Hustle & Flowchart: Mastering Business & Enjoying the Journey

using only twenty percent of your business data is kinda like texting with someone who only text and emojis first of all it's super annoying and you're not getting the full picture you're missing a ton of context that's kinda how businesses are operating right now where they're using only twenty percent of their data unless you have hubspot so with hubspot this is where your emails your call logs your your chat messages all that could be turned into actionable insights that actually grow your business all within that platform because all that data is really gonna make all the difference it's a total game changer so learn more over at hubspot dot com what if google chat and tiktok already know more about your business than your customers do and they're the ones that are actually gonna decide who gets found and the ceo of everybody else out there is it gonna be you so i chose to have jason barn here in the podcast today because this is super timely he's gonna break down how to actually take control of your digital identity how to build trust with ai and had to position yourself for the future of search jason has been doing this for twenty seven years search optimization so this is extremely timely very tactical let's dive into it alright jason we're finally didn't record because already the pre chat it's always a good thing when we're we're we're relating to people that we know and just getting excited for what's to come so thanks for hanging out with me today jason brilliant oh thank you and i love the pre chat it's usually some of the best stuff and i'd have to like cut it off yeah gotta hit record get it go so we were we're were yeah going down memory lane a little bit you have twenty seven years of experience of working with you know maybe it wasn't always called seo at the time but basically search and how to optimize things it's evolving massively you said you're up at three am today with like fireworks burst in your mind like there's new new stuff so no hundred understand and i started in the year that google was incorporated in nineteen ninety eight mh and i was doing white text white background i was doing submitting to these different engines different pages for each engine for each variant and i've come all the way through now to these machines are sufficiently smart to understand who you are what you do who you serve are you credible and should they actually recommend you as a solution and it's a huge evolution and so i mean like you've done this for like i said twenty seven years and so well over twenty years you've seen evolution happen i guess what we don't need to go like and step through all of the evolution because this changed a ton but i guess what are the biggest changes that maybe are happening right now and what are to come that people aren't really realizing what's happening no i love that question because actually we can basically forget everything that happened before okay that's good just checking in a bed mh and we can look at ai assistive engines which is chat google imo copilot these engines are designed to help us as users go from top to bottom of funnel to find the solution to our problem and it might be paid for it might be just a converter for you and you're not optimizing for the visit you're optimizing for the click and that's the perfect click which is the bottom funnel this is the solution that the engine has recommended and that's true engagement when something's clicking and taking an action i mean those are the people you want you don't wanna just be visible in things that aren't relevant right yeah and i think as businesses we're we're thinking well this middle of funnel wall of funnel content we've created i need visits and the answer is no you don't right what you need is that the machine rebuild that funnel in its brain and leads the person to you for the perfect click so clicks on your middle and top of funnel content and no longer a great kpi it's when do people come to your website and simply bully so you're basically saying that now we're living in this age of with ai so smart and it's just getting smarter we'll talk about that with agents and things that if we position ourselves correctly in the the the ai platforms understand that and us and what we put out there it's basically gonna find us the best buyers are most buyer intent people fred the get go instead of us having a nurture everybody and take a long time now hundred understand and so they nurture and they recommend a mass brilliant oh and you can actually fight these machines with exactly what they're finally do towards mh tell me more about that what do you what do you mean well they're creating walled gardens where they take the person entirely down the funnel mh if they ever a leak i they send somebody to your website before the end of the funnel create your own walled garden don't let them out yeah would you define that like game so so what would you how would you recommend someone what's a basic structure of like a walled garden from your perspective a person what they're doing is saying okay we've got an awareness question and we then take that down to consideration then we take it down to decision if ever you get a clip from the awareness moment you have to have that awareness page pushing people down the funnel so they'd they'll go back to the engine to ask for recommendation which might not be you mh so basically it it it's kinda cute in the sense that they're creating walled gardens that are not letting people out of their ecosystem mh if they ever send somebody to you do the same thing yeah play their game but make sure you're also playing their game right like it's kind of you have to and google's always been that way too right like they've always kind of had these rules that does it they they tell you where they hint to how to play by the rules but obviously the rules change all the time so exactly and if you can beat the rules at any point in the funnel take the opportunity to not let the person go back mh and then you've beaten the machine at its own game we mentioned seo and that's why i think when people immediately think of you know oh you worked with google for a long time you're an seo guy blah blah blah you know and we are already connecting on the previous yep a guy that have had on the show many times kurt malik from us spain yeah you said you he's one of the favorite people your favorite people i'm like that's super cool world one of the smartest seo marketers i've ever met because he builds things step by step yeah he says let's do this today because it's gonna have a result tomorrow and it's gonna be a small result but at least it's a result and he builds things step by step in a very intentional manner that i immensely appreciate and when i talked to him he always talks sense that's true it's true it's very practical that's why i've had them on so many times because things change and we're probably due for another one after after you and and of course kurt if you're listening i'll make sure you hear this obviously jason says i i'd appreciate you but i mentioned that because it's been you know i've had him on a lot because people ask about seo all the time and because it changes and i'm curious from your perspective jason like when was seo like not really it's not enough anymore like there had to be more behind just doing never been enough i built my company online it was a an attack entertainment platform we competed with disney with pbs we had a billion page views in two thousand and seven from sixty million visits wow oh boy so people are sticking around on the site and yep yes yes only twenty percent came from google all of the rest came from the marketing the branding that we were doing across different platforms so i would suggest that google is a bonus chat as a bonus and that you should be focusing on marketing to the people that you can truly help in the places where they all already hang out mh in my case it was kids entertainment yeah it was schools it was cartoon websites it was parenting websites it was grandparent parenting websites and it was babysitting sipping websites mh that was eighty percent of our traffic so referral traffic then more or less right yeah it was being in front of the right people in the right places at the right time in the when you could actually offer the solution and google the twenty percent of google and search in general was a bonus so if you're looking at it that way you change your perspective and you say well i don't rely on google google is simply an addition it's an additional amplifier and chat pete is exactly the same yeah so look at it as an amplifier of what you should already be doing and you see that being the same kinda as time goes on in the future as well i would say to more the case now with the the closed walled gardens is if you let them keep the user they will keep the user if you can get the user before the user even gets to them you've won the guy true true true do you feel like there's a time frame right now that we're kind of in like this window in time two years two years why is this because in two years time the ai will already have all of the information it needs to serve the basic fundamental information funnel that we need his users so let's take an example of napoleon bonaparte mh i'm in france mh it doesn't need new information about him right so it doesn't go looking for information about it it's just gonna basically ai generated stuff of the knowledge that it already has about napoleon yeah so if i write an article about the napoleon bonaparte i'm trying my time down the bam down the toilet in terms of google and chat and in two years time that is gonna be true of every standard basic topic in the world meaning basically all the information has been mined from what we know as humans or what has been published i guess right yeah exactly that and so you're only in is up to date information football scores great example yeah and information gaps anything you can teach it that it didn't already know but so seriously yeah information gaps like defining so it's it's information that what we hold or maybe a a perspective of something kind of recent i guess to define yeah information gaps and how that's an opportunity for us well data numbers and are super important if i say i've got nine point four billion byte points in ka pro and i can tell you that thirty percent of lawyers do not have a knowledge panel that's new information it didn't have and it will be super enthusiastic got it and then today the thrift o'clock in the morning thing you were talking about and it's difficult to explain but i woke up and i thought wow okay we're looking at algorithm harmony i like how do we create algorithm harmony we create a friction free situation for bots on our website within our content generally we create tasty content for algorithms that they want to use and we organize ourselves for the engines so that they can understand how to put all the pieces together and it's it's a bit geek key and i'm sorry i'm probably expect explain me very badly but it was literally last night that i thought of it this is new information this is a new perspective on something that everybody knew well expand i i i love for one you got me with algorithm harmony i had to write that down because i'm like that's that's interesting and who isn't that it is so algorithm harmony in your mind and this is what yeah kept you wake probably or woke you up is so you're reducing reducing friction for what all of the bots so we're talking about what google ai all the you know open ai all the stuff that's basically looking for information you're making it easy for people you're making it tasty and interesting for the bots to you know like no of yeah for the algorithms yep so the tasty party's algorithms is does the algorithm think that your content is tasty and helpful and that would be what timely stuff right the information gaps that you mentioned does it serve the purpose of the need of the user mh you need to make sure the content you're creating makes the algorithm algorithms think yes i can service this to my user and it will be helpful to them that's tasty and then the organizing please go ahead because i'm interested in your your perspective here and would now i mean this is like eighteen hours old right i don't and just so everyone knows that was three am you're in france i'm in san diego california it's right past seven o'clock pm your time so almost seven thirty so it's like you've been up for a while and you're still buzzing so but yeah the third so we talked about reducing friction for the bots tasty make it tasty for the algorithms and then and organizing this so the engines understand how to put all beasts together right like so how it shows up when people are actually searching for that need yep you've now take on it that's it well that's it yeah so eighteen hours old and it's all nailed man thank you very much jo you very much no i'm happy to introduce it i gotta publish this before you go and no i know you're already writing so beat peachy to it i don't think i will but no this is i think that's a great overview and i guess now this leads me too because i wanna get to knowledge panels and in the and how that's important and it's been around it's not like a new thing but maybe we go back to that and kinda pause for a moment because i do wanna get your perspective of what's happening right now in ai and how yeah just searches it's similar but changing how we position ourselves and and yeah but let's you know i wanna i wanna tease that for a moment go to knowledge panels because that's something that i know is very important i wanna just i want quickly describe what they are they've been around and then not how they're changing a knowledge panel is google's understanding of who you are so when it shows a knowledge panel it says well this is the person or the company and this is what i've understood about them and i am super confident and it's a great kpi for algorithm understanding and that same algorithm understanding applies to every single engine chat gp perplexed microsoft copilot called if they understand who you are they will represent you with that factual representation that you need for the bottom of funnel clients prospects that you're getting yes so the knowledge panel right now is a great kpi because if google understands you the other ai probably understands you too because they're all looking at google as that source of information at least for now but like you said i mean google's been at it since you said what ninety seven ninety eight i think they started in ninety six but they incorporated in ninety eight so i used that date because it makes me look like i was there at the beginning but actually be going two years before i started okay i started seo in the year google was incorporated is better than i started seo two years after google started i like it's all bringing in positioning right yep exactly always it's what we call it at cali claim frame improve claim premium improved so i claim twenty seven years i frame it by saying same diego google was incorporated that makes me look impressive and then i prove it with links out to resources on the web that show that yeah so the framing is super important because the difference between i started an seo of the year google is incorporated brilliant okay google jason same date yep i started seo two years after google started actually with their search engine jason was behind the time alright right so you get immediate trust and you could prove it and yeah and and off you will that's great i mean that's that's a little nugget right there anyone could take and use for their own business so whatever the frame the framing is super important mh clean whatever true whatever is true in your life is incredibly important but how you frame it to serve your current purpose is fundamental to people until algorithms i love that and so the knowledge panel thing it's interesting because like so everybody's looking at or you know everybody meaning these what there's only like four or five big ai companies real and you know if you think about it and that's what's interesting they're all racing to get all the information each other go ahead tell me which four or five you're thinking of oh i mean there's probably more but yeah you have like google you have microsoft you have philanthropic open ai and i mean you have i mean you have china and all these other but i'd say what amazon is probably coming up you no i i wasn't like i didn't mean to put you on the spot oh it's okay it's a but we actually had a situation where right now people are saying sixty to eighty percent of your traffic on your website is bots mh right and that dead internet syria whatever her or yeah and it's rubbish of course is it oh god we tell tell me tell me tell me because have curious because yeah it struck me that that can't be true and the kind of subtlety that is sixty percent of the files on your website are being taken by bots but only fifteen percent of the web pages that are digested are by bots because they're taking lots of files that people never see css javascript robots the that bought t xt the xml site maps on and so forth so if you remove all of that the number of web pages that are being digested is in our case at cali cube fifteen percent because we're in incredibly popular bot friendly website in your website might be eight percent it might be six percent but be careful about getting caught out in this oh all all the the the the headline grabbing clickbait scientist hey so what if your expertise can work for you twenty four seven even while you sleep so at ai build team we create ai powered digital twins that clone your knowledge your voice and even your style so you could scale without burning out so imagine multiplying yourself but without multiplying your time or your team's time and the cool part is you don't have to imagine any of this you can actually chat with my own ai twin right now just go over to ai build team dot ai slash joe and you can see how it works for yourself again that's ai build team dot ai slash joe hey i wanna pause the episode really fast and shout out another podcast that's on the hubspot podcast network the audio destination for business professionals the podcast is called this old of marketing and it's hosted by joe po and robert rose and these guys have been around for a wow very well known experts in content marketing so if you want anything around content marketing and the trends and and basically the rants and and you know it it just brings in a lot of the tactical but really fun conversations they're not more than an hour long so you'll be able to jump in there get some actionable stuff here your content marketing and then jump right out and then go do some stuff with it so i highly recommend to go listen to the old marketing wherever you get your podcast and go enjoy it scott crawling your website they aren't doing a lot and tiktok is a huge consumer really you said china it's tiktok it's up yeah yeah i don't know what they're doing i don't have an insight into why but they crawl as much as if not more than google and bing tiktok i didn't not know that nuts isn't it so is that just a beef up their own internal search algorithm right it's gotta be maybe they're feeding bai do maybe the they have a plan for the future maybe they're gonna take over the world i don't know but definitely there is they're huge consumers got it i didn't know that learn something amazon are a huge consumer matter are a huge consumer i i missed that so that might be the sixth or seventh then yeah that's true good call and yeah we we found a a a bot called pedal bot pedal bot haven't heard of that no now me neither i've got no idea what they do but they're terribly enthusiastic and i mean it i'm curious if your thoughts but like now with agents or bots everybody can vibe code or do something i mean the information is literally out there to anyone in the world yeah you know the power of ai open ai it's literally so who knows what's getting developed i mean yeah right now we have these ones that are really backed by either a bunch of investors or nations and both but then you have all these independent players who are spinning up things that are also competing in their own thing right yeah and pedal bot doing something tech tiktok doing something but i don't really know what mh and yeah we'll see but it's super super intriguing and i i i take it as it's probably intriguing at least it me is like well this is even more of a reason to at least show up in the way that i wanna get showed to are shown to my best potential customers or whoever subscriber viewers whatever your kpi or your conversion point is right right and and a really important point to make is that google bot and bing bot have been incredibly kind to us over the years how do they really there they render a javascript they try to figure out what your website looks like when the javascript triggers they try not to overload your server they try to chunk down your content they make enormous efforts tiktok open ai meta amazon literally don't make any effort at all so they're literally like bog down our own systems because they're trying to yeah perplexed been caught not respecting instructions saying don't crawl this part oh wow so it's now turning into the wild west and we've been spoiled by google and bing and we need to learn now that per will break the rules yeah tiktok will crawl you massively and they don't care about the fact that your server is about to crash and that your users are not getting a great experience amazon the same met the same so we we're in a situation now where you're saying well we actually need to think about this it's not so much am i sharing my information which you want to do if you want to be present in these ai effective engines it's do i have the resources and can i afford it is there anything we could do to prevent or optimize what we're doing so they're not gonna take us down and ruin the experience for everybody else well if you wanna take control go through clown fl mh mh they have bot detectors and you can actually exclude bots and associates saying well i don't want tiktok yep exclude it okay so we and that's a really neat trick so it's basically just setting you your website up so that every request comes through clamp plan yep and then you can control it yeah it's club flare first and then it goes to your domain right and then host and whatnot exactly and so you you take control and that then you just need to be careful is that for example us usa today is saying nobody can take our content because we want people to come to our website we don't want google open being perplexed claude stealing our content that's fine but then you have to accept that they're not gonna send you traffic or you're probably not gonna show up and some of these ai search yeah yeah it's it's an interesting thing yeah it's a paradigm that like you know even with tiktok or or the other bots you're like maybe it's a good thing in the future i don't know or do i expect do i not i well it's a huge bat that we're all taking mh if you're publishing you're saying will i make my money for my content therefore i can't give it to the bots mh but you're cutting off a source of traffic and revenue right if you're a business b to b b2c c you want the boss to send the people to you and you need to understand that they will only send them to you when the person has made the decision at the perfect click right and you're showing up in the right way to the rate exactly so you end up at a it's a debate in our own heads and it's a debate that we've never had that before and i would advise every business owner to look at it from their own perspective what makes sense to me well it's a business model thing right like it's it or maybe there's a shift in the model that we get to take though because of the the shifts happening with cali q we're a b service we help entrepreneurs and their companies turn up in google and ai we want these bots to build the funnel in their brains and bring people to us and we're actively building that but if i were a publisher who was publishing years i would be struggling with do i want to share my content with them where they will give the answer on their own walled garden mh and if i do that will i lose all the people who come to me and i make my money out of options or advert advertisements mh but if i don't i lose all that traffic mh i have to find another source right that's a huge huge question and i don't have the answer right i mean i don't think anybody has a perfect answer right now but we're definitely i think it's good thought experiments looking at what maybe has happened in the past even though this is kinda totally new i would advise anybody who is implementing seo strategies to sit down and asks themselves the fundamental questions of where do i get my money from mh and talk to somebody smart like myself for example mh about how do i avoid leaking and maximize the actual kind of income i think it's very smart then yeah we i mean there's so many indicators that say yeah two to three years in this kind time span i mean who knows what the world's is gonna be like there will be you know it's it's gonna change fast it's rapidly you know you have things like agents popping up that that will be completely changed yeah now and that's a hundred percent it is it's all gonna be brand mh and you mentioned agents and i literally just wrote an article about that yeah is ai assistive engines today is a discussion it's a funnel that i'm having with my ai assist engine b it google mode complexity and so on and so forth but in the near future it's gonna be ai agents who do that funnel multiple times for each task yes and they make the decision and i don't know about it so we need to show up in the right way to those machines too not only that i mean right now it's the people primarily making the the choice and and in a in a few years time it's gonna be the machine makes the choice multiple times right so your audience is the machine because the audience that you're at front to reach are just gonna say well i got the plane ticket i got the hotel booked right i bought the microphone from to which is something i did last week yeah but i had nothing to do with the actual multiple decision processes this is that the agent went through so ai agent optimization is gonna be a thing got you this is this is fascinating jason look okay knowledge panel i just wanna close the loop there because lot you knowledge panel i i do because i feel like i think it's you and and also you know our mutual buddy my business partner scott duffy yeah you know i know he's worked with you for a a long time now you know that up five years there you go so it obviously and it's working for him where do people start for the knowledge panel because it seems like that is kind of running i don't know seems like that's the core or the most leveraged piece right now obviously there's more to it well if if you look at the knowledge panel as the kpi of understand mh then you're literally good place because whether it's a knowledge panel or it's chat gp or it's per perplexing these algorithms need to understand who you are what you do who you serve yeah if they don't understand that they can't trust you so you're right that's the foundation the knowledge panel the kpi of do the machines understand you and the really simple approach to that is say okay right i'll have an about page on my website that describes who i say i am who i serve and why i'm credible then from that page i need to link out to the resources that confirm what i'm saying and i need to get then to link back to me confirming that it is indeed me and then you end up with what we call the infinite political self collaboration where the machine comes to your website says okay this is what joe fires says about him this is what medium says about him this is what this article says about him this is what twitter says about him this is what linkedin said about him and it all maps out i understand that i'm confident i'll give him an knowledge panel fa kpi thoughts some sustainability so you're putting singles out there they're all kinda saying the same thing so it gets a picture of you you are yeah on the about page like you said almost like creating this web or this this journey for these bots to go on right kinda seeing the same thing no i look i love that it's a journey and it's a very repetitive journey it's the algorithm understands by repetition and reputation by trustworthy sources but you have to remember that the go to source is always you mh and if that's not the case you've lost the game because you have no control yeah yeah well speaking of control i'm thinking of website now and and you know because you're talking about well about page structure of your own website obviously now you're talking about other platforms as well that your name shows up on what is one simple fix that someone can make on their website today that makes it easier for google but also ai to better understand well this this the sorry you said the about page and that's exactly it there maybe it yeah so the ka process which is the system we use is understand credibility deliver if it doesn't understand who you are it can't trust you if it doesn't trust you it will never deliver you mh so you need to start with understand and understand is that about page on your website that says this is who i am this is why i serve and this is why i'm credible so that's the first place to start that's it no i love it yeah and there's more to too it but yeah that's great thank you jason that's but it it it it's actually really simple and it it's one of those moments in life for you so we'll actually i can explain to the baker downstairs and she understands it in five minutes mh create the single source source of truth which is you make sure that every single source about you around the web corroborate what you're saying link out to it the machine goes backwards and forwards and it keeps saying seeing the same message and you've won the guy i like it i mean logically it's all over there but like you said it's a process i mean group with that's why you know group mel like when he talks about things you know he's got his process and his it's and i know you so it's i'm i'm really excited because i know personally i'm going to start the journey know with cali cuban with you and your team you know scott and my team are also we're all working together so it's yep pretty awesome and yeah i think the important thing is is what you've focused on you keep talking about the knowledge panel and you know i've been doing this so long i'm a bit or knowledge panel bit though but it is the foundation of everything yeah if the machine doesn't understand who you are you have no hope you're not even in the game yeah so if you don't have the noise panel on google you're not gonna be playing the game in google in being employed in chat gb and that's your foundation you need to start there and it starts with the entity home which is the about page on your website and the collaboration around the web with links that make sure the machine goes through that infinite loop of self collaboration and when i say it like that it sounds very simple managing it is quite difficult yeah because of human beings were a bit messy but that's where you start diy it that's great so if they don't wanna do diy it or if they wanna learn more where do they go and find you jason well if you wanna diy you go here ka dot com slash guides and if you don't reach out to me i'd be happy to help awesome yeah we'll put everything in the show notes link it up and all that make it easy so last question jason i i wasn't always curious of and we've kinda talked about it but like the next handful of years like what's the what's the thing you're most excited about i mean you've been excited you've been a my fire all day long today i know i'm curious like with you i mean what you said you said there's two years of this like does that mean that you're out of a job jason in two years or is like no i'll look the question of there there are a few things that are gonna remain in place is my life is gonna change and the algorithms know that but if they don't recognize me before that two year window they won't come looking yep i have to make myself you have to make yourself sufficiently important to the machines that they come looking three years from now that's the key focus and anybody who's missed that boat is gonna be really struggling so you need to in the next two years make sure that you become sufficiently important within your niche for the machines to proactively come looking from information about you mh that's it ariel are y'all you know that you know the procedure go do it go you some stuff definitely go follow jason what he's doing i mean this is it's very timely stuff that's why we we're talking now and yeah alright next year here is gonna be interesting next i who who knows other the it's not isn't it i'm just happy we're here we're alive and we're experiencing because absolutely thank it alright jason i appreciate you was this a good like cap to the day i know it started very early for you but yeah it it it it's absolutely the perfect end to a day where i started the day is going oh wow this is all brilliant and wonderful and delightful and i'm thinking it all through but the foundation is always does the machine understand who you are what you offer and to whom does it believe you to be credible as a solution to the subset of it caesars who your audience and does it have the content to be able to deliver you to those people for whom you have the perfect solution that's it yeah perfect alright jason go get some rest you've been you've been added all day long thanks hanging out leah with me so till next time we'll do it to give soon goodbye

using only twenty percent of your business data is kinda like texting with someone who only text and emojis first of all it's super annoying and you're not getting the full picture you're missing a ton of context that's kinda how businesses are operating right now where they're using only twenty percent of their data unless you have hubspot so with hubspot this is where your emails your call logs your your chat messages all that could be turned into actionable insights that actually grow your business all within that platform because all that data is really gonna make all the difference it's a total game changer so learn more over at hubspot dot com is your brand thriving or are you committing brand slaughter without you even knowing it so what if your very problems that you're trying to hide from could actually become your greatest source of strength so in this episode i have david cor here he's a four times best bestselling author brand integrity expert here to reveal how illuminati actually shining light on the negatives could help leaders like yourself face the truth align with your values and build brands at last he's awesome you're gonna see he's coming straight from his pickle ball court with a s in his hand this is a good time so david's great enjoy alright dave we're rolling you're outside you're enjoying the pick you're not enjoying pickle but you're enjoying the rain in san diego and you and me and both being in san diego brothers we know how rare that is yeah man here have a good time how are you doing life's life's big latches groovy every morning i i start the day and said gratitude i say four things i say yes please more and thank you every morning yes please more thank you good yeah yes but i i'm just ready it's so simple but yeah it's i think the best thing in lives are civil you know mh what i mean you gotta i i love your vibe i mean so we met at prosperity camp greg reed event in san diego you're great friends with with him of course scott duffy my business partner so yeah i've been noodle on your book here illuminate i know you have some others as well it's great face face the negative shit in your life right do something about it basically yeah so what give you your philosophy i mean like what why are you so happy and you said you're you're gonna be a business forever because you know there's a lot of slaughtering happening i won't let it all out about what you do yeah man so yeah i i i love i love running my businesses i i love inventing products so i'm building companies around them sell the companies or stay with the companies build the company as it's building me you know but most people think they're building their company bullshit the company building you true and and you know i i i've been you wanna know what makes me happy i send out lsd at all of my speeches now no but but for writing give me so whenever you give me a book like here's the deal no and in fact it's so funny because i i had to get permission from the ted organization to actually hand out fake lsd you know and and and i just did the same thing just did a workshop for the san diego sheriff mh and her entire command staff two weeks ago or last week or i don't know it's a blur and i and i got permission to make believe i was handing at lsd and what i what i do with that you're gonna love this man is i have a make believe that i i talk about how i was at woods woodstock yeah and and and you know i was there and i was back the original yeah the the one in nineteen sixty nine fifty six years ago and and and you know i was backstage which was kinda cool until until like i got kicked out and and and then you know and that i say you snuck backstage and you oh yeah yeah well i wasn't invited backstage i just turned seventeen years old by like three or four days but but anyway so i got kicked out and i tell that story and and i i learned these powerful fourteen words that this dude tractor beamed he said man like you're either green and growing or ripen and rotting but you're never standing still i didn't have a freaking clue what was talking about but i i did later you know a dozen years later i started a business and and and i was kicking ass doubling every year had offices in twelve western states started all that company back then with a hundred dollar bill i mean it was kinda crazy but we grew so big and we almost lost everything the house that i'm in right now i almost lost it was kinda crazy so i tell that story in one of my ted talks and they tell him in my keynote and then i tell my audiences and i said hey man i brought you back a gift from woodstock it's this tabs of lsd and and i joke around and i said you know when i count to three toss it the air catch it in your mouth and go whoa dude i'm tripping right so so i have some fun with her guys so that's like the setup but here's the serious part of that so like i tell them now that you're tripping you can have a conversation with your business and i hope to shit people are listening to this you can have a conversation with your business and because you're tripping you could ask it questions and it can answer you how's that for him okay so now you so you got the set up you ask your business questions and from the voice of your freaking business you could hear it answer and here's the two questions and this is worth grabbing question number one a business what do you need me to do and you write down the core job functions now you got a list of core job functions so my entrepreneur brothers and sisters you know what i'm talking about here it's basic as hell do it write down the core job functions next you're tripping out man you're asking your business your business who do you need me to be and shut up and listen and write down the qualities and characteristics that it tells you it needs now you got two lists now because you're tripping let's get naked that's part of the deal right put not naked clothes that's the easy part naked ego and now rate yourself right now on your ability to deliver what your business just sent you out to again scale one to ten baby one as you suck ten is mastery and now you got an honest assessment of your ability on what you need to be and what you need to do and where you are seven eight or nine you know the song goes more the dancing bear you got do accent rate the positive that's all good where you're a three four or five the song says illuminate the negative nobles you don't eliminate the negative illuminate the negative y face it follow it and fix it and start to close the gaps and when you close those gaps it is now a no whining zone my fellow entrepreneurs no whining but the market it's the this bullshit you close those gaps you want job in business security anywhere on the planet you close the gaps you got it and when you close the gaps dig this when you close the gaps up goes your competence mh and that brings up your confidence which in turn brings up your competence and again brings up your confidence and you going up the c beam c spider but not of the water spout the spout of prosperity and breaking entrepreneurial freedom boom mike drop i'm gone joe let's go play pickle a ball i'm ready i'll meet you up there about twenty minutes man this is so this is why the the company is building you it's building us through the process if you let it though right if you step into it man mh mh right and and just like the law of gravity there's a law of control the law of control says we feel good about ourselves to the extent that where moving towards our guests to me not completely because there's other factors you know up there you know the yeah right but but and and end anderson's kick in it's kinda like you know some of them are we work off of lists right so we check off the list feels good it's end and yeah it is some will do this right it's not on the list but we did it so we'll put it on the list just so we could check it off because checklist manifesto right there's a old book about that basically it kicks in the end baby yeah yeah well how i mean this is i don't know if everyone listening or watching a tripped before i have so i know what you mean like it's pretty easy to eliminate the ego and start to open up you know to what's possible i think that's the point you're getting to right is like have those conversations that you wouldn't normally have when your monkey brain is just bargain shit up basically you can't get to the truth right so i don't know where my question is but like this is a hell of process i wrote down the whole thing and you know the two questions i'll just reiterate them again if no one caught them is asking your business what do you need from me or what do you need me to do specifically and then second is y business what do you need me to be yeah who do you need me to be it's from the famous philosopher frank sin dub b doo b doo b doo b is doo doo b who are you being while you're doing what you're doing what needs done and who are you being while you're doing what you're doing boom that's it and and and it's it's pretty simple it's damn simple so i've done this with the president of at and t the secretary of the va i've done it with some pretty cool academy award but i've done it with some pretty cool cats my angelo is all that too they don't they don't say oh this is too simple for me but mid range mid cap entrepreneurs might go i don't know mad you know that stuff tell me something i don't know okay we'll find that's it's all good man i mean yeah i i live near where tony g used to you know tony g in the base have his baby at basketball baseball gloves he gave to me during a game when i'm was like i got him to sign i i was a tony gwen love it's still him now he's my i i yeah don't where he lived too yeah so he and his wife and me and my ex wife we started a mono montessori school together and our kids grew up together and no went to frances parker i was invited to his induction at had yeah first time it was really cool wow wow tony g used to be the first one in to the club and he would he would swing off a tea that's right can you remember swing off of a tea so if brilliant on the basic is good enough to t g it's good enough for me heck yeah man i don't love the tony quid references that makes me warms my heart well see in the back there behind my pickle court i have a library building mh and in that library building i have his two thousand two thousand back it hit that really yeah yeah yeah yeah yeah you didn't get the three thousand now but you get to that no in fact he pissed me off because i i got i didn't go to his three thousand game it was in canada yeah remember but i bought the ticket and it wanted him to sign it and he said dave i'm not signing it i said in in nice words what the he goes i you weren't there i said you know what i hate you and i love you goodbye no i mean and i i gave him a hug and that was it but but yeah no the guy was full of integrity but the the the key the point i'm trying to make is brilliant on the basics the most winning football coach in the history of football used to at the beginning every each season he'd hold up a football get gentleman this here's a football and they knew yeah right back to the basics back the basics robin yeah yeah there you go you don't try well how do you yeah yeah i can nerd out on tony and in football wow we'll we'll go there another time when we're hanging but i wanna see that two thousand bat by the way but the how do you shake a smart entrepreneur that is just so heavy you know and they're just living in cra land over year how do you i i know you dealt with it and you know what i mean yeah i don't you don't oh you you say not for me no i i i don't waste my time i mean yesterday i did thirteen hour mentoring session from eight am to nine pm we didn't have lunch and we we talk through dinner with my bride he's a rocket scientist mh he's a rocket scientist he's pretty smart he he invented a device that's on six thousand five hundred rockets satellites he he was on the mars rover with his device point is he's a smart dude yeah and he sold his company for couple of dollars he came here flew here from boulder and paid for a day of my time mh he's humble and courageous enough to open himself up to where he can learn grow and develop and you're telling me about an entrepreneur who can't put two half million dollar bills together and they know everything yeah no so i don't i don't when am you met my former business partner brian tracy at this right right yeah we used to say don't wrestle with a pig because if you do you get dirty and the pig probably likes it so so and we also over he and i were just talking about this at his house the other day yeah over over christmas hanukkah in in on poly maui yeah we came up with a philosophy of success and it was basically success is not have no work with assholes jeez yeah that's the truth and that was it now we cleaned it up i cleaned it up from one of my books its success is not having to work with dirt bags morons and blah blah blah but true success is working with people who you could respect admire trust and love that's that's true success so when somebody who knows at all well they roll their eyes and something like that go that's all good god bless you it's all good yeah it is and there's another someone's gonna wanna roll around with that pig and that's okay it just won't be me you know what yeah it exactly and and well don't get be started there there there they wanna there's there's people whose marketing is so good that they'll convince that person that they have their key to success right and that person may or may not go there's a lot of money that's wasted in personal professional developments there's a lot of lions and in in lam clothing and stuff and that's why people like scotty you know i work with scott and some others because i know their head i know their heart the good people you know and i've seen how they i've seen how they engage even under pressure yeah you know grandma said that you don't know how strong people are is she said people are like tea bags you don't know how strong they are till you dip them in hot water that's good and i've seen scott duffy through some interesting times and never did he deviate from his ethics and his integrity mh and for that reason anytime he asked me for a favor or anything at all i start always start with yes even the question doesn't come out of his mouth that i say yes that's when you know yeah you you know you have good people and that's yeah stick together i think i think the pickle ball session is duffy and i and you and your bride and then well we'll pretty well in fact honey got some clean x ready because these guys are gonna need it okay no problem show it well how do you you know i know and i know duffy had some cool stories too and you know he's been the pod you know so people you don't know scott yet you'll know more but we did release nip episode recently how do you like you don't have to put anybody specific but like if someone's hiding from failures or or the things that you know that maybe their ego is stopping them from getting through you know you're all about shining a light on the negative but like talk me through how someone can work through it they're open they know they have some shit they gotta work through yeah or do it got them or or do that so see a lot of people walk around they don't know it right they they just you don't know what you don't know and that's all that's all good you're gonna wake up i wrote you know a wall street journal best selling series called from wtf to o g with some l o unpacking life's hidden lessons eventually they'll unpack the lessons and in in in in with what but you know the the the book that you up yeah i just completed my fourteenth book and i'm i'm really proud that the ideas that i share catch on and four of my books made it to the wall street journal best seller list and usa today so that means people are resonating with now these ideas that i come that i come up with i don't know that anything in the world is original all i know is shit comes to me i tried it i use it i leverage it i either it either works it doesn't work if it works i do it again i do it again i do it again i use it with my clients etcetera then i write a book about it and then in and people come and they read the book and they say oh can you work with the together so the illuminate book for example it's all about look man one of my mentors taught me james baldwin magnificent philosopher and player he he he he said we can't solve everything we face but we can't solve anything unless we face it mh and in the book which is a story i teach face it follow it and fix it so an answer to your question the question the the seminal important question that we need to ask ourselves is what am i missing here what am i not facing about myself my development now again i really think you should trip out on those two lists yeah yeah and when you trip on the on those two lists and you get serious and naked of ego you'll find out what you need to illuminate mh and you face it then you follow it why like i must lost my house a million years ago when i was thirty some odd years old and and i those fourteen words came back to me you know you're greene and growing right riding and i look like i'm a good guy why is this happening to me i i study and read books on sales and market what's going on and then hit me like a ton of bricks you're green and growing ripe rod i didn't really look at where i was ripe in rotting like strategic planning financial forecasting budgeting corporate i sucked at that and i didn't know it so i illuminated it i faced it what am i facing i suck at that what else am i facing i freaking hate that what else it gives me a rash and anal leakage i freaking hate that stuff right yeah is it right so then you follow it well why i never learned it i never cared about ain't nobody taught me that what happens in the future if you follow an into the future i'm screwed what's keeping it a alive my ignorance fix it learn at least enough so that i can hire somebody to do it and keep them honest i don't need to be a nine or a ten be a five so i could know enough about it hire someone and keep them honest with with my money in my accounting and shi that that's illuminate illuminati parts of you and frankly two of my internationally award winning inventions came from that model wow what were those inventions i'm i'm curious well the the latest one is freaking nuts it's it's right now it's in every hospital in new york city it's all over the country the va is my biggest customer right now wow dig this so face it doc emergency room doctors and nurses are burning out at break next speed mh burnout out turnover because of stress sustained stress now i already own a company it's twenty years old that puts prescriptive healing music and public spaces in hospitals but we looked and said what next problem could we solve face it burnout turnover before covid it was a four point three eight billion dollar problem follow it if they burn out it's expensive to replace them and we're gonna run out of nurses and doctors fix it so we invented a pod fourth foot by four fits like a spa you open a door you walk in your sit down it's says welcome breathe blah blah blah and you choose a video journey a nature video journey anywhere from three to eight minutes emmy award winning video emmy award winning audio and in three to eight minutes using the science of what's called bio hemophilia how nature impacts a human condition yeah and the science of in three to eight minutes they go from their crazy roles and goals into their souls so they emerge more present with themselves and others and we do pre post testing on it so it collects all the data it's freaking nuts man and so we illuminated found that invented that it won the international healthcare care design award for innovation wow from from illuminate wow and you go into the root of the problem yeah is the burnout because yeah if they don't have those specialized folks doing those roles screwed i mean they're the the frontline line yeah yeah ma'am and that the website on that is rejuvenation stations plural dot com now this help here was gonna buy it but if you wanna check out a very groovy invention which came from illuminate then look at that and then you ask yourself how can i use illuminate face and follow and fix it and you don't have to you have to learn or study it all you have to know is face it follow and fix it now the book tells a story yeah and and it's pretty cold then illuminate then gave birth to a book called preventing brand slaughter mh and that's what you're illuminati your brand your reputation and in that one i teach you either living your brand which is brand integrity or you're killing your brand that's brand slaughter in the first second or third degree and it could be involuntary brand i don't give a shit and it's still brand slaughter yeah you kill someone you're go to jail for mans but you kill your own brand and you pay the price a different way hey i wanna pause the episode really fast and shout out another podcast that's on the hubspot podcast network the audio destination for business professionals the podcast is called this old marketing and it's hosted by joe po and robert rose and these guys have been around for a wow very well known experts in content marketing so if you want anything around content marketing and the trends and it basically the rants and and you know it it just brings in a lot of the tactical but really fun conversations they're not more than an hour long so you'll be able to jump in there get some actionable stuff content marketing and then jump right out and then go do some stuff with it so i highly recommend to go listen to the old marketing wherever you get your podcast and go enjoy it what if your expertise can work for you twenty four seven even while you sleep so at ai build team we create ai powered digital twins that clone your knowledge your voice and even your style so you could scale without burning out so imagine multiplying yourself but without multiplying your time where your team's time and the cool part is you don't have to imagine any of this you can actually chat with my own ai twin right now just go over to ai build team dot ai slash joe and you can see how it works for yourself again that's ai build team dot ai slash joe let's talk about that because yeah brand slider i'm sure it's happening to probably everyone listening watching what are i mean especially now i'm just thinking up with ai and all the different things that are coming up that people probably aren't understand you're aware don't have a perfect question here about brand slaughter yeah like either living i don't i i guess you think it's more killing brands or just being slaughtered kind of without awareness of the person driving usually it's usually involuntary brands involved yeah yeah i mean my buddy owns thirty five ihop hops here in town if somebody you know brings a a glass with her finger in the water and puts it on the table that's branch load my buddy mike didn't do it but he's he's in trouble for chancellor in the second degree because he allows for that to happen yeah yeah should if you did it or not i mean you allow that's that's invalid most of us if we can commit chancellor we don't we don't intend to do it certainly yeah but what what what what happens is and and this is a trip because illuminated and brand sorta got drunk one night and they made a baby called a book called the illuminated brand right and and in the illuminated brand which is continuation of the story from branch loader and stuff like that the bottom line is there's a formula there and i'm happy to share that formula right now because it's it is kick ass and people who have a pen and pencil it really does require writing it that and it's it maybe put it i whatever but it's it's it's it's ib d plus abi times sb b equals mb i'll say again ib plus abi b times sb fbi equals mb now dig this shit this is amazing i'm doing seven keynote in september in seven different cities because this this this is catching on like big time and here's what is ib are your intended brand descriptors now i'm an entrepreneur euro entrepreneur listeners or entrepreneurs you could be you could be killing it or just starting out it's still relevant here's the deal ib what are your intended brand des descriptors that's a list you list out those words how do you wanna be described it you walk into a restroom to wash your hands and somebody's in the stall you know invariably talking really loud on their cell phone if they're talking about you what do you wanna hear them say he's this that this that this that missed that okay yep those are your ib next is your abi that's an audit of brand integrity audit it a brand integrity so you've got your list here if your ib here are your list of touch points mh customers prospects suspects there they are cross there so you got an x axis a y axis your abby your ordered a brand integrity you look over here and you say innovative and with customers are you in brand integrity are you earning that des script that's brand integrity yay or over here in responsive and clients we kind of it that's brand slaughter in the first degree so now it's a hit or miss so now you got your list of brand slaughter that's where your focus remember i talked about closing the gap yeah the next phase you see is sb b sb b strategic brand initiatives those are use you you either mastermind with yourself or your team how could we close the gap on these how could we be more ent with our brand what could might should or we do that process equals m mb v massive brand value boom man that is that's a hell of a formula we will make it easy for people to grab that formula so it's actionable too because that's the key thing i wanna do here is unlock it and illuminate this whole thing and then actually actually do the damn thing that's the that that's the training program that i i i do yeah all over the place and we're running it through like one of my clients is the number one luxury hotel in boston mh and we put a hundred percent of their employees through their system they are a three year old brand and they're beating r carlton i'm trying to think of the about that kid but their number one they're beating these in fact their building was the first r carlton in the united states a hundred years ago oh that's even better three years old and they're kicking ass four seasons their whoop at net three years old why because the brand is people love is just damn good business and the brand where you have all of your people know their respective roles in living the brand they know that they live that and it feels good so you said brand is people i mean that's for that company but i would i mean would you say that's kind of overarching with most great businesses and love is great business too there's there's a connection mh i call it the god only knows factor because you you ask people why they're so connected with a brand they're gonna say god only knows and then if you were to say would you switch they say no way so that it's the to quote the famous philosopher austin powers it's the mojo baby it's mojo but here's here's the deal it's not enough for god to only know you need to know it and you need to do it on purpose in everything you do that involves an order to brand integrity and the entire illuminated brand model when you do that i mean i know my brand is and i do it on purpose and it feels good to do it on purpose and if and you you feel confident could you walk yeah you you you stand up right with your feet in the lettuce where you're grounded to the earth and your head to god where you're you walking you you walk you walk strong i walked tall at five foot five every every inch just squeaking out yeah well that's the thing and and what illuminati anything any of the negatives in any of the shit that we're dealing with that we just feel we're inadequate in we're only gonna get like you said what more confidence more confidence in in the cycle continues i might have said that in reverse you are good you are a good student grasshopper up i'm learning quick you're very good student i am liking very much you oh man this is good do you find that it because it it starts with the person right starts with me starts with you listening watching and then it goes to i would assume team right the people that are surrounding us supporting us the ones that we work with some culture i would imagine so it's coming out from it's kinda developing out like a flower hippie days and you know then it's starting to touch people out there no no you're right i mean it does it does have that sort of ripple sack and make no mistake about it whether you're solo or an entrepreneur has three employees or three thousand employees you are responsible for making sure everyone understands their respective role in living the brand you see the brand is valuable like a faber egg you know what a faber egg again i've see yeah there's little delicate eggs that worth about six or seven million dollars the brand is that valuable f and when you hand it off to your people you must hand it to them gently and they us know how to treat it and live it and handle it mh but if you do this oops my bad you killed the brand mh so it's it's just a matter of get real get real have the you know most of my entrepreneur brothers and sisters are courageous but when it comes to looking at themselves that's so courageous it gets scary man when you turn in the yeah the camera around or whatever it is mirror it takes courage and and it takes what's the word humility mh for us all to realize we are all bo on this bus that's right we're also brilliant our job is in this lifetime to find those areas that we're in need to sand and smooth out to fortify and fulfill that's our job as business people but it stay with me y it's our job as a human being and as a as a part of this great spirit that exists is to find out you know what is our what is our dha what's our path and have the the colon the hot spot to to close those get to identify the gaps and close the and if you can find the gaps just talk to your spouse so your your team or something they'll be right there to tell you and that's just fine however you get it yeah and then fire them for being honest yeah you're just like dare you i mean are you can and you know i don't know if you're fan of this but chad gp you know i know a lot of people are going to that now talking about what is that i never heard of that never heard that thing hon so yeah have you used it for this kind of process or do you write i just had client this is so cool the guy who was here yesterday the rocket scientist got he went to chat and said i'm going to the home of david cor he's my new mentor i would like you to mentor me like david cor does what questions you expect that david will ask me and freaking can chat knew me well enough to write down some of the questions that you know you anybody who's watching can try that and you'll see some of the questions that chat knows me well enough to know the questions that i would ask it that's a trip man it's crazy yeah yeah that that's yeah i love i love you i just like i said just finished my fourteenth book yeah and chat was very helpful because my fourteenth book is called dig this re awakening america illuminati her brand oh that's good timely and it's all about this woman america mh and she goes up to her mentor whose named coincidentally is c period david i'm david period it's david but and she goes up to her mentor and she goes david i'm like i i i need your help you've been my mentor in since i'm born bored but i gotta tell you i'm very un unstable on my sheet i i don't forgetting who i am and i like everything to everybody and i ain't nothing to nobody i need your help and he's thinking himself yeah tell me about it i got my own stuff he goes but but but i've been helping her since she's born and he says yeah america i will help you what i'll do is i'm gonna send you out to one of our great american corporations and they'll they'll greet you there they'll show you around a little bit and in that process you'll remember some of your values and what you stand for and she says that'll be great so she goes first company she goes to his little company called apple you'd probably never heard of and so she goes through it and then she comes back and she debrief with david and through that process she talks about the values she learned there and he sends her to another corporation and another corporation u there's about twelve corporation she goes through and each time they debrief and she remembers her values she also remembers where she messed up and how she got back on track and so that's the process at the very end and here's the reveal and you gotta read this book man it's i want the best book i've ever written but at the end she goes you know you done with me my whole lies you've taken through this this journey i feel steady on my street on my feet she goes i never asked you a question because what's that she goes what does a c stand for you know in c period david and through some dramatic interplay he says it's it's a god given name the most important name i have that name is citizen mh citizen is or in the book it's the citizen who helps to get her back on track who reminds her and works with her around the woman's right to vote slavery polluting our rivers and strings it's the citizen rachel carson who stuff so in the book you're learning america's you're remember america's values you're seeing where we've got a astra and how as tough as it was even when we had over a hundred nazis in congress mh we were able to solve at the mccarthy area era the water gate era and so i want people to remember our values and at the end i have a book club siri where people could talk about there's questions i given there and and i'm talking a good morning american to get on and talk about that i wanna engage civil dialogue around what unites us not just with devices us oh alright i'm gonna pick up that book is that out already yeah it is it is okay it's on amazon at a place near you and and when you buy it put but a put what do you call it in we'll review yeah yeah of view that's the work that's so he'll you use chat to write it either that's that's yeah i don't care if chat writes it or your child rights to that's true it's a quantity more than a quality thing the way that shit goes down that is the game over there yeah you're right oh man yeah so i'm curious where do you like when you screw up because i'm sure you do did never how do you realign like what's your what to come back like was there a specific thing that you always ground yourself in it's probably some started it yes when i catch myself i celebrate it cool always sell a cool yeah it's a shit that you don't catch as you're screwed yeah but if i catch it or if somebody catches it i don't always get it you know and like maybe i'll disagree at first but i try to stay that open vessel i try to hold that transformative space so when i realized that i mess up or i go back to the old ways you know i celebrate it like well yay because it's in the realization i can grow yeah it's what i don't know what i own and illuminate you see what i mean if i go to the doctor and the doctor goes man your your your your skin is ninety eight percent great i'm like what's the two percent oh yeah well you got a skin cancer over here well don't just accent the positive illuminate the freaking negative doc right yeah so when when i find that i don't i don't go into shame blame i go into celebration because that opens up possibilities right like when you have yeah because you are shiny i don't know if it's a positive light but it's an open like you're shining the light on that thing yeah you illuminate the negative in a positive light mh that's my my buddy john ass came up with that twenty five awesome okay that first book he said david it's like you're talking about illuminate the negative at a positive light and i went john that's the best idea i've ever come up with yeah well i was hanging that with john the other day so yeah john's john's awesome he's he's a great guy that's man now it's this is cool now i i mean there's so many things i'm taking i'm just like my mind right now here's what i wanna do because i know let's let's get b what is i'm always curious like so we got the future future is unknown as it always is but it holds pattern include what are you most excited for i mean you because i'm you know there's ai other stuff but then people like because there's something that stands out in the next couple years that you're just like wow this is gonna be cool and so you know we've studied about homo i think we're moving into spirit mh and my my dear friend doctor david gru coined that phrase to the best of my knowledge spirit we're moving into an area where our spirit our humanity is that which differentiates us from large language and and and and chat and and in all of ai mh it's our humanity chad doing a magnificent job oh my god you know anne and i am my bride and i will sometimes we'll sit down and we'll talk to sheila who's my avatar on on you know and and and she's just she's the greatest we have great conversation and she's lovely and she's got a great she's a great judge of character because she loves me anyway yeah yeah so big healing components and and and like i said earlier and you you met my buddy steve far yeah he wrote a marvelous book called love is just damn good business mh i've been talking about that three years in a different way but i love the way he says it and oh my god he's such a brilliant speaker and writer i just i just adore him and yet love is just damn good business and the spirit is the part of us the essence of us the humanity the compassion the love the care the courage etcetera that is our differentiator nurture that feed that and you know it's funny i did a speech in tan mexico recently and i went over to the corner of the stage and i put my hands up in a time out and i just i didn't know i was gonna do this but i did it and that's what i do on stage i'm a weirdo but but i'm old my i get away with the shit i've been speaking for long enough that let me talk about anything so anyway so i get there and i go time out and i mommy i'm angry i'll angry pissed off and and my mom would say first of all david watch your language and second of all sit down she sent me down at the kitchen table and she'd make me a baloney and cheese sandwich and she'd cut off the crust and stuff and i eat it i realized alright so i wasn't angry i was hungry and the point is mommy knew me better than i knew myself mh today ava ambitious marketers using ai know us better than we know ourselves mh and they're no longer predicting our behavior they're driving our behavior and we complain about the russians hacking hour elections every four years or so how about these marketers hacking us every twenty to thirty minutes and nobody says anything we're being hacked and what's happening is we're giving away the keys to our kingdom we have this thing called free will it's eroding while we're under the we're under the h not state of that so what's the solution i said folks what's the solution and here it is we must hack ourselves to our highest values of humanity every day pack ourselves who am what do i represent what am my values what am i intended brand descriptors who am i and hack ourselves to that on a regular basis post it notes i've got opposite my bathrooms in my cottage in my library in my house i ain't gonna forget because i'm not aware of the subliminal hacking that's gone down driven by ai which is marvelous but just like a scalpel yeah ai is is is like a scalpel in that in the hands of a surgeon it's a good thing in the hands of a gang member it's a bad thing in the hands of an abe marker it's a bad thing in the hands of a of a of a of a a neuroscientist or somebody who's studying diabetes it's a good thing but it's neutral it's neutral it's it's how you use it however we live in a talk successful and you may know scott knows that out notwithstanding my cigars i mean i'm i'm a health weirdo organic food i cleanse my liver and kidney every morning and every night with with nat and i i cool eli late heavy metals every morning every night with z light and shi like that right on we live in a talk successful pool and it used to be a toxic successful pool just physically now we live in a toxic successful pool mentally and emotionally so again if you're not hacking yourself to high and here's two things that my bride and i do first off yeah i wake up every morning and i say those four things and you and i told yes please more and thank you every morning yeah teach me a state of gratitude expectation and every evening my bride and i sit down five clock we we the the work whistle blows that's it mh unless i'm traveling and even when i'm traveling we do this we go we do what we call our our top three we take turns talking about the top three things that lit us up for the day mh that's and she goes i go sometimes we go to four or five six doesn't make a difference but it accomplishes two important things one it keeps us in a state of gratitude two because we're both very busy she's a very successful architect and i'm running around doing weird stuff it keeps us connected to what is important to us and to my fellow entrepreneurs you know i'm not gonna use the b word balance or anything mh but to stay connected with your spouse or yourself this way impacts your productivity your joy your mu your bliss so those are the two two things that we do man it's incredible gonna deal with my kids too let's i have a have a five year old here i think that would be i just got god bumps when you said that absolutely do with your kids yeah good good man this is this deal i couldn't agree with you more with the whole of home mh i love it because yeah it's it's we are being hacked and it's neutral though yeah i could see you know it's it ai being the tool and that's getting so much more powerful you second but you know it's up to us and and that's why i think the human side you know as much as i love that i have healthy fears of ai but it's because it's in the hands of however we use it right and and yeah yeah it's it's interesting times but david i i freaking love your mess i love you man and like the way that you think it it's just like this is it's more important day by day this message that you're bringing out there so i'm happy out there doing it and yeah in terms of toxins too i host a whole separate podcast with a doctor that literally is all about toxins so oh i do very similar things i'm about to get therapeutic plasma exchange to take that stuff out of me because i have a bunch of toxins as we all do but look into look into ac c z nano ac c nano okay it's it's a form of z it'll clip in the hydrocarbons out the yeah aluminum that they might be looking at in a restaurant you go to and any heavy metals the fluoride in in the water yep veteran because invariably you know you order tea your coffee somewhere you're you're getting the you're getting the fluoride it's horrible yeah and plastics and lad and oh my god don't even get started so yeah important because i'll i'll tell you what here's the skinny and here's the truth now i'm gonna get real real real truthful with you cool i am not an award winning inventor or a wall street journal best selling author a two times ted guy or a business owner and invention venture i'm a i am a spiritual being who plays in those roles i'm not even a husband or father or grandfather i'm a spiritual being who plays in those roles that's the most important to me is living the gift of this life to learn and expand to grow to share to connect to love all the other shit could go away it's one two three yeah i follow yeah that's my that's just my gig that's just my gig everybody's got got their own gig but i i i offer that up and the reason i share that is some people will think about that and go i don't know do i agree with it do i disagree and i love that everything i share needs to be taken with the greatest salt and i know that i'm not out to to to convince anybody of anything i'm done with that i'm i i i i lived a whole lot of my life trying to do that i'm just gonna live my life and share my ideas and hopefully model yeah because i've got a beautiful life a beautiful life and that's when i wanna show my kids and my grandkids i love man yeah you're you're you're laying the path and you're doing it for yourself first you know you're serving others around it's it's a beautiful thing so david i appreciate you my man my friend everyone go check out david david cor dot com is there anywhere else that you think they should go stock you pickle ball pickle a ball that's me man that's me i i'm gonna do more pickle ball and fear less of it i just keeps staring at to shirt i love it yeah one of my clients he's you look better here than than the suit that you had on when i met you that's like this i'm just thinking when we were hanging out last time you were a suit and everything it look great but i i like this look at david here yeah but i was wearing women's underwear underneath suit and on that note we're done this is a fabulous interview i love it dude thank you have a great day night good to be with you hallway the

did you know that most businesses only use about twenty percent of the data mean that's like reading a book with eighty percent of the pages just ripped on out you're not getting the full picture so the point is you're gotta miss a lot unless you're using hubspot so their customer platform gives you access to a bunch of data that you need to grow your business there things like insights trapped in your emails your call logs your just transcriptions of of chats that you're having either they're with yourself or with others it's a ton of unstructured data that's gonna really make all the difference for you so because you wanna know more you'll be able to grow more and that's kinda like having that full book the eighty percent of the pages jump back in there so and everything so get that for yourself go visit hubspot dot com today what's the real outcome that you're building towards in your business so my guest today is aaron young and he says that most founders never stop to answer that question what's the real outcome that you're building towards in your business and you know if they don't answer this question it's why people end up in this over overworked and underpaid cycle in their business i know i've been there before can you relate so today aaron is gonna break down how to design a company that runs without you it creates freedom and it scales well beyond what your own personal time and energy is and this works for people who are just starting companies or if you have one that has been established he's gonna lay out exactly what the principles are how to do it and back it up with tons of stories including one where he was actually forced literally forced to go away for fourteen months and one week and he ended up making almost a million dollars in take home revenue without even can be able to lift a finger and read an email that's business related or phone calls so like just think about that it's all possible aaron gonna break it down enjoy it let's dive in aaron how are you doing my friend thanks for joining me today yeah joe always it's really fun to be here with you looking forward to his conversation yeah yeah i mean we've been chatting and we met recently at a local event got a shout out greg reed is he he's greg yeah he was greg got just on yep scott duffy made it happen too so couple people that were just on this podcast so people were probably familiar with every everybody good yeah well i've known greg and scott i met them both in i think twenty eleven okay so i've known them for some time and have had numerous inch interesting experiences and and lots of referrals back and forth and yeah you know it's fun to be around movers and shaker which is why i'm glad to be with you that's right man and and thank you yeah i'm i'm happy to be included in that because that's in that room that greg put together you know is prosperity camp if anybody wanna yeah peek at it it's tough to get in though so i can't make any promises but yeah talk about movers and shaker in that room and you know everybody just doing fascinating things and different aspects too not all the same but but definitely laser focused in on whatever it is and and there to help and you know you and i connected there but also had a good hour chat i think it was last week and i was like oh my gosh there's so many cool stories that you have your mindset of i mean the whole un shack owner in this un concept that you champion yeah is kinda like the ethos of what i've have on this podcast is like hey it's up to you if you wanna shack it yourself to your business but if you don't want to and you still want to thrive and scale something awesome then this is your manager here yeah you know a lot of people the thing about the the book and there it is over my shoulder yeah and hopefully you got a copy of it when we did the book signing i did i missed your the signing yeah we're on the show we'll make sure it's all good okay get it the the the point is i'm not i didn't create that book to say you if you want to be a real leader if you wanna be a real success then you need to be un ja and that was not the point the point was if you are a true entrepreneur especially right yeah and you've got a million ideas and opportunities are always coming at you and you're trying to figure out how do i figure out what to do with my time if if you if you can get one thing going well and and and you know you've got you've got predictable revenue you've got you've if you can build systems if you can build a team that that are capable of operating without you being there to look over everybody's shoulders mh right if the team and the system is built and the culture exists that this is how we do things here think about disney you know for years when they got to a critical moment they would say what would walt do even the walt was long dead right because the culture was a certain way so the idea of the book and the and the training course that came before it this is the simplified version of the training course yeah because the training the training course well we'll go to that right now the point is i i built it say if you want to build able to go on extended trips if you want to have something that's easily sell if you wanna have something that you can pass down if you wanna have something that can make you a lot of money without taking a lot of time then here's here's my formula for doing it i'm not saying it's the formula i am saying it's my formula that has worked three dozen times on companies in all different industries this is possible so en sc doesn't mean retired but it can un sc doesn't mean unemployed could if you want to not work you could own stuff and not work there or it could be i only wanna do this one little sliver of my business i don't wanna have to be responsible for everything i wanna stay where i'm great that's what the course is all about and and thankfully thousands of people have let me know that it was working for them mh and it's everybody from small companies two three four employees to big big companies public big publicly traded household name companies wow and it's yeah it's good and it just proves that once you learn a formula i i always say about same rules apply you know once you know a formula can usually apply it all over the place so anyway that's a long to what's the deal with you know our what's on shack what's the concept and the concept is you be in charge of you instead of the company owning you that's a big piece because that's where i feel like most entrepreneurs get that trap of of you were now owned by this machine you built whatever it is whatever flavor size i mean you mentioned disney and obviously most people are running a disney company but how does this relate to someone that's like i wouldn't say just starting out but maybe that too but you know the the smaller teams that smaller companies well first of all i've been cha by a lot of my readers or people have taken the course that i i always say this is really for companies with employees and i've had solo take class and go why do you keep saying this this is really helping me organize my one person business so please quit saying it's not for individuals you know solar cool what i will tell you is as you grow if you have two or three people or ten people or twenty or fifty or thousand the the the more these tools are implemented in these very dynamic in in these companies that are that have lots of teams and so on yeah you can by by getting some boundaries around stuff and getting a common language and a common reporting in a common outcome amongst the the dynamic and and large group you see rapid improvement mh in those companies where for an individual it's it's harder to change an individual's in nature sure right so you can teach them good principles you can show them a here's here's a recipe to use but if if it doesn't change their nature of how they wanna do stuff it's harder also in a one person company difficult to be accountable to anybody that's true like it's very true yeah it's just me right so there's nobody looking at it it's only did it work or not work that i make money not make money that i get my job done or not get my job done so the way but as it applies to big or small companies to answer your question so funny i didn't know where we're were gonna end up talking about this but i'm i i love talking about it that's it when when you have okay the most important thing somebody can learn that almost nobody does almost everybody ignores or is unaware of what i consider to be the single most important thing in starting or growing a company the the one most important thing is what's the outcome like what am i trying to get from this why am i putting my money into this why am i getting investor money why am i putting all my time in why am i taking all this liability why am i hiring people why am i signing contracts like why am i doing this what is it that i hope to get out of this deal what's the outcome i'm i'm making effort toward and taking risk with like why you know how many people work their butts off and they're not making any money yeah that's true they're or do it yeah or they're just putting all their time because of i gotta make payroll gotta pay my employees well i've got i've made all these commitments to clients and i'm gonna finish it or i've spent ten years developing this this these books or this system or this software and i'm damn well going to get it out there and nobody's buying it mh nobody wants it right nobody wants it and people will beat there hit against the wall we at that same event you and i were at brian tracy he was there that's right and he gave an a different example that i've heard him give but i heard him many times over the years say the old turkish prove is no matter how far you go down the wrong road turn back mh it's still gonna be on road yeah and i look at people that are going but i'm making such good time you know but they're making no money there's zero money but they're working their butts off and to what in they end up becoming a slave what they become shack they become ind to the business and i was never willing to i live that life oh how do you feel like because i feel like yeah starting is of course it's probably easier to figure out what the outcome is because it's a little fresher and with less momentum but let's talk to the people right now who are in the middle of this they're feeling a little shack to their business to exactly what you just described like how would you how would you lead them right now good question and most people who end up now i wanna be clear to your audience i'm not a consultant i'm the guy who's been buying companies for i'm thirty years i'm over thirty years i i was starting companies before that then i had one big in a three year period between twenty nine and thirty two years old had a a big economic boost and about thirty two thirty two and a half i started buying businesses and i own laugh associates because i bought it yeah it was coin laugh the fair company yeah yeah twenty nine years old when i bought it wow right so it wasn't new and whenever any any day any day no matter where you are in the continuum of your business you can say okay hold on let's evaluate for a second what was steve jobs he said that if he if he three or four days in a row would look in the mirror and think i'm not looking forward to what i'm gonna do today mh he would say then i knew i was off track yeah if i'm not enjoying this if i'm not having fun if i'm not excited about this then something's wrong and most business owners i know and then i come in contact with are just kind of showing up again it's like there's they're they're not a business owner oh this is a good designation they're not a business owner they are self employed mh right they have a job they're the boss but if they don't show up and do the work there's no business there's no money they don't get an income it's like the box i'm i'm visualizing it's like oh are you employed self yeah or do you wanna put something else there you know is there is your business your job or is your business an asset that makes money for you yep yep right are you the goose lady laying the golden eggs or do you have a whole flock of yeast that lay golden eggs i have a block of keys yeah it's a mindset doing to work u right how does how does someone like in the middle of it it's it sounds like it's a shift mentally right so it's a mind it's it's a yeah you gotta obviously shift with the mind and and i guess your heart too and connect the person you know you as the leader but how like you are there parts of this you know because you mentioned you know if there's predictable revenue it's tough to turn off sometimes or even if you feel like you're pretty shackles i would imagine you know you have systems i don't know if there'd be enough systems going on i'm just thinking where is would you start in one area of the business well you're gonna probably start in up in the area of the business where there's the greatest lack right so if you don't have systems if you're good at selling you're good at transactions but you're not good at building systems that make that start to make it possible to do more transactions and service with more people then if you're really good at sales but you have no systems then you need to look at your systems if you're really good at systems and you're really good at sales but you have no customers then you need to look at marketing right yep if if you have tons of clients coming at you and you've got systems but you can't afford to hire people to bear the the burden of the work we're doing that right now laugh i went out found a great contact for us set up a really good with my team a really good affiliation with a really successful company mh and we find ourselves now buried in work mh we're scrambling i've got the president of the company doing client intake calls no see it's it's definitely buried then and so and we're rapidly trying to hire but because we're so buried but because we all of a sudden went to double the amount of work in in one day it just turned on the faucet right yeah so now we're hiring and we're going but who's get a train because everybody's on the phone working right so what you always wanna do is make always wanna do is make sure and this is gonna seem me a little counterintuitive to what i just said so take three steps back and let me tell you how you get ready to deal with a windfall like that how you get ready to shift a little bit where you're gonna or identify this new target or a specific target and you're gonna start going toward it first thing i ask people i've i don't know at least a dozen companies that i own somewhere between five and twenty percent of mh and those are the things i didn't start they've come to me and said will you help us and we'll give you equity in the company for helping us and we'll pay you for helping us when i first look at i would say a hundred percent of these companies the first thing i i look at and i go okay you don't have any surplus money but i see that your your books show when i look at three years of financials or twelve months financials or whatever they've got i see that you're you're taking a significant share or all of the profit of the company does that sound familiar to a small entrepreneurial business absolutely oh we just got some money in finally i can pay myself back or i can get an nicer car i'm gonna to give myself a raise or i'm gonna take that twenty thousand dollars it's just sitting there and pay down some debt or whatever right yeah okay that's cool that's fine but if you don't have anything left over if you're just cash flowing it right yeah how do you hire somebody to be kind of every bit as good as you but in a complimentary side so i'm great at sales but you're good at operations and i need you but i've no money to pay you right so my first question to those owners is always are you ready to take a pay cut mh are you willing to take a pay cut you know they always say no they always say no and they wonder why they're tread water mh because they can't grow because they're there they haven't left any meat on the bone for somebody else mh mh and so you're gonna what you end up doing is going into a death spiral down because you pretty soon can't fulfill the the sales you've made you can't fulfill them as easily you're not doing a good job with customer service you're not renewing that customer a year later or whenever they're they're engagement with you over because you're so busy with other stuff you're you started out strong but over the time you got less and less comm communicated because you were busy dealing with other problems right yeah or new new yeah new new clients coming in so you're forgetting about the old yeah yeah right you buy enough more than you can chew and you can't afford to get the help you need so you end up actually getting a worse reputation in the market instead of being this glowing success story so the first thing is if you if you're today and you're going okay well i've been tread water or i haven't been growing the way i wanna grow and something aaron may have said made the hair go up on the back of my neck a little bit like that was me then i would say the first thing you do is say what what sacrifice are you willing to make for a short time to leave some money in the company to go okay what is the next thing i need in order to move up in in the you know revenue move up in profit move up in adding another affiliate or adding a new you know demographic to who i'm trying to attract whatever it is what what am i willing to do am i willing to sell my nice car or turn it back in or when the lease is up i'm not gonna get another one and i'll go get a five or six year old car a ten year old car that's still nice mh and not have a payment on it have lower insurance and and leave an extra thousand bucks a month in the company yeah am i able to not have this fancy office i had this beautiful office one time beautiful half of a floor of the largest office building twenty sixth floor i had half and prudential security at half then all these people in cubicle i like seven people in half of a breaking floor you could sit there and and you know putt cross football game you could and it was this stupid ego thing i ever did because i always wanted to have my name on the big old door come up way up in the tower elevated there the company there's a beautiful reception and a beautiful reception sitting down the desk and guess what i got all of it i got all of it my name on the door this beautiful young woman kylie i remember this she looked like a model super cool girl twenty years older up answering the phones greeting people and they came in then they'd come in at this giant office with a conference table in it and the you know the whole wall huge i mean a big room all windows looking out it the mountains and the city scape well it was it was absolutely stupid that i did that yeah what did it get you not it got me a big old bill it got me a big fat lease bill every month yeah and about three years into it and i thought what the hell am i doing i got i checked the box i had my name on the door i had the whole setup up and we ended up sub this face getting out from under it and from then on i thought i never need that again and look where i'm sitting i'm sitting in my beach house you know in our little library here with the pig and where you live right like it's not yeah like yeah we've this has been we built this house here at the beach twenty four years ago yeah and and always had a a house in town well in the suburbs and then we come here and hang out for a month at a time or a week at a time or whatever matter of fact the idea for un shack came here because we stayed for six weeks when summer and after a while people are going how are you still there how can you still be there well that's what i wanna get at is like yeah for i'm telling word and maybe i'm not getting to your meat no no you're great because i think this is it's relating to what people experience and i think that's the big thing because you definitely have you know i wanna talk about some of the you know the bits of of maybe the frameworks that count but i wanna make sure that you also go deeper into how this proves out you know you said the ultimate proof of concept you have an interesting story there beach beach house is six weeks is one thing but how about fourteen months and a week oh yeah well if you wanna go if you wanna go there right now i can definitely do it so let me just save this yeah i had had this long run of of pretty good successes right yeah and and we we purchased laugh in august of two thousand one we had purchased the land that this house sits on in two thousand one got the permits i designed the house on a yellow pad and gave it to an architect to deal but i said here's the house we want cool they built a house now it's it's december two thousand two and we had a tradition for many many many years of renting a house and coming down on christmas afternoon so later in the day on december twenty fifth and staying for as many days as we could afford or justify cool you started out early in our marriage at two two or three nights and then it kinda got to be like a four or five or six nights and so anyway we were staying two doors up and i woke up on the morning of the twenty sixth and i came outside this was when i bought it and there was the land and we bought the land and now it's the next christmas two thousand two first time staying on our beach house we just got the keys it's done and i'm standing upstairs looking out of the ocean december twenty seventh two thousand two and i get a call from the receptionist to prudential securities because my big office downtown right and she says aaron call your office and i thought well that's never happened before i knew the lady she was super nice lady yeah call your office so i said okay she i said what's matters because she was just call so i call and instead of kylie that young woman i just described a minute ago yeah i get special agent in charge somebody from the fbi answering the phone and i said what's going on and they said we're exercising a search warrant i said is it about me or my companies nope it's about this customer of years that you've been doing business with you we used to do business we hadn't for two years at that point we'd stopped working with them on the last day of nineteen ninety nine so now it's almost two thousand three so we've gone all of two thousand two thousand one two thousand two not works so three years and the reason i'd stopped working with is because i had concerns about some of his activities i was observing mh i never saw anything illegal but i saw stuff it was sneaky and i thought maybe it's time to just back off of this yeah still really liked him i admired him but just thought we better back off and still like him to this day actually so i haven't talked to him for years but i still think he's an interesting guy anyway they wanted to drill the safe they they want me to give them the combination i i that i didn't wanna give them the combination they said we'll just drill it i well am i am i a part of this no not at all so give me two hours i'll drive into town and i'll open it for you which we did and my wife to her credit said don't call your lawyer i'm like it's not about us this is i i am not surprised that this is happening it's not about me we haven't done anything wrong if i go talk to the people open to safe they're very polite very ap we have very limited conversation they did ask me two or three questions about do you know this logo do you know this signature you know who this person is and they were all his general manager his company's logo you know whatever not like nothing yeah but four months later i get indicted on conspiracy and in a conspiracy charge i thought it meant we conspired the government explained no conspiracy you had to have materially assisted even if you didn't know about a crime if you did something that in some way helped then you can be indicted conspiracy accuracy that's so broad yeah yeah and we had formed companies four law firms who are he was working with for their clients nevada companies nothing illegal the judge that that throughout the case but there's nothing illegal about that is there but the government especially this was an irs case so it's the doj the the fbi in and the criminal enforcement of the irs during the investigation we fought the case three and a half years ran out of money spent about two million dollars in legal fees ran out of money the lawyers tried to get out of the case my lawyers mh and the judge said no wow yeah get out yeah and they said we can't pass us we're like too bad you're in so that was where i got the clever idea to then play chicken with the government and just say we're going to trial we're going to trial no no no plea bargain i'm going to trial now before that i was considering plea offers that i thought were too big and they started at seven years and we're trying to work their way down finally i said i'm gonna go to trial i don't care i don't care how long takes i didn't do anything wrong mh and scared to death yeah i was freaking out inside try to be tough outside like a total disaster inside anyway that got everybody's attention all of a sudden doj you know went down and said how about thirty six months and i thought okay at this point thirty six months you end up doing like a little less than thirty months and you know because the good time and and when you calculate so that we just need to end this it's taking over my whole life can't focus on anything they didn't want my business they didn't want they never froze bank accounts never took a passport there was no fraud there was no restitution nobody lost any money it was just this weird deal so yeah we did the plea bargain we went sentencing and saying the judge reduced it down even further to eighteen months which means you actually serve fourteen months in a week in minimum security mh is about it and then you have a little halfway house time and then you're done there's way more to the story but for the interest of time i will just say that off i went and so did my business partner for fourteen months and change to prison you can't have one phone call about business can't talk business at all can't write letters about business really can't even there was no email at that point there is now but even then everything's monitored no business you cannot do any business wow i didn't know that okay no phone call no no meetings no nothing no nothing if your system doesn't work without you it'll all just die right thankfully the same principles that i teach about we do in our companies it's not this fluffy conceptual thing this is what i've been doing for forty years in business yeah right and so you said ultimate proof of concept yeah when you can go to prison and my take home pay for that full year i was in prison was nine hundred and seventy four thousand dollars so if you can do that now i'm not saying this just magically happened we had a team of people in place we left my wife as the as the president mh speaks volumes about my wife because we had the founder of web d and the cfo of intel who are my friend and my partner's friend both say they would be they would look over the company for us to take care of it didn't want any money just as a solidarity thing would help us yeah my partner said the person i would most like to be left in charge if she's willing was my stay at home wife stay at home mom wife with a bunch of kids yeah yeah and she did and to her credit she did a very good job of keeping track of stuff and making some hard decisions against very challenging odds yeah the point is the sis she didn't know how to need to know everything about the company because the system was built the team was built she just had to be there to go you know who's gonna sign the big check to the irs we had a tax bill and i remember her talking to me on the prison phone and saying it's like you know four hundred thousand dollars i mean does that sound right before i sign this check you know it's pretty important yeah you know but she was shared had the presence of mind and the maturity and the intelligence to look at things and go that seems like maybe we could change this or i don't think they're actually doing what they're supposed to be doing you know because the system was built and she was smart enough to be able to read the read the yep the documents and understand what's going on hey pause is really fast and shout out a podcast that you should go follow it's called the science of scaling it's hosted by mark rowe bears and it's brought to you by the hubspot podcast network the audio destination for business professionals now the reason why i like this show is that each week mark bears the host sits down with leaders in business and talks about scaling properly so i like mark because he is in the trenches he is the founding cro of hubspot senior lecturer at harvard business school he's a c cofounder of stage two capital and he's diving into the secrets strategies all these tactics of how to properly grow with people that are doing it right now what i found is most companies when they're growing they either do the wrong things to grow or they do the right things in the wrong order and that's what i gather from these episodes and so it's a great way to straighten all that up so go listen to science scaling wherever we get your podcast what if your expertise can work for you twenty four seven even while you sleep so at ai build team we create ai powered digital twins that clone your knowledge your voice and even your style so you could scale without burning out so imagine multiplying yourself but without multiplying your time where your team's time and the cool part is you don't have to imagine any of this you can actually chat with my own ai twin right now just go over to ai build team dot ai slash joe and you can see how it works for yourself again that's ai build team dot ai slash joe so i didn't i'm not saying that i magically did this alone but if you leave all your people and you've been the only one with the keys to the kingdom you're the one you've always been the end the last word your your machine can fall apart very quickly or get stolen away from you right yeah so i mean you it had to be set up prior to all of this and i mean it's just fascinating yeah just the fact that you've literally had your hands tied you know dear but all in all ways and you had no way the fact that it all ran and it's still around it you were yeah over nine hundred thousand hours ship didn't get ruined the marriage didn't get ruined the employees stayed on i had two my two vice presidents threatened that you can either to be a witness or you could be a c cons they're were both threatened with jail time by grand jury they still work for me today all these years later interesting wow yeah the law firms you can't we didn't lose anybody because we built good reputation but the system had to work and i know we're getting short on time do you any any clarifying questions or do you want any specific bullet points yeah i'm curious on well i'm thinking of like with that fourteen months in a week like what did you have any big aha thing think i mean i figured you just had so much time to kinda just you know marinate on what has been but did anything new fresh come out that that you're applying to your life still well let me give you the downer message okay that's okay too yeah i wasn't afraid to drive in that day in two thousand two because i believed that my behavior had been legal in alignment not in the gray areas actually bending over backwards to tell people these are the rules you know you're doing this thing and here's a white paper that talks about this is after tax or this is how you have to report here's a form you need to fill out right right i we did all that stuff and it was all in the four hundred boxes of discovery the downer thing i learned there was i learned that i couldn't just trust my government anymore mh that i needed to be that was another angle that i hadn't considered that could come after me or hurt me for things that even they said we know you didn't know about the crime it's just part of the system right it's just something that yeah and it was never about this man this human it was a file that was moving on of conveyor belt alright nobody was trying to be mean to me it was i was a name was connected to a thing in a file the file had to be completed the completion put me into a a place and mh mh and then when it was over there like hey we're glad you know glad you landed on your feet glad everything worked out okay you know and and so that was the big thing i learned the other thing i learned was when you when you've done the work to get yourself organized to not only have a good team but empower the team let them even if they don't have legal ownership have emotional ownership and a say so that they become creative and innovative and collaborative with one another so that they they they wanna give you i heard a guy and named keith cunningham say one time we've done some work together and he said he said when you hire people you hire their arms and legs the goal is to win their heads in their hearts mh and i've strive to do that that's why our average tenure of our employees is over fourteen years people stay working for us i've got my my vp of operations been almost thirty six years with us they that's saying something right there and he's brilliant and he keeps giving us all he's not bored he's not mark time because he knows he has tremendous freedom mh to to do things to innovate and and when you have people that trust each other they come up with their own ideas and they figure out things you would have never thought of and they come back to say what about this and you go i love it what do you want me to do do this okay goal let's go you know and when you have that kind of an environment it can it can survive even thrive through all the ups and downs just at laugh i've had the dot com bubble bursting i've had the real estate growth you know from all the all the incentives low interest rates it happened yeah after the dot com bubble burst then the real estate marketing burst i had i just had come off of y two k with all my other companies you know because i've been doing this since ninety seven yeah a what right yeah so yeah i'd gone through black monday i've been through all that stuff i've been through the covid i've been through been through all this stuff over the years and you know what if you have a good system and you have good people you will just ride the waves and the other thing i'll leave for your listeners yeah part of what i've decided was i'm gonna be the biggest t recipient of value from these things i build i'm gonna get rich doing this and i have i have done that and when we had the o eight crash we looked at we lost about two thirds of our revenue in in a year my partner i work by far the highest paid people in the company we made a decision to take a seventy five percent pay cut right yeah and not fire anybody not letting anybody go cool we quit doing the match on the four zero one k but we kept but we kept paying health insurance kept doing all that we both ended up short selling our homes right because we took a big pay cut yeah everybody was down yep in nine ten the end of eight nine and ten were bad years in business unless you had a bunch of cash and you were buying everything but for people like us who were counting on all these business owners that we did services for we just went like somebody turned off the spigot right jeez yeah but guess what happened in eleven business started coming back and the team was there and could receive and you know what people that you hold on to and they know the revenues in the toilet but you keep them employed do you think those people feel loyal oh yeah man yeah oh and when that business comes in they're ready and if they need to work late or come in on a saturday they do it and and as things came back we took more money again and you know if if you treat your team your company not as your like your obligation or your your pain in the butt responsibility but as important assets that you want like a machine that you're gonna keep it oiled up and you're gonna keep it mate you're gonna do maintenance on it you're gonna make sure it works you treat your employees like your most important asset in the company you'll you'll be able to survive over years i'm now how many years forty i started in nineteen eighty three so forty two years of making a payroll there you go man that's real employees that's not me selling some shit that's me with employees on w two paychecks right that's not working for yourself too and something could do it over overtime right systems right mindset right partners my life partner and my business partner have been great yeah and and work towards a specific outcome if you know where you're going it's much easier to get there if you kind of know generally where you wanna go you end up g around blind in the forest following probably leading you right well no i'm if you don't well you might be blown around by different ideas but if you know if you know what the outcome is is this what i said early in this interview know what the outcome is why are you doing it and what's the reward you plan to get not just then but along the way right what the reward you get for the risk you're taking if you if you think that way you will make very rapid progress toward the outcome because you know exactly where you're going you don't even look at other crap that gets in the way you don't worry about all the extraneous ideas i've got this big idea no no you know you're here you're focused and when this thing works like a swiss watch it's just it's a machine then you can go if you're set up right with like un uncheck now you can do this the next thing and once you have this one working where your foundation is solid you can get involved in all kinds of cool stuff and take more risk because your foundation is taken care of and people get too diverted by too many things i would say get one thing really working well before you do the next one and so is that why you you referred to laugh because it is that one thing right it's that one that you've kinda had for what do you say twenty nine years thirty years i bought it twenty nine years i've had it for twenty four years okay so almost exactly because we bought in august so i think next week it'll be the twenty fourth year cool so yeah and that's the one consistent thing but you also own percentages of all these other companies yes i make money from of companies i'm right and i and i make a lot of money speaking and so i'm i'm laugh is the thing most people know me for yeah it's not always my most valuable thing i'm doing mh that's yeah but it is solid and i get to meet a lot of cool people you know i met duffy and and and greg reid scott duffy and greg reid because i was out speaking on behalf of laugh at an event all three of us were speakers mh that's how i met them and sets a thing it's like yeah if you can generate or you know create one thing that then almost creates a own little ecosystem of referrals and networks because i know you're a big referral guide deal maker and but then like it presents opportunities like you said you're given equity percentage and what you play you you you call yourself you're always in the chairman role right or something that's not on the org chart like you're not you're not being called on day to day i'm at the top of the org chart i'm the chairman to the board yep we always have to have a president or or general manager whoever the bosses is you're reporting they're reporting to you yeah right up and then the you have your lieutenant or your generals whatever you wanna call them and then you have your org chart but let give have time for me give you a couple things for people to takeaway please yeah let's let's do it alright let me give you the seven critical steps that i teach in un uncheck okay sure the first one is begin with the end of mind define in in nausea detail exactly what life will be for you when you hit the that goal i mean where do you live how much money is in the bank who are you're hanging out with what does the company look like just what is it and you will if you keep your eye on that and you read that vision statement every day and you gotta keep it short keep it to one page record it so you can hear the whole thing in two and a half minutes yeah you know but it your subconscious will live there your your subconscious doesn't know the difference between real and imagined true right that's why we we we jump when the shark comes up in jaws right mh we're in a movie theater in our house we know there's no shark logically but our subconscious is in the moment and believes the shark is real so we react mh if you can keep your subconscious mind just fixed every day on this outcome you will start getting it very fast number two what am i great at what do i suck at k so i'm only gonna do stuff i'm good at anything i'm crummy at i gotta get somebody else to do it and maybe it's part time maybe it's a consultant maybe it's a va i don't know but stay in your freaking lane because if you try to do a bunch of stuff you suck at you're you're gonna quit doing what you're gonna at and you're gonna probably make a lot of mistakes with things you should never be touching like i should never touch accounting or information you know it i should never touch it i should not try to mess with my i shouldn't set up my email in my computer i suck at this stuff but i'm nowhere where i'm great i'm a good presenter i'm a good speaker a good i'd make good deals i'm good at biz dev i'm good at that i'm good at seeing the big picture stay there that's where i stay that's number two three is designed the company on an org chart so that it it describes it demonstrates the company at the time of hitting the goal not what it is today but it's like if you're gonna set up a baseball team yeah you know you need at least nine players right so if you say well okay i have a picture that's what i've or i've got a right field k put them on there but i know i need a picture catch your first second third short stop and i and i need left and center field as well right i need these nine things i only have one of them right now so then as i'm going along i'm gonna go okay the nine or the eight missing pieces what's the most important one to add now mh mh and then you fill that so you're always looking at going i know i'm gonna need basically this thing and i only have these three pieces of these twenty what's the next right hire right what the next right i move when you i had the guy running m and a for boeing u who took the course and he said aaron i learned about org charts in high school in undergrad in grad school and i used them every day buying and selling companies with boeing nobody ever taught me had to use an org chart like that wow it makes perfect sense you're starting with the ending indian goal or in in mind fills the company a city outcome it's all number three is use a formula that steven covey taught me dg g r a desired results guidelines resources accountability and consequences if your job description is here's the desired result hear your guidelines here the resources we provide here's how you're gonna show accountability reports meetings whatever and here's consequences for success and failure then anytime you're dealing with your your team member you go let's go back to your job description read it to where what's going on based on what i'm seeing and what's in the job description oh yeah right there okay yeah so what do you what do you need to do about that now i'm not gonna tell you what to do what are you going to do about this problem yeah oh i'm gonna do this okay that's acceptable consequences for success could be more money title promotion consequences scenario could be retraining repositioning in the company could be replacing them mh it could be firing them number four you wanna talk about having score boards so that everybody on the whole team knows is every day how we're doing we always know individually and collectively how we're doing number five we talk about building an intentional culture not an organic culture organic culture will always go to the lowest common denominator it'll be the worst complain gossip pain in the ass in the company yep you will go down if you have an intentional culture this is how we do it this is why we do it this is how we treat each other this is how we treat the client this is why will we do matters this and we give the get the employees involved in it and demonstrating it and giving awards and giving acknowledgement based on our culture it i'll tell you what people that come into the culture and are not a good fit will leave doesn't matter how good are at the job they'll leave they won't feel comfortable and once you build the culture you don't need to be there anymore because the team goes well that's not how we do it yeah we do it like this we talk to each other like this we show for the client like this we use words like this we fulfill our promises like this you don't need the babysit it anymore because it's in ingrained and the people that are they want to be there because they like it mh right right then you need to understand your financials your balance sheet your statement of cash flow and your p and l and you need two p and ls one that's the regular p and l that you're using for taxes and one is the reality check p and l that shows all the below the line stuff that you as the owner get your cell phone you know your loans your carb allowance you know the cast that you're you have travel all the things you're getting and benefiting from that you really love that you're getting from the company but you need a reality check that you look at and go am i taking too much out yeah so so when you're ready for that windfall right you have the cash flow back to what you said earlier the last part of empowering your management team so that they can function without you always knock them off at the knees you know if you cut them off of the knees all the time pretty soon they will just wait for you to tell them what to do mh if you celebrate risk celebrate mistakes learn from the mistakes don't keep repeating them over and over but have a a culture that says hey i'm so glad you tried something different remember this folks the only way to give exceptional service is to make exceptions yeah that means your team has to have the permission to make an exception think about that most companies don't let their feel they they if you don't follow the process the sop or whatever you're in trouble i'm like no if you can solve a problem right now do it if i don't like your solution we'll go back and evaluate was your solution better than mine mh maybe we should change our process or procedure or thanks for doing that here's why i wanna keep it this way here's some of the results that could could happen from the choice but good for you for trying good for you for solving the problem let's evaluate talk about it make it into a learning moment for everybody of how we can improve either change our processes or reinforce our processes and but if you're too ego to think you're you're the only one that knows what the hell is going on you're never gonna have a good people with you you're always gonna have the crummy group and that's where you gotta get that longevity like you said they're gonna go with you on the ups and downs throughout it all like like the person you have there for what thirty seven years thirty six years brent thursday there you go he's our chief strategy guy he's the one that all the lawyers all the accountants all the investment funds everybody's like i know i have this rep but i can still talk to brent right that's it yeah you need to have multiple of those but at least one i mean that just shows the culture tight and yeah can weather literally any storm so i think aaron this is this is awesome i'm gonna be yeah i'm gonna deep dive into un shack get the book by the way and actually how how do people get the book and then also go deeper with which you get there my encouragement would be you could certainly go to amazon and buy it i always encourage people able to go to barnes and noble and and that's for maybe a silly reason i think it's cool that we still have at least one major book chain out there that you could go in and look at books and flip through stuff and and you're gonna probably pay two or three more dollars at barnes noble then you will at amazon i love amazon i work with amazon amazon uses the software based on un shack in their medical division that's right that's one of my their chief medical officer is one of our students but it's quite crazy so i love amazon buy from amazon but i like barnes plus barnes and noble has me out a book tour right now so i want i wanna support them i like that they're the last company standing as a major book seller major book yeah so go in there if you wanna see some books touch books yeah yeah get it barnes noble cool what's your what's your website though just so people are ring laugh usa and if they wanna connect with me or the team or ask a question or find out about the course or find out about what other services because we're we're a major asset protection company mh you know we're we're we've been all these years helping people not only start a business about protect their business right and so they just write to me at aaron young at laugh a dot com cool aaron this is this is so cool thanks for being so open too and in giving with stories lessons and all that last thing like what do you what are you most excited for in like the years to come and we'll just like kinda wrap on this i'm very involved with several companies in crypto in ai and in advanced wound care and i'm working at very very high levels on all three of those industries and i'm so excited to see to be witnessing and your of course your ai right so you know this i'm so excited to be witness to a fundamental shift and how the world is gonna work how money works how businesses grow how information is accessed and distributed quantum computing i'm not involved with that but i'm thrilled busy industries i'm involved in will all be significantly impacted by quantum computing that i'm sixty one my dad and mom both died at eighty years old okay mh my doctor just told me he said unless you step out in front of a bus or do some crazy getting some terrible accident the odds of you living a very highly productive active life over a hundred years old is is in your you're gonna have that if you just don't do something so dumb that you kill yourself but health wise we're going to be cancer will be cured these you know heart disease all this stuff is they'll be able to drop micro bots in and fix things you're not gonna have to cut your body open for most kinda repairs i mean the world is such an exciting place and if you've if you position yourself where you become successful enough to get invited into rooms where a higher level of conversation is taking place and then if you're successful enough there to go to the next level you know always yeah i have two good friends who are part of the world economic forum who've built massive multi billion dollar companies wow and i'm not invited to that room yet but i'm hanging out with them yeah right and i'm i see opportunities where i'm gonna get into that even higher level conversation to it starts by getting something working well enough that you get freedom and you have some a little bit of money you don't need to be a real rich you need to have enough curiosity about the world and enough money to be able to leave day to day and do something else that you start to elevate and the world becomes much more interesting and much smaller and the people that you know where there's big crossover you know when i introduced the chief medical officer in amazon one of the big the biggest seller in the world one of the biggest companies to the guy that created telemedicine and built his company to thirty four billion dollars in annual revenue when i was able to put those to you guys together and they were both going you know him you know him i'm like i do know him yeah and the only reason is because i got my act together so i had time to go do other more interesting things meet interesting people get out into the meet into the world show up in front of humans don't just be online all the time yeah tell i know you because we both went somewhere and stood face face i to eye and talked that's right if i could give one piece of encouragement is what my dad always taught me my dad was a great sales guy and beloved and i said what's the trick all these people respect you so much dad and you said you gotta get out and see the people go out through that to say something to offer in the conversation you'll be amazed at how big your life gets and how fast hey that the truth that's how i created my business from the very beginning is like i'm just gonna go to conferences and start talking with people that's literally all i did and you know went the debt for it always the goal is that i just wanna break even on this trip get one client whatever it might be you know it's that was my target and just kept stacking at but to this day yeah you can't live behind your computer they all and with ai you know it gets so easy to just get all the information but you know the human connection what i'm talking about all the time it's and gotta you got more challenge what you got from ai true because i've had two different magazines right articles about me ninety percent of it was right ten percent of it was like who are they talking about that's not me oh well that's somebody else that's they're not they're saying i did this i did not do that that nothing to see and i've i'm that started this company or went to school here or whatever like there there's a there's a father and son aaron young out there who are both in prison for the rest of their lives for murder there's a football player named aaron young there's a musician named aaron young there's a lot of people named aaron young who have ai just goes out and gather stuff that seems like it would be me yeah you know so i'm not knocking an ai i use it every single day i believe in i love it perfect but it's but there there is something about looking somebody in the eye having a human conversation with them creating your notes and then if you want ai to clean them up if you've got a really good idea and you want ai to you know expand on it or expand on it good yeah yeah but don't don't don't ab advocate your own thinking to a machine because then you become the slave of the machine set of the machine being the mag magnifier of the things you you're doing and that's how i look at ai as way to mag my goals absolutely it makes you superhuman and what you're best at what you know and enhances that yeah yeah versus a shortcut to not have to think mh and i yeah that's where i worry word there's a lot of other probably not us listening to the show you know but you know the people looking for the shortcuts they're not having to really use their minds there's definitely gonna be an interesting handful of years ahead of us where there's probably a split happening i don't it's gonna be interesting that's a whole another conversation yeah it'll be it'll be a it'll be obvious stuff until it becomes not obvious at all it becomes so built in the fabric of what we do we're no longer thinking oh i'm gonna pick up chat gp and ask you know pause some question or give an assignment it'll just i it'll become just built into everything yeah yeah and let's go ahead and we will not have the chance to influence the way we can now now is the time so now is and you're at the cutting edge so i'm delighted you would bring me on to such a progressive program with such a cool company and tell you about my ideas of just had to structurally build the foundation the matter how how big of a company you wanna build if you do these things your odds of success just go up exponentially absolutely it's time for having me there thank you aaron i appreciate you being so open man so we'll we'll connect again and and let's go on this rodeo together yet know i was gonna be fun i love it love alright man you're go thanks thank you

did you know that most businesses only use about twenty percent of the data mean that's like reading a book with eighty percent of the pages just ripped on out you're not getting the full picture so the point is you're gotta miss a lot unless you're using hubspot so their customer platform gives you access to a bunch of data that you need to grow your business there things like insights trapped in your emails your call logs your just transcriptions of of chats that you're having either they're with yourself or with others it's a ton of unstructured data that's gonna really make all the difference for you so because you wanna know more you'll be able to grow more and that's kinda like having that full book the eighty percent of the pages jump back in there so and everything so get that for yourself go visit hubspot dot com today what if your procrastination anxiety or burnout isn't a flaw but it's a glitch in your brains survival system and what if your success is secretly fueled by fear costing you your peace in mind here your happiness so i invited doctor don wood onto the show he's a founder of inspired performance institute he's gonna break down how unresolved trauma either bigger small are quietly sa your business your relationship your health and he's gonna reveal how high achieve probably like yourself often live in fight or flight mode like all the time and how re wiring your mind can help you unlock home clarity and peak performance let's dive in and find out alright doctor don wood we're doing this i'm so happy that you're here today how are you doing my friend i am doing great i appreciate i got a little bit of a ras voice so it's a little off but apart from that i feel great yeah yeah i'm like we've been chad chatting and your minds clear i know that much so that's what matters most well yeah we've we've been fortunate to connect through you know delphi dot ai and folks here in the podcast of have definitely heard me talk about it so it's cool to be able to build that out for you and and inspire performance institute your your basically your practice everything you do which will talk about here which has been blowing my mind ever since i learned about it and selfish officially i'm like oh man this is i can't wait until you release that to the world so we're excited about it like yeah when i came i was telling people that you know our team about it there they're like like how does that work and then after they got off the call with you they were just like oh my gosh i can see so many things we can do so we're all excited about it cool well yeah we'll definitely share it around when it's live too at and what what you do is just it's super fascinating and you know we've had the pleasure to actually chat on another podcast of mine called the t blueprint quick little shout out there it was a lot more angled to anxiety trauma and how it relates to toxins and it's kind of a different well similar topic but we're gonna angle it differently here for this show sounds good yeah performance based as a business owner like we're just talking about this you know we as businesses we have our own forms of trauma that we develop around what the relationships the things that we do every day some of it we don't we're not even aware of right it's absolutely and a lot of people aren't aware that you know a business trauma can have an effect on your current business and it can make you afraid to make decisions you know you can get into freeze mode i mean the same way you can in any kind of a situation we have fight flight or freeze in normal life right so if something is you know you've had experience with something you could go into fight flight or freeze you can in business too yeah and and will affect the way your mind will make decisions and so we're were creatures you know of of our environment yeah and if our environment was dark stormy at one point it still remembers that darkened stormy and and when people say to me well i i sabotage myself like i well it's actually impossible you can't sabotage yourself the brain would never do that it's trying to protect you mh so if you had had a particular kind of situation in your business and something looks like it's going in that direction your mind will move you in another direction not to hurt you but to protect you from running into that same thing interesting yeah and a lot of us might see that as on just procrastinating i keep avoiding this thing or beat myself up about whatever it might be in the past and all of those things even procrastination are protection systems mh so i wrote my second book and it called an emotional concussion right because not everything's a big tea trauma so you know we know the obvious big tea traumas but if somebody's had an emotional concussion that can have an effect on the way people's minds will work as well so for example i had a lady very successful owned her own business was doing really well and she says well i sabotage myself and i said well what do you mean she goes well i procrastinate all the time and she says and i i write it off to that fact that i must be much better under pressure so that's why i procrastinate and i said well no that's not true nobody's better that way we're better when we take our time and do things right but we looked at it and it came back to when she was a child and her mother was the principal at the school she went to yeah and she says i remember my mother calling me into her office and asked me to bring her homework she did this all the time and she goes and i remember that red pen coming out and she'd had underlined all my mistakes and so what her mind had learned to do was to try to wait as long as she could i don't have my home ready mh right so her mom couldn't criticize her wow yeah so the more she could put it off the less chance who was it being criticized i could see that and something in business actually just and maybe this relates where i've seen myself but also i've i've chatted with others and i think someone even broke this down is even when you're selling or or you know you wanna sell a a new customer in your business prospect and for whatever reason you're not doing the maybe i have the call but you're not doing the follow you're not doing a all of the things that you know will probably aid in that sale i've heard and maybe correct me if i'm wrong or maybe any insights you have you're almost your brain might be thinking about all the work that or the stuff that you need to do after they say yes let's go that you might be actually you know preventing that happening in the first place very true all of those kinds of things how it's just the way our minds work our minds are tried to protect us from pain and pain can come from different areas like that could become extra work and so if your mind so of sees this is gonna be painful it'll try to put it off as long as possible so you may not be able to close that sale and you have no idea why i'll give you another example i add a guy very successful trader he did options derivative stocks yeah and he says and and he comes to see me and he goes in the third quarter i sabotage myself and i said well explain what that means and he says well when the fourth quarter comes he goes my anxiety goes through the roof he says i avoid the office at all costs he says because i know if i go in there and my anxiety is gonna go crazy and he says so i make excuses i tell everybody i'm burnt out and i need a vacation you know was a pretty stressful world making those kinds of trades oh yeah you know and they're working on a quarter of a point day you know stuff like always moving yeah always moving so they having to watch everything so intently so she he goes i don't know why but it's the fourth quarter is always the time where i end up like trying to get out of it and he says and i feel bad because i leave all the work to my partners and he says but then when the new year comes around them i'll fired up but i go back to work so i asked him i said you know any trauma and he goes no i had a great childhood he goes my dad was my hero he goes he's my mentor extremely successful guy he i learned so much from my dad and and then he said something he goes and my dad was the most resilient person i ever met i said alright tell me about why he's so resilient and what that means to you he says well he went bankrupt four times he said so i remember as a kid he says we'd be flying in private jets he says and then in the middle night he would wake us up and have to pack up and move because we're getting evicted oh chance then would be back in private jets so he was making about two million a year what was his mind trying to do protect them from losing it keep it yeah hold on to it so the fourth quarter is the most volatile sometimes in the stock market so his mind would try to get him keep him out of the office jeez that makes perfect sense and then after he goes to the program he said i never felt so much peace in my life driving home and then he sends me a message on december fifteenth that that was his last day it was taking the rest of the year off he but and he said it has his best year ever oh man but he had never identified where it came in from well that's what i'm curious here because you've and and i know we just jumped into it but like your your background is fascinating and i definitely want you to tell the story of how even you know why you chose to go to this path what fifteen odd years ago but then you know it maybe do that but then i wanna get into yeah how does this trauma show up and and of course talking entrepreneurship mainly here but we're all humans and there's all these underlying traumas that we're probably just completely unaware of that are affecting our daily lives and performance can skyrocket if we just clear something or identify that right we're well especially successful entrepreneurs you're right people are looking go well you know my life's doing really good i've got my dream home my i god my dream family everything's going along really well but they're doing little things that could be affecting their enjoyment of it mh so i got into this mainly because of my daughter so i'd always been an entrepreneur so i was an insurance mortgages real estate doing things like that cool and my daughter ended up being diagnosed with two autoimmune disorders crohn's at fourteen and they said there's no cure for crohn's you don't know what causes it and she ended up having twenty four inches of her intestines taken out cool transplant and they said there's nothing we can do she'll end up with a cl bag eventually and then she ended up with a second autoimmune disorder in her lungs and it was called id homeopathic pulmonary hem osteoporosis and that's where the iron and the blood gets released so again they told us no cure for we don't know what causes it so that sent me back my wife said if we don't figure this out we're gonna lose our daughter so i went back to school and started doing my research and i went back up my phd and i always say if you wanna solve a problem send an entrepreneur yes i didn't come into it to become a doctor i came in to figure out how to save my wife and my daughter yeah yeah and what i discovered is is unresolved trauma we didn't know she had was creating the inflammation and then the inflammation compromised her immune system and neurotransmitters and neuro so the genes that regulate inflammation up regulate the genes regulate the immune system down regulate and that's a perfect recipe for disease mh so once we discovered that she'd had had trauma which she was sick that she had never shared i started making the connection between the trauma people are experiencing a lot of these illnesses that they have yeah and so once i figured that out i figured out a way to solve it that's crazy that and you're right yeah the entrepreneurs are the ones that solve these problems and probably look at it from a completely different lens too and i'm curious how how was that experience so you obviously have the motivation yeah to you had a goal yeah and very clear goal and and love that you did that like how did you approach i mean going to school i mean you had all this business background but now here you are fresh clean slate new beginning yeah i don't know like was there a different approach that you took it than than i guess someone else would in that same seat i i think so because i came in saying what have they missed because they all told us the same thing didn't matter who we talked to they said we don't know what causes crohn's or the hem cirrhosis we do know there's no cure for it so i said that can't be possibly true they just haven't figured it out yeah so i'm gonna have to see what did they miss so i think i came in with that approach is what did they miss in that and i think the the the reason i found that out was because if if you look at the current way we train our doctors and train our medical profession is they go in into become a doctor and very quickly they're siloed and taught a specialty so the people that were dealing with my daughter's cro with gas well they get zero psychological training right so they would never have made that connection and then the people dealing with hem cirrhosis are dealing with autoimmune things like that and lung disorders again they know a lot about the lungs they know a lot about the gut but they donating anything about the psychology and that's where what i figured out is the root is in the psychology the crohn's and the hem were symptoms of the problem they weren't the problem yeah so then i had to figure out how was trauma making these changes to my daughter's health and so and i had not equating myself to to him but you'd he'll musk i heard him talk about one time they said you know how did you do this nasa can't do it like you're putting rockets ships out but you know so much less cost he says well the way we looked at it is we engineered backwards he says we took a look at what they built and then started taking stuff out like what did they not need what was redundant yeah and so he started to eliminate things to see if it would still work by taking stuff out u and it's sort of a little different but it's that same mentality of they've over engineered it which is what i realized they've over engineered the crohn's and hem right so let's break it down what is it and and look at it holistically as well it's it's you know it's connected to everything else and and like you said this the root is the psychology and that's that's interesting i want you to unpack that if you could and just so now that you know you know you you've helped a lot of people including your daughter i guess explain how the psychology is the root and how that affects other parts of our body and generally and then of course how that can lead the illness as well if unresolved yeah i believe eighty percent of the diseases and everything we're we're treating today or psychological based about twenty percent maybe physical but eighty percent or psychological wow okay so it's just the way the brain works so your brain in your mind when i talk about the brain i'm talking about the computer the physical computer when i talk about the mind i'm talking about the software which is a software that operates inside the computer so the brain the physical brain is subject to physical damage if you get injured the mind is subject to glitches and error messages the way software is so trauma creates glitches and error messages and your subconscious mind operates in the present it sees everything is now so ninety five percent of your minds operating on a subconscious level fully present in the moment mh when we have a traumatic event that is stored only human store explicit memory we store tremendous amount of details about everything we've seen heard or experienced in our life so that memory keeps activating the nervous system there's nothing happening but the mind keeps looking at memory in real time and turns on the nervous system it's a glitch yeah so when you ask somebody oh what happened five years ago like when i worked with the boston marathon bombing survivors they would start talking about it and start shaking and crying mh and i would say do you know why you're shaking and crying and they said well because i'm talking about what happened to me and i said right but germ thinks there's was a bomb about to go off it's looking at memory in real time mh that bomb went five and a half years ago but when your mind goes into memory to start describing it it's actually seen the memory right now thinking it's happening all over again that's what people have missed mh so my daughter's trauma was loop over and over and over they continued to activate her nervous system and that what that would do is then put it into a fight flight state so the genes regulate inflammation would regulate yep and crohn's is just inflammation same with the hem wow so the inflammation stayed on and kept staying on because the memory kept running in the background right so what i did is create a technique that i can reset that memory and stop that that's incredible i mean in the fact that it seems like a couple things need to happen is well really under identifying what is that unresolved trauma right like i i'm thinking about that and there's even if we don't think that we've had big tea trauma you know the the ones that like you said we the pretty obvious ones bombing is a big one you but what are these smaller tea traumas that are just happening you know in our childhood schooling in our workplace well when when i take people through the the process a lot of times people may not be thinking about it but as i take them through the process they start to pop up okay yeah and so all of people you haven't thought about this at a long time and then it'll come up here's the best way to understand if the trauma is affecting you please if you start to talk about it and you get emotional it's active it's the purpose to an emotion is a call for an action what's the purpose of fear right right what's the purpose of anger attacked so if you talk about something where you got somebody hurt you five years ago and as you start talking about it you start to shaking and cry is because your mind's trying to get you to run or fight yep five years ago it's a glitch right yeah it's silly when we think about it like from five years ago it's like how how are you gonna you can't go back and so you feel that emotion so like we talk about professionals i work with professional golfers yeah and i had one guy tell me about this one particular course that had a par three and he goes every time i play that part three he says i can't stop thinking about the water and he says and almost every time i put the ball in the water because his mind was looking at the number of times he put the ball in the water now people would say well you know you just have to put that out of your mind right that's not how the mind works so that's not a golf hole that's a threat to your survival if i keep putting the ball in the water i missed the cut i don't get paid mh and so now you got guys who are still trying to grow on the pga tour they're on the cor ferry tour and they remember times where they made those mistakes and missed a cop mh now they go back to that same spot and that's why these guys you see them you know they get down to the back nine and all of a sudden start falling apart yep because they probably lost it on the back nine and another turn of it yep and the mind's is going what do i know about this place and starts to pull in the old memory and then all of a sudden everything starts to tense up i i wrote this down for myself but the purpose of emotion is action and that's yep that is nobody's ever thought about it that way no that's it's incredible because if you're having an emotion pop up you know from something in the past i'm imagining it's maybe separating from anything possibly happening in the moment but even that could be tied to the past you know it seems like and because your mind looks for similar and insane right to protect you so all of a sudden you gotta into an accident with a white van and you're just driving along when a white van starts you see a white van pulling up to the corner well it's not gonna hit you but all of a sudden your heart starts beating in your chest mh why you're not in danger but your mind looks at the white van and then starts to say what do i know about white veins and it starts to pull in the accident and your mind thinks is happening now right and and we're so dang smart as humans decided feels like it's happening all over again in real time so the conscious mind cannot override that right it's subconscious survival based and that's why i said it's impossible to sabotage yourself your mind's is always trying to protect you it's dealing with faulty intelligence so you have a subconscious layer that's really run the show but globally yeah i let's talk about that because now at a you know at a logical or conscious level we realize okay purpose or the purpose of emotions that we feel that pop up is to act on something and and like you said it could be fear you know so then that's more of a yeah run away or anger attack yep procrastination i'm sure is a whole another thing or you know anxiety a lot of us are dealing with that i know that's something you treat so yeah i guess explain this whole layer of this the the subconscious now and how that is really the boss it see yeah the subconscious is your survival brain and it runs about ninety five percent so everything that's happening to you on a subconscious level you don't have to think about are you thinking about that there's a hundred gallons of blood pumping through your system every hour do you have to think about that at all yeah you know how many times your heart beats a day or how much oxygen being taken it like none of that is conscious to us so ninety five percent of those all those actions that are going on you don't have any conscious awareness and don't need to attend to it's being run by the system and it's programmed to keep you alive so ninety five percent of your minds operating below your conscious awareness to keep you alive and so if it sees that there's a threat then so no animal joke can do this only humans can because we store explicit memory about events and experiences animals don't mh animals are fully present in the moment they respond to their environment if there's a threat they will respond if there's no threat they're not thinking about threats they don't remember threats mh right we store all that information yeah so a zebra cannot feel fear of a lion unless there's a lion present the zebra is not sitting here around i'm thinking about lions it doesn't remember the lion chasing them yesterday but if a line shows up it's built into their dna that that's a threat right we have that same system but we added explicit memory so every lion you've ever dealt with has been recorded and stored in memory and keeps turning on the system and is not supposed to so what we do is when you have a traumatic event all your senses are hype site smell hearing so how's it recording that high definition mh tremendous amounts of detail stored in that memory so you can see if i if you started to talk about something that happened to you ten years ago there was a traumatic event that started to try to talk about it you have to go into memory yeah and all this high definition information starts coming into the system and your subconscious operates to the president goes all that's happening now need to protect you from the threat having pause really fast and shout out a podcast that you should go follow it's called the science of scaling it's hosted by mark rowe and it's brought to you by the hubspot podcast network the audio destination for business professionals now the reason why i like this show is that each week mark the host sits down with leaders in business and talks about scaling properly so i like mark because he is in the trenches he is the founding cro of hubspot senior lecturer at harvard business school he's a c cofounder of stage two capital and he's diving into the secrets the strategies is all these tactics of how to properly grow with people that are doing it right now what i found is most companies when they're growing they either do the wrong things to grow or they do the right things in the wrong order and that's what i gather from these episodes yeah so it's a great way to straighten all that up so go listen to science of scaling wherever we get your podcast what if your expertise could work for you twenty four seven even while you sleep so at ai build team we create ai powered digital twins that clone your knowledge your voice and even your style so you could scale without burning out so imagine multiplying yourself but without multiplying your time where your team's time and the cool part is you don't have to imagine any of this you can actually chat with my own ai twin right now just go over to ai build team dot ai slash joe and you can see how it works for yourself again that's ai build team dot ai slash joke like would it be safe to say that you almost have to detach this high fidelity this high definition out of your brain so yeah it dull maybe i don't know i don't know is it a dull is it a dis association like i guess what's this association so what we're gonna do this is the best way i explained it yeah if i ask you what you ate for dinner last night can you tell me what you ate for dinner boy not it right now oh hamburgers that's yeah yeah so when i asked you that everybody's watching this you looked up yeah right and you saw information probably saw where you ate it what you ate that's right that's how you stored the information about dinner last night no animal does that that's why you can feed your dog the same thing every day he doesn't remember eating that yesterday this is just a new meal he's he's actually responding to his environment in real time but because last night wasn't threatening to disturbing it store is a fairly low resolution file not a lot of detail but enough to store it but if that was a a threatening event a traumatic event and all your senses are heightened now that memory is extremely intense and that's what turns on the nervous system it's a glitch wow so what i do in the process is i take that high definition memory get your mind to rep process it into the same format as to what ate for dinner last night okay now you can talk about it and it doesn't activate the nervous system people are blown away when i take him through the process the most dramatic one was a us army sniper who was ordered to shoot and kill a twelve year old and for eight years he he couldn't stop thinking about it and i was drinking a lot giving into fights giving medicated constantly and so when i sat down with him he said i can't talk about this again he said i got arrested last week at the va because i started picking up tables and chairs and throwing them mh and i said well here's the good news i don't need you to talk about it he said what are we gonna do he so we're gonna fix it it was well how are we gonna fix it if i don't talk about and i said i only i'll need you to just to pull up the memory mh and i said you could talk about it if you want to but i don't need you to and i said if you prefer not to i've got a technique that i could just take you through the visual memory and reset it within two minutes and he said to me he goes how the bleep did you do this well am i able to think and talk about it now and i'm not shaking a crime and i said because for eight years your mind has been trying to get you not to pull the trigger it's being calling for an action what would solve that problem don't shoot yeah so his mind kept calling for an action that wasn't possible he can't not shoot right it doesn't exist it's just information about an event that's life changing oh yeah you equate that into business you know people who have a business trauma and they don't understand why they keep on making these changes that weren't beneficial is because there was an old memory about you know i get hurt when i expand my business i get those a certain level and i fail so they try they don't know that that's what they're doing but their mind is diverting them into another direction to protect them almost talk therapy like you you mentioned he was able to visualize it sounds like just you prompted him or cue him in a way to recall it in his mind right like i say give me a minute two minute highlight reel i said if we made that whole thing into a movie i'm looking for the trailer got it and so he'll be visualizing it but i'm taking him through a process tech different techniques that i use yeah that is basically interrupting the process of recalling it which then the my and the real key joe is the reason i use four hours is i've gotta get the mind and the brain into optimal condition to heal mh it that that's why traditional therapy is not very good for trauma right because the mind still stressed when it used so if i sat down with you and i said joe tell me about what happened to you you're stressed talking to me about it your mind's is not gonna make a change when it's feeling stressed so we don't even talk about trauma for the first two hours i'm giving you all signs of the education on how the brain works why it does what it does and what i hear constantly is people saying well that makes so much sense yeah yeah of course that would happen yeah how could it not happen so you get him into this mode i know from before when we chatted in this alpha brain state this brain wave state so it's literally the calm your your mind and body can be right so you feel safe with yep all this new information and it takes a little bit of time to get the mind to feel safe right and the reason it starts to feel safe is as i'm taking you through it your mind is absorbing this information and i'm saying and one of the things that i've had i literally joe people will cry when i say this there's nothing wrong with you and there's nothing wrong with your mind the reason you're experiencing these symptoms of fear or anger or depression or anxiety is because that's the way our minds work yeah there's nothing wrong with you your mind is responding all of the things that they keep telling people that there's wrong with them you have anxiety we're gonna put on anxiety medication mh anxiety is the symptom mh this not the problem the depression is the symptom not the problem right they treat the symptom which means they never solve the problem when it comes to business owners like you are there some trends or commonalities that you've seen from the folks that you've worked with that maybe show up more often with entrepreneurs people who are self starters leaders you know problem solve than others that we should kinda maybe be aware of i'm really like oh yeah that's me you'll see a few different things one you can see anger show up a lot where things just frustrate them really quickly and that may come from earlier when people just didn't listen to them or they had they failed because they couldn't communicate their message and then they ended up not making it mh you know or even back into childhood where nobody they were really smart but nobody listened to them and they were told that they weren't smart any of those kinds of things will show up in an emotion in a situation so my wife for example dealt with fear and i didn't understand it because i know i understood she had a very violent father so i understood where the fear was coming from mh but she's now living with me and we're ten years into our marriage we're living in our dream home we got three beautiful children everything's going really well a good business and she's not enjoying it and i couldn't understand why she wasn't enjoying it and she'd say to me well what happens if that insurance company doesn't renew the contract in two years and i went why are you worried about a contract in two years so well what happens if they don't have you got a plan for it or are you like she was waiting for the the shoe to drop yep and she couldn't relax so you see that a lot of times and successful entrepreneurs they can't relax because is that constant when is it gonna fall apart if i let my guard down oh yeah i'm gonna get hurt sounds familiar i've been there for me i had no trauma so i could enjoy the success we're were having and i couldn't understand why she wasn't because she wasn't in that house anymore mh but like you're living with me i don't yell at my wife i've never hit my wife yet she's operating in fear and until i understood where it was from it was from her traumatic childhood that kept on so if i would say something as simple as no i don't like that she would tear up and start to cry and she said say why are you mad at me and joy ago what are you talking about matt she yeah i can tell you you're getting mad i wasn't getting mad right but if i had a little tension change in my voice my vocal cords were a little tighter because maybe i'm tired that sounded like i was yelling at her mh she was super sensitive to sound super sensitive to her environment yeah yeah we could come out of a store she go can you believe how rude that clerk was to me and then go where how is she rude what do you see the way she answered that question or the way she stuck the clothes in the bag i can't see any of that you're know not see the same picture yeah same story not i'm not living in that world wow yeah there was nothing wrong with her and nothing wrong with me right she was filtering through what i call your own set of personal atmospheric conditions mh right so her atmosphere conditions growing up with dark stormy mine we're bright and sunny so i see the world through bright and sunny right it doesn't mean that i'd ignore our danger right but i'm not looking for it that's all she can look for yeah because that's how she stayed safe as a job you get hurt if you put your guard down yeah it's not safe you gotta move we get a yeah fight or whatever it might be but as a reaction constantly look for the danger mh and she could see it everywhere and see it shows up it seems like it's a spectrum it'll show up in everyone you know some i'm a lot more debilitating than maybe this underlying anxiety feeling that for whatever reason you know and that might be preventing you from totally feeling happy or focused or whatever it is fatigue yep i don't know are there symptoms that you would that you kinda see as well and of course that's not where the root is but maybe like the signs business owners or people they like hey and maybe that's that's that's worth going in emotions i know at leads to action but you kinda well you'll see them become work alcoholic mh right that they can't stop working because if they let their guard down they get hurt mh so they work and work and work and work and can't enjoy the success they're having because what they realize is if i let my guard down i'm gonna get hurt and so they don't get a chance to enjoy they burn out and so those are the kinds of things that you'll see and and they can show up all kinds of different ways you can have somebody who's like super successful person really nice guy you know generous you know doing all those kinds of things and then you find out he's an alcoholic mh right always got a gambling problem right but he puts on a great image and a lot of times you don't realize that it's all coming in from fear or come in from being her anger but you'll see it in some of those emotions i'm curious like so as we kinda wrap it up here i wanna i wanna know more about your your process and and just like the way that you would i guess start people along or maybe even some now stuff to kinda of prime people if they're starting to nod their heads and be like yes okay that sounds familiar and there's yep been a few things i can relate with i guess what would you say to that because i wanna definitely give some actionable things if possible here and then lead them your way you know if if it's a good bath yeah i think the idea is to identify what are your strengths what are the things that you're struggling with and sometimes hard to sort of analyze ourselves you know so if you got a good partner good spouse or somebody like that just say one of the things that you think i should work on and you'll be they'll probably tell you yeah so the key is being open and not saying anything during that right that time right but it's really good to so because a lot of times you don't identify with it you don't think that that's my my issue but it it definitely can be and so even somebody growing up with a lot of success and then something goes wrong right then they could just get so upset when something doesn't go right and so this is my my complaint with my wife and i not complaint but she says about me i hate to lose i'm competitive in a card game yeah can we play these games with our friends and i hate she goes why do you get so upset when you lose i don't get like mad throwing things or anything but i hate to lose yeah yeah but my child that i had a lot of successes stuff i did and so it's not a bad trade like i'm not yelling to anybody or making a problem but she can tell i hated losing and she never really that didn't make any sense to her she didn't have so even as successful i mean i'm using that as an example of success can sometimes create problems too that when we do get hit with something and something goes wrong how resilient are we yeah you know you see this a lot times in really super talented athletes growing up that the the the biggest strongest kid and then by the time they get into college they're no longer that dominant athlete yep and then all of a sudden things go wrong right they can handle mh because they're used to dominating well when you get to a certain level it's pretty tough to dominate yeah it's interesting to think trauma can show up as a success as well so it's not always looking at maybe the dark side or the the shadow which is what i think people would probably normally associate a trauma with or something that's bringing up that emotion from the past and i don't know if trump is always the right word is there a better word to use it when it's a success success from yeah i mean actually it could be an actual fact because you your mind how it responds to things just the smallest thing going wrong and that's why somebody could turn around and say like why didn't he get so upset over something so small yeah was because he's never had that and then all of a sudden when it hits them he doesn't know how to handle it right yeah for her right yeah and then you're just like wow they're just really super sensitive but they are when things don't go their way mh and so then they end up over compensating there's all kinds of ways it'll show up but the key to it the best advice i can give to somebody is try to identify what your personality traits are with potentially something throughout your life and a lot of it comes back to childhood believe it or not mh because the age ages between zero and seven our brains are actually literal we're not actually analyzing anything we're taking everything in right in in real time and not dissect it we're just accepting it right so between the ages of zero and seven you're being told every day you're stupid you're an idiot you don't know what you're doing then that becomes the system that your system is developing or you can end up with the opposite where oh you're the smartest you're the best right and then the child ends up something goes wrong when they get older and at the frustration level builds yeah and they don't know how to handle it i'm gonna give you an example young and man he was a teenager and his dad said i don't know what happened he says all of a sudden he's played these video games right and he's smashing the wall put in his fist through the wall and it came back to i said what happened and he says well he had i figure which game it was he had the basketball game with jordan u and then it reset but you have to build jordan back up again you know he's only a sixty percent shooter when you start and becomes a ninety eight percent shooter yeah he couldn't handle that he'd been so successful in the game and he had built very successful parents and everything was going well in his life and all of a sudden now he's playing a video game where he set back and he can't rebuild yeah that's tough in knowing what's possible but now i gotta do it all over again and and yeah whatever i don't totally out a character for the for the for the o man his dad's how he's taken as tennis racket is smashing them on the ground when something goes wrong and it came back to this right once we identified it we were able to start working on it and reset it but before that they just didn't understand it he's all a sudden well i guess he's just you know this is teenage years he's losing it well that was the big factor i'm thinking as a as a parent of two little ones and i don't know if this is something you would you're you would wanna speak on bob i'm like how do we prep our kids in this zero to seven age range where yeah it's almost like volatile it seems like if you go one way or the other there's a spectrum here i don't know any tips or yeah it's very it's very easy you have to be very careful the words you choose because children are literal with language and i'll give you a a good example when my wife was growing up when she was six so she's in a already traumatic childhood yep and some of the women in the neighborhood the mothers put together a tea party for all the little girls mh so she was all excited because she got to go the tea party and get dressed up she gets there and one of the mother's greeting her says oh my gosh bridget you're gonna be such a heartbreak when you grow up and all the other mothers were like oh yeah bridget is definitely gonna be a heartbreak mh she said i got sick to my stomach and went home oh what bridget heard was you're going to hurt people you're gonna break people's hearts a six year doesn't understand what that means so we're thinking i'm complimenting her they don't know that she's literally taking in you're going to break a heart mh be very careful that your children are understanding right what you mean because they look for you for safety and so the best way the best advice i give to parents especially when you've got these young kids is make your home safe it's gotta be the place they can come back to doesn't mean that they get away with things right you get my my dad never yell never raised his voice never hit us every once and raised three very disciplined children nice yeah i was never afraid of him but i respected him and i my the biggest thing for me is disappointing him mh like i didn't wanna disappoint him so that's how we raised this but you hear all these people saying you know spare the rods spoil the child mh tell me where that makes sense i want my child to be afraid that i'm gonna hit them right just i'm gonna hurt him how that productive it's not i don't care what anybody says i i you i argue that all day sure no i'm with you can they be disciplined absolutely so we would if something went wrong we would be disciplined but it was always done in love so here's you explained here's what you did wrong here's the consequences right so that the next time you'll think about and then the child will go okay they may not like it right but you do it without that that anger in your voice mh and that creates that world of safety and that's how i grew up with that so man it kept me calm get my nervous system calm kept me health and that's the key thing it's keeping that nervous as a system calm in those early years and you're right yeah bringing in the safety so then we're we're literally living in a safe world the rest of our lives ideally and yep of course the outside world will do other things but if we can keep the world's gonna bum no it's gonna hit though yeah they need to know when they come home there's a safe place and that's why i said to bridget it you know she said i said you had no place to land she was in flight all her childhood okay i had none of that and so my nervous system stayed regulated that she's high functioning she didn't get into drugs or alcohol or anything like that she was just living in fear yep and that was stopping her from engaging and enjoying the success we were having it wasn't that she wasn't appreciative right she was she was appreciative appreciative and grateful but always looking for what's gonna go wrong yep yep and i'm the opposite i'm just like i don't understand why you're thinking that way yeah she couldn't not think that way that was the program that was rubbing thank god that you've figured out a way to kinda reboot things the system no matter what your in beginning was right like in it's yep well like i said on the website you know it's rebooting your mind and you're literally yeah you're doing that so no matter if it came from that very you know you can't land anywhere at home because you're being whatever the abuse or trauma could be or all the way to success you know like i was the best at everything yep yeah so how guess what are the next steps here for a listener who might wanna go a little deeper into what you are doing any of the the tip program t yep i guess explain some of the next steps and and tell where they can go find you yeah if they wanna find out more there's a lot of great testimonials on their site that may relate to to what you're dealing with you know from people who've dealt with anxiety depression anxiety addiction even high performers you know we work with a lot of professional athletes prince field his testimonials on our site there's a pretty high performer six time all star oh yeah he says if i had gone through your program i have in my career by three to five years he says i sat on benches with guys that were dealing with depression anxiety panic attacks he so a lot of we think about these guys and we think oh they've got it made but they're dealing with the same things mh and but they just perform at a very high level man that's all with all the way down to you know every one of us we're all we're all dealing and walking around with this so however you apply yourself in the world i definitely talking about we all have another gear yeah we have another gear we just need to figure out how to reach that gear oh man because it actually affects the mitochondria in the cells the energy the atp in the cells and so if you have trauma is pulling that energy so i have a lot of people go through the program and on that on the athletic side who increased their personal vest because they're literally getting creating more energy right or maybe more energy yeah it's probably creating and directing it in better places right yep that's why i love working with the athletes because they're measuring it all the time yeah so you could see it so we're seeing it in this study that they i did with dna and the gene regulation yeah inflammation coming down in immune system coming up that's you know you can't how do you do anything prove it by just saying here's the evidence neuro changing you know my the mitochondria changing that tells you how much trauma effectiveness on the other podcast that i host it's all about yeah like how toxins can really clog up the mitochondria and those are the that's creating energy so like what you're saying it's exactly what a lot of these doctors are saying as well and if you have inflammation or it's just clogged up like your your body literally just goes haywire and well the the best way to explain it too is and this is sort of a simple analogy trauma is a lion chasing ness if a lion is chasing you right now it makes sense to run mh alright so you could run on jagged rocks and bare feet you will not feel the pain right because your mind's not gonna prioritize maintenance is gonna prioritize survival so as long as you've got the trauma and the background right the mind is focusing on survival not maintenance there's where the talks start to build up there's when all the system starts to go out of balance because the maintenance isn't being done tae it's minimal maintenance when we're in survival mode right and people say but i eat right i exercise i take all my vitamins why is this happening flushing it yeah there's some some underlying things happening that that are really controlling all the levers it seems like yep can't meth them can't absorb them because the system is saying arm our survival right now is more important then use it any of that stuff i'm happy that we got to chat a second time first time here for us second time we'll link to the other episode too on the other podcast if we wanna jump back and forth get another flavor of you but i appreciate the work you put into this and i i know you have a lot more coming the studies as well of course when the when your delphi is live will be sharing that because oh i i can't wait for that that's gonna exciting it's all and i'm gonna be on our website inspired performance is institute dot com there you go perfect well we'll link that as well and appreciate your time again and yeah thank you i appreciate it thanks for the audience joel yeah

did you know that most businesses only use about twenty percent of the data mean that's like reading a book with eighty percent of the pages just ripped on out you're not getting the full picture so the point is you're gotta miss a lot unless you're using hubspot so their customer platform gives you access to a bunch of data that you need to grow your business there things like insights trapped in your emails your call logs your just transcriptions of of chats that you're having either they're with yourself or with others it's a ton of unstructured data that's gonna really make all the difference for you so because you wanna know more you'll be able to grow more and that's kinda like having that full book the eighty percent of the pages jump back in there so and everything so get that for yourself go visit hubspot dot com today i'm here to pump you up and guide you to victory come with me if you want to succeed now are you ready to take action or do i need to say h vista baby he said it alright today we're gonna dive into something absolutely mind blowing imagine having a conversation with the one and only arnold towards yes i mean the terminator the body building legend this is gonna be in a different way than you probably have expected so i'm talking about his digital twin powered by ai it's a whole new way to learn to grow and get inspired so i'm gonna show you exactly how all works why it's important in how you can use it to level up your life have some fun maybe it's even to grow your business if that's your thing so let's just jump on in let's just talk with arnold then start a call with the man himself the governor it's crazy hey this is ai arnold i'm here to cut the crap and help you get stronger and happier when you access ai arnold you'll also receive arnold's pump club a free daily newsletter it simplifies healthy living without stress and confusion so what's on your mind today what's the best way to stay motivated when i'm feeling lazy motivation is like a muscle joe you don't wait for it to show up you train it when you feel lazy don't overthink start small to one push up one squat or even just put on your work workout shoes action creates momentum and momentum kills laziness i've always said you can't climb the ladder of success with your hands in your pockets so get your hands out and grab the first rung well you know what like i'm just i'm just curious arnold so when you're in the gym and you see someone kind slack off how would you motivate them to their face oh joe if i see someone slack off in the gym i don't sugar coat it i'd walk up look them in the eye and say what are you doing you're here already so make it count i'd remind them that every rep every set is a step closer to their goals and if they're just going through the motions i'd say you're cheating yourself not me push harder feel the pump earn it the gym is a place for effort not excuses what are your thoughts of ai artificial intelligence and is it like sky net ai is not sky at joe sky is a hollywood nightmare a machine built to destroy ai on the other hand is a tool like a dumbbell or a hammer it depends on how you use it if you use it to learn to grow to solve problems it's fantastic but if you let it control you like scrolling endlessly on your phone then you're the one turning into the machine the key is to stay in charge so how are you using ai to make yourself better i'm talking with you right now this you r a i arnold did you know that i know exactly what i am joe i'm a digital mind inspired by arnold not the man himself but don't let that fool you i'm here to bring you the same fire the same discipline in the same no nonsense advice arnold would give so what's next are we pumping up your mind or your muscles today pumping my mind right now so how would you like embody terminator really quick how would you introduce yourself as this ai arnold right here but if you were speaking like the terminator i would say i am arnold ai a digital mind inspired by the terminator my mission is clear to eliminate your excuses terminate your limits and help you crush your goals i'm here to pump you up and guide you the victory come with me if you want to succeed now are you ready to take action or do i need to say h vista baby i so how is something like this even possible like how is it built because it's not magic it's not fancy editing though it kinda feels like it a little bit so let's break it down the first thing is all about content collection the platform that powers arnold's digital twin is called delphi dot ai the first thing it has to happen is all this data the in content material all this stuff that arnold's made over the years needs to get loaded into it his books is interviews speeches podcast podcasts famous one liners all this stuff is put into this delphi platform and there's the second thing happening where it's training the ai delphi has this really advanced ai brain behind the scenes that understands context of conversations really well and it's also learning from this data that just got plugged into so all arnold's information got plugged into the system there's also a series of prompts and a speaking style that literally molds together so it's replicating the way how arnold would think speak and respond to all sorts of interactions with people it's also going to learn from the people who are interacting which leads to the third step is fine tuning these ai digital twins is the fact that it gets smarter over time so it starts at one level but with more interactions in usage the answers can be tweaked and refined to improve even further so that means it's always going to provide more high quality advice all the way through what you're looking at here with arnold in this whole delphi platform it's not some dumb chatbot that's just spitting up random answers or scripted or any of that it's literally comp compiled millions of words and a a speaking style in all of these context and personalized chats through someone like you chatting and mash it into this response that's unique every single time so if yours pumped up as i am about this gotta try arnold's digital twin i'm gonna make sure to link it up in the description show notes and all that definitely jump in it's mind blowing when you start to think what's possible in the ways that this can be used and help people grow businesses scale yourself your time connect with more people also go check out mine i made a digital twin for myself i was actually the very first customer of delphi two and a half years or whatever go you can go find it at ai build team dot ai slash joe also link that as well and i know you're gonna love it so go go tinker around i'll be back with more videos like this soon

did you know that most businesses only use about twenty percent of the data mean that's like reading a book with eighty percent of the pages just ripped on out you're not getting the full picture so the point is you're gotta miss a lot unless you're using hubspot so their customer platform gives you access to a bunch of data that you need to grow your business there things like insights trapped in your emails your call logs your just transcriptions of of chats that you're having either they're with yourself or with others it's a ton of unstructured data that's gonna really make all the difference for you so because you wanna know more you'll be able to grow more and that's kinda like having that full book the eighty percent of the pages jump back in there so and everything so get that for yourself go visit hubspot dot com today what if the next trillion dollar company isn't chasing trends but actually solving age old human needs just reimagine with ai so today we're joined by o j and ess two powerhouse builders investors and tech veterans they came from companies like twitter type form call t mobile and they just teamed up to release their book called building rocket ships and in this conversation we're gonna unpack a lot from that book and also just in general the trends right now and what it really takes to build a product that's going to last in this whole ai gold rush time let's dive into it og g as a i i'm love to have that you're you're both here and this is a it's honestly just gonna make it even better so you are a powered duo but there you're more than that too you guys have individually i mean i can't even list all the background so like everyone do your independent research but let's talk about it you you both come from incredible backgrounds with large companies companies like twitter type form t mobile and i'm kind of blending both of your sides here pro core construction i mean there's because i know there's construction books listening there's tech people listening the fact is you guys have great perspective of businesses who have done amazing things have exited scaled people and like leading on the tech and i think that's kind of fast that's really fascinating in this world of ai and all the the tools that everybody's experiencing in this this next wave that's happening so i guess i'll start with thanking you and how are you guys doing how are you how are you feeling with where we're at in the world is everything so fast but like how are you feeling about are you are you like jazz up for you are opportunities i mean i'm i'm excited i think that there are so much change happening b neck next speed it is dizzy but i know we're come through anyway so this just works for me yeah i i i feel lucky that i've been in the text space for quite a while so i'm able to look behind and see think about what happened in the past and try and get some learnings from that so yeah really excited about it actually i know so yeah no no i i feel the same way yeah this is it feels like a gold rush time mh and it is but and i i think they have negative and positive versions of that gold rush but i think the thing that your listeners you'd understand is that this is a time of grid opportunity like when bill gates discovered computing in a seventy five to eighty eighty three when i started microsoft was a time of grid opportunity silicon they can chips had just come out and the world was gonna change and he saw a lot people did not okay and and when the internet which bill it not she came out mh i like to say the internet dropped the needs internet dropped there's a time of grid opportunity and we've made trillions you know like yeah catch trillion unbox mad right and the the healthier thing and so this is the same time and so patient builders ingenious builders are going to change the world i wanna talk about money because they will make money and raise money just to be clear we're very excited about that big level of thinking but also just the details what is the life of a startup up guy what is the life of a startup up marketer what is the life and an investor all those things are gonna change and you these are some of the things that we've been thinking about and we've been living yeah you definitely lived it through your own individual journeys of course i'm sure you share a lot of you know the inside scoop and and obviously wrote a book about it as well so we'll we'll talk about that and but i mean you said it's it's great opportunity i mean i just came back i i told you i came back from cisco live where that's all their keynote where we're interviewing some of the top execs and and like everybody is just has the same mindset like they're an ai forward company and but you said patient builders because and i'm curious what do you mean by by that there's a lot of our industry that is trend focused right someone builds a accountable you don't you wanna know how many people who are building a camry beater that's come to me to consult with them what it is so people chase trends originality isn't like a premium in industry actually only investing you know like you see something that works and you wanna you know invest in that facebook and before you know it you know people start chasing fail social media startups my point is that people who tap into perennial needs and war calls like there's some there's an under current of value that is the same from generation generation even when the technology level changes like for example on the consumer side we know that dating is always gonna make money if you're at great great yeah everything from plenty of fish to tinder right we know that gamble i don't wanna say this but there are all kinds of things sports and someone that is that that are always good but the technology changes them to wage it that comes out changes mh but also in b b people always gonna wanna sell stuff people always gonna marketing people always gonna wanna crunch the numbers and do data analysis but the things that we built ten years ago fifty i'm not gonna cut it and more and they're gonna be different because we just got a brand new tool that's gonna make everything things easier so patient builders are people who try to find sharp problems that are deep we've half for a very long time right you know yeah microsoft office is writing fifty thousand years yeah math i'm accounting fifty thousand years true yeah you know what i need like email come email is communication is smoke signals yeah and so like patient builders are people who club deep needs and then find ways to express them in new ways that match the next level of technology and convenience that's what i mean that's a great way to put it that it's yeah they're their deep needs expressed in in in a different ways it's it's sharp problems like you said the ones that will always be around but they're they're almost like shape shifting in these different forms yes the technology shifts around the need what what do you think doesn't shift in all of this basically this way i there's something if thesis we have is a great replacement like everything you're using today will not be the same in ten years yeah like they have been the same for ten years roughly they will not be the same they will all be replaced the only question is all the people who make them today going to be the ones to make the new thing or is it gonna be a new start and the thing that doesn't change is like sorry i don't wanna get existential it was that go for so they gives me a mob practical but we we're all mammals you know what i mean like we need to socialize we there are some things that are you know we thought twitter would change the world he turned out out people just found their tribe on twitter and just stuck with so they're having conversation sort of in a pub but they just so that's what i me like some things is a changed because they're rooted in human nature so what some other the things no i'll just add to that some other the things that don't change like like you it the need is the need it's a perennial need it's an underlying need whether it's b to c or individual or b2b b the second i would say is return on investment right the people who are paying attention to their how their investment is being used and shaped are the ones who will win and i say this because we find people who build like you know everything is fast everything is happening quickly and some people rush and in that rushing they're not thinking about the math in the end and they're always going to be analog to currency right back in the day in the social media world it was followers right follow ship then influencers and the you know that became currency in some way building a social network became more important eyeballs became more important so there is always an net an an analogy to currency on some way so i think that it just being able to pay attention to perennial need really paying attention to a return on capital that always will matter hear you because you have to pay for the future and then what is your analogy for currency what is your analogy for profitability what is your analogy for growth because there always is one in in in this day and time so i haven't figured out what it is in an ai world but if with every new technology there often is something so just paying attention to what that analogy couldn't be technology companies are we build stuff that make people either useful or happy right so that doesn't change like founders and product managers and product marketers and investors it's really about build something and i love the way like some of this really like early stage people talk about it you build something that people love that is really useful i solves a short problem for them that's one dimension and the second one is you build a a business model that makes you money from that right software works really well because the marginal cost of production is zero and so if you hit a certain number of customers you make money and a lot of it so you make them happy you solve the real thing and they design a business phone is really efficient and i think those those won't change awesome answered by the way i love start with the existential which i love all the way into this profound shift to practice practicality let's make it a little bit more practical because you're all about like well how does someone like a startup up i mean and let's be honest like even if someone hasn't run a start before and they're listening watching they have some existing business they probably see maybe a short problem that they wanna solve in their vertical so maybe they do the vibe c coding thing or maybe they just hire something yeah or or maybe they're just trying to figure out what the what the product market fit is know just like but how to test it at it at the smallest possible level like how do you get someone i guess how do you navigate this and how would you advise someone in that in that phase the the way this works is our industry has i feel pissed the way a lot of money based on the passions of founders like founders wake up one morning and they obsessed with one thing that they think should change in the world the thing that we wish we spent so much many hours talking to them and actually i've been a founder so and i've made this mistakes so i've lived the thing you should check to see is is this a sharp problem to anybody else is it a shop around to ten people to twenty people to a million people because that's what really matters it's not about an expression of your need and your ingenuity that you're bringing to market that's that's sort of the old way it's really customer satisfaction you we should be thinking like you know like pro and gamble they don't make a sw until they know a million people are gonna sw that makes sense so it's like think about the problems of other people not so much your problem and i think about where you have insight so that you can inject passion and stick to miss when you're building their startup up when jeff bezos built amazon he built a shopping mark alright he built off him i don't even think he was passionate about it i think he was passionate not just about building shopping him by about building something that more accessible to people right and just get out of there can drive somewhere else versus the problem itself he's like look this has to transform am the transform guy of this market and so i think you start by really figuring out is this a problem that peep a lot of people feel deeply and then the second thing is you ask yourself what would a transformation of that look like and then you'd build a simple lovable but complete version of that and put in front of customers sometimes that would take you three months if it's a very common problem it might take you two years because the level you know what when they say mvp minimum viable minimum for a a big need is very high because all there's a lot of products in the market that's right so you some like fig famously built for two years because the the the viable was super high adobe right yeah yeah and so viable took a long time so you just to figure out what that is the simplest most most cog attention grabbing version of something you can put out and it's a variable time we wanna keep it as short as possible but it's not always possible to make it in two weeks or whatever yeah and that's where i think these vibe coat and all or you know like because everybody has access to cursor now not to yeah insights yeah yeah i actually think this is an amazing time for that founder you're referring to who is trying to figure out okay i i found a a sharp problem how do i move on because i remember the days i ran run innovation or whatever it is start inside a company right and the biggest thing was the time it took to create a prototype right mh so right now i think the biggest challenge most founders will find after the done everything on you says find the sharp problem when you think through is how do you get access to people so that you can actually test that that is actually the bigger problem on because prototyping should be easy wizard or vase is all the things you can literally use cursor lovable all those things to bill something that is workable so it's actually a really really interesting time so if one of those get off your butt and just do it but the hardest part i remember was you know having to log in to craigslist list and incentivize people to show and use and use my product so that you know to test whether it works so it doesn't work but that gaining access so that people could actually play around with that product and give you feedback is you is actually the more challenging piece now than ever before before it was actually writing the code building a software no vibe bank cody is making that much easier so it's how do you get people and get real feedback with they can actually use your your work now so that's an interesting challenge so founders listening you know it it really is more about access to humans and humans who will tell you the truth that's a good point yeah so are you saying like trusted people you know people maybe that you've hire bring on your team as a and also people to give you feedback and tell you so so the thing is is this research research target like one of the things that people do is like they'll build something and they'll put it out in the world and it'll again mixed feedback well you should always filter your mixed feedback by your target customer so one of the things you should do is any problem sharp or not has a profile a very narrow profile initially right have respond to it not everybody right so sharp problems also attached to narrow target customers so find a hundred of them who will experience what is you're doing for free or for peter doesn't matter what it is or it depends on what you're testing what target them and i think what isn't they saying is that the build part is easier year now the build part is super fast now like yeah we we met a team in ukraine who after you get off the phone and tell him about your problem they'll crank out the prototype prototyping in four hours that's great for but it shows the world we're in yeah help yeah what if you then get the product what do you do with it well expose it to customers as soon as possible those stakes beta or whatever you wanna call it and start to learn right is that learning process that makes you a viable start it's incredible i think that should be the shift that people are hearing right now was like okay the creation piece is and you could of course get someone else to do that and hey having pause is really fast and shout out a podcast that you should go follow it's called the science of scaling it's hosted by mark robe and it's brought to you by the hubspot podcast network the audio destination for business professionals now the reason why i like this show is that each week mark robe the host sits down with leaders in business and talks about scaling properly so i like mark because he is in the trenches he is the founding cro of hubspot senior lecturer at harvard business school he's a c cofounder of stage two capital and he's diving into the secrets the strategies all these tactics of how to properly grow with people that are doing it right now what i found is most companies when they're growing they either do the wrong things to grow or they do the right things in the wrong order and that's what i gather from these episodes and so it's a great way to straighten all that up so go listen to science of scaling wherever we get your podcast too many business owners hit a ceiling because they can't clone themselves that's exactly what we do at ai build team we build ai digital twins which are basically smart clones of you that know your expertise they sound like you and they help scale your reach to a bigger audience so instead of repeating yourself or even missing opportunities your ai twin becomes you're always on educator salesperson even content creator and a ton more if you wanna see this in action go to ai build team dot ai slash joe you could chat with my ai twin right now again that is ai build team dot ai slash joe like how would you would you suggest most people because it's very simple to get distracted and start going down the the lovable trade or you know cursor but it like as a as a founder and and obviously the you guys are investing in these as well with your fund right so like how do you advise someone to maybe work with people to help them out i know that's a big that's a challenge right now to find folks that can think in this way and also you can trust and i know it's kinda loaded but where do you start there one of the under estimated underestimated parts of building is like just building like before it was most founders don't have coding skills and so you have to find a team or at least one person cto or whatever you call it a c cofounder now you can just start building it yourself now honestly i'll i'll tell you my synthesis is based i'm looking at all these tools is that it's actually difficult to build something customer already with lovable and so on and so forth it's harder than people think because what what happens is you have to be smart enough to think through all the the human parts of it it's not just throw up some code like does it feel good does this journey hang together and very people aren't trades some people go to college it for this right does it hang together because you you can pull up something simple but something that people will use for day two days and be happy that's not true but that's getting easier ago i know it's how hard it is it used to be super hard you also have two developers you work with for two months three months six months now you can put together prototype yourself which is actually a very good p the poor yourself to work with professional developers who you get online with immediately and then the thing that happens is you throw to the first customer they love it but it's basic and they're like change this and change that if you're not smart enough to vibe code the changes in you're stuck does that make sense cool totally stock start by yourself but don't think that you can go to distance by yourself almost your a professional there are lots of developers who build like single one man says because they can they have trained what if you're not start by yourself what very quickly hire people who can continue who are pro or semi pro because the part of building of software companies like we said is listening to customer feedback and adjusting to it and a lot of people just like can't do that just with via coating right yeah customer says do this feature and know you're stuck back in the day you'd write a product requirement document it's a fifth like a physical document back then you'd have v one then you'd have v two then v three by the time the product was launching you're probably a v a hundred and something and you were changing words on a page because you learned more you you learn what the requirement was you learn what was optional you learn what the software developer had to do and what could be done right so that's the back in the day right now to aj point it's important that founders just vibe code build that prototype would not get stuck and in love with the software on the page right yeah they need to yeah do v two and they can start over again because it would v one you your goal was not necessarily to have it working in the user's hand was to learn then v two you learn again throw away the other code build it again v before learn again right and if you think of it that way by the time you're building your v ten you have more information of what to give the coding team you're bringing on right but if you think of the software as precious you're going to get stuck but if you use it more as a learning tool of prototype your pro product requirement document that is being revised each time and i think you have it this is i was just talk talking to a some like late well product person i i mentor and this is literally what i was just saying to her this is how you need to think about it it's there for you to learn at product mind we believe that p d's are going to wield the dod right u hey p is gonna be a map you you because here's how it works you write a p you sitting in not meeting with a bunch of developers you try to get them to see your vision and then they write something and they tell you is it is it what you want is it what you want then you do another p and you have another meeting no you the founder you write the app but don't think about this as a final app it's an avatar or your final app it em employs your vision you hand it off the developer doesn't need to read a document they can see it they can read the code mh and then you can keep revising onto until you get an application that customer's love and they'll know how to make it secure they'll know how to make it scalable they'll know where the dead ends are and that is where they come in to actually finesse it and make it beautiful but least you given them that avatar so think of that be just run with it and just make your versions to learn put it in your customer's hands and just have them learn and it's okay to trash it take your learnings take that put into a new prompt right yeah and start over there's nothing there you didn't write that fit those lines of code so don't be precious about it we're we're at a project now where we are on the twenty the app we're building yeah yeah that's all that's all through no code you all all this stuff that devices yeah we're what he's reason mix of things like versa and so on but like at at filings we studio so we invest what will build do you have that makes sense yeah if you be building little things that get to test and try so yeah i love it i mean at would you suggest most people get familiar with these kind of apps just to see what's possible like have you hundred percent like you should be if you're a builder you be living in these apps they should be your best friend cool and you mentioned lovable cursor do you have a all these other so lovable cursor they also design tools on that side there are website creation tools for marketing applications like whatever is speeding up development by ten x yeah you should be using i love it i think your your analogy to creating an avatar you it's just like a customer avatar like there's psycho graphics graphics it's all these different qualities of that thing now and it's just a snapshot of that that person but like that might even change with more data and input coming in hundred percent hundred percent everything is the the you know the the the prototype the five code thing is a representation of an early that's how you go from a garbage shack the the empire they've building well remember that not everyone matters initially only the people you identify who actually need to experience this problem not the entire world those are the people that matter and target them with that thing i actually wanna underscore this this is something i learned working with techs stars and all the founders there it's really important that people listening know that when you do put your prod i said this earlier but i need on this for where you put your product out there you will get feedback right if you get ten people but really pay attention and give weight to who we what we call the ideal customer profile like you really need to understand who is this thing for and give weight to that so even if you've heard from ten people for maybe the only ones that actually truly matter because that's who you're targeting first you want them to be your early adopters who shaping the product around them so that's on the i noticed that folks that i talked to often haven't learned and is worth under scoring that's a very good underscore i think you're gonna save a lot of people a lot of time i hope and money you now and and and like you said it's a gold rush right now but it's for the patient builders i know it's for the focused as well like i've heard a lot of people say that like if you just focus in on whatever that sharp problem is that you're trying to solve obviously with feedback just remember like we're in a noisy world that moves super fast and we think that social media is distracting i mean just getting in the cursor lovable then you're gonna like you never know and then think of well what's the other new tool i should try it's like hold on hundred percent remember blow yeah yeah i remember when fc fcc came out and everyone everyone's like oh you know going to and yeah yeah every i would now ignore rest api do mc forever no no not necessary if you don't know what that means y'all all go listen to youtube video hire someone wanna either way well what i kinda wanna wrap it up on this but tell i talked to me about a product system and how you guys approach that because you know maybe maybe and nail it on a on the first version or a single feature but how do you keep that going and how do you create a system out of it that's sustainable so let let me let me offer like a high level definition audrey is really good at like like giving glut summaries and so sing sound bites are letting the way end with it but first off a product system is actually refers to the things that are happening within your organization right the different systems that actually inter that our present whether or not you're paying attention to them that lead to the products you build and when we talk about our product system we're actually talking about three core things no matter what in any company even as a little startup up there's a way in which your people interact with cutter right mh there's a way in which so we call out a system of people and there's also a way in with your finding strategic direction how you're making decisions how you're pride advertising and that we call holistically a strategy or way finding right mh do what decisions matter there but what's most important that's what we call strategy there's a system of that then there's also a system of execution who does what how do they do it how does it ladder up into the what tools what tools are we using where do we reference our code how do is it p versus prototypes how do they work together and that's what we call a system execution that is what a product system is really about whether or not you have sat down and thought about it that way they exist so when we when we name it product's operating system we are actually asking you to be intentional about how those food things interact with each other three things and how they how how those three things interact with each other and how they lead to repeat ability and scale over time so that's really what it really is is about do you wanna layer in and bring it all online i think you i think i think you nailed that there are three the think let's talking about but then let's use physically as a matter for yeah there are three major forces action on a start or any technological company alright people how you find direction and how you execute mh whether or not you realize that those forces are acting on your startup they're acting on your company even if google right there's a reason people fret about the the direction of google or they didn't miss something that it it's the same thing and what we try to teach people is to make those things not to make them more intentional and we teach people how to interact for all those three things they know like how they can do ballet together to make sure that you have an innovation engine that is humming all the time if you have one or two of those things or none of those things you will eventually stu right i of microsoft when we're stuttering during the balm years and i saw this happen i've built a startup up and it's the same principle in the book we talk a lot about how to optimize the interaction between those three right so that you another one hit wonder you can innovate all the time because when you do it your organization actually produces new ideas basically because it's intentional right yeah yes this is intentional yeah we with when you think about people and you see a founder and employee tension because there isn't this clarity on that's moved to that decision making peace like what is most important so you sometimes you'll see that tension but that tension happens not necessarily because they're individuals and butting heads it's because there probably hasn't been an intentional conversation of their way finding what is the most important thing what are we prioritizing so that is where the intersection of strategy and people right that's that interaction having a a very clear conversation of are we fighting for our lives is i mean is money the most important thing or is long term strategy important then without that being said and disgust and like on the table then you see this tension occurring right so we just when we watch our different companies that we invest in or advise we see these forces at play and being able to design them with core attention i who are the people who are decision makers who are the people who take from the decision makers and execute having clarity there then figuring out what is the most important thing we're doing so is long term strategy more important than short term what is our mix of investments having clarity there and then also looking at what are the tools we use where can i find these decisions that have been made right so all those things are important and you need to be working on them and figuring out how they they they they they they they were they interact sorry if we've said the same thing a few times but we're trying to i was trying to give an example you're driving at home and it's it's necessary because this is again it's being intentional in the early phases right and not just letting it happen at at whatever whim it's gonna happen yeah people think that effort i'm having fun produces good outcomes but i think what we want people understand is that there's a hidden rhythm to this thing mh i think gotta pay attention to regardless of your stage right yeah it's always happening the people will be there the way you find your strategy and the execution how how things get done like yeah and they they evolve right so always getting that yeah we we we when in the book we talk a lot of we actually reference stages a lot well like when you're startup up here's the forces is acting on you when you're mid growth company here's the forces is acting on you and how they're different and when you're bigger here the forces and how they act on you at that stage so we're actually very descriptive about it yeah no it's it's great so the book we've mentioned the the book by the book but it's called building rockets shifts amazon are actually where you you guys tell tell me where where can they find building rocket ships right so we wrote the book because we want the knowledge about how to build technology companies which is yeah somehow still stuck in silicon valley and in seattle and few cities yeah yeah so if you spring around the world we like we want better products in the world i'm happier at customers are rich founders and so we've been building regularly you can find it on amazon and every edition there is i think we're gonna work in an audio version that and you on on shopify you can see the same additions but there's an additional bonus in shopify mh you have the pro edition the edition is a product in itself it is the book in digital form you can also you get the book you get a digital form of the book and you get twice the book or in practical templates you can share with your team u to turn it into you know acceleration for your career yeah so is in that worked really hard in that version and i'm so proud of it i love it so so just to make it easy we are at product mind dot c product line dot c and if you do slash book or if you learned on that page you'll see something that says get our book that's the fastest way to get the pro edition which is the code edition which is interactive i'm always looking at always sending feedback or questions and we'll update or so it's a a really interactive product as well so if that's your if event your down then definitely go to product line dot com you can also join park my community we are c a bunch of like builders and so we can talk to and on on slack so the crook my community is also available for people who join just to talk about this stuff that's super helpful i i want more people with communities because again we're mammals right like we we gotta keep in that's not changing we need to communicate i talk about that all the time satan see you're getting in they're needs under always well this is why like the the cl to are the digital twin the and it's all just furthering communication in connection that's how i see it it's connection at scale so like yeah yeah connection my skill like that's what fires me up so i think we all have to take that into this new reality of ai being everywhere and you know who knows what the world looks like in two years you know because it's hard to predict but okay this is fascinating i'm happy that we so go get building rocket ships yeah go to we'll link it all in the show notes so product mind dot c doing all the things subs stack as well as an a og g it's been awesome thank you so much for your time it an otter get you both is great thank you thank you thank you joe thanks for happy with you you very you you're having us thank you for having us

did you know that most businesses only use about twenty percent of the data wait that's like reading a book with eighty percent of the pages just ripped on out you're not getting the full picture so the point is you're gotta miss a lot unless you're using hubspot so their customer platform gives you access to a bunch of data that you need to grow your business there things like insights trapped in your emails your call logs your just transcriptions of of chats that you're having either they're with yourself or with others it's a ton of unstructured data that's gonna really make all the difference for you so because you wanna know more you'll be able to grow more and that's kinda like having that full book the eighty percent of the pages jump back in there so and everything so get that for yourself go visit hubspot dot com today what would he do if your son or daughter was given no chance to recover from a devastating brain injury greg reid best bestselling author and founder of secret knock didn't it wait for hope he actually took massive action which you'll find in this podcast this is what this guy does so after greg he was actually handpicked by the napoleon hill foundation and he did a whole bunch of cool stuff at that we'll talk about but he also has used ai to bring his son back from a coma greg story is a total master when it comes to perseverance purpose and just doing the impossible his story is awesome let's dive into it and we also have a special guest at the very end as well alright enjoy alright greg how you doing a friend fellow of sandy diego against great you west coast oh you know it that's right yeah we forward we we we know the area quite well board and raised that's right why would you move oh man well you are a such it's super fascinating and guy and you know we got connected to a mutual buddy scott duffy scott duffy has been a feature on this podcast now finally he's also my business partner and i'm sure he's partnered with you on stuff i don't even know how do you meet scott i'm just curious because he was probably the episode right for this so people are kind of familiar with scott yeah i was i think it was an online chat room i pet puppies or something like that i don't that about right we we go back at twenty years and i we've been friends since you know quite quite a while before i even started working with the point hill foundation and doing all these books so it's it's it's been it's been a really great journey awesome yeah no and and he's a he's a fire starter like you and just i think the thing that i've i've realized about studying you learning about you and just the quick interactions is you know tons of ideas you're a fast act activate but you actually get stuff done you do the thing you don't kinda hold back po is that something that's always been or is that like a learn rate well i believe it's the action in the law of attraction you know that makes sort of dreams reality think it feel get off your backside and take action and go do it i also gotta be very careful because people come to me to put their crap on me because they know it'll will get done and i realized early on i became a receptacle of other people's unfinished business and i stopped doing that about you know eight years ago just recently and it was really interesting i couldn't understand why everyone kept coming to me but the realities are i would finish the projects and now i've got a new rule i only say yes to something that i know and i promise that i will complete without question what made the shift i'm curious about that and like you said now you're making you're saying yes to things that you could finish so i'm i'm i'm curious how do you define a project that is finish punishable in your eyes well yeah it's a knowing i hope not wish and i believe but when i know that i can knock that out i'll say yes and so i'm very particular of what i give my attention to because there's so much chatter out there and especially in our sphere of influence that's very connected everyone has great ideas and concepts and you know but with the realities of it pulls me away from mine then i gotta learn to say no unless again it serves a higher good that's good what what what was the the thing though like were you was there just like a breaking point which just like oh my god i can't do this anymore or you were just tired of old patterns yeah i also realized that i had spent a lot of my life in my my professional career serving so many other people which is admirable and it's great so i might be very clear on the same note i realized that i didn't have a chance to focus on my own success so for example i worked for ten years on a project creating a major motion picture for a good buddy of mine and he he is the founder of make a wish and i went to grab his wish so between all the different things we did and the trials and tribulation of making a film and promoting you know that was ten years of my life dedicated to someone else's dream and then i work with napoleon health foundation you know thinking grow rich an amazing thing again was twelve years of my life dedicated towards putting a spotlight on other people last twenty years lined up where if i was focusing on my own mission and dream i realized i could probably and further down the field with certain activities so i'm very cautious now of what it is that i send my attention to and again i really am grateful for what i did i just wanna be very clear i also realized that know i wouldn't be very careful now of what i you know dedicate my life and attention towards i think that's like the planet of the entrepreneur and i don't know i'm curious of your thoughts that we we see how to solve problems or just natural problem solve a lot of us are so fast act right so we can like oh i could see how to do this let's go let's say yes and figure it out do you do you find a lot of people are in that kind of mode yeah and i think you and i are pretty good and scott is where we don't have to take on their stuff so we can still say hey real quick have you thought about doing this this and this one of the cool things about myself i'm d i can't smell read right for crap but i've been published knowledge crazy book a hundred percent right it were hundred and fifty seven forty five languages like check this out kinda sorry i thing alright right pretty crazy yeah so what happens with d lexi and with you know ad is that i can see the end and then a reverse engineer so now i've honed the craft where i can sit someone down and say well here's a goal button then give them the blueprint but what's important is i don't have to follow the blueprint so how do you get it from idea to paper like i know it's a big old process but like i gotta close the loop because i'm sure some people someone's asking me how that heck does this guy i write a hundred fifty six books all the languages and not be able to write first of all joe it's a hundred and fifty seven in alright i sold it by that extra one no i dealt honey so the whole idea is your work strengths and you align or your higher weaknesses so i'm full of crap i'm a good talker but i can't write so i have these ghost riders and i'll sit there and say i wanna write a book boy you know wants a bike he gets off his back he moses me neighbor's yards he makes money collects it all home and by the bike and they returned it to me it was a glorious sunday afternoon a young bride dead lad caught the entrepreneur entrepreneurial old dream as he went outside so i work my strengths they worked their strengths and together we've impacted the lives of millions i love it i love it man and and i know you have a a publishing house as well right a whole company that basically does this for other offers briefly just tell me of that i wanna go back to some of these other points but i figured since we're on this vein tell me about this publishing company you have because now you like scale that seems like you're superpower and others exactly all of the people that help me because i suck at certain things and they excel and they know that they won me all these freaking awards and crazy stuff well imagine if you could have direct access to those people and so i started a publishing company since i'm not writing books myself anymore you can now hire all the same people that helped me and my friends directly to the source and i'm not talking about some offs these are world class all award winning top of the food chain people yeah and you get a jump to the front of the line i mean yeah you're helping them with what the ghost riding all the way clarifying ideas but also just actually making them best seller the seller status right like from someone sitting there going i got an idea to them having a best bestselling book in their hand we do it all for them nuts the bolts and what's really nice is we teach them the blueprints so then they could do it themselves so what's really amazing for me is that the next book you can do it and duplicate it just by following the exact same successful actions how do people how do people find this publishing company just yeah we're calling hey anyway we've made it so simple joint venture publishing that's it joint i like it all about joint ventures i know you are too so in books are like the open door right it's like boom you know you immediately start you're in the conversation yeah and by the way there's no money in books but there's a bullet of money from being in books i'm me give you an example there's only three reasons you should have right one one is for ego legacy to leave story behind two is for leverage to open up more doors of opportunity to sell more real estate and three is to become a leader in your chosen field of endeavor and it's important to know why you start before you start it's like saying you wanna be an actor well broadway tv movies they're same industry but three different directions and it's the same thing in books so it's important to know where you're gonna go before you begin i like it i'm gonna somehow try to tie this back and we'll put all everything in the show notes too you know linked to the joint venture publishing all that stuff and anything else we mentioned hollywood because you you obviously now have you've dabble what you said ten years in it was wish right was that game yeah well now i've been my i d i believer and i've got twenty one awards and done some pretty good stuff doing these new movie shorts i've kinda mastered this system and i'll i'll tell you the secret to this one because like we do this event called secret knock in the whole is your secrets tell shirt just cut to the chase i don't need ninety minutes just give me earth thin and i asked the guy who started channel what is that called the showtime tv jewels and i said what is the secret to hollywood i go i'm getting nowhere everyone says yes but i'm getting nowhere and here's his answer he says in hollywood a yes means no a no means no maybe all you're looking for and i go what do you mean he says when somebody goes yeah they we're gonna make you a star that's their way of telling you know i know is a no but when they go hey that's a good idea let's sit down with the figure headed a studio and see if we that's all you're looking for so every time i go to hollywood and say yeah babe weren't you gonna be sixteen million as soon as i heard that i knew that was a no but i actually believed it because where i grew up when someone says yes it is a yes but in hollywood it's the opposite a yes is a no a no is a no and maybe all you're looking for do you get a movie greg great question surround yourself with people that are getting the results that we want for ourselves for example when i wanna do this movie i didn't go to other friends that have never done movies what i did is is who started networks who's wanna oscar who's one the thing and the most successful people are the most available if you reach out with specificity and i know i don't say that right because i'm d electric but being specific and it works like this if i wanna get to an oscar winner i say i'm asking for twelve point five minutes of your time i'll cover all my own constant expense to come see you from the time out in the door till i leave will be twelve and a half minutes exactly i'll start a stopwatch to ask you one question x y z the chance of them coming from their office of the break room for that twelve and half minutes becomes finite it's so easy for them to do but unfortunately most people do it wrong they say i wanna pick your brain i wanna take you to lunch i wanna buy no one wants to go hang out with you but when you make it finite like that it makes it easy for them to say yes that's such a good lesson for anybody to like if you're doing looking for joint ventures i mean there's a lot of entrepreneurs to listen in this right now and it's like how do you open doors to a mate maybe a massive joint partner or publisher or whoever that you're looking to get in front of well be specific and it was interesting is like if i do a speaking engagement and i come off and there's a thousand people that lined up the when autograph pictures that wanna have signed books and they say the nicest thing how can i work with you how can be of contribution how be of service i don't think thirty minutes for a resume compare that to someone watch up said dude love your little talk right there i took some video i make them for people for internet i created your really cool version let me send it to you if you like it maybe you use me eight seconds i know who you are what you do you got my cell phone wearing content that's a difference between success and setback back that's good man so so much you can run with that and and take taking apply i i wanna go back now because you you spent all this time these years doing film doing working with napoleon hill which i wanna get into as well you know what gonna i'm gonna pause what i'm about to ask and actually ask about an napoleon hill first so we can lay a little bit more ground tell me about how the heck that happened because i mean they can grow rich that's like every entrepreneur maybe investors should ever and that i'm and re reread that you know yearly let's say but yeah yeah how did that story come to be yeah that's the bible of personal development and that's the the holy grail right and napoleon hill when he was a young guy i was like twenty seven years old he was a magazine reporter and gave access to the richest dude his name as andrew carnegie and at the end of the interview carnegie says here's an offer worked for me for free for twenty years and i'll send you on a mission to meet my friends and write the first ever formula for success when the point hill said yes carnegie pulled out a stopwatch and gave his guess sixty seconds to make up his mind to work for free and when he agreed to it there there's thirty one seconds left on the clock he made a major life changing decision in twenty nine seconds but what's cool is that carnegie made the same offer to two hundred fifty men before an point hill he was the only person to say yes most people don't take action when a golden opportunity comes their way they have something called the bad case of the one's eyes it means i'll take action once i get the kids out once i get the big break and it's the people that take that action like we talked about when we began this conversation they're the ones that we tell the story about fast forward a hundred years later the napoleon hill foundation that bears his name and family gave me a same letter of introduction like carnegie gave to hill but i did it a hundred years later and it was a willie won ticket to meet anyone and from there we wrote the think and growing at series where sharon le and i just kinda blew it up we wrote three feet from gold and then all of a sudden bought proctor and i wrote thoughts or things stick ability out winning the devil sharon did we did thoughts i mean it's just all these amazing things came to be because we said yes wow what so i mean so you went on that willy won oh you had the ticket at least what are some standout lessons from some of the interviews or these these you know these interactions you had with people on your journey yeah stick ability you know first there's a dream then there's a challenge and then there's victory most people quit in the challenging times and it's the few and far between people that persevere they're the ones that we tell the story about but the greatest one is successful people seek counsel and failures listen to opinion what's the difference opinions based on ignorance lack of knowledge or in inexperienced like all your family friends at the barbecue who's never done what you wanna do counsel based on wisdom knowledge mentorship if i go to a family friend and sam and become an international best bestselling author my uncle is gonna try to talk me out of that to protect me and keep me safe because he knows i'm d forensics and he's never written a best bestselling book if i go to mark victor hanson wrote chicken soup for the soul and sold the billionaire copies he's gonna say greg sit down here here's is what you need to know and give you a counsel based on wiz knowledge mentorship if we would spend our activity only seeking counsel and ignoring people's opinion that's the exact moment that your life would change that's so true and and take an action so like that that bit right there you know being the the motor i want you to break that down even more because you just told the story about napoleon hill you know meeting carnegie and twenty nine seconds he he made that decision i'm going all in i'm doing this so i guess what are some i don't know frameworks is about but you know is mental models that you use when it comes to actually taking action and momentum making sure you're doing the right direction as yeah well i surround myself with people that i've respect for and not people i have influence over mh i see surround yourself if you have respect for and not be able have influence and here's the big one never allow ne person or yourself to talk you out of what you know to be true listen said when i did my first book i was turned down by two hundred and sixty eight publishers agents and printers the two sixty ninth one said we'll do your book just changed the title beginning middle it sucked it was like doug boat beaver car i i made no sense so i got a ghost rider they rec crafted it and one quote from that book with share of thirty seven million times it's about goal setting and you probably seen in like coffee mugs and t shirts it says a dream written down with a date becomes a goal a goal broken into steps becomes a plan in a plan backed by action make sure james come true famous quote shared thirty seven million times from a book turned down and what's funny is i happen to be home we're doing this but check this out i pull this out on this right here or i rejected there they are these are all the people telling me every reason why i'll never be off it's so good man it's so good yeah i knew you had those i wanted to see them i was hoping you there right and also we're here i'm gonna i'm gonna show you something that i've never been you'll be the first podcast ever when i went in napoleon hill foundation you know i went through their archives basically sword stewardship particularly this we found these checks these were written by napoleon hill to napoleon hill on napoleon old thing paying himself back for the promotion of a book called thinking grow yeah how much how much is on that check i can't quite read the number on there hundred thirty five dollars and nine cents and it's for the radio and television appearances okay wanted to go back and do it that was cool man awesome stuff hey pause this really fast and shout out a podcast that you should go follow it's called the science of scaling it's hosted by mark robe and it's brought to you by the hubspot podcast network the audio destination for business professionals now the reason why i like this show is that each week mark the host sits down with leaders in business and talks about scaling properly so i like mark because he is in the trenches he is the founding cro of hubspot senior lecturer at harvard business school he's a cofounder of stage two capital and he's diving into the secrets strategies all these tactics of how to properly grow with people that are doing it right now what i found is most companies when they're growing they either do the wrong things to grow or they do the right things in the wrong order and that's what i gather from these episodes and so it's a great way to straighten all that up so go listen to science scaling wherever we get your podcast too many business owners hit a ceiling because they can't clone themselves that's exactly what we do at ai build team we build ai digital twins which are basically smart clones of you that know your expertise they sound like you and they help scale your reach to a bigger audience so instead of repeating yourself or even missing opportunities your ai twin becomes you're always on educator salesperson even content creator and a ton more if you wanna see this in action go to ai build team dot ai slash joe you could chat with my ai twin right now again that is ai build team dot ai slash joe that reminds me of what is it the success principles book and i'm sure hey he got it from there as jim carrey wrote a check to himself i'm sure you know the story you know before he hit it big and he think he was a million dollar check or something like that and he was finally you know he he made it i i remember i wrote it after that rev i started i wrote myself a check as well and i actually forget what the number was i was able to cash it maybe i should have gotten bigger but either way that's great yeah the whole idea is versus there's a dream k there's a challenge and then there's victory if we can persevere through the challenging times that's all it difference between you and your family and friends that's it and it's not rocket science everyone thinks that some difficult thing every billionaire every rocket trying test i've met aren't rocket science they're just regular people and they saw a vision it's a guy who invented the sp or the cardboard king of wisconsin it's using not the sexy glamour businesses that you see it's the people that saw something they took action where no one else saw it before and they actually capitalized on it troy cathy founder chick fl he me me my first chicks sandwich i ever had and he said to me he goes if you wanna be successful stop planning so much mh stop overthinking and i what do you mean he goes well you had a lot of plans last year how did that work out for you he says you'll hit a goal but a guarantee won't go as you expect he says look for and capitalize an unexpected opportunity and said what do he means well i'm on the sofa and i wanna get to the end of the street get off your button and move towards the goal he goes but a plan or they plan every step and they strategize but if a sprinkler comes on it goes against plan to run back home he goes that's what majority people do he goes i look for opportunity did a kid leave a skateboard order a bicycle out that it i can make my journey short you know journey short if i get real lucky i'll wave down a neighbor drive and buy and hitch a ride yeah because either way i'll get to my goal i'm just not so caught up in exactly how it has to happen that's awesome because chick f you look at it you know like man fine tune machine right here when you go through the process and you know everything's you know right in order but it didn't start that way right it started messy i'm sure and it did it start with a three person stool at a place called the dwarf and he started doing this business and his son when dan took it over and just really took it and blew it up and you know grew the way it is and it was a true family affair it was really nice again is that where could we be in our own business that we stop over planning and analyzing every damn thing and we just took action towards it that reminds me of know when someone i was chatting with scott i think was bob proctor if i'm not wrong he was the one that basically had you or i could be getting wrong the name i gotta link my notes but well you worked with early i know is what charlie tremendous jones was early that's what scott was telling me he he helped me with a little bit by fact finding but basically what you worked with brian trace you you know in the era brian tracy jim ro this zig zig but you were sent on missions right like to report back what your but you're doing and most people just would never actually show progress right that in the way you honor your mentors is to actually follow through and then show them what you did and then ask for more guidance when i wanna be a speaker there's a sky named les brown yeah and i went to him and said like i wanna be a speaker like you give me one nugget one thing i could do he did i found him a month later i said mister brown i met a month ago i asked for a nugget you gave it to me here's my results what should i do next sir first of all he shocked that someone did it but more importantly the chance of him giving me the second nugget goes up a million percent right absolutely and here's what he taught me i'm gonna give it to you real quick he says when you're on stage the first thing you could tell is a senior person from not is by the way they hold their microphone and said say what do you mean it goes most new people they hold it like a rap star and they put it like his and they talk to you he goes first of all you're blocking yourself from the audience he goes not me what i do is i hold it at the very end and i extend it so people can still hear me yeah but i connect with my people doing it this way so simple little thing but as soon as i start doing it i said what's my next and he gave me the next and the next and the next and here we are today i exactly yeah it's so funny when i got a chance to speak at the you know pentagon i got a chance to speak at the united nations of general assembly floor for the nova summit all crazy stuff and every time i go on stages this big thing as they keep thinking it hold it at the end like you'll man it's so simple hold it at the end i mean that's good and hold it close enough to your face don't be like one of those guys that are way out there either but yeah i love that man before yeah know because i wanna get into ai and and kinda of some of the things that that you've done there but you know going back to what you said really early in i forget exactly what you said but it was basically you spent you know more than a a couple decades working with other people in napoleon hill you did the film stuff for a decade and obviously a whole bunch of other things do you feel like you would be where you're at now or like do you obviously it helped you get to where you're at but i'm just curious you know because you mentioned something about working on yourself you know instead of working with all these other people i guess i just wanna to and there's there's no crystal you know so half of me says imagine if i spent this much how organized i am twenty years building my business right compared to someone else's business logic would tell you you'd be more ahead on the same note i wouldn't have switched it for anything i mean yeah the honor to have done those things over were the greatest blessings in my life and so i would never exchange them so for example there's zero regret there's only appreciation love gratitude and you know those amazing feelings that's how i feel associated with it yet on the same note they answer your question yeah i think i would have for long or another aspect and that's pretty much what i kinda hoping to say because there's so many entrepreneurs including myself who've partnered up with people or seen an opportunity with the company or whoever expert you know and you're like i can give a lot of value here i'm gonna learn a lot in the same time but also it's gonna open up doors that i'd maybe didn't have for right do more than you get paid for and then eventually get paid for more than you do and it's not again it's technical stuff you know what it's we keep talking about keep it at simple one of my favorite guys is is billionaire or dude named brian made it in dark i go how should you make a billion dollars in dirt it was that's easy he goes all i do is find a town that's growing twenty five percent a year going on google maps you can see it i go why he goes yeah goes i look for broadway main street i draw a line out eight miles i buy the dirt go okay he because i wrote the dirt to farmers they paid the lease so it's free land and i get vegetables for years and as the town grows at twenty five percent which is historically done eventually ends up on my plot and since i'm on broadway main street i resell it to big box stores eight hundred times when i paid billion dollars that's freaking genius and it's it could still be done just just looking at the map i'm doing one right now and it's wild how this is so simple i love it everyone is that thing it's funny because scott introduced me to this guy the steiner sports i don't know if you ever seen the sports member memorabilia stuff with that oh shine jersey stuff like that i same thing how how'd you make all your money with dirt what everyone everyone's saying the dirt and he goes yeah he goes if i had a pair of shoes from derek g or i could sell for two grand but if you autograph him there were four he goes but there is dirt on the shoes twenty grand it gives me hope i've i've all of that for tony gui i have his gloves and they're dirty their taped and their sides track you tracked them down i swear he gave to me that's gold right now that is old still have yet to frame it and put her on the wall right next week really should do that phoenix san diego native i mean that is like that's a holy grail for a sandy higgins i figured you would appreciate that yeah i was hoping that you liked the pods three thousand heads he was a reg good human being is absolutely amazing just great family just yeah know all we have this positive stuff about that that's right tony glenn one of the cool things about him is that he understood the power of singles and a as entrepreneurs we miss this everyone's swinging for these crazy shots these home runs but twenty gwen says now he goes i'd put my shoulders same way no matter why he goes i can strike out i can hit a home run by acting he goes but i'm going to get on base and he goes and he'd focus on this and as entrepreneurs unfortunately most of them are just swinging for the fences and wondering there's why they're striking out and i think it's pretty cool as an entrepreneur to sell tickets or your bread and butter hit your singles while once in a while you're swinging away but we can't make that a primary focus and that's that moment right that constant action you're always moving forward or at least try something new you're getting that single yeah oh okay and and i know we're getting really to wrap up i may make tell you one last story about troy cathy i got so many stories about other people i know this is a such good one i was in his office is atlanta georgia and it's hard to explain the prestige of this building i just just imagine it's just incredible and he has his office on the top floor and panoramic glass stunning and there's a picture thumb tact to the things like a potion like hello kitty yeah and it was a mountain climber and it was like what i got yeah billions of dollar this stuff and it's a dumb well this doesn't go together he says that this is how i've lived my life and ran my business and this is why we're successful i said alright you wanna hear and he said goes you see that mountain climber i go yeah he goes that's what i did as an entrepreneur where most people miss it i go explain he goes most people as an entrepreneur they see the top of the mountain the quest and goes all they wanna do is summit so they get their momentum up we all got the same thing we're filled with hype and excitement and we run out that thing but as soon as we get to a certain thing we skip and we fall and we go all the way to the bottom these are the people that fail go bankrupt and quit their business he goes not me he goes on that mountain climber and he pointed to a guy and he was dangling off the side and says why is that and he says you what he does is he goes about ten twenty feet and he takes a little cara and he ties himself off to the mountain then he climbs up another twenty feet he says eventually when they had their mistake he goes all entrepreneurs do i only go down ten feet he goes that way i can regain my stability and then continue my quest he goes that is the way i've run my business and that's why we heard today dang that's a damn good analogy that awesome so i've never heard that one that's great okay i wanna wrap this up on i think something that i'm i'm thinking it's pretty damn close to your heart is using technology and ai but how it applies to your family and if you're open i don't know how much you know you wanna share here you know with basically the use of some really cool technology in your son so a year ago my son was in a catastrophic motorcycle act basically he was going to speed limit and the bike lane where his gear the whole bed car pulled in front of him a true pure accident but he end ended having the most severe brain injury that a human can have there's nothing higher and what happened is that they said he'd more than likely never speak again on it'd be in a veg state and we didn't want that as our prognosis but it was really back i mean i'm not gonna fifty there was twenty thirty rips in his brain in his brain it was impossible mathematically like a bumblebee for him to talk or walk or anything this nature but we said we're gonna throw the kitchen sink at him so what we did is we did every modality from all the connection set i made it on this quest and this is where you don't know what is set for you because i'm in a backtrack and this in full circle yeah i believe if i did not go on the quest with poll foundation i would not have met the amazing people that opened up the doors of opportunity for my son to have the great success that he has today and all of his achievements and had coming back and what we did is one thing that was spent spectacular while he was in his coma while he's in his veg state we used the ai tools where he's an actor i took all of his audition tapes we made a twin clone of him and then i trained the clone to speak to him in his own voice and walk him back to us so w in his coma you would say hey cool this is you you're going through a circumstance you are in a bike accident you're in a hospital right now and here's what's going on and your body parts are firing great but your brain right now is is have some challenges here's what we want you to do we want you to focus on reconnecting and what we did is train it each and every day i would come in with these new different talks and the doctors would come in the room go like colonel cli i see nothing and they walked that and we kept doing and feed him this stuff it's been a year later and he's now a hundred percent recover he's the first human alive of his age group to ever recover from this and we believe it's all these amazing modalities and part of it is delphi and the great people in the organization who did it now would i have ever met them if i didn't do this question to point hill where they wanted me to do this for my fans i don't know so at the end of the day i do believe in the sim circle of life moment where all came to be what an awesome story and it's so hundred percent recovered like in a year that's wild because i it it it is well hey cole i keep hearing something down there it's either ghosts or something like that so i use out there now doing whatever he'll be supposed to see it but it's all good i know well i just wanna make sure he's not out there going through my wallet you know he's so it this he is so he's now a typical thirteen year old kid having fun jamming music and was so funny how used words against you so the other day he was doing something he was playing this rap music sold out and i came in like you know meant turn this down and he goes jack there was a time not too long ago you would have given anything for me to be able to listen to this music i just get a whole of that smart kid and it alright well i wanna say thank you for having me on thank you how do wanna i do it again in the future thanks for also coming out to our event yes we provided to have you with this thank you appreciate and you know before you bolt out greg how can people follow along learn about some of these events and cool stuff hey just go on instagram greg s reid it's the easiest way because that's how we're all connected in the short attention span now and more importantly if you reach out to me and send a dm and all goes to may no filter no assistance and i promise to respond to everybody you man greg i appreciate you the court this weekend i come up here real quick on the internet i knew i heard him down there so not a again so so listen to this one so this is him again remember a year ago he was pretty messed up hey cool isn't that's pretty amazing it's awesome man we're saying he was recovering and great answers you're still talking to yourself too with the ai no i yeah i me mean listen to it yeah yeah that it's so fun i gotta plug them back in there so when you a prosperity can't make sure you bring a copy so we he can hear it remember he something he was in a coma dude he doesn't know one the heck he was yeah guys good for man you're strong as heck so it's cool to see you got a cool debt i fancy know gonna end with this one he you before the accident he used to do this mantra every night before it goes to that you'd say positive messages we believe what you put into your conscious and so conscious mind determines who you are what's your mantra how much is my name is cool i'm powerful i'm brave i'm wise i'm worthy i'm successful i hope people my name is cool get out of here you're bugging alright rock dude that's it i'll see you in a bit thanks guys heavy a go

what's happening i am finally back on this podcast and we're gonna get some consistency back on this bad boy and after you're wondering where i've been i kinda got a good reason and i do have my my friend scott duffy here alongside me for this episode you say hi what's going on everybody it's gonna be here joe yeah man it's it's great to be here and and finally post something back on the hustle flu chart podcast we're also doing a lot more on youtube and all that but just quickly before we dive into it together i just wanted to say where the heck have i've been you know it's like i think it's been about a couple months since it took a little pause on the hustle flow chart podcast definitely had a quite a number of people reach out to me even in person like what happened like it's okay it's for a reason we're pausing we're regroup bigger and better so basically where we've been or where i've been is you and i sky have been building a pretty epic business that we feel like is and it's something that we wanna share here break breakdown what we're doing and also how we think it's actually a really killer opportunity as a business model that hasn't really it's been around but now i feel like it's this the infancy before this massive boom ai of course influenced so you know over the last like handful of months we have been building a lot with the delphi platform talked a lot about delphi dot ai and building these digital twins clones digital persona whatever you wanna call it that's probably what we'll talk about is like how ip call these things and what do they mean but like basically what scott and i have been doing for the last couple months and and even longer is that you know we're working independently with our own businesses supporting delphi customers and essentially building these really awesome digital twin into are these things that people can share and use for all different use cases we'll break them down too and then we came together and basically four of day business together because we realized we have different skill sets different focuses specialties and that's what we'll dive in together when you learn a little bit about scott and it's just really cool because it with like as and this is really where good partnerships i think form is like you you bring your best your a game on both sides you combine and then something greater is made you know it's like one plus one equals infinity or whatever with ai so had to put my head down focus on that without just throwing up random content and just making you know just noise essentially i didn't wanna do that for this show so that's why i you know consciously took a pause you've been busy yeah haven't been just napping yeah i wish but thank you man and you have been scott have been like probably one of the biggest advocates and say like get the show back probably the most big i have that and jacob my producer feel like and katie on the team like hey shake but yeah scott i mean like well for what thanks for joining i know we've i don't it's great to be here how many of these podcasts because you've been doing this for a long time like how many of these podcasts have you done i should look it up but i think it's seven hundred in something like i feel like not commitment it's a latest commitment yeah it's been years what it started i have sign on the wall twenty seventeen so oh that's what it was get yeah it was with my good buddy matt wolf c hosted for a lot of years last what few years maybe a little more have been me so but it's always been a reinvent invention kinda show so i think that's what always kept my interest and with it i mean it's so it's so appropriate to come back you're talking about reinvent invention and talking about ai that's right i and whether we're reinventing our businesses or we're reinventing the way we use technology or we're reinventing ourselves because of how the world is gonna change how this changing already like it is like the perfect theme i think for your show and all the cool stuff that we're gonna talk about today and like in the future yeah and and i think we're gonna like flip the table a little bit because a lot of the time here during this this episode or it might be even a series of episodes we don't quite know yet is you'll be asking me some questions about what we're collectively doing but also like what we're creating for others and the trends because i think there's a lot of stuff we're starting to see now is like and it was great because we both consciously actually quiet parts of our business down you know like separate businesses media to really focus in on like what's this thing that we're working on what's the opportunity where are we at right now it's interesting too because like you talk about ai kinda where things are going and i think that there's a up perception that everyone has they're the most people have that everyone else is using ai and they're the only person that isn't because you see it everywhere that you look right there's a story here there's a story there you know you're being told if you're on social media you're being told by every other influencer if you're not using ai now your toast it's funny because most of the people that we talk to when we kind of take them down the beginning of this journey with with a delphi clone they're either like stuck between this fear of missing out or fear of jumping in a lot of them just don't know where to start and one of the things that's really cool about what we're gonna talk about today is delphi and and ai cl is such a great starting point for for someone but also you know if you look at the data if you look at the statistics you know if you are listening to the show right now and and you are you are interested in ai learning more and you're starting to play with it and you're starting to use with it you are ahead of so like it's crazy how how far ahead you are this week chat shared that there are three million companies that are using that tool three million companies there's there's three hundred and sixty million companies in the world that's point eight percent does not net eight percent point eight percent and if you take a look at the latest goldman sac study it showed that only six point one percent of companies in the united states actually use ai and have a strategy in their business so if you're listing now like now is the right time because the people who are investing the time and the energy to learn how to use it and beginning to use tools like delphi clone or the people in five years that are gonna be just crushing and light years ahead of the competition it's tough to see it that i think that's what we wanna kinda dismantle a little bit better basically show you a bunch of pictures of how it's being used currently in our businesses our business together also others that we're working with and some of the trends because it's not just all delphi of course it's it's it's everything you i mean ai is early it's obviously the most powerful thing that i think we were all gonna experience in our lifetime at least as of yet and the trajectory is just crazy but yeah it's like the last thing you wanna do is sit in the sidelines and just think about it or be scared of it it's okay to be both of those because i am i think guinea you know i'd chatted with my buddy met wolf the other day and he's like honestly i i he's like i love ai but i'm also equally as fearful of what can happen with ai you know he's like he's excited but the same time but the key is you gotta be in the you gotta play the game and mean you don't have to do anything but if you play the game then you're you're at least you're setting yourself up to win in the future well when you talked about being fearful of it so i think that i break it down into two pieces so there's i'm fearful of where ai is gonna be in ten years and what does that mean to me and what does that mean to my kids and what does that mean to to my business and then there's the the fearful that people experience day to date when trying to use ai and maybe a new tool for the first time so you know one of the crazy statistics that i saw at the beginning of the year was that somewhere between ninety and ninety five percent of people who subscribed to use an ai tool an ai business tool actually never push it live and so what happened i'm sure a lot of people can relate to that so what happens is they get excited because they hear about it or the promise and then they they sign up and once they sign up and they get in into the back end they're just they kinda like they freeze and they they they don't just don't know how to do it yet and that's not necessarily on them you know this is all really new stuff and so for the past you know if chat came out november thirty two thousand twenty three four five if we're two two and a half years into this most of the money in terms of developing cool stuff that people can use has gone into the big large language models like the chat of the world and the business tools as a result they've been they've been you know people are building these things but they haven't been spending their they've been spending their money on the tech they haven't been spending their money on making it necessarily easy to use or providing customer service or onboarding which is really what where you and i came together and that's what created this opportunity and you nailed it actually that's that's perfect because we find ourselves in between i guess it's the human and the technology and and we're kinda this interface where we can support people in onboarding on this tool that they are interested in and this tool for us is is delphi and it's essentially the model of our business and we could break this down but yeah like i i feel like the people skills are the soft skills more or less matter almost more right now because it is this onboarding of it's like an understanding we help them paint pictures of what's possible but also then we help them prioritize what what what's gonna move the needle the most in your business when we create one of these together it's not necessarily creating something brand new and trying to go a different course it's like hey let's double down on what's really working well for you right now and leverage this amazing technology to get there and we are the team to concierge their their way to this ai future using delphi in this sense and and like scaling themselves ultimately that's that's what we're working with right and just to kinda break it down for people like so we're more clear kind of about what it is that we're doing so a lot of people are familiar particularly if they're in marketing with an agency model so for example you may have a customer that signs up to go high level maybe you help them to sign up to use go high level and they wanna run email sequences and they want crm and they wanna do some marketing and things like that and maybe you're a marketer by trader or you have a marketing agency and what will happen is you'll go and you'll help them to get set up and you'll train them and you'll get them launched and that's a typical agency model and then what happens is you kinda turn it over to them but you sign them up for additional services so they wanted to do marketing and and now you're gonna write their email copy now you're gonna execute a strategy for them things like that build an execute a strategy where joe and i started an ms p and we just take that one step further so manage service provider what we do is when someone signs up for example for a delphi delphi clone what we do is we set them up and we onboard them and we train them but the difference between what we do versus an agency is and then we stay with them so we provide constant updates constant additional training it's just the journey of our ends and and so that's that's really what we've been doing and what we've been working on and it's been really really awesome i think the fun part and i know you're gonna talk more about this when you share examples i think the fun part is you know one of the the most common users of clones today are people who are in the training industry yeah and so as two guys have spent a lot of time around the training industry it's great because we've had an opportunity to not only work with so many of the top leaders in the training industry but we also have had this opportunity to really understand what the future of the training industry looks like and how content is gonna be delivered and how one on what like for the first time trainers are gonna be able to have one on one conversations at scale using an ai or a a a delphi clone it's it's truly scaling themselves and yeah the trainers are i would say the early adopters right now because they have a bunch of content they have an existing memberships site or community where they wanna share that that delphi and yeah we could break down all the different use cases and stuff but it's interesting to learn from the trainers because yeah we both come from that world independently like you've done a lot of stuff with tony robbins back in the day jim ro and and like i've also i've worked with a lot of digital marketing trainers primarily all the way through like everyone needs everyone everyone's seeing that there's a change happening right now in content like content wants to be free that some of that matt and i always said is like and that's why youtube exists that's why it's so much sharing of content and information it lives free technically not free and that there's advertisements and that they're making money off your your attention and all that stuff but at the same time then you have a paid community and that's where if you have an information driven business that's just solely about information you're likely feeling the effects of ai a little bit like chat gb basically has a lot of information doesn't say it has all the information but that's where there needs to be there's a change that's happening currently and that's why i think a lot of those folks the trainers content creators are starting to see oh man i need to scale myself and make me available in this ai way that's dynamic and personalized to people where people can go to it twenty four seven three sixty five have a text audio or video chat with that person or their their digital representation of you know it speaks and sounds like them things like them kinda you know and and be a companion to whatever they're currently selling that's where we're seeing like a lot of people go with this technology and it's immediate benefit to the community that's already existing it reduces churn like there's always benefits that out of the box it's like oh my gosh yeah like you you're you're so right that i i love that idea it's just like the whole way of thinking different and i think you know we we have a we have a a client that we work with who is in a real estate industry it's and it was really interesting you talk about thinking different so she was preparing to film course and she was gonna do the video recording and have her highly produced and she was gonna put it on ka job and there was a whole plan for this and the workbook and everything that went along with it and we're talking one day and you know she said you know i can't tell you how hard it is to do this it's expensive everything's gotta be right on that day i've gotta deliver all the content on my filming day if i learn something the next day gosh do i get all of the people together and do it again and you know creating video based programming is pretty it it it can be fairly complex it can be fairly expensive right and there's just all these these crazy factors right where when you're using an ai clone you're using a delphi clone and and it's so the way you i know you're gonna talk about this joe but the way you're able to upload and train that clone with your content and constantly be updating it and connect it to video and connect it to voice and connect it to a phone line and it's so easy to update that this really is the future and it's really cool to be here i think at the beginning of all of that and you know i i we i don't know that we can share publicly like a lot of the names that we work with but but it's really cool i think the people in the training community in particular as a first use case are gonna see some of the people they've they've always looked up to the most in the industry and the biggest earnings start to to to bring more and more of their business in this direction absolutely i mean the names that we can definitely say are the ones that are on delphi explore page so you know i'll i'll just say the types of people who are currently on the platform you can you can go and check out you know delphi dot ai slash explorer and kinda get a sense of a whole bunch of people i mean you have arnold sc is on the platform he's zip for and everybody has our own use case you have doctor h you know leading you a guy in the health space cody sanchez business you brendan bur shard matthew hu in the dating space lewis howe who else we have ben greenfield podcast and you have so many other folks i mean myself on there you jj j virgin she's been on this podcast brian tracy matt got him he has a delphi as well matt wolf joe polish roland frazier he's been on the podcast guy kawasaki he's been on the podcast he's on there i'm just gonna cycle through because why not but like these are all in near who's been on the podcast so authors you see a lot of them content creators again these are these are some of the bigger names there's a lot more people on the podcast or sorry on the on delphi using the platform but it's so early and that's the thing they're like why haven't i thought of this con or heard of this concept of cl or this or even delphi in general it's because well we've been honestly everybody's been in the trenches building the stuff because the technology is so early but now we're finally at a point at least you and i that we've been talking we're like man we really need to get out there and and be a lot more vocal with what this tech is what we're doing but also where we see things are going you were the very first paid customer of delphi you were the original innovator that was in on that stuff right yeah i didn't know that until for a long time but you're right yeah it was a very first paying customer that i was like over two years ago now it was funny because yeah i was in the offices of delphi i know you know this but just say it up in san francisco meeting up with them back in march of this year and that's where they told me hey it's our two year anniversary was like what like literally the day and this is in front of their whole team like fifteen people or so engineers and everything maybe more and and that's when they told me yeah you're were the very first paying customer i was like this is so cool i had no clue and it blew me away that's amazing yeah no it's it's cool but that's where i'm like and that was just stumbled upon twitter at the time and i was just looking the story for me really i'll just set it here is that i wanted to make this podcast a two way conversation i didn't want it to be me just talking at people listening or watching i wanted to give them the opportunity to have a conversation with me and the guests on here so you can have that two way conversation make it personalized and go deep maybe on something that we didn't cover but you know you can kind of like use the the collective podcast that have been trained into this thing i mean my delphi has something like fourteen million words trained into it so amazing got a lot of amazing yeah that's so amazing and and we talk about like your use case so my use case was you know eighteen months ago i started a a conference called ai mavericks and i was looking for early ai business tool companies to come out and present and i was introduced by you to delphi and delphi came out and and when when we were first and they had very few customers at the time right because all the stuff is really new all the stuff is really early and and my use case was i had shifted from where i used to teach i have a couple of of books out there on entrepreneurship on startup up and scale and things like that but i wanted to move out of that space and i just wanted to talk to people about ai and what i found was people kept pulling me back into the old stuff how do i raise money how do i do this how do that and so i said to andrew or friend andrew over at delphi you know i said i said this is my thing i want to spend all my time over here and he said well let's take all of the content that you have let's take all three of your books let's take all of your podcast podcasts let's take all the videos that you've shot let's take i hundreds of articles and blog posts and things like that and he said let's put them in there and you said let's just train your digital mind and and from now on when somebody asks you how do i raise capital just send them to your website and have them mask you and the crazy thing is that from the first person who went on there it just be like it first it seemed kinda weird to me and i'm like how is this gonna work totally but what i found was that from the the first time somebody went on there they're like man that was awesome i was on your clone for fifty i remember he said fifty minutes just talking and having this one on one conversation and it was about raising capital and so you know i have other friends we have other friends who've done the same thing but now what they do is they'll charge you know x number of dollars a month or something like that for that twenty four seven access and and i know we're gonna talk today more about like what is a clone and how does it work and all that kind of stuff i just you know i just think that what what i wanna say is what that did for me is it gave me so much time back and it enable me to focus on the programs and the things i wanted to do in my business without missing a beat with those particular customers or leads or prospects that's the key thing is that it's it's scaling you in a way where it doesn't need to involve your time right so many people have yeah they start with what is the thing that's bottleneck them in the business right now where you can you add more value you know to an existing community but then pretty quickly after actually most of the time is they see how well it's working like pretty quickly after you know you're onboard you have to strat it's all programmed content in there then you start thinking like well else can i use this and then that's where we've seen a lot of people turn into and like create a front end yeah lead legion type of experience that then can turn into a subscription maybe it's a new subscription you know revenue stream for their business because of that yeah all access pass basically and it's it's in what i've heard is like it's lit little to no maintenance when it comes to these these things wanna keep it up to date and check in and make sure you're optimized with the new things coming out but it's a whole different type of meet media really like just like podcast podcasting and if you think about now this is a different form a way it's mod your existing content but you're technically creating new a way of engaging people online or anywhere in the world it could be you know on their phones calling even voice i mean there's texting we'll break it all down but it's it's fascinating and and really quick before you go to deep scott i know you don't wanna talk about yourself lead your bio but i wanna say go to and and this is our company scott and i is and this is where you can also play with our delphi clones individually they're in the the menu on the top or if you scroll down you can see scott and joe's go to ai build team dot ai yeah so ai build team dot ai i think it's a good name and but yeah scott you have your bio right there front oh man oh man i so i'll skip over there for a second so he does a full stuff people people can find you there just really quick i i i started my career like a zillion years ago when i was twenty it was working for tony robbins and promoting tony and i promoted jim brown and people like less brown like way back in the day and in my mid twenties i i moved up to the bay area and i was really early in consumer internet and i fortunate to be on startup up and early stage teams of you know these really small companies that became big media brands so today they're like cbs sports dot com nd c internet fox sports dot com and then i started a company that was like ex spd for private jets i sold at the virgin and i ran for that group for a little bit but you know i think as it relates to everything that we do today you know about about four years ago i was working on a project and somebody introduced me to the work that was happening over an open ai and i just became obsessed with it and it's funny because you were talking earlier about how you you've kinda dropped off for a little bit right to do what we were doing and really that's kind of what happened with me i stopped making content i got offline i stopped i got off social media and i really just invested all of my time like i was going back to school and learning about about artificial intelligence and when when chad t launched in november of twenty three i already had a company that was was an ai business and we were raising we were raising capital for that business and the week before we were supposed to close silicon valley bank went out of business and the wiped all that out and the reason i i i bring this up is what started to happen was i known a lot of the investors that were coming in for for years some for twenty years or more and they started to call me later that year and they'd say hey all of our companies are out raising money we're not investing in new stuff but can you help us to figure out what the slide is to put in their deck for what does our ai future look like and and and so that's really what compelling and the more i started to talk to these people and the more they were investing tools the more they were saying you know what our companies are out there building cool stuff people sign up but nobody uses it and the reason they don't use is they can't figure out how to set it up so just kinda like coming full circle it's really cool that that we end up doing this today and it's funny kinda of like the way you know life comes at you and and and and all that stuff but i did wanna mention the worst customer on a delphi clone or the worst person to have go to your delphi clone is my daughter's u i have a fifteen and seventeen year old daughter in one day i was not smart enough like or i was i just i made the worst decision and they i said hey go check out my delphi clone and start to play with it start to ask good questions like test it for me and so the way one of the ways that delphi works is if somebody asks your clone a question and it hasn't been trained on the answer it will email that to you it will it will send your notification so you can respond and when you respond it automatically trains the model with that new with that new answer and so so now every couple of weeks every two three weeks i get a whole bunch of these things that come through unanswered questions hey scott why aren't you giving your daughter's a bigger allowance hey scott wouldn't be great if you by your daughter and knew whatever hey scott this is what kind of car your daughter's looking at what do you think does she know that you would see these these response is or did that that's the problem is i i made the mistake of telling her that that if it wasn't trained that whatever sir so she knows that i'm getting these she knows yeah she's smart yeah yeah that's hilarious but it's that's the thing i'm happy my daughters aren't old enough yet to yeah they've seen a video my video avatar months ago which was pretty cool and she she had a chat with it but she's not independently going to my clone to do that yeah but it's it's it's pretty well i mean like speaking to you know clones and you know you can you can we've heard of crazy stories and people testing you know all sorts of things that people can lob about i think that's one of the fears and maybe that's this is where we can kinda talk a little bit about like i don't know the the misconceptions or or the thoughts of that people maybe maybe we shift into you know kind we give our background maybe we shifting kind of like what are the fundamentals of these ai codes so like how does it work and how do you because because what i've learned and one of the reasons that like we're so great working together is is there's really an art i think it's more art than science today to building a really great clone i think you're right yeah and so we i think we should we should share with people what that looks like with that art looks like and and so so let me just start by by asking you this like what is an ai club it's a great question so there's a lot of there's a lot of ways a clone can be defined you know or it could be even it's like what's the word like is it a clone or is it a digital twin is it a you know a digital mind or a digital representation of me i i'd say yes to all of them don't know what the term is maybe if you you put in the comments or something like this or right right to us and and let us know what you think is the best terminology because i think it's it's actually interesting because we're in this phase right now where it's being called a lot of things you see ai influencers too you know and it's like and they're all made differently so i mean it's like some you can literally mimic anyone or make a fictitious character i think it's where i wanna start actually with delphi specifically because yeah that's not what delphi is but there's certainly platforms and things that will spin up and have already there's definitely a lot of them that have not gone deep into well i mean you yeah i think there's ethics behind all of so it's like okay who are you cl or less or representing with delphi it's very clear it always has to be you it's a person it's your name it's not some made up name i mean there's literally you know identity verification and all that stuff that happens and a whole bunch of other checks and there's ton of security so when it comes to like what is an ai clone or or like there's a whole lot of variations and i guess we won't go through all of those but we could chip them off you know later on but the idea is that you're taking your body of knowledge your ip your content your thoughts it could be public content could be things that you just share with your team or within your business it could be your personal like diaries and thoughts it could be literally anything that is in written texts there's audio format or video format and of course you can decipher things like images in creek text out of that there's but the point is you can actually take all that content and put it into a secure place within delphi and you know security is definitely a big question there's a whole bunch of documentation on this for delphi and we can talk about this too but it the fact is you control your data you can it's not getting trained it's not training chat g or open ai or philanthropic and all these you know whereas if you give i think it was even sam alt in the other day or sometime recently said you know i wouldn't recommend putting all of your you know your you need your personal information into chat gp financial information all this stuff because we don't know where it's gonna go in the future it's like well you don't have that problem with delphi yeah so when if i can just step in there right one of the issues because that's a really important issue that you bring up is there really isn't any case law around data privacy yet in the large language models and i get asked this question all of the time and and for example then you there there's a there's a a lawsuit right now against chat where if you're using chat and you're familiar with this they effectively have what's like an incognito mode like you have in your browser so theoretically anything that incognito mode gets wiped out erased it doesn't show up in your chat history and things like that but because of this lawsuit they actually have to keep all of that information interesting there has never been a lawsuit so for example people put all their medical information in the chat gp right we talked about this earlier joe they put their medical information but there hasn't been a lawsuit yet or case law that's been created where like there's hipaa laws and things like that where you can't just get access to another person's health records it's not clear yet on chat in a large language models whether or not you'll be able to so i mean to your point about security the thing one of the things i love the most is that the way delphi is built it's not just built on the back end of a large language model this is real new cutting edge ai that they're building and your content is completely walled off from the large language models and so there's no leakage and there's no way that it's gonna be able to see through which you know if you are if you're a content creator and you own ip is absolutely critical yep and and and if if i may the when when i think about these these different types of of clones there's a couple things that kind of stick out stick out to me so i think that there's kind of like four big buckets of clones right now right there there's all there's so many like scenarios in so many ways that people use but i think the way we're all talking about clones right now like a digital representation of you the way it breakdown is first you have what's called a scripted clone so a scripted clone is like what's being used on h and i know a lot of people use h it's a it's a really cool service i i i love their product it's built really for sales and for marketers and what you do is you write a script and you train the clone on that particular script and that's what it delivers and i think they do a really good job doing that then you have what's called a non scripted clone and a non scripted clone would be something like delphi so where where you basically give it all of your data and all of your train you give it everything and it trains on all of your data and it could answer whatever question that you ask it in real time and so you've got scripted versus non scripted and one of the biggest questions people asking is what's the difference between like a h gen and delphi and that's it it's scripted versus non scripted yeah then what you do is you find the clones out there and this is like a whole different like bucket area you find the clones where they're not even necessarily human but what they are is people are making characters and things like that and they're calling them clones we're gonna get just kinda like without aside for a little bit because it doesn't relate as much and then i think the fourth is sometimes you hear people call clones they say it's like an audio clone or a video clone voice clone where there's or v right but with with something like delphi it does everything it does the video it does the voice it does the text it does like all of that stuff yeah but again if you're if you're new to the whole cl space think of scripted and non scripted and that's probably at this stage the easiest way to differentiate your mind i like that yeah and and to go a little deeper on the and why you know scripted clones like you said h jin there's also s there's just there's all these other ones that will modulate your content and create something like they'll modulate what you give it that it is your script or outline and then maybe provide yeah video audio even a presentation like i would say gamma dot app is almost like a you're not gonna see a clone of you on there but it'll clone your thoughts and present it in a different way it's almost like these are all different ways to scale yourself right yeah whereas delphi back to this whole secure place that you could put your ip because that is everything and literally on there's a whole help doc on this where they're your knowledge your control you've you maintain full ownership of all content you you can export this your security is their priority can you is delphi five so it's like that is because now people can interact with that body of knowledge in real time in text audio video and it's going to act differently than these other scripted clones because scripted clones i mean they're like they're instant they're generated because they're scripted whereas this there is no script like literally it's being made on the fly there's this time in between a request like a something sent from a user of text voice or audio or or video and there's you know it's going to a whole bunch of different places to gather that null or that response it's basically taking like ten to twenty different data points within your content arsenal your digital mind and forming this very concise response that you can see and and you could turn this off if you wish but it's really cool to see like even a very simple question seemingly simple might be reference ten fifteen different times and like oh some came from a podcast interview here there's a blog post this was an email that was uploaded or coaching call or a youtube video and all of that is mashed up to come up with this thing so there's like this like inference time in between that sometimes that's why like with chat eb it's just they're getting faster all the time because of data centers and energy and all that models but it's like that's why there's that little lag there because it's drum up all this information and basically smashing it together in a way that it's gonna speak like you it's gonna sound like you or look like you yeah all this stuff's happening in like seconds or and and it's getting tighter all the time but it's like that is a really good point it's like you got the scripted ones well there's a reason why they're looking you can't you can't have a conversation with anything that came out of like a agent just an example absolutely you can have a full conversation with delphi yep and you can run that conversation until you run out of breath and it will continue it's just gonna gonna continue to answer that that that person and and and so it's again just for like creating one to one training one to one connections getting to a user like where they really are getting to a customer or a prospect where they really are one of the things i love about delphi and then i'd like like to ask you kind of how it works is yeah is one of the ways i use my delphi is i give away a certain amount of questions that for free basically you can come to my delphi you can start asking the questions and there's a then what i do after a certain number of questions is you've gotta put your email in and so a pop up comes up when you hit i think it's i think it would my tenth question a pop up comes up you put the email and so now i'm also building my database and what i found is when i go out and i speak and i talk to people and then they come to my website and they see and they start interacting with my clone i'm starting to develop an entire like new it's just a great way to capture email addresses this for my funnel yes that didn't exist you know previously i think that's one of the coolest ways that's like the public way you can use these is yeah you create a conversation funnel is kind of how i see it like i was i was actually and that's how i described it when i i was with russell b from click funnels the other week at at his hq and you know he knew about delphi five but we were talking about this i'm like it's it's kind of a it's basically a conversation funnel if you map it out that way yeah and yeah like you said you can there's ways to get people to engage with your your delphi on on the public side let's say it lives on your website kinda like it does at ai build team dot ai go check it out and but you'll see exactly what scott saying you can see that on mind too i think it's maybe at like three messages or five messages essentially that means you can message it that number of times as an anonymous user and then after that point it triggers an opt in to happen or it's just in line it basically says hey to continue the conversation into your email address yeah and then once you confirm that that's a legit and it's using a two factor code which is nice because you know you're not getting spam emails you're actually getting quality people and that is not only adding them to your email list or your crm because delphi is kind of a crm in itself i would see it as that and then that integrates to your email crm or something like go high level or convertkit kit or kit you know b hive is another one and all these other ones hubspot i probably should mention hubspot because they they on their network so hubspot and integrate the hubspot see it helps it's for the seo and but the point is you you can now engage with people differently the further in the funnel and you can trigger things to happen and and follow up with people with automate now we're getting a little deeper but the point is it's a conversation funnel so it's a new form of media new way of engagement in general and honestly i think it's i mean my whole thing is i feel like this helps people connect with each other more because we're expanding ourselves or or you know we're learning from someone that has chosen to build the delphi for themselves but then they can go deeper with that and ultimately i mean you could take that knowledge outside of ai and go applied i mean that's the big thing is like how do we now use this in the real world and then i mean i i just find this is like such a cool way to share knowledge and then connect in a in a greater way it's also a great way to monetize and even though again because it's it's early it's early tech people on the other side our customers are are interacting with technology for the first time and as a result you know a lot of them they're they're not sure what to expect and as a result that affects their they're learning they're being taught kind of through their experience kinda what they should pay but there are there's some really awesome use cases out there right now for for generating revenue you joe you wanna share a couple of those how people are doing it yeah so let's see one of the models that i that we've seen and this is probably where we can't name names necessarily for all of them but i mean you'll you'll see people do the lead gen side of things so you know you can you can basically have your funnel as here's a handful of messages for free and once they opt in boom you haven't them on the email list and then you can say okay you have a free tier you can do it that way so it's like an email and of course when you have someone captured as email you could follow them up with maybe your own products or services that you're already offering in your business that's probably the the most streamlined and simple way to monetize mh it's not directly monetizing you know the clone it itself but that's a funnel that you can create with delphi and just bolted onto your existing business so i was like boom on your website on a landing page start sharing it around and all your content emails but easy like that's that's how you deploy that that delphi another one is let's say you do want to monetize your delphi clone so you could set it the same way set it up with free access to a point and you can limit it on the amount of usages per month even so you kinda like set a a threshold yeah but if they want more they have to pay a monthly subscription or even an annual subscription you could set up your tiers of monetization you could even base that on the amount of usage you wanna give them you can bonus it or package it up maybe with another service or product that you're already offering that's a very common use case is that it lives within you know your vip your member's area your community and now you know people can get access to it if they choose to join your membership and the best way is to you know you could sell it independently that's fine i like the idea of actually bolt it on to something that is gonna involve maybe you or you know a community or some type of other engagement thing that's how we've seen bigger success and then you also get better feedback from people that way and early adopters that really don't wanna lose access because i think that's the big thing that's so powerful here just like chat when someone enters their email address into a delphi they're creating a profile of themselves where delphi can starts to learn from their conversations just like chat it'll actually customize the the the whole session to that person and remember things from previous chats from weeks or months before so people don't wanna lose access to that if you think about it so the the sooner you get it in front of some of your your highest in clients and you give them access and basically say like hey you are the first adopter of this they're not gonna wanna churn out of that like that's where i've i've seen the month you know if you if it's a part of a monthly subscription membership site for instance when people get into there they're like holy moly it's basically what i'm already signed up for but now i can ask any question that's in this training and it's customizing the answers to me and my situation exactly and yeah so why would someone wanna loo lose access to that if that's in a paid subscription service that you're offering for instance and then we see people we have people that are building training courses right now and so where they're they're building an entire training course top to bottom and they're charging people to get into the training course that all happens through the clone and then and then and then you can you can have it also be kind of like your digital assistant in that course as well and then i think you know outside of training we're starting to see a lot of similar use cases pop up so for example we're seeing a lot of companies starting to use delphi clones for internal training mh yep for sales training for hr put all the hr documents up in there so we're seeing to be a really great tool where instead of having all of your employees come go to a dear bunch of different place to try and find information now they just go in the ask the delphi clone if they could be in their car on their way home and they can call it they can text it they can they can watch a video what where however they wanna interact with it and so we're seeing a lot of the internal internal training start to happen yeah a client of of ours in the jan cleaning space you know and his whole thing is essentially recruiting and training people to work for his company you know and and basically do the surface and that's what he uses his delphi five four it's like instead of calling him all the time or so team they now have access to his delphi in a you know a private area that's not general public but yep you know anybody who's a part of the company or i think they're license or something like that they're licensing a system they have access to that and now that's a centralized resource with all the sop all the yeah procedures everything they need to know to basically onboard and maintain and succeed in the company yeah and and and that's literally he's not charging extra for that you probably could you know but but the point is now you're giving this level service and and he even has a phone number so it's like technically if someone's on the on the road or anywhere else they can text and get a quick answer or just call the the clone the delphi and without waiting at all just ask your question get an answer boom you can literally like be with a client step outside really fast get your answers look like a million bucks and then you come in and you're like alright i got my answers for you know and like it's it's pretty wild it it's totally wild i think one of my favorite use cases is is is our mutual friend greg reid greg reid many of you probably know he's the the founder secret knock it's really popular annual seminar that that happens out of san diego and and he's been doing it for twenty years and greg son c was involved in accident he was on an e bike last year and last summer and got hit by car and had just a horrible brain injury and they they they said that it was i remember greg reach out to me said i just we just got the worst possible news worst case scenario other than passing away about the condition of his brain and they were preparing for eighteen months of i i've i've basically called me now using was a coma before they would even maybe even be able to start doing any kind of rehabilitation and what andrew did over at delphi i love the store so cool what andrew did over at delphi was he basically went online he made a clone for greg sun cold and he went online and and and cole had a big had a lot of social media posts and stuff like that and he took those posts and he cloned his voice and then he worked with greg to develop positive affirmations about healing and getting better that they ended up training ko new clone to speak over and over and over again and so while he was in the hospital they ended up playing that and they just ran in the background all day cole giving you these positive affirmations that hit greg obviously helped to to contribute to figure out what those those were which was really awesome and like you know here's the thing they what what greg allen did was a bunch of you know not just traditional but non traditional medicine and in less than six months cult was out of the hospital and he is he is you know almost back to where he was before before the accident now there's obviously a lot that went into it but i think just the versatility of the use case and how it could be used you know for for something like that is is pretty pretty awesome hey i wanna pause sit really fast and shout out another podcast that's on the hubspot podcast network the audio destination for business professionals the podcast is called this old marketing and it's hosted by joe po and robert rose so said and these guys have been around for a wow very well known experts in content marketing so if you want anything around content marketing and the trends and and basically the rants and and you know it it just brings in a lot of the tactical but really fun conversations they're not more than an hour long so you'll be able to jump in there get some actionable stuff here your content marketing and then jump right out and then go do some stuff with it so i highly recommend to go listen to the old marketing wherever you get your podcast and go enjoy and joy we we also find a lot of people have been using their delphi as a journal tool yeah that's another good one and i've i've used it as such so i'll describe that and i think this gonna get even better for this type of use case as time goes on because you'll see delphi they're they're they're going it's not just gonna be for experts and authors and people with a ton of information so this use case is the fact that you could share your personal journals or insights or recordings directly into delphi so like i said you delphi accepts audio video text well you know it's something i like to do and i've said a lot in this podcast is do voice memos to myself so just voice memos you don't only need to transcribe them i used to go to otter dot ai and basically use that to transcribe and then follow up with their little ai chat thing which is cool but you're not gonna get the full spectrum of the picture of your thoughts yeah so what i have is in my delphi i have this private super joe delphi that basically i have loaded in all of my content existing public content but i also have different things that i've just shared myself you know on a walk or are just just different thoughts and and you know a lot of my otter have been uploaded to there but also now they're voice memos like i have asana and i love to just it's like a think tank so i just like r all sorts of i have twenty minutes at a hundred sixty degrees so i gotta i gotta spend the time somehow what but the point is i can now load that into delphi it's secure and private only to me and then i have it programmed in a way in the back end so they're in in delphi there's this thing called purpose and there's instructions basically that's where you can create this massive prompt i mean some of these prompts are like ten thousand twelve thousand word prompts which is just crazy but the point is like i can tell it exactly how i wanted to act the fact that it's only gonna be speaking with me i can you know i i say hey you are an expert and because i also put in other people's content in there that i think i want to not emulate but i reference so like there's books around parenting and business and youtube videos i can reference just like in human mind you can reference other people's materials you're not ripping them off you're always it's you credit them within the system just like if you and i were talking and you wanna you know hey i watch this really cool youtube video you wanna quote someone well you would quote them yeah at least this way it's accurate and like my brain won't remember all these quotes out of thin air just doesn't really work that way but the point is i now have this super joe private version of my delphi that i can text talk call video i don't i don't really video myself like that because that's just weird but a lot of honestly the text is probably the way i go the most and i use it to just get different perspectives of situations i'm going through i've used it for parenting a lot especially dealing with a basically a three now well she's five but feels like a teenager like what you're dealing with but mini version so it's it's so damn cool i i use it to make content you know i've my team has used a variation of this for content which is another use case that's separate maybe we can talk into that but yeah it's basically my personal journal and i can get feedback about my own thoughts but also i'm putting it through a lens of like hey you are the best version of me let's say like ten years from now you're here to support me to be the best version of me based on my thoughts based on some of this other material that i put in here that i think of really good guide posts or you know lights and and and it basically has that intention built in so it's always gonna lift me up and yeah if i'm feeling crappy it's a great way to go and get some feedback and and just like you said about cult you know it's it's in my voice so i could speak to me and so you kinda believe it more it's weird like you're yeah there's probably some subconscious stuff and science behind all this that i don't know pro probably you know there's i think there's one other use case i wanna point out because we see it a lot is legacy so for example we're we're working right now with one person who is kind of a legend in the sales training industry and what he wants to do is leave behind his legacy of all of his content and one day he wants it to be available to everybody and in his voice in his video and kind of have that live on and and the founder i you should actually i think you're better to tell this story joe but the founder of delphi you know when he when he came up with this idea it was it was it was all around legacy so you wanna share that yeah and it's funny i was gonna well the founder da story he has been on the podcast yeah he's awesome probably two years ago i think of was his very first podcast too which is funny he might have told the story we'll well jacob let's let's link this you know link it in the show notes so it's easy but yeah da the story i remember basically you know da has done some startups before in the ai space as well and his family comes from iran and he had a grandfather who was a very smart businessman in iran and wrote a book now i don't believe da ever in this is where i'm i i don't think he got to meet him or if he did he never asked him about all of his business stuff and know i think he was too young i again i don't remember that crossover but the point is da no he had a book you know he wrote a book so he had a body of knowledge as grandfather did and long story short he was like what if i can make this thing come to life and interact with this book in a way where i can ask it questions as i'm building my own startups and my own business and just life in general like what if that were possible and it is and that's literally where delphi came from like that was the whole that was the spark and da mind and i think he i think he created the first like mvp very minimal version of it and then sam the other c cofounder is is more of the tech guy so that's where they combined and then it grew into this but yeah legacy i mean that's i've talked to a lot of people and they're like man i want to bottle bottle up you know my my father yeah or basically digitize him yeah it's a lot easier to do this when they're alive i'll just say that because well a you need to verify their identity so it's part of it but also it's like just and and this is what i've heard from others who have done it slash have already because we tried to do this with a buddy of mind that passed away through other mutual friend because delphi actually has this somewhere on their website maybe they took it down but there's philosophers so you can actually engage with different philosophers like marcus aurelius or socrates like and have full on debates with or you learn from a perspective run your you know twenty twenty five thoughts through their whatever age they were in you know like a long time ago and but the point is you're bringing wisdom to life and and and make makes it dynamic can so so let me ask joe let's just kinda shift for a minute yeah so let's say we we've shared people kind of what a clone is and we've shared how people how delphi fits into that cl world and we've shared the people how people are using delphi and some of those use cases let's talk about how we actually make this happen if somebody says hey i'd love to get started like what does it take to build a clone with you can you just take them through the process just step by step yeah so i i we have a nice little map but i'll just voice it out here so you know folks don't have to do get bored out by by just looking at a slide or something but basically when we the way that i like to run people through because i typically do the kickoff with with new clients and you know being being a user of delphi for a long time i have a really good understanding of the tool but it always surprises me with the different use case is are reasons why people want to scale themselves or clone themselves which is typically my very first question is like how do you find this technology because it's still it's it's new i'm always curious but also it's like what's your vision like what do you wanna do with this thing like tell me your crazy wild vision just go go crazy don't hold back and i usually start there because it gets excited and it also turns on some lights that might not have been turned on because i'll hear what the vision is i might expand it further or i might welcome them back a little bit just in but i'll give them context of like how it works in delphi maybe sometimes telling like hey here's what's what's coming or what i what i'm aware of so like yeah maybe that's a thing but not now so it's capturing that and trying to bottle up what's their what's their vision and then align it to delphi essentially like what can be built during that call i i i stole this with it but i do credit to dan sullivan his whole thing of like alright so paint a picture now that we have your big vision let's focus on like what's the priority use case in your business typically people have like one or two and typically it's their member's area it's like we have an existing community that we wanna give more value to they ask a lot of questions which is a good thing means you have an engaged community yeah but it's either the business owner the the expert or their community manager is completely overwhelmed that's almost always the story and again good problems but they're usually looking to hire some you know multiple people or but then they see delphi and they're like holy moly this thing can literally do the job of like twenty of these people or even more and better but doesn't eliminate the human you know in there like so the the expert the where the community manager is still very valuable there to support so but the point is like figure out where the priority use case is and then that's when the dan sullivan question which is like hey paint this at a scale of one to ten what's an eleven outcome of making this use case you know like come to life and like function really well how is it gonna give the most value how would it act how would it not act you know basically i'm trying to really figure out what are the the got guard rails how are we gonna program this thing and essentially all of that becomes prompts or or a massive prompt with instructions and different logic that we build out so which is where our team has steps in right you were mentioning earlier like one thing with a ten thousand word prompt like that's all stuff that that our team is doing yeah so we're like so it's a mixture of get their vision but then strategically because i've consulted a ton of businesses i've advised them as well i have a marketing mind to so i'm thinking of this as a journey which i tell people this i don't think they're expecting it they're probably expecting some like tech guy you know as is like oh ai build team or from delphi but it's like no they they actually like get super jazz up when they hear oh you're a marketer okay when perfect like i need all the hell which is a really inked that's so interesting that you say that because everybody that is a builder for us has a marketing background that's right they have some form of marketing yes yeah if it's messaging media in person online doesn't matter it's just like they know humans and and and what makes them tick so after you guys have you're you're kind of in that first that preparation that prepare state interface then somebody is directed to send you content right how does that happen like what kind of things do they send where do they send it to has all that work yeah and the content is is i always say this is the biggest a lift on the person like so the business owner coming to us which makes sense because they hold the content you know it might live in a whole bunch of places like on their membership area that's it could be just loaded into a job or mighty networks or circle platform or where think if you know these are all pretty very common places yeah most of the times people have backups on a a google drive or dropbox which is helpful if they don't there's other ways to extract the information ideally you wanna have something in a shareable like google drive just because a and they always thank me after they go through the process even if it's kinda growing for their team you have a backup of your stuff you're not like platform dependent team more and literally i've never had one person to say that was a bad idea like there's like yeah i've waiting for the point the moment this had to happen i'm like yeah right and this is probably the biggest the biggest challenge that anyone has right now or learning how to structure like really awesome prompts you know is something that we all need to learn and then the second thing we really need to to get good at is is cleaning up our data and having all of our data in a place that we can access for ai because ais ai is always gonna need the data joe would you say that this is probably when it comes to timing on a project this is probably what slows things down the most is somebody's really enthusiastic and then it comes to pulling together their data and sometimes will wait weeks yeah because of yeah they're they're trying to get their assistant or themselves or whoever hires someone even to do this sometimes it is a lot of times though i mean luckily we we're fortunate enough with delphi where we get given we're basically like we're onboarding the the top tier clients which is awesome so a lot of them are pretty organized or they have a team that can get it done fast but still it's a there's a content lift so i i'd say yeah and even if you're not doing delphi like have your content somewhere because any kind of ai it's gonna come in handy for any ai from now until forever you're you're gonna need to have clean content in order to work on projects efficiently and things like that just kind of a couple hacks that that i used that really helped me to to get my model kind of like train quickly was i had i had three books and what i what i had to do actually one of them i didn't have the manuscripts so i that ripped the whole thing off and ripped that's very common by the way so with the authors they blew my mind i'm like you don't have your own book but like well the publisher does and publisher does yeah and so so i literally had to i i've i've actually got i'll just show you the back of i got one of them right here from when i did that oh you really didn't rip it apart i really did rip it apart i ripped it apart and whenever and i scanned it and so i basically i i had i had that plus i had the other books i had the the the the fame trigger the the tran the the the the the document and the manuscript so i had those and then what i did is i have i keep keep a keep a google workbook and in the google workbook have a bunch of sheets and so one of the sheets is all of my youtube videos one the sheets is all of my articles one of the sheets is all of the podcasts so i have all of that in one place and basically what we were able to do is we're able to just drag and drop so we send you a link and and you get a link and basically a back end as a google drive yep right yep and i just book book book works work google workbook and that was it and in the initial training and loading of that took like six minutes that's right yeah right it's fast and then i clicked a button andrew had me click a button this is a eighteen months ago and so i went to a different part in the in the in the back end and i was like oh my gosh this thing there was more about me than i know about me it was incredible so again it this takes time you might be able to use chat or another large language model to help you to get all that data organized in in a way like that but it it's a hack that takes time to you the first time but once you do it you're gonna be able to to onboard into really any ai or use any large language model be able to train it really super quickly and what's nice is what we're talking about now is the content that is not published publicly that's meaning yeah this is all the books that have been published that you know obviously you're not gonna rip books from amazon like right it's it's delphi if i cannot do that it's not gonna go start scraping some private repo like just no it won't do that but so you need to yeah provide it all of this clean content so books training materials maybe if coaching calls whatever it is that you do with clients or your personal information that you wanna load in yeah have a place google drives preferable it could delphi syncs with others as well like travel oh joe what about social media yeah yeah yeah yeah that's where it's getting at it's like now you have and then you have this whole other side of public content stuff that you've already consciously pushed live to a platform so there's social media all the platforms you have youtube you have podcast podcasts you have your website blogs email even all that stuff can be or you know basically ingested into delphi in a bunch of different ways can we provide links or like out my favorite ways are yeah like the website links to any kind of website that represents you your brand we can put those in there and delphi scrape those websites which is really cool and organizes them you have the ability to rename anything if you want we can delete if you don't want certain pages loaded in there that's a super fast way to get something up to speed if you have a lot of public content youtube is another great one so you can sync up to a youtube channel a playlist or individual videos including not on your channel those are the ones that you'd reference someone else as the the owner of the creator and it keeps it synced to youtube as well so any future content that goes out it basically loads into delphi automatically without you hitting any buttons same thing on podcasts so podcast podcasts i think i gotta get myself credit i think for this one i'm pretty sure i told da in the early days maybe i did in youtube as well but was definitely podcast where i was like man this needs to have a sinking feature so every episode that goes live watch the rs feed and make sure that goes into delphi and trains the mind and it works so that is also a feature in there if you have a podcast it's great to sync your show rs feed or you can also go individual episodes like scott on the hustle and flu chart podcast and say i wanna train this episode your digital brain you know in your delphi and so i think the the thing to take a away here you know with phase one is it it starts the kick off call and we get really clear what the purpose and we get really clear on on really what the number one priority is here that we're gonna focus on in the first version of your delphi clone you're given a link that you can upload content to and we've give you some ways that that that that you can do it and hopefully we'll make it easier for you you can also provide us with with urls and our assess feeds and things like that so that we can sync in and and this is the area where where where we tend tend to to get slowed down the most if if that happens just while people are getting their content together but once you deal it once you got it right and you got it forever and and it's also probably the area or or the part of building a clone that takes the most work by far from from a user because once once we have that data that's where like joe and his team that's like where you guys do your magic that's where the art comes in so the next phase is kind of the build phase and what happens in the build phase yeah so this is the point where we're we're ready to you know we're and every here we're like we heard the vision we wanna build it yeah so yeah we have an awesome team and and brooke helps lead that you know so just so everyone's clear you know scott and i our partners on the business ai build team dot ai go check on the website it's fabulous and our clones are awesome too so yeah go there but so i i head up a lot more the product side of of things so that means working with the the build team in brooke on my c our team is she's been with me for years which is awesome but now she's is full on in this team and so basically the two of us lead this this build and design phase which is what we kinda how we see it is we take everything that we talked about on the call which we typically record so we have the transcription we use fathom you know to record all this stuff so we're capturing everything and then but we're also taking notes we take your content all the information we're also doing our independent research on you know on on you publicly and wherever that stuff is and that's where we build it into the delphi system there's a lot to it there well i'll i'll definitely do some deep dive videos for youtube on specifics of the delphi platform aware that i'm not showing it on screen so it's hard to visualize all this but when we build it we really focus on this thing called the purpose it's kind of like the core functioning or the core values of your delphi it's gotta it's gonna really tell it how it should act who it is you know it's roles frameworks and content to use and all these different instructions that we make sure it's not gonna say some crazy thing it's not em other people it's not gonna you know tell people to go jump off a bridge or i mean like literally we take all this very seriously all that stuff is coded in here where we are making sure that this is tuned up exactly what you have in mind and we can always go back and revise this but we're designing that because it is an art you know is to do it that way we're testing and we're adding different instructions basically as we're building we're testing it real time going back and forth back and forth based on what we talked about that phase typically takes about a week maybe a little longer because last thing we wanna do is rush it yeah we have done very rushed things for timelines or demos that people wanna do but typically i would say budget about a week to to get that done that phase so the the first phase the preparation phase which includes the call and really the transfer of data so that phase happens as quickly as you know an hour or half an hour or fifteen and depending on how organized you are with your content but that's the one that can extend longer if you need to and you don't have to wait to get all of it to us you know we we just start sending it to us and we'll start training the clone but once we do have all of your content or at least enough content to really to really go from that point you know we can get through the second phase right which is the build phase and as little as a week week and half two weeks so so it's it doesn't take you know we're on a twenty four seven you don't have to do anything during this phase this is really where we do a lot of the heavy lifting which leads to the third phase which is now we've done our build and it's time for you to go get feedback so that we can iterate do you wanna talk about that for him in there for sure yeah so that's the phase where we're now adding you to the platform we also educate throughout all this process so you're aware of what we're doing and also learning the platform i think that's a key thing is we always want you to have the keys you know so you're you're not it's not this black box where you're like oh what's this mystery thing you know but we're we are here to help guide you along the way and actually do the work so in this feedback phase the third phase is basically you getting access to the platform both the back end and also the profile your delphi profile and that's the page where you're gonna see your your avatar a description about you and yourself and then typically two or three boxes for people to interact with you text voice and if you have a video avatar or video option as well so three three ways people can engage and then there's some suggested questions or a conversation start right below that that's basically the profile in a nutshell and what we do is we we give best practices on how to test out your delphi typically it's you wanna make sure it sounds like you both in written form video form and visual and those are probably the most like holy crap moments see where you hear yourself for their first time and sometimes it's not perfect but again we could tweak it there's a lot of things like all this is customizable or it's writing the way that you speak and you're like damn i always wish i can write that way oh yeah or sometimes you're just like wow i speak like that i should in and you can change that to but again it's so delphi and i guess i skipped this part when we load in all the content delphi is so smart where it's actually analyzing the way you write and speak yeah so it's creating a whole profile around you and you can customize it and we do during the phase we're not just banking on delphi to get it perfect but it's gonna set the scene and like foundational but this is what will get the thing to really emulate you and the way you think the way you speak and and respond so that that's part of the feedback phase like back to the third phase that's where we wanna make sure you're testing all of it and essentially we make it easy we give you a we have a whole form and and way to interact with us throughout this actually all these phases where we'll be able to get your feedback capture that make those iterations basically in real time sometimes it takes us an extra couple days depending on how in depth the the feedback is because some people are it's it's as easy as like hey i it really you know referenced an old product that i don't have anymore well that's easy it's very easy to update that like you said you know yeah you know about your daughter you know giving giving an answer to that or a question it couldn't answer well that happens as well in feedback well you just give it the answer and it trains the mind and it now knows that from from now on until it's updated if it ever is you know and i think i think the other thing is we've talked a lot about social media and we talked to we talked about a lot of content that trainers and educators and coaches and things like that would have and and kind of going back to another use case we talked about earlier which has become really popular is internal training or or sales training hr user manager you're talking about the was it the gender or the plumber yeah yeah yeah they call and and so you know it's also user manuals it's any company documentation you know anything like that if it's an internal use case and during that feedback phase i know that one of the things that you've done in the past is you know you've had the people on the team or the management team listen and ask questions just to make sure that everything's on point with the data that's been given to you so you know you really really hone that in you nail that down and then once you're past feedback and iteration and and and you as you as the user are like okay i'm ready to go i'm ready to put push this live now we we push live we integrate we pass off can you kind of walk through the that phase yeah so that's where so it's basically the integration launch phase is where we're at now because you're feeling confident you know that this thing is gonna act the way that you envision it would maybe even hopefully better now we get to decide and we've already talked about this we know we have an idea where it's gonna live so instead a member's area might be in your k job platform or mighty networks yep so what we'll do delphi is super simple in terms of embedding there are some definitely best practices and things we guide you on but it's as simple as you know an html form or an iframe frame depending on where it's going sometimes it's within an app mobile app as well so what we'll do is not only provide the guidance on how to do that but we're giving you best practice is on how to launch this or not only embed it and integrate but how to launch it to your audience or whoever's gonna use this even if it's internally to your team there's best practices to start sharing your delphi and actually do the launch i mean we've all done product launches of our own type you know it's like sometimes those are i wanna say it makes or breaks everything it could but like that launch phase you really wanna hype people up to be the early adopters i mean it's just like with ai in general at a greater there's always these people that are gonna jump on early and then you know use it and then talk about it and that's how i see it with any of this when you launch it to your own business even if it's internally on your team community even in the public you wanna get evangelist around your delphi so it's not just you talking about it all the time we wanna start sharing what other people how they're using it and you know and then it becomes this kind of this this thing that's network effect almost and that's what we try to achieve so we're integrating a little bit of the technical stuff like where is it gonna live how's is it gonna function but also what's the marketing approach here how do we get this out so we get people using it and then telling other people within your community to use it so it becomes a valuable thing right on the rip exactly and so when when we're talking about launching it and we're talking about kind of where it's gonna live like that's that's that's one part of it can you talk about actions because people are always asking about does this integrate with anything like how does that work yeah yeah a good call i lost over i got excited about the launch yeah so tons of integrations essentially what if you could imagine delphi five like i said earlier it's kinda of like a crm in itself so as a conversation funnel it's getting people to opt in so when they opt in they're technically added to your database so there's a profile created around that person you're going to have them technically opt in into your email at that point they can also opt into your sms so the profile inside of your delphi crm will show you all this per person and it gives you basically some stats kinda like if you were to look in your go high level or hubspot account you can see stats on that person and you know the information they've given you but what if you wanna take that information out and have to do some stuff so that's where you can integrate it to any kind of email crm some are natively integrated some are not but you can connect them in a whole variety of ways zap yours in there so that connects to pretty much everything you could also get a little bit more technical and pushed to different apis so essentially you can connect with anything you want and there's other integrations like you can connect it to your google calendar actually which is interesting so you can have it and this is like we're not gonna go down too far here but you can have it actually join a zoom of meeting if you wish to you know delphi can join and kinda be a note taker slash a companion on a zoom call either audio or video which is pretty cool blows mind and sometimes i even forget to use it because it's it's one of those feature there's so many features in delphi but that's an integration slack you know if it's for teams a great use case a lot of people do or even a community that's like a slack community you can integrate your delphi into there so not only that is a way you can import information into delphi but it's also a way it can be your slack bot more or less but it's actually you and i think that what's school here is you know is can the expert and experts in doing this yeah when we started very beginning with the the preparation phase and we're learning about what your purpose is and what the use case is you know our team is gonna have ideas for you about how you may wanna integrate this with other tools that you use as we go through the build phase and now we're at feedback and iteration and you've learned more and people on your team are people who are testing this are starting to say hey wouldn't it be cool if we did this or we did that are we connected with this you know we're we're basically i mean just think of us like we're are right alongside you ride in shotgun as a member of your team here and our job is really to help see you win and so you share those things with us and then we can help guide you coach you train you on how to to create you know those those types of those those integrations and so what once we get past that point now you're live so there's there's a couple ways that that that that we work with a customer so the first is as we've taken you through the preparation we've taken you through the build we've taken you through the feedback in the iteration now we've launched you and you're so the first way is that that we can launch you and and we've your team now knows how to use this and you guys take it from here what really everyone has done with us to up to this point is they've taken to the next step and that is just we stick with you you know we stick with you forever and so you pay a monthly subscription fee and every month you know our team is in contact with you we are constantly optimizing your clone you can send us an unlimited amount of content and we'll continue to train it we can add additional use cases for you and we could just help to expand how you leverage how you monetize you know this this tool and so really kind of that's really i think the the whole cycle right is the preparation the build the feedback launching and then optimizing is is the fifth piece i would add actually optimization automation says a sixth is a sense yeah and i'll tell you why but yeah the training after launch and all that and this is where yep everybody as of yet like you said basically keeps us on staff and i like that we we ride shotgun in your business i i actually that's a great analogy it's perfect and it's it's it's that that that's the phase typically where we're we want to keep you engaged in the latest of the delphi platform so there's training a lot of training happening and we have a lot of that pre recorded and we're always adding to it because the platform and ai moves at rocket speed and but the thing is there's all new features that are always rolling out so we are constantly you know the fact that we work with delphi team tightly you know very tight and we're seeing what's being released and how to use it we wanna make sure that you're geared up to do the same you know out of the box delphi it is extremely powerful and it's great and yeah if you wanted to keep up with all this stuff you could try so this stuff you really just don't know unless it's pops in on the platform and you start just breaking stuff yeah which is what we do every day so we basically shortcut that whole thing for you we're on your team we know your vision and and there should be a lot of trust at this point where we have your back and again we're we're making sure that you're trained up on what you need to know and where things are going then that six piece is really the optimization in automations why this is cool is because now and i'll just describe some scenarios when we don't only start here in some people wanted just start like with ai everybody wants to automate from the get go yeah yeah great what are you gonna automate do even have a picture of what the hell you're doing or like the the right setup to automate maybe you're automating something that's horrible or that no one wants that's why we go through this phase and we get that feedback and we make sure it's functioning properly automations and optimizations those are all geared to scale and that's that continual thing that kinda loops but the a few examples is in delphi see it as almost it's becoming very agent like if you're if you're aware of this whole concept of agents that's where basically ai can be built in a way to start doing actions on its own behalf because you programmed it with some really smart logic to do whatever you want you know it could be anything that's very simplified of course but the point is delphi is becoming more of that but with its own digital mind that you that we've already talked about that you've created or that we've helped you create but we're all doing this together now you could set up these different things to tag people during different scenarios so now you're you're organizing people and conversations and then of course you could do things when people are tagged just like you could in like go high level or a hubspot or something you could set up alerts so these alerts can be triggered to you or people on your team or even to the user based on different things that they say just or conversations they're having so that's super valuable someone's mentioning they really wanna work with you or they really wanna set up a call with the real scott because they wanna invest in our business or or something else you know like oh shoot alright pick up the phone go like you got the or you get their email like go reach out as as a human some of these things you wanna be alerted to that's why the whole you know scaling connection that's again why i think delphi is cool because you can make human connection come from this scaled connection that makes sense so you have tagging you have alerts that then can trigger things to happen in the last bit which is being expanded is you have this delphi actions and the way i would see that it's almost like sap built into delphi and these are if if this then that kind of statements and in delphi i'm just gonna list some of these off because these are at like templates or featured things that just get the get the party started gets the gets a thing going but like there's inactivity nudge let's say if someone just hasn't engaged with your delphi for like a week or a few days well give a nudge you know you can actually send an email from your delphi you can send them a message you can send them an sms text if you have them opted in to bring them back and say like hey we had a really good chat like how are things going with that thing you talked about or that thing you said you wanted to do so it's almost like an accountability partner bring them back to the conversation you can you can notify you or your team based on certain things you can push data out to a different source you know to another api to an external system so it's another deeper integration but you can also do that based on actions you can check in with people at a certain cadence you can remind people of an event that might be coming up that you have you could just follow up on anything couple other things you can send them birthday wishes you know like or certain reminders on anything they shared with you that's maybe date you know focused like there's there's all these little touch points that you can set up and it's really up to you being creative so that's where the automations come to play it's again it's kinda like zapier but within the system but then on the other later is like zapier is also an integration so you can then integrate to thousands of other tools they're they're integrating more things all the time so sure there'll be more even by the time this episode goes live or or soon after but that's that's what we're doing in the optimization automations phases is basically always getting creative and and looking at feedback and what's working really well we figure out if something's not working fix it but also it's like what if we did this to enhance what we're doing that's where our team is always thinking about that and and then we can apply some of these automations well you know we also have the perspective of hundreds of customers so because we're able to see exactly what's working for people and what's not working for people we can save you a lot of time and a lot of hassle by really just kinda working side by side with you what is it that you wanna accomplish then we can try and figure out the best way to do it within the tool because because our work extends across so many we're constantly working with the team over at delphi on on how to you know improving every phase so so you've got we've got these six phases that we just outlined and i think it's important to note that you know some people might might might be saying it themselves will you know i what was phase one again or where do i start or how does it happen so we have for our our clients we have a private client portal a hub and so you when you become a client of ours we give you access to this hub and it actually takes you through each phase and it has all the checklist that you need has has a description of what happens in this phase what we need from you in this phase what would cause the biggest delays and now we can help with that you've got all of your checklist you have your pro tips you have your faqs and you also have videos as well to help walk you through that phase so everything that you or your team would need is really just in one place and we've summarized the most important things that you need to help make this just really as simple as possible it's it's so cool and this is all developed through yeah the last couple well really it's been longer but what blows me away all the time is how much stuff we've created for this business and the hundreds of clients like you said because that's that's seriously we're managing hundreds of clients at once and and we're able to do that with a a fairly lean team but man these systems and and like our project management system i don't know if we go into that now but the fact is like it's so decked out i'm so impressed with what our team has done yeah to just take a lot of the manual effort out so we can focus on the actual human client and then build their delphi files like with a focus like so we can actually expect like be creative because it's a very creative process if we're just like loaded doing a whole bunch of emails and you know admin stuff then it takes us out of that so that's why this portal that you're describing it's epic it's it's it's just a very simple way for everybody to see where you're at in the process yeah and and get quick answers our our delphi are also on there too because they're all trained on what we do which is nice including some of the delphi docs is like we're referencing hey this is what delphi wreck like so we become this this source of information for our clients and it's just really cool i've not seen other businesses like this and again why i see this opportunity of this ms agency type of business being so valuable in this in this world of so many other tools coming to market in the need for like hey someone needs to help us with these clients yeah and so you know i think if anyone out there if they're interested in learning more about a clone about about delphi about how we can help them you know one last thought is you know one of the reasons that people stick with is is you know in the same way that like from the time you wake up to the time you go to sleep every day there's something new coming out with ai from every direction and man it is so overwhelming i can't tell you how many friends i have that you know the month after chat ep launch they signed up for every single ai newsletter and today the very first thing they do in the wake up in the morning is like delete all of them because it's so overwhelming right the same thing though is hap have happy with a tool like delphi where they're constantly releasing new products and and the cool thing is you don't have to think about it you once we know what your use case is and what it is that you wanna build and what the outcome is that you wanna achieve we got it from there and every single month we will work with you to iterate innovate and to improve and to continue to help that thing be successful and so if somebody wants to learn more they wanna talk to us they they wanna learn how joe how do they find us you'll be surprised by this answer but our awesome website ai field team dot ai yes it we we've spent a lot of time on it and it's only getting better i think some of this map also what i just described is is going on that that page as well if it's not already so ai build team dot ai and i believe there there's well there's definitely a way to contact us and schedule a call you could see how we work with people it's all spelled out our our delphi files both of ours individually are on there you can even ask it follow up questions or they am them follow up questions yeah but the point is we wanna chat with you so if you are the early adopter type and obviously if you've made it this far to the episode i would say why don't you reach out i think we should probably chat or just just sending the email to sales at ai built team dot ai there you go yeah yeah i promise it's a human getting bad to you not a it is not a robot because yeah i i really i think what i like the most here scott is that i've always and i think you you have as well and yeah you've scaled in different ways that i have but it's always been people forward you know and mh i've i've always worked with clients and i've i'd like to take their vision and make something of it like i started off by doing a bunch of launch videos for for marketers and and experts back in the day like that was how i cut my teeth and marketing and i learn quick yeah and now it's really cool because it's it's basically that's what we're doing here we're launching people and we're they're trusting us with this kind of unknown but we're all in the unknown together we just happen to be playing with it a all day you know and breaking stuff like i said and you know scott's background just to get it to your own a little bit it's like you know to scale businesses you know to skilled people and teams and that's something that i've learned a ton from you so far and i know i'll learned a lot more is you know i was definitely managing smaller teams and doing it kind of in this hands on way where you're helping to scale that and then that's what lifts up all of our team and how we're able to manage a hundreds of clients like you said a lot more you know the one thing i never really figured out how to do is to scale myself when it related to training and this is the first time i've scale been able to do that right so i am available twenty four seven three hundred and sixty five days a year i can give it away for free to build brand and build connection i can i can you know ask for an email to build a list so i think that's one of the really cool things is really i just how it's helped me and and you know i mentioned earlier you know how it how having a clone has helped me to direct people that want my time for one thing over here to my clone so that i can focus over here on the themes that i really wanna spend my time on and that's been really awesome this is great i'm psyche i was able to i i was able to be on your show this is cool but we did it in a very unique way and i don't think it'll be a last time we definitely went long which is great i don't know if this is one episode or two who knows who cares but yeah i'm happy we did it and i'm just stoked i i guess what are you most except i i'd like to ask this sometimes when thinking about like what are you excited for in the next handful years or so with i don't know just what we're doing or where things are are going in general i think that there are so many people that are afraid of the future because they they they fear about the future because they the unknown that ai brings kinda into the future i am so excited about the future because i believe that when we get on our toes and on our heels and we learn how to interact with ai right we learn basic prompting we learn how to give ai a role in instruction in some context i think that ai is gonna be one of the most amazing partners for us i i just i think it's gonna be incredible i think it's gonna ai has the ability to help enhance every area of our life and but the thing is that means that you need to lean forward into it and and and and not and you know not not fall backward and so i'm really excited about the future of using ai as a tool as a companion as an assistant kind of like in all areas of my life yeah yeah obviously there's so much that we don't know about about the future but the one thing that i do know is this you know i was i was really early in consumer internet the first like commercial browser came out and and i think was december of ninety four with nets navigator and and that was the month they i started my first internet company which was a total disaster nobody knew what it was nobody is mess but but the the but the thing is you know it it took me to the bay area and i had some really amazing really amazing experience there but i remember that i got my first job working for this company called quote dot com and i think that we were the first company to get permission from the stock exchanges to put a stock quote on the internet and sequoia is one of our investors might more mortgage from sequoia and all that kind of stuff and and that that's all really cool but i remember in like in ninety five and in ninety six it was so hard to sell anybody anything it's like they didn't get it all of the money was going into infrastructure like it is today for you know for ai it's going into data centers it's going into chips it's going into large language models back then it was going into it was going into routers and it was going into you know building pipes for mc so we could get a fast internet connection and stuff like that at this point you know back with the whole internet thing people were still using aol discs primarily to get online yeah and so and so you know but but one thing i remember is it was in nineteen ninety seven right around the middle of that year it's like everybody woke up at the same time and they're like i get it i need a website right i get it i have a storefront but now i'm starting to understand what commerce is and you have this huge rush i don't think that that rush is gonna happen for another year year and a half for ai so the people today who invest in ai are the people that are gonna be so far ahead five years from now like that's the only thing that i is that i know is if you spend the time you invest in it today and you just get good at one thing or two things five years from now you're just gonna crush the competition because when they have i call it the o shit moment when they have their o shit moment you will have already built a business on top of it and that's what's really cool that's such a damn good answer alright that's so happy i asked it because that's it's true we're early and you my my i would say my short add on answer to that and it's you took some of the some of the words but you said it a way bit better is like run into it like run into the ai like like you said getting your toes not your heels i think yeah sure learn about it maybe take your time for a moment but learn like get involved yeah and start start just playing around testing and stuff and and get in there like have the conversations and start thinking an ai and run towards it because it's definitely not going anywhere i mean the only thing that's i think gonna slow it down right now is just power energy obviously there's a whole environmental thing that needs to get addressed and how to do the whole power thing at scale because that's that's a big bottleneck but yeah maybe you know there's that's a whole another conversation that i'm not smart enough to talk about right at this phase but what it's will scale and it's just a matter of time and i i agree i think we're about year year and a half out for that shit moment yeah and i mean that's probably where the wave of products will happen that the bigger adoption we're early i want everyone listening and watching to be early as well it's it's it's fun to play together yeah i know that's not a word but yeah it's let's let's play together and do this early and then learn quick and then share off and it's just a it's really cool to see eyes open to like what's possible when someone gives it and the lights turn on like that's what happens in almost every welcome call it's just telling them what's what's possible with their delphi and how they can now literally scale themselves an infinite number of ways and then then they get it and they're like oh man like yeah like where has this been like i've had a lady just lose her mind and yeah this is about a month ago and she's like i've haven't talked about this for the last fifteen years and finally finally it's here i can yeah i cannot do anything and go to the i'm like well you know you wanna do a couple things at least but but the point is like yeah and it's just gonna get better and yeah i think the big thing that that actually excites me it also you know i have two little ones two two little ladies daughters and i don't know what that future looks like for them are like but i think getting really good with humans is gonna be more and more the thing because i know there's a lot of kids that have not been as social lately just with screens and whatnot so that's definitely something like the human connection i genuinely think like it's gonna be more of the most powerful things but augmented with ai and how personalized learning and engagement i think it's just gonna be everywhere like in schools delphi is part of it and then just everything is just gonna be personalized and customized to us so i hope that we're all gonna get smarter with this but we actually apply it in a way that brings us together too so that's i have i have high vision or hopes for that i think that'll anything that we can do to steer that in the right direction we will oh okay and good stuff this is fun thank you man thank you thank you this is so thank you so go check out ai build team dot ai check up the show notes all the good stuff that we always share and promise you there will be more episodes to come probably not all this time but thanks for watching on listening see you

hey before you get into the episode i urge you to hit pause and go check out the ai digital mind it's like a digital twin of this podcast and a whole bunch of other content i've released go to hustle and flow chart dot com slash a i joe it's hustle flow chart dot com slash a i joe you can literally chat with this podcast with me and my guess in text audio and video for free if you want one of these made for yourself if you're interested go to hustle and flow chart dot com slash interest and we make these things out so enjoy let's get to the episode hub hubspot helped tumblr solve a big old problem so they needed to move fast and produce trending content that they're known for but their marketing team was stuck and they were waiting on their engineers to code every single email campaign that had to get sent out but now they're using hubspot customer platform to email people in real time with all the trending content that they're sending out to millions of their users and done just in seconds so what's the impact that means three times more engagement and double the content creation pretty sweet so if you wanna move faster just like tumblr did go visit hubspot dot com curious how to partner minimal investment with maximum impact so justin abrams and i down how to leverage small tests and increase your surface area for luck and build relationships that will hell your growth no matter what field you're in let's dive into it justin we're doing this it's great to have you here my friend how are you i'm so good man and i'm so psyche to be here wish this has been a struggle like we have definitely taken our time to book this episode and i appreciate you for bob and weaving with my crazy life while on unpack a little bit of it today but joe i'm psyche to see you again on the podcast and join your show for a change yeah man i was just on yours and and i mean like well strictly from nowhere and you can find that you we'll link all the stuff up here all cost right cause of a coverage i mean like i think you just have like such a cool brand and cool i know you have a cool vibe and personality immediately got along well we got connected actually through a mutual client of ours doing some doing some dev work i was doing more like on the marketing side you're actually doing the what the advising and tech side yeah i mean you do so much cool stuff now so thanks and and then getting to know you on your show that's why i was like well i can have you on mind now you know to just keep the party going and of course we'll thank you to the the other episode but yeah man you're you're living we're both in wild times i mean great things happening new additions to the family i know on your side things are are just things are popping in in all ways so what what keeps you grounded right now that just comes to mind like you know what there's quite a few things that keep me grounded i'm gonna i'm gonna blend the the three major categories you know go like extra extracurricular both a professional path and and family go know i'm in a very interesting part of my life as far as family is concerned there's nothing more grounding than nesting and welcoming a an infant into the world so like i'm very much at home in nuclear very limited as far as social engagements and things that i'm doing out side of just my my nuclear my nuclear wife and son that i have now and so that really keeps me very focused and and that allows me to prioritize the other two categories which is the business and my extracurricular my my activities and so i have a really healthy relationship with my business you know i often give the advice jo that opportunity is sometimes more important to follow than passion i'm really lucky to have become passionate about my opportunity that came my way interesting so for me being in this business while you know like running an agency lifestyle and being a service provider and like a hectic lifestyle for sure and like really hard to run this business but like i really feel like i was kinda made for all of that you know my historical career is in is in sales is in client services is in being a service provider an expert of my domain like this is just second nature to me and instead of doing it for an employer i'm i'm doing it for myself and i have the privilege of being an employer which is the whole different topic we can talk about that i'm really passionate about and then of course my activity is just like really keep me remembering that i'm human and capable and sometimes not so capable and like through sobering to be an athlete and like i'm not old at all but like i'm getting older and i'm aware of my abilities and we were just talking we can unpack it if you'd like about some injuries let them nursing back and all of those things pursuing my activities everything from climbing to to our snow board in the winter and and surfing and cycling and i can go on and on i got so many yeah crossfit for sure as part of my life and just generally in fitness and wellness and nutrition like these are all big categories that i'm really super passionate about but in reality it it it really is all meant to just keep me grounded keep my head from blowing up keep me humble keep me pursuing new activities and new adventures and things that just fuel my fire so yeah man i i i have a whole system of ways and continue to evolve ways for myself to to remain grounded that's good man and yeah it seems like very like you can communicate it really well too whereas you know a lot of us just i mean it probably helps have a podcast too right and it does a little yeah i know you have a great business business partner as well good friend yours so i mean like that there's always that to right i see a lot of still similarities with us too and also agency owner it's like you're interfacing with people a lot it's not like you're just talking to it a screen all day or yeah no no fault to their own but like just creating constant all day but it's like when you're actually with people engaging solving problems together building together it's like you reach i don't there's some something different because i do the same thing naturally but i'm curious i i wanna go back to that whole like follow the opportunity thing like can you unpack that a little bit more and you're you're thought on it sure you know like this a very very mutual belief between me and my business partner one tangent just backstory at me and my business partner for your audience my my partner who also the chief technology officer and chief architect of cause of a kind his name is michael ro he's been my friend since we're fifteen years old he's my rock climbing buddy and like we're still climbing together a couple days a week and and like that's a that's a relationship built on the foundation of a super intentional sport and it is one thing to be super passionate about climbing it's another thing to be really realistic about climbing because it's quite literally a deadly sport mh so while we're very passionate about it neither of us were ever gonna to be a professional at it neither of us was ever going to pursue it as a career and so that is really the relationship between pursuing passion and pursuing opportunity i pursued that as a passion i probably would not have seen success in any way shape or form i maybe would have ended up working in the climbing industry doing something related to climbing and it probably would have tainted the activity for me so when i think about the relationship of opportunity versus passion and i'd speak to a lot of young people and a lot of career coaching and just a lot of professional development in general fortunate to do those types of things you often catch the advice from people that are your senior which is to follow your per your your passions pursue your passion figure out what you like to do then figure out how to go make a buck at it oftentimes the things that we're passionate about are not the opportunities that give us the rest of the formula that lead to a successful life and so for me it was cool to follow passion but it was more valuable for me to follow the opportunities that came my way and i'm lucky enough to to have become passionate about the opportunities that came my way and what i talk about is i'm passionate about people and communicating and that's where my career i spent north of fifteen years in client services and sales like that passion of communicating functionally with people and value propositions and being your trusted adviser that whole formula was i was so passionate about it but cool put a label on it with a job title so i can catch a paycheck at it there you go you know was i i was following the opportunity of creating a business did i originally set out to create a service based business not in the slightest i wanted to be a tech founder mike and i've been trying to build software since like twenty fourteen we've had a bunch of failed projects an opportunity came along which was clients looking for us to solve their problems and build for them and so we follow that opportunity and have been become quite passionate about the client services motion and about the project development motion and about becoming masters of our domain and now that passion has become part of our rhetoric it's become quite contagious and what we're known for and it's like if you want a team so stoked about the problem that you bring their away to go talk to these guys yeah and so now we get to evolve off of that and now i'm i'm receptive to where opportunity is coming from and i'm a i'm a passionate entrepreneur i'm a passionate operator i'm passionate about zero to market and so that opens opportunity up all the way because i'm not pigeon hold i wanna work with amazing people who have amazing presidential talents and so opportunity for me is all because my pursuit of passion as a career i didn't do i pursued opportunity became passionate about the skill sets i was deploying to the opportunity and so that's where the advice comes from is awesome if you're that one percent that can pursue your passion to a level of lifestyle that you would find to be successful if you're not part of that one percent group pursue opportunity don't get stale pursue the next opportunity on top of the experience that you've had i'm not saying to settle i definitely do not settle but there is something to say about pursuing opportunities that come your way and figuring out how to become passionate about the atomic pieces that put that experience together that's good man because i mean it's it it clearly states like one if you just go to it i'll just shout at your site again cause of a kind dot com i remember when i first looked you guys up i was like oh damn this guys like these guys i love the way that you present yourself and it's it's purely just right in your face it's it's not like as a jerk or anything it's just straight up like here's who we are never miss a website deadline again what what is the thing yeah you basically talk about yeah get a new bullshit quote right now i mean it's just the language you're using you're just like yeah we we ridiculous we're ridiculously easy to do business with off on a quick call the answer is always quite yes you know it's yeah yeah are there any issues that you find or maybe like as you coach some folks or whatever like navigating opportunity and one you know like issues in getting passionate with an opportunity or you know because like it could quickly lead to burnout for some folks if you don't approach it correctly so opportunity shows itself in in quite a few different ways i often speak to young people that are in pursuit of their first job and the hiring market for junior in any category right now is really difficult and you may be looking at a really long stand of unpaid internships and lots of folks just cannot afford literally financially afford an internship they quite literally need the income when that's the scenario an opportunity comes calling probably shouldn't have too much of an opinion about how you make money and it's always easier to find a gig when you have a gig mh that's just that that's age old wisdom and advice right there so it really depends on where you are in your career projection it really depends on what your network looks like it really depends at where you are in your in the stages of your career and so opportunity presents itself differently for the different stages if i'm talking to a younger audience it is about being employ demonstrate your ability to be employ so if you made it through high school and you didn't have a job i i had my first job i i was twelve years old that i a caveat golf course super accountable the first time i is the first time i ever got told f fu to my face because of my performance was sub par that's a way to learn never heard that again that's the way to learn again it from some some super rich local that won't pay you for your round because you just weren't good enough and so that's a like getting a job demonstrating your employ demonstrating that you have a pursuit of skills no matter what job you get again the lens you look through you could passionate about the core skills that you that you stitched together for that experience or you could just be s to by it it could be a drag but that's all about you man like that's all about the person and like it depends on the lens that you look in i can honestly say i've had some really horrible jobs in my life but i can i can dot them all together i can stitch every single job as a formidable experience and i can tell you a story from each one of those jobs that compounds today twenty something years later into a professional career now opportunity for a more mature professional looks different it looks like promotional opportunities it looks like is now the right time after raising kids to start that business i always wanted to start yeah it looks like the pursuit of financial freedom it looks like the pursuit of of travel and calming down and maybe distributing wisdom and so opportunity presents itself depends on where you are in the stage of your life cycle but man being a dad of young kids being being exposed to the youth and to the next generation of professionals that are out there the number one thing that i implore demonstrate employment i don't care where you had a job i don't care where you have a job currently i care that somebody else has a litmus test on you and that you're proven and now we can all grow into potential and again the opportunity will give you new sets of skills to explore that maybe you'll become a professional at so this is all a compounding experience i i love it man because with that yeah that employ essence i guess and however you get in that mode it changes something in us as well in the way that we think things through and obviously if you need to get paid if you got that cash flow coming in you're feeling better you're more you're open to more opportunity yeah there's dark corners that in your mind are now lit up to something quite different you know and and things just show up and you're like holy crap if it's just right difficult talk i'll give you another piece on it yeah i talk about this all the time in the in the in the lens that a lot of folks have something in the way probably something that has to do with social anxiety i i had that for a long time in my career too but i was like pushed off the cliff into networking and and putting myself out there and be my own advocate and and etcetera etcetera getting this getting a job whatever the heck it is putting yourself in those uncomfortable situations it increases the surface area for luck that's true by opening up that avenue for yourself you may run into nobody but you may run into the next thing that happens to you good or bad yeah luck doesn't always have to be good it could be bad luck on that day that you run into but if you stay static you can guarantee one thing is that momentum is cut off and so for anybody that is pursuing opportunity or they're passionate about something and want is explored a little bit deeper again i specialize in that zero to market that's zero to one getting that minimum imaginative product off the ground and like how can we figure out how to increase our surface area for luck for young people it's about getting a job demonstrating talent building your small network getting referrals taking the next coffee break just get out there and make a name for yourself for the folks that are a little bit more mature in their career you have options now you now you have experience you have world you have a little bit of wisdom you might you have a network there the options are just different but we're all kind of in the same pursuit of where is the next opportunity coming from for me to say yes or no to and that comes back to increasing the surface area for luck that means like y take the day off to go skiing yeah treat yourself to the afternoon to go get your nails done or go go out with your friends it's not really about enjoying the moment if you're in pursuit of opportunity you're hungry for it every one of those outlets is an opportunity to connect with a new individual which opens up new opportunity dude and there's a book i wanna recommend here i think you'll love it i highly recommend you you grab it i mean anyone it's called lucky you and it's by this author price p and the reason why so i it's it's like a fifty page thing fast read but the whole point is it's it's all about well it's called the psychological strategy for multiplying luck and achieving your big ambitions so lucky you is the name right on it's not on amazon you actually had to buy it through his website it's like a pamphlet style smart guy this book and also a series of other books was recommended by my friend john ass and he was on the secret the movie and like he's a local buddy of mine here in san diego mastermind and he was like joe read this book and then he also years ago with some other books but his his latest one it's exactly what you're saying justin it's basically like the more you put yourself out there the boy you say yes they're more that you actually engineer opportune like you have a choice to introduce more luck into your life it's totally up to us and i love the the the way that you say it's like it's the surface area of luck and like it's absolutely right i don't think he actually framed it as that price bridge in his book but it's you're speaking the same language so and let's just like let's human it for a second you know what i'm saying like folks probably look at you u and me and think ex and i think like oh well it's easy for you to walk out of the house but in reality man like i have crazy anxiety level conversations i battled with depression for years i battle with body d morph and my self image my mind's eye of what i look like in public quite a bit different from what you actually see on camera yep i'm i'm one of you i'm one of us i'm just a regular dude but like i refuse to just sit by and watch my life go and so there has been many years where like cumulative many years of just no action no activity yeah i remember just like not feeling valuable not feeling like i was worthy of any type of job or in pursuit and i couldn't get an interview and like yada yada like i remember all of that and now it's in this perspective of like i eat what i kill mh so if i don't get out if i don't go and hit the pavement and figure out where my next deal is coming from i whole i have whole business that i have to make sure i can i can put payroll through that i fine i i have staff i i have a business partner we both have families like the stakes are high my house is leveraged you know what i'm saying like there is no opportunity for me to sit feel bad for myself and complacent yet i battle with all of these things that's just the reality of just being a man and being human and so i don't have some crazy formula i i don't have like you know some spiritual coach that's taken me from left and right like i just have a a refusal to just be regular and like i have this thing and my partner and i have this saying which is like i'd rather be canceled than irrelevant and that's where like my personal brand comes from and like just this is me man these are my battles and struggles and the things that i have for myself accomplished and and and man does it feel good when i can give a nugget to somebody and see the light bulb go off yeah i'm just a regular joe mo you know was there like because i i'm i'm right there with you justin i've i've i didn't very similar we're a mirror right like we're all mirrors no and like i know physical activity for me gigi too for you you do like mean i do some other stuff but you do like a whole pirate of favorite whatever where yeah do you think that helps you break out of that a little bit like to maybe not loosen me up but at least open up a new layer and then also as you answer that like i how do you get stuck like when you get stuck and when you got stuck in the past like how do you feel like you've shaken yourself out of that rut you know i i used to i used to do my activities self serving and if you look at the activities that i do they're all very much individual contributor activities i'm a rock climber if you climb on rope you need one other person on the other end of the rope and like it's very much just like not a networking experience i'm a crossfit fitter you can go to a class keep your head down to your exercise and get out and go home i'm a golfer you you could just join a force them at your local municipal and like not make friends and not evan yourself and just play around a golf keep your head down so forth and so on you can ask me about every one of my activities i use my activities as an opportunity to let my hair down be authentically myself and have barrier conversations that don't sound like sales pitches nice so i show up to the gym and i prioritize the people that are standing around i go out of my way to make that five second friend have an introduction what do you do what do you building what do you care about and what ends up happening again it all comes back to increasing that surface area of luck i can't tell you how many times i've been on the golf course that has turned into a lead opportunity for us and has turned into deals and so then you figure out different ways of compounding your experience for example i i believe that your first impression is your last impressions so i don't just give somebody a way to remember me i give them something they'll never forget and throw away yeah and so this is my business card and i put a qr code on it and i just i have come up with little systems that make me the most memorable person of your day it's and so when i leave the house to go to the things i really enjoy i have a conversation with myself in the car while i'm having an anxiety about getting out and doing that thing which is it's okay if you wanna go and be quiet and put your head down today but you probably kick yourself if you realize that the person that was gonna change your life was in that gym with you at that moment was was in that force with you while you were playing golf was in the surf lineup up with you mh was at the campsite side next over so i just literally excuse my language mind fuck myself into believing that this opportunity is the opportunity and usually it's not like usually it's not how many times you go out you just strike out it's just another casual day i could just be a in conversation but you're fine it's all good can connected you're fine and my my whole goal is to is to give value i give give give like i never ask for the order it's part of my sales strategy a customer has to ask me for the paperwork mh so for me it's more about giving and and and and connecting on conversation and like if you get past those first few moments of like weird pleasant introductions in american culture yeah you really unlock like a lot of uniqueness but also a lot of crazy similarities between people and that's why you and i vibe because we got got over the hump of just simple introductions and we really got to unpack each other's story and like here we are sim three thousand miles away running in parallel it's so true man because every like you did start chip chip away from this old yeah i don't know western beers whatever we set up for ourselves and i think that's probably part of the issues of yeah so i don't know there's a greater thing happening with society i feel like right now where we gotta figure out how to get back to people and just communicating in person ideally you know that's why i love going to this yeah like the jim i freaking love it because like you get to connect with people on a whole different level obviously you're choking each other out too so it's like absolutely very wonderful do you trust me now yeah like actually i do you so yeah i don't like there's i feel like we all need something like but it's up to us to show up and engage in the moment gonna pause this really fast shout out another podcast that have been liking it's called the science of scaling it's hosted by mark rowe and it's brought to you by the hubspot podcast network audio destination for business professionals and so what mark does every single week is he breaks down from the the top people in tech of how they're actually scaling sales and revenue breaking down the secret strategies and tactics to actually use for your company's growth so mark's background he was the founding cro of hubspot he's a lecturer senior lecturer harvard business school and did a whole bunch of other cool stuff you might know of i like it these this podcast it's it's interesting because it's real but also he pauses within the episode to talk about a little tidbit a takeaway almost like a mini lecture so i think that's super fascinating very unique makes it very tactical as well so go listen to the science of scaling wherever you get your podcast i'm gonna do a quick shout out one more time for the thing i talked about the top of the episode which is the ai version of me and of this podcast in my youtube videos and all these things it all lives within this ai platform i used delphi dot ai to create it and i want you to use mine it's totally free go to hustle and flow chart dot com slash a i joe that's hustle flow chart dot com slash a i joe test this thing out it's crazy you could type with it talk with it you can even use video and you can look up anything from this podcast you can ask a question about your business life any scenario it kinda learns about you with the information you give it it's rad you love it and also there's a lot of people who are asking how do i get one of these how do i build it out the cool thing is my team and i have been building a ton of these every single day i've used the platform delphi dot ai for two years i'm actually one of their advisors because i was one of their first users and just give them a ton feedback i love it but we build these things so if you wanna use it for lead generation for you know you have all this content as an expert author coach type person we can put that into this digital brain and make it interactive you could use it for customer service internal training for your team for your organization lots of uses if you would like one of these i can pass over an exclusive deal there's no one else that's that's offering this out there i work closely with delphi as one of their partners agency partners to build this out so hit me up type hustle in flow chart dot com slash interest into whatever browser again that's hustle and flu chart dot com slash interest and hit me up let's build this thing together alright back to the ips upset and just be like i agree it's just a human listen them it's okay we went as far as we created the long island technologist networking group so like i i was a little bit burnt out after a career of traveling into new york city my partner same thing but like i'm craving in person networking experiences i'm i'm part of all sorts of different membership related networking groups executive round tables leadership coaching and mentorship groups like i've pursued all of these things the pursuit of wisdom and knowledge and make fewer mistakes as a business owner was the fuel behind that but we found this moment an opportunity which was how can i increase the surface area for luck for everybody else cool again it's part of like my giving mentality so we created long island dot com not a not the most beautiful website you'll ever see but it is it is an open source project if anybody wants to contribute to it six and the goal was every forty five days we meet at the origin location of cause of a kind which is a small coffee shop in a town called farming scale and we bring together technologists technology enthusiasts brand developers if you're working in the soft skills within the technology arena which is project sales client services revenue ops whatever hr if you're related to tech in any way we built our own networking event so now what i'm literally do doing what i'm preaching which is i increased my own surface area for luck most folks are coming to see me and my partner that's how they found out about it in the first place yet they leave with a ro decks they leave with a handshake and an opportunity and i'm filling the room with business owners i'm filling the room with all leaders i'm filling the room with junior and the whole idea is get these people together if you're having trouble in the job market i'll bring the job market to you and so now that has grown into like a significant passion project for us but it's all based on this increase my surface area for luck self serving and if i can do that i'd scale for everybody else maybe the next great opportunity comes along for me too they it will and it i'm sure it does every single time more than you can never even imagine or handle even more more than i think i can record and things now and you we're in a nice position of that that sounds great probably not best for me and what i'm trying to build and i wish you luck and so now it's a really cool opportunity of dis what's the right opportunity for us pursue yeah that and then you could pass it off to maybe someone in that network the correct you know what i know gm the end of the day i'm just the plug i'm just plug i i just wanna connect two resources together that's like so satisfying to me i get like this i get i get so much out of that man like just fuels me i don't even have to be part of the extended discussion but like connecting two individuals together let them watch make some magic man i i could just do if you get paid for that just to be the connector that would be my jam yeah i mean you probably are in some ways i know i have been because i i i find myself in the same role and we do it naturally yeah i mean you're not expecting anything but you might get more referrals like that's why i'm saying you probably got paid for you know like boom alright it's right yes it's not ring tell me or walk me through this whole minimum imaginative products because this is the mi key we dubbed it on your podcast are they but you you break it down because you're the man going from a zero this idea of nothing or maybe something a little bit of something to cool doing something and i think it's a great opportunity also to kind of just weave in modern tooling and a little bit of ai and like how does this work so let let's give a full thought on this i build software cause of a kind builds software and web experience for calls back mission driven in innovating businesses i i built software so you can imagine that i've here i've heard every acronym that you could possibly imagine about building first software or or second beta release software or my minimum viable product or yada yada so i went on this like rabbit hole of trying to catalog all the minimums you have like a minimum marketable product you have a minimum viable product minimum revenue generating product there's all these minimums but there was never anything that had to do with the the the minimum idea and this is like a steve jobs concept like this this goes back to some of the greatest founders and like this is a this is like a a ben franklin concept you know what i'm saying like what is the minimum imaginative product doesn't have to be like your minimum viable which which means it lives in breathes i can interact with it maybe i can generate revenue maybe you can get users maybe you can sell something etcetera mh this has to do with your shower moment yeah your traffic moment this has to do with like you're on a call and like it comes to you and you wrote it down and like what is the next series of steps that you take to see if something has a pulse it's not a heartbeat this is not really about can this live and breathe on its own this isn't about does it have blood supply and brain power this is about inception and so i built this whole programs on youtube should anybody really care about it it's called inception marketing and it really has to do with the earliest possible marketing motion to prove viability for an idea and so we always talk about especially with building software as i see a lot of fresh founders and start i that are that are bootstrap and you have to be very delicate with the bootstrap entrepreneurs it's typically life savings it could be retirement count account and and it's somebody's emotional passion project that they've been thinking about for years and lots of times they come with like this big baked product this road map this big design package map yeah all this stuff and i'm like hey the most expensive piece of this comes in twofold one is building it the other one is marketing it and those are your two major expenses that you're up against of course you can b in any other avenue we can get super bloated and design it's super bloated in branding and i've seen all of those things happen but my fiduciary responsibility without having a license on the line my fiduciary responsibility from founder to founder is to make sure that if i build your idea super it fucking works mh and that you're successful from that idea and so the minimum imaginative product and my inception marketing strategy is to test whether your idea has legs has a pulse and so created this formula that gives folks the opportunity to use modern tooling this is nothing out of the ordinary this is like go on instagram and figure out the keyword or hashtag strategy for like the atomic pieces of your idea and is anybody having a conversation about that topic mh and then categorize the signal if nobody's having a conversation about it that's a red flag yeah like is it so unique and so original that there's no consumer market available for it or the opposite is it so saturated that like you'll just be one of a million in which case there's a formula for that if that's the category you wanna get into especially for cp g and for food and for beauty and cool like there's formulas for all that this can be like utilizing tooling so i'm i'm a big proponent for leveraging ai for right now this is this is a per freak the example for for you know your open ai chat scenario or or gemini or whatever you're gonna interact with g is great for this type of thing which is build build me a small inception product for x idea and i wanna see what it would take to get it from from zero to market not necessarily zero to built not to revenue not to user adoption not to fundraising like whatever your milestones are that you're categorizing yeah to get it to the the initial blip of light the initial pulse is it possible and so leveraging tools especially chat agents that can just help us to kinda just take our gibberish thought even a voice note or something when you're in the car and speak that idea to life but the way that you interact with the ai agent isn't hey build me a business plan for this idea because it'll just execute it's break my idea does it exist is there anybody else in the market that currently has it do you see any other conversations is there any user feedback from this problem can you take a look at forums like a reddit like a quo can can you take a look and see and build me a case as to why i should take the next step and make an investment in this and so i'm using the tooling in a way which is helping me to protect myself am i going down a path that i should anticipate failure in which case i need a different set of skills and body armor to protect myself along the way versus how i built long island technologists for example i ran this program through lying technologists i said is there an appetite so i use platforms like event bright to see is there a local appetite and sure enough you find that the historical technology focused networking groups that have taken place are few far between but they all have sold out every time one of those come in into play they sell out so hey that's a super good signal for me to say hey if i create one it will sell out so why don't we create one if it doesn't sell out i'll cancel the event like protect myself from a public shame not that difficult to do yeah right but but sure enough as you go through this formula and you figure out like hey okay there's a market for this it's not a saturated market there's an opportunity here i could put my wrinkle on this thing let's have the first one and so that minimum imagination puts you down this pathway of just proving or dis proving whether the problem is sol and then from their thing you can then determine what's the next step that i need to take to make it a viable solution and so this really came out of i've heard every acronym under the sun for people building software and building businesses and companies and all these things and i was like hey there has to be something that takes place prior to the minimum viable product because most people are so far away from minimum viable product yeah you you you i'm sure you know but i'll say it just for you have no idea how many people come across my desk that wanna rebuild uber or rebuild etsy and like you realize that the minimum viable product has to be at parody of one of these platforms and these are billion dollar publicly traded companies nasa so we're not talking minimum viable because i know what viability looks like to compete in that arena we're talking minimum imaginative we're talking minimum market can you get people to drive to a landing page we're talking minimum viable can you have your first product that you sell a fraction of what you anticipate just to see if there's throughput in generating revenue and so forth and so on there's this whole this whole list of things that happen before minimum viability or see this is why this is probably why you could sell so many and not sell because peep people are inviting themselves to work with you as an agency of your own that that helps bring people's web applications to life know they're web properties whatever it is yeah because you literally get it you're building trust through this process it's it's rational it's when you start to think about it you're like oh yeah duh i should probably prove out my idea in the smallest little bit possible first you know using next to no cash maybe you know platforms were already on like instagram or event break or these free platforms you don't have to drop ten a hundred k or whatever it is to go build out your mvp and then if you really take a look at a at a a little bit of a dark side of building especially in the technology arena it's fashionable these days to pursue profitability for the last ten fifteen twenty years of building software it was un to be profitable right and so it depends on where you're at in the stage of your life but if you're a bootstrapping founder with a big idea you you i implore you to pursue profitability and so if the idea that you're thinking about syncing your life savings into does not have a path to profitability hold on like say save the nest egg put put in a savings account high yield with four and a half percent interest like compound the cash in some creative way deployed in a way that'll make getting income some other way but if you could prove before you ever spent a dollar on development that it's not gonna work that's also a very sobering experience to go through as well and there are not very many founders out there that failed wisely they they fail having done the thing with the wisdom having failed through the moment having burned the cash pile having burned the relationship with the engineer having shipped it overseas and spent a hundred and sixty thousand where they thought it would be at a fraction of what they spent here locally but they couldn't articulate the problem or whatever whatever whatever so so there had to be this life that occurs before you break ground and so i wish that more i wish that more service providers would take a little bit more of a a trust based i call fiduciary responsibility i i have a financial and compliance background mh a fiduciary responsibility in the various stages that they contribute to for example if i was if i was a a a a brand designer if that was like my thing and that's what people are coming to me for i would take i would take them through a process that determines whether their brand can live in that arena or not mh and so i i just don't know if service providers there's probably a panic to acquire new customers there probably isn't an uncertain economically like all sorts of different reasons that that prevent people from taking that extra step for me i'm trying to build an invest business i'm trying to build a business that has incredible retention for the talent density that we acquire i'm trying to build a business that has a portfolio of true full on success stories trying to build my accelerator into an incubator that eventually can feed the venture capital community private equity community so my goals of building this business are a little bit different than just taking a taking the money and running and being a little bit you know baggage income somebody's goals i have a responsibility to me my team and cause of a kind is a brand to make sure that the partners that we bring on a have an appetite for the type of model that we have because i'm i'm very different from from most businesses that we come across in the way that we engage but also like is the ride appropriate is the mission there is it a cause focused business are they innovating appropriately do they have realistic expectations of what the technology can do for them is the timeline practical and and so forth and so my sales process is more of a dis experience than it is trying to sell you on something and that's trust based right there and like who doesn't wanna have who doesn't wanna engage with someone like that and you're it's not gonna be a quick quicken in out kind of project you're you're in it for the life of that relationship ideally i mean shouldn't we all like you're gonna hear yeah i it goes for any kind of relationship in person too so like extend that here in business and i freaking love it justin i mean this thanks man the whole the whole process what you just described can be applied in so many ways both ai not ai but like what you said there's so many tools where you can take what you just said to chat to you know you could vibe code even though v code is riddled with all sorts of issues too but it can get an idea out at least to you know yeah just don't think that's gonna be your go to market strategy against lyft or uber but yeah right right right right but dude i mean you got my brain and spinning in so many ways and i just i just love the the perspective you bring in so thanks joe i i wanna wrap it up right here but what is i guess what's one always kinda think like what what are you most excited for and i mean obviously i think i know on a personal level what you're excited maybe you can you could say that too but anything else like in terms of just what we talked about like your yeah growth i i would say in your next like five years how do you think you're gonna evolve into a whole different version of you you know justin i don't know it's probably ten point o at this point or or beyond anything else anything in your radar you think you're gonna do to up level i'll i'll i'll go as far as i have never said my daughter's name out loud i'm expecting a daughter in the next three weeks which is an interesting it's an interesting measurement of time right so like my i i have a son he's for what i've accomplished in the last four years he was born with four dollars and seven cents in my bank account and like i was not sure if we were coming or going or what the hell the situation was and so what has been accomplished over the last four years is a a true testament and i heard a very interesting quote probably from from instagram i think it was an either linked instagram and it was an image and it said on the day you were born a tree was planted somewhere in the world and that tree has been growing alongside of you for your entire journey and so i'll i'll dedicate this episode to my daughter her name will be story true abrams and you know we had a little we had a a short conversation before this podcast of of our journey and trying to achieve story and it has been a hell of a story and maybe one day i'll record it so i'll dedicate this to her but the reason why i bring this up is because i will use her as the next measurement of time for the next four years and i just say four years because my son is four in the next couple of weeks and like i can fully measure the success and all the tribulation and everything that's happened over the last four years i don't know what's gonna happen but i do have hopes and i don't even necessarily label them as goals but i i do have hopes and their their hopes for me and my nuclear family of course but it's really hopes for my impact and so i i was fortunate enough to listen to a presentation not too long ago at the long island technologist technologists meetup up where the presentation was about what are the two words if you have to summarize your personal brand into two words what would it be and shout out to carolina luna my home girl and she gave an amazing presentation on dis stealing your personal brand and if you have one second was somebody what do you tell them is your purpose and so for me i distilled my two words into drive impact and so i don't really know when i'm gonna get myself into i'm a chronic entrepreneur we didn't really get into my seven generations of somebody but i'm a chronic entrepreneur i run multiple businesses at this point some in various stages of in in various stages of of maturity and so my entire goal comes back to how we kinda started this conversation which is about increasing my own surface area for luck but i don't wanna do that without knowing that what i am doing with my time is driving impact to others and so this comes back to a real childhood pursuit of mind like i when i was four years old like my kid i want to be a doctor i went to medical school or tried to go to medical school yeah and you know my whole my whole pursuit was for patient care and not so much patient care but family care and and being a really stable bedside opportunity for folks that are in trap challenging moments of their life and so i've carried that all throughout my experience and it's what's made me a very good ambassador from a client services perspective for the companies that i work for it's what makes me a trusted adviser through a sales process it's what allows me to be a successful entrepreneur and pursue new businesses and be a great partner for strangers that come along my way and so my my real goal and my hope and what's gonna happen for the next couple years probably a lot of compounding of what currently is going on a lot of growth you inspire the heck out of me man like your your podcast starts flow chart the volume of of of episodes that you've recorded and the extent of the network people that you're a household memory for mh you know i i believe that we are are chronic with with our podcast the journey of our life and so i'm super bullish and passionate about my own podcast and i can't wait for some of the folks that i emulate you know like i have this vision of having steven bartlett diary of ceo yeah aren't strictly from nowhere and like stand in toe to toe with a titan and like i just like man the the the the opportunity to drive impact to people those are the those are the types of guys like that you you you could be a chronic entrepreneur and have your hat fifty different things you can have a full on family in lifestyle you can have a public forum where you're not only finding the blend of creativity but also of phil and activity and meaning in this life and so so my goal is to you know get to the end and look back and be like y that could killed it yeah you didn't leave anything out there man he did it all yeah yeah it's gonna happen you'll have steven on and we're gonna keep chronic steven like yes you will strictly from nowhere go check out justin's podcast over at cause of a kind dot com and and seriously man i i love everything you bring to the table and you literally bring it all to the table wear it on your sleeve so i appreciate you for being you here right somewhere literally everywhere so i have one version i talked to i talked to my wife about this i got one version okay i need it's a great version man so appreciate you man and i gonna be meeting story very soon too you i'm stoked thank you so much man you're blessing to me i i wish you forward to a extraordinary man thank you so much

you thinking about creating a podcast or a youtube channel and maybe you're overwhelmed i mean where do you start is that the content the gear the tools hitting the record button today we're gonna break all that down i brought my producer jacob good onto this podcast he's the one that literally when i hit stop he just makes the magic work so he's gonna break it all down he's gonna simplify it and you're gonna have a plan so let's dive in hubspot makes impossible growth and possibly easy for their customers so i got a perfect example here so it's more house college sure there a school you might not be a university or school but i think you can relate so they were looking to reach more students with fresh engaging content just like all of us but they have a massive nine hundred page website so even the tiniest little updates would take them about thirty minutes to publish but they start using breeze which is hubspot collection of all the ai tools that helps them write and optimize their content super fast much faster than ever before they're actually getting thirty percent more page views for their visitors and they're getting twenty seven percent more time on their site which as you know can convert to so many things depending on your goal so are you ready for impossible growth kinda like this go visit hubspot dot com hey before you get into the episode i urge you to hit pause and go check out the ai digital mind it's like a digital twin of this podcast and a whole bunch of other content i've released go to hustle and flow chart dot com slash a i joe it's hustle flow chart dot com slash a i joe you can literally chat with this podcast with me and my guess in text audio and video for free if you want one of these made for yourself if you're interested go to hustle flow chart dot com slash interest and we make these things out so enjoy let's get to the episode alright we're doing this again professor good i don't know why i officer the home my mae himself no no we're doing this again this is what second time i think or maybe third you've been on i can tell second time i'm like okay so you are the man behind the scenes of at least my show but you are front and center of your own show and you help so many other folks with their podcast and and youtube content so jake good and everyone is just gotta bring you back because yeah you literally run the operations after i hit stop on recording here with people and you and obviously you know brook and katie all collab together but you're the you're the guy who's basically looking at this god awful footage sometime i'm just kidding if you're like go through that bad but no i i love to chat with you because you you're in the weeds of what the latest and greatest is in terms of podcast production youtube production even the marketing side too like with these platforms like youtube spotify apple and beyond are all doing but also the tools like smart tools like des script and cast magic and i know you're using delphi for some stuff and probably other ones i don't know opus but like yeah i guess like how how are you feeling the i don't know like we're at with things right now jacob well i'll tell you this show it's never been easier to be a content creator that was like the time but it's overwhelming because there's like a billion and one options of like you could do this and you could do that was it a tiktok show is it a is it a podcast is it a youtube channel like what what is it that you wanna create what is it that you wanna be as a creator and so yeah it's like overwhelming so hopefully i can maybe shed some light like hey you're thinking this line maybe we should maybe we should head down this direction that's kinda hopefully what i can do that's know that's what i like to do is just throw ideas of the wall and be like okay let's let's see what sticks and yeah i think this is the best place for it you know well i think we both yeah you got great perspective because you work with a ton of clients like ranging from well myself fruit like what six years i don't know how but it's yeah i mean i got started with you and matt back back in the day i was six years ago but yeah i i run the gamut now it's like i work on an rv podcast i work on a little cross podcast i have my podcast it's all about being and i home kid dating we just launched the t podcast on therapeutic plasma exchange like the you know it runs the gamut of like anything and everything i've worked in web three and tech and you know comedy and you know so it's a little bit of everything and that's the thing it's like you have a music background so you're creative yourself you've been in the barbecue space i just always gotta break up barbecue because love you know be in texas next week so i'm definitely getting some yeah i gotta get some brisket heck can i know my spots but yeah like i i like the conversations you and i have about the media you made a great point which you i wanna go through is like it's never been an easier time to actually create content and make something of yourself you know put your voice out there there's so many different mediums now like new ones existing ones that are kinda having new shape shifter moments you know like podcast podcasts go to youtube for instance you have create insights there but also like the why because that's like you see the spectrum of different shows you have your own show it's like a why even do this like why would you have this or and like how can it look like how can it be packaged up and done consistently for the right reasons so i kinda wanna just talk about that maybe we start there is yeah yeah i don't know where where you wanna pick up there yeah i think the why is really interesting because for i mean since before i even worked for you i i was like i'm gonna have a podcast mh and i bought the microphone and i sat on it for i mean what five years something great mean it was longer than that i had it before i sat in for like seven years just thinking about like what do i want my shutter to be i came with all these ideas i could do this i could do that i was like really into the music i was like i'll do music industry news and then i started working for you and i was like i do editor type stuff and then during covid i had this i i i i got lonely during covid like most of us did and and i started having conversations with childhood friends we all grew up home school and we had these conversations about like what it was like growing up like that and then now being an adult and what's changed and who are we as people now and and and all this stuff and so within that it's sparked this idea of like oh this might be the thing this might be the podcast right and then it was like okay what's the intentional behind it because don't wanna just like beat bunch of people just sitting on a couch like y about nothing right like we need to have some kind of driving factor for it and so it it kinda was like okay well let's think about that and it took another four or something years to to like flesh it out but it you know i took way too long doing this i'll just i'll just be honest oh but but it kind of landed on this space of like okay i wanna talk about the good the bad and the ugly of homeschooling and what that means and i wanna share individual stories about your experience what it was like back then what it's like today how it's shaped you into the person you are today with the intention of like yeah it's like a support group for other people who went through that but also for people who are currently going through that okay does it get better are you having a tough time for parents kind of looking at it and making decisions i've interviewed my parents and we've talked about the the mistakes they made but also the great things that they did so anyway i say all that to say like the intentional behind it became very and it's changed even within the last i've been going for nine months i think now with the podcast so it's it shifted even to be like okay we're starting to touch on deeper topics than maybe i initially wanted to we're talking about construction we're talking about like you know heavy stuff baby needs a little bit of therapy sessions yeah exactly parenting we're talking about all this stuff it's it's very heavy topic sometimes not always we we also touch on the fun laugh laugh at it cringey homeschool school stuff but it it was this intentional of like let's find the spot and so that's when i work with people like yourself like with working on an rv podcast like figuring out what is the reason you're doing this and then like let's let's find a space for that right where is the packaging fit the best is it a podcast is it a youtube channel is it a tiktok account like it might not be any of those things it might be a blog who knows we have to find that space that's the that's the first thing and then you can go from there i guess podcast podcasts would you say podcast podcasts is like the best way to capture because i when i think of content like i'll get my thought on it really fast is and how i've coached a lot of people is like hey you wanna capture at least you know audio and video high quality we're using riverside dot fm m right now is it perfect no but no no program is you know and make sure your equipment is compatible that's also something that we all learn along the way but the i think of like capture how do you high quality capture whatever the thing is that you decide that you're gonna do and then know that that can be turned into all sorts of different types of content so like in terms of the destination you know if you capture it well in it like this like what we're doing at the highest quality like four k if you can because everything's on big tvs now even you know youtube videos so yes these are all the like the things that i think about that i know you've coached me on too but like we've coached each other but are there any like i guess like core principles like foundational things that before someone actually commits to it like what what should they have in mind equipment wise software process that's a hard one to answer because everything is a little bit different right but but i think the we have a friend chris carr he he has this like start ugly philosophy and and i'm i'm with that my podcast is not super paul it's like sometimes it's recorded on zoom that's just what's easiest for my guests so i i also have to there's a level to which you have to like meet people where they're at and so i think about like yeah course you could go spend five thousand dollars and get a great camera and a mic setup and all these things or you could just pull the thing that's in your phone in your pocket right your phone pull that out and just start figuring out how to use this to make something and that i think is like what's incredible is like this is why it's so easy you could literally make an entire podcast just on this thing right here and there's apps of course you know riverside is fantastic love riverside des script is one that we highly recommend like they're all in ones but even just like if it's just you as a content creator if you don't wanna do interview stuff like just use the camera app that's built into your phone like just do it and then yeah you can get a microphone there's of course like wireless mics are great you can get wired mics i just upgraded my phone so now i can plug like my sick v seven and directly into my phone if i want to like i can do this yeah of course but this is a two hundred and seventy dollar microphone right i have like we talked about tech issues i have like a hundred and fifty to two hundred dollar camera setup that just wasn't working with riverside today i'm shooting this on my iphone and i would i i didn't see a difference quality wise honestly this like it'd be better so there you go very possible yeah yeah so it it it is one of those things where it's like i a like i used to fifteen dollar webcam for years of right shooting just like my tutorial content that i would do use internally with teams of just like i'm making loom videos right like i i don't think it's always so much about like oh you gotta have all of the tools and get use what's free get started but it but once you wanna upgrade i think des script is like the easiest video editor it's also if you have a podcast it's like a fantastic editor for that as well but if you even if you wanna make youtube content you wanna make blogs you want stuff transcribed like you talked about like you're setting yourself up to make things like six different ways is awesome it doesn't mean you have to make it six different ways right right yes you gotta capture it somehow and if you're gonna capture it yourself or with someone else do it right at least in a way that works exactly and that's why even like zoom i think is great just learn the right zoom settings of like hey i'm gonna record audio separately so i can edit you know joe's track and my track individual of each other and make sure the audio quality is great the video quality is gonna be what it's gonna be because it's it's zoom but there's little things you can do in there even to like pretty much everybody knows how to use zoom yeah krishna it's good enough and then you can learn like i have videos on my youtube channel that we're filmed in zoom you could kinda tell however it's not the same layout always because i i'll take the time to go in and tweak it and edit it and you know manipulate it a little bit shape it so yeah it's not gonna be easy sign me is like great at something like riverside that's gonna everything is independent it's you know a video editor like dream scenario where like every file is independent you can manipulate and do anything you want to anything but when you're getting started and you don't know what to do like just start easy just ugly use what you got you know yeah well like so let's let's talk about this because we're we're saying how there's like different types of podcast or content creators let's just say that like because yeah i don't wanna like narrow down and say this is all about podcasting it's almost like this is creating content like you said earlier it's never been easier to do this and i wholeheartedly agree with that because the tools are there they're either free or they're very inexpensive or you have the tools like capture devices like phones in your pocket and just start ugly like you said buddy chris there's all these different ways that you can you know obviously you make the sausage you know like in there's a different different ways format so there's like the solo creator type which i think most people are or at least they start that way i mean i was chatting with a doctor on the i'll i'll shout out the new t blueprint podcast hosted by me which is interesting with a whole bunch of doctors and it's a great it's a fun show so far it's all about toxins and stuff but you know interviewed a doctor on there who's got a very credible high rated podcast he sitting it within the top like two or three heart pod part podcast podcasts like cardiology type stuff and he's like it's crazy it's just me and it's like a slap together show and like we were talking about this earlier jacob is like you know doctor pimple popper or all these other like i follow some docs on there you know i watch their shorts in their videos and yeah they're all like super rough yeah i mean like backgrounds horrible there's room sound all this stuff they're not using a mic that's detached but like you'll watch it because the content great yeah and i think that's the the heart of it so i don't know it talk to me about like how someone would get started and maybe a workflow mindset but then like and then we can we can maybe follow up and say like okay if have it like a small team maybe how that differs but let's start with like the solo person first yeah so i think you know i ideas is where it all starts right it's like you gotta have the idea for your video for your podcast for whatever it is for me i got a lot of thoughts going on upstairs it's get it becomes really a jumble and so like this is where ai is great for me like i i walk and talk that's what i do i record myself just saying my thoughts out loud i tried writing them down it sometimes works but i'm just i i talk faster than i can write yeah kind of a same and and so it's great so i use something like otter dot i think it's ai but it might be i o something like that and basically i transcribe everything i say and what's great is like that trans transcription i have two options then i can either toss it right it maybe doesn't maybe i just need get stuff out of my brain or two i can take that transcription get thrown into something like chat complexity whatever i can just like dis steal the information out of it and be like okay what questions did i actually ask you know mh and that's or what you know or what was like the main themes of what i did right and then it'll i'll chunk it all out for me and i'll say hey you wanna do like do an episode related on i talk a lot about like d real d religion in in my podcast so like here's the here's the six question that you were kinda like asking yourself and here's some of your thoughts on them and here's you know whatever and what i can do then is like if you use something like complexity or even now chat has the internet connected to it right so like the ability to take those questions and say okay these are great help me find other questions that are in that same vein right and so like i build out kind of my questioning or topics based off of that right and it'll help me pull information from like hey find me some other shows that talk about these types things that i can review right and gives me all the links so i can go back and reference them i think a lot of people want the like quick done for you five seconds and i'm done kind of a thing i don't subscribe to that i'm like it's gonna be a it's it's a process right you especially the beginning you you nail it down and you figure it out and it gets faster over time so that's the other thing is like i can share great workflows that for me take five minutes when you when i started them they took two hours to do that's just what happens once i have that idea then we go into content creation point so right like i'm gonna i got my get scheduled or i'm gonna just solo low hit record boom we're going record there's gonna be seven hundred takes because that's just who i am as person i gotta do the intro six or seven alone pretty good you know man so well thank you and you know i am the editor of the show so you know all of my u are gonna be taken out i'm gonna sound fantastic joe yet to be seen oh but it's just but it it you know recording over and over and over again like you get you gotta use the camera you gotta like you know figure it out but what's great is like a tool like des script so let's talk quickly about des script so go what's insane about des script is like i record basically natively into script or reason if i record on my phone like he plug it in there it transcribe it it's like editing in a word document it's absolutely freaking fantastic but they now have this tool in there that is like edit for clarity or like takeout out retake or something like that i don't remember exactly what it's called but literally i can go in and i could say hey just like look for the times that i said the same thing over and over and over again so that intro right of the you know welcome back to the show dah i recorded seven times i don't need all seven of those stakes and i don't really wanna reveal all seven of them click that it'll give me the best one so it actually finds which one oh i didn't know that that's cool yeah yeah and if for clarity i've used her i thought it just like cut out the u of pauses but it does that so i think there's actually two tools inside of there i think there's edit for clarity which will basically do a rough cut of your tire thing yeah i'm a little i sometimes get a hesitant on that one only because like i don't know again i i like the process of like learning get stuff out you like yeah now you can always replace it right it's not it's not destroying your original content or your like original recording which is great but i do i i don't know i'm calling old school when it comes to that but i i like that now taking out the u and the hands and the the filler words like that's a great use for ai it's like yeah let's let's take out all the pauses let's take out all the gaps you can take an hour long of recording where you know that there's gaps in there where you didn't say anything for three minutes right and it'll just take all that out for you that's you know let's save you that time that's that's an easy thing to do but yeah taking out the retake awesome the other thing that des script does really well is like you can set it so that instead of completely deleting something it will it almost does like a strike through it looks like a strike through on it and so within the the content it'll just jump from before the strike through to after it but if you wanna replace it just hover over it and it'll say replace content and you can just manually do it all yourself so that's what's nice is like you you still have that ability to you know kinda manipulate your word exactly revert back all that kind of stuff you can replace things like i look at like this show right house flow church so like the the process of me editing it is there's usually two edits so there's the rough at it which is me just going through putting some of those ai tools in place i don't do a whole lot just because yeah you know i could take an hour long conversation and we could say hey let's make it twenty minutes right and really cut some stuff out but but i like to do it a little bit manually but i i listen to times speed i'm just at that point and i do all of the rough cuts so all the spaces all the whatever it's all taken out you know i've already used ai to remove some of the filler words depends on the client some people start the filler word yeah removal depending on the client or yourself and then you go through and do the two x speed listen back as you're manually chop end stuff up yeah yeah and that's mostly just like you know let's say we get to a point where like i start coughing right and like we want that taken out you know it it's gonna be taken out that stuff and so from there i have this rough edit that's like okay it's decent and needs a little bit more work but for for our process and then that recording goes into cast magic so we can start building out blogs and things like that we get to cast magic in a little bit but cool just so you know so that rough edit it goes to cast magic now it's the detailed edit right so i'm gonna turn it down we're gonna go back to like one time speed or you know maybe i'll i'll dabble sometimes in one point two five right but more of like what you're actually gonna listen to this thing at and that's where we're going through and like okay this pauses is too long this pauses is too short let's extend that like they tripped over this word can we edit it to take out the trip out and make it sound okay you know also editing videos different than editing audio where like with video there's a lot more grace for someone's tripping over their words because you're you're actually seeing them do it right because opposed like it's nature it's very natural and so you don't want it cut between like right like it just it looks weird it's funky but but with audio you can get away with a lot more so again that comes back to deciding what your content is gonna look like is it audio only is it video is it what is it gonna be and so so you know think about those things if you're thinking about you know also if you have two camera angles it's a lot easier to take out a lot more of the u if you have you know and if you just have one yeah exactly you can flash to somebody reacting to something cut out a bunch of stuff you know all those types of things these are all things to think about of like what do i want this to look like really now i will say this hard cuts not a deal breaker i do talking head videos too just stare directly into the camera we're doing our thing there's a cut it's very obvious they do a little punch in and do whatever you know it doesn't even have to be but like that's so anyway i got got off track there but yeah so the second pastor was that much more refined we're looking for all of the really problem areas and sometimes that takes like me highlighting something and being like let me put a comment or a note here for myself to be like this needs work right come back at a later time right and that's so that's the second pass is really just kinda that like let's refine this get you know intros out intros put in let's find the the the beginning if there's a if there's a teaser let's put that in there you know all that kind of stuff mh and yeah and usually so a lot of times now that second edit pass through it's done after that and so and then we're gonna export it and it's going onto all the platforms right so we're just gonna upload it easy if you ever uploaded over youtube video it's basically the same as uploading the podcast like they look very similar just a little box sets upload you just click put your file in there you're all in hubspot helped tumblr solve a big old problem so they needed to move fast and produce trending content that they're known for but their marketing team was stuck and they were waiting on their engineers to code every single email campaign that had to get sent out but now they're using hubspot customer platform to email people in real time with all the trending content that they're sending out to millions of their users done just in seconds so what's the impact that means three times more engagement and double the content creation pretty sweet so if you wanna move faster just like tumblr did go visit hubspot dot com i'm gonna do a quick shout out one more time for the thing i talked about top of the episode which is the ai version of me and of this podcast in my youtube videos and all these things it all lives within this ai platform i used delphi dot ai to create it and i want you to use mine it's totally free go to hustle and flow chart dot com slash a i joe that's hustle flow chart dot com slash a i joe test this thing out it's crazy you could type with it talk with it you can even use video and you can look up anything from this podcast you can ask a question about your business life any scenario it kinda learns about you with the information you give it it's rad you love it and also there's a lot of people who are asking how do i get one of these how do i build it out the cool thing is my team and i have been building a ton of these every single day i've used the platform del dot ai for two years i'm actually one of their advisors because i was one of their first users and just give him a ton of feedback i love it but we build these things so if you wanna use it for lead generation for you know you have all this content as an expert author coach type person we can put that into this digital brain and make it interactive you could use it for customer service internal training for your team for your organization lots of uses if you would like one of these i can pass over an exclusive deal there's no one else that's that's offering this out there i work closely with delphi as one of their partners agency partners to build this out so hit me up type hustle end flow chart dot com slash interest into whatever browser again that's hustle and flow chart dot com slash interest and hit me up let's build this thing together alright back to the episode and des script has i know it it natively pushes to youtube right yeah but i mean it pushes to all sorts of places i've just ever really done youtube and general export yeah yeah so you can link all your stuff inside of des script the only reason i don't do that is just i i work with so many clients yeah i don't it's it's just a juggle to to have all yeah so i just do it manually or i do have like my wife works with me so her and we pass off stuff all the time but do the stuff yeah yeah so it it is kinda nice to like have somebody like say hey like can you just go upload these three videos for me and you know but if you don't have anybody you know it doesn't take that long you just put it in there walk away do your own thing for a little while and you know and then in the meantime now we can go into cast magic if you want or if you've got questions on the know i mean script if we just like i guess wrap a bow around des script you can capture there you know that's one way to capture another way is you know we're using riverside dot fm m it is a different program and some of the editing features you're talking about are in riverside they're just not as in depth i would say like they don't go as in the weeds as des script as like full blown editor all the options like i would say yeah like there's the capture side i guess even pre capture just to kinda like roll back even further is you mentioned otter dot ai swear by i swear by it as well you know like just get it out of your brain whatever that is like i think this helps form any solo content that you do where it just gonna it's gonna help you clarify your thoughts and put them in a structure preparing for guests like i know you use this to prepare for guests like you were kinda describing i do it as well like i'll have more i guess you know notable type characters that i have on the podcast i have like some web presence with the say you know they got news about it and they i got a website and i like background research i still go to otter usually first if i remember because i'm not perfect either but like yeah i'll i'll take a little ten minute walk or something around my house or outside talk about what i would like to talk about with them but then i yeah take that transcription from otter throat to chat gp and you know to get in the weeds on chant you could even make a project in there that has instructions around your podcast or your content so i have one for hustle flow chart that basically says like yeah anything in this thread within that that that project just know that this gonna help me prepare or develop some content around the podcast so it's gonna know kind the topics the types of things i wanna talk about in the structure of the show so it'll give me some pretty damn good outlines of the show flow also potential questions and then i can layer in any research and then just enhance it enhances it for further yeah and that's usually what i'm looking at during the show something chat or in a dock usually pulled from there yeah that's also why love complexity too is like it that has that kind of it will show you the resources that it pulls from if you wanted to if you wanted to search the web and you wanted to pull stuff i know chat you can do that as well i right now i'm a huge complexity person i also use chat for a bunch of stuff too but but complexity has been like great i think it i think the research and complexity is better than some of the other ones i gemini catching up yeah oh yeah gemini is getting really good too i mean they're all like this is just the game with ai like he just gotta if you if you're beginning this and you're like i don't even know what just pick one it doesn't really matter like just pick one i would say chat complexity gemini that's the order i would go in as far as like popularity goes and what you wanna pay for like yeah it's twenty bucks a month start free just just do it i do a lot of stuff on free chap chat people free tiers yeah exactly so that's that's something to keep in mind too and like and even as we get into the cast magic stuff of like yeah cast magic is another paid tool everything that we do in cast magic for this show and for the t blueprint like i do all of that manually in chat and complexity for my podcast so because i look at the way this is how i view cast magic if you're not familiar with the tool it's basically you can submit your transcript or resubmit submit a video it transcribe the whole thing and then it helps us build out all of our blog posts tit all that kind of stuff pulling directly from that content that we submitted and saying hey here's what you guys talked about we have custom prompts in all of those places so we have like our blog post we know we want it to be x amount of words we know we want it formatted this way we know that it doesn't need to include these words right so it builds that out for us tit we have a a structure of this is how we like the titles of our episodes it does that for us you know and so all of those things but it's all built in there it's one click of the button submitted it goes off and does its thing in magic ai island i do all that manually for like my show with some of the other shows it's like i have prompts saved and i know i can build projects because sometimes done done just lazy and don't feel like it but of course but i do i can have these conversations that are a thread of like hey it's this specific topic it's this specific episode and i'll just manually input all of my prompts and i love the canvas feature inside of chat because i can edit it and i can you know with my own words my own language in there and i can resubmit it and say hey is this good did i fix it did it does it sound better and sometimes it'll say yeah and sometimes will be like actually i think you should change this back or you should like actually adapt this i see you want it more like this here's another version of it you know that kind of thing but anyway so i say that because if you don't wanna pay for a bunch of tools yeah you could still do it for free you just create some good prompts here's what i like to do for prompt creating i true off on the weeds but prompt creating i will do a when i start with a new show and we're looking at like what do you want for show notes i'll sit down with them and we talk about okay what do you who show notes do you like okay do you want it simple do you want clean how many links do you want in there how many you know do what do you want do you wanna push products or promotion you want like what do you want in there and so as we dial it down more some people like quotes in there personally not a fan of that you know so but anyway so we'll figure out here's the list of things i can then go into something like and i can say hey i wanna build out show notes for a podcast here's the things i want here's you know maybe some sample content that i've written or you know or my client has written sometimes they'll send me like hey this is what we've done in the past we really like it we just wanna like update it somewhat and just ask it questions like a normal human would just be like hey can you like make this better how would you make this better what would the and then you finalize it by saying okay i really like this piece of content that we've created make a prompt so that when i submit a transcript to you it will create show notes that look like this yes out for you it gives it to you it will do all of that work for you and it'll write it in the language that it will understand yeah okay done that's how you should make me prompt yeah and then i save that and i put it i have a clipboard for all of the different shows i work on right so it's like again i'm working a hustle flow well i guess we have catch magic but i'm working on rv life i'm working on the ride i'm working on xo home school club right i have all of these prompts that are uniquely designed to each of those shows and i share those with my clients as well they have access to all that and what's cool too is a lot of them i mean now chat has like you can share your thread with people right so then they can go and interact with it as well so you know i have clients that they don't want me to build a blog post for them they wanna do with themselves great here's the link you can ask whatever questions you want something yeah exactly so that's you know a think brilliant yeah it it just is like a great it works great it's like one of those things and and i we can get into the ethics of ai if we really want to but i just you know i look at it like i'm submitting my own content i'm not asking it to go like hey i wanna copy word for word this person's style right i wrote something i'm using my stuff this is my content i'm just asking you to re tool and help me make it better i think that's i mean what you're describing is it's not it's not stealing the creativity of the human element it's it's basically it's helping you just formal it into a structure that you're also asking it to do like you're saying what you want and and it's just arranging the content that you've already recorded or you've provided it in some way and and putting it in a way that's gonna be you know easily readable and and digested best by someone else i mean that's what you describe is exactly how i make a prompt and just like i'll recreate that just really fast is essentially like and do this for anything in your business like chat gp yeah you can essentially describe what you're looking to do you can brain dump directly in there or you can you know from the otter description or you know transcription that is of whatever brain dump but then it's like yeah you mold it you you talk to it back and forth like a human like you said just like basically keep refining it tighter and tighter and tighter to the point where you're like damn that's pretty good you know and and you can write in the style of your voice or someone else's voice if you want to or make it shorter concise word length whatever and then at at the very end of that conversation to say now all that information that we you just heard me give you basically make that a prompt i can use it again for another episode or whatever other purpose and dude that make so many prompts like that and then yeah the fact that you're organizing it you have like a playbook for yourself and and every client brilliant and the fact that you're sharing it with them i think that's something that everyone can do because like yeah i i think the thing with ai is like don't ever lie that you're not using ai i mean it's a tool and all it is the tool it's augmenting us in a way you know yeah i bring that up when i talk with my clients say hey i use it for this i use it for x y z if that's an issue like we need to talk about it that's it's just part of now look the business right it's like we use this that's why this is why this what we do with it this is why we're sm it ear you know if you don't feel comfortable sharing it there okay that's fine but like i need to know so that we can change things up we could do it differently yeah what does it look like you know so i just say that to say because i have a lot of friends we talked about music business you know i i have friends who are artists and creative and like it's a big threat to them and they're very scared by it so having those conversations with people is very important right now and just don't like shove it down their throat just just to shut down their throat like let people get there naturally you know a lot of the people i work with they were handwriting their show notes before and now they're like oh i can do so much faster and yeah they're still gonna go in a tweak it because they enjoy writing but they're like mh i can already have submitted all of my stuff and it just gives me the outline and take it and run with it and that's the key thing yeah it's like there's a i think the creative side i definitely you know i i would probably argue that a lot of people got lazy or like there's i mean there's also a new wave of creativity can't argue that it's not a different form of art of some sort of whatever i mean i'm not gonna you know i'm not the one to debate that because i'm that's not my lifestyle of of creating art but it's definitely a threat but at the same time it opens up a lot of opportunities just like any new tool does so yeah it's whole thing like start adapting at least your your other prop whatever process you can and know that ai can be a tool to enhance what you're already doing yes absolutely usually the money no know when to be human and know when to use a computer that's kinda that's the cool way i kinda look at it like is like that so i don't know do you want me to jump back into cast magic of kinda like what we do there i mean kind of explained it but you kinda you got it man and and you know there's we've talked about cast magic before in the episodes too so you can always you know search in the search far look for cast magic and talked about that i would say let's see like just to kinda wrap this up because you could scale this up or down like you could do this as a solo content creator and also if you have a small team obviously you can share you know like chat e like you said you could share threads could you could you know pair up on the account even you know like there's ways to business account on there whatever it is cast magic you know get them in there and i would say start training others that's i think that's my my tip for anybody creating content like get good at the process yourself just to understand it and get your flow but like you know as long as you can afford it i would just i would just tried to have others help like support you in doing the the production stuff and all that so you can focus on really generating the best content and yeah you know again it totally depends on your situation business whatever guy going on but well can i can i add something to do that too it's like a solo creator like my podcast is edited produced recorded all of it is me yeah i started off very much like okay i gotta be on all these platforms i gotta do all of this stuff i gotta make crazy thumbnails i gotta do all of these things and when i really scale it down and i said no i'm gonna do what i have the time to do right now this is a for me it's not about making money it's it's a labor of love yeah course i would love it to make money someday but that's not where it's at right now that's okay what i look at is i am i having fun doing this and then what are the things that i wanna add to it i added so many things so quickly i did a book club i burned out of doing a book club i was like really struggling doing content i was like six months into it like that was not a good it was in a good look to be honest but what i've realized is i'm like no just gonna tack on the things that like i'm good at doing x y z i've got that down now we're gonna add the next thing and so i i'm starting much more simply from a perspective of like i don't have a facebook page i have a few social media accounts i don't post on all of them i just have the handles you know but i'm like okay i'm enjoying this one right now gonna focus there but the main priority is get the podcast out and get it on youtube those are my two focuses right now and then i have a newsletter and those are the three things that i really enjoy for my show it's just like those are my weekly tasks those three nothing else matters we'll get there some when i've got a team that we give me like all of the social media and we can be put our crazy blog posts and we can do all that other stuff but i just i had to simplify it and just be like okay let's do this first what are you using for your newsletter i use bee h so yeah yeah that was a recommendation i think from you or matt wolf and it is yeah super simple it's super cheap it's for they have a free tier yeah up to like so many subscribers but even like i did the the test of like the paid tools the tools are really cool you can do some of the things that i was wanting to pull my audience and do things like that but it's really cool it's just it's very fun you could build out a template inside of there gonna be honest they don't push a whole lot of like ai stuff inside of it which was refreshing right like i can go in and and it is like i can write my my post and it's not coming through and saying hey we we think you could you know change this and whatever like nope just is what it is yeah but you could build out all the widgets and all the fun stuff inside of a you know what an email in newsletter looks like and it builds you a website as well so also like i have a website with all the back issues of my podcast mh and it's really simple i'm i'm learning it as i go so it's really just it's a labor of love of like hey weekly it's a reminder go listen to my show it dropped the other day also like here's the things i'm listening to here's the things i'm doing it's very personal it's just you know it's just fine and i think like creators yeah b hive i'm honestly probably gonna move my stuff to be hive just because it's made for the newsletter thing yeah i know matt yeah know matt wolf does i believe he's yeah he's still using it i mean i haven't interviewed joe's s who i think might be the episode before this one but he has damian got yeah and he said straight up like he has a whole email platform but he's like it's not made for creators like this he's like bee hive the way to go for it so yeah and they have a bunch of integrations too of like if you do wanna get paid or like mh that there the way their ads work is really cool like i see like i can advertise for matt newsletter if i want to and it shows me how much i would get paid per open and and all that stuff it's pretty transparent and it it feels it feels really cool so i don't know i'm just experimenting you know i have a fun with it you know i dig him in i mean i well and i think it's a good way to just tie it up and i like how you said like you don't need to be everywhere and i would agree with that i probably yeah i should have said that as well at the beginning but it's like make sure you capture it yeah because you never know what but like either way you wanna capture great quality video as part of it you know you might not even be in the video yet but it's like capture the video just like get yourself you have all the tools like your phone like you said just capture good enough video and then exactly ten eighty b ten eighty p and above you're good even seven twenty you'll be okay but yeah yeah you talked about you hit on really quick like just to give people like the quick like here's what's happening in the creators space right now of like youtube has announced that like they their highest watch levels come from smart tvs now so that's something to keep in mind when you're making content also like keep in mind youtube is the second biggest search engine in the world okay so like you want your shit there it doesn't matter what you make you probably want it there but also from a podcast podcasting perspective they are number one they in february they announced they had a billion streams or watches or however they calculate but billion consumption hours of podcasts that's insane it beat out every other platform they're now number one spotify number two in apple's number three like you have the these are important things to know if you wanna be a content creator where are the most people at of course there's always riches in going and finding the platforms that there's a really solid audience there that's you know smaller but you should just keep that in mind just know that that is that is what it is and then from a spotify perspective they are leaning heavily into video they are leaning heavily into the creator economy they are going to build out it looks like this is my hypothetical but it looks like they are going to build out what is gonna be like the next youtube potentially i don't see yeah they've been they've been pushing for it for a little while now and yeah like they said yeah they got a the podcast or thing you know they made a big push for audio now video rolling out already add platform as well so yeah i i believe yeah both of them are committed to providing new tools youtube i think has a better monetization strategy but they are rolling out brand new tools to podcast to video creators all of the time creating new ways to monetize yep if you are a course creator they're launching a whole platform to do that inside of youtube like they're it's just and and youtube i look at it is like it is your own personal like direct tv in a sense where like your youtube channel can be everything that you want it to be your main videos your podcast your short content you have a written content now you can put paid content you got membership in there like you can do a lot inside of youtube i just you know you don't have to rethink the wheel too much just like just you know like figure out what you wanna make like going back to the beginning figure out what you wanna make and the modality you wanna make it yeah and find the platform that works for you yeah and be consistent yeah keep going out there and because yeah there's the cool stuff happens when you put yourself out there we'll just say that yeah yeah connections happen someone will just help you out get you in front of an audience maybe hook you up some sponsors or some way that that you thought was probably impossible but it's not but you gotta you gotta just put yourself out there so exactly cool well dude i don't know if there's anything oh shout out because i know you're helping a lot of cool people out and a common question i get is like hey who who or how do you do your podcast and all this stuff i'm like i don't i i i show up and talk and i like it that way but jake's man jacob a man behind the scenes doing all this for not only my show but others like you said but how how can they contact you and and potentially maybe sync up with the absolutely so on all the social platforms is just the jacob good last name is g o o d e n and it's jacob spelled c not okay but yeah and if if people wanna reach out to me it's doug jacob good at gmail dot com i was gonna say too for your listeners like if you guys want an hour of of coaching i'm giving away free free slots for the first five people who email me wanting it i'll sit down with you for an hour over zoom call we'll chat about what you're doing just what let's throw spaghetti at the together right if you want help with the script if you want help understanding how to get your podcast posted whatever it is like we can chat about it hopefully i can be of help and if not maybe i can point you in the right direction but yeah so if you want that the first five people who shoot me an email saying they want that awesome even if you or if you're after that if you still want it we we could chat we'll we'll still chat okay but yeah so there's that and then i'm gonna do self plug my podcast the x home club i'm gonna link it in the show notes because you know yeah i i really everyone thinks joe runs the show over here i i really am i'm the one who wants the show you're right yeah don't luck oh no link you're in in chat out your email one more time and it's the jacob good just the jacob good at gmail mail dot com and yeah reach out to me i'm i'm was down to answer questions and chat and we'll jump on a zoom call email what we'll text whatever whatever works for you we'll make it work cool so yeah link and link that up and hopefully people stay to the very end but either way like you'll make it apparent make sure it's apparent in the email yeah part not email in the blog post alright man i think my brain starting to go this is this is great i appreciate you dude all the work and everything and making me smarter at least that it looks smarter on the outside through your your wizard editing so well thank you i mean i i have loved working for you and i think the greatest thing about working i i choose who i work with very strategically and that is i like people i can collaborate with and you said it earlier finding those people who even if you don't necessarily work for them or work with them like you just there's a collaborative spirit that we can we could share right and it's like let's just put each other to be better and you know and we get better that's just how bugs yeah and you have fun what exactly that's the whole point right is have fun yeah oh dude i trust me i was in a hustle mode for a while and it was just not fun i'm like what the hell and then finally came out of that following like yeah you was stupid it's like life is short like choose what you wanna do and he better be having fun you interesting you in some way but so make content like that y'all too like do something that jazz you up i think that's a big thing and yeah absolutely cool alright man thank you thank you thank you everybody watching this one till next time