Episode information
Episode Number: 49
Date: August 26, 2024
Duration: 33:28
Host: Justin Deese
Website: JustinDeese.com
Contact: Justin@JustinDeese.com
Guest: Brad Scruggs
Website: ZyraTalk.com
Summary
In this exciting episode of the Freedom Blueprint Podcast, host Justin Deese chats with Brad Scruggs about the transformative power of AI in the home service industry. They explore how AI is revolutionizing business operations by automating tasks, increasing efficiency, and capturing missed calls to enhance revenue. Listen in to discover practical AI applications tailored for contractors, including automating customer interactions and service appointments. This episode offers tangible insights into leveraging AI to elevate your home service business to the next level.
Takeaways
AI Automation: Learn how AI tools can improve business operations by automating tasks and increasing efficiency.
Revenue Capture: Understand how AI solutions can help convert missed calls into significant revenue.
Customization: Discover how customizable AI solutions can be tailored to the specific needs of your business.
Real-Life Success: Hear real-life success stories that demonstrate the tangible benefits of integrating AI.
Future of AI: Get insights into future innovations and how AI is set to further evolve within the industry.
Chapters
00:01 – Introduction: Welcome and introduction to today’s topic and guest.
00:50 – AI and Contractor Hesitations: Discussing the hesitations contractors have regarding AI.
03:02 – Brad’s Journey: Brad explains how his company entered the AI space and its impact.
05:48 – The Leap in AI Development: The recent advancements in AI that have made it more mainstream.
08:14 – Case Studies: Real-life examples of AI generating significant revenue.
11:40 – Financial Impact: Calculating the potential revenue missed due to not using AI.
13:10 – AI in Answering Calls: Comparison between AI solutions and traditional call centers.
18:48 – Transparency and Customer Interaction: Addressing transparency in AI interactions with customers.
21:05 – Customization Options: How customizable AI can meet various business needs.
25:35 – Onboarding Process: Explanation of the onboarding process with Zyra Talk.
28:22 – Future Innovations: Discussing future AI developments and their impact on the industry.
29:36 – Conclusion: Final thoughts and closing remarks.
Keywords
Plumbing, HVAC, Air Conditioning, Electrical, Contractor, Freedom Blueprint Podcast, Justin Deese, Kristen Deese, When Your Business Partner is Your Spouse, AI in Home Services, Automated Phone Systems, Business Efficiency with AI, Home Service Industry Trends, Revenue Growth with AI, Customer Interaction AI, AI Customization, Service Automation, Brad Scruggs, Zyra Talk
Transcript
Justin Deese (00:01.908) Welcome to Freedom Blueprint podcast. Today, we're talking to a pretty special guest and they're telling us a little bit about how AI is gonna make our world better. And I know a lot of contractors right now are kind of in that weird space where do I use AI? Do I not use AI? And we're gonna talk today on some very specific ways that you can utilize AI to really improve your business for the better. really change the game a little bit. So hanging out with us today, we have Brad from Zyra Talk and Brad, welcome to the show, Brad Scruggs (00:37.716) Yeah, appreciate you having me on and it's funny you talk about AI and there's contractors who are afraid of it. They don't want their team to lose their job and we can touch on all of that within the conversation but I'm excited to be on. Justin Deese (00:50.858) Yeah. Yeah. It's, weird. And it's not just a contractor thing. It just seems to be people are hesitant about AI and what it's going to look like. I actually just saw a video this morning. I don't, was on one of the social, I'm probably on Facebook and it was a robot doing drywall. It's pretty cool. now whether that was a real video or not, I don't know, but I thought it was pretty cool. It could have been an AI generated video of an AI doing drywall. Brad Scruggs (01:13.367) It could have been AI generated. Brad Scruggs (01:19.516) Yeah. Justin Deese (01:20.672) Cause that would be pretty hard. I've got drywall to do at my house and I don't want to do it. So, but yeah. So tell us a little bit about, Brad Scruggs (01:29.45) Yeah, yeah, I'll kind of give our, I'll give the short story of kind of where we started. We've been in the AI automation space and the home service space for about 10 years now. So we started about a decade ago with a different brand called Great Pros. And it was a lead gen company, similar to what Angie and Home Advisor are doing and Porch and some of the other lead generators. And we had a pretty big contractor network and we were generating thousands of leads per month for our network. And at that time, We were using online forms like a lot of people still do. And we were like, man, with how much money we're spending on Google, if there's any way we can increase our online conversions by even a fraction of a percentage, we would be happy. So we were always trying new things out. And we built an automated chat for ourselves. And this is, again, about 10 years ago. And we saw a pretty noticeable increase in our conversions with how much we were spending. It was worth giving the product away for free to some of our customers. just to see what would happen. And they loved it because they were like, hey, I want to get more of these leads or hey, it's working well on my website. And it's because people were giving more information rather than just checking a couple boxes. need my, you know, checking a box for HVAC, checking a box for repair. They were actually giving more information. So that was a while ago and we actually phased out the lead gen company and rolled with the automated chat. And at that time we were always like, man, chat is great and it still is, but for every chat a company gets, they're getting about hundred phone calls. So we were always like, if there's any way we can automate phone calls and get into that space, we're willing to try it. So fast forward a little bit. Now we're about seven years ago and we tried to build an automated chat or phone conversation with IBM Watson analyzing intent rather than true AI. It was very robotic. Justin Deese (03:02.624) I don't know. Brad Scruggs (03:24.138) it wasn't ready to go to market with. So we focused on chat for many years, grew that to thousands of customers, home services, again, our biggest vertical, that's about 80 % of our customers. And a couple of years ago with the improvements with the LLMs and AI, we started to get into the voice space, because we were like, okay, there's something here, we can start to automate phone calls. Now that AI is so advanced. And that's what we did. the middle to end of last year, we rolled out our first client with a beta test and started seeing phone calls being automated. And it was working, it still is, it's working extremely well. To date we have hundreds of customers, we'll be over a thousand by the end of the year, and we're automating tens of thousands of phone conversations per week. So it's been pretty fun, we're very busy. had one week where we onboarded 80 customers. Justin Deese (04:20.607) Wow. Brad Scruggs (04:21.226) Right now we're onboarding about 40 to 50 customers per week and growing very quickly. So it's exciting and it's a lot of fun. Justin Deese (04:30.706) So yeah, mean, AI, seems like, and I know I was talking to somebody and this has been probably eight months ago and we were talking about how AI has just kind of popped out of nowhere. And the person I was talking to, she said, it hasn't popped out of nowhere. mean, autocorrect as an AI, it's been around, it's just been a slow progression to where now there's been such a leap in the last couple of years that you're starting to see just this enormous boom in. in the product and how you can use it. I who would have thought five years ago you could use AI to answer your phone? Brad Scruggs (05:07.22) Yeah, not a lot of people. We thought it would be possible, but we were always like, that's kind of the dream. And even what you said when ChatGPT came out, everyone's like, I can automate blog posts, or I can automate how I'm responding to Google reviews. Very basic things. And now that things have advanced further, now we're getting into these use cases that are really interesting, automating phone calls. I know there's some good products for technicians being in a home, and you not automate conversations, but you can summarize a conversation and see how you can improve a technician there. So there's a lot of improvements with AI in really deep use cases. I know Service Titan has Dispatch Pro, where you are dispatching technicians based on their expertise, based on where a job is located. So there's so many different AI use cases. We're just focused on answering the phone and yeah, it's big problem in the industry. Justin Deese (05:43.135) Justin Deese (06:07.39) Yeah, think that, well, let me ask you this. When it comes to contractors that you guys are working with, do you have anybody that's exclusively using the AI talk and not using any customer service people? Brad Scruggs (06:22.922) We do actually, and it's funny you ask that because we've got hundreds of customers, 500 plus at this point, and there's a handful who are like, hey, can we just transition to having AI be the first line of defense? And at first we were like, are you sure you wanna do that? And they're like, yeah, the calls after hours and overflow, they're great. And we just have our CSRs handling those once they come through, they have a queue of them. So. Justin Deese (06:24.489) Okay. Brad Scruggs (06:49.822) We had people test it at first and then they were like, yeah, this works and let's run with it. people are using it as the first line of defense, but it's not like they're firing all of their CSRs. People worry about that and it's just not happening. Now the CSRs have more time and they have the queue of AI calls that are coming through so they can take care of those customers. And then they can do things like outbound. We've seen people transition CSRs to do dispatching. So Justin Deese (07:11.86) Mhm. Brad Scruggs (07:16.606) going into these higher value tasks that are revenue generating rather than just waiting for a phone call to come through and answer Justin Deese (07:24.66) Well, let's be honest, customer service reps typically answering the phone is not their favorite thing to do anyways. So, so yeah, now, now what you're able to do is you're able to take that team member and have them do things that generate actual real dollars right now. I think it's, I think it's amazing. Brad Scruggs (07:44.778) Yeah, it is. It's pretty cool. And I have seen data of a company who has one person, all she does is outbound all day. She creates customer lists. Let's say, hey, I'm going to pull a list and service tighten up people who had their water heater replaced eight to 12 months ago. And she's calling them saying, hey, do you need to flush your water heater? And let's go through a quick home checklist to see what else is wrong with your home. she generated, actually guess how much revenue she has generated the company in a Justin Deese (08:17.907) in a year? I'm going to guess a million bucks. Brad Scruggs (08:22.28) Spot on, slightly over a million dollars. All she does is outbound, she creates her customer lists, and it works extremely well. So if you can transition one of your best CSRs, you're using our product, then transition one person to just do outbound, you've just generated another million dollars of potential revenue. So there's a lot of use cases out there. Justin Deese (08:45.154) And for that team member who's now generated a million dollars that you can easily put that number to it. Now you can pay them more. Now you can, you know, you, you set a performance pay on it. You can pay someone a whole lot more to go get a million dollars than to answer a lot of phone calls. Yeah. Absolutely. Absolutely. And who doesn't want to pay their team members more money, right? Like we all do. We want to pay them. Brad Scruggs (08:53.857) yeah. Brad Scruggs (09:00.599) yeah, so it's a win -win. Brad Scruggs (09:06.526) Yeah, you want to keep people happy and of course. Justin Deese (09:10.29) So what are some percentages of calls that are missed? Like when I think about calls being missed, I think about all the repercussions that happen. And as a business owner, automatically my brain goes to the dollars that are missed, but there's a whole lot of other things and you can actually put a number, maybe not an exact number, but you could get pretty close to a number on what you're missing. Brad Scruggs (09:33.834) You can definitely get a range because everyone is slightly different and we have a lot of marketing agency partners who, they're referral partners, they recommend our product to their clients because they have the data of the percentage of missed calls that their clients are seeing. So what we are seeing is anywhere from 15 to 35 % companies are missing calls. You hear numbers like that and it's like, man, are these potential leads? You know, is it people who are just wanting to leave a message? We don't know what the calls were because they are missed at such a high rate. So think if you're missing one out of four calls and you're spending $100 to $200 to acquire a new customer, you're spending all this money on marketing It's just going down the drain because you're not answering all of the phone calls. We see about 60 % of phone calls are new leads, people who need to schedule a job or a service. And yeah, people are just missing too many of them. Justin Deese (10:35.483) Brad, are you good at math? Brad Scruggs (10:37.802) I would say I'm above average. Justin Deese (10:40.182) Okay, I want to do this and I'm not very good at math and usually my wife, she's the virtual CFO, so she's much better than I am. But I want to put that into kind of a dollar amount for people that are listening, because I think that just lands a little bit different if you get the dollars that are flying out your door, because that's what's happening. And so if you're getting 100 calls, let's say 100 calls a month, I don't know. I don't know what the average call count is, but we'll say 100. And if you're missing Brad Scruggs (10:59.294) Okay. Justin Deese (11:08.022) Let's call it 15%. We'll call it 20 % so we're in the middle. Right? So you're missing, oh, I can do that math, 20 calls. And out of Brad Scruggs (11:16.65) Let's say you get 1 ,000 calls a month and you're missing 20%. So now you're missing 200 calls. Justin Deese (11:21.43) Okay, 200 calls, there we go. And that's probably more realistic, 200 calls. And out of that 200 calls, all you've got to do is multiply that number by your average ticket. And that tells you about what you're missing. Brad Scruggs (11:34.794) Yeah, so okay, let's say those 200. Yeah, so 200 and now you're missing in 60 % of those we're probably gonna schedule with you. So that's 120 average tickets anywhere from let's say 800, $1 $1 ,000 for easy math. So a thousand times 120, that's $120 ,000 a month. And we have times 12, it's over a million dollars a year. And we have a case study actually. Justin Deese (11:37.182) My hair just stood up on my arms. Justin Deese (11:45.045) Mm Justin Deese (11:58.038) times 12. Yeah. Yep. Brad Scruggs (12:04.49) Similar math, it's a client who we answered, I think it was 1 ,200 calls in the month for them with AI, and that's only after hours and only overflow, and I'll talk about how we do call forwarding. I think they said 30 or 40 % of those ended up scheduling, so it was about 400 calls, average ticket being, let's say $1 ,000 again. We helped them make about $400 ,000 in one month. They are very happy customer. It's a customer that... Anyone who's like hey, can I talk to someone we're like hey talk to this customer because they're gonna share the actual data with Justin Deese (12:42.154) Yeah, that's fantastic. And what a big hole in the boat. Brad Scruggs (12:46.685) my gosh, it's really crazy. Justin Deese (12:50.932) So what, and you think about that, and I don't know what the cost is of your product or service yet, and I'm not gonna ask you now just because somebody might listen to this six years from now, and obviously that price is gonna change, but whatever it is, I am sure that the example we just gave, I'm hoping it's a fraction of that. Brad Scruggs (13:10.518) they are making double to triple digit X ROI on what they're spending with us. Justin Deese (13:22.056) So here's another one. Does the AI currently have the ability to outbound? Brad Scruggs (13:31.262) Yeah, that's a really good question. So we have talked about it. There's a lot of things that need to happen for outbounding. First of all, the FCC has really cracked down on AI outbounding. So there has to be some sort of implied intent in some sort of trigger system to do outbounding. If someone fills a form on the website, if someone was a customer, or if someone has a technician on the way, there's certain triggers that you would want to do outbounding for. The other thing is a phone number has to have a certain reputation so that it doesn't show up as spam likely There's just so many different things that need to happen Before we really put a focus on outbound. We're really focused on solving the inbound problem just because We're talking about the missed call percentage and it's a serious issue That's what we're focused on We're probably about six to eight months before we start building or start considering building outbound But it's definitely in our thoughts and on the roadmap, it's just not super high priority right now. We're more focused on prioritizing integrations and getting jobs into the CRM as clean as possible. And that's what clients really want right now versus outbound. Justin Deese (14:51.135) So what is the cost? Like when you compare it to a traditional call center, what does that cost look like? And I can tell you that we've used third party call centers before, but what does that cost typically look like when you compare the two of them? Brad Scruggs (15:08.894) Yeah, that's a good question. So we do a subscription plus the cost per minute. And it's not a crazy price. I won't say the exact price, because like you said, if people listen to this in the future, it could change. But it's very fair based on what the ROI people are getting. And we really don't have much pushback on price, to be honest with you. So we do a subscription plus a per minute cost. Compared to an after hours call center, it is significantly more affordable because an after hours call center might charge you a base fee plus a minute fee and we've seen anywhere from $1 .50 per human minute upwards of $2 .25 per human minute and that's not even phone time, that's usually working time because they've got to put the call into the CRM, they've got to do a couple different things so $2 plus of working time, it's pretty expensive and we've even seen and have customers tell us, and I've seen people in Facebook groups write about us as well, they're seeing a significantly higher booking rate with our product, and they're just having a much better customer service experience for their customers. So we've seen people write that in the Facebook groups and a bunch of other forums, our reviews, which is great to see. But yeah, the price is more affordable and the product what people say is better than a human answering. Justin Deese (16:37.707) Can I share some stories that I have about call centers? So. Brad Scruggs (16:41.988) sure, yeah. Let's hear Justin Deese (16:46.486) So we, know, throughout the years we've, we've been in call center and you know, we're, we're in an industry where we all feel pretty good about, know, you gotta answer the phone. Like somebody's got to answer the phone. And, um, we were doing some auditing on, on one that we had. I mean, they were, they were answering the phone with the wrong company name. Uh, they were not booking jobs, uh, because it was out of our space, even though was in our town. Um, and I had one that I listened to one time, the call went 12 minutes. Brad Scruggs (17:04.285) man. Justin Deese (17:14.614) and they kept asking the customer, they must have asked her phone number, and it lasted 12 minutes because the lady finally hung up. So again, none of that is gonna happen with your product, I assume, Brad Scruggs (17:31.018) would hope not. I've never seen a call go 12 minutes. On average, our calls are about a minute and a half upwards of three minutes. we, you can continue with the call center story, but I could, I'll go on. Yeah, so the way we train the AI is it's a little different for every company. We have our best practices, but we're training a conversation goal. If someone's a lead, hey, here's how the conversation needs to go. If someone needs to cancel a job. Justin Deese (17:44.565) No. Brad Scruggs (18:00.362) Obviously the AI is going to try to get them to reschedule. If someone reschedules, hey, here's the conversation flow for that. So we're training on all of these different scenarios. A call should not be going 12 minutes. And we have, like I said, our best practices, and it works really well. Justin Deese (18:19.85) I know when I first was checking you out and checking out the website and you guys have some samples on there. So I definitely would encourage anybody to check out their website and I'll put it all in the show notes. You can listen to some of the calls. Before I get into that though, I want to say this on your website. I love the top of it. And it says, turn those missed calls into dollar bills. Y 'all. It's fantastic. Like talk about knowing your avatar, your avatar, your customer loves that. Brad Scruggs (18:42.794) man. Brad Scruggs (18:48.542) Yeah, it's funny, I'm one of the founders and the CMO, Chief Marketing Officer, and I was talking to one of my partners and I'm like, we just need something that's kind of goofy that people are gonna remember. And I was like, what about this? And hey, it kind of stuck and people will be on demos with our sales team and be like, yeah, I saw the turn those missed calls to dollar dollar bills, 'all. And they think it's kind of funny, so that's a good thing. Justin Deese (18:49.62) That's awesome. Justin Deese (19:12.448) That's awesome. So one of the things that I noticed in listening to some of the examples you guys shared with me, and actually they're even on the website too, was part of my concern as a contractor is I'm going, is a customer gonna be turned off by AI answering the phone? Because we've all had the experiences when you're on chat and you got a chat bot and you're like. Human, human, and you're getting frustrated. Right, know, customer or human. What I really liked about the examples that I saw with you guys, and I'm assuming everything is customizable, and we'll come back to that in a second, but I like that in all the examples, you guys say what it is. Like, you're not trying to pull the wool over somebody's eyes. You're not trying to pretend that it's a person when it's not. It's just like, hey, I'm an AI. Brad Scruggs (19:37.256) Yes, talk to a representative. Brad Scruggs (19:48.393) It is. Justin Deese (20:04.82) There's some things I can help you with and if I can't, I'll pass you along. And I really, I thought that was pretty genius that you guys do that. Brad Scruggs (20:10.425) Yeah. Yeah. So I will actually touch on that because this is an important topic because we have clients who are like, do we have to even say it's AI? And we leave it up to the customers, but we have data on that. If the intro message is a little long, like 10 to 15 seconds long saying, Hey, our representatives aren't available, but I'm an AI assistant. The abandoned rate is actually a little bit higher. And it's because people think it's a voicemail or whatever it is. So the abandoned rate can be 20 to 25%. If they're saying, hey, thanks for calling XYZ Plumbing and Air. My name's Suzy, how can I help you? The abandoned rate's like two to 5%. Very early on in the conversation, we do let them know it's an AI, but once they start talking to it and they see how human -like it is, they'll keep going with the conversation. So we actually have tweaked that a little bit. Justin Deese (21:02.538) Mm -hmm. Brad Scruggs (21:05.066) And we leave it up to the customer. Some people are like, hey, AI from the beginning, we need to be transparent. But other people are like, hey, if 20 % are still going to hang up, let's get that single -digit abandon rate. And then we'll tell them it's AI within 30 to 40 seconds of the call still. So it's funny you say that. And we have data. And we're always trying to optimize the conversations to make sure our customers are getting the best ROI. And it's something we have been playing around with a little bit lately. Justin Deese (21:33.556) Yeah, I thought it was great when I listened. was my... Because I saw a different one and it was trying to... I don't know. I didn't feel like it was transparent. And I feel like our customer, for our plumbing and AC company, our customer appreciates transparency. That's kind of part of a core value for us. And I thought it was great that you guys did that. And really, I think it just took the bar to different level to where it's like, hey, if you want to talk to a person, can hook that up. for this conversation, let's see if I can help you. So you mentioned customizable. So what are some other things that you can, you know, as people are listening to the examples, what are some other things that can be customized? Brad Scruggs (22:13.994) Anything you can imagine, honestly. So that intro message can be customizable, the conversation flow, and even the goal of the conversation can be customized. The voice can be, you could read a script for us and we could make the AI sound exactly like you. So everything can be customizable. There's some people, for example, Will ask and at some point in the conversation usually are you the homeowner? Because most people don't want to deal with a renter tenant situation But we've had some people are like just get through the phone call as quickly as possible and we don't even need to ask them that so There's scenarios like that that we've seen not something we would suggest. Obviously you probably want to know if they're the homeowner, but some people have said no, they don't care. But yeah, the whole conversation can be customized. The flow of it can be customized. Some people want to start by getting the person's name and then asking them the phone number. Other people are like, we just want to know what they need done and then we'll get that information about them later on in the conversation. So, conversation can be as customizable as you could think. Justin Deese (23:20.35) Okay, that's great. So what is the onboarding process look like with you guys? Brad Scruggs (23:26.43) Yeah, so once you go through our sales team, and by the way, we're not even that salesy, it's more so how do we fit into your system and how would we integrate and actually be a win for you? From there, it goes to our onboarding team. So we have an initial onboarding call. It's understanding your business. Do you work on boilers? Do you work window units. Some people yes, some people no. So going through a list of that and then hey, how do you want to escalate it if someone is an angry customer? How do you want to handle reschedule? So we're asking all of these questions so we can go in and train the AI. Once we do that, it takes about less than 24 hours after that call. Then we have a phone number that we do some testing with and they can do some testing with. And then after that, we do the go live call. And that usually takes another 30, 45 minutes where we are setting up call forwarding rules within their VoIP system, whether they're using Dialpad, RingCentral, whatever it is. And most people want the call to forward before that 30 second mark because of LSA, Google dings you if you don't answer the phone within 30 seconds. So we usually set up call forwarding after two rings if no one answers. And then after hours, whenever the CSRs go home, let's say 7 p .m., the AI is the first line of defense after that. So we've got our process and yeah, I think we know what works pretty well and we also don't know what we don't know and we're testing different things out always. Justin Deese (25:00.445) Well, that seems like a pretty simple process. Brad Scruggs (25:03.688) Yeah, yeah, it's been refined and improved over the past year and it tends to work and go pretty smooth for people. Justin Deese (25:13.684) Now, are you able, are you limited by the number of calls or like what does it look like if, you know, obviously from HGAC your call volume is different during the winter than or during the spring, then it would be, you know, the dead of summer. I'm in Florida, you know, wherever you are and whatever your shoulder season versus your, you know, high cotton season, but what, is it able to scale? Brad Scruggs (25:35.36) yeah, yeah, we have a client who's massive and they had over a thousand calls in one day handled by AI. So yeah, it can handle as many calls as you want at a time and we haven't seen any issues with latency during the call. Yeah, I mean, right now there's probably over a dozen calls going on right now with AI. Justin Deese (26:00.763) So really whether you're a small company or a large company, mean Zyrotalk can work for you. Brad Scruggs (26:07.624) Yeah, yeah, absolutely. Justin Deese (26:10.47) So what are some of the future innovations that are coming down the pipeline? mean, I guess that's probably a loaded question because it's AI and who knows what tomorrow even brings. But what do you guys have on your roadmap? Brad Scruggs (26:22.388) Yeah, that's a great question. So when we build our product, we really focus on customer feedback and that's really what drives how we're building the product. Right now, what we're focused on is improving some integrations with the major FSMs out there and really standardizing a process because everyone does things a little bit differently, as you know, being in the space for so long. So we're trying to get to a very standard process of, here's how the AI calls feed into your CRM. And if this is a big enough problem for you, then you can either tweak your process a little bit and if we need to do something a little bit custom, we're willing to do that. So there's a couple different ways we integrate with the FSMs and we're willing to work with the client on how they want to do it, with how many onboardings we're doing, we're also trying to standardize that process. Justin Deese (27:20.655) I imagine if you're, if you're, that's a lot of people to onboard and that's, that's fantastic. And, it's just proof that this is a needed and wanted item in our space. Brad Scruggs (27:31.016) Yeah, yeah, it's a big pain point. back to things we're working on, we're hiring for onboarding. We're big on customer support and customer success. We've gone through some growing pains through the past few months with these onboardings, but we're hiring aggressively, mostly on the customer success, customer support side with our initial clients, they're raving about us. We want to make sure everyone who's getting onboarded now can still go through that great process. Justin Deese (28:02.592) Fantastic. Well, as we kind of roll to the end, is there any other thing you want to share with the audience? Brad Scruggs (28:10.492) I mean, if they're interested in a demo, can go to our website, hirotalk .com, and they can just request a demo. We get to them pretty quickly. As far as anything else, I think just give it a try, and It works really well. It even works so well that we have some of the answering services, some of the biggest players in the space who are using our product as a backup to them because it's really hard to scale up people. These answering services have thousands of customers and you can only hire so many for the busy seasons. They're still going to miss calls. So they're using our product as a backup to them because it's a serious problem. they're missing calls and we just want to make sure calls are answered. yeah, that's the last thing I wanted to touch on unless you have any other questions or any points you want to talk about. Justin Deese (29:06.164) No, I think it's fantastic. I'm glad we got a chance to connect. I've gotten to see the product. I think it's super amazing. And definitely go to xyrotalk .com, check it out. Just go listen to the calls. Once you listen to the calls, you're like, hmm, this is pretty awesome. Click a book, a demo and hang out with Brad and his team and let them walk you through the process of what that looks like. So Brad, man, I appreciate you coming and hanging out with Brad Scruggs (29:30.11) Yeah, appreciate it as well Justin and yeah, thanks for watching everyone. This is fun. Justin Deese (29:36.298)