Latest / The Good Builder Podcast / The Daily Dose #340 | AI and Marketing for Builders with Vinnie Vecchio (The Professional Builder): Fill Your Pipeline 12 Months Ahead

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The Daily Dose #340 | AI and Marketing for Builders with Vinnie Vecchio (The Professional Builder): Fill Your Pipeline 12 Months Ahead · The Good Builder Podcast

• Az (00:17) Well, good morning and welcome to the Good Builder Podcast. Today we're joined by an absolute legend of a bloke who I've seen at a few of these summits what we're about to talk about. And he is, and I just mentioned actually he's a very fit dude indeed, but that is not why he is here. my guest today is Vinnie Vecchio from the Professional Builder. Vinnie has spent more than a decade in the coaching space and is now working directly with hundreds of builders. Across Australia, New Zealand, Canada, and the US. Today he leads the coaching team at the Professional Builder, who we are closely partnered with and we've got a lot of respect for. And we're actually urging a lot of you builders out there to come to this event that we're going to be talking about and also join the professional builder community. I think that would be great for all you guys out there. He helps builders and owners of building companies with everything from profitability. To sales, through to systems operations, and also probably just as important, getting their time back. He spends a lot of time with builders hosting these events. And there's actually one on on the 15th and 16th of October called the AI and Marketing Summit for Builders, that we're gonna be bringing the Good Builder Podcast to, and we're gonna be podcasting there live. And talking to a few of the builders that go to the event to show the great stuff that they're learning and what they're walking away with. Today we're going to talk a bit about this event. We've got a bit of a discount code for you, which we'll have in the links below, where you can get $200 off your ticket. So go and do it. But today I really want to introduce this legend of a coach, Vinnie, to our community. And he's the guy that you'll see at this event. So how are you, Vinnie? Vinnie Vecchio (02:00) Az, thanks for having me, mate, I'm good. How are you? Az (02:02) Yeah, good, mate. After I stumbled through that introduction, which maybe cut in the final cut, but we'll put out the bloopers. I'm pretty Vinnie Vecchio (02:08) Nice. Az (02:09) good, mate. I I don't know why. I was a little bit flustered or nervous or whatever it was, but mate, we got there at the end and I'm I'm super pleased to have you on, mate, because yeah, I've seen you in action, as I said. I've watched from afar. We haven't sort of spoken too much, but I I love what you do, mate. And and you know what? I went to an event on the Sunshine Coast actually and there are a few of your members there and and they spoke highly of you and the team, mate. So and and how you've changed their business. So, you know, w where did it all start for you, Vinnie? I think we had a brief chat beforehand, but where did Vinnie come from and how'd you get into coaching builders? Vinnie Vecchio (02:43) Yeah, well it's a it's a fun story. While not actually building a home myself or anything like that. I came into this industry from the outside probably five years ago, from Az (02:52) Yeah. Vinnie Vecchio (02:53) fitness to nutrition to business and now building business for coaching essentially. And yeah, I think what's exciting about working with builders, and I'm sure you would feel the exact same thing having spec speaking to them on these podcasts, etc., is Az (03:07) Yeah. Vinnie Vecchio (03:08) I think the nature of building. Is builders typically would have more opportunity sitting inside their business compared to many other industries that I've ever seen or worked with. Like the nature Az (03:17) Yeah. Vinnie Vecchio (03:17) of building right is high revenue, low project, and a few projects a year type of thing. And Az (03:22) Yeah. Vinnie Vecchio (03:22) it's like when it you make a f when a builder gets this right, not if, but when, you make a few simple shifts to whatever it is pricing, systems, team, cash flow, pipeline, profit, it their upside is so big. And it just changes Az (03:35) Mm. Vinnie Vecchio (03:35) the entire game for them. The re reward is so huge. And yeah, that's that's what kind of fell made me fall into this industry while also keeping Az (03:43) Yeah. Vinnie Vecchio (03:44) me in there because it's just an exciting business to do just in terms of a couple of small changes can swing absolutely massive results for for for builders moving forward. Az (03:54) Yeah. I y you are completely right there, Vinnie Hay mate. And and I spoke to you earlier about you know, my experience at Avondale Homes And I I tell you, mate, I wish I had you as a coach when we when I was involved in Avondale Holmes. It was all the little things. I used to say, and it's not my saying, I think it's everyone's saying out there, death by a thousand cuts. You don't die from one bad mistake because we made bad mistakes, every not bad mistakes, everyone makes mistakes, every builder makes a mistake. Building is one of the hardest industries as we both know. And this is why I'm so passionate about having you on in coaching. But like It was all the little things not being profitable enough, not having the right process in place, not having the right systems in place. And then when you don't have that, this is why I loved, you know, talking to you and that little I don't love my introduction that I did, but why I put in that introduction, you know, to get builders' life back. Because all of that then impacts on your life. So you don't have money and then you don't have a life. And it becomes probably the hardest, most stressful journey. but it can be the most enjoyable journey if you've got it right. And and anyone who is in construction, I think genuinely really loves it. They just gotta find a way to do it well. Hey, me, that's that my thoughts anyway, mate. Is is that what you kind of see out there with the builders that you you deal with? They come in a bit, you know, ha maybe have nine hundred and ninety-nine cuts on them. And just before they get that thousand, you're taking them through and helping them, you know, become a better builder and put some of those processes and systems in place. Vinnie Vecchio (05:23) B time. Exactly. Because I think when problems come up in building, especially building businesses, the cost and consequence typically is quite high. So there's that to consider Az (05:32) Yeah. Vinnie Vecchio (05:33) and aim to mitigate and minimize. So when you say the 9,099 cuts, sometimes Az (05:37) Mm-hmm. Vinnie Vecchio (05:38) they are they they're quite costly, those cuts. Whereas Az (05:41) Yeah. Vinnie Vecchio (05:42) on the flip side of that, the same is true for the reward on the upside. A few simple shifts Az (05:46) Okay. Vinnie Vecchio (05:47) made to their profit margins, for example. A few simple shifts made to their front-end marketing and sales to get more jobs and converted through the door, a few changes made Az (05:55) Yeah, we are. Vinnie Vecchio (05:56) to their team system standards and hiring all of a sudden can Az (05:59) Yeah. Vinnie Vecchio (05:59) have the exact same effect to a degree. But let's Az (06:02) Yeah. Vinnie Vecchio (06:02) not keep in mind that as we've just agreed upon, like the building industry is just the nature of it is high risk or or relatively strong risk, strong exposure to certain other problems and constraints and challenges. And it seems like there's a lot of spinning plates happening. Like literally, as a building company owner, I Az (06:20) Completely right Vinnie Vecchio (06:21) I'm just gonna go rapid fire some things. You need to nail your profit, your pipeline, your people, your processes, your hiring, your team, your systems, Az (06:29) Love it. Vinnie Vecchio (06:29) your pricing, your management, your leadership, your mindset, your beliefs, your cash flow, your financial Az (06:32) Yeah. Yeah. Vinnie Vecchio (06:35) control. I'm running out of fingers here. Like there's there's just so much to to look into, and even just one of these could be detrimental to a building company. That's why it's so important to get right while also thinking I think the biggest thing to consider is don't look at the glass half empty situation like, yes, Az (06:50) Yeah. Vinnie Vecchio (06:51) there are some shit, but also let's think glass half full. There's so much opportunity that builders have when they can capitalize on it. That's key. Az (06:55) Love it. I I love it, And I think you framed it better than me. I didn't mean to sound negative. I love the industry. I freaking love it, man. I love it more than Vinnie Vecchio (07:04) Nice. Az (07:05) anything. But you're completely right. There is, if you get it right, there is so much opportunity out there. And again, why why we've got you on here, Vinnie. Now, mate, you're you're leading a pretty substantial coaching team, and you're working with hundreds of building company owners. When you look across it all, we talked about death by a thousand cuts. What are some of the problems that you're seeing most builders sort of struggle with again and again, w regardless of where they are? Because I know you're you're in Australia, you're big in Australia, you're big in New Zealand, you're big in the US, you're big in Canada. And there is a common thread, because we've spoken to a few as well, but what are you sort of seeing out there, Vinnie, as as some of the the hardest parts of building? Vinnie Vecchio (07:47) I would say globally speaking and broadly speaking, the number one challenge or constraint Az (07:52) Yeah. Vinnie Vecchio (07:53) that pretty much every builder will run into or currently is right now by a country mile would be cash flow and financial control. Those two things. And as Az (08:01) Yeah. Yep. Yep. Vinnie Vecchio (08:05) we said before, it is so important to get right, having good cash flow and good financial control. And it is also it's also so costly to get wrong. Az (08:14) Yeah. Vinnie Vecchio (08:14) Having bad financial control and having bad cash flow. And Az (08:18) Yeah. Vinnie Vecchio (08:18) on the model of doesn't matter if you're doing seven figures or eight figures or even six figures or nine figures in revenue, your problems at every level are typically quite similar. But as the levels increase, the you would typically add an extra zero to those problems, which is why it can exacerbate over time. And Az (08:33) Yeah, well. Mm. Yeah. Vinnie Vecchio (08:36) I'll give a couple of gold nuggets here. I think when we think about bad cash flow, we just think, you know, my Where's money? I don't have money in the banks and there's more going out than coming in type of thing. So what I would recommend to builders to think about is if we have bad cash flow, which is the common challenge I would see across the majority of businesses that I'm Az (08:52) You're completely right. Vinnie Vecchio (08:54) yeah, seen inside of, is there's five reasons why your cash flow would be bad. So number one is your invoicing frequency, meaning you may be getting paid mainly based on milestones. Let's just assume you're doing in a million dollar project and your Az (09:06) Yeah. Vinnie Vecchio (09:06) milestones is only like six, seven, or eight worth. Meaning you get paid eight times over a 12 month period, which means there's four months you won't get paid, obviously that's Az (09:14) Yeah. Vinnie Vecchio (09:15) going to create a cash flow crunch. So the solution to that is to bring the frequency in forward, whether that's invoicing based off the percentage of completion of works or increase increasing the stage claims of that too. That's one side. Yeah, that's Az (09:26) Well Yeah. Vinnie Vecchio (09:27) one side. I'll give the other four. Why not? Number two is debtors. If you're owed money, obviously that's gonna create cash flow. So you need to Az (09:34) Yeah. Vinnie Vecchio (09:35) have a really good debtor management process. And a good AR process to be able to collect that on time every time. Number three is profit margins. If you have low profit, obviously you're not going to have good cash flow. That's a pretty simple one. And same with number four is pipeline. If you don't have enough jobs booked ahead, you're obviously going to see poor cash flow. But the fifth one, and probably the most important one, is visibility. And this is the one that ties into financial control, is that builders just might not know their numbers. So if we were Az (10:00) Yeah. Vinnie Vecchio (10:01) to think Do you know your margins? Are you pricing correctly? Do you have your contract set up correctly? Are you structuring your stage claims and progress claims so you get paid frequently? Are you doing financial reviews weekly and monthly and inspecting your profit and loss and balance sheet? And most importantly, do you understand even these terms? Gross profit margin, net profit margin, Az (10:21) Yeah. Vinnie Vecchio (10:21) revenue, etc. That is one of the biggest things that that's that can go wrong, but also that's relatively simple. to learn as such. And that's the one thing I would recommend is it's getting that visibility so you have better financial control, so you can improve your cash flow and so you do not fall into the same trap that many builders do. Az (10:39) Mate, I'll tell you what, I've I've said this a couple of times on the pod, but I want to say it again. We've had a really good builder on here. He's a he's an older gentleman who runs Avid Property. an avid property group of the big developers, but they also just absorbed A V Jennings. So they may not be kind of, for instance, a the professional builder type client because they're these big conglomerate. But what you said resonated so hard with me, mate. I asked him what makes a good builder, and you've kind of already answered the question. And he said, a profitable one. And he talked about that all the things that you talked about. And you know what? I was waiting for the golden egg, like I was waiting for all this other stuff. But when you think about it, it totally makes sense. If you're not profitable and you don't have cash flow, you're in deep trouble. And you're completely, completely correct. I just had a few conversations with a few builders and supply and manufacturers. Manufacturers actually that spoke about really, really freaking good builders that went out of business because the cash flow, it was a cash flow problem. But they were freaking good builders. And one more thing, and I'm sorry, Vinnie, it's your pod, not mine, mate. But recently, Vinnie Vecchio (11:46) Let's keep going. Az (11:46) about a month ago, thanks, mate. Well, about a month ago, we had the head Xero Economist on the podcast. So she looks at all the small to medium businesses, gets all the data of cash flow and everything across Australia, and she has view over all. All of it. She doesn't she didn't tell us the names and things like that. She told us what's going on. And number one, it was all about cash flow. That's what she spoke about. Number two, one thing that she said is I think I guess solidifies or validates for me why we we partner with you guys and why we want to bring you guys into our community and and you know get all our community to go along to this event, for example, and and get involved in your community is that she said you know, she believes that everyone should do a second apprenticeship. And the apprenticeship is not on the tools, it's about cash flow and it's about business operations. And I was like, that's gonna be really hard to do, but there are people out there like you that do it, man. And and so you might not have to do an apprenticeship, but you can join the professional builder. And that's where you're gonna get a lot of that knowledge from. And and and it's almost like it's like an apprenticeship, really. And it's the most important thing. you know, that's why we got you on here. And and and now looking at all the different things we we talk here about being a good builder and a and running a good building business. They're two very different skill sets, aren't they? Vinnie. You know, like being a good builder, the craftsmanship side, and then you know, running a good building business. What do you tend to see makes a great tradesperson become a business owner, but no one ever sort of taught them? Is it that cash flow stuff? What makes them a really good business after they sort of, you know, partner with you guys as well? Vinnie Vecchio (13:27) yeah. Great question. So it's such a good question. I think what's really important just to set like a principle behind that question is Az (13:34) Yeah. Vinnie Vecchio (13:35) that we always say at T V B that you can never outgrow your identity. Az (13:39) Yeah, well. Okay. It what does it mean? Vinnie Vecchio (13:40) What that means is tell me more. If Az (13:44) huh. Vinnie Vecchio (13:45) you you just for an example is you could be running a building company, but you may be still operating, thinking, and acting like a foreman slash tradesperson. What that means is yeah, you might have a two, three, four million dollar building company, for example, but you're still stuck on site, you're still on the tools. And the most important Az (14:05) Mm. Vinnie Vecchio (14:05) thing is as soon as a problem comes up on site, your immediate default is to pick up a hammer, go to site, and fix it yourself. As opposed to a Az (14:14) Yeah. Vinnie Vecchio (14:14) business owner, what they would do is install a person to do that, or install a process Az (14:19) Mm. Vinnie Vecchio (14:20) that people can follow. That is the key difference between Az (14:22) Love it. Vinnie Vecchio (14:23) a builder and a business owner, or a foreman or a tradesperson, sorry, and a business owner. And that's really important to understand because it means your business can grow. But if your identity doesn't, not much will actually change. And it'll be Az (14:34) Yeah. Vinnie Vecchio (14:34) quite hard to continue growing a business moving forward. So the solution Az (14:37) Wow. Vinnie Vecchio (14:38) on how you can get out of that mindset and how to that at that thought process is straight up just the simple term of the difference between a tradesperson and a business owner Az (14:45) Mm. Vinnie Vecchio (14:46) is a tradesperson will solve problems by picking up the hammer and swinging it themselves. A business owner would solve problems by installing a person or a process. So as soon as you Az (14:55) Love it. Vinnie Vecchio (14:55) can make that shift and think about What are you currently doing? Or actually a more important question is what do you need to stop doing so that you can get out of that identity? Is it that you need to hire a foreman? Is it that you need to hire a project manager? Is it that you need to develop the leadership skills to be able to do that? Is it that you need to put a hiring process in place so you can actually get those people in check? That will be part one. Part two is being able to let go. That's a big thing, because now you're having Az (15:20) Yeah. Vinnie Vecchio (15:21) trust. That's a Probably big one, that's one of the biggest mindset shifts actually is you need to be able to let go and trust Az (15:26) Mm. Vinnie Vecchio (15:27) that another person is not maybe you're not going to do the things exactly how you would, but you need to let go Az (15:32) Mm. Vinnie Vecchio (15:32) in order so you can grow at the same time. So yeah, there's Az (15:35) Yeah. Vinnie Vecchio (15:36) there's probably an act it's also an acquisition of skills along the way to be a business owner. Like yes, sorry, your your main question is also around cash flow. Yes. That's Az (15:44) Yeah. Vinnie Vecchio (15:45) one very key business skill that you would not learn in your first apprenticeship. But to your example before, you Az (15:51) Yeah. Vinnie Vecchio (15:51) should learn in your second business style apprenticeship. Az (15:55) Mm. Absolutely. No, that mate, that is so cool, Vinnie. you know, one of the things that we always hear at the Good Builder here is around the, you know, leaving the good leaders talk about leaving your ego at the door. But what it seems like you talked about a skill change. What I think you also help, and maybe I don't want to put words in your mouth if any of it at TPB is a mindset shift as well. You help your builders. And we've had one of your builders on here actually who's done extensive stuff with you, Frampton builders, Rodney Frampton. Really good builder, loves your stuff. And he talked about that. when he did your when he's well he's part of your community and when he's done your courses and your summits and that. He he he talked about changing his identity. And that was really interesting that you said that because it brought back a flashback memory of the pod. because you know, he was talking about, you know, becoming a business person and evolving and things like that. And I think that's the of the evolution of your mindset is just as freaking important as as everything else and it it's it's pretty amazing that that's what you help the guys do out there too. Vinnie Vecchio (16:57) Yeah, big time. And it's forgotten about because everyone just thinks, yeah, here's all the systems, here's all the tools, here's Az (17:01) It is. Yeah. Vinnie Vecchio (17:05) everything, right? And this is more of a coaching thing. I'm happy to give you bit of a a coaching thing on how we think when we help our members, is that we would Az (17:12) Yeah. Vinnie Vecchio (17:13) always coach the person first and the problem second. And what we mean by that Az (17:16) wow. Vinnie Vecchio (17:16) is Yeah There we go. what we mean Az (17:19) I love it. Vinnie Vecchio (17:20) Yeah, well because the person comes first in all scenarios and all occasions. You can have the best systems in the world, you can have access to the best communities, you can have access to absolutely every playbook that you need. But if you the person are still operating from a foreman identity, for example, or a tradesperson identity, or if you, the person, are still operating at a mindset that you cannot improve your cash flow or you cannot improve your financials, you will never grow. And so our coaches are trained Az (17:47) Yeah. Vinnie Vecchio (17:47) to coach the person first, and then the problem will come second. Az (17:50) We can love it. And you know what, Benny, when you said that, mate, one thing I love the good builder, don't get me wrong, and I wouldn't be sitting here if I didn't. But one Vinnie Vecchio (17:58) Yeah. Az (17:58) thing that worries me at night is that, you know, I keep talking about, I want to do this for the industry, we want to do this for the industry, we want to make a difference, and that sort of thing. And I I think to a degree we do, but I think to a degree we don't, just being really honest here on the pod. Because we put out all this stuff and all this sort of thing. But if you don't have someone there that's helping you along, as you were just talking about, coaching the person, not just shoving information in their face in a in a new way. Change doesn't really happen actively. and that's why we've got you on, because we want you know, the physical change to happen. We want real stuff to happen. We talk about it a lot. I I can talk about it till I'm blue in the face, but that won't make me happy. I want to actually see builders do something, and that kind of brings me to the summit, really, and that's where I want to bring a lot of the, yeah, a lot of the builders to, because I I think. You know, we can talk about it, but we really need to do it as an industry and as builders to become better. And so on this summit that we've got going on on the Gold Coast, which we're going to be in, I can't freaking wait. October 15, 16, 14, 15, 16 is out in my calendar. I'm going to get there a day earlier and catch up with you guys and set up and everything. But you've got this AI and marketing summit for builders. It's happening at the star, as I said, the 15th, 16th of October. Why are you doing this summit? And and why is AI marketing and and pipeline do you think such a important conversation to have right now, too, Vinnie? Vinnie Vecchio (19:25) So good. Well, apart from AI being the biggest buzzword of them all right now, Az (19:30) Yeah. Vinnie Vecchio (19:30) as soon as we hear it, both yours and my hairs on our head raise, right? but that Az (19:34) The left of it? What's left? Vinnie Vecchio (19:37) but straight up. So the theme of this summit and the reason why we're doing it, we have two key things. So Az (19:41) Yeah. Yeah. Vinnie Vecchio (19:43) number one is to help builders fill their pipeline at least twelve months in advance with profitable projects. Not just any projects, profitable projects. And reason and theme and key outcome number two is how they can win back at least 12 hours of their working week with the installation and implementation of AI. Az (20:01) Yeah, wow. Cool. Vinnie Vecchio (20:03) So it's already exciting sounding like that. Yeah. Now let's dig in further. So sorry, you have a question? Az (20:07) no no no go for it, Vinnie. Go, man. Vinnie Vecchio (20:09) So when we think about the pipeline situation first, in terms of our summit, the entire agenda will be structured around what's called the five front-end margin levers. So it's a concept we teach that there's five levers that you can pull before a job is priced in order to increase your profit margins as high as possible and to fill your pipeline at least 12 months in advance. And there's five things. One is positioning. So how are you positioned in your local market? Are you competing on price? Or are you seen as the obvious only choice and the best choice for any client to make the potential the biggest investment of their life? That's number one. Number two is marketing, which is a big theme with our summit. How are you generating leads? Are you generating the right type of leads and the right type of projects? And are you doing both online and offline marketing so you have a good system in place there? Az (20:56) Yeah, well. Vinnie Vecchio (20:57) Third is sales. Once you get leads, what is your process to be able to convert? At a strong conversion rate, at least 50% or more. Are you able to charge for quotes? Are you able to be able to elevate no like and trust with a prospect? Again, so they can make the biggest investment of their lives. Can you charge for quotes? for the set that part, present it clearly and be able to move forward in the right direction. Four is pricing. So once you get the to the pricing stage, you need a price that three ways. You need a price that accurately, efficiently, and then the most important thing is profitably. Really Az (21:26) Yeah. Vinnie Vecchio (21:27) important. And then the fifth one is once that's done, is contracts, selecting the right type of contract model for the build you're doing to reduce your risk and exposure and more importantly increase your profitability as well. So we're gonna look at all five of those. And I think what's important is it doesn't matter if your pipeline is already full 12 months in advance or if Az (21:44) Mm. Vinnie Vecchio (21:45) you're empty, you never stop marketing. Never Az (21:47) Yeah. Vinnie Vecchio (21:48) ever stop marketing. Because obviously, if your pipeline is not full, you know, and you're empty. It's pretty simple. You it's the quickest way to be in survival. So and survival means no good. You're feeling in the red. You may reduce your margins to keep the guys busy. So that's obviously a big reason why we want to nail those five. But Az (22:05) Yeah. Vinnie Vecchio (22:05) on the flip side of that, if there's someone listening that's already got their pipeline full 12 months ahead, like strong marketing and sales is still important because now you can potentially Az (22:13) Yeah. Vinnie Vecchio (22:14) lift your margins higher. You've got options. You may be able to scale multiple sites. You might even unlock go from two sites to three sites. You could refer out work that you don't need to other builders as well, which is cool. But most importantly, you do not create a future gap in your schedule. Cause I see some builders can sometimes get caught out, is if they book 12 months ahead, stop marketing, and then six months comes by, it's like, shit, we're in a market again. And you don't want to ever make that happen. So Az (22:38) Yeah. Vinnie Vecchio (22:39) that's what that's what our focus is for the pipeline section and why we're doing that as an outcome and the agenda items that we'll have. And then in terms of AI, the second one, everyone wants to talk Az (22:48) Mm. Vinnie Vecchio (22:49) about this, right? Az (22:50) Yeah. Vinnie Vecchio (22:50) is we want more time back. And we're Az (22:53) Yeah. Vinnie Vecchio (22:53) living in a day and age where we have access to systems and tools and software like artificial intelligence that can do so many key repeatable tasks and functions that can buy back so much of a builder's time. I think what's tough is not many people know exactly how to navigate it yet to a degree. And it may seem overwhelming. They may think that they need to be a developer of some sort. So what our goal is to Az (23:17) Yeah. Vinnie Vecchio (23:17) help them simplify that, understand what ties fall below their professional builder's rate or their hourly rate, what can they get off their plate? What can they automate or delegate to AI so that they can be more efficient and more productive and get more out of their. Az (23:30) Fire up, mate. I'll tell you what, there's two things to that that I want to say. Number one, when I used to work for GJ Gardner, I sat with the late Mario who owned Metricon, who passed away, unfortunately, a few years ago. but I sat with him and I remember we were chasing them like nobody's business and and we wanted to be the biggest builder in Australia and things like that. And I said I had one opportunity to ask him a question and my question was, Vinnie, it wasn't very good, but mate, it was what's the difference between you and me? What's the difference between Metricon and GJ Gardner? And you know what he said? You're a builder, we're a sales and marketing company. And I was Vinnie Vecchio (24:06) Wow. Az (24:06) like, What? And he's like, we're a sales and marketing company. We market really well, you know, we market our product well. It's all about marketing. They do a good build too, don't get me wrong. But it's all about getting the product out there. They don't stop marketing. They market you see them. They are the strongest marketers all the time, doing lots of stuff. And I know not everyone out there wants to become Australia's biggest builder, but you do want to become either a force in your local market or the most trusted builder in your local market. And I think that rule still applies. And then on the AI side of things, you're completely right. I think everybody, including myself, and I'm you know, I've I've dabbled in building, but I've got a bit of a techy white collar background, I'm confused about AI. I think I'm as excited about learning about AI and how I can get things off my plate you know, that as all the builders out there. I think it's cool, mate. I I think you're covering two things which are gonna change a builder's you know, next 12 months, 24 months lifespan of the business if they practice what you preach. I think that's a the two very cool things that you're doing. That's why we're so pumped for the summit, mate. So I'll be learning a lot from you, V. Vinnie Vecchio (25:13) Eight time. Alright, done, man. Sounds good. Az (25:16) my One of the other things in terms of AI, this is where we we do get a bit of questions about this. And I think I've put out a bit of stuff and I've got a very shallow view of it all. I'm I'm just saying to build us, for example, you know, use use it for your socials, but make sure you you do it sort of right. for those who don't want to become an AI developer and expert, you know, and I'm sure that that's not what the summit's about. It's about what you can take away, do yourself and implement in your business. But where do you see? see genuinely adding a lot of help day to day for those small and medium builders out there that are gonna be showing up in droves, mate. Vinnie Vecchio (25:51) Yeah, I think the the biggest thing and the biggest mindset to get into is as I just said before, we have right now like the opportunity of a lifetime to be the most productive we have ever been with the use, implementation of AI. And I feel like even myself, like I feel I'm I've I've got I'll talk about some levels and share what I I feel like I'm at and et cetera. But Az (26:12) Yeah. Vinnie Vecchio (26:13) everyone naturally will feel like that they're behind, that someone's Az (26:15) Mm. Vinnie Vecchio (26:16) always doing more than them. which Is not always the case. I think what's important is you just need to work out what level you're at and what else you what's it's all about skills. That's what we're talking about, being a business owner, all about what skills you need to learn and how you can Az (26:26) Love it. Mm. Vinnie Vecchio (26:27) be more efficient with your time. So if I was to talk about the AI levels that in a very easy, simple way. Level zero Az (26:32) Yeah. Vinnie Vecchio (26:33) would be you're not using it at all. Now your Az (26:35) Yeah. Vinnie Vecchio (26:36) goal would be to get to level one. Level one is that for people that have just a free subscription with ChatGPT or Claude, for example. Level two. Az (26:44) Cool. Vinnie Vecchio (26:44) Would be that you have a paid subscription, which means you can unlock a few more features and get a bit more understanding about that. Then there's level three. If you've already got a paid subscription, you probably want to dabble into things like the scheduled tasks and building skills. So the repeatable, Az (26:58) Yeah, we are. Vinnie Vecchio (26:59) the repeatable tasks you do can repeat on autopilot. And I'll run through a few things of what that could look like. And Az (27:04) Wow. Vinnie Vecchio (27:05) if you've already got that in place, then maybe you're at level four where you're building custom dashboards and custom tools. Which might sound scary to some people, but with the use of Az (27:13) Including me. Vinnie Vecchio (27:14) AI and talking to it, it's pretty, it's pretty awesome what you can achieve. And then there's level Az (27:18) Yeah, well yeah. Vinnie Vecchio (27:19) five, which is where you're building AI agents or you're building AI employees that can ultimately function like a team member. So I think what's Az (27:27) Wow. Vinnie Vecchio (27:27) really important is like there's there's a whole scale, there's probably more in between that, right? There's also how Az (27:32) Mm. Vinnie Vecchio (27:32) we prompt it and understanding how it works and all that. But I think just a goal is you didn't understand where you're at. And aim to move to the next level Az (27:39) Love that. Vinnie Vecchio (27:39) so you can unlock more of your own skills. But I think the biggest thing, biggest recommendation is Az (27:44) I love it. Vinnie Vecchio (27:45) the repeatables. What are you Az (27:46) Mm. Vinnie Vecchio (27:47) doing consistently? What are you doing that you would either typically delegate to maybe an office manager or Az (27:54) Yeah. Vinnie Vecchio (27:54) a virtual assistant in the Philippines that you can now start doing with artificial intelligence for almost a $20 to $40 per month subscription, which is pretty wild. Az (28:03) Yeah. Yeah. Vinnie Vecchio (28:04) Like and for example with that scheduled tasking. Like this is simple stuff that I think any builder can do. It's not hard to set up a scheduled task. You could have a morning brief set up for you where you connect it to your email, your calendar, any of your softwares. It will read all that and it'll provide for you a brief that you can read when you're drinking a coffee. Very simple to set up. That's one. Az (28:22) Love it. Hmm. Vinnie Vecchio (28:24) You can have one that to triage your inbox and your emails. So it would move Az (28:28) Well. Vinnie Vecchio (28:28) things in the right folders. It would you don't even have to get it to send messages, but it can read it. And draft something for you so when you get to your emails point, you can just hit send should you want to. You can do it for quote Az (28:37) Yeah. Vinnie Vecchio (28:38) follow-ups. You can do it for weekly client communication. You can do it for bookkeeping and potentially chasing invoices. Again, this is stuff that a office manager might do or a virtual assistant can do. And now you can get ver the AI to do it for again, this is just five things I've Az (28:51) Raption. Vinnie Vecchio (28:52) said, but but this is relatively sim I don't want to say easy because I know people are like, Well shit, what level am I at? I've just heard of AI. Az (28:58) Hmm. Yeah. Vinnie Vecchio (29:00) I'm not saying it's easy, I'm just saying it's simple. It's actually quite simple to develop these skills. So yeah, if even a builder that's sitting on site right now, like and if they're not all in on AI yet, like it's not it this is just some small stuff that you can do. And the AI tools, especially Chat GBT and Claude, they're quite helpful to be able to help you set that up. Obviously we have a bit more customized stuff that we help our members with, but also Az (29:22) Mm. Vinnie Vecchio (29:23) just generically speaking, I think you can get a really good result just by even using the basics. Az (29:27) Yeah. You know what I love, Vinnie? I love how you talked about the different levels of it. You guys are so thoughtful with the way when you're coaching and things like that, you under like you said earlier in the podcast, understanding the person where they're at and not just chucking them into this abyss which I've seen I'm not talking about other builder coaches alone. I'm talking about other industries and people that are talking about AI that they chuck out these wild things like, Here's how to build an agent. It's like, wait a minute, I've got a free subscription to Court. I don't even know what the hell I'm doing right now. Now, you know, you kind of take them through that. And I know as well as coming to the summit, if they if they join the professional builder, they get coached through all of that and you've got it there. And I'll tell you what, Vinnie, the other thing that popped in popped into my head, mate, was when you're talking about the time saving, the cost of the summit man is just gonna be negated. I don't even know if that's a word, but I mean it's it's like wiped out for everyone out there is what I'm trying to say, by just what you're gonna be able to save them in terms of their time and their hourly rate, you know, per week, where they'll be able to go on to something else and work on their marketing or, you know, go on to see that developer in their local area and grabbing that block of land for a client or whatever it may be, you know, you you're already saving them that time and that money, mate, you'd be pretty silly not to go. your return Vinnie Vecchio (30:41) Yeah. Az (30:42) on investment is pretty cool. And that's the other thing that I love actually, the return on investment, because from what I'm hearing to think, they're not gonna walk away with just a bunch of ideas. They're gonna walk away with pretty much a workbook or and of of what to do. Is that is that right, mate? Is that what they're gonna walk away with on Thursday or Friday morning after the after the summit's done? Vinnie Vecchio (31:03) Big time. So I always say at the start of every summit that we don't want you to leave with a page full of notes and that you're not gonna do anything with. We want you to leave with, yeah, a page full of notes, but then also some stuff done and also the schedule the the timing in your schedule to be able to implement this stuff. But but there's a big butt coming. Az (31:20) Well Vinnie Vecchio (31:23) Is I've I've been to summits and seminars and webinars where all you do is you just get smashed with content and it's very hard because Az (31:30) Mm. Vinnie Vecchio (31:30) like It's just training, it's a lot of knowledge. It's just like you know it's good, but you're just Az (31:35) Yeah. Vinnie Vecchio (31:35) tired because you've just been smashed. And there's no space to think, there's no space to write. I've been there and I can tell you that that is not the type of summits that we run. And one thing that we've done, we're going to do at Gold Coast as well, is we're gonna have a structured implementation session, one per day. And Az (31:51) I love it. Vinnie Vecchio (31:53) Yeah, and it's so that means we do things in the room. So you walk away with it done as opposed to needing to do it later type of thing. And I'll give an ex yeah, it's it's gonna be wicked. I'll give an example of what day one will look like. So the day one Az (32:05) Yeah. Vinnie Vecchio (32:05) session, it's called Build Your Next Profitable Funnel. And we're gonna be releasing three AI tools for the first time at that summit that we've been working on over the last few months. So the first Az (32:15) Well. Vinnie Vecchio (32:16) AI tool is to build your offer. So if you put punch in your information, you punch in your your details of who you are, your business, everything, and also what problems you solve, what your niche is, what your target market is. It will produce the best possible offer or a few lists of offers that you can do. Now what an offer is is something that's compelling that gives people a reason why there would be a lead with you. So for example, it could be things like a dreams to reality package or build your dream beach home on the beach, for example, or Seven costly renovation mistakes to avoid when in the gold coast. Or just little Az (32:50) Love that. Vinnie Vecchio (32:50) things like that. So there's all different ranges of it, but we'll have an AI tool that can spit out the one that you want as a result. Then there's a second one that will help them build the lead magnet product of the actual deliverable. So if I have a seven costly renovation mistakes to avoid offer, we've also got something that will help build that product as a result of that, which is AI tool number two. And then AI tool number three, it keeps going, is that will help. Az (33:12) Mm-hmm. Vinnie Vecchio (33:13) then build the ad copy that can sell that offer and that lead magnet. So then they can literally copy and paste it and they launch their next offer, which is quite cool. And they can do this monthly, quarterly, weekly if they want. this is all available to them. So yeah, that's pretty exciting. We're pumped for that. And that's just exam one example of one session and what we're doing. Az (33:31) Mate, that that is so cool. I I'm a bit the same as you. I've been to plenty of summits. Plenty of events. you know, I I think I always start off the first hour pretty pumped and then in the last hour I'm falling asleep. And and by the time you walk out you take a few little notes that are meaningful to you at the time, but you never really implement them. I I must say, and I'm pretty disciplined in a lot of stuff and I'm I'm very caring in the way I work and stuff like that. But I always found myself leaving these events and kind of disregarding anything that, you know, we didn't do as a workshop within an event or something like that, you just kind of walk away half pumped going, yeah, that was cool, but what do we do from here? Where what I love about this summit, and I'm I can't wait for is you know that implementation sessions, mate, people are going to be walking out of there with everything done that they need to be done or or what you'll be coaching on the day. And what I feel is pretty comprehensive, mate, if you've got your lead magnet right, you've got the offer to the market that you want to go to and you're able to get that out to the market. And I know there's more you only talked about three different little things that you're doing. You're pretty good, mate. And I think you've nearly ticked most of the boxes of Mario from Metricon who, you know, was about the sales and marketing side. And I love it, mate. I think there's there's nothing more also better than empowering people. And teaching them about how it's actually done as well and and for the business owner so they have an understanding. Whether they choose to get an agency on later on to help them out if they get bigger and bigger and bigger, but at least at the fundamental of it, they can handle it. They know how to get to the answer. all that sort of stuff, and you I think is is freaking pretty wild, mate. I don't think I've heard of a a coach like you guys that actually have real implementation sessions. Is that pretty new, mate? Vinnie Vecchio (35:15) Yeah. Not sure. Well that's what we're doing and that's what that's what matters most to us. Yeah. Az (35:19) That's all you need to know. That's right. That's all you need to know. Nah, I love it. I freaking love it, mate. And and I don't know. I don't see it much. So I'm calling it the only thing that's happening out there in terms of building coaching and implementation. And that's my opinion. And I love it. And I think Again, for builders out there, I know all you guys are very time poor, and that is another thing is that you know you send a builder an email. I I was telling you before the pod Vinnie that I used to have my own consultancy and things like that. And I used to send them an email and go, you know, do this for me or do that for me. It would never be done. If you sat down with them and you did it, it would be done. But you need and and you need to give them time, and that's what I love about what you guys do at the professional builder. You're giving them that time, not just spit a whole heap of crap at them, you're actually gonna tell how it's done, educate them, and then show them how to do it, man. Like that's next level. Pretty cool. Pretty freaking cool. There. Vinnie Vecchio (36:11) That's it. Yeah, that's our goal. Yeah, so we came through. It's gonna be good. Az (36:15) Love it. Love it, mate. Well, mate, again, you're as you talked about in the beginning, you're you're kind of the lead coach and you're personally opening both of the days, including a bit of a play-to-win session around profit pipeline and time, which again, everything that builders need to know. From all the builders that you've worked with, how often is the real constraint and is actually a lack of work versus not having enough control over the work they win? and and the margin and where their time goes? Vinnie Vecchio (36:42) Yeah, big time. I think when we talk about anything to do with pipeline, there's always Az (36:46) Hmm. Vinnie Vecchio (36:47) and that's maybe talking about like controlling the work that you want to win and also being able to fill your pipeline twelve months in advance of profitable projects. With all that, if that is a constraint, there's typically Az (36:57) Mm. Vinnie Vecchio (36:58) three things that you'd we would want to inspect. So one we'd want to inspect how are they generating leads and what is their marketing look like. So do Az (37:06) Yeah. Vinnie Vecchio (37:06) they have both online and offline marketing? So online Az (37:10) Yeah. Vinnie Vecchio (37:10) is everything we just described before with the building your offer. It's how your social media presence is. Do you have a high converting direct response website? Do you have ads running where your potential leads would be? That's one side of the coin. There's also offline, which is through a strong referral process, a strong network, postcards, letterbox drops, all these types of lumpy mail, all these types of things that we can do, site signage even. All these things that Az (37:36) Love it. Vinnie Vecchio (37:37) we can do, there's many strategies available for builders to do that. What's important is that builders are not doing hope marketing, that they don't have any of that in place, and they just hope that they've done a job and someone will refer them work. So that's what we'd Az (37:49) Mm. Vinnie Vecchio (37:49) want to inspect. We want to inspect how they're generating leads. Are they generating enough to have the right marketing, both online and offline? That's only one piece. That's one thing I would inspect. The second thing I would inspect is lead quality. So Az (38:01) Mm. Vinnie Vecchio (38:01) What is their message? Are they just, I'm a builder who does everything, or are they actually qualifying out who they don't want? We only work with architectural new builds, or we only do renovations and extensions, as opposed to doing bathrooms, rentos, extensions, new builds, beach homes, granny flats, et cetera, type of thing. Right? So you want to see how they actually speaking to their ideal types of clients, how are they positioned, and are they Az (38:25) Yeah. Vinnie Vecchio (38:25) qualifying hard enough or are they just pricing any type of job? Az (38:28) Yeah, well. Vinnie Vecchio (38:29) And then number three is their sales process. Do they actually have a process in place? Are they positioning Az (38:33) Mm. Vinnie Vecchio (38:34) their sales high? Are they actually converting at 50% or more? Do they do everything from qualification to then trust elevation all the way through to quote presentation and then to conversion and pricing? So that if pipeline was the c the constraint, I would inspect those three things. Az (38:49) Love it. Vinnie Vecchio (38:50) At at a very granular level and I would bet one of those would be the the root cause and we would fix that, plug that so people can fix their pipeline as a result. Az (38:58) Love it. You know what, Vinnie? So I can be damn sure that a lot of you builders out there don't have one. And I tell you, when you have one in place, I know that's only a part of what you're sort of going to be talking about on the day, but when you have one there and you follow a sales process and you you take them through the gates or whatever you need to do, and and you've got that next process in place, the world of difference that it brings to a builder is is pretty cool, mate. I got pretty excited, not just on the AI, but just even on the sales process. Mate, I would pay. The same amount for a ticket just for the sales process if I was a builder, but you get all that stuff, the marketing, the online, you know, the offline stuff that you just spoke about, and then the AI stuff at the same time, then a sales process. Mate, your money, I'm not just trying to sell tickets, man, but your money is freaking worth it. I'll tell any builder if you get that sales process alone. I tell you, isn't it? It's a game changer, Havenny. Like, and and do you Vinnie Vecchio (39:56) Mm-hmm. Az (39:56) see? Sorry, this one's a bit off the cuff. and everything, but do you see a lot of builders that come into TPB don't really have a sales process. They kinda wing it. I mean they might know they need to quote and things, but they don't have a a standardized, structured process that they're taking people through. Vinnie Vecchio (40:12) Yeah, they would either have no process or they would have some process, very little have every nine to ten steps that we would recommend going through. Az (40:20) mate. Wow. That is gonna be wild. I can't wait to see that alone too, Vinnie. I'm big on those sales process things. I think that's super cool. Vinnie Vecchio (40:27) nice. Az (40:28) Mate, the other thing is like beside all that information, there's gonna be a ton there as we've all talked about. One of the other cool things that I noticed, and I popped into your GC summit last year, but again, as I've said, we've had a few of your builders on the c on the couch that love you, or obviously love you, and and we've we've chatted to them. One of the things they've said is that, you know, just having a group of a few hundred builders in the room is a pretty cool benefit as well. And and having those honest conversations. Have you seen that same sort of thing evolve in the TPB community? you know, there's that there's that leverage of of builders that are kind of going through the same thing. Do you see that as a big benefit, Vinnie, of of joining TPB as well, mate? Yeah. Vinnie Vecchio (41:09) Massive. And I'll tell you this, is like we for these summits, we would Az (41:14) Mm. Vinnie Vecchio (41:14) spend we spent months building the agenda. Like quite generally, I'm Az (41:18) Yeah, wow. Vinnie Vecchio (41:19) very proud to say this. Like we hold our sessions to an incredibly high standard. We put Az (41:23) And they're cool. Vinnie Vecchio (41:24) we put the best sessions possible together to build. We give members the latest sorry, members and guests the latest systems that we have available, and we'll get the Az (41:32) Mm. Vinnie Vecchio (41:33) best possible guest speaker we can get. Now I've got a caveat Az (41:35) Mm. Vinnie Vecchio (41:36) coming. But Or add every single time, so at the end of the event, we always get feedback from the attendees. Every time the feedback comes back, the best part's nothing about the content or the agenda. It's everything to Az (41:47) Yeah. Vinnie Vecchio (41:47) do with the masterminds and the connection they make with other builders. And I think what Az (41:51) Mm. Vinnie Vecchio (41:51) about that is like when anyone's in that room, any builder, Az (41:54) Mm. Vinnie Vecchio (41:55) the fine the interesting thing to think about is like your next breakthrough could literally come from the builder sitting across from you. Az (42:02) Yeah. Vinnie Vecchio (42:02) And whatever challenge or constraint that you are facing right now, I am ninety-nine to a hundred percent certain that another builder in that room has already solved it. And it's our goal to find that person, get their playbook, get their solution, and move forward in the right direction. That's the power of not Az (42:17) Yeah. Vinnie Vecchio (42:17) just having a community, but actually a community that will help you get the outcomes you're looking for. And even a bigger reason why you would even want to attend events like this in the first place. Az (42:26) Yeah. And and that's where I was kind of alluding to, Vinnie. Like I love the good builder, don't get me wrong. I'm not bagging my own little thing going on here. But I'm like, Vinnie Vecchio (42:33) Yeah. Az (42:35) in the end My goal, like I'll I I all what keeps me up at night, Vinnie, and maybe I need some coaching from you one day around this, and I probably do mate. But I I what my goal is to physically get builders in a room together and with one Vinnie Vecchio (42:49) Okay. Az (42:49) of our partners, which is you guys, you know, the professional builder, to so they can make those connections because like don't get me wrong, and this is gonna sound worse than it is, but I don't care if you like my Instagram post, I don't care if you like our thingos. What we've freaking really care about is actually builders educating themselves being better being better as an industry and the only way you can do it and I said it to you before we even start this pod I haven't this was you know outside of this recording but the more I do this the more I see that builders need coaching and particularly in these areas that you guys do and what we all talked about in this particular summit as well. And unfortunately, due to the nature of the good builder, we don't really do that. You know, we we tell people about the good news. I feel we're a bit of a conduit. We like to connect people with other people and expose things that are going in the industry that you should know about, such as this summit. But you know, the actual activity and the things you gotta do, we don't give you. And we don't we don't pretend to and we don't host events like this. So, mate, that was, you know, what I was kind of, as I said, alluding to earlier, physically. You know, we're not there helping you along the way. These guys are. I'm so passionate about actual stuff happening, I just don't want to talk about it. And I think you are one of the first of our partners that actually goes out of their way to do stuff. Put on events where builders can actually improve themselves in a couple of days. Otherwise you'd have to listen to three hundred and something podcasts from me, figure it all out with our guests, you know, figure it all out by yourself and then try and put it together and it just doesn't happen. So mate. I I you know what you guys do, we can't thank you enough from the good builder because you're doing, yeah, physically, you know, what we're trying to do, but you're doing it in real life, mate. So really cool, really cool. Well, mate, we're we're we're so pumped for this podcast live event that we'll be doing from your event on October 15, 16. As I said, we've got a bit of a discount. I'm gonna put all the links below, but I've just got one more question for you actually. and it's a bit of a one that's not on the agenda, mate. So I'm putting you in the hot seat right now. And you know we're Vinnie Vecchio (44:55) Let's do it. Az (44:56) called yeah, you know we're called the good build if any. Mate, what do you think makes a good builder? And you've worked with hundreds of them, mate, so you would have seen some interesting stuff. Vinnie Vecchio (45:05) To be a good builder, you must at all costs be a good business owner. What that means is you are a great problem solver. It means you have strong financial acumen and knowledge. You think in a systems first mindset. You think about your growth, vision, and profitability, and you work relentlessly and aggressively to achieve that. And by all means you enjoy the entire process while doing it. Az (45:31) Wow, mate. I'll tell you what, everyone, that one was straight off the cuff from Vinnie. I love it, mate. I I do agree. A lot of people, they talk about the blend of Kind of the craftsmanship and everything. And don't get me wrong, you have to be a good physical builder, but I'm sort of taking that as a you know, you got into the industry because that's what you did. You did the apprenticeship to become a good craftsman. I love how you broke it out and said to become a good builder, this is what you need. And I totally agree. I think it's exactly everything that you guys do at TPB. I think it's exactly what this summit is all about. And again, I don't mean to bring any other builder into this podcast, but he's very well respected in the industry, and that Peter Wood guy kind of said a similar sort of thing. And he is a businessman first and almost a builder second. And that's really Vinnie Vecchio (46:20) Mm-hmm. Az (46:20) interesting. You know, and and and and again, like you said in this pod, actually, Vinnie, you know, let go. it doesn't mean you have to let go of the persona of a builder or whatever it may be, but maybe you add to your personality that you're also a businessman. And and and or businesswoman as well, sorry. And and when they do, I I think that's when they really elevate themselves and think about things differently. I loved your answer, mate. And I'm sorry I'll put you on the spot, but I was like, my god, that was a cool answer, dude. No. It it it Vinnie Vecchio (46:47) So what we do again. That's all good. No, I appreciate that. Az (46:51) is what you do, and that's it, that's what TPB does, I think. And that's I I loved your answer for that, and I love TPB for that. Well, Vinnie, mate, I think that's all I've got for you, mate. I I just can't wait for this summit October fifteenth, sixteen, everyone. As I said, we're gonna put a link below and there's a little code. Please go through our code and our link. If you go through that, you get a two hundred dollar discount. So we're gonna put all that out there. and Vinnie, mate, I can't wait to see you on the on the fifteenth and sixteenth, mate. I think it's gonna be pretty cool. Awesome. Vinnie Vecchio (47:18) Deal, mate. Same here. It's gonna be a blast. Thank you for having me. Az (47:22) No worries. We'll Vinnie mate. We'll yeah, we'll finish it there. Everyone, get to this summit. We're gonna be there. If you do get to the summit as well. and you come from the Good Builder little link. Please let me know. Get in touch, admin at the goodbuilder.com.au, and we'll get you on the couch. I don't want you to jump out of sessions, but I'll get there early, I'll stay late. I want to talk about it. We want to cover this. We want to tell all of our community and the industry what actually happens at a TPB event and what you walk away with, which I think is going to be pretty cool. And I reckon if you don't go, you're going to be pretty jealous because you're going to be left behind after you know, things are changing quick too, hey Vinnie. Like especially that I Vinnie Vecchio (47:58) Big time. Az (47:58) AI and marketing space, mate. you know, from what you talked about, Vinnie Vecchio (48:01) Exactly. Az (48:01) what could be achieved is pretty cool. Vinnie Vecchio (48:03) Yeah, big time, man. Az (48:04) All right, mate. Well, all right, now I'm really gonna shut up and I'm gonna let Vinnie go. But we will see you fifteenth, sixteenth of October. Click the link below, two hundred dollars off your ticket. You're gonna get your money back just from what you're gonna learn. Like I told swear to God, your ROI is gonna be a hundred to one. Get in there, see Vinnie, and we'll catch you then. So thank you very much once again, Vinnie. Vinnie Vecchio (48:24) Awesome. Thank you, mate. See ya. Az (48:25) See you, mate.