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I'm a vegan I'm the founder and CEO of smart ship analytics based in San Francisco Bay Area smart ship in a nutshell is about a very targeted listings acquisition system for agents and brokers but by that what I mean is we help agents figure out which homeowners are most likely to sell over the next 6 to 12 months and then we automate all the marketing to those homeowners so that we can put their brand in front of the homeowners in a very consistent way multi-channel online offline social and email so that when the agent actually goes to talk to that homeowner they have a much better chance of taking them down the funnel and closing them into a low stakes deal that the key to winning listing so winning any you know growing any business there's a science aspect to it and there's an art aspect to it right so this we are providing the science with to our technology into a platform now the art pieces left the agent but we have a number of processes in place to help the agent hone their art for example we have a dedicated Account Manager so every customer gets one person that they can reach out to in fact our Account Manager will be tied to the customer every single week or every month just to check in with them make sure that they're doing what they're supposed to be doing help answer any questions build up a strategy plan so that they know exactly what this should be done in week number one month number one and so on and so forth and then if they have any questions if they have any new software's new bugs they can reach out to that one Account Manager so it's a point person the other pieces we have built in in sort of a client hub on Facebook it's an online community on Facebook where all of our clients can learn from each other they can share best practices and we see a lot of conversations there we see people like Jay Macklin coming in and talking about as a broker how is he using the system somebody else time saying they either want to learn from him or contribute to his efforts so the online sharing of community sort of best practices it's huge for our customer base we also have an online support center where we post everything we post scripts you know if you try to followup with the lead what's the right script for that what's the right door drop-off collateral pieces so we have our online sort of portal where we post a lot of these best practices and collaterals and case studies and success stories and video testimonials just to help our clients become better at what they do so in a nutshell we use historical information lots of data as they call it big data and what we call predictive analytics now particular analytics is a way to take historical information and try and extract patterns from it to predict the future common examples are frequent analytics include Google search right when you searching something it starts to predict what you might be looking for Amazon product recommendations you're looking for products such as recommend what else might you be interested in based on what other people have bought so similarly what smart soup does is goes back in time maybe one to two three four years looks at over two thousand data points on every home homeowner and that community and try and identify patterns between them so it's trying to look for common common threads right so in a neighborhood for example it may be a combination of how long people have lived in the house how much equity they have how many kids they may have and what are the age rings of the kids what are the school ratings like are they going up and down house crime in the neighborhood you know what what kind of loan program are they end when it's loan maturing or expiring you know combination maybe 10 or 20 factors but trying to figure that out for a human mind is impossible and that's where mathematics and statistics comes into play we look at over 2000 data points trying to figure out in a neighborhood at a given time of year what are the triggers that are making somebody sell their home so based on that we take a neighborhood of let's say 2000 homes we identify the top 20% that have twice as likely chance to sell their house in the next 12 months than everybody else it's a no-brainer for that right so use the plastic 80/20 rule instead of focusing your marketing on everybody you focus on the right 20% and you you you sort of blast them with online ads Facebook ads your own prospecting efforts and direct mail and you'll have a much better return on investment so we put and make data as actionable as possible and as simple to use using maps using ranks and n scores so that for the agent it's a no brainer putting putting data into work should become just a natural way of doing the business most of our customers are already doing farming of some sort but they're doing short gun marketing they they send a postcard to everybody the neighborhood or there's you know they'll blast everybody with online ads we're all about targeted marketing don't spend your time and money and everybody spend it on the people that are most likely to become your customer and you'll get five times returns so they have a mapping tool on a mobile app so as they walk in the form the app will tell them that these you know here are the homes are highlighted here are the ho the top 5% top 10% 15 or 20% and as they're walking the farm just go hit those homes drop something off at their house it's a turnkey system for agents but what that by that what I mean is we take all the guesswork out of it we run the the Matt we figure out who are the right prospects for them we automate all the marketing multi-channel what the agent needs to do is make sure that they are taking every single one of those 20% targets and bringing them into the sphere of influence so the last mile which is the agents job you know trying to get that homeowner to become a very hot prospect for them that we cannot help with and that's where the agent comes into play they've got to go and make sure that their build relationships with every single one of those targets and bring them into the fold cultivate that that relationship so that when that homeowner is ready to list the house they think of that agent as the number one sort of you know agent to list with so in a nutshell you know we're all about helping agents focus their efforts on the right targets give them air cover through automated marketing so that they can accelerate the listings we are right for somebody who wants to build a systematic listings business now if you've done some farming in the past it's all great if you have not done any farming what we can do for them as well is at least put them in the right direction and give them automated marketing but we cannot teach them the basic skills of trying to build relationships but I think all I just know how to do that that's why they're in the business so if they know how to be a salesperson we can take the marketing off their plate so in a nutshell I think it's good for everybody it's good for fresh agents we're just getting off you know on the listing side of the business or for people that are seasoned and established in a farm many of those agents by smart zip not just for their farm but they tend to enter a new farm so they go off and you know choose a new territory whether it's trying to build dominance typical agent takes about four to five years to start really establishing any presence in a market we can cut that process down we can accelerate that to two or three years or even even faster than that brokers use it till we have a number of broker customers that have maybe five to ten twenty ages in their office they the broker pays for the system or maybe you know pays half and the agents pay have their different models so and then and then they hold the agents accountable so they distribute the the leads out of the territories out to the you know ten agents in their office and they're monitoring agents and how they're how they are following up with the program following up on the leads and the deal does close broker can now take a bigger split on the back end so for a broker the value proposition is tremendous they can control the outcome by putting the right agents on the job they can command a bigger split on the back end and they control the territory right so now if the agent leaves the broker owns the territory they don't take the territory with them so it's great for brokers as well we have I would say 8020 we have eighty percent of our customers are perhaps agents or just you know single agents or teams of agents but we have a growing in a base of broker customers as well they can click on the mobile app and dive into the home homeowners details and the home details so as they're trying to strike a conversation they'll know that this person has lived in the house five years they just came you know in the money they just got some equity or they have two kids and the kids are in the ten to 15 age range they may be going off to college in the next two years you know whatever so we can give them data at their fingertips so that you know as they're having the conversation they can make a much more informed sort of you know strike conversation the other piece of the data is that in the mobile app they will know that this homeowner responded to marketing so they'll know that this person came to my website smarter website five times versus one time versus never so that will also tell them that which homeowners are much more engaged in the process and those are the harder leads right so you want to you want to focus on everybody but focus on these guys a lot more than the rest of them