Meeting Title: Brainforge x Plan Medicare: SOW Review Date: 2026-01-27 Meeting participants: Samuel Roberts, jessicakrantz, Uttam Kumaran
WEBVTT
1 00:00:56.030 ⇒ 00:00:57.250 jessicakrantz: Hi there!
2 00:01:00.020 ⇒ 00:01:02.179 Samuel Roberts: Hello! Alright, one second, let me get mine.
3 00:01:02.860 ⇒ 00:01:04.429 Samuel Roberts: Everything’s set up here.
4 00:01:08.900 ⇒ 00:01:11.420 Samuel Roberts: How are you? Nice to meet you.
5 00:01:11.690 ⇒ 00:01:13.959 jessicakrantz: Good to meet you, too. How’s it going?
6 00:01:14.820 ⇒ 00:01:21.250 Samuel Roberts: Pretty… pretty well. It’s, cold here in Cleveland, Ohio, and snowy, so I don’t know where you are, but it’s.
7 00:01:21.330 ⇒ 00:01:24.779 jessicakrantz: It’s not Southbound? I’m in New York, and it’s brutal.
8 00:01:24.840 ⇒ 00:01:29.010 Samuel Roberts: Oh, yeah. Now my sister is as well, and she was saying it’s… Yeah.
9 00:01:29.010 ⇒ 00:01:30.750 jessicakrantz: Crazy. For sure.
10 00:01:31.010 ⇒ 00:01:33.270 jessicakrantz: Hi, Tom, good to see you again.
11 00:01:33.270 ⇒ 00:01:35.029 Uttam Kumaran: Hey, good to see you, how are you?
12 00:01:35.240 ⇒ 00:01:37.140 jessicakrantz: Doing well.
13 00:01:37.140 ⇒ 00:01:40.209 Uttam Kumaran: I’m glad you’re now more involved in the biz.
14 00:01:40.210 ⇒ 00:01:42.029 jessicakrantz: Yeah. How’s it going?
15 00:01:42.430 ⇒ 00:01:50.819 jessicakrantz: It’s good, it’s good. There’s, like, so much to do, so I’m very overwhelmed, but, but it’s all good stuff, so…
16 00:01:50.910 ⇒ 00:01:54.600 Uttam Kumaran: How did you guys get into this business, like, originally?
17 00:01:54.600 ⇒ 00:02:06.429 jessicakrantz: So Brian, his dad was… is in, like, group health insurance, so, like, health and life insurance.
18 00:02:07.070 ⇒ 00:02:22.680 jessicakrantz: and when Brian was graduating college, his dad was like, you should really get into, this insurance space, but you should get into Medicare as, like, a way to get into, like, bigger policies, right? So, like, use Medicare as, like, a stepping stone for life insurance or, like, other
19 00:02:22.840 ⇒ 00:02:42.110 jessicakrantz: insurance policies that pay more. And so he started off doing that with the thought that he would, like, grow into bigger life insurance sales, but realized that there was, like, such a business need for Medicare, because no one was doing it. So this was a long time ago. Now there’s everyone doing it, and it’s very competitive, but…
20 00:02:42.820 ⇒ 00:02:51.170 Uttam Kumaran: That’s awesome. Yeah, I feel like it’s, it’s now, I think, a big industry, but yeah, you’re right, I feel like I only heard a lot about it in the last, like, 5, 6 years.
21 00:02:51.470 ⇒ 00:02:54.780 jessicakrantz: Because, like, all the baby boomers are turning 65 now, or they were.
22 00:02:54.780 ⇒ 00:02:55.490 Samuel Roberts: Right.
23 00:02:56.420 ⇒ 00:03:00.580 jessicakrantz: Utom, remind me, how do we… did we get your info from Craig?
24 00:03:01.690 ⇒ 00:03:02.470 Uttam Kumaran: Yes.
25 00:03:02.610 ⇒ 00:03:03.500 jessicakrantz: Okay, I just wanted.
26 00:03:03.500 ⇒ 00:03:04.200 Uttam Kumaran: Yes.
27 00:03:04.200 ⇒ 00:03:04.950 jessicakrantz: Yeah. Yeah.
28 00:03:04.950 ⇒ 00:03:13.150 Uttam Kumaran: I actually went and saw Craig in, we were in Boulder, like, a few months ago. Maybe 2 months ago. I went and saw him, so…
29 00:03:14.680 ⇒ 00:03:16.030 jessicakrantz: Nice, how’s he doing?
30 00:03:16.030 ⇒ 00:03:19.739 Uttam Kumaran: He’s good, yeah. I don’t know, how do you… how do you originally know Craig?
31 00:03:20.510 ⇒ 00:03:26.880 jessicakrantz: He was working at Bombas, or, like, consulting for Bombas when I was there.
32 00:03:26.880 ⇒ 00:03:28.010 Uttam Kumaran: Okay, okay, okay.
33 00:03:29.420 ⇒ 00:03:32.280 jessicakrantz: So, we just got introduced then, but…
34 00:03:32.280 ⇒ 00:03:37.620 Uttam Kumaran: Anyway, so yeah, catch me up. Brian was like, I just want you to get up to speed with what you’re working on, and… Sure.
35 00:03:37.620 ⇒ 00:03:42.109 jessicakrantz: And then, you know, I’m sure that there’s, like, a million other things we can do together.
36 00:03:42.110 ⇒ 00:03:45.700 Uttam Kumaran: Yeah, let me just give you, like, the high level, and then…
37 00:03:46.580 ⇒ 00:03:51.519 Uttam Kumaran: So we kind of put this doc together. I feel like from what we talked to Brian about.
38 00:03:51.540 ⇒ 00:04:01.369 Uttam Kumaran: it was even a deeper emphasis on a couple things. So one was just, like, we need some system to help basically classify incoming email to Brian, and then
39 00:04:01.370 ⇒ 00:04:20.309 Uttam Kumaran: as many as possible auto-draft responses. The alternative he’s using now is he’s using some of these AI automations, where, one, they’re just not, like, configured to exactly, like, what he needs, so they kind of help you write it, but they’re not… they don’t go the distance of, like, drafting, but in addition.
40 00:04:20.310 ⇒ 00:04:24.270 Uttam Kumaran: they’re not pulling in information from Agency Block and, like, leveraging
41 00:04:24.380 ⇒ 00:04:36.470 Uttam Kumaran: like, more data to actually build, like, the best email, so that you can really confidently sort of, like, send those. So this isn’t necessarily, like, have AI get an email and send it, this is just, like.
42 00:04:36.560 ⇒ 00:04:50.130 Uttam Kumaran: getting to the point where as many emails as possible just get auto-drafted and put back in his inbox, so he can just go triage, slight tweak, send, send, send. This is actually something that, like, we do somewhat with even my Gmail, and it’s like.
43 00:04:50.300 ⇒ 00:04:53.950 Uttam Kumaran: It’s the best to just, like, have that draft there to just go quickly review.
44 00:04:53.950 ⇒ 00:05:02.489 jessicakrantz: Can I… I don’t know if Brian mentioned this to you, but there’s… there’s a world in which we’re gonna have to move to Outlook at some point soon, is that a problem?
45 00:05:02.490 ⇒ 00:05:07.899 Uttam Kumaran: No, I told him it’s this… it’s no problem at all. It’s all the kind of the same APIs.
46 00:05:08.060 ⇒ 00:05:12.449 Uttam Kumaran: so, yeah, it doesn’t… it’s, like, not really that critical.
47 00:05:12.450 ⇒ 00:05:13.490 jessicakrantz: Great. Okay.
48 00:05:14.240 ⇒ 00:05:17.580 Uttam Kumaran: The second piece was,
49 00:05:17.820 ⇒ 00:05:27.140 Uttam Kumaran: like, okay, now that we… we’re sort of classifying all the emails, we’re drafting, there’s still gonna be some that are not, like, maybe we can’t…
50 00:05:27.420 ⇒ 00:05:42.729 Uttam Kumaran: we can’t, like, nail the draft for, and maybe there has to be some workflow to basically say, okay, how would you want to respond? What should we pull in? And so, for some of these, we’re thinking of basically building some, like, small UI to allow Brian or anyone on the team
51 00:05:42.730 ⇒ 00:05:52.669 Uttam Kumaran: to basically take an email that… that the AI can’t automatically be like, okay, I already know how to answer this, so kind of, like, low confidence, and then basically help you triage them faster.
52 00:05:52.710 ⇒ 00:05:57.649 Uttam Kumaran: Over time, though, our goal is that most of the emails coming in
53 00:05:57.860 ⇒ 00:06:13.560 Uttam Kumaran: like, we can draft a response pretty confidently. This is not going to be something that we can do immediately, just because, like, some of the emails are more complicated to write. But ideally, what you ideally want is the humans to work on the most complicated things.
54 00:06:13.560 ⇒ 00:06:17.810 jessicakrantz: And if there’s an email that requires some complexity or requires some nuance.
55 00:06:17.810 ⇒ 00:06:31.599 Uttam Kumaran: Okay, you need to flag that as, like, someone needs to go write this, versus anything that’s, like, basic scheduling, basic, like, you know, copy-paste of, like, certain copy, and, like, templated emails we want to just, like, take care of.
56 00:06:31.600 ⇒ 00:06:47.890 Uttam Kumaran: And then, overall, as I mentioned, we want this system to be able to grow so more and more emails can move through the auto-draft flow. The other piece is, like, integrating the CRM data, and so this is, like, making sure that we can pull the client history and context from Agency Block.
57 00:06:47.980 ⇒ 00:06:52.769 Uttam Kumaran: Into the email writing flow, which, like, makes it way better than
58 00:06:52.990 ⇒ 00:07:00.399 Uttam Kumaran: like, it just makes it way better than just having, like, Gemini draft you the thing. It actually has, like, a ton more context. So really, like.
59 00:07:00.400 ⇒ 00:07:07.379 jessicakrantz: Did Ryan show you how he has, like, all of the different chats for all of his different clients in his ChatGBT?
60 00:07:07.960 ⇒ 00:07:12.660 Uttam Kumaran: Yeah, so he… so he did show us that. Well, he mentioned that as well. I think really…
61 00:07:12.800 ⇒ 00:07:16.369 Uttam Kumaran: What he expressed was, like, let’s solve this email thing.
62 00:07:16.610 ⇒ 00:07:20.799 Uttam Kumaran: I told him that more than likely, what he’s gonna find is that
63 00:07:20.800 ⇒ 00:07:39.510 Uttam Kumaran: what we’re able to do is… is gonna be similarly, like, he’s gonna want to build some type of chat interface for every client that automatically pulls in their agency block information and any other relevant information. I’m sure he’s… the way he’s doing that now in ChatGPT is he, like, has a prompt for every client, and he uploads the information.
64 00:07:39.570 ⇒ 00:07:52.710 Uttam Kumaran: it’s, one, it’s really hard to scale that to, like, every client, because there’s this manual setup. Second, no one else can use it. Right. Like, no one else in the company can just go into X client’s chat and, like, do task.
65 00:07:52.800 ⇒ 00:08:00.229 Uttam Kumaran: So we want to move that into, again, like, a simple, like, UI for… for y’all to just all have access to within Plan Medicare.
66 00:08:00.230 ⇒ 00:08:02.699 jessicakrantz: Is that something that would be client-facing, also?
67 00:08:03.810 ⇒ 00:08:22.439 Uttam Kumaran: I would say it depends. We have clients that we’re supporting, and we do this also, like, we’re, you know, we’re a service business, where it’s not client-facing, because we’re using it mainly to be like, okay, help me draft, like, this email response to them, hey, I’m thinking about pricing, how should… what should I consider, given all… what you know about this client?
68 00:08:22.450 ⇒ 00:08:32.349 Uttam Kumaran: But I think early on, we talked about potentially putting some of these in front of your clients, and I think probably… I have, like, two opinions. One is, like.
69 00:08:33.010 ⇒ 00:08:37.149 Uttam Kumaran: What are the problems that you want them to solve on their own?
70 00:08:37.870 ⇒ 00:08:42.500 Uttam Kumaran: And, like, does it… is it helpful for them to solve that, or do some people still just want to talk to a human beings?
71 00:08:42.500 ⇒ 00:08:44.239 jessicakrantz: Right. In my business.
72 00:08:44.440 ⇒ 00:08:56.299 Uttam Kumaran: Yes, a lot of the things, actually, like, if a client just asked, like, our AI bot, they could answer, but that’s not… that’s not why they hired us. Like, it’s like, we have to put a face to, like, the work, and there’s someone trusted that’s executing.
73 00:08:56.580 ⇒ 00:08:59.019 Uttam Kumaran: But there may be some tasks where, hey, like.
74 00:08:59.440 ⇒ 00:09:07.599 Uttam Kumaran: Maybe there’s, like, a generic set of tasks, like book a meeting or something like that, that we could start to offload to a customer-facing chatbot.
75 00:09:08.300 ⇒ 00:09:11.050 Uttam Kumaran: I’m interested, like, I don’t know what your thoughts are there.
76 00:09:11.050 ⇒ 00:09:12.869 jessicakrantz: They’re not gonna want a chatbot.
77 00:09:12.870 ⇒ 00:09:13.430 Uttam Kumaran: Yeah.
78 00:09:13.430 ⇒ 00:09:16.119 jessicakrantz: Yeah. That’s what I assumed. So, instead, I’m like.
79 00:09:16.120 ⇒ 00:09:21.369 Uttam Kumaran: Still, they’re gonna talk… they’re gonna see… look like it’s talking to a human, but behind the scenes.
80 00:09:21.560 ⇒ 00:09:23.989 Uttam Kumaran: we basically are using a lot of AI workflows.
81 00:09:24.240 ⇒ 00:09:26.000 Uttam Kumaran: To speed things up.
82 00:09:26.410 ⇒ 00:09:31.360 jessicakrantz: Is the… the email portion, the stuff up top, is that…
83 00:09:31.610 ⇒ 00:09:36.130 jessicakrantz: Is that something, like, a system that’s gonna learn more as it goes?
84 00:09:36.540 ⇒ 00:09:50.910 Uttam Kumaran: Yes. So, when we first start, we are gonna basically start from, like, nothing. So what that means is we’re gonna leverage AI to run, like, an initial analysis on all of Brian’s, like, customer interactions, start to… and basically create
85 00:09:51.260 ⇒ 00:09:53.550 Uttam Kumaran: Like, email response types.
86 00:09:53.660 ⇒ 00:10:02.409 Uttam Kumaran: what we’re gonna naturally find is, like, some 80-20s, right? We’re gonna find that, like, in certain types, we’re gonna categorize all the emails, basically, like, here’s the bulk of it.
87 00:10:02.570 ⇒ 00:10:07.760 Uttam Kumaran: And what is the low-effort, easily automatable ones? That’s what we’re gonna go after first.
88 00:10:07.870 ⇒ 00:10:25.449 Uttam Kumaran: Right? And then over time, we’re gonna start to go after the stuff that maybe requires stuff from Agency Block, maybe requires some more nuance, and some of them, they may not… they may actually require, like, if it’s, like, a sales thing or a pitch, maybe it requires a more creative brain, and we shouldn’t automate those.
89 00:10:25.450 ⇒ 00:10:28.719 jessicakrantz: Right. But I think our KPI is going to be, like.
90 00:10:28.720 ⇒ 00:10:34.499 Uttam Kumaran: Basically, what we handle… what we have here, which is, like, can we handle 70% of the routine emails without
91 00:10:34.680 ⇒ 00:10:36.690 Uttam Kumaran: major inter… intervention.
92 00:10:36.690 ⇒ 00:10:37.940 jessicakrantz: Right.
93 00:10:38.100 ⇒ 00:10:56.840 Uttam Kumaran: you know, and naturally, if 70% of the emails now are, like, just enter in as drafts, like, review, send, like, we… that will be a huge, huge win. Versus the most of the complexity we want to, like, push off. Like, the complex things where it does require some intuition.
94 00:10:57.110 ⇒ 00:11:16.949 Uttam Kumaran: we… there’s a good chance we can also attack those, but I want to, like, nail the basic ones first, because in your inbox, right, in Brian’s inbox, everything looks like similar importance. Like, you can get smart with labels and stuff like that, but it’s still hundreds per day, and so I want to mitigate that as much as possible, so you can start to batch
95 00:11:17.240 ⇒ 00:11:27.510 Uttam Kumaran: Where he can maybe, like, at some periods per day, batch send a bunch, review batch, and then the things that are popping up in his inbox should really be the, kind of, like, more complex ones.
96 00:11:27.510 ⇒ 00:11:28.810 jessicakrantz: Right, agreed.
97 00:11:28.810 ⇒ 00:11:31.140 Uttam Kumaran: And then we’ll build a system in where he can, like.
98 00:11:31.400 ⇒ 00:11:34.380 Uttam Kumaran: Provide us feedback, provide the system feedback on, like.
99 00:11:34.600 ⇒ 00:11:38.590 jessicakrantz: And again, we’re using all of his email responses to…
100 00:11:38.590 ⇒ 00:11:44.940 Uttam Kumaran: predict what to say. So, naturally, like, it will learn over time.
101 00:11:45.150 ⇒ 00:11:48.219 Uttam Kumaran: But there’s just kind of, like, that order of operations.
102 00:11:48.440 ⇒ 00:11:56.269 jessicakrantz: Right, okay, that sounds like a great first step. Did he talk to you at all about Hiver? Like, is there anything we could be doing more with Hiver?
103 00:11:56.800 ⇒ 00:11:59.829 Uttam Kumaran: I don’t think he talked about Hiver.
104 00:12:00.070 ⇒ 00:12:02.559 jessicakrantz: That’s the, like, shared inbox that he has.
105 00:12:02.560 ⇒ 00:12:03.170 Uttam Kumaran: Okay.
106 00:12:03.170 ⇒ 00:12:04.260 jessicakrantz: assistant.
107 00:12:05.460 ⇒ 00:12:22.429 Uttam Kumaran: Yeah, oh, I feel like I’ve… I think he may have mentioned it. Yeah, I mean, roughly what he was like, he’s like, look, I… he’s like, I don’t want to hire more salespeople. He’s like, the goal is, like, if he could just handle everything. So, in that sense, I guess I’m curious what your perspective is. One.
108 00:12:22.530 ⇒ 00:12:37.609 Uttam Kumaran: I think what didn’t land with Brian was when I was like, look, some of these, you’re gonna want other people to start to use some of these tools, so that they can start to take care of some of this. He was like, actually, he was like, I guess it maybe was less immediate.
109 00:12:37.730 ⇒ 00:12:49.040 Uttam Kumaran: Because what I was thinking is, like, look, there needs to be some type of quick UI where anyone can go in and see some of these emails, and help either draft, or…
110 00:12:49.180 ⇒ 00:12:53.979 Uttam Kumaran: like, at least move the chain up a little bit, using a lot of the AI tools.
111 00:12:54.770 ⇒ 00:12:59.529 Uttam Kumaran: I mean, he was more like, hey, just, like, let’s just solve what’s going on in my inbox first.
112 00:12:59.610 ⇒ 00:13:02.310 jessicakrantz: But I’m sort of interested in, like, how you think about.
113 00:13:02.540 ⇒ 00:13:03.360 Uttam Kumaran: that.
114 00:13:03.680 ⇒ 00:13:07.749 jessicakrantz: Yeah, I mean, his inbox is, like, definitely causing him the most…
115 00:13:08.190 ⇒ 00:13:08.800 Uttam Kumaran: Yeah.
116 00:13:08.800 ⇒ 00:13:16.429 jessicakrantz: strife and bottleneck and stress, so I get wanting to deal with that, you know, and handling that first.
117 00:13:16.620 ⇒ 00:13:18.560 jessicakrantz: I wonder, though, like.
118 00:13:19.300 ⇒ 00:13:26.790 jessicakrantz: you know, how could we… how are we gonna, like, get this information? Is it gonna talk back to Agency Block? Like, is this something that’s going to…
119 00:13:26.890 ⇒ 00:13:32.260 jessicakrantz: the emails are gonna live in Agency Block, so other people can see them, or… Correct. …from them, yeah.
120 00:13:33.750 ⇒ 00:13:39.059 Uttam Kumaran: So, Agency Block and this system are gonna be really tied in that, like, activities will get logged.
121 00:13:39.170 ⇒ 00:13:40.430 Uttam Kumaran: And so…
122 00:13:40.650 ⇒ 00:13:47.119 Uttam Kumaran: like, we want to make that connection. That’s, like, a… that big possible is, like, the… really the biggest unlock here.
123 00:13:47.190 ⇒ 00:13:47.900 jessicakrantz: Hmm.
124 00:13:48.350 ⇒ 00:13:53.719 Uttam Kumaran: And then the secondary thing is, like, this is all for, like, reactive messaging, right? So we also…
125 00:13:54.060 ⇒ 00:14:00.969 Uttam Kumaran: in our original SOW, we talked about, like, proactive, like, how do you… and I think you’re doing some of this via some of the transactional emails in…
126 00:14:00.970 ⇒ 00:14:01.340 jessicakrantz: Yeah.
127 00:14:01.340 ⇒ 00:14:07.079 Uttam Kumaran: in Agency Block. I think there’s also, like, okay, can we… can we in other ways.
128 00:14:07.480 ⇒ 00:14:17.460 Uttam Kumaran: Like, have something go through leads and identify, like, hey, these are the folks that maybe you should email this week in a more proactive fashion.
129 00:14:17.460 ⇒ 00:14:19.779 jessicakrantz: But once we get through the reactive stuff.
130 00:14:19.780 ⇒ 00:14:22.779 Uttam Kumaran: With the remaining time, how do we start to actually
131 00:14:23.030 ⇒ 00:14:34.100 Uttam Kumaran: almost do, like, BDR or sales coordinator type work, which is, like, giving Brian the leads that are most ripe for him to go after this week. Things like that, based on the agency block data.
132 00:14:34.410 ⇒ 00:14:40.209 jessicakrantz: Yeah, I mean, I can show you what I’m doing in Agency Block now, because I had the same thought. Okay.
133 00:14:40.570 ⇒ 00:14:44.939 jessicakrantz: Which is… so you’re pretty familiar with Agency Block, I assume?
134 00:14:45.300 ⇒ 00:14:48.399 Uttam Kumaran: We use a… we work with a lot of CRMs.
135 00:14:48.570 ⇒ 00:14:51.849 Uttam Kumaran: So, I think, like, generally familiar with, like.
136 00:14:52.780 ⇒ 00:15:00.150 Uttam Kumaran: how they all work, and… and… I… I feel like we’ve used this… I’ve seen a similar one to Agency Block, I don’t know what the competitor is, but…
137 00:15:00.370 ⇒ 00:15:04.040 jessicakrantz: Okay. So basically,
138 00:15:04.780 ⇒ 00:15:16.859 jessicakrantz: you know, we have… we get… someone calls in, or we have, you know, a record of a client, and they get put in as an individual, right? So we fill out their… here, you know what, let’s start from the beginning. I’ll show you.
139 00:15:16.860 ⇒ 00:15:17.410 Uttam Kumaran: Yeah.
140 00:15:17.540 ⇒ 00:15:20.180 jessicakrantz: Let’s create a new individual.
141 00:15:20.640 ⇒ 00:15:26.469 jessicakrantz: Alright, so I’m gonna put in your name, Utam, last name is…
142 00:15:26.700 ⇒ 00:15:33.449 jessicakrantz: Alright, I’m gonna put you in right now, so we… we pick, you know, any one of these statuses. I’m gonna make you a lead.
143 00:15:33.940 ⇒ 00:15:37.440 jessicakrantz: I’m gonna say Brian is your servicing agent.
144 00:15:37.660 ⇒ 00:15:41.590 jessicakrantz: Your email is… is it just Utama Brainforge?
145 00:15:41.590 ⇒ 00:15:42.230 Uttam Kumaran: Yes.
146 00:15:43.660 ⇒ 00:15:50.450 jessicakrantz: I don’t have any of this information, that’s fine, I hit save. So then you’re kind of created, like, your profile, right?
147 00:15:51.360 ⇒ 00:15:54.420 jessicakrantz: I’m, you know, supposed to fill in your birthday.
148 00:15:54.440 ⇒ 00:16:11.390 jessicakrantz: your gender, basic information. Over here is, like, very important. So here’s where we’re setting your status. So you came in your lead, your status is any one of these things. If you’re a lead, you’re pretty much only lead pending, right? Okay. Because you’re not in this, you know, you’re not a client yet.
149 00:16:13.430 ⇒ 00:16:29.779 jessicakrantz: try and put in the lead date, and then lead source is important, so I know where you came from. Let’s say you came from Facebook. I’m gonna give you a project code, so, like, let’s say, you know, you’re turning 65 at some point, which you are. I’m gonna put you in this bucket, this T65 bucket. I’m gonna save.
150 00:16:29.780 ⇒ 00:16:45.999 jessicakrantz: And then I’m gonna create an opportunity for you, which is gonna… this is basically tied back to my pipeline, my, like, lead pipeline. So I’m gonna say, alright, your… the opportunity is a Medicare sale, because remember, like, I could have a dental sale, or, you know, some other…
151 00:16:46.260 ⇒ 00:17:00.820 jessicakrantz: right now, we really only do Medicare and dental, but I’m gonna add you to one of my lead pipelines, so I’m gonna add you to my turning 65 pipeline, and I’m gonna say, you’re outside of your enrollment period, because you’re only 39, so you’re not able to…
152 00:17:00.820 ⇒ 00:17:14.590 jessicakrantz: you know, enroll yet. I’m gonna put the expected close date, let’s just pretend that you’re turning 65 here. I’m gonna put that here. I can assign a value to this, like, some of our agents want to see how much money they have coming in at every month. I’m going to put Brian as the
153 00:17:15.740 ⇒ 00:17:27.959 jessicakrantz: And then this basically creates a opportunity, which I will show you where that look… what that looks like. And then I can create an activity on this, so I can say, you know what, I’m gonna follow… make a note to follow up with him.
154 00:17:28.310 ⇒ 00:17:31.740 jessicakrantz: And ask about his birthday, whatever.
155 00:17:31.740 ⇒ 00:17:32.260 Uttam Kumaran: Okay.
156 00:17:32.260 ⇒ 00:17:43.559 jessicakrantz: say, okay, I’m gonna put this next week, and I’m gonna assign it to Brian. I’ll assign it to me, just so he doesn’t get an alert. Okay, so then I’m gonna save it. Now, if I go into my pipelines.
157 00:17:44.480 ⇒ 00:17:51.089 jessicakrantz: And I see, I’m looking at my T65 pipeline, and let’s just look at Brian’s clients right now.
158 00:17:51.540 ⇒ 00:17:56.290 jessicakrantz: So here you are right here, right?
159 00:17:56.420 ⇒ 00:17:58.370 jessicakrantz: Although, there should be…
160 00:17:58.910 ⇒ 00:18:04.860 jessicakrantz: something scheduled, because I… oh, you know what I didn’t do? Sorry. I needed to sign…
161 00:18:05.640 ⇒ 00:18:09.819 jessicakrantz: You have to link the activity to the opportunity. It’s annoying.
162 00:18:10.120 ⇒ 00:18:15.290 jessicakrantz: Okay, so now… Going back…
163 00:18:15.420 ⇒ 00:18:21.769 jessicakrantz: So, okay, I know my next activity with you is scheduled for next week, because you’re expected to close, you know, at the end of the month.
164 00:18:21.950 ⇒ 00:18:36.400 jessicakrantz: But this is basically, like, the pipeline view, right, of everything of Brian’s clients that are turning 65. So this is… I just implemented this last week, so, like, I don’t have every lead in here, but this is sort of what I’m…
165 00:18:36.540 ⇒ 00:18:43.720 jessicakrantz: I’m working towards, and then I can look at, like, on this level, it shows me, like, how many…
166 00:18:44.390 ⇒ 00:18:52.729 jessicakrantz: people are in each stage of the funnel, like, okay, we have no leads at the end of the year, like, most of our leads are set to close here. Cool.
167 00:18:52.910 ⇒ 00:18:56.379 jessicakrantz: So, I’m just implementing this now. Right.
168 00:18:56.580 ⇒ 00:19:03.399 jessicakrantz: And… And then I have, like, all of these, like, like you had mentioned, like, automated workflows, right?
169 00:19:03.400 ⇒ 00:19:03.760 Uttam Kumaran: Yes.
170 00:19:03.760 ⇒ 00:19:09.099 jessicakrantz: These are, like… these are, like, emails that are sent based on triggers.
171 00:19:09.100 ⇒ 00:19:12.640 Uttam Kumaran: Yeah, we basically say transactional, like, trigger-based, yeah.
172 00:19:12.860 ⇒ 00:19:30.369 jessicakrantz: So, like, anytime I create a… or I move, like, an… I create a policy for an individual, it triggers an email, like, you know, thanks for being a client, whatever. Anytime someone’s birthday’s coming up, they get a happy birthday email. Like, I have a bunch of,
173 00:19:30.370 ⇒ 00:19:33.760 jessicakrantz: workflows around that.
174 00:19:34.370 ⇒ 00:19:42.860 jessicakrantz: And so, like, the proactive side of things coming from Brian’s email, I think, like, that would have to be…
175 00:19:43.500 ⇒ 00:19:47.929 jessicakrantz: like, these are all the… these are all the emails that I have sent based on actions.
176 00:19:48.100 ⇒ 00:20:02.879 jessicakrantz: Or transactions, like you said. But, like, just going back to the, you know, your initial conversation, like, the proactive outreach would have to be, like, okay, anyone who’s expected close, you know, in the next month.
177 00:20:03.280 ⇒ 00:20:10.710 jessicakrantz: send, you know, send some kind of an automated email from… I guess they would pull it from these opportunities, would probably be helpful.
178 00:20:11.040 ⇒ 00:20:16.479 jessicakrantz: But, again, I don’t know that that’s gonna move the needle so much as, like.
179 00:20:16.980 ⇒ 00:20:17.800 Uttam Kumaran: Yeah.
180 00:20:17.800 ⇒ 00:20:26.390 jessicakrantz: The other thing that I’ve been doing, that I’m gonna continue to grow is I have automated, voicemails.
181 00:20:26.700 ⇒ 00:20:27.190 Uttam Kumaran: Oh, great.
182 00:20:27.190 ⇒ 00:20:33.660 jessicakrantz: send a voicemail to somebody, like, 30 days after they’ve enrolled in a plan. It’s like an automated voicemail that goes out.
183 00:20:33.660 ⇒ 00:20:36.210 Uttam Kumaran: What is that go… what is the tool you’re using for that?
184 00:20:36.210 ⇒ 00:20:38.669 jessicakrantz: So that I use.
185 00:20:41.060 ⇒ 00:20:43.350 jessicakrantz: This tool, Sly Broadcast.
186 00:20:43.350 ⇒ 00:20:43.890 Uttam Kumaran: Okay.
187 00:20:44.070 ⇒ 00:20:44.959 jessicakrantz: See my screen?
188 00:20:44.960 ⇒ 00:20:45.510 Uttam Kumaran: Yes.
189 00:20:45.510 ⇒ 00:20:54.890 jessicakrantz: So, I’ll show you what this looks like. I would love to get this to talk to Agency Block, because it doesn’t right now, so I’m manually doing this.
190 00:20:55.920 ⇒ 00:21:02.509 jessicakrantz: Like, I’m manually setting a calendar reminder, like, send voicemails to these people every month.
191 00:21:02.510 ⇒ 00:21:06.469 Uttam Kumaran: Are you, like, how married are you to the sly broadcast?
192 00:21:06.470 ⇒ 00:21:07.290 jessicakrantz: Not at all.
193 00:21:07.290 ⇒ 00:21:08.250 Uttam Kumaran: Okay, okay.
194 00:21:09.010 ⇒ 00:21:13.199 jessicakrantz: I mean, I think I have, like, some credit in here I should use up, but after that, I don’t care at all.
195 00:21:13.200 ⇒ 00:21:14.120 Uttam Kumaran: Okay, okay.
196 00:21:14.330 ⇒ 00:21:22.669 jessicakrantz: So here, like, I would create a new campaign, I would call this, like, 30-day check-in.
197 00:21:23.160 ⇒ 00:21:25.790 jessicakrantz: I’m gonna make my caller ID the…
198 00:21:26.980 ⇒ 00:21:32.499 jessicakrantz: you know, whatever. And then I have all of my agents, like, 30-day check-ins, you know, Brian…
199 00:21:32.630 ⇒ 00:21:39.639 jessicakrantz: Brian’s 30-day check-in, I’m gonna either create a list, all of them I create a list, or I can enter a phone number.
200 00:21:39.640 ⇒ 00:21:40.220 Uttam Kumaran: Okay.
201 00:21:40.220 ⇒ 00:21:42.730 jessicakrantz: And it just drops the email to them.
202 00:21:43.030 ⇒ 00:21:58.419 jessicakrantz: And then I can set the campaign time also. So, I’m gonna use this for some of the LEGHP people also, just, like, send them a voicemail every 6 months. But again, if I could have that triggered off of agency block, that would be great.
203 00:21:58.420 ⇒ 00:22:02.319 Uttam Kumaran: Instead, I’m just, like, automatically doing it.
204 00:22:03.960 ⇒ 00:22:09.969 jessicakrantz: So, yeah, those are the big things that I’m doing on the, like, lead prospecting side.
205 00:22:09.970 ⇒ 00:22:14.039 Uttam Kumaran: when, when, like, when, I guess, yeah, for when…
206 00:22:14.990 ⇒ 00:22:23.730 Uttam Kumaran: Brian opens up Agency Block, like, to do, like, sort of more proactive sales stuff. Is he just looking at those funnel stages, basically, and picking them up, or…
207 00:22:23.730 ⇒ 00:22:35.020 jessicakrantz: Brian’s not doing any real prospecting. Brian’s assistant is setting appointments for him. That’s like… and Brian’s just opening Agency Block to see who he’s talking to.
208 00:22:35.240 ⇒ 00:22:35.680 Uttam Kumaran: Yeah.
209 00:22:35.680 ⇒ 00:22:46.030 jessicakrantz: And then to, like, fill in the notes or information from his conversations, but he… I mean, he sets himself tasks, but it’s really… he’s really assigning most of the stuff to his assistant.
210 00:22:46.830 ⇒ 00:22:48.110 Uttam Kumaran: Okay, okay, okay.
211 00:22:49.090 ⇒ 00:22:54.489 jessicakrantz: The other thing that we implemented in Agency Block that
212 00:22:54.660 ⇒ 00:22:58.059 jessicakrantz: Is very cool, is we now have the ability to…
213 00:22:58.220 ⇒ 00:23:17.869 jessicakrantz: collect your doctors and your… like, collect your information on your doctors and your prescriptions here, and then this talks to our quoting platform, so, like, it automatically will push it out to our… the tool we use to quote what plan to put you in. That’s relatively new, and… and it’s, you know.
214 00:23:18.000 ⇒ 00:23:24.089 jessicakrantz: definitely something, like, I’m really excited about and I think we’ll build on. But that’s more of, like, a…
215 00:23:24.640 ⇒ 00:23:29.610 jessicakrantz: you know, later on in the road, once you’re quoting someone.
216 00:23:30.410 ⇒ 00:23:35.930 jessicakrantz: I would say, like, you know, Brian’s email, which it sounds like you’re on top of, is the biggest pain point, and then also, like.
217 00:23:36.280 ⇒ 00:23:43.340 jessicakrantz: lead, like, Lead gen and lead vetting is, like, A big one for us.
218 00:23:43.570 ⇒ 00:23:44.170 Uttam Kumaran: Okay.
219 00:23:46.470 ⇒ 00:23:48.200 Uttam Kumaran: for that is, like, our…
220 00:23:48.340 ⇒ 00:23:53.799 Uttam Kumaran: Are you having people do pre-qualification? Like, any type of pre-qualification step? Is this, like, on inbound?
221 00:23:54.910 ⇒ 00:24:00.560 jessicakrantz: Yeah, I mean, yes, like, I need to get a bigger funnel on inbound.
222 00:24:00.560 ⇒ 00:24:01.120 Uttam Kumaran: Okay.
223 00:24:01.120 ⇒ 00:24:02.340 jessicakrantz: And then…
224 00:24:02.830 ⇒ 00:24:07.220 Uttam Kumaran: Are you guys running any, like… are you doing any advertising, or is it all.
225 00:24:07.220 ⇒ 00:24:07.620 jessicakrantz: manual.
226 00:24:07.620 ⇒ 00:24:08.640 Uttam Kumaran: Well, pro- okay.
227 00:24:08.640 ⇒ 00:24:11.169 jessicakrantz: So we did,
228 00:24:11.280 ⇒ 00:24:21.330 jessicakrantz: we did do Google advertising, and I… I have it, like, the campaign is live, but there’s so much wrong with it. I actually… I need someone who’s, like, can help me just set it up in a…
229 00:24:21.820 ⇒ 00:24:26.439 jessicakrantz: Maybe, like, a one-time, one-hour session. If you know anyone, great.
230 00:24:26.440 ⇒ 00:24:31.939 Uttam Kumaran: I do have, a woman I just called 2 weeks ago, because I worked with her.
231 00:24:32.100 ⇒ 00:24:44.239 Uttam Kumaran: like, on one of our early clients, and I was calling her to be like, hey, because some of our clients are asking us some help like this, and she’s a freelancer. I’m happy to, yeah, like, loop her in. She’ll basically just do that. She does, like.
232 00:24:44.400 ⇒ 00:24:48.809 Uttam Kumaran: mid-market, Google Ads, conversion, CRO type stuff.
233 00:24:48.810 ⇒ 00:24:49.759 jessicakrantz: Yeah, that’d be great.
234 00:24:49.760 ⇒ 00:24:53.789 Uttam Kumaran: So maybe she can just rip that for you guys, and then give you just all the control back on, like.
235 00:24:54.050 ⇒ 00:24:56.200 Uttam Kumaran: How to iterate on campaigns, set budgets.
236 00:24:56.200 ⇒ 00:25:00.520 jessicakrantz: I was paying… I was paying an agency, like, four grand a month, and I’m like, this is crazy.
237 00:25:00.520 ⇒ 00:25:02.820 Uttam Kumaran: Yeah, yeah, yeah, don’t… yeah.
238 00:25:03.560 ⇒ 00:25:05.740 jessicakrantz: So…
239 00:25:06.230 ⇒ 00:25:24.559 jessicakrantz: Okay, yeah, so we were doing that, and then we were… we do, like, you know, we have, like, one or two vendors where we get either inbound calls, or we get lists to call outbound, so we, you know, we have a couple of those vendors. And then, you know, like, we get leads from the carriers, but, like, I really want to be able to, like.
240 00:25:25.100 ⇒ 00:25:32.410 jessicakrantz: have a ton of inbound leads, and I think it’s only gonna be, like, possible from, like, you know, cracking Google and maybe.
241 00:25:32.410 ⇒ 00:25:33.230 Uttam Kumaran: Yes.
242 00:25:33.230 ⇒ 00:25:33.700 jessicakrantz: panels.
243 00:25:33.700 ⇒ 00:25:34.240 Uttam Kumaran: Yeah.
244 00:25:34.570 ⇒ 00:25:39.860 Uttam Kumaran: And it’s totally possible, and I think you guys should just do that. I think the… the trouble is, yes, you…
245 00:25:40.030 ⇒ 00:25:45.239 Uttam Kumaran: You should try to… like, there are some tools that we recommend for, basically, inbound lead qualification.
246 00:25:45.450 ⇒ 00:25:50.929 Uttam Kumaran: That, like, y’all should just use, especially if you’re gonna start to drive people to your landing pages.
247 00:25:50.990 ⇒ 00:25:51.890 jessicakrantz: So that.
248 00:25:51.890 ⇒ 00:26:11.409 Uttam Kumaran: basically, when people sign up… when people use that, they’re able to put in… like, we use a tool called Default. Once they start filling it out, it actually goes and, like, enriches their information, and then based on whether they qualify, it’ll show them the schedule, or it’ll be, like, moved to manual triage, or, like, completely deny. And, like, yeah.
249 00:26:11.600 ⇒ 00:26:22.109 Uttam Kumaran: I can… so we can… I can show you… we have that on our site, because we sometimes will just get spam, or people that aren’t in our ICP, and I can’t take every call, and so…
250 00:26:22.190 ⇒ 00:26:36.950 Uttam Kumaran: we ask people for… because we’re all B2B, so we try to… it’ll enrich it with their LinkedIn, it’ll use their LinkedIn to find the company, and it’ll take the company, be like, cool, these… we should show them the scheduler, because, like, these guys fit. If they’re not, it’ll still allow them to sort of, like.
251 00:26:37.160 ⇒ 00:26:42.780 Uttam Kumaran: submit an inquiry, but it will just get sent to, like, a Slack where I can go in and, like, manually
252 00:26:42.940 ⇒ 00:26:47.630 Uttam Kumaran: Review, and that’s, like, much better for me than just, like, getting booked up.
253 00:26:48.110 ⇒ 00:26:53.579 jessicakrantz: Do you, do you… are you… do you work with Zapier? Like, are you well-versed in that?
254 00:26:53.580 ⇒ 00:26:58.300 Uttam Kumaran: Yeah, we can do Zapier, too. Yeah, we use Zapier and, like, N8N, and…
255 00:26:58.300 ⇒ 00:27:13.599 jessicakrantz: Yeah, I’d love to show you, like, I would love to show you my current workflows with Zapier, and, like, we have a guy, but he… he just, like, he nickels and… he charges us, like, so much money every question I have, and I’m like, he set up all of these apps, and a lot of them are, like, broken, and I’m like, every time I watch…
256 00:27:13.600 ⇒ 00:27:16.919 Uttam Kumaran: How does he do per… per… wait, how does he charge? Per, like, Zap?
257 00:27:16.920 ⇒ 00:27:18.920 jessicakrantz: every conversation I have with him, he basically
258 00:27:19.540 ⇒ 00:27:25.060 jessicakrantz: Yeah, $150. It’s ridiculous. So I’m like, I don’t want to talk to you, but I also don’t want to break anything.
259 00:27:25.060 ⇒ 00:27:27.429 Uttam Kumaran: I should’ve just set it up right.
260 00:27:27.430 ⇒ 00:27:31.879 jessicakrantz: I know. So, and also, like, now that we’re changing our workflow, and now.
261 00:27:31.880 ⇒ 00:27:32.800 Uttam Kumaran: Yeah, yeah, yeah.
262 00:27:32.800 ⇒ 00:27:38.340 jessicakrantz: Now we have these opportunities, like, if you go to our website,
263 00:27:39.190 ⇒ 00:27:47.290 jessicakrantz: And you, like, fill out a form, It goes to, like… I’ll show you.
264 00:27:57.930 ⇒ 00:28:00.350 jessicakrantz: Sorry, can’t type today.
265 00:28:00.590 ⇒ 00:28:03.479 jessicakrantz: And then, if I hit get quote now…
266 00:28:06.880 ⇒ 00:28:11.139 jessicakrantz: So that’s, like, this is what you’re saying, like, it pulls up the scheduler.
267 00:28:11.140 ⇒ 00:28:12.080 Uttam Kumaran: Yes. Right.
268 00:28:12.250 ⇒ 00:28:21.690 jessicakrantz: So, like, it would be great if we could see if this person’s an existing client. Sometimes existing clients are booking appointments, which isn’t good, but also, like.
269 00:28:21.930 ⇒ 00:28:23.080 jessicakrantz: You know…
270 00:28:24.140 ⇒ 00:28:27.959 jessicakrantz: You fill out this whole thing, and then I just want to show you what this looks like.
271 00:28:40.990 ⇒ 00:28:43.390 jessicakrantz: And then you’ll get taken to this.
272 00:28:43.910 ⇒ 00:28:53.839 jessicakrantz: Okay, so now it says I’m scheduled with this person, fine. Now I get taken to this form stack, right? And I’m basically filling out all this stuff.
273 00:28:54.710 ⇒ 00:29:04.110 jessicakrantz: And… This isn’t, like… populating everything.
274 00:29:04.230 ⇒ 00:29:05.040 jessicakrantz: So…
275 00:29:05.040 ⇒ 00:29:06.460 Uttam Kumaran: It’s also a lot of steps.
276 00:29:06.620 ⇒ 00:29:07.550 jessicakrantz: Totally.
277 00:29:08.320 ⇒ 00:29:28.109 Uttam Kumaran: I mean, let me… if I can just show you, like… maybe I’ll just share, I’ll show you, like, how it works on our site, because at least just for scheduling, I feel like this has been working pretty well. So, like, we… on our site, we have some, like, demos, so basically, when you get a submission, we use Apollo to enrich it, and then basically,
278 00:29:28.140 ⇒ 00:29:30.440 Uttam Kumaran: we run an AI prompt that’s like.
279 00:29:30.670 ⇒ 00:29:45.300 Uttam Kumaran: take this information from Apollo, like, which is, like, their company, and, like, their revenue and things like that, and, like, basically say whether it is qualified or not, and if… if it is, then show them, basically, the…
280 00:29:45.780 ⇒ 00:29:48.040 Uttam Kumaran: the, scheduler, if not.
281 00:29:48.320 ⇒ 00:29:58.390 Uttam Kumaran: Don’t show it to them. And it’s all contained within default. Default became really big because they nailed, sort of, just, like, inbound lead processing and, like, routing.
282 00:29:58.660 ⇒ 00:30:06.640 Uttam Kumaran: And so, like, this is what… and then we also… so this is, like, kind of, like, how we do it. So, we have, like, our main form,
283 00:30:06.850 ⇒ 00:30:16.629 Uttam Kumaran: Which is, like, yeah, if we just put, like, this offer, you come in, you can put in whatever you need here, and then we also have another form, which is…
284 00:30:16.960 ⇒ 00:30:19.579 Uttam Kumaran: I think this is,
285 00:30:22.370 ⇒ 00:30:30.399 Uttam Kumaran: Yeah, there’s an alternative where you can just basically say, like, base… as soon as they put in an email address and you hit submit, show them the schedule or not.
286 00:30:30.630 ⇒ 00:30:30.980 jessicakrantz: Mmm.
287 00:30:30.980 ⇒ 00:30:36.099 Uttam Kumaran: And so, I don’t know, we really like this tool, and, like, it’s been… Really, really helpful for us.
288 00:30:36.800 ⇒ 00:30:41.180 Uttam Kumaran: There’s a… there’s a guy on my team that sort of set all this up, he’s great, so, like…
289 00:30:41.380 ⇒ 00:30:43.880 Uttam Kumaran: So now, our whole sales team is using this.
290 00:30:44.240 ⇒ 00:30:48.180 Uttam Kumaran: So that it’s just, like, we don’t take, like, just bad meetings.
291 00:30:48.500 ⇒ 00:30:54.140 Uttam Kumaran: And you can have it go directly into Slack or wherever you guys are doing communication or email, you know?
292 00:30:54.490 ⇒ 00:30:55.200 jessicakrantz: Yeah.
293 00:30:55.420 ⇒ 00:31:04.109 jessicakrantz: Okay, yeah, I mean, ours is similar, like, we have… then it goes to Slack, then it goes to Agency Block, but, like, it’s just, like, a lot of things are broken, I would love to clean it up, but…
294 00:31:04.110 ⇒ 00:31:04.660 Uttam Kumaran: Yeah.
295 00:31:04.660 ⇒ 00:31:08.590 jessicakrantz: Maybe default is a better tool.
296 00:31:09.270 ⇒ 00:31:14.099 jessicakrantz: Okay, so… I know we have to run, but.
297 00:31:14.100 ⇒ 00:31:23.199 Uttam Kumaran: Yeah, I guess give me a sense of, like, what you guys are thinking for budget for this. I mean, there’s a lot going on, I want to make sure that we nail, and we sort of show you the…
298 00:31:23.390 ⇒ 00:31:28.019 Uttam Kumaran: But one thing I like to share is, like, okay, how are you… how’s, like, every dollar you’re spending with us, like.
299 00:31:28.330 ⇒ 00:31:32.920 Uttam Kumaran: 5 out, you know? And so I want to make sure that, like, We’re able to deliver
300 00:31:33.090 ⇒ 00:31:46.380 Uttam Kumaran: like, at least to start all the stuff around email. Right. I know last time you mentioned, like, okay, pricing may have been tough, like, do you have a sense of, like, budget on this? Or even, like, tell me, like, what’s best, like, how we can work together?
301 00:31:46.380 ⇒ 00:31:48.910 jessicakrantz: Yeah, I would say,
302 00:31:49.020 ⇒ 00:31:58.030 jessicakrantz: for… for… let’s focus first on Brian’s email issue. Okay. I think that’s probably the best place to start, and I would say,
303 00:31:59.020 ⇒ 00:32:05.530 jessicakrantz: as far as budget goes, like, Utah, you know, I don’t know, like, I don’t know how many hours this takes, I don’t know…
304 00:32:05.860 ⇒ 00:32:09.570 jessicakrantz: like, I, you know, just ask that it’s fair, and…
305 00:32:09.570 ⇒ 00:32:26.380 Uttam Kumaran: Yeah, so the way we kind of work is, like, one is… given that there’s, like, this item, and I think there’s gonna be opportunities for us to also just help you on the Zapier side, help you on some other side, like, with the team that we’re gonna assign to this, like.
306 00:32:26.450 ⇒ 00:32:31.390 Uttam Kumaran: I’m gonna propose is basically, like, a monthly, like, retainer,
307 00:32:31.690 ⇒ 00:32:38.389 Uttam Kumaran: The alternative is to do hourly, and then we can sort of kind of give you a sense of, like, how many hours it’s gonna take.
308 00:32:38.600 ⇒ 00:32:40.380 jessicakrantz: Much more, like.
309 00:32:40.380 ⇒ 00:32:47.359 Uttam Kumaran: What’s actually gonna be cheaper and more predictable is gonna be just, like, hey, here’s, like, a budget to work within, and…
310 00:32:48.140 ⇒ 00:32:55.149 Uttam Kumaran: I’ll be able to use that to say, like, okay, we’re gonna drive towards our, like, KPI goals within X amount of time.
311 00:32:55.320 ⇒ 00:33:07.619 Uttam Kumaran: And that way you can also see, like, how much we’re able to get done. And we… we work with our clients for a long time, so we try as much not to do, like, we’re gonna come in for a month and then, like, leave, or…
312 00:33:07.960 ⇒ 00:33:12.740 Uttam Kumaran: like, we can tell that we’re just gonna have a team assigned to, like, anything you want. We’re gonna work to basically
313 00:33:12.930 ⇒ 00:33:21.910 Uttam Kumaran: like, spread that budget out and, like, execute, you know, as much as we can. The same person building this email triage on our team is gonna help you fix the zaps.
314 00:33:21.950 ⇒ 00:33:24.040 jessicakrantz: And, like, things like that, and again.
315 00:33:24.040 ⇒ 00:33:32.369 Uttam Kumaran: what I don’t want to do is, like, do what the other guy’s doing, which is, like, every time there’s something, like, I just want to help, and, like, kind of clear those out.
316 00:33:32.370 ⇒ 00:33:47.850 jessicakrantz: Yeah, totally. So, let me talk to Brian about it. I mean, what would… it would be helpful for me if you could give me a sense of what a typical monthly retainer looks like, like 10 hours for this price, or whatever you think.
317 00:33:47.850 ⇒ 00:33:54.869 jessicakrantz: If you could also say, if we just wanted to do the email, and that’s it, and just do that as a project, not even hourly, like a project scope.
318 00:33:54.870 ⇒ 00:33:55.210 Uttam Kumaran: Okay.
319 00:33:55.210 ⇒ 00:34:04.200 jessicakrantz: Based on how long you thought it was gonna take, obviously. Okay. If you could send me two of those two things, I’ll talk to Brian about it, and… Okay. I just… I have no idea, like, I can’t.
320 00:34:04.200 ⇒ 00:34:13.539 Uttam Kumaran: Sure. You know what I mean? I think a good way is to, like… for us, we try to say, like, what is the opportunity cost right now of not… of, like.
321 00:34:13.690 ⇒ 00:34:30.799 Uttam Kumaran: basically having to go through all these teams, like, what revenue could you acquire at that time, if that helps you frame it in a different way? Because for all the companies we work with, it’s always, like, we’re trying to grow, we’re trying to grow more profitably, and our work is sort of just to, like, speed that up. And so.
322 00:34:30.960 ⇒ 00:34:33.139 Uttam Kumaran: If you have 70% less email.
323 00:34:33.300 ⇒ 00:34:45.319 Uttam Kumaran: what does that unlock, you know? It’s, like, maybe a good way of framing, but I can do that, and then also, yeah, I have someone that, you know, I’ll send you her profile who can help with the simple ad stuff, too.
324 00:34:45.449 ⇒ 00:34:49.939 Uttam Kumaran: That I can… happy to connect you with. But yeah, I’ll get that over.
325 00:34:50.310 ⇒ 00:34:51.480 jessicakrantz: Okay, awesome.
326 00:34:51.830 ⇒ 00:34:53.789 jessicakrantz: Okay, great.
327 00:34:53.989 ⇒ 00:34:58.670 jessicakrantz: Well, I’m looking forward to chatting again. It’s always good to see you, thank you for the time.
328 00:34:58.670 ⇒ 00:34:59.430 Uttam Kumaran: Of course.
329 00:34:59.430 ⇒ 00:35:00.260 jessicakrantz: Together.
330 00:35:00.260 ⇒ 00:35:01.370 Uttam Kumaran: Perfect. Thanks, Jessica.
331 00:35:01.370 ⇒ 00:35:02.279 jessicakrantz: Alright, bye guys.
332 00:35:02.280 ⇒ 00:35:03.450 Samuel Roberts: Okay, bye. Bye.