WEBVTT Kind: captions Language: en 00:00:05.650 --> 00:00:07.459 align:start position:0% [Music] 00:00:07.459 --> 00:00:07.469 align:start position:0% [Music] 00:00:07.469 --> 00:00:10.739 align:start position:0% [Music] this<00:00:08.469> is<00:00:08.559> Ricky<00:00:08.889> Regalado<00:00:09.309> CEO<00:00:10.299> and<00:00:10.450> Founder 00:00:10.739 --> 00:00:10.749 align:start position:0% this is Ricky Regalado CEO and Founder 00:00:10.749 --> 00:00:13.829 align:start position:0% this is Ricky Regalado CEO and Founder reliable<00:00:11.320> services<00:00:11.740> welcome<00:00:12.549> to<00:00:13.150> cleaning 00:00:13.829 --> 00:00:13.839 align:start position:0% reliable services welcome to cleaning 00:00:13.839 --> 00:00:16.250 align:start position:0% reliable services welcome to cleaning and<00:00:14.049> cocktails 00:00:16.250 --> 00:00:16.260 align:start position:0% and cocktails 00:00:16.260 --> 00:00:19.130 align:start position:0% and cocktails [Music] 00:00:19.130 --> 00:00:19.140 align:start position:0% [Music] 00:00:19.140 --> 00:00:21.540 align:start position:0% [Music] hi<00:00:20.140> I'm<00:00:20.289> mark<00:00:20.500> Batista<00:00:20.980> president<00:00:21.460> of 00:00:21.540 --> 00:00:21.550 align:start position:0% hi I'm mark Batista president of 00:00:21.550 --> 00:00:24.120 align:start position:0% hi I'm mark Batista president of citywide<00:00:21.939> building<00:00:22.359> maintenance<00:00:22.599> we're<00:00:22.990> a<00:00:23.130> 37 00:00:24.120 --> 00:00:24.130 align:start position:0% citywide building maintenance we're a 37 00:00:24.130 --> 00:00:25.890 align:start position:0% citywide building maintenance we're a 37 year<00:00:24.279> old<00:00:24.310> company<00:00:24.699> located<00:00:25.270> in<00:00:25.509> Itasca 00:00:25.890 --> 00:00:25.900 align:start position:0% year old company located in Itasca 00:00:25.900 --> 00:00:28.319 align:start position:0% year old company located in Itasca Illinois<00:00:26.590> we<00:00:26.980> clean<00:00:27.310> about<00:00:27.520> 15<00:00:28.090> million 00:00:28.319 --> 00:00:28.329 align:start position:0% Illinois we clean about 15 million 00:00:28.329 --> 00:00:31.170 align:start position:0% Illinois we clean about 15 million square<00:00:28.750> feet<00:00:28.990> at<00:00:29.169> night<00:00:29.380> and<00:00:30.039> we<00:00:30.460> are<00:00:30.579> a<00:00:30.610> total 00:00:31.170 --> 00:00:31.180 align:start position:0% square feet at night and we are a total 00:00:31.180 --> 00:00:33.720 align:start position:0% square feet at night and we are a total facility<00:00:31.500> solution<00:00:32.500> provider<00:00:33.010> my<00:00:33.520> name<00:00:33.670> is 00:00:33.720 --> 00:00:33.730 align:start position:0% facility solution provider my name is 00:00:33.730 --> 00:00:35.250 align:start position:0% facility solution provider my name is Juan<00:00:33.940> I'm<00:00:34.150> the<00:00:34.329> owner<00:00:34.480> of<00:00:34.600> spotless<00:00:35.019> clean<00:00:35.199> in 00:00:35.250 --> 00:00:35.260 align:start position:0% Juan I'm the owner of spotless clean in 00:00:35.260 --> 00:00:37.890 align:start position:0% Juan I'm the owner of spotless clean in Chicago<00:00:35.710> so<00:00:36.400> we<00:00:36.430> have<00:00:36.670> a<00:00:36.699> little<00:00:36.970> bit<00:00:37.120> of<00:00:37.150> 170 00:00:37.890 --> 00:00:37.900 align:start position:0% Chicago so we have a little bit of 170 00:00:37.900 --> 00:00:39.810 align:start position:0% Chicago so we have a little bit of 170 employees<00:00:37.960> currently<00:00:38.589> and<00:00:39.010> I<00:00:39.550> think<00:00:39.730> the 00:00:39.810 --> 00:00:39.820 align:start position:0% employees currently and I think the 00:00:39.820 --> 00:00:41.549 align:start position:0% employees currently and I think the biggest<00:00:40.030> thing<00:00:40.180> that<00:00:40.330> we<00:00:40.930> love<00:00:41.199> about<00:00:41.440> the 00:00:41.549 --> 00:00:41.559 align:start position:0% biggest thing that we love about the 00:00:41.559 --> 00:00:43.590 align:start position:0% biggest thing that we love about the company<00:00:41.920> is<00:00:42.100> the<00:00:42.879> technology<00:00:43.330> that<00:00:43.480> we<00:00:43.570> use 00:00:43.590 --> 00:00:43.600 align:start position:0% company is the technology that we use 00:00:43.600 --> 00:00:45.150 align:start position:0% company is the technology that we use that<00:00:43.900> allows<00:00:44.080> us<00:00:44.110> to<00:00:44.410> stay<00:00:44.589> in<00:00:44.650> communication 00:00:45.150 --> 00:00:45.160 align:start position:0% that allows us to stay in communication 00:00:45.160 --> 00:00:46.979 align:start position:0% that allows us to stay in communication with<00:00:45.250> everyone<00:00:45.640> hello<00:00:46.269> everyone<00:00:46.600> my<00:00:46.809> name<00:00:46.930> is 00:00:46.979 --> 00:00:46.989 align:start position:0% with everyone hello everyone my name is 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goal is basically to find solutions for<00:00:54.280> every<00:00:54.520> client<00:00:54.820> and<00:00:55.210> our<00:00:55.539> mission<00:00:55.930> is 00:00:56.010 --> 00:00:56.020 align:start position:0% for every client and our mission is 00:00:56.020 --> 00:00:57.869 align:start position:0% for every client and our mission is really<00:00:56.050> truly<00:00:56.590> enhanced<00:00:57.070> the<00:00:57.129> image<00:00:57.250> of<00:00:57.579> every 00:00:57.869 --> 00:00:57.879 align:start position:0% really truly enhanced the image of every 00:00:57.879 --> 00:01:00.540 align:start position:0% really truly enhanced the image of every facility<00:00:58.090> we<00:00:58.510> touch<00:00:58.750> thanks<00:00:59.230> guys<00:00:59.440> enjoy<00:01:00.430> the 00:01:00.540 --> 00:01:00.550 align:start position:0% facility we touch thanks guys enjoy the 00:01:00.550 --> 00:01:03.860 align:start position:0% facility we touch thanks guys enjoy the show 00:01:03.860 --> 00:01:03.870 align:start position:0% 00:01:03.870 --> 00:01:06.360 align:start position:0% alright<00:01:04.870> guys<00:01:05.020> welcome<00:01:05.500> to<00:01:05.680> clean<00:01:06.100> evening 00:01:06.360 --> 00:01:06.370 align:start position:0% alright guys welcome to clean evening 00:01:06.370 --> 00:01:09.000 align:start position:0% alright guys welcome to clean evening cocktails<00:01:06.880> episode<00:01:07.540> number<00:01:07.720> two<00:01:08.050> I'm<00:01:08.770> back 00:01:09.000 --> 00:01:09.010 align:start position:0% cocktails episode number two I'm back 00:01:09.010 --> 00:01:10.710 align:start position:0% cocktails episode number two I'm back here<00:01:09.190> again<00:01:09.250> and<00:01:09.610> the<00:01:09.700> janitor's<00:01:10.060> closet<00:01:10.120> as 00:01:10.710 --> 00:01:10.720 align:start position:0% here again and the janitor's closet as 00:01:10.720 --> 00:01:12.090 align:start position:0% here again and the janitor's closet as you<00:01:10.900> can<00:01:11.080> see<00:01:11.230> we<00:01:11.350> got<00:01:11.470> a<00:01:11.530> nice<00:01:11.680> little<00:01:11.830> mop 00:01:12.090 --> 00:01:12.100 align:start position:0% you can see we got a nice little mop 00:01:12.100 --> 00:01:14.010 align:start position:0% you can see we got a nice little mop heads<00:01:12.370> you<00:01:12.580> know<00:01:12.670> I<00:01:12.850> sell<00:01:13.270> every<00:01:13.600> where<00:01:13.780> it's<00:01:13.960> a 00:01:14.010 --> 00:01:14.020 align:start position:0% heads you know I sell every where it's a 00:01:14.020 --> 00:01:17.430 align:start position:0% heads you know I sell every where it's a great<00:01:14.260> backdrop<00:01:14.850> but<00:01:15.850> yeah<00:01:16.060> so<00:01:16.330> I<00:01:16.660> just<00:01:17.140> want 00:01:17.430 --> 00:01:17.440 align:start position:0% great backdrop but yeah so I just want 00:01:17.440 --> 00:01:18.600 align:start position:0% great backdrop but yeah so I just want to<00:01:17.500> take<00:01:17.590> a<00:01:17.620> second<00:01:17.980> to<00:01:18.040> introduce<00:01:18.190> everybody 00:01:18.600 --> 00:01:18.610 align:start position:0% to take a second to introduce everybody 00:01:18.610 --> 00:01:20.580 align:start position:0% to take a second to introduce everybody again<00:01:18.940> I<00:01:19.120> got<00:01:19.480> some<00:01:19.720> wolf<00:01:19.870> and<00:01:20.080> blue<00:01:20.200> cleaning 00:01:20.580 --> 00:01:20.590 align:start position:0% again I got some wolf and blue cleaning 00:01:20.590 --> 00:01:23.340 align:start position:0% again I got some wolf and blue cleaning wand<00:01:21.550> for<00:01:21.700> a<00:01:21.790> spotless<00:01:22.180> cleaning<00:01:22.540> and<00:01:22.720> Mark 00:01:23.340 --> 00:01:23.350 align:start position:0% wand for a spotless cleaning and Mark 00:01:23.350 --> 00:01:26.190 align:start position:0% wand for a spotless cleaning and Mark from<00:01:23.620> citywide<00:01:24.040> maintenance<00:01:24.520> again<00:01:25.240> Chicago 00:01:26.190 --> 00:01:26.200 align:start position:0% from citywide maintenance again Chicago 00:01:26.200 --> 00:01:28.320 align:start position:0% from citywide maintenance again Chicago boys<00:01:26.410> you<00:01:26.860> know<00:01:26.979> the<00:01:27.130> show<00:01:27.640> is<00:01:27.670> based<00:01:28.000> here<00:01:28.180> in 00:01:28.320 --> 00:01:28.330 align:start position:0% boys you know the show is based here in 00:01:28.330 --> 00:01:31.350 align:start position:0% boys you know the show is based here in the<00:01:28.420> Chicago<00:01:28.510> area<00:01:28.979> but<00:01:29.979> I<00:01:30.010> just<00:01:30.250> want<00:01:31.150> to<00:01:31.240> talk 00:01:31.350 --> 00:01:31.360 align:start position:0% the Chicago area but I just want to talk 00:01:31.360 --> 00:01:33.630 align:start position:0% the Chicago area but I just want to talk about<00:01:31.420> sales<00:01:31.930> today<00:01:32.229> right<00:01:32.680> bidding<00:01:33.520> and 00:01:33.630 --> 00:01:33.640 align:start position:0% about sales today right bidding and 00:01:33.640 --> 00:01:35.250 align:start position:0% about sales today right bidding and estimating<00:01:33.970> it's<00:01:34.510> the<00:01:34.570> number<00:01:34.840> one<00:01:34.990> thing 00:01:35.250 --> 00:01:35.260 align:start position:0% estimating it's the number one thing 00:01:35.260 --> 00:01:38.310 align:start position:0% estimating it's the number one thing that<00:01:35.290> buses<00:01:36.100> cleaning<00:01:36.430> companies<00:01:37.140> we<00:01:38.140> gotta 00:01:38.310 --> 00:01:38.320 align:start position:0% that buses cleaning companies we gotta 00:01:38.320 --> 00:01:40.050 align:start position:0% that buses cleaning companies we gotta worry<00:01:38.530> about<00:01:38.619> sales<00:01:39.160> and<00:01:39.610> we<00:01:39.670> got<00:01:39.820> to<00:01:39.910> worry 00:01:40.050 --> 00:01:40.060 align:start position:0% worry about sales and we got to worry 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you is what are you doing<00:01:47.619> in<00:01:47.860> this<00:01:48.070> in<00:01:48.369> this<00:01:48.759> day<00:01:48.940> and<00:01:48.970> age<00:01:49.180> to 00:01:49.680 --> 00:01:49.690 align:start position:0% doing in this in this day and age to 00:01:49.690 --> 00:01:51.870 align:start position:0% doing in this in this day and age to help<00:01:49.930> you<00:01:50.050> drive<00:01:50.380> sale<00:01:50.800> so<00:01:51.250> I<00:01:51.280> think<00:01:51.430> one<00:01:51.850> of 00:01:51.870 --> 00:01:51.880 align:start position:0% help you drive sale so I think one of 00:01:51.880 --> 00:01:54.889 align:start position:0% help you drive sale so I think one of the<00:01:52.030> keys<00:01:52.330> that<00:01:52.780> we're<00:01:53.320> focusing<00:01:53.950> on<00:01:54.100> today<00:01:54.310> is 00:01:54.889 --> 00:01:54.899 align:start position:0% the keys that we're focusing on today is 00:01:54.899 --> 00:01:58.680 align:start position:0% the keys that we're focusing on today is really<00:01:55.899> going<00:01:56.470> back<00:01:56.710> and<00:01:57.210> every<00:01:58.210> year<00:01:58.479> that 00:01:58.680 --> 00:01:58.690 align:start position:0% really going back and every year that 00:01:58.690 --> 00:02:01.260 align:start position:0% really going back and every year that we're<00:01:58.930> planting<00:01:59.710> seeds<00:02:00.220> and<00:02:00.580> we're<00:02:00.850> going<00:02:01.149> out 00:02:01.260 --> 00:02:01.270 align:start position:0% we're planting seeds and we're going out 00:02:01.270 --> 00:02:03.900 align:start position:0% we're planting seeds and we're going out there<00:02:01.540> and<00:02:01.780> we're<00:02:02.200> prospecting<00:02:03.040> on<00:02:03.250> foot<00:02:03.640> and 00:02:03.900 --> 00:02:03.910 align:start position:0% there and we're prospecting on foot and 00:02:03.910 --> 00:02:06.990 align:start position:0% there and we're prospecting on foot and hand<00:02:04.660> picking<00:02:04.869> our<00:02:05.110> business<00:02:05.500> the<00:02:06.280> businesses 00:02:06.990 --> 00:02:07.000 align:start position:0% hand picking our business the businesses 00:02:07.000 --> 00:02:10.469 align:start position:0% hand picking our business the businesses that<00:02:07.030> we<00:02:07.509> bid<00:02:07.720> on<00:02:07.869> that<00:02:08.080> we<00:02:08.200> do<00:02:08.410> not<00:02:08.679> get<00:02:09.479> we 00:02:10.469 --> 00:02:10.479 align:start position:0% that we bid on that we do not get we 00:02:10.479 --> 00:02:13.350 align:start position:0% that we bid on that we do not get we have<00:02:11.020> a<00:02:11.050> follow<00:02:11.530> up<00:02:11.650> plan<00:02:12.100> in<00:02:12.340> place<00:02:12.580> for<00:02:13.150> those 00:02:13.350 --> 00:02:13.360 align:start position:0% have a follow up plan in place for those 00:02:13.360 --> 00:02:16.530 align:start position:0% have a follow up plan in place for those businesses<00:02:14.130> because<00:02:15.130> we<00:02:15.400> put<00:02:15.880> out<00:02:16.030> so<00:02:16.420> many 00:02:16.530 --> 00:02:16.540 align:start position:0% businesses because we put out so many 00:02:16.540 --> 00:02:18.960 align:start position:0% businesses because we put out so many bids<00:02:16.870> a<00:02:17.020> year<00:02:17.319> that<00:02:17.860> we<00:02:18.130> can't<00:02:18.490> afford<00:02:18.610> the 00:02:18.960 --> 00:02:18.970 align:start position:0% bids a year that we can't afford the 00:02:18.970 --> 00:02:21.000 align:start position:0% bids a year that we can't afford the opportunity<00:02:19.240> if<00:02:19.810> we<00:02:20.230> don't<00:02:20.380> get<00:02:20.500> the<00:02:20.650> bid<00:02:20.800> now 00:02:21.000 --> 00:02:21.010 align:start position:0% opportunity if we don't get the bid now 00:02:21.010 --> 00:02:23.880 align:start position:0% opportunity if we don't get the bid now it<00:02:21.370> just<00:02:21.430> doesn't<00:02:22.030> mean<00:02:22.780> we<00:02:22.990> stop<00:02:23.290> trying<00:02:23.590> now 00:02:23.880 --> 00:02:23.890 align:start position:0% it just doesn't mean we stop trying now 00:02:23.890 --> 00:02:26.970 align:start position:0% it just doesn't mean we stop trying now so<00:02:24.670> we<00:02:25.390> have<00:02:25.660> a<00:02:25.690> process<00:02:25.959> in<00:02:26.200> place<00:02:26.350> to<00:02:26.590> follow 00:02:26.970 --> 00:02:26.980 align:start position:0% so we have a process in place to follow 00:02:26.980 --> 00:02:29.100 align:start position:0% so we have a process in place to follow up<00:02:27.190> with<00:02:27.310> them<00:02:27.490> down<00:02:27.670> the<00:02:27.819> line<00:02:27.900> thank<00:02:28.900> them 00:02:29.100 --> 00:02:29.110 align:start position:0% up with them down the line thank them 00:02:29.110 --> 00:02:31.980 align:start position:0% up with them down the line thank them for<00:02:29.410> the<00:02:29.560> forbidding<00:02:30.310> okay<00:02:30.970> even<00:02:31.510> if<00:02:31.600> we<00:02:31.720> don't 00:02:31.980 --> 00:02:31.990 align:start position:0% for the forbidding okay even if we don't 00:02:31.990 --> 00:02:33.360 align:start position:0% for the forbidding okay even if we don't get<00:02:32.140> the<00:02:32.260> bid<00:02:32.410> because<00:02:32.709> one<00:02:32.920> of<00:02:32.950> the<00:02:33.130> things 00:02:33.360 --> 00:02:33.370 align:start position:0% get the bid because one of the things 00:02:33.370 --> 00:02:35.670 align:start position:0% get the bid because one of the things that<00:02:33.670> people<00:02:34.510> are<00:02:34.720> gonna<00:02:34.870> remember<00:02:35.110> the<00:02:35.470> most 00:02:35.670 --> 00:02:35.680 align:start position:0% that people are gonna remember the most 00:02:35.680 --> 00:02:40.740 align:start position:0% that people are gonna remember the most is<00:02:36.930> how<00:02:37.930> we<00:02:37.990> ended<00:02:38.620> things<00:02:39.540> everyone<00:02:40.540> else 00:02:40.740 --> 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be happy 00:02:45.550 --> 00:02:47.520 align:start position:0% their choice they might not be happy with<00:02:45.640> their<00:02:45.760> choice<00:02:45.970> but<00:02:46.690> if<00:02:47.110> they're<00:02:47.380> not 00:02:47.520 --> 00:02:47.530 align:start position:0% with their choice but if they're not 00:02:47.530 --> 00:02:50.790 align:start position:0% with their choice but if they're not happy<00:02:47.800> with<00:02:47.920> their<00:02:48.069> choice<00:02:49.170> it<00:02:50.170> gives<00:02:50.500> you<00:02:50.709> an 00:02:50.790 --> 00:02:50.800 align:start position:0% happy with their choice it gives you an 00:02:50.800 --> 00:02:53.520 align:start position:0% happy with their choice it gives you an opportunity<00:02:51.040> to<00:02:51.459> reopen<00:02:52.030> the<00:02:52.330> door<00:02:52.540> let's<00:02:53.319> say 00:02:53.520 --> 00:02:53.530 align:start position:0% opportunity to reopen the door let's say 00:02:53.530 --> 00:02:56.339 align:start position:0% opportunity to reopen the door let's say if<00:02:53.680> you<00:02:53.980> sent<00:02:54.819> a<00:02:54.910> thank-you<00:02:55.180> letter<00:02:55.420> for<00:02:55.810> for 00:02:56.339 --> 00:02:56.349 align:start position:0% if you sent a thank-you letter for for 00:02:56.349 --> 00:02:59.339 align:start position:0% if you sent a thank-you letter for for the<00:02:56.740> opportunity<00:02:57.400> to<00:02:57.520> bid<00:02:57.730> but<00:02:58.000> someone<00:02:58.360> so 00:02:59.339 --> 00:02:59.349 align:start position:0% the opportunity to bid but someone so 00:02:59.349 --> 00:03:01.830 align:start position:0% the opportunity to bid but someone so you're<00:02:59.470> talking<00:02:59.709> about<00:03:00.180> really<00:03:01.180> work<00:03:01.480> to 00:03:01.830 --> 00:03:01.840 align:start position:0% you're talking about really work to 00:03:01.840 --> 00:03:03.780 align:start position:0% you're talking about really work to follow<00:03:02.080> up<00:03:02.290> on<00:03:02.470> the<00:03:02.590> process 00:03:03.780 --> 00:03:03.790 align:start position:0% follow up on the process 00:03:03.790 --> 00:03:07.449 align:start position:0% follow up on the process laughter<00:03:04.790> and<00:03:05.720> I<00:03:05.840> mean<00:03:06.020> the<00:03:06.170> majority<00:03:06.680> the 00:03:07.449 --> 00:03:07.459 align:start position:0% laughter and I mean the majority the 00:03:07.459 --> 00:03:09.820 align:start position:0% laughter and I mean the majority the majority<00:03:07.640> of<00:03:08.150> our<00:03:08.510> business<00:03:08.569> is<00:03:09.140> coming<00:03:09.410> from 00:03:09.820 --> 00:03:09.830 align:start position:0% majority of our business is coming from 00:03:09.830 --> 00:03:11.920 align:start position:0% majority of our business is coming from going<00:03:10.550> out<00:03:10.670> there<00:03:10.880> and<00:03:10.970> knocking<00:03:11.330> on<00:03:11.450> doors 00:03:11.920 --> 00:03:11.930 align:start position:0% going out there and knocking on doors 00:03:11.930 --> 00:03:13.990 align:start position:0% going out there and knocking on doors okay<00:03:12.590> we're<00:03:12.860> hand<00:03:13.130> picking<00:03:13.520> our<00:03:13.640> business 00:03:13.990 --> 00:03:14.000 align:start position:0% okay we're hand picking our business 00:03:14.000 --> 00:03:16.090 align:start position:0% okay we're hand picking our business because<00:03:14.150> we<00:03:14.330> know<00:03:14.600> that<00:03:14.810> there's<00:03:15.020> people<00:03:15.860> out 00:03:16.090 --> 00:03:16.100 align:start position:0% because we know that there's people out 00:03:16.100 --> 00:03:18.520 align:start position:0% because we know that there's people out there<00:03:16.160> that<00:03:16.450> are<00:03:17.450> serious<00:03:17.990> about<00:03:18.170> cleaning 00:03:18.520 --> 00:03:18.530 align:start position:0% there that are serious about cleaning 00:03:18.530 --> 00:03:19.780 align:start position:0% there that are serious about cleaning and<00:03:18.740> there's<00:03:18.890> people<00:03:19.100> out<00:03:19.340> there<00:03:19.520> that<00:03:19.670> are 00:03:19.780 --> 00:03:19.790 align:start position:0% and there's people out there that are 00:03:19.790 --> 00:03:23.070 align:start position:0% and there's people out there that are really<00:03:20.270> shopping<00:03:20.540> for<00:03:20.840> price<00:03:21.080> so<00:03:21.970> selling 00:03:23.070 --> 00:03:23.080 align:start position:0% really shopping for price so selling 00:03:23.080 --> 00:03:27.670 align:start position:0% really shopping for price so selling based<00:03:24.080> on<00:03:24.319> value<00:03:24.800> is<00:03:26.140> something<00:03:27.140> that<00:03:27.350> we<00:03:27.470> want 00:03:27.670 --> 00:03:27.680 align:start position:0% based on value is something that we want 00:03:27.680 --> 00:03:30.070 align:start position:0% based on value is something that we want to<00:03:27.709> focus<00:03:27.860> on<00:03:28.190> rather<00:03:28.850> than<00:03:29.180> selling<00:03:29.930> for<00:03:30.050> a 00:03:30.070 --> 00:03:30.080 align:start position:0% to focus on rather than selling for a 00:03:30.080 --> 00:03:30.400 align:start position:0% to focus on rather than selling for a low<00:03:30.170> price 00:03:30.400 --> 00:03:30.410 align:start position:0% low price 00:03:30.410 --> 00:03:34.570 align:start position:0% low price okay<00:03:31.069> know<00:03:31.970> why<00:03:32.510> before<00:03:33.200> so<00:03:33.770> same<00:03:34.130> question<00:03:34.280> to 00:03:34.570 --> 00:03:34.580 align:start position:0% okay know why before so same question to 00:03:34.580 --> 00:03:37.150 align:start position:0% okay know why before so same question to you<00:03:34.640> but<00:03:35.030> so<00:03:35.959> you<00:03:36.019> guys<00:03:36.230> don't<00:03:36.410> know<00:03:36.590> or<00:03:36.860> if<00:03:37.040> you 00:03:37.150 --> 00:03:37.160 align:start position:0% you but so you guys don't know or if you 00:03:37.160 --> 00:03:39.250 align:start position:0% you but so you guys don't know or if you you<00:03:37.430> may<00:03:37.550> not<00:03:37.580> know<00:03:37.880> but<00:03:38.060> in<00:03:38.239> the<00:03:38.330> Chicago<00:03:38.630> area 00:03:39.250 --> 00:03:39.260 align:start position:0% you may not know but in the Chicago area 00:03:39.260 --> 00:03:41.710 align:start position:0% you may not know but in the Chicago area this<00:03:40.190> guy's<00:03:40.400> website<00:03:40.850> is<00:03:40.970> the<00:03:41.060> first<00:03:41.300> website 00:03:41.710 --> 00:03:41.720 align:start position:0% this guy's website is the first website 00:03:41.720 --> 00:03:57.640 align:start position:0% this guy's website is the first website that<00:03:41.750> pops<00:03:42.080> up<00:03:43.660> on<00:03:46.600> my<00:03:47.600> head 00:03:57.640 --> 00:03:57.650 align:start position:0% 00:03:57.650 --> 00:03:59.920 align:start position:0% ha<00:03:58.640> you<00:03:58.850> know<00:03:58.940> that's<00:03:59.120> interesting<00:03:59.300> because<00:03:59.690> I 00:03:59.920 --> 00:03:59.930 align:start position:0% ha you know that's interesting because I 00:03:59.930 --> 00:04:02.080 align:start position:0% ha you know that's interesting because I I<00:04:00.140> think<00:04:00.560> I'm<00:04:00.680> probably<00:04:00.830> the<00:04:01.040> worst<00:04:01.250> person<00:04:01.459> to 00:04:02.080 --> 00:04:02.090 align:start position:0% I think I'm probably the worst person to 00:04:02.090 --> 00:04:03.910 align:start position:0% I think I'm probably the worst person to answer<00:04:02.810> that<00:04:02.900> question<00:04:03.110> you<00:04:03.590> know<00:04:03.709> I<00:04:03.769> always 00:04:03.910 --> 00:04:03.920 align:start position:0% answer that question you know I always 00:04:03.920 --> 00:04:06.640 align:start position:0% answer that question you know I always like<00:04:04.550> to<00:04:04.580> say<00:04:04.819> that<00:04:05.030> I<00:04:05.209> don't<00:04:05.360> sell<00:04:05.900> because<00:04:06.200> a 00:04:06.640 --> 00:04:06.650 align:start position:0% like to say that I don't sell because a 00:04:06.650 --> 00:04:10.000 align:start position:0% like to say that I don't sell because a lot<00:04:07.100> of<00:04:07.190> these<00:04:07.340> do<00:04:07.579> comes<00:04:07.850> loss<00:04:08.829> so<00:04:09.829> we're 00:04:10.000 --> 00:04:10.010 align:start position:0% lot of these do comes loss so we're 00:04:10.010 --> 00:04:12.550 align:start position:0% lot of these do comes loss so we're really<00:04:10.160> more<00:04:10.459> so<00:04:10.750> closing<00:04:11.750> right<00:04:12.079> so<00:04:12.260> we<00:04:12.380> take 00:04:12.550 --> 00:04:12.560 align:start position:0% really more so closing right so we take 00:04:12.560 --> 00:04:13.990 align:start position:0% really more so closing right so we take the<00:04:12.680> leave<00:04:12.829> it<00:04:12.890> in<00:04:13.010> and<00:04:13.220> we're<00:04:13.760> gonna<00:04:13.850> work 00:04:13.990 --> 00:04:14.000 align:start position:0% the leave it in and we're gonna work 00:04:14.000 --> 00:04:15.250 align:start position:0% the leave it in and we're gonna work qualifying<00:04:14.450> make<00:04:14.600> sure<00:04:14.720> that<00:04:14.810> they<00:04:14.989> fit<00:04:15.170> our 00:04:15.250 --> 00:04:15.260 align:start position:0% qualifying make sure that they fit our 00:04:15.260 --> 00:04:17.590 align:start position:0% qualifying make sure that they fit our business<00:04:15.590> model<00:04:15.920> and<00:04:16.299> what<00:04:17.299> I<00:04:17.329> mean<00:04:17.479> by<00:04:17.570> that 00:04:17.590 --> 00:04:17.600 align:start position:0% business model and what I mean by that 00:04:17.600 --> 00:04:19.270 align:start position:0% business model and what I mean by that is<00:04:17.810> you<00:04:18.019> know<00:04:18.109> we<00:04:18.229> don't<00:04:18.260> we<00:04:18.680> can't<00:04:19.039> service 00:04:19.270 --> 00:04:19.280 align:start position:0% is you know we don't we can't service 00:04:19.280 --> 00:04:20.890 align:start position:0% is you know we don't we can't service everyone<00:04:19.729> right<00:04:19.940> and<00:04:20.090> so<00:04:20.239> we<00:04:20.390> just<00:04:20.570> want<00:04:20.810> to 00:04:20.890 --> 00:04:20.900 align:start position:0% everyone right and so we just want to 00:04:20.900 --> 00:04:23.170 align:start position:0% everyone right and so we just want to focus<00:04:21.109> on<00:04:21.440> the<00:04:22.070> markets<00:04:22.460> and<00:04:22.729> the<00:04:22.820> segments 00:04:23.170 --> 00:04:23.180 align:start position:0% focus on the markets and the segments 00:04:23.180 --> 00:04:26.650 align:start position:0% focus on the markets and the segments that<00:04:23.240> we<00:04:24.140> excel<00:04:24.710> in<00:04:24.740> right<00:04:25.100> so<00:04:25.400> and<00:04:25.970> you<00:04:26.600> know 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wasn't 00:04:32.440 --> 00:04:32.450 align:start position:0% so you know within our case and I wasn't 00:04:32.450 --> 00:04:33.730 align:start position:0% so you know within our case and I wasn't joking<00:04:32.600> around<00:04:32.780> fifty<00:04:33.080> dollars<00:04:33.320> a<00:04:33.350> quick<00:04:33.560> is 00:04:33.730 --> 00:04:33.740 align:start position:0% joking around fifty dollars a quick is 00:04:33.740 --> 00:04:37.570 align:start position:0% joking around fifty dollars a quick is it<00:04:33.890> you<00:04:34.640> know<00:04:34.760> it's<00:04:35.330> you<00:04:36.050> know<00:04:36.520> sometimes<00:04:37.520> I 00:04:37.570 --> 00:04:37.580 align:start position:0% it you know it's you know sometimes I 00:04:37.580 --> 00:04:39.430 align:start position:0% it you know it's you know sometimes I might<00:04:37.669> take<00:04:37.850> five<00:04:38.000> quicks<00:04:38.360> ten<00:04:38.930> quits<00:04:39.169> before 00:04:39.430 --> 00:04:39.440 align:start position:0% might take five quicks ten quits before 00:04:39.440 --> 00:04:42.300 align:start position:0% might take five quicks ten quits before we<00:04:39.560> have<00:04:39.650> a<00:04:39.680> call<00:04:39.860> so<00:04:40.130> that<00:04:40.340> call<00:04:41.000> you<00:04:41.570> know<00:04:41.690> is 00:04:42.300 --> 00:04:42.310 align:start position:0% we have a call so that call you know is 00:04:42.310 --> 00:04:45.010 align:start position:0% we have a call so that call you know is costing<00:04:43.310> us<00:04:43.400> somewhere<00:04:43.640> between<00:04:43.840> $250<00:04:44.840> to 00:04:45.010 --> 00:04:45.020 align:start position:0% costing us somewhere between $250 to 00:04:45.020 --> 00:04:47.620 align:start position:0% costing us somewhere between $250 to $500<00:04:45.680> so<00:04:45.860> with<00:04:46.550> that<00:04:46.669> said<00:04:46.880> I<00:04:46.910> have<00:04:47.120> you<00:04:47.510> know 00:04:47.620 --> 00:04:47.630 align:start position:0% $500 so with that said I have you know 00:04:47.630 --> 00:04:49.150 align:start position:0% $500 so with that said I have you know someone<00:04:48.080> always<00:04:48.320> has<00:04:48.590> to<00:04:48.620> answer<00:04:48.919> the<00:04:49.010> phone 00:04:49.150 --> 00:04:49.160 align:start position:0% someone always has to answer the phone 00:04:49.160 --> 00:04:51.100 align:start position:0% someone always has to answer the phone at<00:04:49.280> the<00:04:49.400> office<00:04:49.430> you<00:04:49.940> know<00:04:50.030> you<00:04:50.900> know<00:04:50.990> they 00:04:51.100 --> 00:04:51.110 align:start position:0% at the office you know you know they 00:04:51.110 --> 00:04:52.840 align:start position:0% at the office you know you know they know<00:04:51.289> that<00:04:51.470> some<00:04:51.950> of<00:04:52.039> those<00:04:52.130> if<00:04:52.400> that<00:04:52.580> phone's 00:04:52.840 --> 00:04:52.850 align:start position:0% know that some of those if that phone's 00:04:52.850 --> 00:04:54.070 align:start position:0% know that some of those if that phone's ringing<00:04:53.060> no<00:04:53.479> one's<00:04:53.570> answering<00:04:53.780> that<00:04:54.020> phone 00:04:54.070 --> 00:04:54.080 align:start position:0% ringing no one's answering that phone 00:04:54.080 --> 00:04:55.550 align:start position:0% ringing no one's answering that phone there's<00:04:54.890> gonna<00:04:55.039> be 00:04:55.550 --> 00:04:55.560 align:start position:0% there's gonna be 00:04:55.560 --> 00:04:57.920 align:start position:0% there's gonna be price<00:04:55.710> to<00:04:55.889> pay<00:04:56.040> yeah<00:04:56.250> because<00:04:57.090> every<00:04:57.660> single 00:04:57.920 --> 00:04:57.930 align:start position:0% price to pay yeah because every single 00:04:57.930 --> 00:04:59.900 align:start position:0% price to pay yeah because every single call<00:04:58.080> a<00:04:58.110> little<00:04:58.410> know<00:04:58.500> is<00:04:58.650> 250<00:04:59.280> to<00:04:59.370> 500<00:04:59.520> dollars 00:04:59.900 --> 00:04:59.910 align:start position:0% call a little know is 250 to 500 dollars 00:04:59.910 --> 00:05:02.810 align:start position:0% call a little know is 250 to 500 dollars and<00:05:00.060> that's<00:05:00.150> a<00:05:00.330> big<00:05:00.930> part<00:05:01.230> I<00:05:01.470> think<00:05:01.889> is<00:05:02.040> you 00:05:02.810 --> 00:05:02.820 align:start position:0% and that's a big part I think is you 00:05:02.820 --> 00:05:04.190 align:start position:0% and that's a big part I think is you know<00:05:02.880> every<00:05:03.090> now<00:05:03.210> and<00:05:03.389> then<00:05:03.480> I<00:05:03.540> have<00:05:03.780> called<00:05:04.080> it 00:05:04.190 --> 00:05:04.200 align:start position:0% know every now and then I have called it 00:05:04.200 --> 00:05:05.450 align:start position:0% know every now and then I have called it a<00:05:04.260> businesses<00:05:04.710> for<00:05:04.860> whatever<00:05:05.010> reason<00:05:05.370> like 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and they don't call back they don't a 00:05:18.300 --> 00:05:20.659 align:start position:0% and they don't call back they don't a snap<00:05:18.540> boom<00:05:18.780> sure<00:05:19.740> in<00:05:19.860> its<00:05:20.040> license<00:05:20.460> as<00:05:20.580> they 00:05:20.659 --> 00:05:20.669 align:start position:0% snap boom sure in its license as they 00:05:20.669 --> 00:05:22.129 align:start position:0% snap boom sure in its license as they call<00:05:20.850> it<00:05:21.060> back<00:05:21.240> three<00:05:21.450> days<00:05:21.540> later<00:05:21.840> and<00:05:21.990> it's 00:05:22.129 --> 00:05:22.139 align:start position:0% call it back three days later and it's 00:05:22.139 --> 00:05:23.960 align:start position:0% call it back three days later and it's like<00:05:22.320> it's<00:05:22.830> too<00:05:22.950> late<00:05:23.130> like<00:05:23.460> how<00:05:23.580> do<00:05:23.639> you<00:05:23.730> bring 00:05:23.960 --> 00:05:23.970 align:start position:0% like it's too late like how do you bring 00:05:23.970 --> 00:05:26.540 align:start position:0% like it's too late like how do you bring your<00:05:24.000> business<00:05:24.450> yeah<00:05:24.900> so<00:05:25.230> I<00:05:25.620> you<00:05:26.160> know<00:05:26.220> I'd<00:05:26.370> say 00:05:26.540 --> 00:05:26.550 align:start position:0% your business yeah so I you know I'd say 00:05:26.550 --> 00:05:27.740 align:start position:0% your business yeah so I you know I'd say the<00:05:26.669> biggest<00:05:26.820> thing<00:05:27.000> is<00:05:27.240> you<00:05:27.450> know<00:05:27.540> being 00:05:27.740 --> 00:05:27.750 align:start position:0% the biggest thing is you know being 00:05:27.750 --> 00:05:29.480 align:start position:0% the biggest thing is you know being proactive<00:05:28.020> make<00:05:28.590> make<00:05:28.860> sure<00:05:29.040> picking<00:05:29.310> up<00:05:29.400> that 00:05:29.480 --> 00:05:29.490 align:start position:0% proactive make make sure picking up that 00:05:29.490 --> 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calling<00:05:34.470> their<00:05:34.590> client<00:05:34.770> from<00:05:34.860> the<00:05:34.919> general 00:05:35.210 --> 00:05:35.220 align:start position:0% calling their client from the general 00:05:35.220 --> 00:05:37.100 align:start position:0% calling their client from the general number<00:05:35.340> so<00:05:36.180> if<00:05:36.389> you<00:05:36.479> try<00:05:36.660> climbing<00:05:36.960> back 00:05:37.100 --> 00:05:37.110 align:start position:0% number so if you try climbing back 00:05:37.110 --> 00:05:38.629 align:start position:0% number so if you try climbing back you're<00:05:37.350> kind<00:05:37.530> of<00:05:37.560> screwed<00:05:37.800> anyway<00:05:37.979> yeah<00:05:38.370> you 00:05:38.629 --> 00:05:38.639 align:start position:0% you're kind of screwed anyway yeah you 00:05:38.639 --> 00:05:39.800 align:start position:0% you're kind of screwed anyway yeah you know<00:05:38.729> cuz<00:05:38.940> they're<00:05:39.120> not<00:05:39.150> gonna<00:05:39.389> know<00:05:39.510> who<00:05:39.660> try 00:05:39.800 --> 00:05:39.810 align:start position:0% know cuz they're not gonna know who try 00:05:39.810 --> 00:05:41.719 align:start position:0% know cuz they're not gonna know who try calling<00:05:40.080> you<00:05:40.169> so<00:05:40.350> biggest<00:05:41.070> thing<00:05:41.220> is<00:05:41.340> pick<00:05:41.639> up 00:05:41.719 --> 00:05:41.729 align:start position:0% calling you so biggest thing is pick up 00:05:41.729 --> 00:05:45.409 align:start position:0% calling you so biggest thing is pick up the<00:05:41.790> phone<00:05:42.020> okay<00:05:43.020> so<00:05:43.790> so<00:05:44.790> really<00:05:45.000> for<00:05:45.210> you<00:05:45.300> is 00:05:45.409 --> 00:05:45.419 align:start position:0% the phone okay so so really for you is 00:05:45.419 --> 00:05:47.719 align:start position:0% the phone okay so so really for you is you're<00:05:45.750> vetting<00:05:46.200> more<00:05:46.860> so<00:05:47.070> than<00:05:47.250> even<00:05:47.460> driving 00:05:47.719 --> 00:05:47.729 align:start position:0% you're vetting more so than even driving 00:05:47.729 --> 00:05:49.430 align:start position:0% you're vetting more so than even driving because<00:05:48.120> the<00:05:48.210> website<00:05:48.600> is<00:05:48.630> driving<00:05:49.169> sales 00:05:49.430 --> 00:05:49.440 align:start position:0% because the website is driving sales 00:05:49.440 --> 00:05:51.590 align:start position:0% because the website is driving sales right<00:05:49.620> right<00:05:49.830> right<00:05:50.010> and<00:05:50.340> we'll<00:05:51.300> get<00:05:51.419> into 00:05:51.590 --> 00:05:51.600 align:start position:0% right right right and we'll get into 00:05:51.600 --> 00:05:53.300 align:start position:0% right right right and we'll get into that<00:05:51.690> a<00:05:51.990> little<00:05:52.169> bit<00:05:52.320> later<00:05:52.560> as<00:05:52.740> far<00:05:52.919> as<00:05:53.100> you 00:05:53.300 --> 00:05:53.310 align:start position:0% that a little bit later as far as you 00:05:53.310 --> 00:05:55.070 align:start position:0% that a little bit later as far as you know<00:05:53.400> SEO<00:05:53.760> and<00:05:54.060> ad<00:05:54.210> campaign<00:05:54.690> and<00:05:54.840> stuff<00:05:54.990> like 00:05:55.070 --> 00:05:55.080 align:start position:0% know SEO and ad campaign and stuff like 00:05:55.080 --> 00:05:56.840 align:start position:0% know SEO and ad campaign and stuff like that<00:05:55.290> cuz<00:05:55.500> for<00:05:56.070> a<00:05:56.100> lot<00:05:56.250> of<00:05:56.340> people<00:05:56.520> that<00:05:56.639> don't 00:05:56.840 --> 00:05:56.850 align:start position:0% that cuz for a lot of people that don't 00:05:56.850 --> 00:05:59.270 align:start position:0% that cuz for a lot of people that don't do<00:05:57.120> it<00:05:57.330> you<00:05:58.020> might<00:05:58.169> add<00:05:58.320> some<00:05:58.500> value<00:05:58.830> one<00:05:58.979> you 00:05:59.270 --> 00:05:59.280 align:start position:0% do it you might add some value one you 00:05:59.280 --> 00:06:00.860 align:start position:0% do it you might add some value one you know<00:05:59.400> giving<00:05:59.640> us<00:05:59.700> some<00:06:00.030> just<00:06:00.240> some<00:06:00.330> tips<00:06:00.600> later 00:06:00.860 --> 00:06:00.870 align:start position:0% know giving us some just some tips later 00:06:00.870 --> 00:06:04.340 align:start position:0% know giving us some just some tips later but<00:06:01.530> now<00:06:02.400> so<00:06:02.970> another<00:06:03.630> and<00:06:03.840> there's<00:06:03.990> a<00:06:04.050> reason 00:06:04.340 --> 00:06:04.350 align:start position:0% but now so another and there's a reason 00:06:04.350 --> 00:06:06.020 align:start position:0% but now so another and there's a reason why<00:06:04.440> I<00:06:04.470> booked<00:06:04.740> all<00:06:05.010> three<00:06:05.340> of<00:06:05.460> these<00:06:05.850> guys 00:06:06.020 --> 00:06:06.030 align:start position:0% why I booked all three of these guys 00:06:06.030 --> 00:06:07.790 align:start position:0% why I booked all three of these guys together<00:06:06.479> in<00:06:06.630> the<00:06:06.690> same<00:06:06.870> room<00:06:07.080> with<00:06:07.200> my<00:06:07.320> Sophos 00:06:07.790 --> 00:06:07.800 align:start position:0% together in the same room with my Sophos 00:06:07.800 --> 00:06:10.100 align:start position:0% together in the same room with my Sophos so<00:06:08.460> Saul's<00:06:08.820> company<00:06:09.180> blue<00:06:09.360> cleaning<00:06:09.720> is 00:06:10.100 --> 00:06:10.110 align:start position:0% so Saul's company blue cleaning is 00:06:10.110 --> 00:06:11.210 align:start position:0% so Saul's company blue cleaning is probably<00:06:10.440> one<00:06:10.560> of<00:06:10.590> the<00:06:10.680> most<00:06:10.770> following 00:06:11.210 --> 00:06:11.220 align:start position:0% probably one of the most following 00:06:11.220 --> 00:06:13.940 align:start position:0% probably one of the most following companies<00:06:11.490> on<00:06:11.760> social<00:06:12.120> media<00:06:12.390> so<00:06:12.960> obviously 00:06:13.940 --> 00:06:13.950 align:start position:0% companies on social media so obviously 00:06:13.950 --> 00:06:15.770 align:start position:0% companies on social media so obviously that<00:06:14.130> drives<00:06:14.400> sales<00:06:15.000> and<00:06:15.240> helps<00:06:15.450> with<00:06:15.479> sales 00:06:15.770 --> 00:06:15.780 align:start position:0% that drives sales and helps with sales 00:06:15.780 --> 00:06:18.710 align:start position:0% that drives sales and helps with sales but<00:06:16.020> what<00:06:16.200> same<00:06:17.160> question<00:06:17.460> is<00:06:17.610> in<00:06:18.300> addition<00:06:18.539> to 00:06:18.710 --> 00:06:18.720 align:start position:0% but what same question is in addition to 00:06:18.720 --> 00:06:19.940 align:start position:0% but what same question is in addition to that<00:06:18.900> or<00:06:19.169> if<00:06:19.289> you<00:06:19.380> want<00:06:19.530> to<00:06:19.560> touch<00:06:19.740> on<00:06:19.919> that 00:06:19.940 --> 00:06:19.950 align:start position:0% that or if you want to touch on that 00:06:19.950 --> 00:06:23.090 align:start position:0% that or if you want to touch on that what<00:06:20.280> how<00:06:21.180> are<00:06:21.390> you<00:06:21.570> driving<00:06:21.750> says<00:06:22.200> so<00:06:22.919> we're 00:06:23.090 --> 00:06:23.100 align:start position:0% what how are you driving says so we're 00:06:23.100 --> 00:06:26.960 align:start position:0% what how are you driving says so we're we're<00:06:23.460> focusing<00:06:24.000> our<00:06:24.650> brand<00:06:25.650> is<00:06:25.979> more<00:06:26.490> kind<00:06:26.910> of 00:06:26.960 --> 00:06:26.970 align:start position:0% we're focusing our brand is more kind of 00:06:26.970 --> 00:06:29.270 align:start position:0% we're focusing our brand is more kind of talking<00:06:27.300> about<00:06:27.479> social<00:06:27.870> medias<00:06:28.139> we're<00:06:29.100> really 00:06:29.270 --> 00:06:29.280 align:start position:0% talking about social medias we're really 00:06:29.280 --> 00:06:32.930 align:start position:0% talking about social medias we're really trying<00:06:29.550> to<00:06:29.669> bring<00:06:30.180> a<00:06:30.360> brand<00:06:30.630> presence<00:06:30.960> to<00:06:31.940> up 00:06:32.930 --> 00:06:32.940 align:start position:0% trying to bring a brand presence to up 00:06:32.940 --> 00:06:34.550 align:start position:0% trying to bring a brand presence to up to<00:06:33.000> the<00:06:33.180> market<00:06:33.600> because<00:06:33.870> it's<00:06:34.020> obviously<00:06:34.380> now 00:06:34.550 --> 00:06:34.560 align:start position:0% to the market because it's obviously now 00:06:34.560 --> 00:06:36.740 align:start position:0% to the market because it's obviously now social<00:06:34.800> media<00:06:34.979> is<00:06:35.190> taking<00:06:35.520> on<00:06:35.639> such<00:06:36.389> a<00:06:36.419> big 00:06:36.740 --> 00:06:36.750 align:start position:0% social media is taking on such a big 00:06:36.750 --> 00:06:38.260 align:start position:0% social media is taking on such a big role<00:06:37.050> right<00:06:37.440> and<00:06:37.620> getting<00:06:37.830> the<00:06:37.950> name 00:06:38.260 --> 00:06:38.270 align:start position:0% role right and getting the name 00:06:38.270 --> 00:06:40.450 align:start position:0% role right and getting the name they're<00:06:38.570> kind<00:06:38.930> of<00:06:38.960> understanding<00:06:39.590> the 00:06:40.450 --> 00:06:40.460 align:start position:0% they're kind of understanding the 00:06:40.460 --> 00:06:41.620 align:start position:0% they're kind of understanding the company<00:06:40.790> that<00:06:40.910> you<00:06:41.060> are<00:06:41.210> and<00:06:41.360> what<00:06:41.480> you're 00:06:41.620 --> 00:06:41.630 align:start position:0% company that you are and what you're 00:06:41.630 --> 00:06:43.680 align:start position:0% company that you are and what you're really<00:06:41.780> about<00:06:41.960> so<00:06:42.350> for<00:06:42.530> us<00:06:42.650> it's<00:06:42.830> really 00:06:43.680 --> 00:06:43.690 align:start position:0% really about so for us it's really 00:06:43.690 --> 00:06:46.480 align:start position:0% really about so for us it's really emphasizing<00:06:44.690> a<00:06:44.720> lot<00:06:44.840> about<00:06:45.020> culture<00:06:45.530> keeping 00:06:46.480 --> 00:06:46.490 align:start position:0% emphasizing a lot about culture keeping 00:06:46.490 --> 00:06:48.810 align:start position:0% emphasizing a lot about culture keeping a<00:06:46.550> face<00:06:46.790> out<00:06:46.970> there<00:06:47.030> so<00:06:47.690> that<00:06:47.840> customers<00:06:48.050> can 00:06:48.810 --> 00:06:48.820 align:start position:0% a face out there so that customers can 00:06:48.820 --> 00:06:51.310 align:start position:0% a face out there so that customers can relate<00:06:49.820> to<00:06:50.000> us<00:06:50.120> so<00:06:50.300> once<00:06:50.480> they<00:06:50.630> call<00:06:50.870> us<00:06:51.050> for 00:06:51.310 --> 00:06:51.320 align:start position:0% relate to us so once they call us for 00:06:51.320 --> 00:06:54.330 align:start position:0% relate to us so once they call us for for<00:06:51.740> services<00:06:52.280> they've<00:06:53.060> seen<00:06:53.270> plenty<00:06:53.510> of<00:06:53.690> our 00:06:54.330 --> 00:06:54.340 align:start position:0% for services they've seen plenty of our 00:06:54.340 --> 00:06:56.560 align:start position:0% for services they've seen plenty of our team<00:06:55.340> members<00:06:55.370> our<00:06:55.760> splash<00:06:56.030> technicians 00:06:56.560 --> 00:06:56.570 align:start position:0% team members our splash technicians 00:06:56.570 --> 00:06:58.240 align:start position:0% team members our splash technicians outfit<00:06:56.960> including<00:06:57.080> our<00:06:57.350> management<00:06:57.740> so<00:06:58.040> don't 00:06:58.240 --> 00:06:58.250 align:start position:0% outfit including our management so don't 00:06:58.250 --> 00:06:59.740 align:start position:0% outfit including our management so don't know<00:06:58.310> who<00:06:58.430> our<00:06:58.520> social<00:06:58.850> media<00:06:59.090> coordinator<00:06:59.360> is 00:06:59.740 --> 00:06:59.750 align:start position:0% know who our social media coordinator is 00:06:59.750 --> 00:07:02.860 align:start position:0% know who our social media coordinator is and<00:07:00.350> so<00:07:00.800> once<00:07:01.340> those<00:07:02.060> calls<00:07:02.360> come<00:07:02.600> in<00:07:02.720> they 00:07:02.860 --> 00:07:02.870 align:start position:0% and so once those calls come in they 00:07:02.870 --> 00:07:04.690 align:start position:0% and so once those calls come in they feel<00:07:03.050> like<00:07:03.230> they<00:07:03.380> already<00:07:03.410> know<00:07:03.830> us<00:07:04.040> so<00:07:04.310> for<00:07:04.550> us 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about our culture and I think that's<00:07:19.850> what<00:07:20.030> attracts<00:07:20.360> you<00:07:20.780> know<00:07:20.870> our<00:07:21.140> client 00:07:21.760 --> 00:07:21.770 align:start position:0% that's what attracts you know our client 00:07:21.770 --> 00:07:24.790 align:start position:0% that's what attracts you know our client base<00:07:21.920> but<00:07:22.480> aside<00:07:23.480> from<00:07:23.540> that<00:07:23.750> a<00:07:24.320> lot<00:07:24.680> of 00:07:24.790 --> 00:07:24.800 align:start position:0% base but aside from that a lot of 00:07:24.800 --> 00:07:26.320 align:start position:0% base but aside from that a lot of referrals<00:07:25.220> we<00:07:25.370> ask<00:07:25.550> for<00:07:25.700> referrals<00:07:25.790> which<00:07:26.210> is 00:07:26.320 --> 00:07:26.330 align:start position:0% referrals we ask for referrals which is 00:07:26.330 --> 00:07:28.240 align:start position:0% referrals we ask for referrals which is a<00:07:26.360> huge<00:07:26.600> thing<00:07:26.630> for<00:07:26.840> us<00:07:27.020> as<00:07:27.230> well<00:07:27.380> so<00:07:27.410> our 00:07:28.240 --> 00:07:28.250 align:start position:0% a huge thing for us as well so our 00:07:28.250 --> 00:07:30.190 align:start position:0% a huge thing for us as well so our clients<00:07:28.730> really<00:07:28.880> speak<00:07:29.210> you<00:07:29.630> know<00:07:29.750> highly<00:07:30.080> of 00:07:30.190 --> 00:07:30.200 align:start position:0% clients really speak you know highly of 00:07:30.200 --> 00:07:31.990 align:start position:0% clients really speak you know highly of us<00:07:30.290> for<00:07:30.680> those<00:07:30.800> that<00:07:30.950> you<00:07:31.100> work<00:07:31.280> with<00:07:31.490> it<00:07:31.700> so<00:07:31.880> we 00:07:31.990 --> 00:07:32.000 align:start position:0% us for those that you work with it so we 00:07:32.000 --> 00:07:34.660 align:start position:0% us for those that you work with it so we feel<00:07:32.030> like<00:07:32.350> that<00:07:33.350> client<00:07:33.860> base<00:07:34.040> really<00:07:34.400> brings 00:07:34.660 --> 00:07:34.670 align:start position:0% feel like that client base really brings 00:07:34.670 --> 00:07:35.890 align:start position:0% feel like that client base really brings that<00:07:34.850> certain<00:07:35.210> client<00:07:35.540> that<00:07:35.660> we're<00:07:35.780> looking 00:07:35.890 --> 00:07:35.900 align:start position:0% that certain client that we're looking 00:07:35.900 --> 00:07:38.500 align:start position:0% that certain client that we're looking for<00:07:36.080> as<00:07:36.350> well<00:07:36.500> and<00:07:37.340> so<00:07:37.550> for<00:07:38.120> us<00:07:38.210> it's<00:07:38.450> more 00:07:38.500 --> 00:07:38.510 align:start position:0% for as well and so for us it's more 00:07:38.510 --> 00:07:41.080 align:start position:0% for as well and so for us it's more keeping<00:07:38.990> that<00:07:39.110> tight-knit<00:07:39.940> community<00:07:40.940> and 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making sure it's the right client for 00:07:46.070 --> 00:07:48.310 align:start position:0% making sure it's the right client for you<00:07:46.160> so<00:07:46.700> you<00:07:47.000> touched<00:07:47.210> on<00:07:47.420> the<00:07:47.690> website<00:07:48.080> part 00:07:48.310 --> 00:07:48.320 align:start position:0% you so you touched on the website part 00:07:48.320 --> 00:07:51.100 align:start position:0% you so you touched on the website part and<00:07:48.710> that's<00:07:48.860> something<00:07:49.250> again<00:07:49.370> you<00:07:49.730> know<00:07:50.110> for 00:07:51.100 --> 00:07:51.110 align:start position:0% and that's something again you know for 00:07:51.110 --> 00:07:52.240 align:start position:0% and that's something again you know for the<00:07:51.230> audience<00:07:51.590> I<00:07:51.680> know<00:07:51.740> I<00:07:51.830> get<00:07:52.010> a<00:07:52.040> lot<00:07:52.190> of 00:07:52.240 --> 00:07:52.250 align:start position:0% the audience I know I get a lot of 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have<00:08:03.110> the<00:08:03.230> best 00:08:03.370 --> 00:08:03.380 align:start position:0% website does that mean you have the best 00:08:03.380 --> 00:08:05.020 align:start position:0% website does that mean you have the best company<00:08:03.770> you<00:08:04.310> may<00:08:04.460> just<00:08:04.640> have<00:08:04.700> the<00:08:04.790> best 00:08:05.020 --> 00:08:05.030 align:start position:0% company you may just have the best 00:08:05.030 --> 00:08:07.690 align:start position:0% company you may just have the best resources<00:08:05.510> right<00:08:05.690> but<00:08:06.560> let's<00:08:07.250> say<00:08:07.400> the<00:08:07.550> lead 00:08:07.690 --> 00:08:07.700 align:start position:0% resources right but let's say the lead 00:08:07.700 --> 00:08:10.600 align:start position:0% resources right but let's say the lead comes<00:08:07.970> in<00:08:08.150> through<00:08:08.360> the<00:08:08.480> website<00:08:09.340> what<00:08:10.340> you 00:08:10.600 --> 00:08:10.610 align:start position:0% comes in through the website what you 00:08:10.610 --> 00:08:12.370 align:start position:0% comes in through the website what you know<00:08:10.970> you<00:08:11.030> hear<00:08:11.330> the<00:08:11.450> term<00:08:11.630> I'm<00:08:11.960> sure<00:08:12.140> you<00:08:12.230> guys 00:08:12.370 --> 00:08:12.380 align:start position:0% know you hear the term I'm sure you guys 00:08:12.380 --> 00:08:14.230 align:start position:0% know you hear the term I'm sure you guys all<00:08:12.560> use<00:08:12.770> one<00:08:12.800> I'm<00:08:13.370> actually<00:08:13.580> just<00:08:13.910> starting 00:08:14.230 --> 00:08:14.240 align:start position:0% all use one I'm actually just starting 00:08:14.240 --> 00:08:16.420 align:start position:0% all use one I'm actually just starting to<00:08:14.390> to<00:08:15.170> figure<00:08:15.410> which<00:08:15.590> which<00:08:15.950> system<00:08:16.340> you<00:08:16.400> use 00:08:16.420 --> 00:08:16.430 align:start position:0% to to figure which which system you use 00:08:16.430 --> 00:08:19.570 align:start position:0% to to figure which which system you use with<00:08:17.060> CRM<00:08:17.800> whatever<00:08:18.800> you<00:08:19.010> know<00:08:19.100> we'll<00:08:19.280> go<00:08:19.400> back 00:08:19.570 --> 00:08:19.580 align:start position:0% with CRM whatever you know we'll go back 00:08:19.580 --> 00:08:21.910 align:start position:0% with CRM whatever you know we'll go back to<00:08:19.730> markets<00:08:20.150> what<00:08:20.300> what<00:08:20.870> CRM<00:08:21.410> are<00:08:21.530> you<00:08:21.680> using 00:08:21.910 --> 00:08:21.920 align:start position:0% to markets what what CRM are you using 00:08:21.920 --> 00:08:24.190 align:start position:0% to markets what what CRM are you using right<00:08:22.250> now<00:08:22.280> what<00:08:23.120> is<00:08:23.240> a<00:08:23.270> CRM<00:08:23.780> that<00:08:23.930> people 00:08:24.190 --> 00:08:24.200 align:start position:0% right now what is a CRM that people 00:08:24.200 --> 00:08:27.279 align:start position:0% right now what is a CRM that people don't<00:08:24.380> know<00:08:24.560> in<00:08:24.890> a<00:08:25.070> is<00:08:25.280> it<00:08:25.640> important 00:08:27.279 --> 00:08:27.289 align:start position:0% don't know in a is it important 00:08:27.289 --> 00:08:31.059 align:start position:0% don't know in a is it important so<00:08:28.960> contact<00:08:29.960> relationship<00:08:30.650> management 00:08:31.059 --> 00:08:31.069 align:start position:0% so contact relationship management 00:08:31.069 --> 00:08:37.630 align:start position:0% so contact relationship management system<00:08:31.550> CRM<00:08:32.120> is<00:08:34.029> is<00:08:35.029> crucial<00:08:35.599> to<00:08:35.930> a<00:08:36.640> business 00:08:37.630 --> 00:08:37.640 align:start position:0% system CRM is is crucial to a business 00:08:37.640 --> 00:08:40.750 align:start position:0% system CRM is is crucial to a business that's<00:08:37.789> trying<00:08:38.089> to<00:08:38.180> scale<00:08:38.419> okay<00:08:39.229> we<00:08:40.130> for<00:08:40.490> many 00:08:40.750 --> 00:08:40.760 align:start position:0% that's trying to scale okay we for many 00:08:40.760 --> 00:08:44.500 align:start position:0% that's trying to scale okay we for many many<00:08:41.180> years<00:08:41.300> to<00:08:41.630> use<00:08:41.990> the<00:08:42.380> base<00:08:42.770> baseline<00:08:43.760> CRM 00:08:44.500 --> 00:08:44.510 align:start position:0% many years to use the base baseline CRM 00:08:44.510 --> 00:08:48.010 align:start position:0% many years to use the base baseline CRM and<00:08:45.020> we<00:08:45.140> got<00:08:45.260> away<00:08:45.380> with<00:08:45.470> it<00:08:45.620> because<00:08:46.130> we<00:08:47.089> we 00:08:48.010 --> 00:08:48.020 align:start position:0% and we got away with it because we we 00:08:48.020 --> 00:08:50.320 align:start position:0% and we got away with it because we we housed<00:08:48.350> our<00:08:48.709> contacts<00:08:49.279> our<00:08:49.520> prospects<00:08:50.149> in 00:08:50.320 --> 00:08:50.330 align:start position:0% housed our contacts our prospects in 00:08:50.330 --> 00:08:52.380 align:start position:0% housed our contacts our prospects in there<00:08:50.540> none<00:08:51.260> of<00:08:51.290> our<00:08:51.529> business 00:08:52.380 --> 00:08:52.390 align:start position:0% there none of our business 00:08:52.390 --> 00:08:55.360 align:start position:0% there none of our business was<00:08:53.390> managed<00:08:53.839> inside<00:08:54.410> of<00:08:54.560> it<00:08:54.680> okay 00:08:55.360 --> 00:08:55.370 align:start position:0% was managed inside of it okay 00:08:55.370 --> 00:08:58.720 align:start position:0% was managed inside of it okay none<00:08:55.820> of<00:08:55.850> our<00:08:56.060> actual<00:08:56.770> customers<00:08:57.770> we<00:08:58.430> just 00:08:58.720 --> 00:08:58.730 align:start position:0% none of our actual customers we just 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that really hurt us with<00:09:08.810> the<00:09:09.260> old<00:09:09.470> CRM<00:09:09.890> we<00:09:10.040> were<00:09:10.160> using<00:09:10.490> was 00:09:10.800 --> 00:09:10.810 align:start position:0% with the old CRM we were using was 00:09:10.810 --> 00:09:13.090 align:start position:0% with the old CRM we were using was customer<00:09:11.810> service<00:09:12.170> we<00:09:12.830> were<00:09:12.920> getting 00:09:13.090 --> 00:09:13.100 align:start position:0% customer service we were getting 00:09:13.100 --> 00:09:15.269 align:start position:0% customer service we were getting terrible<00:09:13.550> customer<00:09:14.000> service<00:09:14.330> from<00:09:14.690> the 00:09:15.269 --> 00:09:15.279 align:start position:0% terrible customer service from the 00:09:15.279 --> 00:09:18.250 align:start position:0% terrible customer service from the service<00:09:16.279> we<00:09:16.430> were<00:09:16.640> using<00:09:16.880> and<00:09:17.360> I<00:09:17.899> was<00:09:18.050> kind<00:09:18.230> of 00:09:18.250 --> 00:09:18.260 align:start position:0% service we were using and I was kind of 00:09:18.260 --> 00:09:21.699 align:start position:0% service we were using and I was kind of afraid<00:09:18.380> to<00:09:18.589> make<00:09:18.770> the<00:09:18.980> step<00:09:19.250> okay<00:09:20.120> but<00:09:20.709> one 00:09:21.699 --> 00:09:21.709 align:start position:0% afraid to make the step okay but one 00:09:21.709 --> 00:09:23.949 align:start position:0% afraid to make the step okay but one thing<00:09:21.920> you<00:09:22.010> have<00:09:22.160> to<00:09:22.190> understand<00:09:22.730> about<00:09:22.959> CRM 00:09:23.949 --> 00:09:23.959 align:start position:0% thing you have to understand about CRM 00:09:23.959 --> 00:09:27.760 align:start position:0% thing you have to understand about CRM is<00:09:24.820> if<00:09:25.820> you<00:09:26.330> are<00:09:26.510> a<00:09:26.540> scaling<00:09:27.080> business<00:09:27.470> you 00:09:27.760 --> 00:09:27.770 align:start position:0% is if you are a scaling business you 00:09:27.770 --> 00:09:30.070 align:start position:0% is if you are a scaling business you want<00:09:27.950> to<00:09:28.040> automate<00:09:28.520> as<00:09:28.760> much<00:09:29.000> as<00:09:29.149> you<00:09:29.270> can<00:09:29.570> when 00:09:30.070 --> 00:09:30.080 align:start position:0% want to automate as much as you can when 00:09:30.080 --> 00:09:33.040 align:start position:0% want to automate as much as you can when it<00:09:30.200> comes<00:09:30.380> to<00:09:30.529> the<00:09:30.649> menial<00:09:31.070> tasks<00:09:31.670> of<00:09:32.050> the 00:09:33.040 --> 00:09:33.050 align:start position:0% it comes to the menial tasks of the 00:09:33.050 --> 00:09:35.440 align:start position:0% it comes to the menial tasks of the day-to-day<00:09:33.320> grind<00:09:33.770> so<00:09:34.370> what<00:09:35.000> I'm<00:09:35.089> talking 00:09:35.440 --> 00:09:35.450 align:start position:0% day-to-day grind so what I'm talking 00:09:35.450 --> 00:09:38.500 align:start position:0% day-to-day grind so what I'm talking about<00:09:35.480> is<00:09:35.779> things<00:09:36.380> like<00:09:36.470> quotes<00:09:36.890> okay<00:09:37.700> things 00:09:38.500 --> 00:09:38.510 align:start position:0% about is things like quotes okay things 00:09:38.510 --> 00:09:42.269 align:start position:0% about is things like quotes okay things like<00:09:38.810> follow-ups<00:09:39.649> things<00:09:39.980> like<00:09:40.160> renewals<00:09:40.660> I 00:09:42.269 --> 00:09:42.279 align:start position:0% like follow-ups things like renewals I 00:09:42.279 --> 00:09:44.350 align:start position:0% like follow-ups things like renewals I never<00:09:43.279> thought<00:09:43.520> we<00:09:43.700> were<00:09:43.820> gonna<00:09:43.940> be<00:09:44.029> able<00:09:44.240> to 00:09:44.350 --> 00:09:44.360 align:start position:0% never thought we were gonna be able to 00:09:44.360 --> 00:09:47.199 align:start position:0% never thought we were gonna be able to do<00:09:44.600> as<00:09:44.720> much<00:09:44.899> as<00:09:44.930> we<00:09:45.230> are<00:09:45.260> right<00:09:45.890> now<00:09:46.070> with<00:09:46.790> with 00:09:47.199 --> 00:09:47.209 align:start position:0% do as much as we are right now with with 00:09:47.209 --> 00:09:49.960 align:start position:0% do as much as we are right now with with using<00:09:47.690> Salesforce<00:09:48.170> but<00:09:48.440> man<00:09:49.130> we're<00:09:49.700> really 00:09:49.960 --> 00:09:49.970 align:start position:0% using Salesforce but man we're really 00:09:49.970 --> 00:09:51.670 align:start position:0% using Salesforce but man we're really going<00:09:50.360> to<00:09:50.540> we're<00:09:50.930> really<00:09:51.110> going<00:09:51.320> to<00:09:51.350> crank<00:09:51.529> it 00:09:51.670 --> 00:09:51.680 align:start position:0% going to we're really going to crank it 00:09:51.680 --> 00:09:52.690 align:start position:0% going to we're really going to crank it out<00:09:51.770> in 00:09:52.690 --> 00:09:52.700 align:start position:0% out in 00:09:52.700 --> 00:09:54.280 align:start position:0% out in really<00:09:52.880> gonna<00:09:53.030> be<00:09:53.150> beneficial<00:09:53.330> we're<00:09:54.170> gonna 00:09:54.280 --> 00:09:54.290 align:start position:0% really gonna be beneficial we're gonna 00:09:54.290 --> 00:09:58.480 align:start position:0% really gonna be beneficial we're gonna be<00:09:54.410> able<00:09:54.620> to<00:09:54.890> do<00:09:55.070> quotes<00:09:55.460> from<00:09:55.820> like<00:09:57.490> templates 00:09:58.480 --> 00:09:58.490 align:start position:0% be able to do quotes from like templates 00:09:58.490 --> 00:10:00.070 align:start position:0% be able to do quotes from like templates there's<00:09:58.910> no<00:09:59.060> more<00:09:59.210> typing<00:09:59.630> out<00:09:59.780> things 00:10:00.070 --> 00:10:00.080 align:start position:0% there's no more typing out things 00:10:00.080 --> 00:10:01.930 align:start position:0% there's no more typing out things anymore<00:10:00.350> because<00:10:00.710> all<00:10:01.430> of<00:10:01.610> your<00:10:01.820> information 00:10:01.930 --> 00:10:01.940 align:start position:0% anymore because all of your information 00:10:01.940 --> 00:10:04.000 align:start position:0% anymore because all of your information is<00:10:02.450> stored<00:10:02.690> in<00:10:02.900> a<00:10:02.960> system<00:10:03.350> right<00:10:03.710> and 00:10:04.000 --> 00:10:04.010 align:start position:0% is stored in a system right and 00:10:04.010 --> 00:10:06.730 align:start position:0% is stored in a system right and everything<00:10:04.910> is<00:10:05.030> insert<00:10:05.360> fields<00:10:05.780> so<00:10:06.230> an<00:10:06.440> insert 00:10:06.730 --> 00:10:06.740 align:start position:0% everything is insert fields so an insert 00:10:06.740 --> 00:10:08.680 align:start position:0% everything is insert fields so an insert field<00:10:07.010> is<00:10:07.280> basically<00:10:08.150> where<00:10:08.390> you're<00:10:08.510> picking 00:10:08.680 --> 00:10:08.690 align:start position:0% field is basically where you're picking 00:10:08.690 --> 00:10:12.100 align:start position:0% field is basically where you're picking from<00:10:09.050> a<00:10:09.140> drop<00:10:09.380> list<00:10:09.650> and<00:10:10.010> you<00:10:10.820> have<00:10:10.990> let's<00:10:11.990> say 00:10:12.100 --> 00:10:12.110 align:start position:0% from a drop list and you have let's say 00:10:12.110 --> 00:10:15.040 align:start position:0% from a drop list and you have let's say you<00:10:12.620> know<00:10:13.100> your<00:10:13.340> suffix<00:10:13.790> mister<00:10:14.300> or<00:10:14.930> your 00:10:15.040 --> 00:10:15.050 align:start position:0% you know your suffix mister or your 00:10:15.050 --> 00:10:17.320 align:start position:0% you know your suffix mister or your prefix<00:10:15.470> mister<00:10:15.940> customer<00:10:16.940> first<00:10:17.180> name 00:10:17.320 --> 00:10:17.330 align:start position:0% prefix mister customer first name 00:10:17.330 --> 00:10:19.390 align:start position:0% prefix mister customer first name customer<00:10:17.990> last<00:10:18.140> name<00:10:18.410> and<00:10:18.830> you're<00:10:18.980> filling 00:10:19.390 --> 00:10:19.400 align:start position:0% customer last name and you're filling 00:10:19.400 --> 00:10:21.670 align:start position:0% customer last name and you're filling all<00:10:19.520> that<00:10:19.670> information<00:10:20.180> in<00:10:20.330> it<00:10:20.450> for<00:10:20.660> us<00:10:20.810> I<00:10:21.080> mean 00:10:21.670 --> 00:10:21.680 align:start position:0% all that information in it for us I mean 00:10:21.680 --> 00:10:24.340 align:start position:0% all that information in it for us I mean being<00:10:22.220> a<00:10:22.310> 37<00:10:22.820> year<00:10:22.940> old<00:10:22.970> company<00:10:23.390> we<00:10:23.960> come<00:10:24.200> from 00:10:24.340 --> 00:10:24.350 align:start position:0% being a 37 year old company we come from 00:10:24.350 --> 00:10:26.080 align:start position:0% being a 37 year old company we come from the<00:10:24.470> time<00:10:24.680> when<00:10:24.950> there<00:10:25.280> were<00:10:25.400> no<00:10:25.550> computers 00:10:26.080 --> 00:10:26.090 align:start position:0% the time when there were no computers 00:10:26.090 --> 00:10:29.470 align:start position:0% the time when there were no computers and<00:10:26.870> we<00:10:27.080> were<00:10:27.230> writing<00:10:27.500> things<00:10:27.980> okay<00:10:28.850> not<00:10:29.270> me 00:10:29.470 --> 00:10:29.480 align:start position:0% and we were writing things okay not me 00:10:29.480 --> 00:10:33.390 align:start position:0% and we were writing things okay not me personally<00:10:29.750> but<00:10:30.050> you<00:10:30.830> know<00:10:30.920> I'm<00:10:31.040> not<00:10:31.190> that<00:10:31.430> old 00:10:33.390 --> 00:10:33.400 align:start position:0% personally but you know I'm not that old 00:10:33.400 --> 00:10:36.790 align:start position:0% personally but you know I'm not that old but<00:10:34.400> that<00:10:34.430> it's<00:10:35.090> you<00:10:35.510> know<00:10:35.540> CRM<00:10:36.200> is<00:10:36.320> huge<00:10:36.650> if 00:10:36.790 --> 00:10:36.800 align:start position:0% but that it's you know CRM is huge if 00:10:36.800 --> 00:10:41.260 align:start position:0% but that it's you know CRM is huge if you're<00:10:36.920> going<00:10:37.130> to<00:10:37.250> scale<00:10:37.570> automation<00:10:40.210> what<00:10:41.210> do 00:10:41.260 --> 00:10:41.270 align:start position:0% you're going to scale automation what do 00:10:41.270 --> 00:10:45.340 align:start position:0% you're going to scale automation what do you<00:10:41.330> have<00:10:41.450> in<00:10:41.570> place<00:10:43.600> mark<00:10:44.600> Salesforce<00:10:45.140> we'll 00:10:45.340 --> 00:10:45.350 align:start position:0% you have in place mark Salesforce we'll 00:10:45.350 --> 00:10:48.340 align:start position:0% you have in place mark Salesforce we'll talk<00:10:45.500> later<00:10:45.880> yeah<00:10:46.910> more<00:10:47.420> about<00:10:47.630> that<00:10:47.780> I<00:10:47.990> mean 00:10:48.340 --> 00:10:48.350 align:start position:0% talk later yeah more about that I mean 00:10:48.350 --> 00:10:51.760 align:start position:0% talk later yeah more about that I mean you<00:10:48.560> know<00:10:48.650> so<00:10:48.800> we're<00:10:48.950> a<00:10:49.250> hub<00:10:49.580> spy<00:10:49.790> user<00:10:49.970> so<00:10:50.900> you 00:10:51.760 --> 00:10:51.770 align:start position:0% you know so we're a hub spy user so you 00:10:51.770 --> 00:10:53.350 align:start position:0% you know so we're a hub spy user so you know<00:10:51.860> same<00:10:52.130> thing<00:10:52.160> you<00:10:52.400> know<00:10:52.490> for<00:10:52.520> me<00:10:52.820> it's 00:10:53.350 --> 00:10:53.360 align:start position:0% know same thing you know for me it's 00:10:53.360 --> 00:10:56.380 align:start position:0% know same thing you know for me it's what<00:10:53.830> what<00:10:54.830> did<00:10:54.890> CRM<00:10:55.340> and<00:10:55.460> so<00:10:55.550> I<00:10:55.610> see<00:10:56.180> a<00:10:56.210> lot<00:10:56.360> of 00:10:56.380 --> 00:10:56.390 align:start position:0% what what did CRM and so I see a lot of 00:10:56.390 --> 00:10:57.850 align:start position:0% what what did CRM and so I see a lot of companies<00:10:56.810> that<00:10:57.020> are<00:10:57.170> starting<00:10:57.350> off<00:10:57.590> and 00:10:57.850 --> 00:10:57.860 align:start position:0% companies that are starting off and 00:10:57.860 --> 00:11:00.190 align:start position:0% companies that are starting off and they're<00:10:57.950> so<00:10:58.130> focused<00:10:58.310> on<00:10:58.610> CRM<00:10:59.120> and<00:10:59.390> this<00:10:59.990> stuff 00:11:00.190 --> 00:11:00.200 align:start position:0% they're so focused on CRM and this stuff 00:11:00.200 --> 00:11:03.130 align:start position:0% they're so focused on CRM and this stuff and<00:11:00.380> I<00:11:00.670> would<00:11:01.670> almost<00:11:01.790> say<00:11:01.970> don't<00:11:02.810> even<00:11:02.990> worry 00:11:03.130 --> 00:11:03.140 align:start position:0% and I would almost say don't even worry 00:11:03.140 --> 00:11:04.420 align:start position:0% and I would almost say don't even worry about<00:11:03.200> sharing<00:11:03.680> when<00:11:03.800> you're<00:11:03.920> first<00:11:04.070> starting 00:11:04.420 --> 00:11:04.430 align:start position:0% about sharing when you're first starting 00:11:04.430 --> 00:11:06.400 align:start position:0% about sharing when you're first starting off<00:11:04.520> because<00:11:04.790> it's<00:11:05.150> actually<00:11:05.390> pretty<00:11:06.050> time 00:11:06.400 --> 00:11:06.410 align:start position:0% off because it's actually pretty time 00:11:06.410 --> 00:11:09.040 align:start position:0% off because it's actually pretty time consuming<00:11:06.440> it<00:11:07.340> is<00:11:07.490> not<00:11:08.480> only<00:11:08.570> that<00:11:08.810> but<00:11:08.930> the 00:11:09.040 --> 00:11:09.050 align:start position:0% consuming it is not only that but the 00:11:09.050 --> 00:11:11.140 align:start position:0% consuming it is not only that but the business<00:11:09.440> that<00:11:09.740> when<00:11:10.490> you're<00:11:10.640> starting<00:11:10.880> off 00:11:11.140 --> 00:11:11.150 align:start position:0% business that when you're starting off 00:11:11.150 --> 00:11:11.830 align:start position:0% business that when you're starting off your<00:11:11.330> business<00:11:11.510> you're<00:11:11.810> looking 00:11:11.830 --> 00:11:11.840 align:start position:0% your business you're looking 00:11:11.840 --> 00:11:14.920 align:start position:0% your business you're looking significantly<00:11:12.800> different<00:11:13.250> a<00:11:13.520> year<00:11:14.210> to<00:11:14.540> be 00:11:14.920 --> 00:11:14.930 align:start position:0% significantly different a year to be 00:11:14.930 --> 00:11:17.020 align:start position:0% significantly different a year to be from<00:11:15.110> now<00:11:15.230> right<00:11:15.560> so<00:11:15.860> you're<00:11:16.550> in<00:11:16.580> the<00:11:16.760> voice<00:11:16.910> a 00:11:17.020 --> 00:11:17.030 align:start position:0% from now right so you're in the voice a 00:11:17.030 --> 00:11:18.460 align:start position:0% from now right so you're in the voice a lot<00:11:17.180> of<00:11:17.300> space<00:11:17.480> heading<00:11:17.810> and<00:11:17.900> we<00:11:17.960> do<00:11:18.110> so<00:11:18.290> much 00:11:18.460 --> 00:11:18.470 align:start position:0% lot of space heading and we do so much 00:11:18.470 --> 00:11:19.660 align:start position:0% lot of space heading and we do so much stuff<00:11:18.710> and<00:11:18.980> you're<00:11:19.280> just<00:11:19.370> gonna<00:11:19.490> drive 00:11:19.660 --> 00:11:19.670 align:start position:0% stuff and you're just gonna drive 00:11:19.670 --> 00:11:22.660 align:start position:0% stuff and you're just gonna drive yourself<00:11:19.790> crazy<00:11:20.980> but<00:11:21.980> you<00:11:22.370> know<00:11:22.400> at<00:11:22.580> some 00:11:22.660 --> 00:11:22.670 align:start position:0% yourself crazy but you know at some 00:11:22.670 --> 00:11:26.320 align:start position:0% yourself crazy but you know at some point<00:11:22.820> you<00:11:23.060> will<00:11:23.210> need<00:11:23.420> it<00:11:23.570> and<00:11:23.750> so<00:11:25.180> the<00:11:26.180> way<00:11:26.300> I 00:11:26.320 --> 00:11:26.330 align:start position:0% point you will need it and so the way I 00:11:26.330 --> 00:11:28.810 align:start position:0% point you will need it and so the way I think<00:11:26.420> of<00:11:26.660> CRM<00:11:27.020> is<00:11:27.230> I<00:11:27.440> remember<00:11:28.190> one<00:11:28.400> time<00:11:28.430> and 00:11:28.810 --> 00:11:28.820 align:start position:0% think of CRM is I remember one time and 00:11:28.820 --> 00:11:31.870 align:start position:0% think of CRM is I remember one time and this<00:11:29.000> was<00:11:29.950> like<00:11:30.950> seven<00:11:31.340> eight<00:11:31.400> years<00:11:31.670> ago<00:11:31.790> I 00:11:31.870 --> 00:11:31.880 align:start position:0% this was like seven eight years ago I 00:11:31.880 --> 00:11:32.790 align:start position:0% this was like seven eight years ago I want<00:11:32.060> to<00:11:32.120> have 00:11:32.790 --> 00:11:32.800 align:start position:0% want to have 00:11:32.800 --> 00:11:35.150 align:start position:0% want to have something<00:11:33.400> was<00:11:33.490> wrong<00:11:33.640> with<00:11:33.820> my<00:11:33.970> phone<00:11:34.330> or 00:11:35.150 --> 00:11:35.160 align:start position:0% something was wrong with my phone or 00:11:35.160 --> 00:11:37.950 align:start position:0% something was wrong with my phone or uneven<00:11:36.160> America<00:11:36.520> for<00:11:36.850> you<00:11:37.030> don't<00:11:37.240> know<00:11:37.330> it<00:11:37.870> was 00:11:37.950 --> 00:11:37.960 align:start position:0% uneven America for you don't know it was 00:11:37.960 --> 00:11:40.650 align:start position:0% uneven America for you don't know it was an<00:11:38.080> iPod<00:11:38.280> I<00:11:39.280> almost<00:11:39.640> forgot<00:11:39.940> those<00:11:40.060> existed 00:11:40.650 --> 00:11:40.660 align:start position:0% an iPod I almost forgot those existed 00:11:40.660 --> 00:11:44.100 align:start position:0% an iPod I almost forgot those existed right<00:11:40.840> and<00:11:41.680> so<00:11:42.100> I<00:11:42.460> remember<00:11:43.390> the<00:11:43.630> technicians 00:11:44.100 --> 00:11:44.110 align:start position:0% right and so I remember the technicians 00:11:44.110 --> 00:11:46.020 align:start position:0% right and so I remember the technicians like<00:11:44.260> asking<00:11:44.590> questions<00:11:44.650> you<00:11:45.550> know<00:11:45.610> or<00:11:45.820> the 00:11:46.020 --> 00:11:46.030 align:start position:0% like asking questions you know or the 00:11:46.030 --> 00:11:47.580 align:start position:0% like asking questions you know or the genius<00:11:46.660> bars<00:11:46.930> asking<00:11:47.350> all<00:11:47.440> these<00:11:47.530> questions 00:11:47.580 --> 00:11:47.590 align:start position:0% genius bars asking all these questions 00:11:47.590 --> 00:11:49.890 align:start position:0% genius bars asking all these questions and<00:11:48.130> went<00:11:48.730> to<00:11:48.820> it's<00:11:48.940> very<00:11:49.000> specific<00:11:49.420> process 00:11:49.890 --> 00:11:49.900 align:start position:0% and went to it's very specific process 00:11:49.900 --> 00:11:52.470 align:start position:0% and went to it's very specific process and<00:11:50.440> bow<00:11:50.590> like<00:11:50.860> that<00:11:51.330> training<00:11:52.330> is 00:11:52.470 --> 00:11:52.480 align:start position:0% and bow like that training is 00:11:52.480 --> 00:11:54.660 align:start position:0% and bow like that training is unbelievable<00:11:53.200> how<00:11:53.290> these<00:11:53.560> person<00:11:54.130> how<00:11:54.460> these 00:11:54.660 --> 00:11:54.670 align:start position:0% unbelievable how these person how these 00:11:54.670 --> 00:11:57.600 align:start position:0% unbelievable how these person how these people<00:11:55.300> know<00:11:55.990> so<00:11:56.290> much<00:11:56.530> from<00:11:56.980> one<00:11:57.190> that's<00:11:57.430> an 00:11:57.600 --> 00:11:57.610 align:start position:0% people know so much from one that's an 00:11:57.610 --> 00:12:00.090 align:start position:0% people know so much from one that's an act<00:11:57.850> so<00:11:58.000> consistent<00:11:58.750> and<00:11:59.380> then<00:11:59.500> one<00:11:59.650> time<00:11:59.860> you 00:12:00.090 --> 00:12:00.100 align:start position:0% act so consistent and then one time you 00:12:00.100 --> 00:12:01.820 align:start position:0% act so consistent and then one time you know<00:12:00.220> you<00:12:00.580> know<00:12:00.670> who's<00:12:00.850> usually<00:12:00.970> sponsored 00:12:01.820 --> 00:12:01.830 align:start position:0% know you know who's usually sponsored 00:12:01.830 --> 00:12:04.140 align:start position:0% know you know who's usually sponsored diagnostic<00:12:02.830> you<00:12:03.190> know<00:12:03.280> for<00:12:03.430> Diagnostics<00:12:04.000> and 00:12:04.140 --> 00:12:04.150 align:start position:0% diagnostic you know for Diagnostics and 00:12:04.150 --> 00:12:06.510 align:start position:0% diagnostic you know for Diagnostics and you<00:12:04.990> know<00:12:05.110> can<00:12:05.680> I<00:12:05.740> see<00:12:05.860> your<00:12:06.010> phone<00:12:06.220> is<00:12:06.340> hood 00:12:06.510 --> 00:12:06.520 align:start position:0% you know can I see your phone is hood 00:12:06.520 --> 00:12:09.840 align:start position:0% you know can I see your phone is hood it's<00:12:07.030> like<00:12:07.210> step<00:12:07.630> by<00:12:07.900> step<00:12:08.260> but<00:12:08.500> you<00:12:08.610> know<00:12:09.610> the 00:12:09.840 --> 00:12:09.850 align:start position:0% it's like step by step but you know the 00:12:09.850 --> 00:12:12.120 align:start position:0% it's like step by step but you know the questions<00:12:10.210> that<00:12:10.300> they<00:12:10.420> are<00:12:10.450> asking<00:12:10.570> you<00:12:11.130> which 00:12:12.120 --> 00:12:12.130 align:start position:0% questions that they are asking you which 00:12:12.130 --> 00:12:13.830 align:start position:0% questions that they are asking you which is<00:12:12.250> the<00:12:12.370> seamless<00:12:12.850> experience<00:12:13.420> and<00:12:13.540> they<00:12:13.600> fix 00:12:13.830 --> 00:12:13.840 align:start position:0% is the seamless experience and they fix 00:12:13.840 --> 00:12:15.600 align:start position:0% is the seamless experience and they fix the<00:12:13.990> thing<00:12:14.200> and<00:12:14.410> it<00:12:14.590> was<00:12:14.680> just<00:12:14.710> amazing<00:12:15.190> right 00:12:15.600 --> 00:12:15.610 align:start position:0% the thing and it was just amazing right 00:12:15.610 --> 00:12:18.300 align:start position:0% the thing and it was just amazing right so<00:12:16.330> I<00:12:16.630> kind<00:12:17.350> of<00:12:17.380> think<00:12:17.500> it's<00:12:17.680> here<00:12:17.830> in<00:12:17.980> that<00:12:18.160> way 00:12:18.300 --> 00:12:18.310 align:start position:0% so I kind of think it's here in that way 00:12:18.310 --> 00:12:20.490 align:start position:0% so I kind of think it's here in that way right<00:12:18.460> so<00:12:18.760> you<00:12:19.480> know<00:12:19.570> for<00:12:19.780> us<00:12:19.870> is<00:12:20.200> you<00:12:20.470> know 00:12:20.490 --> 00:12:20.500 align:start position:0% right so you know for us is you know 00:12:20.500 --> 00:12:22.410 align:start position:0% right so you know for us is you know HubSpot<00:12:21.010> three<00:12:21.220> the<00:12:21.430> reason<00:12:21.670> why<00:12:22.000> we<00:12:22.210> use<00:12:22.390> that 00:12:22.410 --> 00:12:22.420 align:start position:0% HubSpot three the reason why we use that 00:12:22.420 --> 00:12:24.600 align:start position:0% HubSpot three the reason why we use that is<00:12:22.840> because<00:12:22.870> as<00:12:23.620> Mark<00:12:23.950> said<00:12:24.220> is<00:12:24.430> the 00:12:24.600 --> 00:12:24.610 align:start position:0% is because as Mark said is the 00:12:24.610 --> 00:12:27.270 align:start position:0% is because as Mark said is the automation<00:12:25.000> right<00:12:25.330> so<00:12:25.630> you<00:12:26.410> know<00:12:26.530> two<00:12:27.130> on 00:12:27.270 --> 00:12:27.280 align:start position:0% automation right so you know two on 00:12:27.280 --> 00:12:29.580 align:start position:0% automation right so you know two on board<00:12:27.520> someone<00:12:27.940> proposal<00:12:28.600> generating<00:12:29.170> like 00:12:29.580 --> 00:12:29.590 align:start position:0% board someone proposal generating like 00:12:29.590 --> 00:12:32.190 align:start position:0% board someone proposal generating like you<00:12:30.040> know<00:12:30.130> leave<00:12:30.610> comes<00:12:30.880> in<00:12:31.090> we<00:12:31.810> create<00:12:32.080> the 00:12:32.190 --> 00:12:32.200 align:start position:0% you know leave comes in we create the 00:12:32.200 --> 00:12:33.720 align:start position:0% you know leave comes in we create the deals<00:12:32.440> so<00:12:32.590> we<00:12:32.710> don't<00:12:32.860> forget<00:12:32.950> about<00:12:33.130> it<00:12:33.340> and 00:12:33.720 --> 00:12:33.730 align:start position:0% deals so we don't forget about it and 00:12:33.730 --> 00:12:35.610 align:start position:0% deals so we don't forget about it and then<00:12:33.910> once<00:12:34.360> we<00:12:34.630> schedule<00:12:35.080> a<00:12:35.140> walkthrough<00:12:35.350> or 00:12:35.610 --> 00:12:35.620 align:start position:0% then once we schedule a walkthrough or 00:12:35.620 --> 00:12:38.550 align:start position:0% then once we schedule a walkthrough or sends<00:12:35.920> a<00:12:35.980> reminder<00:12:37.080> when<00:12:38.080> we<00:12:38.200> actually<00:12:38.350> do 00:12:38.550 --> 00:12:38.560 align:start position:0% sends a reminder when we actually do 00:12:38.560 --> 00:12:40.560 align:start position:0% sends a reminder when we actually do create<00:12:38.830> the<00:12:38.890> proposal<00:12:39.370> it<00:12:39.430> takes<00:12:39.730> me<00:12:39.910> like<00:12:40.030> 30 00:12:40.560 --> 00:12:40.570 align:start position:0% create the proposal it takes me like 30 00:12:40.570 --> 00:12:42.090 align:start position:0% create the proposal it takes me like 30 seconds<00:12:41.080> to<00:12:41.200> do<00:12:41.320> it<00:12:41.350> right<00:12:41.620> because<00:12:41.710> all<00:12:41.950> that 00:12:42.090 --> 00:12:42.100 align:start position:0% seconds to do it right because all that 00:12:42.100 --> 00:12:44.730 align:start position:0% seconds to do it right because all that information<00:12:42.550> is<00:12:42.640> already<00:12:42.790> there<00:12:43.650> you<00:12:44.650> know 00:12:44.730 --> 00:12:44.740 align:start position:0% information is already there you know 00:12:44.740 --> 00:12:46.290 align:start position:0% information is already there you know from<00:12:44.890> there<00:12:45.070> I<00:12:45.100> can<00:12:45.160> see<00:12:45.430> if<00:12:45.520> they<00:12:45.910> view<00:12:46.120> the 00:12:46.290 --> 00:12:46.300 align:start position:0% from there I can see if they view the 00:12:46.300 --> 00:12:48.240 align:start position:0% from there I can see if they view the balls<00:12:46.660> over<00:12:46.840> how<00:12:47.080> much<00:12:47.230> time<00:12:47.530> what<00:12:47.770> pages<00:12:48.010> they 00:12:48.240 --> 00:12:48.250 align:start position:0% balls over how much time what pages they 00:12:48.250 --> 00:12:49.830 align:start position:0% balls over how much time what pages they looked<00:12:48.460> at<00:12:48.670> you<00:12:49.030> know<00:12:49.060> so<00:12:49.420> all<00:12:49.570> that<00:12:49.720> stuff 00:12:49.830 --> 00:12:49.840 align:start position:0% looked at you know so all that stuff 00:12:49.840 --> 00:12:51.090 align:start position:0% looked at you know so all that stuff gives<00:12:50.080> me<00:12:50.140> a<00:12:50.200> lot<00:12:50.320> of<00:12:50.440> intelligence<00:12:50.710> around 00:12:51.090 --> 00:12:51.100 align:start position:0% gives me a lot of intelligence around 00:12:51.100 --> 00:12:52.560 align:start position:0% gives me a lot of intelligence around are<00:12:51.670> they<00:12:51.820> concerned<00:12:52.090> with<00:12:52.270> the<00:12:52.330> service 00:12:52.560 --> 00:12:52.570 align:start position:0% are they concerned with the service 00:12:52.570 --> 00:12:54.360 align:start position:0% are they concerned with the service check<00:12:52.780> this<00:12:52.960> or<00:12:53.140> any<00:12:53.260> concern<00:12:53.650> with<00:12:53.740> price<00:12:54.070> too 00:12:54.360 --> 00:12:54.370 align:start position:0% check this or any concern with price too 00:12:54.370 --> 00:12:55.800 align:start position:0% check this or any concern with price too did<00:12:54.520> not<00:12:54.550> even<00:12:54.910> look<00:12:55.120> at<00:12:55.240> the<00:12:55.300> service<00:12:55.630> check 00:12:55.800 --> 00:12:55.810 align:start position:0% did not even look at the service check 00:12:55.810 --> 00:12:57.660 align:start position:0% did not even look at the service check this<00:12:55.960> we're<00:12:56.170> just<00:12:56.350> focused<00:12:56.650> on<00:12:56.710> price<00:12:56.980> so<00:12:57.580> you 00:12:57.660 --> 00:12:57.670 align:start position:0% this we're just focused on price so you 00:12:57.670 --> 00:13:01.170 align:start position:0% this we're just focused on price so you just<00:12:57.820> gave<00:12:57.910> so<00:12:58.150> much<00:12:58.300> intelligence<00:13:00.030> but<00:13:01.030> then 00:13:01.170 --> 00:13:01.180 align:start position:0% just gave so much intelligence but then 00:13:01.180 --> 00:13:02.580 align:start position:0% just gave so much intelligence but then going<00:13:01.450> back<00:13:01.630> to<00:13:01.780> you<00:13:01.990> know<00:13:02.080> artificial 00:13:02.580 --> 00:13:02.590 align:start position:0% going back to you know artificial 00:13:02.590 --> 00:13:04.350 align:start position:0% going back to you know artificial intelligence<00:13:03.100> you<00:13:03.460> know<00:13:03.550> there's<00:13:04.120> so<00:13:04.270> many 00:13:04.350 --> 00:13:04.360 align:start position:0% intelligence you know there's so many 00:13:04.360 --> 00:13:06.420 align:start position:0% intelligence you know there's so many things<00:13:04.930> that<00:13:05.080> we<00:13:05.230> just<00:13:05.350> automate<00:13:05.830> so<00:13:06.070> we<00:13:06.280> could 00:13:06.420 --> 00:13:06.430 align:start position:0% things that we just automate so we could 00:13:06.430 --> 00:13:08.520 align:start position:0% things that we just automate so we could do<00:13:06.550> a<00:13:06.580> lot<00:13:06.820> more<00:13:06.880> with<00:13:07.870> less<00:13:08.050> and<00:13:08.380> that's 00:13:08.520 --> 00:13:08.530 align:start position:0% do a lot more with less and that's 00:13:08.530 --> 00:13:10.590 align:start position:0% do a lot more with less and that's important<00:13:08.980> right<00:13:09.010> because<00:13:09.430> the<00:13:10.090> reality<00:13:10.360> is 00:13:10.590 --> 00:13:10.600 align:start position:0% important right because the reality is 00:13:10.600 --> 00:13:13.260 align:start position:0% important right because the reality is labor<00:13:10.960> could<00:13:11.170> seem<00:13:11.470> really<00:13:12.190> expensive<00:13:12.520> and 00:13:13.260 --> 00:13:13.270 align:start position:0% labor could seem really expensive and 00:13:13.270 --> 00:13:15.660 align:start position:0% labor could seem really expensive and so<00:13:13.390> if<00:13:13.600> I<00:13:13.930> could<00:13:14.320> do<00:13:14.620> the<00:13:15.070> task<00:13:15.310> of<00:13:15.520> three 00:13:15.660 --> 00:13:15.670 align:start position:0% so if I could do the task of three 00:13:15.670 --> 00:13:18.420 align:start position:0% so if I could do the task of three people<00:13:15.880> with<00:13:16.150> one<00:13:16.360> person<00:13:16.600> through<00:13:17.470> a<00:13:17.710> is<00:13:18.010> you 00:13:18.420 --> 00:13:18.430 align:start position:0% people with one person through a is you 00:13:18.430 --> 00:13:20.070 align:start position:0% people with one person through a is you know<00:13:18.520> that's<00:13:18.640> a<00:13:19.000> huge<00:13:19.210> time<00:13:19.450> savings<00:13:19.690> so<00:13:19.900> for 00:13:20.070 --> 00:13:20.080 align:start position:0% know that's a huge time savings so for 00:13:20.080 --> 00:13:22.320 align:start position:0% know that's a huge time savings so for me<00:13:20.200> if<00:13:20.380> you<00:13:20.920> know<00:13:21.040> hot<00:13:21.550> spots<00:13:21.820> not<00:13:21.940> cheap<00:13:22.150> right 00:13:22.320 --> 00:13:22.330 align:start position:0% me if you know hot spots not cheap right 00:13:22.330 --> 00:13:23.310 align:start position:0% me if you know hot spots not cheap right because<00:13:22.510> you<00:13:22.660> know<00:13:22.750> you<00:13:22.810> could<00:13:22.990> get<00:13:23.110> the<00:13:23.200> free 00:13:23.310 --> 00:13:23.320 align:start position:0% because you know you could get the free 00:13:23.320 --> 00:13:24.570 align:start position:0% because you know you could get the free version<00:13:23.350> but<00:13:23.830> that's<00:13:23.980> you<00:13:24.250> know<00:13:24.340> you're 00:13:24.570 --> 00:13:24.580 align:start position:0% version but that's you know you're 00:13:24.580 --> 00:13:26.580 align:start position:0% version but that's you know you're wasting<00:13:24.880> your<00:13:24.910> time<00:13:25.090> you're<00:13:25.420> not<00:13:25.590> absolutely 00:13:26.580 --> 00:13:26.590 align:start position:0% wasting your time you're not absolutely 00:13:26.590 --> 00:13:28.530 align:start position:0% wasting your time you're not absolutely now<00:13:26.920> or<00:13:27.130> paying<00:13:27.400> like<00:13:27.520> probably<00:13:27.940> fifteen 00:13:28.530 --> 00:13:28.540 align:start position:0% now or paying like probably fifteen 00:13:28.540 --> 00:13:29.520 align:start position:0% now or paying like probably fifteen hundred<00:13:28.750> bucks<00:13:28.780> a<00:13:28.990> month<00:13:29.020> or<00:13:29.260> something<00:13:29.410> like 00:13:29.520 --> 00:13:29.530 align:start position:0% hundred bucks a month or something like 00:13:29.530 --> 00:13:31.590 align:start position:0% hundred bucks a month or something like that<00:13:29.770> right<00:13:29.920> okay<00:13:30.130> but<00:13:30.640> to<00:13:31.000> me<00:13:31.150> it's<00:13:31.270> like<00:13:31.360> it 00:13:31.590 --> 00:13:31.600 align:start position:0% that right okay but to me it's like it 00:13:31.600 --> 00:13:34.110 align:start position:0% that right okay but to me it's like it it<00:13:31.900> cuts<00:13:32.140> down<00:13:32.380> once<00:13:32.920> the<00:13:33.010> two<00:13:33.130> people<00:13:33.520> so<00:13:33.760> do 00:13:34.110 --> 00:13:34.120 align:start position:0% it cuts down once the two people so do 00:13:34.120 --> 00:13:36.330 align:start position:0% it cuts down once the two people so do the<00:13:34.210> math<00:13:34.270> right<00:13:34.990> you<00:13:35.260> know<00:13:35.380> returns<00:13:35.980> in<00:13:36.220> I 00:13:36.330 --> 00:13:36.340 align:start position:0% the math right you know returns in I 00:13:36.340 --> 00:13:38.220 align:start position:0% the math right you know returns in I mean<00:13:36.490> like<00:13:36.700> that<00:13:36.910> automation<00:13:37.270> is<00:13:37.540> great<00:13:37.810> to<00:13:38.080> to 00:13:38.220 --> 00:13:38.230 align:start position:0% mean like that automation is great to to 00:13:38.230 --> 00:13:39.840 align:start position:0% mean like that automation is great to to touch<00:13:38.410> on<00:13:38.560> what<00:13:38.680> you<00:13:38.770> said<00:13:39.010> but<00:13:39.520> there's<00:13:39.670> some 00:13:39.840 --> 00:13:39.850 align:start position:0% touch on what you said but there's some 00:13:39.850 --> 00:13:41.490 align:start position:0% touch on what you said but there's some things<00:13:40.090> that<00:13:40.210> you<00:13:40.360> don't<00:13:40.870> want<00:13:41.080> to<00:13:41.140> automate 00:13:41.490 --> 00:13:41.500 align:start position:0% things that you don't want to automate 00:13:41.500 --> 00:13:45.900 align:start position:0% things that you don't want to automate so<00:13:42.510> people<00:13:43.510> have<00:13:43.660> become<00:13:44.580> accustomed<00:13:45.580> to 00:13:45.900 --> 00:13:45.910 align:start position:0% so people have become accustomed to 00:13:45.910 --> 00:13:48.420 align:start position:0% so people have become accustomed to automation<00:13:46.570> to<00:13:46.840> it<00:13:47.110> and<00:13:47.350> they<00:13:47.410> ate<00:13:47.560> it<00:13:47.740> and<00:13:48.190> in 00:13:48.420 --> 00:13:48.430 align:start position:0% automation to it and they ate it and in 00:13:48.430 --> 00:13:50.880 align:start position:0% automation to it and they ate it and in they<00:13:48.580> hate<00:13:48.790> it<00:13:48.970> they<00:13:49.000> hate<00:13:49.420> mass<00:13:50.110> emails<00:13:50.620> they 00:13:50.880 --> 00:13:50.890 align:start position:0% they hate it they hate mass emails they 00:13:50.890 --> 00:13:53.730 align:start position:0% they hate it they hate mass emails they you<00:13:51.400> know<00:13:51.520> we<00:13:52.090> think<00:13:52.360> we're<00:13:52.660> gonna<00:13:52.780> touch<00:13:53.050> 700 00:13:53.730 --> 00:13:53.740 align:start position:0% you know we think we're gonna touch 700 00:13:53.740 --> 00:13:57.360 align:start position:0% you know we think we're gonna touch 700 customers<00:13:53.950> in<00:13:54.490> one<00:13:55.300> blast<00:13:56.020> email<00:13:56.620> well<00:13:57.100> one 00:13:57.360 --> 00:13:57.370 align:start position:0% customers in one blast email well one 00:13:57.370 --> 00:14:03.150 align:start position:0% customers in one blast email well one one<00:13:57.940> someone<00:13:58.300> emails<00:13:58.780> you<00:13:59.050> dear<00:14:00.030> Ricky<00:14:02.040> do<00:14:03.040> you 00:14:03.150 --> 00:14:03.160 align:start position:0% one someone emails you dear Ricky do you 00:14:03.160 --> 00:14:06.870 align:start position:0% one someone emails you dear Ricky do you think<00:14:03.430> that<00:14:03.850> person<00:14:04.380> knows<00:14:05.380> Ricky<00:14:05.880> probably 00:14:06.870 --> 00:14:06.880 align:start position:0% think that person knows Ricky probably 00:14:06.880 --> 00:14:09.210 align:start position:0% think that person knows Ricky probably not<00:14:07.060> so<00:14:07.540> there's<00:14:08.230> certain<00:14:08.710> things<00:14:08.740> that 00:14:09.210 --> 00:14:09.220 align:start position:0% not so there's certain things that 00:14:09.220 --> 00:14:11.430 align:start position:0% not so there's certain things that automation<00:14:10.210> is<00:14:10.330> great<00:14:10.570> for<00:14:10.870> and<00:14:11.080> there's 00:14:11.430 --> 00:14:11.440 align:start position:0% automation is great for and there's 00:14:11.440 --> 00:14:13.290 align:start position:0% automation is great for and there's certain<00:14:11.740> things<00:14:11.770> that<00:14:12.100> you<00:14:12.250> definitely<00:14:12.550> want 00:14:13.290 --> 00:14:13.300 align:start position:0% certain things that you definitely want 00:14:13.300 --> 00:14:16.380 align:start position:0% certain things that you definitely want to<00:14:13.420> keep<00:14:13.690> a<00:14:14.520> hands-on<00:14:15.520> experience<00:14:16.060> for<00:14:16.120> it 00:14:16.380 --> 00:14:16.390 align:start position:0% to keep a hands-on experience for it 00:14:16.390 --> 00:14:18.240 align:start position:0% to keep a hands-on experience for it absolutely<00:14:16.930> you<00:14:17.230> know<00:14:17.290> and<00:14:17.590> going<00:14:18.040> back<00:14:18.220> to 00:14:18.240 --> 00:14:18.250 align:start position:0% absolutely you know and going back to 00:14:18.250 --> 00:14:22.290 align:start position:0% absolutely you know and going back to that<00:14:18.400> Suez<00:14:19.170> you<00:14:20.170> know<00:14:20.260> with<00:14:20.440> with<00:14:21.150> HubSpot<00:14:22.150> or 00:14:22.290 --> 00:14:22.300 align:start position:0% that Suez you know with with HubSpot or 00:14:22.300 --> 00:14:23.550 align:start position:0% that Suez you know with with HubSpot or Salesforce<00:14:22.840> because<00:14:22.990> it's<00:14:23.110> really<00:14:23.230> all<00:14:23.320> the 00:14:23.550 --> 00:14:23.560 align:start position:0% Salesforce because it's really all the 00:14:23.560 --> 00:14:27.120 align:start position:0% Salesforce because it's really all the same<00:14:23.590> stuff<00:14:23.980> right<00:14:24.220> is<00:14:25.560> what's<00:14:26.560> nice<00:14:26.770> about<00:14:26.830> it 00:14:27.120 --> 00:14:27.130 align:start position:0% same stuff right is what's nice about it 00:14:27.130 --> 00:14:29.160 align:start position:0% same stuff right is what's nice about it is<00:14:27.430> you<00:14:27.760> know<00:14:27.850> managing<00:14:28.300> like<00:14:28.480> a<00:14:28.570> group<00:14:28.780> inbox 00:14:29.160 --> 00:14:29.170 align:start position:0% is you know managing like a group inbox 00:14:29.170 --> 00:14:30.870 align:start position:0% is you know managing like a group inbox right<00:14:29.410> so<00:14:29.590> for<00:14:29.710> example<00:14:30.040> in<00:14:30.100> our<00:14:30.130> case<00:14:30.340> our<00:14:30.640> in 00:14:30.870 --> 00:14:30.880 align:start position:0% right so for example in our case our in 00:14:30.880 --> 00:14:34.710 align:start position:0% right so for example in our case our in for<00:14:31.270> sales<00:14:31.630> inbox<00:14:32.020> if<00:14:32.200> you<00:14:32.290> will<00:14:33.570> you<00:14:34.570> know<00:14:34.660> if 00:14:34.710 --> 00:14:34.720 align:start position:0% for sales inbox if you will you know if 00:14:34.720 --> 00:14:36.180 align:start position:0% for sales inbox if you will you know if we<00:14:34.810> send<00:14:35.020> out<00:14:35.110> an<00:14:35.200> email<00:14:35.290> to<00:14:35.440> a<00:14:35.560> customer<00:14:35.980> about 00:14:36.180 --> 00:14:36.190 align:start position:0% we send out an email to a customer about 00:14:36.190 --> 00:14:38.489 align:start position:0% we send out an email to a customer about an<00:14:36.460> issue<00:14:36.610> at<00:14:36.850> the<00:14:37.000> account<00:14:37.300> you<00:14:38.110> know 00:14:38.489 --> 00:14:38.499 align:start position:0% an issue at the account you know 00:14:38.499 --> 00:14:40.769 align:start position:0% an issue at the account you know you<00:14:39.489> can<00:14:39.639> create<00:14:39.789> a<00:14:39.879> ticket<00:14:40.059> from<00:14:40.239> it<00:14:40.449> if<00:14:40.629> it's 00:14:40.769 --> 00:14:40.779 align:start position:0% you can create a ticket from it if it's 00:14:40.779 --> 00:14:42.689 align:start position:0% you can create a ticket from it if it's important<00:14:41.259> or<00:14:41.529> if<00:14:41.679> it's<00:14:41.859> just<00:14:41.979> regular<00:14:42.339> email 00:14:42.689 --> 00:14:42.699 align:start position:0% important or if it's just regular email 00:14:42.699 --> 00:14:45.089 align:start position:0% important or if it's just regular email it<00:14:43.149> stays<00:14:43.389> open<00:14:43.569> until<00:14:44.109> they<00:14:44.229> respond<00:14:44.679> or<00:14:45.039> you 00:14:45.089 --> 00:14:45.099 align:start position:0% it stays open until they respond or you 00:14:45.099 --> 00:14:47.189 align:start position:0% it stays open until they respond or you can<00:14:45.249> mark<00:14:45.429> it<00:14:45.519> as<00:14:45.609> closed<00:14:45.939> but<00:14:46.599> it's<00:14:46.779> like<00:14:46.959> it's 00:14:47.189 --> 00:14:47.199 align:start position:0% can mark it as closed but it's like it's 00:14:47.199 --> 00:14:48.749 align:start position:0% can mark it as closed but it's like it's there<00:14:47.469> as<00:14:47.679> a<00:14:47.709> reminder<00:14:48.039> like<00:14:48.249> hey<00:14:48.579> they 00:14:48.749 --> 00:14:48.759 align:start position:0% there as a reminder like hey they 00:14:48.759 --> 00:14:49.979 align:start position:0% there as a reminder like hey they haven't<00:14:48.999> responded<00:14:49.179> to<00:14:49.479> you<00:14:49.599> make<00:14:49.779> sure<00:14:49.809> you 00:14:49.979 --> 00:14:49.989 align:start position:0% haven't responded to you make sure you 00:14:49.989 --> 00:14:51.839 align:start position:0% haven't responded to you make sure you follow<00:14:50.139> up<00:14:50.409> right<00:14:50.679> you<00:14:51.069> know<00:14:51.189> and<00:14:51.399> it'll<00:14:51.639> send 00:14:51.839 --> 00:14:51.849 align:start position:0% follow up right you know and it'll send 00:14:51.849 --> 00:14:53.999 align:start position:0% follow up right you know and it'll send your<00:14:52.059> nods<00:14:52.269> like<00:14:52.479> hey<00:14:52.809> you<00:14:53.199> know<00:14:53.289> make<00:14:53.859> sure 00:14:53.999 --> 00:14:54.009 align:start position:0% your nods like hey you know make sure 00:14:54.009 --> 00:14:55.169 align:start position:0% your nods like hey you know make sure you<00:14:54.069> follow<00:14:54.279> up<00:14:54.429> because<00:14:54.819> they<00:14:54.909> haven't 00:14:55.169 --> 00:14:55.179 align:start position:0% you follow up because they haven't 00:14:55.179 --> 00:14:57.089 align:start position:0% you follow up because they haven't responded<00:14:55.329> it's<00:14:55.719> been<00:14:55.869> two<00:14:56.019> days<00:14:56.199> or<00:14:56.799> same 00:14:57.089 --> 00:14:57.099 align:start position:0% responded it's been two days or same 00:14:57.099 --> 00:14:58.229 align:start position:0% responded it's been two days or same thing<00:14:57.249> if<00:14:57.369> you<00:14:57.459> got<00:14:57.609> an<00:14:57.699> email<00:14:57.789> that<00:14:57.999> has<00:14:58.209> a 00:14:58.229 --> 00:14:58.239 align:start position:0% thing if you got an email that has a 00:14:58.239 --> 00:14:59.549 align:start position:0% thing if you got an email that has a question<00:14:58.479> mark<00:14:58.839> because<00:14:58.899> they<00:14:59.079> have<00:14:59.229> the<00:14:59.349> VI 00:14:59.549 --> 00:14:59.559 align:start position:0% question mark because they have the VI 00:14:59.559 --> 00:15:01.559 align:start position:0% question mark because they have the VI there<00:15:00.099> knows<00:15:00.699> that<00:15:00.999> you're<00:15:01.209> supposed<00:15:01.479> to 00:15:01.559 --> 00:15:01.569 align:start position:0% there knows that you're supposed to 00:15:01.569 --> 00:15:03.329 align:start position:0% there knows that you're supposed to respond<00:15:01.899> to<00:15:01.959> that<00:15:02.049> email<00:15:02.229> that<00:15:02.469> you<00:15:02.559> got<00:15:02.739> it 00:15:03.329 --> 00:15:03.339 align:start position:0% respond to that email that you got it 00:15:03.339 --> 00:15:05.309 align:start position:0% respond to that email that you got it will<00:15:03.519> send<00:15:03.789> you<00:15:03.909> a<00:15:03.939> nudge<00:15:04.239> saying<00:15:04.869> like<00:15:05.019> hey 00:15:05.309 --> 00:15:05.319 align:start position:0% will send you a nudge saying like hey 00:15:05.319 --> 00:15:06.599 align:start position:0% will send you a nudge saying like hey don't<00:15:05.499> forget<00:15:05.649> to<00:15:05.889> take<00:15:06.039> care<00:15:06.069> of<00:15:06.249> this<00:15:06.309> or<00:15:06.519> you 00:15:06.599 --> 00:15:06.609 align:start position:0% don't forget to take care of this or you 00:15:06.609 --> 00:15:08.159 align:start position:0% don't forget to take care of this or you or<00:15:06.789> if<00:15:07.059> it's<00:15:07.239> not<00:15:07.419> if<00:15:07.539> it's<00:15:07.659> dumb<00:15:07.929> deal<00:15:08.079> you 00:15:08.159 --> 00:15:08.169 align:start position:0% or if it's not if it's dumb deal you 00:15:08.169 --> 00:15:10.109 align:start position:0% or if it's not if it's dumb deal you could<00:15:08.289> dismiss<00:15:08.589> it<00:15:08.769> right<00:15:08.799> but<00:15:09.099> again<00:15:09.729> it's 00:15:10.109 --> 00:15:10.119 align:start position:0% could dismiss it right but again it's 00:15:10.119 --> 00:15:12.029 align:start position:0% could dismiss it right but again it's like<00:15:10.299> that<00:15:10.479> back<00:15:11.019> in<00:15:11.049> the<00:15:11.379> system<00:15:11.739> so<00:15:11.859> there's 00:15:12.029 --> 00:15:12.039 align:start position:0% like that back in the system so there's 00:15:12.039 --> 00:15:13.889 align:start position:0% like that back in the system so there's so<00:15:12.759> much<00:15:12.879> you<00:15:13.029> could<00:15:13.119> do<00:15:13.299> there's<00:15:13.509> you<00:15:13.869> know 00:15:13.889 --> 00:15:13.899 align:start position:0% so much you could do there's you know 00:15:13.899 --> 00:15:15.269 align:start position:0% so much you could do there's you know they<00:15:14.079> have<00:15:14.199> a<00:15:14.229> marketplace<00:15:14.619> you<00:15:15.039> can<00:15:15.189> do 00:15:15.269 --> 00:15:15.279 align:start position:0% they have a marketplace you can do 00:15:15.279 --> 00:15:17.729 align:start position:0% they have a marketplace you can do integrations<00:15:15.849> with<00:15:16.179> you<00:15:17.019> name<00:15:17.319> it<00:15:17.499> right<00:15:17.529> you 00:15:17.729 --> 00:15:17.739 align:start position:0% integrations with you name it right you 00:15:17.739 --> 00:15:19.109 align:start position:0% integrations with you name it right you can<00:15:17.859> integrate<00:15:18.069> with<00:15:18.279> LinkedIn<00:15:18.819> so<00:15:18.999> if 00:15:19.109 --> 00:15:19.119 align:start position:0% can integrate with LinkedIn so if 00:15:19.119 --> 00:15:21.299 align:start position:0% can integrate with LinkedIn so if they're<00:15:19.479> sending<00:15:19.689> an<00:15:19.899> email<00:15:20.019> you<00:15:20.979> can<00:15:21.069> already 00:15:21.299 --> 00:15:21.309 align:start position:0% they're sending an email you can already 00:15:21.309 --> 00:15:22.979 align:start position:0% they're sending an email you can already see<00:15:21.549> the<00:15:21.669> LinkedIn<00:15:21.939> information<00:15:22.509> so<00:15:22.689> again 00:15:22.979 --> 00:15:22.989 align:start position:0% see the LinkedIn information so again 00:15:22.989 --> 00:15:25.559 align:start position:0% see the LinkedIn information so again it's<00:15:23.499> really<00:15:23.619> not<00:15:23.949> as<00:15:24.399> Marc<00:15:24.969> said<00:15:24.999> you<00:15:25.479> know 00:15:25.559 --> 00:15:25.569 align:start position:0% it's really not as Marc said you know 00:15:25.569 --> 00:15:29.249 align:start position:0% it's really not as Marc said you know you<00:15:26.109> can<00:15:26.289> use<00:15:26.769> it<00:15:27.009> and<00:15:27.249> go<00:15:28.239> too<00:15:28.299> far<00:15:28.659> on<00:15:28.719> one<00:15:29.049> end 00:15:29.249 --> 00:15:29.259 align:start position:0% you can use it and go too far on one end 00:15:29.259 --> 00:15:33.989 align:start position:0% you can use it and go too far on one end where<00:15:29.499> it<00:15:29.919> becomes<00:15:30.639> too<00:15:32.309> too<00:15:33.309> automated<00:15:33.849> right 00:15:33.989 --> 00:15:33.999 align:start position:0% where it becomes too too automated right 00:15:33.999 --> 00:15:35.549 align:start position:0% where it becomes too too automated right now<00:15:34.179> so<00:15:34.569> it's<00:15:34.869> really<00:15:34.899> about<00:15:35.109> finding<00:15:35.289> not 00:15:35.549 --> 00:15:35.559 align:start position:0% now so it's really about finding not 00:15:35.559 --> 00:15:37.349 align:start position:0% now so it's really about finding not impersonal<00:15:36.129> and<00:15:36.519> again<00:15:36.759> kinda<00:15:37.059> like<00:15:37.149> there's 00:15:37.349 --> 00:15:37.359 align:start position:0% impersonal and again kinda like there's 00:15:37.359 --> 00:15:39.749 align:start position:0% impersonal and again kinda like there's room<00:15:38.259> for<00:15:38.289> non<00:15:38.619> personal<00:15:38.889> there's<00:15:39.339> room<00:15:39.579> right 00:15:39.749 --> 00:15:39.759 align:start position:0% room for non personal there's room right 00:15:39.759 --> 00:15:41.669 align:start position:0% room for non personal there's room right and<00:15:40.479> from<00:15:40.839> you<00:15:40.929> again<00:15:41.169> it's<00:15:41.319> going<00:15:41.499> back<00:15:41.649> to 00:15:41.669 --> 00:15:41.679 align:start position:0% and from you again it's going back to 00:15:41.679 --> 00:15:43.019 align:start position:0% and from you again it's going back to that<00:15:41.859> example<00:15:41.979> with<00:15:42.369> that<00:15:42.489> point<00:15:42.699> it's<00:15:42.849> about 00:15:43.019 --> 00:15:43.029 align:start position:0% that example with that point it's about 00:15:43.029 --> 00:15:45.329 align:start position:0% that example with that point it's about trying<00:15:43.809> to<00:15:43.929> create<00:15:44.229> a<00:15:44.259> good<00:15:44.589> consistent 00:15:45.329 --> 00:15:45.339 align:start position:0% trying to create a good consistent 00:15:45.339 --> 00:15:47.099 align:start position:0% trying to create a good consistent experience<00:15:45.999> where<00:15:46.179> you're<00:15:46.329> really<00:15:46.629> providing 00:15:47.099 --> 00:15:47.109 align:start position:0% experience where you're really providing 00:15:47.109 --> 00:15:49.789 align:start position:0% experience where you're really providing value<00:15:47.409> to<00:15:47.529> the<00:15:47.619> customer<00:15:48.039> that's<00:15:48.220> really<00:15:48.659> so 00:15:49.789 --> 00:15:49.799 align:start position:0% value to the customer that's really so 00:15:49.799 --> 00:15:52.019 align:start position:0% value to the customer that's really so you<00:15:50.799> know<00:15:50.889> what<00:15:51.069> I<00:15:51.249> mean<00:15:51.429> we<00:15:51.729> were<00:15:51.849> using 00:15:52.019 --> 00:15:52.029 align:start position:0% you know what I mean we were using 00:15:52.029 --> 00:15:55.529 align:start position:0% you know what I mean we were using HubSpot<00:15:52.599> for<00:15:52.929> free<00:15:53.109> version<00:15:53.499> but<00:15:54.220> we<00:15:54.399> I've<00:15:55.329> had 00:15:55.529 --> 00:15:55.539 align:start position:0% HubSpot for free version but we I've had 00:15:55.539 --> 00:15:58.339 align:start position:0% HubSpot for free version but we I've had Salesforce<00:15:56.139> for<00:15:56.319> like<00:15:56.529> 60<00:15:57.309> years<00:15:57.339> five<00:15:57.699> years 00:15:58.339 --> 00:15:58.349 align:start position:0% Salesforce for like 60 years five years 00:15:58.349 --> 00:16:01.079 align:start position:0% Salesforce for like 60 years five years but<00:15:59.349> I<00:15:59.409> like<00:15:59.679> the<00:15:59.859> Salesforce<00:16:00.399> aspect<00:16:00.939> because 00:16:01.079 --> 00:16:01.089 align:start position:0% but I like the Salesforce aspect because 00:16:01.089 --> 00:16:03.569 align:start position:0% but I like the Salesforce aspect because it's<00:16:01.419> everything<00:16:02.049> I<00:16:02.470> mean<00:16:03.009> at<00:16:03.189> the<00:16:03.279> end<00:16:03.339> of<00:16:03.489> day 00:16:03.569 --> 00:16:03.579 align:start position:0% it's everything I mean at the end of day 00:16:03.579 --> 00:16:04.469 align:start position:0% it's everything I mean at the end of day when<00:16:03.759> you're<00:16:03.879> ready<00:16:03.999> to<00:16:04.059> close<00:16:04.209> the<00:16:04.329> business 00:16:04.469 --> 00:16:04.479 align:start position:0% when you're ready to close the business 00:16:04.479 --> 00:16:06.449 align:start position:0% when you're ready to close the business sent<00:16:04.899> out<00:16:04.959> the<00:16:05.079> contract<00:16:05.589> right<00:16:05.799> away<00:16:05.859> they 00:16:06.449 --> 00:16:06.459 align:start position:0% sent out the contract right away they 00:16:06.459 --> 00:16:09.719 align:start position:0% sent out the contract right away they sign<00:16:06.789> it<00:16:06.970> you<00:16:07.389> know<00:16:07.479> I<00:16:07.749> love<00:16:08.619> the<00:16:08.769> aspect<00:16:09.129> of<00:16:09.549> it 00:16:09.719 --> 00:16:09.729 align:start position:0% sign it you know I love the aspect of it 00:16:09.729 --> 00:16:12.419 align:start position:0% sign it you know I love the aspect of it really<00:16:10.419> reminding<00:16:10.959> you<00:16:11.139> but<00:16:11.739> what<00:16:11.919> the<00:16:12.039> action 00:16:12.419 --> 00:16:12.429 align:start position:0% really reminding you but what the action 00:16:12.429 --> 00:16:15.269 align:start position:0% really reminding you but what the action steps<00:16:12.729> are<00:16:12.970> but<00:16:13.629> I<00:16:13.659> still<00:16:13.959> feel<00:16:14.229> like<00:16:14.470> that<00:16:14.529> CRM 00:16:15.269 --> 00:16:15.279 align:start position:0% steps are but I still feel like that CRM 00:16:15.279 --> 00:16:16.710 align:start position:0% steps are but I still feel like that CRM is<00:16:15.489> still<00:16:15.729> that<00:16:15.970> client<00:16:16.389> relationship 00:16:16.710 --> 00:16:16.720 align:start position:0% is still that client relationship 00:16:16.720 --> 00:16:17.909 align:start position:0% is still that client relationship management<00:16:17.019> or<00:16:17.139> you<00:16:17.289> should<00:16:17.499> still<00:16:17.709> go<00:16:17.829> out 00:16:17.909 --> 00:16:17.919 align:start position:0% management or you should still go out 00:16:17.919 --> 00:16:19.949 align:start position:0% management or you should still go out there<00:16:17.979> and<00:16:18.789> visit<00:16:18.999> these<00:16:19.239> accounts<00:16:19.720> kind<00:16:19.899> of 00:16:19.949 --> 00:16:19.959 align:start position:0% there and visit these accounts kind of 00:16:19.959 --> 00:16:21.989 align:start position:0% there and visit these accounts kind of going<00:16:20.139> off<00:16:20.259> of<00:16:20.289> what<00:16:20.799> Marcus<00:16:21.519> mentioned<00:16:21.699> is 00:16:21.989 --> 00:16:21.999 align:start position:0% going off of what Marcus mentioned is 00:16:21.999 --> 00:16:24.359 align:start position:0% going off of what Marcus mentioned is that<00:16:22.179> that<00:16:22.720> personalization<00:16:23.470> is<00:16:23.589> something 00:16:24.359 --> 00:16:24.369 align:start position:0% that that personalization is something 00:16:24.369 --> 00:16:26.309 align:start position:0% that that personalization is something that<00:16:24.489> we're<00:16:24.609> getting<00:16:24.879> away<00:16:24.970> from<00:16:25.199> and<00:16:26.199> it's 00:16:26.309 --> 00:16:26.319 align:start position:0% that we're getting away from and it's 00:16:26.319 --> 00:16:28.109 align:start position:0% that we're getting away from and it's just<00:16:26.589> becoming<00:16:26.919> way<00:16:27.159> too<00:16:27.189> transactional 00:16:28.109 --> 00:16:28.119 align:start position:0% just becoming way too transactional 00:16:28.119 --> 00:16:30.239 align:start position:0% just becoming way too transactional where<00:16:28.779> everything<00:16:29.349> is<00:16:29.439> just<00:16:29.619> being<00:16:29.769> said<00:16:30.069> via 00:16:30.239 --> 00:16:30.249 align:start position:0% where everything is just being said via 00:16:30.249 --> 00:16:30.940 align:start position:0% where everything is just being said via email 00:16:30.940 --> 00:16:30.950 align:start position:0% email 00:16:30.950 --> 00:16:33.040 align:start position:0% email as<00:16:31.040> everything<00:16:31.610> is<00:16:31.880> follow-up<00:16:32.270> is<00:16:32.390> via<00:16:32.570> email 00:16:33.040 --> 00:16:33.050 align:start position:0% as everything is follow-up is via email 00:16:33.050 --> 00:16:34.750 align:start position:0% as everything is follow-up is via email everything<00:16:33.500> you<00:16:34.040> know<00:16:34.160> there's<00:16:34.340> no<00:16:34.520> phone 00:16:34.750 --> 00:16:34.760 align:start position:0% everything you know there's no phone 00:16:34.760 --> 00:16:37.300 align:start position:0% everything you know there's no phone call<00:16:35.000> anymore<00:16:35.450> you<00:16:35.810> know<00:16:35.960> there<00:16:36.800> isn't<00:16:36.950> hey 00:16:37.300 --> 00:16:37.310 align:start position:0% call anymore you know there isn't hey 00:16:37.310 --> 00:16:38.740 align:start position:0% call anymore you know there isn't hey let<00:16:37.460> me<00:16:37.490> stop<00:16:37.730> by<00:16:37.880> your<00:16:38.030> shop<00:16:38.210> real<00:16:38.480> quick 00:16:38.740 --> 00:16:38.750 align:start position:0% let me stop by your shop real quick 00:16:38.750 --> 00:16:41.380 align:start position:0% let me stop by your shop real quick right<00:16:39.200> let's<00:16:39.620> just<00:16:39.800> talk<00:16:39.980> shop<00:16:40.280> and<00:16:40.340> you<00:16:41.270> know 00:16:41.380 --> 00:16:41.390 align:start position:0% right let's just talk shop and you know 00:16:41.390 --> 00:16:42.970 align:start position:0% right let's just talk shop and you know it's<00:16:41.660> just<00:16:41.810> that<00:16:41.930> that<00:16:42.830> relationship 00:16:42.970 --> 00:16:42.980 align:start position:0% it's just that that relationship 00:16:42.980 --> 00:16:45.190 align:start position:0% it's just that that relationship building<00:16:43.700> is<00:16:43.820> kind<00:16:44.000> of<00:16:44.090> we're<00:16:44.870> losing<00:16:45.170> a 00:16:45.190 --> 00:16:45.200 align:start position:0% building is kind of we're losing a 00:16:45.200 --> 00:16:46.330 align:start position:0% building is kind of we're losing a little<00:16:45.410> bit<00:16:45.530> of<00:16:45.620> that<00:16:45.740> it's<00:16:45.920> customer<00:16:46.310> service 00:16:46.330 --> 00:16:46.340 align:start position:0% little bit of that it's customer service 00:16:46.340 --> 00:16:48.610 align:start position:0% little bit of that it's customer service should<00:16:46.820> be<00:16:46.850> ritual<00:16:47.480> absolutely<00:16:48.410> right 00:16:48.610 --> 00:16:48.620 align:start position:0% should be ritual absolutely right 00:16:48.620 --> 00:16:50.950 align:start position:0% should be ritual absolutely right Eustace<00:16:49.040> there<00:16:49.760> should<00:16:50.030> be<00:16:50.060> a<00:16:50.210> face<00:16:50.480> out<00:16:50.660> there 00:16:50.950 --> 00:16:50.960 align:start position:0% Eustace there should be a face out there 00:16:50.960 --> 00:16:54.070 align:start position:0% Eustace there should be a face out there and<00:16:51.200> not<00:16:51.640> just<00:16:52.640> send<00:16:52.970> out<00:16:53.030> reminder<00:16:53.540> emails 00:16:54.070 --> 00:16:54.080 align:start position:0% and not just send out reminder emails 00:16:54.080 --> 00:16:56.020 align:start position:0% and not just send out reminder emails right<00:16:54.380> every<00:16:54.800> month<00:16:55.040> every<00:16:55.190> week<00:16:55.490> for<00:16:55.700> a<00:16:55.790> year 00:16:56.020 --> 00:16:56.030 align:start position:0% right every month every week for a year 00:16:56.030 --> 00:16:58.240 align:start position:0% right every month every week for a year and<00:16:56.120> expect<00:16:56.510> to<00:16:56.540> get<00:16:56.690> business<00:16:57.170> so<00:16:57.350> for<00:16:58.010> us<00:16:58.100> is 00:16:58.240 --> 00:16:58.250 align:start position:0% and expect to get business so for us is 00:16:58.250 --> 00:16:59.500 align:start position:0% and expect to get business so for us is we<00:16:58.400> keep<00:16:58.580> it<00:16:58.700> really<00:16:58.940> tight<00:16:58.970> me<00:16:59.300> to<00:16:59.360> try<00:16:59.480> to 00:16:59.500 --> 00:16:59.510 align:start position:0% we keep it really tight me to try to 00:16:59.510 --> 00:17:00.970 align:start position:0% we keep it really tight me to try to keep<00:16:59.720> it<00:16:59.780> personalized<00:17:00.350> to<00:17:00.530> the<00:17:00.620> best<00:17:00.800> of<00:17:00.890> our 00:17:00.970 --> 00:17:00.980 align:start position:0% keep it personalized to the best of our 00:17:00.980 --> 00:17:03.430 align:start position:0% keep it personalized to the best of our abilities<00:17:01.430> and<00:17:01.540> using<00:17:02.540> you<00:17:02.750> know<00:17:02.840> Salesforce 00:17:03.430 --> 00:17:03.440 align:start position:0% abilities and using you know Salesforce 00:17:03.440 --> 00:17:04.510 align:start position:0% abilities and using you know Salesforce we're<00:17:03.590> going<00:17:03.770> actually<00:17:04.040> a<00:17:04.070> little<00:17:04.220> deeper 00:17:04.510 --> 00:17:04.520 align:start position:0% we're going actually a little deeper 00:17:04.520 --> 00:17:06.819 align:start position:0% we're going actually a little deeper with<00:17:04.670> that<00:17:04.699> okay<00:17:05.420> cuz<00:17:05.720> I<00:17:05.810> I<00:17:05.839> love<00:17:06.260> the<00:17:06.350> platform 00:17:06.819 --> 00:17:06.829 align:start position:0% with that okay cuz I I love the platform 00:17:06.829 --> 00:17:08.920 align:start position:0% with that okay cuz I I love the platform so<00:17:07.100> I'm<00:17:07.820> pretty<00:17:08.060> used<00:17:08.180> to<00:17:08.329> it<00:17:08.449> so<00:17:08.839> that's 00:17:08.920 --> 00:17:08.930 align:start position:0% so I'm pretty used to it so that's 00:17:08.930 --> 00:17:11.050 align:start position:0% so I'm pretty used to it so that's pretty<00:17:09.050> it's<00:17:09.440> pretty<00:17:09.620> awesome<00:17:10.220> to<00:17:10.550> hear<00:17:10.850> like 00:17:11.050 --> 00:17:11.060 align:start position:0% pretty it's pretty awesome to hear like 00:17:11.060 --> 00:17:13.750 align:start position:0% pretty it's pretty awesome to hear like you<00:17:11.690> know<00:17:11.810> again<00:17:12.110> people<00:17:12.490> you<00:17:13.490> know<00:17:13.610> let's 00:17:13.750 --> 00:17:13.760 align:start position:0% you know again people you know let's 00:17:13.760 --> 00:17:15.189 align:start position:0% you know again people you know let's talk<00:17:13.820> about<00:17:13.970> the<00:17:14.120> industry<00:17:14.449> right<00:17:14.600> cleaning 00:17:15.189 --> 00:17:15.199 align:start position:0% talk about the industry right cleaning 00:17:15.199 --> 00:17:18.579 align:start position:0% talk about the industry right cleaning industry<00:17:15.910> not<00:17:16.910> not<00:17:17.480> all<00:17:17.660> the<00:17:17.810> time<00:17:17.990> well<00:17:18.260> well 00:17:18.579 --> 00:17:18.589 align:start position:0% industry not not all the time well well 00:17:18.589 --> 00:17:20.170 align:start position:0% industry not not all the time well well somebody<00:17:18.949> say<00:17:19.160> when<00:17:19.430> they<00:17:19.520> request<00:17:19.880> a<00:17:19.970> service 00:17:20.170 --> 00:17:20.180 align:start position:0% somebody say when they request a service 00:17:20.180 --> 00:17:21.810 align:start position:0% somebody say when they request a service you<00:17:20.449> know<00:17:20.630> they<00:17:20.720> always<00:17:20.839> beat<00:17:21.110> us<00:17:21.260> up<00:17:21.350> on<00:17:21.530> price 00:17:21.810 --> 00:17:21.820 align:start position:0% you know they always beat us up on price 00:17:21.820 --> 00:17:24.610 align:start position:0% you know they always beat us up on price but<00:17:22.820> you<00:17:23.180> hearing<00:17:23.420> a<00:17:23.480> professionalism<00:17:24.079> right 00:17:24.610 --> 00:17:24.620 align:start position:0% but you hearing a professionalism right 00:17:24.620 --> 00:17:26.260 align:start position:0% but you hearing a professionalism right that<00:17:24.829> we're<00:17:25.280> talking<00:17:25.550> about<00:17:25.670> here<00:17:25.910> as<00:17:26.030> far<00:17:26.209> as 00:17:26.260 --> 00:17:26.270 align:start position:0% that we're talking about here as far as 00:17:26.270 --> 00:17:28.480 align:start position:0% that we're talking about here as far as we've<00:17:27.140> got<00:17:27.320> technology<00:17:27.650> that<00:17:28.070> helps<00:17:28.280> automate 00:17:28.480 --> 00:17:28.490 align:start position:0% we've got technology that helps automate 00:17:28.490 --> 00:17:31.030 align:start position:0% we've got technology that helps automate we've<00:17:29.420> got<00:17:29.600> technology<00:17:29.930> there's<00:17:30.440> artificial 00:17:31.030 --> 00:17:31.040 align:start position:0% we've got technology there's artificial 00:17:31.040 --> 00:17:32.410 align:start position:0% we've got technology there's artificial intelligence<00:17:31.580> we're<00:17:32.120> talking<00:17:32.360> about 00:17:32.410 --> 00:17:32.420 align:start position:0% intelligence we're talking about 00:17:32.420 --> 00:17:34.780 align:start position:0% intelligence we're talking about technology<00:17:32.660> here<00:17:33.290> for<00:17:33.560> the<00:17:34.430> cleaning 00:17:34.780 --> 00:17:34.790 align:start position:0% technology here for the cleaning 00:17:34.790 --> 00:17:36.760 align:start position:0% technology here for the cleaning industry<00:17:34.970> which<00:17:35.660> is<00:17:35.810> that<00:17:35.960> really<00:17:36.200> synonymous 00:17:36.760 --> 00:17:36.770 align:start position:0% industry which is that really synonymous 00:17:36.770 --> 00:17:39.100 align:start position:0% industry which is that really synonymous but<00:17:37.100> it's<00:17:37.850> the<00:17:38.090> it's<00:17:38.270> the<00:17:38.390> future<00:17:38.660> of<00:17:38.900> how<00:17:39.080> we 00:17:39.100 --> 00:17:39.110 align:start position:0% but it's the it's the future of how we 00:17:39.110 --> 00:17:41.920 align:start position:0% but it's the it's the future of how we operate<00:17:39.470> as<00:17:39.830> business<00:17:40.160> owners<00:17:40.460> and<00:17:41.240> you<00:17:41.720> just 00:17:41.920 --> 00:17:41.930 align:start position:0% operate as business owners and you just 00:17:41.930 --> 00:17:44.650 align:start position:0% operate as business owners and you just heard<00:17:42.080> kind<00:17:42.920> of<00:17:43.010> both<00:17:43.130> sides<00:17:43.400> to<00:17:43.610> we<00:17:44.330> need<00:17:44.510> it 00:17:44.650 --> 00:17:44.660 align:start position:0% heard kind of both sides to we need it 00:17:44.660 --> 00:17:46.720 align:start position:0% heard kind of both sides to we need it to<00:17:45.320> be<00:17:46.010> forward-thinking 00:17:46.720 --> 00:17:46.730 align:start position:0% to be forward-thinking 00:17:46.730 --> 00:17:49.480 align:start position:0% to be forward-thinking to<00:17:46.910> automate<00:17:47.270> stuff<00:17:47.390> but<00:17:48.110> we<00:17:48.310> can't<00:17:49.310> forget 00:17:49.480 --> 00:17:49.490 align:start position:0% to automate stuff but we can't forget 00:17:49.490 --> 00:17:51.430 align:start position:0% to automate stuff but we can't forget about<00:17:49.640> the<00:17:50.180> personal<00:17:50.780> touch<00:17:50.960> you<00:17:51.260> know<00:17:51.350> we 00:17:51.430 --> 00:17:51.440 align:start position:0% about the personal touch you know we 00:17:51.440 --> 00:17:53.410 align:start position:0% about the personal touch you know we can't<00:17:51.680> forget<00:17:51.800> about<00:17:51.950> you're<00:17:52.790> right<00:17:52.940> I'm<00:17:53.360> not 00:17:53.410 --> 00:17:53.420 align:start position:0% can't forget about you're right I'm not 00:17:53.420 --> 00:17:55.360 align:start position:0% can't forget about you're right I'm not big<00:17:53.780> on<00:17:53.900> I<00:17:53.960> don't<00:17:54.200> have<00:17:54.410> to<00:17:54.560> hand<00:17:54.740> deliver<00:17:54.860> a 00:17:55.360 --> 00:17:55.370 align:start position:0% big on I don't have to hand deliver a 00:17:55.370 --> 00:17:56.500 align:start position:0% big on I don't have to hand deliver a contract<00:17:56.120> anymore 00:17:56.500 --> 00:17:56.510 align:start position:0% contract anymore 00:17:56.510 --> 00:17:58.900 align:start position:0% contract anymore I<00:17:56.630> know<00:17:56.690> I<00:17:56.810> used<00:17:57.050> to<00:17:57.140> be<00:17:57.260> big<00:17:57.410> on<00:17:57.590> that<00:17:57.620> but<00:17:58.430> the 00:17:58.900 --> 00:17:58.910 align:start position:0% I know I used to be big on that but the 00:17:58.910 --> 00:18:00.940 align:start position:0% I know I used to be big on that but the need<00:17:59.120> is<00:17:59.360> not<00:17:59.540> there<00:17:59.810> as<00:17:59.990> much<00:18:00.200> in<00:18:00.440> my<00:18:00.560> opinion 00:18:00.940 --> 00:18:00.950 align:start position:0% need is not there as much in my opinion 00:18:00.950 --> 00:18:04.000 align:start position:0% need is not there as much in my opinion but<00:18:01.520> the<00:18:01.790> follow-up<00:18:02.150> is<00:18:02.360> right<00:18:02.900> the<00:18:03.620> stopping 00:18:04.000 --> 00:18:04.010 align:start position:0% but the follow-up is right the stopping 00:18:04.010 --> 00:18:04.360 align:start position:0% but the follow-up is right the stopping by 00:18:04.360 --> 00:18:04.370 align:start position:0% by 00:18:04.370 --> 00:18:05.620 align:start position:0% by so<00:18:04.490> maybe<00:18:04.700> using<00:18:04.910> these<00:18:05.180> alerts<00:18:05.420> and 00:18:05.620 --> 00:18:05.630 align:start position:0% so maybe using these alerts and 00:18:05.630 --> 00:18:08.980 align:start position:0% so maybe using these alerts and reminders<00:18:05.950> to<00:18:06.950> stop<00:18:07.190> by<00:18:07.370> right<00:18:07.850> to<00:18:08.390> toe<00:18:08.600> let's 00:18:08.980 --> 00:18:08.990 align:start position:0% reminders to stop by right to toe let's 00:18:08.990 --> 00:18:10.960 align:start position:0% reminders to stop by right to toe let's use<00:18:09.230> technology<00:18:09.920> to<00:18:10.070> its<00:18:10.190> capabilities<00:18:10.790> but 00:18:10.960 --> 00:18:10.970 align:start position:0% use technology to its capabilities but 00:18:10.970 --> 00:18:13.840 align:start position:0% use technology to its capabilities but then<00:18:11.150> let's<00:18:11.780> not<00:18:11.930> forget<00:18:12.310> we're<00:18:13.310> an<00:18:13.430> industry 00:18:13.840 --> 00:18:13.850 align:start position:0% then let's not forget we're an industry 00:18:13.850 --> 00:18:15.820 align:start position:0% then let's not forget we're an industry of<00:18:13.880> service<00:18:14.270> services<00:18:15.170> hospitality 00:18:15.820 --> 00:18:15.830 align:start position:0% of service services hospitality 00:18:15.830 --> 00:18:18.520 align:start position:0% of service services hospitality hospitality<00:18:16.760> is<00:18:16.880> showing<00:18:17.360> your<00:18:17.510> face<00:18:17.660> right 00:18:18.520 --> 00:18:18.530 align:start position:0% hospitality is showing your face right 00:18:18.530 --> 00:18:22.540 align:start position:0% hospitality is showing your face right so<00:18:19.270> now<00:18:20.270> as<00:18:20.660> we<00:18:21.500> know<00:18:21.680> there's<00:18:22.130> so<00:18:22.220> many<00:18:22.310> things 00:18:22.540 --> 00:18:22.550 align:start position:0% so now as we know there's so many things 00:18:22.550 --> 00:18:23.590 align:start position:0% so now as we know there's so many things we<00:18:22.640> could<00:18:22.730> talk<00:18:22.850> about<00:18:23.030> on<00:18:23.210> the<00:18:23.270> sales<00:18:23.510> side 00:18:23.590 --> 00:18:23.600 align:start position:0% we could talk about on the sales side 00:18:23.600 --> 00:18:25.720 align:start position:0% we could talk about on the sales side but<00:18:23.960> again<00:18:24.200> I<00:18:24.380> feel<00:18:25.040> like<00:18:25.250> bringing<00:18:25.610> together 00:18:25.720 --> 00:18:25.730 align:start position:0% but again I feel like bringing together 00:18:25.730 --> 00:18:27.610 align:start position:0% but again I feel like bringing together a<00:18:25.970> group<00:18:26.180> like<00:18:26.420> you<00:18:26.540> guys<00:18:26.690> it's<00:18:27.140> so<00:18:27.200> good<00:18:27.560> for 00:18:27.610 --> 00:18:27.620 align:start position:0% a group like you guys it's so good for 00:18:27.620 --> 00:18:30.310 align:start position:0% a group like you guys it's so good for the<00:18:27.860> estimating<00:18:28.280> bidding<00:18:28.640> type<00:18:29.300> of<00:18:29.480> knowledge 00:18:30.310 --> 00:18:30.320 align:start position:0% the estimating bidding type of knowledge 00:18:30.320 --> 00:18:31.990 align:start position:0% the estimating bidding type of knowledge base<00:18:30.740> that's<00:18:31.010> out<00:18:31.130> there<00:18:31.250> because<00:18:31.400> mark<00:18:31.730> your 00:18:31.990 --> 00:18:32.000 align:start position:0% base that's out there because mark your 00:18:32.000 --> 00:18:33.640 align:start position:0% base that's out there because mark your you're<00:18:32.480> walking<00:18:32.870> through<00:18:33.020> and<00:18:33.200> you're<00:18:33.320> doing 00:18:33.640 --> 00:18:33.650 align:start position:0% you're walking through and you're doing 00:18:33.650 --> 00:18:35.260 align:start position:0% you're walking through and you're doing bids<00:18:34.010> at<00:18:34.130> school<00:18:34.460> is<00:18:34.580> that<00:18:34.610> million<00:18:35.060> square 00:18:35.260 --> 00:18:35.270 align:start position:0% bids at school is that million square 00:18:35.270 --> 00:18:37.270 align:start position:0% bids at school is that million square feet<00:18:35.480> 500,000<00:18:36.230> square<00:18:36.350> feet<00:18:36.440> right<00:18:36.980> why 00:18:37.270 --> 00:18:37.280 align:start position:0% feet 500,000 square feet right why 00:18:37.280 --> 00:18:39.700 align:start position:0% feet 500,000 square feet right why you're<00:18:37.790> just<00:18:37.820> you're<00:18:38.240> you're<00:18:38.420> doing<00:18:38.930> luxury 00:18:39.700 --> 00:18:39.710 align:start position:0% you're just you're you're doing luxury 00:18:39.710 --> 00:18:41.860 align:start position:0% you're just you're you're doing luxury high-rise<00:18:40.070> buildings<00:18:40.520> you're<00:18:40.610> doing<00:18:40.850> big<00:18:41.090> big 00:18:41.860 --> 00:18:41.870 align:start position:0% high-rise buildings you're doing big big 00:18:41.870 --> 00:18:43.930 align:start position:0% high-rise buildings you're doing big big facilities<00:18:42.350> and<00:18:42.530> have<00:18:42.620> multi-site<00:18:43.490> buildings 00:18:43.930 --> 00:18:43.940 align:start position:0% facilities and have multi-site buildings 00:18:43.940 --> 00:18:45.820 align:start position:0% facilities and have multi-site buildings right<00:18:44.480> me<00:18:45.020> and<00:18:45.200> so<00:18:45.320> we'll<00:18:45.500> do<00:18:45.590> a<00:18:45.620> lot<00:18:45.800> of 00:18:45.820 --> 00:18:45.830 align:start position:0% right me and so we'll do a lot of 00:18:45.830 --> 00:18:48.250 align:start position:0% right me and so we'll do a lot of project<00:18:46.310> work<00:18:46.490> to<00:18:46.670> at<00:18:46.790> the<00:18:46.880> same<00:18:47.030> time<00:18:47.270> we're 00:18:48.250 --> 00:18:48.260 align:start position:0% project work to at the same time we're 00:18:48.260 --> 00:18:50.050 align:start position:0% project work to at the same time we're growing<00:18:48.560> businesses<00:18:48.920> at<00:18:49.070> the<00:18:49.100> same<00:18:49.190> time<00:18:49.550> but 00:18:50.050 --> 00:18:50.060 align:start position:0% growing businesses at the same time but 00:18:50.060 --> 00:18:51.690 align:start position:0% growing businesses at the same time but we<00:18:50.300> have<00:18:50.420> a<00:18:50.450> lot<00:18:50.630> of<00:18:50.750> different<00:18:51.020> elements<00:18:51.140> here 00:18:51.690 --> 00:18:51.700 align:start position:0% we have a lot of different elements here 00:18:51.700 --> 00:18:55.720 align:start position:0% we have a lot of different elements here because<00:18:52.700> sales<00:18:53.060> is<00:18:53.420> a<00:18:54.350> segment<00:18:55.340> that<00:18:55.430> we<00:18:55.550> could 00:18:55.720 --> 00:18:55.730 align:start position:0% because sales is a segment that we could 00:18:55.730 --> 00:18:57.760 align:start position:0% because sales is a segment that we could talk<00:18:55.880> on<00:18:56.090> for<00:18:56.300> your<00:18:56.360> next<00:18:56.570> six<00:18:56.810> episodes<00:18:57.230> but<00:18:57.710> I 00:18:57.760 --> 00:18:57.770 align:start position:0% talk on for your next six episodes but I 00:18:57.770 --> 00:18:59.590 align:start position:0% talk on for your next six episodes but I just<00:18:57.950> want<00:18:58.130> to<00:18:58.220> throw<00:18:58.340> some<00:18:58.640> tidbits<00:18:58.970> on<00:18:59.210> you 00:18:59.590 --> 00:18:59.600 align:start position:0% just want to throw some tidbits on you 00:18:59.600 --> 00:19:01.810 align:start position:0% just want to throw some tidbits on you know<00:18:59.690> CRMs<00:19:00.290> are<00:19:00.410> important<00:19:00.860> how<00:19:01.610> are<00:19:01.730> we 00:19:01.810 --> 00:19:01.820 align:start position:0% know CRMs are important how are we 00:19:01.820 --> 00:19:03.850 align:start position:0% know CRMs are important how are we getting<00:19:01.940> leads<00:19:02.270> right<00:19:02.690> so<00:19:03.110> let's<00:19:03.290> go<00:19:03.410> back<00:19:03.440> to 00:19:03.850 --> 00:19:03.860 align:start position:0% getting leads right so let's go back to 00:19:03.860 --> 00:19:06.730 align:start position:0% getting leads right so let's go back to some<00:19:04.400> of<00:19:04.430> that<00:19:04.610> where<00:19:04.880> let's<00:19:05.840> talk<00:19:06.020> about<00:19:06.170> you 00:19:06.730 --> 00:19:06.740 align:start position:0% some of that where let's talk about you 00:19:06.740 --> 00:19:08.230 align:start position:0% some of that where let's talk about you know<00:19:06.830> Google<00:19:07.340> ad<00:19:07.430> campaigns<00:19:07.880> let's<00:19:08.120> talk 00:19:08.230 --> 00:19:08.240 align:start position:0% know Google ad campaigns let's talk 00:19:08.240 --> 00:19:10.210 align:start position:0% know Google ad campaigns let's talk about<00:19:08.330> SEO<00:19:08.720> let's<00:19:09.110> talk<00:19:09.230> about<00:19:09.380> you<00:19:10.100> know 00:19:10.210 --> 00:19:10.220 align:start position:0% about SEO let's talk about you know 00:19:10.220 --> 00:19:13.210 align:start position:0% about SEO let's talk about you know where<00:19:10.730> should<00:19:11.090> a<00:19:11.360> new<00:19:11.960> beginning<00:19:12.560> cleaning 00:19:13.210 --> 00:19:13.220 align:start position:0% where should a new beginning cleaning 00:19:13.220 --> 00:19:14.920 align:start position:0% where should a new beginning cleaning business<00:19:13.520> order<00:19:13.820> that's<00:19:14.120> like<00:19:14.360> let's<00:19:14.750> say 00:19:14.920 --> 00:19:14.930 align:start position:0% business order that's like let's say 00:19:14.930 --> 00:19:17.230 align:start position:0% business order that's like let's say five<00:19:15.290> to<00:19:15.440> ten<00:19:15.590> employees<00:19:15.860> and<00:19:16.310> then<00:19:16.880> the<00:19:17.030> other 00:19:17.230 --> 00:19:17.240 align:start position:0% five to ten employees and then the other 00:19:17.240 --> 00:19:20.050 align:start position:0% five to ten employees and then the other side<00:19:17.570> is<00:19:18.020> if<00:19:18.410> you're<00:19:18.680> at<00:19:18.830> two<00:19:19.370> 300<00:19:19.910> plus 00:19:20.050 --> 00:19:20.060 align:start position:0% side is if you're at two 300 plus 00:19:20.060 --> 00:19:22.150 align:start position:0% side is if you're at two 300 plus employees<00:19:20.360> and<00:19:20.810> you<00:19:20.960> need<00:19:21.200> to<00:19:21.770> spend<00:19:22.010> your 00:19:22.150 --> 00:19:22.160 align:start position:0% employees and you need to spend your 00:19:22.160 --> 00:19:23.920 align:start position:0% employees and you need to spend your money<00:19:22.250> wisely<00:19:22.610> right<00:19:23.270> both<00:19:23.480> should<00:19:23.750> spend 00:19:23.920 --> 00:19:23.930 align:start position:0% money wisely right both should spend 00:19:23.930 --> 00:19:26.830 align:start position:0% money wisely right both should spend money<00:19:24.080> wisely<00:19:24.520> but<00:19:25.520> where<00:19:26.210> should<00:19:26.510> somebody 00:19:26.830 --> 00:19:26.840 align:start position:0% money wisely but where should somebody 00:19:26.840 --> 00:19:29.700 align:start position:0% money wisely but where should somebody put<00:19:27.260> money<00:19:27.500> in<00:19:27.770> in<00:19:28.490> your<00:19:28.730> opinions<00:19:29.180> and 00:19:29.700 --> 00:19:29.710 align:start position:0% put money in in your opinions and 00:19:29.710 --> 00:19:32.170 align:start position:0% put money in in your opinions and depending<00:19:30.710> on<00:19:30.800> the<00:19:30.860> target<00:19:31.160> market<00:19:31.460> right<00:19:32.150> now 00:19:32.170 --> 00:19:32.180 align:start position:0% depending on the target market right now 00:19:32.180 --> 00:19:34.120 align:start position:0% depending on the target market right now in<00:19:32.630> what's<00:19:32.930> out<00:19:33.140> there<00:19:33.170> with<00:19:33.530> with<00:19:33.830> Google 00:19:34.120 --> 00:19:34.130 align:start position:0% in what's out there with with Google 00:19:34.130 --> 00:19:35.800 align:start position:0% in what's out there with with Google AdWords<00:19:34.490> with<00:19:34.670> Facebook<00:19:35.060> marketing<00:19:35.570> with 00:19:35.800 --> 00:19:35.810 align:start position:0% AdWords with Facebook marketing with 00:19:35.810 --> 00:19:38.110 align:start position:0% AdWords with Facebook marketing with mailers<00:19:36.560> like<00:19:36.890> where<00:19:37.310> do<00:19:37.400> you<00:19:37.460> guys<00:19:37.610> stake<00:19:37.970> in 00:19:38.110 --> 00:19:38.120 align:start position:0% mailers like where do you guys stake in 00:19:38.120 --> 00:19:39.280 align:start position:0% mailers like where do you guys stake in wat<00:19:38.330> we'll<00:19:38.480> start<00:19:38.690> with<00:19:38.810> us<00:19:39.020> where<00:19:39.170> do<00:19:39.230> you 00:19:39.280 --> 00:19:39.290 align:start position:0% wat we'll start with us where do you 00:19:39.290 --> 00:19:41.640 align:start position:0% wat we'll start with us where do you think<00:19:39.410> people<00:19:40.160> should<00:19:40.400> should<00:19:41.060> be<00:19:41.090> you<00:19:41.450> know 00:19:41.640 --> 00:19:41.650 align:start position:0% think people should should be you know 00:19:41.650 --> 00:19:44.260 align:start position:0% think people should should be you know money's<00:19:42.650> important<00:19:43.100> work<00:19:43.730> what<00:19:44.000> are<00:19:44.120> some 00:19:44.260 --> 00:19:44.270 align:start position:0% money's important work what are some 00:19:44.270 --> 00:19:46.270 align:start position:0% money's important work what are some tips<00:19:44.540> or<00:19:44.780> tricks<00:19:45.230> on<00:19:45.500> that<00:19:45.680> part<00:19:45.890> of<00:19:45.950> you<00:19:46.040> think 00:19:46.270 --> 00:19:46.280 align:start position:0% tips or tricks on that part of you think 00:19:46.280 --> 00:19:48.790 align:start position:0% tips or tricks on that part of you think yeah<00:19:46.850> I<00:19:46.880> think<00:19:47.090> I'd<00:19:47.630> say<00:19:47.840> having<00:19:48.110> a<00:19:48.200> mix<00:19:48.470> is 00:19:48.790 --> 00:19:48.800 align:start position:0% yeah I think I'd say having a mix is 00:19:48.800 --> 00:19:50.110 align:start position:0% yeah I think I'd say having a mix is really<00:19:48.950> important<00:19:49.370> because<00:19:49.430> you<00:19:49.610> never<00:19:49.790> know 00:19:50.110 --> 00:19:50.120 align:start position:0% really important because you never know 00:19:50.120 --> 00:19:51.460 align:start position:0% really important because you never know where<00:19:50.330> the<00:19:50.390> business<00:19:50.660> can<00:19:50.840> come<00:19:51.050> from<00:19:51.260> right 00:19:51.460 --> 00:19:51.470 align:start position:0% where the business can come from right 00:19:51.470 --> 00:19:53.980 align:start position:0% where the business can come from right so<00:19:51.800> you<00:19:52.550> know<00:19:52.610> I<00:19:52.670> think<00:19:52.760> a<00:19:52.940> perfect<00:19:53.360> example<00:19:53.480> is 00:19:53.980 --> 00:19:53.990 align:start position:0% so you know I think a perfect example is 00:19:53.990 --> 00:19:57.730 align:start position:0% so you know I think a perfect example is you<00:19:54.320> know<00:19:55.330> split<00:19:56.410> significant<00:19:57.410> differences 00:19:57.730 --> 00:19:57.740 align:start position:0% you know split significant differences 00:19:57.740 --> 00:19:59.920 align:start position:0% you know split significant differences between<00:19:57.800> mark<00:19:58.460> and<00:19:58.580> I<00:19:58.700> right<00:19:58.910> so<00:19:59.540> mark<00:19:59.750> is 00:19:59.920 --> 00:19:59.930 align:start position:0% between mark and I right so mark is 00:19:59.930 --> 00:20:00.640 align:start position:0% between mark and I right so mark is sales 00:20:00.640 --> 00:20:00.650 align:start position:0% sales 00:20:00.650 --> 00:20:26.560 align:start position:0% sales he's<00:20:01.100> on<00:20:01.280> doing<00:20:02.090> any<00:20:24.910> you<00:20:25.910> know<00:20:26.000> so<00:20:26.150> again<00:20:26.360> it's 00:20:26.560 --> 00:20:26.570 align:start position:0% he's on doing any you know so again it's 00:20:26.570 --> 00:20:27.850 align:start position:0% he's on doing any you know so again it's like<00:20:26.750> there's<00:20:26.960> no<00:20:27.140> right<00:20:27.380> way<00:20:27.410> to<00:20:27.620> do<00:20:27.830> it 00:20:27.850 --> 00:20:27.860 align:start position:0% like there's no right way to do it 00:20:27.860 --> 00:20:29.410 align:start position:0% like there's no right way to do it because<00:20:28.040> we're<00:20:28.580> going<00:20:28.820> at<00:20:28.940> it<00:20:28.970> completely 00:20:29.410 --> 00:20:29.420 align:start position:0% because we're going at it completely 00:20:29.420 --> 00:20:31.270 align:start position:0% because we're going at it completely different<00:20:29.750> to<00:20:29.870> do<00:20:29.960> it<00:20:30.050> our<00:20:30.170> fees<00:20:30.470> you<00:20:30.800> know<00:20:30.920> big 00:20:31.270 --> 00:20:31.280 align:start position:0% different to do it our fees you know big 00:20:31.280 --> 00:20:35.500 align:start position:0% different to do it our fees you know big party<00:20:31.850> I<00:20:32.210> mean<00:20:32.740> some<00:20:33.740> what<00:20:33.950> are<00:20:34.160> apiece<00:20:34.580> but<00:20:35.240> a 00:20:35.500 --> 00:20:35.510 align:start position:0% party I mean some what are apiece but a 00:20:35.510 --> 00:20:38.970 align:start position:0% party I mean some what are apiece but a lot<00:20:36.110> of<00:20:36.140> our<00:20:36.380> business<00:20:36.860> comes<00:20:37.220> from<00:20:37.640> honestly 00:20:38.970 --> 00:20:38.980 align:start position:0% lot of our business comes from honestly 00:20:38.980 --> 00:20:42.580 align:start position:0% lot of our business comes from honestly pounding<00:20:39.980> the<00:20:40.040> pavement<00:20:40.429> in<00:20:40.720> managing<00:20:41.720> the 00:20:42.580 --> 00:20:42.590 align:start position:0% pounding the pavement in managing the 00:20:42.590 --> 00:20:44.590 align:start position:0% pounding the pavement in managing the relationship<00:20:42.710> because<00:20:43.520> whoever's<00:20:44.420> happy 00:20:44.590 --> 00:20:44.600 align:start position:0% relationship because whoever's happy 00:20:44.600 --> 00:20:45.200 align:start position:0% relationship because whoever's happy today 00:20:45.200 --> 00:20:45.210 align:start position:0% today 00:20:45.210 --> 00:20:47.270 align:start position:0% today is<00:20:45.590> possibly<00:20:46.590> not<00:20:46.680> happening<00:20:47.130> tomorrow 00:20:47.270 --> 00:20:47.280 align:start position:0% is possibly not happening tomorrow 00:20:47.280 --> 00:20:49.700 align:start position:0% is possibly not happening tomorrow morning<00:20:48.000> the<00:20:48.540> president's<00:20:49.080> garbage<00:20:49.470> got 00:20:49.700 --> 00:20:49.710 align:start position:0% morning the president's garbage got 00:20:49.710 --> 00:20:52.820 align:start position:0% morning the president's garbage got missed<00:20:50.030> big<00:20:51.030> problem<00:20:51.510> right<00:20:51.690> Rome<00:20:52.620> is<00:20:52.800> burning 00:20:52.820 --> 00:20:52.830 align:start position:0% missed big problem right Rome is burning 00:20:52.830 --> 00:20:56.840 align:start position:0% missed big problem right Rome is burning so<00:20:53.670> here<00:20:54.420> we<00:20:54.600> come<00:20:54.840> in<00:20:55.080> I<00:20:55.230> mean<00:20:55.560> you<00:20:56.430> know<00:20:56.550> here 00:20:56.840 --> 00:20:56.850 align:start position:0% so here we come in I mean you know here 00:20:56.850 --> 00:21:00.530 align:start position:0% so here we come in I mean you know here we<00:20:56.880> come<00:20:57.210> in<00:20:57.450> and<00:20:59.120> you're<00:21:00.120> the<00:21:00.270> front-runner 00:21:00.530 --> 00:21:00.540 align:start position:0% we come in and you're the front-runner 00:21:00.540 --> 00:21:02.480 align:start position:0% we come in and you're the front-runner all<00:21:00.840> of<00:21:00.960> a<00:21:01.020> sudden<00:21:01.320> you<00:21:01.620> know<00:21:01.650> we<00:21:02.310> are<00:21:02.460> doing 00:21:02.480 --> 00:21:02.490 align:start position:0% all of a sudden you know we are doing 00:21:02.490 --> 00:21:05.060 align:start position:0% all of a sudden you know we are doing RFPs<00:21:03.210> and<00:21:03.390> that's<00:21:03.660> you<00:21:04.080> know<00:21:04.110> for<00:21:04.440> schools<00:21:04.740> and 00:21:05.060 --> 00:21:05.070 align:start position:0% RFPs and that's you know for schools and 00:21:05.070 --> 00:21:06.770 align:start position:0% RFPs and that's you know for schools and and<00:21:05.280> most<00:21:05.730> of<00:21:05.910> them<00:21:06.030> are<00:21:06.120> bids<00:21:06.390> they<00:21:06.630> don't 00:21:06.770 --> 00:21:06.780 align:start position:0% and most of them are bids they don't 00:21:06.780 --> 00:21:08.870 align:start position:0% and most of them are bids they don't calm<00:21:06.990> RFPs<00:21:07.530> if<00:21:07.770> they<00:21:07.890> were<00:21:07.950> smart<00:21:08.430> they<00:21:08.490> call 00:21:08.870 --> 00:21:08.880 align:start position:0% calm RFPs if they were smart they call 00:21:08.880 --> 00:21:11.810 align:start position:0% calm RFPs if they were smart they call my<00:21:09.060> office<00:21:09.150> but<00:21:09.540> they<00:21:09.660> don't<00:21:09.900> so<00:21:10.530> they<00:21:11.100> tend<00:21:11.610> to 00:21:11.810 --> 00:21:11.820 align:start position:0% my office but they don't so they tend to 00:21:11.820 --> 00:21:14.210 align:start position:0% my office but they don't so they tend to try<00:21:12.000> to<00:21:12.060> go<00:21:12.240> with<00:21:12.360> lowest<00:21:12.780> bidder<00:21:12.990> and<00:21:13.260> in 00:21:14.210 --> 00:21:14.220 align:start position:0% try to go with lowest bidder and in 00:21:14.220 --> 00:21:15.860 align:start position:0% try to go with lowest bidder and in situations<00:21:15.210> where<00:21:15.360> you<00:21:15.420> have<00:21:15.570> relationships 00:21:15.860 --> 00:21:15.870 align:start position:0% situations where you have relationships 00:21:15.870 --> 00:21:18.170 align:start position:0% situations where you have relationships where<00:21:16.440> you're<00:21:16.620> managing<00:21:17.070> your<00:21:17.610> relationship 00:21:18.170 --> 00:21:18.180 align:start position:0% where you're managing your relationship 00:21:18.180 --> 00:21:20.690 align:start position:0% where you're managing your relationship with<00:21:18.420> let's<00:21:19.050> call<00:21:19.140> these<00:21:19.440> business<00:21:20.190> managers 00:21:20.690 --> 00:21:20.700 align:start position:0% with let's call these business managers 00:21:20.700 --> 00:21:25.550 align:start position:0% with let's call these business managers and<00:21:21.020> CS<00:21:22.020> POS<00:21:22.410> for<00:21:22.860> four<00:21:23.190> school<00:21:23.460> districts<00:21:24.560> you 00:21:25.550 --> 00:21:25.560 align:start position:0% and CS POS for four school districts you 00:21:25.560 --> 00:21:28.490 align:start position:0% and CS POS for four school districts you know<00:21:25.670> they<00:21:26.670> wouldn't<00:21:26.970> know<00:21:27.060> you<00:21:27.140> the<00:21:28.140> hardest 00:21:28.490 --> 00:21:28.500 align:start position:0% know they wouldn't know you the hardest 00:21:28.500 --> 00:21:29.780 align:start position:0% know they wouldn't know you the hardest thing<00:21:28.650> to<00:21:28.680> do<00:21:28.890> is<00:21:29.010> to<00:21:29.130> come<00:21:29.310> in<00:21:29.460> on<00:21:29.580> one<00:21:29.730> of 00:21:29.780 --> 00:21:29.790 align:start position:0% thing to do is to come in on one of 00:21:29.790 --> 00:21:32.510 align:start position:0% thing to do is to come in on one of those<00:21:29.910> bids<00:21:30.210> and<00:21:30.420> have<00:21:30.600> it<00:21:30.750> be<00:21:30.870> cold<00:21:31.200> and<00:21:31.560> the 00:21:32.510 --> 00:21:32.520 align:start position:0% those bids and have it be cold and the 00:21:32.520 --> 00:21:34.250 align:start position:0% those bids and have it be cold and the first<00:21:32.820> crack<00:21:33.150> they're<00:21:33.420> getting<00:21:33.720> at<00:21:33.840> you<00:21:34.020> is 00:21:34.250 --> 00:21:34.260 align:start position:0% first crack they're getting at you is 00:21:34.260 --> 00:21:37.730 align:start position:0% first crack they're getting at you is here's<00:21:34.980> the<00:21:35.160> bid<00:21:35.310> so<00:21:36.150> you<00:21:36.840> know<00:21:36.960> relationship 00:21:37.730 --> 00:21:37.740 align:start position:0% here's the bid so you know relationship 00:21:37.740 --> 00:21:41.780 align:start position:0% here's the bid so you know relationship is<00:21:38.400> still<00:21:38.760> King<00:21:39.030> Thursday<00:21:40.340> maybe<00:21:41.340> spend<00:21:41.640> some 00:21:41.780 --> 00:21:41.790 align:start position:0% is still King Thursday maybe spend some 00:21:41.790 --> 00:21:43.550 align:start position:0% is still King Thursday maybe spend some money<00:21:41.910> on<00:21:42.030> taking<00:21:42.900> care<00:21:43.020> of<00:21:43.080> the<00:21:43.170> clients<00:21:43.470> you 00:21:43.550 --> 00:21:43.560 align:start position:0% money on taking care of the clients you 00:21:43.560 --> 00:21:45.470 align:start position:0% money on taking care of the clients you have<00:21:43.590> right<00:21:43.920> now<00:21:44.040> right<00:21:44.910> that<00:21:45.090> would<00:21:45.180> be<00:21:45.240> one 00:21:45.470 --> 00:21:45.480 align:start position:0% have right now right that would be one 00:21:45.480 --> 00:21:46.940 align:start position:0% have right now right that would be one for<00:21:45.690> you<00:21:45.780> I<00:21:45.960> mean<00:21:46.200> taking<00:21:46.530> care<00:21:46.680> of<00:21:46.860> the 00:21:46.940 --> 00:21:46.950 align:start position:0% for you I mean taking care of the 00:21:46.950 --> 00:21:48.650 align:start position:0% for you I mean taking care of the clients<00:21:47.250> you<00:21:47.310> have<00:21:47.370> right<00:21:47.640> now<00:21:47.730> but<00:21:47.970> also<00:21:48.180> not 00:21:48.650 --> 00:21:48.660 align:start position:0% clients you have right now but also not 00:21:48.660 --> 00:21:50.360 align:start position:0% clients you have right now but also not forgetting<00:21:49.110> about<00:21:49.290> the<00:21:49.560> prospects<00:21:50.130> that<00:21:50.190> are 00:21:50.360 --> 00:21:50.370 align:start position:0% forgetting about the prospects that are 00:21:50.370 --> 00:21:51.950 align:start position:0% forgetting about the prospects that are in<00:21:50.460> your<00:21:50.580> pipeline<00:21:50.790> pipeline<00:21:51.210> is<00:21:51.570> everything 00:21:51.950 --> 00:21:51.960 align:start position:0% in your pipeline pipeline is everything 00:21:51.960 --> 00:21:53.830 align:start position:0% in your pipeline pipeline is everything when<00:21:52.500> it<00:21:52.530> comes<00:21:52.800> to<00:21:53.010> a<00:21:53.040> growing<00:21:53.460> business 00:21:53.830 --> 00:21:53.840 align:start position:0% when it comes to a growing business 00:21:53.840 --> 00:21:56.780 align:start position:0% when it comes to a growing business whether<00:21:54.840> you're<00:21:55.200> five<00:21:56.040> employees<00:21:56.370> 10 00:21:56.780 --> 00:21:56.790 align:start position:0% whether you're five employees 10 00:21:56.790 --> 00:21:59.630 align:start position:0% whether you're five employees 10 employees<00:21:57.620> 200<00:21:58.620> employers<00:21:59.100> what<00:21:59.280> you<00:21:59.430> do 00:21:59.630 --> 00:21:59.640 align:start position:0% employees 200 employers what you do 00:21:59.640 --> 00:22:01.310 align:start position:0% employees 200 employers what you do today<00:21:59.850> is<00:21:59.970> not<00:22:00.180> going<00:22:00.540> to<00:22:00.660> affect<00:22:00.960> you<00:22:01.050> today 00:22:01.310 --> 00:22:01.320 align:start position:0% today is not going to affect you today 00:22:01.320 --> 00:22:03.920 align:start position:0% today is not going to affect you today it's<00:22:01.770> going<00:22:02.040> to<00:22:02.130> affect<00:22:02.430> you<00:22:02.550> 30<00:22:02.820> 60<00:22:03.420> 90<00:22:03.450> days 00:22:03.920 --> 00:22:03.930 align:start position:0% it's going to affect you 30 60 90 days 00:22:03.930 --> 00:22:06.380 align:start position:0% it's going to affect you 30 60 90 days from<00:22:04.110> now<00:22:04.290> so<00:22:04.860> you<00:22:05.460> always<00:22:05.790> want<00:22:06.210> to<00:22:06.270> be 00:22:06.380 --> 00:22:06.390 align:start position:0% from now so you always want to be 00:22:06.390 --> 00:22:08.300 align:start position:0% from now so you always want to be planting<00:22:06.780> seeds<00:22:07.080> because<00:22:07.470> over<00:22:07.800> time<00:22:07.830> those 00:22:08.300 --> 00:22:08.310 align:start position:0% planting seeds because over time those 00:22:08.310 --> 00:22:10.640 align:start position:0% planting seeds because over time those seeds<00:22:08.580> grow<00:22:08.760> into<00:22:08.790> trees<00:22:09.030> and<00:22:09.530> you're<00:22:10.530> gonna 00:22:10.640 --> 00:22:10.650 align:start position:0% seeds grow into trees and you're gonna 00:22:10.650 --> 00:22:13.460 align:start position:0% seeds grow into trees and you're gonna reap<00:22:10.890> the<00:22:11.040> benefits<00:22:11.660> eventually<00:22:12.660> you<00:22:13.350> know 00:22:13.460 --> 00:22:13.470 align:start position:0% reap the benefits eventually you know 00:22:13.470 --> 00:22:16.640 align:start position:0% reap the benefits eventually you know every<00:22:13.920> year<00:22:14.190> we're<00:22:14.520> we're<00:22:15.000> working<00:22:15.180> today<00:22:15.930> not 00:22:16.640 --> 00:22:16.650 align:start position:0% every year we're we're working today not 00:22:16.650 --> 00:22:19.810 align:start position:0% every year we're we're working today not necessarily<00:22:17.010> for<00:22:17.670> tomorrow<00:22:18.000> but<00:22:18.480> you<00:22:19.050> know 00:22:19.810 --> 00:22:19.820 align:start position:0% necessarily for tomorrow but you know 00:22:19.820 --> 00:22:23.120 align:start position:0% necessarily for tomorrow but you know for<00:22:20.820> six<00:22:21.390> months<00:22:21.630> from<00:22:21.750> now<00:22:21.900> we<00:22:22.680> just<00:22:22.920> don't 00:22:23.120 --> 00:22:23.130 align:start position:0% for six months from now we just don't 00:22:23.130 --> 00:22:24.650 align:start position:0% for six months from now we just don't know<00:22:23.280> what's<00:22:23.460> gonna<00:22:23.550> happen<00:22:23.670> all<00:22:24.480> right 00:22:24.650 --> 00:22:24.660 align:start position:0% know what's gonna happen all right 00:22:24.660 --> 00:22:27.110 align:start position:0% know what's gonna happen all right what<00:22:25.380> no<00:22:25.770> I<00:22:25.830> mean<00:22:26.040> then<00:22:26.190> it's<00:22:26.610> you<00:22:26.850> know<00:22:26.940> mark 00:22:27.110 --> 00:22:27.120 align:start position:0% what no I mean then it's you know mark 00:22:27.120 --> 00:22:28.430 align:start position:0% what no I mean then it's you know mark it<00:22:27.240> on<00:22:27.330> the<00:22:27.420> head<00:22:27.570> because<00:22:27.870> it's<00:22:28.050> you<00:22:28.260> know<00:22:28.350> at 00:22:28.430 --> 00:22:28.440 align:start position:0% it on the head because it's you know at 00:22:28.440 --> 00:22:29.360 align:start position:0% it on the head because it's you know at the<00:22:28.500> end<00:22:28.530> of<00:22:28.620> day<00:22:28.740> you<00:22:28.920> know<00:22:29.010> you're<00:22:29.130> dealing 00:22:29.360 --> 00:22:29.370 align:start position:0% the end of day you know you're dealing 00:22:29.370 --> 00:22:31.310 align:start position:0% the end of day you know you're dealing with<00:22:29.400> people<00:22:29.760> it's<00:22:29.910> relationships<00:22:30.510> and<00:22:30.750> even 00:22:31.310 --> 00:22:31.320 align:start position:0% with people it's relationships and even 00:22:31.320 --> 00:22:33.350 align:start position:0% with people it's relationships and even like<00:22:31.500> for<00:22:31.710> us<00:22:31.740> right<00:22:32.010> when<00:22:32.190> you<00:22:32.580> know<00:22:32.670> they're 00:22:33.350 --> 00:22:33.360 align:start position:0% like for us right when you know they're 00:22:33.360 --> 00:22:35.750 align:start position:0% like for us right when you know they're calling<00:22:33.570> us<00:22:33.870> and<00:22:34.230> sometimes<00:22:35.190> there's<00:22:35.550> another 00:22:35.750 --> 00:22:35.760 align:start position:0% calling us and sometimes there's another 00:22:35.760 --> 00:22:37.910 align:start position:0% calling us and sometimes there's another bitter<00:22:36.060> presence<00:22:36.720> or<00:22:36.870> two<00:22:36.990> other<00:22:37.170> bidders<00:22:37.470> you 00:22:37.910 --> 00:22:37.920 align:start position:0% bitter presence or two other bidders you 00:22:37.920 --> 00:22:39.740 align:start position:0% bitter presence or two other bidders you know<00:22:38.340> walk<00:22:38.520> through<00:22:38.700> and<00:22:38.850> you<00:22:39.300> know<00:22:39.390> sometimes 00:22:39.740 --> 00:22:39.750 align:start position:0% know walk through and you know sometimes 00:22:39.750 --> 00:22:42.080 align:start position:0% know walk through and you know sometimes I<00:22:39.870> I<00:22:40.080> notice<00:22:40.470> that<00:22:40.650> they're<00:22:41.370> walking<00:22:41.580> rushing 00:22:42.080 --> 00:22:42.090 align:start position:0% I I notice that they're walking rushing 00:22:42.090 --> 00:22:43.250 align:start position:0% I I notice that they're walking rushing to<00:22:42.210> the<00:22:42.300> space<00:22:42.570> because<00:22:42.840> they're<00:22:42.990> trying<00:22:43.140> to 00:22:43.250 --> 00:22:43.260 align:start position:0% to the space because they're trying to 00:22:43.260 --> 00:22:44.330 align:start position:0% to the space because they're trying to get<00:22:43.380> to<00:22:43.440> the<00:22:43.500> next<00:22:43.650> appointment<00:22:44.130> or<00:22:44.250> whatever 00:22:44.330 --> 00:22:44.340 align:start position:0% get to the next appointment or whatever 00:22:44.340 --> 00:22:46.280 align:start position:0% get to the next appointment or whatever it's<00:22:45.270> like<00:22:45.390> you<00:22:45.510> know<00:22:45.600> what<00:22:45.690> listen<00:22:45.960> if<00:22:46.110> you've 00:22:46.280 --> 00:22:46.290 align:start position:0% it's like you know what listen if you've 00:22:46.290 --> 00:22:46.580 align:start position:0% it's like you know what listen if you've got 00:22:46.580 --> 00:22:46.590 align:start position:0% got 00:22:46.590 --> 00:22:48.529 align:start position:0% got the<00:22:46.649> opportunity<00:22:47.159> make<00:22:47.519> the<00:22:47.730> time<00:22:47.970> to<00:22:48.299> not 00:22:48.529 --> 00:22:48.539 align:start position:0% the opportunity make the time to not 00:22:48.539 --> 00:22:50.720 align:start position:0% the opportunity make the time to not have<00:22:48.779> to<00:22:48.929> rush<00:22:49.169> to<00:22:49.950> talk<00:22:50.190> to<00:22:50.370> the<00:22:50.460> you<00:22:50.700> know 00:22:50.720 --> 00:22:50.730 align:start position:0% have to rush to talk to the you know 00:22:50.730 --> 00:22:54.049 align:start position:0% have to rush to talk to the you know potential<00:22:51.450> prospect<00:22:51.990> and<00:22:52.230> you<00:22:52.440> know<00:22:53.039> you<00:22:53.850> have 00:22:54.049 --> 00:22:54.059 align:start position:0% potential prospect and you know you have 00:22:54.059 --> 00:22:55.310 align:start position:0% potential prospect and you know you have to<00:22:54.240> get<00:22:54.360> a<00:22:54.419> space<00:22:54.600> because<00:22:54.779> if<00:22:54.960> you're<00:22:55.080> rushing 00:22:55.310 --> 00:22:55.320 align:start position:0% to get a space because if you're rushing 00:22:55.320 --> 00:22:57.169 align:start position:0% to get a space because if you're rushing through<00:22:55.409> a<00:22:55.499> space<00:22:55.769> you<00:22:56.070> know<00:22:56.190> the<00:22:56.730> signal 00:22:57.169 --> 00:22:57.179 align:start position:0% through a space you know the signal 00:22:57.179 --> 00:22:58.279 align:start position:0% through a space you know the signal you're<00:22:57.330> saying<00:22:57.539> to<00:22:57.659> them<00:22:57.749> is<00:22:57.899> they're<00:22:58.169> gonna 00:22:58.279 --> 00:22:58.289 align:start position:0% you're saying to them is they're gonna 00:22:58.289 --> 00:22:59.360 align:start position:0% you're saying to them is they're gonna come<00:22:58.470> in<00:22:58.499> here<00:22:58.710> and<00:22:58.799> now<00:22:58.889> you<00:22:58.950> just<00:22:59.159> rush 00:22:59.360 --> 00:22:59.370 align:start position:0% come in here and now you just rush 00:22:59.370 --> 00:23:00.710 align:start position:0% come in here and now you just rush through<00:22:59.399> my<00:22:59.549> space<00:22:59.820> and<00:22:59.850> not<00:23:00.059> Karadzic<00:23:00.480> kinda 00:23:00.710 --> 00:23:00.720 align:start position:0% through my space and not Karadzic kinda 00:23:00.720 --> 00:23:02.419 align:start position:0% through my space and not Karadzic kinda gets<00:23:00.870> the<00:23:00.960> next<00:23:01.169> you<00:23:01.529> know<00:23:01.620> quitting<00:23:01.919> right<00:23:02.159> so 00:23:02.419 --> 00:23:02.429 align:start position:0% gets the next you know quitting right so 00:23:02.429 --> 00:23:03.560 align:start position:0% gets the next you know quitting right so at<00:23:02.639> the<00:23:02.700> end<00:23:02.789> of<00:23:02.850> day<00:23:02.940> you're<00:23:03.240> dealing<00:23:03.480> with 00:23:03.560 --> 00:23:03.570 align:start position:0% at the end of day you're dealing with 00:23:03.570 --> 00:23:05.659 align:start position:0% at the end of day you're dealing with people<00:23:03.840> and<00:23:03.929> it's<00:23:04.019> just<00:23:04.169> build<00:23:05.009> relationships 00:23:05.659 --> 00:23:05.669 align:start position:0% people and it's just build relationships 00:23:05.669 --> 00:23:08.269 align:start position:0% people and it's just build relationships do<00:23:05.879> things<00:23:06.120> that<00:23:06.299> diligently<00:23:07.080> and<00:23:07.259> you<00:23:08.159> know<00:23:08.249> I 00:23:08.269 --> 00:23:08.279 align:start position:0% do things that diligently and you know I 00:23:08.279 --> 00:23:10.190 align:start position:0% do things that diligently and you know I always<00:23:08.850> say<00:23:08.999> is<00:23:09.149> you<00:23:09.179> know<00:23:09.450> we're<00:23:09.990> really<00:23:10.080> not 00:23:10.190 --> 00:23:10.200 align:start position:0% always say is you know we're really not 00:23:10.200 --> 00:23:11.749 align:start position:0% always say is you know we're really not selling<00:23:10.649> right<00:23:10.830> we're<00:23:11.009> providing<00:23:11.279> value 00:23:11.749 --> 00:23:11.759 align:start position:0% selling right we're providing value 00:23:11.759 --> 00:23:12.680 align:start position:0% selling right we're providing value right<00:23:11.940> because<00:23:12.120> you<00:23:12.330> know<00:23:12.360> they<00:23:12.539> have<00:23:12.659> a 00:23:12.680 --> 00:23:12.690 align:start position:0% right because you know they have a 00:23:12.690 --> 00:23:13.850 align:start position:0% right because you know they have a problem<00:23:12.960> and<00:23:13.259> it's<00:23:13.379> they<00:23:13.559> needed<00:23:13.769> their 00:23:13.850 --> 00:23:13.860 align:start position:0% problem and it's they needed their 00:23:13.860 --> 00:23:16.340 align:start position:0% problem and it's they needed their facility<00:23:14.309> Queen<00:23:14.549> and<00:23:14.789> if<00:23:15.029> you<00:23:15.240> can<00:23:15.419> take<00:23:16.169> care 00:23:16.340 --> 00:23:16.350 align:start position:0% facility Queen and if you can take care 00:23:16.350 --> 00:23:18.590 align:start position:0% facility Queen and if you can take care of<00:23:16.409> that<00:23:16.559> and<00:23:16.679> take<00:23:16.830> care<00:23:16.950> of<00:23:17.039> it<00:23:17.129> well<00:23:17.370> and<00:23:17.610> for 00:23:18.590 --> 00:23:18.600 align:start position:0% of that and take care of it well and for 00:23:18.600 --> 00:23:19.850 align:start position:0% of that and take care of it well and for them<00:23:18.720> to<00:23:18.840> not<00:23:18.990> have<00:23:19.049> components<00:23:19.649> you<00:23:19.710> make 00:23:19.850 --> 00:23:19.860 align:start position:0% them to not have components you make 00:23:19.860 --> 00:23:21.109 align:start position:0% them to not have components you make their<00:23:20.100> life<00:23:20.249> easy<00:23:20.490> you<00:23:20.789> know<00:23:20.879> you<00:23:20.940> need<00:23:21.090> to 00:23:21.109 --> 00:23:21.119 align:start position:0% their life easy you know you need to 00:23:21.119 --> 00:23:22.249 align:start position:0% their life easy you know you need to make<00:23:21.179> them<00:23:21.450> the<00:23:21.539> hero<00:23:21.720> because<00:23:21.960> they<00:23:22.049> hired 00:23:22.249 --> 00:23:22.259 align:start position:0% make them the hero because they hired 00:23:22.259 --> 00:23:24.289 align:start position:0% make them the hero because they hired you<00:23:22.499> right<00:23:22.710> so<00:23:22.980> you<00:23:23.639> know<00:23:23.700> really<00:23:23.909> think<00:23:24.090> of<00:23:24.179> it 00:23:24.289 --> 00:23:24.299 align:start position:0% you right so you know really think of it 00:23:24.299 --> 00:23:27.739 align:start position:0% you right so you know really think of it like<00:23:24.480> how<00:23:24.749> do<00:23:24.809> I<00:23:25.009> add<00:23:26.009> value<00:23:26.690> absolutely<00:23:27.690> no 00:23:27.739 --> 00:23:27.749 align:start position:0% like how do I add value absolutely no 00:23:27.749 --> 00:23:29.600 align:start position:0% like how do I add value absolutely no that's<00:23:28.139> really<00:23:28.470> you<00:23:28.710> know<00:23:28.769> and<00:23:29.070> at<00:23:29.159> the<00:23:29.279> end<00:23:29.490> of 00:23:29.600 --> 00:23:29.610 align:start position:0% that's really you know and at the end of 00:23:29.610 --> 00:23:30.980 align:start position:0% that's really you know and at the end of the<00:23:29.700> day<00:23:29.759> what<00:23:30.240> that<00:23:30.269> said<00:23:30.600> you<00:23:30.690> always<00:23:30.809> have 00:23:30.980 --> 00:23:30.990 align:start position:0% the day what that said you always have 00:23:30.990 --> 00:23:32.389 align:start position:0% the day what that said you always have to<00:23:31.110> think<00:23:31.230> about<00:23:31.379> like<00:23:31.619> how<00:23:31.649> can<00:23:31.860> I<00:23:32.070> serve<00:23:32.279> as 00:23:32.389 --> 00:23:32.399 align:start position:0% to think about like how can I serve as 00:23:32.399 --> 00:23:34.129 align:start position:0% to think about like how can I serve as my<00:23:32.519> clients<00:23:32.879> better<00:23:33.029> what<00:23:33.570> technology<00:23:34.110> is 00:23:34.129 --> 00:23:34.139 align:start position:0% my clients better what technology is 00:23:34.139 --> 00:23:36.739 align:start position:0% my clients better what technology is that<00:23:34.320> out<00:23:34.470> there<00:23:34.679> that<00:23:34.889> can<00:23:35.879> allow<00:23:36.090> me<00:23:36.269> to<00:23:36.480> be 00:23:36.739 --> 00:23:36.749 align:start position:0% that out there that can allow me to be 00:23:36.749 --> 00:23:39.739 align:start position:0% that out there that can allow me to be more<00:23:36.929> competitive<00:23:37.320> to<00:23:38.509> provide<00:23:39.509> a<00:23:39.539> better 00:23:39.739 --> 00:23:39.749 align:start position:0% more competitive to provide a better 00:23:39.749 --> 00:23:41.480 align:start position:0% more competitive to provide a better service<00:23:40.049> and<00:23:40.529> you<00:23:41.070> know<00:23:41.159> it's<00:23:41.279> like<00:23:41.369> even 00:23:41.480 --> 00:23:41.490 align:start position:0% service and you know it's like even 00:23:41.490 --> 00:23:44.299 align:start position:0% service and you know it's like even going<00:23:41.730> back<00:23:41.909> to<00:23:42.059> the<00:23:42.360> CRM<00:23:42.659> stuff<00:23:43.080> like<00:23:43.350> you 00:23:44.299 --> 00:23:44.309 align:start position:0% going back to the CRM stuff like you 00:23:44.309 --> 00:23:46.310 align:start position:0% going back to the CRM stuff like you know<00:23:44.340> what<00:23:45.119> was<00:23:45.539> some<00:23:45.659> of<00:23:45.720> this<00:23:45.779> technology 00:23:46.310 --> 00:23:46.320 align:start position:0% know what was some of this technology 00:23:46.320 --> 00:23:48.850 align:start position:0% know what was some of this technology like<00:23:46.350> you<00:23:46.889> know<00:23:46.980> we<00:23:47.159> might<00:23:47.369> set<00:23:47.730> you<00:23:48.059> know 00:23:48.850 --> 00:23:48.860 align:start position:0% like you know we might set you know 00:23:48.860 --> 00:23:51.799 align:start position:0% like you know we might set you know inspections<00:23:49.860> to<00:23:50.129> be<00:23:50.309> every<00:23:50.669> two<00:23:51.360> weeks<00:23:51.600> or 00:23:51.799 --> 00:23:51.809 align:start position:0% inspections to be every two weeks or 00:23:51.809 --> 00:23:54.529 align:start position:0% inspections to be every two weeks or every<00:23:51.899> month<00:23:52.440> right<00:23:52.619> and<00:23:52.980> so<00:23:53.190> what<00:23:53.999> technology 00:23:54.529 --> 00:23:54.539 align:start position:0% every month right and so what technology 00:23:54.539 --> 00:23:56.210 align:start position:0% every month right and so what technology now<00:23:54.690> it'll<00:23:55.230> tell<00:23:55.440> us<00:23:55.470> okay<00:23:55.889> you<00:23:55.950> haven't 00:23:56.210 --> 00:23:56.220 align:start position:0% now it'll tell us okay you haven't 00:23:56.220 --> 00:23:58.789 align:start position:0% now it'll tell us okay you haven't performed<00:23:56.639> you<00:23:57.029> know<00:23:57.119> your<00:23:57.679> inspection<00:23:58.679> on 00:23:58.789 --> 00:23:58.799 align:start position:0% performed you know your inspection on 00:23:58.799 --> 00:24:00.440 align:start position:0% performed you know your inspection on schedule<00:23:59.249> you're<00:23:59.669> supposed<00:23:59.970> to<00:24:00.090> do<00:24:00.240> it 00:24:00.440 --> 00:24:00.450 align:start position:0% schedule you're supposed to do it 00:24:00.450 --> 00:24:03.830 align:start position:0% schedule you're supposed to do it yesterday<00:24:01.259> so<00:24:01.799> now<00:24:02.149> it'll<00:24:03.149> send<00:24:03.360> us<00:24:03.480> an<00:24:03.600> alert 00:24:03.830 --> 00:24:03.840 align:start position:0% yesterday so now it'll send us an alert 00:24:03.840 --> 00:24:06.289 align:start position:0% yesterday so now it'll send us an alert right<00:24:04.110> and<00:24:04.559> if<00:24:04.619> week<00:24:04.769> passes<00:24:05.159> by<00:24:05.490> they'll<00:24:06.059> send 00:24:06.289 --> 00:24:06.299 align:start position:0% right and if week passes by they'll send 00:24:06.299 --> 00:24:08.269 align:start position:0% right and if week passes by they'll send us<00:24:06.389> another<00:24:06.480> why<00:24:07.049> because<00:24:07.499> if<00:24:07.950> you're<00:24:08.100> missing 00:24:08.269 --> 00:24:08.279 align:start position:0% us another why because if you're missing 00:24:08.279 --> 00:24:10.039 align:start position:0% us another why because if you're missing your<00:24:08.490> inspections<00:24:09.029> you<00:24:09.539> know<00:24:09.690> that<00:24:09.869> means 00:24:10.039 --> 00:24:10.049 align:start position:0% your inspections you know that means 00:24:10.049 --> 00:24:12.259 align:start position:0% your inspections you know that means that<00:24:10.200> the<00:24:10.889> chances<00:24:11.399> of<00:24:11.429> there<00:24:11.789> being<00:24:11.820> an<00:24:12.149> issue 00:24:12.259 --> 00:24:12.269 align:start position:0% that the chances of there being an issue 00:24:12.269 --> 00:24:14.269 align:start position:0% that the chances of there being an issue science<00:24:13.139> increase<00:24:13.529> right<00:24:13.769> soon<00:24:13.950> and<00:24:14.129> those 00:24:14.269 --> 00:24:14.279 align:start position:0% science increase right soon and those 00:24:14.279 --> 00:24:16.999 align:start position:0% science increase right soon and those alerts<00:24:14.580> are<00:24:15.299> very<00:24:15.539> important<00:24:15.990> so<00:24:16.110> again<00:24:16.350> you 00:24:16.999 --> 00:24:17.009 align:start position:0% alerts are very important so again you 00:24:17.009 --> 00:24:19.340 align:start position:0% alerts are very important so again you know<00:24:17.100> don't<00:24:17.730> use<00:24:17.940> CRM<00:24:18.389> the<00:24:18.419> news<00:24:18.659> technology 00:24:19.340 --> 00:24:19.350 align:start position:0% know don't use CRM the news technology 00:24:19.350 --> 00:24:22.940 align:start position:0% know don't use CRM the news technology to<00:24:20.279> span<00:24:21.090> people<00:24:21.509> use<00:24:21.720> them<00:24:21.899> to<00:24:22.110> add<00:24:22.740> value 00:24:22.940 --> 00:24:22.950 align:start position:0% to span people use them to add value 00:24:22.950 --> 00:24:26.600 align:start position:0% to span people use them to add value right<00:24:23.429> I<00:24:24.179> think<00:24:24.299> you<00:24:24.869> know<00:24:24.990> I<00:24:25.049> think<00:24:25.610> what 00:24:26.600 --> 00:24:26.610 align:start position:0% right I think you know I think what 00:24:26.610 --> 00:24:28.789 align:start position:0% right I think you know I think what you're<00:24:26.789> talking<00:24:26.999> about<00:24:27.269> really<00:24:27.690> is<00:24:27.990> you<00:24:28.740> know 00:24:28.789 --> 00:24:28.799 align:start position:0% you're talking about really is you know 00:24:28.799 --> 00:24:31.580 align:start position:0% you're talking about really is you know make<00:24:29.490> a<00:24:29.519> friend<00:24:29.820> make<00:24:30.029> a<00:24:30.059> sale<00:24:30.299> that's<00:24:31.080> exactly 00:24:31.580 --> 00:24:31.590 align:start position:0% make a friend make a sale that's exactly 00:24:31.590 --> 00:24:33.200 align:start position:0% make a friend make a sale that's exactly we're<00:24:31.860> out<00:24:31.980> there<00:24:32.220> to<00:24:32.369> help<00:24:32.519> we're<00:24:32.850> not<00:24:33.029> out 00:24:33.200 --> 00:24:33.210 align:start position:0% we're out there to help we're not out 00:24:33.210 --> 00:24:35.659 align:start position:0% we're out there to help we're not out there<00:24:33.240> to<00:24:33.539> solve<00:24:33.749> so<00:24:34.350> when<00:24:35.249> we're<00:24:35.490> out<00:24:35.639> there 00:24:35.659 --> 00:24:35.669 align:start position:0% there to solve so when we're out there 00:24:35.669 --> 00:24:37.399 align:start position:0% there to solve so when we're out there we're<00:24:36.179> out<00:24:36.360> there<00:24:36.600> to<00:24:36.749> solve<00:24:37.080> people's 00:24:37.399 --> 00:24:37.409 align:start position:0% we're out there to solve people's 00:24:37.409 --> 00:24:39.980 align:start position:0% we're out there to solve people's problems<00:24:37.649> we're<00:24:38.249> out<00:24:38.369> there<00:24:38.580> to<00:24:38.700> help<00:24:38.820> so<00:24:39.509> if 00:24:39.980 --> 00:24:39.990 align:start position:0% problems we're out there to help so if 00:24:39.990 --> 00:24:42.409 align:start position:0% problems we're out there to help so if we<00:24:40.230> can<00:24:40.379> make<00:24:40.529> a<00:24:40.559> friend<00:24:40.889> today<00:24:41.299> maybe<00:24:42.299> not 00:24:42.409 --> 00:24:42.419 align:start position:0% we can make a friend today maybe not 00:24:42.419 --> 00:24:44.210 align:start position:0% we can make a friend today maybe not tomorrow<00:24:42.539> maybe<00:24:43.139> not<00:24:43.440> six<00:24:43.799> months<00:24:44.039> from<00:24:44.159> now 00:24:44.210 --> 00:24:44.220 align:start position:0% tomorrow maybe not six months from now 00:24:44.220 --> 00:24:47.480 align:start position:0% tomorrow maybe not six months from now maybe<00:24:44.610> not<00:24:44.820> a<00:24:44.850> year<00:24:45.059> from<00:24:45.149> now<00:24:45.360> but<00:24:46.009> maybe<00:24:47.009> in<00:24:47.340> a 00:24:47.480 --> 00:24:47.490 align:start position:0% maybe not a year from now but maybe in a 00:24:47.490 --> 00:24:49.489 align:start position:0% maybe not a year from now but maybe in a year<00:24:47.610> and<00:24:47.669> a<00:24:47.759> half<00:24:47.850> from<00:24:47.970> now<00:24:48.059> they're<00:24:49.049> going 00:24:49.489 --> 00:24:49.499 align:start position:0% year and a half from now they're going 00:24:49.499 --> 00:24:52.419 align:start position:0% year and a half from now they're going to<00:24:50.299> come<00:24:51.299> back<00:24:51.450> to<00:24:51.629> you<00:24:51.720> for<00:24:51.929> something 00:24:52.419 --> 00:24:52.429 align:start position:0% to come back to you for something 00:24:52.429 --> 00:24:55.830 align:start position:0% to come back to you for something that<00:24:52.549> someone<00:24:53.119> else<00:24:53.269> can't<00:24:53.509> solve<00:24:53.749> for<00:24:53.960> them 00:24:55.830 --> 00:24:55.840 align:start position:0% that someone else can't solve for them 00:24:55.840 --> 00:25:04.880 align:start position:0% that someone else can't solve for them [Music]