The HubSpot Help Line - Mar 25, 2026

[00:04] **Introduction** Speaker Name: Second week in a row that I've been on mute instead of saying hello. Welcome back to the HubSpot Helpline. My name is George B. Thomas. Speaker Name: Uh, George B. is back. So shout out to George for taking some much needed and much deserved vacation time. We were very sad, the show almost didn't continue. But as Kyle Jepson knows, the show must go on. Speaker Name: We're also joined by Mr. Uh LinkedIn live himself, the man, the myth, the legend, the writer of Value-First, Chris Carolan, who said he's going to set this world record, I believe, with being live for 508,000 shows last year, and he's he's looking to double that this year. Speaker Name: Casey Hawkins is here with a bunch, the probably the only useful stuff you'll get. Uh it will come from her, feature updates, quick wins of the week, and just general HubSpot expertise. Speaker Name: And last but definitely not least, you know him as the man in the orange hat. He's got some orange hat alerts for us today. I've heard, Kyle Jepson. How's everybody doing this week?

[01:02] **Orange Hats** Speaker Name: You actually just solved a puzzle for me because I was, before the show started, I was talking about how seasonally this, this orange sweater is about to go. Speaker Name: Uh but I I believe orange hats are appropriate year round. So I may just start wearing that even though Speaker Name: [inaudible] soft. Speaker Name: Honestly, I've never worn it in a social setting before, and I think I would feel really self-conscious. It's one thing to just put it on and shout at a webcam. It'd be a really different thing to hang out with my friends while wearing that thing. Speaker Name: Kyle, if you do it, I'll grab mine. I have one too. It's not as bold as yours, but I I do have it. It's more of a actually you could help me identify what kind of hat this is. More than a bowler, I think, than a than a top hat. But I do have a very orange hat as well. Speaker Name: Are you guys going to make me shop on Amazon for weird orange hats later tonight? Speaker Name: No, let's let's not go all in on hats. People won't watch the show if we're all wearing goofy hats. Speaker Name: George, if anyone, if anyone was going to wear an orange hat, it would be you. So I don't I don't even know what you're voicing a concern about. Speaker Name: I'm I'm it was not a concern. I just was trying to figure out if I was mapping out my evening uh festivities on the couch later of Amazon and orange hats. Speaker Name: Oh, I figured you had multiple orange hats with different shades of umber and uh burnt uh Clementine. Whatever color this is, I feel like George has got it. Speaker Name: Chris, how are you today? Speaker Name: I'm doing good. Excited that the uh, the correspondent um uh program for inbound opened up this week. I'll be talking about that a little bit later. But um yeah.

[02:27] **Inbound Correspondent Application** Speaker Name: [inaudible] me our first show transition. Uh inbound 26 road to inbound. The inbound uh correspondent application opened up Monday. Thanks, Chris for the spoilers. Speaker Name: Um, I believe Chris is going to show this link on screen. That's your cue, buddy. Speaker Name: How many of you are correspondent before? Speaker Name: Yeah. Amazing. Everyone but me. Speaker Name: Well, I mean, I think that's probably fair. Isn't that your full-time job is to just correspond on everything HubSpot and inbound? Speaker Name: Yeah, [inaudible]. Speaker Name: It gives you a ticket either way, don't I? Yeah. Speaker Name: That would be funny though if Kyle was like not selected to be a correspondent this year for whatever reason. Speaker Name: Uh here it is audience. uh now open mark your calendars. The apps are open and they close I believe on tax day. So April 15th is when they are closing down. Can somebody double check me? My eyeballs are not very good. Speaker Name: Yep, April 15th. Speaker Name: 15th. There we go. Speaker Name: So don't stop watching this uh show, but right now open up a separate tab, click on that link. Uh we'll try to make it available to you in the comments. Go apply. It being an inbound correspondent is uh pretty awesome. Uh it led me to my this will be my fifth time as mayor of inbound, which there are no term limits that I'm aware of since it's a made up position. Speaker Name: But it's been one of the most fulfilling titles I've ever held. Uh Casey, was was last year your first year? Speaker Name: Last year was my first inbound. Um and I was a correspondent. Um I think the correspondent program is great for, you know, small small little uh people in the ecosystem. Speaker Name: Uh inbound's kind of expensive. Inbound's kind of expensive is what I'm trying to say. Uh and yeah, it definitely helps, um helps get more people there who may otherwise not have. Speaker Name: Ah, that's what I mean. Speaker Name: I see where you're going with this. Yes. Speaker Name: [inaudible] Speaker Name: Although a lot of the expensive inbound is not the ticket, it's the flights and especially the hotels. Speaker Name: [inaudible]. I will have a roommmate. Speaker Name: A correspondent frat house. Just take over. Speaker Name: Oh, there you go. Speaker Name: Airbnb somewhere and split it 17 ways. Speaker Name: I feel like that should be the next Netflix or Hulu show. Like you've heard of Big Brother, you've heard of Love Island, but have you watched Inbound Correspondents 2026. Speaker Name: Runs. [inaudible]. Speaker Name: I will be the executive producer of Hub is Blind. Just sign. Speaker Name: [inaudible] Speaker Name: If we want to do this and find two inbound correspondents that make their way to each other forever and I will help co-produce. Actually Kyle, we've got somebody that's pretty uh pretty deep in the weeds with actually making something to for people to watch. Jona Vark is going to we'll have updates on that later. Speaker Name: But uh TLDR if you're just tuning into the HubSpot Helpline, the unofficial one, I don't know if there's an official one. Inbound application excuse me, inbound correspondent applications are available starting on Monday, so they're open now until tax day April 15th. Speaker Name: As somebody that's been there and uh been a correspondent, I think three or four times now. Casey, you said last year was your first inbound and first time as a correspondent, so maybe you can't weigh in on the like improvement of the correspondent program, but it is it was amazing last year. It was a lot better, a lot more access, they made time for um people to create content. Chris, you can kind of speak to that, but they do provide opportunities and like like I was matched up with Jay Schettleson who I would have found and talked to anyway, but they they do provide avenues more so than in the past for you to to meet, to network, to have access, to make content, so. Speaker Name: I was also paired up with Jayson who I would not have talked to otherwise. So I Speaker Name: I gave Jayson a high five in the hallway, does that count? Oh, okay. Speaker Name: Yeah, there was a dramatic uh uplevel, I would say um from previous years and like there's a uh, you know, you can see who who is all like this was kind of a new thing. Like just like, you know, adding a little more meaning to the the phrase inbound correspondent. Like you get a tag on Reddit in the community there. Speaker Name: And all these little lovely people were part of the program and they gave us opportunity to record, you know, media in the in the media Network studio, um which we were able to uh record um, you know, three shows of of the wake up and morning show. Uh which was fun. Uh the opportunity for every correspondent to pick from this list of like, you know, ecosystem celebrities basically to be able to interview and then share stuff on LinkedIn and, you know, whatever your social network of choice. Um as you're as you're looking at this, you know, if you feel like you're a part of the community and you're participate uh you know, these are guidelines, I'd say more than anything else. Like we just are Gabrielle and the team just wants people that are going to show up at inbound, participate, you know, share their story and it doesn't mean you have to be like 10 years like in the space and have this big brand or anything like that. Um so all are welcome if you're willing to, you know, show up and and correspond, right? Speaker Name: Yeah, I can speak to this directly. Uh there are a lot of criteria. They're I'm not saying they're relaxing that necessarily and I don't know if this is a weird privilege, but my life has been changed uh for the better because of HubSpot in a weird way and I am not a hug leader. I am not a founder. But like I am not I would say the typical person that they'd want an inbound correspondent to be, but I freaking love HubSpot and I owe a lot of whatever quote unquote success I have, especially in this ecosystem to them and I've and I've have been a correspondent and probably will be again this year. So they that message should be received as if you're interested in promoting, spreading the gospel if you will of HubSpot and how it's impacted you and you're willing to make content either written or video about it, you should apply. It's really cool. You get to meet me, which is I mean worth the time to submit the application alone and uh some really cool memories and things have come out of it. Speaker Name: George, anything to add? Speaker Name: Yeah, I mean I've done it for several years. Um maybe six-ish or so. I'm trying to remember like Speaker Name: Maybe as long as the program has existed. Speaker Name: Potentially yeah be because when I was corresponding like it was literally we did like Twitter audio and yes it was not X, it was Twitter. Like Twitter audio interviews and it was uh Christina Garnett was the person that I was uh chit chatting it up with and and getting stuff put into place and the late night show uh basically, you know, starting in audio and um it has come a long way. The team is doing a great job. I'm super excited to see what they pull off this year. Speaker Name: In Boston. Speaker Name: I can't believe nobody has said that this entire time. Speaker Name: I put that on my form. Speaker Name: Yeah, by the way, spoiler it's back in Boston this year. San Francisco was lovely, I guess is my first time there. I don't really have anything to compare it to, but my I freaking love Boston. Speaker Name: So it is back in Boston. Uh shout out specifically to Gabby Herrera for heading up the correspondent program. Speaker Name: Yeah. Speaker Name: Gabby, if you're watching, you're freaking awesome. Um, thank you for all of the work that you and your team do to make this possible for people like me. Uh also George predates the flywheel as we found out again. So he's been involved in the ecosystem so long. I I don't even know if you had dial up back when inbound marketing was in. Bro, we had the original inbound methodology when I got started. Uh Mark Kiling, Sarah Bedrick, Chris Lace, like come on now. Speaker Name: He is a wealth of orange and information. He he you should pay attention to George and follow him if you don't. Uh so any other inbound related updates? Chris? Speaker Name: Uh Speaker Name: I take that as a no. Speaker Name: Yeah, no. I think we're good there. Speaker Name: Uh one small additional update, you should be getting excited now because it is as George uh reminded me, in Boston this year, let's go. Speaker Name: We are going to transition now. Pause for production. Still no production. It's all right. Speaker Name: We're going to pause for we're going to not pause for production for our highly anticipated feature of the week and ladies and gentlemen, I got to tell you, my mind was blown. Casey sent this only to me, so I alone know what her selected product update is, but. Speaker Name: Uh oh. Speaker Name: Tiny spoiler, you may or may not be able to watch American Ninja Warrior live out of a uh coffee mug that you order on HubSpot swag store. Speaker Name: What? That's it. Speaker Name: Pass it over to Casey now for the actual update. Nailed it. Wow. That's it.

[07:57] **View Personalized Emails on Contact Records** Speaker Name: Um so, so this was a packed week of updates. We had updates across file management, data restore, big week for WhatsApp, uh scoring threshold updates as well as default property values, send time optimization, and the sales workspace has some upgrades coming next month that were announced this week. So a lot happening. Speaker Name: But uh when I was reviewing the updates, uh there was one that I kept coming back to and it's actually ties into something we talk about all the time on the show, which is the gap between marketing and sales as well as uh people's trust in AI really. Speaker Name: Um, so the update of this week is drum roll. Um, you can now view personalized emails on contact records. Speaker Name: Love it. Speaker Name: And I know when we covered this on the show, I think it was actually just yesterday, or no, Monday. Um, George, you were really excited um because you rightfully called out that one of the many reasons why people are afraid of using AI to customize their emails is there's this unknown. There's this black box of what is it going to send? Do I trust it? Does the messaging align with what I have what I would like to see? Speaker Name: Yeah. Speaker Name: And that's now possible. Um so you can actually see the view sent email um on these personalized emails and that's going to open up a preview of the email that was actually sent. So you can make sure that the prompt was followed in the way that makes sense for you and your brand. Um this is available if you're using smart content, dynamic tokens or AI generated text. Um and also of course the sales team is going to be able to see exactly the messaging that was sent rather than just like the template that was sent there as well. Speaker Name: So, yeah, it's it's so good. And by the way, if you're somebody that's sitting on the ledge of like, I don't trust AI that much. It's not the right question or statement or thought. It's like, do you trust yourself enough with the instructions that you give it to get the output that it needs to give. I've been absolutely amazed uh in multiple different directions on multiple sites of like, hey, put together this five-part email series based off of these instructions that I'm going to give you when somebody does XYZ. Also give me a place where I can preview them. Now Hubspot is giving you that. And then when I read the emails, I was like, my goodness, like um my lack of needing to control actually took us in way more special places than I might have ever gotten to by just giving it the infrastructure and instructions to just be dope. Speaker Name: And so like lean into that with Hubspot. Speaker Name: Yeah, I mean we talked about that today too, George because we were looking at the optimized email send and I think humans have this you know, we want to control, we want to know when things are being sent. Um, but is there a right answer? I go back to this a lot of times in marketing like is adding a period at the end of the subject line going to make a difference or if I don't use a period, like, you know, all this stuff that I've spent my whole career like losing sleepover sometimes. Um and does it even matter? Like I made a joke with the email send time like, does it matter if I sent the email at 9:35 or 9:36? Speaker Name: Probably not. But now we have tools that kind of I think take the weight of some of those decisions off of us, but the tradeoff there is we have to give up some of the control um that we've been so locked into for so long. Speaker Name: Which by the way, like and then I'm going to shut up. Um, this could be a HubSpot conversation or this could be a life conversation. Uh because us as humans, we probably try to control more than we're supposed to. Um, don't get me wrong. There are still best practices that you should be following when it comes to marketing, sales, service, MarTech, RevOps, whatever insert thing here. Um, but there's also a new flow that you really need to start paying attention to. And I said this this morning, I'll say it again, uh, if you have issues with control, you might want to try to look deep into that in the next six months, 12 months, 24 months because it's all changing, ladies and gentlemen, it is all changing. Speaker Name: Yeah, [inaudible]. Speaker Name: Asking for a friend, if I do have issues with control. I mean, if my friend does, what do you what should that person do? Speaker Name: Fix it. That's the guy who uh interrupts Chris Carolin. We are going to answer my question. Speaker Name: Go ahead, Chris. Uh I'm curious Kyle, if you got any if you remember any feedback related to this back at inbound because I remember seeing this at inbound and and the thought of any Hubspot admin or user being okay with I'm going to send an email out to 1,000 people and that I haven't read. Right. And I and it's like non deterministic guard rails for AI. I was like, wow, I don't know if anybody I've ever seen is going to relinquish that control. You know, it gets it gets to the point of like when that's your role, like similar to deliverability, like how how is that going to work? You know, and we know that the platforms are are cracking down, but even like going to the like the wrong contact getting that thing that you're not like it's on a list somewhere that if you ever do this thing like 10 demerits and like not being able to control that stuff, right? Speaker Name: Yeah. Speaker Name: Did you get any feedback? Do you remember any feedback back then? Speaker Name: [inaudible]. Speaker Name: If if if I can um step back and based on my own observations talking with people both at inbound and on the internet since then, um and uh and stake a bold and extremely generalized claim. Um, I think humility demands that we all admit we are approaching AI wrong. The people who are really really deep in AI advocacy should probably slow down a minute and consider downstream effects, right? The people who are absolutely opposed to AI, never going to try it, don't want to touch it, don't trust it. You should probably give it a try because there's a lot of cool things happening. Um and I feel like uh I personally kind of vacillate between those two poles. Uh and I think when I'm on one side, I'm doing it wrong and I think when I'm on the other side, I'm doing it wrong. Um and I think this kind of gets at that, right? Um if you go straight from I've never used AI before to I'm just going to blindly send emails that were generated by AI, you're you're going to cause more problems than you're going to solve, right? And you won't even know what problems they are. But on the other hand, if you're like, woah, Kyle just said AI isn't trustworthy. I'm going to keep writing all my emails by hand. You're going to get left behind, right? The the the right answer is somewhere in the middle and it's going to be different not just from person to person and company to company, but from email to email, right? Some of these you need a very personalized touch on. Some of them you absolutely do not. Um, and I've been really delighted. I think HubSpot has been trying to put good guard rails in place when prospecting agent first came out. I the first thing I always showed everybody is there's fully autonomous mode and there's uh semi-autonomous mode where it like generates emails, but you have to review them before you send them. I'm like, everybody should just do semi-autonomous. Please don't turn on the fully autonomous mode, right? Maybe once you've trained it for a little while and you've got it in a good place and you find you're just approving emails because they're all good, then maybe you can go over there, but never start there. Um and I think uh I think we have all HubSpot as a as a platform, all of us as users, have been kind of inconsistent in the in the ways we apply uh AI. Some of that is because of inherent weaknesses in the way the tools are designed uh and and some of it is just we aren't we've never been here before. Humanity has never had systems like this at their disposal. We don't have good intuitions. We don't have best practices. We don't know what we're doing. And so we all need to hop in and be okay with making mistakes. If to Robin's point in the chat, you send an email you haven't looked at to 80,000 people and it turns out it was totally wrong. All right, lesson learned, right? Maybe do something different next time. But it's only by enough of us making those kind of mistakes and sharing what we learned that we can start to understand what it is we need to do. Um, but I think I think a lot of time I I I wonder if it's it's hard for people to read my stance on AI because I I I have a brother who is like totally anti AI, will not touch it, thinks anyone who touches it is is is like dumb. And and he like talks to me like he expects me to agree, right? Like, oh, can you believe these people who are using AI for stuff, right? And then I have friends on the other side who are like, you know, by next Thursday AI will have completely revolutionized the world and we won't have money anymore and we'll all live in in in beach somewhere. Right, Kyle? I'm like, no, I'm not in that camp either, you know? So, I think there's a lot to think about and especially as the technology evolves, there's going to be more and more to think about and the things if we amongst ourselves right here decided the exact right approach to AI for today, uh March 25th, 2026, it would be wrong tomorrow, right? Like we have to be so agile. We have to be so adaptive and we have to be incredibly humble and open to the fact that the the the the the things we feel passionately about right now is just it it it each of us, we're just guessing. We're doing the best we can. And if you've had good results, great, good on you. Uh you don't get to rest on your laurels. Uh we we've got to we've got to work together on this. I don't know if that answered the question. Speaker Name: Clip that. Speaker Name: Clip that and put it on the internet. I swear to God like clip it and just have that be a video on loop because here's the other thing that I'll throw to that and Kyle, I love when you get into preach mode like you're just like like the other thing I'll throw into that. I've had enough I'm back to putting me there. I don't know what it is. Yeah, so here's the thing that I'll throw into this is even if we did figure it out right now and it was like this is the way to use it moving forward and like you said Kyle, tomorrow it'll be wrong, let me just say that it'll also be wrong for anybody listening because AI is such a thing that has to be personalized to you to your needs. Like how is it augmenting you as a human? How is it augmenting your organization? Like that's the one thing that has been the hardest part for me to teach in a 12-week course that I'm teaching about AI content system for solopreneurs is like I'm giving them threads to pull, not a blueprint to follow. Cuz they need to create their own blueprint on the threads that I'm giving them to think about. Like that's when it'll work. Speaker Name: Yeah. And yeah, it's so important. I I I've loved. I mean, Casey has shared a few times. Like, I did this thing in Cloud, right? And like, I can guarantee you, especially if you've never used Cloud before, if you copy pasted one of Casey's prompts that gives her great results into your brand new Cloud instance, you would not get anything useful, right? Cuz cuz Casey's been working with Cloud. She's taught Cloud a lot of things about her process, her personality, her goals. Uh if you just go cloud.ai, sign up, new account, drop in Casey Hawkins told me this post was this prompt will solve all my problems, it won't. Um and so it it's much more like I don't know like like weirdly to say this and I hate to say this because people are actually doing this in a literal way, but it is like building a relationship with with something, right? And like you can ask people how they manage to get along with their roommates or how they've made their marriage last for 60 years or how they get their their the employees they manage to respond to their feedback, right? But your circumstances are inherently different because you're a different person dealing with other different people and AI is more like that than learning to use a new email tool, right? Where the results are pretty much the same no matter who's doing it. Speaker Name: Yeah, I'm sure I've said this here before. Um but I remember a couple months ago, I mentioned to someone how funny Chat GPT is and whoever I was saying it to was like, what are you talking about? And I was like, you know, it just like sometimes it'll respond and it'll like say a funny joke with the response. And the person was like, what Uh oh, is that the punch line? The person will say. Speaker Name: I'm just kidding, I'm not frozen. Speaker Name: That's the person to say tune in next week when Casey tells it. No, I'm just kidding. Speaker Name: I don't know. My internet just was like, nope, we're done with that. That was quite the quite the uh cliffhanger. There wasn't. Speaker Name: Why don't they stay? It doesn't want some people to know. Speaker Name: It was because I had trained Chat GPT to be funny. I it knew I like I like jokes. Speaker Name: Here's here's I want I want to piggy back on that cuz Casey, you had trained it, okay? to be funny. I sent something over to Chris the other day and I was like, oh my god. Um because I was literally giving it like this whole identity thing of me against this book that we're working on together. And one of the lines in it was like, oh, here's something, you're funny. This book is not. So let me go ahead and rewrite the book to add some actual humor, style of humor that you usually use. And I was like, oh my god, like for it to pick up that based off of what I had been training it was like mindblowing. Speaker Name: It was so good to to read through that. It was basically like send this back. I don't see George anywhere in this in this manuscript. and here's seven things. Speaker Name: This manuscript does not look see, smell or nothing. It's not George. Speaker Name: But that in that that world you described Kyle, uh like even if we figured it out today, we will not know tomorrow. Like this is the part that frustrated me when people missed about loop marketing. And the the delivery of that at the same time as the ability to send out these emails in this way, right? Like loop marketing puts you in a position to be agile and and leverage AI in this way throughout the journey. So imagine you figure out your brand voice and you give AI the guard rails, you send out some emails, now it comes over to the contact record, you can see what was sent, you've got sales talking to that people to those people and they're like, yeah, that's not me or man, you guys really nailed that, right? It's in the system, it comes back in, you look at it and then you update the emails, right? So we're not in the mode of sending out to thousands at a time, but you can iterate at the individual level, which is what you need to do because AI is changing every day, Hubspot's changing every day and it's you got to throw a lot of what you've been taught out the window. But if you can now put yourself in this reactive position to be like any signal I see. By the way, all these buyer intent signals coming into the system also, it's like, oh, this whole segment got all this government money now. I guess we better go update this this email that's being sent to that segment, right? And all of a sudden, 500 people are getting a much more relevant, timely email than they would have gotten, you know, yesterday. It's the difference between, oh, this person doesn't know me and man, man, these people are on top of it. Like let's do business with them, right? Speaker Name: I have so many notes from that uh conversation. Speaking of uh super RP clay doing a webinar. Free plug to that. It's in 15 minutes. I don't know if you'll be able to sign up. That's not one of the things I had to say. Going back to what started all of this and Robin's comment try 80,000 people. This was about a feature of the feature update of the week, personalized email. So George, you mentioned like 10 minutes ago, giving it instructions is more like the the thing that's in your control of how it operates that's less in your control. Just wanted you to maybe not do a workshop on how to you like how to address uh Cloud or GPT or perplexity or whatever. But Robin brings up a good point. Like some of that discretion in the instruction is like now that you have access to personal emails or can access them in contact records, that might be a big thing that you need to pay attention to is spamming 80,000 people their personal email as opposed to their work address. Like that those types of precautions and parameters need to be put into place. Yes? Speaker Name: Well, for sure you have to put that type of parameters in place, but I don't think that's where I would start to answer your question. Like I would start to answer your question of, you know, does your AI assistant and I'll go broad up like umbrella, don't try to correlate the words coming out of my mouth to HubSpot currently right now, although we do have brand voice in there. But like in in um umbrella arching like does your assistant know your core values, your beliefs, your mindsets? Like does it know how you would interact with the world? Does it know the places you would go and the things that you wouldn't talk about? Um, does it know who you're actually helping personas? Um, does it know what those persona's problems are? Have you created instructions that says, hey, make sure when creating these emails or this email series based on AI that you're paying attention to my voice and tone, my core values, my mindsets, my beliefs, the way that I show up to the world as an organization or an individual. Like there's there's this foundational part that everybody's skipping that I'm like preaching from the mountaintops of like you've got to give it this information. Like Chris and I were just talking about uh how I added in a timeline to like the identity docs that my AI assistant has because now it knows when I was an employee, when I was an owner, when I was a cook, when I was in the military and it can put the context to the thing that I'm talking about in the time frame to who I actually was then. Like like the granularity of this stuff. And so when I think about HubSpot in these emails, it's like it has to know at a very deep level and HubSpot is working their butt off if you haven't gone to AI data sources and started to fill all of that stuff out in your HubSpot portal, hit the brakes after this show, take a day off and go no, don't take a day off. Take a couple hours off and go do it. Like you know what I mean from whatever you were going to do. Um, because if you give it that context and then you give it the instructions that it needs, it will write dope emails. It'll do dope things, but it's got to understand the granularities and context to construct the thing that you're trying to get it to do. So think I guess if I wrap that up into a thing as we're like running out of time, uh think deeper, build better foundations, then get it to go do the thing. Speaker Name: And if you and if you've never done that before, here's your shortcut because the hardest thing about moments like this where we're happy to see the outcomes and we hadn't been able to see like, okay, I fill out my my AI data sources here and my brand voice and that now what's going to happen? How is it going to write the email? How is it going to do this? Like go if you've never done this before, any of this, go through the setup of customer agent. That team has done a brilliant job. Because guess what, during that process, you can see how it's going to respond to chats. It can also send out emails for the help desk. You can see how it's going to do that. And it will help you set up AI for the rest of your Hubspots and it's a it's a smooth process to go through. I don't think there's any gaps at this point in the kind of foundation you need to set up, right? So just go through that. If you haven't tried it, I think it's still is it still like free for 30 days? Speaker Name: Kyle, I don't think so. Speaker Name: Yeah, yeah, yeah. At least. I think yeah, basically. Speaker Name: Right. Speaker Name: And the testing is free anyways. So like that's your if you know nothing about what we're talking about, that is I think the quickest path for anybody to be like, oh, because the granularity like you say, George, is so important, but it's the thing that overwhelms people too. Uh if you go over there and do that, I think that team has just done a great job of, you know, helping you build that foundation you need if you're asking AI to do things on your behalf. Speaker Name: Yeah. Speaker Name: So this goes this goes against it doesn't really go against your point that it actually kind of helps it. Um so I had three three other takeaways for this. One is that ideas and building are not the moat anymore, like validation is. So you can you can teach whatever, you can build a website in 10 seconds, but in order to get it right, validating that what it knows is what you want and approximating the two together, validation and testing is the actual time mode