosing a crm going through the process of mapping out everything that you needed to do and then implementing it and continuing to run it uh successfully so that you can grow and scale your business and get that roi that you need from your crm so tune in we've got a very focused episode here casey shares a lot of insights a lot of a lot of tips that can help us make more intelligent more informed more intentional decisions about our businesses [Music] all right we are diving in with casey loft of clientric a crm consulting company and uh i've gotten to know casey over the past uh i guess six months or so we're both members of uh tcc win rate consulting and have met at uh at least one event and uh i wanted to bring him on because man the roofing contracting industry there are just so many questions about crms and like how do i choose the right one like what's the right use for one um how do i make it work for me how do i automate as many of the things as possible and so uh i'm excited to dive in with casey and uh to learn myself as well as you guys like learn from his uh experience and insight so what's up my man welcome to the show joe it's a pleasure to be here thanks for inviting me on i appreciate it yes yes thank you uh so we'll dive into all that that good stuff but give us some context uh who's casey where you at what are you uh what's your business all about that sort of thing yeah that's a it's a loaded question i'm still trying myself yeah i know yeah trying to figure out who i am what i'm supposed to do with my life yeah what's my why i'm actually trying to figure that out but that's a longer story won't dive into um my name is casey luft i am ceo and founder of clientric crm consulting we are a consulting business that primarily works with those businesses that are utilizing zoho or want to utilize zoho crm on top of all of that um you know i've found my business it's about a year and a half old now i started it when i joined the win rate uh the win rate consulting group way back when i was one of the original og founders of it so that was kind of cool and so it's just been growing ever since then i've now have roughly 10 people um i grew from earlier this year to having two and an intern to now having 10 so it's it's grown quite rapidly and i've been loving every minute of it wow that's cool um glad that you're loving it because growth is not always good it's challenging any any part of a business is challenging whether you're growing whether you're slow whether you're flat like it's what we signed up for right yeah that's good to hear you're loving it what's been the uh i'm just curious this one's really part of the the agenda here but like what's been the reason behind the the rapid growth honestly a large part of it is because i'm able to outsource so a large portion of my team is actually based out of india i actually created a company over there to handle a lot of the crm development stuff that we do so we have for example zoho developers for those of you who aren't familiar with zoho it's very similar to salesforce or hubspot i'm sure you've heard of those those are very popular in the north american market zoho is not but it's an up and comer and so it's very popular in india there's a ton of developers over there so it's it's very easy it's very straightforward to hire people over there to do a lot of that stuff and then we also have some integrations developers a couple other developers over there that kind of handle some of the other tasks that are a part of any given implementation so that's a large part of that organization is that indian component and then we have over here in the north american component we have a lot of our client success myself and a few other kind of operations people versus you know i.t people cool cool i love the model very familiar with it that it makes a lot of sense so along with the team i i assume you've had there's been a lot of demand for your services right yeah i mean um i mean everyone always wants more so i'm going to try not to be greedy but now we only have a handful of clients realistically um we have a lot of complex clients and so they end up are a fairly high ticket customers that we work with quite a lot um in the in the legal industry that we we we've been dealing with lately and so we're basically creating a whole new case management systems for them like revamping their entire processes the way their entire business works within the legal industry and a few of those are able to keep us very busy too busy i bet okay yeah i i bet there's some some uh nuances that need to be taken care of in the legal industry particularly uh all right so let me let's do this i have some questions i wanted to ask you but i don't really want to make an interrogation how about i kind of share with you because we we operate in the construction industry mostly in the roofing industry so how about i share with you like and you you probably can resonate with this um what like a typical situation that that our clients are facing and the questions they're having and maybe just kind of you know break it apart from there 100 yeah that'd be awesome let's do it cool uh so you know there's there's so many companies most of the the roofing industry is like in that you know the under 10 million a year space like you know from startup to a few years in or even many years in companies that um you know that for whatever reason maybe don't want to grow beyond that or are struggling or whatever so you know a lot of those moving parts where like you get you get someone who starts a company they hustle and grind till one or two million a year which is you know roughly capacity right it's like i can't work any more hours in a day i can't drink any more red bull like i need to figure out some some systems and processes i need some software what got me here is not what's gonna get me there so that's a very important uh common inflection point that that we see uh that's a that's a common area where we'll pick up a client they're like i need to figure out this marketing thing like teach me how to do this marketing uh so along with that there's a crm it's like alright i've used you know uh i've used anything from a notebook to uh google sheets to you know whatever it might be and even today like 2022 with clients that come in that they they've never used a crm before that's kind of rare but most of them are using a crm probably not using it to their full capability i'll raise my hand on that one guilty of that um and they're just trying to figure out like what's the best you know how how do i fit a crm into my workflow or how do i fit my workflow into crm i want to automate as much as possible i want to i want to automate things as much as possible but i don't want to look like i'm automating things like i still want that personal touch for my prospects and clients i want to drip out some emails during the marketing and process processing the sales process and even while we're building that construction project for our clients maybe at certain points i want to trigger certain emails or text messages going out and things like that so a lot of it you know that questions we get are around the automation part of it and then another kind of bucket of questions we get around all right well i have this database right i've been in business five years i was talking to the client actually this morning about this this afternoon down in houston and you know um doing some marketing to that database like how do i how do i get everyone in one place how do i like send them out some distr some uh some broadcast messages emails text messages whatever um yeah so those are just kind of me just kind of spilling some of the the pain points that some of our clients have they seem to be always asking in the facebook groups like what are people using um i think people just jump into crms because they see like maybe a deal or their buddies using it they don't take the time to understand like really what they want out of it and that sort of thing 100 yeah yeah i think where you left it couldn't have been better people don't know what they're actually looking for that is honestly 95 of my job is figuring out what people want um and and like people pay us money to help them figure that out when they could easily do it themselves it's like it's like going to to a gym right if you're gonna get a fitness instructor you could easily do all these exercises at home but you know you're not gonna so having someone to like kind of guide you along that path ask the questions that you maybe wouldn't have asked is super helpful for a lot of our clients so typically what we do every engagement we start out with is we map out your processes we use uh it's a tool called miro uh what we use but it's very similar to lucidchart if you're familiar with that one there's a lot of different process mapping tools i highly highly highly recommend and stress that you map out what you're doing as soon as you start mapping out what your processes are you're gonna start to identify why are we doing it this way this makes zero sense we're redoing work three or four different times you can cut out different pieces of that puzzle and just connect them back together without ever changing anything and making your team that much more efficient being able to visually i'm a very visual person and not everyone is but i recommend you to sit down and look visually at your processes and if you have like 50 million things that you're doing it's too many processes you need to you need to systematize you need to make it simpler for your business and that's where we have found a lot of our clients are actually losing efficiency gains it's in the operation side realistically it's the fact that they don't do things a consistent way every time we'll be like oh when do you send out emails well we might send it out two days from now we might send out three days from now it could be a week well that doesn't really work when it comes to automation and when you get further down that pipeline of what you're actually trying to accomplish it doesn't work and so it's important to understand and have a very systematized method of reaching out to your leads i get it might not be the same for everyone maybe different products have different schedules or different you know reach out attempts or whatever it means but that is the most important thing is to start identifying these patterns and making sure they're repeatable so you and your team know exactly what you're doing okay i'm just taking some notes here yeah yeah i know it's a lot i dispute a lot of you i apologize no no that's good and like and yeah as a marketing training company that we are like that's where we start with a client as well we give them this uh worksheet called a marketing strategy worksheet and it's like basically like give us a clear snapshot of your business right like what are your products what are your services uh locations team all right what are your goals like what are your ideal projects which ones you want to do more of which ones you want to stop doing because they're not profitable or they're just a pain and then how do we close that gap between where we are now where we want to be so so yeah similar thing like you know people have never really considered that and a lot of people say that they're like oh i've never really thought about that before or thought about that way before um and the same same thing with you and you and i like hiring a business coach like one of the first things is like all right well what do you want like ah man i haven't thought about that in a while because i've been working so hard i haven't really figured it out i don't take time to settle down and actually think about that and that's part of the problem we're always moving why do we why do we get in our own way man right um but yeah no that's so that's so true so like we an example here um we brought on a new enrolled a new client this morning um and i was on the road and i right now like i'm i'm the bottleneck for basically like onboarding a new client we have we have some automation in place but uh i think it might be a little broken um and so you know it took me i i still haven't done it right now it's six o'clock at night and i'm you know i'll get to it after this but it's like on the bottleneck for that and i could have done it earlier but i said to myself all right let me like map out this process so that it's very smooth and maybe this is the last time that i you know i onboard a client you know maybe with someone else on our team so that's why i try to think about things i'm like if i can take an extra you know it might be an extra 45 minutes to do just get them you know send a and you know logins for everything welcome emails um it might be an extra 45 minutes for me to record some loom videos and write out a doc of bullet point steps and things like that but if i'm like in the mindset of all right if i take that extra time now um then i might this might be the last time i i need to do this you know yeah exactly and getting getting just getting that process hammered out as long as i mean it doesn't change that's fantastic the issue is when there's multiple different formulas you know this client gets this this kind of contract with this method this client gets this kind of contract that's when it starts to get a little crazier for sure yeah totally and as an owner like that just gets kind of you know stuck in your head because it's like oh well we usually do it this way but in these random cases we do it this way and no one else knows that besides me so yeah i yeah i get it it's tough how do people choose the right crm for this for their business like what you know what key kind of features are they should they be looking for i mean i think a lot of people are going to say it's going to come down to the features but realistically it comes down to price it comes down to what people can afford at first and foremost if you can afford a better tool that's great but not all tools that cost a lot are necessarily good either so when when you have the budget to look into a crm application it now becomes about the features it becomes what do i need what does my business need right now a lot of people think they need you know this one thing right now but they're not thinking about when they grow and scale the point of a crm is to grow and scale so if you're not already thinking a year two years five years in advance you've already lost realistically if you're not thinking about the future and future proofing your business from potential risks you've already lost so a lot of these applications that are out there they'll have limitations on them you have to be very very careful with um they'll say oh you can you can you know let's say you have 10 people up to this amount it's gonna cost five thousand dollars and every you know person after that's gonna cost another thousand dollars okay what happens when you get to a team of fifteen thousand you know you're paying an extra five thousand per each of those people or whatever it is you know that's maybe more on the extreme side but it just goes to show you to think about all these other little things as well and something that the bigger crms do which is very confusing is they make it very difficult to actually figure out how much things cost you know like for example when it comes to marketing automation tools maybe you can only have a thousand contacts in your system and every contact after that is going to be an extra you know 50 cents per per contact and just like it just really it's very convoluted and confusing so the sooner you identify what you actually need in a system uh the sooner you can identify and look at those future values like is this worth it is it going to be worth it like when we have you know double the capacity triple the capacity we need a tool that does sms messaging we want bulk sms messaging maybe in the future right now we maybe only have 20 clients we don't necessarily need bulk sms messaging but we love that ability i know something in the roofing space that a lot of people like we have a couple different clients but like being able to see things on a map being able to plan out routes like those kinds of things having a field service manager having potentially a production scheduling application there's a lot of these different tools that are out there that you might be able to integrate with and some tools may have some tools may not and so you have to think of the extra costs associated with all those other applications if that one tool you're looking at and exploring doesn't have it so there's so many different things but identifying i think probably the top five to ten requirements from your end right now and then identifying you know what could be the top five to ten requirements in a year from now two years from now do you need a recruiting application do you need you know way to internal communications are you mainly just using iphone or you know just messaging on your phone right now things like that so trying to identify and future proof those and reduce the risks long term because you don't want to get into a system and regret it a lot of people do that way more frequently than you could ever imagine uh people come to us saying like we've outgrown this tool that's not the way this should work you should you should be able to plan ahead and not outgrow it it should never outgrow you if you plant properly all right thanks for sharing that that makes a lot of sense yeah that's kind of been us like we we have the frankenstein system of like a bunch of different tools and it's like oh this year we started doing more with sms uh with our sales and marketing funnel and with our clients so we tacked on another tool now there's like all these different things that are you know like duct taped together with zapier and like it's you know sometimes it works sometimes most times it works sometimes doesn't but um yeah like 100 like all the the the band-aid fixes are are good um but if you can if you can identify a tool that you can grow into like for example let's say you want to use sms messaging in the future maybe as an api to twilio or something like that you could connect with so you didn't have to use appear or you know like it has the ability to have add-ons or a marketplace even potentially where you can utilize some of these things like that's something to look at and be sure that you know you are going to be able to grow into it having that customizability some out of the box tools just don't have that got it and so i guess it comes down to budget like what are you willing to pay for like if it's going to be a lower budget it's going to be an out of the box tool that you're going to have to maybe fit you know shoehorn your business into or your process into or something something more of an investment you're going to be able to customize would that be accurate 100 okay and that's that's what we do we work primarily with with businesses who are looking to customize they've gone through that route they realized that you know what like we can only use this tool for so long they've outgrown it they need to build a customized tool based off of their new processes their processes haven't really changed they've just grown over time they everything that they did when they were you know one two one to two clients has just grown exponentially and they can no longer do it all themselves and they realize that got it okay so zoho is something that's very customizable yes i love it it's uh it's um i'm a big fan boy but it is the essentially the same as uh salesforce or hubspot fraction of the price that's why i love it oh okay so i was gonna ask you i don't know how else to describe it but okay no that's great i was going to ask you if money is not an issue what is the best crm and i guess you just answered that yeah yeah if you have i mean when it comes to zoe if you're looking for for the most bang for your buck it's 37 dollars per user per month very few tools and with that you get 40 plus different applications uh wow i haven't i haven't seen any other crm out there that offers anything similar if you're looking for you know hubspot and salesforce are great you have your your custom you know accu links your out of the box solutions which you know do do have some customizability into it i've heard they're expanding on that those kinds of businesses they're slowly expanding on the customizability but at the end of the day they're not fully customizable to the way that a lot of people want them to be yes and that's a big frustration with a lot of our our clients so someone and someone invest in zoho just for an example like should they what's the expectation like should they be able to uh set everything up themselves or do they would they be better off hiring someone like you or someone else to help them like build that out that's a very good question um it depends on how much time you have if you have a lot of free time on your hands then you could learn it i think like any it doesn't matter what crm tool any software you use when you when you bring it into your business if you do not give it the time of the day to learn it um to become proficient in it to be able to teach your team how to use it it's gonna fail um it doesn't matter whether it's zoho salesforce hubspot aculinx doesn't matter if you're not willing to put in the time and effort and we've had some clients that do this and they kind of expect us to be honest to train them on it but at a certain point we can only show you so much as as a developer as a person who's kind of customizing it for you you still have to understand the process the new process using the tool and it's up to you to do that so at the end of the day it's going to require time and effort it's not easy and it's not meant to be easy but what it is supposed to do is it will give you an roi and it has to give you an roi how do you guide your clients on measuring that roi do you that's a good question i try to hey i get it all day as a marketing company um so what i like to do is i like to try to get an estimate from people of like how much time do you think you're wasting per lead like how much time like a lot of people that we talk with like we know this could be better or we'll see as we're mapping through their process is this unnecessary time of actually having to to manually do a lot of this work we'll we'll actually get them to measure that out we'll say how long is it taking you to do this so let's say you have to follow up with people manually you have to send out text messages manually you have to send out a contract manually if you're doing all of these things manually let's just say we automate half of that how much time is that saving sending out an automated contract right there is probably going to save you a few minutes maybe even more than a few minutes following having automatic follow-ups um you can get away with having some some personalization into it it depends on how far you want to go but a lot of time an automated follow-up just saying like hey we're we still haven't heard back from you on this thing uh we'd love to you know get your opinion on the contract with the estimate this kind of stuff um being able to create estimates automatically anything like that anything within that process if you can automate it we're going to say like if you could tell us how much time it's taking you we can tell you how much time we're going to be able to save from it and then overall there's just overall efficiency gains through the rest of this process being smoother so how long does it take it takes you know one hour to serve this this one prospect okay we think it's going to take a half hour we've now just doubled the amount of clients that you can actually serve so that's kind of typically how we how we like to do it and honestly a great example of this is with one of our our legal law firm clients most recently we were able to cut out all of the manual processes that they had for some of their some of their onboarding they have signed up so far 2 000 people and it removed potentially around five to ten minutes per person they'd have to follow up that's reducing by 167 hours to 333 hours worth of time that we've just saved that business by being able to onboard 2 000 new leads without lifting a finger so that goes to show you how big an impact some of these things can actually be just because you remove that human aspect of it wow that's exciting because going back to my process of i'm on onboarding this new client which hey always grateful to onboard a new client that's always always exciting but you know after our call would i rather go do some other things some sales follow-ups or go hang out with my family or whatever instead of spending a half an hour to do that and then also having that potential human error in there uh which which happens you know so totally that makes sense there's a fine line too like there's a fine line of like okay these people didn't really need any human intervention let's say you're on boarding a new client maybe you need to like give them the experience to make sure that you know they're going to have they're going to enjoy their time with you that's also a big aspect of it where you need to be sure that you know you're putting time and effort into these people to make sure that they're going to have an enjoyable experience they have all of their concerns have been addressed anything like that so there's a fine line like it doesn't necessarily work with everyone but the more you can identify and automate throughout that process it allows you to give that time back to other activities you want to do or spending time with your family right yeah there's an opportunity cost to every single thing that we do so this is true exactly so powerful stuff are there do people have are there unrealistic expectations that people have uh for a crm the biggest unrealistic expectation people have and this is of all software is that it's just going to work right away out of the box i'm not going to have to learn we've kind of touched on that already but like why isn't this thing doing the thing i expected it to do well because you don't know how to do it yet like you have to spend time to do it that is by far the thing that we have seen the most of people just expect it to basically do everything for them that's not the case you still have to do a lot of the work and you have to know the tool inside and out all right makes sense yeah i actually had a meeting today with one of the um roofing crms called job progress yeah uh here in new jersey and so i asked him kind of a similar question and he's like listen you join a gym you don't get in shape i go by joining a gym right yeah you have to go you have to do the work you have to show up uh you have to take the steps you have to get on the treadmill whatever that is so uh think about that for anyone listening watching you know whatever like just because you bought this fancy thing just because your buddy is killing it loves the crm doesn't mean just because you buy it you know you're going to get those same results you got to put in the work just like things anything else in business right that's just life you have to put in the work to get what you want out of it yeah let's get real deep here yeah there is no magic yeah yeah no personal wise some of our some of the clients that we've worked with over the years some of the bigger ones have like a person dedicated in the company to be like the crm manager or some other title is that something that that you see with your clients and or something you that you recommend i would say it's definitely helpful if you have someone who is a point person on let's say your crm someone who it works best when we work with clients who have one point person so we know who to communicate with maybe we're doing some development work and they need some training and then they can go back and train the rest of their team we've seen we've had some some not so good experiences when everyone of the client like there's five or six different people that like oh i want to learn this thing i want to know how to do this thing i want this thing it becomes more difficult for someone like me to really like help them so if you have a point person that can go back that can learn that's doing all the training that's spending the time then you have one person that has all the knowledge and can train the rest of the staff so i definitely recommend it as opposed to having you know this person know this thing this person know that thing depending on how big your company is you might have different people focus on different applications so for example if you're if you're folk like a sales member like you could have a champion sales person that knows the sales side inside now you could have a champion marketing person that's going to know the marketing side in and out we've seen that before and that's actually worked out really well different departments wise so i definitely recommend if you're getting to that point that would be something to look at all right that makes sense completely i mean that's kind of how we operate with our marketing training like we'll train the marketing manager in in in the roofing or contracting company and that that's like the point person where where that fails with us anyway is like when the owner tries to take it on and they're just like they're they're doing too much they can't dedicate the time to it and it's like you know or you know like you said multiple people try to take care of it but then when everyone's in charge no one's really in charge and doing it well so having that person's like own that thing uh like on that responsibility i think that's that's really key absolutely huge for sure and ideally someone other you know a big company probably not an issue but like in a smaller company ideally someone other than the owner i would say because like owner's just wearing so many hats that it's going to be hard to agree with that all right although the owner is sometimes the most difficult person to give up that control but i get it right and like that's me right now like i am i guess that you know one of my hats is the crm manager but like crms because we have multiple like not that i don't want to get rid of it and i don't know if we really have anyone right now i could like hand it to you but it's just like it's like i almost feel like i need like a week off to like just work on that and like give it to someone you know yeah like map yeah cause i don't wanna i don't wanna hand them a whole pile of garbage like i wanna package it up somewhat neatly to get to someone you know totally yeah really insightful stuff uh i don't want to keep you too long anything else that that we didn't hit on that's like really important uh about crm and how to make a decision how to how to get the most out of it uh that sort of thing yeah i think i think the biggest thing is identifying you know what you want to get out of it what your future company your business with your goals what you're trying to accomplish will get out of it making sure it's a good fit um running through and identifying the potential i guess if you're if you're switching to a new one identifying the most problematic areas of a new implementation or of an implementation spending more time there understanding it making sure that there's a solid plan around it a lot of people are migrating from one crm to another and people do not do that migration plan any justice they are just moving it's a band-aid solution actually moving to a new tool because they're not looking at their old tool and being like do we need this information this information is useless to us we haven't ever used it we're not going to use it let's not bring it over many people don't do that they'll just take whatever information they have or they get bogged down and they do a poor job of that migration so when you're moving to a new tool which a lot of people do it's not necessarily the new tool or the old tool that was the issue it's a lot of the times it was the state of the old tool that was the issue and you're just porting over those problems you're not you're not improving anything you're just band-aid fixing it until it happens again and again and again so taking taking a tough look at your systems your processes ensuring that you know the quality is there the the data integrity is there so you don't lose track of it i like that you're almost like it's a chance to start fresh so like actually start fresh don't like bring in those bad you know that bad data or habits or whatever it is exactly 100 cool um and i'm curious i'm not like looking at you know um i'm not trying to you know sell anyone or anything like that i'm genuinely curious like when someone would engage with you for your services is it like like an initial like consulting kind of thing like mapping out this process and then kind of getting into building it out or like what does that look like yeah totally so typically what that looks like is we sit down with our clients for between four and five hours and really map out what they're doing it doesn't really matter what tool you're using like we have different um different services we offer we have a technical discovery which is more around you know you're not sure what crm you want to use okay let's let's identify your requirements that's one service we offer another service is okay let's say you've chosen your crm let's start mapping it out let's see what what this could look like using the exact functions that you'd expect we then create a full report on that we'll create a fixed cost breakdown of how much it's going to cost for the project we'll talk about timeline expectations scope all that kind of stuff we really map out in great detail what needs to happen to get from point a to point b and then from there we just send out a contract and if it's approved if the budget is you know something that you enjoy or something that you can stomach then that's something that we can start working on and if you choose not to typically we create the reports enough for you to go to another developer to have them do the work like ideally like we're not trying to take people's money we're still trying to help no matter what so we'll we'll create a report that you can take to someone else which will lay out the plan uh for an implementation all right right on i mean that sounds exactly like in construction that would be a design build contract where you're exactly you're working with a design build firm or an architect and then he's you know putting those plans out to bid or giving you that set of plans that you can do whatever you want with so that is that fair yeah that's exactly right that's kind of where i took it from to be perfectly honest with you all right nice all right i love how it just ties right into the construction industry so totally cool well man thank you so much i want to uh thank you for your insights do you have a couple minutes just to answer some fun questions and uh and we'll finish off from there yeah let's do it all right we call this the uh the lightning round um and these are more for me personally because i like to learn about people and routines and books and you know how people learn so uh what what book are you reading currently right now i'm reading thinking fast and slow by danielle conman um i'm just at the beginning stages of it but it's a really interesting book he actually won the nobel prize in i think psychology i can't remember how many years back now but it's really interesting stuff talking about how you can think uh allows you to look at your options as you're deciding um like what what what choices you need to make and just allowing you to i guess analytically look at those decisions a bit more effectively so you can make better decisions by thinking fast and slow um and then just choosing which one to use so that's my understanding of it i probably butchered it i apologize but and so far it's really interesting yeah that sounds cool i've heard of it i've never uh read it but i will a lot it's it's on my list so i'm a book junkie i'm fascinated by uh morning routines uh do you have one if so what is it it's not consistent i wish i had one i i like to i like to wake up around 5am when i can typically what happens is i'll wake up at 5am i'll go to the gym um and that's pretty much it i'll come back and start my day have like a smoothie have breakfast have like a really good breakfast feel fueled for the day i usually feel really good after that the days i tend to don't make that routine happen are days that i've stayed up too late um i tend to go to bed very early like before like my goal now and i'm trying to get better at that is to get into bed at 9 00 pm like be in bed by 9 pm if i don't get enough sleep i just i just can't function and i've learned that so my morning routine almost starts the night before in order for me to actually make my morning routine i 100 agree yeah my my goal is to be in bed by 9 15. so i'm right there with you and uh i used to be you know like let me burn the candle at both ends and just grind and i you know just for me that's not productive it doesn't work and i need a certain amount of sleep i don't know if it must be the same with you then i just can't function if i don't get uh like a certain amount of sleep i'm a zombie yeah right on well that's that's a good i mean that's an intentional morning routine like working out having a good breakfast priming yourself for the day um you know that's what it's all about right like knowing what puts you in that state to be able to show up as your best so thanks for sharing yeah um next travel destination next travel destination um are we talking like international here because i'm in canada and the u.s or just in my country yeah whatever i mean whatever whatever's on the calendar um i mean i have a vacation coming up this week i'm going to visit some friends in another province there's a wedding coming up and then my wife and i are going to be doing some camping so that's going to be our next vacation ultimately so that's where we'll be traveling to and we're going to be doing some camping in the rockies so look forward to that over the next week ah it sounds awesome good stuff and uh what are you so you've got everything done you got the chores done and everything you've got like this like miraculously free saturday to do whatever you want so what are you doing if i only have one day i'm gonna be on the lake i'm gonna be probably paddle boarding nice yeah cool i live by the water too and uh that's i will be yeah somewhere uh in the river on in the ocean so i would agree with that yeah um best place to be yeah man there's something about it it's good for the good for the soul yeah exactly all right casey i really appreciate it thanks for sharing i'm excited to get this out to our audience to give them some insights and help them really make better decisions around their processes around their businesses around their crms and uh you know make sure that they're they're choosing the right the right one using it the right way and getting that that roi that they they want definitely i appreciate you having me on here it's been a blast to kind of share some of the knowledge i've learned over the past year and a half um and hopefully someone out there got some value from it that's all i can hope for all right thanks a lot i'll talk to you soon thanks joe all right guys hope you got a lot of value out of that conversation hope you took down some notes bring them to your team and really take action on this stuff if nothing else you know get out get out a notebook open up a dock on your computer your notes on your phone whatever and really have a think about like what it is that you want in that next level of your business whether it pertains to a crm or not this stuff is really important to take a step back zoom out think about the big picture think about our vision and then think about the pieces that we need to put in place whether it's a crm or people or training or equipment or whatever it is those pieces that are going to help us get to that next level because as i mentioned in the interview with casey what got us here is very very likely not what's going to get us to this level so really be strategic about that i know no one here including myself is scared of working hard but it's a challenge to sometimes you know take a step back get up to 30 000 feet and like take a survey of everything that's going on in the business all right so as always we appreciate you guys sharing this content with anyone that you might find or that might find value in it share it out take a screenshot share it on your stories drop a comment if you're watching on youtube uh please subscribe we're dropping video content every few days here on the channel if you're listening to the podcast we always appreciate those reviews on itunes or spotify or the podcast listening app of your choice we love the engagement reach out if we can help with anything i'll put casey's info in the show notes and the podcast and the youtube and everything like that feel free to check out his website for some more resources and kind of get those juices flowing alright we'll see you soon [Music] [Music] you