Using Tech & AI to Make it Easier for Customers & Partners to Send Referrals with Don Rabovsky

Welcome back to the show. I'm your host, Phil Risher. And on today's episode, we're diving into using technology and AI to make it easier for your customers and partners to send you referrals with Don Hrabowski. Thanks so much for joining us today, Don.

Thanks for having me, Phil. I'm excited to chat about Volka. A little bit about my story, how I got into the trades. And I know you're a fellow Maryland guy, so I'm excited. This is my first ever podcast.

Yeah, dude, I'm excited as well. So Don is a co founder of Volca, which is an innovative technology company that helps home service contractors efficiently scale their business through AI powered solutions. He also has a unique perspective on leveraging technology to solve the operational challenge of referrals that prevents contractors from growing. Before we get into your origin story, can you tell us how you got the name Don? Because you actually changed your name for Volka, I believe so. Can you tell us a little bit about how this happened?

Yeah. So Don was a nickname that was loosely used growing up in high school, college, whatnot. And my co founder, his name is Brendan. So when we were starting out the business, going around being, hey, nice to meet you, I'm Brandon. Oh, nice to meet you, I'm Brendan. Even the initial introduction was a little bit weird. And then as we got into talking to partners, talking to customers, reaching out to opportunities like this, some people started emailing me as Brendan and vice versa. So we were like, this is way too confusing. One of us has got to go. I had this nickname prior. We always make the joke, should I be Don and you be Dan? But no one's ever called him Dan. And I also thought Don kind of fit the trades a bit better. I'm new to the trades, so I feel like Don's an older name might make me seem a little bit older. And I've run with it ever since. So I've been called Don when I introduce myself to people at conferences. And my LinkedIn was Brandon for so long. But I made the switch yesterday. It actually kind of went viral where I made a little funny post about it with a funny chatgpt image on there. And yeah, so we're moving forward as Don full on now. That's my new business alter ego, but I guess my main personality at this point.

Yeah, I love it. Yeah, I saw the LinkedIn post and I was like, I did not know that because you and I have talked several times and it made sense exactly what you're saying. So pretty Cool. Can you tell us a little bit like Volka, how did this come about you and your co founder and how you got into the trades and what. Yeah, how you came up with this idea, all that.

Yep. So prior to Volka, I've been in tech sales in New York City primarily for AI companies. AI startups. I've always been interested in startups. I think I knew at one point I was going to start my own business. I just wasn't sure exactly what it was. But the power of connections, the power of warm intros, the power of referrals has always rung in my head. I always wanted to leverage my network, use my network to get me places in life, whether that's even getting my first job at a school. Just I got it through somebody I met on the beach one time randomly and she got me an interview and I got that job. It's all about who you know. Your network is truly your net worth. So when I was working in AI technology, I was working in sales for an e commerce company and also at my first job I worked for an AI commercial real estate company that used AI to basically source debt competitively across the market. Very familiar with the technology, but I always use my connections to book sales meetings and reach out to people on LinkedIn like, hey, you know this person, it would really mean a lot if you could intro me to them, take a demo with me and close them. And I would always offer referral fees because why not? It was the easiest way to actually get these intros. They were really warm and hot leads and my co founder Brendan, I have another co founder as well, named Jack Morton. But my co founder Brendan, he has a background in, in the trades where his family comes from, general contracting. So I partnered up with him on this idea around how do we help contractors get more referrals and make it easier. And we looked at the entire landscape of what referral programs actually looked like. They were very manual. People tracked them on Google sheets. People give postcards out of the home like hey, 250 bucks if you refer a neighbor, a friend, a family member. But those postcards, they usually end up in the trash. And then people would always pay people over checks. Like with the level of convenience in today's world, just like I ordered DoorDash or UberEats, I click a button and food shows up at my home. It's way too much work for somebody to refer a neighbor and get and then wait 30, 60 days to get paid out for it. It's more of just an afterthought rather than an actual priority of the business. So we had this idea to do some market research and go around asking contractors how they run their referral program. And it seemed very jumbled where we came up with a system to hopefully help with that, which I can get into much later into the call.

Yeah, yeah. So it sounds like referrals was a big part of who you were. And then maybe Brendan was like, hey, you know, contractors have this messed up referral process, so how can we streamline this process? So let's say someone is, you know, H vac contractor, they have 4,000 contacts and they're like, I want to get some more referrals out of it. What does a good referral program look like and how can they automate that, like using your process or even like, hey, this is exactly what you should do. What does that look like?

Yeah, I guess to start with that, give a brief background of exactly what Volka does at a high level. What we do is we are an AI powered referral system. We want to make it as easy as physically possible for your customers or partners to send in referrals in the most streamlined way. We always say you can't really scale a referral program on Google sheets, you can't scale it with postcards. So like you mentioned, if you had a list of 4,000 people, you're going to want to get them an easy way to actually send that referral in. Make sure you're tracking it in your CRM, usually service Titan or something like a jobber. And then when that job actually closes, you want to make sure you automate payment and pay them as fast as humanly possible. So to your question, if you had a list of 4,000, I would reach out to all of them on the Volka referral hotline per se. We basically build AI powered hotlines for the businesses we work with. And that business has a. And that hotline has text to CRM functionality where people can text in referrals. We're going to shoot it over to the CRM and then when the job closes, we automate a Venmo Cash App, PayPal, Direct Deposit, Amazon Visa or Credit towards feature services. So we'll call them like flashbucks in this case, if I referred someone to Philosopher. But just making it so easy for the customer to actually send a referral in when their neighbor comes and asks them, oh, like, hey, who did your H Vac? Just putting somebody's name. Phil Richard. Here's his number. Interested in H Vac in one Click of a button, you're in the referral system. And then you also can get paid the next week when that job closes.

Okay, so someone has a list. You take their 4,000 people. Do you send out like a text blast to all these people, like, hey, refer us. All you gotta do is just text back here or something. Is that like the initial starting point of it?

Yeah, that could be the initial customer rehash program where we just got to make sure that we have marketed consent to reach out to those people. So as long as they're opted in and it's fully TCPA compliant, we can reach out to former people who did a five star review or former customers who are in the membership program. But as well as that, we also have a mobile app that the technicians have with their own custom QR codes on it where they can explain the referral program in person and get signups and make it much more personalized than a normal referral program. I would say a normal referral program usually is just like, hey, refer a friend and you get 250. We like to make these empathetic where the technician has some skin in the game. And I could be like, hey, Phil, a referral goes a long way for me personally. Like, I actually get a bonus on any referrals and I can actually do the work to your neighbor. So we're giving technicians more jobs, we're giving them an extra bonus. They're displaying a QR code in front of the customer via the mobile app. And that would sign someone up onto the text chain of the Volca referral program.

Okay, so can you break down that referral? Like, should people be giving someone like, okay, if you refer a job like, okay, here you get 20 bucks, or is there some tiers like, you give your technician $10 for generating this opportunity for referral? What does a good program look like with that?

Yeah, a good program is making sure you incentivize every single piece of the puzzle. So one, being the customer or the partner, maybe it's a property manager or another contractor or a homeowner. You want to make sure you incentivize them and do it on a tiered basis. Like if somebody is giving you a $20,000 install referral, I would suggest paying all the way up to 250, all the way up to 500 bucks. That would still be much lower than your cost per acquisition for a lot of H VAC contractors locally. And then as well, I would highly suggest, I think a really common thing in the industry is spiffing a technician when they get a five star review. If they get a five star review, usually give them 20 bucks, 30 bucks if they're producing a referral. That's basically a TGL, a tech generated lead. We suggest, and we actually use the Volca app to track how these technicians are setting up these referrals. So we suggest also giving your technician a bonus per amount of signups he gets or a bonus per amount of referrals he actually produces. So that way he is incentivized to as he checks out of the home. This is a part of the post sale check checkout process where he's introducing the personal referral program and he really cares about it.

Okay. So the technician, the TGL technician generated lead that could be like, hey, maybe an upsell opportunity inside the home or even, do you know anyone else that's. That needs this service?

Yeah.

And then, and then they can like text it back in and make it easy streamline for the tech generated lead. Is that what you're referring to?

Yeah. So we don't treat it as an upsell opportunity. We really train our technicians that we work with to treat it as a favor to the customer because it really, truly is. All they have to do is scan one QR code to save the H VAC USA referral hotline on their phone. And that way they can earn up to 500 bucks every single time they send a neighbor in or send a family member that might buy a new system. So we really think it comes extremely well right after the review process. Because if a customer gives you a five star review, they're more likely also willing. Yeah. To refer.

Yeah, I guess.

So as soon as you get that review, we give them, we give them a script and make sure we're ingraining in their head that like, hey, we're trying to grow the business. Officially. You have some skin in the game here. Where if I was checking out at your home, Phil. And I was a technician, I would say, Phil, would you mind scanning one more QR code real quick just in case you might want to refer a friend maybe a month or two from now, or a family member, I'd love to give you our personal referral hotline where you can earn up to 500 bucks. Again, it's no pressure if you have anyone right now, but just in case somebody asks and sees a truck in your yard, I want to make sure that you get credit for it. It's like that low pressure ask makes technicians very comfortable to do this.

Okay, that makes sense. So basically, they get a card like this or something that has a QR code.

It's on a mobile app?

Yeah, on a mobile app. So then you, you tell the homeowner, hey, we have this referral program where if you send in a referral, you get 500 bucks, whatever that is. If you scan this QR code, you'll download like a contact card, like a V card or something. Contact card, right on your phone. Then you save that in your contacts. So anytime that you want to send in a referral, you click this button and text in the customer's information, and then it gets back to you somehow.

That's a perfect explanation of it. And because this is all over text message, compared to, I think, a lot of referral marketing companies out there that weren't leveraging any AR technology. They required the homeowner to download a physical app or a mobile app, or they require the homeowner to send referral links. We think those two things kind of ruin the psychology of a referral, where referral links put a weird taste in people's mouth. And then also downloading a full app to just make one or two referrals a year sounds like a very big barrier to entry to us. So having this over text chain and a contact card makes it much easier. And then we're actually able to drip campaign these customers, which is really one of our competitive edges where we can use AI to be smart about the times that we reach out to these people and ask, hey, do you know anybody? Or run certain promotions around the referral program.

Okay, so that's a really big piece of it that a lot of times, you know, you meet someone that says, yeah, you guys are great, I'll refer you. And then you say, cool, we have this referral program here. You go, get that piece. But then you never hear from them again, and it's all gone. And something that I always preach is that you need to have some type of monthly newsletter or some way to stay in top of mind with your B2B partners or referral partners. And everyone misses this piece. So can you talk a little bit about that AI strategy or like, what the. What that looks like?

Yeah, yep, exactly. And how I mentioned it earlier, those postcards, those flyers, door hangers, they really do end up in the trash. And there's no way to stay in touch with the customer who you. You might have hyped up a referral program three months ago. They're not going to remember when somebody says, hey, who does your H Vac? That there's some incentivization around it. So every four or five or six weeks, we're big on that. We don't want to spam the customers at all. But we're running these drip campaigns specific to what the business actually wants to say, so they can come into the bulk of web system, create their campaigns around what they would want to say, post, referral, post a month after someone gets out on their phone. An example of like using this smartly would be on Christmas time. Christmas time is notoriously an extremely slow time for trades businesses. I don't think anybody, any homeowners really want people in their home changing out their H vac system. So we took that as an opportunity with our clients to reach out via this, via the drip campaigns and using the AI to say, hey, Merry Christmas, you and your family. Referral prices are actually doubled from 100 bucks to 200 bucks. Any referrals sent in between December 20th and January 10th are going to be eligible for double payment. That way we're cutting the noise. We're doing it over text message. And homeowners saw this. They were with their friends, they were with their family, Christmas Eve dinner, you name it. And referrals started flooding in during that week that we turned a usually slow time into a very busy, busy time in terms of new installs because people are going to use that 200 bucks, sometimes up to 500 bucks for new gifts for their kids.

Yeah. One of the things that we always recommend is using Thanksgiving and Christmas time as an opportunity to talk about referrals because everyone's with their family. And if you can stay top of mind when everyone's with their family, that's naturally when conversation is going to come up and then you can get referrals out of it.

And.

And that is usually the slower time. But there's also a lot of referrals generated in those periods as well. I think there's another layer as well, which is like in March there, like March Madness. We used to run this when I was at the home service business. Like, we had March Madness where we doubled the referrals. So we would say, instead of this, it's going to be this. And it used to go crazy. And that was our shoulder season. So it was like, okay, that works great. So when someone implements this is. It sounds like before I get to that, how does it connect the dots with like, okay, this job closed and then gets these people paid out? Is that through the Volca app thing? Or like, how does that all connect?

Honestly, that is where it comes into play, we want to take the manual work out of the former way of tracking it over Google sheets and knowing, okay, this job just closed. Okay, let me mark it as close, let me put it in the Google sheet as and let me tell you my friend in accounting that they need to send a check over. Yeah. So the AI works within the actual text messages. Of course. We can drip campaign people, anyone can send a five paragraph message to this number. It's pretty simple that we're doing AI parsing. So we're basically just taking those, those that information correctly, shooting that over to service titan and then actually opening up a new booking job auto tagging it as a vocal referral with all the information extremely clean, so it's at your CSR's fingertips. And then as that job progresses throughout service setting, we want to follow it along its journey to recognize when it closes and then send a notification to the Volka web app that says hey, Phil Risher just closed his referral. It's time to pay Don Hraboski. We don't automate the payment just yet. You still just need to click a button because we don't want to be too risky with someone messing up in service side and then the job closing and we're like oh no, we just pulled from funds from your account. But yeah, we're, we're following it along. We're making sure that you have a real pulse on your referral system because referral systems, they don't scale unless they're run efficiently.

Yeah, makes sense. So the person with text in it goes in, sets up the job like you said in service heightened. Then it follows it all the way through, gets paid out and then they get paid out like Venmo or PayPal, whatever they want on the.

Yeah, it's, it's a link sent back to them and the optionalities in their hands. Like we always think that sending a check to this newer generation, quite frankly I'm going to reveal something. I don't even think I've ever manually cashed a check in my entire life. Yeah, of course I've scanned it on my phone and whatnot. But if I was to send a referral in and the future homeowners that are 30, 35, 40 and even some of like we had a, we had like a 90 year old woman the other day just click direct deposit and she thought it was easy enough. Like it's just a link where we give eight different options for payment and I guess a new feature we're working On. But a new feature we have right now is we also offer credit towards future services where we want them to choose credit over cash because that's going increase customer ltv. You're going to get another touch point with a valued customer. And what we're working on is to be able to not just offer the same amount for the cash and credit where we can maybe tee up the credit a little bit higher to entice it. So if you want 200 credit or 100 cash and hopefully keep getting these credits back into the business, it's more money flowing to the business. And most importantly, touch points.

Yeah, yeah, I think that's really good. Especially the call on more credits versus the dollar. I want to. I want to go back because I'm thinking this through and I'm like, okay, so I download the V card, the contact card, and then I'm talking with my dad and he's like, yeah, I need a plumber. Then I can text in this number, like, hey, can you call my dad?

And you're texting into that number, Hey, H VAC usa. My dad's interested. Here's his name, here's his number. And that's all you have to do.

Oh, okay.

You don't have to get the dad to call in. You don't have to give the dad a special link to sign up for. All you have to do is let somebody know, hey, my referral is interested.

Okay. And then they'll call them and then it will get synced up so that way they know that that lead came over in through my.

Exactly. Once that lead is booked, it's already in. It's already in your CRM as potential, potential customer. And then when he actually does convert as a customer, our system's recognizing everything that's going on.

Okay, where, where's the pain points in this for. For people? Is it in like. Like rolling it out with their technicians and getting that. Like, is that usually the issue of trying to get people on board with rolling it out to their team or.

Yeah, I would say the. What we look for in a client and how we specify, like, hey, is this going to work or not? Is technician buy in? Getting those in person signups is extremely, extremely important to the success of this. But then again, we operate on a one, two punch model. So option A, get the scan in person, get people to sign up, and it's not even downloading a vcard, it's just they scan the QR code and that text chain is automatically pulled up. So it's Extremely simple. But yeah, we need technicians to buy in. But then option two is just like service titan might follow up the next day with a review link. We follow up, we sync directly with service tenants. So we can also do do it all via automations, which some of our clients do strictly run on automations, but we're looking that we want technicians Option A, option B, the follow up. Because there's so much, so much more personalization and it's more real where this customer knows. Okay, Don, the technician personally asked like that this referral will go credit towards him. And if he did a great job in my house, I would love for him to service my neighbors, service my family, whatnot.

Yeah, I think that. And maybe I'll do this. But like auto, like auto enrolling people into this like program and then do they have to. How, how could people, like, do they sign, could they sign up for this or how do they get that tech? Because like I can imagine like if we sent out a monthly newsletter every single month and we say, oh, by the way, don't forget about our referral program. You can sign up here or enroll in this program or something like, what does that look like?

Signing up is like we're really trying to change the whole game. With referrals. You don't have to go through this long process or fill out a form on the website. We see so many, I think 50 home service businesses, they have a form on their website that says refer a friend. Yeah, I was like, who's opening their computer to go type somebody? Yeah. So in the newsletter we'll include text, like text links so you can click on that link. It will auto populate a keyword on your text chain to that referral hotline. You have to text into the referral line. Just click send on that message. So that's like your form of opting in where that's where we do it. Or we also do QR codes on newsletter where they, if they're on the computer, they can pull up their phone, scan it and pretend like they were a homeowner getting checked out.

I got it. So it's basically like don't forget about the forms and enrolling all this stuff. Just like text us and then you'll get this text thread and then we'll be able to touch base with you like monthly. Like hey, by the way, right now is really big. Everyone's doing spring tune ups. If you know anyone that it's just like kind of like building this constant conversation. Not necessarily this whole like program, it is a program. But not, not, not too.

I would, I would draw the analogy because I used to work in E commerce.

Okay. Yeah.

And I would draw the analogy of when you go on an E commerce website, let's call like Lululemon or Aloe Yoga or New Era Hat, whatever you want to call it.

Yeah.

A lot of the time something will pop up and say, hey, give me your phone number for 10% off.

Yeah.

Once you get that phone number, you're then texted and you're in the SMS marketing campaign.

Yes.

You can't really text back into those numbers. But I would draw the same analogy of like, hey, I just clicked one button and now I'm eligible for 10% off. People just click one button and they're eligible to text in referrals and make money from it.

Yeah, Makes sense. Okay, so a lot of the conversation we're talking about right now is focused on your residential customers. But you and I kind of connected through this whole B2B thing. So can you talk a little bit about that program of like building out a B2B referral partnerships with people? It's probably similar, but there might be some differences that you would roll out with companies.

Yeah. So the original mission was like doing this primarily with your customers. Um, but something we've stumbled upon and something we always knew we were going to get towards is how do we make a B2B referral motion scalable? How do we even potentially, like we've been talking, how, how do we source partners for people and leverage AI and leverage technology to do that for people? Because H vac plumbing, electrical, roofing, business owners, they are the most busy people in the entire world when they sign up for Volca. They don't want to have to do the work to go find this and make this successful. So we're actually now offering where we can also source you B2B partners and help you connect with them and sign them up for your. I'll put air quotes around it. Sign them up for your program.

Yeah.

And we've been talking a lot about that. And it's such a smart model where there's so many non competitive contractors out there. There's property managers, there's BNI groups. Referrals have always existed. We just want to be the catalyst to like really put some gas on the fire and accelerate all of it.

Yeah. So I was at a home service business, $3 million. All this B2B referral partnership, Google Sheets the whole nine of confusion and chaos. And I would imagine the process would be that you find these complimentary services. You go in and do like lunch and learns or bring donuts to the technicians on Tuesday and you say, hey, we have this program where you refer us, we give you 50 bucks, text to this number or scan this QR code and start this thread. All you have to do is just text us the customer's information and then we'll take it from there.

Exactly. And we've actually had so much success with some of our clients that they've hired a new position, the B2B field marketing manager. And like that is like a strong sign of a product working and an organization caring about it, that he lived. These B2B managers, they literally go around to local banks, other contractors who are non competitive to them. They do a small presentation on like, why partner with us? Like we're a quality company. First off, you have to be referable. All of our clients, you have to be a really elite, hard working, great reputation home service business to get referrals in the first place.

Yes.

So having this B2B manager kind of go around town and leverage this has really started to put some fire on our B2B motion. And the whole goal here is, of course you have thousands of customers. You don't have thousands of B2B partners, but you might have 50, you might have 100. If we can cast a web around the entire community and let everybody know like, hey, we do a really great job. Not only are you earning credibility with your friends by giving them a great option for H vac or plumbing or electrical or roofing, but you also can get paid extremely fast and you don't really have to lift a finger.

Yeah, that's right. The pitch that we used to tell business owners, like, you know, business owner, they don't care much about an extra 50 bucks or whatever, but your technician will care a lot about an extra 50 bucks on every single job. And your company's going to be more sticky because let's say it's a service that maybe your competitor offers that you don't offer, but now you can offer that. So people are going to stick with you and keep your service contracts, whatever that is, it gives you that. And then the third one I would say, which we used to pitch a lot, was that you might do this service, but in the summer, like with H Vac in the summer, you just want to do installs. You don't want to be doing these secondary services. So don't focus on them. Just use us as your outsourced service and just send us Your referrals.

And you hit the nail on the head with. It's not just owner to owner. Like, for years, it's been owner to owner without a system that can cattle that can, like, capitalize on this, where it's always like, hey, I scratch your back, you scratch my back. I'll send a couple of referrals your way. You send a couple my way. But there's no tracking, there's no data behind it. Right. We want to get this number. If you're an H Vac company and you strictly do H Vac, and there's a plumbing company right down the road who you already have a relationship with and just maybe the owners have a relationship with. We want the technicians to actually have the H Vac or the plumbers to have the H Vac referral hotline on their phone. Personally. It's not having an app on their phone. It's just having a number. They have thousands of contacts on their phone already when the opportunity arises that they're in the home with someone like, hey, you also do H Vac. No, but put your name in, send one text takes around 10 seconds. And the ability for them to get paid personally makes them so much happier. It's also an unlock for employee retention where we're starting to, like, slowly market towards. And then the whole goal of this is that when. That when those plumbers do send in the referrals for H Vac, they're like, how do I just get paid on that? Like, what are they? What is the H Vac company doing? Oh, they're on Volca.

Exactly.

A selling opportunity for us. So.

Exactly.

It's almost like referral marketing, guerilla marketing. I've said for so long. And the way I have really, like, gained a passion for referral marketing is just seeing how much money trades business owners do spend on marketing. And before AI, before Google was around and before even the Internet was around, like, the only way a trades business grew was referrals. It was like the backbone of their business. And now people have put it on the back burner for a really long time. And we're hopefully making the charge to change that.

Yeah, you know, I was out last week. I was in Las Vegas at. I was in Jobbers podcast, Masters of home Service. And we did a whole section on B2B partnerships. And for people, there's two, like, nails in the coffin, like, bonafide. This is. I would do this. I was even starting a home service business. The first one is, if you're willing to spend $50, $100, $300 to the Google Gods to get a cold lead coming in the door. Why not give that money to a warm lead that's a referral partner in your local area and then. And you don't even have to pay the Google Gods and hopefully get leads. You only pay when you get the customer to close the deal. And maybe you give them a little bit of lead up front. It's like there's no money that's allocated, just a little sweat equity. And then the second piece to this is that you might be the only salesperson in your business or the rainmaker, or you might have three rainmakers. Well, this. You can create hundreds of thousands of rainmakers all in your city for free.

Yeah, exactly.

It's like you're building a whole salesforce. It's like if people don't do that, I don't understand. I've been, I've been trying to preach this for a long time. And this technology makes it easy to streamline that process. But like, just do this, you will grow your business. Right. I mean, you've probably seen that with all the businesses you work with. I could imagine.

Yeah. And it's really about them doing the work. And once they see those first referral partners working, that's when the light bulb clicks in the business owner's head as well. Like, why haven't I done this earlier?

Yeah.

And we always say it was probably because of the inefficiencies and the how annoying it was to manage and track all of this. And you hit the nail on the head again with like, why spend all this money for a cold lead from Google that you have no clue what the actual quality is. Like referrals, everybody knows they close the highest clip. They're coming from a trusted customer or trusted partner already. It's going to close at a much higher rate, cause the company much less stress, and hopefully you're getting a whole new, a whole new customer. It's not just this one job, like customer ltv. Like, you're getting this customer for life if you do it the right way. And hopefully this referral program is also a way to retain customers.

Yeah, for sure, man. I mean, you don't have to sell me on it. I have it pierced in my heart that this is something that people should be doing. Cool. So where, where should people go to sign up? Like, how does it work to onboard? Or is it. Do you try it out or what does that look like?

Yeah. So I mean, we can link my calendar link on Our website post this call, but yeah, it's Volka AI. We actually just came out with a new fresh website, so I'm pretty, pretty happy with how it turned out. It looks very clean. Before we were just operating on more of it's a landing page, but now we're getting a nice official website with some strong logos on there. But yeah, in terms of actually getting onboarded with Vulka, we definitely pride ourselves on how easy it is to get started. I think a lot of AI technology in the space, there's a lot of training, a lot of adoption, a lot of implementation, implementation fees even. We have none of those hidden costs or hidden fees. It takes around a week for us to actually build the phone number specific to your business. So this isn't just a random phone number. Like it has the area code of where your business is actually located. Takes another week, not another week, but in that same week we're approving the businesses for payments verification. Like we're making sure that they're not going to use these payments for fraud or anything like that. One week to actually get my engineering team to get it up and running. And then I put air quotes around onboarding where it takes around 30 minutes to get started. We're just training the technicians, making sure management understands how the system operates. And yet it's a one day or one hour implementation that has been a really big key to our success with a lot of business owners that are quite frankly just too busy to do a whole week training, making sure this gets ramped up and whatnot. Then sometimes we actually do come on site like we're. I'm newer to the trades, like I'm trying to immerse myself in this industry. Go on, ride alongs like, learn what the actual checkout process is from a technician, connect with the guys. And going on site is less about, hey, here's the interest intricacies of Volka. It's more about building the hype and making them understand, like we need to grow this business and we need to do it cost efficiently. What's. Here's what's in it for you. Here's what's in it for the owners. Here's what's in it for management. And so yeah, sometimes we'll come on site and spend a couple hours there and it's really beneficial to us for future product ideas and just hearing feedback on how this might be used and how we can implement better.

Yeah, I like it. Well, if you're not doing B2B marketing, you definitely should be doing some type of referral program. If you're not doing a referral program in general, like, come on, that's like the number one way to grow your business that most people just focus on getting new leads coming in the door. And this is one way to streamline that through technology and AI, which I love. So, Don, thanks so much for coming on, man, and I appreciate you sharing all this information and look forward to continue the conversation.

Phil, I mean, I really appreciate you having me on again. First podcast ever. I hope it went well.

Yeah, dude, it did. Thanks.

That's awesome.