Latest / Sharp Strategies Sweet Success / #100 – Your Social Media Is a Trust Check, Not a Lead Machine with Brian Glass

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#100 – Your Social Media Is a Trust Check, Not a Lead Machine with Brian Glass · Sharp Strategies Sweet Success

0:00
SPEAKER_01: And you create for yourself some pain of not doing the thing that you said you're going to do.
0:05
SPEAKER_01: And it turns out that you'll figure it out.
0:07
SPEAKER_01: There was this study of AI and radiologists.
0:10
SPEAKER_01: And if you take a radiologist, he reads a study at like 87% accuracy.
0:15
SPEAKER_01: I'm making this part up.
0:16
SPEAKER_01: You give him AI and all of a sudden it jumps to 91% accuracy.
0:19
SPEAKER_01: But then six months later, you take the AI away.
0:22
SPEAKER_01: And now he's down to 75% on this app because he's forgotten the skills.
0:26
SPEAKER_01: You are listening to Sharp Strategies Sweet Success.
0:52
SPEAKER_00: Hello, everyone, and welcome.
0:54
SPEAKER_00: You're listening to Sharp Strategy, Sweet Success.
0:57
SPEAKER_00: I am your host, Tiffany Swedensky, and today we have Brian Glass.
1:01
SPEAKER_00: I've known Brian Glass for quite a few years now,
1:04
SPEAKER_00: trying to remember before the show how many, but I couldn't actually remember.
1:07
SPEAKER_00: What year did you join up with Glass Law?
1:09
SPEAKER_01: So I joined in January of 2019.
1:11
SPEAKER_01: And you and I probably didn't interact a whole lot before that.
1:15
SPEAKER_01: I was at a competing firm, I guess, across town.
1:18
SPEAKER_01: So I would have hung out with James and with Ben, obviously.
1:21
SPEAKER_01: But I don't know that you and I met until I actually started.
1:23
SPEAKER_01: So seven and a half years.
1:25
SPEAKER_00: Yeah, I was thinking it was about that.
1:26
SPEAKER_00: And I actually remember tracking because it was David Marks Law.
1:29
SPEAKER_00: I remember tracking him as an SEO competitor for Ben Glass Law.
1:33
SPEAKER_01: You know who did all the SEO at that firm?
1:35
SPEAKER_01: Me.
1:37
SPEAKER_00: Oh, it's you.
1:37
SPEAKER_00: It's me.
1:38
SPEAKER_00: I was tracking your performance.
1:41
SPEAKER_00: Anyway, so we have Brian on the show today and we were trying
1:43
SPEAKER_00: to figure out what we were going to talk about before the show started.
1:46
SPEAKER_00: And we started talking about the Google tax and that was kind of cool.
1:51
SPEAKER_00: It sucks.
1:52
SPEAKER_00: We built this business mostly on organic digital marketing,
1:55
SPEAKER_00: organic SEO and on referrals, referral network.
2:09
SPEAKER_01: As well as everybody else that referrals punch above their weights.
2:13
SPEAKER_01: And so if you can build a third 40,
2:16
SPEAKER_01: 50% of your cases coming in through referrals,
2:18
SPEAKER_01: that's going to make up for 50 or 75% of your money.
2:21
SPEAKER_01: Right.
2:21
SPEAKER_01: And so for a long time, we just quote, didn't need.
2:26
SPEAKER_01: We've had this very small marketing budget.
2:29
SPEAKER_01: And as we've grown, we've spent more and more money.
2:31
SPEAKER_01: You'd like it working here a lot now because there's actually a budget to spend
2:35
SPEAKER_01: on digital SEO provider and we're spending a lot of money on LSAs.
2:38
SPEAKER_01: So we had cycled through these just different categories of spend.
2:42
SPEAKER_01: We're like, let's go take 10, $15,000 and drop it with a lead gen company and see what happens.
2:48
SPEAKER_01: Okay.
2:48
SPEAKER_01: Okay, that doesn't work.
2:49
SPEAKER_01: Let's take down $15,000 and turn on LSAs for a little bit.
2:52
SPEAKER_01: Let's test PPC.
2:55
SPEAKER_01: And the one that we keep coming back to is LSAs.
2:58
SPEAKER_01: And what we've found and what I refer to now is the Google tax is
3:01
SPEAKER_01: that I don't actually want any cases that are coming in through LSAs.
3:06
SPEAKER_01: When I turn them off,
3:07
SPEAKER_01: my SEO tanks and my Google Business Profile tanks and all of the leads shut off.
3:13
SPEAKER_01: And then when I turn them back on,
3:15
SPEAKER_01: I get leads through LSA and organic website and Google Business Profile.
3:20
SPEAKER_01: The people who are clicking LSAs,
3:22
SPEAKER_01: I do not want those cases,
3:24
SPEAKER_01: but it seems to be the tax that you have to pay in order to generate other leads
3:28
SPEAKER_00: through There's an interesting relationship between search and organic rankings
3:34
SPEAKER_00: and tracking numbers and all of this stuff.
3:38
SPEAKER_00: And so you end up with like a lot of cross pollination and nobody takes the same path.
3:42
SPEAKER_00: Nobody clicks.
3:43
SPEAKER_00: Well, a lot of people do,
3:44
SPEAKER_00: but quite a few people look at an ad and then go to the website
3:48
SPEAKER_00: or do something else, check out their reviews.
3:51
SPEAKER_00: And so it's not a very like linear experience for your average person.
3:56
SPEAKER_00: And then, I mean, Google is going through lawsuits.
3:58
SPEAKER_00: Well, we've been in the ninth inning of AI search is going to take over Google for years.
4:16
SPEAKER_01: So listen, I think just like Facebook, Facebook is dead and then Facebook is back.
4:22
SPEAKER_01: Google is dead and then Google is back.
4:24
SPEAKER_01: These guys employ very,
4:25
SPEAKER_01: very smart engineers and they will find a way to keep converting people
4:28
SPEAKER_01: who are looking for services and law firms in particular into dollar extraction
4:34
SPEAKER_01: from law firms.
4:35
SPEAKER_01: Like Google will figure that out.
4:36
SPEAKER_01: I am 100% certain.
4:38
SPEAKER_00: The data isn't very clean.
4:39
SPEAKER_00: And this is me just telling you something interesting I learned.
4:42
SPEAKER_00: But one of my clients' websites, you can probably guess who it is.
4:46
SPEAKER_00: I started noticing they were getting like huge spikes in traffic and starting
4:51
SPEAKER_00: in July or June or something like that.
4:53
SPEAKER_00: So these huge spikes in traffic and it was bot traffic like we could tell,
4:57
SPEAKER_00: but I didn't look into it and I didn't precisely know where it was coming from.
5:01
SPEAKER_00: Well, I learned this week that Netta and their pursuit of a better AI is crawling
5:08
SPEAKER_00: the Internet massively right now.
5:10
SPEAKER_00: And one of those categories is law firm websites.
5:13
SPEAKER_00: And so I learned that
5:15
SPEAKER_00: and I wondered how many law firms are seeing this huge increase in bot traffic
5:19
SPEAKER_00: and thinking it's a good thing or something's working
5:22
SPEAKER_00: when it's just basically junk data.
5:24
SPEAKER_00: It's kind of interesting.
5:26
SPEAKER_01: It's a good question.
5:26
SPEAKER_01: I paid less and less attention to what our website traffic is.
5:32
SPEAKER_01: And really the only thing that I look at in terms
5:34
SPEAKER_01: of statistics right now is my lead docket account.
5:36
SPEAKER_01: How many leads do we get?
5:37
SPEAKER_01: How many of those were qualified leads?
5:39
SPEAKER_01: And then how many became clients?
5:40
SPEAKER_00: How are you guys determining qualified lead now?
5:43
SPEAKER_00: I've taken that concept to every client I've worked with.
5:45
SPEAKER_00: And it's basically like what we were doing on the leadership team back in the day.
5:49
SPEAKER_01: Yeah.
5:50
SPEAKER_01: So a qualified lead for us in the car crash space is somebody who is injured in
5:55
SPEAKER_01: a crash in Virginia,
5:57
SPEAKER_01: has had medical care in the form of emergency room or urgent care,
6:01
SPEAKER_01: and is in a follow-up sequence with a physical therapist, orthopedist, whatever.
6:04
SPEAKER_01: And so the metric is tracked based on which category is tracked.
6:19
SPEAKER_01: That's a category they get moved into within our lead docket account.
6:23
SPEAKER_01: And so I say somebody who has the ability to,
6:25
SPEAKER_01: but hasn't followed up yet,
6:26
SPEAKER_01: because I don't really believe that you're hurt if you have health insurance,
6:29
SPEAKER_01: you have a primary care doctor and you're calling a lawyer first to say,
6:32
SPEAKER_01: what do I do?
6:33
SPEAKER_01: But we'll take a category of cases where You don't have health insurance
6:37
SPEAKER_01: and you actually don't know how to get into a doctor and
6:39
SPEAKER_01: that person will be qualified and we'll set them up with a chiropractor
6:42
SPEAKER_01: who we're familiar with.
6:43
SPEAKER_01: So that's how it's categorized is by treatment type.
6:46
SPEAKER_01: And is there every once in a while,
6:47
SPEAKER_01: there's something that actually wasn't qualified that made it in there,
6:50
SPEAKER_01: like there's not clear liability or whatever, but it's close enough.
6:54
SPEAKER_01: And we've gotten to a point,
6:55
SPEAKER_01: we have an in-house intake manager and sales team now that's really good
6:59
SPEAKER_01: at understanding- With 90% certainty,
7:02
SPEAKER_01: what kind of a case we want and what kind of a case we don't.
7:05
SPEAKER_01: And then there's 10% that I just call like the weird shit cases.
7:08
SPEAKER_01: The injury is really large,
7:10
SPEAKER_01: but it's not immediately apparent that somebody did something wrong or
7:13
SPEAKER_01: the injury is kind of weird and the fact pattern is weird.
7:16
SPEAKER_01: Like those cases, she comes and asks me about, and it's probably actually less than 10%.
7:21
SPEAKER_01: But you have to be able to have...
7:25
SPEAKER_01: Written criteria for what a qualified case is and what it isn't.
7:28
SPEAKER_01: Because what happens if you don't have that written criteria is you get to the end
7:32
SPEAKER_01: of a slow month and a bunch of cases
7:34
SPEAKER_01: that otherwise weren't qualified start looking qualified either to the intake person
7:39
SPEAKER_01: or to the marketing director.
7:40
SPEAKER_01: And so they might get categorized incorrectly just for purposes of,
7:44
SPEAKER_01: I want the tracking numbers to look at.
7:45
SPEAKER_01: And every lawyer who's taken a case and later regrets it knows this feeling it's been slow.
7:50
SPEAKER_01: So you'll lower your standards to accept the case.
7:53
SPEAKER_01: But we've really taken the lawyers out of that categorization and it's all triggered
7:58
SPEAKER_01: by automation.
7:59
SPEAKER_01: So for instance, if a retainer agreement is sent, that gets marked as qualified.
8:03
SPEAKER_01: Somebody drops into our follow-up sequence because it's a case that we want,
8:06
SPEAKER_01: that gets automatically marked as qualified.
8:08
SPEAKER_01: And then the team has the ability to reject the cases for liability reasons or lack
8:13
SPEAKER_01: of injury or it's outside of our case criteria.
8:15
SPEAKER_01: And that gets marked as a not wanted case.
8:18
SPEAKER_01: To answer your question, software has made it a whole lot easier than it was when you were here.
8:22
SPEAKER_00: I think about that two or three times a week because when I was at Ben Glass Law
8:26
SPEAKER_00: and people who follow me closely might have heard me talk about this.
8:29
SPEAKER_00: I had like half of the day each week dedicated to looking at a spreadsheet of leads,
8:35
SPEAKER_00: what the intake team had, things that came in from forms.
8:38
SPEAKER_00: And I was manually reviewing marketing sources, making sure that I was right.
8:42
SPEAKER_00: And kind of qualifying them as well, like myself, to the best of my ability.
8:46
SPEAKER_00: That was so much harder than what it is now.
8:49
SPEAKER_00: Automated is kind of ridiculous.
8:51
SPEAKER_01: And you say the intake team,
8:53
SPEAKER_01: but in 2019 and 2020, the intake team was reception and one of the lawyers.
8:58
SPEAKER_01: And if anybody,
8:59
SPEAKER_01: the problem with lawyers handling the intake is we skip over all
9:02
SPEAKER_01: the attribution stuff that the marketing team wants and we jump straight
9:05
SPEAKER_00: into problem solving.
9:07
SPEAKER_01: The automation on the software that we have now is awesome.
9:09
SPEAKER_01: You got to type all this information into the system.
9:11
SPEAKER_01: If you forget to type it into the system,
9:14
SPEAKER_01: it's all recorded, transcribed, and summarized by our VoIP system.
9:18
SPEAKER_01: We can go back and find it if you want to go back and find it.
9:20
SPEAKER_01: But there was so much guesswork.
9:23
SPEAKER_01: And I think that was just the state of the small firm market in 2019 and 2020.
9:26
SPEAKER_01: Do you think they
9:27
SPEAKER_00: existed back then, though?
9:41
SPEAKER_01: I don't think they did.
9:41
SPEAKER_00: I mean, well, like the software solutions, almost certainly not.
9:44
SPEAKER_00: I think lead docket might have existed back then.
9:48
SPEAKER_00: And I think part of my problem back then and maybe even
9:50
SPEAKER_00: a little bit today is like just hesitancy at new programs and new softwares
9:56
SPEAKER_00: because it's such a pain in the butt to switch and get everyone to adopt it.
10:00
SPEAKER_00: But like maybe it wasn't around back then,
10:02
SPEAKER_00: but certainly all the stuff I have now in dashboards and AI and lead docket,
10:08
SPEAKER_00: like call reel, it's so much easier than it used to be marketing attribution wise.
10:13
SPEAKER_00: And you can get pretty precise.
10:15
SPEAKER_01: It's really cool.
10:16
SPEAKER_01: In your early days,
10:17
SPEAKER_01: and this predates my time at the firm,
10:19
SPEAKER_01: you're using Keep as a practice management software.
10:21
SPEAKER_01: Which is crazy.
10:22
SPEAKER_01: How you run a practice at scale using a keep CRM, I don't understand that.
10:27
SPEAKER_01: And then we switched to Practice Panther,
10:28
SPEAKER_01: which was marginally better for assigning tasks and for checking them off.
10:33
SPEAKER_01: But there was no data aggregation or like all of that was done manually in
10:37
SPEAKER_01: a Google Sheet or on Excel.
10:38
SPEAKER_00: And then you guys went to Case Pier for a little bit,
10:41
SPEAKER_00: but now you all are with Filevine, which is really cool from what I hear.
10:45
SPEAKER_00: Are you planning on sticking with that for the long term?
10:47
SPEAKER_00: Are you kind of open when it comes to softwares and stuff?
10:50
SPEAKER_00: Because there's so much new stuff.
10:52
SPEAKER_01: It is such a pain in the ass to switch softwares that we're planning on sticking with it.
10:58
SPEAKER_01: So here's what I tell people about FileVine.
11:00
SPEAKER_01: Their customer services got awful, but the product is really good.
11:05
SPEAKER_01: And I think because of Ben and My position in the market,
11:07
SPEAKER_01: we get taken care of on a customer service side way better than anybody else in
11:12
SPEAKER_01: the general public does.
11:13
SPEAKER_01: And so I don't have,
11:14
SPEAKER_01: like I go in a,
11:16
SPEAKER_01: there's like a FileVine user group on Facebook where people just complain
11:19
SPEAKER_01: about them nonstop.
11:21
SPEAKER_01: I can get my questions answered by my account rep.
11:24
SPEAKER_01: And if my account rep can't answer it,
11:26
SPEAKER_01: I'm friends with the product head of LeadDocket and he will find somebody
11:29
SPEAKER_01: who will answer it for me.
11:30
SPEAKER_01: So I don't have those issues.
11:32
SPEAKER_01: But if you're looking for a new software,
11:35
SPEAKER_01: you should be aware that many people do have those issues.
11:38
SPEAKER_01: The AI is not the best AI for producing demands or medical chronologies or even
11:45
SPEAKER_01: When generating documents, there are better software programs for that.
11:49
SPEAKER_01: Evenup, Supio, Eve,
11:51
SPEAKER_01: all of those will do a better job of creating demands and medical chronologies
11:55
SPEAKER_01: for you.
11:55
SPEAKER_01: But what I love about it is that all of my information about a case is in one place,
12:00
SPEAKER_01: including all the notes that my team has typed in.
12:02
SPEAKER_01: I said earlier that all of our phone calls are transcribed and summarized,
12:06
SPEAKER_01: and they're also saved into the file.
12:07
SPEAKER_01: Our email is integrated, and so all the emails back and forth get saved into a client's file.
12:12
SPEAKER_01: And then all the documents are within one environment.
12:14
SPEAKER_01: And so if I go into a case and as a case that one of my paralegals has been handling
12:19
SPEAKER_00: for nine months and I've had minimal client interaction and
12:22
SPEAKER_01: I want
12:22
SPEAKER_01: to know what's going on,
12:23
SPEAKER_01: I can query their proprietary,
12:25
SPEAKER_01: it's called Lois AI software and say,
12:27
SPEAKER_01: summarize the liability,
12:28
SPEAKER_01: summarize the injuries and tell me the tone and tenor of my team's conversations
12:33
SPEAKER_01: with the client over the last 60 days.
12:35
SPEAKER_01: And it spits out a response in four minutes and then I could pick up the phone
12:37
SPEAKER_01: and have a phone call with the client.
12:39
SPEAKER_01: That would have taken me An hour or two, even in a simple case.
12:42
SPEAKER_01: And any lawyer knows that what the client says to your team is sometimes different
12:46
SPEAKER_01: than what the client says to you.
12:47
SPEAKER_01: And you'll hear things.
12:48
SPEAKER_01: We just had this issue this week on the LTD side.
12:51
SPEAKER_01: You had a client who was complaining that somebody hadn't done X,
12:53
SPEAKER_01: Y, Z, and you could I always hated that.
12:55
SPEAKER_01: I always hated putting together marketing plans because
13:23
SPEAKER_00: It took a lot of time.
13:24
SPEAKER_00: People would look at it for 30 minutes within a meeting and then never again.
13:28
SPEAKER_00: And then I was still the only person you have to follow the steps of it.
13:32
SPEAKER_00: And so it's in my head.
13:33
SPEAKER_00: So what's the point?
13:34
SPEAKER_00: But now that's so much easier.
13:35
SPEAKER_00: Today, this morning, I reviewed a website.
13:38
SPEAKER_00: Did like an audio transcription of me commentating on the website,
13:42
SPEAKER_00: uploaded meeting transcripts I had with that SEO company and then the client
13:46
SPEAKER_00: about their website,
13:48
SPEAKER_00: made project for that in ChatGPT and asked it to take my transcription and make it
13:53
SPEAKER_00: into a digestible, easy to read report on what changes I was requesting in the site.
13:58
SPEAKER_00: And it did so beautifully.
14:00
SPEAKER_00: And I mean,
14:00
SPEAKER_00: it still took me like time to put all this stuff together,
14:03
SPEAKER_00: but like I couldn't have done that five years ago.
14:05
SPEAKER_00: That would have been I would have been really cool if I was doing that five years ago.
14:09
SPEAKER_00: But now a marketing agency can whip something up like that.
14:12
SPEAKER_00: No problem if they have the right resources.
14:15
SPEAKER_01: Yeah.
14:15
SPEAKER_01: I mean, the problem that you described with systems where you create them
14:18
SPEAKER_01: and you hand them off and then nobody ever looks at them again.
14:20
SPEAKER_01: There's every system in every law firm.
14:22
SPEAKER_01: You spend a quarter writing out, here's what we do in every case.
14:24
SPEAKER_01: And we roll it out and then nobody ever looks at it again.
14:28
SPEAKER_01: But with AI, you can say, here's the system that I want you to follow and give it to...
14:32
SPEAKER_01: And then you watch it work.
14:33
SPEAKER_01: So I don't know.
14:34
SPEAKER_01: And you seem to have found a way that actually makes it efficient in your business.
14:38
SPEAKER_01: Most people I think have found it or still using it as a glorified search engine.
14:41
SPEAKER_01: And I do that.
14:42
SPEAKER_01: Probably 50% of my use is glorified search engine use, but it's made our lives far simpler.
14:48
SPEAKER_00: Speaking of work-life balance,
14:49
SPEAKER_00: trying to find an awkward transition to actually the one thing I did want
14:52
SPEAKER_00: to ask you, how the hell do you do all those vacations?
14:55
SPEAKER_00: Maybe I'm just, the problem is me, but I'm also spending so much time away from the house.
14:59
SPEAKER_00: You got to hold shit down at home.
15:00
SPEAKER_00: At home?
15:01
SPEAKER_01: I'll take your family with me.
15:03
SPEAKER_00: Oh yeah, yeah, for sure.
15:04
SPEAKER_00: But I don't know.
15:05
SPEAKER_00: I got 10 chickens and two dogs and I just get mad.
15:08
SPEAKER_00: You've been out all summer.
15:10
SPEAKER_01: My eight-year-old keeps asking for a dog and
15:13
SPEAKER_00: we would not be able to travel if we had a dog.
15:15
SPEAKER_01: No, I mean, a couple of things.
15:16
SPEAKER_01: So number one, I have a great team at the office that takes care of all of the day-to-day legal.
15:21
SPEAKER_01: I mean, I think back to a time when I was doing all of the follow-up calls to all of
15:27
SPEAKER_01: the clients and all the check-ins.
15:29
SPEAKER_01: And I got a team of people that does that now, including a couple of people overseas, right?
15:33
SPEAKER_01: And one of the things that we've been able to do in
15:35
SPEAKER_01: the worldwide economy is push jobs like medical records collection.
15:40
SPEAKER_01: All the way down the pay scale to somebody in the Philippines.
15:43
SPEAKER_01: This is a job you used to hire a 21,
15:45
SPEAKER_01: 22 year old kid,
15:46
SPEAKER_01: first out of college,
15:47
SPEAKER_01: who would show up hung over half the time,
15:50
SPEAKER_01: but never survived in that position for longer than 12 or 18 months.
15:54
SPEAKER_01: Because it was an entry level position.
15:55
SPEAKER_01: And so I can operate our practice by and large.
16:10
SPEAKER_01: I can charge from wherever I want with a cell phone and a computer and a headset if I need to.
16:15
SPEAKER_01: Honestly, we just made the decision a couple of years ago to just start traveling more.
16:19
SPEAKER_01: Part of it is I was in Greece maybe four years ago now,
16:22
SPEAKER_01: and I'm getting off the plane in Greece and there's like 25 wheelchairs.
16:25
SPEAKER_01: I'm not coming to Greece.
16:27
SPEAKER_01: I'm not waiting to travel the world until I need a wheelchair
16:29
SPEAKER_01: to get myself around cobblestone streets in ancient towns.
16:43
SPEAKER_01: So we just made a decision and we just started doing it and the world,
16:46
SPEAKER_01: things have taken care of themselves.
16:47
SPEAKER_01: Now it helps to be in a contingency fee practice.
16:49
SPEAKER_01: It helps to not be tied to the billable hour and it helps to have
16:52
SPEAKER_01: a great team that's really in between me and most clients on most cases.
16:57
SPEAKER_01: Where do you want to go?
16:58
SPEAKER_01: Me?
16:59
SPEAKER_01: Yeah.
16:59
SPEAKER_00: That's part of the problem.
17:01
SPEAKER_00: I lack imagination.
17:02
SPEAKER_00: So we want to go to Scotland and actually going to go to Lake Tahoe this fall.
17:07
SPEAKER_00: So that's a trip I have to make a decision on this week.
17:09
SPEAKER_00: What's the decision?
17:10
SPEAKER_00: To tell my assistant to go ahead.
17:11
SPEAKER_00: I got to talk to people about the dogs.
17:13
SPEAKER_00: You mentioned the dogs and it's just...
17:15
SPEAKER_01: You go, this is the wrong way to go about it.
17:17
SPEAKER_01: Book the trip and figure everything else out.
17:19
SPEAKER_01: So in Thanksgiving of 2023, we're at my in-law's house.
17:23
SPEAKER_01: And I'd had too many glasses of wine.
17:25
SPEAKER_01: And I said, you know what?
17:25
SPEAKER_01: Summer of 25,
17:26
SPEAKER_01: we're going to Italy for three weeks and I'm going to rent a big house
17:29
SPEAKER_01: and whoever can come over can come over and you stay as long as you want.
17:33
SPEAKER_01: It's the same as like running a race or losing weight.
17:36
SPEAKER_01: You just fucking put it out in the world and you create for yourself a Some pain
17:41
SPEAKER_01: of not doing the thing that you said you're going to do.
17:44
SPEAKER_01: And it turns out that you'll figure it out.
17:46
SPEAKER_01: I had no idea how I was going to leave the practice for three weeks when I was at
17:49
SPEAKER_01: the time still doing all of the sales calls,
17:52
SPEAKER_01: at least all the high level sales calls when I was handling all the large cases.
17:55
SPEAKER_01: But you know what?
17:55
SPEAKER_01: It just worked out.
17:56
SPEAKER_01: Your Tahoe trip is the exact same way.
17:59
SPEAKER_01: Worry about the dogs after you buy the plane tickets.
18:01
SPEAKER_01: Because if you buy the plane tickets and you spend the money on that and you have
18:03
SPEAKER_01: a hotel to go to, you're going to figure out a way to get the dogs taken care of.
18:07
SPEAKER_00: I didn't want you to turn this question around on me because I knew that would be
18:10
SPEAKER_00: the advice you go and I don't want to do that.
18:11
SPEAKER_00: I got to figure something out.
18:12
SPEAKER_00: But that is the way to do it.
18:14
SPEAKER_00: And that's kind of how I lost weight telling people I was going to do it.
18:18
SPEAKER_00: And it creates like this commitment of you have to do it.
18:21
SPEAKER_00: And then also for me,
18:22
SPEAKER_00: I had a fitness coach,
18:24
SPEAKER_00: nutrition coach or whatever, and you're paying them each month.
18:27
SPEAKER_00: So you don't want to.
18:31
SPEAKER_01: Or you don't pay him each month.
18:32
SPEAKER_01: You say, can I have a 10% discount?
18:34
SPEAKER_01: I'll give you all the money for 2026 right now.
18:36
SPEAKER_01: And then you're the asshole who's not following the plan three months in
18:39
SPEAKER_01: for something you paid for 12 months of.
18:41
SPEAKER_01: There's all kinds of mental strategies like this to put The thing that holds us back
18:46
SPEAKER_01: from that is our fear of actually doing the thing.
18:50
SPEAKER_01: What happens if it actually works?
18:52
SPEAKER_01: Or what happens if I try it and it doesn't work?
18:53
SPEAKER_01: Actually, that's the fear.
18:54
SPEAKER_01: What happens if I try it and it doesn't work and people look at me and they go,
18:59
SPEAKER_01: how stupid is she for trying to lose weight and it didn't work?
19:02
SPEAKER_01: Nobody's actually thinking about you.
19:04
SPEAKER_01: Most people aren't thinking about you.
19:05
SPEAKER_01: Some people are.
19:06
SPEAKER_01: But nobody who matters is actually thinking about you and judging you for your failures.
19:10
SPEAKER_00: So I don't like a threat.
19:11
SPEAKER_00: It's like some people are.
19:12
SPEAKER_00: And it's like, ooh, the trick that I'll share with you and I guess the listeners.
19:15
SPEAKER_00: So I had to get better at delegating.
19:18
SPEAKER_00: And I just really had to because I wasn't leveraging my team the way I should.
19:22
SPEAKER_00: They were asking me for stuff to do.
19:24
SPEAKER_00: And I know I got to get better at this.
19:25
SPEAKER_00: But It's the classic problem.
19:27
SPEAKER_00: You come to the thing that you have to delegate and you're like, oh, I'll just do it real quick.
19:30
SPEAKER_00: Just take 10 minutes.
19:32
SPEAKER_00: So I actually just started working from my phone.
19:35
SPEAKER_00: I'd go to the park or somewhere else in the house on the porch and work
19:39
SPEAKER_00: from my email and from my phone.
19:41
SPEAKER_00: And I can't open any programs.
19:43
SPEAKER_00: I can't open my project management board.
19:45
SPEAKER_00: So I'm telling people to do stuff instead through Slack or email.
19:49
SPEAKER_00: And it worked.
19:50
SPEAKER_00: It worked so well.
19:51
SPEAKER_00: I basically have a whole day where that's all I do is just work from my phone
19:54
SPEAKER_00: because that's all I can do is communicate what needs to be done to the team
19:58
SPEAKER_00: and they take care of the rest.
19:59
SPEAKER_00: And it's just a silly little small change, but it ended up working for me.
20:03
SPEAKER_01: And what would happen if you didn't work on your phone that day?
20:05
SPEAKER_00: Like at all?
20:07
SPEAKER_01: Yeah.
20:07
SPEAKER_01: Does the team generally have an idea of what to be doing on Tiffany's Tuesday work
20:14
SPEAKER_01: from my phone day?
20:15
SPEAKER_01: Or do they need to be sitting by their computers waiting for the instructions
20:20
SPEAKER_01: to land in their inbox at 9.14?
20:22
SPEAKER_00: Well, so we use a project management system and so everything goes to
20:27
SPEAKER_00: the project management board.
20:29
SPEAKER_00: And this is one of those things where AI was cool for a while and
20:32
SPEAKER_00: then I ended up hiring somebody, but I had my note taker attend a meeting.
20:36
SPEAKER_00: Yeah.
20:37
SPEAKER_00: I had my note taker attend all meetings.
20:39
SPEAKER_00: I had an agent set up that would digest the transcript and make it a project on
20:44
SPEAKER_00: the project management board.
20:46
SPEAKER_00: And I would just have to go in and update it.
20:47
SPEAKER_00: But just even that part of Tiffany going in and updating it was burdensome.
20:53
SPEAKER_00: And there's a lot of AI-ishness to it where it's like stuff we didn't need to do,
20:58
SPEAKER_00: kind of took the notes in the wrong direction.
21:01
SPEAKER_00: And so you'd have to do a lot of cleanup.
21:03
SPEAKER_00: And I basically hired a project manager slash community manager.
21:07
SPEAKER_00: And that's her whole job is, one, making a task list of things for me to do.
21:12
SPEAKER_00: So that's nice.
21:13
SPEAKER_00: Like I've got a prepackaged list of things I got to work on that day.
21:17
SPEAKER_00: And then following up with the vendors,
21:19
SPEAKER_00: the law firm teams,
21:21
SPEAKER_00: whoever's accountable and just getting updates from them because that's
21:24
SPEAKER_00: the other kind of problem of what I do.
21:27
SPEAKER_00: And so I've used that project management board for a long time.
21:30
SPEAKER_00: So everyone always has things to do.
21:32
SPEAKER_00: We have certain things we're doing on certain days,
21:34
SPEAKER_00: but still,
21:35
SPEAKER_00: I was the bottleneck,
21:37
SPEAKER_00: the classic kind of point person who's going to put final eyes on things
21:41
SPEAKER_00: or do specific things.
21:43
SPEAKER_01: Yeah.
21:43
SPEAKER_01: I mean, you're still the talent, right?
21:45
SPEAKER_01: You're, it's almost like a solo law firm owner where the client wants to talk to you.
21:49
SPEAKER_01: So I can see where that's a challenge from the vacation standpoint,
21:53
SPEAKER_01: but I would fuck it, book it, like
21:56
SPEAKER_00: just book.
21:58
SPEAKER_01: Figure it out later and tell your clients that they should be doing the same thing.
22:02
SPEAKER_00: I mean, I'm working my way up there.
22:03
SPEAKER_00: I'm still in the grind phase of starting my business.
22:07
SPEAKER_00: And for me,
22:07
SPEAKER_00: the next person is that fractional CMO,
22:11
SPEAKER_00: the person who's a marketer with that experience and Sharp Cookie is the systems
22:17
SPEAKER_00: to some degree.
22:18
SPEAKER_00: At least that's the vision I have right now.
22:20
SPEAKER_00: I wanted to ask you,
22:20
SPEAKER_00: because I saw on LinkedIn that you were doing an AI or presentation about AI today,
22:25
SPEAKER_00: I think.
22:26
SPEAKER_00: Are you using ChatGPT or Claude right now?
22:28
SPEAKER_00: I guess I'll start there.
22:29
SPEAKER_01: I just did that thing where I imported all my ChatGPT data over to Claude.
22:33
SPEAKER_00: Why'd you do that?
22:34
SPEAKER_00: Maybe I'm just stuck with my software.
22:36
SPEAKER_00: I'm just like, why do I have to move?
22:37
SPEAKER_00: Why did you move to Claude?
22:38
SPEAKER_01: I think the output is better.
22:40
SPEAKER_01: And I appreciate that as different models come out on the different platforms,
22:44
SPEAKER_01: one is a little bit ahead of the other, one is a little bit...
22:46
SPEAKER_01: But the way that I have been using Claude is in law firm planning,
22:52
SPEAKER_01: succession planning, and in like it's a financial dashboard for my personal life.
22:57
SPEAKER_01: And Claude is really good at creating dashboards and simulations where you say,
23:02
SPEAKER_01: okay, what if we grew by 12%?
23:04
SPEAKER_01: Okay, what if it was 15?
23:05
SPEAKER_01: What if it was 20?
23:06
SPEAKER_01: What does that look like?
23:07
SPEAKER_01: I haven't figured out how to do that in chat GPT.
23:09
SPEAKER_01: And so I was having these conversations.
23:11
SPEAKER_01: I was doing this in Claude, but I was getting frustrated that I'd been on GPT for years.
23:20
SPEAKER_01: I just
23:29
SPEAKER_01: think it's a better engine for what I'm using AI for right now.
23:32
SPEAKER_00: I guess I got to test it.
23:34
SPEAKER_00: These AI programs have an invisible moat built around them with those memories
23:38
SPEAKER_00: because once you start using it to a certain point,
23:40
SPEAKER_00: you do have to do this kind of data export to get your data to the new LLM
23:44
SPEAKER_00: so it Really has to be justified.
23:47
SPEAKER_00: I was telling Jason and he didn't get it.
23:49
SPEAKER_00: But where I kind of think where I want to go is investing in my own AI.
23:55
SPEAKER_00: Because Claude and ChatGPT, in my view, are only going to get more expensive.
23:59
SPEAKER_00: And every SaaS tool that's built on Claude or ChatGPT,
24:03
SPEAKER_00: essentially a wrapper,
24:04
SPEAKER_00: whenever the base prices for those tools go up,
24:08
SPEAKER_00: and they certainly will,
24:09
SPEAKER_00: then the Cost to use those tools is going to go up proportionately
24:14
SPEAKER_00: and maybe even more than that.
24:16
SPEAKER_00: And so for me and for my personal use and maybe for company use,
24:20
SPEAKER_00: I think I'm building a second PC and making that like the AI PC
24:25
SPEAKER_00: because you can get open source models these days, train them.
24:29
SPEAKER_00: But the question is how you want to do that at a point when
24:32
SPEAKER_00: the technology has advanced to where the open source models are good enough.
24:37
SPEAKER_00: And then not do it so late or so early where you're kind of investing in the wrong point.
24:43
SPEAKER_00: I don't know.
24:44
SPEAKER_01: I don't know.
24:45
SPEAKER_01: You are smarter and more technologically savvy than I am.
24:48
SPEAKER_01: And so maybe that's something that you could do and then keep up with.
24:51
SPEAKER_01: The challenge would be the keeping up with it.
24:53
SPEAKER_01: But, you know,
24:54
SPEAKER_01: it reminds me of my marketing department three years ago where it was like,
24:59
SPEAKER_01: oh, we'll just learn how to do that.
25:00
SPEAKER_01: Oh, we'll just learn how to run Facebook ads.
25:02
SPEAKER_01: Oh, we'll just learn how we'll just learn retargeting.
25:05
SPEAKER_01: We'll just learn SEO.
25:06
SPEAKER_01: And at a certain point,
25:07
SPEAKER_01: everything's getting more expensive,
25:09
SPEAKER_01: but it's way more efficient to just buy it from somebody
25:12
SPEAKER_01: who already knows what they're doing.
25:13
SPEAKER_00: I can't disagree with you on that legitimately because I've even gotten to
25:16
SPEAKER_00: that place where let's just get the person who's really good at the thing.
25:20
SPEAKER_00: Let's just get the tool that's really good at the thing.
25:22
SPEAKER_00: For me though,
25:23
SPEAKER_00: like the power of querying these tools and building up
25:26
SPEAKER_00: that proprietary knowledge is super important.
25:29
SPEAKER_00: And then you do have to know enough.
25:31
SPEAKER_00: You do have to,
25:32
SPEAKER_00: you said earlier,
25:33
SPEAKER_00: boring AI conversation where it's ultimately have a human look at anything.
25:37
SPEAKER_00: That's Still good advice, but the human is what enhances the tool.
25:41
SPEAKER_00: And so I feel like everyone should be learning.
25:43
SPEAKER_01: We're having this discussion in the mastermind group,
25:45
SPEAKER_01: and I forget whether you were still in the room or not.
25:48
SPEAKER_01: But one of the challenges that we're having in
25:50
SPEAKER_01: the law firm is we have this capability to write demand letters in our software,
25:55
SPEAKER_01: but the demand letters that our software produces are not very good.
25:58
SPEAKER_01: And then I'm asking my team,
26:00
SPEAKER_01: who's younger,
26:01
SPEAKER_01: to go in and edit the demand letter that's already been written and make it good.
26:05
SPEAKER_01: The challenge is, though,
26:06
SPEAKER_01: they're so young,
26:06
SPEAKER_01: they've never been in an environment where they had to do it on their own.
26:09
SPEAKER_01: And so I don't think they actually know what a good one is.
26:11
SPEAKER_01: Looks like yet.
26:12
SPEAKER_01: It's exactly the same thing.
26:13
SPEAKER_01: You have to know,
26:14
SPEAKER_01: have enough of a base knowledge so that you can edit the output so
26:19
SPEAKER_01: that you know what good looks like.
26:22
SPEAKER_01: There was this study of AI and radiologists.
26:26
SPEAKER_01: And if you You take a radiologist,
26:27
SPEAKER_01: he reads it, I don't know, reads a study at like 87% accuracy.
26:31
SPEAKER_01: I'm making this part up.
26:32
SPEAKER_01: You give him AI and all of a sudden it jumps to 91% accuracy.
26:36
SPEAKER_01: But then six months later, you take the AI away.
26:39
SPEAKER_01: And now he's down to 75% on his own because he's forgotten the skill.
26:43
SPEAKER_01: And I think maybe we'll end up back in the middle ages or the dark ages, right?
26:46
SPEAKER_01: Where we lose 700 years of history because people forget how to write things on their own.
26:52
SPEAKER_00: I'm reading a short story to that effect.
26:54
SPEAKER_00: Well, I won't tell you about it.
26:55
SPEAKER_00: It's a good story though.
26:56
SPEAKER_00: But like, I mean, it's the same issue with copywriting because you have AI do copywriting.
27:01
SPEAKER_00: I'm not claiming to be the best copywriter, but I have pretty good base of copywriting training.
27:06
SPEAKER_00: I look at a headline and I'm like,
27:07
SPEAKER_00: that's not good because XYZ, particularly the here's how it could be better.
27:11
SPEAKER_00: I think that's the important thing because AI can do good enough.
27:14
SPEAKER_00: You have to, how can it be better?
27:16
SPEAKER_00: That way.
27:17
SPEAKER_00: And so that training and haste,
27:20
SPEAKER_00: I guess,
27:21
SPEAKER_00: when we're talking about creative stuff is important when it comes to getting
27:25
SPEAKER_00: a better output,
27:25
SPEAKER_00: because people are starting to expect that they're starting to expect more than
27:29
SPEAKER_00: the AI.
27:30
SPEAKER_00: And I think that's where businesses can really kind of learn to enhance themselves.
27:34
SPEAKER_01: I think it has made a lot of people lazy.
27:37
SPEAKER_01: The ability to easily put out content, particularly on LinkedIn, has made people really lazy.
27:42
SPEAKER_01: And it's an opportunity for people that are not lazy to differentiate themselves,
27:47
SPEAKER_01: but it takes more time.
27:48
SPEAKER_01: And so that we'll see what happens.
27:49
SPEAKER_00: Honestly, well,
27:50
SPEAKER_00: and I should talk to you about social media because everything I try to do,
27:55
SPEAKER_00: you end up posting something and it does better than the thing that I do.
27:58
SPEAKER_00: I made a Lindsay Clancy video and then you made one and it did better than me.
28:02
SPEAKER_00: And I was like, this...
28:04
SPEAKER_00: I've learned,
28:08
SPEAKER_01: Tiffany,
28:11
SPEAKER_00: that the
28:17
SPEAKER_01: secret to social media of virality is to just get people to argue
28:21
SPEAKER_01: with each other in the comments.
28:22
SPEAKER_01: Daryl Champion was kind enough to invite Ben and I down to his suite for
28:25
SPEAKER_01: the World Cup semifinal,
28:27
SPEAKER_01: and there was a fight between Argentinian and English fans,
28:30
SPEAKER_01: and I posted a video of And it got 2.5 million views because it's just Argentinians
28:36
SPEAKER_01: and English people arguing with themselves in the comments about which one was
28:40
SPEAKER_01: the greater asshole.
28:41
SPEAKER_01: It's interesting because you and I both tried to create content
28:45
SPEAKER_01: that was either law firm centric or marketing centric or digital centric.
28:49
SPEAKER_01: And I'll speak for myself.
28:51
SPEAKER_01: Nobody cared.
28:53
SPEAKER_00: Nobody cared.
28:56
SPEAKER_01: And then you start posting these,
28:57
SPEAKER_01: you're doing weightlifting videos and I'm doing more personality stuff.
29:02
SPEAKER_01: And I don't know whether it hits my target market at all,
29:05
SPEAKER_01: but I don't think that it matters for this reason, right?
29:08
SPEAKER_01: I've said,
29:09
SPEAKER_01: I don't think social media for It's where people go to make sure that you're not
29:12
SPEAKER_01: a lunatic after they've
29:28
SPEAKER_01: And so having,
29:30
SPEAKER_01: you can have your informational stuff on YouTube and they can find you there
29:32
SPEAKER_01: on your website,
29:34
SPEAKER_01: but having personality driven content on Instagram or TikTok or LinkedIn
29:39
SPEAKER_01: or whatever your platform of choice is,
29:41
SPEAKER_01: I think is the better idea because our customers, we talk all the time.
29:44
SPEAKER_01: We want them to know, like us and trust us.
29:46
SPEAKER_01: That doesn't come from,
29:47
SPEAKER_01: he knows more about I think the commentary you did is probably just exactly
29:52
SPEAKER_01: the commentary lawyers should make because that one, that trial is insane.
29:55
SPEAKER_01: I can't believe the discourse on it.
29:56
SPEAKER_01: It's unbelievable.
29:57
SPEAKER_01: Yeah.
30:12
SPEAKER_00: Well, and there's also an element to you build a following and to that following,
30:17
SPEAKER_00: you become that person.
30:18
SPEAKER_00: You become the lawyer, the marketer, whoever, and they will refer cases to you.
30:23
SPEAKER_00: And then there's an element of list building and nurturing to it as well.
30:26
SPEAKER_00: And this is more relevant to me as a vendor in a relatively small industry
30:32
SPEAKER_00: among personal injury attorneys.
30:33
SPEAKER_01: But people see those weightlifting videos and I kind of hate it.
30:36
SPEAKER_00: And they're like, oh, I saw your weightlifting videos.
30:37
SPEAKER_00: And I'm like, but they remember me like it makes me come to mind.
30:42
SPEAKER_00: And it has that value in that way.
30:44
SPEAKER_00: And it's kind of like a long-term sales play.
30:47
SPEAKER_01: It's the Italy trip for me.
30:48
SPEAKER_01: People come up to me at conferences and say,
30:50
SPEAKER_01: can I have your Italy notes or where you stayed or restaurants or itinerary.
30:55
SPEAKER_01: It's something interesting that's not what you're selling that gives people
31:00
SPEAKER_01: an opportunity to come and talk to you about.
31:02
SPEAKER_01: Wow.
31:02
SPEAKER_01: I think it's, I wish I had done this years ago.
31:04
SPEAKER_00: It becomes an anchor.
31:05
SPEAKER_00: And I actually,
31:06
SPEAKER_00: I'd almost want to argue with Ben about this, but he probably wouldn't tolerate it.
31:10
SPEAKER_00: But I think there's an element of Dan Kennedy list building and
31:13
SPEAKER_00: the whole social media discourse.
31:15
SPEAKER_00: You build a list that way.
31:16
SPEAKER_00: That's how a lot of influencers do it.
31:17
SPEAKER_00: Dan Kennedy hates social media,
31:19
SPEAKER_00: but that's the modern day equivalent of getting your tribe going.
31:23
SPEAKER_01: I mean, he'd call it maybe rented media,
31:25
SPEAKER_01: but it's certainly easier to build on somebody else's platform.
31:29
SPEAKER_01: And then you can drive them to an email list,
31:31
SPEAKER_01: but I think that's challenging to do from social media and
31:33
SPEAKER_01: who wants more fucking email.
31:36
SPEAKER_00: Well, it works.
31:36
SPEAKER_00: That's the trick, how to get them off social media.
31:39
SPEAKER_00: That's I've told the story before and we're almost at time,
31:42
SPEAKER_00: but that's how I got onto my weight loss coaches program,
31:45
SPEAKER_00: social media, email list, fail.
31:48
SPEAKER_00: And I'll never forget that.
31:49
SPEAKER_00: I'll use that example a million times till the day I die probably.
31:52
SPEAKER_00: So we're at the end of the episode.
31:54
SPEAKER_00: I have two traditional questions.
31:57
SPEAKER_00: Was there anything you wanted to talk about that we didn't actually cover on the episode?
32:00
SPEAKER_00: No.
32:03
SPEAKER_00: You're going to
32:04
SPEAKER_00: leave that in.
32:05
SPEAKER_00: That's where you plug things.
32:06
SPEAKER_00: That's where you sell shit, Ryan.
32:10
SPEAKER_01: I am not good at direct selling stuff.
32:14
SPEAKER_01: I think if people consume enough of my content and hang out with me for long enough
32:20
SPEAKER_01: and they want to buy, they'll ask.
32:22
SPEAKER_01: I am shit at, and this is the next thing.
32:25
SPEAKER_01: I could have sold that better than you.
32:26
SPEAKER_01: I'm just saying.
32:26
SPEAKER_01: I should have pitched.
32:27
SPEAKER_01: I should have pitched.
32:54
SPEAKER_00: We'll remember that next time.
32:55
SPEAKER_01: I'll buy a commercial in the rest of your podcast and we'll see.
32:58
SPEAKER_01: We'll see whose offer code gets more taken.
33:00
SPEAKER_00: I need to start advertising on my own damn show.
33:02
SPEAKER_00: Like if I'm being honest, where do you want people to look you up and learn more about you?
33:06
SPEAKER_01: Oh, now I want you to go to my Instagram and my TikTok at thebrianglass.
33:10
SPEAKER_01: You can see all the Lindsay Clancy videos you can take.
33:14
SPEAKER_01: I'm now Lindsay Clancy trial commentator.
33:16
SPEAKER_01: There's only one now.
33:18
SPEAKER_01: This is what I do now.
33:19
SPEAKER_01: Now I just watch Massachusetts Criminal Law on YouTube TV and comment on it
33:24
SPEAKER_01: and get people to fight in the comment section.
33:26
SPEAKER_00: I feel like there's two good trials attorneys could cover each year.
33:30
SPEAKER_00: That seems to be the cadence as far as like really public good trials.
33:35
SPEAKER_00: Last one was Cardi B.
33:37
SPEAKER_01: I don't even know that one.
33:38
SPEAKER_01: I would have said the last one...
33:41
SPEAKER_01: Was Brendan Banfield in Fairfax County,
33:44
SPEAKER_01: the Au Pair murder trial, although that was like January.
33:47
SPEAKER_01: And then the one before that was the dude in Atlanta who I think Brian Steele is
33:51
SPEAKER_01: the criminal defense lawyer.
33:53
SPEAKER_01: It was some kind of gang, but also music label affiliated murder trial.
33:58
SPEAKER_01: And the lawyer like got sent to jail for contempt for,
34:01
SPEAKER_01: I forget what he did now, but I remember the judge sending him to jail.
34:04
SPEAKER_01: I think there's almost always something on TV.
34:06
SPEAKER_00: Well, true.
34:07
SPEAKER_00: There's always some drama to cover.
34:09
SPEAKER_00: And I don't know why.
34:10
SPEAKER_00: If you follow through and start making good content, you're going to be the example.
34:14
SPEAKER_00: Here, see, just do this.
34:16
SPEAKER_00: I will do that forever.
34:17
SPEAKER_01: So I don't know.
34:18
SPEAKER_01: Maybe that's, I think you would need an EA to, and probably with AI, you could do this, right?
34:22
SPEAKER_01: Hey, find me the clip and give me the talking point.
34:25
SPEAKER_01: But then it's not authentic.
34:27
SPEAKER_01: Otherwise, you got to watch the whole thing yourself.
34:29
SPEAKER_01: I haven't watched any of that trial.
34:31
SPEAKER_01: All I know, I know because I've seen the conspiracy theorists on social media.
34:35
SPEAKER_01: Like once you have watched one video to completion,
34:37
SPEAKER_01: now your next 15 videos are other conspiracy theorists.
34:41
SPEAKER_00: The algorithm is kind of sticky that way.
34:43
SPEAKER_00: That's awesome.
34:43
SPEAKER_00: You got to do your research.
34:45
SPEAKER_01: Gives the people what they want.
34:46
SPEAKER_00: All right.
34:46
SPEAKER_00: Well, thanks so much, Brian, for being on the show.
34:49
SPEAKER_00: And thanks everyone for listening.
34:50
SPEAKER_00: We'll see everyone next time.