WEBVTT
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All right, good to see you guys.
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Welcome to the AI Profit Leaders Podcast.
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I am Chris Weiser, your host, here with an awesome new guest.
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It's pleased to meet you, Sir Ryan Kohler, founder CEO of Customer Mind.
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Good to see you, man.
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First time meeting you.
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Yeah.
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Utah resident, you told me, right?
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Utah resident, yeah.
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Southern Utah.
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Why don't you tell us a little bit about yourself and then we're gonna get right.
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It's gonna be awesome AI stuff today.
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So I'm pumped about this.
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Yeah, super interesting story.
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Like a recovering accountant, studied accounting in college.
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You poor thing.
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Got an MBA, like got this lucky hit of like getting an accounting job at an early learning management company.
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And we're like early, like shipping VHS, just barely getting into like we had to send you DVDs to just like stream the video.
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And saw that and went, I should get into SEO.
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Left, gone to SEO.
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Somebody asked.
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When was this?
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This would have been 2001.
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Okay.
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So this was easy days of Google.
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Yeah, yeah.
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So I started I started my own company in 2000.
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So at the right same day, yeah.
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There's it's it's a great correlation to AI because like that same time period, like the the world was new.
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You were getting laughed at.
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Yeah.
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Right?
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Oh, yeah.
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Nobody knew what we were doing, like a massive market of business owners who had no clue how the internet worked, no clue how marketing worked.
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And so, you know, very similar to AI, where huge demand, they knew it was important, but very uneducated buyer base.
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Yeah.
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And so, yeah, jumped into it.
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Somebody asked us to build some irene software, and I bootstrapped from gosh, I put 40 grand in, bootstrapped to 10,000 clients, 280 employees, 80% mom.
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So the majority of the company was all all the sales reps came out of customer support, trained them.
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And so just happened to sell and step down a month before Chat GPT came out and had two-year non-compute, non-solicit, nothing to do with my hands.
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Sat around and went to play.
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Oh my gosh.
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Just like, what would I do?
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So when was that?
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When was that?
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That would have been uh gosh, the month before it came out, October, what, 2022?
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Yeah.
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Yeah.
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Sounds about right, yeah.
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Yeah, yeah, 2023, I think.
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Yeah.
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And so right before it came out, I'd seen like Jarvis or Jasper, whatever they were calling it, and just didn't get it.
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I think it was, I think it was Jasper.
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Yeah.
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Yeah.
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Yeah, they they started with Jarvis and got threatened.
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Got yelled at it.
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Switched it to Jasper.
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I'd seen it and I was like, I don't, I don't quite get this.
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Yeah.
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And then yeah, picked up my son from middle school one day and he's like, Hey dad, have you seen Chat GPT?
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We were talking about in school.
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Wow.
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And like literally 8,000 hours later, of if I was filling the blank, you know, an HR person, a teacher, a professor, a salesperson, how would I use this tool?
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And more importantly, like, how would I get it to work better?
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Because that was the the big, the big unlock was like, hey, why are you waiting for this tool to get better?
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I bet I could make it better.
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I bet I could change the way I'm, you know, better prompting and better context and all that kind of stuff.
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That I think is where most of corporate America is getting lost right now, thinking it will get better instead of I could get better.
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Yeah, and we were kind of talking green room time, just how so many companies are really missing the mark with strategy and planning.
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And, you know, you you mentioned a thing to me about, you know, imagine letting your sales reps run that show, etc.
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Can you can we talk through that?
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Yeah, well, I mean, it's it's honestly kind of like the wild west.
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Think about like this is the first time we've had a technology come out that literally like flatten the organization from an understanding standpoint.
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The receptionist might actually know more about ChatGPT than the CEO.
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The the blind is kind of blind leading the blind.
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That's really well said, too, because you're you're right.
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And you know, it's interesting because there's and uh we we didn't know much about each other coming into today, but I told you earlier that I come from the IT services world, and we're watching MSP clients that we have deal with their their clients that are law like big law firms, like saying, Nope, we're getting rid of it, we're removing it, and because they're threatened, right?
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And so, you know, we were talking a little bit about that ahead of time too, and it's very interesting because they're threatened, but the staff is all trying to use it maybe partially because they're worried about being replaced, but I think it's more they're like excited and anticipating like what might I want to do better, right?
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Yeah, it is the most this has gotta be the most confusing time on earth to be an employee.
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I mean, to be anybody, but especially as an employee, if you think about it, if one of your employees woke up tomorrow and unlocked the an Iron Man suit, like they figured out a real Iron Man suit, like literally, they have almost no incentive to tell you.
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Just think about that one right there.
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Hey, if I show up and I say, hey boss, like so.
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I reworked the process you probably built, you might freak out on them.
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Be like, what?
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Why don't you just do what you're supposed to do?
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And secondly, you'll just give them more work, not more pay.
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So there's this really weird thing of like they went and they used their own ChatGPT accounts because you didn't provide them to them, probably leaking all kinds of stuff.
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Yep, they figured out they needed to upgrade, so they're paying it out of their pocket.
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So at this point, if an employee has figured out how to become twice as effective, they kind of feel like that was their learning, yeah, their asset.
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Yep.
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But if they say it out loud, they might get in trouble for putting the wrong stuff in, they might get pushback for it, they might just be given more work.
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You might take their stuff, share it with the rest of the team, lay people lay half the people off.
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Yeah, like there's just no.
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Yeah, their mindset's all, man, it's a really good point because there once people start to get into it.
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I mean, you're still gonna have your run-of-the-mill normal worker bees, I guess, right?
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But then you get some people that start to get that excitement and they start to understand, I've watched this happen.
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And and then they're dealing with, oh, I just created this, but I did it underneath your watch, so now I don't own this anymore, and it's your intellectual property, and now I'm kind of screwed.
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So, like you said, there's zero incentive for them to go talk to you about it, right?
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Or or the flip side, if they quit, if they quit because you let them use their ChatGPT account, like you don't have any access to their work product.
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But yeah, and the day, and there's these really cool things.
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If they uncrack, so we're doing a lot of training right now on vibe coding, but not like to build a SaaS company, like to do a data analysis platform or to build a little dashboard or a calculator.
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Somebody uncracks that one, it is the most like awe-inspiring thing to them is like, holy shit, I can build stuff.
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Yeah, that's funny because I've I'm that guy.
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Yeah, like I've never been a coder.
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And I had a very similar conversation.
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I have a dev team, I have a whole dev team, and I got a guy that runs my dev team, and I sat down with him, and I've been up his backside for nine months now, saying you need to like, and he's not super coder guy, like he's more the project manager and the leader of the whole team, and I've been really on him to say, like, let's really AI first, because I'm an AI first guy.
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Our whole company's that way.
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We have a policy, we have a company issued Gemini Pro, blah, blah, blah, blah, blah.
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So I went to him and I said, Hey, here's where we sit nine months ago.
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And I've now cracked the vibe coding code myself.
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So I've figured out stuff, I'm making things, and I'm making things in minutes, and I'm teaching my team how to do that and all this other stuff.
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And it's kind of you don't want to be the CEO doing that, but still, somebody like you want to be the leader.
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Yeah, but here's the thing if the CEO isn't doing that, let's let's say that the CEO has no clue what vibe coding is, they have no clue how to use, say, like not just ChatGPT, but especially as we get into agentic stuff.
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Yeah, I'm a claude guy at this point.
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How do they set the vision for their team?
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I mean, this is this is like saying that, like uh, you know, somebody leading you into war has never actually been there.
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So there is like as CEOs, as CEOs, we feel like, hey, we gotta hire a really smart team and get out of the way and they'll figure it all out, and that's our job, and we don't want to micromanage them.
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But not when Iron Man suits enter the marketplace.
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That's a good point.
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Not when this really valid point, wildly disruptive technology that's going to not just make your team look, if you want, if you want your team to be 20 or 30% better, sure, let them figure that stuff out.
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But if you want your team to have 10x capabilities, exponentially, that is rethinking your business model and your process.
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And there's very little chance that a team is going to lead and go headstrong into that.
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Yeah, they're gonna do that.
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Their risk profile is so different than yours as a leader.
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Yeah.
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And so if you're not out there going, hey, I'm gonna jump over here and show you.
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Thank you, Ryan.
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Every organization that I know that is killing it with agentic AI has leaders who are willing to show their screen and show what they do with it first.
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Be so that their team goes, Oh, okay, this is what experimentation looks like.
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That's hilarious because that's literally what I've been doing.
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You see Maria out here.
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Yeah, we literally she was confused about a bunch of stuff, and I literally shared my screen and showed her what I built this week, and she was like, You can do that.
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So yeah, just think about this one thing.
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How many people have not seen somebody else use AI?
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Meaning they're trapped in their chat.
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Their version of it is Chat GPT, right?
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That's what they think.
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It's a prompt.
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Yeah, and and their chat GPT is responding completely different than mine and yours is, let alone having never seen somebody use lovable replic, manus, something like that.
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Yeah, yeah.
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So if you want the one unlock as a leader, like walk into your next meeting and say, hey everybody, we're gonna stop right here real quick.
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We're gonna go around the room.
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What's the coolest or craziest shit you did with AI this week?
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We're gonna pick one, show your screen and go first.
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Be like, look, I did this, here's how it works, here's where it drifted, here's how I fixed it or how I iterated.
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And you will see that one switch that brings it out in the open.
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Yeah.
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Where everybody's sharing what they're doing with it.
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Instantly you'll have a 5x on context of what's possible.
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Because that's what, for most people, that's the very first unlock is I don't know what I don't know.
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I don't know what it could do.
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They've never seen what it could do.
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So you're like, it's a search engine.
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Yeah, awesome.
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Yours is a search engine because that's how you use it.
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Mine creates entire web platforms because that's how I use it.
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Same tech.
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Yep.
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Just a difference in context and then iteration on it.
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Yeah.
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Yeah.
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Really, really good point on that whole thing.
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So I, you know, I think the lesson from that little mini discussion there is as a leader, it's really good to get in the trenches on some of that stuff because you want to be, you know, I really I really like your reference of the Iron Man suit.
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Yeah.
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Because I think we can all relate to that.
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That's our second Iron Man reference in today, in today's talk.
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Well, it's just it's the easiest thing to think about when you go, but wait a second, like we've been given access to this, you could call it a magic wand, for like 20 bucks a month.
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Yeah, it's crazy how reasonable it is.
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Everybody has the same access.
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So what will divide those who are killing it from everybody else will be their capability with it, not the tech.
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So all this like Claude versus OpenAI versus grok, whatever.
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Everybody I know that's crushing it, just leaving everybody behind, they focused on their side.
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How good are they with it?
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How do they think about it?
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What is their approach?
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Kind of the platform is the platform, whatever that whatever you choose, you go with it.
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Yeah, all of us had access to Google and websites, but some of us are rich.
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Yeah.
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Right?
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Some of us took SEO to a different level, and it had nothing to do with the tool.
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It had we all had HubSpot.
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We were all using the free tools.
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Yeah.
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Had to do with the way that we iterated and expanded our capabilities.
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And AI is that on another level.
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Yeah, and you can not only have it on another, you can do it from anywhere, you can be anyone.
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Yeah, that's that's that's crazy cool.
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So man, that's just that's got my brain going because I actually, you know, as a leader, I kind of felt bad.
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I don't say felt felt bad is maybe not the right word, but I was in this almost conflict internally.
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Like, I I and you kind of heard me say it, like, I don't know if a CEO should be doing that, but you're really right because I am definitely like that's what is that's the core of what we how did we get here?
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Like, and you bootstrapped a bigger company than me, but it's the same basic concepts and the same basic stuff.
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I boots I and and props for bootstrapping everything because I've done all that stuff too.
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And you know, I've never taken outside money ever.
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AI was is no different today than it was when I was building that.
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I had the same thing you were saying all the time where I would get like, hey, why are your hands so dirty?
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Why are your hands so dirty in product?
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Why are you so dirty in marketing?
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Why are you doing these things?
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And you're like, look, the difference between Goliath and a big company where they are far removed from the customer and a bootstrap disruptor who's coming in to disrupt is almost always that their leadership team is hands dirty with the customer because that's how they sense what's happening.
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They're not just throwing cash at it because they don't have the cash.
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Yeah, so they're they're hands deep in it, and it is a constant battle of like, should I be this dirty?
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Should should I be this engaged with what's going on?
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And all the great business books are making you feel guilty about it.
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But if you're if the world was was changing at five percent per year, you could deal with that.
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But when the world is entering a massive black swan chaotic, five percent a day more than that, more than that at even seems like you just can't expect that your team is gonna follow a leader who uh they know when they get up on stage and start talking about AI, they're like, this guy doesn't know what the hell he's talking about.
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Yeah, like nobody follows somebody they don't respect.
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So what you know we look at as far as you'll hear a lot of leaders go, look, our team's got to learn AI because you know, AI is not gonna replace you.
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Somebody who's better with AI is gonna replace you.
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Number one, AI is a hundred percent going to be aimed at replacing workers.
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But number two, like what is actually going to happen with your best employees is they're gonna figure something out, they're gonna quit their job and go get a new job, making three times more money.
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Or they just start their own shit.
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Yeah, like that's that's probably good.
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Huge like talent leak is gonna happen out of organizations if the leader isn't inspiring, if they're not leading the charge, if they're not there in the trenches with them.
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So it may be contrary to what everybody else is saying, but every company I know crushing it with AI right now, yeah, has very involved leadership.
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Yeah, yeah.
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And like I said, I kind of like now I don't I don't feel bad because I I wasn't apologizing to my team on it, but it's just like internally of this conflict.
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I read the same books you read.
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Yeah, I've heard the same stuff.
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Like, how do I get myself in?
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Unlike you, I didn't go to college, so I have no MBA.
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So I'm falling back on all the stuff I have to learn.
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And a lot of it is growth by accident and learning by accident and execution by accident, and it's just that movement, right?
00:14:05.919 --> 00:14:11.440
You do some stuff, so yeah, I all the things you're talking about are very similar to what we do day to day.
00:14:11.519 --> 00:14:15.600
And and here in in my brands, we are a completely remote company.
00:14:15.759 --> 00:14:19.120
I'm like you're sitting in my Austin office, I'm the only one here in Austin.
00:14:19.360 --> 00:14:23.919
They come in periodically, but it's really interesting how that all works together.
00:14:24.080 --> 00:14:26.399
So, okay, I want to I want to pivot a little bit here.
00:14:26.480 --> 00:14:27.679
Jeff, how are we doing on time?
00:14:27.759 --> 00:14:29.120
We're good, we're good.
00:14:29.519 --> 00:14:30.799
So I want to pivot a little bit.
00:14:30.879 --> 00:14:35.840
I want to talk a little, you know, we can talk about AI all we want all day, and we get pretty much unlimited time here.
00:14:36.080 --> 00:14:37.679
But tell me about customer mind.
00:14:37.840 --> 00:14:43.840
I want to talk a little bit about where that goes and you know what is your vision for that.
00:14:44.000 --> 00:14:47.759
And you know, bootstrapped up, did really, really well previously.
00:14:47.919 --> 00:14:48.799
Where do we sit now?
00:14:49.039 --> 00:14:51.120
Yeah, you know, so there's this big challenge.
00:14:51.200 --> 00:14:57.679
We're we're super hyper-focused on tools, and then we're hyper-focused on prompting, and all that is like table stakes at this point.
00:14:57.840 --> 00:15:03.759
And the challenge you have is what context are you giving these tools access to?
00:15:04.000 --> 00:15:14.559
Meaning, like, yeah, yeah, you go in and put in a great prompt, and you go, hey, look, we want to write an email to a BDB founder to talk about AI or whatever the case may be, but that's a very generic focus.
00:15:14.799 --> 00:15:21.120
And so for us, we look at and go, if we want to really enhance the capability capabilities of our tools.
00:15:21.200 --> 00:15:32.159
And most importantly, if we want to be able to speak right to a customer, right, like right in their head, like right in their heart, if we want our content to sound like we can read their mind, right?
00:15:32.240 --> 00:15:35.440
Then we're gonna have to give our AI much more context than that.
00:15:35.919 --> 00:15:36.720
It's got to understand, right?
00:15:36.799 --> 00:15:48.000
Yeah, and that means like getting outside of the tools and building a data model that has access to our information, not just data, not just like, oh, in the CRM, you have data, you have all the numbers.
00:15:48.080 --> 00:15:50.559
But I'm talking about it's gotta use somebody else's context, right?
00:15:50.799 --> 00:15:53.919
I'm talking about the context of what your customers are saying on the phone every day.
00:15:54.000 --> 00:16:03.919
If you think about the greatest, the most highly distributed tool right now, in especially sales, but in the world, is we're recording every single call, right?
00:16:04.080 --> 00:16:08.320
Almost every organization has 20 transcription tools in there.
00:16:08.559 --> 00:16:11.440
And if you ask this one question to the average person, you go, hey, cool.
00:16:11.519 --> 00:16:12.960
So what do you do with those transcripts?
00:16:13.440 --> 00:16:14.559
They're like they don't do anything with them.
00:16:14.639 --> 00:16:14.960
They don't do anything.
00:16:15.120 --> 00:16:15.919
They sit in a repository.
00:16:16.080 --> 00:16:17.679
Yeah, they sit in a repository somewhere.
00:16:17.759 --> 00:16:24.000
Now the organizations, the next step up, are taking those and and grading the sales rep, which is great, giving them feedback.
00:16:24.159 --> 00:16:24.960
Cool, super great.
00:16:25.120 --> 00:16:31.440
Think about there's a prospect and a sales rep on the phone and two transcribers, and neither of them get any value from that.
00:16:31.600 --> 00:16:33.840
We're not we're not using it to write marketing.
00:16:34.000 --> 00:16:35.759
Marketing doesn't even have access to it.
00:16:35.919 --> 00:16:40.879
The product team, you know, they try to interview customers to figure out what's in their mind.
00:16:40.960 --> 00:16:43.519
And yet, here's this stack of transcripts.
00:16:43.679 --> 00:16:45.200
The the leadership team doesn't have to be.
00:16:46.159 --> 00:16:47.200
And you kind of don't think about it that way.
00:16:47.519 --> 00:16:48.879
Oh, ridiculous amount of information.
00:16:49.200 --> 00:16:58.879
I think a lot of people are just assuming, oh, I got my my cloud recorder or my my AI bot in there, my read.ai or whatever you're using is sitting in there.
00:16:59.360 --> 00:17:00.799
But nobody does anything with the data.
00:17:01.120 --> 00:17:06.240
Nobody does anything with the information, nobody goes and analyzes, especially the customer side of that conversation.
00:17:06.559 --> 00:17:13.759
You have in there the exact words and phrases that your customers use to describe their challenges, their problems, etc.
00:17:14.079 --> 00:17:15.759
So, problem number one is we're not looking at it.
00:17:15.920 --> 00:17:20.400
Problem number two is if we look at this one call, we have no context compare it to.
00:17:20.480 --> 00:17:28.000
So it's like, it's like you have this super smart assistant taking notes, but you never told them about your organization, your products, whatever.
00:17:28.079 --> 00:17:32.960
You just say, hey, read this 30-minute blob and guess what the what we're talking about.
00:17:33.119 --> 00:17:33.200
Yeah.
00:17:33.359 --> 00:17:52.400
And so that expanding from there and going, wait a second, if we give AI this transcript, but if we also give it context, who we are, what we do, the personas of our clients, like how they think, our NPS scores, our just the more information we can give it to point it to, the more that when it jumps on that call or gets done with it, it's like, ooh, Joe was in this call.
00:17:52.559 --> 00:17:53.279
I know Joe.
00:17:53.440 --> 00:17:54.799
He is this type of persona.
00:17:54.880 --> 00:17:59.680
I know what you guys were talking about because I consumed everything about your product and stuff.
00:17:59.839 --> 00:18:06.880
And so this, like, the companies that are saying, okay, now we've all got AI, just like we all have powerful employees.
00:18:07.119 --> 00:18:15.680
But it's like we we bring in these employees, these AI agents, and we go, hey, just listen for a while and maybe you'll figure out what we're talking about.
00:18:15.759 --> 00:18:17.839
Instead of going, imagine if you did that with an employee.
00:18:18.240 --> 00:18:23.200
Imagine if every employee you brought in, you're like, Yeah, we don't have a training program, we don't have an orientation program.
00:18:23.440 --> 00:18:28.640
Like, just listen, and maybe in six months your your brain will figure this out.
00:18:28.799 --> 00:18:33.200
Okay, that's you really I mean, that's mostly what sales teams do now, right?
00:18:33.680 --> 00:18:40.880
So, so what pro like so tell me how I'm just and honestly, this is two two ball dudes sitting here shooting shit.
00:18:41.119 --> 00:18:42.079
It's kind of fun.
00:18:42.799 --> 00:18:45.039
How do I apply that to my sales team?
00:18:45.200 --> 00:18:48.720
And you know, raw company that you know, we record all our calls.
00:18:48.799 --> 00:18:52.799
Obviously, we're we're doing most of our stuff on either Zoom or Teams, mostly Teams now.
00:18:53.039 --> 00:18:59.839
Not a huge fan of Teams, but it is and then we do have read.ai, you heard me mention that earlier.
00:19:00.160 --> 00:19:03.680
And so how do I go into like where does customer mind solve my problem?
00:19:03.759 --> 00:19:06.559
And I'm you know 20 some million a year.
00:19:06.799 --> 00:19:07.920
What does that look like for me?
00:19:08.160 --> 00:19:12.400
Yeah, so we start with like, hey, let's build the foundation of what it is that is context, right?
00:19:12.480 --> 00:19:22.799
Like, let's get the backstory of your company, let's get like the the personas that we target, and not like not weak marketing personas like 30 to six-year-old, whatever, like psychographic personas.
00:19:23.039 --> 00:19:30.799
Like if you know, if Maslow and Alan Watts got together and we're building the persona of what's inside of you when you're making decisions.
00:19:30.880 --> 00:19:33.519
Let's build these personas, let's connect them to the products.
00:19:33.680 --> 00:19:39.119
Like now we can take and consume all of anything we can get access to.
00:19:39.279 --> 00:19:51.039
Let's take and let's consume all these sales calls and let's tag them into personas and let's let AI massage them and build a giant repository of information that we can now have context to.
00:19:51.359 --> 00:19:54.400
In the same does it is it learning on the fly to kind of do it.
00:19:54.480 --> 00:19:57.039
So you start with like, can you build the foundation of all this knowledge?
00:19:57.200 --> 00:19:57.440
Cool.
00:19:57.599 --> 00:20:03.039
Now you have something that when a call comes in, the sales rep, like the very first easiest thing.
00:20:03.200 --> 00:20:05.920
Sales rep has a call scheduled on their calendar tomorrow.
00:20:06.079 --> 00:20:12.799
It goes and looks at it, grabs the information about the call, compares it against the knowledge base, and goes, Let me prep you for this call.
00:20:12.880 --> 00:20:14.640
Here's a dossier of everything going on.
00:20:14.799 --> 00:20:19.039
Here's a unique needs audit flow based off your playbook, but about this one call.
00:20:19.279 --> 00:20:19.599
Awesome.
00:20:19.680 --> 00:20:23.279
You show up on the call and you're actually prepared, which most sales reps are not.
00:20:23.440 --> 00:20:24.160
Are not at all, yeah.
00:20:24.319 --> 00:20:25.759
They're just winging it on every call.
00:20:25.920 --> 00:20:28.240
Yeah, I we kind of it's really cool.
00:20:28.319 --> 00:20:30.160
I want to talk a little more about customer mind.
00:20:30.319 --> 00:20:38.640
I'm kind of do something similar now, but it's so cobbled together because there's all these different pieces that I have to pull together.
00:20:38.799 --> 00:20:39.119
Yeah.
00:20:39.279 --> 00:20:42.079
And you and it it's definitely not cohesive.
00:20:42.160 --> 00:20:48.160
So I see that I 100% appreciate the problem you're solving, especially for so who's your ideal client in that?
00:20:48.240 --> 00:20:48.960
Is it the SS?
00:20:49.200 --> 00:20:50.960
I'm you know, sales team of three.
00:20:51.200 --> 00:20:51.839
Yeah, yeah.
00:20:51.920 --> 00:20:57.680
It starts anywhere from a solopreneur that's doing all the sales and going, man, I need an assistant or I need some way to show up.
00:20:57.759 --> 00:21:00.319
But especially, you know, the bigger the team, the more leverage you get.
00:21:00.559 --> 00:21:01.279
I would say right.
00:21:01.440 --> 00:21:10.720
So when you jump into that team of like three to ten sales reps, and you're going, okay, we're not, we're not huge, we're not, excuse me, we're not running crazy stuff.
00:21:10.880 --> 00:21:14.480
We want to figure out how we compete with these people with superior tools.
00:21:15.279 --> 00:21:15.359
Yeah.
00:21:15.680 --> 00:21:15.759
Yeah.
00:21:16.079 --> 00:21:26.000
And right now you're probably going, hey, we have GBTs, our sales reps use, and there we've injected a bunch of files and stuff, but those might get out of date, and there's no learning model and it's not connected.
00:21:26.160 --> 00:21:30.640
And you go, let's build this in a way that it's automated, that the mind is there.
00:21:30.799 --> 00:21:32.240
That system is all the agents done.
00:21:32.319 --> 00:21:33.279
You didn't have to think about it.
00:21:33.359 --> 00:21:40.640
Because I will tell you, as that AI first guy we talked about earlier, looking at my sales team saying, I really want to use AI for all this stuff.
00:21:40.720 --> 00:21:41.759
I want to put it all together.
00:21:41.920 --> 00:21:46.960
I've literally cobbled together six, seven systems.
00:21:47.119 --> 00:21:47.599
Yeah.
00:21:48.000 --> 00:21:53.920
Now, and it's not bad, but it's I gotta chase a lot.
00:21:54.160 --> 00:21:59.759
You gotta chase a lot, and then like your system has its memory and information in it, but then you give it to one of your guys.
00:22:00.559 --> 00:22:00.720
Yeah.
00:22:00.880 --> 00:22:02.400
And their systems back to zero.
00:22:02.559 --> 00:22:02.799
Yeah.
00:22:02.960 --> 00:22:12.240
Or heaven forbid you decide, hey, we're gonna we're gonna switch from cowork to manus, or we're gonna roll out open claw over here, and we're gonna roll this system over here.
00:22:12.400 --> 00:22:16.400
Well, now our knowledge is spread all over hell, right?
00:22:16.480 --> 00:22:20.079
It's like we we turned into like Google Google Doc factories.
00:22:20.160 --> 00:22:22.240
We're just building all these Google Docs everywhere.
00:22:22.480 --> 00:22:29.279
I I will say that's become that's noticeably been a problem, like that data sprawl thing, right?
00:22:29.519 --> 00:22:32.559
That's definitely increased more with all this.
00:22:32.640 --> 00:22:42.319
Cause like I've often said to me, like, I've been uh similar to you, you know, founders, owners, I've been this like awesome idea guy for years, right?
00:22:42.480 --> 00:22:54.319
And then execution and final is like way over here, and this is really helping us shrink that gap, but then there's all this shit that happens, kind of like all over here, and it's like you're like, Oh, I built all this stuff, and it's like, what happened to that?
00:22:54.400 --> 00:22:55.200
Oh, it's way over there.
00:22:55.279 --> 00:23:10.240
Like, so there's like no organization on it, and it's hard because as fast as our brains go now, and uh let me ask you this do you do you feel that you're does the AI stuff kind of make you feel like you're constantly not working?
00:23:10.400 --> 00:23:12.480
Like, I feel like I'm behind all the time.
00:23:12.720 --> 00:23:14.960
That one, so that's what's super interesting, especially.
00:23:15.519 --> 00:23:21.599
If you're deep into it, is that we we were told AI is going to make us so much faster.
00:23:21.759 --> 00:23:24.400
I guess that will free up some time, right?
00:23:24.480 --> 00:23:25.680
We'll have more time on our hands.
00:23:25.839 --> 00:23:28.400
We should be working like 10 hours a week right now, right?
00:23:28.559 --> 00:23:33.279
What's missing though is A, like instead of going, what if we become more efficient?
00:23:33.359 --> 00:23:37.839
You're like, wait a second, what if we just got massive leverage and we can do 10 times as much?
00:23:38.160 --> 00:23:38.480
As much.
00:23:38.559 --> 00:23:39.200
That's the deal, right?
00:23:39.279 --> 00:23:39.440
Right.
00:23:39.519 --> 00:23:39.680
Yeah.
00:23:39.839 --> 00:23:40.559
So that's number one.
00:23:40.720 --> 00:23:47.119
Number two, there is this nagging feeling that the world's changing so fast we're gonna fall behind.
00:23:47.359 --> 00:23:48.400
That's exactly what it is for me.
00:23:48.480 --> 00:23:56.400
Like yeah, like you wake up in the middle of the night and then you add your third part, the the dopamine hit of being able to go from idea to tool.
00:23:56.799 --> 00:23:57.200
In minutes.
00:23:57.279 --> 00:23:57.440
Yeah.
00:23:57.599 --> 00:23:57.920
In minutes.
00:23:58.160 --> 00:24:02.240
But 3 a.m., you're like, well, somebody would tell me to get up and write this down.
00:24:02.400 --> 00:24:04.079
Instead, I'm gonna hit manus, load it up.
00:24:04.400 --> 00:24:05.359
We might actually be related.
00:24:05.440 --> 00:24:07.359
It's kind of dealer, both ball guys.
00:24:07.680 --> 00:24:19.119
But this is the feeling you get inside of it, is and so part of it is also like, hey, we need to make sure we're finding some balance of like, hey, go outside, go for a walk, like like reset your nervous system because you can't run this time.
00:24:19.599 --> 00:24:20.319
I have to go golfing.
00:24:20.480 --> 00:24:39.279
Yeah, and it's funny because when I I really prided myself like two years ago on being like the guy that was working 10 hours a week kind of thing, and I had great teams and great systems, and as it's come like the last six months, I I just yeah, I feel like I'm constantly behind.
00:24:39.440 --> 00:24:41.680
I also kind of feel I want to ask you this question.
00:24:42.640 --> 00:24:53.519
I I'm I don't say worried is the wrong word, but I'm I got this feeling intern, I think it's probably more internal, that we only got a certain amount of window to really crush.
00:24:54.160 --> 00:24:59.519
Yeah, no, I don't think it's it is an internal feeling, but it's the same feeling so you have that too?
00:24:59.759 --> 00:25:15.920
Yeah, okay, yeah, because we have this like this moment in time and you have all this noise coming of these jobs will be displaced and be replaced, and you we're clearly heading into we're so the US economy, especially, but you know, the world economy is built on labor arbitrage, right?
00:25:16.079 --> 00:25:26.240
Hey, we we have all these people and they work for us for 10 bucks an hour, and then we turn around and combine up whatever they do, and we sell it for 50 bucks an hour, and we make the money and the difference, and blah, blah, blah, blah, blah, right?
00:25:26.400 --> 00:25:38.400
Very much a labor arbitrage, and then we brought systems and tools into this, but this is the first time where we're suddenly going, wait a second, these are human augmentation tools or potentially even replacement tools.
00:25:38.480 --> 00:25:51.119
And you know, my team is in Discord right now, and we have a virtual product manager who's an open claw bot, and a prompt engineer that's an open claw bot, and they're interacting back and forth as a team together, but that clearly is not the same.
00:25:51.200 --> 00:25:54.240
And anybody who's comparing AI to the internet, it's not.
00:25:54.559 --> 00:26:00.319
No, it's it's yeah, it's and so you feel like this like in three years of movement is similar, yeah.
00:26:00.480 --> 00:26:02.319
Like the all the stuff in the no, yeah.
00:26:02.559 --> 00:26:13.279
I so you feel like, hey, in three years, I don't know, like in one to two years, it's not gonna change as fast as everyone wants to change because humans are slow, yeah, and organizations are slow.
00:26:13.440 --> 00:26:19.680
But in 10 years, we might not even recognize the world of work, and anybody who's been around it can sense it.
00:26:19.759 --> 00:26:21.680
And so you're like, wow, this is weird.
00:26:21.839 --> 00:26:24.319
And so you might get a we need to sprint.
00:26:24.559 --> 00:26:27.039
It's like we knew something's coming, but we kind of don't know what it is.
00:26:27.119 --> 00:26:28.480
Whereas 100%, right?
00:26:28.559 --> 00:26:30.799
Like the the internet, I don't know.
00:26:30.960 --> 00:26:34.160
I'm 49, and you I think we're similar, same, literally the same.
00:26:34.480 --> 00:26:34.799
That's crazy.
00:26:34.960 --> 00:26:46.319
Okay, so we are very similar on all that stuff, and I remember it all starting, and I was a computer company owner back then, and it's just I remember that feeling.
00:26:46.400 --> 00:26:50.400
I didn't feel like I had a whole lot of control over stuff, like it was just gonna kind of happen to me.
00:26:50.480 --> 00:27:04.000
I feel like this I can definitely control, I feel like there's movement in it, but I feel like if I'm not like massively, I'm also a kind of of a Twitter bro, so a little bit, so it's I think that world is a different world than reality too.
00:27:04.079 --> 00:27:13.200
So it's just man, I I've live in this world of constantly feeling like I'm behind, that I can't catch up, and that there's this window that I is a closing window that I'm worried about.
00:27:13.519 --> 00:27:15.039
And I I think that's probably the difference.
00:27:15.119 --> 00:27:29.759
If we go back and look at 01, 06 kind of area with the internet, like you knew the world was changing, you knew you needed to embrace it, but you didn't feel like the world was going to change completely different.
00:27:29.839 --> 00:27:32.720
Yeah, you knew it was going to expand out like this, yeah.
00:27:32.960 --> 00:27:36.799
And right now, that's not how you feel, and that's not the feedback you're getting.
00:27:36.880 --> 00:27:42.160
You're getting this like, oh shit, like three to five years from now, like the world may look utterly different.
00:27:42.240 --> 00:27:42.480
Yeah.
00:27:42.640 --> 00:27:43.920
And and so, yeah, it is.
00:27:44.079 --> 00:27:50.640
And clearly, you know, I don't believe that it's going to be utopia, because that's a hard change.
00:27:50.720 --> 00:27:53.200
And I don't believe that it's gonna complete meltdown.
00:27:53.839 --> 00:27:55.359
I 100% agree with that.
00:27:55.440 --> 00:28:06.880
I don't think humans will ever really be in a world of utopia because I don't I think they thrive on the neg is it negativity, I don't know if that's sort of the right word, but they thrive on like discord.
00:28:07.279 --> 00:28:08.240
Yeah, I don't know if it's discord.
00:28:08.640 --> 00:28:12.400
Thrive as much as we've been trained on scarcity.
00:28:12.559 --> 00:28:12.880
Yeah.
00:28:13.039 --> 00:28:13.279
Right?
00:28:13.359 --> 00:28:15.359
Capitalism by definition is scarcity.
00:28:15.680 --> 00:28:18.079
Although you could say, oh, it's brought more good than blah, blah, blah.
00:28:18.240 --> 00:28:23.920
But by definition, competition equals there's a finite amount of value, and I'm trying to get my cut.
00:28:24.160 --> 00:28:24.400
Yeah.
00:28:24.559 --> 00:28:32.480
And so that training that we put everybody through, the other problem is we put everybody through a, you know, shut up and do what you're told training in the education system.
00:28:32.720 --> 00:28:40.240
So the entrepreneur time right now, this is our, this is our, if you were the the little bit disruptor in school, like this is your time.
00:28:40.400 --> 00:28:43.359
You're like, oh yeah, it's paying off to to not be able to do that.
00:28:43.519 --> 00:28:44.559
We're both that guy, weren't we?
00:28:45.119 --> 00:28:45.680
I could tell that.
00:28:45.839 --> 00:28:46.000
Yeah.
00:28:46.240 --> 00:28:57.519
I put a thing up on my public Facebook wall a couple weeks ago, and it was like, uh, let's let's do a funny prank, let's put everybody through 15 years of education and massive debt and then replace them all with AI bots.
00:28:57.680 --> 00:28:59.440
And man, I got blown up for that one.
00:28:59.839 --> 00:29:12.000
Or let's put them through 15 years of psychological training of telling you to put your hand down and that there's you know, the big one, that there'll be an adult in the room that will have your best interest in mind and will tell you what you should do.
00:29:12.160 --> 00:29:15.599
And all of a sudden, all these adults in the room either they don't know what they don't know.
00:29:15.759 --> 00:29:17.759
Yeah, nobody won't allow you to free think either, right?
00:29:17.839 --> 00:29:18.400
Yeah, yeah.
00:29:18.480 --> 00:29:27.039
I mean, imagine if you're imagine if you're 24 right now, sitting in college, and you're going, career services has no clue what comes next, and my professors have no clue what comes next.
00:29:27.200 --> 00:29:31.440
And everybody I'm talking to isn't getting an entry-level job and AI is replacing them.
00:29:31.519 --> 00:29:39.119
But at the same time, I'm being told that AI is cheating in school, and I'm not being taught how to actually use it in the workforce because nobody knows.
00:29:39.200 --> 00:29:44.400
Yeah, all the adults in my life suddenly have no credibility with me.
00:29:44.640 --> 00:29:47.440
Like it is a very interesting time for that.
00:29:47.599 --> 00:29:50.720
Well, and you and you watch the kids that just sold Cal.
00:29:51.039 --> 00:29:51.759
Did you see that?
00:29:52.160 --> 00:30:07.200
So if you don't know what we're talking about, there's I think it was a couple of 16, 17-year-old kids built an app to track calories with AI, and they sold it to MyFitnessPal, MyFitnessPal, for 100 million.
00:30:07.599 --> 00:30:08.559
Ridiculous amount of money.
00:30:08.799 --> 00:30:09.519
Props, kids.
00:30:09.599 --> 00:30:10.319
Like, that's awesome.
00:30:10.480 --> 00:30:14.000
Like, I so from you and me, we're like 100% celebrating that.
00:30:14.240 --> 00:30:18.319
I wonder, like, we think about the money side of it, but it's far more to me.
00:30:19.119 --> 00:30:22.240
And think about the institutional world that they were in.
00:30:23.200 --> 00:30:26.319
So so everybody's watching this, like, take the money side out of that.
00:30:26.400 --> 00:30:28.240
The 100 million gets you a little distracted, I think.
00:30:28.640 --> 00:30:29.279
It's a big bubble.
00:30:29.359 --> 00:30:30.160
So let's just take that out of that.
00:30:30.240 --> 00:30:34.559
Let's just say they let's just say they sold a million-dollar startup or even a hundred thousand dollar startup.
00:30:34.799 --> 00:30:48.480
The fact that you're 15 years old and you kind of have the forward-thinking brain to say, I am going to defy that institutionalism educate the institutional education piece that I that's been con that I've been forced to conform to.
00:30:48.559 --> 00:30:53.200
And I just think about our world that we grew up in, that's impressive.
00:30:53.440 --> 00:30:57.359
And it's and and that's I think what we need a hell of a lot more of.
00:30:57.680 --> 00:31:02.799
Yeah, and and I think if you if you deconstruct what they did, you start off with vibe coding.
00:31:03.119 --> 00:31:12.640
You start off with this idea that and and even the words like you know, we came out with prompt engineering, and and the very small fraction of the world wants to be an engineer and sort of put off a lot of people.
00:31:12.960 --> 00:31:24.720
Using the word engineering and coding like implies that that we need, you know, for especially since the internet came out, we've consolidated the act of creation in the hands of a very few people.
00:31:24.960 --> 00:31:25.279
Man, good.
00:31:26.240 --> 00:31:28.640
Like, yeah, so we've we've consolidated this act of creation.
00:31:28.720 --> 00:31:36.480
We've all become users, users of Facebook, users, consumers of content, users of software, right?
00:31:36.640 --> 00:31:40.559
Think about how many pieces of software you are we would define yourself as a user of.
00:31:40.640 --> 00:31:40.799
Yeah.
00:31:40.960 --> 00:31:45.839
Now think about how many people in this office right here would say I'm a creator of tools.
00:31:46.079 --> 00:31:47.039
Very few, right?
00:31:47.200 --> 00:31:48.720
Now with AI, we start expanding.
00:31:48.960 --> 00:31:49.440
Right, me and you.
00:31:49.519 --> 00:31:50.000
Yeah, that's it.
00:31:50.160 --> 00:31:57.440
So now we start expanding that and going, oh shit, I can wake up today and create a website, a tool, a dashboard, uh whatever.
00:31:57.519 --> 00:32:04.880
And that act of creation, when it becomes unlocked, and you go, Wait, just by talking, I can I can speak a tool and tool terms.
00:32:07.200 --> 00:32:10.079
I I agree with that because it's it's hilarious.
00:32:10.240 --> 00:32:18.319
Yesterday morning, I have a personal trainer that comes to my house here in Austin and she's talking about I kind of we kind of like do business coaching on the fly with her a lot of times.
00:32:18.400 --> 00:32:24.160
She's trying to grow her practice, and and I'm like, okay, yeah, we can she's trying to build lead magnets and all this stuff.
00:32:24.240 --> 00:32:25.680
So I'm kind of like going live with her.
00:32:25.759 --> 00:32:28.880
I'm like, you realize you can just do that now, right?
00:32:28.960 --> 00:32:32.240
Like you can give what you want to your marketing person if that's what you want.
00:32:32.319 --> 00:32:33.519
She's like, Well, I don't know how to do that.
00:32:33.599 --> 00:32:35.440
I'm like, just vibe code it.
00:32:35.519 --> 00:32:38.079
And she said, I'm not, and she goes, What?
00:32:38.160 --> 00:32:39.839
And she actually thought I was talking about like a vibrator.
00:32:39.920 --> 00:32:41.680
I'm like, no, not not not that.
00:32:41.839 --> 00:32:42.240
Like that.
00:32:42.720 --> 00:32:44.559
I literally went and got my MacBook.
00:32:44.720 --> 00:32:47.920
I pulled out Claude and I said, Tell me what you want to do.
00:32:48.240 --> 00:32:51.200
And we typed it out, and she's like, I can do that.
00:32:51.359 --> 00:32:52.000
I'm like, Yes.
00:32:52.240 --> 00:32:53.119
Like, do you have Claude?
00:32:53.200 --> 00:32:55.200
She said, Yeah, but I use it like just like you said earlier.
00:32:55.279 --> 00:32:56.319
She's like, I use it like this.
00:32:56.400 --> 00:32:59.119
I'm like, tell it you want to see this.
00:32:59.680 --> 00:33:02.880
And she literally pulled out her phone and did it on her phone, right?
00:33:02.960 --> 00:33:05.119
And she's like, Oh my god, I can build that.
00:33:05.200 --> 00:33:06.240
So that's that, right?
00:33:06.480 --> 00:33:09.839
That and that, so you don't put that back in the bottle.
00:33:10.000 --> 00:33:10.319
Yeah.
00:33:10.640 --> 00:33:10.960
Right?
00:33:11.039 --> 00:33:12.319
Like that doesn't go away.
00:33:12.400 --> 00:33:17.359
And so, you know, if you take Claude, but you know, if you make even an easier entry level, go grab lovable.
00:33:17.440 --> 00:33:17.839
Yeah, right.
00:33:18.480 --> 00:33:29.440
The easiest vibe coding platform on the place are Filipino VAs actively using Lovable right now to make landing page like to make full campaigns for our IT clients.
00:33:29.599 --> 00:33:30.000
Right.
00:33:30.480 --> 00:33:38.240
And they're and in fact, our one our main team on this, it's a 64-year-old Filipino mom.
00:33:38.720 --> 00:33:40.880
And her daughter work together with us.
00:33:41.200 --> 00:33:42.079
That's what they do.
00:33:42.240 --> 00:33:42.480
Right.
00:33:42.720 --> 00:33:45.839
And she's she's blown away by it and she loves it.
00:33:46.079 --> 00:33:53.119
Now the the next unlock is so you get this app and it's sitting there, and you hit the voice icon or use, you know, use like your voice memo.
00:33:53.200 --> 00:33:53.519
Yeah, yeah.
00:33:53.759 --> 00:33:58.960
Close your eyes so you're not thinking it's an app and imagine it's me or you sitting there that you're talking to.
00:33:59.279 --> 00:34:04.400
Yeah, because you have no idea how many people come and say, Hey, I wish I could build blah blah blah blah blah blah blah.
00:34:04.480 --> 00:34:06.480
And I literally copy and paste that into Lovable.
00:34:06.559 --> 00:34:08.719
I'm like, why didn't you just talk to it?
00:34:08.880 --> 00:34:13.039
Yeah, but that act of like tell it what you're trying to do and it will do it.
00:34:13.280 --> 00:34:15.599
We've not had technology like that, yeah, right?
00:34:15.760 --> 00:34:19.840
We did not, you know, think about like I remember my first website I built with Dreamweaver.
00:34:19.920 --> 00:34:21.840
It was so much work page, man.
00:34:22.239 --> 00:34:24.480
Yeah, like you had to know what the hell you were doing.
00:34:24.639 --> 00:34:26.800
But this idea of like, but it's so interesting.
00:34:26.880 --> 00:34:31.519
It's a you know, we used to have this site I would use with people all the time that was like, let me Google this for you.
00:34:32.079 --> 00:34:38.400
So they'd send me a question, I'd throw it in there just to be a jerk and send them back the link and it would show me typing it to Google for them.
00:34:38.800 --> 00:34:40.559
Let me let me let me vibe code that for you.
00:34:40.639 --> 00:34:41.840
We should we should we should build that.
00:34:42.159 --> 00:34:46.159
Yeah, because it's surprising how many people I take their exact phrase and I drop it in.
00:34:46.320 --> 00:34:48.480
I'm like, you know, just answer the questions.
00:34:48.639 --> 00:34:53.119
And and as soon as they get that and it clicks, they're like, wait a second.
00:34:53.519 --> 00:35:03.760
It's like luckily it's is very opening because they're like, wait, it it feels like I've been being lied to for decades that I couldn't create, that I couldn't make my own tools.
00:35:03.920 --> 00:35:05.760
And you don't put that shit back in the bottle.
00:35:05.920 --> 00:35:06.159
Yeah.
00:35:06.320 --> 00:35:09.119
And so, and and you might go, Well, I don't need a landing page.
00:35:09.199 --> 00:35:21.840
I don't need, hey, if you have seven spreadsheets, if you have seven spreadsheets and you're like, man, I wish we could put this data from our CRM and this data from QuickBooks and this data from our marketing thing, I wish we could throw this together and be able to make sense out of it.
00:35:22.000 --> 00:35:22.320
Awesome.
00:35:22.400 --> 00:35:26.079
Throw that into Manis and be like, hey, I have this and this and this.
00:35:26.239 --> 00:35:28.719
Will you build me a way to make sense out of this?
00:35:29.039 --> 00:35:36.079
More importantly, if you do the kind of pull, we move from push prompting, I'm telling it what to do, to pull prompting and say, I'm trying to do this.
00:35:36.239 --> 00:35:37.519
What do you need to know?
00:35:37.760 --> 00:35:40.400
What do you need to know about what I'm trying to do to make this work?
00:35:40.639 --> 00:35:43.119
So if you just ask it, what do you need to know to make?
00:35:43.519 --> 00:35:45.199
Here's my here's what I have.
00:35:45.360 --> 00:35:49.039
I have these five spreadsheets from these five systems, and here's where I want to go.
00:35:49.199 --> 00:35:54.559
I sure wish I had a dashboard with calculators that I could play with this data.
00:35:54.719 --> 00:35:58.960
Now, what do you need to know about me, my company, or whatever to make this happen?
00:35:59.199 --> 00:35:59.840
And what can I do?
00:36:00.000 --> 00:36:01.199
I can do prompt that way, actually.
00:36:01.679 --> 00:36:08.000
I didn't really think about it, but I'm just I I'm often asking questions to whatever platform I'm using.
00:36:08.400 --> 00:36:16.880
And we I'm mostly on cloud for that stuff, but I also use a combo of Gemini Pro and ChatGPT and you know, I I've inmat, like we're in all kinds.
00:36:17.119 --> 00:36:18.400
I'm always trying different stuff, right?
00:36:18.480 --> 00:36:18.639
Yeah.
00:36:18.880 --> 00:36:31.199
But yeah, that's a net we take it for granted, but but we have mentally switched to recognize that these platforms can't just do shit, they are smart enough to tell us what it needs to do that stuff.
00:36:31.280 --> 00:36:32.320
We can ask it.
00:36:32.480 --> 00:36:37.599
And like you don't get into Excel and be like, hey, Excel, what would you need to know about me to build this spreadsheet?
00:36:37.920 --> 00:36:39.519
So it's it's a different mindset shift.
00:36:39.599 --> 00:36:46.960
But as soon as you switch to ask it what it needs, it suddenly is like a consultant with you going, Well, I would need this and this and this.
00:36:47.119 --> 00:36:47.360
Cool.
00:36:47.519 --> 00:36:53.599
Well, this is really like now to me an actual agent or a coworker, kind of like et cetera, et cetera.
00:36:53.760 --> 00:37:00.559
I'll be curious to see what uh I saw Microsoft literally a couple this week release their their own co-work, their co-pilot, co-work with Claude.
00:37:00.800 --> 00:37:06.960
And I come from IT managed service provider land, so they've been very deep with the Microsoft ecosystem for years.
00:37:07.119 --> 00:37:07.280
Right.
00:37:07.440 --> 00:37:10.159
We had Microsoft Action Pack and all that stuff back in the day, right?
00:37:10.320 --> 00:37:15.760
I don't know if you remember that or if you were a part of that, but they gave you free software to get you to be part of their stuff.
00:37:16.079 --> 00:37:21.360
And realistically, a Microsoft Copilot just didn't do anything, which I think is the problem.
00:37:21.599 --> 00:37:36.880
They run, I mean, it's not a whole lot different than Siri at this point, doesn't do anything, but I think it's funny because both both the big guys, Microsoft and Apple, have kind of been sitting around letting these guys get dirty in the trenches, and then we're gonna see some stuff really start to happen in the next quarter.
00:37:37.199 --> 00:37:42.639
Yeah, and these two companies are gonna be interesting because clearly Microsoft has access to everybody's stuff, yeah, right?
00:37:42.719 --> 00:37:44.880
And they they've kind of trapped in the ecosystem.
00:37:44.960 --> 00:37:49.840
And Apple is currently sitting on the greatest computer ever to run OpenClaw.
00:37:50.239 --> 00:37:50.639
Yep.
00:37:50.800 --> 00:37:51.039
Right?
00:37:51.119 --> 00:37:53.119
And so it's gonna be interesting to see where they go with it.
00:37:53.280 --> 00:37:56.239
Well, most of them are in our hands, if you think about it.
00:37:56.320 --> 00:38:01.679
And they have what 200 billion not just in our hands, especially on the Apple side, listening to everything we're saying.
00:38:01.840 --> 00:38:06.559
Yeah, they got they got million, yeah, yeah, crazy amounts of information, all that stuff, yeah.
00:38:06.960 --> 00:38:10.800
So I think we're gonna have to do this again in a few months here.
00:38:11.039 --> 00:38:12.079
So we'll we'll keep in touch.
00:38:12.800 --> 00:38:14.320
You said you're coming to Austin once a month, right?
00:38:14.480 --> 00:38:15.199
I'm here all the time.
00:38:15.280 --> 00:38:18.320
Again, like if you want to golf activity, right?
00:38:18.559 --> 00:38:21.599
Yeah, you golf, I'll flip my code, it'll be great.
00:38:21.679 --> 00:38:23.280
I'll try to be my right along.
00:38:23.360 --> 00:38:24.800
I'll be like, yeah, Ryan, how'd it go?
00:38:24.880 --> 00:38:25.360
Like, still going.
00:38:25.920 --> 00:38:26.159
You know what?
00:38:26.239 --> 00:38:27.199
Last week is still compiling.
00:38:27.440 --> 00:38:31.039
Just to end on last week was my first my first time snowboarding with manus.
00:38:31.280 --> 00:38:41.199
So last year I'd be snowboarding with Chat GPT, and so I'd be like writing the lift, doing stuff, and then I'd snowboard down, and Chat GPT's context window was small, and its capabilities to finish stuff was light.
00:38:41.360 --> 00:38:46.239
Whereas with Manis, I can vibe code five platforms while snowboarding just while I'm sitting on the lift.
00:38:46.400 --> 00:38:50.960
I I was literally, well, I lift while five vibe code while lifting.
00:38:51.199 --> 00:38:58.239
Yeah, like four four four versions, task running and mana's while you're out there snowboarding, and just like, yeah, it's a whole new world.
00:38:58.400 --> 00:39:04.239
Yeah, I went to I have a house in Mexico and I go down there and just like go lay out and hammer away on the on the laptop.
00:39:04.320 --> 00:39:07.280
And it's it's kind of a it's like that side of it's really cool.
00:39:07.519 --> 00:39:11.679
So kind of wrap things up a little bit here, what do you see coming?
00:39:11.840 --> 00:39:15.039
Like what what's what do you see the next quarter gonna look like?
00:39:15.360 --> 00:39:28.880
You know, the the here's what the challenge is the more powerful our tools get, meaning like there's a a huge power difference between Chat GPT and Claude and Grok in the chat interface versus say cowork or manus versus a lovable and replic.
00:39:28.960 --> 00:39:41.440
And you know, if you figure out as you start bringing agents into the mix, uh open claw agents, or everybody's going to be releasing that every platform will have some variation of cowork, or I mean of open claw, right?
00:39:41.519 --> 00:39:41.760
Yep.
00:39:41.920 --> 00:39:50.880
The challenge is we're moving from micromanaging it and prompting to giving it bigger projects and say, like manage.
00:39:51.039 --> 00:39:56.000
Yeah, it's managing and filling in the gaps, but that means very much like an employee, we have to give it more context.
00:39:56.159 --> 00:39:59.840
When you get up at the upper level of an agent, this is like an employee.
00:40:00.159 --> 00:40:07.360
You just hired a crazy smart, extremely arrogant employee that has no context.
00:40:07.519 --> 00:40:11.920
And so that next level not a whole lot of guilt or like they don't care.
00:40:12.880 --> 00:40:13.280
It doesn't care.
00:40:13.679 --> 00:40:14.719
Yeah, it doesn't care about tokens.
00:40:15.039 --> 00:40:15.519
It just ghosts, yeah.
00:40:15.840 --> 00:40:24.000
It's like ghosts, it's like a wildly smart new college grad that believes they've got the black card and they can just burn anything they want.
00:40:24.159 --> 00:40:30.239
And so our ability, like all those are gonna drop into the world, and everybody's gonna go, oh my gosh, we got agents everywhere.
00:40:30.400 --> 00:40:34.000
And we're gonna be back to where we were at with Chat GPT of going, but it's not working.
00:40:34.079 --> 00:40:35.360
The ROI isn't there.
00:40:35.840 --> 00:40:42.159
And they're gonna blame the tech instead of going, wait a second, maybe we need to figure out how to train this stuff.
00:40:42.320 --> 00:40:50.000
The more capabilities a tool has, the more strategy that you have, you know, think about how do you teach it how to make a good decision?
00:40:50.239 --> 00:40:51.920
Because that's where we're at with OpenClaw.
00:40:52.000 --> 00:40:52.239
That's right.
00:40:52.639 --> 00:40:59.440
Can you give it decision-making frameworks and capabilities, just like you would with an employee that you're about ready to unleash?
00:40:59.599 --> 00:41:03.199
And how do you build checks and balances and how do you get it to check its work?
00:41:03.280 --> 00:41:15.280
And how do you give it, you know, the it goes back, it's so funny, but like I spend more time in psychology and old business books thinking about how did we teach employees this because we got it's just an agent, it's just an employee.
00:41:15.519 --> 00:41:15.920
Yep.
00:41:16.159 --> 00:41:21.519
Yeah, and and they all have souls and you know, workflows and all the different stuff that we got to give them.
00:41:21.599 --> 00:41:22.559
We just gotta make sure we do it.
00:41:22.719 --> 00:41:26.960
And I think everyone's really right now where we sit, there's like the haves.
00:41:27.039 --> 00:41:36.559
I kind of get it, they get this, and then there's everyone else, and the everyone else is just looking for that easy button to get in, and it just it's not quite there yet.
00:41:36.639 --> 00:41:39.039
But I I I think you're you and I are very similar on everything.
00:41:39.360 --> 00:41:53.360
And that's that's the second thing is in the next in the next year, we're gonna see what happens when people aren't just five times better, but when they're five times better and iterating at five times the cycle time.
00:41:53.519 --> 00:41:53.840
Yeah.
00:41:54.079 --> 00:41:58.480
Because that that's where we're at, is not just like, oh, I'm better at ChatGPT than you are.
00:41:58.639 --> 00:41:59.119
Okay, cool.
00:41:59.199 --> 00:42:03.280
Maybe I'm you know getting 20 or 50 percent better of output.
00:42:03.440 --> 00:42:08.639
But what happens when I'm getting five X better output and growing at five X faster?
00:42:08.719 --> 00:42:10.320
My it's the slope on the line.
00:42:10.480 --> 00:42:15.440
Yeah, it's gonna really enable the the get the getters to just leave behind.
00:42:15.679 --> 00:42:17.039
Just go, just go, yeah.
00:42:17.440 --> 00:42:17.760
Cool.
00:42:18.000 --> 00:42:18.559
All right, man.
00:42:18.639 --> 00:42:20.639
I really really enjoyed this conversation.
00:42:20.800 --> 00:42:22.960
We are uh you're in town for South by Southwest this week.
00:42:23.039 --> 00:42:24.960
We've got internet marketing party tomorrow night.
00:42:25.119 --> 00:42:26.000
So I'll be around.
00:42:26.079 --> 00:42:28.719
We got some stuff here at the office tomorrow, but I'll be around IMP.
00:42:28.800 --> 00:42:32.960
Uh well, uh we got uh he's gonna be at AI Profit Machine House with us on Thursday.
00:42:33.199 --> 00:42:33.840
Super pumped.
00:42:34.000 --> 00:42:36.320
First time we're doing this, and I'm excited about that.
00:42:36.480 --> 00:42:39.280
Now, I don't mean just us, but the first time we're doing AI Profit Machine House.
00:42:39.360 --> 00:42:45.360
I've never had my own South by event, and we've already signed the paperwork to do a three-day event next year, so that's pretty cool.
00:42:45.519 --> 00:42:47.440
So uh and we go the same time.
00:42:47.519 --> 00:42:49.760
So we got Chingy in the house on Thursday, which is pretty cool.
00:42:49.840 --> 00:42:51.360
Like his name's Howard, he's a really good dude.
00:42:51.440 --> 00:42:52.480
So we're gonna have a blast on Thursday.
00:42:53.199 --> 00:42:53.679
I'm excited.
00:42:53.840 --> 00:42:54.800
Great conversation, Ryan.
00:42:54.880 --> 00:42:55.440
Really appreciate you.
00:42:55.519 --> 00:42:57.920
Good luck with our customer mind, and uh, we're gonna be doing a lot more.
00:42:58.079 --> 00:43:00.480
All right, thanks for joining us on the AI Profit Leaders Podcast.
00:43:00.559 --> 00:43:01.920
We'll see you guys soon.
00:00:05.120 --> 00:00:06.400
All right, good to see you guys.
00:00:06.559 --> 00:00:08.320
Welcome to the AI Profit Leaders Podcast.
00:00:08.400 --> 00:00:11.759
I am Chris Weiser, your host, here with an awesome new guest.
00:00:11.839 --> 00:00:16.160
It's pleased to meet you, Sir Ryan Kohler, founder CEO of Customer Mind.
00:00:16.399 --> 00:00:17.280
Good to see you, man.
00:00:17.440 --> 00:00:18.480
First time meeting you.
00:00:18.640 --> 00:00:18.960
Yeah.
00:00:19.199 --> 00:00:20.719
Utah resident, you told me, right?
00:00:21.199 --> 00:00:21.920
Utah resident, yeah.
00:00:22.160 --> 00:00:22.800
Southern Utah.
00:00:23.039 --> 00:00:24.960
Why don't you tell us a little bit about yourself and then we're gonna get right.
00:00:25.199 --> 00:00:26.719
It's gonna be awesome AI stuff today.
00:00:26.800 --> 00:00:27.679
So I'm pumped about this.
00:00:27.839 --> 00:00:29.280
Yeah, super interesting story.
00:00:29.359 --> 00:00:32.159
Like a recovering accountant, studied accounting in college.
00:00:32.320 --> 00:00:32.799
You poor thing.
00:00:33.039 --> 00:00:39.119
Got an MBA, like got this lucky hit of like getting an accounting job at an early learning management company.
00:00:39.200 --> 00:00:46.880
And we're like early, like shipping VHS, just barely getting into like we had to send you DVDs to just like stream the video.
00:00:47.039 --> 00:00:49.359
And saw that and went, I should get into SEO.
00:00:49.679 --> 00:00:50.719
Left, gone to SEO.
00:00:50.799 --> 00:00:51.280
Somebody asked.
00:00:51.679 --> 00:00:52.000
When was this?
00:00:52.399 --> 00:00:53.920
This would have been 2001.
00:00:54.079 --> 00:00:54.320
Okay.
00:00:54.479 --> 00:00:56.240
So this was easy days of Google.
00:00:56.399 --> 00:00:56.719
Yeah, yeah.
00:00:56.960 --> 00:00:59.119
So I started I started my own company in 2000.
00:00:59.200 --> 00:01:00.399
So at the right same day, yeah.
00:01:00.479 --> 00:01:05.920
There's it's it's a great correlation to AI because like that same time period, like the the world was new.
00:01:06.079 --> 00:01:06.959
You were getting laughed at.
00:01:07.120 --> 00:01:07.359
Yeah.
00:01:07.439 --> 00:01:07.599
Right?
00:01:07.680 --> 00:01:08.079
Oh, yeah.
00:01:08.159 --> 00:01:14.560
Nobody knew what we were doing, like a massive market of business owners who had no clue how the internet worked, no clue how marketing worked.
00:01:14.640 --> 00:01:20.879
And so, you know, very similar to AI, where huge demand, they knew it was important, but very uneducated buyer base.
00:01:21.200 --> 00:01:21.439
Yeah.
00:01:21.599 --> 00:01:22.799
And so, yeah, jumped into it.
00:01:22.879 --> 00:01:32.079
Somebody asked us to build some irene software, and I bootstrapped from gosh, I put 40 grand in, bootstrapped to 10,000 clients, 280 employees, 80% mom.
00:01:32.560 --> 00:01:36.560
So the majority of the company was all all the sales reps came out of customer support, trained them.
00:01:36.640 --> 00:01:44.560
And so just happened to sell and step down a month before Chat GPT came out and had two-year non-compute, non-solicit, nothing to do with my hands.
00:01:44.879 --> 00:01:46.879
Sat around and went to play.
00:01:48.719 --> 00:01:49.200
Oh my gosh.
00:01:49.359 --> 00:01:50.560
Just like, what would I do?
00:01:50.879 --> 00:01:51.359
So when was that?
00:01:51.439 --> 00:01:51.840
When was that?
00:01:52.000 --> 00:01:55.920
That would have been uh gosh, the month before it came out, October, what, 2022?
00:01:56.079 --> 00:01:56.319
Yeah.
00:01:56.400 --> 00:01:56.640
Yeah.
00:01:56.879 --> 00:01:57.519
Sounds about right, yeah.
00:01:57.680 --> 00:01:59.040
Yeah, yeah, 2023, I think.
00:01:59.200 --> 00:01:59.359
Yeah.
00:01:59.439 --> 00:02:04.560
And so right before it came out, I'd seen like Jarvis or Jasper, whatever they were calling it, and just didn't get it.
00:02:04.719 --> 00:02:06.400
I think it was, I think it was Jasper.
00:02:06.560 --> 00:02:06.719
Yeah.
00:02:07.040 --> 00:02:07.200
Yeah.
00:02:07.359 --> 00:02:09.680
Yeah, they they started with Jarvis and got threatened.
00:02:09.840 --> 00:02:10.400
Got yelled at it.
00:02:10.560 --> 00:02:11.439
Switched it to Jasper.
00:02:11.520 --> 00:02:13.840
I'd seen it and I was like, I don't, I don't quite get this.
00:02:13.919 --> 00:02:14.080
Yeah.
00:02:14.159 --> 00:02:18.479
And then yeah, picked up my son from middle school one day and he's like, Hey dad, have you seen Chat GPT?
00:02:18.639 --> 00:02:19.759
We were talking about in school.
00:02:20.000 --> 00:02:20.319
Wow.
00:02:20.479 --> 00:02:30.000
And like literally 8,000 hours later, of if I was filling the blank, you know, an HR person, a teacher, a professor, a salesperson, how would I use this tool?
00:02:30.080 --> 00:02:33.039
And more importantly, like, how would I get it to work better?
00:02:33.280 --> 00:02:38.800
Because that was the the big, the big unlock was like, hey, why are you waiting for this tool to get better?
00:02:38.960 --> 00:02:40.560
I bet I could make it better.
00:02:40.719 --> 00:02:45.199
I bet I could change the way I'm, you know, better prompting and better context and all that kind of stuff.
00:02:45.280 --> 00:02:51.120
That I think is where most of corporate America is getting lost right now, thinking it will get better instead of I could get better.
00:02:51.280 --> 00:02:58.400
Yeah, and we were kind of talking green room time, just how so many companies are really missing the mark with strategy and planning.
00:02:58.479 --> 00:03:04.560
And, you know, you you mentioned a thing to me about, you know, imagine letting your sales reps run that show, etc.
00:03:04.800 --> 00:03:05.759
Can you can we talk through that?
00:03:06.000 --> 00:03:08.960
Yeah, well, I mean, it's it's honestly kind of like the wild west.
00:03:09.120 --> 00:03:16.879
Think about like this is the first time we've had a technology come out that literally like flatten the organization from an understanding standpoint.
00:03:17.039 --> 00:03:20.319
The receptionist might actually know more about ChatGPT than the CEO.
00:03:20.479 --> 00:03:22.479
The the blind is kind of blind leading the blind.
00:03:22.719 --> 00:03:24.879
That's really well said, too, because you're you're right.
00:03:25.039 --> 00:03:48.879
And you know, it's interesting because there's and uh we we didn't know much about each other coming into today, but I told you earlier that I come from the IT services world, and we're watching MSP clients that we have deal with their their clients that are law like big law firms, like saying, Nope, we're getting rid of it, we're removing it, and because they're threatened, right?
00:03:48.960 --> 00:04:06.879
And so, you know, we were talking a little bit about that ahead of time too, and it's very interesting because they're threatened, but the staff is all trying to use it maybe partially because they're worried about being replaced, but I think it's more they're like excited and anticipating like what might I want to do better, right?
00:04:07.039 --> 00:04:12.159
Yeah, it is the most this has gotta be the most confusing time on earth to be an employee.
00:04:12.560 --> 00:04:26.399
I mean, to be anybody, but especially as an employee, if you think about it, if one of your employees woke up tomorrow and unlocked the an Iron Man suit, like they figured out a real Iron Man suit, like literally, they have almost no incentive to tell you.
00:04:27.040 --> 00:04:28.319
Just think about that one right there.
00:04:28.480 --> 00:04:30.480
Hey, if I show up and I say, hey boss, like so.
00:04:30.560 --> 00:04:34.319
I reworked the process you probably built, you might freak out on them.
00:04:34.560 --> 00:04:35.199
Be like, what?
00:04:35.279 --> 00:04:36.959
Why don't you just do what you're supposed to do?
00:04:37.120 --> 00:04:40.079
And secondly, you'll just give them more work, not more pay.
00:04:40.319 --> 00:04:48.000
So there's this really weird thing of like they went and they used their own ChatGPT accounts because you didn't provide them to them, probably leaking all kinds of stuff.
00:04:48.160 --> 00:04:51.519
Yep, they figured out they needed to upgrade, so they're paying it out of their pocket.
00:04:51.759 --> 00:04:59.839
So at this point, if an employee has figured out how to become twice as effective, they kind of feel like that was their learning, yeah, their asset.
00:04:59.920 --> 00:05:00.160
Yep.
00:05:00.319 --> 00:05:07.439
But if they say it out loud, they might get in trouble for putting the wrong stuff in, they might get pushback for it, they might just be given more work.
00:05:07.600 --> 00:05:11.279
You might take their stuff, share it with the rest of the team, lay people lay half the people off.
00:05:11.360 --> 00:05:12.160
Yeah, like there's just no.
00:05:12.560 --> 00:05:19.279
Yeah, their mindset's all, man, it's a really good point because there once people start to get into it.
00:05:19.360 --> 00:05:23.439
I mean, you're still gonna have your run-of-the-mill normal worker bees, I guess, right?
00:05:23.519 --> 00:05:29.360
But then you get some people that start to get that excitement and they start to understand, I've watched this happen.
00:05:29.439 --> 00:05:36.879
And and then they're dealing with, oh, I just created this, but I did it underneath your watch, so now I don't own this anymore, and it's your intellectual property, and now I'm kind of screwed.
00:05:37.040 --> 00:05:42.000
So, like you said, there's zero incentive for them to go talk to you about it, right?
00:05:42.079 --> 00:05:48.720
Or or the flip side, if they quit, if they quit because you let them use their ChatGPT account, like you don't have any access to their work product.
00:05:49.360 --> 00:05:51.759
But yeah, and the day, and there's these really cool things.
00:05:51.920 --> 00:06:02.639
If they uncrack, so we're doing a lot of training right now on vibe coding, but not like to build a SaaS company, like to do a data analysis platform or to build a little dashboard or a calculator.
00:06:02.800 --> 00:06:10.959
Somebody uncracks that one, it is the most like awe-inspiring thing to them is like, holy shit, I can build stuff.
00:06:11.040 --> 00:06:13.680
Yeah, that's funny because I've I'm that guy.
00:06:13.759 --> 00:06:15.600
Yeah, like I've never been a coder.
00:06:15.759 --> 00:06:17.759
And I had a very similar conversation.
00:06:18.000 --> 00:06:41.600
I have a dev team, I have a whole dev team, and I got a guy that runs my dev team, and I sat down with him, and I've been up his backside for nine months now, saying you need to like, and he's not super coder guy, like he's more the project manager and the leader of the whole team, and I've been really on him to say, like, let's really AI first, because I'm an AI first guy.
00:06:41.920 --> 00:06:42.879
Our whole company's that way.
00:06:43.040 --> 00:06:46.800
We have a policy, we have a company issued Gemini Pro, blah, blah, blah, blah, blah.
00:06:47.040 --> 00:06:50.959
So I went to him and I said, Hey, here's where we sit nine months ago.
00:06:51.680 --> 00:06:54.879
And I've now cracked the vibe coding code myself.
00:06:55.040 --> 00:07:00.319
So I've figured out stuff, I'm making things, and I'm making things in minutes, and I'm teaching my team how to do that and all this other stuff.
00:07:00.399 --> 00:07:04.480
And it's kind of you don't want to be the CEO doing that, but still, somebody like you want to be the leader.
00:07:04.639 --> 00:07:16.000
Yeah, but here's the thing if the CEO isn't doing that, let's let's say that the CEO has no clue what vibe coding is, they have no clue how to use, say, like not just ChatGPT, but especially as we get into agentic stuff.
00:07:16.160 --> 00:07:17.439
Yeah, I'm a claude guy at this point.
00:07:17.839 --> 00:07:19.759
How do they set the vision for their team?
00:07:20.800 --> 00:07:25.839
I mean, this is this is like saying that, like uh, you know, somebody leading you into war has never actually been there.
00:07:26.000 --> 00:07:35.759
So there is like as CEOs, as CEOs, we feel like, hey, we gotta hire a really smart team and get out of the way and they'll figure it all out, and that's our job, and we don't want to micromanage them.
00:07:35.920 --> 00:07:39.279
But not when Iron Man suits enter the marketplace.
00:07:39.360 --> 00:07:39.839
That's a good point.
00:07:40.000 --> 00:07:50.319
Not when this really valid point, wildly disruptive technology that's going to not just make your team look, if you want, if you want your team to be 20 or 30% better, sure, let them figure that stuff out.
00:07:50.480 --> 00:07:57.519
But if you want your team to have 10x capabilities, exponentially, that is rethinking your business model and your process.
00:07:57.680 --> 00:08:04.160
And there's very little chance that a team is going to lead and go headstrong into that.
00:08:04.399 --> 00:08:04.959
Yeah, they're gonna do that.
00:08:05.279 --> 00:08:07.759
Their risk profile is so different than yours as a leader.
00:08:07.839 --> 00:08:08.079
Yeah.
00:08:08.240 --> 00:08:10.879
And so if you're not out there going, hey, I'm gonna jump over here and show you.
00:08:11.759 --> 00:08:12.160
Thank you, Ryan.
00:08:14.879 --> 00:08:23.759
Every organization that I know that is killing it with agentic AI has leaders who are willing to show their screen and show what they do with it first.
00:08:24.240 --> 00:08:28.000
Be so that their team goes, Oh, okay, this is what experimentation looks like.
00:08:28.240 --> 00:08:29.920
That's hilarious because that's literally what I've been doing.
00:08:30.160 --> 00:08:31.360
You see Maria out here.
00:08:31.439 --> 00:08:39.840
Yeah, we literally she was confused about a bunch of stuff, and I literally shared my screen and showed her what I built this week, and she was like, You can do that.
00:08:40.000 --> 00:08:42.320
So yeah, just think about this one thing.
00:08:42.480 --> 00:08:46.159
How many people have not seen somebody else use AI?
00:08:46.399 --> 00:08:48.000
Meaning they're trapped in their chat.
00:08:48.399 --> 00:08:49.840
Their version of it is Chat GPT, right?
00:08:49.919 --> 00:08:50.399
That's what they think.
00:08:50.559 --> 00:08:51.200
It's a prompt.
00:08:51.360 --> 00:08:59.519
Yeah, and and their chat GPT is responding completely different than mine and yours is, let alone having never seen somebody use lovable replic, manus, something like that.
00:08:59.679 --> 00:09:00.000
Yeah, yeah.
00:09:00.159 --> 00:09:05.919
So if you want the one unlock as a leader, like walk into your next meeting and say, hey everybody, we're gonna stop right here real quick.
00:09:06.000 --> 00:09:06.879
We're gonna go around the room.
00:09:06.960 --> 00:09:09.519
What's the coolest or craziest shit you did with AI this week?
00:09:09.759 --> 00:09:12.720
We're gonna pick one, show your screen and go first.
00:09:12.799 --> 00:09:18.159
Be like, look, I did this, here's how it works, here's where it drifted, here's how I fixed it or how I iterated.
00:09:18.480 --> 00:09:21.600
And you will see that one switch that brings it out in the open.
00:09:21.679 --> 00:09:21.759
Yeah.
00:09:21.919 --> 00:09:24.159
Where everybody's sharing what they're doing with it.
00:09:24.320 --> 00:09:28.480
Instantly you'll have a 5x on context of what's possible.
00:09:28.639 --> 00:09:33.360
Because that's what, for most people, that's the very first unlock is I don't know what I don't know.
00:09:33.440 --> 00:09:34.480
I don't know what it could do.
00:09:34.639 --> 00:09:35.679
They've never seen what it could do.
00:09:35.840 --> 00:09:37.039
So you're like, it's a search engine.
00:09:37.120 --> 00:09:37.679
Yeah, awesome.
00:09:37.759 --> 00:09:40.159
Yours is a search engine because that's how you use it.
00:09:40.399 --> 00:09:43.440
Mine creates entire web platforms because that's how I use it.
00:09:43.600 --> 00:09:44.320
Same tech.
00:09:44.399 --> 00:09:44.639
Yep.
00:09:44.799 --> 00:09:47.519
Just a difference in context and then iteration on it.
00:09:47.679 --> 00:09:47.840
Yeah.
00:09:47.919 --> 00:09:48.159
Yeah.
00:09:48.240 --> 00:09:50.159
Really, really good point on that whole thing.
00:09:50.240 --> 00:10:02.399
So I, you know, I think the lesson from that little mini discussion there is as a leader, it's really good to get in the trenches on some of that stuff because you want to be, you know, I really I really like your reference of the Iron Man suit.
00:10:02.480 --> 00:10:02.720
Yeah.
00:10:02.960 --> 00:10:04.799
Because I think we can all relate to that.
00:10:04.960 --> 00:10:07.840
That's our second Iron Man reference in today, in today's talk.
00:10:08.080 --> 00:10:18.559
Well, it's just it's the easiest thing to think about when you go, but wait a second, like we've been given access to this, you could call it a magic wand, for like 20 bucks a month.
00:10:18.799 --> 00:10:20.480
Yeah, it's crazy how reasonable it is.
00:10:20.879 --> 00:10:22.320
Everybody has the same access.
00:10:22.480 --> 00:10:28.720
So what will divide those who are killing it from everybody else will be their capability with it, not the tech.
00:10:29.039 --> 00:10:33.039
So all this like Claude versus OpenAI versus grok, whatever.
00:10:33.200 --> 00:10:38.559
Everybody I know that's crushing it, just leaving everybody behind, they focused on their side.
00:10:38.799 --> 00:10:39.919
How good are they with it?
00:10:40.000 --> 00:10:41.039
How do they think about it?
00:10:41.120 --> 00:10:41.840
What is their approach?
00:10:42.240 --> 00:10:45.120
Kind of the platform is the platform, whatever that whatever you choose, you go with it.
00:10:45.279 --> 00:10:48.399
Yeah, all of us had access to Google and websites, but some of us are rich.
00:10:48.559 --> 00:10:48.879
Yeah.
00:10:49.039 --> 00:10:49.360
Right?
00:10:49.519 --> 00:10:53.919
Some of us took SEO to a different level, and it had nothing to do with the tool.
00:10:54.000 --> 00:10:55.279
It had we all had HubSpot.
00:10:55.440 --> 00:10:56.720
We were all using the free tools.
00:10:56.960 --> 00:10:57.120
Yeah.
00:10:57.360 --> 00:11:01.759
Had to do with the way that we iterated and expanded our capabilities.
00:11:01.840 --> 00:11:03.759
And AI is that on another level.
00:11:04.000 --> 00:11:09.519
Yeah, and you can not only have it on another, you can do it from anywhere, you can be anyone.
00:11:09.759 --> 00:11:12.159
Yeah, that's that's that's crazy cool.
00:11:12.480 --> 00:11:19.039
So man, that's just that's got my brain going because I actually, you know, as a leader, I kind of felt bad.
00:11:19.200 --> 00:11:25.120
I don't say felt felt bad is maybe not the right word, but I was in this almost conflict internally.
00:11:25.200 --> 00:11:33.039
Like, I I and you kind of heard me say it, like, I don't know if a CEO should be doing that, but you're really right because I am definitely like that's what is that's the core of what we how did we get here?
00:11:33.120 --> 00:11:39.039
Like, and you bootstrapped a bigger company than me, but it's the same basic concepts and the same basic stuff.
00:11:39.120 --> 00:11:42.559
I boots I and and props for bootstrapping everything because I've done all that stuff too.
00:11:42.799 --> 00:11:44.879
And you know, I've never taken outside money ever.
00:11:45.200 --> 00:11:49.120
AI was is no different today than it was when I was building that.
00:11:49.279 --> 00:11:54.000
I had the same thing you were saying all the time where I would get like, hey, why are your hands so dirty?
00:11:54.159 --> 00:11:55.759
Why are your hands so dirty in product?
00:11:56.000 --> 00:11:57.360
Why are you so dirty in marketing?
00:11:57.519 --> 00:11:58.480
Why are you doing these things?
00:11:58.559 --> 00:12:15.360
And you're like, look, the difference between Goliath and a big company where they are far removed from the customer and a bootstrap disruptor who's coming in to disrupt is almost always that their leadership team is hands dirty with the customer because that's how they sense what's happening.
00:12:15.440 --> 00:12:18.240
They're not just throwing cash at it because they don't have the cash.
00:12:18.320 --> 00:12:24.559
Yeah, so they're they're hands deep in it, and it is a constant battle of like, should I be this dirty?
00:12:24.879 --> 00:12:28.159
Should should I be this engaged with what's going on?
00:12:28.480 --> 00:12:31.679
And all the great business books are making you feel guilty about it.
00:12:31.840 --> 00:12:36.960
But if you're if the world was was changing at five percent per year, you could deal with that.
00:12:37.120 --> 00:12:53.840
But when the world is entering a massive black swan chaotic, five percent a day more than that, more than that at even seems like you just can't expect that your team is gonna follow a leader who uh they know when they get up on stage and start talking about AI, they're like, this guy doesn't know what the hell he's talking about.
00:12:54.000 --> 00:12:57.279
Yeah, like nobody follows somebody they don't respect.
00:12:57.600 --> 00:13:04.799
So what you know we look at as far as you'll hear a lot of leaders go, look, our team's got to learn AI because you know, AI is not gonna replace you.
00:13:04.960 --> 00:13:06.720
Somebody who's better with AI is gonna replace you.
00:13:06.799 --> 00:13:10.000
Number one, AI is a hundred percent going to be aimed at replacing workers.
00:13:10.159 --> 00:13:19.840
But number two, like what is actually going to happen with your best employees is they're gonna figure something out, they're gonna quit their job and go get a new job, making three times more money.
00:13:20.000 --> 00:13:21.279
Or they just start their own shit.
00:13:21.360 --> 00:13:22.639
Yeah, like that's that's probably good.
00:13:23.360 --> 00:13:33.039
Huge like talent leak is gonna happen out of organizations if the leader isn't inspiring, if they're not leading the charge, if they're not there in the trenches with them.
00:13:33.200 --> 00:13:41.279
So it may be contrary to what everybody else is saying, but every company I know crushing it with AI right now, yeah, has very involved leadership.
00:13:41.440 --> 00:13:42.000
Yeah, yeah.
00:13:42.080 --> 00:13:49.440
And like I said, I kind of like now I don't I don't feel bad because I I wasn't apologizing to my team on it, but it's just like internally of this conflict.
00:13:49.759 --> 00:13:50.559
I read the same books you read.
00:13:50.639 --> 00:13:51.840
Yeah, I've heard the same stuff.
00:13:52.000 --> 00:13:53.120
Like, how do I get myself in?
00:13:53.440 --> 00:13:57.200
Unlike you, I didn't go to college, so I have no MBA.
00:13:57.440 --> 00:13:59.759
So I'm falling back on all the stuff I have to learn.
00:13:59.840 --> 00:14:05.840
And a lot of it is growth by accident and learning by accident and execution by accident, and it's just that movement, right?
00:14:05.919 --> 00:14:11.440
You do some stuff, so yeah, I all the things you're talking about are very similar to what we do day to day.
00:14:11.519 --> 00:14:15.600
And and here in in my brands, we are a completely remote company.
00:14:15.759 --> 00:14:19.120
I'm like you're sitting in my Austin office, I'm the only one here in Austin.
00:14:19.360 --> 00:14:23.919
They come in periodically, but it's really interesting how that all works together.
00:14:24.080 --> 00:14:26.399
So, okay, I want to I want to pivot a little bit here.
00:14:26.480 --> 00:14:27.679
Jeff, how are we doing on time?
00:14:27.759 --> 00:14:29.120
We're good, we're good.
00:14:29.519 --> 00:14:30.799
So I want to pivot a little bit.
00:14:30.879 --> 00:14:35.840
I want to talk a little, you know, we can talk about AI all we want all day, and we get pretty much unlimited time here.
00:14:36.080 --> 00:14:37.679
But tell me about customer mind.
00:14:37.840 --> 00:14:43.840
I want to talk a little bit about where that goes and you know what is your vision for that.
00:14:44.000 --> 00:14:47.759
And you know, bootstrapped up, did really, really well previously.
00:14:47.919 --> 00:14:48.799
Where do we sit now?
00:14:49.039 --> 00:14:51.120
Yeah, you know, so there's this big challenge.
00:14:51.200 --> 00:14:57.679
We're we're super hyper-focused on tools, and then we're hyper-focused on prompting, and all that is like table stakes at this point.
00:14:57.840 --> 00:15:03.759
And the challenge you have is what context are you giving these tools access to?
00:15:04.000 --> 00:15:14.559
Meaning, like, yeah, yeah, you go in and put in a great prompt, and you go, hey, look, we want to write an email to a BDB founder to talk about AI or whatever the case may be, but that's a very generic focus.
00:15:14.799 --> 00:15:21.120
And so for us, we look at and go, if we want to really enhance the capability capabilities of our tools.
00:15:21.200 --> 00:15:32.159
And most importantly, if we want to be able to speak right to a customer, right, like right in their head, like right in their heart, if we want our content to sound like we can read their mind, right?
00:15:32.240 --> 00:15:35.440
Then we're gonna have to give our AI much more context than that.
00:15:35.919 --> 00:15:36.720
It's got to understand, right?
00:15:36.799 --> 00:15:48.000
Yeah, and that means like getting outside of the tools and building a data model that has access to our information, not just data, not just like, oh, in the CRM, you have data, you have all the numbers.
00:15:48.080 --> 00:15:50.559
But I'm talking about it's gotta use somebody else's context, right?
00:15:50.799 --> 00:15:53.919
I'm talking about the context of what your customers are saying on the phone every day.
00:15:54.000 --> 00:16:03.919
If you think about the greatest, the most highly distributed tool right now, in especially sales, but in the world, is we're recording every single call, right?
00:16:04.080 --> 00:16:08.320
Almost every organization has 20 transcription tools in there.
00:16:08.559 --> 00:16:11.440
And if you ask this one question to the average person, you go, hey, cool.
00:16:11.519 --> 00:16:12.960
So what do you do with those transcripts?
00:16:13.440 --> 00:16:14.559
They're like they don't do anything with them.
00:16:14.639 --> 00:16:14.960
They don't do anything.
00:16:15.120 --> 00:16:15.919
They sit in a repository.
00:16:16.080 --> 00:16:17.679
Yeah, they sit in a repository somewhere.
00:16:17.759 --> 00:16:24.000
Now the organizations, the next step up, are taking those and and grading the sales rep, which is great, giving them feedback.
00:16:24.159 --> 00:16:24.960
Cool, super great.
00:16:25.120 --> 00:16:31.440
Think about there's a prospect and a sales rep on the phone and two transcribers, and neither of them get any value from that.
00:16:31.600 --> 00:16:33.840
We're not we're not using it to write marketing.
00:16:34.000 --> 00:16:35.759
Marketing doesn't even have access to it.
00:16:35.919 --> 00:16:40.879
The product team, you know, they try to interview customers to figure out what's in their mind.
00:16:40.960 --> 00:16:43.519
And yet, here's this stack of transcripts.
00:16:43.679 --> 00:16:45.200
The the leadership team doesn't have to be.
00:16:46.159 --> 00:16:47.200
And you kind of don't think about it that way.
00:16:47.519 --> 00:16:48.879
Oh, ridiculous amount of information.
00:16:49.200 --> 00:16:58.879
I think a lot of people are just assuming, oh, I got my my cloud recorder or my my AI bot in there, my read.ai or whatever you're using is sitting in there.
00:16:59.360 --> 00:17:00.799
But nobody does anything with the data.
00:17:01.120 --> 00:17:06.240
Nobody does anything with the information, nobody goes and analyzes, especially the customer side of that conversation.
00:17:06.559 --> 00:17:13.759
You have in there the exact words and phrases that your customers use to describe their challenges, their problems, etc.
00:17:14.079 --> 00:17:15.759
So, problem number one is we're not looking at it.
00:17:15.920 --> 00:17:20.400
Problem number two is if we look at this one call, we have no context compare it to.
00:17:20.480 --> 00:17:28.000
So it's like, it's like you have this super smart assistant taking notes, but you never told them about your organization, your products, whatever.
00:17:28.079 --> 00:17:32.960
You just say, hey, read this 30-minute blob and guess what the what we're talking about.
00:17:33.119 --> 00:17:33.200
Yeah.
00:17:33.359 --> 00:17:52.400
And so that expanding from there and going, wait a second, if we give AI this transcript, but if we also give it context, who we are, what we do, the personas of our clients, like how they think, our NPS scores, our just the more information we can give it to point it to, the more that when it jumps on that call or gets done with it, it's like, ooh, Joe was in this call.
00:17:52.559 --> 00:17:53.279
I know Joe.
00:17:53.440 --> 00:17:54.799
He is this type of persona.
00:17:54.880 --> 00:17:59.680
I know what you guys were talking about because I consumed everything about your product and stuff.
00:17:59.839 --> 00:18:06.880
And so this, like, the companies that are saying, okay, now we've all got AI, just like we all have powerful employees.
00:18:07.119 --> 00:18:15.680
But it's like we we bring in these employees, these AI agents, and we go, hey, just listen for a while and maybe you'll figure out what we're talking about.
00:18:15.759 --> 00:18:17.839
Instead of going, imagine if you did that with an employee.
00:18:18.240 --> 00:18:23.200
Imagine if every employee you brought in, you're like, Yeah, we don't have a training program, we don't have an orientation program.
00:18:23.440 --> 00:18:28.640
Like, just listen, and maybe in six months your your brain will figure this out.
00:18:28.799 --> 00:18:33.200
Okay, that's you really I mean, that's mostly what sales teams do now, right?
00:18:33.680 --> 00:18:40.880
So, so what pro like so tell me how I'm just and honestly, this is two two ball dudes sitting here shooting shit.
00:18:41.119 --> 00:18:42.079
It's kind of fun.
00:18:42.799 --> 00:18:45.039
How do I apply that to my sales team?
00:18:45.200 --> 00:18:48.720
And you know, raw company that you know, we record all our calls.
00:18:48.799 --> 00:18:52.799
Obviously, we're we're doing most of our stuff on either Zoom or Teams, mostly Teams now.
00:18:53.039 --> 00:18:59.839
Not a huge fan of Teams, but it is and then we do have read.ai, you heard me mention that earlier.
00:19:00.160 --> 00:19:03.680
And so how do I go into like where does customer mind solve my problem?
00:19:03.759 --> 00:19:06.559
And I'm you know 20 some million a year.
00:19:06.799 --> 00:19:07.920
What does that look like for me?
00:19:08.160 --> 00:19:12.400
Yeah, so we start with like, hey, let's build the foundation of what it is that is context, right?
00:19:12.480 --> 00:19:22.799
Like, let's get the backstory of your company, let's get like the the personas that we target, and not like not weak marketing personas like 30 to six-year-old, whatever, like psychographic personas.
00:19:23.039 --> 00:19:30.799
Like if you know, if Maslow and Alan Watts got together and we're building the persona of what's inside of you when you're making decisions.
00:19:30.880 --> 00:19:33.519
Let's build these personas, let's connect them to the products.
00:19:33.680 --> 00:19:39.119
Like now we can take and consume all of anything we can get access to.
00:19:39.279 --> 00:19:51.039
Let's take and let's consume all these sales calls and let's tag them into personas and let's let AI massage them and build a giant repository of information that we can now have context to.
00:19:51.359 --> 00:19:54.400
In the same does it is it learning on the fly to kind of do it.
00:19:54.480 --> 00:19:57.039
So you start with like, can you build the foundation of all this knowledge?
00:19:57.200 --> 00:19:57.440
Cool.
00:19:57.599 --> 00:20:03.039
Now you have something that when a call comes in, the sales rep, like the very first easiest thing.
00:20:03.200 --> 00:20:05.920
Sales rep has a call scheduled on their calendar tomorrow.
00:20:06.079 --> 00:20:12.799
It goes and looks at it, grabs the information about the call, compares it against the knowledge base, and goes, Let me prep you for this call.
00:20:12.880 --> 00:20:14.640
Here's a dossier of everything going on.
00:20:14.799 --> 00:20:19.039
Here's a unique needs audit flow based off your playbook, but about this one call.
00:20:19.279 --> 00:20:19.599
Awesome.
00:20:19.680 --> 00:20:23.279
You show up on the call and you're actually prepared, which most sales reps are not.
00:20:23.440 --> 00:20:24.160
Are not at all, yeah.
00:20:24.319 --> 00:20:25.759
They're just winging it on every call.
00:20:25.920 --> 00:20:28.240
Yeah, I we kind of it's really cool.
00:20:28.319 --> 00:20:30.160
I want to talk a little more about customer mind.
00:20:30.319 --> 00:20:38.640
I'm kind of do something similar now, but it's so cobbled together because there's all these different pieces that I have to pull together.
00:20:38.799 --> 00:20:39.119
Yeah.
00:20:39.279 --> 00:20:42.079
And you and it it's definitely not cohesive.
00:20:42.160 --> 00:20:48.160
So I see that I 100% appreciate the problem you're solving, especially for so who's your ideal client in that?
00:20:48.240 --> 00:20:48.960
Is it the SS?
00:20:49.200 --> 00:20:50.960
I'm you know, sales team of three.
00:20:51.200 --> 00:20:51.839
Yeah, yeah.
00:20:51.920 --> 00:20:57.680
It starts anywhere from a solopreneur that's doing all the sales and going, man, I need an assistant or I need some way to show up.
00:20:57.759 --> 00:21:00.319
But especially, you know, the bigger the team, the more leverage you get.
00:21:00.559 --> 00:21:01.279
I would say right.
00:21:01.440 --> 00:21:10.720
So when you jump into that team of like three to ten sales reps, and you're going, okay, we're not, we're not huge, we're not, excuse me, we're not running crazy stuff.
00:21:10.880 --> 00:21:14.480
We want to figure out how we compete with these people with superior tools.
00:21:15.279 --> 00:21:15.359
Yeah.
00:21:15.680 --> 00:21:15.759
Yeah.
00:21:16.079 --> 00:21:26.000
And right now you're probably going, hey, we have GBTs, our sales reps use, and there we've injected a bunch of files and stuff, but those might get out of date, and there's no learning model and it's not connected.
00:21:26.160 --> 00:21:30.640
And you go, let's build this in a way that it's automated, that the mind is there.
00:21:30.799 --> 00:21:32.240
That system is all the agents done.
00:21:32.319 --> 00:21:33.279
You didn't have to think about it.
00:21:33.359 --> 00:21:40.640
Because I will tell you, as that AI first guy we talked about earlier, looking at my sales team saying, I really want to use AI for all this stuff.
00:21:40.720 --> 00:21:41.759
I want to put it all together.
00:21:41.920 --> 00:21:46.960
I've literally cobbled together six, seven systems.
00:21:47.119 --> 00:21:47.599
Yeah.
00:21:48.000 --> 00:21:53.920
Now, and it's not bad, but it's I gotta chase a lot.
00:21:54.160 --> 00:21:59.759
You gotta chase a lot, and then like your system has its memory and information in it, but then you give it to one of your guys.
00:22:00.559 --> 00:22:00.720
Yeah.
00:22:00.880 --> 00:22:02.400
And their systems back to zero.
00:22:02.559 --> 00:22:02.799
Yeah.
00:22:02.960 --> 00:22:12.240
Or heaven forbid you decide, hey, we're gonna we're gonna switch from cowork to manus, or we're gonna roll out open claw over here, and we're gonna roll this system over here.
00:22:12.400 --> 00:22:16.400
Well, now our knowledge is spread all over hell, right?
00:22:16.480 --> 00:22:20.079
It's like we we turned into like Google Google Doc factories.
00:22:20.160 --> 00:22:22.240
We're just building all these Google Docs everywhere.
00:22:22.480 --> 00:22:29.279
I I will say that's become that's noticeably been a problem, like that data sprawl thing, right?
00:22:29.519 --> 00:22:32.559
That's definitely increased more with all this.
00:22:32.640 --> 00:22:42.319
Cause like I've often said to me, like, I've been uh similar to you, you know, founders, owners, I've been this like awesome idea guy for years, right?
00:22:42.480 --> 00:22:54.319
And then execution and final is like way over here, and this is really helping us shrink that gap, but then there's all this shit that happens, kind of like all over here, and it's like you're like, Oh, I built all this stuff, and it's like, what happened to that?
00:22:54.400 --> 00:22:55.200
Oh, it's way over there.
00:22:55.279 --> 00:23:10.240
Like, so there's like no organization on it, and it's hard because as fast as our brains go now, and uh let me ask you this do you do you feel that you're does the AI stuff kind of make you feel like you're constantly not working?
00:23:10.400 --> 00:23:12.480
Like, I feel like I'm behind all the time.
00:23:12.720 --> 00:23:14.960
That one, so that's what's super interesting, especially.
00:23:15.519 --> 00:23:21.599
If you're deep into it, is that we we were told AI is going to make us so much faster.
00:23:21.759 --> 00:23:24.400
I guess that will free up some time, right?
00:23:24.480 --> 00:23:25.680
We'll have more time on our hands.
00:23:25.839 --> 00:23:28.400
We should be working like 10 hours a week right now, right?
00:23:28.559 --> 00:23:33.279
What's missing though is A, like instead of going, what if we become more efficient?
00:23:33.359 --> 00:23:37.839
You're like, wait a second, what if we just got massive leverage and we can do 10 times as much?
00:23:38.160 --> 00:23:38.480
As much.
00:23:38.559 --> 00:23:39.200
That's the deal, right?
00:23:39.279 --> 00:23:39.440
Right.
00:23:39.519 --> 00:23:39.680
Yeah.
00:23:39.839 --> 00:23:40.559
So that's number one.
00:23:40.720 --> 00:23:47.119
Number two, there is this nagging feeling that the world's changing so fast we're gonna fall behind.
00:23:47.359 --> 00:23:48.400
That's exactly what it is for me.
00:23:48.480 --> 00:23:56.400
Like yeah, like you wake up in the middle of the night and then you add your third part, the the dopamine hit of being able to go from idea to tool.
00:23:56.799 --> 00:23:57.200
In minutes.
00:23:57.279 --> 00:23:57.440
Yeah.
00:23:57.599 --> 00:23:57.920
In minutes.
00:23:58.160 --> 00:24:02.240
But 3 a.m., you're like, well, somebody would tell me to get up and write this down.
00:24:02.400 --> 00:24:04.079
Instead, I'm gonna hit manus, load it up.
00:24:04.400 --> 00:24:05.359
We might actually be related.
00:24:05.440 --> 00:24:07.359
It's kind of dealer, both ball guys.
00:24:07.680 --> 00:24:19.119
But this is the feeling you get inside of it, is and so part of it is also like, hey, we need to make sure we're finding some balance of like, hey, go outside, go for a walk, like like reset your nervous system because you can't run this time.
00:24:19.599 --> 00:24:20.319
I have to go golfing.
00:24:20.480 --> 00:24:39.279
Yeah, and it's funny because when I I really prided myself like two years ago on being like the guy that was working 10 hours a week kind of thing, and I had great teams and great systems, and as it's come like the last six months, I I just yeah, I feel like I'm constantly behind.
00:24:39.440 --> 00:24:41.680
I also kind of feel I want to ask you this question.
00:24:42.640 --> 00:24:53.519
I I'm I don't say worried is the wrong word, but I'm I got this feeling intern, I think it's probably more internal, that we only got a certain amount of window to really crush.
00:24:54.160 --> 00:24:59.519
Yeah, no, I don't think it's it is an internal feeling, but it's the same feeling so you have that too?
00:24:59.759 --> 00:25:15.920
Yeah, okay, yeah, because we have this like this moment in time and you have all this noise coming of these jobs will be displaced and be replaced, and you we're clearly heading into we're so the US economy, especially, but you know, the world economy is built on labor arbitrage, right?
00:25:16.079 --> 00:25:26.240
Hey, we we have all these people and they work for us for 10 bucks an hour, and then we turn around and combine up whatever they do, and we sell it for 50 bucks an hour, and we make the money and the difference, and blah, blah, blah, blah, blah, right?
00:25:26.400 --> 00:25:38.400
Very much a labor arbitrage, and then we brought systems and tools into this, but this is the first time where we're suddenly going, wait a second, these are human augmentation tools or potentially even replacement tools.
00:25:38.480 --> 00:25:51.119
And you know, my team is in Discord right now, and we have a virtual product manager who's an open claw bot, and a prompt engineer that's an open claw bot, and they're interacting back and forth as a team together, but that clearly is not the same.
00:25:51.200 --> 00:25:54.240
And anybody who's comparing AI to the internet, it's not.
00:25:54.559 --> 00:26:00.319
No, it's it's yeah, it's and so you feel like this like in three years of movement is similar, yeah.
00:26:00.480 --> 00:26:02.319
Like the all the stuff in the no, yeah.
00:26:02.559 --> 00:26:13.279
I so you feel like, hey, in three years, I don't know, like in one to two years, it's not gonna change as fast as everyone wants to change because humans are slow, yeah, and organizations are slow.
00:26:13.440 --> 00:26:19.680
But in 10 years, we might not even recognize the world of work, and anybody who's been around it can sense it.
00:26:19.759 --> 00:26:21.680
And so you're like, wow, this is weird.
00:26:21.839 --> 00:26:24.319
And so you might get a we need to sprint.
00:26:24.559 --> 00:26:27.039
It's like we knew something's coming, but we kind of don't know what it is.
00:26:27.119 --> 00:26:28.480
Whereas 100%, right?
00:26:28.559 --> 00:26:30.799
Like the the internet, I don't know.
00:26:30.960 --> 00:26:34.160
I'm 49, and you I think we're similar, same, literally the same.
00:26:34.480 --> 00:26:34.799
That's crazy.
00:26:34.960 --> 00:26:46.319
Okay, so we are very similar on all that stuff, and I remember it all starting, and I was a computer company owner back then, and it's just I remember that feeling.
00:26:46.400 --> 00:26:50.400
I didn't feel like I had a whole lot of control over stuff, like it was just gonna kind of happen to me.
00:26:50.480 --> 00:27:04.000
I feel like this I can definitely control, I feel like there's movement in it, but I feel like if I'm not like massively, I'm also a kind of of a Twitter bro, so a little bit, so it's I think that world is a different world than reality too.
00:27:04.079 --> 00:27:13.200
So it's just man, I I've live in this world of constantly feeling like I'm behind, that I can't catch up, and that there's this window that I is a closing window that I'm worried about.
00:27:13.519 --> 00:27:15.039
And I I think that's probably the difference.
00:27:15.119 --> 00:27:29.759
If we go back and look at 01, 06 kind of area with the internet, like you knew the world was changing, you knew you needed to embrace it, but you didn't feel like the world was going to change completely different.
00:27:29.839 --> 00:27:32.720
Yeah, you knew it was going to expand out like this, yeah.
00:27:32.960 --> 00:27:36.799
And right now, that's not how you feel, and that's not the feedback you're getting.
00:27:36.880 --> 00:27:42.160
You're getting this like, oh shit, like three to five years from now, like the world may look utterly different.
00:27:42.240 --> 00:27:42.480
Yeah.
00:27:42.640 --> 00:27:43.920
And and so, yeah, it is.
00:27:44.079 --> 00:27:50.640
And clearly, you know, I don't believe that it's going to be utopia, because that's a hard change.
00:27:50.720 --> 00:27:53.200
And I don't believe that it's gonna complete meltdown.
00:27:53.839 --> 00:27:55.359
I 100% agree with that.
00:27:55.440 --> 00:28:06.880
I don't think humans will ever really be in a world of utopia because I don't I think they thrive on the neg is it negativity, I don't know if that's sort of the right word, but they thrive on like discord.
00:28:07.279 --> 00:28:08.240
Yeah, I don't know if it's discord.
00:28:08.640 --> 00:28:12.400
Thrive as much as we've been trained on scarcity.
00:28:12.559 --> 00:28:12.880
Yeah.
00:28:13.039 --> 00:28:13.279
Right?
00:28:13.359 --> 00:28:15.359
Capitalism by definition is scarcity.
00:28:15.680 --> 00:28:18.079
Although you could say, oh, it's brought more good than blah, blah, blah.
00:28:18.240 --> 00:28:23.920
But by definition, competition equals there's a finite amount of value, and I'm trying to get my cut.
00:28:24.160 --> 00:28:24.400
Yeah.
00:28:24.559 --> 00:28:32.480
And so that training that we put everybody through, the other problem is we put everybody through a, you know, shut up and do what you're told training in the education system.
00:28:32.720 --> 00:28:40.240
So the entrepreneur time right now, this is our, this is our, if you were the the little bit disruptor in school, like this is your time.
00:28:40.400 --> 00:28:43.359
You're like, oh yeah, it's paying off to to not be able to do that.
00:28:43.519 --> 00:28:44.559
We're both that guy, weren't we?
00:28:45.119 --> 00:28:45.680
I could tell that.
00:28:45.839 --> 00:28:46.000
Yeah.
00:28:46.240 --> 00:28:57.519
I put a thing up on my public Facebook wall a couple weeks ago, and it was like, uh, let's let's do a funny prank, let's put everybody through 15 years of education and massive debt and then replace them all with AI bots.
00:28:57.680 --> 00:28:59.440
And man, I got blown up for that one.
00:28:59.839 --> 00:29:12.000
Or let's put them through 15 years of psychological training of telling you to put your hand down and that there's you know, the big one, that there'll be an adult in the room that will have your best interest in mind and will tell you what you should do.
00:29:12.160 --> 00:29:15.599
And all of a sudden, all these adults in the room either they don't know what they don't know.
00:29:15.759 --> 00:29:17.759
Yeah, nobody won't allow you to free think either, right?
00:29:17.839 --> 00:29:18.400
Yeah, yeah.
00:29:18.480 --> 00:29:27.039
I mean, imagine if you're imagine if you're 24 right now, sitting in college, and you're going, career services has no clue what comes next, and my professors have no clue what comes next.
00:29:27.200 --> 00:29:31.440
And everybody I'm talking to isn't getting an entry-level job and AI is replacing them.
00:29:31.519 --> 00:29:39.119
But at the same time, I'm being told that AI is cheating in school, and I'm not being taught how to actually use it in the workforce because nobody knows.
00:29:39.200 --> 00:29:44.400
Yeah, all the adults in my life suddenly have no credibility with me.
00:29:44.640 --> 00:29:47.440
Like it is a very interesting time for that.
00:29:47.599 --> 00:29:50.720
Well, and you and you watch the kids that just sold Cal.
00:29:51.039 --> 00:29:51.759
Did you see that?
00:29:52.160 --> 00:30:07.200
So if you don't know what we're talking about, there's I think it was a couple of 16, 17-year-old kids built an app to track calories with AI, and they sold it to MyFitnessPal, MyFitnessPal, for 100 million.
00:30:07.599 --> 00:30:08.559
Ridiculous amount of money.
00:30:08.799 --> 00:30:09.519
Props, kids.
00:30:09.599 --> 00:30:10.319
Like, that's awesome.
00:30:10.480 --> 00:30:14.000
Like, I so from you and me, we're like 100% celebrating that.
00:30:14.240 --> 00:30:18.319
I wonder, like, we think about the money side of it, but it's far more to me.
00:30:19.119 --> 00:30:22.240
And think about the institutional world that they were in.
00:30:23.200 --> 00:30:26.319
So so everybody's watching this, like, take the money side out of that.
00:30:26.400 --> 00:30:28.240
The 100 million gets you a little distracted, I think.
00:30:28.640 --> 00:30:29.279
It's a big bubble.
00:30:29.359 --> 00:30:30.160
So let's just take that out of that.
00:30:30.240 --> 00:30:34.559
Let's just say they let's just say they sold a million-dollar startup or even a hundred thousand dollar startup.
00:30:34.799 --> 00:30:48.480
The fact that you're 15 years old and you kind of have the forward-thinking brain to say, I am going to defy that institutionalism educate the institutional education piece that I that's been con that I've been forced to conform to.
00:30:48.559 --> 00:30:53.200
And I just think about our world that we grew up in, that's impressive.
00:30:53.440 --> 00:30:57.359
And it's and and that's I think what we need a hell of a lot more of.
00:30:57.680 --> 00:31:02.799
Yeah, and and I think if you if you deconstruct what they did, you start off with vibe coding.
00:31:03.119 --> 00:31:12.640
You start off with this idea that and and even the words like you know, we came out with prompt engineering, and and the very small fraction of the world wants to be an engineer and sort of put off a lot of people.
00:31:12.960 --> 00:31:24.720
Using the word engineering and coding like implies that that we need, you know, for especially since the internet came out, we've consolidated the act of creation in the hands of a very few people.
00:31:24.960 --> 00:31:25.279
Man, good.
00:31:26.240 --> 00:31:28.640
Like, yeah, so we've we've consolidated this act of creation.
00:31:28.720 --> 00:31:36.480
We've all become users, users of Facebook, users, consumers of content, users of software, right?
00:31:36.640 --> 00:31:40.559
Think about how many pieces of software you are we would define yourself as a user of.
00:31:40.640 --> 00:31:40.799
Yeah.
00:31:40.960 --> 00:31:45.839
Now think about how many people in this office right here would say I'm a creator of tools.
00:31:46.079 --> 00:31:47.039
Very few, right?
00:31:47.200 --> 00:31:48.720
Now with AI, we start expanding.
00:31:48.960 --> 00:31:49.440
Right, me and you.
00:31:49.519 --> 00:31:50.000
Yeah, that's it.
00:31:50.160 --> 00:31:57.440
So now we start expanding that and going, oh shit, I can wake up today and create a website, a tool, a dashboard, uh whatever.
00:31:57.519 --> 00:32:04.880
And that act of creation, when it becomes unlocked, and you go, Wait, just by talking, I can I can speak a tool and tool terms.
00:32:07.200 --> 00:32:10.079
I I agree with that because it's it's hilarious.
00:32:10.240 --> 00:32:18.319
Yesterday morning, I have a personal trainer that comes to my house here in Austin and she's talking about I kind of we kind of like do business coaching on the fly with her a lot of times.
00:32:18.400 --> 00:32:24.160
She's trying to grow her practice, and and I'm like, okay, yeah, we can she's trying to build lead magnets and all this stuff.
00:32:24.240 --> 00:32:25.680
So I'm kind of like going live with her.
00:32:25.759 --> 00:32:28.880
I'm like, you realize you can just do that now, right?
00:32:28.960 --> 00:32:32.240
Like you can give what you want to your marketing person if that's what you want.
00:32:32.319 --> 00:32:33.519
She's like, Well, I don't know how to do that.
00:32:33.599 --> 00:32:35.440
I'm like, just vibe code it.
00:32:35.519 --> 00:32:38.079
And she said, I'm not, and she goes, What?
00:32:38.160 --> 00:32:39.839
And she actually thought I was talking about like a vibrator.
00:32:39.920 --> 00:32:41.680
I'm like, no, not not not that.
00:32:41.839 --> 00:32:42.240
Like that.
00:32:42.720 --> 00:32:44.559
I literally went and got my MacBook.
00:32:44.720 --> 00:32:47.920
I pulled out Claude and I said, Tell me what you want to do.
00:32:48.240 --> 00:32:51.200
And we typed it out, and she's like, I can do that.
00:32:51.359 --> 00:32:52.000
I'm like, Yes.
00:32:52.240 --> 00:32:53.119
Like, do you have Claude?
00:32:53.200 --> 00:32:55.200
She said, Yeah, but I use it like just like you said earlier.
00:32:55.279 --> 00:32:56.319
She's like, I use it like this.
00:32:56.400 --> 00:32:59.119
I'm like, tell it you want to see this.
00:32:59.680 --> 00:33:02.880
And she literally pulled out her phone and did it on her phone, right?
00:33:02.960 --> 00:33:05.119
And she's like, Oh my god, I can build that.
00:33:05.200 --> 00:33:06.240
So that's that, right?
00:33:06.480 --> 00:33:09.839
That and that, so you don't put that back in the bottle.
00:33:10.000 --> 00:33:10.319
Yeah.
00:33:10.640 --> 00:33:10.960
Right?
00:33:11.039 --> 00:33:12.319
Like that doesn't go away.
00:33:12.400 --> 00:33:17.359
And so, you know, if you take Claude, but you know, if you make even an easier entry level, go grab lovable.
00:33:17.440 --> 00:33:17.839
Yeah, right.
00:33:18.480 --> 00:33:29.440
The easiest vibe coding platform on the place are Filipino VAs actively using Lovable right now to make landing page like to make full campaigns for our IT clients.
00:33:29.599 --> 00:33:30.000
Right.
00:33:30.480 --> 00:33:38.240
And they're and in fact, our one our main team on this, it's a 64-year-old Filipino mom.
00:33:38.720 --> 00:33:40.880
And her daughter work together with us.
00:33:41.200 --> 00:33:42.079
That's what they do.
00:33:42.240 --> 00:33:42.480
Right.
00:33:42.720 --> 00:33:45.839
And she's she's blown away by it and she loves it.
00:33:46.079 --> 00:33:53.119
Now the the next unlock is so you get this app and it's sitting there, and you hit the voice icon or use, you know, use like your voice memo.
00:33:53.200 --> 00:33:53.519
Yeah, yeah.
00:33:53.759 --> 00:33:58.960
Close your eyes so you're not thinking it's an app and imagine it's me or you sitting there that you're talking to.
00:33:59.279 --> 00:34:04.400
Yeah, because you have no idea how many people come and say, Hey, I wish I could build blah blah blah blah blah blah blah.
00:34:04.480 --> 00:34:06.480
And I literally copy and paste that into Lovable.
00:34:06.559 --> 00:34:08.719
I'm like, why didn't you just talk to it?
00:34:08.880 --> 00:34:13.039
Yeah, but that act of like tell it what you're trying to do and it will do it.
00:34:13.280 --> 00:34:15.599
We've not had technology like that, yeah, right?
00:34:15.760 --> 00:34:19.840
We did not, you know, think about like I remember my first website I built with Dreamweaver.
00:34:19.920 --> 00:34:21.840
It was so much work page, man.
00:34:22.239 --> 00:34:24.480
Yeah, like you had to know what the hell you were doing.
00:34:24.639 --> 00:34:26.800
But this idea of like, but it's so interesting.
00:34:26.880 --> 00:34:31.519
It's a you know, we used to have this site I would use with people all the time that was like, let me Google this for you.
00:34:32.079 --> 00:34:38.400
So they'd send me a question, I'd throw it in there just to be a jerk and send them back the link and it would show me typing it to Google for them.
00:34:38.800 --> 00:34:40.559
Let me let me let me vibe code that for you.
00:34:40.639 --> 00:34:41.840
We should we should we should build that.
00:34:42.159 --> 00:34:46.159
Yeah, because it's surprising how many people I take their exact phrase and I drop it in.
00:34:46.320 --> 00:34:48.480
I'm like, you know, just answer the questions.
00:34:48.639 --> 00:34:53.119
And and as soon as they get that and it clicks, they're like, wait a second.
00:34:53.519 --> 00:35:03.760
It's like luckily it's is very opening because they're like, wait, it it feels like I've been being lied to for decades that I couldn't create, that I couldn't make my own tools.
00:35:03.920 --> 00:35:05.760
And you don't put that shit back in the bottle.
00:35:05.920 --> 00:35:06.159
Yeah.
00:35:06.320 --> 00:35:09.119
And so, and and you might go, Well, I don't need a landing page.
00:35:09.199 --> 00:35:21.840
I don't need, hey, if you have seven spreadsheets, if you have seven spreadsheets and you're like, man, I wish we could put this data from our CRM and this data from QuickBooks and this data from our marketing thing, I wish we could throw this together and be able to make sense out of it.
00:35:22.000 --> 00:35:22.320
Awesome.
00:35:22.400 --> 00:35:26.079
Throw that into Manis and be like, hey, I have this and this and this.
00:35:26.239 --> 00:35:28.719
Will you build me a way to make sense out of this?
00:35:29.039 --> 00:35:36.079
More importantly, if you do the kind of pull, we move from push prompting, I'm telling it what to do, to pull prompting and say, I'm trying to do this.
00:35:36.239 --> 00:35:37.519
What do you need to know?
00:35:37.760 --> 00:35:40.400
What do you need to know about what I'm trying to do to make this work?
00:35:40.639 --> 00:35:43.119
So if you just ask it, what do you need to know to make?
00:35:43.519 --> 00:35:45.199
Here's my here's what I have.
00:35:45.360 --> 00:35:49.039
I have these five spreadsheets from these five systems, and here's where I want to go.
00:35:49.199 --> 00:35:54.559
I sure wish I had a dashboard with calculators that I could play with this data.
00:35:54.719 --> 00:35:58.960
Now, what do you need to know about me, my company, or whatever to make this happen?
00:35:59.199 --> 00:35:59.840
And what can I do?
00:36:00.000 --> 00:36:01.199
I can do prompt that way, actually.
00:36:01.679 --> 00:36:08.000
I didn't really think about it, but I'm just I I'm often asking questions to whatever platform I'm using.
00:36:08.400 --> 00:36:16.880
And we I'm mostly on cloud for that stuff, but I also use a combo of Gemini Pro and ChatGPT and you know, I I've inmat, like we're in all kinds.
00:36:17.119 --> 00:36:18.400
I'm always trying different stuff, right?
00:36:18.480 --> 00:36:18.639
Yeah.
00:36:18.880 --> 00:36:31.199
But yeah, that's a net we take it for granted, but but we have mentally switched to recognize that these platforms can't just do shit, they are smart enough to tell us what it needs to do that stuff.
00:36:31.280 --> 00:36:32.320
We can ask it.
00:36:32.480 --> 00:36:37.599
And like you don't get into Excel and be like, hey, Excel, what would you need to know about me to build this spreadsheet?
00:36:37.920 --> 00:36:39.519
So it's it's a different mindset shift.
00:36:39.599 --> 00:36:46.960
But as soon as you switch to ask it what it needs, it suddenly is like a consultant with you going, Well, I would need this and this and this.
00:36:47.119 --> 00:36:47.360
Cool.
00:36:47.519 --> 00:36:53.599
Well, this is really like now to me an actual agent or a coworker, kind of like et cetera, et cetera.
00:36:53.760 --> 00:37:00.559
I'll be curious to see what uh I saw Microsoft literally a couple this week release their their own co-work, their co-pilot, co-work with Claude.
00:37:00.800 --> 00:37:06.960
And I come from IT managed service provider land, so they've been very deep with the Microsoft ecosystem for years.
00:37:07.119 --> 00:37:07.280
Right.
00:37:07.440 --> 00:37:10.159
We had Microsoft Action Pack and all that stuff back in the day, right?
00:37:10.320 --> 00:37:15.760
I don't know if you remember that or if you were a part of that, but they gave you free software to get you to be part of their stuff.
00:37:16.079 --> 00:37:21.360
And realistically, a Microsoft Copilot just didn't do anything, which I think is the problem.
00:37:21.599 --> 00:37:36.880
They run, I mean, it's not a whole lot different than Siri at this point, doesn't do anything, but I think it's funny because both both the big guys, Microsoft and Apple, have kind of been sitting around letting these guys get dirty in the trenches, and then we're gonna see some stuff really start to happen in the next quarter.
00:37:37.199 --> 00:37:42.639
Yeah, and these two companies are gonna be interesting because clearly Microsoft has access to everybody's stuff, yeah, right?
00:37:42.719 --> 00:37:44.880
And they they've kind of trapped in the ecosystem.
00:37:44.960 --> 00:37:49.840
And Apple is currently sitting on the greatest computer ever to run OpenClaw.
00:37:50.239 --> 00:37:50.639
Yep.
00:37:50.800 --> 00:37:51.039
Right?
00:37:51.119 --> 00:37:53.119
And so it's gonna be interesting to see where they go with it.
00:37:53.280 --> 00:37:56.239
Well, most of them are in our hands, if you think about it.
00:37:56.320 --> 00:38:01.679
And they have what 200 billion not just in our hands, especially on the Apple side, listening to everything we're saying.
00:38:01.840 --> 00:38:06.559
Yeah, they got they got million, yeah, yeah, crazy amounts of information, all that stuff, yeah.
00:38:06.960 --> 00:38:10.800
So I think we're gonna have to do this again in a few months here.
00:38:11.039 --> 00:38:12.079
So we'll we'll keep in touch.
00:38:12.800 --> 00:38:14.320
You said you're coming to Austin once a month, right?
00:38:14.480 --> 00:38:15.199
I'm here all the time.
00:38:15.280 --> 00:38:18.320
Again, like if you want to golf activity, right?
00:38:18.559 --> 00:38:21.599
Yeah, you golf, I'll flip my code, it'll be great.
00:38:21.679 --> 00:38:23.280
I'll try to be my right along.
00:38:23.360 --> 00:38:24.800
I'll be like, yeah, Ryan, how'd it go?
00:38:24.880 --> 00:38:25.360
Like, still going.
00:38:25.920 --> 00:38:26.159
You know what?
00:38:26.239 --> 00:38:27.199
Last week is still compiling.
00:38:27.440 --> 00:38:31.039
Just to end on last week was my first my first time snowboarding with manus.
00:38:31.280 --> 00:38:41.199
So last year I'd be snowboarding with Chat GPT, and so I'd be like writing the lift, doing stuff, and then I'd snowboard down, and Chat GPT's context window was small, and its capabilities to finish stuff was light.
00:38:41.360 --> 00:38:46.239
Whereas with Manis, I can vibe code five platforms while snowboarding just while I'm sitting on the lift.
00:38:46.400 --> 00:38:50.960
I I was literally, well, I lift while five vibe code while lifting.
00:38:51.199 --> 00:38:58.239
Yeah, like four four four versions, task running and mana's while you're out there snowboarding, and just like, yeah, it's a whole new world.
00:38:58.400 --> 00:39:04.239
Yeah, I went to I have a house in Mexico and I go down there and just like go lay out and hammer away on the on the laptop.
00:39:04.320 --> 00:39:07.280
And it's it's kind of a it's like that side of it's really cool.
00:39:07.519 --> 00:39:11.679
So kind of wrap things up a little bit here, what do you see coming?
00:39:11.840 --> 00:39:15.039
Like what what's what do you see the next quarter gonna look like?
00:39:15.360 --> 00:39:28.880
You know, the the here's what the challenge is the more powerful our tools get, meaning like there's a a huge power difference between Chat GPT and Claude and Grok in the chat interface versus say cowork or manus versus a lovable and replic.
00:39:28.960 --> 00:39:41.440
And you know, if you figure out as you start bringing agents into the mix, uh open claw agents, or everybody's going to be releasing that every platform will have some variation of cowork, or I mean of open claw, right?
00:39:41.519 --> 00:39:41.760
Yep.
00:39:41.920 --> 00:39:50.880
The challenge is we're moving from micromanaging it and prompting to giving it bigger projects and say, like manage.
00:39:51.039 --> 00:39:56.000
Yeah, it's managing and filling in the gaps, but that means very much like an employee, we have to give it more context.
00:39:56.159 --> 00:39:59.840
When you get up at the upper level of an agent, this is like an employee.
00:40:00.159 --> 00:40:07.360
You just hired a crazy smart, extremely arrogant employee that has no context.
00:40:07.519 --> 00:40:11.920
And so that next level not a whole lot of guilt or like they don't care.
00:40:12.880 --> 00:40:13.280
It doesn't care.
00:40:13.679 --> 00:40:14.719
Yeah, it doesn't care about tokens.
00:40:15.039 --> 00:40:15.519
It just ghosts, yeah.
00:40:15.840 --> 00:40:24.000
It's like ghosts, it's like a wildly smart new college grad that believes they've got the black card and they can just burn anything they want.
00:40:24.159 --> 00:40:30.239
And so our ability, like all those are gonna drop into the world, and everybody's gonna go, oh my gosh, we got agents everywhere.
00:40:30.400 --> 00:40:34.000
And we're gonna be back to where we were at with Chat GPT of going, but it's not working.
00:40:34.079 --> 00:40:35.360
The ROI isn't there.
00:40:35.840 --> 00:40:42.159
And they're gonna blame the tech instead of going, wait a second, maybe we need to figure out how to train this stuff.
00:40:42.320 --> 00:40:50.000
The more capabilities a tool has, the more strategy that you have, you know, think about how do you teach it how to make a good decision?
00:40:50.239 --> 00:40:51.920
Because that's where we're at with OpenClaw.
00:40:52.000 --> 00:40:52.239
That's right.
00:40:52.639 --> 00:40:59.440
Can you give it decision-making frameworks and capabilities, just like you would with an employee that you're about ready to unleash?
00:40:59.599 --> 00:41:03.199
And how do you build checks and balances and how do you get it to check its work?
00:41:03.280 --> 00:41:15.280
And how do you give it, you know, the it goes back, it's so funny, but like I spend more time in psychology and old business books thinking about how did we teach employees this because we got it's just an agent, it's just an employee.
00:41:15.519 --> 00:41:15.920
Yep.
00:41:16.159 --> 00:41:21.519
Yeah, and and they all have souls and you know, workflows and all the different stuff that we got to give them.
00:41:21.599 --> 00:41:22.559
We just gotta make sure we do it.
00:41:22.719 --> 00:41:26.960
And I think everyone's really right now where we sit, there's like the haves.
00:41:27.039 --> 00:41:36.559
I kind of get it, they get this, and then there's everyone else, and the everyone else is just looking for that easy button to get in, and it just it's not quite there yet.
00:41:36.639 --> 00:41:39.039
But I I I think you're you and I are very similar on everything.
00:41:39.360 --> 00:41:53.360
And that's that's the second thing is in the next in the next year, we're gonna see what happens when people aren't just five times better, but when they're five times better and iterating at five times the cycle time.
00:41:53.519 --> 00:41:53.840
Yeah.
00:41:54.079 --> 00:41:58.480
Because that that's where we're at, is not just like, oh, I'm better at ChatGPT than you are.
00:41:58.639 --> 00:41:59.119
Okay, cool.
00:41:59.199 --> 00:42:03.280
Maybe I'm you know getting 20 or 50 percent better of output.
00:42:03.440 --> 00:42:08.639
But what happens when I'm getting five X better output and growing at five X faster?
00:42:08.719 --> 00:42:10.320
My it's the slope on the line.
00:42:10.480 --> 00:42:15.440
Yeah, it's gonna really enable the the get the getters to just leave behind.
00:42:15.679 --> 00:42:17.039
Just go, just go, yeah.
00:42:17.440 --> 00:42:17.760
Cool.
00:42:18.000 --> 00:42:18.559
All right, man.
00:42:18.639 --> 00:42:20.639
I really really enjoyed this conversation.
00:42:20.800 --> 00:42:22.960
We are uh you're in town for South by Southwest this week.
00:42:23.039 --> 00:42:24.960
We've got internet marketing party tomorrow night.
00:42:25.119 --> 00:42:26.000
So I'll be around.
00:42:26.079 --> 00:42:28.719
We got some stuff here at the office tomorrow, but I'll be around IMP.
00:42:28.800 --> 00:42:32.960
Uh well, uh we got uh he's gonna be at AI Profit Machine House with us on Thursday.
00:42:33.199 --> 00:42:33.840
Super pumped.
00:42:34.000 --> 00:42:36.320
First time we're doing this, and I'm excited about that.
00:42:36.480 --> 00:42:39.280
Now, I don't mean just us, but the first time we're doing AI Profit Machine House.
00:42:39.360 --> 00:42:45.360
I've never had my own South by event, and we've already signed the paperwork to do a three-day event next year, so that's pretty cool.
00:42:45.519 --> 00:42:47.440
So uh and we go the same time.
00:42:47.519 --> 00:42:49.760
So we got Chingy in the house on Thursday, which is pretty cool.
00:42:49.840 --> 00:42:51.360
Like his name's Howard, he's a really good dude.
00:42:51.440 --> 00:42:52.480
So we're gonna have a blast on Thursday.
00:42:53.199 --> 00:42:53.679
I'm excited.
00:42:53.840 --> 00:42:54.800
Great conversation, Ryan.
00:42:54.880 --> 00:42:55.440
Really appreciate you.
00:42:55.519 --> 00:42:57.920
Good luck with our customer mind, and uh, we're gonna be doing a lot more.
00:42:58.079 --> 00:43:00.480
All right, thanks for joining us on the AI Profit Leaders Podcast.
00:43:00.559 --> 00:43:01.920
We'll see you guys soon.
