Lauren Goodell: Selling With Soul

Lauren Goodell, welcome to everybody in

Charlotte.

>> It's about time.

>> It is about time. Great response. Uh

yeah, so you came in here. I mean,

you're right. Probably like a year ago.

>> Yeah, it's been a while.

>> It's been a while. Um we sat down. We

talked about your company. And then over

time, it was like, I think you should

come in. I'd love to have you on mine.

And you were like, okay. And then we

rescheduled and rescheduled and

reschedled and res.

>> I think I had strep and then you had a

flight delay and then I was traveling.

It was it was always something.

>> It was it was an amazing series of

events. Uh but here we are. Thank you

for coming in. Thank you for making the

time. Um let's start. I have no agenda

here. I have no prep. I don't prep. I I

consider this you and I sitting down

having coffee uh and just catching up.

And I like to see where conversations go

because I don't want them to be forced.

Um naturally I will ask about your

businesses and that kind of stuff. So,

let's start with a little bit of bio.

Um, for anyone that just per chance

doesn't know who you are, uh, where are

you from?

>> I'm from Nebraska. Elorn, Nebraska

originally.

>> Wonderful. Nebraska. Where'd you go to

college?

>> I went to University of Nebraska.

>> University of Nebraska.

>> Of course I did. I'm a Corn Husker.

>> Love it. Love it. All right. And then uh

and then what?

>> I Yeah, I grew up in Nebraska. I went to

college there and then I went straight

to Microsoft right out of undergrad and

I moved to Dallas.

>> Dallas Microsoft. Okay.

>> Was there for about five years. Uh

Microsoft's an incredible company to

work for.

>> Cool.

>> Thought I would stay there forever. Um

but one of my mentors was uh he called

me and was like, "Hey, I want to let you

know that I'm moving over to

Salesforce."

>> And I was like, "No, you can't leave me.

You've been a great advocate, mentor to

me." And he said, "Don't worry, I'm

bringing you with me."

>> Oh my god.

>> He's like, "I don't want to leave." He's

like, "I'll make it worth your time."

He did and I left. And Salesforce was

also an awesome company.

>> Wow. Two incredible companies. That's

amazing. Salesforce was that in

Washington. Where was Salesforce?

>> I was all I was remote. Gotcha. Um but I

actually was working out of Charlotte at

the time.

>> Interesting. What brought you here?

>> I moved here uh for the job.

>> For the job. Got it. Salesforce

Charlotte. How long have you been in

Charlotte?

>> I've been here for seven years now.

>> Okay.

>> Which is crazy to say. This is the

longest I've lived anywhere since

elementary school.

>> So,

>> do you like it?

>> I do. I always say that Charlotte people

don't get upset about this, but it's not

the most exciting city, but it's a

really great city to live in.

>> Yeah.

>> It's like I wouldn't be like, "Go visit

Charlotte, but there's everything that

you need. People are kind. It's safe.

It's relatively affordable."

>> Yeah.

>> Although that's changing a bit, but

>> it is changing. Well, and the I would

say the excitement is changing. You

know,

>> I would agree with that. There's a lot

more happening.

>> I mean, I'm an advocate. I'm from here.

I'm born and raised Charlotte, so I've

seen it go from small town to small city

to now fairly big city.

>> And now the art and the culture and all

the things are starting to catch up. I

mean, I'm from here, so I know where the

pockets of that stuff are. You know,

people always say, "Oh, banking town,

there's nothing here." I'm like, "Follow

me around sometime. I'll show you where

the cool stuff is because there it's

around. It's just not as accessible and

known in the public." Uh, and it's

beginning to be, right? I mean,

>> so what's your favorite neighborhood

then?

Well, it well, the one I live in for

sure. I live in Dworth, which is just

right next to Southoun, and Southoun's

blowing up, and the proximity to

everything is just perfect for me. I'm

also older with a older child, and it's

not even a child anymore. Go. Uh uh. So

I love Dworth, but I mean, you know, if

I were in my 20s, I could it would be,

you know, it'd be Elizabeth or it'd be

Plaza or it'd be Nota or one of these

places that But shoot, now you're

looking out at the Valentine Bowl and I

mean is is brand new and is shiny and

kind of, you know, a lot of people frown

on that stuff. It's still phenomenal.

It's a great place.

>> It's a great place. I'm partial to Nota

personally, but

>> I mean, how do you not be? It's it's

it's the that's the there's a heart in

there. It's pretty cool.

>> Mhm.

>> It's small though and it's getting

bigger, but it used to be such just that

one strip back in the day. That area was

called Fat City.

>> I love it.

>> Uh there's a building in there and there

somebody's going to watch this and

correct me on it, but because I don't

remember it all, but uh I went to high

school at West Charlotte and so that

area was zoned for my high school and a

lot of my brother's friends were from

around that area and they always called

it Bat City. There's a building out

there that has a permanent etching in it

that says Fat City something and so they

just called the area Fat City.

>> It's a great name.

>> I might have to check it out.

>> Yeah, we need to do a little history

there. I should have I wish I knew the

history because it's a cool name. Um but

it's always been that kind of little

>> call it the arts district which is such

I moved from New Orleans. I spent four

years in New Orleans.

>> Exactly.

>> And I came and I was like what's the

closest thing to New Orleans? And I was

like, "No, even though it is like one

street, but it does have a little bit of

that heart.

>> It's got a little heart."

>> A little bit.

>> Yeah. Yeah. Nothing like New Orleans.

No.

>> I had a friend here who was from New

Orleans who lived right down the street

from us and she just moved here. I met

her in New York City and she was so

excited to come to Charlotte and she's

like, "Oh, I hear there's an arts

district." I was like,

>> "There's not you're about to be sorely

disappointed."

>> She ended up moving back to New Orleans.

>> Um, all right. So, we'll move forward.

Um, so tell me the inception of uh is it

inception? Yes,

>> the inception.

>> It's not conception.

>> Sure not. It would not be that way.

>> That would be strange.

>> That would be in inception of Zenia.

>> Yes. So my entire career at Microsoft in

Salesforce, I was an account executive.

So I was in sales, enterprise sales,

closing, you know, five$10 million

deals. And the kind of sale that is

important there is really focusing on

the human, what's important to them, all

that kind of stuff. So, I did a lot of

manual work to creep on who is Robbie,

what's important to him, what's his

personality type, what does the

company's 10K or SEC filing say about

them. All this is like super manual

work. And I wanted to be able to take

all that stuff that I did that made me

the top rep and give that to every

salesperson and give them time back. So,

that was kind of the inception of Zenia.

>> Got it. And AI is is bulldozing its way

into the world. And what better way?

>> Yeah, exactly. I mean,

>> it makes perfect sense. We always say

that we're trying to use AI to make

people more human.

>> Feels a little bit, you know,

>> that's a good tagline.

>> Yes.

>> I just put up a post on LinkedIn this

morning about optimization versus

humanity.

>> So good,

>> right?

>> Um, so let's talk some of that sales

stuff just because I'm interested in it

because I I I mean people I'm kind of a

salesperson at heart, but I'm more of

just kind of a social being. I I do

enjoy

>> intimate conversations,

um, authentic conversations, even

vulnerable. I was a therapist for over

10 years and and so this kind of

conversation where there's no music,

there's no phones, we are looking at

each other and we are talking. This is

the good stuff. It's my favorite thing

because I feel like I can get to know so

much about a person, not just through

their words, but through this proximity,

this vibe, you know, and sales is such a

piece of that. Yes, you can do all your

research and you can look into who

people are, but then it comes to this.

>> Absolutely.

>> And how effective can you be here?

>> Absolutely

>> love it.

>> It's all about just understanding

somebody from a human level. And the

thing I say all the time is you could

have every tool in the world. You could

be told everything. You could be told

exactly what to say, but unless you

actually care about the person on the

other end of the phone or across the

room from you, nothing's ever going to

going to work.

>> Yeah. Yeah. And how and I mean, you

know, when you're when you're in when

you're in the volume game, how do you

care about each and every one of them?

>> Uh, you learn to I guess. I mean, you

just kind of you have to care about the

whole thing.

>> Yes. It's um so I don't know if you've

heard the parable of the guy that is on

the beach with a million washed up

starfishes. Starfish. Yeah. And he's

grabbing them and throwing them back in

the water and someone's like, "You're

not going to be able to save all of

them." And he's like, "Yeah, but I saved

this one."

>> Love it.

>> I love that. I think about it all the

time. It's like, "No, you can't give

everybody the most perfect experience."

And you can't deeply care about every

single person you meet, especially if

you're a BDR or if you're in this more

like high volume sales. But the people

that you are working closely with, if

you do just give a damn, then you know

you're making a difference for that one

person, for that one sale.

>> You know, Will Broly, right?

>> Yes, of course. He's wonderful.

>> He is wonderful. He loves that quote.

>> He tells We've never talked about this.

>> Yeah. That's funny that you bring it up

because he's the first person I think

of. He tells me that story all the time

about the starfish. He's always talks

about starfish.

>> Yeah. And you can save one.

>> Yeah.

>> It's all that matters.

>> Love it. Um, all right. So, give me some

of your

sales. All right, let's go backwards.

You're going around the country. You're

talking in all kinds of different places

and and I say that and it's very vague

and general because I don't know

everything you do. I just see you

everywhere. What all are you doing out

there?

>> We're still figuring that out.

>> Okay. No, it's interesting as a tech

founder, especially an AI startup in the

southeast, it's a whole different

dynamic than if you were a startup

founder in San Francisco or New York,

>> uh, capital is a little bit harder to

come by. Um, but also just the game is a

little bit different. And what I mean by

that is here investors expect for

sustainable growth where in maybe some

of the more venture focused cities,

they're expecting growth at all costs.

So, it's like very different things. Um

with us we're really focused on

profitability and part of that is you

know cash flow whether that's with a

software whether that's with services

and what we're finding in the industry

is that so many people want to adopt AI

but they don't even have the groundwork

for it.

>> So our clients actually started coming

to us and saying like hey we want we

want this software but we need you to

train our teams first. Mhm.

>> And so I kind of oopsied my way into

being a keynote speaker for

>> sales kickoffs almost weekly and doing

trainings for sales teams where I go and

talk to them about the basics of sales

crawling if you will and teaching them

how to do it manually walking and then

running with our software. So it's just

been a really interesting We've really

leaned into this advisory services side.

>> Very cool. So it's all I mean most a lot

of what you're doing as far as traveling

around is you're speaking to your

clients.

>> Yeah.

>> Training them. They're paying me to

speak to them and sell to them, which is

very interesting.

>> That's cool, though. That's great. I

mean, the tool is the tool.

>> How do you use the tool most

effectively? I mean, that's of course we

all I mean, whenever I get on Zenia, I'm

emailing your customer service. Same

thing.

>> I hope my team's taking care of you.

>> They are. They do. They're very quick to

respond.

>> Good. Good. Yeah. I I think the one

thing that we focus on at our team is

that it's always human first. Whether

that's you know putting our employees

first, putting our customers first, like

we are always about the the other human

on the end. So

>> So give me an idea of where this goes

>> because as we all know AI continues to

evolve and and you know you build one

thing here and then all of a sudden

that's a part of something else and then

that's a part of I mean how does this

how does this sustain?

>> Yeah, I think it's going to be a huge

shakeup the next couple years. There's

this AI bubble right now. everyone's

talking about it, but a lot of AI

companies have raised massive amounts of

money and then the products aren't

actually delivering or they're getting

commoditized or somebody else is popping

up and selling it for half the cost,

>> right?

>> Um, so I don't think it's sustainable

and I think that we're probably going to

see a lot of companies fade out very

quickly because they were focused on

growth at all costs.

>> Um, but the other thing I think we're

seeing is with vibe coding, if you've

ever used like lovable or any of these

vibe vibe coding tools,

>> tell me what that is. So you basically

can put in a prompt just like ChachiBT

and it will actually code for you and

create an interface that is a workable

prototype that you can actually publish

as a working product

>> like an app like a function website

>> and you can do this in just a couple of

verbal prompts. You can talk to it if

you want. You can tell it to iterate.

Now there's still limitations like it

won't plug into databases very well. You

still need some hard code. You um don't

have security parameters, things like

that.

>> Okay. But somebody rebuilt Kalanley, you

know, the multi-billion dollar company

>> and lovable in a day.

>> Oh my god, that is so nuts.

>> And so if we can do that to a company

that's been sustainable, it's been

around for a long time, then what

stands? What's your moat? How do you

defend it? You know, like what you said,

what's the longevity here? And I really

do think it comes back to the human

element is where's the loyalty? Are they

getting relationships with uh the team?

Are they being supported from a human

level? Are the services wrapped around

it really going to be focused on

sustaining the business? I think that

that's really where we're going to see

it go.

>> There's obviously there's there's two

kind of modes of thinking and one is

that doom and gloom. Where in the world

are we going and is this really as scary

as some of these people make it out to

be? Or optimism as it relates to we're

all human. We don't want it to go that

way. So, let's figure out how to not

make it go that way. I'll say I take

everything as an optimist.

>> Good.

>> So I think it's important to be aware of

what's possible in a negative way just

so that we can avoid it. And there's

always going to be every, you know,

every tool out there, every software

machinery out there has been used for

bad.

>> But I think ultimately it could be used

for good.

>> And I don't know if you ever watch Dark

Mirror or Black Mirror on Netflix. Yes.

>> Yeah. And you see all these futuristic

things, it's like so many of that so

much of that in that show is already

happening.

>> Yeah. But uh the loneliness pandemic or

epidemic, right, is everyone is feeling

like they don't have as much human

connection. I think a lot of that is

because that we're told to work all the

time.

>> And if we can start using AI to optimize

some of that work so we can go back to

the important stuff, which is connecting

with each other,

>> connecting with other humans, doing the

things that matter, not the busy work, I

think that that's really where we can

lean into it for good.

>> Yeah. Yeah. Me, too.

You sound like you totally agree.

>> Uh I do agree in the optimism.

>> Yes.

>> Uh I do worry of course. I mean it's

it's

>> I don't think anybody can predict what's

what it's going to look like. I mean of

course we're there's going to be parts

of us that need connection. Now now what

does that even mean? Mhm.

>> Does that mean society society halts and

and stays kind of in this place that

makes us all somewhat purposeful and and

content? No, it doesn't mean that it it

this is going to shift our world

tremendously and nobody really knows

what it means.

>> Have you read the book tribe?

>> No.

>> Okay. So, this book is fantastic, but

it's all about humanity's need to have a

tribe around them. Yep.

>> A group of people around them. And what

it actually talks about is um during uh

world wars like for example the

Holocaust there was actually a lot of

studies done where people look back

fondly not fondly at the time but the

people that were

>> you know the ones that were really

negatively affected were like but yes

but that was the time I had community

around me

>> and while everything else was horrific

>> it was like that was the power of

humanity and they actually added a

chapter to it after about uh 2020. 20

when it's like everything else shuts

down when you're in hiding, if you will.

Um, what happens is the neighbors that

show up with the bread,

>> right? It's the kids playing chalk

outside. It's all of the things that we

have gotten too busy in life to actually

focus on and went back to our roots.

Like I know that, you know, I had losses

from from COVID and um, you know, it was

a very hard time for for many many

people, but I also do look back fondly

at some of that stuff. It's like, dang,

we really got back to the real stuff.

>> I know.

>> I know. I know. I I went out to dinner

with my daughter who's about to be 16.

Uh and we were she's taking a psych

course in high school and we were just

looking at like all the things that have

sparked her curiosity from that class.

And we started talking about co and just

kind of societal, you know, norms and

behaviors and she's just starting to

kind of open her eyes to these things.

And it's it's a really fun conversation

with a younger person who has such a

clean slate. And you know, I was

bringing up CO and and I was like, you

know, there are things that occur in our

in our lifetimes that that shift

society. I mean, for me, 911 was one of

those big ones.

>> Um, but then CO occurred and that was

when she was, you know, 11.

>> Wow.

>> And and you know, I I was saying I I as

an observer of this young girl's life,

like I'm not sure I can pinpoint things

that changed about her as a result of

CO. Now, I'm probably looking for

negative things and there probably are a

bunch of positive things.

>> Uh, to your point and so she and I

started kind of um remembering our time

together. My wife is a physician, so she

was in the throws during that time. I

mean, it was brutal. Like, she asked us

to go up to the mountains and live up

there while she worked here because she

didn't want to expose us to anything

from the hospital.

>> And so, my daughter and I spent all this

time one- on-one in the mountains, you

know, for months. And it was delightful.

>> Yep. Yeah. My partner at the time was

also a physician. So, um my the other

partners and I uh would actually all

stayed in a house together for a while.

>> Yeah.

>> We're like, "All right, well, it was

like a girls club. We had a sleepover.

It was great.

>> Delightful."

>> Yeah.

It's uh yeah, it's interesting to and

it's interesting to think kind of the

pendulum swing that occurred in that as

well

>> because I think at first there was this

almost like freedom like to party kind

of a thing. I mean to just be

fat and like eat whatever you want,

drink whatever you want, smoke whatever

you want, and then and then, you know,

then a few months go by and everybody

kind of, oh god, I don't feel as good.

And interestingly, like the the

alcohol-free world picked up, the

wellness industry picked up all during

that time. And I feel like that was a

big pendulum swing from the beginning.

>> And I'm bringing all this up because I

relate it to where I see the AI

>> Yeah. put the U swing going. I I just

think it's going to be a big old thing

that happens and we're all like, "Oh my

god, oh my god."

>> And then all of a sudden it's going to

kind of neutralize out.

>> I mean, that's that's what we're seeing

in sales, right? Is these companies came

out with mass automation to be able to

send a thousand emails a day and do

cadences and sequences

>> and now I'm sure both of us get hundreds

of spam emails a day of people trying to

sell me stuff. Yep.

>> And it's all the same AI slop, you know,

and

>> delete, delete, delete. And so now we're

seeing buyers that actually are

overcorrecting way the other way of

like, no, I want the person to show up

in person. I want them to get on a plane

and come meet me and break bread and I

want to do this. And so I think we're

we're seeing this overcorrection to

needing that human element, which is

obviously less efficient than getting on

Zoom calls,

>> but I think it's it's a good thing over

here.

>> Less efficient and more effective.

>> Yes. Yeah. I'll take five wins every day

over a thousand shots in the dark.

>> Oh my god. And that is that I love that

because that is exactly where I believe

like you said that is where we're headed

and that is a pendulum swing backwards

and it's a very quick one.

>> Yeah.

>> Right. Like these mass emails and these

mass AIdriven sales strategies are very

new.

>> Oh yeah. Oh yeah. But people are getting

sick of it. And the thing that I think

is so funny is if you look at every AI

tool out there, it's focused on how do

we make robotic mass automation sound

like human.

>> Oh yeah.

>> Like every video tool, right? It's like

how do we make this seem real?

>> How do we make it seem like we're not

doing what we're actually doing?

>> Exactly. And so it's like then why don't

we actually just do what we want it to

do,

>> right?

>> It's fascinating.

>> It is fascinating. And it's and that is

that is the optimistic piece

>> because it's you know six months ago

even it's like oh my god we're we got to

all get get on the train or get run over

kind of mentality and then very quickly

it's like this this

>> it may have worked early but like it's

not really working anymore.

>> Yeah. It's not I mean the amount of

deletes and interestingly like you know

as a company and and as you know

implementing some sales strategy and

some outreach it's like well we got to

do this we got to do that. I'm like

don't do that. Like I don't respond to

any of that stuff.

>> It's like if they don't respond to the

first one then send the second one and

then say this and if they don't respond

to the second one say the send the third

one. I'm like if you send me three

emails that I don't respond to I don't

like you anymore.

>> Yes.

>> You're getting the opposite of what you

want. I was um on a a sal the sell

better show a couple days ago. It's a

sales training show and we were actually

talking about exactly this. It's like

well you know the difference between

persistence well you know it takes 17

touch points. I'm like if you send me 17

emails

>> Yeah.

>> No we're not friends anymore.

>> No no

>> but my whole thing is just how can you

add value at every interaction so even

if they don't respond to you that they

found your interaction valuable. So, if

you send them an email like, "Hey,

there's here's a news article that is

relevant to you and your business." Not

a mass automated one,

>> but like, "Hey, I saw that you guys were

doing XYZ. Here's a resource that we

have."

>> Or, "I did an audit of your website.

Here's some improvements you can make."

Even if you don't ever buy our software,

>> it's like adding value is where people

are going to remember you.

>> Yeah. I got somebody who and and I'm

sure the the problem is like once you

get something that works and that is

effective, so quickly everybody starts

doing it, right? and then it kind of

loses its luster.

>> I hate that. But somebody sent me a

video on LinkedIn

>> and it was the first person that I had

seen do this and this was a few months

ago, but we were talking about some just

random stuff and they were going to come

into the studio and we kept rescheduling

and then all of a sudden I get this

video and it's just her talking to her

phone and she just talk she's talking to

me.

>> Yeah.

>> Robbie, hey, I just didn't want to type

anything else. I just wanted to let you

know, you know. And I was like, man,

come in next week. You know, I'm going

to make time.

>> Yes,

>> it was perfect.

>> I So, this is the thing is um if you

know Darren Mickey, he's in

>> I don't know.

>> He's in out of Raleigh. He teaches

LinkedIn and and branding training. He's

amazing individual. He's just so cool.

But, um he this is one of the things he

preaches is like do things differently.

Send people a video and not one that's

standing in front of a whiteboard or

something like that like well you're

walking so it looks more human and it is

more and it's not scripted. It's like,

"Hey, hey, Robbie, what's up?" You know,

>> little burp or something there.

>> And it works. It works. I'm a big

proponent of voice notes on LinkedIn.

>> Yeah.

>> You know, I again, I'm typing things all

day. So, it's like, "Hey, what's up?

Thanks for the ad. I love what you're

doing in XYZ.

>> If I can be helpful, great."

>> You know, and it's like I actually mean

that. I genuinely um but I I've gotten

to make some really cool connections

just from that.

>> Love it. Love it. Well, um All right. We

could probably do this for an hour, but

let's just keep it efficient and give me

or our listeners a little bit of a

runway out into the next six months of

Zenia and Lauren Goodell.

>> Yes.

>> What do we expect?

>> Well, I I always joke that we can make

as many plans as we want and of course

the the world the universe is going to

do whatever it wants. Um

>> two weeks. Next two weeks.

>> In the next two weeks. But no, I mean, I

think we're at a really interesting

inflection point with my company. Uh,

Zineia, we have this rockstar team that

we've built and we finally are all in

flow. You know, I just brought on my

last couple employees a couple weeks

ago. So, we had our first offsite, all

this stuff. So, now we're really in in

growth mode. We've been in build mode

and now we're we're all about growth.

So, we're bringing on a couple large

enterprise customers over the next

couple months, which is great. Um we're

going to be probably be focusing more on

some of these old school industries like

manufacturing, media, things like that.

>> Yeah.

>> Um we're just seeing a lot of growth

there and a lot a lot of help that we

can provide. It's been great results for

our customers.

>> So we'll probably continue to do that.

But our focus is on extend extending the

platform for every single step of the

sales process. So that'll be fun. Right

now we're helping in the beginning in

the middle, but we want to bring it to

close.

>> So it's kind of allin-one workflow. And

then we're just doing a heck of a lot

more like workshops and speaking

engagements and sales kickoffs, which

out of everything in my business, I love

product. I love sales, but I really love

speaking.

>> Yeah.

>> It really lights me up and helps our

company and

>> I enjoy it. So, probably a lot more of

that for me.

>> Love it. Well, of course, that sparked

another question I want to ask. Um, so

obviously the the goal is are the

enterprise clients. That's where you're

going to, you know, be become profitable

and make make money as a business.

um my company. I need help with sales.

I'm a oneman sales team. Tell me how

Zenia can help me.

>> Well, right now I I think we have you on

the beta, too. So, we're giving you all

the new tools and features. Okay.

>> Um but so you'll see a lot of this

earlier. Um right now what we do is we

say, "Okay, here's your day. Start your

day. You have five meetings. Let me help

you prepare for those meetings. You have

five podcasts. Here's the people in the

room. Here's what's important to them.

Here's how your product or service could

fit into their business.

Um, and then after the call, we will

say, "Okay, we took the call recording,

we took the transcript, we wrote the

follow-up email, and created the action

items for you." And then once you're

done with preparing for meetings,

following up from any meetings, then we

say, "Okay, it's time to prospect." And

what we'll actually start doing, uh, and

I don't think you have this yet, is

we'll pull anything from your CRM, CSV

files, if you have a list of leads, and

we'll say, "Here's the top 10, and not

only here's the top 10 companies, but

here's the right individuals at each of

those companies you should be reaching

out to."

>> Okay? and here's the right messaging or

video script or voice note script.

>> Wow.

>> To be able to reach out. So it kind of

helps you formulate your day. Um and so

even for a sales team of one where you

have a million other things going on.

It's like here's the things that you can

do to move your business forward.

>> And that's what I mean that's the point,

right? Like I have all these other

things going on. I don't have a team.

>> I I we are in growth mode. Like I've got

to start reaching out and finding people

that make sense. and we have things

that, you know, my team is trying to

work through, but it sounds like Zenia

is what I really need to be using. I

mean, there's a CRM obviously, but

integrate

>> and then go from there.

>> Yeah, absolutely. Integrate in and we'll

help you find the right leads and know

the right messaging that will actually

resonate with them. Not mass automation.

It'll focus on what's important to

Robbie, what's his personality type,

what's going to resonate, and how can

you be valuable.

>> All right. All right. I'm gonna hold you

to it.

>> Let's do it.

>> All right, Lauren, thank you so much for

coming on. I really appreciate your

time.

>> Thank you so much. This has been fun.

>> Congrats on your success

>> and yours, too.