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hello Jake and thank you for your question your question is around how to structure the CRM in the best way basically what will be the right way to bring in a new appointment and how to work around it even though your business is not an I.T business your cell cycle is relatively similar to an ID company there will be in I.T companies there will be an appointment that is being booked with a salesperson and then there will be a sales process and then the company sells basically it's a close one the company sells the the solution and then the company needs to deliver it and the delivery takes time so your your process is very much similar to an I.T company and even my company so this is what I have for you so whenever an appointment is being booked let's say on currently so bookings whatever software that you may have Whenever there is a booking it will automatically create here a new deal or in my system it calls opportunities because it's more of an opportunity than a deal so someone will book here will book the appointment it will automatically will go into appointment booked now while you are providing the price closing the deal whatever it is then it will go here so let's hit the five thousand dollars deal and now it will go into close one the deals that will be in close one are not done because you still have the delivered to take into consideration now you said that most of your deals will take around the year so what I prefer to do is while the application process takes place and your product basically in work I would create a drip campaign of about let's say 12 months that every month there will be an email to the student that is working with you to let them know that we are right now in the process we are working on it or maybe if you're not working on it what right now is happening on the other side we are waiting for the government to approve it to review it and you just give you just give the student more data about what's going on by that you reduce the student sending you emails about questions about the process and also is his value in your service and it will also refer you to more students that they will take your service whenever the process is done you will have probably another field somewhere here and the field will be a time of delivery or whatever data that you need to collect and then you will push the deal into delivery and this is when you know that the deal is done and the last point is about the no show whenever you have someone booking an appointment if the person shows up you will have a button show up if the person is late you will have a button name late and then whenever you click on it there will be an email being sent to this student advising him what is the zoom link or whatever system that you're running the the meeting on what is the link and if it wants you to wait for him and if there is a no-show there will be another button and clicking on the no-show will send an email for the student to re-book the appointment [Music]