Latest / AI for Founders with Ryan Estes / AI booked 650 meetings, and almost got a date

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AI booked 650 meetings, and almost got a date · AI for Founders with Ryan Estes

0:00
Your best salesperson just quit and you didn't even notice
0:02
because it was never a person, it was the speed of your follow
0:05
up. The founder who calls a fresh
0:07
lead in 10 seconds wins, and the one who calls in 10 minutes
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loses to someone who called a nine.
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And the one who waits until tomorrow?
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They're not even in the game. One company figured this out and
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is booking 650 meetings in 90 days, saving 400K in a
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headcount, and handled 13,000 calls in a month.
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Not with the sales team. With an AI voice agent that
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never gets tired, it never gets nervous, and never needs a
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coffee break, though it will apparently offer to go get one
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with your prospects. So where in your business are
0:35
you losing? Not because your product is
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worse, but because your response time is.
0:39
Welcome to AI for founders. I'm Ryan Estes.
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If you want to know how AI voice agents are closing deals,
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reactivating cold leads, and quite literally scheduling
0:48
coffee dates, this one's for you.
0:51
Founders in real estate, insurance, mortgage and
0:53
education. This episode will change how you
0:55
think about your pipeline. The AI for
0:58
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That's Kick Caster by MO Burst. All right, Will, welcome to the
1:48
show. Thanks so much for joining me.
1:51
Super awesome to be on Ryan. I've had a couple conversations
1:53
with you and every single one has been electric, so I'm super
1:56
excited that we can finally get one that's filmed.
1:59
Yeah, you know, really that's where the the podcast came from
2:02
is I I'm so fortunate to talk to amazing people.
2:05
I'm like, I kind of just record this and put it out there.
2:07
It's so good. Well, and, and correct me if I'm
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wrong too, Ryan, but just talking to you, I feel like you
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could be talking to the dullest person in the world and even
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then you would somehow find a way to enjoy the conversation.
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At least that's the impression you get.
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Man, I appreciate that. I I've worked really hard on it.
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It I, I got to say I have done that many times.
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You know, you can, you'll always know if the person is a little
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dull if we start talking about aliens or robot takeover.
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I just, we just have to verge hard, you know?
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That's how I that's, that's how I know how you lead the
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conversations because whenever you're talking to a Dole person,
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you typically take them exactly where you want to go.
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So I'm glad I know that's your interest now.
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We'll find some uncharted terrain to get uncomfortable in,
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but we're not going to have that problem and the feelings mutual.
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I, I enjoy talking to you every time, particularly around your
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product Thoughtly. So let's kind of dive in there.
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Give us an introduction to thoughtly.com kind of what it
3:07
does, who your ideal customers for and maybe some use cases for
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folks that are considering using Thoughtly.
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Great, Great question. And I mean, let's start right at
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the beginning. I thought we started around 2
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years ago. That's around when I joined.
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I joined around a month or two into the operation and we were
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just the AI voice agent platform.
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It was like jump on AI voice agents.
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Right now, it's the big wave, come and build AI voice agents.
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When you do everything, you also lack in a lot of places.
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And we've come to realize that over years of revisions.
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So what Salley really did was we chose a way to stand out inside
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of the AI voice space. And you have two ways of doing
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that. You could choose a use case to
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go after or you could choose an industry.
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So what we did was we specialized our product towards
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a use case and that's more of the outbound side of things.
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The outbound sales representatives, SDRS, these
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type of conversational agents and throughout time thought
4:07
leads become optimized for the outbound AI voice agent
4:10
campaign. This could be when forms get
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submitted. These could be old leads that
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you need to get back to and converse with.
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So we've optimized our platform to be able to make these calls,
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have natural sounding conversations, maybe not talk
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about like aliens and robots, but get down to the brass tacks,
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push the person to the next stage of the pipeline, whether
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it's booking an appointment, transferring to a
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representative, submitting a ticket, having a natural
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sounder, natural sounding conversation, all while doing
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it. That's what we do best.
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Incredible. I, I love it and you know it,
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it's like I have probably done everything in the marketing
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stack, you know, looking for that vein of gold and cold
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outbound calls is the one thing that I could not crack, largely
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because you know, my AES are like, you know, man, what are we
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doing? Like it's just going to be a
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smile and dial and it automates and I just sit there and it's
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like we're just going to do it an hour a day.
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We'll give it a shot, but it just didn't work largely because
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for outbound sales, you got to bring massive energy if you're a
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human being to do that properly into like there's only a Bank of
5:15
reserve for how much like outbound energy you've got.
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You know, it might be an hour, it might be 15 minutes, you got
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a real dog, you got 8 hours. But with thoughtly, essentially
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you can get that kind of fresh energy like every single call.
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Yeah, yeah, It to like put myself in your shoes too.
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When you're doing the the outbound calling, keep in mind
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cold calling is off the table. If you get caught cold calling
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with AI voice agents, like leads you just bought off a lead list,
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that's a big no go. So that's fines from 500 to
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$1500 per violation. That's not what we do.
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But when you have like this huge lead list like I did, I worked
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for Sun Run, there's a solar company, You have these, this
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giant lead list. Each one of these people showed
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interest. Each one of these people
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requested information. Now comes the time where you
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have somebody like myself, a 16 year old schmuck on his iPad
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trying to dial to all of these people.
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I'm getting fatigued after maybe 5 or 6.
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And meanwhile, little did I know, you know, 10 years down
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the line, I would be at a company like this where it would
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be running through that list of, you know, 10,000 to 100,000
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people in two days. And it could save me a whole lot
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of time. But I guess you have to live and
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learn for some things. Yeah, 100%.
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So let's be real clear with the compliance on this.
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So if let's say I have a Bank of content that or a Bank of
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customers that go back say five years and I have their their
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phone number now maybe I haven't touched them in five years.
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Would I be in compliance if I reached out them with an AI
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agent at that point? What kind of What are the
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parameters on that compliance? Yes, and it's a great question.
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What I like to tell everyone is I am probably the furthest thing
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from a lawyer that you could find, so I can't give any legal
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advice. What I can say is that cold
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calling with AI voice agents is illegal in all 50 states.
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Now the the technicalities and the brass tacks of the laws do
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breakdown from state to state, but all of them have this
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constant of opted in leads. If your leads have opted in now,
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this means submitting a form. This means opting into
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communications from you. It's typically found in the
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terms of service as well, but depending on where you are in
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the US, or where you are in the world for that matter, it will
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depend what you can and can't do.
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Yeah, 100% and for great reason. You know, obviously people are
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really scared that you know someone's going to steal my
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voice and use that to go call my Nana and try and get 20 bucks,
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you know, so that's good compliance and but the fact.
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For you, Ryan, sorry to interrupt, but the reason, at
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least that's what I was told, the reason why cold calling is
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illegal in the United States now was because in the election
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where it was Biden versus Trump, somebody cloned Biden's voice
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and made like hundreds of thousands of cold calls.
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So now you're messing with like legislation.
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You can mess with like some, I would never mess with somebody's
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grandma, but you mess with somebody's grandma, you snake
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under the, the radar, but you mess with like a legislation and
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a United States voting booth. Like that's a whole new level
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that immediately got cold calling with AI voice agents
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instantly banned. And ever since, you can't.
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You can't cold call without a 500 or $1500 fine.
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Yeah, you know, and that that was really a conversation a
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couple of years ago that was really prevalent.
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And I think because any new technology, you're going to have
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bad actors that jump on it quick and they're going to figure out,
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OK, OK, wait, wait, we can't have this, we got to have this.
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But you guys are so early. This is going to be ubiquitous
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all over the place because honestly, this is what a lot of
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people want. You know, if you think about
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like boomers and I, I think a lot about boomers and, and the
9:00
kind of products that will be helpful to them because I'm
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sitting here in my office and I got 77 tabs open.
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I'm flipping through 16, you know, Claude code projects and
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doing emails and podcasts and whatever.
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But, but really they're not living like that.
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You know what I mean? They're going to need more
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intuitive kind of interfaces and this, the phone is where they're
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comfortable. You know, the, the phone is
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where they've done business their entire life.
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So this is going to become more and more ubiquitous everywhere,
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which is to say that, hey, fill out this quick form, we'll give
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you a call because maybe your eyesight isn't great, maybe our
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website design sucks, but like we can just walk you through
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through a conversation where it's natural.
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So maybe you can tee us up on best practices.
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If I'm creating kind of a lead capture page, maybe I, I have a
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thing on my website that's clearly saying like, hey, put
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your number here, we'll give you a call or our AI agent will give
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you a call. What is working right now to get
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people to convert so they can use actually that audio
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interface A? 100% you nailed it right on the
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dot. Not only do people feel
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comfortable inside of conversations, but it's also
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people are shopping when they are having these conversations.
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If I'm looking for a house, chances are I'm not tied down
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to, you know, Ryan's real estate company.
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I'm looking for the best house for me.
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So as soon as I fill out that form, if you're going to send me
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a text message or an e-mail, chances are I'm on somebody's
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website right now. If you're going to wait the next
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day to call me back, chances are I've already found a different
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property from somebody who answered the phone.
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So the beautiful part is you could actually take these calls,
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I mean take these forms immediately.
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I'm talking like within 5 to 10 seconds, call this, this
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prospect. You could then qualify them.
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You could then see if they're a good fit.
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You could disqualify them if you need to.
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And then you could get them booked directly with a
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representative. Now the the reason that we do
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this is because the barrier to entry is much lower.
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You might have a book a demo form on your website, but the
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barrier to entry to just receive a call or fill out a form is so
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much lower than find a time. So we make them comfortable with
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that conversation. We book them in for an
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appointment. That's use case number one, the
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form submission agent. The best one that that people
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come to us with is the speed to lead aspect first to the lead.
11:21
Typically, you win it. The second one is reactivating
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old leads like we were talking about previously.
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You got a bunch of leads that are sitting inside of your CRM.
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They've been sitting in there for weeks, and you're left with
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inevitably three options. You'd send them emails, you can
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send them text messages, you can send them Whatsapps, Or I mean,
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last option, you could hire a team for thousands of dollars a
11:42
month and call them. But the AI voice agent campaign
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could automate that entire process at a fraction of the
11:50
price close to your e-mail campaigns for that matter.
11:54
So those two I would say are the most popular, but it's a crazy
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industry I'm in when I can have a natural sounding conversation.
12:02
You have use cases coming out you from left and right.
12:06
It's really hard. I couldn't.
12:07
I couldn't name the amount of use cases I've seen, but I could
12:10
tell you that those are the two most popular.
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Now back to the show and I, I'm, I'm thinking about this.
13:12
There's so much precedence. So people understand talking to
13:16
the machine cause we've had those terrible phone trees
13:18
forever, you know, Habla Espanol, Primera Lados and you
13:23
know, you're like, all right, man, talk to an operator.
13:26
But such, such a gigantic leap up, you know, dealing with AI
13:32
agents like the, the just the ability to actually converse,
13:36
you know, now a couple of things come up 1, you know, open a is
13:40
chat app for iOS is so good and that a lot of people, you know,
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they did some survey and they're saying that most people are
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using GPT for companionship. You know, that like literally
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they're getting accustomed to talking to it and they
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understand the personality of their agent and they're, it's
13:58
giving them a sense of friendship, you know, which is
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just to say that people are starting to become aware that
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these are way better and, and that like, it can help you
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depending on how you talk to it. Now, I wonder like what the kind
14:15
of onboarding is at the beginning of these
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conversations. So I'm getting a phone call
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because I know I just submitted a form and it's gonna call me.
14:23
Is there a prompt in the beginning that the AI agent
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leads with maybe to make it playful, maybe to let them show
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kind of the dynamics of what it is?
14:30
What's kind of best practice for like, leading in with that first
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opener? Yeah, 100%.
14:36
The there's so many different ways of opening, but we've
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noticed something constant with all of them.
14:42
Given the fact that we have everything that there is to know
14:44
about this person, because it's most likely located in your CRM,
14:48
maybe it's their address, maybe it's their, their full name.
14:52
It could be, you know, the, the, the car that they called in
14:55
about. We have this information.
14:58
So leading with this information is huge.
15:00
It's like a, it's like a reminder like, Oh yeah, no, that
15:04
is my address that I do remember submitting that form.
15:07
So a reminder of how we know this company will always lead to
15:11
a longer conversation instead of just saying like, hello, Hey, is
15:16
this Ryan? You might see a higher hang up
15:19
right there instead of hey, Ryan, this is Tessa giving you a
15:23
call from thoughtly. I'm only giving you a call
15:25
because you filled out a form in regards to AI voice agents just
15:28
around 2 weeks back. Is right now a good time to
15:30
talk? You're like, oh, well, I do
15:33
remember this. I'm going to go ahead and
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reengage. That is huge.
15:37
The second point I want to bring up is one that you mentioned
15:40
companionship and we're getting closer and closer to the the
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aliens here with your with the sidetrack.
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So we might fall down that rabbit hole here.
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The companionship of these AIS, something that that is huge.
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And matter of fact, we've noticed it in our own system.
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We have a receptionist. She's amazing.
16:01
Her name is Tessa. We love her and we've realized
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that some other people love Tessa as well.
16:07
And when I say love, I mean like actual love, like in love with
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our AI agent. He'll call in, he'll converse
16:16
with her. If she was real, he would take
16:18
her out to dinner. Like he's he loves her.
16:21
And he calls in maybe once a week.
16:23
I'm not going to disclose his name, but he's in love.
16:26
And I have a very strong feeling that this is not just one
16:32
person. I think that there's a large
16:34
majority of the world who have people that they would consider
16:36
an AI to be their best friend. And I only think this number is
16:40
going to grow and grow, to be honest, as AI gets more and more
16:43
better because it knows every part of you that you want it to
16:46
know. It knows how to touch the spots
16:49
you you like to be, to be complimented on.
16:52
So it's, it's a scary world we're living in.
16:56
Yeah. You know, I don't worry about
16:59
this personally. I do like, I like the
17:02
sycophantic nature of, of AI agents, honestly.
17:05
Like it gets ridiculed a lot, but I appreciate the
17:08
encouragement. I mean, I'm from the 90s, so
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I'll never fall in love with somebody unless they're mean to
17:12
me. I mean, that's just how we did
17:14
it. You know what I mean?
17:15
The way you know that I love you is because I'm going to shred
17:18
you every chance I get. That's how we show love.
17:21
Yeah, it's nice to get enough. Cool.
17:26
OK. And I'm thinking on that topic,
17:29
I just want to bring one more thing because it plays exactly
17:31
in what we're talking about here.
17:33
One of our clients, they're a real estate company.
17:36
Funny enough. The caller asks, you know, where
17:38
are you calling from? The person's like, oh, we're in
17:40
Denver. We're just down the street
17:41
because it knows the address based on the URL.
17:44
And the, the caller was like, matter of fact, I just had a cup
17:48
of coffee over there. And they started talking about
17:50
this coffee joint and the human, the, the human was talking to
17:55
the AI. And eventually after like maybe
17:58
a minute of rapport, the human asked the AI if they'd be
18:02
willing to go get some coffee one of these days.
18:06
And funny enough, the AI actually accepted it.
18:10
We had to like reprogram it a little bit to say don't accept
18:13
coffee dates. But till this day that I bet you
18:16
they're waiting for that coffee date with one of our AIS because
18:20
there was 1 date set. And I'm from one of our AI
18:24
agents. Even a year, you'll be able to
18:26
put that AI agent into a robot and go get coffee with it.
18:29
It's going to happen all the time.
18:32
So I, I'd love to hear a little bit about really the, the, the
18:36
gist of this, which is kind of programming in the personality
18:39
and like how you move towards a sale, you know, being a sales
18:41
guy for a long time. There's a certain dance and
18:44
because I'm a dad, I'm always going to lead in with sports or
18:49
weather or where are you from? You know, get a story, get a
18:52
little rapport going, then go into the meat and potatoes and
18:55
like where we're at right now, you could easily do that.
18:58
So if I it called me and it's like, hey, Ryan, tough loss with
19:02
the Broncos this weekend. But hey, it's always next year
19:05
and he'll be like, yeah, it's a good point.
19:06
Stiddy had a good game. I mean, he just the coaching, it
19:09
seemed like they were lacking a little decision making on the
19:11
kicking game. And it can give you a little
19:13
back and forth and it's like, cool, thanks for, you know,
19:16
reaching out to the website. Here's how we can help you.
19:17
So like when you're you're approaching these agents, how
19:21
much of the information, I guess, or the rapport is coming
19:23
from the client? And then how much are you kind
19:26
of like pre baking in like, hey, here's how we want to connect.
19:29
These are lines we don't want to cross.
19:30
We don't necessarily want to create coffee dates, but we do
19:33
want to create positive rapport. What goes into that personality
19:36
development? That's a great question.
19:38
So we have a, a setting, it's called assertiveness.
19:42
It's how much you want to abide by, you know, the brass tacks.
19:46
And a lot of people keep this up.
19:47
Matter of fact, we recommend keeping this up.
19:49
I mean, you don't want the humor level to go off the chains or
19:52
else it just get, you'll get sidetracked.
19:55
But it plays into an important point of what AI agents are
19:58
meant for. And AI agents not necessary.
20:01
They're not necessarily meant to be your sales Rep.
20:04
I mean, myself, I think that I have a fair amount of charisma
20:07
and I know that AI is nowhere near coming to the amount of
20:10
charisma I have anytime soon. So we don't recommend that AI is
20:13
actually signing over the OR sending over the invoices on
20:16
your behalf. But what it does a really good
20:19
job at is capturing insert interest, answering objections
20:23
and getting them to the next stage of the pipeline.
20:25
That that's the bread and butter of AI agents and how we could
20:29
program that is we could take your audio recordings, we could
20:33
take my audio recordings, and we could feed it directly into the
20:36
knowledge base of this agent. This way the the agent will
20:40
learn all of your objection handlings.
20:42
It will learn your cadence, your tone, the way you answer
20:44
different questions, and it will duplicate that inside of the
20:47
conversations that it has with the callers.
20:51
This way, it has your exact cadence, it has your style, has
20:54
your rhythm as it's talking to your prospects.
20:58
Matter of fact, a funny story too.
21:00
I, I'm sorry, I had to get sidetracked into this.
21:03
My, the CEO of the business, he, he has this, this is a complete
21:09
sidetracked story, but he has this tool shed and he locks the
21:12
tool shed. So it's just a shed in the
21:14
office and he doesn't let anyone use the tools.
21:17
And I locked my table because I brought my dining room table
21:21
into the office. So I said, now nobody could use
21:23
my dining room table. And we kind of had this war back
21:25
and forth and he cut the lock off the dining room table and I
21:30
sent an AI agent after him and I tweaked the little settings,
21:33
went in the back end, did a little thing.
21:35
And I only had it be like super sassy and super rude whenever he
21:40
talked. So it would call him.
21:42
And it was like you're in violation of code four O 4 for
21:45
chopping the block off the dining room table.
21:48
Report to the headquarters to receive your fine.
21:51
And I had to call him a bunch and that's, that's a little bit
21:54
of an example of how we could train it the exact opposite way
21:57
if we wanted to and which I did to him.
22:01
Well, you got to, you got to play with the potential, you
22:03
know what, like what can this thing do?
22:05
Which is really interesting, you know, so you've got an
22:08
assertiveness potentiometer where you can slide it back and
22:11
forth. Are there any other attributes
22:13
that kind of users have this kind of control with?
22:17
It's so there's so many. And if I were to just rapid fire
22:20
at you, you could collect data in the middle of the call.
22:23
You could send text messages in the middle of the call.
22:25
You could update your CRM in the middle of the call.
22:28
You could play around with its humor level levels, its
22:30
assertiveness. You can give rules on how to
22:33
speak. If it should say I'm an odd in
22:36
the conversation to sound a little bit more human, like the
22:39
presence. You could play with its ability
22:41
to hear. So if I'm calling into
22:43
construction sites, I wanted to be able to hear less then if it
22:47
was calling into a library, I could play around with that.
22:50
I could play around with how many times it tries to re engage
22:54
you if you don't talk to me. So if you weren't to say
22:57
anything right now, how many times should I say, Ryan, are
23:00
you there? Ryan, are you there until it
23:02
hangs up? So there's so many different
23:05
settings that you could play around with.
23:06
So much so that it's actually overwhelming.
23:08
So we have it all defaulted to what we like, but there's so
23:12
many settings you could open up and really make it yours inside
23:14
of our platform. It's so cool.
23:17
That's like it reminds me of that scene in interstellar, you
23:20
know, where they they have the robot and it looks like like a,
23:24
a Lego kind of, you know, and I I love that because humanoid
23:28
robots creep me out. But if it looked like a Lego
23:30
walking around and they were talking.
23:32
About that, that little guy that goes like this.
23:35
Yeah, yeah. And there was like a kind of and
23:38
like the the robot was like kind of going back and forth I think
23:42
with Matt Damon or something like that.
23:44
And he's like, scale back the irony 20% and it's like noted.
23:49
Yeah, that's, that's actually what we do.
23:52
Yeah. Or have you ever, have you ever
23:54
spoken to Grok's like you've ever been into a Tesla and spoke
23:57
to the Grok models inside a Tesla?
23:59
Not in the Tesla, no. Let me let me tell every single
24:02
person that's watching right now, do not do not go inside of
24:07
a Tesla and put on unhinged inside of the Grok mode and talk
24:11
to the unhinged version of Grok because it it is at least if you
24:17
don't, if you have kids in the car as well, never do this
24:20
because it is crazy. The things that it will say.
24:24
There's so many settings you can play around with there in in the
24:27
Tesla's. It's sometimes it gets like like
24:30
bad. Sometimes it gets like
24:31
uncomfortably bad. That whimsy, though, is why I do
24:36
love Elon. You know?
24:37
It's like people want to push this thing.
24:40
Let's give him a channel to push it, you know?
24:43
Yeah. Interesting.
24:44
It it's almost crazy how every conversation we're probably
24:46
going to end up having is revolved around Elon somehow.
24:49
The interstellar, the space to to Mars or the Tesla's the AI?
24:55
He's got his foot everywhere. He sure does.
24:57
And I mean, you know, I, I take a little bit of heat for being
25:00
an Elon fanboy and not to say that I support everything he
25:03
does, but boy, it's hard not to respect it.
25:05
Admire that guy. It's I, I was just saying this
25:08
in the car the other day. Matter of fact, while I was in a
25:10
Tesla, I was saying it's crazy how every single company Elon
25:15
Musk has is just like the coolest thing in the world, like
25:19
neural link where they're discovering people's brains,
25:22
Starlink where they're they can give you Wi-Fi anywhere on the
25:26
planet. Tesla, electric vehicles, SpaceX
25:29
going into space, Grok and X like these are all like the
25:34
craziest most cool different ways of of expanding in
25:39
entrepreneurship. It's it's probably the exact
25:42
route I would go. They have to be quite frank.
25:44
If I was a multi trillionaire. Totally.
25:46
Plus, I mean, just to hang on that for a minute, like everyone
25:50
was kind of clowning him for paying, what, 40 billion for
25:53
Twitter, but then he just rolled that into Grok and now it's like
25:57
10X to value it's. It's it's a drop in the ocean.
26:01
Yeah, 100%. Fascinating.
26:04
OK, this is awesome. So thoughtly what, what
26:07
categories of business are you know, utilizing this the best
26:12
and kind of growing the fastest? Yeah.
26:14
So I did mention that we that we there's a couple ways you can
26:18
boil down. There's use case and there's use
26:24
case and industry. So if you want to stick out in
26:27
the market, you have to go either after use cases or
26:29
industries or both. And we've done a little bit of
26:32
the same. So what we've seen as the best
26:34
industries to explore AI voice agents is going to be real
26:37
estate, insurance, mortgage and education.
26:40
We're actually the first to the education space.
26:44
The reason being, matter of fact, any business that's
26:48
listening to this, the reason this is important is because
26:51
it's high consideration B to C. Any business that is B to C and
26:56
high consideration is a great fit for AI voice agents.
27:00
When I bought this shirt or this belt or these shoes, it's not
27:04
necessarily high consideration. It's I'm going to buy this or
27:06
I'm not going to buy this and AI voice agent is not really going
27:09
to do much, especially given the fact of the margins.
27:12
But when you're talking about like a mortgage or you're buying
27:15
a house, maybe you're getting an insurance plan or enrolling into
27:19
a course, these are all super high consideration things.
27:22
Meaning chances are I'm going to fill out half of an application.
27:26
I'm going to give you a little bit of my information and then
27:28
I'm going to go, you know, contemplate this is perfect for
27:33
an AI voice agent to come in, re engage, answer questions, get
27:38
booked. That's where you're really going
27:40
to start noticing a lot of difference.
27:41
The high consideration B to C is what we like to call it.
27:45
It makes a makes a lot of sense, largely because if I'm thinking
27:48
about a mortgage or I'm thinking about insurance, what I'm
27:52
worried about is I don't know what I don't know.
27:54
And if you're talking to a person, especially if they're an
27:56
expert, they might be getting a little irritated with kind of
27:59
your, your, your questions. Maybe you know, now I feel
28:02
embarrassed that I, I should know more about mortgages than I
28:05
do. So you don't ask the right
28:07
questions. But when you can really test the
28:09
parameters what AI is capable of, then you're like, actually,
28:12
no, what, what should I know here that I'm not bringing up?
28:15
What are some questions I should be asking you, you know, which
28:18
is always a favorite prompt of mine.
28:19
And then they're like, oh, actually that's a good question.
28:21
Boom, boom, boom, boom, boom, boom.
28:22
So you can take the time, you know, call it high
28:24
consideration, but it's almost like kind of masking, you know,
28:27
human embarrassment in a way, because you can spend more time
28:32
and, and then of course, in in, in return, the agent then learns
28:37
a little bit about you. So by the time you get to like a
28:40
person, they're gonna be like, hey, they're a little bit
28:42
uncomfortable with XYZ. Take the time to let them know.
28:45
We're seeing this a lot in healthcare too.
28:47
You know, I was talking to Haresh and he was saying that
28:49
the average person spends 13 minutes with their doctor, you
28:53
know, and those 13 minutes might be spent, you know, I don't
28:56
know, with a stethoscope and looking in your ear.
28:58
It's like, no, man, it's my ankle, dude.
29:00
It's my ankle. My ear's good, my ankle.
29:02
And so now you got 6 minutes left and now they have a couple
29:04
of recommendations and the doctor maybe had 16 patients
29:07
that day. And he's upset, so he's
29:09
irritated. So I think the patience of like
29:12
working with AI is, is one of the the best selling points.
29:16
I would, I would definitely agree with you there.
29:18
And in terms of the terms of the use cases as well, we're talking
29:25
about these different use cases that work the best.
29:27
And I really think it boils down to things like real estate.
29:31
This is a great example. It's things that need to be
29:34
done, but it's one of those things that just that you want
29:38
to throw on the back burner. Let's be honest, you're getting
29:40
a mortgage, a real estate, education, insurance,
29:43
healthcare, That's another one. You just want to you kind of
29:47
want to push it back. So the odds that you have a
29:50
bunch of leads that are on that same page of pushing it back and
29:55
they need to do it, it's it's a no brainer.
29:59
Just shoot him a call, have that conversation, push him to the
30:01
next stage. Numbers kind of speak for
30:04
themselves. I mean I pulled a case study off
30:06
your website, said 90 days client book, 650 meetings, save
30:10
400K in headcount and handled 13,000 calls per month using
30:16
thoughtly. Yeah.
30:17
And that numbers only ramped up. We're actually going to do a
30:19
revised case study with that client.
30:22
But that's the real estate space. 650 meetings booked in 90
30:26
days was actually their first 90 days being on the platform as
30:29
well. We got the agent live within
30:32
like I think it's two weeks or so.
30:34
So they had a brand new employee ready to work booking
30:37
appointments and they saw their close rates jump huge amounts
30:41
just due to this agent constantly dialing.
30:44
How often are you overwhelming clients where they're like,
30:47
whoa, whoa, whoa, whoa, it's too much.
30:49
It's too we can't handle 650 meetings.
30:52
We asked one of our top clients if we could use one of their
30:55
direct quotes because he told us, listen, we're just drowning
30:59
from success. We can.
31:00
And we're like pause, stop, stop, but you just can we please
31:04
use what you just said. In a case study, drowning from
31:07
success is like the coolest thing to say.
31:10
And he's like, no, no, no, we can't use that.
31:13
But that's we're seeing a bunch of that, especially with like
31:16
the transferring to, you know, admission advisors, for example,
31:20
in this case, when we transfer so much, they can only handle so
31:24
much. We can't book, you know, 30
31:27
calendars out because they'll be overbooked.
31:29
So we have had to slow down just a little bit just so they can
31:32
get the proper amount of bookings or increase the
31:35
qualification amount. Yeah, incredible couple.
31:40
KP is here and correct me if I'm wrong, so you guys launched a
31:43
couple years ago, June 2024 with a $3,000,000 seed round and had
31:48
an estimated 1.2 mil in annual revenue for 2025 team size 17.
31:56
Is that ballpark correct? We're growing here and honestly
31:59
those numbers seem a little bit immature.
32:01
So I'm, I'm quite happy to say that into 2026 here, those
32:05
numbers are looking a lot bit bigger now.
32:07
And we've raised another round to another seed round.
32:11
I'm here bringing our total to an estimated $10 million in, in
32:15
funding. And the ARR is, is speaking for
32:18
itself as well. It's only continuing to grow.
32:21
Incredible. So you know another another
32:23
round bringing you to 10 million.
32:24
So I know go to market has to be high on your list of priorities,
32:29
yours particularly, what are you doing to go to market?
32:33
That is every single day of my life is go to market.
32:37
I've Yeah, it's like my life could be summed up in 3 letters
32:41
and that's GTMGTM. Yes, I am I've.
32:45
Read from podcast interviews, of course, which is yes.
32:49
Exactly, exactly. There is so many different go to
32:52
market strategies that we have. Of course we run AI voice agent
32:56
campaigns being a big driver of ours.
32:59
And we also think that the product speaks for itself in, in
33:02
a, in a very large way. So what we do is we educate and
33:07
through this education, people will start to trust the
33:09
platform. So we've, we've done a series of
33:13
ebooks and e-learning that allows people to get a little
33:15
bit educated about this technology.
33:17
Because truth of the matter is an AI sales agent that takes
33:21
over your calls. Often times this is a hard sell.
33:25
The most people are like, Hey, what I got is working perfectly
33:27
fine. I don't need to cut costs down.
33:30
I I'm fine with hiring humans. It's almost a hard sell to it to
33:34
some. So what we do is we educate
33:36
about this. We show the use cases, we show
33:38
what works. We show the real life savings
33:41
that people see through educational ebooks that we push
33:45
through webinars, that we push through ads.
33:48
Just letting people get insight as to what this technology could
33:51
do From there, given the fact that we're giving the resources,
33:55
we typically are the ones who get the appointments and then
33:57
people could try the platform out risk free.
33:59
This is another very low, low barrier to entry.
34:02
We don't want to tell you to trust AI voice agents.
34:05
We want to show you that you can trust AI voice agents.
34:08
So you get around a month on the platform completely risk free,
34:12
trying the platform out for 30 days to see if it's something
34:15
you want to continue with. And then after that, people
34:18
typically continue on to a long and fruitful relationship with
34:21
Thoughtley. Incredible.
34:23
And maybe the the best conversation to have is to go to
34:25
thoughtly.com, fill out a form, have it call you, and just start
34:28
asking talking to it, see what's up.
34:31
Yeah, or if you want to be another one of those lovebirds
34:34
hitting up our receptionist and, you know, falling in love with
34:37
Tessa, and feel free to do that too.
34:39
I think we're up to two now, so keep them coming.
34:43
Dude, this would be a great reality show.
34:47
I'm just pitching it out there. If someone's listening, we can
34:49
do this. We do sponsored by Thoughtly and
34:51
we do like a love connection with different AI agents and see
34:56
Love Island, but it'd be love spaceship or something like.
34:59
That we, we wanted to start a reality show inside of our
35:02
office here because we have like such like the office type of
35:05
vibes. I they said, I haven't watched
35:09
the office, but I'm like the main character.
35:10
They say the dude who's just saying a bunch of unhinged
35:13
stuff. And then we yeah or no Dwayne's
35:17
like the tall, nerdier one we got.
35:19
We got plenty of those in here and.
35:23
Michael Scott, Michael. Scott, that's when they say that
35:25
I am. And so we mesh so well, but
35:31
we're so different in so many ways.
35:33
And that's almost what I love about a startup in general.
35:35
Maybe I just hit the jackpot with everyone that works here.
35:38
I consider that most of these people outside that door right
35:40
there as my best friends. And I think that's why we're, we
35:44
work so well is because we mesh, we mesh together in such an odd
35:49
way. You know, it's, it's, it's a
35:52
beautiful thing inside of a startup.
35:54
Yeah, it's it's, you need it. You know, 1 bad hire in a start
35:57
up can honestly tank the company.
35:59
So, you know, knowing that you guys have that kind of rapport
36:02
is super cool. We're about the time in a
36:05
podcast to enter the quantum round.
36:07
Are you ready for that? Let's let's get into it.
36:10
Let's do it. OK, so how did were you
36:11
introduced to the company and the team?
36:13
How did you come on board? Great question Chachi.
36:17
BT came out and I freaked out. I was like, I've missed way too
36:21
much. I've missed Bitcoin, I've missed
36:23
Amazon drop shipping. I missed, you know, e-commerce.
36:26
I missed all this stuff and I'm not missing this.
36:29
This is not something that I'm going to be left behind on.
36:31
Not a chance. So funny enough, I dropped
36:35
everything I was doing. I was a captain at the time.
36:38
I was captain in yachts and I went all the way in on an AI
36:44
agency. I provided AI solutions for for
36:48
different companies and through this I tried around 5 other AI
36:52
voice agent softwares, 3 actually, and I landed on
36:55
Thoughtly as the 4th. The reason I stayed with
36:58
Thoughtly was because how much they really cared about me.
37:00
I remember there was one person working there at the time, he
37:03
was the customer service representative, shut out Max.
37:06
He got to me immediately. He helped me out and I was able
37:09
to get an AI agent live for my customer.
37:13
Flash forward like a week or two weeks, the CEO, given the fact
37:17
that this was like a two person, three person company at the
37:20
time, he was like, this is amazing.
37:22
I'm inside your account right now.
37:23
You have like 20 agents. What are you doing to get
37:26
customers first of all, and how are you so good at building the
37:29
software with little to no documentation?
37:32
We then had a coffee in New York and flash forward, you know, 2
37:36
1/2 years later and here I still AM and the company has grown
37:40
this much. So I guess I'm doing something
37:42
right. Incredible.
37:44
I love it. You're obviously very pro AI.
37:48
Is there a bear case for an industry or somebody who should
37:52
not use a tool like Thoughtly so AI Voice Agent?
37:56
You just asked like the perfect question at the perfect time
38:00
when I was saying I was an AI agency, one of my first clients
38:04
ever was a Funeral Home. It was people who host funerals
38:08
and they wanted an AI agent for an inbound call when somebody's
38:12
loved one just died and an AI to answer and get them like the
38:17
correct information and book them into different schedules.
38:20
And a part of me felt like gross doing this.
38:23
I kind of felt like like nasty, like I'm testing out this agent
38:26
and I'm like pretending my loved one just died.
38:29
And you know, the agents not perfect in any regards.
38:32
It can make mistakes. It could have latency.
38:35
And the last thing somebody wants to deal with at this
38:38
moment is it's like a hallucination of an agent or the
38:43
agent not hearing them. They want a real human
38:45
experience because they're at a very low point.
38:49
And yeah, no, I felt very gross doing that.
38:51
And ever since, I've been advocating that funeral homes do
38:56
not worry about automation. You guys are doing a very
38:58
admirable thing. Like the human connection is so
39:01
necessary and something like that.
39:03
Yeah, which I guess is to say that there's like a a delta of
39:08
big emotion or of a human emotion.
39:10
Funeral Home has to be pegged at 10 or close even maybe beyond
39:15
you know it as that kind of works down.
39:17
Are there any other like variables?
39:20
Like I'm trying to think like if somebody's really upset, you
39:23
know, like death of of of a family member is like a
39:27
different kind of upset. But like, let's take anger as a
39:29
potentiometer. Like a lot.
39:33
Of people liking a lot of people like when the AI is taking the
39:36
anger off of them to be. I'll bet they do.
39:37
I'll bet they do. You know, we have a, we have a
39:40
lot of people who are like, listen, I just get way too many
39:43
people in here that are too angry for some reason.
39:46
Maybe it's just like a, it's one of those industries where you're
39:49
just going to get a bunch of those and I just want someone to
39:52
filter this out, get a questionnaire of their problems
39:55
and say that they're going to submit this to the highest order
39:58
in the business and it will be brought to justice.
40:01
Basically. It's good using that type of
40:05
situation. Yeah, 100%.
40:07
So a firewall, you know, they, they always do that anyway.
40:11
You know, if if you are pretty upset about something that's
40:13
gone wrong with them, you have the person who's like the
40:16
empathetic voice, you know, I'm so sorry, but we're going to
40:19
escalate this immediately. And so you know they.
40:21
And truth of the matter is, when somebody calls to complain,
40:25
they're just calling to get somebody in trouble.
40:27
So if the AI like assures them that somebody will be held
40:31
responsible for this, typically they're fine with just answering
40:34
a quick questionnaire that the AI asks and then getting a
40:37
ticket submitted. Yeah.
40:39
OK, so if the the potentiometer is like we have death of a
40:44
family member, that's the one place with no but what if we
40:47
flipped the side of that coin and went to like pure joy and
40:51
ecstatic? Is there a place for that was
40:53
could be like a a baby announcement or like a a wedding
40:58
or something? Like what's the opposite feeling
41:00
of like mourning? Yeah, that's funny that you
41:03
mentioned that the the CEO, the founder himself, he is he's
41:09
already married. He was married before he started
41:11
the business. But he's like a part of me
41:13
wishes I already started the business because I would have
41:15
totally had this thing call out to everyone going to my wedding
41:19
and just be like it's time to part like a cloned voice of of
41:23
him too. And being like it's time to
41:25
party. Here's where you need to be.
41:27
Bring this make sure to dress cozy because we're going here.
41:31
And it's almost like a a fun little announcement in his voice
41:34
to all the people coming to his wedding.
41:36
So there is definitely room for that party wedding type of
41:39
aspect as well, maybe on a more fun level. 100% sounds really
41:43
cool. OK, I love your agency
41:45
background. I love that you are a dabbler
41:48
early on if trying to find traction, trying to find product
41:51
market fit on different kind of AI tools and applications.
41:55
Now all the the listeners of this podcast love business
41:58
ideas. They love the juice, they love
42:01
the sauce. If your mission was to create a
42:03
new company that could have maybe a similar trajectory of
42:07
getting to $1,000,000 run rate in 12 months, what would what
42:11
would it be? Yes.
42:14
So there's a couple of things you need to do if you want to be
42:16
successful in the AI space. You need to first of all, start
42:20
where your knowledge lies. I don't care if you were in
42:23
plumbing for the last 10 years of your life.
42:25
That means you know a lot about the plumbing industry and a lot
42:28
about the plumbing business. There's still room to automate
42:31
inside of plumbing. So wherever your knowledge is,
42:34
don't think just because I can't code, just because I can't, you
42:37
know, work in automation, I can't start anything inside of
42:40
here. You start where your knowledge
42:42
lies. For me, that was solar.
42:44
I was a solar salesman for some time.
42:46
So I automated different solar companies.
42:48
I learned different automations. And the truth of the matter is
42:51
you only need to find one. You could go on YouTube, you
42:54
could search automations for plumbing industry, automations
42:58
for solar industry. From there, learn how to build
43:02
that automation. You could build that once and
43:06
then comes my favorite 3 letters, GTM.
43:10
You got to go to market with this idea.
43:12
You reach out to as many different people in this
43:14
industry that you know and you should know a lot because you
43:17
should be choosing something you're familiar with and then
43:21
pitch this idea, give it to them for free.
43:24
When you're just getting started, you only need three
43:26
things to gain traction, testimonials, case studies, and
43:30
referrals. So just go to market and give it
43:33
away for free. See if it works, get your case
43:36
studies, get your testimonials, get your referrals.
43:38
It will start compounding on top of each other.
43:40
And now you just sold an automation on repeat and you
43:44
have a client base that trusts you and that's now promoting
43:46
your product on your behalf. That's how I got started, at
43:50
least, and that's how I'd recommend every single person
43:52
watching this to get started. An absolute jewel and I work
43:56
with a lot of builders and and hang out a lot of builders and
44:00
they all stop on the 5 yard line.
44:03
You got to punch it into the end zone, you really do.
44:06
And if you're not launching, you're not going to market and
44:08
you're just keep spinning it. It's like commit.
44:12
Yeah, it's, it's not. I really don't think it's a
44:14
choice at this point. It's really not.
44:16
I I think that you got to learn, learn it to an extent.
44:20
If, if it takes locking yourself in a room for for five hours
44:23
just to learn how to use the software, so be it.
44:26
Once you get it, the so many doors unlock for you.
44:29
So I'd recommend just getting started on different automation
44:32
softwares, whether it be Thoughtly, N8 N make.com,
44:36
chatbot softwares, whatever it might be.
44:39
And let's say I'm running a a bunch of N8 N agents.
44:43
Can I integrate that into thoughtly or thought integrate
44:46
thoughtly into my N8 N 8 N agents?
44:49
Yeah. So we integrate directly with
44:51
make.com and N8 N But the coolest part about Thoughtly is
44:54
we have our own automation software inside of the platform
44:57
built by the engineering team itself.
45:00
So this way you don't need to like trigger calls into
45:03
middleware. You could actually do all of
45:06
your automations directly inside of Thoughtly.
45:08
We integrate with nearly every CRM.
45:10
We integrate with a PIAPI calls directly in our software, which
45:15
allow you to do pretty much anything as long as it involves
45:19
API calls. Amazing.
45:22
Aside from Thoughtly, what's your favorite AI product right
45:25
now? I have, I have two.
45:30
I have two. I'm going to go with the
45:32
standard one because it's the easiest to choose and I'm sure
45:35
you could guess what it is. It's going to be ChatGPT.
45:38
I'm a big ChatGPT guy. I'll run ChatGPT if shoot me an
45:42
e-mail after this, you're probably going to get chat too
45:44
easy to respond back to you, but it's going to be guided by me #2
45:48
I wouldn't say is a is an AI platform, but it kind of is.
45:52
It's called whisper flow. Instead of typing out things, I
45:56
don't remember the last time I actually like type something
45:58
fully out, I press a button that's like a command button on
46:01
my keyboard and I just talk into my microphone.
46:05
And the best part about whisper flow is I could say like and ah,
46:10
and kind of go on rambles and be like, oh, wait, no, never mind,
46:13
delete that. But I actually want this and it
46:16
will like craft the complete message for me no matter where
46:19
I'm typing. Could be on e-mail, could be on
46:21
ChatGPT, could be on thoughtly. So I don't type anymore do to
46:25
whisper flow. Yeah.
46:29
How about media? Any good books, movies, TV
46:32
shows, podcasts, bands? Anything to recommend?
46:37
Yeah, If I were to recommend two things, I would only recommend
46:41
two things. First of which is I would
46:44
recommend a physical sport of some sort myself.
46:47
I do, I lift and I I've been boxing my whole entire life and
46:51
the only reason I I recommend this is not for you to be like
46:54
the new Conor McGregor. I recommend this because it
46:57
translates so well in every aspect of life.
47:00
I even bring some of some of these Co workers of mine to the
47:05
gym and I'll hit myths with them.
47:07
It translates so well, at least for me.
47:09
I've learned more than I have in a boxing ring than I ever have
47:13
inside of a classroom. So I do it just because I most
47:18
times don't want to do it, Most times because it's cold outside.
47:21
I don't want to go spar right now.
47:22
I don't want my nose to go bleed.
47:24
And that's exactly why I do it because most things in life
47:27
you're not going to want to do. Flashback to when we said go
47:30
build an N&N automation. You just got to do it.
47:34
And I, I absolutely love it for that reason.
47:37
And the second thing that I'll recommend is going to be a book.
47:41
And I just started this book. I promised myself I read two
47:44
books in 2026, first of which being the Bible and second of
47:48
which is a book from David Goggins called Can't Hurt, Can't
47:54
Hurt Me. It is a great book.
47:57
I just started. I'm not even done.
47:59
So don't spoil it if you've read it for me, but it is so good.
48:03
I can't wait till, you know, like 9:00 hits and I get to open
48:07
it up again. Yeah, that's a, that's a Gray
48:11
one. The sweet science.
48:13
They call it that for a reason, right?
48:14
Yeah. Yeah, cool.
48:17
You mentioned the Bible. Well, how?
48:18
How? What role does faith play in
48:20
your work life? It's it's, it's everything.
48:23
And it's not only in my work life, it's, it's how it's how I
48:27
view the whole entire world because there is so many things
48:31
that will end up happening no matter what it is that just, it
48:35
seems to make no sense. And you seem like it seems like
48:38
there's, there's no meaning to it at all.
48:41
And it's just meant to hurt you. But I found that there's a
48:44
silver lining in almost every single thing that's happened in
48:47
my life. Every single thing has dominoed
48:49
into another. And I'm, I'm I question a lot of
48:53
things, but the way that that life ends up working out when
48:57
you truly put your faith in in a higher power and put your faith
49:03
in and work towards a higher being.
49:06
It is, I think it goes undoubtedly said that that
49:11
there's, you know, there's a larger power.
49:14
I am I'm big into to faith and I'm still figuring it out
49:16
myself. But I think with God there's
49:19
just about nothing I can't do. You are about to spend anywhere
49:24
from 100,000 to $300,000 on your kids college education and
49:28
that's not a small bet. And right now there's a very
49:31
real chance that they graduate and can't find a job.
49:34
Not because they weren't smart enough, not because they didn't
49:36
work hard enough, but because the job market changed and
49:39
nobody told them. Employers are hiring AI native
49:42
candidates, people who don't just know their field but know
49:45
how to work with AI at a professional level.
49:48
And most colleges are not teaching this, not even close.
49:51
AI Native student.com is the program that fills that gap.
49:55
It takes high school and college students and teaches them how to
49:58
actually think and work with AI the way top companies expect on
50:01
day one. So your investment in their
50:03
degree actually pays off. You're already paying for
50:06
tuition, housing, textbooks. This is the one thing that
50:09
actually makes it all worth it. Go to ainativestudent.com
50:13
because a diploma is a starting point.
50:15
Being AI native is what gets them hired.
50:17
That's AI native student.com. Agree 100% tangentially on
50:23
fighting, the new Paramount Plus UFC app is awesome.
50:30
I don't know if you caught a fight on Saturday, it was a
50:32
great kick off for their relationship and like you can go
50:36
to Paramount Plus and go find like classic fighters, every
50:39
champion, watch all their fights.
50:42
It's unbelievable. Really, what's the cause
50:46
typically? The way I remember it I didn't
50:48
watch the fight yesterday but you would have to like pay like
50:51
80 bucks per fight for pay-per-view.
50:54
Is that not the case anymore? It's over now.
50:56
It's 9 bucks a month on Paramount Plus for everything.
51:01
It's unbelievable. And like I, you know, myself is
51:03
calling me because I I haven't caught up.
51:05
I kind of gave up on UFC maybe two or three years ago just for
51:08
that reason. It's like, dude, I'm too old to
51:11
stream it. You know, I'm not paying 80
51:13
bucks. I'm too broke to get the
51:16
pay-per-view every weekend. And I was just like, man.
51:19
The pay-per-view as well. Call me crazy, but I end up
51:22
dozing off like and falling asleep before I get to the main
51:25
event and I I do it almost every time.
51:28
So like, why am I going to spend nearly 100 bucks to fall asleep
51:31
during, you know, not even the main cards, not even on, you
51:35
know. Now you can watch it on demand,
51:37
any fight in the entire catalog. It's it's incredible.
51:41
It's so beautiful. You know, if we're, if we're.
51:43
Talking about things you must do.
51:45
Also, you have to watch the Rory MacDonald verse.
51:51
Come on, you got to remember this one.
51:52
You got to help me out. It's Rory MacDonald verse.
51:55
Was that Israel? It is Sonia or.
51:57
No, it's it's an old fight. If you have it on Paramount
52:00
Plus, it's Robbie Lahr, Robbie Lawler versus Rory MacDonald.
52:04
It's the best fight that's ever happened inside of the UFC by by
52:08
far. Nice.
52:10
Yeah. OK.
52:12
I'm going to go look that up because now I can very easily,
52:15
yes. Yes, mark it down.
52:17
I just had to give a shout out because I'm a jiu jitsu guy, you
52:19
know, I've, I've done some boxing.
52:21
I love it. I'm but I'm also kind of scared
52:23
to get punched in the mouth, you know, So like I'm more grappler
52:26
guy because you can go 100% and usually it works out OK.
52:30
I think, I think all combat sports, whether it's jiu jitsu,
52:34
boxing, MMA, it's all poetry in motion, it's all art.
52:38
I think it's, I think it's such a gorgeous.
52:40
It's there's so much beauty in its brutality.
52:44
Yeah, because it's like I mentioned, it's just one big
52:48
analogy for life. Everything is your fault.
52:51
First of all, there's nobody to blame.
52:52
Can't blame anyone beside yourself.
52:54
If you lost, you didn't train hard enough.
52:57
And second of all, when you mess up, it hurts.
53:01
And and you're going to have to learn from that.
53:03
You're going to have to get humbled.
53:05
You're going to have to come to find out that you're not the
53:07
best person in the room. You're going to have to learn
53:09
from people. It's all one great big analogy
53:14
for for the way you should approach life, in my opinion at
53:16
least. I love that recommendation and
53:18
plus all the people I know that really train and have trained
53:22
for a decade plus are some of the most friendly, kind,
53:26
compassionate people. And it built through experience.
53:29
You know, I don't think we're necessarily built in with like
53:32
compassion. I don't know how you grow up or
53:33
how I did, but like when you're getting punched in the face,
53:37
you're a little bit hesitant to punch somebody else in the face
53:41
because you know what it feels like, you know, you're like,
53:45
like has major consequences. So like those people are just
53:48
balanced. They got all the extra energy.
53:50
They got all the, you know, chimpanzee DNA is being
53:53
satisfied in different ways. But to your point, it is like
53:57
the deeper you get into it, to realize that there's no bottom
54:00
to that depth that that all of those kind of fighting styles,
54:05
there's a reason why martial artists have been dedicating
54:07
their lives to it for millennia, you know?
54:10
Yeah, Oh, 100%. And you bring up such a good
54:13
point where we're fighters in, in general, they're typically
54:17
the most humble people in the world.
54:19
You'll notice that whenever a real fighter gets in a street
54:22
fight, it's they try their hardest to make sure that it
54:26
doesn't escalate because they know what escalation looks like.
54:30
They've, they've seen the, the brutality of what could come.
54:35
And I think when you're, when you're blind to that type of
54:38
brutality, or maybe you don't know what it feels like or you
54:42
haven't been humbled for that matter, for anyone who there's
54:45
an innate intrinsic feeling that every man has where it's like,
54:49
I'll crush anything. I could beat up anybody.
54:53
Go, go, go roll with a white belt in jiu jitsu, somebody
54:57
who's been doing it for six months, go give it a try and see
55:00
how tough you really actually are.
55:02
Because truth of the matter is it's, it's a, it's like I said,
55:06
it's an art. And when people are typically
55:09
hot headed, it shows that they haven't haven't done a lot of
55:13
research into that art. I love it, man, Will, this was
55:17
awesome. Again, I love talking to you.
55:19
I want to give a shout out to Charity Water.
55:21
I know that water purity, water safety across the globe is
55:25
really important to you. Scott Harrison's a buddy of mine
55:27
and Charity Water is just an amazing organization.
55:31
I want everybody to go check out Thoughtly.
55:33
You can you can try the platform for free for a month, which is
55:36
incredible. And you can talk to Thoughtly
55:38
yourself and, and just kind of see where we're at techno
55:41
technologically in January of 2026 with these voice AI agents.
55:46
And it's only getting better. Will what's the best place for
55:49
people to connect with you personally online?
55:52
That's a great question. Personally, you can go to my
55:54
LinkedIn. My name is Will Delprincipe.
55:56
You could also go to my Instagram.
55:58
That's where I post all of my fight and stuff and that's where
56:00
I post, you know, my my day-to-day.
56:02
If you're interested in chatting with me about thoughtly, you can
56:05
go to thoughtly.com/demo and you're going to be putting a
56:08
round Robin. You have somewhere around a 15%
56:11
chance of getting me. If you do, consider yourself
56:13
lucky and we'll chat about different ways that that we
56:16
could automate your business. Medicine.
56:18
We'll have all this in the show notes.
56:20
Will, thanks so much for joining me.
56:22
Thank you, Ryan. It's a pleasure.