I had to shoot it to the next day there saying that maybe Yeah. So that's that's something in the in the app that needs to be opened up with the calendar then. So when um when there is a job it's just blocking off the whole calendar for everybody then right instead of just the one I think it goes by salesperson. It goes by the salesperson. Yeah. And it just blocks your whole day. Yeah, because I was trying to enter customers in the system the other day and I did the inspection, but it wasn't that. It didn't want me to split it in for that day. I just had to change to the next day. Then I can order the next day because you have all the Do you know how to how to work around that, Sergio? I don't. This is the first time I hear it, but I I I'm going to ask you. I wanted to see if they know that. So, I think everybody has to go I think everyone to go get her to see if um because I'm gonna find out right now because I I I my um our CRM used to do that too and it was an easy fix. I'm looking it up right now. Now, the appointment that you have, Shane, um you had like um some clients that day, but it wasn't the whole day obviously, but it would block your whole day, so you couldn't add anything else into that day. I showed up to the install because when they're doing a roof, it's the best time to knock around the area. and I had some inspection. So, I put them in the system because we had an install going on. It didn't want me to put anything in the system for that day. Then you start shooting it out to any day because I don't care what day it was in the system. Within that day, you're going to get alerts all day, too, because hey, you have all these things set that you didn't really set. And see, this is not a I don't know how to fix that because I haven't worked with this aquinks yet. Let's see. Are you guys connected to I don't know if you guys know this much. What other plugins do you have in that Echolinks? Is there any other plugins like Diopad or Trilio or High Level? No, just uh No, like anything for scheduling? No, nothing. There's no other that are connected because I'm I'm thinking there's probably some miscommunication to No, I'm I'm not sure about that. So, doesn't make any schedule because there something booked for that day or what? Yeah. So, I was trying to put something in the system and it would not let me put them in the system and I set up a different day because we're doing it's on on your schedule or Yeah. No worries. My group when you get done asking for a date and the time set the appointment and it would let me leave. So, I just had to set it for the next day. We get three or four of those. Next day all you're getting alerts all day long about when you put that labor for the whole day. Yeah, I think that's what they do. Maybe just put in the morning or something. Yeah. So that's one thing that Yeah. Yeah. So, we'll talk to Yana and Jennifer about that because uh that could be easily fixed just by changing the time. No, we already figured out. Okay. I was trying to find it right now. Doing some research. It's It's Yeah, it's just going to edit the job calendar settings. This is what it's saying. you go to the settings icon, calendar settings. Um, there's like a a default event duration and it can set time like it can go all day, block the whole day or you can block an hour or 90 minutes. So, you block a certain amount of time and I think it's on a default where it's just blocking the whole day. Instead of all day events, it turns into like uh, you know, the 60 or 90 hour uh minute event. Yeah, I think yeah, they just need to change that for every job that we're going to do. Maybe just set it for 60 minutes and then Yeah, because there's a there is a button that says all day. So, you can just uncheck that and then you set a specific time um start and end time and then that's that's where it would only block that window on the calendar. So that way if you're trying to put something else in there, the only reason it'll tell you not is if you really do have something blocked during that time. Otherwise, it will let you, you know, put more in your day. Yes, got it. Got it. But you know, obviously it's now it's training to do it like um that way the team is using it, right? It's not just, you know, going over the steps. You want me to send you the notes for that part right there? Or did that already make sense what I just told you? No, it makes sense. Okay. All right. Let's continue then. Let's go through the trainings. All right. So, you know, um I took a lot of this information, the updates right now, and I integrated into my training. Um that way we can, you know, integrate some integrate some of these things that we're talking about into this. Right. So, we're going to get into the first system right now and this is called stacking the pipeline and you know this is going to be yes for Fatima for the sales development reps but for you guys as well because before they get your guys' calendar so freaking booked that you can't do anything else but show up. That's what we want. We want you guys have like 8 to 10 every day where you just can't do anything else but go and close, right? And then we need to bring more people on to help. Like that's that's what the goal is. Um, but before that happens, like you guys need to be doing your outbound calls as well. So, this is all about filling up the closers calendars until it freaking breaks. That that's what this right now what I'm going to talk about like how can we set it up to where we break your guys' calendar because you have so many freaking appointments. Okay, so system one, we need to all think like a closer. So, even Fatima, um I know you guys are at the reception. I know you guys are doing other things like in the office. You said you're putting together those boxes, you know, things like that. And I know that those things are going to come up because that's a part of your guys' job, right? Um but I also want you guys to think even though I'm doing those things, I still want to think like I'm here to close. I'm here to bring value. I'm here to bring business. I'm here to make some money. Right? And so yes, you're going to be doing those things, but I want everybody, all of us to think like a closer. So if you want to, you know, win as um like Fatima to bring in some more money, not just come in and just only answer calls and set an appointments like, yeah, I'mma do that, but man, I want to bring in more income for myself. We need to think like a closer. So every appointment that you book, it's like it's like money. It's like it's a money move for both of you guys. every appointment, every setup, every followup. This is all putting stuff into the pipeline. So that way, you know, um, a month from now, because I know you guys said it can take a couple weeks, even a couple months for it to go through the pipeline to get paid, but if we're consistent and keep doing what we're doing, the pipeline's going to start getting full, right? So then it's going to we're going to start closing a lot more every day. But we have to stay consistent. Otherwise, we're going to, you know, it's going to have a good month and then a bad month or a good week and a bad week because we're not filling up the pipeline. So, step one, you have to you have to know know your pitch. So, this is where remember I was telling you guys we need to work together and even um listen to their calls, do some coaching with them. Like we want to help the SDRs, Fatima, the team, all of us, even like the the new guys here to to know our pitch. So, this is where I want you guys. Um, Sergio, you know how you're saying we're going to go sit down with them and um, listen to their calls and let's can we please, you know, set some time to do that and listen in on a few of their calls. Just be I'm doing that on Wednesday. So, good. And and all all of you guys because it's not just to like, oh, let me hear what you're doing. It's it's to all learn together so we can like, all right, let's say this. Let's let's do this now because this is going to set it up better so that way we can work as a team to to get more things closing, right? So, listen to um some of their calls this week. Do some role play. Something that we have with our sales team that we we do not allow any of our sales agents to call our clients unless they do role play first. That's how we do it because we know that like even like um professional athletes, right? Like you always warm up before you go into the game. That's what the best players do. Like it's the most effective because we're not our first few conversations, they're not great. They suck. You know, we're not all there. We're not presents. You know, we're kind of fumbling around. Our energy is low. We're not in it. Like our brain was at home, you know, for a whole day, for like half of the day. and with our personal things. So now you're coming in to work, your mind is not there. Excuse me. So we have found numbers go up a lot when we started to do the role play before because people like they have good intentions. They start they're hustling, they're lazy, but their numbers started to get a lot better when we just said, "Okay, we're going to do 15 to 20 minute role play." We wouldn't do it a big old long training or coaching. It wasn't like that. It was just like, "All right, boom, ring, ring, hello." And they just go through, we just went through the scripts. Objections would come. Handle handle objection. We we'll just focus on one objection each role play. Just drill it. Drill it. Drill it. Right. Man, what a difference. Huge difference. And and I'll tell you the truth that our our sales agents hated it at first. They they were annoyed by it. They didn't want to do it. They were embarrassed by it. Like they it was just inconvenient, uncomfortable. Um but then within a few weeks, their whole minds changed about it because they started seeing the results. They started seeing their confidence get higher, making more money. The business started growing. They're like, "Shit, I wish I would have did this a long time ago." But the transition is not fun at first, you know? But we have to like do the role play this. When you're doing that, you're practicing mirroring the language, mirroring the body language, mirroring the the energy, the tone, right? Um, asking the questions, how to value stack, or even asking what kind of questions to ask, like what kind of jobs, you know, are you looking for, what the problems, like what kind of things to ask, like to know the pitch, right? So, I want you guys to think like a closer and and and the closers, I want you guys to be sitting down with them to so you guys can all come up with what's your plan with this. So, Sergio, I know you said you're going to do it on on Wednesday. When can you the other closer set time with them to do that as well? So, pretty much on Wednesday. I'll just tell for us to do it on Wednesday. Yeah, because uh you have time to schedule people differently. So they can do Wednesday say in the morning and then normally alternate us all so that on Wednesday we all have time with you and Joseline. So yeah. So Wednesday we'll do it Wednesday. All of you guys on Wednesday. Yep. And then she'll play with the schedule uh depending on who has what, but it will be Wednesday. Okay. Now, let me give you um if you guys can write down some of these tips as you're going to meet with them because I want you guys to think like, okay, we're going to work obviously we're going to work together and they're going to be so good that they're going to break my calendar, right? So this is where we need to learn how to build urgency in these calls as well in the text and the emails because we're thinking like a closer. So remember this this first system that we're talking about is how can we stack the pipeline? How can we, you know, break the closer's calendar? That's what we're focusing on right now. So right now it's just like thinking like a closer. So your pitch and how you're talking, right? How do we create real urgency? So when you're when you're say what you're saying in voicemails, in your text, and the emails, what can create urgency or an example, like simple things, but we need to do it on purpose. Hey, we're going to be in your area tomorrow. We have one slot left, you know, text me yes or no. That could be a text, right? But it creates urgency. And you can even put, you know, we will be in your area tomorrow, capital words, and we only have one slot left. Like these are just simple things to do to create urgency. So know your work on your pitch, how you're going to say things with the energy, work with your closer, the um the confidence as they're saying it, when they get an objection, how to handle it. Right? Second thing is, how can you create urgency when you're setting it up? So, okay, I'm going to be here tomorrow. I only have one slot left. Yes or no? No may. Yes or no? Step three, get them to like all of us need to own the outcome, right? Take full responsibility there. So, it's not just like let's say Fatima um you have somebody interested, right? Um are Fatima, are you able to close it all the way to set the appointment or do you need to transfer it over to um one of the closers to do it? No, I can set the appointment. Yeah. So, you don't need to bring the closers in at all right here at this point. No, I just get it to Perfect. And then they go to the house and close it there. Yeah. Great. Okay. Awesome. Okay. So, let's get to the second one here. So now it's like, all right, we're we're making a bunch of noise, setting up appointments. Now we need to run this like a pod. Pod meaning like a team. So every team, every pod, every group will operate like they like one revenue unit, right? So that way we can measure better. We can create competitions because now we're going to see like, oh, is it Fatima's, you know, team or Jos's team or Ros's team? who's who's winning, who's producing more, right? We can start it becomes like gamified here, some healthy competition and and the numbers start to really grow with this type of stuff, right? So, it's a it's a healthy thing. So, now let's talk about how to run run this like a pod or like a team to really operate that way. So, first thing is we need to set these micro goals, these daily goals. Yeah. All the best teams communicate. There's a lot of communication going on. There's like it's overly communicated. A lot of connection. All the great teams, they they sync in real time. Like it's not like, oh, we're going to follow up at the end of the week and get updated. Like, no, people are doing it in real time and playing off of each other's wins, knowing each other's gaps. Like, there's all that's a real team atmosphere, right? Like a real athletic team on the field. You know, you have a football team there. They have a play. They see the defense set up in a certain way and they have to call an audible, right? Like they have to call another plan B audible and everybody knows. So they have because there's a lot of communication going on so they can pivot and adjust during game time because they have practiced those things. Same thing here. So we need to have a run a real team, not a like a loose group that's doing whatever. We need to have a freaking solid badass team here. And it starts with the first thing is having these daily micro goals. Simple. Remember, it's communication. It's just getting in the habit of doing it. Okay? So, I don't know if you guys have noticed, but when I when I bring these things, I'm sharing things in a very simple way. So, I hope you guys don't think like, well, this is like really simple. I'm doing it on purpose, but you need to do it, right? because we can't like get into other deeper things unless we're doing these basic things. So, it's not like even if some of these things are being repeated, I like I hope it annoys everybody if we're repeating a lot of things because we're repeating because it's not being done yet, you know, like we need to really set it so we can build on it. So, if we're going to build this team here, we have to have a clear simple things that we can do to get the momentum. Like for an example, every morning where you guys you guys can set up a meeting, micro goals. All right, how many appointments are we each going to set today? It's just a little huddle, little meeting, getting clear. How many are you going to hit? All right, I'm I'mma do I'm gonna go for nine. I'm gonna go for 10. Right? And then track it. Text it. Hit it. Right? When you when you start to just talk about it like that and set goals with an energy, all right, how many you gonna get today? All right. I don't know. like just that kind of conversation and those huddles and having those setting those micro goals with your team, it's powerful, you know, and then then you have Fatima, you know, challenging, you know, Kevin like, all right, well, I'm going to make I'm going to stack up your calendar here, but you have to close them, right? So now there's like a little challenge there. Okay, I'm going to close them, but make sure you remind them so they show up and do. So now it creates this this this energy there for sales. So step one set daily micro goals. So Fatima think all of you guys the closers think how can you set this up? What is it going to look like for your pod for your team? How how are you guys going to set up this rhythm? These daily, you know, little huddles that you can do to go over your micro goals. Okay, here are the the numbers that you're going to hit today. and then track it and keep each other accountable and like encourage each other and push each other, check on each other. Hey, you you said you were going to get, you know, nine today. It's already two and you only have four, right? Like you got to come on, you got to pick it up. You got to close it strong. Like it because we're measuring, because we're talking about it, it we're able to do that. Otherwise, none of that happens. We're just kind of just going through the day. Step two. So remember, right now we're talking about how to run a team when it comes to these pods, right? How to how to get that going, how to operate like a a one revenue unit. Step two, group chat. Group chats are I have at first it was very annoying because man, I have so many freaking group chats on my phone. It's ridiculous. I have group chats on WhatsApp. I have group chats on my teams. That's a that's what I use for our companies. I have group chat on Telegram. I have group chats on text with different clients. I have a lot of group chats and man, they're so important to keep track and keep connected with all those groups. Like it's a very easy way to keep people motivated, to keep them reminded, to keep them accountable because you're just connecting with her throughout the day, right? So I run a lot of teams using chats. So okay, now think about yourself. How are you going to do this? Where where what platform? Is it going to be through the CRM? Just create your group in there, text group, WhatsApp, what are you guys going to use? And I'm going to ask you guys right now so we can actually have this plan, right? So after I go through the system, I'm going to ask you guys, what are you guys going to implement? So group chat, think of it like um like a command center like if you start a just a person like a three, you know, you guys have your pods of like three people, right? A threeperson chat where you're talking about daily goals, hot leads, wins, lost deals where that's just the conversation you're having in there to keep everything pushing through the pipeline. before lunch you're updating each other like what's happening where your numbers are before the end of the day you're updating each other right in the beginning of the in the morning you can say here goes today or if you need help with something like it's it's helps communication get a lot better and you can even tag your closer you know when when the lead is really hot boom hey I have somebody really good just go on it like you can push things through more because you have this command center where you're communicating right very simple but Man, it's helped me so much a lot. And through those those chats, you can again you can do text, you can do video, you can do graphics, you can do you know you can be be creative there. Third thing and then um I'm I'm going to pause. You guys will get into pairs, talk about this, come up your plan and then you guys will give me feedback. Step three here. Right now we're talking about running it like a pod. So now think of okay we're doing these these daily things right checking in we have these group chats creating the communication there awesome now we also need to work on some some weekly power hour with our teams so one time a week um I want you to meet for well doesn't even have to be an hour even if it's 15 20 minutes guys okay even if it's 15 20 minutes once a It doesn't have to be an hour, but all you do is you you meet with each other and you talk about what's working, what's not, what do we need from each other. Set, you know, three new um pod or group targets for that week and that's it. So if that can be a 15 minutes, it can take an hour, but it's it's so productive for you to meet with your team and talk about what what's working, what's not working, what do we need from each other, right? Because you're not a solo act. You're a team. This is your pot is going to be like your power. This your team is going to be your power right here. This is how you're going to generate more income. So when one person rises, the whole team is going to eat more. The whole team is going to get paid more. Okay? So, right now we went over two things. So, this is where I'm going to pause and I'm going to give you guys a few minutes to get into like pairs and just talk about what we went over right now and what you're going to implement. What are you going to do with it? Not just like, oh, you talked about this, but this is what I'm going to do with it. This is what I'm going to do with it by. So, let me give a little review. We went over pipeline, break the closer calendar, right? Um, know the pitch, build urgency, own the outcome, take responsibility. Then right now we talked about running like a pod, setting those daily micro goals, creating a group chat, right? And then having that like that power hour or 15 20 minutes where you're talking about these things, these new targets. That way all this is creating that momentum. So I'll pause it right there and just we'll do like maybe five minutes. Um go ahead and get into some and then I'll come back and get feedback. All right. pick up what you guys need. So you guys have receptions, right? You guys can go out there and show you guys everything if um we don't need but once you guys good because think of how much area I would Right. But I think that now there's no reason to do it. I don't think it's right. We can just working, right? Because as you possibly meet with her and then you do your thing, then I just meet and then she tells me with you guys right. But it's what you guys already say was not. So for me if we were start we all need to meet our Yeah. Yeah. I I do need to have at least once a week like he says all of us so that you can get ideas if you guys You guys can do whatever you guys still need to be. But that's true. So we all have a person that's in a schedule all the time, right? So if she wants to to meet our friend, she just has to schedule for us. If there's a thing that we want to meet, the people that do the scheduling, you should schedule around. All right. So like question you're gonna get two guys over All right, guys. I'm good. Yes, sir. All right, let's um hear from uh like how you guys are going to implement it here then. What are you guys going to do with it? Well, something uh we do need to do is actually meet up all of us. We we used to do it but um we haven't lately met um just the sales guys uh meet us and then talk about what what uh what's working and you know what we can copy off of each other. That's how did you guys do it before? Well, we would just meet up like what like once every two weeks or something like that. We were doing it like every two weeks. Um, but they it was they've always told us that it was too far apart. We had to do it once a week, but it was just pretty much just two of us. So, we didn't have time. But now that we have more help, which is Okay. How are you going to do it now then? How are you going to do it now then? What is the plan with the with those meetings? Like how often? Where? Who's gonna say? Once every week. Once every week for sure. And then uh probably meeting up right here in the Freda office. Uh and we, you know, we have to have a time set or like a set a time aside for something like that because it's important. Yep. uh you know we can't be like oh I can't make it today because I got inspections you know because that depicts nothing. This is something um you know that we all have to get in agreement with because I know like for us we would make transitions for trainings, for role plays, for things like this and our our regional managers that are focused on sales, our managers, our salespeople would all have a hard time with that because obviously we're to do the training, to do the huddles, we're taking them away from making their calls, from doing the door knocks, from doing the activities to make the sales, right? and they all have their their their KPIs in order to hit their bonuses. So when we remove them from their time to be producing, they don't like it. They're sharks. They're like, man, like I have bonuses and now you're freaking putting me in a meeting and training and they would get really bothered bothered by it. Which is which is I understand they should feel like that. Sales people should feel like that. But what happened is they started to see the impact that they would it would make on them because they started making more money and less time. They started having less stress. They had started having more assistant like a lot of good things started to happen. They're like, "Ah, okay." Like now they're okay with all the huddles. They're okay with all the trainings, but man, it freaking took time. They hated it at first. Yeah. So, just to that because we're going to be changing some of these things. It's it's uncomfortable. It's inconvenient. It feels like this is a waste of time. This like why are we doing this? Like because it's not what we used to do. So it's going to feel like that at first. Then you're going to start to feel then you're going to start to feel like ah okay now now I get why this works. That's where we're going. Yeah. I think Yeah. I think it's best for for me personally I I think it's best to do it like in the beginning of the week like like a Monday because it you're getting you're getting out from a weekend. Yeah. you, you know, get motivated for the week or you know and then that I think that's for me is that that works Monday or Monday. Yeah. And what time what time is best for you guys? Monday morning probably in the morning like 9 that's what time we we do our um we do one every Monday and Thursday with our whole company. Um, and so that's then we have other smaller ones in between, but you know, and we do it from 9