Latest / The Dept. w/ Omar El-Takrori / The NEW Way to Build A Business with Al ft. Dan Martell | The Dept. #123

Transcript

The NEW Way to Build A Business with Al ft. Dan Martell | The Dept. #123 · The Dept. w/ Omar El-Takrori

0:00
[SPEAKER_06]: Either you learn to co-create with AI or you will work for AI.
0:04
[SPEAKER_06]: There's literally a million jobs where AI agents are hiring humans to do things in the real world.
0:09
[SPEAKER_06]: This is not like some crazy idea, this is a today thing.
0:12
[SPEAKER_05]: Thank you for being back on the department.
0:13
[SPEAKER_05]: Just from a year ago where AI was then and where AI is now, what's your consensus.
0:19
[SPEAKER_06]: There's no future where AI is in part of our life.
0:22
[SPEAKER_06]: 50% of traffic on the internet is AI agents.
0:26
[SPEAKER_06]: That's just the way the job market's playing out.
0:28
[SPEAKER_06]: That's how tasks are getting delegated.
0:29
[SPEAKER_05]: One of the overwhelms is feeling that we have to go all in with AI.
0:34
[SPEAKER_05]: When you say co-create, are you saying invite in as opposed to go all in?
0:40
[SPEAKER_05]: Do you want the sauce?
0:41
[SPEAKER_05]: I want the sauce.
0:41
[SPEAKER_06]: I'll give you the sauce.
0:42
[SPEAKER_06]: Okay, this is like today's sauce, Claude or GPT, whichever one you want to use.
0:47
[SPEAKER_06]: And ask it to create an AI agent for your inbox.
0:51
[SPEAKER_06]: That's it, enter.
0:52
[SPEAKER_06]: In the moment you have that run, tonight, you have a real agent.
0:58
[SPEAKER_06]: And you are ahead of 99.98% of the population.
1:02
[SPEAKER_05]: Like, let's say everything AI you've worked toward right now, got wiped away, and you're like, shoot, I'm starting over.
1:10
[SPEAKER_05]: Which one are you logging into?
1:11
[SPEAKER_05]: That's good.
1:12
[SPEAKER_06]: Nobby's, I've never had the chance to shoot this.
1:15
[SPEAKER_06]: This is, I appreciate it.
1:16
[SPEAKER_06]: You guys are gonna get something.
1:17
[SPEAKER_06]: Nope, nobody's hurt.
1:20
[SPEAKER_06]: 11 years ago.
1:27
[SPEAKER_05]: Let's go.
1:28
[SPEAKER_05]: Let's clap it up for the live audience, those that are here, we've got a live audience that isn't an AI soundtrack.
1:35
[SPEAKER_05]: Yeah, that's real people.
1:36
[SPEAKER_05]: That's real people.
1:37
[SPEAKER_05]: And thank you for being back on the department and last conversation did pretty well.
1:42
[SPEAKER_05]: I don't want to much fun.
1:44
[SPEAKER_05]: That was about a year ago.
1:45
[SPEAKER_05]: Yep.
1:46
[SPEAKER_05]: Just before we even get into a lot of years speaking at Neil's event.
1:48
[SPEAKER_05]: Yeah, sure.
1:49
[SPEAKER_05]: That's a Neil.
1:50
[SPEAKER_05]: Let's go.
1:50
[SPEAKER_05]: Neil, I'm forward.
1:51
[SPEAKER_05]: That's awesome.
1:54
[SPEAKER_05]: Just from a year ago, where AI was then, where an AI is now, what's your consensus?
2:00
[SPEAKER_06]: It's bananas.
2:02
[SPEAKER_06]: So I spend 97% of my time working with AI teams, founders, so I have a venture studio.
2:11
[SPEAKER_06]: This year we'll finish at about 250 million of enterprise value created across 14 companies.
2:17
[SPEAKER_06]: We've built products in each category of an SMB problem space, AI native.
2:23
[SPEAKER_06]: Okay, so companies like Rebio and Frank and so finance sales, buddy pro, the digital brain, like, and I will tell you sitting here right now that I have no idea what's going on.
2:38
[SPEAKER_06]: So the first thing I would invite everybody to just get comfortable with is there zero chance you'll know what the heck's going on with the eye.
2:46
[SPEAKER_06]: The human brain was not designed for exponential.
2:51
[SPEAKER_06]: In the last six months since December, there was a major shift in December that just passed six months ago where
3:00
[SPEAKER_06]: You know, a thing called Cloud Code came out and another thing called OpenClock came out and both of those became exponential exponentials on top of the growth that has created this new world where there's very few things that you have to do if you don't want to do.
3:19
[SPEAKER_06]: And I think that's a pretty exciting space because I'm a fan of AI doing the work I didn't want to do in the first place so I can do more of this.
3:27
[SPEAKER_05]: Yeah.
3:27
[SPEAKER_05]: That's so good.
3:28
[SPEAKER_05]: And I wanted this conversation to kind of kill the overwhelm.
3:32
[SPEAKER_05]: And so let's just bring it down.
3:34
[SPEAKER_05]: I would like for you to answer what can AI not do.
3:41
[SPEAKER_06]: Geez, after I just said that, then I'm going to contradict myself.
3:51
[SPEAKER_06]: You know, I'm a fan of humanity, like NASA fan.
3:56
[SPEAKER_06]: I hope everybody is, yes, good.
3:58
[SPEAKER_06]: Yes.
3:59
[SPEAKER_06]: And one of the things I realized is, if we're talking about just making our life better, building our businesses or making more money, then anything that is not
4:12
[SPEAKER_06]: doing the human stuff more isn't actually the best use of our time.
4:16
[SPEAKER_06]: So when I look at it, the framework I use is TVC, okay, and everybody should write these down because TVC is how I think about what can I learn today to make me compete against AI in the future?
4:30
[SPEAKER_06]: Because the truth is, and this is a wild one, either you learn to co-create with AI or you will work for AI.
4:37
[SPEAKER_06]: And if you haven't checked out higher at human.ai, go have some fun.
4:41
[SPEAKER_06]: There's literally a million jobs where AI agents are hiring humans to do things in the real world.
4:48
[SPEAKER_06]: Just saying.
4:49
[SPEAKER_06]: So this is not like some crazy idea.
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[SPEAKER_06]: This is a today thing.
4:52
[SPEAKER_06]: So TVC stands for tastes, right?
4:55
[SPEAKER_06]: As creatives, as artists, as people that have opinions, I think we have to develop our tastes.
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[SPEAKER_06]: And the problem is, taste can be learned not taught.
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[SPEAKER_06]: The only way to get good at something is actually to do it.
5:09
[SPEAKER_06]: And I wish, as you know, like, it'd be great if we could just be like, be great on camera.
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[SPEAKER_06]: I only know one path to get great on camera and is doing the reps.
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[SPEAKER_06]: So one of the strategies for tases to make sure you go study the best people.
5:21
[SPEAKER_06]: And what's cool about the internet today is if you're pitching your company as a startup, you can go watch 15,000 of the top pitches ever.
5:28
[SPEAKER_06]: If you're writing code, you can go look at code.
5:30
[SPEAKER_06]: If you're baking case, you can go find something to make sense.
5:32
[SPEAKER_06]: So the ability to get access to world class today to develop your taste never been easier.
5:38
[SPEAKER_06]: That's one, two is V for vision.
5:41
[SPEAKER_06]: Now, the way I define vision is having a vision for the future that doesn't exist yet, but should.
5:49
[SPEAKER_06]: See, a lot of people have a vision for a future that doesn't exist.
5:53
[SPEAKER_06]: that shouldn't, that we call those crazy people, right?
5:55
[SPEAKER_06]: So like, a visionary, it's like kind of funny, but like the difference between a visionary and a crazy person, there's just like a thin line.
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[SPEAKER_06]: And it's, I know, something goes to like, oh, I'm crazy.
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[SPEAKER_06]: No, is that me?
6:07
[SPEAKER_06]: Maybe.
6:08
[SPEAKER_06]: But it's, it's really just learning how to call your shop,
6:12
[SPEAKER_06]: You know, and I love what you said earlier when we kick this off, or it's like, we need to take whatever excuse we have and put it to the side and call or shot.
6:21
[SPEAKER_06]: That's what a visionary does.
6:22
[SPEAKER_06]: A visionary wakes up and says, I believe the future should look like this.
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[SPEAKER_06]: I'm going to take steps to get it to create, and that's my vision.
6:28
[SPEAKER_06]: That's the V-part, and then C is probably the coolest thing that I think that AI will never be able to do, and that's care, right?
6:37
[SPEAKER_06]: And it's to show up and show empathy and grace and kindness and laughter and truly from an authentic place want to like build a relationship with somebody and see them win.
6:50
[SPEAKER_06]: And when we can get AI to automate everything else so that we have time to do TVC, I think that's a future that's really exciting.
6:57
[SPEAKER_05]: That's really cool.
6:58
[SPEAKER_05]: You mentioned co-create because one of the overwhelms is feeling that we have to go all in with AI.
7:07
[SPEAKER_05]: And when you say co-create, are you saying invite in as opposed to go all
7:23
[SPEAKER_06]: There's no future where AI is in part of our life, okay?
7:27
[SPEAKER_06]: And I'm also concerned that some people think that AI is chat, and it's just not.
7:33
[SPEAKER_06]: The last six months has brought a level of what we call a Gentic kind of like solutions into our world.
7:41
[SPEAKER_06]: So,
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[SPEAKER_06]: I use this framework called game, which is, there's a category of things that we should not be doing that we should give, that's the G, let's give that.
7:52
[SPEAKER_06]: So that's research, it's analysis, it's look at my calendar, look at my goals, tell me how there's a disconnect.
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[SPEAKER_06]: Like things that you couldn't do as a human without spending like serious days to figure out that it can do in 12 seconds.
8:07
[SPEAKER_06]: So let's just give that, because there's no, from a co-creation boy, there's no reason to do that.
8:12
[SPEAKER_06]: then there's the A, which is accelerate.
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[SPEAKER_06]: And I think there's a lot of things that we do as creatives when we're co-creating, that we could partner with AI to help us accelerate outcome.
8:22
[SPEAKER_06]: So once you know how to respond to an email, like you can just automate that.
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[SPEAKER_06]: Let's accelerate that part of the AI.
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[SPEAKER_06]: So that's like the easy stuff.
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[SPEAKER_06]: That's on the left side of the quadrant.
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[SPEAKER_06]: The right side, this is where I think more of co-create.
8:39
[SPEAKER_06]: And then the I is integrate.
8:42
[SPEAKER_06]: You know, being able to use an AI to index everything we've ever said to allow other people to chat with it, so it can coach them where we're not present, which you've built, I've built, you know, I've got a solution called the AI to do that that to me is where.
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[SPEAKER_06]: like we're leveraging AI for what it was meant to do, which is help us integrate it into our workflows in a way that's additive.
9:08
[SPEAKER_06]: Because I could not have the conversations that I would love to have with the amount of people that get to get the benefit of kind of a digital twin is what we call it.
9:17
[SPEAKER_06]: And then there's the end, which is no AI.
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[SPEAKER_06]: Like, just don't give it.
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[SPEAKER_06]: And that's where I think it's going to really require us to be honest about our habits, where how we create value, our skills, are we adding value, our beliefs, what do we believe about the world that's holding us back?
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[SPEAKER_06]: Because if we don't, then we're not going to be able to co-create with it and we're unfortunately going to be stuck working for it.
9:46
[SPEAKER_06]: And that's just a reality.
9:47
[SPEAKER_06]: That's just the way the job market's planned out.
9:49
[SPEAKER_06]: That's how tasks are getting delegated.
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[SPEAKER_06]: We went from like, I work for a company for 25 years to now this task-based economy with things like Uber and others, right?
9:57
[SPEAKER_06]: Or it's like this freelance world.
9:59
[SPEAKER_06]: And now with AI being these middleman's like all middlemen are probably going to get disrupted.
10:04
[SPEAKER_06]: And you're either the
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[SPEAKER_06]: built that thing or you're working for that thing.
10:09
[SPEAKER_05]: It's crazy.
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[SPEAKER_06]: It's wild.
10:11
[SPEAKER_05]: Yeah.
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[SPEAKER_05]: It's exponential exponential.
10:15
[SPEAKER_06]: That's what they call it.
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[SPEAKER_06]: There's three exponentials working on each other.
10:18
[SPEAKER_06]: Great name for it.
10:19
[SPEAKER_06]: I wish I could remember it, but it's literally an exponential of an exponential and an exponential and an exponential.
10:23
[SPEAKER_06]: It's exponential cubed.
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[SPEAKER_05]: Crazy.
10:25
[SPEAKER_05]: Yeah.
10:25
[SPEAKER_05]: Okay, so
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[SPEAKER_05]: Bringing it down if you were made aware, like let's say everything AI you've worked toward right now, got wiped away, and you're like, shoot, I'm starting over, which one are you logging into?
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[SPEAKER_06]: Okay, like what tool would I use?
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[SPEAKER_06]: I'm a bit of an AI, well, polyamorous with my AI's.
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[SPEAKER_06]: I use close to 27 different ones.
10:58
[SPEAKER_06]: So there's a site called OpenRouter.
11:00
[SPEAKER_06]: Everybody can sign up for it.
11:01
[SPEAKER_06]: You can play with it.
11:02
[SPEAKER_06]: But it has every AI model out there worth playing with.
11:06
[SPEAKER_06]: Anybody with an API key can just use it.
11:09
[SPEAKER_06]: And I'm a big fan of trying the model to figure out which one, because I don't think there's any one for specific outcome.
11:16
[SPEAKER_06]: And, you know, I was a big hater of ChadGPT, five, five came out.
11:21
[SPEAKER_06]: All of a sudden, I'm gonna start eating my words.
11:23
[SPEAKER_06]: But I knew that saying, but at the time, it was true.
11:26
[SPEAKER_05]: Yeah.
11:27
[SPEAKER_06]: If you're making me pick June 2026, we're going with Claude, and I'll tell you why.
11:33
[SPEAKER_06]: Not only do they have the one of the best models out there, they have the best tool sets, so they have the best tooling, so you got CloudCow work, you have dispatch, you have the browser extension, you have CloudCow code, but then there's also the ethics out of it, right?
11:46
[SPEAKER_06]: Like the company has shown and demonstrated that they're trying to build it with a constitution that's seeking truth for the person.
11:54
[SPEAKER_06]: And I think that's something we have to consider when we're trying to figure out where do we invest our time.
11:59
[SPEAKER_06]: And then I'm just always trying to make a bet today that's going to be true in three years.
12:03
[SPEAKER_06]: So if you took everything away from me, when a company does 10 times more revenue for 10 times less staff, then their closest competitor, you're probably going to want to make that bet.
12:17
[SPEAKER_06]: And that's that is in the topic and in the model.
12:21
[SPEAKER_06]: Um, and the company in the founder.
12:23
[SPEAKER_06]: So that's that's the one I'm recommend.
12:24
[SPEAKER_05]: Hey department fan, pausing the podcast to talk about this life changing sponsorship.
12:29
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12:30
[SPEAKER_05]: I'm sponsoring the podcast and the sponsor of this podcast is the content to cash challenge, which is a five day live.
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12:39
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12:44
[SPEAKER_05]: If you feel like you're stuck in business or maybe there's more to business and to revenue, I'm telling you that you don't have an offer problem.
12:51
[SPEAKER_05]: You don't have an industry problem and you probably don't even have a sales problem.
12:54
[SPEAKER_05]: What you have is an awareness problem.
12:57
[SPEAKER_05]: And this is why I have the content to cast challenge because I believe transformation happens on a two way street.
13:02
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13:11
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13:17
[SPEAKER_05]: Let's get back into the conversation.
13:20
[SPEAKER_05]: At the time of this conversation, you uploaded a video on your YouTube channel.
13:24
[SPEAKER_05]: You guys uploaded a video on your YouTube channel, uh, that's on cloud.
13:28
[SPEAKER_05]: And I think it might have passed a million views by now.
13:30
[SPEAKER_05]: Yeah, yeah, like four or five videos, it's wild.
13:32
[SPEAKER_05]: Yeah, so for those that haven't seen it, can you give us a synopsis of why you think it got a million views so far and kind of breakdown.
13:41
[SPEAKER_06]: Well, it's interesting if you actually watch it, it's similar to some of the stuff we just talked about, about like how to use AI, how to think about it.
13:48
[SPEAKER_06]: What's unique about my approach is even though, like I spend most of my day coding, like in terminal, I have like my desktop and then I have another computer and we're building agents all day long.
13:59
[SPEAKER_06]: I try to teach things in a way that's approachable, right?
14:04
[SPEAKER_06]: Not hold back because I think we should understand what does an agent mean.
14:12
[SPEAKER_06]: get people excited but what they can create like my favorite thing to do is it's like my favorite thing to do.
14:17
[SPEAKER_06]: Has anybody have heard of like AI agents show of hands?
14:20
[SPEAKER_06]: Okay, perfect.
14:21
[SPEAKER_06]: How many of you guys think you have an agent running?
14:24
[SPEAKER_06]: Keep your hand up.
14:24
[SPEAKER_06]: Okay, so then my question to them.
14:27
[SPEAKER_06]: I'm like I put them on a spot is how many of you have a learning loop in your agent and most people don't.
14:32
[SPEAKER_06]: And a learning loop is a really cool thing because it essentially means that the agent made a decision on your behalf.
14:38
[SPEAKER_06]: That's what an agent.
14:38
[SPEAKER_06]: That's what makes it different than chat or automation.
14:40
[SPEAKER_06]: So it goes chat automation agent.
14:44
[SPEAKER_06]: But a true agent has a learning loop, meaning it did something, the human went in, changed it, and it took that tweak, and then integrated into its rules.
14:55
[SPEAKER_06]: So my favorite thing and all of you guys can do this.
14:57
[SPEAKER_06]: This is why I'm so excited about sharing this.
15:00
[SPEAKER_06]: Go into Cloud or GPT, whichever one you want to use, and ask it to create an AI agent for your inbox.
15:08
[SPEAKER_06]: That's it, prompt, pop, pop, pop, pop, enter.
15:11
[SPEAKER_06]: And watch it, create the agent identity files, create the rules, and then you wanna just run it against your inbox.
15:19
[SPEAKER_06]: So you just connect your tools, it's like a connector, you guys all probably have seen, you can connect your Gmail.
15:23
[SPEAKER_06]: Now most of these AIs won't actually send the email for you but they'll write drafts.
15:28
[SPEAKER_06]: And then what I want you to do is tell it to learn after writes a draft and you go and you tweak it and you hit send every night to watch the difference between what it wrote and what you wrote and update itself.
15:40
[SPEAKER_06]: And you can set that up, you can just tell it.
15:42
[SPEAKER_06]: Like I want you to run a task tonight, watch the emails you wrote, watch the emails that I sent and update your template for drafting emails.
15:51
[SPEAKER_06]: And the moment you have that run,
15:57
[SPEAKER_06]: And you are, you're like a head of 99.98% of the population and I just think that's why the videos we produce are so good is because they're founded in like practical advice, but also I'm not holding back like I'm teaching you stuff that 99.99% of the people don't even know to do that you can apply to your business today and never have to deal with your inbox ever again.
16:24
[SPEAKER_05]: Clip it up for that one.
16:25
[SPEAKER_05]: Yeah, it's a gym.
16:27
[SPEAKER_05]: The young people would say that's a gym.
16:29
[SPEAKER_05]: Yeah, it's a bar bars.
16:31
[SPEAKER_05]: Okay, I got my email dialed as a CEO, like what's another agent you can easily create.
16:39
[SPEAKER_06]: So there's a bunch of them, and I always, again, I think most people solve the wrong problems.
16:46
[SPEAKER_06]: When AI can solve every problem, the problem solve is what problem to solve?
16:51
[SPEAKER_06]: Think about that.
16:54
[SPEAKER_06]: the best problems to solve to the ones that are going to make you the most money the fastest.
16:57
[SPEAKER_06]: So when I think of like my business and it doesn't matter if it was AI or software hiring consultant, I'm always
17:05
[SPEAKER_06]: You know, essentially looking for where the bottleneck is in the process that would unlock the most resources, usually capital.
17:13
[SPEAKER_06]: Sometimes the resource is time, it's not always money, but I'm always looking for like in this process of idea to getting paid.
17:20
[SPEAKER_06]: That's kind of like most businesses I have an idea and then the other end of the spectrum, I sell something I get paid, where is the bottleneck, okay?
17:28
[SPEAKER_06]: And then so when I think of like the inbox agent, the reason why that's the most approachable for most people starting off is they spend 40% of their time in a week in their inbox.
17:39
[SPEAKER_06]: And you might think you're making money, certain processing labeling responding here, but you're just not nobody's paying you to email them.
17:46
[SPEAKER_05]: Yeah.
17:47
[SPEAKER_06]: where you're going to make money is in the sales process is in delivery, right?
17:54
[SPEAKER_06]: So anything that to me is not sales, you should you should try to get it out.
17:57
[SPEAKER_06]: So like customer supports a big area and the cool part is is you can use the AI to create the agent to do customer support the same way you just did the inbox.
18:07
[SPEAKER_06]: The cool thing with customer support agents is most people have already documented a process.
18:12
[SPEAKER_06]: So, I always say this that if you don't have a clear process, then AI will just make a bigger mess.
18:20
[SPEAKER_06]: Because, yeah, because a lot of people think, like, oh, I'm using AI.
18:23
[SPEAKER_06]: It's like, you don't even know how to do that well.
18:25
[SPEAKER_06]: So you're gonna have AI come in and just make a massive mess.
18:28
[SPEAKER_06]: So if you have a documented process for support, give that to your AI, and it can start doing the answers.
18:34
[SPEAKER_06]: And it can always triage up.
18:36
[SPEAKER_06]: The other one that makes a lot of money for people is just like lead, like lead, prospecting.
18:41
[SPEAKER_06]: Like most people have no idea, last week, I think it was Tuesday, the internet, whatever officials reported that 50% of all traffic on the internet is now agents.
18:53
[SPEAKER_06]: Yeah, remember the day when it was mobile it's like 50% of all traffic is mobile phones now it's 100% of traffic like who's really using a browser that much and then it's now it's agent so 50% of traffic on the internet is AI agents and if you're not using it to find opportunities to to research to bring to you fresh leads every morning huge opportunity.
19:15
[SPEAKER_06]: And I have a whole video on how to do this, like to me is if I can buy back my time by not being in my inbox, if I can remove some of the customer delivery stuff, like all the support stuff.
19:25
[SPEAKER_06]: So again, we're moving from deploying dollars for labor to deploying dollars for tokens.
19:31
[SPEAKER_06]: Okay, and tokens is how we pay the AI because it's not free in case any ever max out your tokens and then you gotta pay more.
19:37
[SPEAKER_06]: Anybody in the room like that?
19:39
[SPEAKER_06]: Yeah, okay, those are my people.
19:40
[SPEAKER_06]: Okay, token max in for life, right?
19:41
[SPEAKER_06]: Like they're just token max.
19:43
[SPEAKER_06]: Yeah, they're like two PM and I'm already out.
19:44
[SPEAKER_06]: It's like, I need more.
19:46
[SPEAKER_06]: But essentially, it's kind of cool because we're just trading labor dollars.
19:51
[SPEAKER_06]: We used to spend money to hire people.
19:53
[SPEAKER_06]: Now we invest money to buy tasks.
19:56
[SPEAKER_06]: And we want to invest in the thing that when we get the time back, we can go do the thing that's going to make us the most money.
20:01
[SPEAKER_06]: And for most of us, that's, you know, if we can find us those leads, then we got to call, we got to reach out.
20:06
[SPEAKER_06]: We got to do sales, call, close the deals, get paid, have it support on the delivery, and then go deliver, to make sure there's a great customer experience, get referrals.
20:14
[SPEAKER_05]: when it's good.
20:16
[SPEAKER_05]: So good.
20:17
[SPEAKER_05]: I think what's encouraging is when it was introduced, it was all about prompting it.
20:22
[SPEAKER_05]: So then it's like, oh, you need this skill to prompt or you need somebody else's prompt.
20:25
[SPEAKER_05]: But it's at this point, you can just process to the level of prompt.
20:29
[SPEAKER_06]: Do you want the sauce?
20:30
[SPEAKER_05]: I want the sauce.
20:31
[SPEAKER_06]: I'll give you the sauce.
20:32
[SPEAKER_06]: Okay.
20:32
[SPEAKER_06]: This is like today's sauce.
20:33
[SPEAKER_06]: You guys want the sauce?
20:35
[SPEAKER_06]: All right.
20:36
[SPEAKER_06]: Just came out yesterday and Thropic released a white paper.
20:39
[SPEAKER_06]: It's like 60 pages long.
20:44
[SPEAKER_06]: If you read that white paper, they present a wildly strong argument that I've seen for the last two weeks that most people building AI are using what's called loops to actually have the AI write the prompt to accomplish the task.
21:13
[SPEAKER_06]: 200 agents that are coordinating around one soul goal.
21:17
[SPEAKER_06]: So if you want to check it out, you can go search, you know, a cloud forward slash goal forward slash loop.
21:23
[SPEAKER_06]: But these are built into the programming tools.
21:26
[SPEAKER_06]: And Thropic released that in the last three months 80% of their code, as a software and research lab has been written by agents.
21:36
[SPEAKER_06]: No humans involved.
21:38
[SPEAKER_06]: They think we're 18 months away from the AI being able to come up with the ideas to set the goals.
21:45
[SPEAKER_06]: Right now, that's how they're building.
21:47
[SPEAKER_06]: So it's not even, so yeah, you're right.
21:48
[SPEAKER_06]: We went from like chats to prompts to then there was actually this season two months, you know, this is like,
21:54
[SPEAKER_06]: You know, in February of 2020, like that is not long.
21:56
[SPEAKER_06]: Yeah, it's called the reverse prompting.
21:57
[SPEAKER_06]: We're now all of a sudden we set the outcome.
22:00
[SPEAKER_06]: It then asks us questions and it tries.
22:02
[SPEAKER_06]: Now we're goal setting.
22:03
[SPEAKER_06]: So now it's like how creative of a goal, because a goal has to require a true or false statement that it uses to calibrate itself when it's trying to accomplish something.
22:13
[SPEAKER_06]: It's looking at that question and saying, have I accomplished it yet?
22:16
[SPEAKER_06]: And if I haven't, it keeps going and keeps going.
22:18
[SPEAKER_06]: And what's crazy is when AI first came out, it would run for
22:22
[SPEAKER_06]: 18 minutes, like you saw the reasoning, right?
22:25
[SPEAKER_06]: You remember it'd be like talking to itself and you're like, well, that's really weird.
22:27
[SPEAKER_06]: It's like the AI's talking to itself.
22:29
[SPEAKER_06]: It went from like 18 minutes a year and a bit ago to now they've had some some agents run for a week and right millions of lines of code and accomplish these wildly complex math problems.
22:41
[SPEAKER_06]: So that's a today thing.
22:43
[SPEAKER_06]: Where the future isn't even prompts it's goals and
22:48
[SPEAKER_06]: What's interesting if you go, again, it's not a plug from my book by back your time, but in the book, I talk about outcome-based leadership, right?
22:55
[SPEAKER_06]: Transformation leadership, which starts to the outcome, an outcome in that book is the exact same thing you give the AI.
23:01
[SPEAKER_06]: What's called the definition of done.
23:03
[SPEAKER_06]: So the humans, if you guys want to get ahead of this, this is this stuff we learn that makes us like really highly valued is get better at being clear about what the definition of done is and then the AI will actually go do the heavy lifting for you, but if you're too passive or not clear about what you want to get done, it'll never be able to accomplish the goal.
23:23
[SPEAKER_06]: Well, that's a now thing.
23:25
[SPEAKER_06]: It's a now thing.
23:26
[SPEAKER_05]: The number one question I usually get asked by people like you is, Omar, how the heck does your videos look and sounds so dang crispy?
23:33
[SPEAKER_05]: Well, the reality is it's the equipment I use and you'd be surprised how inexpensive it could actually be.
23:39
[SPEAKER_05]: So I've compiled all my gear and I've updated the list and I want to give it to you.
23:43
[SPEAKER_05]: So if you're listening or watching this, just hit the description box below and I'll send you my gear guide for every budget.
23:49
[SPEAKER_05]: Now let's get back into the conversation.
23:51
[SPEAKER_05]: And are you going to make a AI updated version of buyback your time?
23:56
[SPEAKER_05]: AI your time?
23:57
[SPEAKER_06]: You know, AI, it's funny because the cool part about I think.
24:06
[SPEAKER_06]: Some of the best teachers, people I study, that I love, they teach in principles, not tactics, right?
24:12
[SPEAKER_06]: So if anybody studies my stuff, even though I'll talk about cloud, I always talk about the principles behind the actions because the principles are transferable in time, they'll always be relevant.
24:25
[SPEAKER_06]: What's crazy is that even though I wrote by back your time before, really, AI took off, AI became the tool that has enabled it at the highest level.
24:36
[SPEAKER_06]: I mean, every, we were talking about Danny, I built it to buy back my time to coach.
24:40
[SPEAKER_06]: My team, every product in Martell Ventures is a tool that we built to buy back our time that we then made available to the world.
24:49
[SPEAKER_06]: and what I think is interesting is the next level and the next level is the human need to feel needed and that's learning to let go.
25:03
[SPEAKER_06]: So I think what's this interesting
25:07
[SPEAKER_06]: Challenger we're all gonna have it's why like some people need to feel like they have an answer and they want their team to come to them all the time Anybody in this room plagued with that problem maybe a little bit.
25:16
[SPEAKER_06]: I know I am right with this is good.
25:18
[SPEAKER_06]: It feels good.
25:18
[SPEAKER_06]: Like you have a problem.
25:19
[SPEAKER_06]: Hey, man.
25:19
[SPEAKER_06]: Tell me a little about it.
25:20
[SPEAKER_06]: I got an idea
25:22
[SPEAKER_06]: Um, but the truth is is the next level and what I've been writing a lot about is the leadership approach to letting go and understanding how that looks, how that feels, how you can do it in a way that feels like integral to your identity because it can feel scary, it can feel concerning where's my value.
25:40
[SPEAKER_06]: But I think that, um, that's actually the next phase is like, buyback or time, tell you the mechanics, the next level is like, college of it.
25:48
[SPEAKER_05]: Yeah.
25:49
[SPEAKER_05]: in your own personal journey.
25:50
[SPEAKER_05]: I think there's two ways I want to go.
25:52
[SPEAKER_05]: Do you feel like the AI thing has been a little bit easy for you to adopt because you come from coding?
25:59
[SPEAKER_05]: Is that that's kind of your background?
26:00
[SPEAKER_06]: Yeah, so most people know me as like the buyback or time guy and AI guy.
26:06
[SPEAKER_06]: But, and my whole life philosophy is around the simple premise of helping people build businesses they don't grow to hate.
26:13
[SPEAKER_06]: I don't know why, I just, well, I know why it's because I did it hard.
26:17
[SPEAKER_06]: And then I'm like, ooh, this isn't fun.
26:19
[SPEAKER_06]: I almost didn't build another company after I sold my first one.
26:23
[SPEAKER_06]: So is that bad?
26:25
[SPEAKER_06]: And then, you know, when people learn more about my background, they're like, oh, he didn't always have success.
26:31
[SPEAKER_06]: Like, I started at 17, it wasn't till I was 28 that I finally quote unquote made it.
26:37
[SPEAKER_06]: Now it's 11 years, but it wasn't 11 years of a side hustle.
26:39
[SPEAKER_06]: Some people, it's like side hustle.
26:41
[SPEAKER_06]: I was, I was in and like failed company, failed company, failed company.
26:47
[SPEAKER_06]: My real purpose, though, is helping young people not feel broken.
26:56
[SPEAKER_06]: I just think there's a future, the reason why I'm good at the AI isn't actually because of the code, it's because of the systems design thinking that the coding taught me.
27:12
[SPEAKER_06]: And if you understand where I came from with the chaos I grew up in, you'll understand why the predictability of software was the antidote to what I was going through.
27:24
[SPEAKER_06]: Like when I was 17 and I learned, you know, tapping on this 486 computer and hit enter and got it to say hello world and then continuing to read and devour, literally my dad would bring me the book, sorry, you made a rule with me, as long as I finished the book, he would buy me the next book.
27:42
[SPEAKER_06]: And I didn't even read business books, personal development books.
27:46
[SPEAKER_06]: I went to the computer section, and I read a database architecture.
27:49
[SPEAKER_06]: Back then, CGI, Pearl, cold fusion of some of your nerds in this room.
27:54
[SPEAKER_06]: Power builder, we're going to even nerd here.
27:56
[SPEAKER_06]: So, what that taught me was the systems thinking, because that, there's something about building something that keeps running like an automation, that just felt so,
28:10
[SPEAKER_06]: Like, it was like this therapeutic, it was almost like my version of meditation, and that's why for me AI feels super natural, because one of the principles in software is dry, which stands for don't repeat yourself.
28:26
[SPEAKER_06]: So do it once, and if you do it right, you never have to go back and do that thing.
28:32
[SPEAKER_06]: And AI's just taking that in just like,
28:36
[SPEAKER_06]: Like me and my buddy Matt are both kind of cut from the same cloth, struggled, growing up, both got into computers, both essentially saved our lives.
28:44
[SPEAKER_06]: And when we hang out, we just laugh at how we were built.
28:49
[SPEAKER_06]: for this.
28:50
[SPEAKER_06]: Yeah, like both of us are just like we nerd out on it, but it's not the coding.
28:55
[SPEAKER_06]: It's just the desire for predictability that I just find so fascinating.
29:00
[SPEAKER_05]: Yeah.
29:01
[SPEAKER_05]: That's good.
29:01
[SPEAKER_05]: I love that.
29:03
[SPEAKER_05]: I think also to your credit.
29:05
[SPEAKER_05]: I guess in many cases, there's some default responses to your journey.
29:12
[SPEAKER_05]: But I think something you've done really well is
29:19
[SPEAKER_05]: a great communicator, a thought leader, and that doesn't just happen, right?
29:23
[SPEAKER_05]: Dude, I started this conversation you're like two frameworks, here we go.
29:26
[SPEAKER_05]: Game, give, like, it takes someone to sit down, exhaust a thought and then deliver that thought.
29:35
[SPEAKER_05]: And I don't know, I just wanna, not everyone is willing to take that time to do that, but how are you exposed to becoming really good at communicating your thoughts?
29:49
[SPEAKER_06]: This is, I appreciate it and you guys are going to get something, nobody's hurt.
29:54
[SPEAKER_06]: Eleven years ago.
29:57
[SPEAKER_06]: You know, one of my philosophies in life is...
30:00
[SPEAKER_06]: When somebody presents an idea to you, that you resonate with, but it scares you, you almost have to say yes before you convince yourself not to do it, and that's what happened to me.
30:13
[SPEAKER_06]: I knew I wanted to create content.
30:14
[SPEAKER_06]: I knew I had to learn how to communicate.
30:16
[SPEAKER_06]: I knew that was my next level as an entrepreneur.
30:19
[SPEAKER_06]: but I refused it.
30:20
[SPEAKER_06]: Here's how much I refused it.
30:22
[SPEAKER_06]: Okay, you guys are gonna find this funny.
30:24
[SPEAKER_06]: I built a company called Clarity.
30:26
[SPEAKER_06]: Clarity was a marketplace to get advice from other experts over the phone.
30:32
[SPEAKER_06]: I built it because I was too much of a chicken shit to tell people I wanted to be a coach.
30:40
[SPEAKER_06]: I built a whole f-in company around this concept instead of being honest with myself for what I knew I was wanted to do.
30:51
[SPEAKER_06]: That's how refusal of the call.
30:55
[SPEAKER_06]: Like raise 1.6 million built an expert in our 50,000 sold a company all because and ask me how many clarity calls I did on the platform in a two year period.
31:05
[SPEAKER_06]: No, 1600.
31:07
[SPEAKER_06]: And I still pretended like I didn't need or wandered.
31:11
[SPEAKER_06]: So when I finally, this guy Travis said to me, you should do YouTube.
31:15
[SPEAKER_06]: I was like, nah, I'm not gonna do that.
31:16
[SPEAKER_06]: I don't wanna be a foreigner, too, but like, that's not me.
31:19
[SPEAKER_06]: And that's when I realized I had to do it.
31:21
[SPEAKER_06]: Now, what I did was I made a commitment to things really important everybody can take away.
31:28
[SPEAKER_06]: One, I dedicated a decade.
31:31
[SPEAKER_06]: That's crazy to say.
31:32
[SPEAKER_06]: Imagine that you say, I'm going to post every day on Instagram stories every day on every week on YouTube and start with the premise, I will do this for 10 years, no matter what, if there's no views, I'm still doing, I'm making a commitment, I'm still doing it, I don't care, no resources, no nothing I'm doing it.
31:47
[SPEAKER_06]: So that was number one in two, and this is dumb and I actually don't recommend it, but you know, that's where my head was at.
31:53
[SPEAKER_06]: I made a commitment to learn how to shoot videos in one take.
31:58
[SPEAKER_06]: So good.
31:58
[SPEAKER_06]: And if you go to my YouTube video and you go to the oldest videos, you will see for seven years, I never missed a week and every video was shot in one take.
32:09
[SPEAKER_06]: What you won't see is three months of me in a studio practicing every day with my videographer at the time begging me to set up two cameras.
32:19
[SPEAKER_06]: Because we can just edit.
32:20
[SPEAKER_06]: Sometimes I would get to minute 13 of a 15 minute video mess up and have to start over and he's like, bro, we can just come on and like, just keep going.
32:28
[SPEAKER_06]: Why you stop and like, I'd like the mistake and makes you human.
32:31
[SPEAKER_06]: I'm like, no, I got to practice.
32:33
[SPEAKER_06]: And so that's the thing.
32:34
[SPEAKER_06]: It's like when people see.
32:37
[SPEAKER_06]: This today, they don't see the public achievements, they don't see the private victories, the private reps, the private volume.
32:47
[SPEAKER_06]: And I just want you to know every person you see online that does this, you didn't see, they went live on Facebook for five years in their group.
32:59
[SPEAKER_06]: You didn't see the periscope, you know, because it got deleted after 24.
33:03
[SPEAKER_06]: You just didn't see that, and you think, why am I not that good?
33:07
[SPEAKER_06]: Go make yourself feel great by watching my old videos.
33:11
[SPEAKER_06]: I was like, ah, it's like a talking fast because I thought it made me sound smarter.
33:14
[SPEAKER_06]: Nope.
33:15
[SPEAKER_06]: Yeah.
33:15
[SPEAKER_06]: Right?
33:16
[SPEAKER_06]: I was trying to figure it out, but the one thing that I'm, I mean, we were just talking about it.
33:22
[SPEAKER_06]: I'm so like, proud of myself, honestly, like it's weird, but like, I didn't stop.
33:28
[SPEAKER_06]: Yeah.
33:28
[SPEAKER_06]: You know, and then our terror on the drive over here.
33:32
[SPEAKER_06]: And he asked me, he goes, why didn't you stop?
33:35
[SPEAKER_06]: And I said, because I don't decide what great is.
33:42
[SPEAKER_06]: And I get emotional saying that because you've you've experienced this, I've experienced like we don't know what message is going to be great.
33:51
[SPEAKER_06]: And I don't know who needs to hear it.
33:53
[SPEAKER_06]: And it's not even my call.
33:56
[SPEAKER_06]: And if you do this long enough, you will have the privilege of meeting people where your message has transformed their life.
34:02
[SPEAKER_06]: And I don't take that.
34:04
[SPEAKER_06]: I take that very seriously.
34:06
[SPEAKER_06]: I understand the power of that.
34:08
[SPEAKER_06]: It has my life.
34:09
[SPEAKER_06]: I'm a student first.
34:11
[SPEAKER_06]: And the people that have gone first and were grateful enough to put out their message, man.
34:16
[SPEAKER_06]: I'm a student of that.
34:17
[SPEAKER_06]: I'm a byproduct of that.
34:18
[SPEAKER_06]: And I just think, man, it's available to all of us.
34:22
[SPEAKER_05]: So did.
34:24
[SPEAKER_05]: Come on, I'll say good place to clap.
34:25
[SPEAKER_05]: Let's go.
34:32
[SPEAKER_05]: Yeah, that's why it's funny, a word shows are funny.
34:36
[SPEAKER_05]: So we're, because they are given to the creative that was released in the year they were put out in the world, but it hasn't been tested and time tests.
34:47
[SPEAKER_05]: And that's like, you can't be a classic unless time goes on.
34:50
[SPEAKER_05]: And a funny idea that you'd share that unedited thing because our terror, my video, our terror, we both have in our time.
34:59
[SPEAKER_05]: He was under the weather last week and has like just take it easy and I ran out of podcast.
35:05
[SPEAKER_05]: We ran out of podcast So I was like, you know it.
35:08
[SPEAKER_05]: I'm gonna put on Omar think media hat, you know We're about to I'm about to just shoot a straight delivery Direct to camera Take the SD card out and upload it to YouTube raw.
35:19
[SPEAKER_05]: I will say eight minutes in.
35:21
[SPEAKER_05]: I had a brain fart
35:23
[SPEAKER_05]: And I said shoot, I stopped it, I started over.
35:26
[SPEAKER_05]: And then I hit a 38 minute video just straight through.
35:29
[SPEAKER_05]: And it's performing one out of 10, you know what that means?
35:31
[SPEAKER_05]: It's a good thing.
35:32
[SPEAKER_05]: Anybody doing YouTube?
35:33
[SPEAKER_05]: Yeah, we're not a 10.
35:34
[SPEAKER_06]: We're not a 10.
35:35
[SPEAKER_05]: Yeah.
35:35
[SPEAKER_05]: And it's absolutely crushing the comments are rich because
35:40
[SPEAKER_05]: There is also for those that have yet to take content more serious, there's a large group of people that would prefer to learn that way.
35:48
[SPEAKER_05]: They don't want the snippy snappy fast pace and if that's your vibe, then go for it.
35:54
[SPEAKER_05]: But I think there's something vulnerable, authentic about just delivering something.
35:59
[SPEAKER_05]: But kind of going back a little bit to you were talking about.
36:04
[SPEAKER_05]: You knew you wanted to be great, or you knew you wanted to help a lot of people, but there was that thing you said.
36:09
[SPEAKER_05]: You said, when you resonate with somebody, but yet you also feel a resistance at the same time, because you're scared of something, like jump.
36:17
[SPEAKER_06]: It is a resistance.
36:19
[SPEAKER_05]: What was the person you resonated with?
36:21
[SPEAKER_05]: And I said that to me?
36:23
[SPEAKER_05]: Or I don't know, was there a coach, or someone's voice, where you really started learning the game of communication of thought?
36:35
[SPEAKER_06]: I think there's always people's, but if I have to pick a person in a moment, it's this guy named Martin Latuette.
36:45
[SPEAKER_06]: That's his name, Malta Latuette.
36:47
[SPEAKER_06]: I'm a French Canadian, Malta.
36:49
[SPEAKER_06]: Malta today is the Tony Robbins of the French base.
36:53
[SPEAKER_06]: At the time, this is 11 years ago.
36:56
[SPEAKER_06]: He was well-known, but not 8,000 people in the van screaming his name kind of thing.
37:03
[SPEAKER_06]: And we were on my back patty because he was a new friend.
37:05
[SPEAKER_06]: I lived like what's crazy is we're from the same town on the East Coast can where you still live.
37:10
[SPEAKER_06]: And he lived seven miles away.
37:13
[SPEAKER_06]: But we'd never met because like busy people in the same city sometimes you see each other out in the world not so much in your hometown.
37:21
[SPEAKER_06]: And we finally got together.
37:23
[SPEAKER_06]: And this was when I was building clarity in my two company, I don't know how many companies go.
37:28
[SPEAKER_06]: And he were on the back patty,
37:32
[SPEAKER_06]: of coaching.
37:34
[SPEAKER_06]: And I was like, oh, dude, that's not me.
37:37
[SPEAKER_06]: And he goes, I think you're brilliant.
37:40
[SPEAKER_06]: And I would love to learn from you.
37:42
[SPEAKER_06]: And so I appreciate that.
37:43
[SPEAKER_06]: And I said, good news is you live near me.
37:45
[SPEAKER_06]: So ask away.
37:46
[SPEAKER_06]: I'm here.
37:47
[SPEAKER_06]: What do you want to learn?
37:48
[SPEAKER_06]: You guys know, I think you need to to do it.
37:52
[SPEAKER_06]: I think I think you'd be great at it.
37:53
[SPEAKER_06]: And again, this is realizing that I built a whole company around not wanting to do it.
38:00
[SPEAKER_06]: And he said, well, just think about it.
38:03
[SPEAKER_06]: And he's clear, here's the person that could clearly mention me.
38:06
[SPEAKER_06]: He was one of the biggest in the space, lives close to me.
38:09
[SPEAKER_06]: And I still was like, no, I'm probably going to go sell this company, go build another company, kind of be dumb.
38:15
[SPEAKER_06]: And a couple days later, he sends me an email.
38:19
[SPEAKER_06]: And the email was an email from his mentor, asking if he wanted to go to their big annual conference.
38:29
[SPEAKER_06]: It was called 10X Empire.
38:31
[SPEAKER_06]: My name was Brendan Bershard.
38:33
[SPEAKER_06]: And Mattang goes, hey, bro, I'm gonna go to this, do you wanna come?
38:40
[SPEAKER_06]: And I didn't know Brendan and I didn't really know what to expect.
38:43
[SPEAKER_06]: And I reply and said, hey, man, sorry, heads down, really busy, probably not a fit.
38:49
[SPEAKER_06]: And I hit set.
38:51
[SPEAKER_06]: The next day, for whatever reason, that email ended up back in my inbox.
38:55
[SPEAKER_06]: Not because he replied, but it was just like, I didn't archive it.
38:59
[SPEAKER_06]: And I thought about it, and I replied, I still have the, you know, I said, this is what I said, that I've never not gotten a return investing myself, I'm in.
39:12
[SPEAKER_06]: And I show up in this room.
39:14
[SPEAKER_06]: There's 500 people.
39:16
[SPEAKER_06]: you've got everybody like back like Brendan was the guy behind the people right there was like Jeff Walker JJ virgin Robin Sharma like the authors of the book on 32 and I'm like why are all these people watching this guy like if you ever seen Brendan on stage he just wired like just like so full of life and he's flip charts and
39:42
[SPEAKER_06]: And I remember sitting there because I only knew the the internet marketer types and I was like I'm like, that's not me.
39:49
[SPEAKER_06]: And there was just something about Washington, friend and do it.
39:52
[SPEAKER_06]: And Montana explaining how it all worked that
39:58
[SPEAKER_06]: I was just like, that was the place, that was the moment where if I didn't reply and say, I'm in and show up and watch somebody model for me what it could look like because I was so anti all this other stuff and then go on this journey and study, I'm not in the reason.
40:17
[SPEAKER_06]: I don't even know why this just you asked that.
40:20
[SPEAKER_06]: But guess who texts me this morning?
40:29
[SPEAKER_06]: Isn't this wild?
40:30
[SPEAKER_06]: This is 10 years later.
40:31
[SPEAKER_06]: I don't even think he knows the impact he had on my life, which is always the case.
40:36
[SPEAKER_06]: And I think he didn't event with Lewis and these Natalie, their all friends, and maybe my name came up and I'm just like, game on.
40:45
[SPEAKER_06]: This is what a world we live in and I'm just like,
40:49
[SPEAKER_06]: Again, these are those moments where it could have went left and instead it went right and it started the beginning of a journey that again, I went, I went, I went seven years with thousands of views on my videos.
41:00
[SPEAKER_06]: So we also know that story.
41:02
[SPEAKER_06]: So it was three years ago where I decided to go pro and the 11 million followers I have on social media today was a byproduct of that decision which in itself was a completely different decision to just even start.
41:13
[SPEAKER_06]: So good.
41:14
[SPEAKER_06]: I'm not that impressive.
41:15
[SPEAKER_06]: There's 11 years.
41:16
[SPEAKER_06]: So feel good about yourself.
41:17
[SPEAKER_06]: If you're still trying to find your way.
41:19
[SPEAKER_06]: It's impressive.
41:20
[SPEAKER_05]: Six months in.
41:22
[SPEAKER_05]: Thanks for sharing the right story, though.
41:24
[SPEAKER_05]: You know, I think that's the encouragement and the reminder we need.
41:28
[SPEAKER_05]: If you guys have any questions, I'd love to take some.
41:30
[SPEAKER_05]: You can go ahead and start lining up at the mic.
41:32
[SPEAKER_05]: First, move us advantage in any room.
41:35
[SPEAKER_05]: And then we'll get into some questions for your content, for your brand.
41:40
[SPEAKER_05]: What are you guys doing with AI?
41:43
[SPEAKER_05]: right now.
41:44
[SPEAKER_06]: Well, again, I want to give people the tactics.
41:47
[SPEAKER_06]: So in the world of contents, this is what I've learned is that, you know, Tony Robbins says it's often in success leaves clues.
41:55
[SPEAKER_06]: If anybody goes down the rabbit hole of trying to figure out the content game, you will start to see patterns.
41:59
[SPEAKER_06]: And people always like, why is your video similar to the other guy?
42:03
[SPEAKER_06]: Here's the deal.
42:04
[SPEAKER_06]: There's the, I call it the odds.
42:06
[SPEAKER_06]: We don't even call it the algorithm.
42:07
[SPEAKER_06]: The audience has a specific thing that it likes to consume and whether you like it or not, it's not like I said.
42:15
[SPEAKER_06]: My message is my, I don't choose if it's great.
42:17
[SPEAKER_06]: The audience slash the algorithm chooses.
42:20
[SPEAKER_06]: So, in the content world, specifically for short form, it's called height, okay, and it's something Sam on my team came up with, and I'm sure it's a derivative of a bunch of stuff, but it's, it's, it's H-E-I-T.
42:32
[SPEAKER_06]: I want everybody to get this, okay?
42:34
[SPEAKER_06]: So we're going to walk through real quick.
42:35
[SPEAKER_06]: First is the hook.
42:37
[SPEAKER_06]: And we all know this, but most people don't realize how important hooks are, I'll give you the easiest template.
42:44
[SPEAKER_06]: Say something unpopular or controversial.
42:48
[SPEAKER_06]: That's usually a good hook.
42:49
[SPEAKER_06]: Okay, most people waste their time on social media.
42:52
[SPEAKER_06]: That's a hook.
42:53
[SPEAKER_06]: Then the E is explained.
42:55
[SPEAKER_06]: Explain what you mean.
42:56
[SPEAKER_06]: It means they're creating content without falling a pattern that is proven to work.
43:01
[SPEAKER_06]: That's explained.
43:02
[SPEAKER_06]: See, I'm doing it right now in real time.
43:03
[SPEAKER_06]: See how we're doing this?
43:05
[SPEAKER_05]: meta.
43:05
[SPEAKER_06]: Yes, I is illustrate.
43:07
[SPEAKER_06]: Illustrate is given example.
43:10
[SPEAKER_06]: which I'm doing in real time, okay?
43:13
[SPEAKER_06]: And then T is teach, giving value.
43:15
[SPEAKER_06]: We're most people mess up the T is they overteach.
43:20
[SPEAKER_06]: That was their Martell's problem.
43:21
[SPEAKER_06]: I was like value value value.
43:23
[SPEAKER_06]: Overwhelm, overwhelm.
43:24
[SPEAKER_06]: Dude, just given one simple thing.
43:27
[SPEAKER_06]: So if everybody just did height in their content, they will now create at least the framework for going viral.
43:34
[SPEAKER_06]: The coolest part, because you asked about AI and what we're doing that is really cool,
43:39
[SPEAKER_06]: is we have a product called TurboHQ.
43:43
[SPEAKER_06]: Samsung's that one is TurboHQ.ai.
43:47
[SPEAKER_06]: That not only does prevalidation, because you'll appreciate this.
43:50
[SPEAKER_06]: If you know what that is, I'm not going to go check it out.
43:52
[SPEAKER_06]: But does prevalidation give it a topic.
43:55
[SPEAKER_06]: Write your height script.
43:57
[SPEAKER_06]: Let's you record the video.
43:59
[SPEAKER_06]: Tell a prompter.
44:01
[SPEAKER_06]: Save and publish.
44:03
[SPEAKER_06]: So if you want to create direct-to-camera, height viral videos without like burn and brain cells,
44:12
[SPEAKER_06]: It's still you.
44:12
[SPEAKER_06]: It's still your voice.
44:13
[SPEAKER_06]: It literally pulls from your content, but it just frames it properly.
44:17
[SPEAKER_06]: I think that's probably one of the most exciting things that we're doing with AI because it's something you guys can all do and it's not something I'm going to just give you and say, oh, you can't do it because you don't have what we have.
44:25
[SPEAKER_06]: Everybody can go get that tool.
44:27
[SPEAKER_06]: Fire.
44:27
[SPEAKER_06]: Let's go.
44:28
[SPEAKER_06]: Clop it up for the tool.
44:29
[SPEAKER_06]: Turbo.
44:30
[SPEAKER_06]: Turbo.
44:30
[SPEAKER_06]: Was that was that porch related?
44:33
[SPEAKER_05]: No.
44:33
[SPEAKER_05]: Yeah.
44:34
[SPEAKER_05]: Sam's going to now give you another slide.
44:44
[SPEAKER_03]: I am Mike, my question is, how do you know when the methodology is good enough to hand off so you can stop being the operator and start being the brand of the way?
44:53
[SPEAKER_06]: You guys want me to do the hype framework in real time so you guys can see how I do it?
44:57
[SPEAKER_06]: No pressure.
44:59
[SPEAKER_05]: And then track the clip once you guys cut it.
45:00
[SPEAKER_05]: Yeah, I know.
45:01
[SPEAKER_06]: That's exactly what I did.
45:02
[SPEAKER_06]: Published it.
45:03
[SPEAKER_06]: I'm a viral.
45:04
[SPEAKER_06]: The other thing is I don't care, which is wild, you guys should like, because that's also needed.
45:12
[SPEAKER_06]: I think perfectionism, because that's what I'm hearing in your question, is procrastination in disguise, which means that you have a belief in the question.
45:22
[SPEAKER_06]: Most people don't realize that in their question, they're projecting their own judgment.
45:27
[SPEAKER_06]: Now, this is ninjasicology stuff, because I can tell you what you think about you by the questions you ask.
45:33
[SPEAKER_06]: I don't want to make everybody in the lineup be like, I'm getting, I'm sitting back down.
45:38
[SPEAKER_06]: But all I know, and I said this earlier, that your decision is it good enough is not your call.
45:45
[SPEAKER_06]: It's the market, it's the audience.
45:47
[SPEAKER_06]: My content is not my call.
45:50
[SPEAKER_06]: I speak from my heart if people resonate with it, that's who decides, if you actually try to make it to contrived, it actually doesn't work.
45:58
[SPEAKER_06]: So you have a methodology which is good.
46:01
[SPEAKER_06]: Because in service business, we don't sell our time, we sell our methodology.
46:07
[SPEAKER_06]: Another way to think about it is people don't buy our presence, they buy our standards.
46:14
[SPEAKER_06]: To them saying, and your standards is your methodology, because when you hire people, you're going to train them against this, they're going to fall the process, and then hopefully the clients have bought that, got the result, even if you're not there.
46:24
[SPEAKER_06]: Again, standards not presence.
46:27
[SPEAKER_06]: So,
46:28
[SPEAKER_06]: How you know it's good enough?
46:30
[SPEAKER_06]: You've used it to get a client a result.
46:33
[SPEAKER_06]: Have you done that yet?
46:34
[SPEAKER_06]: Game on, two thumbs up, you're good to go, go out to the world with it.
46:39
[SPEAKER_06]: That's all you need.
46:40
[SPEAKER_06]: I followed it, maybe two or three clients, and you feel like it works.
46:44
[SPEAKER_06]: And here's what I've learned.
46:45
[SPEAKER_06]: Just like Bill and Software, the first version, if it doesn't embarrass you, you waited too long.
46:51
[SPEAKER_06]: So it's time to go out to the world.
46:54
[SPEAKER_03]: What about pushing it towards the team delivering it?
46:57
[SPEAKER_03]: Because we have a team that's delivering, and it's good, but not like when I'm doing it.
47:02
[SPEAKER_06]: It'll never be as good as you.
47:05
[SPEAKER_06]: Like I hope you guys understand that I know I want Mike, I can't get Mike.
47:11
[SPEAKER_06]: Not Mike is gonna be 20% not as good as Mike, but that's just the way the business works.
47:17
[SPEAKER_06]: Like, that is how we all have to be.
47:20
[SPEAKER_05]: And that's that let go thing where you're just like, you gotta let go.
47:23
[SPEAKER_05]: Does it even matter how good I care about some?
47:25
[SPEAKER_06]: No.
47:26
[SPEAKER_06]: And the cool part is your intentions are pure, which is great, customer will feel that.
47:30
[SPEAKER_06]: And then what's neat is that I think business is really a place to invest in people.
47:35
[SPEAKER_06]: If you stop making business about the money start making about the people, oh my gosh, it's so much, it's so much more fun.
47:41
[SPEAKER_06]: So when you start thinking about this methodology you've created and bringing people into delivery and seeing that they fall short 20, 30, 40%, and then you go, cool, I get the opportunity to invest in this person to coach him up and then they get to grow and they get to develop, they get to look at you as a mentor because I'm assuming you had somebody do that for you.
48:00
[SPEAKER_06]: That's what we're here to do.
48:01
[SPEAKER_06]: If you think business is about money, you're in the wrong business.
48:05
[SPEAKER_06]: Thank you.
48:05
[SPEAKER_06]: Thank you.
48:05
[SPEAKER_06]: For Mike.
48:09
[SPEAKER_05]: Did you learn that in sales?
48:11
[SPEAKER_05]: Pain.
48:12
[SPEAKER_05]: No, when, when, did you learn?
48:14
[SPEAKER_05]: Pain, bro.
48:16
[SPEAKER_05]: We're like, once I've learned the sales journey has led me to learn that people oftentimes use the words that are projecting.
48:26
[SPEAKER_06]: Oh, where did I learn that?
48:27
[SPEAKER_05]: Back to listen.
48:27
[SPEAKER_06]: No, I just do a lot of work.
48:32
[SPEAKER_06]: I'm a, I'm a, I'm a, I'm a byproduct of a lot of personal development.
48:38
[SPEAKER_00]: Hey, don't worry, my name is Carley and shy.
48:40
[SPEAKER_00]: I'm so happy to be here.
48:41
[SPEAKER_05]: Hi, Carley.
48:42
[SPEAKER_05]: They drove all the way from California.
48:43
[SPEAKER_00]: From California, even to my husband.
48:45
[SPEAKER_00]: Like three hours, just to come and hang out.
48:47
[SPEAKER_06]: Thank you so much.
48:48
[SPEAKER_00]: So my question is, so I do the same thing, which I help a lot of women that are broken.
48:53
[SPEAKER_00]: That's the line of work that I do based on my story.
48:57
[SPEAKER_00]: But I have a 10-year-old daughter that I'm teaching her how to code and all that stuff because as broken women,
49:04
[SPEAKER_00]: we have children as well, right?
49:05
[SPEAKER_00]: So that is my demographic is helping women.
49:08
[SPEAKER_00]: So since I'm teaching my daughter, I'm teaching her and I'm having her learn cloth and everything because I wanted to teach them to teach what she's learned to the women's children that I'm helping at this very moment, what advice do you have for me, other AI instruments or anything like that that my daughter should be learning at this very moment, to help other children too.
49:35
[SPEAKER_00]: and she's 10 by the way, and she loves it.
49:36
[SPEAKER_06]: She loves it.
49:37
[SPEAKER_06]: I love that she loves, and is she coding and cloud coder or something like that?
49:40
[SPEAKER_00]: Yeah, so she's learning, and she's actually helping me in my business.
49:45
[SPEAKER_06]: My god, labor, my friends, honestly.
49:47
[SPEAKER_06]: Oh, you could pay her $12,000.
49:48
[SPEAKER_06]: That's true.
49:49
[SPEAKER_06]: Turn up.
49:50
[SPEAKER_00]: But we help each other out.
49:51
[SPEAKER_00]: That's how we bond.
49:52
[SPEAKER_06]: So yeah, I think we have the need to complicate things so that we don't make the simple step.
50:02
[SPEAKER_06]: And what you just said, so I can repeat it back, is I have a 10-year-old that learned cloud code that's doing work for me, that I would like to empower her to teach other kids, 10-year-olds, how to use cloud code.
50:17
[SPEAKER_06]: And I feel you because
50:19
[SPEAKER_06]: Two months ago, I shut my company down for two days.
50:23
[SPEAKER_06]: I grabbed everybody and I brought in experts and I taught everybody how to clog code from the 16 year old to the six year old.
50:32
[SPEAKER_06]: And while we were doing this, my two boys, who were 12 and 13 showed up, pulled out their laptops.
50:38
[SPEAKER_06]: and learn to code.
50:40
[SPEAKER_06]: And today my kids build apps, games, one of them's editing video with remotion and cloud code.
50:47
[SPEAKER_06]: So I share that because I think your daughter has the tool which is the same tool that she's using and it's more about
50:58
[SPEAKER_06]: Figuring out what the kids want to build, because that's how I got my boys into it.
51:01
[SPEAKER_06]: I say, what do you want?
51:03
[SPEAKER_06]: One of them wanted to build a power washing business.
51:05
[SPEAKER_06]: I say, well, you need a website.
51:06
[SPEAKER_06]: I say, how do I build that?
51:07
[SPEAKER_06]: I say, can you speak English?
51:09
[SPEAKER_06]: She says, that's a great question.
51:10
[SPEAKER_06]: Of course, I speak English, as I'm talking to you.
51:13
[SPEAKER_06]: I say, cool, speak English into your laptop.
51:16
[SPEAKER_06]: and then you hit enter and you watch it as you know, build a website, find leads, tell him how to do his tax.
51:23
[SPEAKER_06]: Like, so the best thing I could share with you for your daughter is have her go ask people if you could build anything, what would you want to build to the kids?
51:33
[SPEAKER_06]: The kid tells them and say, cool, speak, what you want to build into this phone, and then you just put the cloud code or cloud and you just hit the transcription button, the voice, the speeches, the voice, the text.
51:46
[SPEAKER_06]: and have them speak into it and then your daughter hits enter and then she waits and she has a conversation with them about like how having a vision is great and a dream and all this stuff and then she shows them the thing they just asked for.
51:59
[SPEAKER_06]: When I mentor kids, I have a program called Kings Club, where I mentor kids for free.
52:03
[SPEAKER_06]: 100 kids at a time, it's the size of the room.
52:06
[SPEAKER_06]: And I teach AI, I bring up three of them on stage.
52:09
[SPEAKER_06]: I ask them to tell me what they want to build and while they're talking, I have my phone to their mouth.
52:14
[SPEAKER_06]: And then I hit a button and then we have it all on the screen.
52:17
[SPEAKER_06]: And I do the next kid, the next kid.
52:18
[SPEAKER_06]: And by the time I'm done, listen to the third kid, we go back to the first one and everything they just said to me is built.
52:24
[SPEAKER_06]: That's what they need.
52:25
[SPEAKER_06]: That's like the best thing your daughter could do is show people the results they can get with AI, tell the story of building stuff for you, be really cool if you're a painter, so that she could be like, I'm making $1,000, help my mom build automation or whatever it is.
52:38
[SPEAKER_06]: And I think that's how technology's been adopted.
52:41
[SPEAKER_06]: Anyways, we start with the problem or the vision the person has, and then we show them how easy it can be so that they can build the confidence and then they lean in.
52:49
[SPEAKER_06]: Does that help?
52:49
[SPEAKER_00]: Yes, a lot.
52:50
[SPEAKER_00]: Thank you so much.
52:51
[SPEAKER_06]: Great question.
52:56
[SPEAKER_08]: Hey, Dan, I'm yes, me, and I'm in your elite.
52:57
[SPEAKER_06]: I'm very familiar.
52:58
[SPEAKER_06]: Yes, yeah, it's good to see you.
53:00
[SPEAKER_08]: Great to be here.
53:01
[SPEAKER_08]: So I built out since joining elite in January, a whole cell by chat for not only my team and ran it on the back end, but then atomized it so that other agents could use it, launched it, and have sold just a few.
53:16
[SPEAKER_08]: And then I also built out an entire app for people to,
53:20
[SPEAKER_08]: Reverse engineer their goal based on either their income or their production goal.
53:27
[SPEAKER_08]: And all if it is just put in a couple of simple numbers and it reverse engineers.
53:31
[SPEAKER_08]: My question is, how should I spend my time so that these products can be monetized more effectively while still focusing on my core business?
53:43
[SPEAKER_06]: And your core business is totally real estate.
53:45
[SPEAKER_06]: It's all in real estate, but you built these apps.
53:48
[SPEAKER_08]: Yes, to support the real estate industry and or support.
53:51
[SPEAKER_06]: So the people buying the app are real estate agents?
53:54
[SPEAKER_08]: Yes, the sell by chat could be used for any other small businesses.
53:58
[SPEAKER_08]: The way I built it out, but right now, I have it completely structured based on my 23 years of talking to people and selling.
54:05
[SPEAKER_06]: Check it in the goods.
54:07
[SPEAKER_06]: I got some stuff like, do you guys want to know the real real?
54:10
[SPEAKER_08]: I mean, the flu from Florida.
54:11
[SPEAKER_08]: So yes, I want the real real.
54:13
[SPEAKER_06]: I'll give you the real real.
54:14
[SPEAKER_06]: OK.
54:17
[SPEAKER_06]: I'm a fan of focus, but I'm also a fan of building tools to solve our problems because even if nobody else buys, we made our life better.
54:25
[SPEAKER_08]: Right.
54:26
[SPEAKER_06]: And that's why I've always built software.
54:27
[SPEAKER_06]: For 29 years, I've been building tools, scripts, apps, things.
54:32
[SPEAKER_06]: And some of them, they were like, nobody, I was never gonna sell them.
54:34
[SPEAKER_06]: They just made my life better.
54:36
[SPEAKER_06]: It was an automation, it was a thing.
54:38
[SPEAKER_06]: So now with AI, you can imagine my laptop is full of probably 800 things that I'm never gonna sell, but I made my life better.
54:47
[SPEAKER_06]: So cool that you did that, and I'm a fan of that.
54:50
[SPEAKER_06]: That being said, you gotta choose what business you wanna be in.
54:54
[SPEAKER_06]: So what I like to do is I like to align the business I'm into the tool I'm selling.
55:00
[SPEAKER_06]: See, every business has the do it yourself, do it with you, done for you.
55:05
[SPEAKER_06]: Underneath all three of those business models is the tool.
55:09
[SPEAKER_06]: You guys get this.
55:09
[SPEAKER_06]: If you actually look at every industry, there's a, I'll buy the course, I'll do it myself.
55:14
[SPEAKER_06]: I'm gonna hire you gonna coach me or your an agency and you're gonna do it for me.
55:18
[SPEAKER_06]: But all three of them use the tool.
55:20
[SPEAKER_06]: Let's say Turbo has an example for short form that they all use.
55:24
[SPEAKER_06]: So you've done that yourself, where you're real.
55:26
[SPEAKER_08]: Right, these are all built honestly, internally for my team.
55:29
[SPEAKER_06]: Those are the best ones to build.
55:30
[SPEAKER_06]: Because if nobody else use them, your team got better and a lot of companies have that.
55:34
[SPEAKER_06]: But here's the kicker is you, when you say, well, it could be used for other people, leverage the market you're in to sell the tool to the people you're talking to, which is a real estate agent.
55:44
[SPEAKER_06]: So I would say to launch them.
55:46
[SPEAKER_06]: But here's the part nobody wants to tell you.
55:49
[SPEAKER_06]: Before I build any tool, I pre-sell it to at least 15 other people, and there's no tech.
55:57
[SPEAKER_06]: Every company on Martell Ventures launched weightless page, pre-sold, they paid $50 to go at the top of the weight list, no software.
56:09
[SPEAKER_06]: Before we ever decided to sit down and build it, because can you build it?
56:13
[SPEAKER_06]: Yes, should you build it?
56:16
[SPEAKER_06]: See, and you know what, Canadians are the worst.
56:19
[SPEAKER_06]: They will, I call it grin.
56:21
[SPEAKER_06]: They'll literally smile to your face and tell you you're the best.
56:25
[SPEAKER_06]: I got this product and they're like, oh, that's great.
56:28
[SPEAKER_06]: You should build that and you're like, really if I build it, you'll buy it.
56:30
[SPEAKER_06]: Oh, yo, boy.
56:31
[SPEAKER_06]: And then I'll send you spend $300,000 of your money back in the day, six months of your life, and you come back and you're like, hey, Bob, I built the tool, you're gonna buy it and you're like, I'm busy.
56:42
[SPEAKER_06]: So that's why for me, the thing that most people don't realize is the hardest thing is to find the customers.
56:48
[SPEAKER_06]: So cool your your first customers.
56:49
[SPEAKER_06]: You have a few other people.
56:51
[SPEAKER_06]: But do it in line with what you're currently doing.
56:53
[SPEAKER_06]: So the more you grow your business, the more people you'll have access to sell it to, because those are completely different businesses.
57:01
[SPEAKER_06]: But I'm not going to tell you not to do it because it sounds like I'm a fan of the pulling on the string and the art, like some people like focus, focus.
57:09
[SPEAKER_06]: If it's about making money, then go do that.
57:11
[SPEAKER_06]: If you really is like, I need to make as much money when my time is bought will find.
57:14
[SPEAKER_06]: I don't see where the fun is.
57:17
[SPEAKER_06]: It sounds like you would do this for free.
57:19
[SPEAKER_08]: I mean, I, it's already out of balance, you're like, and you're learning and I'm excited.
57:25
[SPEAKER_06]: I'm just saying strategically align them.
57:28
[SPEAKER_06]: You have an audience.
57:29
[SPEAKER_06]: You sell the tool to the audience, go pre-sell the 15 people before you build anything more.
57:33
[SPEAKER_06]: That way you have enough capital to then hire somebody to take it.
57:37
[SPEAKER_06]: It also fortifies you as a business owner because now you actually have a real engineer, real person building it.
57:42
[SPEAKER_06]: So it's really in production.
57:43
[SPEAKER_06]: You have at least 15 customers, and then it has the potential to have a life of its own, and it could be the thing that adds multiple zeroes to your network.
57:52
[SPEAKER_08]: Okay, so I do also have 23 years of database of not only clients, but agents.
57:59
[SPEAKER_08]: That's what I'm hearing you say.
58:01
[SPEAKER_08]: Start working to pre-sell to artists.
58:03
[SPEAKER_08]: There's no working.
58:04
[SPEAKER_06]: Guys want to know how hard it is.
58:05
[SPEAKER_06]: It's very complicated.
58:06
[SPEAKER_06]: You need to be a NASA scientist and you've got to spend hundreds of thousands of dollars.
58:10
[SPEAKER_06]: You ask Cloud Code to build your website.
58:13
[SPEAKER_06]: with a wait list button.
58:16
[SPEAKER_06]: And if you can't get 100 people to subscribe to your wait list, whatever you have on your website, you might want to fix the cop.
58:21
[SPEAKER_06]: Because that means nobody want it in the first place.
58:25
[SPEAKER_06]: So yes, if you build that website with the wait list and you send it to all those people in your database and you can't get anybody just to join in.
58:33
[SPEAKER_06]: That's a sign, run.
58:36
[SPEAKER_06]: But my gut tells me they probably want to it you got.
58:39
[SPEAKER_06]: Does that make sense?
58:40
[SPEAKER_08]: The toilet makes sense.
58:41
[SPEAKER_08]: Thank you so much.
58:41
[SPEAKER_06]: Awesome.
58:42
[SPEAKER_06]: It's good to see you.
58:42
[UNKNOWN]: Thank you.
58:43
[SPEAKER_07]: Hi, Dan.
58:47
[SPEAKER_07]: My name's Jim Mara.
58:48
[SPEAKER_07]: Could you share the impact that the book a happy pocket full of money had on your life?
58:53
[SPEAKER_07]: You will just in it.
58:54
[SPEAKER_07]: You will just in it.
58:54
[SPEAKER_07]: Fantastic.
58:55
[SPEAKER_07]: Yeah, about a month ago, I saw you put 500 rated books and I needed something not business to read.
59:01
[SPEAKER_07]: And I'm two thirds of the way through.
59:03
[SPEAKER_07]: And it has changed my life.
59:05
[SPEAKER_07]: So excited.
59:06
[SPEAKER_06]: Yeah, there's like,
59:08
[SPEAKER_06]: The most gifted book I've ever given to other people is they are meant 11,000 copies, is thinking real rich.
59:19
[SPEAKER_06]: However, if you get through that and you get that book, the next book that I think you should consider is happy pocket full of money.
59:29
[SPEAKER_06]: Because it will teach you
59:32
[SPEAKER_06]: the experience of creating wealth in your life and being comfortable with wealth.
59:37
[SPEAKER_06]: See, I don't think people get what they want to get what they think they deserve.
59:44
[SPEAKER_06]: And that's, that's just a hard pill of swags.
59:45
[SPEAKER_06]: Because people like, no, I feel like I deserve more.
59:47
[SPEAKER_06]: And I go, I can tell by your actions your calendar and your time that you don't believe that.
59:52
[SPEAKER_06]: Because I have a 19 year old on my team who's been in my world for a couple years.
59:56
[SPEAKER_06]: And every time he has an opportunity to get more he asks for it.
59:59
[SPEAKER_06]: And then I have other people on my team that are 30 years old that been on my team for longer.
1:00:03
[SPEAKER_06]: And they've never once asked me for the opportunity that 19 now your old has done.
1:00:08
[SPEAKER_06]: Why?
1:00:09
[SPEAKER_06]: He thinks he deserves it.
1:00:11
[SPEAKER_06]: This person doesn't.
1:00:13
[SPEAKER_06]: I say this publicly, my team watches my content.
1:00:16
[SPEAKER_06]: They hear me say that.
1:00:17
[SPEAKER_06]: I expect on Monday, I'm gonna have a bunch of requests for time to ask me for stuff and guess what never happens.
1:00:24
[SPEAKER_06]: That.
1:00:26
[SPEAKER_06]: That book helps with that.
1:00:28
[SPEAKER_06]: Yeah, I am.
1:00:29
[SPEAKER_06]: It's such a beautiful concept, it's such a beautiful read.
1:00:32
[SPEAKER_06]: And when I understood that, that you're allowed to desire more in the same presence of like not needing it, I think that's an incredible thing to learn.
1:00:46
[SPEAKER_06]: that we're here to create.
1:00:48
[SPEAKER_06]: I'm a creator.
1:00:49
[SPEAKER_06]: I was created by my creator.
1:00:51
[SPEAKER_06]: And when I feel called to create, I can do that without the need of it being anything.
1:00:58
[SPEAKER_06]: And when you detach yourself, oh, I call it, uh, involved unattached.
1:01:05
[SPEAKER_06]: I'm deeply involved in the experience of creating life, and I'm unattached to the need of it being any specific way.
1:01:11
[SPEAKER_06]: And that's when people are like,
1:01:15
[SPEAKER_06]: It's that.
1:01:17
[SPEAKER_06]: I want to create.
1:01:19
[SPEAKER_06]: I don't care if it works.
1:01:23
[SPEAKER_06]: I love being here with you.
1:01:26
[SPEAKER_06]: If you like me, that's a bonus.
1:01:29
[SPEAKER_06]: If you don't, that's your opinion.
1:01:31
[SPEAKER_06]: It's like, I've always said that haters are just confused fans, so you guys can, you can run with that.
1:01:37
[SPEAKER_06]: But that's where it comes from.
1:01:37
[SPEAKER_06]: That book really taught me that lesson.
1:01:39
[SPEAKER_06]: Thank you so much.
1:01:41
[SPEAKER_05]: I follow up to the thought because they would say like remove yourself from the outcome especially in sales and stuff, for someone who needs the sale, how do you trick your brain or come to the belief that I don't, I don't need this to.
1:02:00
[SPEAKER_06]: You know, I learned a long time ago when two people come into a conversation, the person who is most certain of the outcome usually is the one who gets the outcome.
1:02:12
[SPEAKER_06]: So the energy that I bring in to a sales conversation is not a need to make it happen.
1:02:18
[SPEAKER_06]: It's the certainty and the belief that's already happened.
1:02:22
[SPEAKER_06]: And I think that's what happens is if you feel needy, what do you do when somebody comes up to you and they're like super needy?
1:02:30
[SPEAKER_06]: So the person that's a buyer leans back, when you come into it with a level of certainty, call it confidence, call it belief, call it assumption, like we're already, we're gonna do this.
1:02:43
[SPEAKER_06]: I've seen your future, I know where it's gonna go.
1:02:46
[SPEAKER_06]: And then I'm just helping you realize that that energy is what people buy.
1:02:54
[SPEAKER_06]: So I get, and this is where you have to.
1:02:56
[SPEAKER_06]: It's a cognitive dissociation.
1:03:00
[SPEAKER_06]: that if I want it, what you, what you grab for you actually will lose.
1:03:05
[SPEAKER_06]: So if you like, if you try to force it, it'll actually run away from you.
1:03:08
[SPEAKER_06]: So it's actually this, this just being present, being there.
1:03:13
[SPEAKER_06]: And when they say that, that's like going from rejecting rejection without losing enthusiasm, it's literally that.
1:03:19
[SPEAKER_06]: It's having the certainty you're going to get the sale and the person hangs up on you and you lose zero faith in that next conversation and you hold
1:03:28
[SPEAKER_06]: that to me.
1:03:29
[SPEAKER_06]: That's why I think sales is one of the coolest skills in the world to learn.
1:03:32
[SPEAKER_06]: I'm a software program.
1:03:33
[SPEAKER_06]: I didn't want to talk to people.
1:03:34
[SPEAKER_06]: I love Coke because I was like, I never have to talk to a human if I want ever for the rest of my life.
1:03:38
[SPEAKER_06]: And then I turned out business is really tough without people.
1:03:41
[SPEAKER_06]: Yeah.
1:03:43
[SPEAKER_06]: And then I had to learn people and then I had to learn sales because you know, software is cool, but people still want to talk about what they're buying.
1:03:50
[SPEAKER_06]: And then I had to get past my own insecurities and why do I get people to trust me and I'm really young looking and I'm selling the CTOs.
1:03:58
[SPEAKER_06]: And yeah, when I understood that it was certainty and that's where like really the belief and what you're delivering has to be there, most people can't sell because they don't believe what they're selling.
1:04:08
[SPEAKER_06]: Well, that's facts.
1:04:09
[SPEAKER_06]: And if you don't believe in what you're selling, go fix what you're selling.
1:04:14
[SPEAKER_06]: Amen.
1:04:14
[SPEAKER_04]: Hey, what's up, Omar?
1:04:15
[SPEAKER_04]: What's up, Dan?
1:04:16
[SPEAKER_04]: My name is Jesse.
1:04:17
[SPEAKER_06]: Hey, Jesse.
1:04:18
[SPEAKER_04]: If you were a real estate agent, which tools would you use for lead generation?
1:04:24
[SPEAKER_04]: And what would you do, voice, text, cold email, and if you could explain why?
1:04:32
[SPEAKER_06]: you're asking Dan Martell or you.
1:04:34
[SPEAKER_04]: Yeah, Dan Martell.
1:04:36
[SPEAKER_06]: If you were a real estate agent, I'm gonna tell you, Dan's a nerd.
1:04:40
[SPEAKER_06]: So this is where Dan goes, and I might lose you, but just you ask.
1:04:44
[SPEAKER_06]: And if you guys drove and you came here, like, I can only go ahead and go ahead.
1:04:48
[SPEAKER_06]: Okay, so,
1:04:50
[SPEAKER_06]: Again, what's changed in the last few days is the idea of loops and goals.
1:04:55
[SPEAKER_06]: So what I would do is I would start with the outcome.
1:04:58
[SPEAKER_06]: I would take your question verbatim Jesse, and I would open up my terminal, and I would go to Cloud Code CLI, which stands for Command Line Interface, and I would set up the goal, and I would use this forward slash thing called Workflows, which is Dynamic Workflows, and then I would use another forward slash called Agents.
1:05:18
[SPEAKER_06]: And what that does is it tells Cloud Code to go on YOLO mode.
1:05:22
[SPEAKER_06]: And YOLO mode is Carpadeum.
1:05:26
[SPEAKER_06]: Let's see how much power you're willing to spend.
1:05:29
[SPEAKER_06]: Then there's another one.
1:05:30
[SPEAKER_06]: You have to set the budget.
1:05:31
[SPEAKER_06]: Because if not, you're going to be upset with my advice.
1:05:33
[SPEAKER_06]: Jesse, you'd be like, that was bad.
1:05:35
[SPEAKER_06]: Dan and I spent $2,700 and it didn't work.
1:05:39
[SPEAKER_06]: But you set a budget.
1:05:40
[SPEAKER_06]: So like, start with 50, start with 100.
1:05:42
[SPEAKER_06]: But I would give it to Claude code, and I would set the budget, and I would tell it to go nuts, and I would set the goal of finding the leads and designing a marketing campaign based on best practices.
1:05:54
[SPEAKER_06]: So here's a pattern that I do often.
1:05:57
[SPEAKER_06]: I use Claude code chat, which is Claude.ai on the web, and then, or if you've got the desktop, you're just going to the chat, to design the prompt that I copy paste into Claude code.
1:06:10
[SPEAKER_06]: Yes, so it's cheaper faster easier for me to figure out how I'm going to get the command line to do what I want first in the chat and is that like really long like a really long to no no If you say to create a prompt for cloud code, it's not long it could be long but the cool part is just copy past it in the terminal and hit enter and then that code will figure itself out But I would take exactly verbatim what you said
1:06:38
[SPEAKER_06]: I would give it that and I'd say create me a goal that used workflows and agents in cloud code.
1:06:44
[SPEAKER_06]: Create me a prompt that I can copy and paste in the cloud code that uses workflows agents and a goal with a budget 50 bucks.
1:06:50
[SPEAKER_06]: And write me the prompt that gets me this outcome.
1:06:52
[SPEAKER_06]: Remember I said it's goal oriented today.
1:06:55
[SPEAKER_06]: I wouldn't even figure out how to write the prompt, because we don't need to know anymore.
1:06:58
[SPEAKER_06]: We just need to get good at defining the goal, copy, paste, put that in cloud code, hit enter.
1:07:04
[SPEAKER_06]: And not only will it go online, do the research, find new leads, write the emails, because again, you give it the goal.
1:07:10
[SPEAKER_06]: Write the messages, different campaigns, tell me the tools, how much I set the budget, what's the frequency, what's my dashboard, how do I measure success?
1:07:18
[SPEAKER_06]: It'll write all that and then it'll go and it'll usually create like a Markdown file of the strategy and it might take I remember the other day, I gave it a thing at ran overnight.
1:07:28
[SPEAKER_06]: It ran for nine hours.
1:07:29
[SPEAKER_06]: I was doing a deep deep analysis.
1:07:31
[SPEAKER_06]: I'm really nervous enough and like nine hours later, two hundred dollars of tokens, which is a lot of tokens.
1:07:38
[SPEAKER_06]: It produced a research paper that in the past five to higher consultant to do it would it took them three months and cost me 150 grand.
1:07:47
[SPEAKER_06]: in every person in this room has access that same technology.
1:07:51
[SPEAKER_06]: That's my answer, Jack.
1:07:52
[SPEAKER_06]: Got it, cool.
1:07:52
[SPEAKER_06]: Thank you.
1:07:52
[SPEAKER_06]: Awesome, great question.
1:07:54
[UNKNOWN]: Thank you.
1:07:56
[SPEAKER_02]: Thank you.
1:07:58
[SPEAKER_02]: Yo, what's up, Dan?
1:07:59
[SPEAKER_02]: Hey, man.
1:08:00
[SPEAKER_02]: Oh, Mark.
1:08:01
[SPEAKER_02]: What's your name?
1:08:01
[SPEAKER_02]: Appreciate it.
1:08:02
[SPEAKER_02]: I'm David.
1:08:03
[SPEAKER_02]: Hey, dear.
1:08:04
[SPEAKER_02]: All right.
1:08:04
[SPEAKER_02]: So my first question is, I just watched a video about the tears of AI and what type of business you should start with it, right?
1:08:15
[SPEAKER_02]: And as a consultant, I just wanted to know, how do you package every type of tool towards a customer so that way, you know, saying, you want everything as one, or should I just have different categories for them, to purchase, or should I just have just one entire thing and deliver a tool customer?
1:08:40
[SPEAKER_06]: This is for the offer, David?
1:08:42
[SPEAKER_02]: Yeah.
1:08:44
[SPEAKER_06]: The challenges that when you're everything to everyone, you're nothing for no one.
1:08:50
[SPEAKER_06]: And when we started in business, and I get it, I remember the early days when I was 18, 19, man, if you were buying, I was building.
1:09:00
[SPEAKER_06]: Like, I was just trying to find a customer, and it was, this is the problem that you run into as a software developer, is you try to sell software, and they go, well, I would
1:09:13
[SPEAKER_06]: And then they're like, cool, 50 bucks a month, they're like, sure.
1:09:16
[SPEAKER_06]: And then you end up spending 15 hours building the features for a $50 month subscription.
1:09:21
[SPEAKER_06]: And we keep doing this in services or consulting is that every customer we get if we don't package a solution and a specific offer that we're essentially cheap labor.
1:09:35
[SPEAKER_06]: That's the crazy part.
1:09:36
[SPEAKER_06]: Is most in my world software, they're just a cheap dev shop because every time they get a new customer, they keep adding new features, adding new features and building whatever the person asks.
1:09:47
[SPEAKER_06]: So you're gonna have to figure out and I call it the meaty middle.
1:09:52
[SPEAKER_06]: You wanna find an offer that has enough meat on the bones to be able to invest back into your business and you can't do everything for everybody.
1:10:00
[SPEAKER_06]: Here's the trick for understanding how to price it.
1:10:04
[SPEAKER_06]: This is the game changer and some of you guys are gonna have to change a pricing after I tell you this.
1:10:07
[SPEAKER_06]: You've got to charge what you would have to charge if you were paying somebody else to do the work.
1:10:13
[SPEAKER_06]: See what I'm saying?
1:10:14
[SPEAKER_06]: Most people don't do this, especially creatives.
1:10:16
[SPEAKER_06]: They're like, I can design a logo.
1:10:17
[SPEAKER_06]: I can do this, I can edit a video.
1:10:19
[SPEAKER_06]: If you were paying somebody else to edit the video, what would you charge the customer?
1:10:24
[SPEAKER_06]: So that's your price point.
1:10:25
[SPEAKER_06]: And then in regards to the offer, the offer has to sound like you know about that person's problem and your solution is full feature.
1:10:35
[SPEAKER_06]: And if it's missing features, the client's gonna tell you and you know how they're gonna tell you, through their objections.
1:10:42
[SPEAKER_06]: So when somebody doesn't buy, they're not saying, no, they're saying, I'm not hearing what I would need to hear to say yes.
1:10:49
[SPEAKER_06]: And they're telling you what to add.
1:10:50
[SPEAKER_06]: This is what's cool about sales.
1:10:51
[SPEAKER_06]: If you actually know the dance you're doing with the buyer, you can actually reverse engineer after a few sales calls of them saying, no, how to tweak your offer.
1:10:59
[SPEAKER_06]: Again, price it as if you're paying somebody else to do it and add the features that would have got the people that like, most of them, not just one, but most of them, A.S. And that is the offer.
1:11:11
[SPEAKER_06]: And when you do that, you then you have one thing to market.
1:11:15
[SPEAKER_06]: So that makes sense, David.
1:11:16
[SPEAKER_06]: And when you have one thing, you have one customer, you have one thing you're selling, you have one channel for marketing, you have one way to sell, and you do that for one year, you will build a million dollar business.
1:11:28
[SPEAKER_06]: If you try to sell three things, you add complexity, cubed, not three times harder, cubed, okay?
1:11:37
[SPEAKER_06]: Mathematicians explain to the other people, it's, you know, because we always say, well, I'm just gonna add this new, this new product.
1:11:43
[SPEAKER_06]: You don't realize the marketing has to change the sales pitch has to change the case.
1:11:47
[SPEAKER_06]: So even if you just go lower on the price point, the buyer of a lower price thing is not the buyer of the middle price thing and it's not the buyer of the higher end.
1:11:54
[SPEAKER_06]: They're different people with different sets of problems.
1:11:56
[SPEAKER_06]: They want to see different things.
1:11:58
[SPEAKER_06]: So if you want to scale what you're doing, pick the meaty middle.
1:12:02
[SPEAKER_06]: Design the offer as if you're going to pay somebody else to do it, take the objections, add those features so it's there and dedicate a year to one marketing channel, one message, one sales tool, one process, one product, and you literally can make a million dollars.
1:12:18
[SPEAKER_06]: And most people that don't, is they overcomplicate it.
1:12:20
[SPEAKER_02]: One of the strategies we have was kind of doing audit first and then give them a
1:12:26
[SPEAKER_02]: you know, a price point after the sales call.
1:12:29
[SPEAKER_02]: So do you think that's a strategy we should stay with or should you?
1:12:32
[SPEAKER_06]: Yeah, the assessment base sales process, which is what you're essentially describing, I think it's one of the coolest ways to sell because if you think about it in your assessment, you're giving them the criteria to make a decision.
1:12:45
[SPEAKER_06]: It's kind of like awesome.
1:12:48
[SPEAKER_06]: It depends what your price point is.
1:12:49
[SPEAKER_06]: What are you selling?
1:12:51
[SPEAKER_06]: How much is it?
1:12:52
[SPEAKER_02]: Around anywhere from $2,500 to $5,000.
1:12:54
[SPEAKER_06]: Yeah, so assessment base is better for like 10K plus.
1:12:59
[SPEAKER_06]: It's usually for more bigger companies.
1:13:02
[SPEAKER_06]: You can do that and it works, but it's slower.
1:13:06
[SPEAKER_06]: Because a lot of people, you can just kind of ask them what their vacation is.
1:13:10
[SPEAKER_06]: Where do they want to end up?
1:13:11
[SPEAKER_06]: Ask them where they're at today, what's in the middle it's getting in their way.
1:13:14
[SPEAKER_06]: And through that conversation, you can get them to make a purchase.
1:13:18
[SPEAKER_06]: Okay, but people won't, they won't buy from you until they know that the problem that they have and what you can offer is something that will actually solve the problem.
1:13:28
[SPEAKER_06]: The assessment is kind of like a cool way, but it's just a longer and it's usually a two-step close where you do the assessment call and then you do the close call to present the solution.
1:13:38
[SPEAKER_06]: That's my two cents.
1:13:40
[SPEAKER_06]: Great.
1:13:40
[SPEAKER_02]: Appreciate it.
1:13:41
[SPEAKER_01]: Thank you, David.
1:13:42
[SPEAKER_01]: Why not just want to say thank you guys for creating a space.
1:13:44
[SPEAKER_01]: Thank you for inspiring people.
1:13:46
[SPEAKER_01]: My name is Lorenz.
1:13:47
[SPEAKER_01]: Hey, Lawrence.
1:13:48
[SPEAKER_01]: Thank you for inspiring people and thank you for doing what you do.
1:13:51
[SPEAKER_01]: I am an overthinker.
1:13:53
[SPEAKER_01]: Then I saw a video where you talked about how to get rid of your overthinking.
1:13:59
[SPEAKER_01]: And so today I wanted to ask you for someone that geeked out and noted out on personal
1:14:11
[SPEAKER_01]: I'm starting to realize when you said something about the clarity, how do you build your business clarity?
1:14:16
[SPEAKER_01]: And now, I want to also be a thought leader and also become a coach myself.
1:14:21
[SPEAKER_01]: And I don't want to go to that point where, all right, all this time, it's just for me to be a coach.
1:14:27
[SPEAKER_01]: So my question is, how do you suggest with this type of overthinking brain and a little brain that I have?
1:14:34
[SPEAKER_01]: How do you suggest I stopped overthinking in the overbuilding using AI and actually just execute the thing?
1:14:40
[SPEAKER_06]: A lot of people in this space are plagued with a thing I call shelf help.
1:14:47
[SPEAKER_06]: That's good.
1:14:48
[SPEAKER_06]: And I see it happen over and over again because it feels really productive.
1:14:52
[SPEAKER_06]: Watching the pods, watching the bids, buying the big calendar.
1:14:56
[SPEAKER_06]: Yeah, buying a big calendar.
1:14:58
[SPEAKER_06]: That was actually a good one.
1:14:59
[SPEAKER_06]: I like that for you.
1:15:00
[SPEAKER_06]: Come into an event, right?
1:15:03
[SPEAKER_06]: It's doing the thing to get ready that isn't doing the thing.
1:15:08
[SPEAKER_06]: And I understand it because we feel like we're not ready yet.
1:15:13
[SPEAKER_06]: Everybody in this room, by the pure factor in this room, tells me, you are ready.
1:15:18
[SPEAKER_06]: I'm blessing you to be ready.
1:15:21
[SPEAKER_06]: Go into the world and do it.
1:15:24
[SPEAKER_06]: And anything other than doing it is you just trying to make up reasons to delay why.
1:15:33
[SPEAKER_06]: That's the more interesting question you guys should ask yourself.
1:15:37
[SPEAKER_06]: Is why are you scared of your greatness?
1:15:42
[SPEAKER_06]: What scares you about that?
1:15:43
[SPEAKER_06]: Because I know personally when I've had to confront myself with that, it was I'm scared if I win that I have to hold a new standard.
1:15:52
[SPEAKER_06]: And if I fail, I'll be seeing failing.
1:15:54
[SPEAKER_06]: It wasn't failing.
1:15:56
[SPEAKER_06]: It was being seen failing that scared me.
1:15:59
[SPEAKER_06]: It was the people that I knew at that new level that I would have to create space from and I didn't want them to think that I thought I was too good for myself.
1:16:09
[SPEAKER_06]: But I also knew that if I didn't do that, waking up every day to try to win is so hard.
1:16:14
[SPEAKER_06]: Like it's so hard on its own, that if you continue to allow your energy to be poisoned by those people, that they don't mean to do, but just by their pure nature of who they are, they bring that into your life.
1:16:27
[SPEAKER_06]: And then you gotta go from that conversation to waking up to get on a sales call, do you ever have to be certain?
1:16:32
[SPEAKER_06]: But I'm still thinking about that.
1:16:34
[SPEAKER_06]: Call I had with my brother, my friend of,
1:16:37
[SPEAKER_06]: And you're like, dude, it's so hard.
1:16:39
[SPEAKER_06]: It's that is the fear of your greatness, the fear of your potential.
1:16:44
[SPEAKER_06]: And I think that's what plagues most people.
1:16:46
[SPEAKER_06]: It's why the ones that are, they've got the shelf help.
1:16:50
[SPEAKER_06]: The books, the seminar, they can, they can recite back to me.
1:16:53
[SPEAKER_06]: My stuff better than I said it.
1:16:56
[SPEAKER_06]: They're like, yeah, no, you said that.
1:16:57
[SPEAKER_06]: I go, cool, what did you do with it?
1:16:59
[SPEAKER_03]: They're like, hey, it's still fairing and out.
1:17:02
[SPEAKER_06]: So just know that anything other than doing the thing is not doing the thing and that is your only thing you should do.
1:17:09
[SPEAKER_05]: Thank you.
1:17:13
[SPEAKER_05]: Come on.
1:17:14
[SPEAKER_05]: Let's stand up on our feet.
1:17:15
[SPEAKER_05]: Let's thank Dan Martell.
1:17:16
[SPEAKER_05]: Come on.
1:17:17
[SPEAKER_05]: Okay.