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guys you're killing me i'm killing myself well i'll go re-record and uh stitch that in the now we know why we're gonna nurture leads and we know how it makes us a better marketer let's kind of take the next you know understanding the building blocks of lead nurturing and so these are kind of the you know six five to six steps here that you know we think you know make an effective what what creates an effective lead nurturing strategy so one you need to know your objective and and it's always good to create smart goals uh again it wouldn't be a hubspot presentation if we didn't talk about personas um i think number three might be the most important mapping out your workflow uh it's not not as simple as just opening up the workflow tab and just starting you know creating it's better to you know create a plan much like building a website or a strategy you want to document it before building the you know then you need to create the emails for those of you who've used workflows you need the emails created before you can build the workflow uh obviously then build the workflow and then kind of launch and review so first let's talk about objective and goals and this is as simple as what are you trying to achieve what are you trying to do with this workflow um are you trying to convert leads into mqls is this uh is this r is this nurturing people who attended a webinar and now you're trying to get them to become a you're trying to get them into a demo request uh did they view your pricing page five times and now you wanna assign a uh a sales rep or or nurture that lead to beco you know get into some sort of consultation call it's important to know why you're trying to create it and again going back to our example we have a lead level offer and our goal our objective is trying to get them to become an mql smart goals specific measurable measurable attainable relevant and timely before anybody says it should be achievable i think they go back and forth i actually hubspot says it on two different ways in two different places so i think i think it's relevant there but uh for this we like to use percentages because if you're if you're a sas platform and you get 100 you get 100 plus leads a month you know doing a number that might be that that might be hard to set of how many you want to grow by uh you might be an enterprise uh manufacturing uh process and you only get five leads a month but if you use percentages then you can track more closely like how much are you growing by so a good example of what a smart goal for a lead nurse campaign might be uh increase the number of leads converted to mqls by 20 over six months and you know this is just an example i think you can all go through and really build out what would be a reasonable goal you know something to strive for but also is is achievable or attainable uh buyer persona again i'm sorry everybody we're talking about buyer personas but only briefly that uh they are very important though i mean i think we can't beat that drum loud enough is you don't know what content is going to be relevant if you don't know who your persona is you don't know what their challenges are if you don't know who the persona is you don't know when to share it you don't know how to share it um and you don't know how to be as helpful as you can and this is important because your persona might like videos so your lead nurturing should include videos they might not like videos they might only like short snippets or even like screen grabs of demos of prof of things they might be engineers and want detailed bullet points straight to the facts and so knowing your persona can help you create better emails and also know when to reach them in the timing which we'll get into okay here's here's another big one map your workflow and you know it can be as complicated and crazy thinking is this where you're gonna have your strings attached to all of your paperwork um but in reality when you map out your workflow you how you are going to understand the logical pathway of your persona through the buyer's journey and you can understand what pieces of content you know your end goal you know what pieces of content will be helpful at what time to get them into progression to make the next an educated decision for the next step you can really determine the right content through the sales process answer the right questions you can understand when you know you can look at the big picture how long should we delay these for in between emails what's the right triggers to create the lead nurturing and then finally you can then create the emails because it is important like i said you can't create uh you can you can start a workflow but you need the emails already created to add them to the workflow this can be done in a few ways uh this is i did find this on google uh from new spark media marketing if anybody is from there or knows them let them know that we gave them some credit but this is a simple uh excel sheet or like google doc with um how often they're being sent you can see the different time delays uh you can see like their if and do this what list put them on uh what emails delays you can see like they're they're segmented lists they're aware their strategy this is awareness level so this is very detailed but doesn't have to be overly complicated you can also hand draw uh apologies i have terrible handwriting but i thought i have done this before on a big whiteboard you know you can easily do like uh download if you're if you're more of a visual person a piece of paper you know things that easy for you to understand the flow of it we use a tool and a platform called funalytics and this is our this is our large uh nurture kind of graphic that we use we also build these for our clients individually i am going to go into this in more detail so don't worry about trying to zoom in but i think i wanted to show you you need to think about your end goal in mind our end goal is we're trying to nurture people to get on stage and we're tr they can get there on a fast path you know by just this could be done in two days or if they need more time they need more we have lead nurturing which are these emails going out at specific times for specific reasons and an end goal is become an sql and have a conversation with myself oh oh going too fast uh to to go there um alison there will be a recording um yeah thank you for that so i'm going to go ahead and go into maybe a little bit more depth because i want to you know give you that idea of what it's like for us and i want to i want to give one one clarification here is we decided it's part of our best practices you know i think everybody's going to be different um we decided that we broke out our lead nurturing campaigns into two different ones so this is our awareness level so this graphic right here and this reason why this tool uh funnel lytics is great is once you have it assigned uh the thumbnail of what this actual page is shows up so you can see like what actually pages this is kind of our our generic graphic we show to clients but this right here this lp lead level offer this is our content strategy document and you can see you know we run blogs social media organic and paid seo you know there's other tactics you know that get there in there and we're sending traffic to that page uh we also have our pillar page which is sending people to to that page and again you can't see it below but it's blogs social media and organic and overall we're feeding people to this content offer if they fill out the uh recording or if they fill out the the form they go sent to our thank you page the thank you page if they go on that thank you page there's information other resources and there's a link to our mql level offer so they could go directly to that if they don't then they get enrolled in the campaign through the series of campaigns they're going to get a series of emails we typically do uh in each somewhere between three and four this graphic has a total of five before getting to the next level um but you can kind of see that we have we have an end goal which is getting them up here and we show we have a clear path to get to each option and we now know that we're trying to get them to the next level offer which in this case would be a webinar on demand about topic clusters we can then send information about topic clusters about content audits about things you need to know before getting to a topic cluster again if you have questions on this you can put them in the q a and i will i will get i will answer them as well there so thank you guys for um being supportive on that so creating the emails uh you know we're not going to get too far into creating the actual emails because i think you know i think most of you probably have uh experience or knowledge of building emails within hubspot and then it really kind of comes down to who is your audience what is your persona and what are you solving for and what's the best way to get that information across some some ideas here is keep it personal use s if you have them you know keep it very relevant you can use smart content based on your persona list or information you know about them you know create and publish your emails again before building the workflow it becomes easier that way to easily plug those in uh just remember to be human and be helpful you know i think i think most cases people you know some companies send it from you know they might send an email from marketing at company.com or dot com uh emails that just don't feel very personal it's best to send them from a person with an actual email doing it that way you know people are more inclined to open more people are more inclined to read if they you know put a face and a personality to it so some thoughts there the last you know tip on emails is when you go to create an email uh just make sure you check the automated uh list here if you check the regular it won't show up in the on the options to insert in the workflows you want to make sure it's created as the is the automated um email okay we're gonna get into the the meat um before we pop open into hubspot i just wanted to talk about naming conventions and keeping staying organized because when you start to create a lot of workflows you start to create a lot of emails you've got um landing pages you've got forms uh it can when you go back to start building these different things you're going to be using all of them to build a workflow and we try to build some sort of naming convention so all of our landing pages all of our forms all of our emails all of our content offers follow the same structure and so for this example uh we call them follow-up workflow emails um or follow-up workflow uh if if that's you know sometimes it's just f-u-w sometimes fuwe uh the con this is content planning this is the campaign name this is the content offer or the piece of information and what level uh what's the life cycle stage so when we build our emails this says what e what level email so it might say fuwe email if it's a landing page it'll say lp if it's a form it'll say form right here and all this information is the same so it's easy to sync those up uh you know lead nurture workflow within hubspot so this is what we're gonna build our objective is to nurture lee to download our content planning strategy kit which is a lead and then we want them to watch our on-demand topic cluster webinar which is an mql so this is our goal we're going to build this this workflow we're going to combine r2 to make it simple so we're going to create a seven email workflow four of those or what we call nurture emails those are cons those are uh related goals related content um more supporting and then three what we call transition emails which we are trying to transition them into an mql into the next stage we call them stages so the next stage those are still helpful those are still there but the goal of that email is to get them to go to the next page uh and this one is takes 24 days to complete the way we have it built out okay give me a second here i got to do i got to do some uh some switching okay i'm assuming everybody can still see they now see inside of a hubspot portal if someone doesn't mind just saying yes hubspot portal thank you everybody okay uh for those of you who are familiar with workflows again this looks very familiar um but to get to access workflows on your main hubspot marketing pro and up it's going to be underneath the automation tab so you're going to you can click on the automation tab you can click on sequences i'm sorry workflows and access workflows this way so we'll just load it up again we're going to go to create as you can see you know we've got quite a few workflows some of them are better this is our own portal and some some of our older ones don't have the best naming conventions but we try for all our clients they look great so create a workflow two different options just right off the bat of what you want to create workflows can be contact company deal based if you have service pro they're ticket based um you know some others here that are service based this is based on chats uh chat bots or live chat for this example we're gonna stick with content base and we're gonna do start from scratch you can start based on date you can start based on the date property but for this we're gonna start from scratch the other thing we're gonna do here is we are gonna name our workflow and remember our naming convention this is a follow follow-up workflow email it's content planning content some of these get long when we uh when we've got a lot starter kit uh and i'm just gonna call this workflow automation example a hug uh okay we'll create okay so this probably looks familiar for some people um but again when you create a workflow uh it's all about what's the enrollment trigger because we are doing a lead nurturing based off of a content download to select that you can see you have various different ways to create a trigger it can be really any contact property you know company properties deal properties you know form submissions list submissions email emails if someone opens up specific emails if you have other apps installed in your portal you can see other other things to trigger we have eventbrite our panda dock for signing we have uh postal i o which is like a direct mail that's tied in you know wistia and zoom so you have various things that you can trigger uh trigger workflows again for this example we're gonna do it based on forms and if you remember our uh our naming convention i'm gonna type in content uh strategy and you can see uh we have a landing page with that information in there so we're gonna go and click it you do have the option to select if you want this to be filled out on any page or if you want it on specific this comes into play if you have the same form on multiple landing pages maybe you're doing account based marketing and you're sending you have multiple different landing pages ones for healthcare one's for manufacturing one's for technology you can have three different landing pages that have slightly different content but the same form and you would probably want different lead nurturing for those but we're going to go ahead and just put in there our content kit which is right here so we're going to do apply we also have this as a pop-up form and we're going to go down there uh we have two ways to collect information you see this pop-up form content strategy starter kit so we're going to also select that and we're going to click we have it pop up on various pages and the pop-up forms have their own targeting so they've already been limited so i'm going to leave that one blank so we've got uh we've got our trigger set and you can kind of see this again so this is saying just to recap anytime someone fills out that form on this page or the pop-up they're going to get enrolled in this campaign the first thing that we really do here is we're all about segmenting and so anybody who fills out that form we want to segment them into a specific list um i'll go through some of these very quickly but you can essentially add steps in a workflow you can do time based uh time time of day until that happens there are some new ones with with operations hub which are these custom code and formats there's more flexibility and customizing you can do in workflows now there is if if then branches so if if they open if they don't click uh you know you can create different branches uh again we we typically instead of getting too deep down the branch uh if we do typically build out separate workflows and assign them into a new workflow based on uh their activity you can send quite a bit of different internal communication so you can send out an internal email to a team you can send out a text message you can send out in-app notifications obviously external emails and again if you have other things integrated uh like we can send slack notifications based on activity you know you can add to lists you can add to ad management property values you can set or clear and then again some more of those but we're going to go back up to add to static list and you know we because this campaign is already running we already have this built um but this is anybody who has completed the contact strategy starter kit page there so we're going to click that click save we now have uh anytime someone fills out that form they get list that's the first step um one thing we always like to do this is just kind of best practice is after something where you're asking hubspot to change a contact or to add them to a list or to perform like a database action we always put a time delay of at least a minute in there and we do that because hubspot is quick it's fast but before we have it take the next action if we might uh if the next step is requiring it to be part of a list we want to make sure it has time to add them to the list and so we typically put a delay of a minute or two on just about every action that requires a database change so i want to make that note so now that we've got that set we're also going to create we want to change the life cycle stage we want we want the credit their lead now we want to make sure that's marked within hubspot so we're going to come down to a set property value uh we're going to open up this property value and this is all property values within hubspot so deal conversion company you know if you have these acts if you have these activated we're going to select contact because we're going to change the life cycle stage this is also you know pending you're using these the way you know they were designed to if you're not using these if you've got a different contact property that you're using to designate leads or lead type this is you would want to select that specific property in this case we are using the lifecycle stage the way that the way hubspot has kind of rebuilt them but you can really any any property that you're using can be can be placed there with the lifecycle stage specifically uh you know they're downloaded we want this mark to be marked a lead so to note uh this prop this this action set property value will it will not erase an existing one unless it's unless it's lower than the one you're asking it to so in this case uh if someone goes through this workflow and they're already a marketing qualified lead it will not be changed to lead they will stay as a marketing qualified lead or if they're an sql a sales qualified they will stay at a sales qualified this only sets it if it's blank or if it's a subscriber so they never go backwards you would if you wanted if you wanted that to happen you would need to first clear the contact property then change it to something um in this example of elite nurturing i don't think you would ever want to switch it and it's okay if an mql goes through this this uh this workflow um you know i think that's that is okay so we're gonna do our little one minute again just to give it that time and you know now from the moment the person fills out the form uh one to two minutes has passed and so we're now going to send them the first email and in the first emails we're gonna you know again we're gonna scroll down to external communication the send email and you know we are gonna search we call it again our follow up workflow email there we go um when you hover over you know the emails that come in so if you notice if you're if you have not created the emails already or if they have not yet been published it's important the workflow emails have to be published otherwise they don't show up here so you would you wouldn't see the one you were looking for so this is the one we're looking for i'm gonna go ahead and click click that uh and i'm gonna save it to this campaign so there we go this this email is really the thanks for downloading here here is your downloadable um here to help you know all of your your helpful message and your helpful content but this one is very specific very quick here it is click here to download um you know you will email them again with more information on that um so now it's the time delay of when we want to send the next email we've kind of decided we've kind of dedicated uh you know set for set amount that three days is our sweet spot we like three days i wouldn't recommend sending it too often i don't like to get spammed but three three to four days is typically a good range for that so now that we've created our first email and our first time delay i want to talk about these these actions right here because these are some pretty helpful tools here so if you click on this the flyout opens up you can edit it pretty simple if you click on this actions you can you can add a comment so maybe you want to add a note saying you know first download email and this gets saved in there that i set it so everybody who comes through there if i leave a note i want other people to see maybe why you chose something or what's the purpose you can leave that note um so that's pretty helpful the other things you can do here is you can just click edit here again that fly out will come by but there's also now an option to clone a single action or anything after it so this is a pretty helpful tool to speed up the the workflow building process you can also now move actions up and down throughout your workflow or you can delete and again anything after that but since you know uh sequence from now on our workflow will be emails and time delays i'm going to go ahead and just clone this action after so we're going to do that it's going to kind of ask me like where do i want it to go and i would like it to go after after those ones click save okay so now we've cloned our first email three days go by we have a second email so now we're gonna click here and then edit what's the next email um the next email we have is uh we're sending out a blog we call it our follow-up but we're sending a blog on uh the a to z of content audits because inside that con content strategy kit is a as a tool to audit your content so we're gonna you know go ahead and send that because we know that that's in there they know that that might be a question so this is a helpful guide again we're going to wait three days so what we're going to do is just we're going to clone this action again kind of go through this process so you can see we've cloned it on to the next email so this is where we uh this is where we kind of recommend now adding in more about the next content offer but because you know you're thinking about all of those elements you want to make sure you get them to the next stage but we start off let's see sorry looking at my notes making sure i got the right next email again we call it the stage uh transition email so we call them stage transition workflow email content planning uh so you can see we do have two of them here um just trying to make sure i got the right one this looks like it so we're trying to get them to the next piece of content which we are trying to get them to our content uh topic cluster webinar so i'll go ahead and save that i see we got a question there uh actually i see your question about so the question is is there a way to make the delay to send the email three days later only happen on business days yes in the settings um in just a moment so great question but we will get to that very quickly so i'm going to kind of go through some of these steps here to uh to quickly clone clone some more of these you know we're going to go through in fact maybe we don't need to go through this entire entire list of emails because it's really me cloning cloning a few more so let's just assume this is the final email in our sequence we don't really need a time delay so i'm going to remove that so now we've got our emails we've got all our emails uh i want to set our goal before we do the next action here so it's important to set goals like we we talk about that a lot so we want to do goals you can set a goal for a workflow on really the same things you can do triggering of workflows but here's one caveat as soon as someone completes a goal they get unenrolled in the workflow so not every workflow will have a goal uh set to it but we do have a specific goal our goal is to get people to doubt to download the next piece of content so we know that that's a form so we're going to go down to forms we're going to uh it is the topic cluster pre-recorded webinar right here um so now anytime someone fills out that form and we'll just go ahead and type in pre-recorded so anytime someone fills out that form on that page they will be marked as a goal so they would be marked as they successful um you can then view the goal and you can kind of review that so now that we've set a goal what do we do with all the people that do not complete the goal well in this example you know we created seven emails over 24 days we would then send them to a re-engagement list and we do this because they may not be you know they clearly haven't clicked on seven emails or they haven't responded they haven't gone to the next piece of content they're not quite ready yet and that's okay you know that's okay but we want to make sure we're still marketing to them so we make sure we put them on a we call them ghost ghosted lists um but it's essentially a re-engagement campaign so if i just i'm gonna type in um our ghost list it's our content um content planning lead so we're essentially saying if you do not if you do not uh meet the lead uh the goal of filling out the next form you're going to be in you're going to be sent to this list and then this list we remark it to just on a less frequent basis we know who they are we know what their challenges were and we might send out um what we call internal database emails which are maybe like once a month to them maybe maybe a couple every every couple weeks but not in the same nurture process um now to get to i mean at first we have any other questions on on this stuff right here so we have a question how to avoid sending more than one email if the contact is in another list too um great question um so i'm gonna go into the settings now because i think they'll answer both questions in the settings tab of workflows you have the option to send emails anytime which you know if i filled out the form at 6 00 p.m um i would get emails pretty much around 6 p.m every three days and maybe that maybe you don't want that so what you can do is you can set specific times so if you want every day during work hours maybe you just want monday through friday you want them to come at uh between 8 a.m and 6 p.m you know it's easy to set whoops it's easy to set that uh you can then say you know what on saturday and sunday i still want them to go out but let's send them it at 10 30. or maybe you want only monday through friday because you want it to feel personal you want it to feel like it's human obviously it's automation but they still there's still things you can do to make it feel authentic um i think actually that might answer your question on on that the second thing you can do which is pretty cool is there's nothing worse than getting uh like email automation on christmas day like there's nothing worse than getting like that emails what you can do now is you can pause all actions for specific days so let's say july 4th is coming up so you're going to go click july 4th and you can say annually don't send emails on this day and then you can go in and add other days so let's just say christmas or news there so annually the emails will not be sent on these days um to note i think um i think michelle just asked this so another great this time is yo is the portal time so it's not the time of the user so if you send emails to west to east coast if you're on the west coast like us here in san diego and you want emails to be sent at 9am their time um you do have to select this to be like six a.m um that is one thing that's a little bit of a a little bit of a catch there is you do have to have it be selected based on their on your on the portal time zone so something to be aware of there so so ashley i think i answered your question so i'm gonna i'm gonna we answered that one live um margarita i think i i think we answered yours for venus uh no we have uh in just a second um michelle i think we answered yours um a question from i think simone do you use if band branches on your workflows um we so well let me uh let me finish the settings tab so the last thing i want to say about the about this settings tab is is the campaigns if you have two pieces of content on a very so if you're not using these in hubspot already i'm sure there's plenty of hugs about um about campaigns and reporting and seo and i think there's some great tips there about that so make sure you have your campaign set because you can track all this information of what what campaigns are being successful or where do they fall short so we already have one called contents planning so i just attached that there now i'm going to come back to this on enrollment this is um another question so there's there's a few things to note if uh if they are you can unenroll people if they roll enroll in this workflow you can remove them from specific workflows or all and so if you have another workflow that is doing the same thing and you don't want them to get the same information twice you can select remove from whatever that workflow is um generally you know if you've planned them out um you know our goal anybody who fills this out won't get enrolled in this anyways they might get the first thank you email but they won't get the full emails there is a separate sequence of lead nurturing after this piece of content so we always that's why they get unenrolled because they're going to the next so you have these options to unenroll or remove from all workflows or from specific ones and when a contact no longer meets the enrollment conditions you can remove them this is just kind of like if you have other workflows doing something similar you might want to remove and again a suppression list if you have like a do not contact list maybe competitors or something else you can go ahead and add this in i'll just go in and add an example if you have a suppression static list i'll just add that there so i'm gonna go back to uh simone's question about if and branches um if then branches and yes we have plenty of workflows that use them a lot of our um you know we use them for webinars or things where we can tell uh you know attendance registration um for these typical workflows we actually just break them out into smaller workflows because we found that it's easier to to to plan and change little specific areas um get better data of what's working and what's not working of what various stages to improve on and so instead of saying uh if if uh if became mpl send them to the next thing or keep sending more information we just created another workflow that keeps sending them other information so i hope that i hope that answers that question for for you if not you know follow up there let's see the and then finally the performance tab so this performance tab is everybody who's been enrolled um how many people are actively in this world and then how many people have have reached the goal and again our goal was how many people became mql this is this this is not an active campaign so this is obviously there's no data for that um but i think it's kind of important to know if you've if you set that goal just something will show up if you have not set a goal there won't be any data here because there's no goal to be set um the other thing to kind of that's important to note on this history tab this will show you uh all of the actions that have happened on this workflow all the things from fired from delay completed it'll show you errors enrolled correctly you'll have this enrollment history and then you also have this workflow changes so you can kind of be able to tell what is the work what is the history of this revision who came in and made the change so if you have multiple people on a team going through this you know can you identify the the changes there you also have the ability to enroll people uh manually so if you already um you have the accident access to you to enroll people um we're let's we're gonna go to review i'm not gonna click go obviously but uh as you can see there's already people that meet the enrollment criteria they filled out that form and so you have the option to yes enroll these people um so if you if those people haven't been nurtured yet you might want to fire it onto them but if they already have and this is a new one then you want to select no so they will not get and this is just kind of reviewing your triggers um you know what is being used in this workflow the different lists emails property values uh and just kind of reviewing what you have and again we've said it to be this eight to six we're missing these dates and once you're ready you turn it on i'm going to turn this on just because it is kind of a test example for us here so that is that is building essentially building the workflows are there any other questions on on in on actions you can take you know if you have questions on these specific uh actions you know please please let me know um [Music] it looks like we do have uh looks like uh brian who's actually a team member here uh did give you a more specific answer simone so make sure you check that out in the chat as well uh we'll answer that live answer that live uh yeah feel free to continue to add questions in there i'm gonna go back over to the presentation we do have a more of a questions tab there as well um so here's here's a few helpful tips uh when building out your lead nurturing workflows is uh do not send the same email to every single lead that comes into your business they are obviously different they have different challenges different needs different uh you know if you uh if you target healthcare any manufacturing those are two different people with different needs be sure to have different workflows targeting those you know even breaking it down into smaller the smallest groups of you know even nurturing 20 at a time or 20 in a month or five in a month because you're being more specific excuse me you also want to stay organized we talked about that naming convention that you want to be care you want to make sure you're clear as you saw excuse me as you saw there's like various forms landing pages uh workflows emails that you're adding and if you if you have similar naming conventions it's easy to keep it clear wow waited until the last 10 minutes to get something to throw yeah keep your objective in mind always keep the eye on the prize you're trying to get them to the next stage but ultimately you're trying to get them to be customers and remember you're trying to be helpful uh so to recap you know make sure you have a plan make sure you have uh helpful content that's based on your persona build the emails first launch and review the data um i do want to note since we do host the san diego hubspot user group as well we have uh the one and only dan tire for those of you in hubspot world you probably have seen him or have heard of him um but he's gonna be talking about updated sales strategy for 2021 um how to grow better with the entire that is uh may 27th um uh so that's thursday i'm gonna go ahead i've got the link here i'm gonna post that in there uh and then you know would love some help here with your ideas what do you guys want to learn more of you know throw in the chat future time more of uh you're you know either more nurturing you know marketing automation deal automation automation for sales processes um building chat bots i know that's in a different tool but it has a similar workflow or if there's other topics go ahead and throw those in there you know would love to hear what other people would like to learn and then lastly you know feel free to reach out to me at any time my email is alex beacon's point would love to connect on linkedin uh and and there's my twitter account the last thing um is i'm putting into the chat is the uh it's the nps score it's a survey hubspot wants to know how we did so please give your honest feedback it's how we get better so please if you have time please fill that out we will email out a copy of this invitation the recording along with this uh survey uh and and some more information as it comes up if you did want to uh also include that content planning it's a helpful tool for for all marketers looking to up their content game so are there any final questions that anybody has now is your time you can throw them in the chat throw them in the q a yes and you know what i will uh i will throw my con right here in the chat um and if i can't help if i can't answer if it's a detailed question i can get it to the right person and get back to you quick so there's my email honestly i'm an open book i'll talk in even though brian's on this call earmuffs brian i'll give away all of our secrets um you know anything i can do to help with with you guys building out workflows and successfully nurturing leads so last uh last chance if there's no questions about anything uh i did get seasick on the deli sketch so i didn't last long on that show but still a funny all right well i want to thank everybody uh we are we've got a four minutes i'll hang out for another four minutes uh but we you know the presentation is over but if you have questions feel free to stay um and i'll ask uh ask away all right you can ask away and i'll i'll try to answer so thanks everybody hope you can make it to the the event on thursday at 12 noon with dan tire which is in the chat yeah thank you everybody for coming what an international crowd too we had denmark we had stockholm we had london we had north carolina i think we had another mexico we got a portland germany wow thank you everybody that's so that's so awesome yeah karina and portland all right everybody i appreciate it appreciate the the feedback and please if you do have time fill out that form uh the survey form from hubspot if you do still are online and have a question i can take you off of now that we're below the threshold i can turn the camera on if that is if you if you have more questions but otherwise thank you everybody and we'll see you at the next one you