Streamline Your Sales Process with Digital Sales Automation in Loan Agreements

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hi thank you so much for joining another lead squid webinar I'm your host Shivani Roy some of you may have received an email or two for me maybe not one but several so thank you so much for joining another lead squared webinar this is specific to folks in the finance industry more specifically for lending businesses but if you belong to the finance industry you should find some benefit from it so we're discussing how to build digital processes using automation and to take us through that session is a no such safe from kubera so I will get through introducing him in a bit before that just a couple of housekeeping points for everyone who's joining the session please do ask your questions there's a question panel on your screen if you have questions please put it there we will take it up as we go or we may take it up once on which finishes presenting but we will take it up so don't be disheartened if we don't look at it immediately the next thing is we will also have a couple of polls for this session so please be enthusiastic and respond to them all you have to do is press a button on your screen so coming back to the topic today thank you so much again for joining the session we're discussing how to build digital processes using automation so our speaker today is not such they from kubera kubera helps you get access to personal loans digitally so that's great I also happen to see a very special post on LinkedIn today Arnage about a recent milestone you crossed so I like you to share a few lines on that and of course tell us a bit about yourself sure thanks everybody sometimes that's for joining and thanks to Bonnie for arranging this and thanks for being so patient with me while sharing it so guys thanks a lot for joining and as Shivani mentioned I am doing a startup called kubera we are a managed marketplace for personal loans and we try to provide loans for to people who are currently underserved by the incumbents so typically we try to focus on new Prime customers folks who are sitting between a Prime customer you know Bordeaux profile and a sub Frank water profile and as Chobani just mentioned we hit a no first way special milestone yesterday we hit his burst you know this was a total of 100 crores since the time be launched in January 2017 so you know it's taken us 24 months to do that but now the plan is to visible hundred crores worth of loans every single month very so on so the first 24 months were spent figuring out the space and figuring out the product and understanding our customers and now I think we are in a ramp up phase so that's about me and my company kubera so the reason why you know we chose automation to do webinar about it was because at kubera we used the automation feature of beat squared pretty heavily and it helps us and doing a lot of things and while Shivani and I were discussing about the title of this webinar we stone have said that you know let's call it building digital processes using automation for lending business and I think that forms but you know I've gone through the list of attendees and I can see that a lot of you guys are from the landing background but there are a lot of people from let's say insurance Security's capital markets and that's in banking use as well so what I will do is I will try to keep this webinar a little generic and whatever use cases I show her I hope that by you know by the end of the webinar you are able to extrapolate them to your own specific individual use cases of your own company or and you're going distri so although you know this is about lending but you know I'll try to keep it as generic as possible well show you showing you some of our use cases and I'll cover some of the basics of LEED squared before we dive into the deep end and I'll try my best to wrap it up you know as early as possible and hopefully give some time back for you guys so that you guys can go and do whatever you doing just running your own business you can keep submitting questions as we go along and if the question is relevant as Bonnie mentioned we'll take them up and if it is if the question is relevant for the large or for the audiences will again pick it up and in case you know the questions are not relevant or link will topic of discussion then you know I'll try to take them up at the end of session but before we proceed let's do a quick poll to know a little more about all the people who are currently online that will help us set the direction of the webinar so Shivani would you for the first poll sure um so guys like I mentioned earlier all you have to do is pick the option most relevant to you please do participate it'll help us understand the audience better today so the questions on your screen what is your role in your company are you in a marketing role product role sales operations customer service if there's a role that applies to you that isn't on the on your screen right now you know the chat panel just let us know over there what your role is in your company again is it marketing product sales or customer service 81 percent of the audience have already voted so I'll just get to the results now 35 percent say marketing 47% say product now it's gone up to 50 33% say sales 39% say operations and another 39% say customer service showing Shivani so I guess you know when I was going through the list of attendees there were a lot of marketing managers but I can see that here the poll suggests that there are a lot of fraud lies as well which is great so what I'll do is you know we break the session down into let me just present this you know we'll beat the presentation down into two broad parts one would be regarding marketing automation and the other would be regarding process automation because I think these are the two main use cases that you can really use least squares automation feature to solve for and so I think the next step you know would be let me just show you the basics of automation lead square so in case you know you guys can design flowcharts then you can very easily use automations on each square so if you were to go to let's say a flowchart assign it to like use the charts and you make process flows in your daily lives then and if you like that process which is very easy then you can sort of create automation on each word as well so it is as simple as you know creating a flow chart on a tool like user charts so let me give you a you know bird's-eye view of an automation which is currently running in my company to just give you a sense of how things look when they are implemented so don't worry if you're overwhelmed by the things that you see on the screen right now this is specific to Miami so you know most of you won't people understand it but this is just to show you how automations look in lead squared and they're nothing but flow charts so if you can design a flow chart think of automations as a flow chart that is that can be programmed and will run itself right before we move any further let me just take a quick poll because this is important in case a lot of you haven't used lead squared then I'll have to spend some time in going into you know what feels and activities mean in the context of beat square so Shivani lysis is from the second poll to figure out if people here know about Li squared fields or activity show note again the questions on your screen just pick the option that's relevant to you are you aware of lead square fields and activities those who are leads quite customers would should be aware of it I would say but let's see what you think yes or no just pick the option about 80% say no and 20% say yes you got it so I think what I'll do is I'll spend the next few minutes going over what fields and activities mean in the context of a square because until you know that you want to really understand the light that most that I'll do so let me quickly you know in case you've ever seen a lead squares dashboard this is what it looks like no this is the settings - but on lead square so a field is basically a place where you can store data so right let's say you want to store pan number or a car number mobile number/email ID and so on right so you can define fields in lead squared and you can define the properties of that field as well so for example if I want to create a field called let's say fan number right I can figure out where I want to show that feel in my dashboard on various application forms that I may have and then I can choose you know kind of the format of the field so in this case let's say it'll be text because pan number has what X a numbers are just like text I guess like the maximum length and so on so forth so basically any data that you must orally square you first have to go and define the field and in schema right so that's as far as fees are concerned activities is you know again something let's say you want to perform some action on a lead so let's say you want to generate a loan agreeement right so generate loan agreement would probably be more activity in your list of activities and you can have you know tens and hundreds of activities in your system depending on your own use cases so for example let me just show you how to create an activity so let's say this activity is called this activity create or a loan agreement right I can select a few properties here that I want to show this activity in my leads activity list but I want to allow attachments or not let's say attachments I don't want period activities as well no user should be able to put this activity in a predated fashion and so on right when I go next here I can set the form of the activity so when I use it is that adding an activity or when a system is added adding an activity using the v-square ApS you can pass certain custom parameters as well so let's say in this particular activity I want to pass let's say loan application number right or whatever it could be anything if this was a verification related activity field verification little activity I could have you know pass two parameters called home verification or office verification and I can select certain dropdowns for that particular custom field within the activity right so I can just type out whatever I have to acquire here and that will become part of the activity itself right so let me do one thing let me quickly take you to sample lead and show you how this will look right so here I can select test this was the test activity and I can so this was loan application number was you know the custom field that are added to the activity so it comes here on the form itself right home verification was second one this is already there right and I had an agreement to the drop-down so you can see it here so essentially you know activities are just actions that you want to perform on your lead and overall when you're creating processes you know it would be I mean you only be using the custom fees and custom activities because those form the you know building blocks of any automation so let me do one thing let me start with by building an automation for marketing use case and then I'll probably go into creating an automation for you know process use case right so I have a sample automation ready here but I'll again do the same thing and showed you how easy it is to build automations just a second all right so let's say I want to start an automation or marketing automation where I want to trigger certain emails and SMS to the leads who have dropped off in my application funnel or in your you know product funnel to somebody may be applying for an insurance policy or insurance product and the guy has done let's say somebody verification on a site and didn't complete the rest of the process so you can define it within your automations dashboard of each square star below all over again so let's say a new lead has come in right and you want wait for some time let's say you wait for five minutes and you check the status of the lead right so then you put an if-else condition and you select each stage and that's elite stages you need created right so basically we're saying that somebody has comment your funnel and your beta for five minutes and the guy is still in a lead created stage he has not moved further and it pays to use your base stage in the funnel so then what you can do is you can trigger emails and SMSs right so if you see these options here if you go down to messaging you have options like send email SMS right so you can select send email and then you can go to the text editor and you know put your HTML right here and that email template like you do all the leads whenever this automation runs right so you can define certain mail merge feeds as well so for example in the subject line you want to show all it's the application number right so let me do that here application number this is the mail merge tag of application number so you can just put it here in the subject line and every time an email goes you go with the lead specific application number right and there will be many more seals you know in your process so you can mail merge all those fields within the email itself similarly you can send out an SMS along with that right so you can select any template that you may have pre bond figure let's say computer loan application blah blah blah and the SMS is configured right so these are you know and on top of this let's say you want to do some a be testing so that's also possible you know there's a feature called split test here and you can define various AV testing processes as well I won't go into that right now because then you know that that's a separate topic altogether but from marketing perspective I think these are two three important use cases of automation in lead squared to trigger emails basis certain events or let's say are triggers or start a drip marketing campaign right so that's as far as marketing is concerned then let's come to process related automations and you know I've noticed I've worked with several financial institutions and I've noticed that a lot of financial institutions struggle in you know creating efficient processes and once a process is created they are not flexible or agile enough to be updated easily so lead squared for us at Cuba resolving a major flow management problem and in case you have a problem of creating workflows on the fly and being extremely flexible and agile then using automations can really solve that so let me just go to another draft automation right so let's say I set up an activity I want to start the automation from the trigger of an activity been added so let's say a new activity or need is added and let's say I want to trigger the automation when an activity called generate agreement is added right so basically this automation will run whenever generate agreement activity is added to a lead right and then you can do various things and one of my favorite features and neat square is that you can call third-party or posted on third-party services so for example you may have a service but so you have a tech team and you have built a web service which is capable of pulling data from lead squared and creating whatever needs to be cleared from this so for example in this case you want to generate an e agreement so your process will run outside of beat squared which is really dirty but you remember you get posted in beat square so basically that gets done using a function called web hooks right so let's say I configure by book here as I call it google.com here for example you can create PA agreement process right so right now it won't be enough it won't be allowed because google.com won't allow you to host data to them but let's say you have a web service running so you can put here by book URL here and every time the automation grants the automation will send data to your own service which is sitting also lead square and then you can do various things with that right so for example let's say I wanna run Sybil right I wanna pull somebody's Sybil report so I can show you that as well here somewhere on second so this is just an example you know we partner with falutin and let's say I want to pull somebody's a simple report using Fullerton's Sybil ID then I can just add an activity called fills up full fill up in civil and that automation will post data to my external web hook which I have configured and that the book is capable of you know getting data and then processing whatever needs to be processed so I I saw that you know a lot of folks here are from the broad background so let me just show you how that payload looks like right so if an activity is avid lot of let's say possible and then that automation is triggering the payload to Redbook so this is how the format looks like of the data that goes to your own service right and then depending on what you receive from least-squared you can run with these processes you know done various ports and then update a square with whatever determine you wanna update right you by calling dates for eight years another very useful thing here is that again it is linked to the way books function so let's say I have defined an automation here which says that whenever I add an activity called fulfill civil you need to send this data or you know sent the payload to a certain by book URL which is this URL that are configured then I can essentially invoke the Sybil function anywhere in my workflow a time I want writes why let's say I want to create another workflow let me just go here so let's say I have this workflow running it could be any workflow and I want to call I want to pull a person's falutin Sybil let's say right so I go here and add an activity if it says whole signal right now I am basically using this block anywhere in an automation in any automation because in the background there is another automation running which is taking care of sending data to my external servers so I hope I'm making myself clear here basically you can build once and deploy multiple times and multiple ways in different workflows as you go along building your processes so this is a feature that I really like because otherwise you know every time you create a process and every time he able to find every aspect of the process so here I have defined it once that is an activity called pull Sybil is added then data needs to go to this web URL and then I can invoke this activity anywhere in any automation without worrying about the data going to max no service or not so that's a very useful use case of lead square automations now I think what I'll do is I will spend some time just going over some of the automation that we have and that will give you an idea of what all you can achieve right and as I said you can sort of extrapolate these use cases to your own internal company uses it's very difficult for me to cover all the use cases of different industries but I can definitely show you some automations which can give you some an idea of how things work um just before you move on I just have some questions from Rohit you'll also be able to see them in the questions tab so one was about yeah it's about the Civil reports he says how many simple reports can be run in a day sorry can it be that he says how many Sybil reports can be run in a day well ruin that entirely depends on your own services right so lead squared is not providing the simple service you should integrate with Sybil you know outside of lead squared and then you should provide a weber qrl to which lead square should pose data whenever you want to pull us a bit report so the answer to the I to your question is n number of reports right because that's entirely dependent on your external process that you put in place right so you would have any the integration with accessible and that particular piece of code would receive data from lead square about a lead that's all these got about send right that this is the lead and this is activity code so basically lead squared is telling your own system that you need to pull Sybil for this particularly so data comes from lead squared but then it is your external service which is responsible for pulling Sybil and they can be n number of such requests okay thank you um there's another question from some Kate but maybe I think some Kate I know it would be talking about all of it through the session so his question basically is if you could give a background of what all purposes kubera is using lead square for that would be great so yeah sure I quickly here take that question so you know we use lead squared across the funnel right so right at the top let's say that we have certain lone agents and lone aggregators were caught who are partners for punching leads so we have given them lead spread axis on the dashboard of each squad as well as a P axis so if it's a large aggregator it can punch leads into our leads but account using a PS or you know manually upload or I found leads in the dashboard and as soon as the lead comes from you know various aggregators and DSS for example we have put in a process again in which we are you know posting data to our external service which basically runs an IVR and sms's to the lead to ask that if you have really sent us a you know submit an application through such-and-such aggregator then press one to get a loan offer from Kabara right so some of the processes that we built for the offline sales team similarly we have processes running for various lenders that we have on our platform as i mentioned you know your crater managed marketplace so we have to three large lenders on a platform and all the interfacing that happens with our lenders you know in some cases happen to lead square and at the same time we have integrated lead squared with our own lending services which you know some of you but no loan origination services and systems so we've integrated our NOS with lead squared so everything that happens on our LMS gets reflected or mirrored into lead squared so that's another use case and then you know there are use cases of let us say field investigation of field verification because we give some you know very large ticket loans we work to 15 lakhs in some cases we may have to do a field verification of a lead and in that case again we have built the interface with our verification agency through lead squared so again what happens there is and I can show you through an automation which I was just about to show earlier right so whenever a user adds an activity this is a custom activity that we have defined our system that kyc documents have been received please talk verification then we do various checks in the funnel and as you can see it's quite an extensive work flow but it was very easy for me to design this because the automation feature is quiet user-friendly and as I mentioned if you can make a flow chart on to like lucid chart or any other charting tool you can easily use it on each square and because it's just adding offense conditions or various options that each guide provides so in this case you know the lead through various validations in this case payroll company verification was not required right then the automation checks that other address fields are there or not right it's a final check before we ask a verification agency to go out on the field and start verification and after all the verification you know validations are met then we at the end at the bottom here we add an activity called send combined verification request right and this activity is part of other automation in which I am triggering of data to a web hook which is our internal network to get the leap details as well as the activity code to figure out that ok for this particular lead I need to initiate a verification request and then from that point onwards whatever happens happens outside we squared you know we have our own services running and the service basically makes an API call to our verification agency and creates an order for let's say home verification or office verification and gets a response back let's say with the order ID or the air vehicle number or whatever and all those details are then again updated into lead squared by calling lead squares API it's so it's really you know how to really make use of these core automations you've got to explore and play around with the concept of read books because with that if you have a tech team you can really create a lot of processes also lead squared while taking care of your workflow management issues only squared right so your code or your developer would do an integration once with let's say a Sybil or Experian or in the credit bureau or a verification agency right and that integration is done once and that integration can be invoked multiple times at multiple places using various automations so as a product owner you may have to design process on the floor right we all start up the you know do things really on the fly because we are always updating things learning from the market and improving our processes so if today someone he comes up to me right now and says that hey I want a civil full capability or I want a verification request capability to be added when the lead Benefield in the lead updates from X to Y I can do that very quickly right I don't have to code anything because I have taken care of all the third-party integrations using backups in a different automation right so I hope that answers your question miss Shivani do we have any more questions we do have two more I'm not so just let me know if you want to take them now or later so one is by Gibby and he says he's talking about data and he says is the data stored in data layer by lead squared because some data of the leads are not shareable to anyone like bank details fan number Arthur number mobile number etc right so in this case you know you can choose to have a dedicated AWS account that you can host all the data in your own AWS account so by default when you start up with least-squared they put on a multi-tenant shared account and then you can really control the kind of data fields that can be accessed by anybody right so you can define whenever you create a new field there are permission templates that you can define in your dashboard so let's say that you've created a new field called bank account number and ifs equal and you don't want XYZ user to be able to see or retrieve this these particular fields you can give permission ing to that ing to that right and I can probably show you the Ovation developed to make it move here in case you're not used to these squared dashboards give a second right so there is something called as permission templates and h squared and every time so let's say that let me open a sales function template whose defined by you know different groups so for example let's say that you don't want to give access to create any lead you can do that or let's say you want to give access to you don't want to give access to view all the LEAs you can do that as well right you can just change here even configure and you can select which field should be given access right so those things you can control using one you know you can store it on your right on it a quiz account and second is you can control access on fields on activities via permission templates so adding money let's keep on going with these questions because I think this is the best use of a time right now and then I'll probably end up with a few more automations sure um so next questions from Tanweer and he says how are you doing KY sees especially after author based kyc was abolished right so you know this is not her relevant to please quit but you know we are doing offer ntic as everybody else in the industry is doing people are exploring various other methods of k by c using odorous one but to answer questions you know as everybody is doing industry we are doing an off Frankie I see because other as as you know it's not allowing access to its database okay socket has a follow-up question now so he says do you think some of these processes are part of l OS and how would you differentiate from lead management system perspectives right that's a very good question so you're right you have to you know clearly define the role of an l OS and the lo role of only margin system the role of the l OS would be to let's say to scoring right if you have a scorecard based on based approach you need to score various applicants who are coming into your funnel so that's a you know hardcore l OS function but what you can do with your leave my system is that you can take care of a lot of workflows that you may want to build right to support your processes so and it is there that Li square really helps otherwise you know you can't really build an elevator on top of Li square right away you have to integrate your nose with the Lemurian system that's what we have done right the leads it's always a mirror between our leader on the system and the l OS and Leamas system is all about taking care of different workflows right or interfacing with third parties so i don't expose my l OS to a verification you didn't see i don't expose my OS to a call center for example right if i want to send data to my call center it goes through through an automation by elite square right what happens is in lead square the lead owner changes of of the lead it gets assigned to my call center at the same time my call center has given me a web of URL right to which using the automation I post data to the to the call center and the call center does the calling you know at various intervals and then gives me a feedback back into lead squared by using meet square as a PS so those are the use cases for which the lead managed system would be of great help but as far as core Aloise functions are concerned it's best to keep outside of the lead battle system right the Aventa has a question again about data he may have just joined and so he says where does lead squared save clients data on which public clouds over right so it is stored on AWS and as i mentioned earlier you can opt to have your own dedicated a deposit account on which this can be hosted but if only Square starts with Multi then shared it abuse account but you can request and transition to eradicate to come if that's your that's your company's need right okay um I don't see any more questions coming in as of now so maybe we could look at a few more automations oh okay we've got another question it's from giving he says can we push the notifications from time to time period um if you if you mean by notifications emails and SMS s then yes so for example let me show you something just a second so I'll do is I'll show you an automation which runs in our case to get the customers bank statements right in that case sorry is just loading so just give me a second right so in this case you know this information that banking is spending is coming from our lol right because there's a very tight integration between our raw L OS and it's got account so the information comes from the L osm says that you know banking is pending so the automation after a defined period of time after four minutes checks again that if the banking is still pending right we haven't received the bank statement to be able to process the whole application right then it sends out an email which looks something like this at the same time it's an SS right and then it waves for three hours and it does the same thing again alright so we have various time based intervals defined or when we send various notifications via emails and SMS right so why do we have any more questions okay um yeah we do have one from Devendra and he says do we as clients need to sign up with third party for services or will lead square do it on our behalf I also am told I just see that Malaysia's also joined the session and would so nearish are you there yeah I I'm gonna unleash yeah I was tired of it something I can run earlier hi everyone so I can ask that question I know you want to take a first shot at it sure so you know as far as I mean there are load of third-party integrations that lead squared has already built in right so for example take for example telephony solutions you may be using molarity in your system or you may be using some other solution let's say um you so these are certain pre-configured you know third-party integrations at least what already has but in case leasco doesn't have those integrations you can talk to them so for example you know as far as Sybil is concerned you know we have a direct pipeline Sybil right that's not something as part of the standard integrations of each square simulation you were after that yeah so I think the other part the first part you've covered the second part would be you know the customer was you know taking each square they may want to know seek help in implementation or configuring automations to match their process needs and stuff like that so to that extent you know we take that ownership of that if that is part of our you know agreement with the customer however there are a third parties as well who are offering you know additional services on top of lead squared for example the marketing use case then you know designing of a landing page or designing of email campaign those kind of things or also are doing third-party services for integration which you mentioned right like Sybil and there are because need squared is a fairly you know open interface you know from an API standpoint so it is a lot easier to vary tools around lead squared for money so be there I know either developers in the in our staff of companies who are doing this today or they contract it out with other IT companies and and they're basically offering those services to them hopefully that answers the question yeah so they will do let us know um there is another question from Saul up and he says is this a rule engine integrating with existing systems or a complete l OS right so this is not an LMS which are what I'm showing to you right now as I said that are nos sits outside of B squared and the rule engine and this coding engine is you know part of that l OS what we've done is that we have integrated lead squared with our n-well so that all the data that is there fellows always reflect lead squared and using that data we can run various workflows right so as far as coding engine is concerned it is sitting outside of lean Square but it was very easily integrated by lean square steam in the initial setup so whenever you you know sign of the lead squared the solution you know architects and engineers but sympathy would sit with you and figure out what sort of integrations need to be built with services that you own or with services with third-party services that you don't own at the same time they will handhold you to figure out sort automations to run on the data that's coming in from any third party so it could be your source or some other you know vendor all right then socket here's another question he says what all L OS are out there in the market each square has integration width so I think Neil a shindig this question yeah so I think so we work with the so we work with about 15 no lending in businesses and each of them have different a Louis I think and there is no out-of-the-box integration with anyone all of these integrations have been created by either the customers or the third parties to offer service with the customer so nucleus I think we have one one implementation newgen we have won the in case of an odd it's a custom l OS and that's true for several others then there is a intellection Gravatt elisa in one of the one or two places i think these three four comes to me immediately others some of those i mean a lot of the new age companies have their own aloha spell 10 so their developers are doing those integrations alright we have we had a whole bunch of questions one after the others so I don't see anything at the moment energy but it's perfect so I think that was important because you know a people have a lot of questions about various integrations so I think it was helpful to answer that and secondly you know because when all people have not used these squid so it may be a little difficult to show actually how automations are built but what I have tried to do here is that just show it to you that it is very easy to build any process because as I said you know it's very difficult for financial institutions or for any computable processes and case of rush institutions we've seen that people really struggle so that's something that you can really solve using lead squared and there are various things that you can do within the automation right you can send an SMS you can send an email you can update the lead so for example your call center person is on a call and the call and the person gives some additional detail which is not already captured in the system right so you can define an activity that if you're on a call and you want to capture some data here is a field captured there against auto added to the lead right similarly you can tag leads to basically classify them into different thrusters and using automation and so on so there is there are not you know a lot of things that you can do and it won't be possible for us to go through them go through all of them right now but I hope I have given a decent flavor of what all can be done and the most important feature as I told you earlier is that you can build third-party integrations very easily right so as I said you know I build the verification agency into once outside of each square and every time I want to send an order to verification agency I just add an activity which triggers of a book which is my own by book and the leader gets posted and you know the processes start externally in my own services and the verification order is created for example right so these are certain very you know good use cases of beat squares automations so I think money and I don't have anything more to add right now in case we don't have any more questions I think we can wrap up Sean o j-- thank you so much those of you join in late let me do just heard I know such they've talked he's the VP product of kubera he was helped by nearly issue took up some of the questions that came in more recently nearly she's the co-founder and CEO of lead squared so thank you gentlemen thank you so much for taking the time I don't see any more questions so we will wrap up if anything further comes up a note I shall definitely get in touch with you via email also some of you've been asking me for the recording and deck that will be sent to you as well so thank you so much on a leash if you have any final thoughts on how to build processes for lending businesses yeah thank you Anna first of all for coming out and doing the sessions for all our audience will appreciate and was sharing the the information freely with with folks out here and I think in order to all of you please you know if you've not looked at lead squared we'll give it a try you know building processes as Anna said I won't say it's piece of cake but it makes life a lot easier with lead Square and you'll have all the support we offer to get you up and running for your businesses so thank you so much for joining tricks okay thank you so much guys I'll see you next time for the next webinar do join us for that take care have a lovely weekend bye-bye