In this engaging podcast episode, 'Love Your Sales,' hosted by Leighann, Gretchen Mall, CEO and founder of The Lucky Agency, shares invaluable insights on overcoming sales challenges. The episode dives into common sales nightmares such as missed opportunities and the fear of silent rejections during critical moments. Gretchen shares her journey from a sales consultant to leading a successful B2B lead generation firm that leverages AI to book meetings and build sales pipelines. The conversation highlights the importance of identifying ideal clients, persistence in follow-ups, and the inefficiency of broad or overly specific client targeting. They also discuss nurturing client relationships without being overly salesy and the significance of being authentic and helpful in networking contexts. The episode concludes with Gretchen detailing her company's specialized approach to enhancing their clients' sales processes through technology and data-driven strategies.
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Leighann Lovely: Welcome to another episode of Love Your Sales. I am so thrilled that today I am joined by Gretchen Mall. Gretchen is the CEO and founder of the Lucky Agency, a Tampa based B2B lead generation powerhouse that helped clients book over 7,000 meetings and create Wow. A hundred.
Plus million in pipeline. Yes, she's keeping score. I love that. With over 20 years of [00:02:00] turning, maybe later into Let's talk now, Gretchen has mastered the art of connecting the right people at the right time. Through her innovative AI powered prospecting magic, she believes you make your own luck in the business and her track record of
Transforming company's sales process proves she's got the formula down to a science. Gretchen, I am so excited to have this conversation 'cause everybody knows that I love to talk sales. So tell us, you know, anything that I did not cover.
Gretchen Mall: Well, thank you for having me.
Um, you know, I got my start doing this. I don't know. You said 20 years? Well, that really needs to be seen, but, you know, uh, quite a few years ago. Wow. Uh, you know, I was actually doing some sales consulting and, um, got put into a, hired into a company that was a recruiting firm and they were looking for, um.
Companies, their clients, excuse me. They were [00:03:00] looking for attorneys who had clerked at Supreme Court who had, um, you know, tier one school experience who had gotten certain grades and big, really specific criteria, and they had a way to find 'em. And I put on my, you know, little sales hat and I thought, could we use this to find buyers and have been working in marketing ever since.
Leighann Lovely: Very interesting. So you saw. The tools that a company was using to, uh, to find a very specific criteria in the hiring process. Mm-hmm. And you flipped that into how do we find clients?
Gretchen Mall: Yeah. Because I felt like, um. My experience into small and medium businesses. Up until that point, I had mostly been enterprise and had run sales teams there.
But, um, really seeing that insight. You know, a lot of times people will talk to anybody who is there, right? Like any human that breathes could [00:04:00] be a potential prospect, um, which is not effective. From a sales or marketing process. And so, um, when you start really getting into who is your ideal client, have you written down, you know, not just the the demographics, but like the psychographics and the infographics about people, you know, how are they hanging out?
Where are they, you know, consuming their information? Um, what social media channels are they on? What jobs do they have? What companies do they work for? Um, then you can start meeting people where they are and it becomes a much easier conversation 'cause you already know a lot about 'em.
Leighann Lovely: Wow. Okay. So I'm, I'm wildly interested in this tool on, on how that works, but let's, let's, let's, let's back up a little bit.
So let's talk about your, your business and how long, first, how long have you been doing your business or running your company? Um,
Gretchen Mall: yeah, we're about 15 months old. 15 months. So we're pretty new. Okay. Yeah, I had an exit in 2021, so this is not my first rodeo.
Leighann Lovely: Okay. [00:05:00] So. You've helped with 7,000. I read 7,000.
That is, we said 7,000
Gretchen Mall: meeting. Yeah.
Leighann Lovely: That is insane. Like that. That's, that's awesome. Like I I And when you have those and Yeah. I'd be counting to, and, and here's like my first year in sales, I still boast. Like, in my real corporate sales job, I was bonused on the amount of, of cold calls that I made. My boss walked up to me and, and I didn't know that it was a big deal because nobody told me people don't like to make cold calls.
They just were like, okay, here's how you become a successful salesperson. And I thought, okay, I can do that. Um, and I just grinded through sitting at my desk calling and calling and calling and calling and calling and calling and figuring out, and, and everybody hated me. They were like, because I would ask like, how do you overcome this objective?
How do you overcome when they say this? And all the other salespeople would be like, oh my [00:06:00] God, here she goes again. But the owner, you know, my who I, I reported to the owner and, and the second in command was like, God love her. Like, and so he walked up to me and he's like, we don't bonus first years at this company, but you're an exception.
He's like, you made. Thousand phone calls. Wow. This year. Cold calls. And I was like, you track that? And well, of course we track it and it's like, oh, okay. And he's like, so I'm, I'm giving you, I'm bonusing you for every single call that you made because you out called every single other person at this company by a landslide.
And it was like, oh. And that's why I was so, didn't know. But I didn't even know, like I didn't even realize that nobody else was doing this. And everybody else was going, how are you? How are you getting all these appointments? [00:07:00] How are you? And this company was big on cross-selling because we sold all of the different, you know, time clocks, payroll, software benefit, all of that.
Right? Um, and so everybody was like, can you, will you take me on your appointments? And I'm like, sure. Because I was scheduling appointments. It was like they were waiting for the appointment setters to schedule theirs.
Gretchen Mall: Oh. Instead of them going out and getting them on their own. Yeah. Isn't that interesting?
Like we work with a bunch of different companies and like that's two different philosophies, right? Like some people expect their sales reps to go out and set their own appointments and maybe they have an SDR team or like a sales development team or a business development team. Maybe they don't. Um. I would say by and large, we get brought in when that strategy fails because the sales reps don't wanna make cold calls or, you know, they'll put a, a post out or like, I was just talking about this the other day with one of our clients where, um, they had sent over a, [00:08:00] a meeting like, Hey, this person's really hot.
They had been doing some tracking. And um, we set the meeting as a colleague, we set the meeting for our clients. They just tell the clients, Hey. Leighann's ready for a phone call. You should call her. They called twice, didn't get a return call, and didn't get to talk to anybody, and the sales rep disqualified them like, like final disposition.
They're not qualified. You didn't even have a conversation,
Leighann Lovely: right?
Gretchen Mall: They're, they're never gonna call you back like, that's okay. You need to get in front of them. Send an email, like send a carrier pigeon something.
Leighann Lovely: And that's the mentality. And I've had that, I've had that too, where I've had, you know, I've sent over a lead, like, here's a great lead, this person's interested.
And then, then the client is like, well, I can't get ahold of 'em. So, and then they go ahead and dis and it's like, whoa, whoa, whoa, wait. Just because they didn't pick up the phone, one or two, or maybe even three times that you called, doesn't mean they're not interested. People don't answer [00:09:00] their phones anymore.
You like the rarity that they do, you have to, you, you've gotta be ready. Mm-hmm. Not to, not to sell them, but you've gotta be ready to have that conversation, to talk about them and then to schedule the next step. Because if you don't schedule it, you ain't gonna get it. It doesn't happen.
Gretchen Mall: Absolutely. Well, there was a symposium that was at MIT.
Last week or two weeks ago, um, and the number they released was 7.2. Like, you've gotta call somebody 7.2 times before you can actually have a final disposition. Um, we don't just do cold calling because I think that it's, you have to run, like some people you're gonna get on email, some people are gonna get on text messaging, some like, everybody kind of has a different channel.
But, um, seven is the minimum. We've set a lot of meetings lately that are in the thirties,
Leighann Lovely: right. And that's you. And, and that's, my clients will come to me and they say, okay, when are you gonna start having success? And they're like, you know, is it gonna be like week one, week two? And I'm like, week one and week two are going to be [00:10:00] the first, you know, or maybe second touch points of this.
And I'm like, we're looking at average nowadays of seven to like 12. Touch points. So if, maybe if I have a list of 10 and I'm calling them like every hour, right. It's like, but, and I always try to remind them it's this, is this, what you do today is going to affect you in 30 days, 60 days, 90 days depending on your business.
You know, if you're a enterprise sale type business, this couldn't, this may not affect you until next year. Mm-hmm. Like then, then we're talking like schmoozing, long-term building, you know, getting through the layers of who the decision maker is and, and, and that's when people go, wait, so I'm gonna be paying you money for not getting a sale until [00:11:00] six months from now, potentially.
And it's like,
Gretchen Mall: yeah,
Leighann Lovely: yeah. But yeah.
Gretchen Mall: We have to take into account like the, the sales cycle, right? So like, let's say you have a 90 day sales cycle, we have some clients that have a year long sales cycle, depending on what you're selling. You know, like if you're selling into. HR benefits for instance, right?
Like those companies are only making those decisions one time a year. And then you get what you get during open enrollment. And so, you know, what are you doing the other half of the year or the other part of the year, um, to stay top of mind if you have a sales cycle like that, for instance. Um, we talk a lot about, um, like the 5% rule.
So like at any given time, 5% of the people are in market. And so 20% over the course of a year, that's it. So how are you talk to the other 80% when you know they're not necessarily in market, but they will be at some point. And if you wait until you know, they've put out an an RFQ or you know, they've, you know, something [00:12:00] is burning down and they have an urgent need, they're probably gonna go to who they already know and they're not opening something brand new.
Leighann Lovely: Right, and, and that is the number one mistake that I've seen so many salespeople make is that they're like, oh, they're not interested. And then that that lead becomes completely dormant and they never reach out again. And I'm like, wait a second. Did they say that they will never, ever buy from you and that this product is something that they like?
Or did they say, yeah, we're not, we're not looking for that right now, or, we don't need that right now, or we don't, what did they actually say? And they're like, oh, well, they just said, Hey, I'm, we're not interested in this. You know, we're not interested right now. Okay. So how do you continue to stay top of mind?
Because. You know, especially if you're one of those services that businesses need all the time, you know, an accounting firm or training and development, or there's a ton of services out there that, yeah, I don't [00:13:00] need right now. Gretchen, I don't, I don't really need an accountant right now. Well, what happens if my accountant gets hit by a bus?
Gretchen Mall: Right? Or like, you get that IRS letter or like, you know, you find out you didn't pay your quarterly taxes and you thought you did. Like, then it becomes very urgent and you're not, you're not wandering around going, Hmm, who sent me the stuff? You start asking immediately, who do you know? Who can I call right now?
Right. For if they've done their job correctly, you already know who the next person on the list is, and you go, yeah, I'm gonna call Ian.
Leighann Lovely: Right, exactly. And so many salespeople are just like, yeah, I don't have time. Fine. Put 'em on a. Put 'em on a list for a newsletter. If your company sends out a newsletter, make sure that they go on that newsletter list.
If you're, and again, I'm speaking if your company, now, if you personally do that, put 'em on your newsletter list. They get a communication once a month. If they truly don't want to communi or have communication from you, they'll unsubscribe. And that's fine. At that point, you know, you [00:14:00] now know the answer.
You know, and, and I, I go back to the first episode of Love Your Sales Ever, um, that I ever did. Um, and we talked about, you know, buying signs. The greatest thing in the world is yes. The second is a no. The worst thing in the world is somebody who's like, huh, I don't know. Maybe call me next month. No, I don't wanna call you next month.
Like, if you're not interested right now, that's absolutely fine. I can put you on an email list so that you have my contact information, and when you know when you're ready, you're, you can reach out, I'll call you in a year from now, or six months from now to keep it warm so that when your accountant does.
Or it's a, you know, whoever, sorry, accountants, whoever, um, you know, gets hit by the proverbial boss or screws up or whatever, and you're back in market. I'm the person you're gonna think about. And that's where I think the salespeople lose [00:15:00] companies in general. I could really, really quickly wean down a list of a hundred to two people if that was my mentality.
Gretchen Mall: Well, and that's it. Like, you know, there's, um, all of this data that's coming out about, you know, especially like a B2B sales. So like, let's say you're selling into another business or you're consulting or you're fractional or something. Um, people want that process to feel more like a consumer brand.
Think of like if you're buying an Apple computer or a new iPhone or something. Because of how that's happened, 70% of the process of like the sales process of where they're doing their due diligence and they're trying to figure out like, can you do my scope of work? Can you handle the problem that I have that's done before they ever talk to a salesperson?
So like, how do you, how do you keep that information going and you're like, you know, either consciously or subliminally getting in front of them, you know, with a newsletter with some good news. Like, [00:16:00] good news goes really far. That's how we, we phrase all of it, but you know, it doesn't always have to be, um, really salesy.
And in fact, I think there's like an argument to be made that when you're doing these kind of long-term nurture sequences, hey. We had a client that got in front of Amazon the other day, wouldn't you love to do that? Hey, we, you know, had a client that, you know, gave us a, a hit list of their 10 dream clients.
We got a meetings with two of 'em. Amazing, right? Like there's no calls to action to any of that, but it is this kind of subtle, like, look at how we're, you know, being in the marketplace. Look at how we're interacting with our clients and if something has happened to them, they're gonna reach back out however you got to them and go, Hey, what about me?
Leighann Lovely: Mm-hmm. Right. And that's it. If that long term nurture shouldn't be a constant sale, it should be giving. It should be to your point, is that if, if I'm constantly being in this drive, Gretchen, I know that you get these all the time. When the people who sometimes they get creepy nowadays with these [00:17:00] inboxes I messages of, oh, I feel like you're ghosting me.
Did you not get this last email? And it's like, yeah, I've gotten all 30 of your emails of you trying to sell me something without even knowing if I need your product. It's like, stop emailing
Gretchen Mall: me. Oh, my favorite is like. Your website's really terrible. I can help you with that. Or your graphics are really terrible and they're just like insulting you right out of the gate, right?
Like, I don't know if that works for anyone, but I'm always like, don't lead with a, I'm terrible. Right? It's like saying, hi, you're fat. Would you like to lose some weight? Like, girl, you don't say that to people, even if they are.
Leighann Lovely: Hmm. Exactly. No, no. And I, and that's right. And the other, the LinkedIn messages that I get, why are you ghosting me?
I, I got one that says I feel like I'm been stood up for the prom. I'm like, I've never messaged you. I don't know. Did you, did you stalk a girl and then think that you were gonna go to prom with her and then she [00:18:00] didn't show up? Because like, it's a very specific projection, right? Right. Like they should be.
When you give information to people, when you're offering something before you're ever asking for anything in return, you position yourselves as one subject matter experts. If you're giving great information and they're going to remember that you're, you very well could suck them into actually opening your emails in the future.
And becoming a memorable, positive, memorable. And people nowadays think, well, if they remember me at all, that'll be great. No, not when they're looking to buy from you. And you are not the Amazon or the Apple or the Nike of the world.
Gretchen Mall: Yeah, I mean I just, you know, there's a, a seat for everybody for sure. Um.
[00:19:00] Especially in a cold marketplace, right? Like I think that there's like two primary ways that people build business, right? Like a referral word of mouth. You're going out, you're going to your local networking groups, you join some online ones or whatever, and you're kind of meeting people and they're passing you around in like a virtual room, right?
Meeting people. The other thing is like, you go out and you have a really specific, um, use case, right? Like you're. Some sort of a, a company selling something really specific. Um, you know who your people are. Mm-hmm. You, you know, who needs this, you know, SaaS tool, right? Like we've, we've gone through, you figure out who those buyers are.
Um, you can, you can be the authority there and, and give them a whole lot of benefits on using it. And how's it gonna save you time and energy. At some point they might be in market, but they may not, if you don't take the time to get to know them. Right. Like you have to build that like know and trust factor that I'm sure that, you know, everybody here is familiar with, but if you come off even a little creepy, they're probably going to [00:20:00] not go to the prom with you.
Right,
Leighann Lovely: right. No kidding. No kidding. No, and that's, and, and approachable. Creepy versus, versus approachable. I think that all of us, any anybody listening who's ever been in a networking meeting, there has been, and, and, and I'm not gonna say creepy, um, let me take that back, but there has been, especially early on when networking was, was newer and people hadn't really figured out, like got, and I've been around since, you know, since networking was newer.
This, I'm dating myself, but. There was a time where you'd walk into the room and you'd be like, oh, okay. We gotta stay away from that person, and that one, and that one, because you knew that they were going to immediately walk up to you and just try to sell you. Mm-hmm. And it's like, mm-hmm. What are you, what are you doing?
And again, don't get me there. I'm sure that there was a time, you [00:21:00] know, I was taught to network wrong. My boss back in the day when I was at a company was, go in there and make sure that you come back with at least four appointments and that that somebody who wants to buy. And it was like, and I hated networking.
It was like I'd stand there and I'd be like, okay, who am I gonna talk to? Who's gonna buy from me? Who's gonna buy from me? That's not the way that you approach the world anymore. People don't want to be sold to That doesn't mean that they don't want to buy from you.
Gretchen Mall: Oh yeah. Everybody loves to buy. They don't wanna be sold to.
And so like, you have to be careful with that attitude. It's interesting. Um, have you found a way that works? Networking?
Leighann Lovely: Oh yeah. I am my crazy self. I go in, I'm a hundred percent authentic. Um, and when it comes to networking, I just, I just go in and have conversations with people. I go in and I, I don't even talk about my product sometimes.
I just go in and I get to know people. I talk to them about their product, and then they're [00:22:00] like, often they'll go, uh, we didn't even get to talk about what you do. Mm-hmm. And it's like, oh yeah, well, we should do a one-on-one. And then it goes from there because. When this goes back to Dale Carnegie mm-hmm.
If you open the door for people to talk about themselves, you give them a platform or an, you know, an audience, you the audience to talk about themselves and what they need, what they want, what they do, they will just keep talking sometimes to the point where you're like. Oh, wow. Yeah, I understand that problem too.
Tell me more about the problems you're having. Um, sometimes to the point where you're like, whoa, okay, that is way more information than I wanted. But it, it's true when you open the door for people to feel comfortable enough to just talk with you openly and honestly, they [00:23:00] walk away from that conversation feeling like you, and they are best friends.
Gretchen Mall: I think listening is really key and I always try to be a connector. Like, like you said, a lot of people will get in there and they'll ask like, Hey, what can you do? But I was just, um, in a conversation yesterday, weirdly enough, I met a, a guy who's a wealth advisor who specializes in people who have moved to the US from Canada.
'cause they have all these like currency problems. It's very specific, right? Like you have a 401k, that's a Canadian dollars. You have to bring it to the us. You don't unless you how to do it. And I was like, that's really weird. I don't know anybody. In that problem, but like. School well just happened like later in that afternoon, I met another lady who has like a luxury relocation business and she helps people like move the house, like you know, entertainment people, like sports athletes and that kind of thing.
And I was like, I know who you should meet because you also have this like really weird and specific problem, right? So you get to be the connector. Like that's what you wanna do with your prospects, right? Is like you [00:24:00] look at this, eh, it seems like you have a weird one-off problem. I may have this other kind of weird one-off solution, and then you can put it together, whether that's your products and services or somebody else that you know, or somebody else you met at a networking event.
But that's building credibility.
Leighann Lovely: Absolutely. And that is a constant, you know, when you are talking with somebody and they talk about, you know, all of these different things that are going on. That's it. And here's the weirdest thing is that when that happens for me, it's usually when I'm sitting watching TV or I'm sitting in, all of a sudden somebody says something and I'm like, oh, I need to introduce so and so to so and so because this.
And my husband looks at me and goes, why did you think of that? And I'm like, oh, because the person on TV said this. And that reminded me of that. And this reminded, and my husband's like, you're strange. And I'm like, I'm a salesperson and I just, my brain works this way. I don't know why. But you're right.
It's um. Making those connections. It's fun. It's fun making those in those connections, those introductions, hearing [00:25:00] how those introductions then bloom into potential business for others down the road. And the great thing is, is that when I first started doing that, I'm like, why am I spending so much time and effort connecting other people?
I mean, I thought about that for a moment, which the benefit of that. Came back 20 fold, a hundred fold years later, as people remembered me for that, remember? Oh yeah, if
Gretchen Mall: you help enough people get what they want, then you know, the world has no choice but to give you what you want.
Leighann Lovely: Right? And it was, it's, it's amazing how that all of the sudden comes back to you just for being a, leading with your heart, being a servant, you know, being a servant to others.
Giving to others. And don't get me wrong, people, you know, don't give away everything to your [00:26:00] detriment. But it's important as a salesperson, as a human, I think really is that it's not always about you is that if we, as you know, people, if we're thinking in the bigger picture, it does come back.
Gretchen Mall: Absolutely.
Absolutely. I totally think that. And the more like positivity you can put out there, um, I just think like the better off you are as a human. Um, but as far as like what you're putting out there, I think it's important to kind of delineate when you're creating content, when you're in these networking groups, when you're having one-on-ones with people.
Like you can like tell the, what, what are we doing? I'll tell you all of what we're gonna do, but you sell the how. And so what we're gonna do is we're gonna build a cold list and we're gonna, you know, warm them up and get them all excited. We're gonna put 'em in a and a, you know, get to know you, awareness funnel.
Then we're gonna put 'em in a nurture funnel, and then we're gonna book a meeting with them. How we're gonna do all that. [00:27:00] Well, you're gonna have to get, you know, get in the boat with me and we'll find out.
Leighann Lovely: Right. Interesting. And so is that kind of how your process, when you engage a client, um, that's kind of how your process works with your clients?
Gretchen Mall: I think initially we, we spend a fair amount of time really working through who your ideal client profile is, and that might sound like business 1 0 1, but I see so many people get it wrong and or they, you know, they get so specific, like, we only want. You know the guys who are middle management, who are in the middle of America, who, you know, have 2.2 kids and a dog named Rover.
And like you just get so specific, you priced yourself out. Um, or the opposite where it's like any human that fogs a mirror that has money, I will take it. And it's, when you're doing either of those things, you're really talking to nobody.
Leighann Lovely: Right. So you and I, I, I find the same. Yeah. I work with a lot of entrepreneurs, a lot of smaller [00:28:00] businesses who they, they just don't know what they don't know.
And they will sit down and go, well, here's my ideal client. And I'm like, okay, why are they your ideal client? And they're like, well, oh, well, because, because that's the, that's, and it's like, whoa, whoa, whoa, whoa, whoa, whoa, whoa, wait. So explain how your product or your, you know, is going to solve a problem for that person.
Well, and then they can't answer that. And you're like, okay, we need to take a step back and figure out why you're choosing this demographic, why you're, you know, and, and a lot of entrepreneurs. And that evolves. As you know, over time it can evolve over time, but a lot of entrepreneurs starting out don't know.
They really just don't know who their ideal client is. Mm-hmm. I've been in business, what, two, two and a half years, and it took me a really long time to figure out who [00:29:00] my. Ideal client, and still to this day, people ask me, who's your ideal client? And I'm like, well, it's easier for me to tell me, tell you the industries that I don't work with.
Gretchen Mall: Well, and I think like, you know, people make these decisions, especially like early on the business. Like you make this business plan, right? And like this, we're gonna go after this is what we're gonna sell it for. This is what we're gonna do. And like, I dunno if you've ever made any plans, but like oftentimes they don't go exactly like you think it's gonna happen.
And so, um, you know, we would encourage all of our clients, anybody, like all of you guys listening, like revisit your ideal client profile at least every six months. Like maybe your capabilities have changed, maybe how you deliver for clients has changed. Either good or bad, right? Like you've moved upstream a little bit, you've moved downstream a little bit.
Like those things are are not static. And that's good because like I think that you'll find as you get into the marketplace, you know you'll have that one, hopefully you'll have that experience where you sold something to somebody for what you [00:30:00] thought was a lot of money and they turned around and used it and made.
Boatloads of money and you go, Hmm, maybe I should have charged a little more. Right? Like, I remember really distinctly when I was first getting started, I sold a, uh, a package for a thousand dollars and that person literally turned around and made a hundred thousand dollars with it the next month. And I went, Hmm, probably should have charged a little more.
Leighann Lovely: Right? And we, and, and we all make those early mistakes. I, I remember sitting, uh, you know, at a, at lunch with somebody and, and helping them out with, you know, a, a problem they were having. And at the end of it she goes, you know, you should be charging for this. And I went, I, I do, I just happened to go out to lunch with you and, and ended up give, basically giving you away my, you know, giving my services away.
We've
Gretchen Mall: all done that, you know, and it's, um. You know, we always wanna help people, like, at least me, like I always wanna be a helper. I feel like it's, I've heard of innate, uh, as maybe a woman or just maybe who I am. Um, but at the [00:31:00] same time, you really have to be mindful of what we're doing and, um, you know, you deserve to be paid.
Your, your worth and, and what you have to offer. Your experience, your point of view, it's all worth money,
Leighann Lovely: right. Yeah. Well, hey, we are coming to time. This has been an awesome conversation. So what I wanna do right now, Gretchen, is offer you your 32nd shameless pitch.
Gretchen Mall: So here at the Lucky Agency, we really help you.
I identify your ideal clients, um, you know, we believe in like knowing your whole list. And so who are the people that could, you know, purchase from you? Let's get them all excited. We have a lot of technology that we've built as far as like monitoring that, having some intent data, um, you know, kind of, there's a, there's a secret sauce that goes into it and at the end we book appointments.
On your calendar. Um, and then we'll send you a survey like did they show, did they not show? How did you rate the meeting? And we use that to evaluate your ideal client profile and get the data better. And, um, [00:32:00] it's a true revenue engine. Um, we are CRM agnostic, uh, you know, so it doesn't matter where you are, where you're starting, we'll get you in front of people that you wanna be in front of.
Leighann Lovely: Amazing. Again, thank you so much for joining me today. Yeah, thanks for having me.
