In this episode, Jim and Tyson interview Justin Maxwell, cofounder of Smith.ai call answering & intake service for small & solo businesses. They will go over his story and business, the service that it provides and how it can help law firms. Also, they will go into Artificial Intelligence and its role in upcoming intake services.
The firm: https://smith.ai/
What Smith.ai does is when someone calls or chats through the website, it can determine if they are the right customer for your business and get them booked on your calendar and even get payments from them just to make sure that they are fully qualified and converted into your lead.
“You can put out Adwords, you can have people refer you, but if you are not doing something with those leads you are really wasting your money…”
Artificial Intelligence
“We’ve been training a system on how to qualify customers and how to provide tools to actual live virtual receptionists, and how to better qualify customers as well. Artificial intelligence assisting real people who are great on the phone and great qualifying customers.”
Hacking’s hack:
A podcast: https://www.superfastbusiness.com/list-all/
Justin’s tip:
Use the promo code Maxlaw when signing up to Smith.ai to get 50 Dollars off your first month!
Find out what you do really well, focus on that and then fill the gaps around it.
Tyson’s tip:
If you have a process goal, and this process goal is gonna lead you to great results, put those on your calendar and put them early in the morning. Because late in the afternoon you are exhausted.
//
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Transcripts: Artificial Intelligence in a Law Firm
Unknown Speaker
We view AI as a way to use technology to make efficient decisions and repeat processes on our behalf or on the customers behalf. But at the same time, we don’t want to use it on the phone right now because it would kind of create this large, impersonal gap between the law firm and the potential client, where it feels like they’re putting the potential clients off, and they’re unwelcome.
Unknown Speaker
Run your law firm the right way. This is the maximum layer podcast via podcast your hosts, Jim hacking and Tyson Meatrix. Let’s partner up and maximize your firm.
Jim Hacking
Welcome to the show. Welcome back to the maximum lawyer Podcast. I’m Jim hacking.
Tyson Mutrux
And Tyson music’s What’s up Jimmy
Jim Hacking
Eisen? How are you my friend?
Tyson Mutrux
Good. It’s weird. I feel like you and I have not talked much in a week. But I know that’s not true. Maybe I just missed you. Maybe that’s what I just missed.
Jim Hacking
I’m sure that’s clearly it. I mean, we had so much time together at the conference that you just you know, absence makes the heart grow fonder?
Tyson Mutrux
I guess so. Hey, I want you to talk a little bit about your video. I know a lot of people have seen it. But your Time Square video, I think it’s freaking awesome. Tell that story.
Jim Hacking
You know, I told the story before on here about after all my YouTube videos that I had that instance, where the woman came up to me at immigration here in St. Louis, and said, Hey, are you the guy that does all those YouTube videos and, and I said, Yeah, she and she pulled it up on her phone. She was getting ready for her immigration interview. And she showed me that she’d been watching my video right before she saw me in real life. So that was sort of fun. But this week, we took that even to the next level. I was at USCIS in Manhattan. And so here I am coming from the sticks and St. Louis, thinking that I’ve been called up to the major leagues. I’m going to the immigration office at 26 Federal Plaza in downtown Manhattan. I find my client, we’re walking into my interview, and an immigration officer chases me down, which doesn’t usually happen at immigration. Then he says to me, are you Jim hacking? And I said, Yes, I’m Jim hacking. He said, I watched all your videos, I said, Oh, really. And he, you know, I’m looking at his badge. And it says USCIS. And I’m sort of freaked out. And he says, yeah, that’s, in fact, that’s how I learned how to do my job by watching all your videos. So that was crazy. So my client was duly impressed. And it sort of made my day. So then when I got out of immigration, I went up to our hotel right near Times Square, and I shot a video about it. So I’ve gotten a lot of views and a lot of feedback.
Tyson Mutrux
It was really cool. I know a lot of people liked it. It’s a fantastic story. Really awesome story. So alright, so we have a guest weigh in on the line with us. So it’s good to introduce him. He is Justin Maxwell with smith.ai. Justin, introduce yourself, everyone
Unknown Speaker
you just did. I’m Justin Maxwell from smith.ai. We are a Virtual Receptionist and collar qualification service. And we’re breaking out into chat based qualification as well. So what our business does is when someone either calls or chats with you on your website, we can determine if they’re the right customer for your business, and get them booked on your calendar and even take payments for them, just to make sure that they are fully qualified and converted into your city. Just to tell us
Jim Hacking
your story how you got to Smith AI sort of what you what you’ve done career wise, and sort of how you got involved in the whole color support system?
Unknown Speaker
Yeah, sure. The short of is my background, both in psychology and graphic design, my mom ran a small business Graphic Design Studio. And so, you know, I was always kind of just helping out around there after school. And I just got this, you know, start to get this idea for what it was like to run a small business in the overhead required and doing that, you know, actually, you know, very little time goes into the work itself, it’s all about the management of the business and bringing in new customers and paying attention to existing ones. So after school, I went to go and work for Apple for a while I was a designer for Apple and then from the.com. And for Intuit as well as at Intuit is really where I started to see the power of these tools and processes being made for and focusing on small business. So that just was where my head was for a while. And then at the same time, I’ve been friends with my co founder Aaron Lee for a long time. And he was doing similar things for small business at Red beacon, and then later acquired. They’re required by Home Depot. Both of us have this passion for helping small businesses independent proprietorships and solopreneurs really succeed. So we got to get her in her, okay, like we know we want to work in this industry. What do we think that the biggest problems are? And we knew it was something around customer qualification? And we thought maybe it was more like the communication side of things or maybe like the way they find their customers. We spent the summer of 2015 just following them around a bunch of businesses and realized, essentially, it’s I think what you’ve said in previous podcasts, it’s that like, everyone focuses on getting those calls to come in the front door of the business, but then they dropped them on the floor. So like certainly you can put out AdWords that’s great. You can have people refer you on next door. But if you’re not doing something with those leads you’re really wasting your money. And so we realized that was the number one problem was actually answering the phones for these businesses, qualifying the customers and getting them booked on their schedules. And so it was through that we said, Okay, well, that’s great. There’s other people in the industry that are doing it. And we’re pretty good at this, we know that we can bring a lot of new things to it through technology. But given our backgrounds and product and engineering, we actually brought an artificial intelligence component to it as well. So as we’ve been answering these calls, we’ve been training a system on how to qualify customers, and how to provide tools to actual live virtual receptionists and how to better qualified customers as well. So it’s, you can think of it as machine intelligence or artificial intelligence, assisting people who are really great on the phone really great at qualifying customers, and therefore it gives them like superpowers in doing a great job for their businesses.
Tyson Mutrux
Right, Justin? So I was going to ask you how your company differentiates itself from other companies. But I think he just sort of did that. But I want to dig a little deeper into the artificial intelligence part of it. Because I don’t think a lot of attorneys really, I mean, it’s hard for us to conceptualize how that actually works with your service. So how do you actually work with the AI like, break it down a bit more for us?
Unknown Speaker
Sure. So a simple thing would be, let’s take a look at a traditional Virtual Receptionist service. And this isn’t me, like disparaging anyone else out there, because they’re all amazing on the phone, it’s just in terms of efficiency, like, in the end, the amount that you the attorney are spending on a Virtual Receptionist service comes down to the minutes that they take on the phone, right, or the the capabilities that they provide. So you might say, for example, that your practice only works within the bounds of, you know, King County or something like that. And so caller calls in and they say, Well, I’ve got this case in, you know, Seattle or something, and then some, the receptionist has to possibly look up on a table to see like, Okay, well, I don’t really know Seattle, because I’m, I’m the receptionist based out of Oklahoma, and they say, okay, maybe looks like this does qualify. But for example, like that, that works to some extent, but a lot of times, what you’ll have is, the caller might say something that doesn’t one to one map with what the receptionist has on the script in front of them. And so these script based type of Virtual Receptionist services always have a threshold that they can’t cross, because like, the the information isn’t listed out, what we do, is we have our interface, which which we wrote ourselves, has assistive technology in it. So what we do is when we start learning about the practice, we asked the attorneys like we are, where they practice, what kind of cases they work on, what they use to qualify their clients. And then as the receptionist is answering the calls, they can start asking our system questions, and the system provides them with answers. And they’re using that against the trained body of data across all attorneys and other professions as well. So for example, the receptionist could type in something like, you know, client is in Chicago, and it was the oh, well, that looks like that in this county, therefore, they are qualified. So it can it provides them with these the ability to just give real time answers to the callers instead of saying Hold on a minute. Well, I look that up. And it can actually get into like, I’d say, it allows the receptionist to function almost as I’d say, not experts, but familiar with the knowledge base with someone called. So you know, one of the things that we see a lot is an attorney might say that they practice family law, that means something to because you’re an attorney, like you’ve probably just say, off the top of your head, all the things that cover family law, but a receptionist might not know that. So a receptionist could just type into our system, like is divorced part of family law. And our system would say yes or no. And those are the sorts of things that provide that superpower back to the receptionist as they’re answering these calls. Now, at the same time, as the receptionist is doing this, if they ever don’t get the right answer to their question, it can actually ask the broader support team and receptionist base to help answer that question, and then provide a feedback loop to train the system and make it smart. So internally, that’s how we function as kind of a superpower team. And then externally with some beta users, right now, we are providing the functionality to do that on their own websites. So that if someone comes to an attorney’s website, they can ask the attorney a question, and our system can help answer those questions or escalate to a live receptionist on our team at the same time.
Jim Hacking
Justin has Smith a I’ve worked with law firms before and have you worked with places where there are a lot of calls?
Unknown Speaker
Oh, absolutely. For some of our clients, we have, you know, 10 calls a month and for others we have 1500 3000 calls a month, it really just depends on the size of the firm and the need, and we handle everything from just the simplest type of someone call in. We take a message perhaps book an appointment all the way through, depending on the time like we actually there’s a there’s a couple of attorneys where depending on the time of day, we’ll schedule different appointments. With the people on the team, or depending on whether or not someone on the team is available, we have different fall backs where we try to do live transfers. And then we’ll book the callers for callback appointments. So it can it can be as complex as someone needs.
Tyson Mutrux
Just so what’s your advice to someone that is in the market to hire a receptionist service? Or an answering service? How would you advise them whenever they’re looking for a service?
Unknown Speaker
That’s a great question. And, you know, obviously, I’m biased, but I think it all comes down to efficiency and the types of customers they’re going to be getting, or types of calls. So if the law firm is doing broad reaching AdWords spends, and those people are gonna be calling at all times a day, and all they really want to do is cast a gigantic net, then I think you should be looking at a 24/7 answering service who can just take a message, and then you have someone on your team who’s actually doing the qualification and filtering. And that can be a paralegal, someone who’s like job really used to assess the qualification of those clients. But if you’re not doing that type of gigantic ad spend, and you’re really you’re getting a lot of your business through referrals, you’re getting a lot of your business through perhaps just local advertising, or internet based like focus based advertising, then you might want to look at a reception service that can become more familiar with you as a business and get to know you over time. And so I think that there are a lot more Virtual Receptionist services like ours that are on that side of things, where they could actually do a good job of representing you as a person and your practice when almost as like, trying to, I wouldn’t say sales, but but they can speak up to the positive capabilities of your practice when on the phone with a new lead. But I think more importantly, is you’re going to want someone that moves at the pace of your practice. So if you’re using CRM, to manage your clients, you’re going to want a answering service that can integrate with your CRM, if you’re using slack to communicate with other attorneys in your firm or any chat service like that, you might want to be getting notifications in there. So you start to think about the technological capabilities of that incident service, as well as being just as critical. And then the last thing which we some of AI does and a few other ancillary services might be doing now is protocol pricing, because certainly listening to me ramble on now. But as you know, when someone calls in a new client, they just want to be heard. And they might ramble on for five or six minutes about their case. And they may be qualified, they might not be qualified, but you don’t want to have to be in an awkward situation where your receptions are rushing them off the phone to save you money. So you want to you want to make sure that your receptionist service is aligned with the welcoming and receptive impression that you’re trying to get new clients.
Jim Hacking
Justin talk to us a little bit about after a call is made? How does the law firm learn about the interaction and sort of what mechanically happens next?
Unknown Speaker
Sure. So the mechanics of it, let’s just say for example, at the most basic setup, you’re using something like RingCentral, or our own keypad to be that first line of defense calls are coming into a central number, and they’re either going to your office or they’re going to a reception ship. So let’s say an example calls are coming into us having been forwarded from your number. Now we answer the call. And what we’ll do is we will act on your instructions and take a message perhaps book an appointment is the most basic service we do is we answer the phone call, we determine whether or not they’re qualified or unqualified, spam, wrong number, sales call, etc. And we disposition the call and put it into a call summary. That call summaries sent to you over both email and SMS so that you can get it if you’re on the go on your watch, or however else you might get notifications. And then if you have an integrated into any of your services, that customer might show up as a new entry in your CRM inbox, that customer might show up on your calendar as a new appointment, if they’ve booked a consultation or something like that. And from then, if, for example, we have provided a summary for a new lead to you and you decide that that person was actually a wrong number, or in many cases, it was actually a salesperson sneaking through as a new customer, you can flag that email as spam. Or you could say, I want this person to ring me directly every time and you could just click a link in the email and say whitelist this person, every time they call me, I want it going directly to my cell phone.
Tyson Mutrux
It really needs setup. It’s kind of incredible how you do things, a question I have or maybe something I want you to explain to the listeners. You have a different pricing plan. It’s it’s quite a bit different than most most is by the minute. Can you talk a little bit about your pricing plan? Yeah,
Unknown Speaker
I’d be happy to. So this kind of goes back to why we started the business to help small businesses out and only one of our principles was always be aligned with the best interests of the people who are paying us for services and If we felt that pricing things per minute, just, it worked against the small business where, like I was saying earlier, if you have a chatty lead, then there’s a good chance that you’re going to pay $21 for that phone call, or you’re going to actually have to go back to the receptionist service and tell them like, please, I need you to try to cut these callers shorter, because you’re letting clients ramble on for so long. But as I can tell you, you know, for some, if they I, when it comes to certain types of clients, depending on the domain, they might talk for five or six minutes about the case. And you don’t want to be in a position where you are skimping on the details, because you might not be able to qualify them. We’ve always said, Okay, that’s not aligned with with running a good business. What is alliance is saying, on average, I know that I’m getting 100 calls per month. And I could say, well, if I’m paying $6, that’s $600. And I believe that out of that I’m getting, let’s say, for example, 10 new clients. So therefore, if you as a business can decide is it worth a $600 investment to get to 10 new clients per month. And for a lot of law firms, of course, it’s a no brainer. So they could directly see the translation of the per call cost into the number of new clients they get, it’s a lot harder when you’re pricing things per minute, because the variability of how clients talk about their cases could be in that one month, your bill is $300. Next month, your bill is $1,800. And you’re still only getting the same number of clients per month. So we felt like the summary of as we felt it was a lot easier to predict and budget for the law firm by pricing per minute.
Jim Hacking
Justin, talk to us about a success story or two that you’ve had maybe with lawyers, maybe not, but just sort of how working with myth AI has helped people improve their business?
Unknown Speaker
Absolutely. So this is one of those, pat on the backs for us that we’re very proud of, I think in the, in the past two years, we have had two different firms. Leave us to say you know what, you Smith AI has been really wonderful for our firm, you’ve helped us grow. And as we’ve grown, we are now able to afford an in house receptionist. And in both cases, within two months, we’ve seen those firms have come back to us say actually, we’d much rather this person be doing other tasks around the office, and your team is far better at actually qualifying the leads than this receptionist was. And it’s because it’s very difficult to afford, you know, someone for 40 or $50,000, to be in house and an expert on a subject matter, you know, without getting into paralegal territory, whereas our team was doing a very fine job of it and making fewer mistakes. So that’s one of our biggest success stories, just those those two clients. The other one would be something I also does a lot of work for IT firms. And we’ve heard repeatedly from IT firms that we’ve helped them grow from single person operations into three or four person operations, because they’re no longer personally doing the lead qualification. And now they can actually be in the field working on installations or doing on sites with clients. And we can be only escalating those urgent calls for them. And we do the same sort of things for attorneys as well, where we can actually only let through calls from court staff, from judges, county clerks, things like that. So that way, if the attorney is very busy, they don’t want to be interrupted in their day, we can really help them make the most of their time, and then they can deal with the new client intake later in the day.
Tyson Mutrux
All right, just and I’ll put you on the spot, I’m gonna ask you to pull back the curtain a little bit. What is something that Smith AI is working on now that we don’t know about that you’re going to be revealing in the future?
Unknown Speaker
Well, I think I spoiled it by, you know, talking about the chat product that we’re working on. That’s really our big thing is taking all the technology that we’ve been working on to assist the receptionist as they answer calls and offering that to the to the public and for clients to put on their website as well.
Jim Hacking
We’re talking with Justin Maxwell from Smith AI and Justin Tyson. And you and I hopped on a call with Maddie Martin about a month ago. And we were talking about integrations and I have to tell you that I was pretty impressed because at the time, Smith aI had not built out an integration for Infusionsoft, which is the CRM that Tyson and I both use. And I note now that on your website, it lists Infusionsoft as an integrated CRM. So maybe talk to us a little bit about how you swung into action and got that knocked out?
Unknown Speaker
Well, as much as I’d like to take credit for that. That’s all my co founder, Aaron Lee. So one of the reasons why we get along so well is I’ve been doing product for years. And he was one of the original engineers inside Google. And then went on to do Google Video and AdSense and AdWords. So basically, the short of it is anytime anyone asks us to support a new CRM, and have it up and running by the end of the day, and we just tell people it’ll take us a week to give us some QA time Want to make sure that nothing goes wrong? But that’s how we do it so fast is we wait till customers ask us for things and then we build them.
Tyson Mutrux
So just and I’ve been having this conversation with quite a bit of people lately about AI or artificial intelligence, I think it’s right around the corner, I think it’s going to change the landscape of not just the legal industry, but a lot of different ones. Can you talk a little bit about how you got into AI, where you see ai ai headed? Is it something for attorneys to be afraid of talk a little bit of all that.
Unknown Speaker
I think that one of the biggest public AI stories was a couple of years ago, when someone had launched that AI parking ticket website, and it got tons of press, and then it just vanished. And I don’t even know if the domain is there anymore. So one of the places where we see AI coming in really handy if this idea of like assistance and prediction. So for example, the average customer, the average client never really knows, like the right words to use. So you might go to like, let’s just say that there’s some generic support websites, and you type like, why is my monitor not working? Well, AI could really help you route you to the right answer in there. At the same time, like AI might really be able to help you negotiate scheduling conflicts with another person, where it doesn’t necessarily help and you see it fall down a lot is where it actually, you know, becomes that like, knowing you as a person or knowing your own preferences type of thing, where you might want to say like, can you call me a plumber? Well, yes, there might be a voice assistant that could just call the number one plumber on AdWords, you know that Google’s returning, but are the number one plumber on Yelp. But there’s not a really good way for it to find you personally, the right plumber for your household, depending on your preferences that the type of equipment you might have in your house. So for us, we view AI as a way to use technology to make efficient decisions and repeat processes on our behalf or on the customer’s behalf. So like, just right now, our receptionist might be repeating the same questions over and over. And they have to do that on the phone, because no one really wants to be talking to a robot right now. But in a chat interface, you really can’t tell the difference. And so we thought, here’s a really ripe opportunity for us to deploy technology, where customers are asking the same questions that they would be asking a human. But we can have standardized answers that we have determined are the best way to answer that question with synonyms, built into it with other ways to phrase things. So there’s variability in case we have to repeat ourselves, and also in a way that we can train that system to get smarter over time and provide better answers. Whereas with humans, someone might be having a bad day, or someone might, you know, their wireless headset connection might be bad, there’s all these variabilities that could actually go wrong. And that doesn’t happen on the AI side. But at the same time, we don’t want to use it on the phone right now. Because it would kind of create this large, impersonal gap between the law firm and the potential clients, where it feels like they’re putting the potential clients off, and they’re unwelcome. So our sense is just to help us as a business do a better job. And the reason we got into it was just you know, we’re a small team. And we knew that we could use a technology to run a better business. And we wanted to translate that technology over to our clients as well.
Jim Hacking
Justin, we have a lot of listeners who are frustrated with the phones and who might very well be thinking about Smith AI, talk to us a little bit about how onboarding works. And if our listeners want to get in contact with you, what’s the best thing for them to do?
Unknown Speaker
Sure. So the simplest thing is to just go to Smith, period AI in your web browser and enter your name, email address, and phone number into a form. And we’ll ask you to jump on our calendar. And we’ll onboard you. And so it’s, you know, certainly, it sounds like one of those things where you wish you could just go and press a couple buttons and write some words and some forums and have it all set up. But we’ve found over time that it’s really critical for us to just get you on the phone for 10 minutes, and get to know a little bit about your business to know what’s important to you, and tease out a few of the things that we wouldn’t have really been able to understand through a web form. So it takes about 1520 minutes to get set up. And we provision you with a phone number where you can forward your calls. And you have a 10 call 30 day trial. And you get to see whether or not Smith AI as a service you want to continue with most of the time it is and then we’ll just be answering your calls for you. And then I’d say over that next month or so after signing up with Smith. You start to learn about really what we can do for you. So a lot of people just kind of like dip their feet in and think like Well, I’m used to answering my phones or I’m used to actually having voicemail do this to their little heads. have a tendency to fully dive in. But once they see how much efficiency we bring, I say the first thing that people will start doing is they start offloading a lot of their other responsibilities to us, like the booking of appointments, or taking prepayment for consultations, things like that. And the one that we’re seeing becoming increasingly popular is where people might have a Contact Us form on their website. And they just forward those emails to us. And now the moment that someone puts their information in the contact us form, our team calls that person back right away and says, Hey, we’ve got your information, can we get you on the calendar?
Tyson Mutrux
That’s pretty incredible information. Justin, I really appreciate you coming on, you’ve been an amazing guest. Before we wrap things up, though, before we get to our tips or hacks of the week, I do want to ask everyone to please go to iTunes or wherever get your podcast, give us a five star review. If you’re enjoying this podcast, you will have done an amazing job of spreading the word and making sure everyone knows about it until we really appreciate that. But the benefit to you make sure you go to the Facebook group. There’s a ton of great information there. And it’s just amazing. Every time I go on there, it’s Jimmy and I aren’t even really having to post that much. It’s other people sharing information, asking questions. It’s really amazing. But Jimmy, what is your hack of the week,
Jim Hacking
I came across a new podcast or actually an old podcast. He’s got about 600 episodes of his podcasts out. It’s a guy named James Franco. And I’ve heard of James before. He’s friends with Dean Jackson. And they’ve done some stuff in the past. But James was on the most recent episode of Smart Passive Income with Pat Flynn. It was a great interview. But I went I’ve gone back and I started listening to some of James’s old Marketing Podcast, it’s called super fast business, which is sort of cheesy title. But the podcast itself, it’s really good. And he’s got a really good rhythm to his guests and the information that he provides.
Tyson Mutrux
I have not heard of that podcast, but 600 episodes is a bunch of episodes. Mike Campbell actually told me a statistic today, which was shocking to me. He said that 93 94% of podcasts don’t make it past. I think he said 11 or 13 episodes, which is just amazing to me, because I was just thinking, you could just keep recording podcast is no big deal. You can just keep recording. It’s not hard to do. But so it’s kind of shocking. It’s we’ve made it well past that. But 600 is amazing. It’s incredible.
Jim Hacking
We’re trucking right towards episode number 100. And then Episode 104, of course, would be two years. So we’ve been consistent. If nothing else,
Tyson Mutrux
that’s absolutely true. And they may be late in the week sometimes, but they are consistent. Justin, you have a tip of the week for us what you got for us.
Unknown Speaker
I do, I’d say my first tip is to use the promo code Max law when signing up for Smith AI to get $50 off your first month. But that was a cheap one for me. So let me give you a real Tip of the Week. And that is I would say, for me, it’s been about focusing on my strengths and surrounding myself with people services and technology to fill in the gaps. So as a lot of people are independent solopreneurs or like run a one to one to 10 person firm. And they think like, okay, there’s always things that I could do. But when you end up doing those things, you spread yourself way too thin, and doing a pretty poor job of everything equally. So I would say my tip is find out what you do really well, and focus on that and fill in the gaps around it.
Tyson Mutrux
I love it, it’s a really good one, my tip of the week, this is sort of gonna be a variation of other tips I’ve given in the past. So we hired a coach, I think I’ve talked about that before. And I’ve and I’ve got three process goals that I focus on. And I wasn’t hitting my targets on one of the process goals. And it was just frustrating. And so I was hitting the other one that was nail him 100%. The other one I was not doing well at all. And we kind of sat and talked about it and I wasn’t putting it on my calendar, if I did put it on my calendar, I wasn’t putting it in early in the day. And so what we’ve decided to do is okay, I’m going to put it on my calendar first thing in the morning that way and knock it out. And it’s made a hell of a difference. So my my advice to you or my tip of the week is if you have something a process goal, and then the process goes, these are the things that are going to lead to your your your great results. And these are things you know you need to do every single day, put those on your calendar. So one, put them on your calendar, and put them early in the morning because it’s late in the afternoon or late in the day or at night you’re exhausted, you’re tired, you still feel like doing them you think oh, I was doing tomorrow and you never done so put them early in the morning and put them on your calendar. So that is my tip of the week. Justin Maxwell, thank you so much for coming on. This episode is really fantastic. And we really appreciate it.
