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AI, Sales & the Human Connection | The GrowthPro Edge · The GrowthPro Edge

• 0:00
  Speaker: Welcome to the Growth Pro Edge.
• 0:02
  Speaker: We're here to help scale your
• 0:04
  Speaker: business, build stronger teams
• 0:06
  Speaker: and sharpen your leadership
• 0:08
  Speaker: skills.
• 0:09
  Speaker: I'm your host Denise Killian
• 0:10
  Speaker: with the Growth Pro Group and
• 0:12
  Speaker: entertainment.
• 0:13
  Speaker: What if I could make your marketing and sales more
• 0:16
  Speaker: efficient without making your business feel less human?
• 0:21
  Speaker: Well, today we're talking with Brian finale of Digital Mentors
• 0:25
  Speaker: about using AI to create structure, streamline your
• 0:29
  Speaker: marketing, and help your sales team work smarter while you
• 0:33
  Speaker: bring the personality, connection, and soul.
• 0:35
  Speaker: Because AI can provide the
• 0:37
  Speaker: structure, but you provide the
• 0:39
  Speaker: soul.
• 0:40
  Speaker: Let's get into how to use AI without losing what makes your
• 0:43
  Speaker: business uniquely human.
• 0:47
  Speaker: Brian, welcome to the Growth Pro Edge.
• 0:50
  Speaker: We're thrilled to have you here today.
• 0:52
  Speaker: Thank you for having me, Denise.
• 0:54
  Speaker: I'm very excited and looking forward to this.
• 0:56
  Speaker: Yeah.
• 0:57
  Speaker: So we're going to talk about
• 0:59
  Speaker: what the difference is between a
• 1:02
  Speaker: good salesperson and someone
• 1:05
  Speaker: who, what I call the shotgun
• 1:07
  Speaker: approach to sales and a hope and
• 1:10
  Speaker: a prayer.
• 1:11
  Speaker: Right.
• 1:11
  Speaker: Which I think a lot of salespeople do.
• 1:14
  Speaker: But before we get started with
• 1:15
  Speaker: that, tell us a little bit about
• 1:17
  Speaker: about yourself.
• 1:20
  Speaker: Oh, gosh.
• 1:21
  Speaker: Uh, yeah.
• 1:22
  Speaker: Uh, well, um, I love baseball.
• 1:25
  Speaker: We were just talking about your
• 1:26
  Speaker: nephew and all of the amazing
• 1:28
  Speaker: things he's about to embark on
• 1:30
  Speaker: as a young man going into
• 1:31
  Speaker: college.
• 1:32
  Speaker: I didn't quite play in the
• 1:33
  Speaker: college level, but I loved
• 1:34
  Speaker: baseball.
• 1:35
  Speaker: Uh, I love my puppy.
• 1:36
  Speaker: I got a dog right here.
• 1:37
  Speaker: I just adopted him a couple months ago, and I get to work
• 1:40
  Speaker: from home and help a whole bunch of people figure out how to
• 1:43
  Speaker: package up their knowledge and bring it to market and, uh, help
• 1:46
  Speaker: and make an impact and, and get paid for it and have a laptop,
• 1:50
  Speaker: cell phone, internet connection and be able to do it from
• 1:52
  Speaker: anywhere in the world.
• 1:52
  Speaker: And I love doing it.
• 1:53
  Speaker: And, uh, yeah, and family is a big thing for me.
• 1:57
  Speaker: Isn't that a lovely thing?
• 1:59
  Speaker: To be able to not be tethered to
• 2:02
  Speaker: a desk and not be tethered to
• 2:04
  Speaker: one location.
• 2:05
  Speaker: That I mean, yeah, have Wi-Fi will travel, right?
• 2:09
  Speaker: The fact that you were just in beautiful, sunny Arizona.
• 2:13
  Speaker: Uh, yeah.
• 2:14
  Speaker: I mean, yeah, being able to take
• 2:15
  Speaker: that, not being, not having to
• 2:17
  Speaker: check in, but being able to
• 2:18
  Speaker: connect and just be able to have
• 2:20
  Speaker: that freedom, as you know, is
• 2:23
  Speaker: priceless.
• 2:24
  Speaker: That's everything.
• 2:24
  Speaker: Yeah.
• 2:25
  Speaker: Yeah.
• 2:25
  Speaker: It's a great thing.
• 2:26
  Speaker: So, Brian, how long have you been doing sales?
• 2:30
  Speaker: Two thousand and five.
• 2:31
  Speaker: So like twenty.
• 2:32
  Speaker: I'm dating myself here.
• 2:33
  Speaker: Twenty one years.
• 2:34
  Speaker: Yeah.
• 2:35
  Speaker: Long time.
• 2:36
  Speaker: Um, in that time.
• 2:41
  Speaker: The world's changed a little bit in terms of how we communicate,
• 2:46
  Speaker: how we interact, how we can network, how we can be exposed.
• 2:51
  Speaker: Uh, and some of those changes I think are for the good.
• 2:53
  Speaker: And some of them maybe not so much.
• 2:55
  Speaker: Yes.
• 2:56
  Speaker: Yes.
• 2:56
  Speaker: But what would you say in your
• 2:58
  Speaker: twenty one years of sales is the
• 3:01
  Speaker: biggest lesson you have have
• 3:03
  Speaker: gleaned?
• 3:05
  Speaker: HMM.
• 3:07
  Speaker: I would say that, uh, the biggest lesson, the biggest
• 3:10
  Speaker: shift for me when in, in sales would be it when I first got
• 3:15
  Speaker: started, I was right out of college, flat broke, bartender,
• 3:18
  Speaker: musician, the whole thing.
• 3:20
  Speaker: And so I was coming on the call needing to make a sale.
• 3:24
  Speaker: And that was very, uh, prevalent.
• 3:27
  Speaker: And it was more about while I still wanted to serve the
• 3:31
  Speaker: client, it wasn't all, it wasn't all there as far as like they
• 3:35
  Speaker: could feel I needed, I needed to make the sale.
• 3:38
  Speaker: And that once I started
• 3:40
  Speaker: learning, that is, that is not
• 3:42
  Speaker: the way we need to as leaders,
• 3:44
  Speaker: as people who have product
• 3:46
  Speaker: service offers that can help to
• 3:47
  Speaker: be able to hop on a call and
• 3:49
  Speaker: disappear into serving them
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  Speaker: completely, one hundred percent,
• 3:52
  Speaker: like no matter what, focus on
• 3:54
  Speaker: them.
• 3:55
  Speaker: You know, whether that's whatever you do.
• 3:56
  Speaker: I mean, for for us, a lot has to do with like, breaking belief
• 3:59
  Speaker: patterns and limiting whatever.
• 4:01
  Speaker: Um, but making sure they leave better.
• 4:04
  Speaker: Uh, and you're, they're not if
• 4:06
  Speaker: they can feel like even an ounce
• 4:08
  Speaker: of you, of you is in this to get
• 4:11
  Speaker: something.
• 4:12
  Speaker: They're out.
• 4:12
  Speaker: They are gone.
• 4:14
  Speaker: Buyers are so much more sophisticated.
• 4:15
  Speaker: They're smarter.
• 4:16
  Speaker: AI is just exposing who is doesn't have the skills to be
• 4:20
  Speaker: able to do to do this stuff.
• 4:22
  Speaker: And, uh, yeah, for me, the
• 4:23
  Speaker: biggest takeaway was really
• 4:25
  Speaker: putting my needs, even though I
• 4:27
  Speaker: might need the economics of it,
• 4:28
  Speaker: putting that aside to serve
• 4:31
  Speaker: them.
• 4:31
  Speaker: And that has served me quite well over the twenty years.
• 4:36
  Speaker: And that's something that it's,
• 4:39
  Speaker: it's hard to unsee when you see
• 4:42
  Speaker: it.
• 4:43
  Speaker: Yeah.
• 4:44
  Speaker: You can't.
• 4:44
  Speaker: I think we all have had those.
• 4:46
  Speaker: The the desperation calls, I call them the desperation calls.
• 4:49
  Speaker: Uh, I've got to hit my quota.
• 4:51
  Speaker: I've got to get my number.
• 4:53
  Speaker: If you're doing a sales job that is pure commission, it is a I
• 4:57
  Speaker: need to eat.
• 4:58
  Speaker: Yeah, I need to make this sale.
• 5:00
  Speaker: Yeah.
• 5:01
  Speaker: And when that's in the forefront
• 5:04
  Speaker: of your mind and your mindset,
• 5:07
  Speaker: when you're having a
• 5:08
  Speaker: conversation with somebody,
• 5:09
  Speaker: whether it's you're trying to
• 5:11
  Speaker: sell them a pen or a service or
• 5:14
  Speaker: a tangible good, it shifts the
• 5:17
  Speaker: tonality of what you're saying
• 5:19
  Speaker: and how you're interacting with
• 5:20
  Speaker: somebody.
• 5:21
  Speaker: Yeah, one hundred percent.
• 5:23
  Speaker: Yeah.
• 5:24
  Speaker: Yeah.
• 5:24
  Speaker: Yeah.
• 5:24
  Speaker: I mean, you're in sales, you know that.
• 5:26
  Speaker: I mean, I can feel even when
• 5:28
  Speaker: from our first conversation, the
• 5:29
  Speaker: energy that you bring to the,
• 5:30
  Speaker: the, the call is phenomenal and
• 5:33
  Speaker: it matters.
• 5:33
  Speaker: It if you're coming to the a sales call and they feel your
• 5:37
  Speaker: need for X for the, you know, for the sale, I mean, they're
• 5:41
  Speaker: just, it's not going to end well and it's not going to be.
• 5:44
  Speaker: Yeah.
• 5:44
  Speaker: That's not it.
• 5:45
  Speaker: Yeah.
• 5:46
  Speaker: And it's and, and when you recognize It's about figuring
• 5:52
  Speaker: out what the person needs and can I help them.
• 5:59
  Speaker: That shifts the questions you ask.
• 6:02
  Speaker: That shifts the conversation that you have.
• 6:06
  Speaker: Yeah.
• 6:06
  Speaker: Like being wanting to be of service in these calls.
• 6:09
  Speaker: And yes, there are certainly we want to get skilled at asking
• 6:12
  Speaker: the right questions that lead them down the path so that they
• 6:14
  Speaker: can close themselves.
• 6:15
  Speaker: But that really with the foundational, like what you just
• 6:19
  Speaker: said, wanting to make sure that they're, you know, that you're
• 6:22
  Speaker: going to help them, that there's a need, that there's something
• 6:25
  Speaker: that you, you know, you absolutely with integrity can,
• 6:28
  Speaker: you know, be a bridge to help them get to whatever, whatever
• 6:31
  Speaker: outcome you promise, whatever the offer is.
• 6:33
  Speaker: Yeah.
• 6:34
  Speaker: Yeah.
• 6:35
  Speaker: And that's, um, that's a different, uh, how did you get
• 6:39
  Speaker: out of the mindset of I gotta pay my bills?
• 6:42
  Speaker: Yeah.
• 6:43
  Speaker: To wait a second, I really need to be there for them.
• 6:47
  Speaker: And if I can give people what they need.
• 6:50
  Speaker: Everything else is taken care of.
• 6:52
  Speaker: Yeah.
• 6:52
  Speaker: Um. Had to get out.
• 6:54
  Speaker: That's the hardest.
• 6:55
  Speaker: That's the million dollar question.
• 6:57
  Speaker: This whole thing is right between the ears, right?
• 7:00
  Speaker: It's it's a psychology.
• 7:01
  Speaker: It's a mindset.
• 7:02
  Speaker: It's an energy and fig like understanding that, um, you have
• 7:07
  Speaker: to get ahead of the event.
• 7:08
  Speaker: Like you have to, you know, this I'm big into meditation and
• 7:11
  Speaker: frequency and all that stuff and, and being able to, uh, hop
• 7:15
  Speaker: on a call.
• 7:15
  Speaker: And even if for me, I mean, I, you know, I was going thirty
• 7:18
  Speaker: grand in debt as a college kid back in two thousand and five.
• 7:23
  Speaker: I had to hop into a different
• 7:24
  Speaker: timeline, a different version of
• 7:26
  Speaker: me.
• 7:26
  Speaker: Not from this fake it til you make it.
• 7:27
  Speaker: I hate, I hate that shit, but
• 7:29
  Speaker: like actually having the vision
• 7:31
  Speaker: of that leader that you want to
• 7:33
  Speaker: be.
• 7:33
  Speaker: If I'm earning X, Y, Z, my impact is here.
• 7:35
  Speaker: I'm on stages, TEDx, talks, books, whatever it is.
• 7:38
  Speaker: Like you don't wait for those things to happen to like hop
• 7:41
  Speaker: into that frequency.
• 7:43
  Speaker: You have to.
• 7:44
  Speaker: And that's the hard part.
• 7:45
  Speaker: Like you, you have to like get
• 7:47
  Speaker: be greater than your
• 7:48
  Speaker: circumstances.
• 7:49
  Speaker: And how can you do that through meditation, through
• 7:53
  Speaker: visualization, through whatever you're doing, you know, personal
• 7:55
  Speaker: growth, taking the a little bit of time in the morning to, you
• 7:59
  Speaker: know, move your frequency just a little bit to that radio station
• 8:02
  Speaker: and that you know, who you want to show up as.
• 8:05
  Speaker: That's the, the whole thing.
• 8:06
  Speaker: Like I would focus more on that with our coaching clients who
• 8:09
  Speaker: are struggling with sales before we get into the, the actual
• 8:12
  Speaker: questions and the science of it.
• 8:14
  Speaker: And, and, you know, all of the, the tactics and the objection
• 8:17
  Speaker: preventing versus handling.
• 8:19
  Speaker: I'm a much a big, bigger fan of that.
• 8:21
  Speaker: But yeah, that's, uh, that's the, the emotional mastery piece
• 8:25
  Speaker: and the, that's the game, that's the whole game.
• 8:27
  Speaker: That's like eighty to ninety percent of it.
• 8:29
  Speaker: As with anything, the eighty twenty rule, right?
• 8:32
  Speaker: Absolutely.
• 8:33
  Speaker: So the mindset piece is huge.
• 8:36
  Speaker: If you're not in the right mindset, it doesn't matter.
• 8:39
  Speaker: It's not going to end well.
• 8:41
  Speaker: So making sure your mindset is
• 8:43
  Speaker: about how to help and not what
• 8:47
  Speaker: you need.
• 8:47
  Speaker: It's not about you.
• 8:48
  Speaker: It's about them.
• 8:49
  Speaker: Yes yes yes.
• 8:50
  Speaker: Which is which is a huge piece.
• 8:52
  Speaker: When we talk about and and we've
• 8:54
  Speaker: had some some of these
• 8:55
  Speaker: conversations, Brian, about the,
• 8:57
  Speaker: you know, I call it, um, uh,
• 9:00
  Speaker: we're, we're saying the same
• 9:01
  Speaker: thing, but just kind of using
• 9:02
  Speaker: different different phrases, but
• 9:04
  Speaker: I, I, I call it the qualifying
• 9:06
  Speaker: part.
• 9:07
  Speaker: Mhm.
• 9:07
  Speaker: Um, I need to know some basic stuff.
• 9:12
  Speaker: You know, the logistics, obviously that's easy.
• 9:14
  Speaker: Everybody knows how to get the basic stuff.
• 9:16
  Speaker: Yeah.
• 9:17
  Speaker: But really digging a little bit
• 9:19
  Speaker: deeper of what, what are their
• 9:21
  Speaker: needs?
• 9:22
  Speaker: What are they looking for?
• 9:24
  Speaker: And not just in broad strokes, but like, what's the, the
• 9:28
  Speaker: underbelly of it?
• 9:30
  Speaker: And sometimes you find out, oh, this isn't a good fit.
• 9:35
  Speaker: I can't help this person.
• 9:38
  Speaker: And sometimes, oh yeah, they don't even know what they need.
• 9:42
  Speaker: Yep.
• 9:44
  Speaker: So that connection piece is huge.
• 9:47
  Speaker: Well, I think what you just said
• 9:48
  Speaker: about them, and I'm sure you see
• 9:50
  Speaker: it too, as you run your
• 9:52
  Speaker: companies, like most of the
• 9:54
  Speaker: time, they don't even know the
• 9:55
  Speaker: real problem, like the actual
• 9:57
  Speaker: real problem that's keeping them
• 9:59
  Speaker: from whatever, whatever they're
• 10:01
  Speaker: chasing.
• 10:02
  Speaker: And that's our job as leaders, as salespeople to get them to
• 10:06
  Speaker: the truth of actually what's going on and what is it, you
• 10:09
  Speaker: know, what is whatever, you know, what is it costing them
• 10:12
  Speaker: right now to stay here and in the future if they keep going
• 10:16
  Speaker: down this track?
• 10:17
  Speaker: Right.
• 10:18
  Speaker: Right.
• 10:19
  Speaker: And, and the how thinking about things a little bit differently,
• 10:23
  Speaker: I think so many times, and especially now we want an
• 10:28
  Speaker: instant answer, an instant success, an instant, you know,
• 10:33
  Speaker: uh, this one little thing.
• 10:36
  Speaker: I'm going to pay for this service.
• 10:37
  Speaker: I'm going to pay for this car or this, whatever it is, and
• 10:41
  Speaker: everything will immediately be perfect and amazing.
• 10:44
  Speaker: Yeah, and it's not right.
• 10:48
  Speaker: There's some work that goes along with it.
• 10:51
  Speaker: You can buy amazing software,
• 10:53
  Speaker: but if you're not using it
• 10:54
  Speaker: properly, it's not going to do
• 10:55
  Speaker: what the thing that you want it
• 10:57
  Speaker: to do.
• 10:57
  Speaker: You can.
• 10:58
  Speaker: Yeah.
• 10:59
  Speaker: So, and in my mind, a part of, of being in service to that
• 11:06
  Speaker: client or that customer is having those conversations and
• 11:13
  Speaker: setting those expectations.
• 11:14
  Speaker: Mhm.
• 11:15
  Speaker: Mhm.
• 11:16
  Speaker: Yeah.
• 11:16
  Speaker: I think those conversations
• 11:18
  Speaker: where you're talking about
• 11:19
  Speaker: getting deep.
• 11:20
  Speaker: Like most what I've found, most
• 11:23
  Speaker: coaches, most salespeople don't,
• 11:25
  Speaker: they don't want to, they either
• 11:26
  Speaker: don't know how to ask those
• 11:27
  Speaker: questions or they just don't
• 11:28
  Speaker: want to.
• 11:28
  Speaker: Um, they don't want to go deep.
• 11:32
  Speaker: They don't want to try and open some things up.
• 11:34
  Speaker: And that is a complete disservice to the prospect.
• 11:38
  Speaker: Like that, that, that that's where the sale is made.
• 11:40
  Speaker: That's where we can actually
• 11:42
  Speaker: like, because everyone's having
• 11:43
  Speaker: those surface level
• 11:44
  Speaker: conversations, like to really be
• 11:47
  Speaker: a transformer or a mover,
• 11:48
  Speaker: someone who inspires and
• 11:49
  Speaker: impacts.
• 11:50
  Speaker: Like we have to be okay to stand in the fire with them and have
• 11:56
  Speaker: the courage to bring them there.
• 11:57
  Speaker: Right.
• 11:58
  Speaker: And, uh, you can only do that when you, when you, you know, do
• 12:02
  Speaker: that for yourself and you lead from that and you hold yourself
• 12:04
  Speaker: to a particular standard and being able to hop on a call and,
• 12:08
  Speaker: and be okay with opening up the wound, not to hurt them, but to
• 12:12
  Speaker: help them to actually bring them to the facts of what's going on.
• 12:16
  Speaker: Absolutely.
• 12:17
  Speaker: So in your experience and the things that you have learned in
• 12:22
  Speaker: your twenty years as a salesperson, what are and
• 12:28
  Speaker: there's not, again, as I just said, there's not I ask these
• 12:31
  Speaker: three questions and you will close every sale, right?
• 12:34
  Speaker: That's not that's not it.
• 12:36
  Speaker: But how do you Broach that making that connection.
• 12:42
  Speaker: Yeah.
• 12:43
  Speaker: It really for me, it's it's it's, it may sound rudimentary,
• 12:48
  Speaker: but first, coming to the call with that energy of really
• 12:51
  Speaker: wanting to serve and help no matter what, that's a huge deal.
• 12:54
  Speaker: But then questions, you know, so
• 12:55
  Speaker: many salespeople try and get on
• 12:56
  Speaker: and immediately go into telling
• 12:59
  Speaker: features, benefits, all these
• 13:01
  Speaker: things.
• 13:01
  Speaker: And they're talking themselves right out of the sale.
• 13:05
  Speaker: Like it's questions.
• 13:06
  Speaker: It really is quality questions that, you know, think about when
• 13:10
  Speaker: you go to a doctor, right?
• 13:11
  Speaker: When they're the ones who are
• 13:13
  Speaker: the expert, they got the white
• 13:14
  Speaker: coat on.
• 13:15
  Speaker: They're the one asking.
• 13:16
  Speaker: That's who's leading that conversation.
• 13:18
  Speaker: A lot of coaches and salespeople
• 13:19
  Speaker: get on a call, and they think
• 13:20
  Speaker: that by talking more, they're
• 13:21
  Speaker: actually leading and getting
• 13:23
  Speaker: rapport or gaining influence,
• 13:24
  Speaker: whereas the right set of
• 13:26
  Speaker: questions to get them to really
• 13:28
  Speaker: internalize what's going on in
• 13:30
  Speaker: whatever area of impact you, you
• 13:32
  Speaker: know, you teach coach at, that's
• 13:34
  Speaker: everything and The ability to
• 13:38
  Speaker: get them.
• 13:39
  Speaker: I kind of call it.
• 13:39
  Speaker: I know you've got a framework for this too.
• 13:41
  Speaker: You've been doing this for, for decades yourself.
• 13:43
  Speaker: I kind of I bundle up these questions as like current
• 13:45
  Speaker: condition, like what's going on that's checking here, where do
• 13:48
  Speaker: they want to be?
• 13:49
  Speaker: That's that whole gap thing.
• 13:50
  Speaker: And we're selling to that gap.
• 13:51
  Speaker: And really my favorite is the consequence, the pain.
• 13:54
  Speaker: Like if we don't do anything about this, you know, you've
• 13:57
  Speaker: been doing this, you've been trying to build this business
• 13:59
  Speaker: for the last two years.
• 14:01
  Speaker: You're at this income level, right?
• 14:03
  Speaker: You keep doing the same thing over and over again.
• 14:04
  Speaker: If nothing changes, like, you know, the fact that this isn't
• 14:07
  Speaker: where you want to be for you and your family, blah, blah, blah,
• 14:10
  Speaker: this idea that, my gosh, you know, if we don't do anything
• 14:14
  Speaker: about this over the next six months, like what happens to the
• 14:17
  Speaker: business, what happens to you personally and like going down
• 14:20
  Speaker: that being able to really slow down your cadence, which shows a
• 14:25
  Speaker: lot more empathy, like true empathy and like you actually
• 14:28
  Speaker: caring for the prospect, but then getting them to actually
• 14:31
  Speaker: really sit and internalize that pain, like, holy cow, if I don't
• 14:35
  Speaker: change something like it's not I mean, I'm, I'm here in the next,
• 14:40
  Speaker: you know, year or worse.
• 14:42
  Speaker: Right, right.
• 14:44
  Speaker: And I, I like that breakdown of where are you at right now?
• 14:47
  Speaker: I'm having that conversation and
• 14:49
  Speaker: understanding where they're
• 14:50
  Speaker: currently at.
• 14:51
  Speaker: Mhm.
• 14:52
  Speaker: The, the gap of where do you want to be?
• 14:56
  Speaker: Yep.
• 14:56
  Speaker: And how are we going to get there?
• 14:58
  Speaker: Right.
• 14:58
  Speaker: How, how are you going to get there if you don't do anything
• 15:02
  Speaker: separately or different?
• 15:06
  Speaker: How are we going to get there if you do something differently?
• 15:11
  Speaker: Sometimes there's a pain with that.
• 15:13
  Speaker: Not sometimes.
• 15:14
  Speaker: A lot of times there is.
• 15:15
  Speaker: Whether it is, I'm introducing a new software.
• 15:18
  Speaker: We're changing over our point of sales.
• 15:21
  Speaker: You know, if you're a customer
• 15:22
  Speaker: facing business or changing over
• 15:25
  Speaker: even just changing a brand or
• 15:26
  Speaker: changing leadership positions,
• 15:29
  Speaker: right?
• 15:29
  Speaker: Whatever it is, well, you work with, you have to speak to, you
• 15:32
  Speaker: work with full on teams?
• 15:34
  Speaker: I mean, you have these aren't
• 15:35
  Speaker: some in some cases, these aren't
• 15:37
  Speaker: easy switches.
• 15:38
  Speaker: This is super uncomfortable that you have to change entire belief
• 15:41
  Speaker: models and sell that idea.
• 15:43
  Speaker: Like because you're going the
• 15:45
  Speaker: whole you're sometimes working
• 15:46
  Speaker: with, I'm certain dozens of, of,
• 15:48
  Speaker: you know, all at once who are
• 15:49
  Speaker: doing one thing, one way and you
• 15:51
  Speaker: have to.
• 15:52
  Speaker: That's a big change in your organization.
• 15:54
  Speaker: Yeah, that's yeah.
• 15:56
  Speaker: That's tough.
• 15:57
  Speaker: Yeah.
• 15:57
  Speaker: You know, and it's, it's funny, I, uh, just got back from, uh,
• 16:02
  Speaker: an onsite trip with a group that I work with.
• 16:05
  Speaker: And when I started working with them, they had two locations.
• 16:09
  Speaker: They, uh, now have five and the, as they're adding on locations,
• 16:16
  Speaker: you know, there's debris branding, the everything.
• 16:19
  Speaker: And, um, you know, some of the locations that the one that they
• 16:23
  Speaker: just picked up.
• 16:24
  Speaker: And then one of the first ones that they acquired, you know,
• 16:28
  Speaker: they were still doing everything by paper, pen and paper.
• 16:32
  Speaker: And, you know, because it had been a family owned place, a
• 16:36
  Speaker: family owned business for thirty, forty years.
• 16:39
  Speaker: Good on them.
• 16:40
  Speaker: Wow.
• 16:41
  Speaker: Some of the same people still
• 16:43
  Speaker: working there those thirty,
• 16:44
  Speaker: forty years.
• 16:45
  Speaker: Yeah.
• 16:46
  Speaker: Uh.
• 16:46
  Speaker: Huh.
• 16:47
  Speaker: And now it's okay.
• 16:49
  Speaker: We're going to really, everything about your life is
• 16:52
  Speaker: about to change.
• 16:53
  Speaker: Right?
• 16:54
  Speaker: Everything that you know.
• 16:56
  Speaker: Yeah.
• 16:57
  Speaker: Let's have fun.
• 16:58
  Speaker: Um.
• 16:59
  Speaker: Right.
• 16:59
  Speaker: Um, but making those changes, uh, you know, is, is, is hard.
• 17:05
  Speaker: And, but it's the, this is where this ownership group is, this is
• 17:12
  Speaker: where they want to be.
• 17:13
  Speaker: And they know that the process
• 17:15
  Speaker: to get there is going to be a
• 17:17
  Speaker: challenge and it's going to take
• 17:19
  Speaker: time.
• 17:20
  Speaker: It's not going to happen overnight.
• 17:21
  Speaker: But, you know, we did, um, uh,
• 17:25
  Speaker: I, I was like, we're going to do
• 17:26
  Speaker: awards for this, this big
• 17:28
  Speaker: meeting and, uh, with, with all
• 17:30
  Speaker: of the locations together and
• 17:31
  Speaker: nice and of, you know,
• 17:34
  Speaker: percentage change because some
• 17:35
  Speaker: of them, you know, you can't
• 17:37
  Speaker: just do the, the gross numbers
• 17:38
  Speaker: because they're.
• 17:40
  Speaker: Yeah, so wildly different.
• 17:41
  Speaker: Yeah.
• 17:42
  Speaker: So we're going to do percent
• 17:43
  Speaker: change and, you know, all of
• 17:44
  Speaker: that.
• 17:45
  Speaker: Uh, one of the centers that I was talking about, one of the
• 17:48
  Speaker: locations in for years has doubled their revenue.
• 17:53
  Speaker: Wow.
• 17:54
  Speaker: Damn.
• 17:56
  Speaker: That's amazing.
• 17:58
  Speaker: Is it?
• 17:59
  Speaker: But it's the attribute is the,
• 18:02
  Speaker: the new they did the work,
• 18:04
  Speaker: right?
• 18:05
  Speaker: They did the work.
• 18:07
  Speaker: And, you know, there's, we all know there's some basic levers
• 18:10
  Speaker: that you change.
• 18:11
  Speaker: Yeah.
• 18:11
  Speaker: You know, you can change price.
• 18:13
  Speaker: You can, you know, you've gotta get more people in the door
• 18:16
  Speaker: either coming more frequently, the same people coming more
• 18:19
  Speaker: often or additional people.
• 18:21
  Speaker: Price points are a part, you know, those the price point is
• 18:24
  Speaker: the easiest lever that you can pull right off the bat, but
• 18:28
  Speaker: that's not going to get you all the way there.
• 18:30
  Speaker: And so, but the, the, the team, the leadership team in that
• 18:37
  Speaker: location leaned in.
• 18:39
  Speaker: And there's been some road bumps
• 18:42
  Speaker: and there's been some
• 18:43
  Speaker: frustrations and there's been
• 18:44
  Speaker: some.
• 18:45
  Speaker: Denise, talk me off the ledge.
• 18:46
  Speaker: I'm about to lose it
• 18:47
  Speaker: conversations, which is a part
• 18:50
  Speaker: of it.
• 18:51
  Speaker: But you know, they they're doing the work and I'm so excited and
• 18:56
  Speaker: proud for them.
• 18:58
  Speaker: Uh, but, you know, it's, but that's hard change.
• 19:01
  Speaker: That's really hard change.
• 19:03
  Speaker: And when it's, you know, and
• 19:06
  Speaker: that goes with if, like I said,
• 19:07
  Speaker: if you're selling a software
• 19:08
  Speaker: system or if you're, you know,
• 19:11
  Speaker: gosh, even when you just change,
• 19:13
  Speaker: if you go from windows to
• 19:15
  Speaker: Google.
• 19:16
  Speaker: Yeah, you know, that's a, that's a big crazy change.
• 19:20
  Speaker: And, and, and so there's a pain
• 19:23
  Speaker: point for, for any change, and
• 19:28
  Speaker: even though the outcome is going
• 19:29
  Speaker: to be good, there's still that
• 19:31
  Speaker: pain point.
• 19:32
  Speaker: Yeah.
• 19:32
  Speaker: And if I think if you try to say
• 19:36
  Speaker: that everything's going to be
• 19:37
  Speaker: perfect, there's not going to be
• 19:38
  Speaker: any rough patches and
• 19:39
  Speaker: everything's going to be
• 19:39
  Speaker: amazing.
• 19:41
  Speaker: Yeah, you're, you're not doing a
• 19:43
  Speaker: good service to that client or
• 19:46
  Speaker: that customer.
• 19:47
  Speaker: And certainly you're not serving them.
• 19:52
  Speaker: Right.
• 19:52
  Speaker: But that's a part of that recognition.
• 19:55
  Speaker: And sometimes right now the pain isn't worth it.
• 19:59
  Speaker: Mhm.
• 19:59
  Speaker: Mhm.
• 20:00
  Speaker: But that doesn't mean that it won't later.
• 20:03
  Speaker: Yeah.
• 20:04
  Speaker: I think a lot of that has to do with, uh, just, you know, those
• 20:07
  Speaker: businesses obviously successful.
• 20:09
  Speaker: I wouldn't say obviously not stuck in their ways because you
• 20:11
  Speaker: got them, they hired you and you're coming in and, you know,
• 20:15
  Speaker: cleaning stuff up.
• 20:16
  Speaker: And I'm certain better systems,
• 20:17
  Speaker: better optimization, the whole
• 20:19
  Speaker: thing, but has to do with like
• 20:21
  Speaker: comfort and this idea of like,
• 20:23
  Speaker: we humans talk about how we want
• 20:25
  Speaker: change, but it's quite
• 20:26
  Speaker: uncomfortable.
• 20:27
  Speaker: And the funny part is the
• 20:29
  Speaker: unfortunate and fortunate part
• 20:30
  Speaker: is that that where is the as you
• 20:33
  Speaker: know, that's where the growth
• 20:33
  Speaker: is.
• 20:34
  Speaker: That's where the whole next level, the next chapter, the
• 20:36
  Speaker: next, you know, whatever your your you're going after.
• 20:40
  Speaker: And, uh, yeah, that's where the good is the goods.
• 20:44
  Speaker: Yeah.
• 20:45
  Speaker: Yeah.
• 20:45
  Speaker: Well, I mean, I always think
• 20:46
  Speaker: about every time that your
• 20:48
  Speaker: operating system on your phone
• 20:50
  Speaker: changes.
• 20:51
  Speaker: Yeah.
• 20:51
  Speaker: You got these little.
• 20:53
  Speaker: Yeah, gotta relearn a lot of stuff and you have to relearn a
• 20:56
  Speaker: bunch of stuff.
• 20:57
  Speaker: And if you're like me, you complain about it for three
• 21:00
  Speaker: weeks and then you get it.
• 21:01
  Speaker: Yeah.
• 21:01
  Speaker: And then you get it and you move it forward.
• 21:04
  Speaker: And then here we are, six months
• 21:06
  Speaker: and then it and then it changes
• 21:07
  Speaker: again.
• 21:08
  Speaker: Yeah, yeah.
• 21:10
  Speaker: But, um, you know, those changes are, are, are challenges.
• 21:16
  Speaker: Mhm.
• 21:17
  Speaker: And having the tools to be able to help people move through
• 21:22
  Speaker: them, whether it is one person or an entire company or, you
• 21:27
  Speaker: know, a large group of people or just one or two people.
• 21:32
  Speaker: I think when we talk about what differentiates a salesperson and
• 21:37
  Speaker: a great salesperson is helping to lead through that change too.
• 21:43
  Speaker: Yeah, one hundred percent.
• 21:46
  Speaker: Yeah.
• 21:47
  Speaker: Um, you know, we've talked a
• 21:48
  Speaker: little bit about you've
• 21:51
  Speaker: mentioned AI and brought up AI a
• 21:52
  Speaker: little bit.
• 21:54
  Speaker: And I want to kind of bring in the, some of the tools that we
• 21:59
  Speaker: have now are fabulous.
• 22:01
  Speaker: Yeah.
• 22:01
  Speaker: But maybe not always used properly.
• 22:04
  Speaker: Yeah.
• 22:05
  Speaker: Yeah.
• 22:06
  Speaker: I think AI and sales is one of those conversations.
• 22:11
  Speaker: Yeah.
• 22:12
  Speaker: One hundred percent.
• 22:13
  Speaker: Yeah.
• 22:13
  Speaker: You mentioned an example earlier as well.
• 22:15
  Speaker: And it's just like, I love the conversation of like, AI is
• 22:19
  Speaker: going to replace Salespeople.
• 22:21
  Speaker: It's not I mean, there's no
• 22:22
  Speaker: there's no empathy, there's no
• 22:24
  Speaker: human connection.
• 22:25
  Speaker: It's just this is the one thing.
• 22:28
  Speaker: Yeah.
• 22:29
  Speaker: And you mentioned also kind of this instant gratification.
• 22:31
  Speaker: So many coaches these days and
• 22:33
  Speaker: salespeople want that sale
• 22:35
  Speaker: immediately.
• 22:35
  Speaker: They don't even ask these questions.
• 22:37
  Speaker: They're just you can feel the energy on calls.
• 22:39
  Speaker: At least some of the ones that I critique is like, they want to
• 22:43
  Speaker: get to it, then move on to the next, the next off in the next
• 22:46
  Speaker: guy or gal, the next, you know, the next number hit their KPI,
• 22:49
  Speaker: their quota, their, their, you know, whatever their numbers are
• 22:52
  Speaker: for the quarter.
• 22:53
  Speaker: And it just is.
• 22:54
  Speaker: Uh, yeah, your AI is not going to touch sale.
• 22:58
  Speaker: Good sales people, good people who like really, truly have that
• 23:03
  Speaker: compassion and that patience and the ability to connect at a
• 23:09
  Speaker: deep, deep level.
• 23:11
  Speaker: There is no AI on the planet that can train, that will be or
• 23:14
  Speaker: can be trained because it's not.
• 23:16
  Speaker: That's the one thing it doesn't have is emotions.
• 23:18
  Speaker: The one thing.
• 23:19
  Speaker: It's not intelligent.
• 23:20
  Speaker: It is a learning language model.
• 23:22
  Speaker: It is repeating patterns.
• 23:24
  Speaker: It does not think the way you and I. It's just we're safe.
• 23:30
  Speaker: We're good.
• 23:32
  Speaker: Right?
• 23:32
  Speaker: Right.
• 23:33
  Speaker: But it's the oh, I'll just use AI to create an email that I'll
• 23:38
  Speaker: blast to four hundred people.
• 23:41
  Speaker: The same thing.
• 23:42
  Speaker: No, like you said, that is not it.
• 23:44
  Speaker: Yeah, that's not it.
• 23:46
  Speaker: Uh, where's the connection?
• 23:49
  Speaker: Where is the you know, because at the end of the day, and, and,
• 23:53
  Speaker: uh, the founder of the growth Pro group and entertainment that
• 23:57
  Speaker: I work with, she wrote a book called People buy from people.
• 24:00
  Speaker: I saw that yeah.
• 24:02
  Speaker: On the.
• 24:02
  Speaker: Yeah.
• 24:03
  Speaker: Because that's it.
• 24:04
  Speaker: Right.
• 24:04
  Speaker: We want to buy from someone who we feel a connection to.
• 24:10
  Speaker: And AI is not going to be able to do that.
• 24:14
  Speaker: A mass blanket email might be
• 24:17
  Speaker: able to give you a lead, but
• 24:18
  Speaker: it's not going to close the sale
• 24:19
  Speaker: for you.
• 24:20
  Speaker: That's it.
• 24:21
  Speaker: That's one hundred percent.
• 24:22
  Speaker: Yes.
• 24:22
  Speaker: That is it.
• 24:24
  Speaker: Yeah, yeah.
• 24:25
  Speaker: I mean, it's a great tool.
• 24:25
  Speaker: We love we use it all day long.
• 24:27
  Speaker: It's a part of when we come in
• 24:29
  Speaker: with our clients, we install a
• 24:31
  Speaker: full on AI team to do like
• 24:32
  Speaker: ninety percent of the marketing
• 24:34
  Speaker: for them.
• 24:34
  Speaker: But at the end of the day, though, to get them across the
• 24:37
  Speaker: finish line, it's going to be a you, a human.
• 24:40
  Speaker: And that's where your passion,
• 24:42
  Speaker: your desire, your, you know, if
• 24:44
  Speaker: you really show up and like you
• 24:47
  Speaker: just like they can tell that you
• 24:48
  Speaker: genuinely care.
• 24:50
  Speaker: I mean, I've seen coaches go completely off the rails on
• 24:53
  Speaker: these, you know, how we teach sales and still make the sale
• 24:57
  Speaker: because they the prospect feels they actually care.
• 25:00
  Speaker: Like that is the main thing.
• 25:03
  Speaker: Like, you know how rare that is these days to have someone
• 25:05
  Speaker: actually be present and drop in and listen, and then not just go
• 25:09
  Speaker: through a script and try to go in these questions, but they're
• 25:13
  Speaker: they're intelligent, they're bridging, they're making sense.
• 25:15
  Speaker: You're listening, you're, you're
• 25:16
  Speaker: repeating and really trying to
• 25:18
  Speaker: connect the dots based on where
• 25:20
  Speaker: they're, you know, not, not
• 25:21
  Speaker: judging from a place of
• 25:22
  Speaker: judgment, but like understanding
• 25:24
  Speaker: where they're at and like trying
• 25:25
  Speaker: to really see if you can serve
• 25:27
  Speaker: and help.
• 25:27
  Speaker: And again, you bring that to a call, you're going to be better
• 25:30
  Speaker: than like ninety percent of the people out there just with that
• 25:33
  Speaker: real desire, right?
• 25:35
  Speaker: Yeah.
• 25:35
  Speaker: I mean, it's, it's good sales is
• 25:37
  Speaker: really, it's not about you
• 25:39
  Speaker: talking.
• 25:39
  Speaker: Stop talking and start listening.
• 25:41
  Speaker: Yes.
• 25:43
  Speaker: Ask the question and listen.
• 25:44
  Speaker: I didn't read that book.
• 25:45
  Speaker: I'm certain your CEO, the.
• 25:47
  Speaker: That's.
• 25:47
  Speaker: People buy from people.
• 25:48
  Speaker: I'm.
• 25:48
  Speaker: I'm certain that's a key element from, uh, one hundred percent.
• 25:52
  Speaker: Yeah, one hundred percent.
• 25:53
  Speaker: It's ask the questions and listen.
• 25:55
  Speaker: Yeah.
• 25:56
  Speaker: Ask the follow up questions
• 25:58
  Speaker: because you're genuinely
• 25:59
  Speaker: interested.
• 26:00
  Speaker: And it's coming from a place of
• 26:02
  Speaker: curiosity and wanting to help
• 26:06
  Speaker: and listening.
• 26:07
  Speaker: And when you do that, well, the really the close is just okay.
• 26:13
  Speaker: Brian, what I heard you say was
• 26:14
  Speaker: this was an issue and the
• 26:17
  Speaker: ability to do this thing would
• 26:19
  Speaker: be helpful.
• 26:20
  Speaker: And that's what you're looking for?
• 26:21
  Speaker: Yes, yes it is.
• 26:22
  Speaker: Great.
• 26:24
  Speaker: Here it is done.
• 26:25
  Speaker: Right?
• 26:25
  Speaker: Right.
• 26:26
  Speaker: You you don't have to do the hard sell because it's the.
• 26:31
  Speaker: Yeah.
• 26:31
  Speaker: I'm listening to you.
• 26:33
  Speaker: And if I have a way to help you,
• 26:36
  Speaker: I'm going to share that with
• 26:37
  Speaker: you.
• 26:37
  Speaker: But also sometimes it's the you know what?
• 26:41
  Speaker: This isn't quite where we're going to be able to, to help
• 26:45
  Speaker: help you out at this moment.
• 26:47
  Speaker: But I know maybe this person
• 26:50
  Speaker: that can or this company that
• 26:51
  Speaker: can or maybe down the line when
• 26:54
  Speaker: you get here, we can we can pick
• 26:56
  Speaker: that up.
• 26:57
  Speaker: Or if that pain point, the pain
• 26:59
  Speaker: gain scenario, the, the gain is
• 27:02
  Speaker: not worth the pain in this
• 27:04
  Speaker: moment.
• 27:06
  Speaker: When it is, we can, you know, we can work together then.
• 27:10
  Speaker: Right timing, right fit and that
• 27:12
  Speaker: I love that you are of that mind
• 27:15
  Speaker: as well.
• 27:15
  Speaker: Like, if we can't serve them not
• 27:16
  Speaker: to try and, you know, force a
• 27:18
  Speaker: square peg into a round hole,
• 27:19
  Speaker: but telling them that awesome,
• 27:22
  Speaker: amazing.
• 27:22
  Speaker: And also, hey, I might have this gal or guy, you know, you based
• 27:27
  Speaker: on where you're at, they can do a bet, like talk to them and
• 27:30
  Speaker: really just referring them to somebody in your circle that
• 27:33
  Speaker: can, that does that would be of help and service.
• 27:36
  Speaker: That's beautiful.
• 27:37
  Speaker: Yeah.
• 27:38
  Speaker: Because I mean, again, as you were saying at the beginning of
• 27:40
  Speaker: this, this conversation, it's about the service.
• 27:42
  Speaker: How can I help somebody?
• 27:43
  Speaker: Yes.
• 27:44
  Speaker: Yep.
• 27:45
  Speaker: Yeah.
• 27:45
  Speaker: And, you know, I, I am not a doctor.
• 27:49
  Speaker: And I cannot, you know, stitch up your cut, but I can make sure
• 27:54
  Speaker: to get you to where you can be.
• 27:56
  Speaker: Yeah.
• 27:56
  Speaker: Yeah.
• 27:57
  Speaker: You know.
• 27:58
  Speaker: Yes.
• 27:58
  Speaker: One hundred percent.
• 27:59
  Speaker: Yeah.
• 28:00
  Speaker: Love that.
• 28:01
  Speaker: Um, so, Brian, you work with digital mentors.
• 28:04
  Speaker: That's the, that's the company that you work with.
• 28:06
  Speaker: What exactly is it that y'all do?
• 28:10
  Speaker: Yeah.
• 28:10
  Speaker: So we'll come welcome in.
• 28:11
  Speaker: It's we are just so freaking
• 28:13
  Speaker: passionate about like, there's
• 28:14
  Speaker: so many good people with
• 28:15
  Speaker: knowledge and expertise and
• 28:17
  Speaker: wisdom.
• 28:17
  Speaker: They've spent decades in some
• 28:18
  Speaker: area of impact and they just,
• 28:20
  Speaker: they want to go out and help
• 28:21
  Speaker: people.
• 28:22
  Speaker: They just have no idea where to do it or how to start, how to
• 28:24
  Speaker: how to go out there and generate leads and get coaching clients
• 28:28
  Speaker: and the whole thing.
• 28:29
  Speaker: So coaches hire us to come in and we help all.
• 28:32
  Speaker: We basically set all that up for them.
• 28:35
  Speaker: And websites, lead generation, client acquisition assets.
• 28:40
  Speaker: We have an AI team that
• 28:41
  Speaker: literally will go in and like,
• 28:42
  Speaker: do what we've been doing online
• 28:45
  Speaker: and we've generated tens of
• 28:46
  Speaker: millions of dollars online and
• 28:48
  Speaker: coaching and digital education
• 28:50
  Speaker: programs and products and
• 28:51
  Speaker: services.
• 28:51
  Speaker: And we've trained a full on AI
• 28:53
  Speaker: team on all of our frameworks,
• 28:54
  Speaker: on all of our systems and the
• 28:56
  Speaker: best marketing out not just us,
• 28:57
  Speaker: but the best digital marketers,
• 28:59
  Speaker: coaches, direct response
• 29:01
  Speaker: marketers, webinars, the whole
• 29:02
  Speaker: thing.
• 29:03
  Speaker: And we have those agents do a
• 29:07
  Speaker: lot of the things because the
• 29:09
  Speaker: reality is with AI, it's just
• 29:12
  Speaker: most coaches and we've been
• 29:13
  Speaker: taking audits, hundreds of
• 29:14
  Speaker: coaches in the last just couple
• 29:16
  Speaker: of weeks.
• 29:16
  Speaker: We've been auditing.
• 29:17
  Speaker: AI did not solve the problem.
• 29:19
  Speaker: It did not help coaches get more clients.
• 29:20
  Speaker: In fact, it caused more stress
• 29:22
  Speaker: because now they have to learn
• 29:23
  Speaker: this.
• 29:24
  Speaker: And so it didn't like if coaches
• 29:26
  Speaker: could actually get back to their
• 29:28
  Speaker: what they want to do, which is
• 29:30
  Speaker: coach and impact and earn and do
• 29:32
  Speaker: the thing.
• 29:33
  Speaker: Could we make the marketing side easier for coaches now more than
• 29:37
  Speaker: ever before with AI?
• 29:38
  Speaker: And that's, that's who we are and what we stand for.
• 29:41
  Speaker: And we want to get coaches back to coaching.
• 29:44
  Speaker: What was the genesis of this AI?
• 29:48
  Speaker: Well, see, we used to we used to
• 29:50
  Speaker: do, you know, gosh, been a long
• 29:52
  Speaker: time.
• 29:53
  Speaker: We would we've been coaching our
• 29:55
  Speaker: frameworks and teachings and
• 29:56
  Speaker: systems.
• 29:56
  Speaker: We've been very blessed to figure some things out on how to
• 29:59
  Speaker: generate leads, how to sell one to many, how to do workshops,
• 30:02
  Speaker: virtual and in person.
• 30:03
  Speaker: We it's been a really awesome ride and we would coach and
• 30:06
  Speaker: teach that And to our.
• 30:09
  Speaker: I mean, it would break our heart.
• 30:11
  Speaker: Like only three, five, ten
• 30:13
  Speaker: percent would ever actually do
• 30:14
  Speaker: anything with what we teach
• 30:16
  Speaker: because they just couldn't
• 30:17
  Speaker: implement or execute or they're
• 30:19
  Speaker: a busy mom or dad on the side,
• 30:20
  Speaker: you know, or whatever, the
• 30:21
  Speaker: limiting beliefs, all the
• 30:22
  Speaker: things.
• 30:23
  Speaker: So now in the last few months
• 30:25
  Speaker: with some of the updates to AI,
• 30:27
  Speaker: some of the agent, the agentic
• 30:29
  Speaker: side of it, there's ways where
• 30:31
  Speaker: now the stuff that the clients
• 30:34
  Speaker: weren't doing in the past, it's
• 30:36
  Speaker: getting done.
• 30:37
  Speaker: Even if they don't feel it, they don't like it.
• 30:39
  Speaker: They got up on the wrong side of
• 30:40
  Speaker: the morning, or they're with
• 30:41
  Speaker: their family.
• 30:42
  Speaker: The business can still run in a way that it's actually getting
• 30:46
  Speaker: like, no matter how the human feels, it's getting executed.
• 30:50
  Speaker: So we're holding the line for them with some of the new
• 30:53
  Speaker: solutions and it's getting helping them stay and getting
• 30:57
  Speaker: clients like never before.
• 30:59
  Speaker: So we're really fantastic.
• 31:01
  Speaker: Yeah, it's a game changer.
• 31:04
  Speaker: Yeah.
• 31:04
  Speaker: And that's the, the piece of,
• 31:06
  Speaker: you know, when we talk about AI,
• 31:07
  Speaker: it can be great and it can be
• 31:08
  Speaker: terrible.
• 31:09
  Speaker: One hundred percent yes.
• 31:11
  Speaker: When I think in today's world, we're all wearing too many hats.
• 31:15
  Speaker: Yes.
• 31:16
  Speaker: And whether you have a massive,
• 31:19
  Speaker: huge business or you are a one
• 31:21
  Speaker: person shop, you know, an
• 31:23
  Speaker: entrepreneur out there trying to
• 31:25
  Speaker: make it happen where you are
• 31:26
  Speaker: literally wearing every single
• 31:28
  Speaker: hat.
• 31:29
  Speaker: You're the accountant and you're the marketer and you're the
• 31:32
  Speaker: salesperson and you're the creator, and you're the operator
• 31:35
  Speaker: and you're the.
• 31:37
  Speaker: Yeah.
• 31:37
  Speaker: And you gotta fulfill.
• 31:38
  Speaker: And now you're mom and dad.
• 31:39
  Speaker: You have a life.
• 31:40
  Speaker: You've got, you know, yes, it can be a lot.
• 31:43
  Speaker: Yeah.
• 31:44
  Speaker: So to be able to have some tools
• 31:46
  Speaker: to take some of those hats so
• 31:49
  Speaker: that.
• 31:50
  Speaker: And it's never AI.
• 31:51
  Speaker: And I always have to say this.
• 31:52
  Speaker: Anytime we talk about AI, AI does not replace humans.
• 31:56
  Speaker: Mhm.
• 31:56
  Speaker: You still need to keep an eye on it.
• 31:59
  Speaker: But it's a let me review it versus let me do all of it.
• 32:04
  Speaker: Yes.
• 32:05
  Speaker: Yes.
• 32:06
  Speaker: I love.
• 32:06
  Speaker: Yeah.
• 32:07
  Speaker: That's how that's our.
• 32:08
  Speaker: There's a lot of coaches and I know you see it on LinkedIn and
• 32:11
  Speaker: in the world.
• 32:12
  Speaker: It's just the they've gotten lazy.
• 32:14
  Speaker: Um, and they just copy and paste stuff and you can tell, I mean,
• 32:18
  Speaker: it's AI slop.
• 32:19
  Speaker: I mean, even I was with my, uh,
• 32:21
  Speaker: my, my little nephew, who is a
• 32:25
  Speaker: freshman in college, like who
• 32:26
  Speaker: yours is about to be here
• 32:27
  Speaker: shortly.
• 32:28
  Speaker: I mean, he said something in passing using ChatGPT like, and
• 32:32
  Speaker: he said it jokingly, but it's real like these.
• 32:34
  Speaker: We don't even have a real
• 32:35
  Speaker: thought, a creative thought
• 32:37
  Speaker: anymore.
• 32:38
  Speaker: These kids are just using they're they're starting to rely
• 32:41
  Speaker: so much on it.
• 32:43
  Speaker: And that is not what it should be designed to do.
• 32:46
  Speaker: Like what you said is the, is the proper usage of it, like
• 32:49
  Speaker: bring your knowledge to it, use it for efficiency and time.
• 32:53
  Speaker: There's amazing use cases for it.
• 32:54
  Speaker: But it is you, you, you know,
• 32:57
  Speaker: this is kind of why I'm a little
• 32:59
  Speaker: bit, um, it's like a bittersweet
• 33:01
  Speaker: thing because coaches are coming
• 33:03
  Speaker: in and they've never gotten a
• 33:04
  Speaker: result before, and they're
• 33:05
  Speaker: trying to use AI and they don't
• 33:07
  Speaker: even know what to look for when
• 33:08
  Speaker: like, as you said, to go through
• 33:10
  Speaker: it and update it or make it your
• 33:11
  Speaker: own.
• 33:11
  Speaker: They don't even know what they don't.
• 33:13
  Speaker: They're not even trying to put
• 33:13
  Speaker: in the time to learn how to fix
• 33:15
  Speaker: it.
• 33:15
  Speaker: They're just trying to use AI to get out there.
• 33:17
  Speaker: And yeah, it's, uh, I think it's going to expose more of that
• 33:24
  Speaker: than, I mean, just as much good as it's going to do out there.
• 33:27
  Speaker: It's going to expose the, you know, I think that where we're
• 33:30
  Speaker: going here and you tell me, Denise, I think that the I think
• 33:34
  Speaker: the world is going to be going back to like facilitation in
• 33:37
  Speaker: person very soon, which is going to show who really is legit, who
• 33:43
  Speaker: has these skills.
• 33:44
  Speaker: I know it's what you do anyway.
• 33:46
  Speaker: And I think that's going to be a more and more of an asset as we
• 33:49
  Speaker: go into this digital AI craziness, because everybody can
• 33:53
  Speaker: publish content now.
• 33:54
  Speaker: AI knows everything.
• 33:55
  Speaker: You can crank, you can do
• 33:57
  Speaker: faceless businesses and all day
• 33:59
  Speaker: long and, you know, turn the
• 34:00
  Speaker: machine on.
• 34:01
  Speaker: But I think people are going to
• 34:02
  Speaker: start to get very, uh, numb to
• 34:05
  Speaker: that.
• 34:05
  Speaker: And it's those who are going to
• 34:07
  Speaker: who have the skills to be able
• 34:10
  Speaker: to command a crowd and teach in
• 34:12
  Speaker: person and really show that they
• 34:13
  Speaker: know their stuff, that we're
• 34:15
  Speaker: going to go back to that I think
• 34:16
  Speaker: I feel, uh, and, and I, I, I do
• 34:19
  Speaker: see it.
• 34:19
  Speaker: And even the younger, the, the
• 34:22
  Speaker: younger folks just entering
• 34:24
  Speaker: workforces right now, I do some
• 34:25
  Speaker: work with them and yeah, they
• 34:28
  Speaker: are unsure how to have that
• 34:32
  Speaker: person to person, but they once
• 34:35
  Speaker: they can kind of get over a
• 34:37
  Speaker: little bit of that, that
• 34:38
  Speaker: uncomfortableness, what's
• 34:40
  Speaker: uncomfortable to them, they
• 34:42
  Speaker: yearn for it, you know, and I
• 34:44
  Speaker: think certainly my generation, I
• 34:46
  Speaker: miss the, you know, the in
• 34:49
  Speaker: person and the being around
• 34:50
  Speaker: people.
• 34:51
  Speaker: But, um, it is a, uh, I think we will see that shift, but, uh,
• 34:57
  Speaker: that is great to be able to use AI to help take some of those
• 35:02
  Speaker: hats away, but not replace.
• 35:06
  Speaker: Yeah, yeah, yeah.
• 35:07
  Speaker: I mean, yeah, once, if you can
• 35:08
  Speaker: train the AI with your knowledge
• 35:10
  Speaker: and expertise and then make sure
• 35:11
  Speaker: that it's putting out relevant
• 35:13
  Speaker: stuff and it's that is an
• 35:15
  Speaker: extension of what you already
• 35:17
  Speaker: know.
• 35:18
  Speaker: That's where like the, the good stuff is where then you can come
• 35:21
  Speaker: in and you can, uh, we like to say it kind of brings the
• 35:24
  Speaker: structure, but you, the human, will bring the soul like the
• 35:27
  Speaker: real boots on the ground.
• 35:29
  Speaker: Like that's, that matters, that matters.
• 35:31
  Speaker: And that's going to come across big time.
• 35:33
  Speaker: I love that we bring the structure.
• 35:35
  Speaker: You bring the soul.
• 35:36
  Speaker: Yeah, yeah.
• 35:38
  Speaker: That's fantastic.
• 35:39
  Speaker: I love it Brian.
• 35:41
  Speaker: You know who actually, we didn't even come up with that.
• 35:44
  Speaker: Uh, we were trying to get our
• 35:46
  Speaker: differentiators and
• 35:47
  Speaker: distinctions.
• 35:48
  Speaker: AI told us that it's like, hey, we bring the structure, you
• 35:50
  Speaker: bring the soul.
• 35:51
  Speaker: We're like, dude, yes, that's actually one hundred.
• 35:54
  Speaker: Yes.
• 35:54
  Speaker: That's part of how we can communicate why an AI tool is
• 35:58
  Speaker: not the answer.
• 35:59
  Speaker: Like it's not.
• 36:00
  Speaker: If it was, everyone would go.
• 36:02
  Speaker: There's billions.
• 36:03
  Speaker: There's not billions.
• 36:03
  Speaker: There's thousands of them.
• 36:04
  Speaker: They come out every single day.
• 36:05
  Speaker: The AI tool itself is not the answer.
• 36:09
  Speaker: Yeah.
• 36:09
  Speaker: That's fantastic, I love it.
• 36:11
  Speaker: All right Brian, two very quick and important questions.
• 36:14
  Speaker: You mentioned that you were a musician.
• 36:16
  Speaker: What kind of music and what did you play?
• 36:18
  Speaker: Were you did you play or did you sing or both?
• 36:21
  Speaker: Play.
• 36:21
  Speaker: Yeah.
• 36:21
  Speaker: Uh, up and down the East Coast.
• 36:23
  Speaker: We would play right out of college.
• 36:24
  Speaker: We play for about twelve years.
• 36:25
  Speaker: I played bass, I, we, my twin
• 36:28
  Speaker: brother, who's the CEO of our
• 36:29
  Speaker: company is not, uh, we were not
• 36:31
  Speaker: classically trained.
• 36:32
  Speaker: We can't read music, but, um,
• 36:35
  Speaker: yeah, it was, we play like rock
• 36:37
  Speaker: music.
• 36:37
  Speaker: We, we almost got signed, uh,
• 36:40
  Speaker: once we played in front of, you
• 36:42
  Speaker: know, tens, you know, thousands
• 36:44
  Speaker: of people.
• 36:44
  Speaker: It's, it's, it was fun.
• 36:46
  Speaker: And, uh, a couple of the band members started having kids.
• 36:49
  Speaker: So, uh, we were said it was time to.
• 36:53
  Speaker: It was a beautiful run.
• 36:54
  Speaker: Yes.
• 36:55
  Speaker: and it was one of the best, best times of my life.
• 36:58
  Speaker: And it was so.
• 36:59
  Speaker: And I still play.
• 37:00
  Speaker: I got the guitars downstairs.
• 37:01
  Speaker: My brother plays front.
• 37:03
  Speaker: He's the lead singer and he, uh, acoustic guitar, he can play
• 37:06
  Speaker: keys as well.
• 37:07
  Speaker: Uh, piano.
• 37:07
  Speaker: And I did some backup singing as well.
• 37:11
  Speaker: It was so fun.
• 37:11
  Speaker: It a couple records on iTunes.
• 37:13
  Speaker: Go say hi.
• 37:14
  Speaker: Someone gets paid when that stuff gets bought.
• 37:16
  Speaker: I don't know, I think we made
• 37:17
  Speaker: like two dollars off that in a
• 37:18
  Speaker: decade.
• 37:19
  Speaker: What's the name of your band?
• 37:21
  Speaker: Uh, we had two.
• 37:22
  Speaker: It was everyone but Pete.
• 37:23
  Speaker: And this is citizen.
• 37:25
  Speaker: Yeah.
• 37:27
  Speaker: Funny story about a name.
• 37:29
  Speaker: We actually had a band, a show, and three of us were behind the
• 37:33
  Speaker: bar and some.
• 37:34
  Speaker: We didn't have a. It was the
• 37:35
  Speaker: first show and we didn't have a
• 37:36
  Speaker: name.
• 37:37
  Speaker: And all four of us lived in the
• 37:39
  Speaker: same house and a guy named Pete,
• 37:40
  Speaker: which was my freshman college
• 37:42
  Speaker: roommate.
• 37:43
  Speaker: And the dude we were explaining
• 37:45
  Speaker: this to was like, well, it
• 37:46
  Speaker: sounds like it's everyone but
• 37:47
  Speaker: Pete.
• 37:47
  Speaker: And we were like, that's the name for tonight.
• 37:49
  Speaker: And we ran it for, I think seven, seven, eight years.
• 37:53
  Speaker: But, that's fantastic.
• 37:55
  Speaker: It's a beautiful time.
• 37:55
  Speaker: Yeah, it was fun.
• 37:57
  Speaker: That is awesome.
• 37:58
  Speaker: Thanks.
• 37:58
  Speaker: Thanks for asking.
• 37:59
  Speaker: That's cool.
• 37:59
  Speaker: I love that your you and your
• 38:01
  Speaker: twin brother started this
• 38:02
  Speaker: company.
• 38:03
  Speaker: Yeah, and a business partner of mine as well.
• 38:05
  Speaker: Someone, uh, a Canadian.
• 38:07
  Speaker: There's three, three founders.
• 38:09
  Speaker: Yeah, yeah, that we've I've been working with all of them for.
• 38:12
  Speaker: Gosh, I met Norbert, who's the
• 38:14
  Speaker: third back in two thousand and
• 38:15
  Speaker: seven, my brother, I brought him
• 38:17
  Speaker: into this world around the same
• 38:19
  Speaker: time.
• 38:20
  Speaker: And we've been going hard a long time.
• 38:23
  Speaker: Yeah.
• 38:24
  Speaker: That's great.
• 38:25
  Speaker: That's great.
• 38:26
  Speaker: And, and, and then the more important question, you
• 38:28
  Speaker: mentioned a dog that was next to you, dog still next to you.
• 38:31
  Speaker: Yeah.
• 38:31
  Speaker: He's a he's a can you give the folks what they want?
• 38:34
  Speaker: Listen, if you're only listening
• 38:35
  Speaker: to this podcast, you're missing
• 38:37
  Speaker: out.
• 38:37
  Speaker: You can come check out the video version.
• 38:40
  Speaker: We've got a, if there's a dog, they've got to make a cameo.
• 38:44
  Speaker: He's resting right now.
• 38:45
  Speaker: So his name is Simba.
• 38:47
  Speaker: And, uh, I just had someone over here to show me how to groom
• 38:51
  Speaker: just for fun.
• 38:52
  Speaker: And I just.
• 38:53
  Speaker: I don't think you're gonna be
• 38:54
  Speaker: able to tell, but he's cut like
• 38:55
  Speaker: a lion.
• 38:57
  Speaker: Let's see.
• 38:57
  Speaker: Can you see?
• 38:59
  Speaker: Oh. Hi, Simba.
• 39:03
  Speaker: He's the best.
• 39:04
  Speaker: He's my best bud.
• 39:05
  Speaker: He's awesome.
• 39:06
  Speaker: Oh, that's a cute doodle.
• 39:07
  Speaker: We love a doodle.
• 39:09
  Speaker: Yeah, he's my boy.
• 39:11
  Speaker: Do you have one running around back there?
• 39:14
  Speaker: No, no, I travel too much, so I am the dog sitter.
• 39:19
  Speaker: When I'm home, everybody will
• 39:22
  Speaker: bring their dogs to me when I'm
• 39:24
  Speaker: home.
• 39:24
  Speaker: And then.
• 39:25
  Speaker: That's not a bad children either.
• 39:27
  Speaker: I believe in other people's.
• 39:28
  Speaker: So you are legitimately free.
• 39:32
  Speaker: Good for you.
• 39:33
  Speaker: Right on.
• 39:33
  Speaker: Yeah, yeah.
• 39:35
  Speaker: It's great.
• 39:36
  Speaker: Uh. Very cool.
• 39:37
  Speaker: Thank you for asking that, too.
• 39:39
  Speaker: That's, uh.
• 39:40
  Speaker: Yeah.
• 39:41
  Speaker: Oh, yeah.
• 39:44
  Speaker: Alright.
• 39:44
  Speaker: Well, Brian, listen, thank you so much for your time today.
• 39:47
  Speaker: It's a great conversation.
• 39:49
  Speaker: And how can people get Ahold of you or digital mentors?
• 39:54
  Speaker: Uh, yeah.
• 39:54
  Speaker: Come on over to LinkedIn, Brian.
• 39:56
  Speaker: Finale F a n a l e B r I a n. There's only one.
• 39:59
  Speaker: There's only one of you here.
• 40:00
  Speaker: Whoever's listening as well.
• 40:01
  Speaker: There's only one you.
• 40:02
  Speaker: Uh, but yeah, come say hi on
• 40:04
  Speaker: LinkedIn or digital mentors dot
• 40:05
  Speaker: io.
• 40:06
  Speaker: Easy to find and, uh, come say hi.
• 40:09
  Speaker: Excellent.
• 40:10
  Speaker: Well, thank you for your time, Brian.
• 40:12
  Speaker: You bring the structure, we
• 40:13
  Speaker: bring the structure, you bring
• 40:14
  Speaker: the soul.
• 40:15
  Speaker: Yes.
• 40:16
  Speaker: That's it.
• 40:16
  Speaker: That one's going to stick with you.
• 40:18
  Speaker: Yeah.
• 40:19
  Speaker: Thanks for the, uh, the hang time, Denise.
• 40:21
  Speaker: And, uh, yeah, appreciate.
• 40:23
  Speaker: Congrats on everything.
• 40:24
  Speaker: You know, when my team sent over
• 40:25
  Speaker: some of your stuff, we were
• 40:26
  Speaker: quite impressed.
• 40:27
  Speaker: And yeah, with what you're doing.
• 40:29
  Speaker: So keep it up really cool.
• 40:31
  Speaker: Well, thanks.
• 40:32
  Speaker: We got a great team here at the Growth Pro Group.
• 40:34
  Speaker: So yeah.
• 40:36
  Speaker: Awesome.
• 40:36
  Speaker: Thank you Brian.
• 40:38
  Speaker: And on well we hope today's
• 40:41
  Speaker: conversation has given you some
• 40:42
  Speaker: practical tools to help you
• 40:45
  Speaker: sharpen your edge and accelerate
• 40:46
  Speaker: your growth.
• 40:48
  Speaker: If you're ready to grow your
• 40:49
  Speaker: team, your business or yourself,
• 40:52
  Speaker: contact us at the Growth Pro
• 40:54
  Speaker: group dot com and set up a free
• 40:56
  Speaker: growth call with one of our
• 40:58
  Speaker: coaches.
• 40:59
  Speaker: Once again, a special thanks to our sponsors In-bed Party Center
• 41:03
  Speaker: Software in a global Betson SIM, Knox, Schaefer and roller for
• 41:09
  Speaker: all that they do to help us bring you the Growth Pro Edge.
• 41:13
  Speaker: And until next time, I'm Denise
• 41:15
  Speaker: Killian with the Growth Pro
• 41:16
  Speaker: Group.
• 41:17
  Speaker: Keep learning, keep growing and
• 41:20
  Speaker: keep striving for the
• 41:22
  Speaker: extraordinary.