Latest / Entrepreneur Odyssey / The Magician Who's Been Googling Since Before Google Existed
Transcript
- Tejneet Selhi: Hello everyone, welcome to this episode of Entrepreneur Odyssey, the show where we go deep with founders, operators and industry builders who are using AI and technology to grow their businesses in ways most people haven't even thought of yet. I'm your host, Tejneet Selly, and every episode my goal is to bring you a conversation that's honest, practical and genuinely useful, wherever you are on your entrepreneurial journey. So, on to today's guest. What if the secret to mastering online marketing was learning a magic trick? So today's guest started his career as a youth plaster in the 1990s in Dallas, turned to magic to get kids to actually listen. And somewhere along the way discovered he had a rare gift for making businesses visible on the internet. Daryl Aaron, founder of Total Online Marketing based in Texas and the man behind Total Magic. Welcome to today's podcast. Derrel Allen: Thank you very much. feel very privileged to be here today. Tejneet Selhi: Well, the privileges is definitely all mine and the listeners. So I'm going to go right into it because there's so many questions I have for you. And I'm gonna start a little bit, a bit of a teaser about your background really. So your tagline when we spoke was you were Googling far before Google even existed using Derrel Allen: You Tejneet Selhi: AltaVista hotbox. etc. Ask Jeeves, what was the internet even like for marketers back then and you know what made you believe it was worth understanding? Derrel Allen: Well, of course, you know, in the late 90s, before the rapid expansion of commercial internet, it was like Pirates World. You just would do whatever you could do. And most of those times, honestly, I had a computer business from 1983 to 1993, where I was repairing and doing other things with computers. But it wasn't necessarily internet-based. As a matter of fact, in those times when I was hearing people talking about, yeah, are you going to get on the internet? You know, this is that WWW thing. And it was, you know, it was unusual to think about how you could connect computers together. And of course, I was more techie. So I was looking at ARCNET and ARPA, different things like that. Of course, we now have an extremely mature internet and with that maturity comes a lot of issues. But also with it comes a lot of ways that we never could have dreamed of marketing wise. Back in the Tejneet Selhi: Mm-hmm. Derrel Allen: early days, you were still half, maybe even more than half paper or traditional marketing. And then once the idea of ads on internet became popular. Everybody thought it was ads, but they spent so much money they go, no, we need to be organic. And thus you have the fights with various search engines, believe it or not, the Apple search way back in the day, AOL search, Yahoo search, and, you know, of course all the other searches. and they're all cramming ads in there and trying to make profit. And of course, it evolves into where we are today, including now the addition and the expansion of AI. Tejneet Selhi: Yes, yes, and we're gonna definitely dig into that topic in more detail. Before we do, I also wanted to explore your role as a youth pastor in the 90s and the magic you use to get kids to actually listen. This is a very creative problem solving instinct. In that same instinct, what drives how you approach marketing for your clients today? Derrel Allen: So one of the things that you have to do is grab attention right off the bat. And it's not just the explosive attention, although sometimes that makes it also, but it's more subtle in that, I don't know, my question to people is, you like magic? I mean, do you love magic? Tejneet Selhi: I love magic! Derrel Allen: When you love magic, will happen right in front of your eyes. Tejneet Selhi: I'm okay with that. Derrel Allen: So a little something like that. And by the way, this is a wooden nickel, if you're familiar with that term. And if you'll see it says the magic is fun on it. I had these Tejneet Selhi: Yes. Derrel Allen: printed in 2000, not a quantity of 2000, but in the year 2000, I Tejneet Selhi: me Derrel Allen: had these. Wooden Nichols printed. The website and the phone number on these from 25 years ago still exists and still works. And Tejneet Selhi: Wow, nice. Derrel Allen: I had enough of them so that I could still pass those out. will Tejneet Selhi: And does that work? Do people still call you off it? Derrel Allen: I actually, now this is also way before you thought about being able to do tracking. So there's no QR codes, obviously. It's way before then. Tejneet Selhi: of course. Yeah, fair enough. Derrel Allen: So it's just straight my phone number, straight my email address, straight my website. Tejneet Selhi: Yes. Derrel Allen: So there's no ability to track. So if somebody comes that way, it's fine. doesn't really bother me Tejneet Selhi: Yeah, I love it. Derrel Allen: that much. But yeah, it's a fun little token to give away Tejneet Selhi: Yeah. Derrel Allen: on occasion. Of course, my marketing for Magic has advanced. So I wouldn't say that I use these as a primary giveaway thing. It's just a cute thing to have. And plus it's perfect size Tejneet Selhi: Yeah. Derrel Allen: for doing that little quick magic trick. Tejneet Selhi: Yeah. Derrel Allen: But that is something I actually, we have classes for adults that include business guys and I can teach them three tricks that they can use to break the ice introductory type things that will make people remember, you're the guy with the business card that changed colors, right? Or you're the guy that had the, you know, the coin that came out of nowhere or whatever. And with Tejneet Selhi: Yeah. Derrel Allen: those kinds of introductions, makes, You know, marketing, it's gotten a bad rap in that it used to be you had to go shake hands with people all the time to have a real relationship. And then we went digital and digital and print and we got away from being, you know, close. And now people are really leaning back into wanting to have that personal relationship. And so Tejneet Selhi: Yeah. Derrel Allen: a little bit of magic is all it takes to make that happen. Tejneet Selhi: I love that, little bit of magic. We all need to turn into magicians. No, that's true. Derrel Allen: Well, now we don't want to put me out of business. No, I'm just kidding. There is enough magic that needs to go around anyway. mean, the number of smiles that can come from it is just amazing. I do a regular restaurant gig and I'll give you secret. I'm not being paid a lot of money for it because I like to do it. It's fun. Tejneet Selhi: Yeah. Derrel Allen: to see the kids, because it's family night at a particular restaurant, very near my house. I found out that the general manager loves magic, and we made an arrangement where I would come on their family night. And I had to miss on my regular night, which is Wednesday evenings, I had to miss last week, my wife had been out of the country for a few weeks, and it was time to pick her up at the airport and that That landing came right in the middle of my schedule time. So I let everybody know that I wouldn't be able to attend that one. And the next day, the general manager is saying, everything okay? Cause I, you know, and he had apparently didn't remember that I would be out. said, people were asking for you. We're so glad that, you know, the things that you do. it makes me feel good that people are coming and saying, Hey, where's the magician? You know, so. That's a really good thing there. Tejneet Selhi: I love that. And in the days of AI where literally you can do anything, online artificially. I love the fact the the sense of magic like old-fashioned magic let's say that it's physically Derrel Allen: Right. Tejneet Selhi: in the room physically doing those tricks and I've had magicians on actually for team meetings and the team love it teams absolutely love it so it's Derrel Allen: yeah. Tejneet Selhi: a great skill yeah Derrel Allen: I, when we talked to before, I mentioned the, very large magicians convention that is held annually in Blackpool. And that is one of my desires is to come to Blackpool. Tejneet Selhi: yeah. Derrel Allen: hopefully maybe in 2027 I'll be there. And, it's, it's such a great event. I haven't been, but all of my friends locally that have been. yeah, that's, that's amazing thing. And one of the things I tried to do in marketing, one of the things that, kind of pushed me into doing commercial marketing, if you will, was the fact that I noticed there were a lot of, magicians when I was trying to find out my position, in, the marketing realm as a magician. And at the time I had a real corporate job, so I didn't really worry about being quote number one on Google. But I noticed a lot of people that I didn't know that weren't my friends in the Dallas area They weren't ranking up there either. So that got me into helping them out well, especially after I proved that I could do it and my proof happened in 2010 and I had Tejneet Selhi: doesn't happen. That's right. Derrel Allen: moved to my new location here in Allen, Texas and I noticed that my, you know, from my little coins and website, I wasn't getting any phone calls at all. And of course I had stepped away from magic a bit during that time. I wasn't promoting myself. I was busy with the corporate world, the family life, things like that. But I wasn't getting even, you know, prank calls. So I went and looked at what the problem was and I found my website on page. 13 of Google. And Tejneet Selhi: Yes, I remember you saying that. Derrel Allen: I learned, well, I remembered the things that I should have been doing and I started doing them fairly rapidly. by the six weeks later, because that first realization came at the end of October of 2010, at the middle of December, I was back to page one of Google. And other people said, Hey, can you do that for me? So the next thing you know, I'm working with other entertainers and yeah, it's the rest is history pretty much. Tejneet Selhi: Now I realize you can't, that's phenomenal by the way, and I realize you can't go through it in huge amount of detail, but for those of us that are on page 13 and not on page one, how can we go about getting ourselves back to page one? is it partly coming to you and your business? Are there some simple tools that we could use? Derrel Allen: It's not just tools, but yeah, tools are part of it. But I will also admit that from 2010 to 2026, the methodologies have slightly changed, there's still phrases go in and out of style, if you will. And they actually don't go out, because you know that it will always circle back. And one of the things that people have said in the past was content is king. Well, now you have so many ways to generate contact. So social media contact, know, YouTube contact, podcast content, all of these various ways of content. And plus, the next thing is in 2022, Google came up with this thing called EAT, that's E-E-A-T. And it's for your, the, you want to demonstrate your experience, your expertise, your authority, and your trustworthiness. And when you apply those factors into your website, like create a blog post, let's say, you want to create that E-E-A-T inside of that blog post. In other words, my experience is, I've done this since, you know, the 2000s, like my tagline says, I've been Googling since before there was a Google, right? That is experience. Now, your expertise. Well, I have Microsoft certifications. I have, you you can name, I went to school, you know. So you demonstrate your experience and Tejneet Selhi: Yeah. Derrel Allen: your expertise and then you just demonstrate your authority. Well, I have authority because I've taken websites from page 13 to page one. Tejneet Selhi: Yes. Derrel Allen: And then your trustworthiness. Here's people who have testimonies of what I've done. So you add all that stuff together. Google recognizes it. Other tools of look at what people are searching for. And that's real easy to do nowadays. There are tools, but if you want to do it manually, just go search for anything in your industry that you think people would search for. And at the bottom of the Google, you would see where it says people also asked. and there's several questions. Tejneet Selhi: Yeah. Derrel Allen: If you will answer those questions, because obviously Google says people are asking these questions. If you now write something that answers those questions, Google has no choice but to say, okay, here's an answer to the question you're asking and point to your written piece. So yeah, that's how we do it today, literally. Tejneet Selhi: Amazing, love it. Now you've said that page two of Google is where you hide a body. I Derrel Allen: right because Tejneet Selhi: remember from our last conversation. So what's this? No, no, Derrel Allen: Yeah, that was a joke. The joke is where do you hide a body? Hey, where do you think is a good place to hide the body? Well, I've heard page Tejneet Selhi: Thank Derrel Allen: two of Google because nobody goes there. Tejneet Selhi: There you go. Yeah, exactly. Well, what's the single most common reason a small business website is buried, right? Is it technical? You mentioned content is the biggest, well, is it high up there? Is there anything else that owners can do? Derrel Allen: To be honest, the way the landscape looks today, I would say if you're on page two or three or anywhere else, number one, fret not. You are at least recognized by Google. So you are there. So that's step one. You are there. Tejneet Selhi: Okay. Derrel Allen: Unless you've done some horrendous bad things. Well, not horrendous bad things, but just some not good things. Tejneet Selhi: Sure. Derrel Allen: When you do horrendous bad things, then you can't be found at all because Google just drops you off. But when you haven't done the appropriate things, then Google doesn't recognize you as, I mean, you could have a website that you've had for years and not done any updates to it. And it may be in the situation where you've never touched it and it's way back on page 13. But if you start, I mean, don't all of a sudden just put, 1,000 articles out there because that looks suspicious, but build it up gradually like a regular business would. So let's say the company that's on page three and they're struggling to get to page one, well, number one is either learn how to or find an agency that can analyze who is on page one and figure out why they're on page one, what keywords they're using, how much content they're producing. weekly or daily or monthly in that category. The idea is whoever's ranking number one do exactly what they do plus one. So if they Tejneet Selhi: interest. Derrel Allen: make if they make 100 pages of content make 101. Make Tejneet Selhi: Thank Derrel Allen: sure the 101 is answering the questions that people are asking. So that that's one of the methodologies. I'm not going to say that's the only but Tejneet Selhi: sure. Derrel Allen: Creating the content consistently will help you get ranked higher. Tejneet Selhi: great great advice really really like it I'm gonna transition slightly now AI is obviously playing a huge role. We touched on it earlier in every business. You're now heavily invested in AI for marketing and rankings. And you've been developing something called AirEat, which I understand combines AI and Google's EAT signals. If I'm not mistaken. Derrel Allen: Obviously, you've got it right. So I took the EAT from Google and then I included the current term or one of the more recent terms of AI relevancy and it made the acronym fit really well. AIR for AI relevancy. So now we have AIREAT and that's doing the same thing you want to do with Google, which is the experience. I get my E's all mixed up all the time. And anyway, you get your EEAT part. Now you Tejneet Selhi: Yeah. Derrel Allen: throw in AI relevancy. And AI relevancy is where you craft your content, especially web pages and things like that, so that AI language models, the large language models, and their intent for searching and gathering data where they can hit your website and understand very quickly the content purposes and all that. part of these, like a lot of the WordPress plugins such as Rank Math, Yoast, and AI SEO, they will have built in the ability to create what's called an LLM.txt file. LLMTXT is that it's a large language model text and it's essentially it's kind of a schema if you will for the large language models to hit quickly, read and know what the page is about without having to devour it. And they're wanting to build their own content. So the idea is when you're searching on perplexity, let's say, and you're looking for something, it wants to get ranked on these devices that are these models, you need to be AI relevant. So Tejneet Selhi: Hmm. Derrel Allen: build your AI relevancy while you're building your EEAT. Tejneet Selhi: Okay, very good, very good. And you've also published frameworks like Rice and Ronnie for using Chat GPT. So I'd encourage listeners to look at that. Derrel Allen: Yeah, I will be absolutely honest with you that if you go to, let's just say Facebook, there's so many groups of AI stuff. nobody, well, there's somebody that's invented the wheel, but everybody else has started putting white wall tires and all weather tread and everything else on these wheels, you know. So you can find a hundred different ways. I will honestly say that some of the Some of the American entrepreneurs are people that have really adopted early and built their following and they have a lot of great information. I'm just the tag along. I'm not the guy out there on the bleeding edge, I will say that I help people. Look, I'm advanced in age. All right. Now I have the feeling in the mind internally that I'm a whole lot younger than I am. but the body tells me every morning when I wake up, yeah. But Tejneet Selhi: You're as old as you feel. Derrel Allen: I will tell you that I'm assisting more and more today with, we'll say, mature entrepreneurs, fully understand and grasp how AI is such a great tool for their mature business. Because it's either adopt or die kind of scenario in many cases. I have a networking group, a local networking group that I go with on Wednesdays. So that was yesterday morning. And I was actually the presenter along with another marketer in our group. And we were the presenters for part two of a AI education that we did for the network group. And the part yesterday was getting more into details. Obviously in a situation like that, you can't get too far off in the woods. But my main goal was really explaining to create a prompt in any circumstance under any language model you use, quad, GBT, Gemini, co-pilot, whatever, doesn't matter. You want to tell it the rice part at least. This is the kind of the foundational prompt. And that rice is an acronym for you tell it the role, you give it the instructions. You have it provide some context for the prompt and then you give it an example of what you think you should get back. After you provide Tejneet Selhi: nice. Derrel Allen: it with RISE, always tell it to ask you some clarifying questions. And I will say with chatGVT, tell it to limit those questions because it'll get crazy on you. Tejneet Selhi: Fair enough, good to know. Again, great advice. Okay, I'm going to ask you a question, a guess on behalf of small businesses as well. For small businesses that have a website, does social media presence... and maybe run some ads. It's social media presence important and social media ads important as well. Derrel Allen: A lot of people want to go to the latest guru that they hear online, maybe even take their class, join their webinar, pay them their 47, 27, 97, 147, 397, whatever the dollar amount in that ends in seven to Tejneet Selhi: Yeah. Derrel Allen: learn all these new great little tasks. you know, there is a golden nugget to be had in many of these and I'm not knocking them totally. wish I had been able to. to create a lot of these things. And probably if I felt like I had time, I would do it. But main thing here is you've got to be able to adapt for your specific niche because not everybody, know, the grandma's that's selling crocheted knit doilies probably doesn't need everything that a plumber needs as far as marketing. But with Tejneet Selhi: Yeah. Derrel Allen: that being said, If you understand yours and get some good words from people who understand your business also, there are times when social media is going to be placed. Here's how you use social media, YouTube, podcasts, everything else. Where are your customers? No, really your customers. Where are they? Don't say, well, I want to sell to everybody. Well, we all want to sell to everybody, but not Tejneet Selhi: Yeah. Derrel Allen: everybody. wants your product. Everybody Tejneet Selhi: Right. Derrel Allen: doesn't have the problem that your product solves. If you Tejneet Selhi: Mm-hmm. Derrel Allen: will start your business by saying, okay, my product solves this problem. Now, where are the people who have that problem? Not, I want to sell to everybody, but who are the people that have that problem? So for instance, a person who has a sudden emergency plumbing leak. Where are they? They are looking on their mobile phone. So the plumber needs to Tejneet Selhi: Yes, yes. Derrel Allen: make sure that they can rank on a mobile phone. Tejneet Selhi: Yeah. Derrel Allen: Grandma, where are hers? They want dualies. She needs to be in home groups. People that have home things on Facebook. That's where she needs to be. Tejneet Selhi: Yep, yep, yep. Okay, that makes so much sense. That makes so much sense. So again, on the topic of AI, you serve local Dallas Fort Worth businesses, as far as I understand, many of whom are owner operated. Which parts of their marketing are genuinely automatable with AI right now? And which parts still need a human touch? Derrel Allen: Primarily, people get bogged down in replying to inquiries, or they don't even know how to get to the inquiry part. But once you build it, they have the inquiry part, they've got a Facebook questionnaire, or they got a lead that points back to some gathering. Now that you've got data, this is where your AI will shine, because it knows what to do with that data. And hear me out. AI Tejneet Selhi: Sure. Derrel Allen: is not instant. People think, I open up Chad GVT, I open up Claude, I open up whatever your model is, and you just ask it a question and the answers start coming. Yeah, answers do start coming, but they're not your answers. You have to train your dragon. And you need to watch that movie if you don't know what I'm talking about. Yeah, train your dragon. Train your AI. Tejneet Selhi: Yeah. Derrel Allen: And that takes a while. It's not instantaneous. Now there are some shortcuts. Some of them have internal settings that can go in. For instance, it took me a long time to tap. Tell Chad GBT, quit giving me superfluous answers in that I would ask it a question. It would come back. Wow, Darryl, you are on the right track. You've really thought about this and come across. So here are some things that I go, I don't need to read three paragraphs of how great I am in the answer. I really Tejneet Selhi: Yeah. Derrel Allen: don't. because I know for a fact that the guy sitting in these shoes, standing in these shoes, sitting in these pants, is not really that smart. So cut it out, just give me the information I need. After I did that several times, I realized in the settings of the place, Darryl likes straightforward answers without a lot of fluff. So go Tejneet Selhi: no. Derrel Allen: tell your AI, I want straightforward answers. I don't need to be, you know, I don't need to be admonished. I don't need to be embellished. I need the straight day. But you may like it. So I'm not telling you do it the way I do it. I'm just saying train your dragon. That's it. Train your dragon. Tejneet Selhi: No, but yeah. Exactly. Train your AI like it's an employee, right? You know, and we, yeah. Derrel Allen: Correct, correct. And how you want it responding. Yeah, exactly. So with a trained AI like that and a situation of where you're getting data coming in, training it how to generate the emails, creating the funnel, if that's what you're looking to do, and those are automated processes. Now at the end of the day, instead of worrying about, I've got to send out emails on Monday, emails on Wednesday, emails on Friday, and close the deal, right? You don't have to worry about that. Now you can start doing something else at your camp because AI is taking care of it. And then when Friday hits, go, oh, what orders do I need to fulfill? Tejneet Selhi: And that's the thing, I think it is about being patient with it and giving it time, yeah. So you mentioned the push to get magic recognised as a formal art, partly for funding, partly for IP protection. Taylor won his case against an imitator in the UK. Do you think AI-generated content is creating a similar IP crisis for creative professionals right now? Derrel Allen: I would say in some areas it might be true. However, here's one of the good parts about magic that I feel of performing magic. It's something that I see all the time. Even last night, as I did my walk around at the restaurant, I came up to a table and I said, have you guys ever seen a magic show before? And the young lady says, I've seen them on TV, but I've never seen it live. And I said, well, you're about to see a live magic show. Now I'm standing at a table with six people. That's not a big show, but for them and for her, I made it a magic show that she can now say, I've seen a live magic show. Tejneet Selhi: How cool. I bet she loves that. Derrel Allen: So you bet. Now, AI generation can't do that. She can go online. She can search for the tricks that I've done. And of course, maybe someday AI will be able to recognize what somebody says. Hey, I saw a guy pull this card out of the air. But there's so many different ways. Right now, it's kind of hard to search for something if you don't know what it's actually called. But the experience in person. Right now, don't think AI is... Here's where AI is helping, and that is in the development of new. One of our local Dallas area magicians who's been on cruises and he's moved into, he's been on Penn and Teller, he's been on Masters of Illusions, his name is Trig Watson. Shout out to Trig. Hey, Trig. And he's doing, I know he's on... cruise right now, because I had some other friends that were actually on a cruise and got to meet with him. but he's using electronics to do the, magic. For instance, Tejneet Selhi: okay. Derrel Allen: pulling things out of his iPhone that were on the TV screen. So a lot of really, really neat that I thought, well, that almost doesn't make sense. But as we're getting more and more into that, it makes absolute Tejneet Selhi: Hmm. Derrel Allen: sense. And I can see how AI can help, because I know his stuff is not AI generated. I do know that. But yeah, that is one amazing use of AI in the helping to develop new magic. Tejneet Selhi: Yeah, new magic and also probably a younger audience, right? Because they're going to relate Derrel Allen: Totally. Tejneet Selhi: to an iPhone or, you know, it's their language, right? All these things. Derrel Allen: So, so I'll give you an example. I was doing a birthday party a week or so ago with a young 20 something crowd. And like I said, they hadn't been in live magic, but they've been around all of these amazing things that they've seen on, you know, Instagram, TikTok, whatever, or maybe on TV, YouTube, and to see it happen. This is real because it's physically in my hand and the mind is blown because it's right there as opposed to being on a screen. Tejneet Selhi: Amazing, And kids are so used to being glued to their screen. So it's almost novel. Derrel Allen: huh. Tejneet Selhi: It's almost novel. Okay, so three years from now, do small business owners who ignore AI have a survivable marketing strategy, or is this the moment the gap becomes permanent? Derrel Allen: Well, this is a good question that a lot of people are asking. I wish I had a crystal, wait, I do have a crystal ball. Tejneet Selhi: Can you give me the lottery ticket? The lottery number ticket. Derrel Allen: Yes. Yeah. Okay. So using my crystal ball that I know what its purpose is. It's actually a nice one. I got it in the Czech Republic in 2000. A real crystal. Tejneet Selhi: wow. Derrel Allen: But it doesn't show me anything except the ace of spades when I want it. this looking into the marketing AI, I would say Entrepreneurs out there, if you're listening to me, even though advanced age like I am, adopt some form of AI knowledge. I'm not saying that you've got to flip the switch, but get into a position to earn a little bit of trust with AI so that as you see things changing, you can make the flip because people are using tools that move their business faster. than just plain humanly possible are the ones who will have the advantage. I'm not telling you to adopt AI. I'm just saying it is a tool that can do things significantly faster. Tejneet Selhi: Yeah. that makes total sense. I wish we could talk more and more and It's so insightful hearing from you. However, we have come to the end. But before we sign off, Daryl, what's the best way our audience can reach out to you, either from a digital marketing perspective or if they want you to... tender party as a magician. Derrel Allen: Well, I'd like to challenge everybody just to try this. It may work, it may not. It used to work everywhere that I tried it. But if you just simply search on Google, Total Online Marketing, hopefully I'll be up on page one. But if you don't, the website is TotalMagic.com. And if you want to reach me for magic stuff, my moniker on all the social platforms is at, you know, the old at symbol. Will Astound You. That's W-I-L-L-A-S-T-O-U-N-D-Y-O-U. Will Astound You. And the website's willastoundyou.com. Tejneet Selhi: Love it, and I've just tried it while we're online. and Total Magic does indeed come up first. So there you go, the algorithms are working. Daryl, it has been such a pleasure to have you on our podcast today. I want to pull out a few things I think our listeners are going to carry with them. First, the idea that visibility isn't something that happens to your business, it's something you build deliberately over time. AI is not a shortcut, it's a framework. And again, needs to be trained. And third, train Derrel Allen: Train your Tejneet Selhi: your dragon, indeed, indeed. And thirdly, the best operators I talk to on this show have all have one thing in common, they stay curious. and they want to understand. So ask the right questions and make sure your problem, or the problem you're trying to solve is targeting your niche market. So Derrel Allen: Absolutely, yeah. Tejneet Selhi: thank you very much, Deryl. It's been an absolute pleasure. Derrel Allen: been my pleasure. Thank you, God, and thank you so much for this opportunity, and I would love to talk to you again. Tejneet Selhi: Absolutely, you're welcome back anytime. And to our listeners, if you enjoyed today's episode, please subscribe, leave us a review and share it with someone in your network who's thinking about how to grow their business with AI. Every share genuinely helps us reach more founders who need to hear conversations like this one. I'm Tejneet Selly. Thank you so much for being part of the Entrepreneur Odyssey community and until next time, keep building.