331: How Can Childcare Centers Boost Enrollment and Communication Effectively? With Jared Hall

In this episode, you’ll join Kate and Carrie as they chat with Jared Hall, CEO and Founder of IntelliKid Systems, a software platform built for childcare centers. Jared shares stories from his family’s decades in the industry and dives into how technology can help with enrollment, lead tracking, and communication (yes, answering the phone really matters!). 

You’ll pick up practical tips on sales, marketing, and building trust with families. It’s a friendly, resourceful conversation that feels like old friends swapping secrets over coffee, perfect for anyone looking to grow their childcare business. 

Want to see how IntelliKid Systems' Enrollment Intelligence tools can help your center grow? Check them out at https://www.intellikidsystems.com/

Thanks for Listening 🎧

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Transcript

Carrie (00:05)
Okay, so today we've got a dude on the podcast. You know, there are some dudes in the industry and we love having them on. And today that guy is Jared Hall, who is the CEO and founder of IntelliKid Systems. And IntelliKid Systems is a purpose-built software platform designed for childcare centers that helps to increase your enrollment and to scale with confidence.

Kate Woodward Young (00:30)
That sounds like a unicorn.

Carrie (00:32)
Well, maybe, but Jared, part of the reason why we like him is that he and his family have been in the industry for decades and so he doesn't come at this just from a software developer point of view. He comes at it with a little bit of like experience with having to call parents and say, I'm sorry you need to pick up your kid because they had a blowout and you didn't leave a spare change of clothes.

Jared's made the phone calls and he has a little bit of insight into that and how to get parents to enroll and maybe even get your staff to communicate effectively. I don't know. Maybe, I don't know. mean, he does a good workshop on how to answer the phone and why to answer the phone. So welcome, Jared.

Kate Woodward Young (01:13)
⁓ that sounds even sillier, Carrie.

I'm sure he's thinking there is so

much more to our platform than answering the phone. ⁓ but I think that I know that that's down the rabbit hole that we're gonna go to, but will you share with folks how you, how your mother used the software or the predecessor? Because I just think that's a great aha moment for directors who are listening. And then we'll talk about like, you know, that software stuff.

Jared Hall (01:50)
Yeah, you know, there's, there, there's a little bit of a story behind it as with most things. and so kind of the 2008 crisis, we, we, we called the GFC, the great financial crisis. that where I'm from in Las Vegas, that, took a lot longer, the recovery than it did in some parts of the country. So we really didn't start to come out of it until

Carrie (01:55)
Yep.

Jared Hall (02:18)
2012, 2013, somewhere around that area. And there's a lot of changes in the childcare industry. think really the last 25, maybe, maybe the last maybe 15 to 20 years have been really transformative for our industry. And my perspective would be different than maybe your guys's who had worked in other, you know, eras, but I observed it.

Carrie (02:40)
Thank

Jared Hall (02:44)
for sure, growing up in the, growing up and watching my mom navigate from the, you know, I suppose I started remembering the late eighties into the really in the nineties and the late nineties, I remember, you know, that kind of transformation, the beginning of digitization, ⁓ of childcare. So as we were exiting, ⁓ you know, the financial crisis, one of the things that retrospectively I noticed now was

Carrie (02:45)
Mm-hmm.

Jared Hall (03:12)
That was when a lot of ⁓ investment came into the industry. The private equity firms, the money behind some of the brands that we know today ⁓ definitely came in in that era. And so we had had this relative monopoly in Las Vegas since the late 80s.

Carrie (03:26)
Yep.

Jared Hall (03:36)
There were of course

other centers and some of the national brands in the city, but, ⁓ we, my mother had established a, a ⁓ pretty solid reputation really on the curriculum and education side. So, so we were, we enjoyed a full center. ⁓ and, you know, she had developed over the years, phone scripts and, and basically the enrollment, ⁓ manual, you know, as she understood it. ⁓ but.

Carrie (03:50)
Yeah. Yep.

Jared Hall (04:06)
One thing that you don't notice when you're full is, especially if you're not using a software system, is how many people are calling? How many people are inquiring? And if something changes and you're not full, you don't know who to call.

Carrie (04:24)
Well, I don't even I

don't even know if people are noticing it when they're not full, because we're seeing, you know, across the industry, more centers that are under enrolled and

I ask how many times do you get inquiries in a week and they're like, I don't know, a few. A few? What does that mean? And is that on the-

Jared Hall (04:43)
yeah.

Kate Woodward Young (04:46)
to know are they where they still don't ask where they're coming from. It used to be you wanted to know if your Yellow Pages ad was working or your little you know Craigslist ad you know what was working and people even more now we aren't asking if we get an email or we get a social media inquiry. We still don't ask and we still don't track so you could be running a ton of money in Google ads and Facebook ads and insert

Carrie (04:53)
Okay.

Kate Woodward Young (05:12)
platform advertising and if you don't ever ask people you don't know when unless you ask them when they call or on an intake form or something how did you

hear about us you still don't know if your advertising is smart so okay go ahead keep going with your story sorry ⁓

Carrie (05:27)
Okay. you

Jared Hall (05:28)
No, no,

absolutely. mean, at your attribution, ⁓ which would be the, know, the ability to kind of tie some of that spending to the leads that come in it, you know, even across the industry from, know, we work with some of the top 10 brands all the way down to, I like to say a church program in Kansas. and there are some things that are true across the board.

Carrie (05:52)
Mm-hmm.

Jared Hall (05:57)
And it's because it's difficult because childcare centers are hyper local. You know, if you, you know, when you said Carrie, that, know, some, you know, some people don't know how many inquiries they're getting, you know, their inquiries are coming from about a five mile radius. You know, that that's about the extent of it. If you're lucky indeed.

Carrie (06:14)
Yeah, if you're lucky, sometimes it's a mile and a half diameter.

Jared Hall (06:19)
yeah, for sure. If you're, know, you're in a more, ⁓ you know, dense, ⁓ city. I think down in Texas, there's, there's quite a lot of that density, at least in the childcare. Yeah. but. You know, that that's what makes us unique, right? Because you can't just blast digital advertising across the board. and I don't think what people are realizing and I'm noticing this and I'm talking about it a lot is, is the lead quality.

Carrie (06:27)
We have some of those. Yeah.

Jared Hall (06:49)
You know, they, they, put out, this advertisement, maybe or maybe not. It's directed if they're, know, there's, to be honest, I don't even know. ⁓ you know, I, I had to hire people to, you know, internally to do that kind of advertising. built complex software for a living. And even I sometimes I'm like, I need to look that up to understand exactly what those dynamics are. absolutely.

Carrie (07:05)
Okay.

Kate Woodward Young (07:12)
changes like this

like on the regular so

Jared Hall (07:16)
I mean, you

know, like anything else, Google sets the tone for the whole industry. And if they want to change something, everyone just kind of has to fall into place. ⁓ It's like licensing, right? You might not agree with it, but you've got to do it. ⁓ So I think that, ⁓ you know, that would be the stark change between when I started kind of working with my mom, you know, in the,

Carrie (07:33)
Yeah.

Jared Hall (07:46)
mid 2000, 2000 teens, whatever you call that decade from 2010 to 2020.

Carrie (07:49)
Okay.

Jared Hall (07:51)
⁓ you know, we, we had a good sense of the lead quality then, you know, even though obviously the internet existed, digital advertising isn't what it was, you know, isn't what it is today. And you still get these organic people, you know, organically as they call them, you know, calling your center and

Carrie (08:12)
Yeah, because they drove by

and they saw your sign. And that's one of the things you can put on your attribution list, saw your center.

Jared Hall (08:20)
Yeah,

absolutely. In fact, you know, one thing about our system is you can basically within our software, spin up phone numbers. and, and we, we've always kind of made sure that we, we keep that inexpensive. It's like $3 a month for an extra phone number. ⁓ because that's the easiest way to tell, you know, if you put a billboard up, put a different phone number on it, anyone calls that number, there's only one place that could have seen it.

Carrie (08:29)
Mm-hmm. you

Yep.

Jared Hall (08:49)
You know, and,

and the, you know, the, someone picks up the phone to call you, that, takes more purpose than clicking on an ad on Google. ⁓ I was surprised, ⁓ you know, as, as we built the company and we've got quite a good cross section of the, of the whole industry, you know, with both enterprise and small centers.

And I was surprised over the years that the distribution of leads is still weighted towards phone calls. know, everyone's putting on, you know, it's something to do with what our industry does. You know, I have two preschool age children or one's in kindergarten now. ⁓ the other one, the other one is still preschool age. And, ⁓ the, know, you, you, you make a phone call.

Carrie (09:25)
Yeah.

Jared Hall (09:43)
You want to know that someone's going to answer the phone because you're about to give them your child. You know, and so it frames it differently. And I think that, and I know that, you we had, we had seen each other at one of the talks that I did that was heavily centered around phone calls. And I think that's why I talk about it so much. You know, as a software company, you would think that I would be all about, you know, digital and, just connect this and click a button and everything will be done for you. And there's a lot of that kind of noise in our industry.

Carrie (09:46)
Yep.

you

Jared Hall (10:13)
And my perspective is we try to build the best tools that we can, but, and try to make it efficient, you know, for directors who are busy in the chaotic environment that is the front office, ⁓ you know, to kind

Carrie (10:24)
you

Jared Hall (10:31)
of amplify what they're doing, make it have more effect in a smaller amount of time. But, you know, that's the unique part of our industry that if I'm going to give you my child, I want to know you.

I want to have a conversation.

Kate Woodward Young (10:44)
Okay, you were talking about.

Carrie (10:45)
That no like and hey.

Kate Woodward Young (10:49)
just trying to

take us back to my question, as I wanted to hear him tell the story about his mom making people listen to the phone calls.

Jared Hall (10:56)
Yes. All right.

Carrie (10:56)
Okay, I'll do that in a second,

but first I wanna just say it's the no like and trust factor. Okay, now you can go back and turn it back, because we talk about no like and trust in marketing all the time.

Jared Hall (11:06)
What?

Yes. ⁓ so essentially once we, we, you know, we, during that era, we had a lot of, ⁓ competition come into our city and, you know, my mom calls me, I was, I was living overseas at the time and she says, you know, I think you need to come back and look at this. You know, we're, not, we're not enrolled to where we usually are. And, and that's a problem. And so I got on a plane and, and it, ⁓

You know, it goes back to what you saying, Carrie, about not knowing how many inquiries we had. I don't think, I don't think the competition changed the number of people inquiring at our centers. I mean, we were still the most well-known brand in the city. Right. I think that the difference was we weren't used to selling. And, when, you know, when, when there's another sale,

Carrie (11:50)
Mm-hmm.

Haha!

Jared Hall (12:03)
you know, when someone is trying to tell, you know, that parent why they're better, or at least why, you that child should come to their program, I think that immediately, you know, changed the balance of what we were doing. ⁓ And that framed pretty much everything that I did for the last decade from that one observation.

Carrie (12:18)
The number of.

Yeah, because I mean, the number of directors and owners who say, no, no, no, I don't, I'm not, can't sell anything. I'm just here to take care of the kids. And having that conversation and going, I get that, but the kids have to be in your building for you to be able to do that.

Jared Hall (12:41)
You know, it's funny.

Kate Woodward Young (12:42)
But you also

have shared a lot and I'm sure Jared can probably relate to this and he probably has a better version of the story. But all of us sell something because if we have a significant other or have ever had one in our life, chances are we had to sell them. And so we obviously can sell ourselves on some level.

Jared Hall (12:57)
Well, I mean, a hundred percent. Well,

I, I'll even go more specific than that. You know, you have the same directors that are saying, you know, I, I don't know how to sell or when they're answering the phone to an inquiry, they're, know, th they don't have kind of a smooth presentation of things. That same director, when one of their families, one of their moms walks up and asks questions, puts together a.

perfect sales pitch, you know, to answer that, that concern. And I think there, a lot of people at the school level need to understand it's the same person. You don't need this, you know, it's not a, you're not selling, you know, like we do in the B2B space, business to business, right? I'm not selling, you know, the executive branch and then later on we'll get to meet the people that are actually going to use the software. It's the same person.

Carrie (13:37)
Yep.

Jared Hall (13:54)
That mom that comes up to you after they're enrolled, the one that it's the same one that calls in. And, and I think that's really, you know, there's a psychological aspect to that, to understand that you, you are capable because you've been doing this for years.

Kate Woodward Young (14:10)
And I don't know if you run into this, Jared, Carrie and I definitely do where folks think I'm, I'm an educator. I love children. And that's how they got into the industry and probably promoted to the job they have now. And there are these five letter words. They're not four letter words, but in our industry, they're five letter words like sales, profit that have this perception of a dirty word that nobody wants to talk about.

Unfortunately teach which is also a five-letter word. They don't get that teaching is also sales Advocacy is sales. It's Just depends on what lens and probably what industry you were in before what you call it Because we call it lead generation now where that is not a phrase that if you were in childcare 20 years ago you ever used

Jared Hall (14:54)
Yes.

Carrie (15:01)
Heck, if you were in childcare seven years ago,

I don't think it was a word that was used. don't think, you know, that the softwares that we were using at the turn of the century had a place where you could put the word. Yeah, but it's true. But there wasn't a place in the software where you could put lead. Like it would say like tour or ⁓ potential family or something like that. It didn't say lead.

Jared Hall (15:15)
Wow, that's quite a phrase there.

Carrie (15:31)
Like that language is not that's not daycare words. Those aren't daycare words.

Kate Woodward Young (15:31)
laughing.

laughing Carrie when you were talking about the turn of the century and Jared got a chuckle at that I'm like he's obviously never heard you talk about the fact that you've been in the industry since the 19th century so or 1900s

Carrie (15:47)
No, 1900s, not the 19th century.

She's trying to make me over 100 years old. I am not over 100 years old. The 19th hundreds, not the 19th century. Good Lord woman.

Jared Hall (16:02)
⁓

Kate Woodward Young (16:03)
need more coffee.

Jared Hall (16:03)
it, you know, it's, it's a bit like astronomy, right? Just because, just because we haven't observed yet doesn't mean that it hasn't been happening, you know, for all of time. the vocabulary changes, the dynamic does not, you know, the, the, tools that, that we try to build, education's at the root of everything. ⁓ you know, there's two types of salespeople.

there's salespeople that are trying to sell a product and salespeople that are trying to send a goal, sell a goal. ⁓ You know, I've always preferred the latter. I think that's why we've been successful as a company because, you know, we're very goal oriented and the goal is can we make operating a childcare ⁓ more sophisticated and more seamless? One thing that, you know, I talk about my mom a lot because

I use that as the credentials I have for why I can speak about these things. And one thing that she, you know, you know, she said to me before, and I say a lot is, you know, what is, what is your, what is your director's job? And, and what she would answer to that is to, you know, to guarantee the quality of your program, to look after that. And, and when, when a parent calls in or, or ⁓

Carrie (16:57)
Mm-hmm. Okay.

Jared Hall (17:26)
inquires in a web form. A lot of them are in their 20s. A lot of them are, you know, finding childcare for the first time, or maybe finding, you know, childcare education for the first time. And so really, it's an education process. You want to one thing that

drives me nuts. And I talked to my clients about our system, you know, allows you to basically do any content that you want. You know, you make it your own. It's, it's, we don't try to enforce a process on how you, ⁓ manage your leads more, just give you a tool set to be able to communicate. ⁓ and I, I look through, you know, on calls and everything, and I looked through some of the content they put out. And, and again, there's this, there's this divide between what the childcare

marketing layer is doing and what we're really doing in childcare. And one thing that I know is the most about some of the outbound communication is there's no questions. I mean, there's no questions at all. Why are you not asking about the child? Why are you not creating a conversation and

And, you know, especially, you know, depending on what organization you work for, you might not have control over what's being sent out, right? But you do when you pick up the You do when you pick up the phone, you can have that conversation.

Carrie (18:56)
So let's talk a little bit about auditing the communication. ⁓ Since that's kind of where we're going. It was not what was in my head, but it what was in Kate's. So we'll go with Kate's brain today. ⁓ So how can the owner or the director like really pay attention to what they're saying on a phone call and what other people on the team are saying?

on a phone call or an email in response to somebody who is looking for care. Because if you're under enrolled, this is where we have to address the issue, right?

Jared Hall (19:32)
Absolutely. ⁓ so software like mine, there's a phrase for it, it's called systems of record, right? We have ⁓ one thing that we did in the very beginning architecture of building the product is you can't delete anything. You can click delete and it goes into a deleted area, but nothing is ever gone.

and another thing, you know, as we're just kind of going through, you know, I, got, you know, I'm, working with, with clients and, and we go to the deleted lead section and I see, you know, families that have been deleted, never delete a real opportunity. You can archive it, but you know, there's always a chance if they're in your area. And we talked about it being hyper local, if they're in your area.

Um, you know that that might be an opportunity down down, you know down the road and so Having that system of record Being able to know, you know who called in, you know who who? Scheduled a tour and then canceled and and and who? Um who went through the process, but then for some reason didn't end up enrolling Uh that that's where you start to understand How you're doing, you know in the market compared to you know

Carrie (20:35)
Okay. you

Jared Hall (20:53)
a center a mile and a half down the

road. it might also give you a look into how the neighborhoods doing. Right? So, you know, you, you've got to be able to measure over time, you know, the ebbs and flows of, of interest in your center. And it sounds, you know, a bit technical when, when, you look at the reporting and you look at the percentage and the conversions and everything else.

But really it's information to understand, you know, where, where is your place, you know, in your market and how do you make the best of that place to make sure that you can fill your school, you know, have a wait list, summer camp programs, know, everything that you do for that community. So that, that revenue engine, which we are, and, and, ⁓ you know, and, try to audit, as you said, Carrie.

you know, flows downwards. It flows into the toys in the classroom. It flows into the longevity of your staff, which then affects the retention of your families. The ecosystem itself, we, you know, one thing I like about what we do is we really sit at the heart of it. Even though we're not processing from a software perspective, everything that's going on in that operation, we do have a good look into it. And I think that's where you start having the information to be able to understand what's going on.

Kate Woodward Young (22:17)
All right, so I have a question, Jared. You ready for this? Okay, so currently in childcare, anybody who's listening or watching or attending conferences or doing anything are getting bombarded by software that will help them do their job. Help me understand and those who are listening how

Jared Hall (22:21)
I'll try.

Kate Woodward Young (22:40)
and exactly what part IntelliKids is the perfect fit for. Not all of the others and does it integrate and all of that stuff because that's a whole other conversation. That's another 25 minutes. But I want somebody who's listening, who's going, but I have a this or I have a that. ⁓ I don't need another one of these. And one of the things that I really felt when I was attending your workshop at Shift is everybody needs you for

Carrie (22:51)
Okay.

Kate Woodward Young (23:08)
what your core product is. And I think that sometimes folks get lost in the tech jargon or they want to make life simple and they want to have it all work in one. And so when somebody says they're an all in one, they aren't really an all in one. ⁓

Jared Hall (23:26)
Yeah, it's

a phrase that that gets passed around a lot. And, you know, reminds me of basically, ⁓ do you remember the ⁓ those? What was it? It wasn't the Chevelles, but the the trucks that were also car truck things. Yes, thank you. I, know, I'm a big car guy and I can't believe I can't remember the name, a name for it, but it didn't do either very well. You know what mean? ⁓

Carrie (23:36)
Yeah. Yeah.

Kate Woodward Young (23:44)
The car truck things?

Kind

of like the Avalanche. That's a more modern version of the truck car SUV thing.

Jared Hall (23:58)
I'm

Carrie (24:01)
Well, and then there's what I call the Juck. It's a Jeep in the front and a truck in the back. I don't know what the title is, but I call it a Juck, because it's half Jeep and half truck.

Kate Woodward Young (24:07)
That's just ugly.

Jared Hall (24:15)
I, what we do in the layer that we sit in and we've expanded from, from where we started, you know, we started just addressing the, the enrollment issue. Cause that, that was the phone call I got. Right. And then over the years, you know, one thing that I made it a personal mission to solve was, ⁓ paper enrollment forms. You know, ⁓ there were a couple other products in the market.

Carrie (24:28)
Mm-hmm.

Jared Hall (24:43)
You know, to address this when, when we decided to, to build IntelliForms. ⁓ but none of them really address the problem, right? Because they looked at it from the licensing perspective. we can digitize your licensing form. Okay. That's great. What about the 15 other forms that we have that, you know, that change every eight months and, and can you help us with that? And so we built something that allowed you to just.

Carrie (24:54)
Mm hmm.

Okay.

Jared Hall (25:13)
take your paper form and upload it, and then we put a digitized layer on top of it. And I think, you know, that's a microcosm of where we fit in the industry. We try to solve

Carrie (25:23)
you

Jared Hall (25:25)
problems. We try to approach the efficiency of how, you know, we put a lot on directors. We put a lot on those school leaders. You know, we're asking them to do a wide variety of tasks.

from giving a teacher a bathroom break to ⁓ putting together the financials ⁓ for the center. And so I think it's hard to shift your focus like that. And so my

Carrie (25:57)
Yep.

Jared Hall (25:58)
goal is with the technology that's emerging today, can we take some of that administrative burden off, get them back, guaranteeing the quality of the program?

And we've done it, I think pretty effectively in the enrollment side, really trying to make sure, because if you don't have children, you don't have a business. that's the beginning of it all. ⁓ And since then, we've debuted a lot of different products that, like IntelliForms, like the AI intelligence that we're putting into our calls ⁓ in terms of

Carrie (26:22)
Nope. you

Jared Hall (26:40)
of understanding and, and, you know, I like to solve, you know, there, there are things for years that I didn't have the technology to solve. It bothered me that we pick up a phone and then afterwards we have to look at our notes to put, or listen to the recording to put in the, you know, the information that we just got on the call that hopefully we got on the call. Um, and so, you know, I feel, I would say in the last 18 months, pretty empowered.

by the technology that's changing because now I can solve problems that aren't new problems, but the tools are new. And so I think we'll continue to advance into different areas of friction in the operations of a center and continue to really kind of build an operating system that allows directors to get back and focus on the children.

Carrie (27:14)
Yeah.

Kate Woodward Young (27:35)
So can I say, I, can you, you can correct me, but if somebody's listening to today's episode and one of their major pain points has to do with the calls in or the calls out or not sharing that there's continuity across staff or even locations and are answering the call that they really need to pick up the phone and have a conversation with y'all at IntelliKits. Like is that, I know there's other things you do. I'm just trying to go, what's one major pain point that we all know

Jared Hall (28:01)
No, absolutely not.

Kate Woodward Young (28:05)
programs have and probably entirely because I sat in on the telephone workshop, right? The phone call workshop. So I'm like, everybody needs this. Is that a, is that a safe assumption that if you have this particular pain point, you're worth giving a call?

Jared Hall (28:22)
Yeah, absolutely. And I think, I think if you can identify one pain point, you're going to find five that you haven't identified yet, you know? And so if you're focusing on, you know, what's happening on the phone calls, ⁓ then, then absolutely give us a call. it's, you know, it's important when we, in the very beginning, when we introduced the call recording,

Carrie (28:37)
Yeah. you

Jared Hall (28:49)
You know, lot of our clients who would come in and go, Oh, well, my directors, my directors aren't, aren't going to like that. You know, um, they're going to, they're going to feel like we're listening to them. And, and, you know, when we first started with, you know, the program that I built for my mom,

that was also a concern, you know, internally and, the way I've always approached it is, you know, you can hear a smile on the phone. You can hear.

Carrie (29:15)
Yep.

Jared Hall (29:17)
when someone is paying attention to the conversation or if they're distracted.

Carrie (29:21)
you

Jared Hall (29:23)
And for me, the call recording aspect was always that unburdening of that director to not have to be scribbling on while she's talking going, uh-huh, yeah, to have more of a conversation flow and then to be able to go back and say, okay, I need to listen to that again. I'll make my notes. I'll do it when things are a bit calmer.

And if I get a phone call at 9 a.m. when families are coming in, that phone call is important. I can focus on the call and not have to do three things at once.

Kate Woodward Young (29:55)
I love that. I think that's great. Well.

Carrie (29:56)
I think,

so what something that popped up in my head as you were talking was when you said, okay, if this is a pain point, you're gonna solve that when you'll find other ones. Having had a medically complicated kid, the doctor wants to solve the most acute problem for you at that time. The thing that is causing you to have a nine out of 10 pain.

and however they have to treat you to get that handled, great, but then a good doctor, once the pain's under control, goes in and goes, okay, but what was causing that to have happened? And so if you're under enrolled, that is your acute pain. Once we get a couple more children enrolled, then you can start to look at what is causing that acute pain. And I think that's what you're talking about about

you know, let's solve one thing and then you're going to find other things that are issues, but let's solve the biggest pain point first and then look at what else you might need some support in.

Jared Hall (30:59)
Yeah, and I think that kind of goes back to the system of record, right? ⁓ You know, having the ability to look back when things are a bit calmer, ⁓ you know, when you can actually focus and try to solve, you know, the problems. I always, you know, make a joke of saying, pour yourself a glass of wine, log in and, you know, ⁓ you know, relax and kind of address some of the, you know, what's going on in your centers. ⁓

Kate Woodward Young (31:28)
Okay, so

I just want to know Jared, how many bottles of wine do you ship out every year ⁓ after somebody's been in your system for about six months? I think you have a new marketing strategy of retention of directors. You just put them all on a wine subscription so that they know that when their bottle comes in from Jared, that is the day they're supposed to be looking at their content and reviewing their data.

Carrie (31:33)
Yeah.

Jared Hall (31:38)
haha

Carrie (31:43)
Yeah

Jared Hall (31:50)
Yeah, I wonder if the metrics

would show if we did that, you know, that people are actually like logging in. I mean, it's it's quantifiable that that's actually pretty funny.

Carrie (31:59)
I think you've got

Kate Woodward Young (31:59)
You

Carrie (32:00)
a new A-B testing project going right there.

Kate Woodward Young (32:03)
If you need some help, I'll be happy to help you recruit folks. ⁓ I don't know. I don't know if that's the, that may not be the childcare directive or direction. ⁓

Jared, thank you so much. I think we could easily have another like 20 minutes worth of questions. And that's probably why folks will see you at conferences, why they need to listen to IntelliKids webinars. You guys have what, two a month, roughly?

Jared Hall (32:31)
Generally,

yeah, at least one.

Kate Woodward Young (32:33)
Yeah, so IntelliKids offers training webinars on topics outside of just, know, do you know how to answer the phone? ⁓

Jared Hall (32:41)
And you don't need to

be a client to attend our webinars. In fact, the IntelliKit Systems Academy is open to everyone. We put out a lot of this kind of thought work because, you again, I think it's important that, you know, people are, you know, able to work on their business, even if they're not our clients.

Carrie (32:53)
you

you

Kate Woodward Young (32:59)
Absolutely love that. Well, we appreciate you joining us for today's podcast. And if you would like to stay on our newsletter list, go to www.childcareconversations.com. We have two podcasts a week, which means that there are two newsletters a week. And we hope that you will join us in a few days.

Carrie (33:20)
you