The Art of Nurturing Real Estate Leads

Welcome to we have two days left of February here, and nurture month is wrapping up, but we have one of my favorite people on today, Jessie. Everyone knows Jessie. For everyone who doesn’t know who Jessie is, Jessie, please go ahead and introduce yourself to everyone. Sure. My name is Jessie Beaudoin. I am the founder of Call Action, and also the free Follow-up Boss Tools product, which, a lot of you people basically use. So our goal is to help you have better conversations, give you some guidance, and then, we’re gonna try and share some tips and tricks today. So from my few years of experience, as you could see from this gray beard. Well, I am so glad we were able to make this work today. Jessie has a wonderful presentation for everyone. We are basically talking to you about something a little bit different. I know this month, we’ve been kind of going through the smart list and making sure you have things properly set up. Nurturing is a really important topic. I was just telling Jessie, we just came from the Keller Williams event in Atlanta, and so many folks were talking to me about, you know, what’s in their databases. I have so many leads. I don’t know what to do with them. Do I trash them? And I was like, oh, no. I don’t wanna hear that. So we’re gonna kinda talk about a lot of that important stuff that I know you all have these burning questions. So, Jessie, without further ado, please let’s get started. Sure. Sounds good. And I also hear that same conversation just through all of our customers. It’s kind of why we built products like Revive and stuff like that. And, you know, our goal is to try and create frameworks for everyone. So I’m going to go ahead and share my screen, and hopefully everyone can see that. I think Janelle, you can maybe confirm with me if can see that as well. You’re good. All right, perfect. So if anyone’s gonna want this deck, you can go ahead and text the word nurture to this number. I’ll also show it again here at the very end. So a little bit about myself, Jessie Beaudoin, founder of Call Action, also of Tools. We’ve been a follow-up boss tech partner for about ten years now. We were one of the very first ones, that were ever built. Basically, we launched the very first embedded app when that ecosystem started, one of the very first inbox apps and stuff like that. So what we’re gonna talk about today is just my experience in terms of helping customers move conversations forward and to nurture from a lead to a closing. And really, this is an art. And what I mean by art is that we are moving a customer through these very specific stages. Everyone thinks of something as a funnel. And what we’re really doing on a funnel is we’re moving someone from the top of the funnel where they are aspirational in nature. So they’re hoping or thinking about maybe purchasing sometime into the future, but they’re not really sure, don’t have the confidence yet. As they move down the funnel, they’re gonna get into what we call research mode. And research mode is oftentimes when the lead is going to appear in your database. This is someone who has responded to very good advertising that you may have done that has created a hook. And in that hook, people are basically going, Oh, I would like to see what the list of three bedroom, two bath homes under six hundred thousand with a pool. Right? And that’s gonna create a question and they wanna get that question answered. So they start to go into research phase. That is gonna usually create a lot of signals for them. They’re gonna get a lot of information that is coming from all over the place. And those signals, if they have too many, actually create noise. And when they have noise, it creates uncertainty. And it’s our job to give them clarity to move them down from research into a transactional phase. When they have that clarity, they’re going to be able to do that. So most people, what’s happening, the problem that we’ve seen is that we’re trying to nurture and we do that by just calling and checking in. Okay? And that’s not the right way because we’re not moving that person forward. So first and foremost, when we think of this art funnel, we have people that are gonna be in what we call aspirational phase. These are people that have possibly low ability to purchase and they have low motivation because you need both things, motivation and the ability to be able to transact, to buy anything, right? So if either one of these is unclear, they’re not going to transact. So what’s going to happen is most leads are going to come in in this aspirational at the very top of the funnel. And what they’re trying to do is they’re trying to get excited about maybe purchasing. So maybe they’re window shopping and looking at all those homes on Zillow and stuff like that. Or maybe the other side of it is they got a notification from Credit Karma that says you have to have perfect credit, and that’s eight hundred in order to buy a house. So they may be self diagnosing that they have low ability to purchase. And what happens is us as professionals, we need to give them this guidance to move them forward. So our goal is we’re going to move them, diagnose their motivation and ability, and we’re gonna try and increase their motivation by giving them information while they’re in research mode. And when we can increase their ability by maybe helping them get referred to a lender, working on their credit, providing them areas. We increase the, ability. And when they have high ability and high motivation, they’re gonna be here in this top right hand corner of this four by four, which is they’re gonna become transactional. So our goal as professionals is to move this customer through this journey from aspirational down into research and eventually becoming transactional. And as we do that, we’re gonna earn their trust by providing them that guidance. So part of this is just psychology. So if we really think about this, Maslow’s hierarchy of needs, if we’re not super aware of this, we need to really tune into this. These are basically the core foundations of human psychology and the things that we desire, right? First and foremost, we need to have food and shelter, right? That is like a primal need that everyone needs to have. Aside from that, we need to have this idea of safety and security. And this is part of the reason why people want to buy homes, right? They want that security. They want to know that the place is theirs and their landlord or tenant, you know, can’t tell them what to do. We want basically the certainty. But in sales, where really the magic happens in this in between stage, right? We’re going from basically the sense of belonging and we want people to feel heard. And when they feel heard, they’re going to feel connected. When they get that, they’re going to then have self esteem. They’re going to have confidence to move forward, basically. And their goal is that they want to move towards this goal, the pinnacle of this, this self actualization of, I want to become a homeowner. And we’re trying to move those customers through these stages of this. But first and foremost, is we need for them to feel that they are basically have, that they’re feeling heard and that they feel connected to someone, right? That is our goal. That’s our desire for relationships. Why social media is so popular? We all want to feel connected, right? So as we have someone and we earn their trust by making them feel heard by asking the right questions, we’re going to give them a sense of security. If they feel secure in their decisions, which is what we’re going to help them, guide them towards, they’re going to kind of move forward. Janelle, you’ve probably seen this over at Keller Williams, right? People are like, What do I do? You just mentioned this, that they are like, I have this giant database. What’s the next stage, right? So much of this this past week. Yeah. So a lot of that comes from this idea that we’re not giving our clients clear stages, so then we don’t have clarity in terms of what we should be doing, right? Follow-up just becomes, Hey, I’m just checking in to see if you’re interested in buying. And that’s not clarity for you, which makes your follow-up random. Your confidence goes down because you don’t know what you’re going to say. And if you’re doing random things, you’re going to get random results. So I think a lot of us, you know, have been taught to check-in, we’re grading our leads on hot, medium, or cold, right? But we’re not diagnosing why they’re in those stages. Why is someone a B or a C? Right? And that’s where us as professionals need to come in and move those people forward in their journey to reach basically their goal, to reach that self actualization of being a homeowner so that they can get the self esteem and everything else. So, you know, one thing that’s really important is to not have a bunch of random tasks. If you are going to create tasks, make sure that they’re very clear that there’s a purpose in that task, not just calling to check-in, but you should be following up and nurturing that person based on the last stages that you were in. That’s a really good point because that’s a question that does come up very often is I see folks with thousands of tasks sometimes, hundreds. You mean this one right here? That one right there. Yeah. And that is something that I know a lot of folks have maybe come over from a different CRM, and they were more heavily task based. And I always would say that we’re not a heavily task based CRM because we have Smart Lists. But what is just an example of something that you would that this is an actual task as opposed to this is not really a task. This is more just something that, you know, we need to be that’s the differentiation. I think the biggest difference is this. Every conversation needs to end with the what is the next action that we are going to take together. So the task list should really become reinforcing that last conversation that you have and moving that conversation forward. So that needs to be clear basically as to what it was. So if I’m talking to you, my task list is not call Janelle. It was call Janelle to get onto this particular phone call to do this particular webinar for all of you. And what that did is that created both Janelle and I clarity in terms of getting prepared for that call and things like that. And so one of the biggest errors I see is everyone just has a bunch of tasks that says call customer. But what are you calling about? If we’re not clear on what that is going to be, then we’re going to have problems. Same thing with stages, I think. I see this a lot. You talk to a customer, a person says, Hey, I’m not interested right now. And so they just randomly go, Oh, I think that’s a B. I’ll check with them in ninety days from now. Right? But if we don’t know why they are waiting, how can we follow-up in the future in a way that is going to provide value to them? There’s no clarity. There’s no clarity for them. That’s why they’re coming to us, right? Is to get clarity so that we can move them forward in terms of the next stage. If they don’t have clarity of what they need to do next, they’re not going to be confident in their decisions, right? So I think people, they get stuck in aspirational. So they are either just like, we’re overwhelming them by saying like, Hey, I’m gonna send you all these properties that are available for sale, right? And then what happens is you’re like, Okay, well, they all look nice. So a good salesperson, let’s think of yourself, Janelle. Let’s say you go to the makeup counter, right? You might talk to the person at the makeup counter and be like, Hey, I would like something that is going to do this, right? Now, if you’re at the Ulta counter, they’re not like, Well, here’s all of the stuff we have. Knock yourself out, right? They’re going to give you some guidance. So if we walk through that particular thing, normally what’s going to happen, maybe they’re going to ask you, what’s your skin tone? Is this for a nighttime event, a daytime event? Like so on and so forth. And they’re going to start asking you questions to give you some guidance. They’re not just going to say like, oh, here you go. Feels that guidance that we get gives us basically confidence in terms of moving forward. So a lot of people, if we just sending them listing alerts, all that stuff, they’re just looping in research and aspirational. They’re not moving forward. And we want to try and give them clarity for that. So we like to basically talk about something called the art framework. So we want to move someone from aspirational. So we want to clarify their motivation for moving. If we don’t do that and we don’t know why they want to move, how can we help them? And this comes through basically asking questions. So we want to, once we understand their motivations, we want to determine their ability. Can they move, right? This is that motivation and ability. So that’s going to come from certain questions. And once we know that they have the motivation and the ability, then urgency is going to come by getting excited because they know that they have both because now they have confidence that they can do the transaction. And that’s going to move them into the next step. So nurturing leads is not about checking in. It’s about guiding them forward. It’s about moving them towards their goal. And we have to give them a map to go there. Like if I get in the car, you get in the car, we just don’t go like, well, I’m just going jump in the car and drive in some random destination. Right? We use a GPS to help us get to where we want to go. And buyers and sellers, the destination is very clear. They either want to sell their house to go into another house or basically they want to leave where they’re currently renting and buy somewhere else. There’s a very clear destination, and we need to become their GPS. We need to be their advisor to give them clarity on how to get there and show them the proper steps and the direction to get there with the least amount of detours, right? Being the most efficient. So follow-up, if you really keep it down into these very simple concepts, it’s actually really, really easy. I think what happens is most of us, we’re checking in, we don’t have clarity on what we’re following up on. And if you don’t have clarity, how can you give somebody else clarity? So that’s very, very difficult. That is another question here that might actually be a good segue into this. How do you deal with a client who is not forthcoming with their information? For instance, I can’t get a straight answer from a buyer on what the the timeframe is. They just keep sending me comments on all the listings that I’ve sent them. I’ve asked several times and they ignore the question. Do you have any advice for that? I think with that basically is you gotta return back, you gotta slow back because I think a lot of customers, this might be a motivation issue, right? So what happens is that the motivation on getting clear on where they want to go, you don’t know that yet. So if they’re not being forthcoming and are just asking you a bunch of questions, I think the easiest way to identify that is, you know, what’s the goal of making the move? Right? And what you want to really turn that into is you want a future cast where they want to be. Maybe for most people, you guys probably all know this, it’s the seven Ds, right? Death, divorce, diamonds, right? Diapers. There’s these things that will eventually become the trigger and create the urgency. There’s some life event that is gonna cause someone to make that move. If you’re getting a lot of these kind of random kind of questions, it’s because we haven’t discovered what is going to be their trigger. What is the thing that is gonna force them to make a move? Because moving is kind of like going to the dentist, right? Most people are gonna put that off as long as they possibly can because they know that going to the dentist is painful and expensive, Right? So we’re going to basically say like, Oh, I know I should go to the dentist, but it’s not until it starts to hurt or you’re not happy with your smile that you have that sense of urgency and that becomes the trigger for you to take action. Now dentists will encourage us to go and check, and that’s kind of like sending listing alerts, right? It’s no different than, Hey, it’s been your six month checkup, but they’re not creating a sense of urgency. They’re not giving you some guidance, so we need to move them forward. So when you’re talking to a customer, it’s important to understand where that particular customer is. So you can see here on the screen, I have a couple basically nurture filters that are in place. And this is what your smart list and filters should be, is to try and get clarity in terms of where this person is in the journey, right? If I build a smart list around activity and area where they’re searching, they’re probably in research phase. If someone is in a seller or buyer phase, then I need to discover if they have ability, right, to make that transaction. And so we’ll talk a little bit about these and the tools that you can use to move these people forward. So one of the things that I always think is important, I use these ideas of frameworks, right? This is very common process, but I call it basically the AAA framework, which is answer, ask, and adopt. People become leads. All of these names that are sitting in your follow-up boss is because they had a question. That question was elicited through either your advertising, your marketing, a listing that they saw. It is some news that they saw in the news about interest rates going up or interest rates going down. All of these things create questions in someone’s mind. And when they have a question, the goal is that they want an answer. So the first most important thing is when you get a lead, is to be very clear on where the lead came from and what is the question that they probably want to get answered. And the very first part of this is answering their question. So I’ll use an example with you, Janelle, if you want to role play a little bit with me. Okay? Sure. How often have you gone to the store, right, and salesperson comes up to you and says, Can I help you? And what is our natural response? Usually I’m like, Oh, no, thanks. I’m just looking. Just looking, right? And the thing is, there is nothing that has created a question in your mind yet. Nothing has caught your attention yet, right? Now you’re gonna walk around that store maybe, and all of a sudden you see a cute dress or a blouse or whatever it might be, you’re gonna pick that up. And now all of a sudden, your attention has switched, right? You have a question that you want to get answered. And what you’re going to look for is that person to give you guidance to get that question answered. So it might be, where’s the changing room? It might be, do you have this in a size two? Right? We don’t know. We’re only going to discover that if we make ourselves available and answer their question initially and then ask to uncover motivation and that person’s ability. So if someone, you walked into a store and used the same blouse example, they’re probably going to ask you, right? Hey, where are you going? Where are going to be wearing this? And now what they’re probably going to do is try and provide you guidance in terms of, well, let’s pair this blouse with this beautiful skirt or maybe some shoes or whatever else. And that’s what a good salesperson does is actually provides guidance. Right? And they do that by having you asking you questions so that you are actually guiding yourself on where you want to go. It’s just giving you clarity and they’re reinforcing that clarity for you. So this very simple framework of answer, ask, adopt. When someone makes an inquiry and you get a lead, if you get a lead from Zillow and they’re inquiring about a property, then you need to answer their question about that lead, not ask them if they’re pre qualified and ready to buy. You want to ask them like, why do you like that area? What’s your motivation to move forward in that particular area? Yes, that property is available. Yes, we can see it. If we use Zillow as an example, they use ALM, appointment first, then location, then motivation, because we’re going to learn that as we meet them and have that conversation in person. Okay? So we want to always focus on trying to discover basically motivation and ability. But first and foremost, you do that by answering their questions, right? Because answering their questions makes you forthcoming. It gives you the ability to display that you’re knowledgeable. So if someone’s inquiring about a particular area, you want to tell them everything about that area as quickly as possible so that you can earn their trust. And as you answer their questions, it is gonna create questions in their mind. And now you move to become their guide. You become their adviser because now you can answer all of their questions. We- That big word trust. Yeah. We basically have some tools that will help you to do that. This is the free tools app that everyone has access to inside of Follow-up Boss, and I will show you that. So reduce uncertainty. When you reduce uncertainty and you create clarity, it’s just like a GPS. Think about when I get on the freeway, I’m gonna get on Waze. I know what’s the fastest way to get to where I wanna go. And what your responsibility is as a professional is to give them that guidance, right? So we want to give them a map on how to get to where they want to go, right? So we’re going to discover their motivation. We’re going to discover their ability, and we’re going to give them a plan, right? And we’re going to confirm that plan with them by a mutual action plan. When you talk to a customer, follow-up and nurture sometimes is difficult. Cause going back to what we talked about earlier, we don’t have clarity on why we’re even following up in the first place. Right? So as a simple rule, someone inquires about a particular property. You’re going to say, Hey, thank you very much. Yes, this property is available. Would you like for me to show you some additional properties? They might say, Yes, I’m interested. You’re going to get clarity in terms of their motivation, why they’re looking to move into particular area, what’s important about that particular area, then maybe you’ll tap into ability. And ability could be something as simple as, are you currently renting? Right? And if you are, oh, are you on a lease? When does that lease end? Right? If we don’t know when their lease ends, we might be following up, asking them if they’re ready to buy and sell, but their lease ends in eight months from now. They’re not going to move for eight months. Right? But as they get closer to that moment in time, that’s going to give them a sense of urgency. And we gave them clarity on how to get there. Right? So that’s the mutual action plan. So once you have that clarity, then you basically set up your future follow-up to nurture them down that path. So if we use basically the homeowner who is currently in a lease, we’re gonna do check ins to see if they’re working on their down payment. We’re gonna check and we’re gonna tell them that we’re gonna call them two or three months before their lease ends and give them clarity and confidence about making a move. And here’s the reason why, right? We’re going to show our professionalism in terms of why that’s going to make sense. So this map thing, we built a tool inside of Follow-up Boss. If you install tools, you’re going to go into the call section and there’s something called a mover momentum score, And it asks five questions, and those five questions are designed to discover their motivation and to discover their ability. And there’s a little drop down, and when you use it, it’s actually going to score that person and tell you where they are in this art. Are they in aspirational, research, or transactional? So it’s going to help you give you some clarity and it’ll give you some next steps in terms of what to do with those particular people. Okay? So we want to move people from a nurture to a close. And your only way we’re going to do that is if we give them clarity in terms of where they’re going. And if we don’t do that, we’re not doing them any services, right? Our goal is to help someone get to where they want to go. And when we do that, we don’t have to chase them anymore. We’re actually guiding that person, moving them forward because we’re moving from art. We understand that they’re somewhere in this funnel of aspirational research or transactional. We’re going to answer, ask, and adopt all of their questions. And then we’re going to give them a map of what they should do next, which is going to be clarity for them and clarity for you in the form of a smart list. And then we’re going to give them guidance. So when you call back in a month from now, you feel much more confident in your follow-up because you know exactly why you’re following up, why you’re nurturing a particular customer. So we have tools. I’m gonna switch over to Follow-up Boss really quick. Do we have enough time? Sure. Yeah, Okay. Yes. Let me, let me stop that share. Let me switch basically to a different screen to share here. So what I would normally tell you Oops, let’s see here. Don’t know if I had the right one there. Okay. Hopefully, this is useful for everyone. If anyone has any questions, always feel free to reach out. So I’m going to give you kind of some examples here, and your smart lists are going to be those guides. So let’s say someone tells you that they’re interested in a particular area. Now, most of you probably already know this, but you can use tags. And if you have the auto tagging based on location that someone might be interested in, you can create a Smart Lists around this. So maybe I’m gonna look for all of my people who are interested in buying an area like Buena Park, for example. So that smart list might look something like this. I’m gonna have a particular customer. I know that their inquiry was originally to look into this particular area. I’m gonna review the customer contact record. And then when I call them, I have something very specific to call about. I’m gonna tap into their curiosity, educate them about the market. I’m gonna tell them about new listings that might be available in that particular area. If basically you have their most recent activity, what you could do is basically see where they’ve been looking at and maybe give them guidance about the last property that they were in. So as an example, if you install tools, we can basically tell them using Zestimates, Hey, that property you are looking at, you know, it’s gone down about ten thousand dollars property. You know, the buyer market is improving for you. Were you aware of that? Now I’m asking a question to create engagement so that they can answer their own questions, and then I can give them basically guidance moving them forward, or you guys can give them guidance in terms of moving them forward. All right? Maybe we’ll create a different smart list that is going to be something around, as an example, oops, let’s see here. If I do something around a buyer or a seller, right? This is super clear. All of your leads are either or, right? It’s pretty simple. So if I build a smart list around buyer or seller, so as an example, this is seller, Okay. And again, we want to create some clarity for them. So maybe I’m going to go in here. I’m going to find out what their addresses are. If you need a very simple way to initiate a conversation with them, you could go in here and go, Okay, this person’s address was whatever it might be that you currently have, as an example. So, you know, I’ll make up an address here. It was an actual house address. And I might call Joe, who I know is a seller, and now I’m gonna give them some clarity. I’m gonna have adopted them because they told me they’re interested in selling their house. So I’m gonna adopt them by providing them value based on from my last conversation. And I’m going to say, Hey, I’m giving you a call today, Joe, because just want to let you know, last time we talked about a month ago, since then, property values have gone up three thousand or four thousand dollars in your area, right? And the current Zestimate right now is around six hundred and ninety five thousand dollars on your property. How do you feel about that? Does that feel accurate to you? And maybe they’ll tell you yes, maybe they’ll tell you no, but that creates that conversation so that you can determine motivation and ability. So this is a simple way that you could use the tool, around that. Maybe I’m going to go and have another one that is a renter. Okay. And if someone is a renter, as an example, we want to again adopt that person, give them guidance, help them with motivation and ability. So part of the way that we’re going to do that is we can go into tools and we can go into this very simple calculator that’s here and basically say, Hey, Joe, I know that you’re currently renting a home. How much are you paying in rent right now? And maybe they’re going to tell you, Oh, I’m paying three thousand two hundred dollars And you’re going say, Okay, well, you know, today interest rates are right around six percent. I don’t know if you know this or not, but I just figured I’d give you some ideas here. At three thousand two hundred dollars a month, you would be able to buy a home for right around four and ten thousand dollars Now that would require about twenty thousand dollars down that right now in the bank might be paying you a couple percent interest rates. But what’s going to happen is in five years from now, if property appreciates at three percent per year, that future value of that home would be about four hundred and seventy five thousand. And you’ll have about one hundred and fifteen thousand dollars in equity in the future. Now, is the house that you’re currently renting perfect? Probably not. But the perfect house for you is probably going to require a bigger down payment. And so if you bought another imperfect house now, you’ll have equity in the future to buy that perfect house in the future. So this, again, is just an idea that you could use to give you some clarity. Now, maybe they’re gonna start asking you some questions about the market. You have a bunch of tools that are all in here that you can use. Maybe they’re gonna ask you about current interest rates. You can actually see all the current interest rates and the current mortgage news directly here all inside of Follow-up Boss using tools, all for free. Nice. Yeah. This is free. This is free. I want everyone to understand that. So, I continue, sorry, Jessie. Yeah, no, that’s basically it. You know, I want to be mindful of everyone’s time. Everyone’s already given us about forty five minutes of their time. So, you know, I think at this point, probably best to answer any questions if we have any in the live chat there. And if not, then we can kind of go from there. Yeah, we do actually have a couple of questions. And I also want, and I always ask everyone at the end of these, for these agents, everyone who’s watching this right now and who again, you went through so much amazing information. What are three two to three top takeaways that you would suggest for agents who just feel overwhelmed with their system and where do they begin? And I’m hoping you say download free tools, so. I will basically tell you, focus on motivation and ability, right? This idea of understanding when you ask questions, you want to be very thoughtful in terms of asking the questions to determine, are they motivated or do they have the ability? This is the why and the when. Right? Because when you understand those two things, then you’re gonna be able to follow-up easily, and it’s gonna give you confidence to move forward. Most people lack in follow-up or they struggle with that because they lack in confidence because they don’t know what to say or what to do. And so by being clear in terms of initially answering their question, first of all, when you answer someone’s question when they become a lead, right? That’s zero friction. Like, you don’t need to be like salesy or anything in reference to that. What we do need to be is curious, right? So if they became a lead because they’re curious about their home value, tell them their home value right from the very beginning. Right? But then tell them and educate them about the things that change their home value, interest rates, demand, supply, how the market is doing because you are the professional, right? If I went to a doctor and I’m expecting the doctor to diagnose whatever I’m concerned about. And I feel that most people, we don’t try and diagnose, we try and sell. And selling something is for you, it’s not for them. And so the doctor is not trying to, you know, make a bunch of money. He’s trying to help you, right? And by helping you, by diagnosing what your problems are and giving you guidance that gives you confidence, when you have that confidence, then you’re going to move forward and, you know, get care, and they’re going to get rewarded for that. And if that doctor is good, you’re going to say, wow, that doctor is really great, and you’re going to get referred and all of those kinds of things. So slow down, spend time being curious, trying to focus on the motivation and the ability. Perfect. So one question right now is where can we find free tools? So for anyone who is Yeah. Like, can we walk through that? Sure. It is under integrations. So I’m just gonna share my screen again really quickly. I’ll walk you guys through it. If you go under admin, you’re gonna go under integrations. Okay. And you’re gonna scroll down the list and what you’ll see is tools right here. Now the only thing you need to do is just click on that button. You’ll see. And then once it’s installed, you’re gonna go to a contact record. It’ll normally be down here in the bottom right hand corner, and you’ll just wanna drag that up. In case you guys don’t know this, this is really important. You can move this up and down here, and that will give you, tools. And then the other thing that I would recommend to in your smart list that you’re doing here, this is just a last minute, like, quick tip. I just thought about it. You wanna probably put these columns. So if you guys don’t know yet, you can add these columns here for, like, website activity. This becomes really important to have that stuff in there. And I would also, especially if you’re a team leader, remove the phone number and the email address from the Smart List view. Because what you want is you want you and your agents to go into the contact record, to read the notes in terms of what’s actually happening. If you have phone number and email right here, a lot of times people are just going to pick up the phone and call directly from here. Never look at the notes. If they don’t look at the notes, they don’t know how to move that conversation forward, and that’s why you’re always starting over. Something, just a a quick and easy tip here for you. That’s great advice. Jessie, thanks so much for joining us today. Was so incredibly helpful. We have everyone who’s asking, is this recorded? Yes. It is. It is going to live in the community. So you can find this. Jessie is very active in this community as well, and I know he is open to any questions that you might have for him. So, yeah, thank you again for coming. If anyone has any questions, feel free to tag me, you know, in either the group or anything like that. I’ll be more than happy to answer any questions you guys may have or reach out to me personally. I’m usually pretty easy to find online. So thank you so much, Janelle. I really, really appreciate the opportunity. Appreciate serving all of you in the Follow-up Boss community. And, you know, rest assured you are using the best solution, but every solution is only the best if you use it right. And the takeaway I had was don’t get stuck in a aspirational. I wrote it down. I love it. And I think everyone to remember that today. Move the person past basically the research phase by giving them guidance, right? And by giving them guidance, you’re going to earn that trust. And when you earn that trust, you can give them a map. Then everyone’s got clarity, and you can move forward and close those transactions.