Hustle & Flowchart: Mastering Business & Enjoying the Journey

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

do you keep capturing and convert the attention of your ideal buyers that's the big thing and so i think ai is finally starting to really deliver across each of those paradigm getting the tension yeah keeping it and then converting it right now i feel like the gap between where the marketers were telling people ai is and what it can do and what it can actually do is closing pre anybody can type in a chat and get an output and that's actually very cool yeah but how do you apply that in the business so it actually moves the needle and get you an outcome seventy eight percent of buyers don't buy from the best and they don't buy from the cheapest they buy it from the first person that responds you can have ai or minute someone clicks an ad or or generates any interest on your site you can have ai automatically reach out to them like immediately 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 flu 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 hubspot makes impossible growth and possibly easy for their customers so i got a perfect example here so it's more house college sure they're a school you might not be a university or school by 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 joe we're doing this joe to another joe it's always a great day when joe's connected make make some cool stuff happen thanks for your time brother hey man thanks for having me man yeah of course well i mean you you come up i feel like you come up in conversations in a in a lot of places lately of course you know either your name or or daily dot ai which is literally just it's it's awesome so we'll be talking about that i was just at an event scott duffy event and at second day and i think you were there the first day i'm like dad miss joe yeah i just came it for the day so shout that's great yeah he's he likes to bring joe's in to make sure each day is amazing that's it the evenly balanced event when that happens yeah yeah well i know so you of course you're heading up this this venture with daily ai you've had some cool adventures and ventures prior to i guess what do are you excited about right now we'll just start there because i know you're living and breathing ai you have really cool background as well and what's yeah like how are you seeing things right now the the state of ai i guess just what you're focused on right now excited about then we can kinda dive in a little bit more right now i feel like the gap between where the marketers were telling people ai is and what it can do and what it can actually do is closing pre meaning like the hot air of of all this whiz bang that people have been talking about over the last year or two you can actually deliver on a lot of it now which is really exciting and so and it's only gonna get better as time goes on so for for me that's the most exciting thing in ai especially when it comes to business and i think one of the best places in business where ai is having the biggest impact is in generating nurturing and converting leads and if you look at why most businesses in the western world go out of business it's because they don't have enough cash they don't have enough cash because they don't have enough sales they don't have enough sales because they don't have enough leads i mean some really small percentage of people never make it past three million a year and if you're making three million dollars year or less per year in re like in revenue then your main problem more than likely your biggest constraint probably leads you're just like in obscurity and you don't know enough enough people don't know you and your offer or your business that doesn't matter if you're a rooster or a plastic surgeon or a coach or a consultant or a mastermind owner or whenever you're selling right that's the big issue is how do you get leads how do you keep capturing and convert the attention of your ideal buyers that's the big thing and so i think ai is finally starting to really deliver across each of those paradigm getting the tension yeah keeping it and then converting it that's good yeah and i think people are starting to understand how i mean there's a assortment of tools that can help us do that at the basic level chat gp but then you know of course daily ai it's helping a lot of that specifically in the email side of things but there's some cool stuff you were just telling me right before this yeah what it does as well to to do more of the actual convert to you know buyers in a in a quick amount of time yeah well before we even talk about daily let's talk about like what's working right now with ai k so so the the big things that matter the most is just use it every day that should be a non negotiable if you're a a founder and entrepreneur entrepreneurial business owner and even if you're a solo if you have just you or anyone else beside you your ea your team i think number one mandate is you should be using ai every single day because the knowledge that it gains on you compounds over time right the more you use chat and in reference everything it knows about you the more it knows about you the more can actually help you so it's really really powerful this was not always the case plus it would be kind of like if we were right as the era where electricity came on and you didn't have electricity at like how frequently would you like to be using electricity right as much as you could afford to so so i think it's a non negotiable i think that step zero is use it every day i don't actually care what it is but use it every single day and use it as much as you can mostly so you build the muscle okay that's the first thing but the big use cases that are i think really exciting right now are number one is using ai from something that i call speed to lead right this is important because if you wanna generate more leads and convert more leads these what the data that i'm about to share with you super important if you respond to a customer in less than five minutes from the time that they raised their hand to say they wanted to get in touch with you they are four hundred percent more likely to convert and seventy eight percent of buyers don't buy from the best and i don't buy from the cheapest they buy from the first person that responds mh and i'll give i'll give you a real example from my life so i was delivering a workshop we do a three day ai workshop and over the winter and a pipe burst in my front of my house so the water company came and turned off the water to the house because it was leaking like two thousand gallons a minute or something crazy so so my wife just goes okay like looks at yelp looks at google reviews calls the best plumbers that are in our area and how many of them do you think picked up the phone oh i doubt it they have a maybe one zero zero of them pick up the phone so like and she's relentless if you ever met my wife you'll know she's just dial down down know finally she got a hold of somebody but she had to tried very hard to get in touch with someone which she had a problem to give them our money okay yeah so and and that that use case is imminent sol with ai you can have ai picking up your phones if you have an inbound lead system you can have ai booking your calls for you instead of doing it on calendar you can have ai the minute someone clicks an ad or or generates any interest on your site you can have ai automatically reach out to them like immediately right and just that speed to lead all that's doing is hedging your bets that if that's a qualified marketing qualified leader qualified person that's like uniquely positioned and perfectly positioned to buy the thing that you solve a problem for then the chances of you converting them and turning them into happy customer are so much higher right that's one of the use cases there's a second one that i think is really important and that is let's just call it dead leads or leads that you've captured at some point but maybe didn't convert you know the only like three to five percent of the market is ready to buy right now ninety seven percent of the market or ish needs more information before they buy i think a lot of mistakes that smaller businesses you know those that are below five million a year or three million a year in sales is they just don't like if the lead comes in and doesn't convert they just kinda forget about it yeah imagine all the real estate agents that have had contacts with potential people that wanna list their home that haven't followed up with right years years of people yeah exactly and so you know you miss a hundred percent of the shots you don't take and right now voice ai outbound voice ai so good that you could actually mow through the entire database of everybody like if you have hundreds or hundreds of thousands of leads that you haven't contacted it can mow through all of those leads and and du find the ones that are actually interested sounds human it's not perfect and i would recommend you say hey this is this is somebody from this person's company and i'm an ai i'm just reaching out because then then go into your script yeah if you shake those trees the chances and if you have enough of these leads the chances that you come back with with zero progress is quite low right so these are two great use cases i think are super super available to people that folks just are paying a lot attention to that are high leverage they're highly lucrative and they're fairly low cost to put into place i love it yeah speed lead and then the dead leads because we're all sitting on on those it really boils down the leads like you said and then yeah and then of course conversion we'll talk about that too back to like the dead leads thing so it's basically react essentially is what you're talking about right like database recognition are there like could you break down a like a workflow you would suggest or maybe one that you use including some tools and just kinda like map it out a little bit absolutely well first of all the the first thing you're gonna wanna do is be able to sub segment your data so you're gonna need your data in a place where you can take it apart and identify the leads that are actually dead and and maybe even rank them or score them so anybody with a modern crm should be able to do that we work frequently with people that have go high level daily works with pretty much any crm and a lot of lot more people have go high level so if you barrel would basically go back and look at your leads like the first place i would look at is who hasn't engaged with me for as a as a prospect in sixty days or greater it used to be longer you think a dead lead is like ninety or a hundred eighty days but what's interesting is if you don't email somebody for thirty days you try to mail them again the chances that thing ends up in spam is really high because of the way the algorithm works now right so sixty days they haven't touched anything they haven't opened anything like let's just run through the real life scenario it's unlikely they went on vacation for two months right right yeah thirty days get a eagle on vacation you get backed up maybe four or five weeks but like once you get to eight weeks like that those people are gone you're in the span box something's wrong right mh and then the next thing that i would do is i would use you i think get is a service called clay there there's a handful of these services that you can use to enhance that data so i would take those emails and then first and last name and email and i would enrich that data so you can get things like zip code buying power like a bunch of hygiene data metadata around those customers and you can actually take that spreadsheet and upload it to claude chat ep and say hey here's my ideal buyer here's what i sell looking at this data help me rank this list of people so that i can i can and who are the best buyers and who are the the the worst buyers for my offer right and then it's great in that data if you have a column that's like date last contacted so they know how stale it is and then at the after that you can just say hey like saying great now help me order this list so i know who to reach out to you first then once you have that ranked and because that's available to everybody there's more sophisticated tools that everyone has chat then you rank it then you can hook up a tool like va v a p i dot a i to to like go high level possibly even with like a make or or or an n a n type of automation yep where it's you know va is gonna connect to an ll like like chat or claude it's going to sync up with your crm to get the data and course you could do the spreadsheet too but definitely recommend okay a crm automate automated it yeah and then it can update contact records in the crm it can move through the list and make calls it can pass off like if you have a go high level you can pass off to a live human and it that's appropriate and then just have it works the list right and it's a little bit more to it you know like the blood buttons to push and all that it's probably more than we wanna get into here but it's slurry that simple and you could set up a voice agent that moe through dead leads with that's if you wanted to do it yourself there's a handful of off the shelf tools i haven't used them personally so i don't feel comfortable endorsing them but like the what the thing i just described not only have i used it i've helped other people set it up multiple times and that's what seems to be working and it's straightforward like what you just said and thank you for sharing all the little details i figured you had like a solid process to this you know and yeah va you know just looked at it really quick i've heard of it but haven't used it that's the voice agent part yeah it does the actual call once it i has the list yeah yep exactly and that you there's there's more a little bit more to it some of these large language learning models the apis get saturated so the api calls start to slow down and there's some technical nuance in there that's worth paying attention to but my what i found joe is that like speed of implementation is the most important factor for a business success like if you're sub ten million a year in revenue you just gotta take action and measure what didn't work and just make one thing better each time so i wouldn't get caught up in the details i would just see how fast can i scrape it together and ship it and then just fix it as you go worst case scenario you're calling people that didn't wanna hear anyway the bar is quite low and that's just my my mental model for ai is like speed of implementation don't let your story around technology and the limits that you have of your relationship to technology get in the way of you helping more people that right there held me up this what couple years ago you i was always into tech but i told me us i was like i just you know this is too much right now to take on and dumb story you know it didn't take long for me to break it you know i was just like yeah okay the fast i get in here you flex the muscle of ai even if it's baby steps and even if that's you right now listening watching you know just baby steps hop in they're all free to at least try you know like chat claude per complexity whatever it is just get comfortable and yeah like you said like just do some of these quick actions i mean we all have these things that we can think a little clear or maybe automate in our lives and or haven't even just write a script for us like just experiment and and get usage just you'd be shocked if you just use it every day and then start adding a new capability in your capability how much farther you can get we kind of knew right so the way daily ai started is i was in the middle of selling my last company all five founder i've had three successful exits and i was in the middle of selling my last company and i was like i wanna do this one more time so i got introduced peter dia amanda and ed pagan who are my two business partners now and we had access to the open api like pretty early like before chat and came out so we were like twain around and playing with things we about it year to kinda of figure out what we wanted to do and what we realized is that the capabilities of ai are gonna be coming out so quickly that the rate limiting factor is gonna be people's acceptance of of any ai solution like like how much will they deploy and use it and how much will they trust it and of course if you look at the distribution of markets there's early adopters it's a bell curve in the first little third on the left as an early adopters so we knew there was a market for that but we also knew that would ai capabilities without pace people's willingness to accept solutions so from day one at ai are out or daily ai are main mantra has been outcomes over outputs anybody can type in a chat and get an output and that's actually very cool yeah but how do you apply that in the business so it actually moves the needle and get you an outcome right and so we start thinking about well where do people need the most help and we noticed that it was in leads and conversions and then where's the biggest opportunity there it's in the follow up man it's in the nurture right so people are pretty good at getting leads and converting them but this nurture thing in the middle has been a struggle so we launched our very first product is an ai automated email newsletter eighty percent of our customers have a forty percent or greater open that means you know that's the number of people that open each email which is insane because the average open rate depending on industry between percent and twenty percent i mean yeah it's it's quite low so we're most of the time we're able to double people's open rates it just a pause for on that stat like because that open rate stats been going down from what i understand right like just in general with email and sending yeah it's been going down because last february google and yahoo and outlook would made a bunch of changes you can't hide under like these big group ip and domains anymore but that doesn't matter because we do all the boring stuff before you ever launch a newsletter like we clean all that up for you so like you upload your list and our machine learning will will go through your list add metadata to it rank it remove all the spam traps dead emails known troublesome people on your list and then it will actually rank them and let's say have a hundred thousand person list it'll break it into little chunks and warm your list up based on who's most likely to open it and it knows that because every time someone opens our email these letters right from our customers the ai gets smarter and smarter and smarter so it's actually learning what people wanna click on and watching what they're what they're doing i'll give you an example so we we did a newsletter for robert kenny junior during his presidential campaign and that's not like an endorsement or an indictment of the man's politics he was just a customer happen to like the guy we we've hung out a handful all times yeah so he his list was massive i'm not able to say how many people on his list but it was massive when he we uploaded his list to our platform over twenty percent of his subscribers already subscribed to other newsletters of customers on our platform so our machine learning already knows when they open it the subject lines that resonate so if we're gonna warm his list up the machine learning is going great let's start with the people that we know will open first right that's so there's all this getting it in the inbox stuff that most people are just falling over on right now we've built back end workflows that that you never see it just works you just upload your list and we walk you through the process and so the just so we can win the first war of email which is land in the primary inbox which like i've seen so many smart people partners at mine and clients i'm like when they switch to a provider or whatever it is or just start emailing something fresh it's just spam spam spam and it's like how the hell do i get out of here and it's a constant struggle like long time for sun phone and it sucks it's it's feel about it look if you've scraped or bought your list it doesn't work don't come to us like figure that out like if this you know if you scraped it off of like instagram or bought some third party list the just the the algorithms are too smart for you now they're gonna know that you don't have like they just know right so sure but if but if you are coming from a a reputable sort of email service provider like daily ai it's it's warmed up and those people are encouraged to engage with it in a way where google outlook out google go yeah this person's real they want this and you deliver content that those algorithms algorithms go yeah this is real stuff right because they they actually analyze it at the individual email level to decide if they're gonna put it in the spam box or not used to not be like that and so with daily we have it's like three or four thumbs scrolls of content like an image a headline in a summary it's meant to feel like instagram in the inbox right in that format we reverse engineered from hundreds of different formats because we figured out that that's what that's what outlook gmail and yahoo love to deliver they know that that's valuable content that format is used by millions of companies all over the world so we just reverse engineered that and basically started making it smarter i'd like to say there's three forms of truth in the game of marketing there's what the business thinks the market wants there's what the market says that they want and those what they actually click on and we like to over index on that third one right like so what are they clicking on and then give them more of what they're clicking on that's dynamically so so that's that's why we're able to warn people's list up more efficiently because like our machine learning is starting to understand like what lists are good what clusters of customers are likely to open it does like an ideal buyer persona analysis it's starts looking at like oh these people are kinda like these people so it's not just like a chat gp summarized newsletter there's like a whole bunch of back end machine learning intelligence that's it's like fighting the war of email on your behalf and making it better every time you send an email out because at a surface level like if someone were to look at daily ai when i first heard about i was like awesome they're like it creates many email newsletters for me like super fast and it it's does in a smart way but without diving deeper in to it you don't realize yeah it's dynamic it it's actually changing depending on their actions which like there's no way you can keep up with that with chat i mean you can i guess try to string together a whole bunch automations but that's a pain itself and most people aren't even sending emails you know that is 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 is totally free go to hustle and flow chart dot com slash a i joe it'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 gave them 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 and 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 upset hubs hubspot helped tumblr solve a big old problem so they needed to move fast and produce trending content that they're known for but the 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 that leads to a question like so you mentioned obviously there's a gap for any kind of industry like anyone can use emails it's say connect with folks but like what are some of the best ways you've seen daily used and you know because i'm just thinking of like there's individual you know there's newsletter companies now that are like just around that kind of model and then there's obviously a company that might be listening here that needs to really ramp up email so what do you see there yeah if if first of all if you want your newsletter to be the product not a promotional channel for your business then hands down without any debate you should go make a newsletter on behaves mh like they they they don't have any of the like machine learning intelligence to tell you what what to create more of what people want they have some ai gp wrapper stuff but as far as like the newsletter is the product like they've they're very good at that we didn't we very intentionally didn't build for that market because that's more of the creator economy price expectations are a bit like like quite low we said we wanna work with real business owners the wanna to win now with ai and nurture their audience in less than five minutes of effort a week so literally like we we make the newsletter for you and by when i say we like we have an ai automated workflow that does it for you we do all the back end stuff to clean your list and prep it and make sure that it's warmed up and then we can personalize every email after six sends i can personalize an email that's like joe's picks it'll be it'll be just for joe it'll it'll be a little section that's just for you stuff that you would open okay the other big use case that we just launched is like what that's worth pausing on so like what what why is that important because all of ai and plus marketing is going from one to many i send one email to lots of people to one to one yep slowly but surely what's gonna be one to one messaging across all platforms it'll be weird for you to get a bulk message that's for everybody but almost no esp that i know have built their platform at all built on one to many our ours was built from day one to sent to individuals because we saw this vision that it was going to be personalized you're absolutely right and that's the game changer right there like i don't think i want any email list that it's a personalized like hey you know four picked for you and it's not just some under disguise thing that's getting sent to everybody it's actually legitimately dynamically picked based on my actions for before hundred percent even like when you open it and like when it's sent the other use case like and we're just rolling this out right now but it's so exciting i was talking about speed to lead so and then our newsletters are basically like a it's like a instagram in the inbox it's three or four thumbs scrolls of content well you can put advertisements we call them conversion cards inside of your newsletter for your products and services right well every time someone clicks on one of those ads it's automatically gonna fire off an email to them that says you know hey joe did you wanna buy the widget if so here's how you take the next step if not thanks for being a subscriber we saw that you clicked on the list something like that in your brand voice with copy that you would approve right but immediate speed to lead right and then and then in in june we're rolling out sms so if they if you have their phone number and you've gone through the pain of authenticating for sms marketing then you can also send them in a a text message that's like hey i saw that you might have been interested in the widget do you wanna jump on a call or do you wanna do this thing to get immediate support to finish your purchase and that way you're just like getting back to them super fast and having a conversation that's designed to drive them forward instead of praying that your landing page is going to do all of the heavy lifting because most cases it's not especially as people start to get used to interacting with chatbot bots everything's gonna need to feel like a chatbot and the landing page is gonna feel old and boring and slow so if you just get them in chat mode over email or text we skip the landing page we get them right into the buying mode and we make sure they have the support that they need so that you can actually maximize conversions i mean that's why i think you're familiar with delphi dot ai on yeah one of the advisers there i was their first user and and like i live and breathe kinda of what you're saying there but now from from the chatbot side because everything's is a conversation and that's what people want they wanna be talking and you actually have a unique conversation that they can take an action take them on a journey which like now i'm thinking i'm like man i really want del five to play with daily dot ai like because i could see that perfect match being made maybe that's a separate conversation but we love those guys that love love love their team huge fans of what they've built this is freaking it's really good man the i like like when i give keynote i'll i'll have a slide that says the future of marketing and it's a picture of c three and han solo you know that seen star wars like never tell me the odds because today it's gonna be non portable intelligence it's like it's in your computer it's in your phone it's but and it'll get to personalization where why would i need to see a software screen software is dead has stage two cancer like it's all gonna be talking to an l that gets the result for you and so i've never heard a software state cancer it's it's not gone yet but it's you know it's and i don't wanna make light of cancer you know my father passed away from cancer so i wanna anyway to take offense of that i'm it's just that it's just an analogy like it's it's not gone but it's in trouble it needs to be helped and and and the way that it's gonna be helped is things are gonna start to look more like an ll chat type personalized experience where it's automatically updating and having almost like a c conversation with you in the computer or the phone then if you've been paying any attention to robotics it's it's very quickly gonna be become portable intelligence it'll be that but in a robot helping you doing physical things in the real world and talking to you and being connected to the internet so if you're products and services aren't moving in that direction and the ai vendors that you're working with don't seem to be trending in that direction there's a fairly good chance they're not gonna survive yep i agree it's it's almost like the way i see it because and i wanna talk about this version in in and not delphi but daily ai is essentially having these triggers and actions built into a system like delphi has that it almost like zapier or make to an extent built in within there before it can go out to another layer and i think yeah what you're saying is you know you have like the smart intelligence of whatever software platform that makes it unique to you but also it could take actions on your behalf so yeah and then and that's why having companies they're building with real machine learning like where they take your corpus of data like your customer interactions and your individual things and then they remember them and build on top of them because that's gonna be the critical inputs because it eventually and not probably not far from now it's gonna be ais talking to ais you know marketing will become you know it's it's already here i've been saying this for about a year and a half but like marketing is going to become a member matching algorithm mh and it's really gonna come down to how good is your offer where you take your offer and you go to the marketing ai and you say i want i the ideal buyer for this and it will make the creative it will write the copy and when i say creative i don't just mean imagery i mean the video is too tiktok doing it all the platforms are by this are doing it it'll make a fake influencer video it'll publish it it'll find who resonates the most it'll test where the drop off points are it'll optimize for it now if your offer is extraordinary then what's going to happen is you will end up getting customers back for cheaper than it costs for what they paid you you have a positive customer acquisition cost and that's what best where marketing is going so it's it's already halfway there with with the new like you look at facebook like they're absolutely getting away from interest targeting if you understand paid ads it's just give me your people who do you want and give me your offer you give me like ten versions of your creative and i will go find the thousand weirdo that are weird like you and love your weird stuff and hopefully it's acquired them cheaper than what it what they pay you that's we're already there so like that's where it's going man it's like ai is talking to ais and doing all these workflows for you and getting you customers and leads while you well you just work on having great offers and products so like that's where all of these things are going and so if your products and services that you're buying from people aren't moving in that direction then they're probably not gonna survive again that's a real thing and then that that may be okay but that's just the way it is and i i welcome this future because it it sounds more fun it's like we get to as entrepreneurs as problem solve literally create these problem solve for people these products and services and then have have ai do the marketing it's like yeah we might be great at marketing and love doing it but it's like let's be honest let's solve the problems and actually match to the right people to actually help people faster in scale and and yeah now we have the tech here it's almost here i mean shoot even like you the that process you talked about dead leads i mean that finding the people who you can rank you can kinda do this a little bit yourself by you know now going to chat or all these other places like hey write me a script based off the the information of the people you have in this list and you know you can do all sorts of things take that over to in video make a video or in or del fire or whatever it is you know yeah it's just like when you start to see how the how the pieces connect and then and then get your hands dirty start practicing exactly what you said becomes almost like second nature hundred percent and and just to put it in practical like ground it because we've we're kind of in big feature possibilities like it's simple like use an l every day like i highly recommend use chat gp for most things use quan for writing copy in creating marketing content just use those things every day if you wanna do a video clone definitely go get on delphi and they're best in the world hands down like amazing and then if you wanna work on your marketing like we've made daily ai so that you even need to not to spell ai you fill out like ten or twelve questions on a survey and our ai agent will make your newsletter ship it i mean it's really really easy yeah but but get in the game like find tools that have practical applications that are focused on outcomes not just outputs they're cool but you in our kinds of businesses we wanna make money and serve people and you know like we wanna move the needle on the business so i i think that's the big opportunity just start with daily usage and graduate the tools that will get you the outcome i think if you use that lens when you're making your purchase decisions and you act on speed of implementation you're gonna be a lot farther ahead than your competitors and that you otherwise would have been in your self definitely thank you yeah that's for sure man and yeah i actually have a delphi i made for my future self to tell me all the stuff i'm like i wouldn't have thought of that like there you go one use case there well on daily ai so you i you're i think it's gotten bet what has gotten better obviously relation to these features you're i feel like it's now it's it's framed in a way that a lot more business owners can actually jump on it and i think see it as like a no brainer like hey i got you you obviously need an email in your business it's still you know a a form of communication that it's not going away it's just changing it's mod leading in a way that probably most of us don't understand until right now so thanks you what's like a i guess what's the next best step to maybe describe daily the ai or at least like say okay so here some of the i don't know any kind of roadblocks that people might have at this phase where it's like okay i see what i need to do obviously daily hey hi it just kinda solves a lot of it for you yeah i don't know the perfect question here is but i kinda just dispel like like eliminate any blockage of even having email consistently used in a business now knowing that you have this really cool tech that's like available well we'll well first of all let me let me just talk about email or the category and then we'll talk about daily right when to plate on this email has more daily active of users than any single social media platform on the planet and you own the data so you can i take those emails anywhere i want and that's so your email list is an arguably more valuable intangible asset on your balance sheet than your social media followers sure because i don't know about you but i know how many of our friends have like built social media following and then got band blocked because they said the wrong thing and then the number one lead source in their business just totally took a nose dive right that doesn't happen with the email right it's there's different rules and it's morph but it is massive i do these talks all over the country and say you hey raise your hand if you use email in your business and every hand goes up i say keep your hand in the air if you use tiktok and most hands go down i'm picking on tiktok but it's true email is the first killer app that's ever been created on the internet mh right and so it's gonna be very difficult to decorate that in in human psychology i'm sure it'll happen one day but that one day is not today and everybody has emails and everybody has an email list and so my my big thing is man like we've made it so easy like if you just like we have a we have a promo we put together just routing it's good daily ai forward slash joe which i thought will be funny because they're both named joe yeah daily ai slash joe do just sign up we we'll make and ship your newsletter in seven days and if it doesn't have a forty person open right then you can tell us to kick rocks right like and by the way like people that don't have a forty percent open rate we put like a human tiger team on to help you develop all this but we also have all these bonuses for your people it's like we have a whole course on how to grow and email list we've we've done this like hundreds of times you know what we've built three different on these newsletters that have over a hundred thousand subscribers on them ourselves right just because so we know we know what works if you're trying to if you're interested in learning ai we have a whole course called master game ai it's all the basics how do you prompt how do you make images how do you do voice cl video cl all the top tools that's also given as a bonus and then we also have like a just a growth course like how do you grow how do you grow how do you use this stuff to grow your business so we've tried to make it as easy as possible right like our big objections are like well you know like number one i don't know how to grow an email is it's great we just document all the best practices in gave to you there you go number two this email still work yeah works and if you don't believe me just try it right and then number three like i don't know ai i'm not familiar with it great we'll literally do everything for you our product and team will do all the heavy lifting you don't to do anything and then if you wanna learn ai we have a whole library like a year's worth like every i went and taught something every week for a year and it's just like almost everything you would ever possibly wanna know for you or your team to get games up on the most common tools so we've tried to make this as easy as possible whether you're like totally into ai and you're like a maker or you have like you literally can't spell ai for people to get started and and get them some exposure to something that will actually move the needle on their business no it's a it's a hell of an offer so yeah definitely daily dot ai slash joe pretty easy to get to and yeah it's it's a no brainer especially with i mean even if you're great at email i'm like i don't see it free yourself from some of the manual labor i mean because that's what so i feel like it is you nowadays i mean back in the dave is really manually labor even if you're using chat gp or anything to kinda craft your own stuff you're obviously not getting the full dynamic play of like what you described earlier yeah a hundred percent in fact if if anybody has questions on ai they can go to dm m joe as in direct message d m joe dot com now i'll take you to the dms on my instagram i have a whole team which just helps people with ai stuff you have questions you need help just say hey i heard about you on this podcast and we're we'd love to help you so just to be a resource nice well dude i hope everyone takes action on that and also just to finalize or finish this all off like what's i guess what's another thing are there any interesting like workflows or or things that how you use ai other parts of your life like i let's say like just your personal life like is there anything that comes to mind i'm always what fascinating with how people are taking it outside too i think one of the biggest things we as entrepreneurs that we do and why we do this is like we we really want freedom right we want freedom of location freedom of time freedom of having to work all the time snow white clear calendars and i want time with my family you i deal with my wife twenty years you have two kids another one on the way so i'm pretty thank you man i i i try to get a little bit better with how i invest my time and i just recommend that you think about your time as in it because it's more precious than your money money is you a ubiquitous you shouldn't get it anywhere the time thing's a little trickier so i'm thinking all the time like an investor how can i reinvest my time how can i reinvest my time and so i have a prompt that i run every single week that's around how i can optimize my time and i did i feed at the prompt and it ask me questions back i track my time each week and answer the questions but even if you don't track your time you can just answer the questions and it will give you ideas for how to get the most out of your time how to save up to five hours a week to remove stuff eliminate things help you mostly say no to things that you should be should be saying yes to and just clean up your calendar five five hours a week at a time time i think if you go to dm m joe dot com and send me the word time i have an automation that will send you that prompt and that that's just like that's one way and i i do that every week man every sunday i do it i have my ea send me a report and then i just just try to get better with how i invest my time and get a little bit more focused on family and impact in creating and and a little bit less on you know pretty much everything else that isn't helping grow daily ai and serving our customers yeah you know and and and it seems like the older we get man the more to things there are there more opportunities there are for you to invest your time oh i think the the first paradigm shift is you know you're not spending your time you're investing it and the second one is just get a little bit better each week and this prompt can help seriously it's helped me i've been using it for a long time like man months a months and months yeah yeah yeah so you said d m joe dot com and then and then what just put time right there in the in d m joe dot com that'll open up instant draw on instagram and beep b logged in and then that'll take you right to my ig dm inbox just send me the word time and then there'll be like a a mini chat automation that will just follow up and take care of you sick alright i'm gonna do it right now yeah i i see it exactly the same two kids my own you know they're young and that at the same time you're right like the more successful at least the more you're in the game the more conversations and things happen and show up and if you don't have that no muscle built in or like blockers on your calendar whatever it is create that snow white calendar that's right yeah that's it's gonna be tough so appreciate you your brother this has been fun thank you so much for sharing and being it open with it all and hope everybody jumps on daily too so thanks for making the platform bro dude my pleasure i'm here to help thanks ravi

did you know that there's a tsunami of small businesses about to change hands and most people aren't even looking not even aware of this trend and opportunity but are you ready to catch the wave that's why i brought in my friend and seasoned veteran investor john stan bird to break it all down for us marketers have never been so spread thin you know like with all this stuff happening technology is going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads you're trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now gonna pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focus on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to augment mentors wherever you get your podcast 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 flu chart dot com slash a i joe it's hustle flow chart dot com slash a i joe you 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 john happy we're doing this my friend thanks for taking the time thank you i'm i'm truly excited we've been talking about doing this for little while yep here we are this is the perfect time the perfect day let's do it it is it is and you yeah there's some cool stuff we've been making on the side too to support what you're doing and you know through setting up i mean everybody here on the podcast probably does no delphi already so hook you have one of those you know and been great i love i love it because i'm out there telling people ai is changing the world and then did show people and use it and get them introduced to it and it and it continues to get better and better and so it's really been fun to to have that supplement me twenty four by seven we'll talk about i i'm curious how you been using it because i'm always everybody's using it and throwing out there in different ways but i really wanna dive into this whole concept that you've kinda i don't know if you would say it reinvented your career but it came later in your career well i think i i think it is of soar reinvent invention i i've been reinventing my career from the beginning of my career because i don't i don't think for me anyway for who i am and for what i like and for how i see the world i and how quickly the world is changing yeah what what they used to say like my my grandparents had one career yeah right and they did it for thirty years and maybe my parents had a couple of careers and now i think about my teenage daughter i many careers is she gonna have she will have a career maybe you wanna have a career robin not right but but i've always followed the same general path which is find something that seems like it has outs sized potential returns mh where i can be learning every single day and constantly be learning where i'm surrounded by people who are full on passionate about their job and do something that maybe isn't obvious i like that yeah that's and so outrageous just outrageous returns people and just just clarify yeah learn mean right inspiration yeah right it's and when i went to microsoft i didn't i didn't know i was gonna you if you'd had asked me we had a business school you know are you gonna go work for a tech company like that wasn't even a thing right yeah i would because the people there were mind blowing intelligent and challenging which is what i like to be around and then venture capital it's funny to think when i did venture capital thirty plus years ago i had to explain what it was like that's hilarious today right like course venture capital but said of course yeah i i don't know why this thought just came to him as like when i went to burning man before people knew what burning man was right you actually wouldn't though right yeah that's hard and now i'm doing this new cat that new but relatively under the radar asset class called search funds the people in the search fund world are kinda like don't tell anyone it's really good we don't wanna have people want it and i wanna a have everyone because i think it's one of the greatest entrepreneurial engines in the world and it is the time for it with the baby boomers aging out and yeah we can talk a lot about it but here i am no one had ever done a fund of funds for the asset class and if you look at mature asset class like venture now or hedge funds or you know big private they all have fun to funds and so i thought this gets me right back doing what i love doing kinda being early kinda seeing out there a little bit and working with great people so there's a lot of things yeah a lot of angles so like i mean you grew up in what nebraska right yeah yeah yeah warren buffett fan from what early days or what early well he was a neighbor oh really yeah you cool in the neighborhood it wasn't next door but we would go to his house really yeah we went for the fourth of july my mom and his wife were very close u but he wasn't warren buffett that and it was just some guy i called warren no so but but yeah i mean but but i was a dev tay if you will early mh like everything he said made sense to me yeah and you know the only unfortunate thing is my parents didn't buy the stock earlier hold on to it late so i just listen word he's got a good idea right but it did it shapes who i am today it shapes how i think about the future it shapes how i invest mh and not just not just on the money side but the authenticity and the integrity and the how you treat people and how you work with people all of that's part of a warrant in charlie were about that's right yeah so but i would say he was kind of one who really made value investing a real term and something people understood i think what i'm doing in low end private equity investing is value investing mh you know buying good companies at fair prices and have great people run them right not complicated i'd to call it good boring i mean it's great yeah you it's it's not gonna you know it's not i mean it could be feel like a shiny object to some people you know if you like boring stuff which is awesome but yeah it's probably not gonna be keep it's always funny you you know in a perfect world you go to a cocktail party and you get to tell everybody you just created the coolest new ai robot right and everybody gathers run when i go to the cocktail party and say we just bought a pool cleaning company they go i'm going to the bar yeah that's what that guy over there yeah that's right i mean like ai is fun you know and and we're both in it and our own ways and like you said it's very challenging i was just hanging out in san francisco the other week with delphi and the founders and team i was like man there's just like a whole different way of thinking and the vibe i mean i know you went to stanford and spent a lot of time with there but yeah it's a different feeling you know well it's funny i was saying to someone yesterday that adventure decades ago was more like the vibe i'm in now mh it wasn't i gotta go show to the world we didn't have the platform shout to the world right right and everything was about attention grabbing it was let's go be super entrepreneurs and create something that's so cool that we're gonna sell a lot of it it wasn't what i consider to be kind of a different game today of can i create this cool pitch deck to raise the most money to somehow throw spaghetti against the wall make it stick and then walk away with lots of money and that's the goal yeah yeah and it it feels out that's not true for everyone i you know but much more than it used to be and even and even call the kids even young adults who are going into it or they take a different mindset i'll go for six months if my options look like they're doing well great otherwise i'm moving on a yeah yeah right that's a different mindset yeah right i'm now you know back the day it would take a couple million bucks and you'd have to spend two years writing code mh literally good totally being written like that we we we really it was all engineers in the beginning yep yeah just to get a viable product it's like a long time a long time a lot of money a lot of you know hard disk drives yep yep big ones right and that was actually part of the def defense ability yeah right kidding the move not everybody everybody knew there couldn't be too many competitors who's gonna wanna do this right yeah yeah right or like who's got the money to buy all those servers and yeah so but so i like being around that eat ethos of this you know search funds are one kind of low end private i should just for for definition sake for setting yeah let me just say when when i'm talking about this i am talking about we invest in companies two to five million dollars in eb mh so maybe they're fifteen to forty million dollars in sales okay yeah and they are not generally tech companies they might use some tech now everybody's using tech but generally they're not trying to be a ten to a hundred x return i mean you to a pool company right and meter reader street cleaners plastic parts you know you name it yeah and and whatever small business you can think of right yeah that's that's really what we're that's what we're buying mh and and it's in our first fund which we closed last year we're gonna have two hundred of these types of companies wow us across a hundred and fifty industries got you across north america so but if you just it's funny if you drive down the street you walked down the street i did this yesterday with someone i said you see that that post somebody's making it u yeah isn't that light somebody's making it and the things in that light somebody's making it the bolts holding up that pole and you don't you know yeah everything and a lot of it's from a small manufacturer and and by the way every there has to be people who install that there have to be people who do the warranty work on that that like yeah that's everything okay so america is really good at this stuff that's that's just the i travel a lot if brothers i travel is just to get perspective and i'm close to a hundred countries we're most people are itching to get into this country why because they go if i work hard and follow the rules i can't get ahead that generally is not true in the rest of the world right it's true restrictions and whatever yeah just cultural yeah resources like there's a whole bunch of reasons yeah graft i mean don't mh this country country we don't need to make america great again we just gotta make sure the middle class and small business crush it and they are yeah and what we have is hundreds of thousands of sixty five year olds whose kids i'm unlike the previous generations are not interested in taking over right and so they have to exit they have to find they don't just have to sell their company that's part of it they have to do it in a way that preserves the legacy takes care of the employees mh and so people are like well there's more money coming into your sector yeah that's like saying i'm going to the beach and i used to bring a teaspoon of sand and now i bring a bucket of sand but i'm still at the beach you know what i'm saying yeah yeah the the opportunity set is that big yeah that's wild and and you're right because this is i've i've had some previous chats here talking about the the retiring folks right now and like and like you said tsunami it it really is and in all into and maybe you could list like so what are some of these industries that you that you see being opportunities it's so much joe it's so broad i mean yeah hundred fifty you said yeah yeah but i mean it's it's literally going down the street looking at the company's doing those things it's med spas it's dental clinics it's accounting firms it's bookkeeper it's machine shops it's car repair shops yeah it's the company that brings horses literally horses in from out of the country there's like six of them you got what you're doing there i mean yeah it's everything and it's just like like you said it's a tsunami and i don't think a lot of people are even thinking about it obviously you said yeah they're trying to retain the employees the workers there because and and obviously the other partly because it's it's relationship sure right i mean that's it for years it's reputation it's brand it's these relationships i mean that matters yeah yeah but but what's interesting is there's now several podcast and good promoter that are out there you know in my day when i was growing up it was no money down you can buy real estate all day long and as you know there was some truth to it through but there was also some things that they never really told you right probably a lot yeah and and you know about you know one or two percent actually did it learned it figured it out and what was working away and did great yeah most people didn't they they those guys made their money off selling tickets to the seminars right mh right now you have a bunch of people going they're saying the same thing i am which just a silver tsunami here kids don't wanna take bye bye and they're saying you should go buy a business and so i have a lot of friends now say i'm gonna go buy a business and i roll my eyes it's so hard yeah yeah it's not he'd go yep yeah it's messy people lie they must that represent they don't keep great book i mean there's a a thousand re they changed their mind like they're people yeah they're are people so what we do is we only invest where there's a system in place a system that thinks about all the things that could go wrong and puts guard rails in that's what search funds are mh that's what there are institutional funds out there that have created following kind of a search fund playbook but there aren't very many and we believe that you got to if you want the if you really wanna create the outs sized returns that we have seen historically you gotta do it with this playbook or something similar to this playbook there are variations on it people are coming up with new models but the the sole guy who says i'm gonna keep my day job and on the weekends i'm gonna go to a broker and see if i can buy a company good luck good good luck good luck so you have your own fund ag ag yeah ag hound and cool name by the way and and i know you have a story behind it so i do wanna hear it yeah so yeah i i i guess yeah i wanna understand okay search funds as a whole how you're playing in as well with your own fund yeah and then also yeah how others here as we're listening watching go through this like you're getting some knot like okay i get what john's putting down here how could they get involved in whatever fashion that looks like thankfully if they're willing to spend a little bit of time and i don't mean a lot it's pretty easy to get up to speed to a certain level at least the basics cool i i will say having done this for six years having gone to fifteen search fund conferences i'm still learning mh i'm still understanding how it all works but at at a most basic level that let me say how it works and i'm gonna use search funds and i'm using that somewhat generically i believe search fund as a proxy for a well thought out playbook to buy low pe sort of like two to five million dollar p bit when you hear private equity that's generally speaking funds it by ten fifty hundred five hundred million dollar eb dot companies got it we are purposely playing below them because we know we can buy inexpensive and on average we buy four times eb mh but then we are selling eight to ten to eleven times eb because private equity we're getting it ready got it a farm league for the major league i like it hey and they'll pay up they've seen that this one worked they'll pay up so we we earn that right but but let me go back to how can people learn about it your question if you go and look it was invented at stanford and harvard business schools if you google or email me at ag hound dot fund if you look for the two stanford papers the stanford primer on search funds take you fifteen minutes to read it it'll explain all the pieces and i can go into a little bit of it and then the stanford study stanford has updated the financial returns every two years for the last forty years of every search fund ever done and by the way the number is thirty five percent net returns i i literally know of no other asset class that's better over that period of time no forty and that's a good start that's a really good start there's podcasts on this there are books on this yep and it doesn't take too much to finally oh i see what they're doing i see how they're creating a mentoring group for the ceo i see how they're using bank debt i see how they're using seller financing i see their criteria for the types of companies they're buy mh i see how they put a board together i see how they hire i see what they doing in their first thing blah blah blah blah okay but it's it's a playbook yeah and i keep saying that you gotta have a great entrepreneur as the ceo you beat gotta be buying the right kind of business at the right price and then you need the guard rails of a really good support system around you mh and it takes all of that to be successful and when you say a system around you is that is that the company itself are actually around you do it okay i mean i mean no it's the people that you are investing with you yep we're adding value on your board it's the eos or eos type system yep you know entrepreneur twitter operating system yep that being used it is it's your advisors your mentors your coaches your teachers all of that has to come into play god it because this stuff is hard and messy and in the search fund model just to go only slightly deeper yeah we're taking straight out of business school graduates thirty two thirty three thirty four year olds we've never run a company okay but we're but we're putting him into and training them how to use the system wow got it so you're literally inserting people nude folks like literally fresh out of graduate school they're hungry they're gritty they've learned the program and they and they have people they can count yep as part of the journey that are aligned with them alignment alignment alignment venture doesn't have alignment anymore so many of these asset classes don't have an alignment most fund managers aren't aligned with their lps yeah this has created unbelievable alignment with the investor the seller the ceo the when you have alignment you're gonna get a lot more done when everybody's going up the hill pushing at the same direction absolutely and and this really has created a very structured way to do that now search funds use the straight out of business school program been extremely successful but we also invest in other models we think people who are seven years out of business school we have a little more experience that can work where we're in a fund that does that we're another fund that takes fifty to sixty year olds who've had careers but they never maybe run something or maybe they ran they just wanna keep doing it mh who having a so there's there's but all the models we invest in all have an over reaching playbook they help them find companies they help them buy companies they help them run the companies yeah i went all of that as part of my overall model before i'm investing i had a guy called me today yeah who because it's a great company i mean i but i wouldn't even say what it was but it was he wasn't doing it full time he was just talking about the financials he'd never run anything and that deal might work out but that's not gonna be my bet right you want the full the full thing like everything i look as warren buffett always said you don't have to swing investing great i like baseball right you can you can wait for your pitch that's right yeah right and and if you like fast balls you should you should ask for a fast ball just lean on like cast balls or slow balls we just want a big fat one and we know the characteristics mh yeah so that's why you could do this at scale because that was gonna be one of the questions is like okay you just you you said two hundred companies in your last fund hundred and again we're investing in funds at in fact so it's a overall portfolio yep and and honestly there aren't that many of these companies that are getting acquired in the types of funds word i'm describing u and they're hard to get into access i mean the reason i created this fund is i was having as an individual are done getting in and so if i i knew if i had created a little bit of scale that i could go to some of the best funds and say hey i've got a two three four five million dollar check would that be interesting to you right i am the biggest investor in my own fund speaking of alignment because i did this because i wanted to have exposure to it in my overall portfolio and also this is what i wanna do every day i wanna talk to these entrepreneurs i wanna say if i can be helpful yeah i wanna i wanna my path i'm still passionate about tech i did tech for t i wanna be thinking how can i help them think about ai tools there you go actually use it as tool to expand yeah for sure right how can i add value to the ecosystem yeah that's i'm not gonna i'm not i don't have the personality to go okay here's my bets go do whatever you want i mean i'm gonna of course they're gonna run their companies better than i ever could their experts as managers i'm not but i'm also gonna think about well how can i help too and we're doing a bunch of things i'm thinking about ai i'm helping them get aws credits at the i'm helping when get credit cards that make sense for of small businesses we're putting together a charitable pledge program mh so we can all be thinking about giving back to yeah share the community around that so these are things i'm thinking about as i wanna think about how can i add value that's cool and it's more fun too and it's obviously it's gonna i mean it's all about having fun and i know you're all about that we'll talk about some of the other things h jeff you thought it stood for ag hound fun i did always have fun look at you i like it marketers have never been so spread thin you know like with all this stuff happening technology going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads you're trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know don't remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now wanna pause for a moment and shout out another podcast on the hubspot podcast network your audio desk nation for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focused on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to mentors wherever you get your podcast now 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 delphi dot ai for two years i'm actually one of their advisors because i was one of their first users and just gave him 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 flow chart dot com slash interest and hit me up let's build this thing together alright back to the episode but i mean and that's what it seems like this is built for like you said your hands are dirty at least you choose to do that you know you're not just hands off you know raising a bunch of money and then deploying it somehow but it's i think this leads to a question how do you how do you select the company to work with you know like because there i'm sure there's a whole bunch of criteria my main selection criteria because we invest in the funds right is thinking about how i asked that question to them yep how do you select and the nice thing about the search fund playbook or the playbook that the funds we're investing in are using is the general criteria a fragmented industry we like that because if you can create one company doing well maybe you can add on or bolt on no no no one company is dominant so you're not gonna get crushed by them you don't want too much customer concentration risk because if you lose that customer it could be very bad yep we generally don't do a lot of companies that are subject to government regulation because that can change as we know but we're looking for companies that have proven product market fit have growing profitability kind of in the size we talked about yep and at that point you know we do our background checks and we make sure the numbers that's it i mean if something that could last for a while like you said it boy has lasted going to last right yep but you know that that accounting firm in top or the you know flood the flood restoration company in oklahoma city yeah they're they're they're gonna be around they've been doing it you know take right yeah right yeah and their competition for that plumber for whatever is probably some other aging out guy mh so you get the yeah who so your competition we're putting this thirty four year old in who's like let's go let's go man yeah we got ai i got spreadsheets i'm not using a fax machine i've just been through the best management program i'm gonna implement that i got people coaching me on this mh yeah it's a different energy it's a different skill set it's a it's your competition or people that maybe doing well and have a couple homes and a boat yeah golfing a couple days a week not bad yeah it's good right hang love manage my competition yeah if i wanna take things to the next level i like it i i think the thing that's rings true the most is like you're you you literally they have so much support for the new the the ceo that's coming in and the team they're bringing in the advising i mean especially going into a whole new space yeah if you think about it no successful company is an island everything i mean think about all the support that a ceo gets even at microsoft they have coaches they have board members they have invite right why shouldn't you bring that to this too yeah yeah yeah we know it works y p started the thing called the forum right the y po o four why because you do better when your peers are sitting there objectively holding you accountable objectively giving you feedback it this is not this is not rocket science we know it works it's a best practice mh i've i've just i'm like why is this not more i mean it's not more known but it will be soon you know it will be known but it's hard to do yeah people i just i and again the opportunity set is so big right now yeah but you gotta do it right and like anything you know they're good brokers and bad brokers right yep right so we know which ones which ones do you like working which ones do you trust all the funds we invest with have been doing this for a long time they have their trusted peeps right they know who they like to work with and who like to work with them and who's gonna give them the inside scoop all of that builds up to this result yeah that's that's interesting so how's it been going with us so you closed the first round you know your your first fund yep and you know we can talk about a gate too hey gabe yeah gained to good funds yeah guess see i was like because i had the visual this gate still for whatever reason oh but yeah like because your your model obviously it's it's working so you're doing what the second one now and we are in a few weeks ago a few weeks okay gotcha you so i guess yeah but i think so if i was i don't know where you're going with that question but let me go for absolutely hear me we we focused entirely on search funds in the first one yep and what i realized now having done a lot of this and living a day to day is that it's not just the search fund model that's going to work that's a great model that's a flavor of this playbook of entrepreneurship acquisition model mh there you go like i think about entrepreneurs who wanna go acquire and run and and the model that that for low n pe yeah and that's really what we do that's a mouthful so i need if anybody listening as a good mono for that i'd love it so that's what we're doing and that's both obviously a great place to play but perhaps not as obvious in that it's a it's a hard thing to do well right that that's that's why when you're saying i god why is it more i'm more people are going to do this i think you nailed it though there's a lot of components and there's like you said there's a playbook but i mean there's a system that it's people too it's not can't do it alone i mean i guess it can try part time but good luck with that you know think about it the other thing like i'm gonna say something that's obvious what i said you go in and you buy a company that's twenty years old you're replacing the ceo founder and who are you every you you walk in on day one and people are looking at you like who who's this guy yeah for sure does he or she have my back do they know my skills are they gonna change everything you gotta build the trust you gotta take a culture continue to improve it but that's i i'll tell you i went to business school with some of the best and brightest lesson than half my class has that skill set i don't have that skill set it takes a certain type of person what i love is that the people that we're working with i actually sat with twenty ceos who have acquired yesterday yeah wow and this was a random question that came up but i thought i'm gonna ask this question how many people here had some kind of paying job by the time they were twelve years old every hand went up wow okay early entrepreneurs or yeah something or they just understood work work yeah more forced several entrepreneurial some needed it in their families but they understood early what it meant to put hard work in to get a payoff from that and have to work with people and you know kids today and i am sorry to be that guy but a lot of kids today just aren't interested in that hard work it's true paying so the people we work with not exclusively but generally are often first generation immigrants mh we're up in some very small village in some remote place maybe none of their family went to college but they did yeah right or someone who was in the military who learned a system disciplined or system yeah right or someone who grew up in a family where small business was discussed around the dinner table mh so you're comfortable with that because some people this is really a risky thing to do the ceos we work with they're all in no they're i mean really from an equity standpoint they have to be right so they have to be and so that also is a piece of the model mh so it's people selection it's it's knowing the yeah huge huge and so the funds we invest in we talk a lot about that yeah but one of the nice things is using the funds to do the search fund model a lot of the funds teach the class so they get to source their best students even better okay it's built into the whole thing yeah this is right as it should be i mean you're you're supporting the students who are grinding and paying a lot right through time money yeah and so yeah there's almost a a different mentality yes people wanna make money but there is this coaching mentoring teaching piece of it that we all everybody i know in the search fund community and beyond enjoy that piece of it too it's it's not just for money it's about feeling like we're part of the team we're really driving towards a goal tangible tangible it that's a big piece of it it makes sense it and like this showed up what you said thirty years as you were already in in breaking forty forty year so got it the the backstory is i went to stanford business school and i just coincidentally had a professor who invented search funds but they weren't called search funds at in fact the name search funds is so confusing to people they changed it the class called eta entrepreneurship through acquisition a okay but herb is such an amazing guy and six years ago is i was looking at venture capital thinking i don't know that i like venture capital and i don't know the venture capital likes me meaning like i'm not sure i wasn't sure how to do it anymore and there's so much noise and mis blah i just i'm i'm not ready to retire and i remember you did those things called search funds they've done incredibly well i think i'm gonna start to do those mh and then he was willing to talk to me through a a period of a follow ups and i said why is anyone doing this fund to fund idea he said somebody should you should do it wow that just like that yeah it's just like that and you know it's like i got into the white it said it's funny i you know my yeah what on my side life stories was eighteen years ago i went to argentina and i ended up meeting a class made and drinking a bunch of great wine and and on the almost on the spot said why isn't anyone doing high end mall from argentina and so my my my partner santiago said you should i love it at start of every group is yeah yeah ben and so that's how i mean honestly that's how me getting the search funds happen and i'm having more fun i'm having it it is i it's i wake up in the morning thinking about it i go to bed thinking about it i love sharing the story about it i you know i'm completely biased but i don't know why if you've got some money you don't have exposure to it i now have created a way for people have exposure to it yeah i mean look at family offices or high net worth individuals i think you've got your stock market you've got maybe your tech your venture you've got your real estate yeah maybe you have crypto but here's this thing which i'm just calling low end private equity it's not correlated to that it doesn't go down it's had outs outside returns okay maybe twenty percent a year in sexy but i think it's really sexy i mean it's pretty yeah the magic of compounding interest what are the great ate magic in the world right i mean so i just like part of me is just funny when you look at the room and you go it's obvious we start looking at the math too and then it's locked my god no no there was a guy that's weekend when i was at conference he said well i just think about mad he goes you know how many people here know at eight to the fourth power is and the four thousand ninety six and and you forget that if you compound it's it's crazy right it grows very fast or it it does and what doesn't if you think fifteen percent a years is in sexy go out forty years mh mh that time to tell my teenage daughter so saved out just keep saving yeah yeah even you know and so that's what i'm doing that's where i'm at my life i don't need the hundred x's at this point sure they're fun they're exciting and so it's going to vegas but you know right like at least you know you're getting that there yeah right so and that's i think that's the cool that's yeah the reframe maybe when it comes to investing especially with when the word fund comes comes around yeah typically it's correlated to vcs honestly i don't know if everyone totally understands even the fun concept because it's it's not like it's just advertised for everyone yeah no it's true for sure i know the right folks right you you do and there are variations out of fun but you know in our case what we said is let us be stewards let's let us figure out within this asset class the best investors let us make sure that we're tracking them helping them mh reporting on them keeping them honest if you will and you don't have to think about it we'll do all that work for you yep from the financial work to the selection to the curation to the ongoing management to the value add that's what we do and and it what it leads to in our case is a very diversified almost index fun like or etf like portfolio of small of great small american business like you said a hundred fifty different age agent industries that is in the first one you did right right and second one will too but but we're just we're like if you believe an american small business this idea is probably a pretty interesting way to do it mh mh i i i mean so if people listening here at like where how do you having these conversations i guess and obviously we mentioned delphi that was one of the reasons why you've even reached out to me yeah they should they should talk to me on my delphi avatar seriously that's yeah at at hound dot fund yeah i guess you'll have show notes yeah and people can you know i've got an email on there and if they wanna reach out i've got a number of papers in podcasts and and resources on our website i can recommend books sure it's a it's it's it's not hidden yeah we there's a lot of information it's really fun to get into the best part for me is hearing the stories of the entrepreneurs well that's why i was gonna like you in it's kinda like why i have this podcast i get to learn new things i get to ideally it's giving value to to everyone who's you know yourself but also listeners and watchers but it it keeps me fresh and it's like this yeah you're constantly oh wow that's a new problem to solve that's a that's a business doing like creating a miss value let's let's make it create more you know let's let's make it create more but also i think people are overwhelmed what the change that is happening and is coming how do you and and what do you think by that is tariffs today tariffs tomorrow who knows yeah globalization d globalization right jobs no jobs mh but but i mean it is we are in the midst of probably the greatest change in the history of our world mh certainly in business we've never seen anything like that yeah and so how do you you know in the nineteen sixties or seventies you said i'm buying a house i know it's gonna be worth more true i don't know that today right right but what i do know is that for the next ten years or so american small business is gonna be solid what why do you yeah like what's the what's the story in your head like what's that thing that that makes you so confident because these services are essential services you're still going to need a plumber yeah you're still going to need a pool cleaner if you have a pool yeah you're still gonna need your teeth mh like these are investing in the roots of everything yeah the foundation the basics yeah right it's really not sexy at all but it is ex yeah with you're like this needs to happen so and you've got this great transition mh you've always had some transition there's never going to be a transition like this one in our lifetime again that's true population numbers just say it all demographics demographics demographics yep that's wild and so you know from all your travels hundred plus countries you said you know america being like this unique bubble that yeah if you're here like are there opportunities like this you see another countries oh so that's really interesting so let me tell you a little bit about that yeah so fourteen years ago two schools taught search eta yeah this this thing we're talking about two business schools stanford harvard today twenty five mh is their schools teach it six continents their schools and see so it's i had last night on the train ride home from the airport spoke to the first woman she she's the first search or happens to be a woman mh in taiwan that's cool no one it ever used this model to buy in taiwan wow there's a couple in india there's couple in japan europe has certainly gotten bigger there's several business schools in europe so the ads canada it's quite large mh mexico spain so yes it's the demographics are true throughout the world yeah so it's just again it's a playbook right it's the model which ironically yeah you're you're delphi well explains that really well actually i was typing i just like okay some of these terms so this is a hint to anyone listening watching we will link your delphi and go to town because there's it's incredible yeah the amount of and i know what we put into it it was a lot of direct we'll put in like three hundred plus documents and yeah from the source still hey right which is amazing it is and i gotta thank you because that's not everyone creates these as as robust that doesn't have to be your content it's stuff that you would reference and point people people to anyway now that's learning i mean it's the same source material that's taught in the business schools taught in these classes mh that the podcast i've been learning so cool yeah it's just nice way to aggregate it and and you can go you you can go in any direction with the avatar and the delphi yeah and it's really i actually love showing people i even even go you know someone said i asked your favorite wine and it's a your wine yeah yeah as it should really nice moment yeah yeah oh i guess like in all these i don't know yeah because i'm curious about the whole vineyard thing too like does this happen often where you're just like start another business or like through this fund or you know fund of funds sure do you go down let me the truth of the matter is i am an entrepreneur mh i like i like starting things i like being at the beginning of things and it's more where i look at the word i say nobody else was gonna have santiago this incredible wine maker mh the the land in argentina was rich lu amazing vineyard land that was one one hundredth the cost back then of napa yeah wow so they're the arbitrage by ride yeah yeah it i don't still wanna say it was always a dream of mine but it's i love it i love i went to napa of being stanford a lot i like the beauty of i like the i'm a foodie i like the culture i like the people involved mh all of that combined in my mind i'm always if i put this with this with this and you know it's funny i did the white by the way i have to what do you got yeah a little bit there you go hand of gods are yeah for those for those soccer fans u might know might know a good argentine reference around that but but what i was doing is i was saying how do i combine a bunch of my passions because with only so many hours in a day only so many minutes in our life are we doing the things that really hit a bunch of buttons at once for us that's what i always try and do and so the wine did a little bit the the wine it turns out and by the way we're i'm selling the wine business after eighteen years so the listeners if there's any left get a big discount if they email me yeah again well you know what where my have this forty cases left or something but but the what i do with my wine is i used it as a way to create community private equity so i've done a thousand wine dinners using my wine creating community which has led to deal flow and idea aviation and other people connecting so my what i'm always trying to do is combine the life experience into something that's more solid from one it's the one plus one equals three that's right yeah and why not like you said we're we're all living this life our own way we have the choice so always have fun of course this is the motto right there in new chest but at the same time yeah it's just incorporate everything especially being an entrepreneur and most if not all listening watching ours so we all have the choice we have the ability to create these lives so by the hell why are you selling it i'm curious who you oh why am i selling it yeah no that's good question so i'm keeping a little bit of building a house okay but first of all someone made me a great offer can't go on so yeah and i honestly wanna focus on acquisition entrepreneurship more than anything else mh i'm not gonna lie at my age carrying the boxes is not quite as easy as it used to be logan them back from our next argentina and and let's look at the world yeah like let's look at the world the world changed eighteen years ago there wasn't legal cannabis mh there wasn't micro breweries micro dis not alcoholic alternatives true that that the competition for vice if you will yeah yeah has quadrupled that literally quadrupled yeah and that's hard it's noisy it's a good what yeah and and the other thing is i hate to admit this i'm getting older i don't enjoy drinking as much as i used to i drink forty and i've already feeling that say what right so i mean i used to love it and then i yeah i might have a glass or maybe i want tonight and it's hard to go to your own wine tasting that i'm not gonna have wine drinking water take just yeah but but i mean just look it was a good run it was a great run i'm so bad i didn't make great people on the way community you build community like i got a lot community and that's it and i and i knew that revenue first chatted and you told me about the dinners and i think i missed it by a week when i went to san francisco i was bummed but hopefully would love would love to host you cool thank you john yeah this is i mean it's fascinating because honestly i kinda purposely went into this without knowing all the details of search funds and just what's possible definitely you're your delphi helped answer a bunch of questions for me but i'm gonna go to it even further now and please yeah i mean and i'll make sure all the links so you listening watching it'll be wherever description show notes yeah and check out john's his delphi but how do they contact i guess chat out your email on your website yeah john at ag hound dot fund or john at hand of god wines dot com either the ones works and you know i'm anytime anytime with my avatar for sure yes but but this is super fun i i as you can tell i'm passionate about this definitely good and i think it's it's really fun when the light bulb goes off for people when i'm talking about it yeah yeah but yes you know when you're out trying to explain something and you're you're suggesting people might wanna invest there's always gonna be reluctant and like how gonna be that good or why would it how can you lots of objections sometimes they tell you the sometimes they don't but when they finally go oh okay they clicked i got i got it yeah that's that's very gratifying got it well that's and i would urge yeah everyone go to go to john and that's j o n so make sure you know not throwing each in there in that email but have the voice conversation with john it sounds just like you it's awesome and that's what i'm gonna honestly go do and just like you know because in terms of investing you know there's a lot of place to put our money and i'm not gonna say tell you exactly where where to put things but you john's a pretty damn sexy the option you know and and what you're doing it thanks thanks charlie it's so fun well you and i are gonna we're gonna keep keep keep doing this and just please help together and let's keep sharing good ideas and if i can be helpful let me know cool that's how you and let's always have fun man alright that's what it's all about so a h f thank you alright john have a good one thank you ciao

probably the most important hormone in the body is thyroid because thyroid regulates everything in the entire system and that one you have to get perfect optimal and not just normal oh i would be seventy one in july i do not plan on retiring this is my natural color of hair so i i'm gonna go for it i plan on being not just one hundred but a healthy one hundred years of age seventy day honestly is young but it's only young if you are hormonal balanced we never saw male under forty two with low testosterone and now we're seeing men thirty with low testosterone and without testosterone is really hard to compete in a very intense corporate environment marketers have never been so spread thin you like with all this stuff happening technologies going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads your trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now wanna a pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focus on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to augment mentors wherever you get your podcast 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 flu 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 thank you so much for we're doing this episode here doctor pamela smith it's an honor to have here i know you're busy you're you're always writing books but today we're gonna focus in on a on a very important topic on male hormones but also this will the women that are listening you know if they're men in your life i mean it's very important but also i'm sure you know doctor pam that women will also get something from this this chat as well so thank you thank absolutely hormones are important to both men and women besides if he fix him you've gotta fix her if he fits her you have to fix him so it calls hand in the hand that's right that's a that's i figured and you know like we're talking right before recorded there's a well there's a lot of things that affect us as humans but you as a lot of us are entrepreneurs most of us unless you're kind of thinking about jumping into business for yourself then you're hate to say the watch because i i don't like that term but you know whatever it is but there's other factors at play that make us us that help us think straight feel good and stay in the game because that's a whole point it's like how do we do this for us and feel great have a good time doing it oh i would be seventy one in july i do not plan on retiring this is my natural color of hair so i i'm gonna go for it i plan on being not just one hundred but a healthy one hundred years of age right on you and doctor savage today i mean like he's he while he's come out of retirement i think a couple times you guys are just to call it to him he's a colleague of yours good friend doctor paul savage who's been on this podcast too yes it's not your savage and i've known each other for our days back at detroit receiving and then as we moved into more of a personalized medicine approach both of you individually and collectively are doing some amazing things i'm honored that i'm get to like i i get to see the first you know hand look at some you know just the the knowledge that you're sharing out there and publishing and i will actually be getting some of the the treatments that doctor savage is doing pretty soon soon to be i'll i'll report that on the podcast later and then it was the first time i've even said that so also yeah yeah i will but so how let's just cut right to the topic and then i think then we'll kinda sneak back a little bit on your background and and you know some of the other nuances there but but hormones why why are they so important and what are they let's start there that's a great question so first of all why are hormones important and hormone replacement for males we commonly think about it for women but for men it's equally as important when it comes to memory you need hormones so we're gonna go through each hormone and discuss it when we look at prevention of heart disease that is very important when it comes to hormones when we look at the immune system when we look at bone structure believe it or not men can actually get bone loss so it's really important to look at it from that viewpoint when we look at it from the viewpoint of depression and anxiety and mean there's many reasons muscle mass energy levels there's so many reasons to look at male formats so it's important so let's start looking at them we'll start with believe it or not estrogen because that's the one we never talk about and that's predominantly it'll be seen as the the female hormone right it is but men do make all three estrogen that women in make e one e two and e three and men need estrogen to maintain bone structure and for their memory mh they also need to prevent e dysfunction ed so it's a really important hormone but if estrogen is too high it increases a males risk of heart disease and increases risk of prostate cancer so we want to measure that hormone because we want a dead center of normal not too high not too low perfect and the science is actually here so that it can be perfect for every man men also make progesterone again a hormone more commonly discussed with women because of anxiety etcetera but progesterone is important for men for my modulation so their nerve endings stay it also is a great five alpha inhibitor which means that it really helps balance some of the other hormones in the body like die testosterone the other testosterone i've heard of that yeah and we don't want d to be high because then the prostate gets big you have an increased risk and heart disease and increase in prostate cancer as well and so pro progesterone is just a great balance for that plus the newest studies are showing that it helps the brain in fact we are using iv progesterone in both men and women for traumatic brain injury iv in the ear oh wow and that's a i know that's a bigger topic lately are not tb but traumatic brain injuries tb eyes it is a huge issue and so we're now using it for that as well and then of course the male hormone testosterone yes it is sexual interest but it also lowers cholesterol blood sugar blood pressure is memory is the immune system is energy i mean fights depression anxiety muscle mass it has so many fabulous functions in the body that without it that's part of how people age is that they really don't have it so is it the hormones and and maybe this is yeah how do how does it all work because we well we start off with our own metro levels of hormones but then things happen throughout life right how did the aging process there some hormonal dysfunction but that's for a number of reasons people tend to have lower hormones with age but now new so it's about two thousand seventeen we are now seeing very young men with low testosterone it was it did not really happen before then we never saw male under forty two with low test testosterone and now we're seeing men the were thirty with low testosterone oh wow some of it is related to covid nineteen some of it is related to toxins in the environment and no there's just a build of so many toxins now including hormone disrupting things like bp that are part of plastics etcetera micro the cost testosterone to be low a lot u and so you need that hormone for bone structure as well so men want to not fall in fact the stats for men are worse when they break a hip than women when a woman falls and breaks a hip one half do not walk for a year when a man falls and breaks the hip one half die within a year wow just from what being not able to move around and do wow it's really much more serious and we don't spend enough time talking about bone structure in men because it is something that is a preventable disease process in almost every single male but men do need bone density tasks starting at sixty or sixty five years of age as i'm thinking about right here and myself i just turned forty and the stats that i have and this is why we're talking about people are like why a minute and i live well it's like about seventy five percent of folks or so or men who listen and watch this podcast this show but also i know it it's forty and up it's more at forty five maybe fifty is kinda like the sweet spot and you know the most people are are listening and watching well and without testosterone is really hard to compete in a very intense corporate environment mh i mean i still work eighteen hours a day i can only do that because i have hormones i still speak on four different continents as you've seen i i i've written numerous books to just have a brand new book how to prevent breast cancer and how to prevent a recurrence that just came out i'm still going really strong doing the research with doctor savage when it comes to therapeutic plasma change and getting rid of toxins in the body so seventy honestly is young but it's only young if you are hormonal balanced got it and it is all about balanced so you have these two other hormones so we don't talk about a lot either called d e and cortisol those are made in the adrenal glands that glands that sit above the kidneys but d interfaces because it makes estrogen and testosterone and it balances cortisol the stress hormone dha i lovingly call the anti aging hormone it is the longevity hormone because it gives you energy in your immune system in lowers cholesterol and you feel so in when you take it it is absolutely fabulous but we only give it to people that it is low in and it does balance cortisol the stress hormone which is a very interesting hormone you have to have cortisol to live if you do not have it you die within a week well so it's the most important hormone in the entire body and they all come from another hormone called p and i'm gonna spell that because it's hard to say and hard to spell it's p r e g n e n o l o n e so p r e g n e n o l o n e which makes all of our moments that i discussed plus it is your hormone of memory and even if you're forty five if you're really really stressed the body has to make cortisol so the body will take pregnant and make cortisol so you can have low pregnant alone even if you're forty five years old and you will have brain fog and not rapid fire memory which is not great at a corporate environment you really want to be able to compete at your best level and so pregnant is equally as important all the hormones i talked about are best measure by saliva except for p is by blood mh and the golden number for p is fifty or above and again we only replace it in people who need it even though i'll be seventy one in july my pregnant levels fifty five so i don't take craig i still have that hormone and and everybody is really really different and that's the reason why personalized medicine is the best medicine there is because it is a personalized approach we look at the cause of the problem and not just treat symptoms well let's and let's pause there for a moment because that is a key thing that i know you and doctor savage really stress is personalized medicine and i've i i've been fortunate enough this podcast is honestly a shortcut or a hack to to meet a lot of people in in all spaces but ironically i've come across a lot of you know personalized medicine pay folks like yourselves and but lately even more so because of me getting older and just understanding wow all these things that you know very toxic environment right now that a lot of us are living in but i feel like my age group maybe even more so because from the very beginning and maybe that's something we talk about but just like you were saying you'd take continue into the later year at forty and later i'm just talking about myself like what can we do what how can i personally you know measure what's going on inside of me and then actually have action steps now because if you don't measure it's doctor savage talked about this like get the data and then it's like what you gonna do with that now and that's what i really love it's not a general blanket statement like yeah okay take these vitamins or do these things you know but now i actually understand your data and maybe and talk on that a little bit your thoughts absolutely it's really different for every person and ai is here to stay i ra people that it's not going to take over from a personalized medicine viewpoint because it really is personalized and customized to every patient but when it comes to that hormone pregnant when i i talked to siri instead of typing it in i usually will talk to her and say and be saying pregnant she types pregnant alone so i don't think ai is gonna take over the world quite yet well series not when not she she's not the smart or it is not yeah no she can't learn yet even though i probably said it three hundred times into my new cell phone she still can't learn but it really is a customized approach to every person that's where the science is here in my own personal practice there are no two patients that get the same hormones male or female and so all these patients they're all different the hormones are compounded they're made individual for each person and men are a little easier to get hormones to than women they tend to have less side effects there's a a wider what we call therapeutic range so they're a little bit easier to get foremost to than women women you have to get perfect it has to be exactly perfect balanced in order for them to be healthy and stay healthy got it okay so pre dan alone and and i'm as i'm and just so you know what i'm doing on the side i use a tool called per complexity dot ai and yeah it's a great search tool it's you know and and there's a whole medical aspect to it too but i'm just reading here as you're saying so thank you for spelling it out for me earlier because i found it like that but yeah it it basically sets the precursor to all of the other steroid hormones in the body including cortisol dha progesterone testosterone so it's like yeah if you don't have that right then you're in trouble right they are like things are at of balance at least they are out of balance and it is all about balance pregnant comes from cholesterol and i have a hard time with cardiologist understanding this even functional medicine cardiologist because you have to have a total cholesterol of one forty to make pregnant honestly high cholesterol does not cause heart disease inflammation of cholesterol causes as heart disease and that's how a stat drug works a stat drug is an anti inflammatory agent but if you get the total cholesterol too low then you'll get brain fog because then you won't make pregnant to make all those other hormones in the body so that golden number is total cholesterol one forty in order to make the other hormones well and you mentioned fifty right is being kind of the the mark for for p nail alone let's see what would you yeah know i don't say recommend but like it's personalized medicine so i kinda wanna get to like really knowing your numbers right like what are the things you suggest us watching listening should be doing at this phase just to understand okay here's where we're at you know in terms of hormones and then and then you know we can talk about maybe potential next step absolutely i wanna refer people to if you wanna read about male hormones to my book maximize your male hormones which obviously you can get on amazon probably the easiest location but in that book it discusses the other hormones that interface because it really they do kind of weave together probably the most important hormone in the body is thyroid because thyroid regulates everything in the entire system and that one you have to get perfect optimal and not just normal and conventionally a medicine normal is okay but in a personalized medicine approach you want to be perfect so let's talk about some numbers since you asked okay please yeah so people grab your tablet out there okay or or a piece of paper if you're like me and write it down so your body makes ts h thyroid stimulating hormone the hormone that stimulates thigh right perfect is the lower limit of normal which is about zero point three five to two yeah the higher you go then the worst the function is and then you can be hypo or have low thyroid function mh the body makes t three and t four which are two thyroid hormones you want those to be dead center of normal and these are blood studies you measure the free form the trouble is conventionally a medicine we never measure the t three the t three is the one that helps prevent heart disease it's part of the mitochondria the engines in the body so really important measure as is reversed t three which looks at s thyroid and thyroid antibodies to see if your body's producing antibodies against its own thyroid gland so you have thyroid it is the conductor literally of the hormonal symphony equally as important is insulin insulin is the hormone the regulates your blood sugar eighty percent of people that are adults in the united states have insulin that is not perfect so let's look at those numbers k okay so perfect fasting blood sugar for everybody out there yeah if you're under the age of sixty is seventy to eighty five okay if you're from up to age sixty seventy to eighty five sixty and above it's seventy to ninety so as you age it creeps up a little bit seventy to ninety anything above ninety you are going down the wrong road why wait until your diabetic why don't we do something to regulate your insulin before that time the trouble is unless you see a personalized medicine practitioner you probably have never had your insulin level measured wow perfect fasting insulin is six too high or too low is not good and then you probably all everybody out there has measured hemoglobin a one a1c and the perfect there is five point four and so you want that one perfect because insulin regulates blood sugar if your blood sugar is not perfect not only do you have an increase in getting diabetes but heart disease stroke every cancer there is and memory loss so hugely important you have to have your blood sugar and the hormone insulin normal the american endo society said the following and it's now published that one of the best ways for men to normalize their insulin is to make sure their testosterone is normal and their testosterone is not to look at hormone replacement therapy as a mode of regulating insulin in the body wow that just got published interesting it it is very interesting to look at they really do all weave together yeah well wow thank you for laying out all the numbers are are there some more or those the the main ones there that's the main ones to look at but there is also melatonin and it's not just your sleeping hormone melatonin is part of your immune system in fact we even use melatonin now to treat different kinds of cancers like breast and prostate mh so if that one's measured by saliva at eight in the morning five pm and three am what the lights off so too much melatonin bad that's why we measure melatonin and serotonin are in the same pathway probably everybody's sort about serotonin the happy neurotransmitter right right so if you have too much melatonin then serotonin goes too low so we want melatonin to be that perfect number as well marketers have never been so spread thin you know like with all this stuff happening technology is going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads you're trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice so look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now gonna a pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focus on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to mentors wherever you get your podcast now 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 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 and 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 ips it really is a balance i mean it's like it and that's why without measuring any of this how would you know what you're doing i mean you in you wouldn't and that's the trouble and and i thank you for inviting me to be on your podcast because there are so many people that go to a practitioner and they don't measure hormones or they measure them by blood or they measure them by urine and as you saw some of these are measured by blood but the big ones estrogen per progesterone testosterone dha cortisol melatonin are all measured by saliva and and you're very welcome and i'm happy and honored you're here and taking the time because i know like you're you're you're very busy you're speaking all over the place and i really have made a push for this podcast for at least a decent number of episodes here and there to focus on health and and like just looking at myself looking at friends around me i'm sure those of you listening and watching have been affected by people maybe yourself but you have friends and family who maybe we got sick too early cancers or you know all these that's why i'm talking with doctor savage a lot and and i'll just say right here you know him and i and you're also involved in there is the t blueprint podcast that either released her will be very soon but when this goes out because i'm i'm becoming more obsessed with this concept of like okay really understanding what's in me but also what do you do with all of this and well that's so important because it really is all about inflammation a little bit of inflammation heals too much causes every disease you can think of from heart disease to colitis to cognitive decline to cancers etcetera so all the hormones i mentioned are anti inflammatory they get rid of inflammation when we do t and we get rid of the toxins out of your body that is also getting rid of inflammation which is the key component here let's hammer down on that because on inflammation as a topic because that is something when i understood this and i'm understanding even more so talking with doctor savage a lot and just for anybody who has not listened to doctor savage he's been on the podcast twice now so pretty easy to find just look them up and one was pretty recent and but also just a personal story like it's something that caught me the other day as a friend of mine he's like yeah i think he's forty forty one i think he's like i just can't really pay attention at work more than like four hours at a time you know and i'm sure some breaks but it's just like it's almost like days done after four hours i'm like four hours i'm like that doesn't seem right so but a doubt he's the only one and yeah i know i could go longer than that but definitely i don't know you probably have more stamina than i even did so i'm sure it's some inflammation some yeah and and hormones are wrapped up but i guess let's just talk about that whole topic well it does it starts with how you eat okay okay people always say well how should i eat no matter who you are the best diet is mediterranean because it's anti inflammatory so that is a great place to start in a mediterranean diet and from the viewpoint of lamb lamb is like the perfect red meat because almost oh it is because it's the easiest on your stomach the easiest on your colon almost all of the fat in it is a omega threes the good fat yeah and so it's really it's full of car team which gives you energy so it's huge it's like the perfect thing exercise is key but people need to understand exercise you should exercise three to four days a week if you are an aggressive exercise and and a lot of my patients are because i see professional athletes in my practice then your body gets to depleted nutrients so even if you're twenty five thirty five fifty five or eighty five if you're playing hockey seven days a week or your you're lifting weights seven days a week or marathon etcetera then your body gets depleted of really important nutrients at any age mh and so we wanna replenish those nutrients and that is also a very personalized approach to medicine you know what i need nutritional is different than what other people would need and starting at the age of fifty people do get deplete and three nutrients they get deplete in a car which is an amino acid part of the fueling source in the body they get d depleted in colon q ten which most people have heard of nowadays yep and they get deplete and something called alpha lip l i p i c acid alpha lip acid the last two you cannot eat your way into k but you those are all three fueling sources so at fifty most people go well you know i i i really feel fifty now because their energy is not the same they their stamina is not the same their cognition is not the same but a lot of that is due to hormones and lack of fueling source in the body and so we wanna go back and measure all of those very important nutrients and what people need and make sure those reactions work again the science is here to do all this this is not quote unquote rocket science the science here so that every single patient can have this kind of care yeah it's absolutely necessary i feel like like right now or i mean not only the food and i'm just thinking of when i'm talking with doctor savage you know it's just the amount of toxins now in everywhere we live and what we eat breathes drink our homes being the most toxic place i think you said five hundred times more toxic but believe than anywhere else like it's outrageous so we're going against a lot i mean stuff that we just honestly can't control we can control a good amount but what you said is like you gotta you gotta measure the stuff and actually know what to do about it now and and my brain's go into inflammation still but like back to that because like that is like the root of everything you know all the diseases and how it is and there's really three nutrients that everybody needs to take at any age the first is fish oil which is anti inflammatory okay so a thousand milligrams for most people make sure it's pharmaceutical grade pharmaceutical grade means that it is free of toxins and it's bio available meaning it gets into your body and does what it is supposed to do so that's fish oil now i personally take three thousand because i inherited high triglycerides that's a bad content on your cholesterol test you see triglycerides i inherited a high level which increases my risk apart and stroke so i take three thousand milligrams a day of official and that keeps my triglycerides very normal so mh oil probiotics a multi vitamin everybody should start with got it okay those are the three things and then we add from there so that's like the foundation of everything no matter i mean honestly just start to start that plus that multi vitamin is for many reasons the prostate needs zinc but in order to make testosterone you have to have zinc so sometimes it's just really simple things i've had some patients both male and female that they honestly didn't need testosterone they just needed a multi item eat better okay so i mean it doesn't hurt to start there at least exactly an exercise increases testosterone i have a patient in my practice that plays aggressive hockey and he didn't need tu testosterone until he was sixty five wow because he actually exercised his way into it are there different types of exercises for you know different levels of testosterone benefit we'll say there is it had he really want a mixture of exercise so first of all exercise has to be on the ground to maintain bone structure so is bi great is swimming great yes it burns calories but it doesn't maintain ball so at least you know one day of the week you can swim but the rest of the time it needs to be on the ground so you're actually maintaining bone structure when you're doing it so obviously there's other types where your lifting weights there's many varieties but you do want to have an aggressive program of all kinds of exercise in your exercise portfolio it makes me feel kinda good because i've been doing a lot of ji lately so like wrestling and stuff on the ground and it's probably the moves ground diapers of stuff you could do i'll keep it up but i mean like but you said swimming and biking does that are cycling that's actually really happy you said that because a lot of folks will just default to that but right there's not any pressure on your body that's why a lot of people take it up you know is maybe for joint issues or some kind of rehab which is great it's better than you know it's better to burn the calories that way but that makes sense to have something on the ground for for bones absolutely what would you recommend for measuring like do you have go to obviously someone who is doing you know practitioner for personalized medicine i'm sure would be able to be a good support but like if someone wants to test themselves and understand where they're at and get baseline lines for all this stuff where do you normally have people yeah redo and and everybody's different so what we measure is personalized but eventually we really want to look at hormones and everybody mh we really want to look at the nutritional status i amino know acids fatty acids organic acids all those things in the body what your vitamins are we do wanna look at toxic metals and other toxins like bp and ph and micro plastics etcetera we wanna look at your gut health it's really important that's a stool test seventy percent of your immune systems in your gut so if your guts not healthy you're not healthy bio for hair and nails ninety percent is made in the gut your b twelve is all made in the gut your vitamin k is made in the gut vitamin k by the way it's not stored in the body so you have to have a healthy gut to to make all those things so wow actually they know about that yeah but boom vitamin k it's not stored in the body it's just in and out it's days seven days and that's gone okay got it well okay so where like do you have a a a a way someone would go about and say like hey i i just wanna know this information like what would you recommend someone go and into the people can go to personalized medicine certification dot com if someone's listening and they're a practitioner and they want training which would be from a medical school that they so that's one personalized medicine certification dot com i'm happy to share my email you're welcome to email me at f a a f m sixty three at yahoo dot com so f a a f m sixty three at yahoo dot com if you wanna know a practitioner in your area you know happy to share that with you and then obviously you can go to my website via mining yeah yeah that's and we'll link everything below you know and or wherever the show notes or description is for you and i'm i'm thinking i'll probably put together some kind of notes too just because i know it's a lot of information in very specific but obviously your book as well to go snag that over you know maximize your mail hormones on amazon so because i'm just thinking you know after i learn information like this like i gotta know my own now i can't just like hear all these numbers and under you know all these names of hormones and it's cool to it's great to understand all this stuff it's like now what how do we practically do something with it so no and it's fixable when you know people need to understand that this is good news we can measure it all and we can fix it all so for example when we talked about estrogen in men it breaks down into three estrogen make it nice and simple two four and sixteen hydro okay so two four and sixteen two is the good one sixteen you need a little bit of for bone structure four is bad if you have four it dramatically increases the risk of prostate cancer in a male and in women breast cancer breast cancer prostate cancer very very very closely tied together and so the good news is we can fix it in every patient there are no patients none that have to have abnormal breakdown of estrogen male or female it's a hundred percent fixable so a lot of the things we're talking about today on this podcast are the sciences here and we can help people be really healthy that's pretty incredible because i feel like with knowing all this stuff or it becomes almost like oh my gosh what do i do with all of this information or yeah it almost out of my hands a little bit but yeah it's so the science is here which i'm finding is super fascinating i mean yeah you mentioned ai i know there's you know once you know some of this information there's there's ways to use ai to help guide you a little bit that way obviously have a doctor but it's it's i don't know it's very interesting because i've been getting you know my own toxin test back you know i won't go into all of that now but you know through doctor savage and and you know empty life lifespan and it's it's pretty incredible you know i've had blood test done so some of these levels i'm gonna have another one soon so i'm like i'll be able to kinda compare a lot of what you just said saliva testing almost everybody's toxic my grandparents car so honestly i never ate anything that wasn't organic until i was eighteen and went off to college and so i only ate organic we we picked everything we ended up you know freezing at can it we we made our own jam we did the h hat and cabo boot but i was really really surprised when i did my toxin test to find out that i was high and fungus but honestly i shouldn't have been because i stay in a lot of hotels and places which can have had water damage it's really important to get that fungus out of your body so we're discovering that therapeutic plasma mix exchange can help with so many things it can actually help people with autoimmune diseases because it decreases inflammation in the body we're looking at it for women before planned pregnancy to get rid of the toxins because these toxins do go through the breast milk and they go through the placenta and there's been a dramatic rise in people who've had you know things like autism etcetera at very rare when i was in medical school very common now the same thing of breast cancer very rare prostate cancer now occurring in people that are younger a lot of this is really just toxin induced but now we have a new way of getting rid of some of this we've been able to get rid of toxic metals all of them mix except for and aluminum we got could get rid of since the mid eighties mh population so that's been a great way never could get rid of gas kinda successful with aluminum but the rest we were great now with t we can get rid of ga almost a hundred percent in patients so we're looking at it for you know prevention of heart disease we're looking at it for so many different things but it's not t by itself t by itself does not give you these dramatic results as t plus nutrients so an md lifespan they really do a great job in the nutritional component to all of this because t has been around for fifty years mh so t plus nutrients plus hormones perfect but what people need to understand you can't fix everything at one time it's a process right as much as we like to make every patient and wave a magic wand that everything is perfect tomorrow it is a process anything worth having in life is a work in progress absolutely yeah i mean like for me i think it's gonna be at least three to five different sessions you know and and in the way you know doctor savage explains therapeutic plasma exchange as an oil change for the body you know where essentially you're you know you're cleaning out you know the plasma in this case where where a lot of the toxins are hiding out not all of them you know i understand but you know you can basically grab those within within that procedure and then you're kinda waiting more waiting period as your body doing its thing and then you're doing it again and then again and but along with like you said all the the vitamins and other nutrients that are introduced you know that to a cleaner body and this is just my layman's way to describe it and that's funny you should say that because that's it's an excellent question sort of response because there are some people that can't take hormones male female and even things like pro progesterone which is basically acc but they can't take it because they're too toxic when we do t and we get the toxins out then they can go back and take those hormones wow so it's just your body what just will not and does it reject it or there's receptor sites for hormones and so the receptor sites will not hold on to the hormone properly gotcha okay so literally it will just like nope not for me yeah before we wrap up like what are some of the now you said the science is here but you've been doing this for a while and you known doctor savage for a while as well you said what about forty years so you've seen a whole spectrum of science and how things are done like what's what's on your mind now like where what's just blowing you away that maybe we haven't talked about quite yet and then like where do you think things are going or any it's kinda open ended it like any trends that you're just very you're paying attention to that we should be also keeping the biggest trend now for the next ten to twenty years will be toxin removal and hormone replacement that is done correctly there's a lot of people out there the two hormones but you can hurt people with hormones when they're not done correctly so it's really really important that you see someone that has done a at either a master's degree in personalized medicine or a certification and personalized medicine so you know that they were trained properly and so my goal honestly in the last part of my career here is to make sure that people are properly trained and to make sure that the public understands that this kind of medicine is not star trek it's actually here and available for everybody and everybody does have the right and they deserve to have good health care i i and i and i hope it goes to you know and i think it's just gonna be at spread awareness is like the first thing right is and that's why we're doing this right here is we're talking about it what's possible what you should know and you know some of these things there might be yeah i i had to see a ideally the like the cost will get lower for other folks to all be able to essentially benefit from it because i know some folks probably won't be able to i'm just thinking in the future next twenty years or so like things are gonna change radically as they always have you know so i i think it's perfect timing with the toxin world that we're all in and like the more you start doing some research because we've talked about water on previous episodes here too and just like when you start running the numbers and seeing what you're actually drinking and you're like frightened you know handle one you do need water and that's one thing that we truly don't talk enough about people need one half their body weight and ounces every day on the days they exercise they need another forty to sixty ounces because water does detox but you're right it really does have to be a very very good purified water mh yeah out of glass not plastic right always that one right here so yeah no it's heirs another thing and there's so many others and this is where the doctor savage episode i did with him he lined out a bunch of them but now how it relates to hormones this is all new to me so doctor pamela smith i it's it's been an honor and i i'm gonna deep dive into your book even more so definitely you know i'll link up the link to amazon but maximize your male hormones is is available and ready if you wanna deep dive maybe mention a couple of the other books that you think would be also good for folks to check out for women what you must know about women's hormones that would be second edition maximize your immune system if you wanna look at your immune system what you must know about thyroid disease if you wanna know about thyroid and looking at breast cancer how to prevent breast cancer before and after such for people who preventing breast cancer but also people who've had breast cancer how to prevent a recurrence and you said that's unfortunately a male starting to see trends with it used to be that one percent of breast cancer was in men it's now three percent is in males so that number is rising as well well i wanna say and done a good note but at the same time it is good to know that there's awareness we we're seeing the stats and there's things that you could do about everything we talked about and truly the science honestly is here to measure every single thing and a personalized medicine approach is the way to go not just now but twenty and fifty years from now it'll be we'll be with our little tri quarters star trek perhaps doing it that way but it will still be a personalized medicine approach it's fine as long as it works and it helps everyone else to so okay well it's been an honored chatting and i mean yeah i felt like my brain was just wanting to go down all these little rabbit holes so hopefully yeah you're you're you you're like an encyclopedia and ai yourself it seems like fourteen books i mean just go check her out y'all it's and you speak on a lot of different stages podcast podcasts and and hopefully pretty soon or you will pretty soon on the t blueprint podcast that i'm heading up as well because that's a total passion project for me so looking forward to oh thank you so much joe thank you

ai is taken over everything right wrong so if it weren't for the human creator in you just like you like myself and others ai wouldn't even exist but here's the twist it's tools like chat gp cloud they don't just rely on us they actually help amplify our creativity so let me show you why you are act actually the most important part of this whole ai revolution that we're seeing unfold and how you can use ai to take your work even further marketers have never been so spread thin you know like with all this stuff happening technology technologies is going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads your trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now gonna pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focus on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for it's so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to augment mentors wherever you get your podcast 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 flu chart dot com slash a i joe 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 so ai is dependent on human creators and the content that we create it's all of the books it's the blogs videos podcast podcasts even the social media posts that we're putting out there it's all the words that we're writing that we're speaking the ideas that we're sharing the different life perspectives that we have it's the stuff like this is that's actually fueling the ai engine podcast that that everything is being built upon so here's where it gets interesting you know ai it's completely dependent on us as the foundation of its knowledge it's all the datasets sets that it's trained on but the thing is ai can help us super charge our work in so many different ways you have tools like chat and claude jim and i from google all these can take you know your raw ideas and help you brainstorm refine or even write entire raft of new content that you wanna create so it's like having a creative partner there that's always ready to work and then you have platforms like delphi dot ai which is a platform views for almost two years i'm an adviser of it i love it and it takes things even a step further than that so imagine it's kind of like building a customized ai digital mind or a digital twin of yourself that understands your unique voice your knowledge base even your creative process because it kind of emulate you it basically is forming you in a different form not only is it helping you create content it's actually helping you scale yourself now here's an interesting little paradox you know billions of dollars are being invested into these ai technologies and these massive platforms especially the large language models like you know open ai is building or google and philanthropic but really the value if you imagine if you think about it it's all rooted in the content creators and the information knowledge that we're providing it it's us i'm sure most of us are probably not feeling as valued as the platform but i feel like we have a way to reframe that and then also leverage technology that's being built around the knowledge that we're all putting out to the world this is why you know leveraging ai tools isn't just a nice to have thing it's essential in the way that we're all living not only creating content and sharing our ideas and connecting with others literally how life is just going to work in the years to come this is how we can start reclaiming our place in this whole value chain because that's kinda how i think about it and how we can maximize our work and really the impact of our work we're sharing our ideas to connect with others and we live in a really cool time right now where we can share ideas on places like youtube like here and the people will find us but it's up to us to maximize the impact of this and leverage tools like ai marketers have never been so spread thin you know like with all this stuff happening technology going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads you're trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now wanna pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focused on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space leadership guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to mentors wherever you get your podcast now 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 delphi dot ai for two years i'm actually one of their advisors because i was one of their first users and just gave him 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 flow chart dot com slash interest and hit me up let's build this thing together alright back to the episode so human creativity is completely irr irresponsible you know ai it's incredible you know the technology that's coming out right now you have just so much development you have things like ag which is coming out fairly soon who knows when you have quantum computing as well which is wild in its own right but the point is here ai it can only really remix what we're doing you know the ideas that we're putting out is humans it's enhancing upon things but it's not innovating from scratch or it's not connecting emotionally in the way that a human would do that we do you know it's not gonna know how to struggle through stuff or hope and dream about things that we want that's where this human element comes into play and why it's irr replaceable when we combine our creativity with ai ability to scale or connect different aspects of our ideas or other people's ideas and it can help her refine that into something that is easy to digest or something that people can connect with that's where we're able to unlock a whole different level of impact that's never been possible before ai is not creating the the novel ideas that come out into the world you know that's that's something that humans do that's what we will always do what ai does is it re combining existing ideas so if you can imagine it that way the true originality comes from us and it always will come from us so it's really up to us to drive where ai goes ai is not going to place creators because i know that is a fear out there that these things will just make creators irrelevant but the creators like us who are embracing these tools who will actually out paste those who don't it's up to us to make sure that we're tapped in and we're collaborating with technology in a way that helps the impact grow across the board for everybody the big thing here and what pumps me up the most with using ai it's not the fact that i can make like really cool videos with so now or create a book really quick with chat gp or whatever you know people get excited about i am all about the human connection and if we can leverage technology in a way that in enhances our ideas but it allows us to connect with anyone in the world in the way that they want to be connected with and communicated with you at the end of the day are the most valuable thing in this whole ai driven world that we're going head first into you right now that it's the creative in you that fuels this entire system and now you and i and all us have the tools to completely amplify whatever the impact is that you're already doing or that you're just thinking about doing so now's is the time for you to embrace what are the things that light you up what are the ideas that you wanna share with the world because the future isn't in ai it's not ai versus humans it's actually ai and humans working together how are you using tools like chat b cloud or custom platforms kinda like delphi dot ai in your work right now share your thoughts below in the comments i wanna hear about your experiences maybe your concerns maybe you're completely thinking i'm wrong that's alright but either way if you've made it this far don't forget to hit subscribe like i would love to keep making videos like this for yourself so we're all thriving in this whole new era of ai but also the creator and human connection it's something that's never gonna go away it's just gonna have a different flavor so we'll see in the next video it talks soon

mean what people don't realize is like forty seven point one percent of startups fail in the first twelve months twelve to eighteen months whoa and the rest fail up up to ninety percent over the following five years if you've ever been to a amusement park and you go on a roller coaster and you sit down and a little bar comes over you right and then it's just boom and then all sudden it's over and you're climbing out of the out of the seat and you're like whoa that was a rush right that's like the average day for a founder because you know your problems they grow with your company like it's not like you have this little problem and then you grow your company and little problem just goes away no it gets bigger marketers have never been so spread thin you know like with all this stuff happening technology is going crazy it's really tough to really focus and get creative and and create great content connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads you're trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i will recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more i wanna a pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focused on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to augment mentors wherever you get your podcast 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 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 alright gregory we're doing this this is round two it's so cool to have you back we had a blast last time so thank you appreciate you man oh man thank you i appreciate you i'm very grateful i i was super excited i was like oh man cool i get to go talk to the ham again it's like fun well you're another san diego brother here yeah at least i believe you still are right yep last time so and you're deep in i mean you've what been a part of twelve probably more businesses now and i mean i've done twelve startups and then i've invested in a few more and then yeah i have a full portfolio of companies that i invested in and then my own startups too yeah so i mean you've you have your fingers in a lot of things and yeah we chatted probably a little over a year ago and that was a fascinating conversation i'm sure we'll touch on some similar things here because you now have a new book that that just came out the startup up life cycle and here you know as i was reading through and kinda prepping for this to chat with you again i was like okay yeah and now i'm a part of some more start as an adviser and you i've been through some that have not worked out so well i'm like okay i could see how i've jumped some of these steps here you lay it out so clearly which i've always appreciated how you how you do things yeah i mean you know if you in the research i did i mean this was like five years of research right i mean thousands of interviews hundreds of thousands of like case studies and research it was a five years it's a long time right yeah and i put those stages in there but to try to prevent people from failing but they still do it you know they still will skip over something i mean what people don't realize is like forty seven point one percent of startups fail in the first twelve months twelve to eighteen months whoa and the rest fail up to ninety percent over the following five years so that first eighteen months is really important because over the following five years most of the failures happened because of decisions they made in the first eighteen months mh makes it yeah so it's like really really important and it's not surprising right i mean if you're going from one place to another let's say you're driving from san diego to san francisco and you don't have a map and you don't know when you're supposed to stop for fuel or food or anything and you're just sort of like flying by the seat of your pants which is what most founders do you're obviously gonna make some mistakes you know you might run out of fuel you know money you might not stop at the right time you might miss an exit you you know so on and so you might not know about a d two or road construction or get lost right so the concept is that if you starting a business you need to know where you are and you need to know where you're going and where you're going is your exit and where you are where you are and those two things need to be you need to know those so you can string them together through the life cycle it and like even just outside of startups ups it's like most of us i feel like don't know exactly where we're headed or at least have some kind of north star idea it's tough to totally predict but yeah without that how could you even go through any steps work backwards i'm assuming you know most of the time to kinda plot some some phases out for you but in the book and and hopefully we can go through them at least like an overview of like kinda what the phases look like because i think it's pretty glaring obvious where people can you know and i'm sure listeners watchers like oh yeah i committed that and that's why i've struggled for that phase or maybe yeah just this minute out you could there so many of them i and they read the book and they send me messages in linkedin and and and they're like oh man if i knew that i didn't know that and i doubt it it and you know i'm gonna do another start up now now that i know you know it's it's a fascinating you know and and it's it's not people don't need to beat themselves up over it you didn't know because you didn't know right you made the mistakes because you didn't know and you made bad decisions because you didn't know or somebody gave you bad advice you know so it's it's really critical to understand these things it's like i think of it like this so i'm big into meditation mh and i do a lot of manifesting meditation right and my favorite meditation is what's called a timeline meditation meditation so you imagine that you're standing in front of two tunnels and one tunnel is your forecasted destiny right it's what happens if you continue to do things the way you're doing them and in the other the other tunnel is your manifest what you really want you you look at the tunnel to the left which is your forecasted and you can see where you're gonna end up if you keep doing things this way whereas if you go to the other tunnel you can see where you end up if you change the way you're doing things your behavior or the way that you see things right so an example might be you know you know i do these quests and these challenges all the time right so you know if i wanna change my destiny if i wanna run a marathon and i haven't run before and i keep doing the thing i'm doing i'm not gonna be running a marathon at the end of the year whereas if i change my behavior and start training in the other tunnel at the end of the year i'm gonna be able to run a marathon and the same thing applies for business right where you're like if i can continue you doing things this way what is going to be the outcome a year from now two years from now three years from now four years and five years from now you know so what the life cycle does is it sort of shows you what sort of pit stops you're gonna need to make alongside that journey but it's still up to you to make the decision on changing your behavior to accommodate the future that you actually want that's a that's a cool meditation i i've haven't done that specifically but timeline meditation because it's up to us i i immediately actually go to i'm curious if you've ever done this you know i'm big in the ai obviously all of us are played with it now in some way but chat g it freak knows a lot about us because the more we use it it learns if you have the memory on i don't know if you've done this gregory but you can ask it like hey just be brutally honest with me you know here's where i wanna go here's kinda where i'm at right now you know if you could give it some context what do i gotta do don't hold it back any punches you know and it'll tell you some pretty good stuff and it's kinda like what you're describing it's like hey here's the possible path you could go down but it's up to you you hold the decision the keys you know a lot of founders they are afraid to let people go so they'll have an initial team and who got you there isn't gonna necessarily be the people that are gonna take you where you wanna be so they have loyalty towards those people and they work and they have loyalty towards but they're not actually going to be able to take them past the point that you're at mh and they have a really hard time making that decision so you have to sit down you have to say if i keep this person these people this strategy or these tactics where am i gonna end up a year from now versus if i change these things where am i gonna end up a year from now mh and it will drastically change your performance right because i think most people the analogy i like is you know if you've ever been to a amusement park and you go on a roller coaster and you sit down and a little bar comes over you right and then it's just boom and then all a sudden it's over and you're climbing out of the out of the seat and you're like whoa that was a rush right that's like the average day for a founder right so sometimes it's hard to see the forest through the trees because you're you're in it and it's just like that roller coaster you don't even have time to think you're just cram away sometimes you gotta look up you know you you just gotta look up and see where you're at and then move on logically instead of in instead of with an impulse or with emotion you do it with logic and you know be very practical you know about where you're going it changes startups master your your ability to be successful coming from somebody who's done twelve startups and twelve exit i'm on my thirteenth start everybody's like what's wrong with you like you're crazy it's it's such a nightmare why would you why would you do this you know and i'm like it's not if you do it right if you do it right it's just a journey right it's like it's like going on a holiday where you have a journey you know mh so that that changes the dynamics of of your relationship with this thing that you're doing that's so hard that when i said that changes is just being able to say this is my trajectory this is my forecasted timeline and this is my manifested timeline this is the one i actually want mh right and you can start with the end say i wanna exit in three years well there's steps you have to go through to exit in three years you can't just say i'm gonna exit three years and not change your your manifested timeline and just change your forecast the timeline because i mean that's just a dream right so it's it it forces you to really think about what you're doing and make sure that if those things continue if you're gonna get into the place that you wanna be at the end of the day yeah so with someone and i don't know you know let's say they have a goal and is it typically like what are the hold ups in between it sounds like you we have to change our behavior i'm sure for an in a lot of ways personally the things that we're doing but also you mentioned people you know holding on to people maybe too tightly or or you know there are the the founding crew or the team you have but you know now things need to change i guess like what are what are some very common bottlenecks on that path there yeah i mean you mentioned people maybe is that one of the and like that leads some failure because he said yeah i mean some people are good and they'll be able to adapt and change right they'll be able to adapt and change and then they will start to evolve with it sometimes they need a threshold and it's just like they can't go past that so either you hire over them and that and somebody else is managing them and that usually doesn't work out very well because they're like listen i was employee number five this guy's employee number fifty and now he's hired above me that pisses people off so you really have to look at the character of the person and you really have to set that stage early on right so you have to say hey listen i cannot guarantee you and you need to go into this understanding that i can't guarantee you that just because you're early on that you're gonna be able to get an s senior leadership position right mh so you have to say you know this could and then you have to make you're you're sure you reinforce that along the way right it's it's really important the there are people that are really good at managing people and there are people that are really good at practitioner tactical execution right and a lot of times they're not the same people so the early on you need somebody that's practical execution you need somebody that can roll up their sleeves and do the work and a lot of founders make the mistake of hiring somebody that's a senior manager and all that person does is hire people that can execute they can't afford it either one of them right the the senior person's expensive and there's nobody to execute and now they have to hire people to execute so it's better early on to hire people that can actually get in there and roll up their sleeves and do the work yeah and then later on hire somebody to manage those people but you need to make sure that that's clear for all the people going in so they're not thinking one day they're gonna be in a senior management position guaranteed just because their employee number four or something you know what i mean yeah it's setting expectations upfront and and i think it's building that culture right and and what you're doing as a team as a crew because everybody's you know you might have at least mentally you should have ownership in this thing and and it's the best for all right like it's the greater good almost if you're creating this thing together i feel like that should be the mindset yeah and a lot of times dude you're not doing them a favor like people think that they're doing them a favor by there's two things i found in my research which was really devastating in terms of team management one was what i called up and out which is where they keep giving them a raise and they keep giving them a raise and pretty soon they're more expensive than their worth and you end up firing them or they end up quitting because there's an ins appetite for money mh right you give somebody money they raise their standard living it's human yep and and that's just how it goes i call it up and out because they literally raise themselves up and then they end up ex ex exiting the company either by force or by choice in either scenario so that's an ins external motivation versus a ins internal motivation which is what you get when you're playing sports where you're just doing it because you are driven to do it not because money is driving you to do it right mh so that's the first mistake people make is thinking that they're gonna motivate people with money it it's it's it's a it's a dead end right you give them enough and then you if you're not motivating them internally you know because they wanna do the the project because they're excited about the business etcetera eventually that person's gonna they're they will leave because you just can't keep paying it them i mean google all these big companies the google's of the world the the microsoft of the world they they all have churn at a certain point yep right that point is when they get to when people get to a point where they're being paid more than these guys will pay they end up quitting and they end up taking less money because they over those big companies over pay they don't even know they did it to their own self because hr looks at it and says who's making the most money these people what are their performance criteria of this oh okay lay off all these people that's what you see happening right they don't lay off the low wage earners they lay off the highway wage earners so you know you don't wanna be doing that as a startup so now you're in the situation where you're laying people off because use yourself made it so that they're una affordable or not worth what they're being paid so that's one common mistake yeah that's a huge one i mean that's and i'm just thinking of how like what would you recommend like as a founder probably the most motivated person out of everyone in the room you know and you have that fire you have that vision whatever that is probably been proven for a while how do you how do you bring other people into that vision of yours and so they're they're aligned and ideally setting the ship straight in the right course from the geico you include them in on the vision so you make the vision partially there so you listen to them and you say what do you think pretty soon they start adding in and the vision isn't just yours anymore it's your team's vision now they wanna make that happen you know and the end result of this vision is that they get stock options right and you sell the business they make money so even if you hire over somebody they're really excited about the business and i've heard people complain you know as they say oh you hired over me and they're really pissed off about it why did you do that you're like i need somebody that man that has experience managing people at the growth trajectory that we're at and you don't have the experience and i don't have the time to train you and you're just honest with them right just straight up and honest with them and you say listen you have stock options so when we sell this thing you can go cry on your pillow of money because it's all gonna be worth it for you now let's talk about the vision you have for your functional area right and get them and curve them back around into the vision and get them excited internally about it that's one of the big mistakes that that people make and and so that's the up and out i call it up and out right where you're you're they're literally firing themselves or you're literally destroying them for the future because you just keep trying to sat their appetite with money because money money money money right it doesn't work i mean anybody know if you have a kid you know this mh right you give them a little money give them a it's never gonna end right yep five year old candy right now are suites you know but yeah eventually money yeah i mean it's the same thing right can i have some candy can have some more candy can i get it it's it doesn't end right so that's like part of it the other thing that i think is is really really damaging to teams is where they hire a manager too early and the manager hires people like i said earlier and then they end up spending more money than they can afford early on you need somebody that's tactical somebody that can do multiple jobs and do and we'll just work through a spreadsheet muddle through and figure out how to use software and stuff like that yeah versus somebody who hires people to do that for them so that's another common really really common mistake that people make it's really common actually way more common you think and i talked to these founders are like yeah i just hired the x vice president of marketing from ibm and i'm like oh really what exactly is he or she doing and they're like oh they're hiring a team of salespeople and i'm like can you afford a team of salespeople right yeah why don't you hire a salesperson you know and and and instead of you'd see what i mean and have them do the job for a little while and after you learn then you hire somebody right so that's a really super common mistake as well those are the those two things are probably the most common mistakes when it comes to hiring people outside of the life cycle you know what i yeah that makes sense and and that's you know hiring managers i'm assuming they're unless they're brought in with this the the north star is probably pretty fuzzy for them or they're not in bit ingrained into the culture of the company so they're yeah they're bringing whatever they they did before from some other operation they're a part of and taking orders or or at least you know scaling way too quickly before maybe proving a model or like you said like an mvp minimum viable product in the early stages and actually gain in that way right yeah exactly like you you walk you crawl before you walk you walk before you run and when you're running you start out with a little jog before you go to a sprint mh and a lot of companies motivated mostly by their investors actually go from a a little fast walk to a full sprint and jump over the other stages in a cycle and then fail because of it because you know your problems they grow with your company like it's not like you have this little problem and then you grow your company and little problem just goes away no it gets bigger and and bigger and bigger and it grows right so you're you you feed the problem by not dealing with it so the stage in a life cycle including the management team and who you hire and when and all that stuff we talked about the stage in the life cycle are there to protect you from going from a crawl to a f full on sprint without without taking the steps in between i'm tempted to just ask you what the stages are i don't know if there's a better way to put it because obviously that's a full on book you know but yeah no i'll tell you it's cool man so cool the first stage is vision right so this is where you're visualizing what your business is you're building your north star which is what when and how and why so what is your company who should be interested in your company to buy or or your product when should they be interested why are they interested right why why should they trust you when you're raising money or selling to a customer there's three things that are critical critically important to that pitch so why this why me why now right so why this thing why should you be interested in this why me why am i the right person or why is this company my company the right person why is now the right time to do it right so the north star the vision stage deals with that stuff then you move into product and product is about building a prototype first right so building you know like if it's a a a maker labs they'll build like three d models of things right and they'll say here's my prototype then you go from a prototype to a pilot which is where now it's actually functioning but it's not fully it's not an mvp it's not a minimal viable product it's just a pilot then you go to minimal viable product then you go into go to market and then you go back and forth and go to market quite a bit right you're doing a lot of testing you're going out to market you turn it off you come back you go back out to market you know things like email yeah yeah exactly you're going through multiple iterations to figure out like where should you be spending money how should you be messaging things you know stuff like that mh and then after that you go into standardization this is the one everybody skips over standardization is where you document what you're doing and you document why in a very very simple way it's like i'm doing this you click on this you see this you click on that it starts with triggers so it triggers is when you're supposed to do something the best practice is how you're supposed to do it right yep very very simple stuff and the reason why one of the many reasons why this is super important is because the average cost of a new employee to get to seventy five per percent productivity is thirty three percent right mh so if you're paying somebody a hundred grand thirty three thousand dollars of burn wasted money in the first six months wow and that's because of the distractions that they have on your team mistakes that they make and just productivity and hold they basically have to draft their own best practices in order to be effective so if you do it for them first of all they're not disturbing other people second of all everybody's doing things the same way so that you can track kpis you know key performance indicators and performance and third of all when you go into optimization which is the next step you can go back and look at the way things are done and make sweeping changes to increase margin right so standardization and optimization is a margin exercise if you have low margins when you go into growth they're going to continue to be low mh if you have strong margins they should get better and people make mistake they think that you know if you have two lines this being your income and this being your expenses that they're supposed to go parallel but it's not the expense line should start to carve away and the income line should grow right that's economies of scale well you can't get economies of scale if you don't optimize right if you don't look at at what waste you're doing and this is a lean exercise right getting in there and really focusing on where am i wasting time where am my people wasting time where are the reset times reset time is like where you're doing something and you get distracted and you have to do something else typically it takes fifteen minutes like somebody you get back to product yeah so think about how many disruptions you have in a day if you're hiring five people now calculate the thirty three thousand dollars on a hundred thousand if you're paying them two hundred thousand like in the silicon valley now you're talking about sixty six thousand mh right so it starts to add up really quickly and a lot of people will put themselves out of business literally by growing just from hiring yeah it's people mainly yeah wow and that's it and i'm and i'm thinking let's see do we get through the i think there is a what one more right yeah so there's a growth phase now the growth phase is where you stick the pedal to the metal because now you've tested your product you've tested your go to market you've standardized your processes you've optimized everything now when you grow you're gonna start see that split you're gonna start to see those economies of scale and then you go to exit which is the last stage now what happens when and yeah know and well i guess there's two questions you like defining a start up because i know people listening here they could be a founder of a startup that's actually raising funds you know for vcs or whoever investors or some just might be bootstrapping something that is a startup up you know it's a smaller operation but i'm imagining the same flow works with that type of thing as well would that be kinda correct yeah i mean early stage like i focused when i did the research and when i did the book and the platform everything on early stage mh the reason why so when when i when i say early stage i mean pre a round okay if if you're a vc you're thinking early stage is a round but if you're a startup person early stages is pre a round so see either or even be v yeah because a round and after is highly highly comm the mistakes usually that they've made are already it's too late for a lot of them so what i did is i said okay if i'm gonna split in half and say do i deal with pre seed seed series seed and a round or do i deal with a round and out i chose the early stage because that's where i thought i could make the biggest impact that's where i thought i could help the founders the most is is that super early stage so i think that if you're an early stage founder pre seed you're gonna be in the vision stage you're gonna be in the product stage when you get to see seed your seed round when you get to your series seed round you're gonna be in your go to market and you'll stay in your series seed round all the way until you hit the growth and then you're gonna get your a round and then you're gonna go after that so i try to i i tried really hard in the book and also in the platform to make it so that these founders aren't going past their a round that they're building to their a round and then not taking any more money on board after that because then they get into the capital trap which is the trap of over evaluation which happens after a round typically marketers have never been so spread thin yeah like with all this stuff happening technology technologies going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads your trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now wanna a pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focused on mint scoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space leadership guidance and things like that that's what the podcast is made for so you'll get a lot for it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to mentors wherever you get your podcast now 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 is totally free go to hustle and flow chart dot com slash ai 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 gave 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 and 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 ips episode that's what actually i wanted to ask about that so like when capital starts flowing in and maybe maybe talk into that what you were just bringing up there the capital trap because i know that changes of things i've seen it in and you know is being a part of some startups as an adviser and just hearing other stories that things change you know now you have new influence coming in and people kinda call in some shots yeah exactly so the capital trap is basically there's two there's a few different sides to it one is it causes over evaluation so over evaluation means that your the cost of your company isn't going to return the returns to the investors that they expect for that investment and a lot of founders they go okay i'm raising let's say their valuation is five million this early stage and they say i'm raising a million dollars so their post money valuation is six million right because they just brought off brought on a million dollars and they'll say okay so in order to make everybody happy i gotta sell this for six million and i'm gonna make this much but what they don't understand is that those investors want i'm i mean i don't i don't think a minimum of three usually five to ten times what they invested mh so it's not a million it's five million so your value for now you have to what your valuation is and what you have to sell your business for are two completely separate things sure right so now you have to build a nine million dollar business instead of a six million dollar business right so things change quite a bit now because of the the expectation from investors right that already changed your decisions like right there you your decisions are different than they were before yeah now you you use that money rapidly and you know trying to grow some of the mistakes that we have already discussed happened and now you have to go raise more money so now you raise more money and pretty soon you get to the point that you've raised more money to reach investors expectations than is realistic so an investor looks at and they go well you're raising a million your valuation is ten million we can sell sell the business for twenty million i'm out there's not enough room there right for me so that's the capital trap this this trap of raising money raising money until you can't raise money anymore mh so i always tell people i'm like raise some money in the early days get to profitability and stay in profitability as long as you can and the impact that that has is you have slower growth right so you'll have investors and people telling you take money on you could move so much faster you can move so much faster but you need and that is true in some cases not all cases but in some cases but you need to rationalize you need to think about and compare what happens if i take more money on board and what are the ramifications of this versus if i don't and i just stay profitable and grow a little bit slower right market conditions can make you think you need to grow faster or that you can stay where you are some of these companies they go nuts and they get really big and they sell and everybody makes lots of money and sometimes they go out of business because they can't raise money or their problems put them out of business things they they failed to do early on and sometimes they just they just beat everybody you know they just go to town and they just slaughter the market yeah in a lot of the scenario a lot of the research i did though for the ones that raised a lot of money and race to the market in one the people actually didn't make that much money the founders wow yeah it was really interesting something sells for you know five hundred million and the founder makes like five million you know or ten million or something like that and if they wouldn't not yeah it's it's like is that worth it right after all the years and and sometimes it's not right yeah sometimes it is sometimes not but what if you had not taken that money on and instead what you did is you you sold for fifty million when you owned fifty percent now you would have made twenty five you see what i'm saying like yeah yeah well does that go back to what step number three about go to market strategies and you know really being going very clear about like your marketing and how you're gonna attract your initial wave customers to get to that profitability mark yeah it does your go to market is critical to your success meaning you know a go to market is not advertising i can't tell you how many founders i look at and they're like my go to market is google adwords and i'm like that's not a go to market that's a part of a go to market but it's definitely not go to market there are two sides right there's earned media and paid media right so in search earned media seo and paid media search engine management right where you're paying ppc mh in facebook or social media it's posting content and paid is paying for advertising right blogs everything right i categorize things into four categories which are the ways that we digest information what can influence us right which is watch listen read experience mh so watches videos tiktok youtube stuff right stuff like that listen his podcast podcasts so what what we're doing right now experience is trade shows webinars conferences like that and read as blogs and articles right so a go to market includes your narrative spine which is your narrative that you're gonna be talking about think of twelve vertebra one for each a month of the year and each one of those being a topic with watch list and read experience underneath it oh that's cool i like that yeah and that's how you do a go to market which includes both earned and paid media mh i see that yeah one yeah and they support each other and ultimately you get going and yeah a lot of that stuff yeah it creates referral and i think that's where when you get the inbound coming you know from with all of this that you've put out there i love it the watch list and read experience because it's applicable to everybody that's that's how we learn right that yeah we learn through our census right yeah yeah and our senses are watch list and read experience that's it it's just applied here which is all another beast an organism this startup up that we're creating is yeah its own thing that needs to get awareness is and i think that's the biggest thing i know there's so many startups that just don't have a strategy they're there maybe two focused on the product it which is great you gotta assess some of that product too but make sure that thing is going to resonate with the market and the fact that they can even learn about who the heck you are so you're not just been unknown amazing mvp still or burns money in time for everybody yeah well is there anything in this in this whole process because i wanna get to your quest and some of your your the personal stuff that that drives you because i just find it sodium damn fascinating but like is there anything during your you already mentioned during your research but like anything that stood out that like blew you away yeah i know you mentioned some stuff but like anything from your research the fact you've been now you're part of thirteen different start ups like what have you what would you have done differently or how do you educate differently now that you've done this research put this book out there following the life cycle i think is really really really important okay but i mean the number one reason why founders fail is bad decisions so you have to ask why well it was based off bad advice so then you have to ask who right who's giving the bad advice well the bad advice actually comes from investors number one mentors and program managers after that now that doesn't mean everybody's bad it just means that you need to be careful because they see the world differently so you know a lot of founders will just take every the advice that they get from other people literally and just follow them you know without thinking about their own the way that they're seeing the world from their own perspective right if somebody tells you you know okay you gotta go for growth now just slam into growth you have to ask yourself am i ready for this mh you know what is my forecasted timeline if i do this is there am i gonna be dragging problems along with me do i have any anchors tying me back you know you have to think about it so that's what i mean it's the the consultants the mentors the advisors the the investors the program managers all the people that are there to help them are actually really there to help them right but you can't take their advice without considering your own experience as a practitioner and that is something that shocked me because i was like sitting there looking at the data and i kept going back and forth because i was like what the hell these are the same people are supposed to be helping them what is going on and i found myself at first blaming those people right saying well they're screwing up the founder but then i realized that wasn't the case it was that the founder was taking their advice literally and just following it without considering things that that they should have been considering in their own business as the practitioner and also that they weren't asking the right questions so they were getting advice based on the wrong questions so they got the wrong answers so you know yeah you know i would i tell mentors and us investors all the time i say listen you gotta be really careful to make sure you're helping them ask the right question so that you're giving them the right instead of just answering make sure that they're asking the right question in the first place mh you know you get the wrong question you get the wrong answer and then you're off track yeah it's complete yeah it takes you down a hold different tunnel potentially yeah that off corners yeah is there a any any good advice for a founder to to find out who are the great mentors how can you trust the right person or even a a board of advisors to bring onto to the crew any criteria you can think of the the ones that were previous corporate people so they had never done a startup up they were just corporate people they had big you know titles from big companies and they never did started before those ones were the ones that were a lot of the bad advice was spinning out of yeah because they're remember their lens on the world is corporate unlimited money zero risk you know what happens you fail who cares you move into another functional area or they shut down the program and continue but you know you you still have a job and you're safe right versus if you're a founder and every decision you make may help you or not allow you to make your f house payment mh right so it changes things dramatically so that was one of the things that i think was really fascinating another one was what i call the one hit wonders which is a founder who had a strong tailwind you know the wind was put pushing them right and so they basically got pushed onto the shore by a big wave and and this luck it's not necessarily all all talent right or a founder that took on a whole bunch of money and succeeded to sell their business but didn't actually make that much money but they have a now they have a reputation sometimes it's a consultant who's trying to sell them services like an accountant or a lawyer or somebody like that who in the end their real mission is to try to make money from the founder not actually help the founder mh all of these people can be helpful all of them really truly what i do is i tell them you shouldn't have one mentor the whole time if you're in go to market you need a marketing mentor if you're in product you need a product mentor if you're in standardization and optimization you need somebody that's familiar with lean and six sigma right and if you're moving into exit you need somebody that's done transactions before right so you know having the same mentor the whole time is oftentimes a mistake you can have the same mentor the whole time and add on other people that have subject matter experts right and that is one of the big mistakes that i saw repeatedly right is they're like the mentor gets over their skis but they don't wanna let go of the deal so they stay involved right and it's okay but they need to step back and say hey listen we need to get somebody who's an export advice isn't necessarily your advice it's it's giving them the best advice that's available even if that advise it isn't coming from you right so to be a good mentor you have to understand that your job is to get them the best advice even if that advice doesn't come from you and that's great for me to understand too as being an adviser to some of the startups ups and i know and even as a just a supporter of a you know there's so many startups ups now with ai i feel like too anyway it's like there's boom of everything and i don't know what your take is on that you don't even need to say ai anymore right like people are like we are ai enabled i'm like really no shit so was everybody else it's just now it's everywhere yeah it's like saying i'm on the cloud really the the internet web yeah the we deal with big data everybody deals with big data you know what i mean like an a an iot some sort of an iot company saying we have a iot no shit right and so when people talk about ai i'm like of course you have ai everybody has ai you know shiny yeah it's the it's that label but i wanna i wanna get to the the quest because you brought it up and you pointed at something behind you that that's happened in next year which is pretty cool yeah i wanna hear about it but last episode when we did that what last year you talked about you go in these quests every year right it's like one big thing to look forward to i'm curious what you're doing this year but i know it next year and tell me about both and maybe and i wanna dive into that again and how important that is for you yeah i mean for me this is you know part of that tunnel since situation right i say to myself at the beginning on my birthday i say to myself i wanna do something exceptional this year right something personally exceptional meaning something that i think is impossible for me and then i choose something from this giant list i have to do right and so i've done things like wrestled alligator bull fighting drove formula one drove nascar climbed del capita ran a marathon swam marathon rode a bike from san francisco to la i mean it goes on and on right and each one of these things require you to be be more comfortable with struggle they require you to deal with pain they require you to deal with being uncomfortable and they require you to look at failure and not accept those those that as as an option right you just say i'm gonna go until i pass out right like mh i barely made it pat it took me seven and a half hours to run that marathon i mean i everybody i had children and old people passing me it was really hard because i asthma you know so it was it was exceptional and i felt my feet felt like i was running on bloody stump i mean the pain was extraordinary i've done american before i you i know the feel but yeah it sucks yeah and both my knees were swollen and you know i i i ran the whole time i didn't stop wow i ran i just ran really slow but there's a lot of times where you're sitting there going why am i doing this what am i doing this is ridiculous this is and your body is telling you to stop and everything is telling you to stop and the only thing you have is your own control over your own mind mh right one of the reasons why i like meditating so much is because we think we have control over our minds but if you've ever tried to meditate you learn really quickly that your mind has its own and an agenda it's out there thinking about everything all the time and meditation is getting control of those thoughts it's not necessarily ending them it's just noticing them and and and and realizing what's happening you can do that with these challenges you know when i was doing the swimming marathon you know i couldn't even swim across the pool one time wow which is only twenty five meters like it's it's you know yeah you know and and swimming for it yeah and it i mean you know it was terrible i had to stop in the middle of the pool is really embarrassing hanging on to the ropes you know and yeah you know it's sitting there yeah that's my i got this is a night mary you know and at the end i swam for six and a half hours nonstop k and yeah and you know this is the kind of thing where you think it's impossible when you do it and when you're done you you become more powerful because you can do things that you thought you couldn't do mh and that's that's the whole idea of of my birthday things i have to do them in in one year and so i started on my birthday and i have to do it by my next birthday nice well tell me about the the travel you'll be doing soon and and why you chose that and kinda when that what that means to you well i bought a ticket to space so that i could it's it's like a capsule that not like a hot air balloon and it it's like a massive balloon it's like size of a football stadium and it pulls you up into space and then you get a view of the earth the the you get to see the earth from from space yeah and and looked down on it and i think that for me anyway it's a way to see how big and how small our little planet is and how connected we all are right i i don't know what what i'm gonna feel when i get up there but the people that i talked to that have done it they said it changed their entire perspective of even other people and animals and the environment they they're like it looks like a living creature mh the whole planet and we are just this little component of this living creature and that we really are all connected through subatomic particles atoms and the planet itself so we should probably be a little nicer to each other mh and a little nicer to the planet and i'll realize that you know we're we're all related in the end and so you wanted to know what i'm doing this year yeah let's hit it on that one because already i was just like wow yeah that's but what are you doing this year i'm doing fire so they burn a big bon fire and then you walk over the coals with bare feet okay you're not gonna to you're not setting it up yourself right do you have a no no you have to go with a professional because it's freaking dangerous you know but there's a whole process before that where you prepare for it and eat your mind in the right place it's been done for thousands of years yep so it's just a matter of like i think people get burned if they aren't in the right mindset how does that work because i know like tony robbins like they they have a fire walking thing i don't know the but yeah like how do you prep your mind for something like that because i've always been fascinated i never looked into it i don't know but i imagine it's the same way like when i went to the swim when i was doing the marathon i was terrified of sharks okay just i wouldn't even it took me three months to get past my shoulders mh and then i swam in the ocean you know for i mean i was doing it every weekend for four hours you know and then the the the actual marathon was six and a half hours and then last year i dove with sharks without a cage just me and the sharks and it's the same i think it's the same thing there you know you're sitting in the boat and the guy telling you they can they can see your heartbeat wow right they they can see that you're they could see your stress level you know because it echoes in the water and they have this high sensory so they can see so they can sense animals that are in despair so they can hunt those animals right right so you know you go in the water and you see the sharks and your heart rate starts to go and you have to really like calm yourself down and and get control of yourself and realize that it's okay it's safe and the crazy thing is is that there the the the tiger sharks the gala gala sharks and the the the black tailed black fin sharks that i saw were just like fish like you know they didn't they didn't care about me at all they were just hanging out swimming around looking for food yeah you know they realized not food not food yeah yeah they realized that right away they're like this isn't food and you know when you realize that and you realize that they are ancient creatures and they can't afford to get hurt mh so if you're big enough that they think they can get hurt they're not gonna try because they know if they get hurt they're gonna die get pull it right yeah so their instincts keep them away from you because and they're scared like if you move quickly or whatever they swim off like a fish yeah you know spooked them yeah yeah you spoke so you have to actually really you know you have to be you have to be kinda calm and mellow and then maybe you know they get close enough it's i got scared a couple of times sure yeah i mean one time i was sitting there and there was a couple of them in front of me and and i sort of like look out the corner of my eye and there was one right behind me coming right over my head and i was just like holy shit i actually i got out of the water after that i was like really scared i was like okay i'm done that's good that's good check the box did i did it i did it you're good well what i mean this so something i've taken out recently i'll just relay it and i'm curious because like i've i've learned some things but i'm curious how you regulate in the moment is i've started doing g presenting ji and oh cool it's really cool i've never had a fighting background at all i was i was a runner cross country track and all that stuff not not you know a physical all that stuff i'm like i freaking love it it's the best thing ever and i've noticed that it's scary as hell especially at first now it's like whatever let's do the choke thing i've been choked so many times it doesn't matter anymore but i'm like but go it's the anticipation going into it but i've noticed is hey it chills out my nervous system like it just makes me more grounded and chill with everything a lot more confidence easier to do hard shit tough stuff but in the moment there is you definitely learn to regulate your your excitement your energy your you know your fluidity like just being relaxed in the moment that's the thing that i've learned to do lot of nose breathing slow exhale kind of thing so i'm just curious if you have any of those types of practices when you're in any of these quests obviously working staying focused staying grounded anything hundred percent yeah like i am you know really big into breath work and meditation mh because it calms your vagus nerve you know so what you're experiencing is your vagus nerve letting go right and calming down i'll tell you one of my challenges was to fight in thailand mu thai and in thailand fight a professional fight mh so i trained for years for this one and i did let's see eight fights i lost my first one in my last one and i never did get to do it what i noticed in that moment was that you have if there's an immediate reaction when somebody hits you that causes you to get angry or gets scared right yeah which is the same thing that happens in work right you have something happens and it causes your body to go yeah you know and it screws you up what i realized is that you can't do that you you can't be mad you can't go in angry you you have to go in with respect of the other person and treat it like a sport mh and when you get hit you're like hey good strike man you know exactly you know and and move on and it was it really changed my life actually because i would find myself you know in there and i would and i would get hit bam you know i'd be like yep alright alright and reset you know what i'm saying oh yeah and you can do that in work you can have a bad pitch and then you can just reset right and make it so that something a lot of people say i had a bad day right and a bad things that happen on can happen on a good day mh so it's your decision whether you let bad things create a bad day or just become bad things that happen on a good day mh right yeah it's the same thing in the rain you know yeah oh yeah okay that's it now i'm happy you have that that yeah the movie tie that's i did a little bit of training there that's that's pretty scary too yeah the straight it was gnarly i got my knocked i got i got veneers my whole front teeth veneers because oh man my last so my first fight i was just i got angry and i was scared and and you know you're scared it's full contact on the knockout so it's it's it's really scared oh and then my last fight i i was just way over my head i went into a amateur program ring because i was trying to like accomplish my objective and my coach was like you're not ready and i did it anyway and i got just totally obliterated minor third round i was in an ambulance and i was like okay alright i'm done with the tall yeah you know like you know now you're now you gotta have dentist to point i had my ribs broken i had my teeth knocked out my nose broken i mean this guy was a was a beast and just destroyed me smaller than me too like a lot smaller but just so fast and and skilled yeah you know and i was like okay i i'm i'm not doing this anymore and it was like it was like a quest that i failed that and then i did another one instead i just was like i was i i gotta do something i can't i can't can't just sit here and say i tried and failed okay that's much yeah so you weren't checking the box on that even though you got your yeah old grill knocked out and everything so yeah yeah it was really painful you know and for a long time too i mean you know it took month it took like six months to get my teeth fixed i bet i've done some folks with their teeth talked out it's not fun and yeah it's to process but greg you're your beast man right and this is fun thank you for sharing and the concept of quest i mean that's the the thing i've noticed because my quest is basically ji too but like it should probably specify it's probably gonna be a tournament in there i think is my birthday is coming up so i got it you should do it man there's something it's a lot different to do a tournament especially when you're up against somebody you never grapple before that's right right yeah and you're like and you see the other cat and you're like looking at this dude and you're like okay it can't be angry he's here just like me we're both doing the sport yeah and i don't know the skill set i don't know you don't know anything right it's it's pretty it's intent it's not pretty intense it's super intense it's everything yeah and your focus is just usual in this just there and that they're only nothing else especially after the first hit like for me i really wanted to get hit the first time i would like let somebody hit me the first time because then i was like okay i got that out of the way now now my my body is like oh shit this is real you're in the game now that's right some weird happens where you don't really i mean you care but you don't care because you're like okay yeah we're in it we're gonna just move i'm flowing with you yeah yeah it's it's cool totally do we do a tournament because it's it's a whole different experience than when you're in you know at the gym training with somebody it's a it's a whole different deal yeah now i can do it yeah yeah seriously like i can't tell like you you need to do it for you yeah yep oh yeah no it's already my my my brain i got the coaches for it so no doubt man you're gonna win and and then you're gonna tell me all about it heck yeah we'll do round three we'll talk about it alright gregory how do they get the book point them to the right direction how they can follow you chat with you all the good stuff yeah so the start of life cycle is the book by gregory shepherd it's in all the bookstores amazon you can order audible if you don't wanna listen to it my website is gregory shepherd dot com and you can access the platform for free if you're a founder you can go in there there's investors there's courses there's grants there's templates i mean it's everything and on the other side if you wanna buy the book you go to the link that says author or you know you can go into amazon or barnes and noble or whatever platform you wanna go into and i really appreciate the support and reviews are huge so please if you like the book do a positive review give it before yeah give a great one it's it's a great book and as you obviously know there's a map for this so follow the map follow the the whole life cycle of a start up gregory agree appreciate you man i'm happy we did this thank you you're welcome

is no amount of marketing that overcomes a bad product even if it's true for that some you know three months six months twelve months like over the very long period of time you know the reputation in the product is the ultimate you know determinant of value in patients with action patients with results i think that like defines the trust thing authors now have their own audience they can sell directly through their website or you know link people directly from their social media their newsletter or whatever they give away a thousand books exactly yeah but they'll get ten million dollars in business to their core business or raise a hundreds of millions of dollars as a result of having that book out there and getting it into the right hands show me another marketing channel that like makes you money builds trust at a deep level and creates like high intent inbound marketers have never been so spread thin yeah like with all this stuff happening technologies going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads your trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now wanna a pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focused on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to augment mentors wherever you get your podcast 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 eric it's good to have you here brother and i'm happy we get to connect and i've been reading that this is actually in this book here has been by my bedside for years now since it came out the alma neck of n ravi where you i know perfect yeah i would maybe with a curator of that book yeah the off i never i never really know what what verb to use because wright doesn't you know write build edit curate create whatever you wanna do but you're obviously doing a lot more but that's that was the first time you know i was introduced to your way of thinking and just like the sheer massive like just the work that would go into something like that yeah i would love to dive in later on that but for sure i mean yourself man you're doing some some very interesting things you know as scribe media is is you're the ceo over there so i mean i guess how are you doing you know how are things right now let's start there like i'm i'm learning to juggle learning to juggle it's you know it's it's hard to split your attention across a handful of different projects but it's also really fun and i think know you you just try to stay a place where you take the perspective you know look for synergies not mh not distractions yeah and so find ways that things can like feed each other and stack on each other and you know my buddy david center has got a great line like opportunity well handled leads to more opportunity and very true yeah is as sort of you if you do something well it unlocks new opportunities and the opportunity cost of your time should continue to go up over time like that's a good problem to have and yeah you just end up with a lot of balls in the air yeah and you'd probably get used to it just even more and more yeah i hope so yeah one day one day one day well i'm i'm so intrigued by the story like i was mentioning you know i've i've known about scribe for a lot of years i've seen you know tucker tucker max speak about it i think was one of the founders right for c cofounder founder yeah tucker and zac brought were the c cofounder of sc that's right yeah so i mean interesting story i would love for you to break things down but you're at the helm right now and i guess yeah where would you wanna start with that because i some i have some questions and thoughts about i like this i feel like is it'll be a great journey about what you've gone starting as an author a writer and now run thing cool yeah so i'll if i do maybe the story of sc and the story of eric and they'll they'll merge in the third act but we've got like you you mentioned it's the right place to start tucker max and zac o'brien and tucker you know for people haven't heard of him a very successful author he's one of the original like blog to book guys absolutely millions of millions of copies sold multiple time new york times with a seller and so he got all these calls from friends so a hilarious hilarious guy crazy like pathological honest just a really really interesting dude and he's you know we were sort of reading each other's blogs early on as he was started scribes so i also had been following scribes since the very beginning and i think the vision that they had for where publishing was heading was incredible and even more incredible ten years ago and they've really like the sort of the increased rise in hybrid and people leaving the traditional you know leaders leaving the traditional publishing and setting up their own kind of more unique models that are closer to what sc has done are all like really interesting sort of proof points of their original vision and you know over ten years they built up this really impressive company you know they i think it was originally it was like bootstrap and grew like crazy grew up to you know tens of millions and you know dozens of employees and after eight years or so they were you know they're founders and they're ready to go do other stuff he tucker as a family and he's kind of ready to retiring and go do his ranch and write his memoir nice and and and zach on the other side is like a super genius and he went off and did he became one of the biggest like bug bounty hunters in the ethereum ecosystem so he's like in the crypto world and they totally went different directions yeah like both brilliant and interesting and awesome guys and as they stepped back from the company the guy who who they had hired as ceo before and who sort of took sole control of the company after they left i went off the rails a little bit like and a little bit turned into a lot and there's a very like tucker wrote an incredible kind of post mortem about this whole thing and some of the psychological he did in that post where i think no other business case study i've ever read has done which is understand the psychology of the leader that led to the mistakes in the business and then ultimately the you know the outcome that affected so many people it it ended up being quite an ugly bankruptcy actually which i got caught up in so you're an author right at the time yeah so so that's like smash cut back to like act one of eric like i you know came from the venture backed startup world i've always been a a like a big reader and writer and i love like tweeting turned into blog and blogging turned into writing this book the alma and of all and since tucker i've been reading his blog and following him and he was just one of the first people i out to when i was trying to talk to authors about like you know how do you navigate this world publishing what are the options it's very confusing it's only gotten more confusing so he was kind enough to take some time with me and lay out the options and talk to me about my book help kinda of really develop it and move it along mh and so i ended up publishing that first book with scribe as an author in twenty nineteen twenty twenty and i had an incredible experience like the team was perfect i learned so much it was remarkably like transformative experience and that book changed in my life oh yeah and as a model i thought scribe was just so i thought it was dead on i thought it was so correct i thought they were very they're just really honest about like look you're as the author or the ceo of the book like you're gonna front the cost you're gonna take the risk but you're also assume full control of this you get to make all the final creative decisions you get to craft the book the way you want to that serves your goals and your life and you're gonna get the full upside which especially in for a book like naval turned out to be life changing like that was what million plus copies right it's sold yeah i think we're we're a million and a half i think you know all all formats all languages like worldwide so it's it you know it's a big world but you know not a lot of books make it there man no that's yeah it's crazy cool you that's all thank you thank you i mean it's it is a testament to like neville wisdom i think and know the word math around it has been just crazy yeah so i i don't think it's you know a worked hard on the book but i don't think it's like it's not some genius marketing hack that i had right it's just like a good product changes people's lives and a lot of people can get something from it and absolutely it's just you know had in its sales very very luckily for months stuff it's value it's value packed man like there's no there's no fluff in there like seriously if you don't have i'll i'll be linking in the that's all that stuff easy i do yeah i love i love to see you a copy that's just yeah beat to shit the highlights lights on every page it's all dog geared yeah it's been an in and out of the backpack a thousand times that's it or or like you said people like yeah you you been in my bedroom he's sitting next to my toilet you know whatever whatever it's seemed yeah so you're behind and it's true yeah yeah yeah it's perfect i love to hear it or yeah being gifted like i think being gifted is the best compliment in a book can receive right so when people are like i gave this to my little brother changes the life he changed his major dropped out school or quit med school or whatever the thing is that yeah you know sort of wrapping your head around some of these principles does for people that's right so i immediately i mean especially with a book like that i and know experience like that was described i immediately started writing my second book and which is the ant analogy biology and that came out like late twenty twenty three but that was the book that i was publishing with scribe also and got caught up in this bankruptcy so you know when the the sort of the house fell you know i took a loss just like everybody else in that but i also was like man i feel like i owed this company you know something like some the level of effort to save them after you know the all of the good that i got from them and all you know the yeah wonderful experience i had with the team and the respect i have for everybody there and so i started just making some phone calls and i lucky enough through just conferences in twitter and friendships to know people who buy companies yeah or or you know working private equity or permanent equity yeah so i started making phone calls and i found these guys c evans and xavier who run enduring ventures who i'd met a few times at you know at berkshire hathaway way conference and i think capital camp but a few others and yeah there's just good news is they do they run a long term holding company that's so it's not a fun they're not trying to flip companies they they buy and hold for the long run yep and they have a background in publishing and in a background in you know distressed situations which like this definitely was so they then you the the now situation you're in but they also have that long term vision that brand with yeah and they saw they saw you know what i saw which is like this is a unique bottle it is it had been a great brand until this very moment which are basically one guy like screwed it up and you know they're they're just long term thinkers and so they they saw the potential i think and they were willing to do some of the really messy heavy lifting to like try to you know in situations like that there's no perfect solution there's no everybody's gonna end up angry about something and there's a lot of pain to go around like economic and emotional pain yeah you're supporting what thousands i think what you're up to like two thousand plus authors right i don't know what was going on at that time but yeah trust you know like there's a lot of that that probably got lost and you're just like oh shoot you know it's actual right yeah there were there were hundreds of active authors and a a lot of people got yeah it just ended up in really une en situations and i've heard some some horror stories and i've been trying to like have conversations with all those people and make up for that and do what we can essentially what ended up happening is we started a brand new company hired over some of the team and basically bought the the ip from the bank that yeah so the the kind of mechanics are are interesting it's not my expertise but to my i surprised they called me after it said like we okay we got this new thing and we need somebody to run it and we think that should be you awesome alright i mean this thing you raised your hand man i mean that's yeah that's like ninety percent of the battle right there maybe or events you know it's yeah situation yeah it's and it up being know very interesting like you know most people i know who our ceos has either built their business from the ground up or spent fifteen years there and got hired into the role after sort of working their way up and so i think you know there there's the sort of search fund and small business and small business acquisition and like private equity world that is full of kind of these weirdly interesting almost one off stories of like you know seller finance acquisitions and or or privately funded or search funded or independent sponsors and this ended up being like a very weird combination of all of those like know by accident but it's a very it's a cool it it's a really cool world and very interesting stuff happens in it man well i'm i'm i'm thinking of like the moment when you stepped into the role as ceo like was there i don't know like was there what was the feeling that you had at that point because you obviously probably learning a ton and things that you didn't totally know about like yeah was there something that if your gut was feeling that like spreadsheets and all the numbers really work getting like there it had to have been something happening there it's a lot i mean you said it right it's a lot of learning it's a lot of getting oriented as quickly as possible to to a lot of things right like you are meeting the whole team your meeting you the customers you're trying to understand the processes there's so much to wrap your head around really quickly and friends who been through this before warm me there they're like you will get asked to make a decision in the first week that you don't think you'll be ready for on for six four months and like you just have to do the best you can with what you have yeah so it's a very it is a very like seat of the pants experience and but i you know all all you can do is kind of keep doing your best and you know i'm eighteen months and now and i'd i'd still like i'm still trying to learn i'm still there's so much you know you can't possibly know enough and every additional piece of information helps so every customer you could talk to trying to understand your whole team's roles ever more deeply and how they all fit together and the the changing environment you know the mh different offers different authors different tools different vendors true so yeah it's it's already a dynamic environment and then you're trying to play catch up on top of it but it's also kinda what makes it fun you know it's a very fun it's fun to kinda be the like to some extent the nexus of all of that information and have it all kind of like feeding into you it's a lot of process but it's it's very fun like for for somebody who's deeply in endlessly curious and hungry to understand all of this yeah like it's fantastic and be it right in the middle of it yeah yeah see a bunch of books behind you so it's like you're literally surrounded by authors all day every day yeah dude it's i'll tell you it is brutal to like have you know six to eight author like meetings with authors a day who they they explain their book id and you're like shit i wanna read that book half an hour later you're like that sounds amazing i would love to read that book place have a podcast like this like yeah that's a great idea you bogus yeah yeah it's it's very easy for the yeah the the opportunities and ideas and reading material particular to stack up i bet yeah well walk me through there's like two two ways i wanna go and i don't know which way it is yet but like maybe start with the rebuilding trust like because i was thinking the trust with existing authors maybe ones that you know and this leads me to like the model of scribes to i wanna make that very clear i don't know which way that goes because oh yeah i don't know i'll just leave that to you yeah i mean let's let's start with the trust is the foundation of everything so i think starting there you know i i wrote in the we're the first like annual letter recently it's a kind of like the community and the the team and i i think this first year was all about just rebuilding trust and i don't think you know is that something you can ask for it's something you have to earn and it takes time and repetition and like to be trustworthy you have to be reliable and to be reliable people need a sample size and you know there's some element where you can't speed that up you just have to be cons doing the thing that you are expected to do that you promised that you would do over and over again and you know if you're greedy for trust it's much more you know it's it's people hesitate it's a very mh like that's why i say you can't really ask for you just have to earn it it's like i think could smell it out that you're wanting it maybe more or you know are need i guess what when people like pro proclaimed themselves to be trustworthy it's almost always a counter signal right like if they're leading with like cons i like and frankly the guy that used to run sc did this you know you like lots of claims about transparency and honesty and integrity and you know i i my focus for the team was like let's just go back to fundamental let's just focus we have to be flawless on the fundamentals of what we're doing we don't miss deadlines we don't ship mistakes mh we just do the work and the best advertisement is the work on our desk and we're in the business of rebuilding a reputation like day by day week by week book by book we're not gonna shout about we're not gonna ask for it we're just gonna do the work and you know i i've never been one to like i do not like to advertise myself i'd rather like just do good work and let the work speak for itself and let others sort of if they feel comfortable you know recommend tell other people that we did good work it's pretty it's like a testament of what you did with with the naval book you know yeah i you know you you can't there is no amount of marketing that overcomes a bad product and even if it's true for that some you know three months six months twelve months like over the very long period of time mh you know the reputation and the product is the ultimate you know determinant of value and that's just the right place to keep the focus i like that now i would say like you know because was thinking is there some kind of trust hack or anything but it's it's really doing what you say you know with because most people don't even to do that maybe do it in a concise or effective manner that helps everybody and and just just keep doing it keep showing up yeah like i'm sorry any any trust hack i think destroys trust you know yeah it's it's kinda like you know i think we've all had experiences with somebody who like overdosed on how to win friends and influence people and they're like hey joe it's really great to see you joe how's is your wife joe joe like all of the like hacks that you're like we've we've met one time like just be a human and like let like the relationship developed normally so it's a very yeah i think it like you just you just gotta be the kind of be the partner that you would want that's good cns us yeah just walk walk the walk and keep your mouth shut and let it take care of itself be patient to be patient be patient yeah patience is probably the it's the toughest but it's it's true you just gotta let stuff develop yeah hazard i mean i i i will quote of all at least five times in this episode because it's a occupational hazard for me but you know in patients with action patients with results i think that like defines the trust thing like you must be obsessive and impatient about doing good work and you have to be patient with allowing that reputation to you know catch up to the work that you're doing because it's always gonna be a lot a lagging indicator yes yeah and that's good layer layer everything with naval nevada quotes because i know i book but obviously but people love them so if we're not following to all for whatever reason and air like go find on twitter sure it's probably the best place or x whatever yeah so but let's go to the the the model of scribes scrub media like yeah did things change from before i guess break it down in general because i know a lot of folks listening watching maybe have a book or thinking about a book i mean let's be honest we'll we'll address the whole tech thing and how there's tools like ai now that could speed out the writing so people thinking hey i could just do this myself like why would i go to scribe and you know work with you guys yeah so the i'll give you the like the context first is that the whole history of publishing is basically a hundred and fifty year old business model that in the presumption is that most books are sold in bookstores that their physical books the presumption is that they're marketed through centralized media like tv and newspapers and magazines the presumption is also that you need like a big capital investment upfront to like do a big print run books and get them all distributed in order to sell books and when all those things were true a hundred years ago even fifty years ago it made a ton of sense to have a traditional publishing model and where you know they give authors advances they take control of the copyright and they basically manage the book in the inventory of the book for a long period of time and they just pay the author some royalties for having written the thing in the first place and what is obvious everybody living on the internet now is like all three of those have actually flipped one eighty yeah right like most books this is not obvious but most books physical books that you use now are print on demand mh like almost everything you buy in amazon like so there is no need for a big upfront investment there's no physical inventory it's basically like selling a digital product and just like amazon takes care of printing a distribution for you the other is that most books are sold on amazon or on other websites so you don't actually need a huge you know proprietary distribution network they still exist and people still buy from bookstores but like the majority of them are sold either digitally or through amazon even when there are physical versions and third like you don't need you know going on the late show or the morning show doesn't move a ton of copies anymore it's like going on podcast podcasts newsletters and being recommended on social media mh and so through with all those as sort of given the model that makes the most sense is actually like authors being in full control yes authors now have their own audience they can sell directly through their website or you know link people directly from their social media their newsletter or whatever the authors have done all the work to der risk the book essentially mh the the authors in many cases like make more money from other sources you know whether it's coaching speaking consulting you know a fund like whatever the business model is there's usually especially for like non fiction business authors that we normally work with lots of ways for them to win other than selling a ton of books and making money from the royalties themselves yeah so there's a few authors that we work with that are like that so david go is is the most famous and the highest selling and we one of the best selling memoirs of all time and he he basically couldn't get an offer that he was happy with from a traditional publisher he's like you guys are under undervalued me and you know if you're not gonna pay me what i'm worth i'll i'll go do it myself and so he he worked with as scribe and published can't hurt me and never finished both with us yep which means yeah but yeah both incredible books mh and he just went to war at like only david go can like selling that book right so for years and years he he just like would speak and market and go on social and talk about that book and sell that book and go do interviews and he sold five i mean the this is an old number but it was in five million plus i mean closer to ten by now and because he published scribe you know he paid us a few tens of thousands of dollars to do all of the publishing work mh but he kept all of the rest of that upside on millions of copies so he's gotta be one of the highest earning authors of all the time he's out earning many authors who were actually traditionally published but even sell more books just because of how he went about it and the risk that he took initially to get his full upside wow okay that's cool and basically making at all the different elements of like roi of a publisher you know a published author there yeah yeah so so i should say like scribes model is like the opposite of traditional publishing and that we don't offer advances we actually just charge a clear fixed flat rate for the work that our traditional will do so you bring a manuscript to us we'll copy edit it we'll proof read it we'll do cover design we'll do page layout with do illustrations we'll design all the final files the way you want will help you get uploaded for distribution and launched and then you make all the final creative decisions you keep all your rights and you keep all your royalties wow it's which is for one for people like me and go who are gonna go sell a lot of books that's a huge roi on the royalties because we're earning two to four times as much as a traditionally published author their wood on a per book basis but the more important thing is actually that there are thousands millions of authors that would a traditional publisher would never even consider because they'll only sell a thousand books or ten thousand books and they're trying to find people that'll sell a hundred thousand books or at minimum fifty thousand otherwise it just doesn't make sense for them to take the risk and do the work marketers have never been so spread thin you know like with all this stuff happening technology is going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads you're trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now wanna a pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i i'd say that julie brings it in and keeps us focused on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to mentors wherever you get your podcast now 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 will 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 him 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 flow chart dot com slash interest and hit me up let's build this thing together alright back to the ips episode but i talked to authors every single day who wanna write a book for their own reasons just to impact a social issue or they want to take the they they wanna get their message out there they wanna claim like they wanna increase their credibility they wanna tell their story they wanna give back to their industry they want to you know really connect deeply with their clients or their potential clients and they may you know there's people that only sell a thousand books they could they may give away a thousand books exactly yeah but they'll get ten million dollars in business to their core business or raise a hundreds of millions of dollars as a result of having that book out there and getting it into the right hands and building trust on a very deep level through the means of this like very important timeless medium that is just really difficult to fake like it really if you can't yeah yeah you you read a great book like you probably know what you're talking about yeah yeah you know and it's still more important like i i'd love your thoughts on this because you know you have ai and everybody feels like you know informations at my fingertips i could be you know knowledgeable in seconds on whatever topic i i want or i can look up this person's book and get the summary of everything and yeah the answer i would say is yes to that but the value of a book like i would love to hear it even more from you going down this vein of you know the roi or the reasons why people would publish it's it's kinda what you're stating here it's like you can make it your own on the front end but they're what a business model should be defined on the back end i would imagine and yeah any thoughts on that or how scribes kinda steer people do that process yeah i mean we like we talked to everybody we try to get an idea of what the context is that they're publishing this book into right so there are people who come in and say i truly just want to impact this issue and if i you know like one author that i remember is the the issue that they wanna impact they're they're retired they did it very well for themselves and they're like i am dedicating years of my life and a large amount of money to impacting gay eighteen suicide mh and if i can save one life this will be worth it true and i do not care about anything else i don't care if i sell copies i don't care if i give them away i don't care like what it costs like if i as soon as i reach that threshold i'm great i will keep reaching for two and three and four and a hundred but like that's my my measure of success and no traditional publisher is gonna care about that like that's a big risk to take but if that's important to you and i think that book could be good for the world who's who's not gonna support that but most of importantly like if you just have a vision like that we will help you do it but different example along similar lines is like paul franco wrote a book called successful succession and it's very very targeted and we we often coach authors to do this like un comfortably targeted so his book is for certified financial planners who own their own firm who are retiring within the next five years okay he just not and they're like not sure how to transition and not sure what a good transition it looks like but not sure what their options are and paul's business is to buy those the firms from people transitioning out who are like retiring and just ready to be in doing a different chapter and so they search for this problem they see his book and amazon is a very underrated as a search engine yeah so they search for it they find it they buy it they read it and then they pick up the phone and call paul and try to see if he'll buy their firm because they like how he thinks and they trust him and they just had this experience of like understanding his philosophy and his expertise and you know as far as marketing goes like you just made you know four bucks yeah to spend ten hours with this client in this very high leverage way that now they pick up the phone and call you and ask you to buy it it's there's no other show me another marketing channel that like makes you money builds trust at a deep level and creates like high intent inbound like absolutely and i see it yeah i'm partnered with one of my partners is mike ko here in san diego and we yeah i'm i'm one of the the fractional the ai officers we consult ton of businesses but you yeah this program we do on the back end it's high level you know almost ten thousand dollar thing but it's all driven by the book on the front end and we see where all the leads are coming it's all from the book and everyone talked to yep read the book and not even all the way through and invested or needed i know i needed to you guys i'm like yeah there it is yeah it's incredibly so difficult to create that level of trust and there's so few mediums that can do it and if you're out there like dropping a bunch of paid ads like it's that you know back goes back to that level of trust like when you were asking to be trusted instead of just doing something and letting yourself be evaluated you in as hot trustworthy or not mh it's it's just a very different it's a very different kind of climb yeah yeah it's it's interesting i'd glad to hear you having a similar experience absolutely man and there's and yeah i'm not gonna say you know paid ads are evil or anything but i think the big thing is like you said like be in a place where people are looking for you amazon you know don't gloss this over i know didn't but like for anybody you might have missed amazon is a search engine i don't know where they with everything but yeah i ain't going anywhere and they're apps you know integrated now with even you have all the ai stuff you know like they'll point there as a source too like there's so being there you need a book or some kind of product but yeah we're not give them the book yeah it's it's it is an incredible thing and and the fact that you need to have written a book to get a search engine results page on amazon is a very high bar like there's there's authors of those who are selling software like b b saas software like big contracts through a book and then because they're some of the only ones with a book out there about it and we work with it quite a few organizations like publish a book as their organization or yeah have a systematic thing where like one of their executives publishes a book every year that helps sort of build their minds share each in different ways that attracts sometimes through attract employees or partners or customers or investors like whatever it is it's a very you know because it's not a traditional marketing channel i actually i think it becomes really effective i think to man well with i wanna good good ai because i you know it's obviously a hot topic it's only get yeah hot by the minute it seems like everything's getting cheaper faster you know tools for everybody of course you can write a book very quickly with ai but it's i wouldn't say it's all about speed you can write an effective book as well like i'll i'll say an example i'm an adviser of a company called delphi dot ai and one of the use cases lesser known is you can write a really solid book or at least start the process because it's all based off your knowledge like this digital mind which something it so you can like literally pull in quotes and all that stuff from like this podcast i can make a book and yeah that's actually the plan it's like why not it's almost like a tim ferris tribe mentor kinda style you know but like yeah how would you i guess my question would be like how do you guys have people use ai or some tools to kinda get that manuscript the initial draft out of them because i know that's the biggest hurdle for most people yeah i mean the the advanced in transcription tools has been huge over the past few years which helps a lot because a big part of our method is actually interviewing people and writing the book for them like there's a lot of people have you know writer's block is a real thing talker block is not a thing true yeah so if you're sit if like part of our you know our our scribes that we that are people sort of create a partner in writing their book are not just great writers and not just thoughtful about structuring the book but really great great engaging interviewers and so they'll really work with you to position this and outline it and understand what you wanna to accomplish and then they'll it'll feel like a friendly conversation they just pull the information the stories they the important principles the the key quotes out of you and that's the process for running into the book our we are always like experimenting with ai it is still i i think it'll the end result will be to make the great people more prolific and there are things that it speeds up but not it's still not great for like long form pro's generation it just doesn't quite have the like the touch yet that you want and so it there are advantages to it but it's just it's sort of a different trade off of like you spend more time editing because you can't the first draft is a little further off and the especially when you're trying to build a very long very thoughtful like thread of continuous ideas it's much easier for it to lose the thread and it's much harder to find when the thread is lost so you just have to like if you did a generation you have to spend a little more time in editing and be a little more concerned about the structure and the linearity of the oh yeah thoughts but i think to your point like depending on the kind of book that you wanna write if what you wanna write is a very destroying tribe thing where you're just like here's an episode condense it down plug it in i think those will be very comm relatively quickly not that that makes it a bad format just still be a great format but like ai will only that one sooner than a novel for example but we i've seen really good like it's just a great sounding board i mean it's a tireless tireless sounding board and pro reader and editor and it it could just be a really good way actually i did a great one of my very smartest friends about ai and usage in general is sean devin divine okay and i had him i had him on my podcast smart friends that he was like this is a year and a half ago he's like it's ai has completely changed to how i hire i now hire for two traits which is like curiosity and endurance mh yep you like the the i could be i could be mis coding that but like endurance or something very like it he's like this is the most important thing like you now have not just a bicycle for the mind but like a nuclear reactor for the mind but it only really operates as long as you do like you have to keep the you have to keep hitting the ball back because it's it will iterate instantly and so if you're not re like feeding it something if you're not reacting to it if you're not continuing to push and refine it then like it stops working and so you know can you put in a twelve hour day with like a relentless valley partner who's just like hitting the ball back instantly it's like plate never retired but you tired yeah right yeah it's like playing chess against the computer like it moves instantly and you're like fuck i need to think yeah yeah yeah so you know that but for all work is like a really interesting psychological shift and knowing that you know this is another one that sean mentioned this counterintuitive but like options are free like we when we're working with a human where used to being like give me three good options and i'll pick one because saying give me a hundred good options and i'll pick one be psychotic and so it's so like but with ai you can say give me a hundred me a thousand i hate all of those give me two thousand more like okay now rank order them now throw away anything like it's very there's some counterintuitive things about it that you know a lot of writers i think are relearn learning how to write with with new tools and you know i like i very much love my job and i love talking to authors all day but i've also like shit i wish i could just lock off some time and really like wrap my head around working with these tools oh i bet man i mean it's a it's a monumental task and it's it's good that yeah i've positioned at least myself in a way that i can monetize that it'd be the source of that truth yeah but yeah man i mean it's it's changing in the thing i was just say is like just get your hands on something that you can stick with and really understand and grasp and and like you said curious and keep going down the rabbit hole yeah i mean i'll i'll just plug this here i know that at at timely you know deep seek is is like making all the the world's news it seems like but per complexity is like my go to research tool but when you hook the two together which you can now it's like insane amount of real time searching plus reasoning and it's so it's talk about like deep research in packets yeah very cool try that out yeah alright it's it's pretty sweet but how about like neville nevada i wanna i wanna bring out some philosophy like some things that have impacted you through especially through this journey of you know becoming the ceo of scribe media eighteen months ago and like one of the quotes i neville all just sticks out to me is that happiness is a choice and yeah i i genuinely believe that's true and that's kind of i don't know some people feel like happiness shouldn't it be the thing that you strive for but it's like why hell not yeah i don't know else is there and and that yeah so how does maybe that quote or something like that from neville helped you through i'm sure like burning it out throughout the nights you know yeah figuring it just the stressful times yeah i think you know choice is almost he has said it's a choice he has also said it's a skill and i think like skill is actually a more useful frame because you don't when you hear happiness is a choice it's almost it almost makes you feel guilty you know or something it's like just choose to be happy dumbass like what's wrong with you what's wrong with you don't you know there's a switch you can just flip and like that and you back here like wow that's probably true you have to do some work to build that switch right or remember that it's there or you know have it in arms reach in it so i think the skill framing reminds you that it'll take time to get better at and that you should do expect to have to work at getting better at every day but it also you know it will yield to effort and intention and if you work on becoming happier you can become happier i also remember i've been following them all for long enough to know that like he wasn't always happy and he didn't always focus on happiness he didn't always value happiness and so saying that it's a you know a choice is not to imply that it's easy mh but that you but that it is something that you can control with effort over time and it's funny you know he's i think he spent a long time being unhappy while getting rich and then y rich and is like that didn't make me happy maybe that's a different quest and so like i think not that many people that you know i know some really happy people i know some really rich people i know very few like very happy and very rich people especially you know neville who went on the quest to become both of those it's not who's born happy and happened to become rich it's not he was born rich and happens to be happy like he started without either of them and deliberately built both and so this book is very much like here are the principles and the tactics and the mindset that he used to go from you know not that to that yeah and you know he he's got an inter like his description of this is like if you wanna know how to lose weight you don't know go ask somebody who's been skinny their whole life they're not even gonna know what you're talking about right like you you wanna find somebody who was you know got up to six hundred pounds and then got back down to you know one fifty one sixty like yeah that person knows what they're talking about because they've been on both sides and they've had to fight the fight to get you know to to overcome the thing a bigger they they beat a bigger dragon than you're trying to be and like that's the person who can teach you and so i think you know when you're filtering for people to read people to emulate heroes you know there's a lot of people talking a game that they learn from somebody else not firsthand and that's just a different you know is a different level of knowledge that comes to the that's a good frame yeah and yeah that and i know naval you're absolutely right like it's it's cool to see that progression and i know you outlined that a ton it in the book like is there something that you either from the alma or or just studying naval that keeps you grounded like is there a tactic that you go to often i there's a lot on the happiness side there's a lot of little ones that just became habits mh that that i think he i mean he's such a good dis and he comes up these sticky little phrases and so some of these seem very small but if you do them every day if you do the multiple times a day it does i think meaningfully change your like base level of happiness and so two in particular there's one that you know i drink coffee every morning and he's got one that says like if you can't be happy with a cup of coffee you won't be happy with the yacht i like that which is a beautiful encapsulation of everything that you need to know about like learning to appreciate the things that you have and take it that reminds me and i think about it in my first cup of coffee every single day and just like take a second with the steam mug before your first sip and you're just like this little thing is a fucking miracle that i can just really appreciate and if i can't learn to appreciate this there's no point in striving for anything else so like practice appreciation with this thing in this moment this humble thing and let that be like a moment that is complete of itself like very mindful it's like that moment of in hey that you just carved out for yourself you know yeah and and you can i think he had another one about a toothbrush that's like whenever he's brushing his teeth like he he uses that as a moment to just like concentrate on the feeling like how good the toothbrush feels like don't look at your phone don't think about the tasks that you're supposed to be doing like or could be doing like just be very present and having those triggers that are things that it will happen to you all the time and another one is when you feel the sun on your skin look up and smile mh yes there's like tiny thing i mean you live in san diego so you'll you'll have to stop doing that at some point doing shit you go get some stuff done yeah keep point don't stare right at it if yeah humor minutes it's a stare at it but it's gonna be low and the eyes no where i'll doing that through date oh yeah just little little things that stick with you yeah so yeah i some of those are i have work their way into my daily life and that i i really appreciate yeah thanks for is there one that hasn't worked like or one that you just like alright neville it sound really good but fucking useless one one that i'm still struggling to implement that i think naval is probably better at than me is is just like he's got a very it's almost a buddhist mh approach of the like only the individual ascend or transcend sense and that it's a pretty hard line i'm like you're not responsible for other people's feelings or happiness mh and that's just a really difficult thing in practice day today you know that's sure yeah you've got people you love around you all the time and you care about how they feel and how they're experience is going and and i'm not actually sure that it's like ideal to totally separate you know it's not ideal for your relationship it might be you know if you wanna go become a monk and like take a complete perfect accountability for your internal state and you're just observe observing like the objective neuro in your brain and how much dopamine you get and maybe yeah it is optimal to like totally separate from all relationships but that's is at least not the way i want to live my life and so there's a lot of times when you know that is just a a messy area of trade offs i think around relationships and when you when you do choose to take on other people's emotional states to show empathy and working through something together and you know or or share you know share pain share experiences and not jump to conclusions too quickly or try to solve it for someone else or yeah you've even yourself sometimes you know and just like let it simmer yep something usually connects for for whoever is yeah and you know but he's these decades into this journey so it's possible that that's just a naive take for me but it is i that is an extreme i think he's got a relatively extreme sense and it comes from the piece that you know that he's right in some of the extreme some of the philosophers are extreme by nature yeah so i i don't disagree with it so much as like have chosen a different path or at least live a different path in the moment and yeah well we're all we're all on different paths at different places so absolutely then different upbringing and all that so and you know gonna keep that mind we're all start in different places let me just totally fine yeah you can still break everyone please so i well and that leads me to this spot of like you've had a you've worn a lot of hats and still do you know author curator i i call you an author obviously and you know founder you investor you podcast you know and all these things now ceo like i'm thinking of fulfillment like that's the frame i have here so is there like a a myth almost like a toxic myth that you think that you had to un learn in this process you know for as a see or any of these hats like is something come up that you've reframe over that those years i wanna say i've sort of given up on the concept of done like there is no there is no finish line really like any any given finish line is arbitrary and i will always be working on something and just trying to find good high leverage ways to like make the future better and that that work will never be done and i'll never be quite satisfied with it and that's like i have to learn to learn to exist in a state of happiness without anything being like done and complete and at rest so you know there's another there's a naval that's like happiness is peace in motion and peace is happiness at rest mh yeah and so learning to become like peaceful and in motion at the same time learn to be happy and satisfied without feeling done because you will never be done is is a constant question and i'm not good at it but i i feel lucky to have at least learned that that's something that i need to get better at and try to you know refocus on and just you know live in that space and some of the people that i admire the most are really really good at that you know they even under pie stress you know heavy fire they can be peaceful and productive and i think that's the mindset to have to stay in the game for a really long time which is what you need to do if you're gonna have great compounding results and great relationships and yeah you know easier said than done especially when you hold yourself to high standards and you care a lot about you know what you're doing and who you're doing it with but that's that's a goal that's a focus i love man i kinda wanna end right there because that's a it's impactful thanks for sharing definition of done yeah what is that yeah yeah so thanks for thanks for sharing man and yeah who i guess couple of things like who are you following closely now obviously naval bella i think you have something with musk coming up here right i'm working on elon musk very like tough to pin down but i'm very focused i'm i'm focused on the like first few decades of building that he did and like what makes his mindset and his approach really unique in this the scale of problems that he tackle and how the intensity with which he tackle them i think there's something for all entrepreneurs to learn in that and so that's really the book that's coming together this year yeah i'm i'm excited about it i hope that it'll i hope it's helpful i hope it helps you know birth another a generation of a thousand musk's and you know i'll share in a golden age in the next industrial revolution that's the right that's my humble hope for this book then i love it yeah great yeah yeah i i follow i i think casey ham is he's a little more technical than like naval or musk but i think he's an incredible talent underrated under follow very much in the tech world but like brilliant brilliant guy i don't follow so that's great though add to the list yeah i highly recommended cool awesome well eric this has been a pleasure and thanks for being so open honest i know you are and first time we chatted but like yeah we we went there so appreciate you yeah of course that thank you for having this is very fun yeah in scribe media dot com is that the best place or where else should they they find scribe and then also find you yeah if you if you're thinking about a book if you think a book can help build your business if you've got you a stray notes app full of book ideas or dot ai like me yeah yeah perfect yeah yeah so come come just chat with us and we're happy to like take you through that subscribe media dot com just get a a consult with somebody on the team and yeah all my personal stuff is at e jorge dot com and i'm on at twitter x all the time at or jorge so happy to to dm m or you know get you on the newsletter and yeah whenever not whatever else you're interested in go check it out of the podcast and everything we'll link everything show notes description make it easy for you so eric thank you you robin appreciate you mh

what if i told you that your brain actually holds the key to any kind of breakthrough that you're trying to get through any ceiling you keep hitting in business and life whatever it is today in this episode i'm talking with doctor a luke t he goes by doctor rewire and you'll see because everything he does is definitely not conventional and you know he's done the conventional work as a doctor as a practitioner hands on he's worked with so many folks who we'll get into his background but also we'll get into his approach it's not conventionally basically flips everything on its head and how he approaches people and how to shift your way of thinking in the way of your reality essentially in literally minutes he ashley walks through how to do it on this episode so you can start tapping into your unlocked potential it's kind of exciting right i think you're gonna dig it i love this episode so go jump in and follow doctor re rewire after this episode he's gonna give you a lot of cool tips let's go marketers have never been so spread thin you like with all this stuff happening technology technologies going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads your trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more i wanna a pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focused on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to augment mentors wherever you get your podcast 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 flu 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 doctor rewire mister doctor a le t vid it's great to have you here man and i mean the the work that you've done just from my research is incredible and i think it's flipping the whole concept of just how we're well doctor rewire you name that for a reason so i wanna i wanna learn about you know where you came from which i know is in more the clinical setting right like it's helping what you're serving twelve hundred i think patients what it was a week per week yeah well yes per week wow so but there was a flip there so i'm like i'm very curious of like what was this epiphany that happened and walk me through you know because you're all about human behavior mh and in optimizing that so i guess set the scene and then i would love to hear what that epiphany moment was yeah i think for me so i've always asked the question the one question i've always asked is what controls that in human body and that's that's probably a perfect place where we start the conversation you know i maybe personal training and exercise and then i went on into personal development i shouldn't up of into physical therapy and i struggled in physical therapy ended up doing a chiropractic school long story short i figured that the muscles are controlled by the nerves and nerves are controlled by the brain and then we'll control the brain so i just kept on going down this path of continued exploration and i was fortunate enough to build one of the large practices in in the country of not the world at the time and in it but i just skipped on finding what's with the root cause of someone's from mh right now and remember this case i had one time gentleman comes in on the third of every month why every month he comes in and says you know what i got this doctor i got this back i got back and i said why you coming in the third of every month was like i don't know i said when did it start it start to start the last night what were you doing i was talking with the wife and i said well were you talking about how we're gonna make the mortgage payment mh and i that's interesting and i said you know what today i'm not gonna touch you i'm not gonna do anything with you all i wanna do today is i just wanna ask you some questions see if i could rebalance the ring sure and i did a eighty eighty percent of his pain was gone in ten minutes of asking questions and then i went on to say he came back the next day and i asked him some more questions clear did it was gone then i seen for six months and i said what happened to because i don't know doc because i have any pain every and when started to show up in churchill show up and all of a sudden my clinic i started seeing more patients i started getting people saying you know do do the quest do the brain thing that you do don or do that i don't i don't wanna do the symptoms thing right long story short so i continue doing that so our work with athlete ceos celebrities and all that space and then i went through my own divorce mh and in my divorce i long story short i tried to get i was stuck with no money i was doing intermittent fasting because it before it was a thing mh i had no money like thought had a lemon to eat and i ended up basically figuring out the process to rewire long story short i rewire and i figured out that i'd created a belief in my brain that you could love her money but not both yes and i went nine months without making any money any revenue in my life that night and i figured it out i rewire it and then three days later i made a hundred and seventy five thousand dollars two days later after that i reward some more i made a hundred thousand those two days later i made eighty thousand these are all in sales and deals mh and i said there's something to this thing that's even deeper and and richer and so i spent the better part of the next year or two years of my life and still to this day to be honest with you continuing to rewire my brain and at the same time not only have i made more money empowered my own life freed myself from all these voices in my head and made myself lose weight stop drinking or minimize drinking and stop smoking lost fifty pounds in the process and to charge an empowered of my life yeah i believe you can't have success in milk fulfillment and there's a path to do with that career that science to be able to get there wow so that's a shift i mean that is not the common approach for any kinda clinical health care chiropractic whatever you have what what happy you i mean i know i've experienced back pain and you know gone a chiropractors practice in that whole thing you know upper back pain i everybody has her in part i feel like yeah something's held and it wasn't working like if it it work a little bit it feel great but it was like why the hell is still ach and i think i came to my own conclusions again it was very emotionally tied somehow to a meaning it you know belief or said and that's exactly what you found it sounds like and then replicate replicated that beyond just yourself or or someone else you know yeah i wanted to create a system right joe wanted to create a system that someone could literally and i didn't do it anyway i was this for my own kids sure right i'd love to sit on i'm this alt trust human being that i want a better the world i do i do want a better the world but you know what i'm a dad first cool and i wanted to give i wanted to give my kids the blueprint of life you know not to go off of brian johnson in his blueprint like what's a blueprint to the mind yeah yeah what's a blueprint to the mind and i said if i can teach my kids how to think i've done my job as a dad and in that process i've had a chance of not i just pray for my kids but work with celebrities who help you know win more emmy yeah with damon john golfers and all these cool people cool stories that they come to me the same stuff i can't get ahead wow who me help me unblock this and things just don't so that's kinda to be able of that's it's incredible man in that shift thanks for sharing that moment because i feel i always feel like there's that moment where it's just a a aha moment and it was cool that i was with someone else it wasn't just yourself but you saw for externally this massive change happened yeah and and then you're able to replicate it i i believe it was a an olympia if i'm not mistaken you did this rewire in less than like four minutes or something and don't know if that story like i curious if you could share a story like this or maybe with that person or or someone else that just shows how fast you can flip something you know maybe a a deep held belief yeah there's so many i mean literally can take me a minute to two minutes three minutes to be able to rewire some of the fastest i've ever done as i've taken a lady who had depression seven seconds later she no longer had depression oh my gosh okay seconds later because it's about rebalancing the brain right so when you help get the brain where it's supposed to be to we were able to function the body is a beautiful mechanism we just don't use it the way of it's design to be used mh right and so just and like i i mean i'm thinking to my friend now who's he's got four emmy awards he was had two was stuck couldn't get anymore a rewire him ten minutes and unlock the thing that was holding back and then went on to win two more rem and i think he's running for another one here this year as well so like you are that you like there's a path to be able to create this as entrepreneurs in this audience especially most people think your the problem is your failures right yeah that that's not the problem the problem is the successes you don't have lower limit as gay you just say there's an upper limit yep that upper limit is based on the brain it's based on dopamine it's based on your your neurology and then when we find it we can actually govern that whole thing and control the whole mechanism wow and it's a science it's another create an actual science you could do it's not arbitrary anymore yeah well like you said hey hendrix is the upper limit problem yeah remember that big leap yeah yeah quite big brief that's right yeah when you when you start to think of it frame it that way you're like holy shit yeah i'm actually you you get confined to whatever that upper limit that we set for ourselves if it's conscious or not it's subconscious it is right then if we're just talking with gay hen it's like he talks about the upper limit yeah then you fall and then people call that limit okay let's just say it's ten million in business right let's just say you get to ten million that my upper limit and then you fall back to three million let's say from alright and they're like well what happened that seven million dollar gap is the gap that that will cause you more anguish pain guilt shame resentment frustration within yourself that and it's costing you literally seven million dollars a year not to fix the brain yeah okay it's costing you that yeah but we think it's self sabotage it's not self sabotage it's understanding the upper lumen because water seats its own level your brain finds it's a level that it matches your identity your frequency your nerves all these things come together and say this is the ideal level so you'll sit at three three million and that's what you do mh and then you get pissed off if why can't i get to ten like can i get to ten and then we go through these cycles we do it for three years when we get frustrated and then we get we get stop setting goals and by the seventh of year we get the seven year itch and i'm we're get the hell out of the business we bring you bring up goals because that was actually one of the things i have on my list little topics here and i wanna get your thoughts on goals so like you have things like smart goals you know that everyone's heard of that a lot of i've read some stat that ninety seven percent of the fortune five hundred companies are used smart goals or at least somehow claim that that's that's the thing but i think you've said it's traditional goal setting is just it's it's flawed you know there's it's not correct so i'd love to hear your stance on that and and how that also relates to like dopamine it the actual chemicals inside of us and how that can just totally throw everything off okay so for the record if anyone loses this podcast to you took me down the neurology path here so i'm gonna geek out now if that's alright please non you correct i'll take it so what happens is when we set a goal we set up dopamine pathways and we sent say let's just use ten million as a round number in the audience right or even a million if you think what whatever you think is right now let's use ten so you're say saying i'm gonna go hit a goal of ten million in my business i wanna go after that what do you gotta do what do get a map that zero to ten wherever you're at let's say it's at two million five million seven million that delta creates a dopamine spike then what's gonna happen is this is that if you don't hit ten million on that goal and you hit nine million you now have anger frustration because now you're gonna fall back down because if this dopamine goes up the other side of dopamine is something called norepinephrine epinephrine and these are what's known as cat which are stress neurotransmitters k these are sympathetic to the body they release cortisol adrenal glands burnout fatigue in the body exhaustion high blood pressure insulin resistance blood pre prediabetes all this stuff comes from this so when i say goal setting is flawed and antiquated it is because we're not managing our emotions around the goal so dopamine goes up and spikes and then what happens is if we don't hit that goal we crash bigger problem becomes if you do hit the goal mh the bigger problem the bigger problem comes if you do hit the goal okay you hit that spike and now all of a sudden you now become addicted to that spike because you achieve that thing you know like okay i can do anything but i can do it again yeah i can do it again and so what we do is we set then bigger goals and then we set bigger goals i know the world says you know what set goals so big that that they'll scare you right bleed nonsense that is nothing but nonsense if you set a goal that scares you you now have to go through agony and pain to try and get there the brain doesn't work towards agony and pain the brain moves into pleasure and what we've done in personal development and that for the last and i've studied with the best i've had a hundred and thirty mentors over my career and what we've said is that you know the the fear you just gotta cross on the other side of the fear no no you don't you're never gonna live without fear what you have to do is manage the fear that you have so our brain is designed to you know what i can set these goals but i can actually set them on ten percent trajectories okay manageable man so i use an example how do you triple your business now this is not my this not mine this is a j abraham thing right jab abraham you increased ten percent in one category in your new clients ten percent and your retention and ten percent another account those are manageable tactics in business that your brain can sit and say i can manage that rather than the large number and according to abraham right i think you can now triple your business because of that sure leverage and it has compounding effects throughout completely correct and now what we've done is we've manage the emotions dopamine mean stays regulated and you don't create blood sugar imbalance because if dopamine bean goes up so blood sugar if dopamine crashes so as your blood sugar it follows the same trend right and what's what's the what's the health effects of that blood sugar just really quickly lately the more spikes we created in our blood sugar the more insulin resistance we create over time and insulin resistance leads to diabetes mh so that leads to high blood pressure prob sleeping brain fog can't get clarity you wake up in the morning i can't think like a lot of and maybe your our group doesn't but a lot of entrepreneurs like man i just need to drink to chill out i need i need tequila to call it a night and like we do all these things are suppressor to our body rather than understanding as an entrepreneur we have to learn to manage we have to learn to manage our sis and and so that being the case we then create all this illness on the back end your adrenal fatigue kicks in cortisol spikes and cortisol is the hormone that in essence is the stress hormone right it's stress and so if we have stress our body doesn't work that's like fight flight right like yeah always on and chronic stress leads to chronic inflammation which is the source of all disease all disease comes from right yeah right and and i'll say it to be politically correct in case anyone wants to you know social media me it's not ninety nine percent of it all comes from k wanna regular agree that right but if if we then look at it then then as entrepreneurs not and this is my my goal to help entrepreneurs wake up to this is say hey look i got it you have to have health you have to have these five pillars of health that that i talk about you have to have an un unfavorable mind you have to have an un unfavorable body you have to have an un unfavorable diet and then you have to have un unfavorable sleep and you have to have un unfavorable wealth but most of us are chasing this wealth game losing our mind losing our body not knowing what to eat to regulate it for ourselves and we don't get the sleep that we need to recover so then how are you gonna get any kind of wealth how are you define that wealth it could be the money or it could just be what fulfillment you know wholeness break down the five pillars even more because i'm i'm in i wanna place i don't know maybe we could think of like when you're working with someone initially you know someone that is the wide open on the cortisol you know they're chasing these goals they've already had some pretty good achievements but they're just you know they're in a slump and they're come to you yeah like how how do you approach them well first thing i do is i do a brain dna test mh right i i've created the brain dna test where we look at your actual dna and we do a cheek swab sending the cheek swab and then from that cheek swab we're able to see seven snips that control the five neurotransmitters dopamine serotonin oxytocin norepinephrine epinephrine and we're able to see how your body responds to these so for example someone who's got a high or a low comp t gene variable is gonna have a lot of dopamine in their system and a lot of serotonin and their brain joe is gonna be ping bing bing ping ping ping they have like forty tabs open on their computer mh and they can process it all but then when sometimes time to go to bed at night they can't recover yeah right problem is that person also waking up in the morning having a cup of java at joe and say and you know what i need this to wake up no that's a mistake for that person then what we've gotta do is we've had actually figure out because everybody has a code i like to say say you have to know your code yeah once you get your code then you have to create a system that works for you to get that then wire that so that everything you're doing is matching your code then it makes sense another example like someone like that you know like this big thing in the market right as for entrepreneurs is not totally contradict with this crap that's out there everyone you know in order to get healthy everyone needs to cold plunge every day right that's true that's just crap advice that's quite why why would you say that's crap because what happens is that when your cold plunging every day and let's say your body makes too much dopamine to much dopamine in the system as it is you go in there you spike your your norepinephrine dopamine levels that now stays in your system that now creates cortisol response and stress response true okay yeah the opposite are probably what you're sure opposite of what you're trying to do yeah so we have these blanket statements in health and bio hacking that are just as dangerous is the the abuse of medicine mh that that's just not accurate how about the opposite because you know you have things like sauna you know and and like what would you say on that kind of the total opposite instead of that spectrum i think i think it's valuable right i think you've got find out your code to make sure that you can do it because absolutely do i have asana i have a cold blood absolutely i do right i'm not saying it's not beneficial i'll give you an i'm the perfect example of that yeah so i have cold plunge i'm just like everyone else and you're gonna be disciplined and be all you can be you know the the whole like breakthrough walls entrepreneurial crap that we say to ourselves sure yeah and then i went my jen did my own gene test and and it said in my gene test it said you know what i don't process the cold that well mh wow and get causes stress right that causes me stress so now that causes me stress so i go to that cold plunge at forty five degrees six minutes a day because that's what they've said on social media is healthy for me now all of a sudden i go into this thing and i'm causing more stress on my body cortisol going up stress responses is going up insulin goes up blood pressure goes up it doesn't go down right so instead i said you know what okay i got it this is a moderation game for me so i go in i turned it up to fifty two fifty three degrees and then i go in for three minutes two to three times a week i like that okay moderation like a moderation game no one's talking i've never heard anybody say that like how about we just go a little warmer just a little bit this is order yeah entrepreneurs have this that our brains are designed to go for all or none mh that's right well that's obviously it's what the media is gonna pick up anyway right so it's a topic and that's what we look at and we check i gotta go all in or none and we we listen to these people who are out there saying we go all or none and that's all we have to do and that's not really accurate because our health and body is breaking down mh and as entrepreneurs we have to look at it if we're the leaders of society then we have to ask ourselves a different question how are we leading mh we have to ask yourself a different question are we being the part that you would want your child to be burned out exhausted truth and you know what not the crap that you put on on your social media the true way answers that you look inside of your head are you pumping yourself with t that makes sales and then get yourself through the bay because that's a symptom that you're looking at why not raise your testosterone by getting your brain awake inspired getting yourself aligned correctly getting your body in the right hop optimal state and function a whole different level rather than just injecting ourselves only and i see this all day long and or and we're causing more illness than we are actually breathing health marketers have never been so spread thin you know like with all this stuff happening technology going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads you're trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i will recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more wanna pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focused on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to mentors 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 gave him 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 flow chart dot com slash interest and hit me up let's build this thing together alright back to the ips episode you mentioned t you know testosterone hormone replacement therapy it is very trendy because i think and you know i think it's word a mouth you you see a lot of entrepreneurs doing it i have not done it but i know a lot of people who have i've had the blood test where where it led me to almost to the cusp but i was like so i guess maybe yeah talk about that like that plus maybe some of these other things that might be common that are detrimental or detrimental than anyone believes or no a hundred percent so let's talk what t it's a great one right cool and and and many of the males out there we talk about this you know it's an epidemic across the world that male t is low absolutely it is let's let me ask you a question what is also an epidemic in our society chronic stress mh yep chronic stress will drop your t levels as an entrepreneur you're chronically under stress and you are working and your burned out your tire your fatigued your brain you don't know what the code is because what happens let me bear with my science mind for a minute your brain create these neurotransmitters these neurotransmitters then communicate and create hormones mh so the way that your brain creates neurotransmitters determines the hormones in your body makes sense u so if you're not inspired by the challenges you have if you feel frustrated burned out tire and you gotta go to work and work feels like a grind and you gotta grind it up more and more and more you are burning out your testosterone yes okay you are burning out your testosterone breaking down your body and instead of saying okay how do i rewire this so that's not burning me down how do i how i build my own testosterone because you can mh a hundred percent can but it's the way that you think and the way that your brain code is set up that's creating these imbalances and neurotransmitters that are causing you to burn out physically with this testosterone and so is there a time for it absolutely i'm not taking away from that's not my point is it being overly abused in my opinion it is got it how i guess just to close the loop because i'm sure people are wondering and i am too how do you grow or build your own testosterone so you set goals that are strategic that are truly inspirational to you that really mean the most to you u right right now in the entrepreneurial market everything is about an exit everyone's not about exit there's so much money in private equity okay good what does that mean you know truthfully what i found is that people who exit their companies come to me most depressed than ever before that's a very common thing i was just doing another show earlier yesterday same exact thing never met someone who's made it rich wealthy whatever and super happy you know it's it's just or if there they're very few and far between you know what i found over the years yeah in all the cases all the experience what i found is an inspired entrepreneur builds a business that they never wanna dan sullivan thompson about this that's right yep right and i i believe dan sullivan is the og of og and in business do something what he's one is eighties now so he's still rocking so i've never been i just raised most i just watched some his interviews so i've never been a client of or any of that capacity but i think just that mindset when i heard that the guy who said this guy gets it it's true yeah he does completely and so you build a business that you never wanna sell but you build it in the way that you can sell so that's where you create the system behind it but you build it because you love to serve people and when you serve people you'll get up every morning with a value of what you do you'll have a an inspiration to wake up and get up and do something in the world but if you say you know what i did all this for money i've not found many people that actually truly sit and say that you know what my number one value is money because once they get money then they'll lead the path of deb and they'll find ways to destroy and lose that money mh and then the cycle continues so it probably is for be worse yeah now they felt they say well you know what i've got money so i'm not i'm not stressed that way but they got no fulfillment no joy no no inspiration in the game and and that's why i say you can have success and there is a path to having book for sure got it well so and this goes back to the five pillars of health that you speak about yeah i feel like you know you correct me my wrong if i'm wrong probably not a sequence to it maybe you have one but i feel like yes if there's an imbalance in wealth you know that could lead to other imbalances maybe mind body sleep whatever it might be but i'm curious if you could just break down how you think about the pillars of health and and so we can all kinda grasp it in for sure right sleep is essentially important but here's what i found i come from a mind first approach to healthcare care okay because the brain controls every single cell tissue and organ in the body and how we think controls every cell tissue or in the body they have shown they shown proof and data and i've done this experiment myself go to the gym and do bi girls mh and take yourself to the last trip maybe doing ten you know the tenth rep get super angry and think of something super negative that pisses you off mh that tenth eleventh rep is gonna become super hard gonna be hard to finish that rep yeah now think about the thing that you love and inspire that you wanna do the most you'll get two or three more reps out of yourself in that because your brain will move towards what it is you really want if it inspires you yeah interesting okay be interesting so what we have to do is i i say get the mind clear first right rewire the brain and get yourself know who you are and know your values know your identity know why you're doing what you do and link everything in your life every emotion everything to that mind because once the mind gets calm then the body gets cleared now you reduce the cortisol now you reduce the the blood sugar problem now you get it rolling hills as our my friend gave you get proper rolling hills sure within then spikes in blood bloodshed right yeah yeah then you say okay now what do i eat then you gotta look at okay now we gotta control the diet so we don't spike these blood sugars and then then once those things come into place sleep falls itself right in makes sense because your body's gonna want it and so why it's gonna fit with it yeah exactly and then watch your wealth explode watch your wealth explode at that point but i will say that if you know if you're listening to this and saying you know what doc that makes sense but you know what i'm i'm just trying to figure out how pay my bills i'm trying to get through the date i get it i completely get it right and and i've been there so i i am empathize with you at the same token what i'm saying is that what you gotta do is learn to kinda mix both of them into the game don't neglect the health while you're trying to build wealth mh yeah until you can fully sit and say you know what i can spend the first three four or five hours of my day in my own state to go work four to six hours if you want to and then come back and spend time with the family i think if you structure your day that way i like the way ed my lead sometimes it's explain i think i heard him say this one time said you structure each structures this stay in in threes and chunks of three i i kinda like that i kinda like that that idea i get in the morning six o'clock six to ten is my time yeah that's my time that's my workout that's my training that's my re wiring that's my reading that's that's me that's my learning time so i spend four hours there and then i go okay ten o'clock i'll do my first meeting and i work till about four right ten to four six hours yeah unless i'm actually doing a seven hours something like that rather then it's a the different game so i'll work six hours in there and then four o'clock i'm like i'm done i'm i go back to the gym so i do two workout today and i'll go back to the gym in that now do a i'll do like a little light cardio i'm gonna get the body blood moving and get my steps in and then five o'clock it's like alright son's got a soccer game or some activity family dinner and then i do it i'm gonna say something that every entrepreneurs is gonna sit and say no you can't i like to say at the end of the day and watch a little tv how dare you i know jeez i like to do it i watch modern family and life and pieces and i love it modern family's awesome yeah i was gonna ask you okay what are you watching yeah even better okay modern family yeah love it so i i have a couple things that came to mind as you're walking through this so obviously the five pillars of health is sequential starting with the mind at least the way you say it and i fully believe that's true as well couple things that come to mind and at like and i wanna ask you about some of the specifics to keep those rolling hills go and going as gary b says yay like breath work for me i found all the way from wim hof which is pretty aggressive to things that are more intentional but can still get very similar results i'll go into push ups so like wim hof you know do forty whatever you know in inhale xl and then you know do the whole routine and then start just crank as many he push ups as he can and i'm sure with even a more positive mental picture whatever you're going for but i've always found i could do way more you like we're good extra ten maybe more and i'm sure that relates to because you're clear in your mind you're we're you're settling the brain or sorry the body and the brain through the breath work so like would a mechanism like that be helpful or is that something that you use yourself yeah i love breath work i completely love breath right i'm an indian guy so like breathtaking working yoga like that's what wake we broke up i'm totally in for and i think auction and gary is so dead all the money when he says presence of oxygen the absence of disease he's dead on the money cool the by work we do is about bringing an oxygen to cells that needed it right and when he saw me rewire someone he's like doc how did you do that he's like he's seen me it if you go again you'll see his testimony he's like i've never seen anything like that and gary's great and he's right with that well we've gotta do is put push more so breath work is helping oxygen get to the system absolutely now i will you know wim hof has so many studies that have done on him and that are that are completely wild as story and testimony rejected what eagle equal eye and all that yeah all this stuff absolutely ridiculous right so i'm not gonna say anything thing against it because i can't speak to that but i will go back to to my roots and say breath work in the eastern world has been around for millennium sorry centuries and what has been taught what i've learned is that if you're doing the deep aggressive breath and you're doing that heavy breath sure it's stimulating this sympathetic nervous system mh right the short inhalation is about your sympathetic nervous system and the exhalation is about your parasympathetic sympathetic which is your relax part the nervous system so fight or flight when you take in and when you exhale it's about relaxing in basically rest and digest mh and what i've always talked i've taught my patience for almost twenty five years now is take a deep breath in for seven hold it for seven and release it for seven okay every even everything's even even it out because what you do is that you activate the sympathetic nervous system you now put that oxygen that oxygen now forces itself into cells and then you relax for seven and then you get the carbon dioxide and that out of the system and the body gets rid it of that and it resets itself what we want is the optimized state is not more or less it's balanced yeah it's systematic it's un unfavorable un unfavorable is balanced and so breath work i call it un unfavorable breath work yeah okay cool yeah i gotta i check into i love it and i found as i ease down because i was all about the wim hof for a while and i'm sure it's partially marketing it's great but it introduced me and i know a lot of others too breath work and things like you said in the eastern way of being and and everything i like have a bunch of indian friends and i've have no breath works better around forever yoga these these very intentional all the way back to the whole inflammation ay beta you know absolutely it's all tied in together yeah but it's all tied in you know i've been i've i'm i'm a geek when it comes to health my you know my family and everyone knows like what do i study i study health sure i pretend like i'm an entrepreneur like maybe a laundry own it's but i'm really a doctor like i love healing like and i a business in healing right so i'd like that's what i do but perfect at the end of the day i'm a doctor so i studied our beta this studied functional medicine studied all of these things to create look at what what i don't know that there's a best system what i've said is that how do we take all of these systems and make it the best for you mh you see what i'm saying all the way back to the brain dna test which makes all way back the brain dna test if someone has so some someone who has high amounts of m mao or low amounts of mao is gonna be known as a warrior g mh yes right so what do they need that you give them more pump up of oxygen fired them up with more they're could be more awake that's gonna make the dopamine go higher serotonin gonna go higher and they're gonna go and say i'm unstoppable to everything but then they're gonna crash mh that person that night is gonna sit and say i am draining and they go all or none all or none there's no grounding middle space for that person or is there like is there another approach like what would you there's gotta be yeah there is of course sir right yeah i'm saying but like the way they they live now of course yeah that's the now way okay gotcha yeah but but then we would rewire their brain to be able to regulate that number one then i get breath work into it i would not have them do crazy heavy lifting all the time light low rep lifting would be a completely different answer for them instead of selling what me go pump up you know ever the max reps all i can do you know what if i take you doing twenty five reps at a lower you're gonna burn out that dopamine you're gonna burn out that serotonin yeah excess body interesting okay and that probably you know like you said you work out twice a day yeah i know a lot of people aren't even working at once but work out y'all do something but you know like you could have a whole different workout i'm assuming in the morning maybe that's more of a pump up a raise up and and then one in the evening or later in the day to i'm assuming depending on who you are yeah maybe that's the more calm mindful way of working out whatever that looks like absolutely cool absolutely i like one you right like it's we are an era obviously now with brain test or excuse me with personalized medicine being sold on the front forefront yeah i mean now we now have to create a personalized psychology we can't just say we we follow and all the humans function in the same way that's just not true yeah that's not true at all and i mean immediately because i do a lot of stuff in ai and now you know we all have access to pretty much all the information whenever are you leveraging ai or at least the idea of like okay we have all these results now mh how do we make you the absolute best i'm just you know with the studies and everything that you know about in your own practice i don't i'm not in practicing or i don't i don't have a brick and mortar yeah i my brick and mortar about ten years ago because i was more of an educator i wanna teach people at aluminum on the eleven if if i figured it if i was in practice i'd get lost and when we get out there so but nonetheless the question was is that is there a an ai use we do so i have an app called the l mind app okay programmed dude where you talk into the app and it gives you voice recording you use your voice to analyze your emotional state mh and then from that i've programmed it to rewire your brain or so you will literally if you're stuck you're frustrated i tell my clients in the morning just download the app rewind you're rain the morning we wear it at night watch your hr go up watch your blood pressure to go down and watch your heart rate go down watch your sleep get better your rem sleep will go up but nice sleep when i go to bed i got i go bed at nine forty five i wake up at five forty five clockwork every single day doesn't i mean i get up to use a bathroom can i drink so much water at the same thing but i don't have that issue not to say i didn't but the more i calm the mind the better sleep my that that's rem mh and hr you mentioned that like i know that goes back to breath work even in hold out that's a direct hr correlation right there chill your heart in there yeah variability building that's all control by the brewery yes yeah yeah when i learn about that that like with what you're saying like duh yeah everything goes downstream from that point on it's completely downstream so yeah what i always wanted to get to was a core course source of it that's why the brain dna is the core source of how all of this works so you look at your hr and say okay i'm trying to lower my hr you do breath work okay and that's great is there something up here that we need to add maybe maybe this person's got this this gene and they need more trip fan and they need more serotonin in their body to regulate so we you gotta look at it and say let's let's put more meat let's put more turkey in this person's diet mh to get an outcome versus maybe more fish maybe more mercury you wanna put more trip in more tricky in their diet that's gonna help build more serotonin for themselves they're gonna sleep better because of that night yeah yeah i'm gonna be taking this test for one the brain rewire alright yeah sorry the brain dna test yeah that is absolutely like it's funny because i work with another doctor i just had him on doctor paul savage who's all about you know essentially figuring out toxins taking toxins out your body so i've a talks tests sitting on my counter right now to take peter and cup and go do that well this is like we all need to be doing these markers because it's it's not i think like what he said it's not a mystery until you get data behind it and you need to get the data on yourself and then you and you can do something about it that's exactly what you're saying here it's exactly what i'm saying i think the test that are out there it means like mold toxicity all that's is a huge i i can't say that i do it enough to be very honest with so i need to add more to my protocol but something that i definitely need to think more about i don't as much as i probably want to start thinking about those things there's a lot of new stuff come yeah i'm in like i'm learning all about the toxins and stuff and yeah working directly with the doctor i get first hand for like okay this is frightening but you're not it's crazy yeah so it's open do you have a listen to that episode y'all it's already released so go check out doctor savage but i'm listen to it too you should yeah you you'll love it man but so let's let's wrap it up here i mean i so many other questions but i give them a next best step because you know we're all approaching this from different angles different beliefs so where should say they start i'm assuming the the brain dna test so it think so if you asked me six months or a year ago i would have gave you a whole bunch of protocols to do right but my research has shown me that that's a mistake my research has shown me that the first thing you should do is get your code get your specific code then let's talk about okay the next piece of that code is your value code your psychological code but the first piece is let's get your genetic code to understand how to process these things because when you process then you know how to navigate all these pieces maybe you maybe you're an entrepreneur like it's so crazy like maybe you're an entrepreneur that is modi demo motivated burned out fatigued and tired you're blaming testosterone in your body but the problem is the gen upstream that's on yeah and that's controlling it but you're taking this testosterone and then taking all the side effects that are coming along potential side effects right i know someone argue with me well it's more studied this or that it's great for it's brain up i get all of that i'm not saying no to that i'm just from the the the vantage point can you create it on your own yes i know this because my dad is seventy three years old and he says an eight hundred and thirty testosterone oh holy moly yeah i'll and i'm like do you know you wanna pass some of that over here right we hope sitting at seven nineties so i'm not far behind but i don't take any of that stuff it's it's and and so you feel you gotta ask yourself the question like how do you wanna do you gotta get the code first i think that's most important i really do i really believe that in heart of ours get that then everything else becomes customized to where do they go to get it you just go to doctor rewire test go to doctor test where if you go to instagram it's on it's on the page you can just kinda buy it from there whatever and it's really simple too you just do a cheek swab get it in five to seven days you'll have the interest to what you want and you know what then you can take the supplements lifestyle changes that are there for you if you want then if you want more implementation then you can kinda do more implementation or if you wanna work more directly you can do that to whatever way works best for but you don't have to but the whole point is know that's where you don't how to implement these tools you're york absolutely yeah so i'll link everything in the show knows description make it easy for everybody to find and i'm so fascinating i love this stuff man and yeah the fact that science i mean it's just we're we're all getting smarter but the fact that we have people like yourself who are now getting data that probably no one's ever thought about to even get maybe had the ability to get it and now we can run it through some really smart systems and and we all have our individual protocol which is not as sexy as like hey let's all go cold plunge right yeah it's talking for everyone's marketing i get that right for the but i you know i'm on a data guy i believe it or not i'm not a gross mass ai idea that's a i'm i'm a doctor that wants to help people live the best life that they can that's what that's that's my intention that's my heart that's what i do and i want people to have their the right things for themselves to be able do that because i love that for my kids and myself yeah i'm on your old patient first i love it really like to say okay i lied there's one other question that just come comes to my mind it's like what's what do you struggle with any of these techniques because i read what you have like ninety two or more about a hundred and twenty to a hundred and twenty different tools ways i can rewire the right now so is there something that you personally still struggle with that you're you're grappling for whatever reason it's a good question i think i sometimes still with my own dna i think i get caught up in the entrepreneurial game mh so is that more external or an internal it becomes external mh and i get reminded and i have to go back to that as a practice to remind myself to really govern that because the thing is is that if you don't govern it it will take you over that's right right and but you know i i sometimes do get caught up and i'm alright let's go do this and and then i then i need to look at it and i have to work on that continuously to sit and say hold on and my daily practices that i have help me get there but then you know what i'm unlike like everybody else i can go to seminar i can see this guy do this exit i can see this like maybe i can do it and i'm like is it what i really want am i willing to trade my life and what i have now for that as an outcome mh and i don't know that's the answer but i have to bring myself down that is something i struggle with that's cool thanks for being open i know it's a very common one i struggle with it here like when i have awesome folks like yourself like oh wow i gotta go deeper doing whatever or it could be a shiny you know we're all dealing with it we this age even more so social media ai whatever we're learning i'll tell you the habit that i struggle with the most yeah is social media in the morning there you go social media in the morning is my is my crutch and i have to cog simply like really sit and say okay you know i'm gonna leave my phone outside i'm gonna read my book mh i'm i'm gonna i'm gonna stop and read my book i'm a think and but we get into this habit and it's just like and i noticed the days that i do social media in the morning i'm more hyper proactive a you're switching yeah without thinking and and it hits yeah really a lot of folks can relate yeah i'm my own advice and but hey thank you for sharing this is this is really awesome i love the the the chat and again i'll link everything go take your test y'all go learn more i'm gonna go to instagram talk about social media and look at some of these transformations you've been doing it so absolutely i love it happy could help thank you very having much appreciate it you got it

from signing ten thousand death certificates as an doctor to nearly becoming one himself only at the age of thirty eight doctor paul savage who's our guest today on the show he thought he knew medicine but that wasn't until he discovered that there's an invisible threat affecting every single american and most people around the world and also he broke this to me as blew my mind that today there are over one hundred and fifty thousand toxins in our environment a lot of those actually are inside our homes inside our offices he actually said that one of the first symptoms that you see are diseases like cancer are all alzheimer's and these things that are happening a lot sooner in people's lives but the thing is he actually came out of retirement this guy's is an entrepreneur at heart he's done what three startups ups now and he actually came out of in retirement to solve this problem and he figured out a way to basically give an oil change to your body to reverse a lot of this stuff and it's pretty mind blowing the stats and the the studies that are coming out that show that this is working are blowing a lot of people's minds and it's really cool so he talks about how the first thing you gotta do is you need to actually make this thing not invisible you need to test it you need to get the data that's actually what i'm doing right now i'm waiting for my results but he is giving you the opportunity to do the same so his company md lifespan is awesome actually work closely with them so i've got to learn a lot about what they do over the last year or so and pretty soon i'll share my toxin and test results but he wanted to give you a really great opportunity to get a good chunk of money off on their talks and test and talk package he's saying everyone's gotta get these data points on themselves so you know what you're up against in this world that's very toxic and it's only getting worse so again us as entrepreneurs we're always optimizing everything you gotta optimize yourself and you know i i went a little longer right now because this means a lot to me and i've learned how this can really change a lot of lives and you know my family has been affected by cancers and early you know heart issues and things like that that have knocked a lot of my loved ones out of life way too early so do this this is why i love having doctor savage on this the second episode he's been on i think it's about a year ago so if you wanna go learn even more about him then go check it out on the podcast or over at hustle fluid chart dot com alright enjoy the episode here doctor to paul savage marketers have never been so spread thin you know like with all this stuff happening technology going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads you're trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more i wanna a pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focused on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well it's always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to augment mentors wherever you get your podcast 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 doctor paul how are you doing today happy we're round two it's been far too long yeah it has joe thanks thanks for having me out again it looks i look forward to catching up and look forward to talking to your entrepreneurs and giving some really good sound advice you did the last time you left an impact from me you know we talked a little bit i think about micro plastics then now it's become much more of a conversation just toxins in general high performance you know how we actually are in control of our own being and yeah you are doing the work you're on the front lot you've been on the front lines for you know a lot of years three decade three decade no yeah so yeah i mean y'all for three decades about protect your health protect your sleep man manage your stress clean up your life clean up your environment you got to well let's take us back because i i doubt everyone's heard the first episode we did which was great and i recommend it it'll be linked up you it'll be easy to find but you know take me back to the doctor days where you were overwhelmed you were stressed you were smoking you're doing all these things that i know you're not doing now now what was the moment that you had that shift that changed well you know coming out of a small midwestern town and into a big metropolis of the detroit was shock enough of it after i'm been going through medical school and i did my training at the world's largest trauma center in detroit and it was you know it's it's a war zone i need to be honest it was in nineteen eighties it's detroit it was in miller capital of the world and that's where i got my training and i went on to become the attending at night on some of the largest trauma centers in the world in the course of ten years i signed ten thousand death certificates it was as an intense job and i really did learn a lot of stress management techniques so i was so into my job that i put everything out in second i didn't work out because i worked the night ship i would get home at eight am and i might have two or three cocktails to wind myself down i smoked because those stress at work by the time i finished the ten years had gone from a hundred fifty pounds up to two hundred and sixty seven pounds man my whole family dies by sixty five from heart disease so at that point it was i went to my doctors and he he was like you know you're really unhealthy and i was like yeah he goes i'm really tell you yeah you're gonna have a heart attack in the next seven years if you don't do something different forget about making sixty sixty five you never bring me it close and i really took that at the heart and i went you know what he's right and he said the magic words said every doctor says every patient you need to eat battery and get some extra exercise yep i walked out of his place and i realized in minutes i didn't know how to do that i was never the sports guy i was always the book guy you know and i was always and i never had problem with weight but in the ten years i put on all that from all the stress and everything was going on and not sleeping well and all these different things i had a laundry list of medical problems by the kind of thirty eight ko heart disease thirty eight and seven different seven different medicines like i gotta do something different but i literally had to go back to school i had to find a nutrition i had to find an exercise coach and then i had to find some doctors who would actually educate me on what it means to be health and mu like andy wi and pam smith and some of the people been you know or and kent i got top at the best and i took off and i'm a data ag educator so that's my whole entrepreneur everybody guys what do you what he build anything that has to do with me using data to make something better mh so i took all that information and my logic change in the year was incredible i lost seventy pounds of fat put on thirty pounds of muscles but the most prominent thing was the lights came back on and that's all i can tell you is up to that point i was living in a cycle like a hamster and i'd get up and go to work and just stuff i'd come home i'd be tired to go to bed and get it up go and i really didn't give a crap about much of anything it was just work and all work and i really was unhappy and i was short tempered and i was angry and i didn't have any relationships that were really bonded to me because i was too much into my work mh and through all this process then i got so much better i went into the emergency room when and i said i'm leaving maybe giving in minority notice and a big high position that like what are you gonna go do i said i'm gonna go open the clinic for guys and teach guys how to get healthy and they're like insurance doesn't to pay for that i said no they're gonna pay cash and like nobody pay cash for well yeah but and that's the whole thing as i left in at early two thousand and by two thousand and six i had seventy centers nationwide called body and i was treating guys and women teaching them nutrition and exercise and hormone replacement and all the things that we knew about that time to get yourself health in had a great time building it by the time we got up to seventy centers my business partner was my brother didn't wanna to build a software system and we needed that to grow further we just didn't have the technology at the point this was two thousand seven so i ended up sharing my selling my shares to him and i went out and built a software company now the interesting thing is in building all the seventy centers i lost my health again mh i got so into the work i got so into the project ice i didn't and my exercise got pushed out of the way i pretty much started eating on the fly again and it wasn't very long till i i'm up over two hundred pounds two hundred and thirty pounds again and not feeling in great shape and by the time i left by the and and the body i'm deal them to company me by time i left it i spent about six months doing nothing except getting my bearings back to why did i slip up and this the the answer that the answer is very very easy mindfulness mh i forgot to keep myself first mh and my habit is to always put work first and i know that's a lot of the guys that out the women out there are doing the same thing that they they forget there's an order to the universe and whether you believe in a god or a higher power let me tell you something there's something bigger than you and we can all agree in that a community something's bigger than you above you and then there's you and then there's your family and friends and then there's work and everything else and if you don't keep that order in alignment you're gonna get sick mh yeah and that's what i did i put work at the top of a list and then everything above me is so i got sick again so i had to go back and reconstruct everything i did before luckily the habits were there i lost them but they came back relatively simple as soon as i realized i was doing wrong and i got healthy again and then went out and built a software company and we had six million users and i sold that off then went out and built twenty seven centers more and i sold those off and then it retired at sixty feeling pretty damn good about myself having done a lot in the world of medicine on proving vitamins work getting steroids out of the steroid acts proven you know proving these lab tests for your gi system and the microbiome actually are functional and you need to know what your gut is if you wanna know what you are and putting all of these things together with two university fellowship programs to teach other other doctors how to do this it was an amazing trip i thought you know i'm gonna go retire into brazil now and we're laying in the sun and we're gonna think of what to do next yeah that's kinda where the story starts md lifespan that's where we're at now and said behind you and then i've been doing some work with you so i do know it quite well and it's fascinating you know when we first had that first conversation on this show i didn't know as much but now and pretty soon i'll be i'll be getting the toxin test done which i know that's something that you offer as well it's kind of like the starting point right and right we'll we'll talk about that shortly i don't wanna i don't wanna lead there yet because i wanna talk about setting the scene because it seemed like you had a shift you know and that laying on the beach out there in brazil feeling good eating healthy food right talks in free food for the most part i'm sure much and the and the the nutrient the nutrient value of the food in brazil is twice as high as that in the united states wow because they don't use and they don't use pesticides they don't use herbicides they still rotate and burn crops they do all the right things to keep the ground healthy that we don't do in the united states and just keep plowing it over and adding ammonia the nit trade and basically we depleted the soil which is why it's really the real quick story is when we bought our house and we bought it fur but the fur finishing on the kitchen was only a pot mh and two forks that's what we had in past so we went out to the store because nothing was open and we bought some chicken we thought we're gonna boil chicken right we just boiled the chicken just simple vast flavored chicken you've ever had i mean it was here before i'm like holy we're about looking at to each other like holy crap this is so good and like drink color or and everything well i mean it's just you know the the fact is our eggs in brazil are orange mh on the inside here they're are pale yellow it's true yeah yeah chicken the the chicken there is juicy and it tastes like chicken here it's kinda like dried turn board yeah we get a chicken breast and it's like yeah doesn't have really any good flavor to it because we pack all these chickens together we give them a whole bunch of antibiotics steroids yet in brazil they don't do any of that stuff and so it's just the difference between the fruits when you put them in your mouth and they explode and the fruit here you put them and it's obvious but and it happens with every traveler who leads in united states if you go to france or any of the european union because they don't use any of the toxins and those in they're food chain either or south america almost entirely is out of that nuke because they don't let dupont dow mount monsanto yeah any of those guys either there and you said then you get eat the food and you just realize what a difference has it changed than the last thirty years the united states yeah and food is your best medicine mh if you don't have good quality food you're not you're not doing what you need to do to keep yourself healthy i mean that's the first line of therapy against everything bad yeah every day and i can relate i've remember going spending some time in spain even morocco had chicken there yeah the eight eggs are all yellow the chicken tastes completely different because it was farm right there and morocco moroccan yeah the house and property had cut off and cooked and it was amazing know you can you can still get that quality food here that i say but you have to know where to purchase it absolutely and one of the things we'll do is make sure you have a link so that all your readers can come in to get our our guides because we have guide books regarding how to clean up your water how to clean up your food how to clean up your air how to clean up your house how to clean up your consumer products because you know don't need most people don't need plasma machines which what they're talking about but what they do need is knowledge yes yes that's what it took you out of retirement not to burst the bubble here but you know we have a toxin crisis and i've learned it a lot from you but i mean let's just flip on any kind of media at this point it's being talked about big media small media all all of the above so tell me about i read a stat and i think was from you but also i've you checked in other places it's like a hundred and forty four thousand different toxins that are in our environment we're over a hundred fifty thousand now in our budget around two hundred billion tons of chemicals dumped in america alone every year cheese so what taken that not taking that number for a minute two hundred billion tons two billion tons that that two hundred billion tons wow of chemicals are used in the united states on a farmland every year and i think it was our last chat you talked about how it was like the middle of america but it's expanding out and it's that what you're speaking about i mean if we're talking about the pest pesticides herbicides it's it started in the in the ohio valley right mississippi valley and now it's gone worldwide if you're talking about the industrial chemicals like the p that's seven on of the coast and it's going inwards so it really depends on which toxins you're talking about on how it got distributed through the united states but you look at the statistics in the world most polluted countries the united states china and the uae are one two and three last mh we're dead last so what do we do about that i mean i that's a loaded question of course i mean the what we have to do about that is get knowledge around so that people start understanding what steven hawk said before he died mh stephen hawking was interviewed about a month before he died and they asked him what is the most existential threat to to mankind is it ai and he said no they said climate change no nuclear war no what is it he goes pollution and our stupidity to it and the problem is we passed that milestone ten years ago in other words he's right about twenty fifteen things changed and the level of toxins in environment came to be such a point that now everybody in america is toxic yeah even the government will admit that when they talk about the forever chemicals ninety nine percent of people have a forever chemical that's a p p is there are things like things that make things non stick and not greasy but the problem is is the chain of carbon a carbon atoms with the fluoride on the bottom and the thing about you can't break it down that's impossible to break that's why it mix it so slippery and once it's in you you can't get rid of it it's forever a chemical in you and up to this point even on the cdc website talking about p and they say there is no way to get them out the best thing you can do is avoid putting them in but there's now two hundred thousand p in our environment and that's gone up from five thousand in the last four years oh my gosh so it's not slowing down i'd imagine right it's it's actually ramping up and that's the problem is in the next ten years where double the toxicity of every american now we did a study in chicago of five hundred healthy people between the age of forty five and seventy and we measured their toxins half women half men out of a hundred of the most common taxes now get this we can only measure a hundred out of a hundred fifty thousand jeez okay so we're measuring one less than one one thousandth of a percent of the of the whole thing yeah or say one tenth of a percent of the whole thing and the average number of toxins in people ten years ago was three mh the average number of toxins per person now is thirteen out of a hundred that they have levels that are considered higher than optimum you know whatever optimum zero these ranges have changed in the last twenty years because every time the government measures the scale they up the numbers and now that becomes a normal age but if we compare the numbers up today from forty years ago everybody is like super toxic man that's the part that i'm trying to get out to the message of people is you don't know what toxins you have and could you know what the first symptom of toxins are what is it yeah cancer alzheimer's the first heart attack as as your first symptom is a disease yeah bad one too yeah it just not a bad one i mean i say i have that's why we're seeing the cancer in the fifty year olds that we've never seen before and these cancer are highly aggressive out of the gate is there a common type of cancer that you're seeing pop up earlier the gastric cancers are the ones that are be we're we started seeing the most out three years ago the government put out a notice that we're starting to see gastric cancers stomach esophageal colon in people under the age of fifty that we've never seen before and they're much more aggressive there were four cancers they tested it the next year they listen seventeen cancers that are much and this year they're gonna be listing about thirty six cancers and it's the number keep is gonna keep going up because toxins are inducing every sort of cancer because toxins are by nature car it's it's almost like there's you i'm thinking of like entrepreneurs words like us and the ones listening watching we optimize so much in our life you know and and that's kind of where we like we get so sucked into let's let's make it better or let's solve these problems but this is an invisible threat that we are living in we're consuming it's how do we it's it's so hard to overlook this but we just don't see it so it's i sorry find it's so difficult as well you know there was hundred percent i mean forty years ago we used to have talk about hypertension being the silent killer mh because people didn't take their blood pressure people really didn't know yeah then we talked about diabetes being the assigned the killer because people had low grade because type two diabetes didn't exist sixty years ago really it's been a phenomenon over the last sixty years which is probably also linked to the toxins as well but and then we talked about diabetes being in the sonic killer but now we know people measure their blood sugar so the common spread between an unknown threat becoming a known threat is measuring it mh yep and that's what people aren't doing it they're not measuring their toxins if they measure their toxins then you can add so describe how things are measured because i know md lifespan you and your your whole team you have a test for this the toxin test i know you also have i don't know if you wanna let's describe it but i also wanna quickly just tell people here's the way to go get it but lay the scene what is it how does it work toxin testing you could test anything you can test your saliva your blood your urine your stool your hair there's it doesn't really matter which way you do it just with make sure that you do a validated lab and you have a a recruit i can list a dozen different ones now we have a test that's listed on our website that gives you a hundred and nine different of the most common toxins of the host spectrum and we talking about p and we're talking about heavy metals mo toxins ph eights foot p volatile chemicals you get the whole broad spectrum they can do with a simple urine test at home you get up you pee in the cup in the morning they send the tube off four weeks later you get a report with a hundred and ten different times got it i mean that's easy enough so maybe to find out you're know like i'm gonna report back i'll i'll probably time it out i'll either put it in this episode as an intro or splice it something i'll be sharing my results is yeah as well as i'm not super frightened by them i try to look i mean yeah the average number of cox the average number of toxins in the chicago area was thirteen but five of them being in the above ninety five percentile and eight of them being in the seventy five and percent about this so anything above seventy five percent is where we start talking about you're in the upper percentile of these level toxins as compared to other americans in the world are in the united states but there's a difference also between looking at the various taxes because some talk are worse than other toxins the dac that are car and the ones that cause ox stress and mitochondria damage they're by far the worst but there's also ones that mess with their hormones that's ones that burns cellular membranes there's ones that you know there's just a whole mess when complex toxins because they're bad now it's really important to understand that twenty years ago the toxicology world only talked about you had mercury toxic or you had p toxic or you had a toxin they never talked about what was there there's some people back then that were calling about multi chemical sensitivities mcs i've never yeah that doesn't exist now it's here nobody has just one toxin anymore nobody everybody has a dozen or more and the problem is to get out one toxin you have to do this and get out another toxin you have to do that and it's alarm with labor drawn out procedure and then you have to follow one type of treatment body another type of treatment if and that's what became overwhelming for everybody in the toxicology world is we have this multi toxic world now with people having toxins and understand let me give you a real quick example would you rather be attacked by a five foot or by a five foot guy or or by a hundred fifty thousand three foot guys a hundred fifty thousand we have a hundred and fifty fifty threes guys yeah no come on no you can you can take out one guy you never had take out a hundred and fifty thousand that's what i that's what meant yeah yeah yeah i got just just and that's what we're dealing with today we're not dealing with you having one toxin we're dealing with you having a little bit of all of them yeah and that's what i have now and that's what we call a toxic burden we stop talking about mercury toxin and botox when don't we talk about people now is what's your toxic burden because a little bit of this a little bit of this a little bit of this a little bit of this adds up to a lot of cr mh mh and it all acts synergistic against your body got it okay and and there was never one way to take them all up until we came up with our protocol and now we have the discovered and patented and we're branching out we came up with the protocol that virtually safely effectively minimally invasive and universally removes all toxins so if you're afraid that you're gonna get alzheimer's because you have toxins or parkinson's we can get rid of them if you paying your dna is that you're gonna get cancer you're worried about your talk we can get rid of them yeah i mean we can do all of these that you got heart disease in your family and you know that toxins and micro plastics did you know that if you have micro plastics in your arteries which one out of two out of three guys do your risk for heart disease goes up four hundred fifty percent i i was actually gonna bring up micro plastics because i did not know that three harder it's in that's a two thirds of men or or is that everyone that's right high three thirds on older one has micro plastics in their artery which is increasing their risk for heart disease by four hundred fifty percent and hard disease uses this number one killer currently correct correct okay correct wow although the the alzheimer's and the cancers in the world are coming up fast because we're not seeing heart disease yet in the the younger people it will be coming because of the obesity and everything but we are seeing alzheimer's at a four hundred percent increase in the group under fifty and we're seeing the cancers at a huge increase especially the gastrointestinal cancers at a rapid rate that we can't even to keep up with even though cancer therapies are prolong people's lives and we're getting better at treating them and people who are older these cancers that are occurring and these younger people are not the same cancers these are highly aggressive stage for terminal cancers that are presenting terminal yeah yeah and the way and and and this is the part that i tell everybody go get your i mean this is the first time ever the united states government and and ever dropped the age requirement for colon to forty five yeah because we were missing so many people between the age of forty five and fifty and then they dropped mammogram to forty wow because we're missing so many breast cancers because of all the bp and all the other estrogen blocking hormones i mean this is people and if people like you know autism here's another thing that they talk about all the time autism used to be one twenty five hundred kids back in nineteen sixty now one in thirty six yeah kids today yeah and you're saying that's because we're that's because we're diagnosing it better bullshit that's because the most susceptible person on the planet is the un onboard child you expose the un onboard child we know that on average onboard child is exposed to two hundred and seventy chemicals and they have they have micro plastics in their first poop they're me yeah so we know that these toxins get across the barrier on a child that's in the developmental stage marketers have never been so spread thin yeah know like with all this stuff happening technology is going crazy it's really tough to really focus and get creative and and create great content or connect with the customers like we used to or even prospects so you know you're trying to launch a bunch of content campaigns you're generating leads you're trying to score the leads you're nurturing them so much more but you really don't have enough time to even breathe let alone do the best marketing out there but hubspot is trying to fix that for you they have a new ai it's built into the system called breeze so it actually it combines their marketing hub and the content hub with all these different cool features that help you automate and you know remix your content into a whole bunch of different types score your leads in a better way and actually have a nice look at the analytics and everything that's going on in your business so i would recommend to stop spreading yourself out so thin and start making some big moves with hubspot you can try it out you for yourself go visit hubspot dot com slash marketers to learn more now wanna pause for a moment and shout out another podcast on the hubspot podcast network your audio destination for business professionals this one's called au mentors it's hosted by julie mayer and jimmy edge and these two they're a pretty cool duo where one is you know jimmy is a lot more on the the loose side i would say that julie brings it in and keeps us focused on mentoring and movement and so these folks they they focus on mentoring and exploring ways on how to augment and refresh kind of like the way that mentoring is applied and they have these principles that they weave into their episodes and they they give a bunch of practical tips and they laced it with a whole bunch of humor as well always cool and there's a cool duo happening there so if you're in the mentoring space or if you have a you know leadership space relationship guidance and things like that that's what the podcast is made for so you'll get a lot for it it's great for entrepreneurs marketers sales professionals they love the show as well it's a great one i've checked it out and i recommend it so go listen to augment mentors wherever you get your podcast now 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 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 flow chart dot com slash interest and hit me up let's build this thing together alright back to the upset does this even surprise you anymore i don't know if surprise or anger is a better word i get frustrated when i when when when it's like people this is the data and they're like well it's not the toxins what what else could it be yeah and the answer is you know until but until recently until we came up the process of removing toxins now we can actually start doing studies to see how prevalent the toxins are causing this because to do a study you get two one one or two things take two healthy groups and make one group toxin and watch them going forward which is unethical or never to do that right or take two groups that are toxin and make one toxin free which we've never been able to do before until now and then watch them go forward now we can start doing the studies moving these things forward to show how dangerous the taxes are to every individual on every different plane mh i this is just it's a it's a threat it's invisible threat but it comes in many forms like you described i mean it's literally in every piece of our environment i mean and and so never joke blood pressure used to be invisible threat it used to be an invisible threat it's invisible because we didn't measure it mh yes there wasn't an invisible threat we can measure it now both can tell you what your micro plastics are we can tell you what your heavy metals what your what your p phase we can tell you all this and then we can tell you how to keep yourself clean or if you need to how to do plasma freezes to get rid of this now the one thing that our group did and i i'm working with twenty seven of the best national authorities on toxicology and functional medicine in ap i got some of the most brilliant minds from harvard and john hopkins and from all and we're all working together on this project because we see the potential in this mh we see the potential for the first time in our lifetime to reverse the toxic threat on people and what we're noticing with our protocol because our protocol is more than just plasma change it's plasma change with avoidance and supplement and nutrients and other things that we have to do to optimize people's well being and because of that we can for the first time ever give people a chance to proceed for without the risk that these chemicals are posing on everyone that's right so in the first episode i know we talked a lot about the avoidance side of toxins so that that was a big one and you could revisit that i'm curious if you could just like because there's the avoidance inside but that obviously doesn't do what's already inside of you you know and i wanna then kinda turn the table and really go into what your plasma exchange protocol sure does so let's start with the avoidance inside just high level well i mean the the the divided side real high level is filter your water filter through your air clean your food get rid of the chemicals and look at all your consumer products mh and we'll have links for you that people can go on to our website and download all these guide books because what we wanna do is show you these simple steps for less than five thousand dollars if you did all of them is gonna clean up your environment incredibly well and prevent you and your kids and your loved ones from getting sick down the rogue mh yes that it that's that's the big thing that we try to teach everyone so the plans exchange is something that is a little frightening people could lot people haven't heard of it before sure plasma change is simply an oil change for humans now if you wanna get cold car clean and been you know up kept for a while you change the oil put new oil new oil in run it around the black for a couple weeks chain take out the dirty oil again put new on run it around the block a couple weeks and keep doing this whole thing over and over to the oil starts running clean correct yep yep that's it that's something you're on your kids may go what do you mean oil change but that's how you do an oil change on a car and that's what you do before you do anything else on an old car you you just keep changing the oil to getting it clean exactly that's exactly what plasma freezes is you come into the office you're here for a couple hours we put an ib just like a plasma donation we separate the blood into the two components the cells and the plasma which is the liquid part we throw the liquid part away we gave you a different liquid part called albumin we give it back to you and that within twenty four hours you your body eat cells makes new fresh non toxic non inflamed pure plasma we basically gave an oil change and then we let you go run around for about four weeks then we bring you back and we do it again and then we let you go out for about four weeks and you come back and we do it again we do that three to five times depending on how toxic you are and that's what pla freeze is it's been around for fifty years as used for a hundred and sixty seven different disease states people like why didn't i never heard about this before because it's not a primary therapy for anything u we use it for a third third and fourth line therapy for things like d which is a paralyzing that comes from a virus or long covid is the most common one or autoimmune problems that most commonly what we use plan to change for and also it's very important to realize when i'm talking about plasma change i'm talking about plasma change with albumin not with somebody else's plasma so we're giving you a commercial product we're not giving you a blood product and that's what i gonna ask is can you define what albumin is i looked it up i wanna hear from from me here yeah albumin is the most common protein that you have in your body and it's a carrier for a bunch of stuff because your body your blood is water mh and there's a lot of things that are fat that float around and the they can hide inside albumin so the albumin protects them so they can float through the river but also grabs toxins and it wraps itself around them so that it doesn't interact with the body so it's also shielding it in a way it what we call s it kinda hides it away and traps it gotcha but it also directs it into fat cells tells the toxins to get out of the way and hides them different places too so albumin is an incredibly important protein to people now the albumin that we use is show be so it's somebody had get plasma but it's been stopped on and purified and radiate and everything killed and all we're giving you back is essentially the human protein part so that's also what we call os automatic so it means that sucks and water it keeps the vascular base open until you make enough plans by the next day that you replaced like i said joe this procedure safe yeah minimal side effects it's been around for fifty years there's machine and people can go to our youtube page or or our lengthy page and they can see the whole video of what the machine looks like and what the whole process is like because yep you know you walk in and hear the big whirl machine going on behind you like wow what's going on here and you know your blood leaving in your body and get clean to come back in but it's a real simple procedure matter fact i just had my fourth one done about two days ago a little bruise here u and a little tiny bruise here because i was the first patient two years ago that went through the process wow i had seventeen toxic above the seventy five branch after three different plasma changes plus our protocol i was down to six mh six months later i was down to four six a year later i was down to three and then this one two year i met two years now and down to two but the two that we're remaining were p the forever chemicals which don't come out short of plasma machines so we we're training some new nurses because we have six new centers coming going live and so they're trained here in chicago and so i volunteered to be one of the dummy guinea pigs we'll get you on that next time i would love to yeah that's what i was gonna say i'm like i will be giving this treatment so i i'll report back that as well and it it i mean i'm just thinking of what this can do we mentioned micro plastics you know removing those from arteries i mean just i can almost visualize that you know just the idea of micro plastics and like oh this can actually remove them so but obviously there's way more toxins than just micro plastics floating around there and lastly if you're hey doctor's savage then the top five toxins that you're afraid of yeah micro classic zone number one okay they're linked to everything bad they come in all different sizes they go down to the dna size but called nano particles and so they're interfering with the dna there is particle size so that they're causing inflammation they act as invader so they're suppressing immune system i mean they after on all sorts of different levels on every single level they're bad for yourselves yeah yeah and i'm sure there's many toxins within the micro class themselves yeah there right now we can measure nine different micro plastics and there's thousands of different micro plastics in the universe gotcha yeah i started to learn about this from you guys and working with you yeah and i had well idea living well aqua true you know they i had one of the represent yeah helen from there she was on which is which is which is one of the ones we recommend i remember if you have about the counter one get aqua through because really does remove the vast majority of the toxins and do you i get i only drink out of stand seal and you got your stainless seal hard rubber top this is clean canteen yep and we have a triple filter or reverse osmosis here in the office i have one at home i have one in brazil and that's and i go everywhere with my water i don't drink the water because water is your number one toxin i news number one wow that food the food is next and then your environment air in your house is third and people don't realize revise but your in the air inside your office and the inside in your home is five hundred times five hundred percent worse than the air outside five hundred is that just because cycling through all of the different things it's passing through machines partly because we use chemicals in the house and they stay on the floor and the walls and the and and then they slowly see off into the air the other part is every fabric has chemicals like ph eights and and they just slowly you know stick up the air around you too then there's the mold and mold spores and most seeds and they just circulate there's everything in your house you close up your house you crank up the heat and now you're in a sweat box with chemicals you're literally sucking them into your body with all the heat in the way that you're increasing the surface you know the surface tension and the absorption of your skin by d diluting all the veins and you're just and you're breathing it in it's all respiratory you're swallowing it it's going through your gut and i tell people all at time if you're gonna do anything and you can't afford much buy a hepa filter for your bedroom because at least that's eight hours of your day mh in one room that you're gonna be in so that's if you're gonna only can afford a hepa for one room put it in your bedrooms you got you can afford to put the other one in your office mh i need to get can open the doors open the doors open the windows and air out because the air outside is safer than the air inside mh that's a great takeaway right there i'm gonna go buy a couple more filled hepa up filters i actually move mine from my room to my you know infinite at the time yeah she's a one year old now i'm like okay gotta give you the fresh air yeah so let me give you the real exciting news of what we're doing i got some really good developments in the last two months cool we've now taken the plasma procedure because we don't do just plasma change we teach people avoidance we have supplements we have different medication that makes it two hundred percent better than just plasma change alone and we have the data it's gonna be published here very shortly in a peer reviewed major journal and we're looking at probably next month and we have three articles coming out and heavy metal micro plastics and environmental toxins whoa but what what our group did is okay now we got the toxins out we know it causes out alzheimer's we know it causes brain dysfunction neuro disease why don't we take some patients and why don't we take the toxins out and then why don't we start doing some regenerative therapies afterwards here's how it works all of these neuro d gender diseases are basically a fight a battle that's going on inside let's say the brain over toxins versus your immune system with your brain cells being the damage collateral but as long as the battles going on or the fire is raging the healing can't take place the forester don't go into plant the trees when the trees are on fire right that's why this all you get is this degeneration we've known from a study in twenty twenty on alzheimer's that they gave people t with alzheimer's and sixty two percent of them did not progress in their disease for over a year it basically stalled the progression of alzheimer's we don't even have a drug that does that it at this point but but they do have it with a serial plasma change so we base our protocol on that plus a supplement and neuro and other things that regenerate the cells afterwards and we've had six patients so far that we've improved their memory score over forty percent memory score wow so literally they're breaking their their cognition we do it by what's called the cns vital side it's a validated test where measure your cognition your verbal memory your visual memory your motor scales all these different things and we've seen a forty percent improvement in neuro cognition flexibility executive function and memory wow so we're talking about like this entrepreneur is listening i mean this is like do a total performance reboot not only do we know that taking the toxins out will slow the progression and onset of the disease early in the disease we appear to have the ability to remove these toxins turn off the fire repair the cells and were a year out and our gentleman who's a year out just did his in score with an eighteen percent further improvement in his medical in the members for now this is observational data but we have this for cognitive client we've taken six patients with early cancer markers we reverted all of them to negative within three treatments we've taken people who have hiv and their cd4 counts are falling under four hundred on medications and we've been able to increase their cd4 counts to seven hundred by just doing plasma change we've taken so we've taken people with early heart disease or not sorry advanced heart disease who max out on their medicine and still progressing because of inflammation and oxidation we've been able to neutralize that and show regression in the soft plaque yeah so not only can we stop that they progression on the threat of toxins early on it looks at it appears from our observational data that we can actually reverse the damage once we turn the toxins off now disclaimer this is all observational data on our patients is and we are however the great news we've just been improved for our research arm if think irb irb not for profit so we have a company being set up where people can well people will come and donate we have we need about three million dollars to prove that we can reverse early cognitive decline which we know we can do oh yeah you need two point seven million dollars to prove we can remove toxins from all the moms before they get pregnant with their kids yep yep need two point six million dollars to prove that we could get toxins out of everybody at every state i mean that's the amount of money needed to look at these disease states for the first time ago we have a solution here to start cost a couple million dollars we're very excited because we have a lot of people looking to contribute tax free dollars to this yeah this research on and then that is compelling we have a data research company that published all of our data out of the university of chicago as a off branch of them i don't test the data it goes to them they do all our analysis they do all their paper writing they've been studying alzheimer's and heart disease for forty years they have said publicly that they've never seen changes that we've been showing in the last two years in the area of heart disease in alzheimer's we have a neurologist from jacksonville who is a very well known with a very prestigious football team who said he's never seen these kind of reversals in his patients we got a cardio we have three different cardiologist that are saying they've never seen changes like this and what we're doing that they're people with end stage cardiovascular news disease we have hiv doctors who said they've never seen anybody like this where we've increased their cd4 accounts and doubled it within about four months and a year later these people are still at these levels we have a ob doctor who has publicly said she has absolutely certain we removed the the toxins for mom you're gonna have a toxin free baby which what does that mean maybe it means less autism rate yeah less adhd less spectrum disease we all think that this is we're think we're on to something huge here because if the toxins are the cause of chronic inflammation and they are mh once you remove on you turn off chronic inflammation you turn off chronic inflammatory diseases which is everything bad inflammation horrible yeah that is the thing and you could do as much as you can with food and you should but when you're talking about if you don't get the taxes out you don't turn off the fire mh this is what we've known for a long time i can give you supplements any astronauts accidents and inflammatory which negate the inflammation and the oxidation but it doesn't take care of the fact that the toxins are there causing the damage oh man yeah the only way to do that is to get the toxins out and then the information and oxidation go away anyway i could see i was gonna ask you hey do you have any you know big transformation you know things that we got you just gave me about twenty or thirty i don't know how many of that was and i'm so excited about the the non nonprofit side of testing because i think that's gonna hook get the word out right if you're and if anyone listening watching i mean go go find you know go reach out to md lifespan yeah know dot com and you know if you wanna get involved i'm i'm just saying this like i'll point them to the nine for profit that's say hey separate organization that's managing the donation and the the research funding i don't have anything to do with it i'm the guy that they paid to do the plasma change got but we're doing it we're doing it not not profit at this point because we just want our physicians alright like i said we're opening six new centers in the next two months we have twenty centers that we're doing in this this whole year and our whole group has dedicated themselves to make sure we're a public benefit corporation by the way that's how serious we are about serving the public we will not make a profit we will serve the public this is so many doctors in so many centers we don't wanna make a profit we want to show that we can make an impact for the first time in our life on the greatest existential threat to mankind which is the toxins so i have just a group of doctors who are real excited and thrilled to be able to say we're part of something here that nobody's has ever been met nobody's has ever seen before oh yeah well and this is why i mean partially self i just wanna see you on more podcast i wanna see on more media because of what you're talking about and i'm just gonna say it right here because you know if you if this is landing with anyone listening because i know a lot of you are watching have your own media and and this isn't something that's just a you know this is a medical topic or this is like why does you have them on this entrepreneurial business ship it's for humans three of the top mold doctors in the country now recommend md lifespan for the patients who have toxicity good good i mean so it's like and they saw the people that for years we're told it's not real you don't have it you're just tired you're just mali maneuvering and i used to be one of those docs thirty years ago days tell these people yeah this is bullshit and now i look at all these patients i've seen them for thirty years and i realized how wrong we were to classify them and whether it's mo toxicity or people with chronic lines or people with chronic infections the problem with those most of the people like with hiv patients is their immune system has been so crippled by the toxins yeah that they can't mount the proper defense and there's plenty of research out there to show this is true there was there was a study where they gave people ars mh and then ninety days later ninety percent were better they gave them lime ninety days later ninety percent were better they gave them lime and then ars ninety days ninety percent were better but then they gave them ars and then lime and ninety days later ninety percent of them are sick with chronic fatigue whoa because once the ars knocks out the immune system and then you give them an infection that's the setup for chronic fatigue and you won't get people out of chronic fatigue infectious chronic fatigue by just treating the line you gotta treat the toxins right first because that's what came first okay and i'm sure that's the storyline for all these toxins you know is where all these taxes the taxes come first and then people get an immune suppress the tax come first and then they get cancer the tax comes first then they get neuro d gender here's the magic sentence toxins take you out where your dna is the weakest yep so if your family history is cancer that's what the toxins are gonna do for you gotcha your family history is alzheimer's that's what the toxins are gonna do for you if your family history is heart disease that's what the doctor they're going to expedite because that's what chronic information does that's right the the expression of that disease in you i got yeah because there's you know in my family and also my wife's family there are a couple markers that and and after working are as you as we've been working together and i i keep listening and thinking and learning i'm like we both need this you know the plasma exchange and and i mean there's just so many other folks that i just have no clues even possible honestly honestly joe you may or may not need plasma change depends on what your toxic on what your dna is got it but you don't know unless you measure there you go that that's the point i mean just like you might need diabetic medicine or die back there you might or might not need medicine free blood pressure or different you don't know until you measure it the message i wanted to make sure all the entrepreneurs here for everybody who cares about their family loved one and about them is go get your toxins test i don't care where you can come to our website we have a very comprehensive test plus it involves thirty say thirty minutes with one of our doctors not staff members not nurse you get our doctors and talk to you for thirty minutes about what that means for you got it but you don't know until you measure so everybody don't measure yourselves i'm gonna get mine and i'll report back and and i know there's a there's a little special deal that your team is working on as well yeah always for your team always team there's a be a code at there'll be a hundred percent off or a hundred dollars off there whatever that code is might my team works great way you yeah thank you yeah and it's either shown on the screen probably there it'll be linked be it'll be easy to find so jump on that there might even be a a limit who knows but either way savage in the in the crew hooking you up now i'm curious what's the bigger vision of what you can tell us with md lifespan because obviously it plucked you out of retirement it's only becoming more of a thing it's in the media what's driving you let's say for the next decade if you feel like that's i i i'll be i'll be honest and this is that my first startup this is my third i expect to be here about another two years before we're taking over by somebody bigger because i'm not gonna be able to carry this as an individual or my team as to where it needs to go where does it need to go it needs to end up in traditional medicine so that every ob upset doctor has an the center for the women who need it every cardiologist has na center for their heart patients who need it every neurologist has na center for all of their cognitive issue patients who need it that everybody needs plasma change but if you have high toxin levels and a significant dna or you have high toxin levels and you're already showing inflammation oxidation or worse yet you have high toxin levels and you're already showing the symptoms of a disease mh any be probably any plasma change because we don't have that much kind mess around we have to reverse that before it goes further so our goal and all of the doctors that we're working with and we're into hundred and seventy some odd doctors at this point with twenty six of them as advisors is we all are going to be taking all this research all of our effort to change people's lives so that we can show that we can put this into a process that becomes more affordable we can do quicker we can do it a better we can do it faster we can do cheaper so that the people that need this medicare is going to pay for it because the government put us into this problem the government need we need to as a population because we're all responsible for not electing the right people to keep us out of this problem so we need to take care of the people who we put into danger and that means we think we probably can get this whole process down considerable amount awesome but we're gonna need but we're gonna but we're gonna need numbers and we're gonna need population to change so why do i know this can happen because in two thousand i would behind the group of doctors that was working on testosterone to get it out of the anti steroid act into the hand of guys who had low testosterone which we did successfully but we did it because the public was behind us mh yeah that's what changed everything yeah awareness is the whole key here talking to your population your entrepreneurs getting them so they're talking to their employees their their cohorts so we can all start working together with acknowledging that we have a problem and as steven hawkins said we passed that milestone ten years ago in twenty fifteen and so we're already behind everybody toxic and if you're not taking care of this problem today i promise you it will take care of you tomorrow mh and not in the way you want but it's true yeah this if you look if you look at the statistics just in the cancer from two to seventeen to is escalating up next year it's gonna be higher we don't have a lot of time moving forward here mh before this becomes overwhelming in america yeah wow okay well so here's the thing i'm gonna i'm gonna ask you one more question but i wanna direct people definitely go to m d lifespan dot com because there are you know and of course i have the links below and all that but your website has a ton of information and you know you can see that there's a cool video actually on a whole oil change concept as well and and so many other things that you guys do so go check that out and i wanna ask you like is there a question that i have not asked you during this this chat here or the previous one that you feel like is the most crucial for people to really understand about this whole toxin crisis something that we might have missed here no i think you've done real good i think a couple of the myths i always talk about is number one nobody has just one everybody has a lot yeah so it's not like i have mold toxins sure to do plus you have other so we need to get out of this i had this toxin and that toxin for the people not understand we're all multi we're all multi chemicals at this point number two if you don't know your numbers you don't know with the danger and that's the step that everybody has to do number three even if you don't know your numbers go protect yourself spend the time it's not a lot of hard reading we give you directed like the aqua true the rain saw we will tell you these are the ones we know from consumer report or from our clinical trials that work in providing protection for you and your loved ones do that now no matter where you are got it and and finally the last one is if you got questions go to website scheduled call talk to one of our docs we're there for you there's no charge for the call we just want to be able to provide to the consumer to the other to our friends to other entrepreneurs the answers that they really need to understand we're a very data based oriented company we believe in the numbers but we believe in the numbers to help people doctor paul savage i'm so happy that you've come out of retirement and you've done this whole start up i know it's not easy and you know i've i've worked with a crew and i know you guys are busted busting has all the top i mean everybody is the thing is when i had this when the universe gave me this idea yeah it's not like i had a choice joe yeah i mean i sat there and you know i realized that oh my god i i know how to get rid of the toxins i know how to get rid and that was something we've been struggling with for thirty years and something i knew at the answer and it's like yeah i'm just gonna pretend it and have their thought on it's like that's gonna happen that way the seriously thing i went to my husband said hey we gotta do this he's like yep then i called my marketing woman and i said hey she goes i'm on board and i called my tech person and i'm a board called my finance people they're like can you do this i said i'm absolutely i mean i've been sure on the other stuff i've done i've never been so sure as i am on this project wow on the on the timelines and has the effectiveness we have done nothing but exceed our expectations every step of the way we are on the right track yeah we have a solution that we can provide to people we just need to get further down the road with the research with the numbers we need the support of the government we need support of entrepreneurs everywhere but we're the best thing i wanted to do is just increase the awareness that's what we need yeah you'll get it you are getting it and i think you're riding the wave at the right time where people are starting to be open to the concept as well and inserting yourself in there as a complete game changer i mean that's how it's been ever since i've learned about it more and more so there you go i'll urge everyone again fall follow the path we've already shattered out a bunch of times and it's up to you your choice right so alright doctor paul i appreciate you so much i'm happy we did this again and i'm likely do it again because all these days man do your do your test do your test i will i'm reporting no revealing thanks alright thank you