บทถอดความฉบับเต็มของ AI Tools That Actually Work with David Hill - The Long Game - Ep. #98

00:04:17.411 --> 00:04:30.182 So, so with your sales and, and marketing brain, what do you think the best use case is there for, like, if I'm an entrepreneur listening to this podcast- Yeah … I'm in sales- Sure … what do you see the opportunity in that? 00:04:30.591 --> 00:04:38.880 I see that you, you need to learn how to, you need to figure out, um, first off, where in your business do you need these tools? 00:04:39.360 --> 00:04:44.307 Um, one of the acronyms I learned from John was, um- Uh, WAVIT. 00:04:44.487 --> 00:04:47.456 It's, it's an acronym, W-A-V-I-T. 00:04:47.896 --> 00:04:52.557 And so when you think, like one of the biggest questions I had going into this is like, well, there's so many things. 00:04:52.557 --> 00:04:53.377 What do I get? 00:04:53.466 --> 00:04:54.057 Mm. Right? 00:04:54.057 --> 00:04:56.038 Like, like- That's the hard part … like the tech stack. 00:04:56.038 --> 00:05:05.807 I mean, I had a sh- I, I sign up for things and then two months later I, I'm like, "Holy cow, I haven't used that in a month." W-A-T-I… So you can see how new this is to me. 00:05:05.807 --> 00:05:06.016 Yeah, sure. 00:05:06.016 --> 00:05:06.716 I can't even remember it. 00:05:07.237 --> 00:05:13.237 Um, but it's all, oh, it's, uh, it's all the different forms of how to use AI, right? 00:05:13.237 --> 00:05:21.786 So the, the audio form, the video form, um, the voice is the V. Mm. Um, and then the text. 00:05:21.978 --> 00:05:22.867 Mm. Right? 00:05:22.867 --> 00:05:23.567 So text. 00:05:23.637 --> 00:05:27.067 But think about the, the, uh, A for audio. 00:05:27.168 --> 00:05:27.437 Mm. 00:05:27.586 --> 00:05:29.396 Um, there's so many different tools you can use. 00:05:29.406 --> 00:05:38.677 So they use, the tool they use is called ElevenLabs, and you can take a, somebody's voice, you can record the voice, and you can create a, a perfect replica of the voice. 00:05:38.716 --> 00:05:47.747 Like- Wow … you almost- I've seen the remixes … you would need like government type machines to be able to tell that it wasn't the actual person. 00:05:48.137 --> 00:05:55.836 And you see use case for that in marketing- Um … to be able to streamline maybe your content production or- Well, you can scale- Mm … is what you can do, right? 00:05:55.838 --> 00:05:56.767 You can scale yourself. 00:05:56.776 --> 00:05:59.776 So he, they built a, a a, a, an avatar. 00:05:59.776 --> 00:06:00.737 We were talking about this earlier. 00:06:00.767 --> 00:06:02.057 It, the name's David Chan. 00:06:02.478 --> 00:06:09.197 It's not even a real person and it, and he's got a YouTube channel and an Instagram channel- Wow with 60,000 followers in two months. 00:06:09.338 --> 00:06:09.458 Wow. 00:06:09.517 --> 00:06:12.517 They built it using these tools and putting all these tools together. 00:06:12.716 --> 00:06:13.778 That's intimidating. 00:06:13.778 --> 00:06:14.197 So yeah. 00:06:14.456 --> 00:06:16.247 Well, yeah. 00:06:16.276 --> 00:06:18.987 And, and it is, it can be intimidating- … I guess, right? 00:06:19.447 --> 00:06:21.007 And so you think about voice, right? 00:06:21.007 --> 00:06:26.117 And you think about, um, the text, and so there's a lot of different apps for text. 00:06:26.637 --> 00:06:43.286 Uh- I think- … Claude, ChatGPT, uh- I, I think what you mentioned earlier is super relevant about people getting confused or overwhelmed with the tech stack, and that's something I- Yeah … I struggle with personally is even in my own business of how do you navigate the million options? 00:06:43.526 --> 00:06:52.826 Mm. And so, I mean, I definitely have some use cases for AI that I, I implement, but I know there's so much more out there, but it's hard to, to navigate. 00:06:53.067 --> 00:06:55.117 Mm. I remember I sat down with Bryce Mizen. 00:06:55.117 --> 00:06:55.476 Yeah. 00:06:55.476 --> 00:06:56.062 You m- you know Bryce obviously. 00:06:56.062 --> 00:06:57.387 I know Bryce well, yeah. 00:06:57.666 --> 00:07:16.117 And his brain, I, in talking with him really kind of helped me understand similar to your logic of break it down by category- Yeah … he almost broke it down by business compartment of, you know, finance, marketing- Sure HR, and then just tailoring the application towards that, um, that one space in your business. 00:07:16.117 --> 00:07:18.127 But even then, it, there's so many options. 00:07:18.226 --> 00:07:23.257 So back to your question, to simplify it- Yeah … and hopefully I remember what the W stands for at some point. 00:07:23.298 --> 00:07:27.547 Um, and this is the conversation I had this morning with Tim on the Chamber show. 00:07:27.807 --> 00:07:30.447 Think about the problem you solve as a business. 00:07:30.476 --> 00:07:33.543 What- whatever problem it is that you solve- Right? 00:07:33.572 --> 00:07:38.622 And for you it might be, you know, people aren't sure or they wanna make sure they're not paying too much in a mortgage. 00:07:38.954 --> 00:07:41.233 They wanna make sure they're not being taken advantage of, right? 00:07:41.233 --> 00:07:44.853 They wanna make sure they get the best for… Whatever it is that's on their mind. 00:07:44.942 --> 00:07:45.223 Sure. 00:07:45.473 --> 00:08:07.619 Um, you are a content creator of that And so, so that's, that's what he was talking about, is getting that information out there in so many… in everywhere, like, uh, blogs, YouTube videos, Instagram videos, TikTok videos, um, right, uh, website, SEO, AEO, all, everything. 00:08:07.658 --> 00:08:15.869 Like, you need to be the guy so when somebody looks up, like, "Hey, reputable mortgage," you come up because of the amount of content. 00:08:15.869 --> 00:08:18.559 So first off, you d- what problem do I solve? 00:08:18.569 --> 00:08:20.089 So you solve the mortgage problem. 00:08:20.149 --> 00:08:20.478 Sure. 00:08:20.569 --> 00:08:20.889 Great. 00:08:20.908 --> 00:08:22.149 Who's my customer? 00:08:22.259 --> 00:08:27.588 Now, I know s- we all tend to think as business owners, "Well,

everybody's my customer." Well- Right … everybody's not my customer. 00:08:27.678 --> 00:08:28.009 Sure. 00:08:28.108 --> 00:08:28.358 Right? 00:08:28.379 --> 00:08:31.579 Like, you know, I, I charge a, a, a lot of money for what I do. 00:08:32.019 --> 00:08:32.089 Sure. 00:08:32.100 --> 00:08:33.798 Most people aren't willing to pay that kind of money. 00:08:33.798 --> 00:08:51.239 So right away, it, I, I have a, a system where if somebody schedules a call with me, there's certain questions that I ask, and based on how they fill out the questions, w- I, I'll pretty much know- Qualify leads … sometimes I'll go into a call with them, other times I'll just cancel the call, um, just 'cause I know it's not gonna be a good use of their time or my time. 00:08:51.359 --> 00:08:51.719 Sure. 00:08:51.979 --> 00:08:52.269 Right? 00:08:52.269 --> 00:08:55.058 And so, so the next thing is, w- who's my customer? 00:08:55.339 --> 00:08:57.229 And then the next one is, where is my customer? 00:08:57.710 --> 00:08:58.668 How do I get in front of them? 00:08:58.969 --> 00:08:59.458 Mm. Right? 00:08:59.509 --> 00:09:01.288 Are they, are they on Instagram? 00:09:01.289 --> 00:09:02.729 Are they, uh, Facebook? 00:09:02.729 --> 00:09:04.000 Are they… 'Cause they're all different. 00:09:04.009 --> 00:09:04.739 LinkedIn. 00:09:04.808 --> 00:09:05.149 Sure. 00:09:05.269 --> 00:09:06.908 Are they at networking events? 00:09:06.908 --> 00:09:09.490 Or, or, you know, is this somebody I need to go door knock? 00:09:09.558 --> 00:09:14.399 There's, there's different ways, so then how do I get in, in, in front of them, and then what is my messaging? 00:09:15.139 --> 00:09:16.759 Like, what's the message? 00:09:16.788 --> 00:09:21.038 And this is what we spent a whole day on, was- Yeah … figuring out our messaging the right way. 00:09:21.379 --> 00:09:25.688 And, and where do you think pe- most people go wrong when they, when they go through that process? 00:09:26.298 --> 00:09:27.470 I think the vagueness. 00:09:27.479 --> 00:09:29.139 It's like, everybody's my customer. 00:09:29.149 --> 00:09:29.938 Mm. Right? 00:09:29.938 --> 00:09:37.658 Like, for me, I, me as an example, when I started my marketing company, I had a, a 15-minute, um, call tool, and I'd give it to anybody. 00:09:37.658 --> 00:09:45.158 "Hey, schedule 15 minutes with me." I spent my whole day on 15-minute strategy calls, and 90% of them went nowhere. 00:09:45.158 --> 00:09:45.589 Didn't go anywhere. 00:09:45.828 --> 00:09:56.080 And then all of a sudden I learned, I said, "Okay, I need to put a filter on this. There needs to be some criteria that determine if I get on a call or not." Mm. And once I did that, it was a shift. 00:09:56.099 --> 00:10:03.339 Because now all of a sudden instead of 10%, it jumped up to 50% would move forward, or 60% would move forward. 00:10:03.349 --> 00:10:04.210 Mm. Right? 00:10:04.210 --> 00:10:08.149 So to me that, that is a mistake, thinking that you can just help everybody.

00:10:08.668 --> 00:10:17.448 And I think the other part of it too, like, a lot of people, especially sales, their first goal when they start a business is quantity of leads. 00:10:17.470 --> 00:10:21.960 It's like, "Let me get as many- Sure … leads as I can." Which at first, sure, at bats count. 00:10:21.970 --> 00:10:21.990 Yeah. 00:10:22.288 --> 00:10:27.589 But at some point it's the conversion of quantity to quality of leads. 00:10:27.619 --> 00:10:34.048 And one thing you said, actually, when you were presenting at the Connectool event, you were talking about your follow-up process. 00:10:34.058 --> 00:10:37.698 Mm. And I actually did a whole episode, uh, on the podcast about this. 00:10:38.529 --> 00:10:43.340 I don't have it as dialed in as you do, but I started thinking about the lead flow process. 00:10:44.077 --> 00:10:46.398 Do I not have enough leads? 00:10:46.687 --> 00:10:48.548 Am I not managing them properly? 00:10:48.697 --> 00:10:50.246 Or are they not the best leads? 00:10:50.298 --> 00:10:52.028 And that, I went through this process in my business. 00:10:52.028 --> 00:10:52.148 Great questions. 00:10:52.148 --> 00:10:52.386 Yeah. 00:10:52.957 --> 00:11:02.996 And I figured out that a lot of my challenge wasn't necessarily the quantity or the quality, it was how I managed the leads. 00:11:03.077 --> 00:11:04.616 How many follow-ups? 00:11:04.616 --> 00:11:06.148 What's my retention process? 00:11:06.687 --> 00:11:12.417 Am I tapping into my past closed clients to, you know, spread my outreach? 00:11:12.418 --> 00:11:13.937 Do they know any friends or family? 00:11:14.356 --> 00:11:19.837 You know, that, that phone call or email that, you know, everyone always puts their signature line is, "A referral is the best compliment." Mm. 00:11:19.876 --> 00:11:21.636 That's not enough by itself, right? 00:11:21.726 --> 00:11:21.756 Sure. 00:11:22.028 --> 00:11:26.288 So I looked into that, and I think a lot of times people… I don't know that everyone really understands that. 00:11:26.756 --> 00:11:35.636 Talk to me about your, your philosophy there when… So you, so if you have your inquiry form, you're qualifying the lead before you talk to them, what do you recommend next? 00:11:35.648 --> 00:11:40.636 Like, after that first phone call, how do you make sure to the best of your ability they become a client? 00:11:41.616 --> 00:11:46.048 Uh, I think especially in this economy, you have to build trust with people. 00:11:46.157 --> 00:11:49.977 And so for me, it doesn't always happen right away. 00:11:50.048 --> 00:11:50.077 Sure. 00:11:50.077 --> 00:11:51.437 It usually happens over time. 00:11:51.937 --> 00:11:58.464 So I might have a call with somebody and, and you know, we have a good call, and then Uh, I'll follow up with them. 00:11:58.472 --> 00:12:00.453 I'll send them some information. 00:12:00.484 --> 00:12:04.923 I'll invite them to one of our, we do a, a weekly mastermind call. 00:12:04.933 --> 00:12:07.803 I'll say, "Hey, why

don't you come test drive one of our calls? 00:12:07.842 --> 00:12:09.153 Meet, meet somebody," you know? 00:12:09.182 --> 00:12:10.744 I've got people that have been with me three years. 00:12:11.024 --> 00:12:14.673 "Why don't you have a conversation with Norman or, or, or Karen," right? 00:12:14.693 --> 00:12:17.153 Or, or so that's kind of like how I approach it. 00:12:17.374 --> 00:12:29.754 Mm. 'Cause sometimes people are skeptical and, and some people honestly are, are, are… In, in what I do, there's people that it's not even that they don't have confidence in me, sometimes they don't have confidence in themselves. 00:12:29.833 --> 00:12:33.942 Mm. 'Cause how many people do you know sign up for stuff and then they don't even do it? 00:12:33.982 --> 00:12:34.342 A lot. 00:12:34.423 --> 00:12:36.413 Like, think about gym memberships, right? 00:12:36.413 --> 00:12:38.897 Like- That's why Planet Fitness exists, yeah … Planet Fitness. 00:12:38.897 --> 00:12:39.092 Yeah. 00:12:39.092 --> 00:12:40.323 We gotta help people with that. 00:12:40.364 --> 00:12:41.712 And so for me, it's all follow-up. 00:12:41.744 --> 00:12:54.253 If, if you ask, like, m- even though I'm I, I'm kind of s- pivoting my, everything I do into the focusing on marketing and media, but my superpower is follow-up. 00:12:54.413 --> 00:13:03.932 Mm. So I'm gonna be dropping a, a, a whole video series on, starting on YouTube following John's model on follow-up- Love it … and how to stay in front of people. 00:13:04.003 --> 00:13:06.682 And over time you build trust. 00:13:06.682 --> 00:13:08.923 But you're not gonna build trust by just continuing to show up. 00:13:09.163 --> 00:13:13.173 Well, for, to be honest with you, you can do that on social- Sure over time. 00:13:13.503 --> 00:13:18.024 But if you wanna, uh, expedite it, um, have them on an email list. 00:13:18.202 --> 00:13:20.263 Mm. Um, invite them to events. 00:13:20.293 --> 00:13:23.442 Um, send, you know, you got a high ticket client, send them a book. 00:13:23.493 --> 00:13:23.832 Right. 00:13:23.923 --> 00:13:25.982 I'll tell you, that's been s- some of my best clients. 00:13:25.982 --> 00:13:29.523 I, you know, buy a $30 book, send it to them with a card. 00:13:29.543 --> 00:13:30.677 "Hey, I thought about you." Love it. 00:13:30.677 --> 00:13:34.763 "This book's amazing." We s- I send out the book called Who Not How. 00:13:34.822 --> 00:13:35.283 Love that book. 00:13:35.572 --> 00:13:35.732 Yeah. 00:13:35.732 --> 00:13:36.094 You know that? 00:13:36.094 --> 00:13:36.263 Yeah. 00:13:36.264 --> 00:13:36.464 Yeah. 00:13:36.464 --> 00:13:36.942 Phenomenal. 00:13:37.072 --> 00:13:37.323 Great book. 00:13:37.333 --> 00:13:39.302 I sent that book out to 100 people. 00:13:39.712 --> 00:13:40.092 It's a great one. 00:13:40.092 --> 00:13:46.582 And, and probably 40 of them have turned into clients just by s- spending 40 bucks to- Thinking of someone, yeah send a book. 00:13:46.602 --> 00:13:51.232 And so there's a lot of

different ways to do it, but first thing you have to do is you have to build trust. 00:13:51.232 --> 00:13:54.592 And, and sometimes, you know, in most cases that takes time. 00:13:54.702 --> 00:13:55.442 It does take time. 00:13:55.562 --> 00:13:55.763 Yeah. 00:13:56.143 --> 00:14:16.436 But I think sometimes people, and I'm speaking for myself too, I'm definitely someone who is thoughtful when it comes to, like, new implementation, so sometimes to a fault, where I'll, I overthink- I'll still take action, but I take a lot of time to plan out- Sure what I would think would be the perfect system. 00:14:16.466 --> 00:14:16.725 Yeah. 00:14:17.086 --> 00:14:19.826 But I've learned over time that you just have to start somewhere. 00:14:20.005 --> 00:14:27.195 And I think with the follow-up process, it's the same thing, where- Well- … at first when I s- first when I started, I didn't have any follow-up. 00:14:27.586 --> 00:14:27.946 Yeah. 00:14:28.015 --> 00:14:32.556 I would just help the client with their mortgage, they'd buy their house, I'd send them a, "Hey, congratulations," email. 00:14:32.556 --> 00:14:34.926 Or even after the initial phone call, I'd send one message. 00:14:35.044 --> 00:14:38.426 And then I started thinking,"Well, what's my cadence?" You know, every two days, every five? 00:14:38.465 --> 00:14:39.875 You know, I started researching, googling. 00:14:39.904 --> 00:14:42.975 Then I'm like, "Forget it. Let me just do something." Sure. 00:14:42.975 --> 00:14:46.634 And then I started with a CRM, and it takes time to accumulate that. 00:14:46.634 --> 00:14:53.225 But similar to the AI piece, people get a little bit overwhelmed with what is the perfect process. 00:14:53.225 --> 00:14:55.095 But there really- Yeah … isn't one. 00:14:55.774 --> 00:15:00.085 Well, yeah, I don't know if there's a perfect process- Yeah … but there's processes that work. 00:15:00.125 --> 00:15:00.336 Right. 00:15:00.336 --> 00:15:03.875 And, and so I, I think what you said, the CRM is critical. 00:15:03.904 --> 00:15:11.755 We're, we're gonna, about to release a video on, on YouTube, and we're gonna, we're gonna promote the video, meaning we're gonna put some money behind it and get it in front of the right people. 00:15:12.235 --> 00:15:17.475 And the three, the three, um, uh, uh, steps in it, the three things, that's it. 00:15:17.514 --> 00:15:21.825 Number one, have a robust CRM- Mm … with a pipeline, and use it. 00:15:22.664 --> 00:15:24.404 Number two, understand behavior. 00:15:24.404 --> 00:15:27.335 Understand DISC, meaning, which we can talk about in a minute. 00:15:27.335 --> 00:15:27.525 Yeah, later. 00:15:27.654 --> 00:15:33.225 Um, but understanding people's behaviors so then you know what to send, when to send, how to send. 00:15:33.535 --> 00:15:38.134 And then number three is gonna be, um, figure out whatever AI tools you're gonna use. 00:15:38.164 --> 00:15:42.595 Because if you're not using AI now, you're, you're gonna fall way behind. 00:15:42.755 --> 00:15:42.975 Right. 00:15:42.975 --> 00:15:47.485 Right now, we're still super early, but it's time to really start taking it serious. 00:15:47.774 --> 00:15:47.975 Yeah. 00:15:48.326 --> 00:15:57.845 Bryce said it best when we were talking on the podcast, and he said AI is at the equivalent development stage as the internet was in 2003. 00:15:58.365 --> 00:15:58.965 Mm. Yeah. 00:15:58.965 --> 00:16:00.504 So internet was 1990. 00:16:00.504 --> 00:16:00.995 That's good. 00:16:01.004 --> 00:16:04.725 So like, relative to where we've come, it's like we are not even close to the power. 00:16:04.735 --> 00:16:05.105 Yeah. 00:16:05.664 --> 00:16:05.884 Yeah. 00:16:05.945 --> 00:16:11.065 But I wanna dive… So I wanna talk about the, the DISC part of this and how that plays into your, your lead flow process. 00:16:11.065 --> 00:16:13.774 So h- what i- for those who don't know, what is DISC? 00:16:14.035 --> 00:16:15.914 Yeah, so- How do you use it to your advantage as a salesperson? 00:16:15.924 --> 00:16:20.735 S- uh, so DISC is a behavioral assessment, and it breaks people into four quadrants. 00:16:20.735 --> 00:16:23.825 And the interesting thing is I've been doing DISC for 20 years. 00:16:23.826 --> 00:16:30.475 I, I used to teach DISC for Kell- I was w- with, with Keller Williams for 17 years of my career, and I was one of their trainers. 00:16:30.475 --> 00:16:41.615 So when w- whenever we brought a new agent in, I would bring them through a DISC assessment, and then the DISC assessment would tell us, based on their behavioral/personality- Mm … where they would do best. 00:16:41.625 --> 00:16:46.485 So the quadrants are to the D. This is a person that's direct and to the point. 00:16:46.634 --> 00:16:48.815 They, they're, they're very, uh, short. 00:16:48.815 --> 00:16:52.080 They're- Very, um, intentional. 00:16:52.210 --> 00:16:53.580 They don't like to waste time. 00:16:53.830 --> 00:16:58.690 So if you're dealing with somebody like that, you just go right at it Get to the point … tasks. 00:16:58.690 --> 00:17:03.678 Yeah, like they want, they want, uh, they want to know, like, what's the outcome? 00:17:03.679 --> 00:17:04.869 What's the big picture? 00:17:05.239 --> 00:17:10.979 Now you have an I, um, somebody more like, I don't know if you m- know my wife, V, but she's, she's the I. 00:17:10.989 --> 00:17:12.210 She's the people person. 00:17:12.210 --> 00:17:13.558 Like- Mm … loves talking to people. 00:17:13.558 --> 00:17:20.828 You- she's gonna wanna go have lunch with you and meet with you, and you meet them at the, at the, at a Starbucks, and she's, like, friends with people in line. 00:17:21.269 --> 00:17:25.808 Um, me, I'm more like, well, I talk to people in line 'cause I know I have to talk to people- Sure in line, right? 00:17:25.808 --> 00:17:26.269 Right, right. 00:17:26.269 --> 00:17:30.460 It's more like an intentionality thing, where her, she just, that's how she's wired. 00:17:30.460 --> 00:17:32.729 Like,

she wants to be your friend, right? 00:17:32.729 --> 00:17:37.089 And then the S is the, the steady, stable nurturer type person. 00:17:37.369 --> 00:17:39.098 For them, everything's about trust. 00:17:39.108 --> 00:17:40.960 Mm. They are very skeptical. 00:17:41.308 --> 00:17:44.940 They don't trust most people, and so you have to earn trust. 00:17:45.239 --> 00:17:48.068 And by the way, 70% of the population are S's. 00:17:48.099 --> 00:17:48.470 Really? 00:17:48.579 --> 00:17:58.278 And so when you're dealing with an S, if you try to, like, push for a close or- Mm … close too early, they're gonna shut down, and they don't like confrontation. 00:17:58.779 --> 00:18:02.929 So they're gonna smile at you the whole time, and then- Sure … as soon as you leave, they're never gonna call you back. 00:18:03.170 --> 00:18:05.019 They're gonna say, "What a jerk." Right. 00:18:05.048 --> 00:18:09.878 And, and, and I used to struggle with S's back, back in the day- Sure, yeah … 'cause I'm a high D. Yeah. 00:18:09.878 --> 00:18:11.983 I show up like a, like Tasmanian Devil. 00:18:11.983 --> 00:18:12.558 Bulldog, yeah. 00:18:12.680 --> 00:18:13.369 Like, I sold it. 00:18:13.398 --> 00:18:14.749 I'm, I'm the top guy. 00:18:14.769 --> 00:18:18.039 Let's get this done, and, uh, it doesn't work with S's. 00:18:18.219 --> 00:18:18.909 Not with everyone. 00:18:19.099 --> 00:18:21.148 And then the, yeah, it works great with D's. 00:18:21.189 --> 00:18:21.328 Sure. 00:18:21.328 --> 00:18:21.528 Right? 00:18:21.529 --> 00:18:23.439 With D's it works amazing, and some I's. 00:18:23.828 --> 00:18:28.269 Um, and then the C is, like, what you just described yourself, the analytical. 00:18:28.439 --> 00:18:28.719 Yeah. 00:18:28.788 --> 00:18:29.848 Like, I need details. 00:18:29.849 --> 00:18:30.650 I need data. 00:18:30.650 --> 00:18:33.209 I w- I wanna make sure I'm not making mistakes. 00:18:33.599 --> 00:18:43.759 Now, when you start to know that, first about yourself- Sure … so you know how I operate, then you start to see it in other people, and you can pick up on that. 00:18:43.759 --> 00:18:54.989 You know, I mean, so you call somebody, and within 30 seconds you can have a pretty good understanding of am I talking to a D, I, S, or a C just by the way they communicate with you, and then you adapt to them. 00:18:56.117 --> 00:18:58.067 We can never expect anybody to adapt to us. 00:18:58.097 --> 00:18:59.048 We adapt to them. 00:18:59.057 --> 00:18:59.087 Right. 00:18:59.357 --> 00:19:03.097 So when you think about sales process, like it's all adaptation. 00:19:03.157 --> 00:19:08.238 So I meet with somebody and they, I know they're an S, then I need to slow down. 00:19:08.738 --> 00:19:10.817 I need to make sure I'm going at a slower pace. 00:19:10.817 --> 00:19:15.007 I'm giving them everything they need to feel comfortable with me making a decision. 00:19:15.297 --> 00:19:17.268 I know I'm dealing with a D. Okay, great. 00:19:17.488 --> 00:19:20.076 I'm a D, you're a D. I know you don't wanna waste any time. 00:19:20.077 --> 00:19:21.157 What's most important to you? 00:19:21.157 --> 00:19:21.528 Tell me. 00:19:21.846 --> 00:19:36.346 And I- I've had people say, "Listen, the only thing I wanna know is how much are you gonna charge me and how much can you sell my house for, and how long is it gonna take?" And I said… He's like, "I don't even w- I don't need you walking through my house, any of that crap." I said, "Well, let's look at the numbers." Yeah. 00:19:36.356 --> 00:19:46.433 And I said, "The house is gonna sell for 640. Uh, we charge X percent and w- if we do it right, it shouldn't be more than 45 days." "Okay. Where do I sign?" Like, that's- That's interesting. 00:19:46.433 --> 00:19:52.967 Yeah … to me, that's like the$650,000 17-minute listing appointment- Sure … from start to finish. 00:19:52.967 --> 00:19:55.928 And you try to recreate it if you didn't know- Yeah this process. 00:19:55.928 --> 00:19:59.887 Well, yeah, but, but the problem is there's gonna be certain people that don't know that. 00:20:00.207 --> 00:20:04.317 They're gonna show up and they're gonna meet that guy, and they're gonna sit down and they're gonna have their presentation. 00:20:04.327 --> 00:20:13.957 They're going, "And we do this, and then we go through the…" And the guy's just sitting there- They don't care like, "I don't care." And so you… So yeah, this is a… I'll tell you what, this is a huge tool. 00:20:14.467 --> 00:20:18.717 And so the reason that I, I ended up going back to it is 'cause I partnered with John Maxwell. 00:20:18.717 --> 00:20:20.797 I'm, I'm sure you know who John Maxwell is. 00:20:20.807 --> 00:20:20.836 Sure. 00:20:20.846 --> 00:20:21.227 Yeah. 00:20:21.997 --> 00:20:26.176 And coincidentally, um, one of the things they use a lot is DISC. 00:20:26.188 --> 00:20:31.696 So I, I did the DISC and then I got away from it from, I don't know, probably from 2015 to 2025. 00:20:33.527 --> 00:20:34.946 I really wasn't doing a lot with the DISC. 00:20:34.946 --> 00:20:39.176 And then as soon as I went and partnered with Maxwell, now all of a sudden DISC keeps coming up. 00:20:39.617 --> 00:20:42.176 And so I said, "You know what? I'm gonna get DISC certified with them." Yeah. 00:20:42.176 --> 00:20:43.008 And check this out. 00:20:43.854 --> 00:20:49.733 It's the exact same disc assessment, People Keys, that I used back in Keller Williams. 00:20:49.763 --> 00:20:50.173 No kidding. 00:20:50.183 --> 00:20:56.314 And I was like, "Wow, that's wild." And so yeah, so- Full circle … I started using it again, and it's just been amazing. 00:20:56.314 --> 00:21:05.893 And I tell everybody, "Listen, you really wanna understand yourself, you wanna understand your behav- not just you, but- Mm … you understand yourself first, and then you start to see it in other people around you." I love that. 00:21:06.163 --> 00:21:17.823 I, I think bringing it top of mind, I, I can see how that would be very helpful because

intuitively, as you were, uh, as I'm thinking about my interactions with clients, I, I do it subconsciously. 00:21:17.843 --> 00:21:18.133 Yeah. 00:21:18.663 --> 00:21:24.593 And, and depending on the type of person they are, I change my interview or my presentation style. 00:21:24.644 --> 00:21:29.762 If, you know, for example, if I work, I work with a lot of engineers- Yeah … typically very analytical. 00:21:29.923 --> 00:21:30.314 Sure. 00:21:30.374 --> 00:21:37.083 So that type of conversation, most of the time going into it, I know is going to be a lot different than if I have a client who's a nurse. 00:21:37.202 --> 00:21:39.263 You know, nurses might be more- True … emotional. 00:21:39.263 --> 00:21:39.942 Probably on the S. 00:21:39.992 --> 00:21:40.969 Probably on the S, yeah. 00:21:40.969 --> 00:21:43.002 Mostly on the S. Sometimes you get some D nurses. 00:21:43.002 --> 00:21:43.962 There's always wild cards. 00:21:44.104 --> 00:21:44.472 Yeah, yeah. 00:21:45.093 --> 00:21:45.173 Of course. 00:21:45.173 --> 00:21:50.292 But, but it intu- I do it subconsciously, but it's, it, having that intentionality behind it I think would be very helpful. 00:21:50.292 --> 00:21:57.173 Yeah, and it's not even just in the presentation, but it's also what you give them- Mm the way you follow up, the way you ask them to move forward. 00:21:57.373 --> 00:21:58.732 Ev- everything matters. 00:21:58.942 --> 00:21:59.623 Every- everything. 00:21:59.673 --> 00:22:00.023 Yeah. 00:22:00.133 --> 00:22:03.323 And- Whereas some clients that they just want the short and skinny. 00:22:03.413 --> 00:22:03.563 Exactly. 00:22:03.563 --> 00:22:04.472 Give me the short and sweet. 00:22:04.883 --> 00:22:05.702 Yeah, I don't wanna hear it. 00:22:05.702 --> 00:22:06.972 I already did my homework. 00:22:07.213 --> 00:22:09.272 Like- Yep … what are you gonna do, right? 00:22:09.413 --> 00:22:09.653 Right. 00:22:09.653 --> 00:22:10.473 And so, yeah. 00:22:10.512 --> 00:22:20.632 And, and it, like a s- as an example, as a C, it was a- I struggled with C's in the beginning because, um, I was very- I'm very optimistic. 00:22:20.821 --> 00:22:30.501 And so I'd show up and I was the number… It was always, like, in- When I was selling real estate in Worcester, it was, like, Lee Joseph, me, uh, what's her name? 00:22:30.511 --> 00:22:31.790 G- Glory McCool. 00:22:31.820 --> 00:22:36.830 Like, there was, like, four of us that were always, like, in the top five in the MLS- Right on … and, like, rotating. 00:22:36.862 --> 00:22:40.830 And so when I showed up, I, I showed up like, "Hey, I'm the guy." Sure. 00:22:41.070 --> 00:22:44.181 And not realizing that, like, they didn't care. 00:22:44.201 --> 00:22:46.162 Like, C's, they didn't care. 00:22:46.162 --> 00:22:51.671 Like, you, I don't care if you sold the house next door and then the house on the other side of me, I still wanna see the numbers. 00:22:51.741 --> 00:22:51.981 Yeah. 00:22:52.161 --> 00:22:53.121 I wanna see the data. 00:22:53.121 --> 00:22:54.730 I wanna see the, the spreadsheet. 00:22:55.132 --> 00:23:00.122 And then I'm like, "Why is this, why is this not working?" And then my coach brought that to my attention. 00:23:00.122 --> 00:23:03.112 He's like, "Dude," he goes, "You gotta, you, people don't care." Right. 00:23:03.112 --> 00:23:13.201 "You gotta give people what they want." And I said, "Wow." And so once I learned that, I just s- had my assistant start providing tons more data to people and giving them what they want. 00:23:13.201 --> 00:23:19.741 And then I'd show up and I'd ask more questions and I'd slow things down and… 'Cause I was, I was taught to be a closer, man. 00:23:19.741 --> 00:23:22.451 I- Right, that's a different mindset … I was a closer, yeah, for a lot of years. 00:23:22.451 --> 00:23:23.441 I closed deals. 00:23:24.020 --> 00:23:24.061 You know? 00:23:24.061 --> 00:23:24.951 That's a different mindset. 00:23:24.951 --> 00:23:25.171 Yeah. 00:23:25.171 --> 00:23:25.892 It works. 00:23:26.171 --> 00:23:27.221 I, it does work with certain people. 00:23:27.230 --> 00:23:27.800 But certain people. 00:23:27.800 --> 00:23:28.141 Yeah. 00:23:28.490 --> 00:23:34.381 But I, I, I, I'm a lot, I feel like as I've gotten older, I don't know, I don't like the, the closing of people anymore. 00:23:34.381 --> 00:23:38.871 I like, like, people to feel like,"Okay, this makes sense. I, I wanna move forward with it." And you're aligning with what they're looking for. 00:23:38.871 --> 00:23:40.181 Yeah, yeah. 00:23:40.300 --> 00:23:44.740 And that, it's, I think, interesting to, I didn't know 70% of people fell in one camp. 00:23:44.740 --> 00:23:44.990 Yeah. 00:23:45.320 --> 00:23:50.682 The D's are, um, I think it was either 8 to 10% of the population are D's. 00:23:50.691 --> 00:23:50.721 Mm-hmm. 00:23:51.240 --> 00:23:53.590 And then, um, the I's are… Oh, I'm sorry. 00:23:53.590 --> 00:23:55.361 The D's are 3% of the population. 00:23:55.490 --> 00:23:56.020 That makes sense. 00:23:56.060 --> 00:24:02.901 And the I's are, uh, it was about 11, and then the, the, uh, S's, uh, the C's are about the same. 00:24:04.069 --> 00:24:04.369 Interesting. 00:24:04.500 --> 00:24:05.869 Yeah, so the analytical people. 00:24:05.898 --> 00:24:09.769 But the S's are the majority, which is why… Think about traffic as an example. 00:24:09.779 --> 00:24:18.868 Like- Yeah … like, uh, like me, a D, I- and I, I try not to do it much anymore if I'm in a rush, but you know, sometimes people are on the highway and they're waiting in line to get off the exit. 00:24:19.159 --> 00:24:19.180 Mm-hmm. 00:24:19.180 --> 00:24:22.930 And then you see the car that comes flying around and just pops right in. 00:24:22.999 --> 00:24:23.449 That's the D? 00:24:24.189 --> 00:24:25.960 Yeah, that's your D. That's your, that's your classic D. Yeah. 00:24:26.289 --> 00:24:30.638 And so I did the- but the reason that that works for most people, because they're S's. 00:24:30.669 --> 00:24:31.818

They don't want confrontation. 00:24:31.828 --> 00:24:32.128 No. 00:24:32.128 --> 00:24:33.240 They're just gonna let 'em in. 00:24:33.240 --> 00:24:35.798 But then there's another D that's waiting. 00:24:35.798 --> 00:24:36.469 What happens? 00:24:36.519 --> 00:24:36.898 Cuts him off. 00:24:36.950 --> 00:24:38.628 Oh, they're not g- they're not gonna let him in, right? 00:24:38.638 --> 00:24:38.659 No. 00:24:38.670 --> 00:24:41.549 They pull forward, and now all of a sudden you got a fight going on. 00:24:41.598 --> 00:24:41.888 Yeah. 00:24:42.189 --> 00:24:46.930 And so to me, that's a, that's a great metaphor for kind of understanding- Love that … people's behavior. 00:24:47.048 --> 00:24:47.940 I'll have to take the test. 00:24:47.940 --> 00:24:49.699 I feel like I've touched on a little bit of everything. 00:24:49.699 --> 00:24:49.740 Yeah. 00:24:49.740 --> 00:24:49.980 Yeah, it's awesome. 00:24:49.980 --> 00:24:50.588 I'm like right in the middle. 00:24:50.588 --> 00:24:51.398 I'll hook you up, man. 00:24:51.398 --> 00:24:51.439 Yeah. 00:24:51.439 --> 00:24:52.259 Yeah, that'd be great. 00:24:52.419 --> 00:24:52.548 Yeah. 00:24:52.588 --> 00:24:53.323 I'll have the team take it. 00:24:53.323 --> 00:24:53.670 You're, you're gonna love it. 00:24:53.670 --> 00:24:53.999 Yeah. 00:24:54.409 --> 00:24:54.818 I'm curious. 00:24:54.818 --> 00:24:58.170 I, I know, uh, it's probably… I mean, look at even the ads on television. 00:24:58.170 --> 00:25:00.659 It's probably a large- And they say it's not a test, by the way. 00:25:00.689 --> 00:25:02.279 There's… It- 'cause it's not a pass or fail. 00:25:02.279 --> 00:25:02.769 Assessment. 00:25:02.828 --> 00:25:06.138 Yeah, it's an assessment, so you… it's just a- awareness and clarity. 00:25:06.169 --> 00:25:06.519 Yeah. 00:25:06.689 --> 00:25:07.169 Love to know. 00:25:07.209 --> 00:25:07.828 Now I'm curious. 00:25:07.828 --> 00:25:07.859 Yeah. 00:25:07.859 --> 00:25:08.939 Yeah, everybody is. 00:25:09.249 --> 00:25:09.608 I'm curious. 00:25:09.609 --> 00:25:16.128 And how, how do you… So do you use, when you train for the sales process, do you integrate a lot of that in your coaching? 00:25:16.429 --> 00:25:21.548 I definitely integrate DiSC into my coaching, um, and I also integrate it into the sales process. 00:25:21.558 --> 00:25:21.630 Mm-hmm. 00:25:21.630 --> 00:25:30.109 'Cause if I, I, if I'm meeting with somebody and I'm, I'm trying to… Either I know, kind of have a good idea… And you can use AI for this, by the way- Hmm … to, to discern somebody. 00:25:30.138 --> 00:25:35.019 Like, AI can read their social media and- Wow … kind of determine in a lot of ways what they are. 00:25:35.368 --> 00:25:43.868 Um, but I'll, I'll make adjustments to everything, the way I approach it, the way I show up, the way I ask, um, the speed, everything. 00:25:43.919 --> 00:25:47.439 Everything matters, you know, when it comes to, to sales. 00:25:47.459 --> 00:25:54.719 And, and, and so I can meet with an S and,

you know, they're thinking, "Wow, this guy's a really nice guy." Yeah. 00:25:54.769 --> 00:25:57.318 And, um, meanwhile in the inside I'm, like, fierce. 00:25:57.318 --> 00:25:58.449 I'm like, "I wanna get this done." Close. 00:25:58.509 --> 00:25:58.529 Yeah. 00:25:59.289 --> 00:26:00.409 But I gotta slow down. 00:26:00.409 --> 00:26:01.088 I gotta… Right? 00:26:01.088 --> 00:26:04.769 Like, and, and there's nothing wrong with that- No'cause I c- I help people. 00:26:05.329 --> 00:26:07.229 At the end of the day- Right … I help people. 00:26:07.239 --> 00:26:12.749 I know I can help people, but sometimes I've gotta help people get beyond themselves. 00:26:13.685 --> 00:26:15.546 And right, like- That's a hard challenge Yeah, it is. 00:26:15.546 --> 00:26:16.255 It is. 00:26:16.685 --> 00:26:18.145 Sometimes people get in their own way. 00:26:18.296 --> 00:26:18.826 They do. 00:26:19.296 --> 00:26:19.316 Yeah. 00:26:19.316 --> 00:26:19.976 A lot of the times. 00:26:20.155 --> 00:26:20.476 Yeah. 00:26:21.105 --> 00:26:33.454 When it comes to that process of I'm a salesperson, I'm looking to go out, take advantage of some of the strategies you're mentioning, what's the first place I should start? 00:26:33.806 --> 00:26:35.726 Like, as we're talking about DISC, we're talking about AI. 00:26:35.734 --> 00:26:35.755 Yeah. 00:26:36.726 --> 00:26:49.816 Someone who's a salesperson, they're like, "Well, what's one thing that I can just make sure I pay attention to on my n- on my next, my next call, my next appointment?" Um, I mean, I- So- … I think for anybody I would start off with, um, figuring out who your customer is. 00:26:49.855 --> 00:26:53.984 And, and first step I, I, I talked about it earlier, but, like, what problem do you solve? 00:26:54.185 --> 00:26:56.796 Mm. Like, at the end of the day, what problem am I solving? 00:26:57.285 --> 00:27:00.805 So what do, what do I solve is I, I help- Mm … salespeople close more sales. 00:27:00.806 --> 00:27:03.096 I help salespeople make more money, right? 00:27:03.215 --> 00:27:04.705 I, I help salespeople with confidence. 00:27:04.734 --> 00:27:09.795 But from, like, the cust- if I'm listening to my customer- Yeah are there certain triggers that you listen for to know? 00:27:10.256 --> 00:27:17.994 If I'm talking to someone, uh, from the mortgage side, how, how do you kind of get a gauge of where they might fall just from the phone call, certain tendencies or cadences? 00:27:18.704 --> 00:27:19.835 Um, as far as what? 00:27:19.865 --> 00:27:22.780 What- To identify which corner they, which quadrant they fall. 00:27:22.780 --> 00:27:23.934 So, so you're talking about the DISC still? 00:27:23.976 --> 00:27:24.165 Yeah. 00:27:24.165 --> 00:27:24.414 Got it. 00:27:24.414 --> 00:27:24.815 Okay. 00:27:24.855 --> 00:27:28.625 Um, uh, a D is gonna be very direct. 00:27:28.796 --> 00:27:31.144 Mm. Like, "Yes, what can I do for you?" Right? 00:27:31.154 --> 00:27:35.444 Mm. Where a, an I is gonna be faster, but friendly. 00:27:35.826 --> 00:27:39.105 Like, "Hey, how's it going? What can I help- Okay … how can I help you today?" Typically. 00:27:39.265 --> 00:27:40.275 I mean, it's not 100%. 00:27:40.275 --> 00:27:40.305 Right. 00:27:40.305 --> 00:27:40.634 Right. 00:27:40.664 --> 00:27:49.355 But you, then you can talk to them for a little bit longer, and after 30 seconds or a minute you can kind of pick up on them based on the way they con- continue the conversation. 00:27:49.365 --> 00:27:53.924 Mm. Um, an analytical person's gonna be more like, "Well, yeah, what, what do you need? 00:27:53.935 --> 00:28:01.765 What can I, what can I help you with today?" "Can you send me something?" Um, but it's not like a D. Like, a D is direct and fast. 00:28:02.194 --> 00:28:09.295 Mm. A C is, is, is, um, is kind of direct, but more of a slower- Mm … direct, right? 00:28:09.335 --> 00:28:15.694 Like, a more of a, a… So if you think about the, the different quadrants, the D and the C focus on tasks. 00:28:16.854 --> 00:28:20.763 Okay, the D, C, every, for D, everything's about a task, getting the task done. 00:28:20.773 --> 00:28:22.794 For C, it's about a task. 00:28:22.923 --> 00:28:23.794 Task first. 00:28:23.794 --> 00:28:26.203 Like, everything has to make sense. 00:28:26.213 --> 00:28:32.584 Mm. So task befo- you go to the other side, the I and the S is all about relationship. 00:28:33.304 --> 00:28:38.032 For an I- Mm … if they don't like you, they're not gonna do anything with you, right? 00:28:38.032 --> 00:28:39.472 Like, they have to like you. 00:28:39.603 --> 00:28:40.313 Everyone knows someone like that. 00:28:40.313 --> 00:28:40.752 They have to jive with you. 00:28:40.752 --> 00:28:41.032 Yeah. 00:28:41.294 --> 00:28:48.042 They have to like, they feel like, "Oh man, I feel good about this guy. I'm having fun." The s- the S has to trust you. 00:28:48.823 --> 00:28:50.843 Now, S's are typically the slowest. 00:28:50.843 --> 00:28:52.972 They don't like confrontation, like I just said. 00:28:53.153 --> 00:28:53.202 Got it. 00:28:53.373 --> 00:28:54.843 They're gonna be nice to you. 00:28:54.843 --> 00:29:05.363 "Oh, you know what? I just, I just really don't have time for this. Can you, can you call me back later?" And you know, like, so you start- Sure … to pick up on it on, on like a phone call or even an in-person meeting. 00:29:05.923 --> 00:29:10.844 And now so you're using, obviously in the sales conversation, of course, you're utilizing that. 00:29:11.252 --> 00:29:14.144 How does that play into your, to your marketing? 00:29:14.163 --> 00:29:19.953 So you know, how do you figure out what your ideal customer thinks like to tailor the messaging? 00:29:20.173 --> 00:29:27.203 So I know we were talking earlier about messaging and making sure that you're putting out the communication that attracts your ideal customer. 00:29:27.432 --> 00:29:29.233 How does that play into that process? 00:29:29.284 --> 00:29:48.522 Yeah, so we have, I have different

AI tools that I use- Mm that once I understand somebody's behavior, then I can create custom presentations for that per- Like, if I'm meeting with a seller and I know they're analytical- Mm … or I'm meeting with a potential customer and I know they're analytical, then I'm gonna create a presentation based on an analytical person and the things that they would wanna know. 00:29:48.522 --> 00:29:49.972 And similar on the social media side. 00:29:49.982 --> 00:29:50.603 Yeah, exactly. 00:29:50.613 --> 00:30:00.623 So well, on the social media side, it's hard to kn- like, because I've got customers that are, um… Primarily my customers are, are D's and I's. 00:30:00.634 --> 00:30:05.752 Mm. I've got some C's and some S's, but so you want your social media to kind of resonate with everybody. 00:30:05.792 --> 00:30:10.623 Mm. So at the end of the day, the social media is more about what problem do you solve, right? 00:30:10.623 --> 00:30:12.253 Like, the pro- like, that's the hook. 00:30:12.284 --> 00:30:13.932 You, I'm sure you've heard the term hook, right? 00:30:13.942 --> 00:30:14.614 Sure, of course. 00:30:14.623 --> 00:30:16.083 So how do you catch somebody's attention? 00:30:16.083 --> 00:30:17.333 You catch their attention with a hook. 00:30:17.692 --> 00:30:21.894 Like, "Okay, I, I have that problem." Like, 'cause now you have to stop the scroll. 00:30:23.215 --> 00:30:23.435 Right? 00:30:23.476 --> 00:30:39.155 Like, so- I think it, sometimes it's hard, I find it's hard for, for me even when I'm talking with Alex, who, for those who can't see, my marketing manager, we try to figure out what messaging makes most sense to put out consistently, and we still come back to, well, people need to know what we do. 00:30:39.295 --> 00:30:39.634 Yeah. 00:30:39.836 --> 00:30:49.625 But then there's so many different, you know, applications, it's… and people always talk about niching down and finding your one, your one thing, but it's, it's hard on social media because you don't know who's gonna watch it. 00:30:50.105 --> 00:30:52.846 It's hard to build that audience of just one particular thing. 00:30:52.846 --> 00:30:56.306 You know, if I said I'm just first time home buyers, I also love working with investors, right? 00:30:56.306 --> 00:30:58.566 So how do you, you know, kind of balance it? 00:30:58.566 --> 00:31:00.425 I, I go with the- Yeah … kind of shotgun approach. 00:31:00.425 --> 00:31:04.345 Well, so you, I mean, you can use the a- analytics on, on the platforms if you want. 00:31:04.405 --> 00:31:04.425 Yeah. 00:31:04.425 --> 00:31:08.055 I don't know if you put any money behind your, your marketing, but you can target. 00:31:08.255 --> 00:31:08.555 Right. 00:31:08.586 --> 00:31:14.325 There's, uh, tons of targeting and there's, you can get into age group, demographic, income. 00:31:14.384 --> 00:31:17.265 There's a lot of different ways to- Mm … get in front of people. 00:31:17.286 --> 00:31:27.035 But I think if you're, you're consistent with

the messaging and the problems that you solve, and you're just consistent with it, then the people are gonna, they're gonna opt in. 00:31:27.474 --> 00:31:38.414 They're gonna say, "Man, I keep seeing this guy Ryan everywhere, and everywhere he's talking about mortgages, and he's talking about making sure that, you know, making sure you're with the right person because, you know, the closing costs are gonna be what they say." Mm-hmm. 00:31:38.414 --> 00:31:41.435 Or, or, like, that's what I used to say to everybody- Yeah … when we were selling real estate. 00:31:41.435 --> 00:31:42.795 Like, "You gotta go with my guy." Why? 00:31:43.215 --> 00:31:46.865 "Because if he says this is gonna be the closing cost, that's gonna be the closing cost." That's the closing cost. 00:31:46.914 --> 00:31:49.615 "If he says this is gonna be the rate, it's not gonna change." Right. 00:31:49.684 --> 00:32:00.404 "You don't have to worry about that." Like when you go online or something and sometimes- You never know … yeah, so, so we could honestly say that to people by just consistently putting content out there. 00:32:00.765 --> 00:32:03.944 Blog, social media, reviews are huge. 00:32:04.315 --> 00:32:05.976 Testimonials are huge. 00:32:06.286 --> 00:32:08.714 All of that, uh, kind of comes together now. 00:32:08.974 --> 00:32:11.835 Mm. Do you use, which, what do you use, ch- Claude, GPT? 00:32:11.865 --> 00:32:12.744 Which one do you use? 00:32:12.744 --> 00:32:14.404 I use… So interesting, I use a little bit of both. 00:32:14.414 --> 00:32:14.445 Oh, yeah. 00:32:14.445 --> 00:32:14.505 Yeah, me too. 00:32:14.505 --> 00:32:17.015 I think, I think they're both diff- better at different things. 00:32:17.065 --> 00:32:17.525 All right, good. 00:32:17.525 --> 00:32:21.734 So what's happening now is people are, are, not everybody yet, but it's coming. 00:32:21.744 --> 00:32:23.075 Like you said, we're at the beginning. 00:32:23.654 --> 00:32:36.942 People are going to their, uh, Claude or their GPT, and they're saying, "Hey, I'm looking for a mortgage in Westboro, and, um, who's the best guy?" Mm. And now the AI goes out- And searches. 00:32:37.231 --> 00:32:38.612 And what is AI search? 00:32:38.682 --> 00:32:40.412 Where do you think it's gonna find that information? 00:32:40.961 --> 00:32:45.122 On the, everywhere, on the internet, on- That's right social, on- It's gonna go to social media. 00:32:45.132 --> 00:32:45.152 Yeah. 00:32:45.161 --> 00:32:46.122 It's gonna go to Facebook. 00:32:46.122 --> 00:32:47.820 It's gonna go to G- Google. 00:32:47.821 --> 00:32:48.902 It's gonna go to Bing. 00:32:48.911 --> 00:32:50.662 It's gonna go to … Right, like- YouTube, everything probably, yeah. 00:32:50.731 --> 00:32:51.261 Everything. 00:32:51.271 --> 00:32:51.291 Yeah. 00:32:51.301 --> 00:32:59.051 And some people are like, "Well, I don't, I, why am I gonna be on Bing and Yahoo?" Doesn't matter, because the AI's gonna search Bing and Yahoo. 00:32:59.361 --> 00:32:59.570

Right. 00:32:59.571 --> 00:33:00.651 Which is why you need to be there. 00:33:00.981 --> 00:33:09.070 And so that's one of the most important things right now, is making sure you have a consistent message across all brands- Mm … and just consistency. 00:33:09.101 --> 00:33:15.351 And it likes, just like SEO, it, they like reviews, they like testimonials. 00:33:15.351 --> 00:33:16.771 It likes blogs. 00:33:16.771 --> 00:33:20.721 It likes good, robust information about a topic. 00:33:21.191 --> 00:33:26.830 I, I've noticed that more and more with how the younger generation's using it, too. 00:33:26.881 --> 00:33:27.290 Sure. 00:33:27.510 --> 00:33:34.570 Uh, see, my, my brother's only a year and a half younger than me, and he's, he's very much more involved in the tech space and fintech, and that's his background. 00:33:35.121 --> 00:33:36.500 But they, it's, it's Google. 00:33:36.501 --> 00:33:37.500 I mean, it's Google to them. 00:33:37.510 --> 00:33:40.760 Like, that's their internet search engine is AI. 00:33:40.760 --> 00:33:46.671 And he's, he always tells me, he's like,"I don't even know why you have Google on your phone." And it's like- Well, and Gemini, I mean, Google owns Gemini. 00:33:46.691 --> 00:33:47.030 Right. 00:33:47.030 --> 00:33:48.820 Which, think about Gemini. 00:33:48.882 --> 00:33:53.819 Um, Google owns Gemini and it owns YouTube Right? 00:33:53.839 --> 00:33:57.690 So YouTube is, like, the best platform. 00:33:57.878 --> 00:34:00.878 Because the thing that makes YouTube the best is it's evergreen. 00:34:01.099 --> 00:34:05.980 Mm. Meaning you have videos that are 15, 20 years old that are still- Yeah … getting views today. 00:34:05.990 --> 00:34:06.919 It doesn't go away. 00:34:07.479 --> 00:34:08.269 And- For better or for worse. 00:34:08.500 --> 00:34:08.699 Huh? 00:34:09.090 --> 00:34:09.900 For better or for worse. 00:34:09.909 --> 00:34:09.929 Yeah. 00:34:09.929 --> 00:34:13.039 Well, all PR isn't even good or bad, but- I had to purge my YouTube channel. 00:34:13.039 --> 00:34:15.050 … sometimes, uh, yeah, I'm, I was mentored by Grant Cardone. 00:34:15.050 --> 00:34:17.438 He's like, "No, any PR is good PR," right? 00:34:17.449 --> 00:34:17.789 That's true. 00:34:18.039 --> 00:34:19.878 Um, I guess to an extent. 00:34:20.130 --> 00:34:23.108 Maybe when you're a billionaire, then you could do anything, but- Then you can be more selective, yeah. 00:34:24.130 --> 00:34:26.119 Back to the, to the A, the answer. 00:34:26.128 --> 00:34:27.628 It's A stands for answer. 00:34:27.710 --> 00:34:30.119 Mm. Meaning your AI wants to please you. 00:34:30.148 --> 00:34:31.329 That's one of the challenges with AI. 00:34:32.059 --> 00:34:35.130 You… But you can train it to not- Mm … do that. 00:34:35.188 --> 00:34:37.369 Like, "Hey, challenge me sometimes. 00:34:37.378 --> 00:34:43.018 You know, give me some h- hard…" Like, I'll, I'll ask my AI, like, "What am I missing?" I do that all the time. 00:34:43.018 --> 00:34:50.688 What… Yeah, "What, what else can it… What else should I be asking you?" But your AI wants to please you, so it wants to get you the best information. 00:34:50.699 --> 00:35:04.998 Mm. So when you go and say, "Hey, I need the best plumber in Millbury," your AI wants to go get you the best plumber, and it's gonna search everything and find the best is gonna be the most consistent- Mm … across everything. 00:35:05.829 --> 00:35:11.090 Which I, I think from the user side of things, it's important to know that. 00:35:11.090 --> 00:35:17.648 Because I think a lot of people misuse, especially, like, the ChatGPT, Gemini, Claude, Groq. 00:35:17.909 --> 00:35:22.119 They don't know how to… They don't understand that that's the fundamental objective. 00:35:22.528 --> 00:35:25.889 It's like when you put in a question of, "Give me the best plumber," well, what- Mm … what does best mean? 00:35:25.918 --> 00:35:26.648 Yeah, it's a good point. 00:35:26.648 --> 00:35:26.898 Yeah. 00:35:26.938 --> 00:35:31.809 And, and how do you, how do you get it to frame, frame the context of, of what am I missing? 00:35:31.809 --> 00:35:32.918 I ask that question all the time. 00:35:32.918 --> 00:35:33.184 Yeah. 00:35:33.184 --> 00:35:34.668 Like, what am I, what am I missing here? 00:35:34.668 --> 00:35:35.998 Is there a better way to do this? 00:35:36.028 --> 00:35:37.628 Is my thought process broken? 00:35:38.009 --> 00:35:38.969 Give me a counterpoint. 00:35:38.998 --> 00:35:42.188 Like, I wanna know- Yeah … both sides of it to challenge me. 00:35:42.409 --> 00:35:46.248 We just needed a plumber not too long ago, which- Yeah … uh, uh, frigging plumbers, man. 00:35:46.248 --> 00:35:47.568 They- Oh, there are. 00:35:47.568 --> 00:35:49.809 I should have a, I should have a side job for plumbing. 00:35:50.259 --> 00:35:57.719 Um, but anyway, we needed a plumber, and so I, I called the guy and he told me, uh, what he would charge me, and I just r- And everybody's doing this. 00:35:57.719 --> 00:36:00.989 I went right to my GPT- Mm … and said, "Hey, I got a plumber coming. 00:36:01.119 --> 00:36:04.829 This is what he told me." And, um, it was a referral actually. 00:36:04.880 --> 00:36:11.349 Mm. And basically what he s- The, the range he gave me was, I think it was, like, $325 just to come out and look at something. 00:36:11.369 --> 00:36:19.858 Mm. And I'm like, "Well, the, the r- what the GP- the, uh, LLM said was it should be about 275 to 325." So I said, "All right, you know what? 00:36:19.858 --> 00:36:24.588 Let me give you a call back." I called someone else in- Same thing, $275 to come out. 00:36:24.599 --> 00:36:25.938 I'm like, "All right, well cool." All right. 00:36:25.938 --> 00:36:26.199 I'll come out. 00:36:26.239 --> 00:36:26.978 Right in the rain. 00:36:26.978 --> 00:36:27.648 Like, I don't know you. 00:36:27.679 --> 00:36:28.219 Yeah, yeah. 00:36:28.269 --> 00:36:28.469 Right? 00:36:28.500 --> 00:36:31.429 Like, and so, but that's what people are doing now.

00:36:31.449 --> 00:36:31.809 Yeah. 00:36:31.969 --> 00:36:32.539 You know, with, with AI. 00:36:32.539 --> 00:36:35.438 What, what do you think is the best use case for the LLM? 00:36:35.608 --> 00:36:43.869 Like, if, if someone is listening to this and like, "Oh, maybe I need to rethink how I'm using- Yeah … Chat or what do you- I, you know, I, I wanna… You know what? 00:36:43.898 --> 00:36:46.699 I'm just gonna… If we can stop recording- Yeah, yeah, of course … and you give me my phone. 00:36:46.699 --> 00:36:48.028 Just if you wanna just give me my phone. 00:36:48.199 --> 00:36:48.228 Sure. 00:36:48.489 --> 00:36:51.498 'Cause I wanna give you the, the…'Cause that's gonna answer your question. 00:36:51.509 --> 00:36:51.789 Okay. 00:36:51.869 --> 00:36:54.509 Um, but this is from John Lee. 00:36:54.518 --> 00:36:56.369 This is why it's probably not out there. 00:36:56.369 --> 00:36:59.639 I just, you know, spent a lot of money to spend two days with him. 00:37:00.079 --> 00:37:00.829 So check this out. 00:37:00.829 --> 00:37:07.019 So- What is the framework for the W-A-V-I-T? 00:37:12.643 --> 00:37:17.568 Framework is W-A-I-T W, written. 00:37:17.907 --> 00:37:18.547 Text content. 00:37:18.797 --> 00:37:22.728 Scripts, emails, blog posts, social media captions, anything text-based. 00:37:23.128 --> 00:37:24.047 A, audio. 00:37:24.288 --> 00:37:24.807 Voice content. 00:37:25.217 --> 00:37:28.157 Podcasts, voiceovers, AI voice agents, like ElevenLabs. 00:37:28.447 --> 00:37:29.467 Audio voice, spoken All right. 00:37:29.467 --> 00:37:32.007 So, uh, so sometimes, um, Claude's glitchy. 00:37:32.057 --> 00:37:39.347 AI- ChatGPT's, um, voice works way better than Claude, but, um- That, I, I enjoy Chat more for- Yeah conversation. 00:37:39.467 --> 00:37:39.967 Uh, yeah. 00:37:39.978 --> 00:37:46.246 I, I've got some ridiculous, uh, agents we built on, uh, uh, using, using, uh, OpenAI. 00:37:46.757 --> 00:37:54.016 Um, all right, but this is Claude right now, but this is what I… So when I went to his event yesterday, I recorded a whole thing in 10-minute cl- voice clips. 00:37:54.016 --> 00:37:54.427 Nice. 00:37:54.726 --> 00:38:01.306 And I just load every voice clip, and then after it summarizes all the notes from… So but the W stands for written. 00:38:01.307 --> 00:38:02.157 I don't know how you remember that. 00:38:02.186 --> 00:38:02.646 Written. 00:38:02.757 --> 00:38:03.157 That's it. 00:38:03.197 --> 00:38:03.487 Simple, written. 00:38:03.487 --> 00:38:04.016 That makes sense. 00:38:04.378 --> 00:38:07.327 Right, so everything text, email, blog, social media. 00:38:07.637 --> 00:38:12.106 So written, you c- use GPT, you can use Claude, you can use Perplexity. 00:38:12.347 --> 00:38:13.668 It's really whatever you like, right? 00:38:13.677 --> 00:38:15.757 Mm. Like, they're all, they're all good in their own way. 00:38:16.137 --> 00:38:19.297 Um, you could use Grok if you wanna focus on, like, social media. 00:38:19.297 --> 00:38:20.836 Mm. Grok is great for media. 00:38:20.856 --> 00:38:21.606 Um, audio. 00:38:21.637 --> 00:38:30.478 Now, audio's A. So this is, um, podcasts, voiceovers, uh, uh, voices like ElevenLabs, like we were talking about earlier. 00:38:30.746 --> 00:38:35.807 So if you wanna create a really high quality voice- Mm … ElevenLabs. 00:38:35.856 --> 00:38:37.867 The V is for video, so video content. 00:38:37.887 --> 00:38:41.106 YouTube, TikTok, um, video training. 00:38:41.677 --> 00:38:44.797 Um, so the tool for, for video could be HeyGen. 00:38:45.137 --> 00:38:46.086 There's other ones. 00:38:46.536 --> 00:38:48.606 Um, the I, this is the one I was missing. 00:38:48.637 --> 00:38:49.257 Imagery. 00:38:49.746 --> 00:38:56.266 Mm. Images, photos, graphics, uh, image manipulation, design, social media visuals. 00:38:56.646 --> 00:38:58.166 Um, some great tools for that. 00:38:58.208 --> 00:39:01.077 Uh, um, uh, what's it? 00:39:01.177 --> 00:39:02.588 Gemini does a good job. 00:39:02.606 --> 00:39:06.887 I've, I still think ChatGPT does a fantastic job with images. 00:39:06.896 --> 00:39:07.286 Yeah, it does. 00:39:07.487 --> 00:39:13.106 Um, uh, but if you wanna go next level, then, uh, Google Omni, you can literally- Really? 00:39:13.106 --> 00:39:14.086 … create movies now. 00:39:14.086 --> 00:39:17.487 That's- 200 bucks a month- … crazy… you can create a movie, bro. 00:39:17.516 --> 00:39:18.567 It's ridiculous. 00:39:18.646 --> 00:39:18.737 That's insane. 00:39:18.766 --> 00:39:22.617 Like, and you- That's insane … like, movie theaters would pay millions of dollars. 00:39:22.996 --> 00:39:25.697 You can do it in your house- Unbelievable for a couple hundred bucks. 00:39:26.197 --> 00:39:27.996 Um, and then the T is for tech. 00:39:28.347 --> 00:39:30.206 The tech is the connectors now. 00:39:30.536 --> 00:39:32.896 Um, connectors, are you familiar with, like, Make? 00:39:33.536 --> 00:39:34.737 Or, like, um- Mm … Zapier? 00:39:34.737 --> 00:39:36.427 Zapier, yeah Everybody knows that. 00:39:36.427 --> 00:39:36.436 Yeah. 00:39:36.436 --> 00:39:37.728 Yeah, so Zapier, Make. 00:39:38.126 --> 00:39:46.206 Um, d- it's called MC, uh, M- MCPs now, are model context protocols, so it's connecting tools together. 00:39:46.226 --> 00:39:58.177 Mm. So if you take the, the written, the audio, the video, and the imagery, and then you need a… Because they're all different tools, you need a tool that brings it all together- Mm … and makes it work together. 00:39:58.407 --> 00:40:00.456 So it's, it's kinda like think about- Yeah … the sales process. 00:40:00.456 --> 00:40:02.376 Like, I teach a six-step sales process. 00:40:02.376 --> 00:40:03.057 You know this. 00:40:03.086 --> 00:40:03.387 Right. 00:40:03.436 --> 00:40:10.717 So each step of the sales process, um, in a lot of ways, like, requires a different skill level. 00:40:10.876 --> 00:40:18.166 And so, and if you… You know, over time you can get really good at, at- At all of them if you- Sure … if you understand what

you're doing. 00:40:18.367 --> 00:40:20.538 But most people aren't good at all of them, right? 00:40:20.557 --> 00:40:23.177 Like- Gotcha … so you have, your first step is your research. 00:40:23.557 --> 00:40:25.867 Um, I mean, you shouldn't even be doing that yourself, to be honest with you. 00:40:25.867 --> 00:40:26.547 You should be using AI. 00:40:26.987 --> 00:40:34.456 Then your connection, uh, then your qualification, then your presentation, uh, then your, your closing, and then follow-up. 00:40:34.697 --> 00:40:41.007 Mm. Each step, um, you can have an AI that's a specialist in each step of your sales process. 00:40:41.027 --> 00:40:52.097 Mm. Just like what I'm explaining right now, having an AI that's, uh, an expert in written, an AI that's an expert in audio, video, and imagery, and then you use tools to put them all together. 00:40:52.416 --> 00:40:54.806 Mm. That's interesting you mention the specialty. 00:40:54.806 --> 00:40:57.077 I was look … I've been looking into a lot of those, uh, skills. 00:40:57.606 --> 00:40:58.036 Uh, what do you call them? 00:40:58.036 --> 00:41:00.867 The skills files that you can get for, for AI. 00:41:00.996 --> 00:41:05.097 Mm. And it's, it's, like, that preloaded template of I want- It's like prompts, right? 00:41:05.097 --> 00:41:05.246 Yeah. 00:41:05.246 --> 00:41:05.907 It's, it's just prompts. 00:41:05.947 --> 00:41:06.597 It's prompts. 00:41:06.597 --> 00:41:06.907 Yeah. 00:41:06.907 --> 00:41:07.086 Yeah. 00:41:07.086 --> 00:41:12.686 There's, um, there's some, some of them that have, uh, you know, almost like their own code in it. 00:41:12.686 --> 00:41:19.077 I'm still learning, but it, it's interesting because you can model that framework that you want it to think in. 00:41:19.077 --> 00:41:31.987 And I've, I've started to do that a little bit in certain, certain cases where I'll take, you know, for example, if I was working on social media, I'll … I can take a download of, of Alex Hormozi's book and say,"I wanna talk about-" That's right. 00:41:32.086 --> 00:41:43.137 Use his framework to counter my points or pretend that I'm in a room full of executives at Google, and I'm gonna present this topic, counter back with what they would say. 00:41:43.137 --> 00:41:46.157 Like, it's a really interesting- Yeah … you know, use for it. 00:41:46.376 --> 00:41:51.746 So John Lee, uh, as an example, another tool that he gave us access to is his own AI. 00:41:51.757 --> 00:41:52.407 Like, I have an AI. 00:41:53.016 --> 00:41:56.717 I'm … It's called AI Sales Coach, and it's a, it's an avatar. 00:41:56.726 --> 00:41:57.847 You can ask it questions. 00:41:57.856 --> 00:42:00.967 Like- I, I can actually, if you want, I can- Sure … play with it a little bit. 00:42:01.367 --> 00:42:05.947 And now he's got his version, so … 'cause he carries that little thing with him everywhere he goes. 00:42:06.097 --> 00:42:06.927 Yeah, I wanna check that out. 00:42:06.927 --> 00:42:13.288 All his presentations, everything feeds into there, meaning any question you ask that, it comes from him. 00:42:13.976 --> 00:42:14.447 That's cool. 00:42:14.447 --> 00:42:14.817 It's wild. 00:42:14.847 --> 00:42:15.987 All his trainings are in there. 00:42:16.036 --> 00:42:18.677 All his- We're gonna get that books are in there. 00:42:18.677 --> 00:42:19.148 Every- everything's in there. 00:42:19.577 --> 00:42:21.157 So you can give that to your customers. 00:42:21.217 --> 00:42:21.577 Yeah. 00:42:21.746 --> 00:42:33.266 So at, at 12 o'clock at night- Ask Ryan … they have a question for you, they don't need to say, "Oh my gosh, I gotta wait till the morning." They just go to your avatar- Wow … and say, "Hey, what would you do in this case?" So, um, I don't know, what questions do you have about sales? 00:42:34.007 --> 00:42:34.617 About sales? 00:42:34.646 --> 00:42:34.947 Yeah. 00:42:35.257 --> 00:42:37.146 What's the best follow-up process? 00:42:37.836 --> 00:42:50.942 So, um, someone's asking, uh, Ryan's asking, "What's the best follow-up process?" The best follow-up process is one that's consistent, multi-channel, and intentional. 00:42:50.942 --> 00:42:53.347 David Hill emphasizes that 80% of business comes from follow-up, and it often takes 7 to 17 attempts. 00:42:53.358 --> 00:42:53.387 Okay. 00:42:53.998 --> 00:42:56.697 The formula, plan your next action immediately. 00:42:56.806 --> 00:43:01.056 Combine email, SMS, phone calls, direct mail, even video messages. 00:43:01.427 --> 00:43:02.786 Always engage with purpose. 00:43:02.786 --> 00:43:04.197 Automate- So, so let me ask you this. 00:43:04.286 --> 00:43:04.896 Hold on a second. 00:43:04.947 --> 00:43:07.726 Um, uh, let's do a quick role play. 00:43:07.726 --> 00:43:09.556 So, uh, you're gonna call me. 00:43:10.108 --> 00:43:13.367 I'm a, uh, I'm a, I'm a owner that's trying to sell my house myself. 00:43:15.311 --> 00:43:18.371 And you're, you're David Hill Got it. 00:43:18.581 --> 00:43:19.561 I'll be David Hill. 00:43:19.702 --> 00:43:21.141 Let's set the scene. 00:43:21.141 --> 00:43:21.492 Ring, ring. 00:43:21.831 --> 00:43:22.541 Hi, David- Hello? 00:43:22.802 --> 00:43:23.612 No, we're gonna go back. 00:43:23.621 --> 00:43:24.952 Sorry, I'm, uh, bad prompt. 00:43:25.170 --> 00:43:32.402 We're gonna go back and forth, so you're gonna ask me a question, I'm gonna answer, and then we're gonna go back and forth, role play No problem. 00:43:32.402 --> 00:43:33.141 Let's rewind. 00:43:33.402 --> 00:43:34.661 All right, I'll kick off again. 00:43:34.661 --> 00:43:35.431 Ring, ring. 00:43:35.681 --> 00:43:35.722 Hello? 00:43:36.202 --> 00:43:37.311 Hi, this is David. 00:43:37.382 --> 00:43:39.911 I'm calling because I saw- Mm … you're selling your home on your own. 00:43:40.251 --> 00:43:40.601 Hold on. 00:43:40.802 --> 00:43:41.891 How's the- Let's, let's pause a minute. 00:43:41.931 --> 00:43:43.032 No, we're gonna do role play. 00:43:43.032 --> 00:43:45.461 So you ask a question, I give an answer.

00:43:45.552 --> 00:43:47.472 You… And we'll go back and forth. 00:43:49.021 --> 00:43:49.400 Absolutely. 00:43:50.242 --> 00:43:50.541 It's cool. 00:43:50.722 --> 00:43:53.402 I'll ask, you answer, and we'll keep the conversation rolling. 00:43:54.201 --> 00:43:56.072 Let's jump right in. 00:43:56.072 --> 00:43:56.411 Okay. 00:43:56.411 --> 00:43:57.221 What's the question? 00:43:58.701 --> 00:43:59.311 Here we go. 00:43:59.880 --> 00:44:03.331 So why did you decide to sell your home on your own instead of using an agent? 00:44:04.561 --> 00:44:06.541 Uh, yeah, I just, I wanna save the commission. 00:44:08.302 --> 00:44:08.952 Totally understand. 00:44:09.231 --> 00:44:13.130 Now, have you had many buyers reach out yet, or is it still early in the process? 00:44:13.371 --> 00:44:15.300 I… Listen, I just, I don't have time for this right now. 00:44:15.302 --> 00:44:15.940 I'm really busy. 00:44:17.161 --> 00:44:17.811 I hear you. 00:44:18.092 --> 00:44:19.041 Time is valuable. 00:44:19.501 --> 00:44:25.972 Tell you what, if I had a way to actually save you time with interested buyers, would you be open to a brief chat later when you're free? 00:44:26.221 --> 00:44:27.090 I don't know, maybe. 00:44:27.170 --> 00:44:28.400 Can you send me some information? 00:44:29.891 --> 00:44:30.512 Absolutely. 00:44:30.512 --> 00:44:31.851 I'll send some details your way. 00:44:31.990 --> 00:44:34.300 What's the best email- Why should I work with Dave Hill anyway? 00:44:34.302 --> 00:44:35.601 I got so many realtors calling me. 00:44:36.871 --> 00:44:38.081 That's a fair question. 00:44:38.260 --> 00:44:41.702 The key difference is I help you get top dollar while handling all the heavy lifting. 00:44:42.311 --> 00:44:45.070 But let me ask, what would a smooth sale mean for you? 00:44:45.590 --> 00:44:45.871 All right. 00:44:45.871 --> 00:44:46.211 Thank you. 00:44:46.530 --> 00:44:46.800 All right. 00:44:46.871 --> 00:44:48.452 Um, so- Cool. 00:44:48.601 --> 00:44:48.891 Yeah. 00:44:48.891 --> 00:44:52.251 So it, it knows- So that has your, your framework … all my scripts and my framework. 00:44:52.251 --> 00:44:57.610 And you see how when I asked that question, it went to a very direct- Mm … short answer. 00:44:57.981 --> 00:45:03.340 I… If I would've asked it more of a, a, a, a longer question- Yeah and it nicer, it would've, it would've matched. 00:45:03.371 --> 00:45:03.811 That's cool. 00:45:03.811 --> 00:45:05.481 And what is that a- Yeah … that's, that's an app? 00:45:05.550 --> 00:45:06.902 That… Yeah, that's just simply OpenAI. 00:45:07.670 --> 00:45:08.050 Yeah. 00:45:08.141 --> 00:45:09.440 That's the company that owns ChatGPT. 00:45:09.612 --> 00:45:10.130 That's cool. 00:45:10.170 --> 00:45:10.521 Yeah. 00:45:10.670 --> 00:45:19.021 And so you go, so you- But so, so you see the difference though, like you got… Like, I was going really fast, but I gotta tell it,"Hey, uh, give me five objections." Mm. We're gonna go back and forth. 00:45:19.411 --> 00:45:21.851 You're gonna ask, you're gonna wait for me to answer. 00:45:21.862 --> 00:45:26.862 Mm. Like, the, the clarity of the prompts is what's gonna get us the outputs that we need. 00:45:26.862 --> 00:45:31.920 So because my prompts were so general- Mm … and vague, that's why it took a while to get started. 00:45:32.260 --> 00:45:33.271 It's very, it's very true. 00:45:33.291 --> 00:45:34.010 That, that's cool. 00:45:34.010 --> 00:45:35.701 I could see a lot of use cases for that. 00:45:35.771 --> 00:45:36.121 Yeah. 00:45:36.221 --> 00:45:36.431 Yeah. 00:45:36.431 --> 00:45:38.380 And that was- Especially in the training process … the tip of the iceberg. 00:45:38.391 --> 00:45:38.731 Yeah. 00:45:39.260 --> 00:45:39.570 Yeah. 00:45:39.681 --> 00:45:44.331 The training process with, you know, going through that role play, I could s- huge. 00:45:44.351 --> 00:45:48.030 It's- Yeah, you just give it to your people now and say, "Hey, role…" Every day, 15 minutes. 00:45:48.050 --> 00:45:48.331 Yeah. 00:45:48.391 --> 00:45:53.871 Role play with your AI, and then the AI will send you a transcript of their role play- Mm … and feedback. 00:45:53.871 --> 00:45:59.891 Like, "Hey, here's some areas that the, the, the rep struggled that you can help them with and coach them on." Love that. 00:45:59.960 --> 00:46:12.512 I love you… I, even for meetings, get the meeting transcript- Yeah … and you can save it all, so you- That's right you know, and set a reminder, "Hey, I…" Whatever task I said in the meeting, if anything come up this week, and they'll be like, "Oh yeah, you said you were gonna do this on Friday." And I'm like- Yeah … "I said that?" I said that when? 00:46:12.521 --> 00:46:13.657 They're like, "In the meeting." Yeah. 00:46:13.657 --> 00:46:14.431 All right. 00:46:14.431 --> 00:46:14.452 Yeah. 00:46:14.581 --> 00:46:16.101 We'll get you a little, uh, plaid. 00:46:16.840 --> 00:46:18.882 recorder and it just records everything all day. 00:46:18.882 --> 00:46:26.360 And then at the end of the day, you're like, "Okay, give me a summary. What did I, what, what are my top three priorities from, for today, and what do I need to focus on tomorrow?" Love that. 00:46:26.452 --> 00:46:30.530 Have you… And see, I have no pe- you can use it for your, to overlay on your email inbox as well. 00:46:30.541 --> 00:46:30.840 Yeah. 00:46:30.981 --> 00:46:31.360 Yeah. 00:46:31.431 --> 00:46:32.840 I use Gemini right now for that. 00:46:32.851 --> 00:46:33.280 Nice. 00:46:33.391 --> 00:46:34.791 'Cause we use, we use, have Gmail. 00:46:35.090 --> 00:46:35.391 Yep. 00:46:35.461 --> 00:46:37.110 Um, which Gemini works good with Gmail. 00:46:37.481 --> 00:46:38.501 I've been looking to try that out. 00:46:38.501 --> 00:46:40.581 I tried a company called F- uh, Fixer. 00:46:40.831 --> 00:46:41.610 Yeah, I'm familiar. 00:46:41.610 --> 00:46:42.041 Yeah. 00:46:42.041 --> 00:46:42.570 Yeah, good company. 00:46:42.570 --> 00:46:42.784 I heard they're good. 00:46:42.784

--> 00:46:44.541 So very similar, similar. 00:46:44.610 --> 00:46:45.690 Comes back with prompts for you. 00:46:45.690 --> 00:46:45.740 Yep. 00:46:45.740 --> 00:46:50.550 But the auto email sorting- So- … is very helpful … so the next level now is, is probably Manus. 00:46:51.150 --> 00:46:52.130 Uh, are you familiar with Manus? 00:46:52.130 --> 00:46:52.400 No. 00:46:52.461 --> 00:46:54.681 Yeah, Manus is owned by, um, by Meta. 00:46:54.711 --> 00:46:55.621 Meta just bought it. 00:46:56.121 --> 00:46:58.911 And so Manus can connect everything for you. 00:46:58.942 --> 00:47:03.510 It connects, it connects, uh, Claude… Well, you don't need Claude anymore, so I shouldn't say it connects Claude. 00:47:03.840 --> 00:47:05.891 Claude can do it, but not at the same level as Manus. 00:47:06.380 --> 00:47:11.110 Manus will connect your email, your calendar- Mm … um, your Instagram, your Facebook. 00:47:11.570 --> 00:47:15.516 There's- hundreds and thousands of different connections you can make. 00:47:15.516 --> 00:47:15.755 Wow. 00:47:15.755 --> 00:47:17.425 And it can do tasks for you. 00:47:17.876 --> 00:47:26.514 So you can go take a shower and say, "Hey, while I want you to research this, uh, come up with the top five in- challenges in the mortgage industry right now. 00:47:26.985 --> 00:47:28.215 Um, the sources. 00:47:28.405 --> 00:47:29.614 Craft an email. 00:47:30.016 --> 00:47:35.235 Find, you know, uh, 100 executives in the area that these problems would resonate with. 00:47:35.266 --> 00:47:36.204 Craft an email. 00:47:36.675 --> 00:47:41.275 Before you send it, let me see it, and then we're gonna send it out." And it literally will just do all that for you. 00:47:41.275 --> 00:47:41.425 Wow. 00:47:41.425 --> 00:47:45.494 You'll come back, you'll have an email crafted with a list of people that it's gonna go to. 00:47:46.025 --> 00:47:48.034 Um- Wow … it's wild what you can do right now. 00:47:48.315 --> 00:47:48.954 That's crazy. 00:47:49.034 --> 00:47:49.364 Yeah. 00:47:49.695 --> 00:47:52.625 I, I pl- I made- played around with Claude Cowork for a while and I was- Yeah. 00:47:52.885 --> 00:48:15.074 That's good too … because I had a, I had a, a kind of a reset where I was o- onboarding some new people for the team and I said, "I need to get a central organization in Google Drive," and so I, I connected it to Cl- Cowork and I said,"Let's come up with the most effective but simplistic workspace to organize all of the following," and I watched it just move all my documents around- Yeah relabel folders. 00:48:15.085 --> 00:48:15.255 Yeah. 00:48:15.795 --> 00:48:15.855 Right. 00:48:16.284 --> 00:48:17.425 But love, love it. 00:48:17.425 --> 00:48:17.905 Kind of scary though. 00:48:17.905 --> 00:48:18.534 Kind of scary. 00:48:18.916 --> 00:48:23.295 So what you need to do is you need to get a, um, a, a, a, a hard drive that goes on the side. 00:48:23.295 --> 00:48:24.885 I don't know if you have- Mm … it's called a sandbox. 00:48:25.195 --> 00:48:26.144 No, but I should. 00:48:26.144 --> 00:48:28.485 And yeah, we should all, you should all have a sandbox. 00:48:28.605 --> 00:48:28.894 Why? 00:48:28.894 --> 00:48:30.545 Because think about what's happening. 00:48:30.724 --> 00:48:33.625 Mm. It's getting access to, to your computer. 00:48:33.715 --> 00:48:36.465 Mm. And it's able to log into sites for you and do things. 00:48:36.465 --> 00:48:42.914 So if somebody gets into your system now, it can log right into your bank account and transfer money into somebody else's bank account. 00:48:42.916 --> 00:48:49.844 So what you do is you set up a separate hard drive that, that runs on, and so it doesn't have access to all of your other stuff. 00:48:49.846 --> 00:48:51.034 Mm. Same thing like with crypto. 00:48:51.034 --> 00:48:53.925 If you, do you have, I don't know if you have crypto or not, but- Not anymore, but I did. 00:48:53.934 --> 00:48:53.954 Yeah. 00:48:53.954 --> 00:48:53.996 Yeah. 00:48:53.996 --> 00:49:00.746 If you have crypto, you keep your crypto separate from everything else otherwise, 'cause the hacks will hack in and- Sure … steal your crypto. 00:49:00.956 --> 00:49:02.954 So yeah, it's something that's really important. 00:49:03.284 --> 00:49:04.224 Super interesting. 00:49:04.304 --> 00:49:04.664 Yeah. 00:49:04.715 --> 00:49:05.594 I love this topic. 00:49:05.675 --> 00:49:06.244 I think this- Yeah. 00:49:06.355 --> 00:49:07.835 Sorry, going all nerd on you today. 00:49:07.835 --> 00:49:08.494 No, no. 00:49:08.494 --> 00:49:08.945 I love it. 00:49:08.945 --> 00:49:21.224 I, I've been, I've been doing a lot more research into trying to figure out from a simplistic standpoint, like what's one more AI tool I can add in the next month, and try to find what that best application is for it. 00:49:21.605 --> 00:49:28.264 You, uh, as an, as… I would guess you're an, somewhat anal- I would say you probably lead with a C, would be my guess. 00:49:28.565 --> 00:49:34.045 A- again, I- Pro- … I don't know you that well, but- Yeah, pro- … that would be my, at least- Probably … a C's either your first or second. 00:49:34.375 --> 00:49:35.545 Mm. There's always two. 00:49:35.835 --> 00:49:38.106 When you look at the dist., there's always the high and then the low. 00:49:38.106 --> 00:49:45.266 So like I'm a, I'm first, I'm a, I'm typically a, a C, and then I'm a D. And then I, I've got a lot of I, but I turn it on and off. 00:49:45.275 --> 00:50:03.014 Mm. But my naturally I'm a, I'm a, I'm a D and then a C or a C and a D. Um, we always, we always tend to have those two Bounce back and forth And then there's, we have what's called the, um, adaptive, meaning I show up somewhere, I know I have to show up somewhere, I adapt, I put on my best behavior. 00:50:03.014 --> 00:50:04.934 I'm, I'm the, I'm the adaptable. 00:50:04.954 --> 00:50:06.304 It reads the adaptable. 00:50:06.594 --> 00:50:09.974 Mm. And then there's the natural, meaning this is the real person. 00:50:10.253 -->

00:50:14.592 You're at home- Right … you're watching your, you know, whatever you're doing, that's the real person you get. 00:50:14.594 --> 00:50:15.543 Guards down, yeah. 00:50:15.713 --> 00:50:20.163 Yeah, and then there's the, uh, the o- third level is the, where you see, we see ourselves. 00:50:20.423 --> 00:50:22.202 Mm. Like, this is how I see myself. 00:50:22.434 --> 00:50:22.594 Interesting. 00:50:22.594 --> 00:50:27.333 And when somebody does an assessment and all three of them are the same, the accuracy of the assessment is amazing. 00:50:27.623 --> 00:50:28.202 Wow. 00:50:28.222 --> 00:50:30.653 Um, but I forget why I even went back to the DISC. 00:50:30.884 --> 00:50:32.682 What were we talking about that I brought that up again? 00:50:33.532 --> 00:50:38.092 We were talking about I was saying how I wanted to- I need the, I need the second brain going. 00:50:38.092 --> 00:50:40.262 It's like- I was s- I was… You could ask Plaid. 00:50:40.682 --> 00:50:40.842 Yeah, right? 00:50:41.282 --> 00:50:46.614 I was asking how, or explaining how I was looking into a new software and- Yes … I wanted to implement something. 00:50:46.753 --> 00:50:55.262 So, um, Manus, I th- I, I would give you- I'll check it out … a recommendation to play with if you, if you like Claude Code, Manus will just do a lot more for you. 00:50:55.262 --> 00:50:55.903 It's powerful. 00:50:55.963 --> 00:50:58.092 I- It has more tools … I'm excited to check it out. 00:50:58.213 --> 00:51:11.043 And I use Claude a lot for, I think Claude's very good at, uh, building spreadsheets- Sure … databases, manuals, where chats I think is more conversat- OpenAI is more conversational. 00:51:11.322 --> 00:51:11.543 Yeah. 00:51:11.543 --> 00:51:13.143 Um, and there's some interesting use cases there. 00:51:13.143 --> 00:51:16.913 I was looking, listening to, uh, Dan Martell- Oh, he's awesome talk about, he's- Yeah … awesome. 00:51:17.282 --> 00:51:17.503 Yeah. 00:51:17.532 --> 00:51:21.496 Um, and he has some really interesting ways he utilizes it, so I'm just trying out some new things. 00:51:21.496 --> 00:51:28.222 Yeah, he's, he's, he's a perfect example of somebody that was a CEO and he decided,"Okay, I'm gonna become a media company." Mm. Remember what I said earlier? 00:51:28.793 --> 00:51:29.983 He's a perfect example of that. 00:51:30.443 --> 00:51:33.293 I never realized he was that big into that space right now. 00:51:33.563 --> 00:51:34.322 Yeah, he's huge. 00:51:34.333 --> 00:51:35.472 He's, he's- Yeah … blown up. 00:51:35.822 --> 00:51:37.842 Um, so John Lee and him are very similar. 00:51:37.873 --> 00:51:43.632 I was trying to make a decision who I was gonna go with, and I ended up going with John Lee just'cause I know John Lee and- Sure. 00:51:43.742 --> 00:51:43.932 Yeah. 00:51:44.184 --> 00:51:45.233 Nothing can go wrong either way. 00:51:45.463 --> 00:51:46.733 No, I, I don't think so. 00:51:47.023 --> 00:51:52.333 Well, we're just about, I can't believe it, but just about an hour- Wow… together, so time- Wow … time flies. 00:51:52.543 --> 00:51:52.902 Thank you. 00:51:52.902 --> 00:51:53.202 Thank you, man. 00:51:53.202 --> 00:51:54.313 Yeah, you, it was fun. 00:51:54.663 --> 00:51:56.193 Thank you for, uh, for coming on. 00:51:56.663 --> 00:52:01.653 As, as we leave here, I always like to ask, um, our guests one question. 00:52:01.702 --> 00:52:17.382 I te- change it up a little bit, but- Yeah for you, I wanted to ask, what would be your, your top recommendation for someone who's looking to learn more about sales process, AI, something we talked about today that could help change their business or help them be mo- more effective salesperson? 00:52:17.824 --> 00:52:23.413 Could be- I think it's all about, uh, your environment and I, and I, I would say find a coach. 00:52:23.463 --> 00:52:23.952 Mm. You know? 00:52:23.952 --> 00:52:27.563 Some- Like, I think one of the biggest challenges, people don't want to invest in themselves. 00:52:27.733 --> 00:52:33.012 They wanna go to, like, free YouTube university or something and go invest some money in yourself. 00:52:33.322 --> 00:52:35.103 I don't ca- It do- it doesn't have to be with me. 00:52:35.182 --> 00:52:42.422 Do it with somebody because the best investment you can make is in yourself and when you go spend some money on yourself, you feel good about it. 00:52:42.422 --> 00:52:42.552 Sure. 00:52:42.552 --> 00:52:51.512 Like, go spend a couple thousand dollars on yourself, or $10,000 or, you know, you're like, "Holy cow, I, I, like, I remember the first time I, I became part of Grant's organization. 00:52:51.514 --> 00:52:53.152 I had, I had to give him $25,000. 00:52:53.574 --> 00:52:59.023 I'd never- Mm … done $25,000 on anything except for maybe, like, a piece of real estate or something. 00:52:59.083 --> 00:52:59.103 Mm-hmm. 00:52:59.112 --> 00:52:59.822 That's the thing, though. 00:52:59.842 --> 00:53:07.784 And, but now all of a sudden I'm like,"Okay, I'm the type of person that will spend 25,000 on myself to get better." It, it just, it opens up- Changes your mindset … yeah, it changes your mindset. 00:53:07.784 --> 00:53:09.733 So I think it doesn't have to be that. 00:53:09.824 --> 00:53:15.262 Mm. I mean, start off with what you can do, but get around the right people, invest in yourself. 00:53:15.864 --> 00:53:16.873 Don't try to do it alone. 00:53:17.213 --> 00:53:17.494 I love that. 00:53:17.494 --> 00:53:20.364 That, that was the topic on the last episode I was doing. 00:53:20.842 --> 00:53:29.213 Uh, it's something I've been looking into for myself is- Mm … you know, sure, you, uh, you could figure, anyone can, you could figure it out if you stick in the game long enough, but why rub two sticks together when you got gasoline? 00:53:29.222 --> 00:53:29.663 Yeah. 00:53:29.682 --> 00:53:29.923 You know? 00:53:29.923 --> 00:53:36.342 Just go say, "Hey, this person's doing what I wanna do. H- how do I, how do I get around them?" And the fresh perspective's everything. 00:53:36.673 --> 00:53:36.972 Yeah. 00:53:36.992 --> 00:53:41.902 Someone looking outside in, you learn a lot about what you think you know about your business and how you do things. 00:53:41.902 --> 00:53:42.865 Oh, y- you know. 00:53:42.865 --> 00:53:42.978 Yeah. 00:53:42.978 --> 00:53:44.952 Yeah, I, I, I mean 100%. 00:53:45.193 --> 00:53:45.523 Love it. 00:53:45.762 --> 00:53:46.432 Thanks again, Dave. 00:53:46.693 --> 00:53:50.753 For anyone who wants to learn more about you, I'll drop all your information in the show. 00:53:51.304 --> 00:53:51.414 All right. 00:53:51.414 --> 00:53:51.476 Thank you. 00:53:51.476 --> 00:53:51.507 Yeah. 00:53:51.507 --> 00:53:51.630 Check out his podcast. 00:53:51.630 --> 00:53:51.693 Thank you. 00:53:51.693 --> 00:53:51.722 Yeah. 00:53:51.722 --> 00:53:56.998 And if you're looking for some training, uh- The Persistent Entrepreneur Podcast … shoot him a message. 00:53:56.998 --> 00:53:58.384 So we're gonna have you on again live. 00:53:58.384 --> 00:53:59.643 I, I like the live vibe. 00:53:59.663 --> 00:54:00.884 I haven't- Love to … I haven't done a lot. 00:54:00.884 --> 00:54:02.072 I've done, like, two lives. 00:54:02.333 --> 00:54:02.663 It's fun. 00:54:02.702 --> 00:54:04.353 Uh, 456 episodes. 00:54:04.353 --> 00:54:04.373 Wow. 00:54:04.393 --> 00:54:06.423 I've done two lives, so I, I need to get more of these. 00:54:06.663 --> 00:54:07.052 You should. 00:54:07.052 --> 00:54:07.373 Thanks. 00:54:07.373 --> 00:54:08.012 Good time. 00:54:08.012 --> 00:54:08.472 Thanks again. 00:54:08.782 --> 00:54:09.143 Awesome. 00:54:09.322 --> 00:54:09.762 That was great.