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one thing that is being totally overlooked especially in the mortgage industry is direct messaging like I see so many people that don't have notifications turned on for their social media on Facebook and Instagram but like if if you're sleeping on that that's text messaging five years ago and the people that like absolutely cleaned house with text messaging DMS are it you you cannot in 2023 be ignoring social messaging and DMS it is 100 where your new customers want to find you and if they can't have a conversation with you through DM they won't do business with you welcome to the coffee and questions podcast I am your host Michelle Berman Michael and my mission with this podcast is simple to help Realtors and loan officers across the world tap into the value Instagram can have for them and their business to me organic business that comes to us is the name of the game on this show you're going to hear from myself other experts across social media and also others that are just like you selling real estate and doing loans and doing it at a high level on social media welcome back to another episode of the coffee in questions podcast I am your host Michelle Verma Michael and I'm joined by a new friend who feels like an old friend Chris John Stone and he is the CEO of connection Incorporated we actually met kind of on accident via DM I think I reached out to you very randomly after being or seeing that another mutual friend of ours was on yours and I was like I gotta have him on mine and it worked out beautifully but Chris I'm so excited to have you and welcome to the show thank you so much for having me it is uh it's great to be here and can't wait to see where the conversation goes and how I can share I think this is going to be a really cool one and I think there are going to be a lot of people who are really going to love hearing how you explain this whole part of this process to us um but before we dive into the goods would you please let my audience know a little bit about who you are how you got into what you're currently doing and just tell us a little bit about what that actually is yeah for sure so so I own connection Incorporated it's a digital marketing and sales agency and basically what we do is we book qualified sales appointments for people in the mortgage industry so whether it's referrals from your past customers we do all of the marketing in the calls to your past customer database for you if you want new referral Partners so we get lists of qualified referral Partners we make the phone calls make the introductions and fill your calendar with qualified referral partner appointments and then we're also very good at converting digital marketing leads into actual qualified sales appointments so a lot of mortgage companies come to us they're buying leads from Zillow or a third-party service and then we're the service that comes in that actually converts those leads into qualified sales appointments so that the loan officers can actually take applications and close deals kind kind of an awesome middleman that takes the hard part out for the mortgage professional in my opinion on that one yep yeah exactly we discovered that loan officers shouldn't be making cold calls or dealing with low quality leads they should be the ones actually closing the deals and we find you know by filling that Gap in the middle they're able to process more deals and be more profitable so it's uh yeah it's been a great fit oh my gosh what an amazing concept and I think any mortgage professional listening to this which is my entire audience with the exception of you know the real estate side but I think it falls into the category beautifully what I love about what we're about to dive into is that this is a really unique take on what I do right so being a specialist on the Instagram side of things I'm always seeking out individuals who are just doing things a little uniquely in a good way and Chris one of the many reasons why I was excited to have you is you've really dialed in where in your process running your company Instagram kind of fall into that and I think a lot of people use Instagram as this front kind of gatekeeper so I'm going to use Instagram to generate leads whereas for you you're not necessarily using it to quote generate leads for people to hire your company instead you're actually using it as a validation tool or part of facilitating kind of that sales funnel where someone's deciding whether or not to hire you so tell me a little bit about how someone finds you and then ultimately when you have that conversation when do you send them to your social media or to your Instagram to kind of solidify what you're doing so we're scaling our organization and we're scaling outside of the mortgage industry right now so we have only served the mortgage industry for the last 14 years and about six months ago we started to Branch out into financial services so think uh financial planners Insurance Advisors like when's the last time you got a phone call from your your insurance advisor never how much business would an insurance visor do if they were to actually call the people that they had policies with and offered to bundle packages together and upsell them services so it's crazy profitable for them but for us it's a brand new market that we've never been introduced to so we're working with wealth planners insurance people and some other industries that are related to the mortgage industry and that's where we're getting a lot of our referrals from our way of generating a customer you know our organization is either by referral by calling our existing clients or our past clients talking to referral Partners doing you know shows like this and podcasts like this but the majority of our customers every month come through a paid marketing funnel and that means we run ads online we offer something of value in those advertisements and then people come to a landing page or a squeeze page or an opt-in page whatever there's lots of different languages out there but basically somebody clicks on the advertisement goes to a page and says hey we want to give you this thing and in order to send it to you we need your email address and your phone number so we know where to send it to people opt in we get those leads and then our concierge agents call them within five minutes of them opting in and then we've got a really valuable sequence that those people go through to teach them whatever it is that they wanted to learn based on the advertisement and the opt-in page so any given day we'll drive anywhere from like 75 to 150 leads a day coming through a paid marketing funnel and so that gives me and my organization the ability to like Dial It Up Dial It Down based on the needs and the growth of what we're trying to do in that particular month so it's very difficult to get to that scale if you're trying to do organic lead generation it's really difficult to come out with just a piece of content put it out there in the marketplace and just hope you get enough leads that day where i'm responsible for a reasonably large group of people for paychecks and all of those wonderful things and like I need the leads in order to make the sales in order to grow the organization that's why I really like the paid advertising side of it but as soon as you step into that volume or that style of lead generation in the organization you're dealing with people that are skeptical very skeptical because they're coming through an internet marketing funnel a lot of the times people don't know who we are and in today's world we're talking to people and they have no idea who I am so if they're outside of the mortgage industry we know they've never heard of Chris Johnstone they've never heard of connection Incorporated and I have a very short window in order to take that person from totally skeptical not knowing who I am to seeing me as a trusted expert that can help them solve whatever problem it is that they're looking for and it's the exact same in the mortgage industry if you're gonna get somebody from Paid advertising Zillow Boomtown if you're running your own Google ads or your own Facebook ads or Tick Tock or whatever it is even if it's organic stuff people are going to come into your funnel they're going to reach out to you but they're still going to be skeptical and that's where we start to introduce social media and Instagram into our follow-up sequence so we want people to understand very quickly like Hey we're not just some like random Internet Brand we can actually help you we're real people and we're here to support you so come on over and have a conversation with us see what we're posting on social come join our community and see what it is that we're all about so basically somebody comes in they get introduced to the free information and then we're immediately driving them to our social channels on the thank you page in the follow-up emails that we send out all of our social medias on the bottom of those and then we have direct invitations that are sent out to people through the autoresponder sequence where it's like hey what social platform are you on come follow us and let's hang out if you have any questions you can DM us over here and we give them all the different options Facebook Instagram Twitter Youtube LinkedIn Tick Tock wherever they want to be to have that conversation because we found some people really love Facebook some people most people love Instagram but they're gonna pick their own channel where they want to have that conversation with us and so then we're driving that them to that Channel with just automated messages that are going out and then we're using zapier and then all of those people go into an actual funnel where there's an automatic friend request that gets sent out on each of the different platforms and then our concierge agents are watching uh every morning they log in and they look at all of the new connections that we've built on social from the previous day and then they're going out and they're validating those people's content basically so we look at what's on their feed and we'll like we'll comment if it's good helpful information that we think would be beneficial to our audience we'll share that information and they're just starting to interact with that person's content and then they'll send them a DM if we're connected with them just like hey I saw you connected with the thing and you downloaded the free report if you have any questions can we help you with anything and that direct Outreach on social media actually gets much better engagement than our email marketing does oh yeah because we're in their inbox but we're a welcome guest at that point not a pest that's advertising to them it's somebody who's like oh hey you did you sent me that free report I really enjoyed that video does it work like this can I use it like this and as soon as they start asking questions that's when a concierge either continues that message through DM to answer all the questions but the main goal is to get them on the phone to answer their questions build value and then potentially get them to an actual phone conversation where we can help them through a consultation I'm gosh it's it's beautiful when you listen to it like the the thought process the system and the methodology truly behind all of it and one of the things that I kept hearing you say and it just kept ringing true to me is that whether you're on and for those of you guys listening right whether you're sitting in Chris's position or mine where we're selling a product or a service if you will to the mortgage industry or you're a mortgage professional the thought process Remains the Same right we have to use our social channels in this case we're talking Instagram as an opportunity to build and establish credibility and I think what you described is prospecting at scale and I say that all the time but when you're generating leads at the volume that you're talking about 50 to 75 or more a day right or just eyeballs even think about if you had 75 eyeballs come across your name every single day even if they don't click into whatever the ad is that they're seeing those are still 50 to 75 eyeballs that are seeing Chris Johnstone's name so what we have to do is we have to validate ourselves right we have to use our platform as an opportunity to say hey yes I am real yes I am really good what I do and oh by the way if you want to go down the Wormhole of what makes me me you can listen to me on YouTube right like they can go down the Wormhole that they choose to but I think this is a big topic and one of the again one of the many reasons I was excited about talking to you is you and I have exact same thought process our mentality is how can we strengthen the relationship with a potential lead for our business so that when we do get on the phone with them the sales call does not feel like a sales call so I'm going to throw that back to you and say what does that look like for you because obviously your social is building credibility while that person might be going down the I might want to hire Chris and his team's situation right um but by the time they're like okay I'm ready to talk to Chris is hopefully they're already like just I'm bought in and I'm ready to go so what does that feel like to you or what does that process kind of looked like with Instagram being in the middle of that process or the funnel for the mortgage industry specifically if you're looking at your client there's a a journey that happens and the great thing about online advertising for mortgages is people go through this process really quickly but the other side of that is you have to be there at basically the very moment that that person either finds the house that they want to put an offer in on and you're the best option that's available at that moment and you've got to do that through advertising in a lot of cases or referral right but talking about just advertising you've got to understand that one of the things that people start off in their Journey almost everybody's been programmed to be hypersensitive to raid so when you get a phone call from a cold lead they come from the internet chances are one of the first things they're going to ask you is what your rate what are the rates doing today because they don't know any better they haven't been educated they don't understand our world and our industry and the value that we bring to the table but you've got to understand that's where you need to meet them and that's the front door so your advertising does kind of need to speak to the conversation that's happening inside the head of the client when you're running advertisements about hey let's compare rates or let's take a look at our rates versus the banks rates you do that because you've got to enter the conversation that the prospect is having in their mind if you go out with advertisements and you start talking about something that's not related to what it is that they're looking for they're not going to respond to your advertising they're not going to come join your community you've got to enter the conversation then through the conversation enter the concept of well I can't quote you a rape because we've got to know what your income is what's your credit score what's your goal what are you trying to do in five years why are you buying this house in this neighborhood Hood at this time let's do a total cost analysis and let's look at the larger picture but you can't have that conversation where you're turning them to going like okay this just isn't a mortgage professional trying to sell me a mortgage this person has a process and a structure and they're going to help me reach my financial goals I trust this person so when you look at your social media you've really got to do both of those things you've got to have messages out there that are going to attract the people that are looking to do something right now and then you've got to have the content that supports those people and educates them and you can do that organically but the way that we do that is through paid advertising if you look at all of our ads that we're running and right now we're running ads on Google YouTube Facebook Instagram and Tech talk and all of our advertisements are about solving basically three main problems that mortgage professionals have how to get more deals from your database you know teaser alert if you're not calling your past customer database that's most likely the most profitable activity you can do in your mortgage business but nobody wants to make the phone calls well that's what our product does we will make the phone calls for you and then you just get the appointments on your calendar so I can't go out with an advertisement and just say hey my company will make phone calls for you and fill your calendar from your database because most mortgage professionals haven't even considered that as a thought of a realistic or a good solution to the problem so I have to start with advertisements that say do you wish you had more deals coming from your database click here and I'll give you the script the template the text messages and the emails that you can send to your database to get more deals from your database that's something that understands I can enter the conversation that's happening in their mind then after they opt in then we opened up with like if you're looking for the best way to solve this problem and make it so that you don't have to make any calls you don't have to chase anybody and the appointments just show up here's this other option one of the things for me right being in business for eight years most of my business I would say 75 to 80 percent of my business is completely organic I have didn't even start spending money on ads until not quite two years ago in November so and I still I spend probably Pennies on the dollar compared to most people doing what I might be doing um as far as ad spend and I'm very proud of that and the reason for that is not because I think I don't need it but it's because my platform really really attributes to who am I as a person I'm a mom I'm a wife I'm somebody who's very knowledgeable about what I do and I like going and spending time with people like you on your podcast to just give it away like and give the headspace that I have away and so the credibility gets built really naturally so when someone reaches out to me maybe they saw an ad maybe they didn't but the first thing that I can say intuitively is it doesn't feel like a sales call and so I think that's my question to you is what you're doing right right as an organization is is obviously very structured and very dialed in without any question um anybody any in the anybody in the mortgage industry that has listened to anything Chris has said it's like no-brainer right but the reality is that you using your Instagram is to make it so that when I Michelle Michael some random you know mortgage professional in Oklahoma calls you Chris and says hey I heard you on such and such or hey I heard that video and I am really excited to talk to you and it then feels less like a sales call the reality is what we post on social media and specifically Instagram for this conversation is designed to make that person so confident in who you are so that if they do see your ad for here's this free download right I have one too I totally get it um but once they see that all of a sudden all of the pieces connect and it's a matter of where do I sign not a matter of like hey I'm gonna go shop you around with five other potential people that might be able to do what you say you could do for me does that make sense yeah that makes total sense and I think there's all different ways to look at content and I think over the years the lines are not as clearly drawn as they used to be like it again like you said I'm very structured I'm you know a nerd at heart uh and I need that structure for me to be able to produce um but a lot of it is just like how can I provide as much value as possible but with social media you've got to continue to develop that content you've got to continue to be out there because it's not something that sits in an email autoresponder if you're organically building that Community you need to show up for those people on a pretty regular basis uh but we do it daily you know we have something on our social media of value every single day that we put out there and when I really started to lean into that it really opens your mind up to okay what are all of the different opportunities that I have to provide value to my audience and in the mortgage industry if you start looking at how much content can you individually produce and Michelle does a phenomenal job in her course of giving you everything that you need in order to know what content to put out there and the minds not the mindset but like how do you think about structuring your content so that you can be creating content on a regular basis and what I've found is that for us at connection Incorporated it's difficult to come up with something useful and valuable to talk about every single day so what we've started doing is a concept that we call the spotlight or um it's and that comes from Dennis you who's an incredible marketer but his basic thing is nobody can have enough content on their particular thing that they can engage people every single day so bring in other people that are related to you that can also provide value 2 and Spotlight their content have conversations with those people because oftentimes that's the most valuable content so look at your realtors get your financial planners look at your investment advisors have valuable conversations with those people about what they're an expert at have them interview you on what you're an expert at and use that to create your content because ultimately what people want when they get a mortgage is to find somebody that they feel they can trust that's knowledgeable that isn't going to sell them something they just want somebody who's honest and when you step into social media and you'll take that platform as the educator and really just put it all out there for people to understand that's how you build social proof with the generation that's buying homes right now you have to give it all away if you do a really good job of presenting it and then they will come and do business with you because they can decide they're going to buy a house binge watch your content on social media for two days and then Reach Out contact you and that's what it's all about it's it's all about validation and credibility and am I who I say I am and I love the way you just position that because it's so true um getting on someone else's podcast getting on someone else's even doing an Instagram live right like just go live with somebody do a referral like hey you're my preferred XYZ let's just jump on live and talk about what's going on right now right if it's kind of the fun side of being Guilty by association in a good way like being able to have really positive conversations about real world things but I think there's there's two parts that I want to mention One Mortgage professionals are notorious for hiding behind their emails right or hiding behind their team right so like here's my emails and I'm just gonna send you all of these automated emails that go out and I'm not gonna worry about really like talking to you on the phone or putting content out there because like you'll get an email that says that right and I've talked to you a ton of people that will say that and I talked to mortgage professionals literally every day I'm sure you do too Chris more than more than we want to some days I'm sure but um the reality is that some of those conversations is very clear that they hide behind their systems in their processes and they want those things to do the work and where they fail is that they don't understand that I Michelle Michael as a homeowner or someone who might want to buy a home I'm looking for in a genuine and authentic connection with someone as a human first like I don't care if you're the best loan officer on the planet what I care about is are you the best loan officer for me based off of my relationship that I may or may not have with you um you know and the loan officer that my husband and I were using in the process we're in right now of moving to Tennessee and and buying a home there the person who I chose yeah he's a very good loan officer but the reality is is that he gets me right he took the time to walk through through an entire conversation that he probably didn't care about truthfully but he knew that there were certain questions that I was going to have and to go one step further when I consume his social media I'm just like this is a really cool human like I just genuinely think we get would get along as humans let alone as someone who might do my mortgage um and that's the missing piece and I think that you've done a really good job at saying hey I'm Chris I run this really killer organization that can totally triple quadruple your conversion but also hey I'm just a guy that happens to really be cool right and show up consistently and so I think that that's the piece of this conversation right of using Instagram instead of as the front half or of I'm using it to capture leads or instead of it being on the back end of I'm just using it to seal the deal instead we have to look at it as I'm using this as a platform to say hey I got you in my phone Channel now go look at my Instagram like you said write in an email you send them wherever they're gonna go that's that's purposeful and you've put it in the middle of your funnel on purpose to make it a place where people can go and say yeah I got that email from you Chris that was really cool the download was awesome but I consumed your social and I just want to talk to you like I'm just ready to go right and that's and that's the beauty of all of it that's the best of both worlds truthfully and I think that's what we all want absolutely and I think one thing that is being totally overlooked especially in the mortgage industry is direct messaging like I see so many people that don't have notifications turned on for their social media on Facebook and Instagram but like if if you're sleeping on that that's text messaging five years ago and the people that like absolutely cleaned house with text messaging DMS are it you you cannot in 2023 be ignoring social messaging and DMS it is 100 event where your new customers want to find you and if they can't have a conversation with you through DM they won't do business with you because that's how they communicate one thousand percent this is a really good segue into another thing that I'm curious your take on as well but one of the things we tell all of our clients on our end is if you're not willing to show up in your own DMS and you actually go out there and have conversations you have a problem right because think about it this way and I always use this the analogy of would you not answer the phone if someone called you if a lead called you and you knew that that was a lead calling you would you just be like no I'm not I'm just not going to pick up the phone of course you wouldn't do that you would pick up the phone and be like this is somebody I need to talk to and what happens with social specifically is they take the human out of it and they'll be like yeah I have a social media manager or yeah I have somebody helping me run my content so I don't need to be worrying about my messages too much but the reality is if you're not in your DMs and that somebody sends you a message and it goes unread for days on end or it goes red and with no response that's another problem the third one is a huge one and we actually just did a big end of year webinar where we talked about like the big four things that people are or kind of did wrong in 2022 and essentially how to fix them and one of those things is auto responders in their DMS what I mean by that is if someone sends you a story reply right there they see a story of you and going on a walk with your lab and they return the message or they comment on it saying oh my gosh I have a lab too how old is yours and then you automatically send them an autoresponder saying thanks so much for reaching out my team and I will get in contact with you if you're ready to apply for a mortgage here's the link right I get them all the time daily um and I actually send messages to those people and I say wow like you really need to turn that off because that is a huge turn off because if someone is intentionally going out there and leaving you a comment and starting a conversation with you and I get an autoresponder one I know it's not you like I know you're not actually in there filtering your own messages and two it's like this is just like I'm just another number to you I'm just like a number that comes through a bot that has to get managed and so when it comes to DM specific quickly you have to be willing to time block it it has to be something that is part of your day where you're like okay 15 minutes in the morning 15 minutes at night and I have some clients who I you know not even kidding they will literally block it in their calendly and like this is my set time to return messages and then they go unread until their next set time in their calendar but yeah I'm curious what your take is on that because that those are the big three on like the DM side that my team and I have really noticed so I thought it was interesting you brought that up too yeah so I'm gonna be controversial on this I guess um that's okay so I have somebody that handles all of my DMs outbound and inbound his name is Taryn he works on my team he's amazing and I was in charge of all of my DMs up until I hired Taryn and he is he's a concierge and the way that I looked at it was my time is sporadic at best like I'm I set my day out in 15 minute chunks and if I wake up and I've got more than an hour in my calendar that's not accounted for the team knows what's up because Chris shows up in the morning like heck no there's no way I'm wasting an hour this day let's get on it right so because I run my time like that yes I could slot in the DMS but I don't want somebody to have to wait six hours because I know from the concierge department and us making those phone calls for people if you don't get back to somebody within the first five minutes you've lost the opportunity to actually have a conversation with them because then it's like you message them and then they'll get back to you in a couple hours if they get back to you and it's like this like disjointed weird thing where it takes you three days to just say like yeah I've got a lab I've got a lab too that's nice you know what I mean and so Taryn when we have DMS that go off on any of our socials he's there right away and he's been with me for long enough that he knows how to communicate the exact same way that I would and oftentimes I will look at the messages and be like oh man that's on point like that would probably be better than what I would have written and so what we've done is we've taken our concierge service and applied it to DMS so we have a program that's called the executive and one of the things that we push our clients to do is to take a chat widget and put a chat widget on your website that's manned by the concierge so it's not a chat widget where people come on and it's like thank you for your question give us your email and we'll send you back a response it's like have a question about a mortgage hi my name is Taryn thank you for being here how can I help you and it's an actual conversation with a real person but you can't in in just with my experience take a branch manager who's got five loan officers underneath them there's no possible way that that branch manager can give that level of service to that client in that fast of a time period and so we tried to automate that process with technology and again then you end up with the cold autoresponder that ticks off people and kills more business than it creates for you so we said okay that doesn't work let's take a look at this concierge thing and so now what we're doing is we're installing concierge agents in mortgage companies and they're making outbound calls to pass customers they're making calls to qualified lists of Realtors and financial planners and setting up those appointments they're handling all of the inbound leads within the first five minutes that they come in and they're handling DMS and they're handling live chats on the website and you've got like one person that's responsible for filtering all of the communication in your organization and out the bottom of that filter drips pre-qualified pre-vetted booked appointments on your calendar so that the loan officer shows up and they spend five to seven hours a day either talking to people who want to submit a mortgage application or referral partners that they have the opportunity to set a referral relationship up with and that's where we like to see the loan officer spend their time that's the way that we look at direct messaging I'm not saying it's 100 the right way to do it it's just the way that we've found to get success up until this point no I I don't think it was controversial you saying it that way in any way I actually think it's it's somewhat if anything complementary to the thought process because what what we're doing right and what the Instagram power method and what my team and I do you know I have a team of eight girls we have an entire engagement department so eight total take me out you got seven right so you have four on the content side and three on the engagement side and those girls they field those initial messages so they're working as our client sending the initial touch Point messages to all of our clients right as anybody in our VIP program like we spend an hour and a half on the phone with you building out your client profile and really getting to know who you are things you would say words you wouldn't say like literally anything you can think of as far as who you are as a person and how you would text we have some clients who use unique phrases right because they're in unique parts of the country some clients that say y'all some clients that say like that you're a stud like people that use certain phrases we literally have to go through and filter all that out um so that we can then create that initial touch point on your behalf but here is where my pushback to you comes in a good way of like furthering the conversation which is when we go out and we have a 45-20 rule right so my team goes out and does 45 comments and 20 story replies on my client's behalf every single day Monday through Friday it's very structured it's very dialed in we have an exact category for each client each day based off of who their ideal client is and what their goal is as you were mentioning um as far as like who they actually want to attract so we do our 45 comments in 20 story replies and then where the client has to tap in and this is where the calendly situation comes in where we make them time block on their on their calendar to do this is when those people start responding right you start seeing those conversations come back like you wake up the next morning and you have 10 15 20 DMS you can't leave them unread and you also can't rely on an auto Messenger to respond to that so that's where it's hey I want to talk to Chris or hey I want to talk to Michelle and I can tell you you know personally in my business people have hired us more than not because they're like I can't believe I actually got to talk to Michelle like what I thought I was gonna get to talk to so and so and so or like some assistant um but being available to them even as the CEO even if it's quick even if it's a message back and forth even if it's like an email right that person feels so validated that they actually got to speak to me um that it truly makes that process super solidified um and truly I hand them off after like most people right I will talk to them and I will walk through them through everything and I will detail every thing as much as possible and I will follow up as much as I can but then it becomes a matter of in your case the concierge or in my case my CEO or one of the employees that I have on my team and the client understands that and I'm sure your clients understand that too right they get that they're not going to talk to the boss every single day but or throughout the entire process but they appreciate that personalized touch Point more than anything so not controversial Chris I think it's very complimentary honestly but um I do want to be a good Steward of your time and we've crushed this and I and I'm sure we could keep talking forever about a lot of different angles but I want to let my audience know how we can get a hold of you and then I know you're always busy and doing lots of different classes and webinars and all kinds of stuff um but can you tell my audience a little bit about what you have coming up that they might be able to get dialed into yeah absolutely so we've got a new training uh that we just put up at mortgage marketing class.com and it's basically a walk through of the seven different campaigns that we think every mortgage company should have and how to implement them it's a really good training on just going back and looking at the low hanging fruit in your mortgage business and really determining okay am I getting everything out of my business that's available to me right now like where is the low hanging fruit how do you go get it and that class walks you through the whole thing so that's mortgagemarketingclass.com and then like you said we've always got new trainings and as we discover new things we're constantly sharing that for free on our socials you can find me it's Chris Johnstone so you can find me on Instagram you can find me on Facebook Tick Tock uh wherever it is that you like to do your social media just head on over give me a follow and shoot me a DM I'd love to hear from you I love it well Chris it's been amazing and I certainly appreciate your time spending it with my audience thank you again for your knowledge and just I know you think of yourself as you know nerding out on the systems but I love it and I think a lot of people are really seeking that I think that that's kind of what everyone wants in the new year is like systematize this make this make more sense tell me what to do so I appreciate that more than more than you know because that's definitely how we operate over here so again thank you and for all of you guys listening if you loved this episode please comment if you're watching us on YouTube if you're on Spotify or apple please leave us a review we love them and we would love to hear what you loved so much about it until next time guys we will see you in the next episode of The Coffee in questions podcast if you enjoyed this episode please go follow my guests on social media and if you enjoyed this podcast please consider leaving us a review wherever you consume this content