0:00 Awesome, very good. So Daniel, you're out in California. Do you have a what's your favorite sports team out there? Are you into sports at all? 0:07 No, not really. Not into sports. The reason why I'm bringing this up guys, because today is Tuesday, October 24. If you don't know where a twin.com is headquartered, we are in Phoenix, Arizona. I look pretty professional with my coat. But you can't even tell I'm sporting D backs right now. Okay, 0:27 it's game seven tonight, game seven in Philly against Phillies. We're going to hopefully make our way to the World Series as of tonight. So that's why I wanted to open that up with that, because I'm secretly and also publicly sporting. The Diamondbacks. But Daniel, welcome everyone else who is here. Welcome. Daniel is here with us on today's Ask the Expert from hive mind CRM. He's going to be talking to you about a lot of different pieces of CRM who, what, when, where, why, how, how to, and a lot of that different stuff. I'll let I'll reserve that for him. But welcome, Daniel, how are you today? Man? I'm 1:03 great. Happy to be here. I do want to say if anyone has any questions, you guys can put it here in the chat. I will. I can definitely answer your questions at any point during the point that I feel is like this conversation. So if you guys have any input I like I like covering it right then and there because it's fresh in my mind. And I might forget later so yeah, 1:20 absolutely. 100% you can if you if you want to drop them into the chat, like like Daniel said, you can also write them down, ask at the end. If we have time. We can absolutely do. So. Daniel, you want to go ahead and start sharing man. And we can jump into the presentation. Yeah, so 1:35 a little bit about me first, before I start presentation, just so you know who I am. I've been entrepreneur for five, almost almost six years, six years been entrepreneur for almost six years, coming up in December. That's why I get a little confused sometimes. But coming up in six years in December. I've been I started a software company about three years ago. And I've been in real estate for five years now. So I do a little bit real estate, just software I do a lot of other things as I go. So I think most of your most your clients are real estate based in some way shape or form. So I do know real estate terms in real estate and I do operate real estate as well. So he has any questions about like anything real estate related how we use it, he says this is this kind of this kind of here for you guys, and I want to provide much value here. Spencer was able to allow me to share some knowledge with you guys. So just want to show you the importance of a CRM. I used to be a truck driver many years ago. But now I kind of do software real estate as my main thing right now. So we're gonna jump right into it. 2:35 This show is sponsored by hive mind CRM, it is more than just a CRM. It is a real estate in Business Mastermind that comes with an all in one CRM, you can have unlimited websites and users, you can call text, RVM, and email all in one user interface and you can set up custom automations for any type and multiple businesses. 65% of companies start using a CRM system within the first five years of business. Once implemented, the hotline will save you on marketing give you more time and make more money. One of our users had his first $100,000 month using our system in June, we want to see you automate and accelerate your business text us at 21097 to eight t 42. For future meetings. And of course to get our $1 course on how to make more than six figures on one land deal. You can schedule your free demo today at hive mind crm.io. 3:33 Today is Thursday the 24th. So Spencer created this nice little template for us covering covering real estate CRM. Does anybody use a CRM right now? Can you give me that one in the chat? You know what? That you know what it stands for? And put my chatbox here. So last, okay, here we go. Anybody who uses here I'm hurt currently right now. I know we have 11 people here. Zoho. Surefire. Perfect, perfect. All right. So I'm gonna cover the importance of a CRM and different things because a lot of people in this in business in general, whether you're new or getting started, or if you're trying to build a big book of business, this is for you. Because I want you to really understand why why a CRM is important and why you should use it as an introduction, type CRM, data collection, integration, segmentation and personalization. So that's kind of what we're gonna cover today. Take a scan the QR code if you want to register. You want to talk about this for a second, Spencer? Yeah, 4:31 absolutely, guys, so So if you've been on any of my Ask the Expert presentations, we always have an agenda. I want to make sure everybody sees everything upfront. So that way, they can kind of take notes and really pay attention to the different sections that mean the most to them. The QR code on the right hand side that will push you over to H way.com/check. In and we want to give you credit for being here, building your business learning, gaining education, building yourself your knowledge So if you want, if you have a moment, please take out your phone, scan the code and land on that, check in for me. That'd be amazing. As you can see the agenda on the left hand side, this is a lot of what we're going to cover today. Again, Daniel is the the expert here within the CRM world as well as you know, supporting with the real estate as well. So if you could please take about well, we'll leave this up for about five more seconds, grab your phone scan that we want to, like I said, give you credit for being here, and expanding your knowledge. Okay, so about three to one perfect. And Daniel. If you want to move to the next slide, I'll just give a quick little introduction about myself. If you haven't already been on one of my presentations are met with me. Over zoom. We're in person. My name is Spencer Heseltine, I am the Digital Marketing Director here@hp.com, I have roughly 1718 years of digital marketing experience, about five years as the offerpad CEO and email manager, as well as a little more than five years at U haul corporate international Phoenix office, managing over a million web pages from an SEO standpoint, for you all, I consider myself kind of that data nerd with a marketing background and marketing mouthpiece, kind of. So and I always like to throw this in at the at the end of this. Our goal here@hp.com is to connect more pro professionals to homeowners. Okay, we want to serve the homeowner no matter what. So if you do you have any other questions about that, or what we talked about today or anything else related to marketing, or the hoa.com platform platform, you can email me at Spencer at a twenty.com. And then that Bitly link right there is an HOA strategy that will allow you to have a conversation with our team to talk a little bit deeper about how you can kind of own your local subdivisions and be the top primary professional in the business and the industry that you own that you work in, in within those local markets. So that's kind of my 32nd spiel, Daniel, you're actually on the next slide. So you can if you want to rehash a little bit about what you said earlier, 7:11 there you go. And it happens sometimes. I got I got all these metab person I don't know if you guys would tap people on WhatsApp person, I get all this stuff going on my screen. This happens but I we started off our software company happens here about two and a half years ago. And I really kind of dove into a lot of this online social media marketing and digital space. Really head on and I learned a lot. Nothing as much as Spencer here. But managing 1000 SEO pages is a big deal. A million, million 7:47 million over a million over a million pages on u haul.com. 7:51 Man, that's crazy. Okay, so maybe Spencer could teach me some stuff. But about SEO. SEO is like one of the things I struggle with. But I still know a little bit but not probably nothing as compared to Spencer here but operate a software business for three years. We started hivemind a long time ago. And then I got my cowboy hat. Because I'm also a land investor. So I got to put the cowboy hat on sometimes because it's what I do. He's guys, you guys got his Diamondbacks in the shoulder, I guess. So. But yeah, so my name is Ian Martinez. I do a lot of speaking engagements. I do a lot of education, stuff like that in the real estate space, but also help people in their business, as well with CRM automation. So we're gonna jump on to the next slide here. Introduction. So customer, CRM is a customer relations management tool. It's for managing and nurturing relationships with customers to drive business success. A lot of people when they start off in business, they're using like, little sticky notes, I got sticky notes, sticky notes on my desk, and they're using spreadsheets and using all any scratch paper they can have on their desk, and they just get really, really unorganized. The problem with that is as you grow and scale your business, it gets very, very hard to keep up and track everybody. And it's very, very hard to do so. So one of the things is when you get to that point where you're like, This is getting too much and you want to like pull your hair out, you want to get a CRM, so CRM helps you I'm watching you, Spencer, no, don't pull your hair out just yet. 9:25 I'm trying I'm starting to go gray I don't know if I'm going to be able to do that. So 9:30 so it kind of helps you organize and control a system so everybody a business is a system. Once you once you start controlling that system, that's where you can actually scale to grow and get more consistent business. So that's also a customer a CRM does is it helps you put people through a system to a higher back end people to put in SOPs to put in all this sales stuff that comes then behind it, and it's okay if you don't know that coming into it. But you always want to put people through a system that way. There's, there's follow up. There's a lot of stuff we covered later in the slideshow here. But why is the CRM important it gets, you get to prioritize what is important. And, and this is where you get to, you get to prioritize what's important to you and your business. So a lot of people they might, they want to make that first touch on phone call. So if you want to make that first session phone call, and then set up, follow up, follow up messages that are text email, you can put people through that system. So I always tell people, you get to control what you want to control in the CRM. And number one is always collecting data data is super, super important. And how many how many investors that we have in the group, we have investors, agents? what's your what's your main business? I know, he works with a lot of like home professionals. So can we put what type of your business professional you are in the chat. I give some participation just so I understand, I can kind of customize it to the audience here. So I know we have a lot of different types of professionals here. So 11:10 while we're waiting for that to be in the chat, I know that there's gonna be a few if not more than a few individuals watching this recording. So I know that Jim is with a roofing company he's Kylie is insurance. So but we also work with a lot of loan officers, real estate agents, insurance agents, or financial planners, financial advisors, really anybody who serves a homeowner, it could even go down to the blue collar, the landscapers, the painters, the plumbers, the the home inspectors. So really, if you think it kind of open your mind and open and think whoever is serving a homeowner, that's really who h1 dot com works with, right? And so it should work for everybody under the sun, who serves a homeowner as far as the CRM, having a CRM, using it a way to get more clients. And I'll, I'll pass this over to you right now, because you're writing it or talking about it. 12:09 Yeah, so I wanted to get a just an idea of like, what everybody's doing, because we have roofing insurance mortgage, and we have a business owner. So I don't know exactly what shad does, but it all, Y'all follow the same path where it covers in a later slide, but you all have J opt to generate leads, you have to convert those leads into business, and that's riffing, that's insurance, that's a mortgage, that's real estate agent, as a investor, you got to convert those leads into into conversions, and then those conversions and so reviews, which you can use as reviews to get more business and get more leads. So every every business has that same framework, you have to get, you have to find a way to either pull the list and generate those leads, whether it's to PPC, online marketing, texting, referrals, like we need to a way to organize those leads. So you gotta you gotta, you gotta prioritize what's important. So all these different businesses, they all operate as the same framework. So don't get confused, everybody here that can use and understand. I said, I really wanted to make something personable to every tech business here, just because we're gonna cover a lot of different stuff. So the CRM, if you get if you're getting to a point where you're unorganized, and you want to get organized, tool you need is a CRM, is it prioritize what you want. So type CRM is focused on features. So I put an engineer because the engine is there's, there's multiple different parts of the engine, but they all come together to make the system function. So and there's a lot of things, most businesses use 17 different features in their business to operate. So you might have and this is where like what what's what's a what's a system in your business that you might use, we might have Gmail, he might have WordPress, he might have a form type of a form type of Google Forms or something to that feature, might have a calendar integration, you might have a phone, you might have multiple phone numbers you might have there's a lot of different things, a credit card processor, if you're doing services, invoicing, software, QuickBooks, accounting, like you have all these different things that come together, and a lot of these times they don't communicate. So my my, my slide here says, websites forms communication, email, SMS, and video, phone, which is dialing lead management, follow up calendar and integration. A lot of these times they don't communicate, and it's really, you have to like make them connect somehow. And for everybody that uses zero, whereas this year, I mean that we have like two people in the chat. They use a I can't look at the chat tab of the chat again, but they're using different CRMs and the CRM has has like base capability so like Trello might be like a, like a task man. management. And you can visually see that task management, but it doesn't have any type of phone service. So if you bring in a phone service, you're texting, you're emailing, you might be using Google Voice, you might be using some other things, you got a website platform, if all these different things that notionally communicate and you're trying to coordinate all this web of CRM stuff, coordination, and you're controlling it through like the puppeteer behind the behind the curtain, and it gets kind of cumbersome sometimes. But it's one of those things where you got to, there's a lot of parts of the engine, which allows the engineer so type CRM, a lot of them focus on different features. And they do that one thing very well. But they don't, it's really hard to connect other things to it. And you have to have third party systems that do their things very well, you know. So it's kind of one of those things where you gotta manage and control stuff coming in, because everybody here should have a website, basic thing, should have a website, you should have a business phone number, you should have a place for people to come into your business and collect their information, you should have a form. And then you should have some type of follow up systems in place to make sure you're following up with that leader when it comes in. Because a lot of people it takes 12 to 17 connections to that one clients a convert that lead. Go ahead, Spencer, what's your question? 16:15 Yeah, my question. And maybe hopefully, I don't feel stupid for this RVM is that I'm not familiar with that. Is that voicemail? 16:25 That is a great question. It is a ringless voicemail. So who here and I'm sure you've gotten it, Spencer. But if you've ever gotten like a voicemail just pop up on your phone, you're like, they never call me. But how do I get this voicemail? Voicemail? Yeah, 16:39 I figured it was I wasn't sure. So I wanted to ask because it was on the slide. You didn't mention it. And I'm sure if I had a question, there was other people with questions. So I just wanted to put it out there ringless voicemail? Do you know what, what CRMs usually have those do a lot of them have them? 17:01 Our VMs kind of specialty. And we'll get to it towards the end. But our cloud platform does it but are VMs as a marketing technique to actually generate and prospect for leads. So instead of calling 100 people and say hey, you want to sell your house? Do you need roofing? Do you want to do a refinance your mortgage, you can send a vague voicemail, drop it into their into their voicemail box, and just be Hey, thanks for the A while back, I can't remember your name exactly as my last contact. But do you need this this product or service, we're servicing 10 More Clients this month. If you can give me a call back, I'd appreciate it. And boom, it's very vague, and you can customize it to whatever niche of industry you're in. But you can instead of talking to 100 people, which is very time intensive. You can just automate that. And boom, your text with 100 people. They call you back boom, you got somebody you gotta leave coming inbound. Without Yeah, absolutely. I'm glad I meant to break it down a little bit more. But like I spent 17:59 a year okay, man, it's good. I just I saw it there. I wanted to ask about it. And you got the answer out. I love it. I appreciate it. 18:05 Another big one too, is video, a lot of people have been using video to connect with their customers a lot more. So like, let's say, let's say you wanted to connect with that person. So you recorded like a 30 minute video. Hey, Spencer, this is Daniel, I know we have we're doing a presentation today. I really appreciate you giving me this opportunity to present to the group. If you need anything, I can assist you anyways, please call back something really short and sweet. Yes, very personal dispenser, that he's getting a personal communication for me and him. But I can do this at scale with a lot of her clients. And it's some a 1015 second video that and you're having that face to face conversation. Because as we're heading to a digital age, it's getting a lot. I mean, people people use the cell phone, you know, cell phones to communicate. And they're losing that personal personal interaction. So a lot of people are using video to create that personal interaction when they're dealing with customers or clients. 18:59 So I have another question then how would How would those videos get delivered? Is that a text message or multimedia message on? 19:07 Yeah, that's MMS is a video message. You can send up to a certain size and use it using most texting platforms. Just like if you send a video of your kid playing soccer to your to your mom or to your grant your grandparents like same way. That's a little short little video message that you can send to MLS Yeah, so people aren't using different different things and email always works. Texting, there's a regulation that just passed back in September. It texting regulations a little harder to deal with. But as long as people opt in and using the system the right way. You can still use texting. We personally use it as an opt in. So we use PPC which is pay per click marketing through a website. So we put a website up there through using our system. And then we run Google ads to it or Facebook or Instagram traffic to it. And then when they convert they actually opt in into our system and then we'll text them Hey, Thanks for confirming your information. Here's whatever you whatever type of marketing challenge you're doing. So we use different versions of all these things to lead generate in our business. And 20:11 I know you're almost done with this slide, because you brought up the opt in, I'm gonna go ahead and make sure everybody on this call is already aware, starting, I believe it's in January 2024. Google is going to be removing a lot of emails that haven't been opened within the last six months and email addresses. So if you have multiple email addresses sitting out there in your back pocket that you've, you've haven't logged into, and six, eight months a year plus, Google is going to end up removing those, they're doing a lot of cleanup, when it comes to stagnant email addresses that are sitting there that haven't been logged into. There's a lot of information that's just starting to come out about it. So my quick little tip for you on that is do a couple Google searches, figure out what that means for you, for your business, for your CRM, and get those individuals to respond to you. Because if you start sending emails or something like that, whether or not through your CRM or not. If you're if you're sending to no longer valid emails, it may hurt your email sending reputation 21:26 100% Yeah, there's there's a lot of those systems when you're when you're when you're doing outbound marketing. If you miss with your SMS, you miss with your cold calling, you miss with your email, because your message reputation score 100%. So 100%, keep up with that. Here we go. Next slide customer data. So customer data is really, really important. We talked about this on our we have I have a podcast too. But we talked about this all the time. But a lot of a lot of things are people are trying to control their customer data. And if you grow your database, to a certain point, it's always worth a lot of money, even to your future business or to it's your client list, your client list is super, super important. So your future. So you need to really, really focus on collecting customer data in every way, shape, or form. So one of the things I do a lot of consultations with different types of businesses, and I'm always like, how are you collecting customer data? And are you collecting name, email phone number, because the way business is heading is you're gonna have to do have that business a business interaction. Places like Facebook and Google, they want you to use their in house programs, because they control the customer data. That's why Facebook is one of the biggest marketing systems out there is because they control customer data. So you always want to collect customer data for yourself. Because you as a business owner, it's very, very important because that's your customer list. We also want this to is like you need to have different types of products or services, or freebies to get that customer data and have an exchange of value given when you collect that customer data. Because if you're just asking for it, people will give it to you. So you need to have an exchange of value in some way, shape or form just to collect it. And that you're building your client database and your customer list to convert those clients into leads into conversions. Glad Spencer again. Yeah, yeah. So 23:25 data collection is a huge thing for and help support that CRM, the reason for a CRM, the marketing within a CRM, in being a CRM guy yourself, owner of hive mind CRM, what are your three top ways to collect that data, and hopefully put it directly into the CRM. So 23:51 I clicked and I clicked it in a lot of different ways. So I can I consider it like, I consider my CRM, like a spiderweb. I want to have multiple ways to collect customer data in multiple different shapes and forms. And they look different in different ways. So I'll cover a few of mine. I have a Facebook group, I recommend everybody start a Facebook group. And the reason why is you can collect people like you can ask up to three questions through Facebook. If you collect it, and some people might have a Facebook group here, they're watching the recording later. If you already have that, and you're not collecting manually collecting that it disappears because Facebook doesn't actually hold that information. So usually the admins when they admit you to the Facebook group, once user hits accept, boom, it's gone. 24:35 So are you saying Are you saying it's a private Facebook group, then? Yes, 24:40 it's a private Facebook group, but it's public facing so you can still start with, okay. Somebody has to share the group but it's private, but it's public, so people can find it. And then what I do is actually have a plug in to my CRM. I asked them for their name and email I consider it like a toll bridge. So Hulu has been through a toll. They've been through a toll recently Spencer not 25:00 recently, but you know, Texas and California have plenty. 25:04 So they can think of think of like a toll bridge. And they come into the group and they request to join my Facebook group, I still let them in no matter what. But I'm gonna ask for the name, email phone number, the name is already on the Facebook name, I'm gonna ask for the email phone number, they give it to me, boom, extracted information. So that's a free way everybody can literally start a Facebook group and it builds organically over time. I've seen people literally build up to like 30 40,000 people with the random Miss niches. It's crazy. So go start a Facebook group, start collecting people's information. And you can get it on the way in no charge, nothing like that. Another way I do is I have a free checklist. So I do land. I'm a real estate investor, I do land. So I have a free land investing checklist. Everybody has the ability to create free free product free PDF, a free eBook, a free spreadsheet. So how to how to value a property like you can guide 25:57 a blueprint, some kind of asset that you're given away for free, on a 26:01 percent. And there's often name, email, phone number, boom says I get it, I have so liberabit into my CRM to give them the asset that they're that they're collecting. And then I send them that free PDF that Lana vesting checklists. Another one that I have is I have $1 course, I uploaded videos. This is so funny, because they're free on YouTube. But I organize them in a course for $1. And they pull up my wallet, I always recommend having something that's paid even it's one to $5 something cheap. What I want them to do is I want my customers to get used to pulling out their wallet. And to it's another reason what that is I already have the card on file. So having the card on file is a whole nother superpower. If you're in the if you're in a product service businesses, so I get them, I get their name information and phone number. And then I also get their their credit card, not that I have their full credit card and I can use it for a great gracious thing. Yeah, it's just there. Like I use stripe and Stripe protects that that consumer information. I just have asked 27:03 for the number, security and encryption for sure. 100%. So 27:07 that's one things I use these all the all my like low tier products, just to get them into the door, the Facebook group, the checklist, and I have the dollar course. And that's something I'll build on my CRM, and it's out there just to collect information. That's all it is there. And then I put them through different higher tier products after that point. But they're always some people just come in through that free product or free resource. Right now we're also doing a giveaway, we're actually giving away five acres of land in Texas. And that's another way to get people's information. So you can do some type of giveaway, a gift card or something minimal to collect people's information. So a lot of cool different ways to do it. But customer data is very, very important because you actually need to know that customer affected that customer on a daily and not just them daily basis, but you need to collect customer as much as possible to convert that to actual business. All right integrations, communication and other services app interface, desktop efficiency. Google My Businesses Zapier, I recommend everybody here, one of our main frameworks that we teach is Google My Business. Everybody needs a Google My Business account, no matter what business you're in. No matter what business you're in, good to go My Business account, it's free. It's quite actually called the GBP. Now, it's a Google My Business, Google business profile is what they call it now. But he's been called Google My Business. I split Google My Business, because that's what it was for 10 years, a long time. So a lot of people know about that name. But Google My Business, you can connect your personal brand, your business, and it gets you on Google. So people use Google Maps, or Google interface, and they search your business, you're going to come up immediately with your website. And then some, there's actually a new integration with the Google My Business that you can actually message directly into, into that business. You can set up phone numbers, pictures, posting, whatever your up and coming stuff is coming up, you can post through Google My Business. So it's a free resource. app interface. There's a lot of resources now that we're heading to the we're heading deep in 21st century, you want to have something that's user user ability. So one thing I love about my CRM, I have an app interface. And like I said, this product, I'm not like teaching like about my CRM, Yes, I'll do a product called call to action at the end. But I want you to understand, like the importance of usability and ability to use it on the go. So one thing I love about having, like, if you whatever interface you're using, has does a test up interface is functional. Does that make sense? Is it user friendly? Does it have an app interface? So if you're not in front of the computer, can you still message and do anything with your contacts and call that contact from your business number? So I mentioned this earlier because I forgot earlier but a lot of clients they have like multiple phones, and I'm sure you've seen them where they'll have like three two phones in their pocket and ones their phone was This phone was a personal phone, you can use a CRM to actually control that. So you don't have to get another phone, you just put it through the app through your business phone number, and you have your regular phone that goes to your regular phone number. So there's a lot of cool things that you can do with CRMs. And a lot of them have different abilities, but give one that communicates with other services because like I said, you're going to have a lot of other products and services that want to meet with you that should communicate with each other but don't because they're just not they don't have an interface available. So make sure they've got integrations Zapier if you don't know what Zapier. Zapier is a product that connects to like over 40,000 different programs online, and it just sends its like think of like a bridge. It connects 40,000 different programs to other programs. So it's a really cool feature and a lot of up and coming products and services. They're getting connected with Zapier because Zapier gives them the user ability to connect to other products and services. So a lot of companies up and coming software companies are connecting to Zapier, just because they have that insert connectivity to other programs. So cool little program there. But integration is very, very important for CRMs, customer segmentation, tagging, asking for reviews asking for referrals follow up and appointment management. You need to source and segregate where your people are coming from and where they're going to. So you might have think we had a roofing company here. So let's say you have a roofing company, you might have clients, you might have customers, you might have other contractors calling your bid your one phone number, you need to find a way to sort of separate those that way you know who your customers are, who your vendors are, and who your who your who your past customers are. So you need to sort of sort and tag those. So having a tag based system is super, super important. Asking for reviews is another important. A lot of people love referrals. Super, super important. It's a lot. It's an untapped easily business resource that most businesses never touch. But asking for referrals. Your past business is usually your best lead intake for new business. I think I think he is really big on that as well. He DICOM was really big on the referrals. 32:13 Yep, he.com was, were built on the back of the raving referral to Brandon Barnum, who's the CEO of hp.com also authored the book raving referrals. So that's very much of what we do here. help you build your your referral team, your trusted team. And so you can constantly be referring clients, potential clients, to your team, to the people, you know, like and trust, and they can also refer them right back to you. Again, that would be that strategy link that I kind of put up on the screen, or excuse me, Daniel put up on the screen earlier today on the presentation. If you want to talk a little bit about how you can get more referrals through a twit.com we can absolutely have that conversation. I'm 32:58 Kylie yesteryear, kind of in particular platform for reviews. I'm going to cover this in a slide I think it's coming up that I'll cover at the end, I'm pretty sure is like coming up just to answer your question. I'm not avoiding your question. But we're gonna cover here in a second. Carl, you have a question. Okay. All right. So follow up follow up is super, super important. I mentioned earlier, it takes 12 contacts to convert a lead into business. So you got to have follow up systems, a lot of people will cold call Coco, Coco Coco never follow up, happens all the time happens in every business. So you need to have systems in place to make sure you follow up with that customer, either through automation or a reminder just to make sure you follow up with that person. Because you're going to you're going to get that that business when you follow up with that with your clients and leads as a whole. So follow up and then appointment management. Some customers they do appointment base, think of like a barber shop or a salon. They have time slotted appointments based off of whatever product or service that customers needing. But you might have like me, I have calendar appointments for presentations like this, I might do presentations for podcasts, I might have time for time slots for different things. So you can actually do appointment management, a big one that people know is Calendly that's all they do is calendar integration. So it's a huge thing to where where your customers can set a designated time on your calendar to meet with you or your team. It's very, very important. God Spencer again. Yeah. So 34:22 earlier you were talking about the people with with multiple phones and phone lines, right. So you have your personal phone, you have your business phone, you have your customer service line, you have your sales line, you have all these different lines. How what what as far as that when it comes to merging that into a CRM, I know Zapier is more of like kind of that that API data flow, but what's your feedback and suggestion when it comes to I have five different lines that I use? cuz I want to be able to track who's calling what the quantity of calls are, and then also put them in to that to that CRM and appropriately tagged on, what's your process for that. 35:10 So there's programs like that, there's Twilio is probably the biggest company out there, they're a publicly traded company, that's all there is the phone system. And then there's companies or small companies like call rail. So like, people might do like a phone based campaign. So we've done this with real estate. And this might be where like, you want to target like a certain neighborhood. And I think he was like, that sounds really big on that target certain neighborhoods, you can target a certain neighborhood and use a specific phone number. So you know, everybody that calls for Texas, one specific number is calling for that specific area. So you can do this for different parts of town different phone numbers, and it's all about the tracking ability of that phone. So there's, like I said, there's there's systems out there that are just for call tracking, call forwarding, and all that capability. And like I said, it's, it's a, it's a big jumble of things. This is where I talked about, there's a bunch of different services that do that one thing very well. But there's not very many that do all of them. Well, that the deal wasn't doing more well. 36:13 Yes, absolutely. Absolutely. 100% know what you're saying? 36:16 I hope everybody else does. There we go. Personalization. So this is where personalization could be to your business, specifically, like so we have refers to a mortgage, or as we have business owners that do different types of business. Personalization is where you want to maybe do separate how you separate yourself from the crowd. One thing I do that I love doing like presentations like this, because this is stuff that I do in my own business. So I recently started collecting birthdays. Daniel, why would you collect birthdays? Well, because I want to text them on their birthday. And I can put in my system, if I know their current client or a past client, if they're a past client, I'm gonna offer them a trial, or some type of coupon to get back become a client again. And if they're not a client, or if they're a current client, hey, I want to thank you for being a client, happy birthday. Like you can customize that. So it's like people's birthdays, you can do anniversaries. This one might become too like if you have like a really personal business where maybe you're like a marriage counselor or something like that you have marriage, you have people's anniversaries, happy anniversary, congratulations on your whatever year, you know, you can create customizations to really separate yourself from everybody else in your business, based off of your personalization of that of this product of the CRM. mailing addresses. One thing I'm collecting right now to this is the reason why is because and I just started doing this recently, and it's not like I started doing this when I first started the CRM business, like I'm gonna click people's everybody's email address. Now I just recently started doing this. I want to start doing direct mail for New Years, send them a postcard, a happy new year from hive mind, something really simple direct mail cost 50 cents a postcard, and maybe have 100 people costing 50 bucks, you know, something really to separate myself from other people, other people in business is direct mail. So I'll collect people's mailing addresses, property information, if you have multiple properties, if you're targeting people that have portfolios of assets, collect property information, like I said, it's really customizable and personable too. And you want to collect the information to that lead the specific, whatever business you're in, like if you're if you're doing life insurance, or insurance in general, how many kids do you have? Oh, and maybe the kids name's Bob, Larry, Joe, and John, you know, you can put all the information in there. And then whenever you're having the conversation of, Hey, how's John doing? Like, you always want to, you always want to be personable, and collect as much information as possible, because those are weapons you use to convert that client to a sale. 38:49 Absolutely. And I do have a quick little tip for the real estate professionals and the Mortgage Pros that are either on or watching this recording, through the personalization and accessing it through your CRM, whether it's an email or a text, or an MMS or an SMS, or RVM. There, I just learned something new today, by the way, just the acronym. What you could do as being a real estate or mortgage professional is, depending on a homeowner that maybe just bought a home, or you just closed a loan with set the follow up at 10 or 11 months. If they got a one year home warranty, right? Because they moved in, they got all moved in, they've set up their subscriptions. But they're 10 months into the new home, and they're not thinking about their warranty. I can promise you that probably 95% are not saying oh my home warranties are going to expire in two months. That's an opportunity for you as being a real Real Estate agent or a loan officer to send them a quick email based upon closed date, and say, Hey, just wanted to touch base, hopefully everything's great with your new home, we're so excited for you, oh, by the way, your home warranty, whether it's one or two, or three, or however many years, that's where you can kind of set that follow up to say, it's going to expire in the next month or two, you should probably renew that. And here's your link to do so. Or here's the asset that I, I suggest, or here's who your current company is, versus here's some other companies that you may want to look into providing value, even if they're done being a client, they're going to tell their friends, they're going to tell their family members, and when they decide they want to buy a new home and fly five years, they're going to remember you always being in their inbox at least once a year, maybe once a quarter, just checking in on them. So that's my quick little tip for the real estate and mortgage industries. 40:58 One thing I'll say too, is like interest rates are really, really high right now. So for that mortgage industry, maybe interest rates drop, and you can give them a better rate, boom, hit up all your past clients, hey, we're approving clients up to this rate. And then we got a business, we got a loan last year with us at seven 8%. Now we can get you down to five, or whatever it looks like in the future. So this is all about like what how you're, you're always gonna think like, think ahead whenever you're messing with CRM products, because you don't know exactly how you're going to use it in the future. And it's all about data collection. So you might like that, that that birthday on some random on some random conversation. But now you have it for six months from now when it's their birthday. So it's always forward thinking and thinking ahead of how you're going to use that information to aid get that sale, or get them back into your into your system again, as another client, automation, save time scale of outreach, email automation, lead, nurturing and follow up and support management. This is a huge one. A lot of people love the amplification of automation. Because it's kind of takes it off of your hands, like having to call 1000 people is a lot, it's gonna take you a long time, especially if you're not using a dialer. So this can save a lot of outreach, using an RVM, or a text, or some type of email to 1000 people boom, that email went out this morning at ADM, now you're getting emails back about whatever your outreach was. So it gives you that leverage to touch and connect with more people without having to physically do it, which is really, really super important. The automation, you can automate your business through systems and you can automate with people but people always cost. People always cost time management, insurance, and all the things that come up people in the house gotta manage people. But if you can, and this is one of my things, if you can automate with systems, and then higher, you get a lot more leverage, as a business owner, support management, one thing I do is I put everybody into my system. And we do outreach through one number and all the inbound support comes in through the same number. So if you have a large team, and I think Spencer allude to this, if you have multiple numbers for your sales and operating team, you can route people through one number, which I think each way to accomplish the same thing as you can route everybody through one number. That way, support sales. Everybody can see it and they everybody can answer based and especially if you're small team, it kind of brings everybody together so that way, like if it's a sales question, boom, sales answers, if it's a support, question support answers. So it kind of gives that flexibility and usability. And then one thing I love about this is I'm always watching me as the business owner, I get to monitor and make sure everybody's doing their part and carrying their their sector of the of the business because it's really, really important that I'm not customer support everybody's customer support, because we're all here to support the customer. So you can really translate that across using the same number. And then, of course, follow up and follow up super uber important. You make that first phone call, if they don't answer you can send a text and RVM Hey, sorry, Mr. Call, instead of you leaving that voicemail, hey, sorry, I can't just call right now, if you give me a call back, I'd appreciate it. Instead of doing that for every person, you can automate that. So you're not having to physically leave a voicemail for every person you call, which will save you a ton of time. See management's, they were talking about this a little bit with support, but lead distribution, assigning tasks, cost per user and accountability and support. So I just talked about a little bit support but lead distribution. So let's say that you have a sales team of five guys that handle all your inbound leads, you can every lead that comes in whether it's through texting, emailing, or online marketing, you can distribute to your team. So team management, and then you can disperse them to the team. So that's a huge one, lead distribution to your team and to your sales team. assigning tasks, whether you have different things to do for each customer. You can assign tasks to them, to make sure was doing their duty to that customer, whether it's to become a customer, or they already are customer, and you're now delivering product service. So setting tasks, cost per user, this is another big one too, a lot of CRM products, they charge you per seat. And it can get really, really expensive as your team grows, they might give you some type of free offer product upfront, just exchange the program. And then once you're locked in using it, gonna hit you with a per user basis as your team grows, they're just gonna hit you for all you got later on. And then support a lot of CRM products that are very large, and they might have a ticket system where you might not hear responses for 24 to 48 hours or even longer. And it's really hard to get help when you need it, which is I think, a bad thing. And then accountability. If everybody's on the same page in your team or when you're talking to customer service for CRM, a colts kennels everybody accountable when you're when you're using a CRM product, kind of heading towards the end. This is for Kylie, quick, more reviews. And I say, so Kylie asked, I'm gonna come back to your question says yes it given a scale? And do you recommend any particular platform for reviews, or your friend just simply ask for time for review. So I personally do everything I try and get screenshots, whether they've messaged my CRM, or they text me personally, raving review because I can use them a website, I always ask them to use a Google because that shows my Google, the more Google reviews I get, the more Google puts my website, above other people's that say product or service, or people search my my type of niche or keywords, it's going to show up higher because I have a lot more higher Google reviews. And then video video is super important too. You can use that to get more clients to convert, and you can put it on your website and all the above, of course. So even if it's the same review, ask them to do all three. A I'm gonna leave you a review, or can you text me a review? Can you send me a photo review? Can you send me a video review? Like especially if they're raving, they're like they love if you did such a good job for them. They might do all three, without without even questioning it like, Yeah, I'll do all three, no problem. So it's just asking, asking them to do more reviews. And I try and get all three. So Google, of course is it's usually a live link base. Once you create a Google My Business account, you can actually get, go to that main account and get a link to share with that customer and then go straight to their Google, as long as you're logged into their Google account. I'll go because you have to be a verified Google user to leave a Google review. So if you set up that Google link from Google and business, it actually goes straight to their Google account, and then they can leave their review. And suicide started by my brother leaves a lot of Google reviews and he gets sick incentivized now by Google for leaving Google review. So a lot of people do it for different reasons. But if you ask for it, people do it. Video. If you have a higher price product, video reviews work very very well. And I recommend getting the video video review. You can have them hey, can you do a quick selfie video, explain why you liked the service, how we're able to help you and just general like ask like a four or five question, shoot it to him and have him record selfie video. Super, super easy to do, you can automate that you can ask that personally. Or you might do it in person with them. Like if you're doing door to door sales, like hey, you might do an a quick video with me. And that might be pretty recipes like when the job's done, knock on the door and ask them for a video review. Something easy to do and you can have your customers get used to your whoever that person is last person to leave the door has asked for that in your SOPs. So why different ways to do it, but there's no wrong way I just said click them off. I've mentioned this earlier. I like using the recycling logo for this one because leads turn into conversions, turn into reviews and then use more of those reviews to get more leads. So yeah, if you skip the reviews part you're always having to prospect for new leads so reviews solidifying confirm that they want to be a lead which turns into future customer. So I like using this little recycling logo for that. This last little pitch here but highlight serum is one of the things where we talk about this unlimited websites unlimited users funnels, unlimited contacts, some CRMs they charge you when you hit a certain amount of contacts, they start taxing you. We do SMS RVM and email we actually integrate with Twilio which that publicly traded phone system so we have a single line power dialer that comes with that and then you can text email I push all my customers through one number and that's how I managed to support all my clients through that one number and then they they're kind of like my think of like having a secretary your secretary filters all your business so I push them all to that one number and then that my team on my on my on my CRM side they manage and push everybody out based off of whatever support they need or questions they have And that's kind of how I do it. So it's kind of via a sales team, a support team, and all this customer support and all this stuff, you can push them off to one number and kind of manage them that way, integrate with social media. I didn't cover that. But we can post on Facebook, Instagram, Google ads, Google My Business, email, and calendars. We integrate with Google in a lot of different ways. And it gives you the analytics and data without having to go to Google to get all the information, it's in your dashboard in your account. So you get a lot of reporting, and just user interface and KPIs. Calendars is another huge one, I use calendars lot for my business for setting appointments, and my podcast appointments and all that stuff. It's just a way to drive traffic. And it integrates with my Google account. So my double stacked on my Google Calendar, but it's just organized a lot different stuff. And then task management, I use that on automation. So whenever a new client comes in and buys certain product, I automatically assigned tasks for my team to do. And then they fulfill the task based off whatever property servers are getting. So I'm not manually setting as a task. And then customer support we we do five days a week right now 10 hours a day. And we're here to support all our customers in a lot of different ways. But we help no matter what niche you're in, we try and provide as much support as possible. Just Amobi gives more business give as much business as possible. Because one thing I think about CRM as a whole is should should amplify your business. So usually the cost of a CRM might be extensive. But users should amplify and get more business as a whole, just because the ability to automate and systematize and control your flow that customers come in through is priceless. 30 day trial, I'll put a link to it here in the chat. I forgot to have that in front of me. Does anyone have any questions? That's the last slide. But I'll put a link to the 30 child here in the chat. 51:52 Yeah, Daniel, that was awesome, man. There's a ton of information there, you know, it's good to kind of start thinking outside the box, depending on what industry you're in and thinking, hey, does my CRM do this? Or does it do that are Hey, I'd really love it to do this. I think you said a couple things during the presentation. As far as the follow up goes and the automation and making sure those pieces are kind of set up in a CRM that can help you and support the business from that aspect allows you to essentially set all that stuff up and really kind of set it up and forget it until you need to make an adjustment and, and adjust those emails or those texts or, or the messaging or anything like that. But ultimately, what it comes down to guys is if you don't already have a CRM, or you're maybe not as happy with the CRM that you're currently using, I would absolutely suggest you know giving, given Daniel a call having a conversation. You know, maybe maybe he has a solution for you. Maybe Maybe it doesn't work either way, we it's worth a shot. So give him a call Daniel, throw your email on the chat for everybody on the call, just in case they want to get a hold of you or your website or wherever you'd like to put them at. But once again, Daniel, I appreciate your time today, man. Awesome work. Good stuff. Super great stuff. Actually. I'm super excited to have you today. I really appreciate you being here, man. No, no, 53:24 I really appreciate you guys having me. Like I said, no matter what's your MO use, get something that works for you and your business. Whether you use mine or not, this is not really about me. But you need to get something that amplifies your business. Because a lot of business fields, a lot of business owners fail, like growing and scaling because they're not using a CRM at all. And I hate for you to do that. So please do something, even if it's not even if it is mine and mountain lion, I don't really care but just use something. It helped me grow and scale. Shad asks what support level comes with 27. You get our support, whenever you need, your team will have to build a website for you and help you with your SMS integration opt in. Because right now if you have to register, you have to read everybody's is that use texting has to register. So actually helped build the website for you. And that comes with it. And then you get a lot of support. And if you want to like customizations for your business, our team can meet with you and kind of help you give me ideas of how to lead generate and do lead generation for your business. But there's a lot of things that come with that. Yep, thank you like so for everybody here, I really appreciate coming in. Like I said, I really wanted to educate you on CRMs as a whole just because it can take your business to a whole nother level when once you actually integrate and build this thing of the CRM is like as a wall, you have to start from the bottom and build the front and build your like your ground level stuff. But once you get that wall built, it's a very, very affordable defense and really something to build your business off of. So I hope you all can have a have a better business feature and get more leads and more business. Absolutely. 54:49 Once again, Daniel, thank you so much for your time today. We're gonna go ahead and be respectful of everybody's time. We're right at about two o'clock, Arizona time so we're gonna go cut this. And once again, Daniel, thank you so much for coming, man. And I'm sure I'm sure we'll see it's no problem. Thank you. All right, go D max. 55:10 All right, watch this video. 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