Transcription
Either you learn to co-create with AI or you will work for AI. There's literally a million jobs where AI agents are hiring humans to do things in the real world. This is not like some crazy idea. This is a today thing.
Thank you for being back on the department. Just from a year ago where AI was then and where AI is now. What's your consensus?
There's no future where AI isn't part of our life. 50% of traffic on the internet is AI agents. That's just the way the job market's playing out. That's how tasks are getting delegated.
One of the overwhelms is feeling that we have to go allin with AI.
When you say co-create, are you saying invite in as opposed to go all in?
Do you want the sauce?
I want the sauce.
I'll give you the sauce. Okay. This is like today's sauce. Claude or GPT, whichever one you want to use. And ask it to create an AI agent for your inbox. That's it. Enter. And the moment you have that run tonight, you have a real agent and you are ahead of 99.98% of the population.
Like let's say everything AI you've worked toward right now got wiped away and you're like shoot I'm starting over.
Which one are you logging into?
This is good. Nobody's I've never had the chance to share this.
This is I appreciate it and you guys are going to get something nobody's hurt. 11 years ago.
Let's go. Let's clap it up for the live audience. Those that are here, we got a live audience that isn't an AI soundtrack.
Yeah, that's real people.
That's real people.
And uh thank you for being back on the department and last conversation did pretty well. Kind of wanted that was about a year ago.
Yep.
Just before we even get into what I was here speaking at Neil's event.
Yeah. Shout out to Neil. Let's go.
Neil and for that's awesome.
And uh just from a year ago where AI was then where and AI where AI is now. What's your consensus?
It's bananas. So I spend 97% of my time working with AI teams founders. So I have a venture studio. This year we'll finish at about 250 million of enterprise value created across 14 companies. We've built products in each category of an SMB problem space AI native. Okay. So companies like Revio and Frank and so finance uh sales buddy pro the digital brain like and I will tell you sitting here right now that I have no idea what's going on. So the first thing I would invite everybody to just get comfortable with is there's zero chance you'll know what the heck's going on with AI. The human brain was not designed for exponential.
um in the last 6 months since December, there was a major shift in December that just passed 6 months ago where you know a thing called cloud code came out and another thing called open claw came out and both of those became exponential exponentials on top of the growth that has created this new world where there's very few things that you have to do if you don't want to And I think that's a pretty exciting space because I'm a fan of AI doing the work I didn't want to do in the first place so I can do more of this.
Yeah, that's so good. And I I wanted this conversation to kind of kill the overwhelm.
And so let's just bring it down. I I would like for you to answer what can AI not do?
Geez, after I just said that then I contradict myself. Um, you know, I'm a fan of humanity. Like massive fan. I hope everybody is. Yes. Good. Yes. Uh, and one of the things I realized is if we're talking about just making our life better, building our businesses or making more money, then anything that is not doing the human stuff more isn't actually the best use of our time.
So, when I look at it, the framework I use is TVC. Okay? Okay. And everybody should write these down because TVC is how I think about what can I learn today to make me compete against AI in the future. Cuz the truth is, and this is a wild one, either you learn to co-create with AI or you will work for AI. And if you haven't checked out hire a human.AI, go have some fun. There's literally a million jobs where AI agents are hiring humans to do things in the real world.
Just saying. So this is not like some crazy idea. This is a today thing. So TVC stands for taste, right? As creatives, as artists, as you know, people that have opinions, I think we have to develop our taste. And the problem is is taste can be learned, not taught. The only way to get good at something is actually to do it.
And I wish, as you know, like it'd be great if we could just be like be great on camera.
I only know one path to get great on camera, and it's doing the reps. Right.
So, one of the strategies for taste is to make sure you go study the best people. And what's cool about the internet today is if you're pitching your company as a startup, you can go watch 15,000 of the top pitches ever. If you're writing code, you can go look at code. If you're baking cakes, you can go find somebody who makes it. So, like the ability to get access to world class today to develop your taste never been easier. That's one. Two is V for vision. Now the way I define vision is having a vision for the future that doesn't exist yet but should.
see a lot of people have a vision for a future that doesn't exist that shouldn't that we call those crazy people right so like a visionary is it's like kind of funny but like the difference between a visionary and a crazy person there's just like a thin line and it's I know some of you guys are like uh oh.
I'm crazy.
Oh no, is that me?
Maybe but it's it's really just learning how to call your shot, bro.
You know, and I love what you said earlier when when we kicked this off where it's like we need to take whatever excuse we have and put it to the side and call our shot. That's what a visionary does. A visionary wakes up and says, "I believe the future should look like this. I'm going to take steps to get it to create and that's my vision." That's the V part. And then C is probably the coolest thing that I think that AI will never be able to do, and that's care.
Right? And it's to show up and show empathy and grace and kindness and laughter and truly from an authentic place want to like build a relationship with somebody and see them win. And when we can get AI to automate everything else so we have time to do TVC, I think that's a future that's really exciting.
That's really cool. You mentioned co-create. Uh because one of the overwhelms is feeling that we have to go allin with AI.
And when you say co-create, are you saying invite in as a as opposed to go all in?
I'm trying. It's it's I think there's no future where AI isn't part of our life. Okay. And I I'm also concerned that some people think that AI is chat and it's just not. the last six months has brought a level of what we call agentic kind of like solutions into our world. So I use this framework called gain which is there's a category of things that we should not be doing that we should give. That's the G. Let's give that. So that's research. It's analysis. It's look at my calendar. Look at my goals. Tell me how there's a disconnect. Like things that you couldn't do as a human without spending like serious days to figure out that it can do in 12 seconds. So, let's just give that because there's no from a co-creation point, there's no reason to do that. Then there's the A, which is accelerate. And I think there's a lot of things that we do as creatives when we're co-creating that we could partner with AI to help us accelerate outcome. So, like once you know how to respond to an email, like you can just automate that. Let's let's accelerate that part of the AI. So, that's like the easy stuff. That's on the left side of like kind of the quadrant. The right side, this is where I think more of co-create, right? And then the I is integrate. And integrate is, you know, being able to use an AI to index everything we've ever said to allow other people to chat with it so it can coach them when we're not present, which you've built. I've built, you know, I've got a solution called DNAI to do that. That to me is where like we're leveraging AI for what it was meant to do, which is help us integrate it into our workflows in a way that's additive. Cuz I just I could not have the conversations I would love to have with the amount of people that get to get the benefit of uh kind of a digital twin is what we call it. And then there's the end which is no AI. Like just don't give it. And and that's where I think it's going to really require us to be honest about our habits, how we create value, our skills. Are we adding value? Our beliefs. What do we believe about the world that's holding us back? Because if we don't, then we're not going to be able to co-create with it. And we're unfortunately going to be stuck working for it. And and that's just a reality. That's just the way the job market's playing out. That's how tasks are getting delegated. We went from like I worked for a company for 25 years to now this task based economy with things like Uber and others right where it's like this freelance world and now with AI being these middleman's like all middlemen are probably going to get disrupted and you're either the person that's built that thing or you're working for that thing.
It's crazy.
It's wild.
Yeah. It's exponential. Exponential.
That's what they call it. There's three exponentials working on each other. And there's a name for it. I wish I could remember it, but it's literally an exponential of an exponential and exponential. It's exponential cubed.
Crazy.
Yeah.
Okay. So, bringing it down, if you were made aware, like let's say everything AI you've worked toward right now got wiped away and you're like, shoot, I'm starting over.
Which one are you logging into?
Okay. Like, what tool would I use? I'm a bit of an AI, a little polyamorous with my AIS. Um, I use close to 27 different ones. So, there's there's a site called Open Router. Everybody can sign up for it. You can play with it, but it has every AI model out there worth playing with. Anybody with an API key can just use it. And I'm a big fan of trying them all to figure out which one because I don't think there's any one for specific outcome. And you know, I was a big hater of chat GPT 55 came out. All of a sudden, I'm going to start eating my words. But I knew that saying it. But at the time it was true.
Yeah.
If you're making me pick June 2026, we're going with Claude. And I'll tell you why. Not only do they have the one of the best models out there, they have the best tool sets. So they have the best tooling. So you got cloud co-work, you have dispatch, you have the browser extension, you have cloud code.
But then there's also the ethics side of it, right? Like the company has shown and demonstrated that they're trying to build it with a constitution that's seeking truth for the person.
And I think I think that's something we have to consider when we're trying to figure out where do we invest our time. And then I'm just always trying to make a bet today that's going to be true in three years. So, if you took everything away from me, um, when a company does 10 times more revenue for 10 times less staff than their closest competitor, you probably going to want to make that bet. And that's that is Enthropic and and Claude the model and um, and the company and the founder. So, that's that's the one I'm recommending.
Hey, department fam, pausing the podcast to talk about this lifechanging sponsorship. It's me. I'm sponsoring the podcast and the sponsor of this podcast is the content to cash challenge which is a fiveday live coaching experience I put on for creators, entrepreneurs, coaches, consultants, and service providers. If you feel like you're stuck in business or maybe there's more to business and to revenue, I'm telling you that you don't have an offer problem, you don't have an industry problem, and you probably don't even have a sales problem. What you have is an awareness problem. And this is why I have the content to cash challenge because I believe transformation happens on a two-way street. And how do you know if you're the right person for the content to cash challenge or you're in the right season? You're listening to this podcast. This is for you. This is your moment. So to take the challenge or jump on the wait list, scan the QR code on the screen or check out the link down in the description below. Let's get back into the conversation. At the time of this conversation, you uploaded a video on your YouTube channel. You guys uploaded a video on your YouTube channel uh that's on Claude and I think it might have passed a million views by now.
Yeah. Yeah. Like four or five videos. It's It's wild.
Yeah. So, for those that haven't seen it, can you give us a synopsis of why you think it got a million views so far and kind of break down?
Well, what's interesting if you actually watch it, it's similar to some of the stuff we just talked about about like how to use AI, how to think about it. Um, what's unique about my approach is even though like I spend most of my day coding like in terminal, I have like my desktop and then I have another computer and we're building agents all day long. Uh, I try to teach things in a way that's approachable, right?
Y
Not hold back because I think we should understand what does an agent mean, but at the same time get people excited about what they can create. like my favorite thing to do. This is like my favorite thing to do. Has anybody have heard of like AI agents? Show of hands. Okay, perfect. How many of you guys think you have an agent running? Keep your hand up. Okay, so then my question to them, I'm not going to put them on the spot, is how many of you have a learning loop in your agent? And most people don't. And a learning loop is a really cool thing because essentially it means that the agent made a decision on your behalf. That's what an agent that's what makes it different than chat or automation. So it goes chat, automation, agent. But a true agent has a learning loop, meaning it did something. The human went in, changed it, and it took that tweak and then integrated into its rules. So, my favorite thing, and all of you guys can do this. This is why I'm so excited about sharing this. Go into Claude or GPT, whichever one you want to use, and ask it to create an AI agent for your inbox. That's it. prompt, enter, and watch it create the agent identity files, create the rules, and then you want to just run it against your inbox. So, you just connect your tools. It's like a connector. You guys all probably have seen you can connect your Gmail. Now, most of these AIs won't actually send the email for you, but they'll write drafts. And then what I want you to do is tell it to learn after it writes a draft and you go and you tweak it and you hit send every night to watch the difference between what it wrote and what you wrote and update itself. And you can set that up. You can just tell it like I want you to run a task tonight. Watch the emails you wrote. Watch the emails that I sent and update your template for drafting emails. And the moment you have that run tonight, you have a real agent and you are way you're like ahead of 99.98% of the population. And I just think that's why the videos we produce are so good is because they're founded in like practical advice.
Yeah.
But also I'm not holding back. Yeah. Yeah.
Like I'm teaching you stuff that 99.99% of the people don't even know to do that you can apply to your business today and never have to deal with your inbox ever again.
Clap it up for that one. Yeah, that's a gem.
The young people would say that's a gem.
Yes.
It's a bar.
Bars.
Uh, okay. I got my email dialed. Uh, as a as a CEO, like what's another agent you can easily create?
So, there's a bunch of them. And I always again I think most people solve the wrong problems. When AI can solve every problem, the problem to solve is what problem to solve. Think about that.
Well.
So the best problems to solve are the ones that are going to make you the most money the fastest. So when I think of like my business and it doesn't matter if it was AI or software hiring consultant, I'm always, you know, essentially looking for where the bottleneck is in the process that would unlock the most resources, usually capital. Sometimes the resource is time. It's not always money, but I'm always looking for like in this process of idea to getting paid. That's kind of like most businesses. I have an idea and then at the other end of the spectrum, I sell something, I get paid. Where's the bottleneck? Okay. And then so when I think of like the inbox agent, the reason why that's the most approachable for most people starting off is they spend 40% of their time in a week in their inbox. And you might think you're making money sorting, processing, labeling, responding your just not. Nobody's paying you to email them.
Yeah.
Where they're where you're going to make money is um in the sales process is in delivery, right? So anything that to me is not sales, you you should try to get it out. So like customer support's a big area.
And the cool part is is you can use the AI to create the agent to do customer support the same way you just did the inbox. The cool thing with customer support agents is most people have already documented a process. So I always say this that if you don't have a clear process then AI will just make a bigger mess.
It's good.
Because Yeah. Because a lot of people think like I'm using AI. It's like you don't even know how to do that. Well, so you're going to have AI come in and just make a massive mess. So, if you have a documented process for support, give that to your AI um and it can start doing the answers and it can always triage up. The other one that makes a lot of money for people is just like lead like lead prospecting.
Yeah.
Like most people have no idea. Um last week, I think it was Tuesday, uh the internet whatever officials reported that 50% of all traffic on the internet is now agents. Yeah. Remember the day when it was mobile? It's like 50% of all traffic is mobile phones. Now it's 100% of traffic. Like who's really using a browser that much? And then it's now it's agents. So 50% of traffic on the internet is AI agents. And if you're not using it to find opportunities to to research, to bring to you fresh leads every morning, huge opportunity. And I have a whole video on how to do this. Like to me it's if I can buy back my time by not being in my inbox. If I can remove some of the customer delivery stuff like all the support stuff without having to again we're moving from deploying dollars for labor to deploying dollars for tokens. Okay. And tokens is how we pay the AI because it's not free in case any ever maxed out your tokens and then you got to pay more. Anybody in the room like that? Yeah. Okay. Those are my people. Okay. Token maxing for life, right? Like they're just token.
Yeah. They're like 2 p.m. and I'm already out. It's like I need more. But essentially, that's it's it's kind of cool because we're just trading labor dollars. We used to spend money to hire people. Now, we invest money to buy tasks.
And we want to invest in the thing that when we get the time back, we can go do the thing that's going to make us the most money. And for most of us, that's, you know, if it can find us those leads, then we got to call, we got to reach out, we got to do the sales call, close the deals, get paid, have it support on the delivery, and then go deliver to make sure there's a great customer experience, get referrals, win. It's good. So good. I I think what's encouraging is I when it was introduced, it was all about prompting it. So then it's like, oh, you need this skill to prompt or you need somebody else's prompt. But it's at this point, you can just process to the level of prompt.
Do you want the sauce?
I want the sauce.
I'll give you the sauce. Okay. This is like today's sauce. You guys want the sauce?
All right. Just came out yesterday. Enthropic released a white paper. It's like 60 pages long. It's called When AI Can Build Itself. Okay. If you read that white paper, they present a wildly strong argument that I've seen for the last two weeks that most people building AI are using what's called loops to actually have the AI write the prompt to accomplish the task. And the reason why we can do that recursively is because the AI's got smart enough to manage the backend memory and context when the agents so it'll spin up 60 200 agents that are coordinating around one sole goal. So if you want to check it out you can go search you know uh claude/goal/loop but these are built into the programming tools. uh Enthropic released that in the last 3 months 80% of their code as a software and research lab has been written by agents. No humans involved. They think we're 18 months away from the AI being able to come up with the ideas to set the goals right now. That's how they're building. So it's not even So yeah, you're right. We went from like chats to prompts to then there was actually this this season two months, you know, this is like, you know, in February of 2020. that long.
Yeah. It's called reverse prompting where now all of a sudden we set the outcome. It then asks us questions and it tries now we're goal setting. So now it's like how creative of a goal because a goal has to require a a true or false statement that it uses to calibrate itself when it's trying to accomplish something. It's looking at that that question and saying, "Have I accomplished it yet?" And if I haven't, it keeps going and keeps going. And what's crazy is when AI first came out, it would run for 18 minutes. Like you saw the reasoning, right? you remember it'd be like talking to itself and you're like that's really weird. It's like the AI is talking to itself. It went from like 18 minutes a year and a bit ago to now they've had some some agents run for a week.
And write millions of lines of code and accomplish these wildly complex math problems. So that's a today thing where the future isn't even prompts, it's it's goals. And and what's interesting if you go again it's not a plug for my book buyback your time but in the book I talk about outcomebased leadership right transformational leadership which starts with the outcome an outcome in that book is the exact same thing you give the AI what's called the definition of done. So the humans, if you guys want to get ahead of this, this is the stuff we learn that makes us like really highly valued is get better at being clear about what the definition of done is. And then the AI will actually go do the heavy lifting for you. But if you're too.
Passive or not clear about what you wanted to get done, it'll never be able to accomplish the goal.
Wow.
That's a now thing.
It's a now thing. The number one question I usually get asked by people like you is, "Omar, how the heck does your videos look and sound so dang crispy?" Well, the reality is it's the equipment I use, and you'd be surprised how inexpensive it could actually be. So, I've compiled all my gear and I've updated the list and I want to give it to you. So, if you're listening or watching this, just hit the description box below and I'll send you my gear guide for every budget. Now, let's get back into the conversation. And are you going to make a AI updated version of buy back your time? AI your time.
You know, AI. It's funny because the cool part about I think some of the best teachers, people I study that I love, they teach him principles, not tactics.
Right? So if anybody studies my stuff, even though I'll talk about Claude, I always talk about the principles behind the actions because the principles are transferable in time.
They'll always be relevant. Um, what's crazy is that even though I wrote buyback your time before really AI took off, um, AI became the tool that has enabled it at the highest level. I mean every we were talking about Dan AI. I I built it to buy back my time to coach my team. Every product in Martell Ventures is a tool that we built to buy back my time that we then made available to the world. And what I think is interesting is the next level. And the next level is the human need to feel needed. And that's learning to let go. So, I think what's this interesting challenge that we're all going to have, it's why like some people need to feel like they have an answer and they want their team to come to them all the time. Anybody in this room plagued with that problem? Maybe a little bit. I know I am, right? It feels good. Feels good. Like you have a problem. Hey man, tell me all about it. Oh, yeah. I got an idea. Um, but the truth is is the next level and what I've been writing a lot about is the leadership approach to letting go and and understanding how that looks, how that feels, how you can do it in a way that feels like integral to your identity because this can feel scary. It can feel concerning. Where's my value? But I think that um that's actually the next phase like buy back your time taught you the mechanics.
The next level is the psychology of it.
Yeah. Uh, in your own personal journey, I think there's two two ways I want to go. Do you feel like the AI thing has been a little bit easy for you to adopt because you come from coding? Is that that's kind of your background?
Yeah. So, most people know me as like the buyback your time guy and AI guy, but um, and and my whole life philosophy is around the simple premise of helping people build businesses they don't grow to hate. I don't know why. I just I well, I know why. cuz I did it hard.
And then I'm like, "Ooh, this isn't fun." I almost decide I almost didn't build another company after I sold my first one.
It was that bad.
And then, you know, when people learn more about my background, they they're like, "Oh, he didn't always have success." Like, I I start at 17. It wasn't until I was 28 that I finally quote unquote made it. Now, it's 11 years, but it wasn't 11 years of a side hustle. Some people it's like side hustle. I was I was in and like failed company, failed company, failed company.
Um, my real purpose though is helping young people not feel broken. And I just think like there's a there's a future the reason why I'm good at the AI isn't actually because of the code. It's because of the systems design thinking that the coding taught me. And if you understand where I came from with the chaos I grew up in, you'll understand why the predictability of software was the antidote to what I was going through.
Like when I was 17 and I learned, you know, tapping on this 486 computer and hit enter and got it to say hello world and then continuing to read and devour. Literally, my dad would bring me to bookstore. He made a rule with me. As long as I finished the book, he would buy me the next book. And I didn't even read business books, personal development books. I went to the computer section and I read database architecture back then, CGI, Pearl, Cold Fusion, if some of you nerds in this room, uh, Power Builder, we're going even nerdier. So what that taught me was the systems thinking because that there's something about like building something that keeps running like an automation.
Yeah.
That just felt so.
Comforting like it's it was like this therapeutic. It was almost like my version of uh meditation and that's why for me AI feels super natural because one of the principles in software is dry which stands for don't repeat yourself. So do it once and if you do it right you never have to go back and do that thing. And AI is just taking that and just like poof like me and my buddy Matt are both kind of cut from the same cloth struggled growing up. both got into computers, both essentially saved our lives. And when we hang out, we just laugh at how we were built for this.
Yeah.
Like both of us are just like we nerd out on it. But it's not the coding, it's just the desire for predictability that I just find so fascinating.
Yeah, that's good. I love that. Uh, I think also to your credit I guess in many cases there's some default responses to your journey.
But I think something you've done really well is become a great communicator a thought leader and that doesn't just happen right like I started this conversation you're like two frameworks here we go gain give and like it takes a someone to sit down, exhaust a thought, and then deliver that thought. And I don't know, I just want to, you know, not everyone is willing to take that time to do that. But what how are you exposed to becoming really good at communicating your thoughts?
This is good. Nobody's ever I've never had the chance to share this.
This is I appreciate it. And you guys are going to get something that nobody's hurt. 11 years ago. You know, one of my philosophies in life is when somebody presents an idea to you that you resonate with, but it scares you, you almost have to say yes before you convince yourself not to do it.
And that's what happened to me. I knew I wanted to create content. I knew I had to learn how to communicate. I knew that was my next level as an entrepreneur, but I refused it. Here's how much I refused it. Okay, you guys are going to find this funny. I built a company called Clarity. Clarity was a marketplace to get advice from other experts over the phone. I built it cuz I was too much of a chicken to tell people I wanted to be a coach. I built a whole effing company around this concept instead of.
Being honest with myself for what I knew I was wanted to do. That's how refusal of the call.
Yeah.
Like raised 1.6 million, built an expert network of 50,000, sold the company, all because and ask me how many clarity calls I did on the platform in a 2-year period. No, 1,600. And I still pretended like I didn't need or want or so. When I finally this guy Travis said to me, you should do YouTube. I was like, nah, I'm not going to do that. I don't want to be a YouTuber. Like, that's not me.
And that's when I realized I had to do it. Now what I did was I made a commitment. Two things really important that everybody can take away. One, I dedicated a decade. That's crazy to say. Imagine that you say, I'm going to post every day on Instagram stories or every day on every week on YouTube and start with the premise, I will do this for 10 years no matter what. If there's no views, I'm still doing it. I'm making a commitment. I'm still doing it. I don't care, no resources, no nothing. I'm doing it.
So that was number one. in two. And this is dumb and I actually don't recommend it, but it, you know, this is where my head was at. I made a commitment to learn how to shoot videos in one take.
So good.
And if you go to my YouTube video and you go to the oldest videos, you will see for seven years, I never missed a week and every video was shot in one take. What you won't see is three months of me in a studio practicing every day with my videographer at the time begging me to set up two cameras cuz we can just edit. Sometimes I would get to minute 13 of a 15minute video, mess up and have to start over. He's like, "Bro, we can just come on, man. Like just keep going. Why are you stopping?" Like I like the mistake. It makes you human. I'm like, "No, I got to practice." And it So that's the thing. It's like when people see this today.
Yeah.
They don't see, you know, the public achievements, they don't see the the private victories, the private reps, the private volume. And I just want you to know, every person you see online that does this, you didn't see they went live on Facebook for five years in their group. You didn't see the Periscope, you know, because it got deleted after 24. you just didn't see that and you think, "Why am I not that good?" Go make yourself feel great by watching my old videos. I was like, it's like talking fast cuz I thought it made me sound smarter. Nope.
Yeah.
Right. I was I was trying to figure it out, but the one thing that I'm I'm I mean, we were just talking about I'm so like proud of myself, honestly. Like, it's weird, but like I didn't stop.
Yeah. You know, and then Arturo, we're on the drive over here and he asked me, he goes, "Why didn't you stop?" And I said, "Because I don't decide what grade is."
And I and and I get emotional saying that because you've you've experienced this. I've exp like we don't know what message is going to be great. And I don't know who needs to hear it. And it's not even my call. And if you do this long enough, you will have the privilege of meeting people where your message has transformed their life. And I don't take that. I take that very seriously. I understand the power of that. It has my life. I'm I'm a student first.
Yeah.
And the people that have gone first and were were grateful enough to like put out their message. Man, I'm a student of that. I'm a byproduct of that. And I just think.
Man, it's available to all of us.
So good. Come on. That's a good place to clap. Let's go. Thank you.
Yeah, I that's why it's funny. Award shows are funny.
So weird.
Because they are given to the creative that was released in the year they were put out in the world, but it hasn't been tested and time tests and that's like you can't be a classic unless time goes on. And uh funny that you share that unedited thing because uh Art Turo, my video.
Arturo, we both have an Arturo.
He was he was under the weather last week and I was like just take it easy. Um, and I ran out of podcast. We ran out of podcast. So I was like, you know what? I'm going to put on Omar Think Media hat. You know, we're about to I'm about to just shoot a straight delivery.
Direct to camera.
Direct to camera. Take the SD card out, run and and upload it to YouTube.
Raw. Uh, I will say eight minutes in I had a brain fart and I said shoot. I stopped it. I started over and then I hit a 38 minute video just straight through and it's performing one out of 10. You know what that means? It's a good thing.
Anybody doing YouTube?
Yeah. One out of 10.
We live in that world.
Yeah. And uh it's absolutely crushing. The comments are rich because you know there's a there is also for those that are have yet to like take content more serious. There's a large group of people that would prefer to learn that way. They they don't want the snippy snappy, you know, fast-pac and and if that's your vibe, then go for it. But I think there's something vulnerable, authentic about just just delivering something. But kind of going back a little bit to you were talking about you knew you wanted to be great or you knew you wanted to help a lot of people. Uh, but there was that thing you said. You said when you resonate with somebody but yet you also feel a resistance at the same time because you're scared of something like jump. It is a resistance.
What was the per who was the person you resonated with and.
That said that to me.
Or the I don't know was there a coach where like or someone's voice like where you really started learning the game of communication of of thought.
I think there's always peoples but if I have to pick a person in a moment it's this guy named Martin Lulip. That's his name. Malt. I'm a French Canadian. Malt Malt today is the Tony Robbins of the French space.
Oh wow.
At the time, this is 11 years ago.
He was well known, but not 8,000 people at an event screaming his name kind of thing.
And we were on my back patio cuz he was a new friend. I lit like what's crazy is we're from the same town on the east coast Canada where I used to live and he lived seven you know miles away but we never met because you know like busy people in the same city sometimes you see each other out in the world not so much in your hometown and we finally got together and and this was when I was building clarity my two company I don't even know how many companies ago and uh we're on the back patio and he says to me he goes have you ever thought of of coaching. And I was like, "Ah, dude, that's not me." And he goes, "I think you're brilliant and I would love to learn from you."
I said, "I appreciate that." And I said, "Good news is you live near me, so ask away. I'm here. What do you want to learn?" He goes, "No, I I think you need to u to do it. I think I think you'd be great at it." And and again, this is realizing that I built a whole company around not wanting to do it. And he said, "Well, just think about it." And he's clearly here. Here's the person that could clearly mentor me. He was one of the biggest in the space, you know, lives close to me and I still was like, "No, I'm probably going to go sell this company, go build another company. Got to be dumb." And, you know, a couple days later, he sends me an email. And the email was an email from his mentor asking if he wanted to go to their big annual conference. It was called 10X Empire. Guy name was Brendan Bashard. And Maltang goes, "Hey, bro. I'm going to go to this. Do you want to come?" And I didn't know, Brendan. I didn't really know what to expect. And I reply and said, "Hey, man, sorry. Heads down. Really busy. Probably not a fit." And I hit send.
The next day, for whatever reason, that email ended up back in my inbox. Not because he replied, but it was just like I didn't archive it. And I thought about it and I replied, I still have the email. I said, this is literally what I said that I've never not gotten a return investing in myself. I'm in. And I show up in this room, there's 500 people. You've got everybody like back like Brendan was the guy behind the people, right? And there was like Jeff Walker, JJ Virgin, Robin Chararma, like the authors of the book. I'm 32 and I'm like, why are all these people watching this guy? Like, if you ever seen Brandon on stage, he's just wired. Like just like so full of life and he's flip charts and and I remember sitting there cuz I only knew the the internet marketer types and I was like like that's not me. And there was just something about watching Brendan do it and Malta explaining how it all worked that I was just like that was that was the place that was the moment where if I didn't reply and say I'm in and show up and watch somebody model for me what it could look like because I was so anti all this other stuff and then go on this journey and study. I'm not. And the reason I'm I don't even know why this just you asked that, but guess who text me this morning? Brendan Bashard. He's never texted me. Isn't this wild? This is 10 years later. I don't even think he knows the impact he had on my life, which is always the case. And you know, I think he did an event with Lewis and these Natalie. They're all friends and maybe my name came up and and I'm just like game on. This is what a world we live in. And I'm just like again the these are those moments where it could have went left and instead it went right and it started the beginning of a journey that again I went I went seven years with thousands of views on my videos. So we also know that story. So it was three years ago where I decided to go pro and the 11 million followers I have on social media today was a byproduct of that decision which in itself was a completely different decision to just even start.
So good.
I'm not that impressive. It's 11 years. Okay. So feel good about yourself if you're still trying to find your way.
6 months in.
Thanks for sharing the right story though. You know that I think that's the encouragement and the reminder we need. U if you guys have any questions I'd love to take some. you can go ahead and start lining up at the mic. First movers advantage in any room and then we'll we'll get into some questions u for your content for your brand. What are you guys doing with AI right now?
Well, again, I'm I want to give people the tactics. So, in the world of content, this is what I've learned is that, you know, Tony Robbins says this often, success leaves clues. If if anybody goes down the rabbit hole of trying to figure out the content game, you will start to see patterns. And people always like, "Why is your video similar to the other guy?" Here's the deal. There's a there's the I call it the audience. We don't even call it the algorithm. The audience has a specific thing that it likes to consume. And whether you like it or not, it's not. Like I said, my message is my I don't choose if it's great. The audience/ the algorithm chooses. So, in the content world, specifically for short form, it's called height. Okay? And it's something Sam on my team came up with, and I'm sure it's a derivative of a bunch of stuff, but it's it's h ei. I want everybody to get this, okay? So, we're going to walk through it real quick. First is the hook. And we all know this, but most people don't realize how important hooks are. I'll give you the easiest template. Say something unpopular or controversial. That's usually a good hook. Okay? Most people waste their time on social media. That's a hook. Then the E is explain. Explain what you mean. It means they're creating content without following a pattern that is proven to work. That's explain. See, I'm doing it right now in real time. See.
How we're doing this? Meta. Yes. I illustrate. Illustrate is give an example, which I'm doing in real time. Okay. And then T is teach. Give them value. Where most people mess up the T is they overteach. That was Dan Martell's problem. I was like, "Value, value, value, overwhelm, overwhelm."
Yeah, dude. Just give them one simple thing. So, if everybody just did height in their content, they will now create at least a framework for going viral. The coolest part because you asked about AI and what we're doing that, um, is really cool is we have a product called Turbo HQ. Sam, is that what it is? turbohq.ai that not only does pre-validation because you'll appreciate this if you don't know what that is. I'm not going to get like, go check it out, but does pre-validation, give it a topic, writes your height script, lets you record the video teleprompter, save and publish.
So if you want to create direct-to-camera height viral videos without like burning brain cells, it's still you. It's still your voice. It literally pulls from your content, but it just frames it properly. I think that's probably one of the most exciting things that we're doing with AI because it's something you guys can all do and it's not something I'm going to just give you and say, "Oh, you can't do it because you don't have what we have." Everybody can go get that tool.
Fire. Let's go. Clap it up for the tool. Turbo. Turbo. Was that? Was that Porsche related? No. Yeah. Sam's going to now give you an affiliate.
So, real quick, uh, my question is, ask your question and then you'll help unpack context if you need it. Hi, I'm Mike. And my question is, how do you know when the methodology is good enough to hand off so you can stop being the operator and start being the brand authority?
You guys want me to do the hype framework in real time so you guys can see how I do it? No pressure. And then track the clip once you guys cut it. Yeah. Clip it, cut it, publish it. I'm viral. The other thing is I don't care, which is wild. You guys should like, because that's also needed. Um, I think perfectionism, 'cause that's what I'm hearing in your question, is procrastination in disguise, which means that you have a belief in the question. Most people don't realize that in their question, they're projecting their own judgment. Now, this is ninja psychology stuff because I can tell you what you think about you by the questions you ask. I don't want to make everybody in the lineup be like, "I'm getting, I'm sitting back down." But all I know, and I said this earlier, that your decision, "Is it good enough?" is not your call. It's the market. It's the audience. My content is not my call. I speak from my heart. If people resonate with it, that's who decides. If you actually try to make it too contrived, it actually doesn't work. So, you have a methodology, which is good because in a service business, we don't sell our time, we sell our methodology. Another way to think about it is people don't buy our presence, they buy our standards. See what I'm saying? And your standards is your methodology. Because when you hire people, you're going to train them against us. They're going to follow the process and then hopefully the clients that bought that got the result even if you're not there. Again, standards, not presence. So, how you know it's good enough? You've used it to get a client a result. Have you done that yet?
Yes. Game on. Two thumbs up, you're good to go. Go out to the world with it. That's all you need. I followed it maybe two or three clients and you feel like it works. And here's what I've learned. Just like building software, the first version, if it doesn't embarrass you, you waited too long. So, it's time to go out to the world.
What about pushing it towards like the team delivering it? Because we have a team that's delivering and it's good, but not like when I'm doing it. It'll never be as good as you. Like, I hope you guys understand that. I know I want Mike. Not Mike is going to be 20% not as good as Mike. But that's just the way the business works. Like that is how we all have to be.
And that's that let go thing where you're just like, you got to let go. Does it even matter how good I care about something? No. And and the cool part is your intentions are pure, which is great. The customer will feel that. And then what's neat is that I think business is really a place to invest in people. If you stop making business about the money and start making about the people, oh my gosh, it's so much, it's so much more fun. So when you start thinking about this methodology you've created and bringing people in to deliver it and seeing that they fall short 20, 30, 40%. And then you go, "Cool, I get the opportunity to invest in this person to coach them up, and then they get to grow and they get to develop and they get to look at you as a mentor," because I'm assuming you had somebody do that for you.
So good. That's what we're here to do. If you think business is about money, you're in the wrong business.
Thank you for Mike. Did you learn that in sales? Pain. No. When did you learn? Pain, bro. But like when I've learned the sales journey has led me to learn that people oftentimes use the words that are projecting. Oh, where did I learn the? Like to listen. No, I just do a lot of work, man. I'm just, I'm a, I'm a, I'm a byproduct of a lot of personal development.
Hey Don, how are you? My name is Carlen Shid. I'm so happy to be here. Hi, everybody. They drove, you drove all the way from California. I even took my husband like three hours just to come hang out. Thank you so much. So, my question is, so I do the same thing, which I help a lot of women that are broken. That's the line of work that I do is based on my story. But I have a 10-year-old daughter that I'm teaching her how to code and all that stuff because as broken women, we have children as well, right? So that is my demographic is helping women. So since I'm teaching my daughter, I'm teaching her and I'm having her learn Claude and everything because I want her to teach them to teach what she's learned to the women's children that I'm helping at this very moment. What advice do you have for me? Other AI instruments or anything like that that my daughter should be learning at this very moment to help other children too?
Help other children. And she's 10, by the way, and she loves it.
She loves it. I love that she loves it. And is she coding in Cloud Coder or something like that? Yeah. So she's learning and she's actually helping me in my business.
Child labor, my friends. No, I'm just kidding. Oh, you could pay her $12,000 tax-free. Turn up. Yeah, tax. But we help each other out. That's how we bond. So, yeah, I think we have the need to complicate things so that we don't make the simple step. And what you just said, so I can repeat it back, is I have a 10-year-old that learned Cloud Code, that's doing work for me, that I would like to empower her to teach other kids, 10-year-olds, how to use Cloud Code. And I feel you because two months ago, I shut my company down for two days. I grabbed everybody and I brought in experts and I taught everybody how to Cloud Code from the 16-year-old to the six-year-old. And while we were doing this, my two boys who are 12 and 13 showed up, pulled out their laptops and learned to code. Fire. And today my kids build apps, games, one of them's editing video with Remotion and Cloud Code. So I share that because I think your daughter has the tool, which is the same tool that she's using, and it's more about figuring out what the kids want to build because that's how I got my boys into it. I said, "What do you want?" One of them wanted to build a power washing business. I said, "Well, you need a website." It's like, "How do I build that?" I say, "Can you speak English?" He says, "That's a trick question. Of course, I speak English because I'm talking to you." I say, "Cool. Speak English into your laptop." And then you hit enter and you watch it as you know, build a website, find leads, tell him how to do his tax. Like, so the best thing I could share with you for your daughter is to have her go ask people, "If you could build anything, what would you want to build?" to the kids. The kid tells them and say, "Cool. Speak what you want to build into this phone," and then you just put the, the Claude Code or Claude, you just hit the transcription button, the voice, the speech is voice text, and have them speak into it. And then your daughter hits enter and then she waits and she has a conversation with them about like, "Having a vision is great, and a dream, and all this stuff," and then she shows them the thing they just asked for. When I mentor kids, I have a program called Kings Club where I mentor kids for free, 100 kids at a time. It's the size of the room. Um, and I teach AI. I bring up three of them on stage. I ask them to tell me what they want to build, and while they're talking, I have my phone to their mouth, and then I hit a button, and then, and we have it all on the screen, and I do the next kid, the next kid. And by the time I'm done listening to the third kid, we go back to the first one, and everything they just said to me is built. That's what they need. That's like the best thing your daughter could do is show people the results they can get with AI. Tell the story of building stuff for you. It'd be really cool if you were paying her so that she could be like, "I'm making $1,000 helping my mom build automation," or whatever it is. And I think that's, that's how technology has been adopted anyways. We start with the problem or the vision the person has, and then we show them how easy it can be so that they can build the confidence, and then they lean in.
Does that help? Yes, a lot. Thank you so much. Great question. So good seeing you.
Hi Dan, I'm Yasmine. I'm in your Elite. I'm very familiar. Yes. Yeah. It's good to see you. Great to be here. So, I built out since joining Elite in January, a wholesale by chat for not only my team and ran it on the back end, but then autonomized it so that other agents could use it, launched it, and I've sold just a few. And then I also built out an entire app for people to reverse engineer their goal based on either their income or their production goal. And all they have to do is just put in a couple simple numbers and it reverse engineers. My question is, how should I spend my time so that these products can be monetized more effectively while still focusing on my core business?
And your core business is selling real estate. Selling real estate. But you built these apps? Yes. To support the real estate industry and or support. So the people buying the app are real estate agents. Yes. The sell by chat could be used for any other small businesses the way I built it out, but right now I have it completely structured based on my 23 years of talking to people and selling.
Should I give him the goods? I got, I got, I mean, I got some stuff. Do you guys want to know the real real? I mean, I flew from Florida, so yes, I want the real real. Okay. Um, I'm a fan of focus, but I'm also a fan of building tools to solve our problems because even if nobody else buys, we made our life better. And that's why I've always built software. For 29 years, I've been building tools, scripts, apps, things. And some of them, they were like, nobody, I was never going to sell them. They just made my life better. It was an automation. It was a thing. So now with AI, you can imagine my laptop is full of probably 800 things that I'm never going to sell, but I made my life better. So cool that you did that, and I'm a fan of that. That being said, you got to choose what business you want to be in. So what I like to do is I like to align the business I'm in to the tool I'm selling. See, every business has the do-it-yourself, do it with you, done for you. Underneath all three of those business models is the tool. You guys get this? If you actually look at every industry, there's a, "I'll buy the course, I'll do it myself," "I'm going to hire you, you're going to coach me," or "You're an agency and you're going to do it for me." But all three of them use a tool, let's say Turbo, as an example for short form, that they all use. So you've done that yourself where you're real. These were all built honestly internally for my team. Those are the best ones to build because if nobody else used them, your team got better. And a lot of companies have that. But here's the kicker is you, when you say, "Well, it could be used for other people." Leverage the market you're in to sell the tool to the people you're talking to, which is the real estate agents. So, I would say to launch it. But here's, here's the part nobody wants to tell you. Before I build any tool, I pre-sell it to at least 15 other people. And there's no tech. Every company at Martell Ventures launched waitlist page, pre-sold. Um, they paid $50 to go at the top of the waitlist, no software before we ever decided to sit down and build it because can you build it? Yes. Should you build it? See, and you know what? Canadians are the worst. They will, I call it grin. They'll literally smile to your face and tell you you're the best. "I got this product." And they're like, "Oh, that's great. You should build that." And you're like, "Really? If I build it, you'll buy it." "Oh, yeah. I'll buy it." And then all of a sudden you spend $300,000 of your money, back in the day, six months of your life, and you come back and you're like, "Hey Bob, I built the tool. You're going to buy it." And you're like, "I'm busy." So that's why for me, the thing that most people don't realize is the hardest thing is to find the customers. So cool, you're first customers. You have a few other people, but do it in line with what you're currently doing. So the more you grow your business, the more people you'll have access to sell it to. Because I'm not a fan. Those are completely different businesses, but I'm not gonna tell you not to do it because it sounds like I'm a fan of like the pulling on the string of the art. Like some people are like, "Focus, focus." If it's about making money, then go do that. If you really was like, "I need to make as much money with my time as fine. I don't see where the fun is." It sounds like you would do this for free. I mean, it's already added value to my team and you're learning. I'm just saying strategically align them. You have an audience, you sell the tool to the audience, go pre-sell to 15 people before you build anything more. That way, you have enough capital to then hire somebody to take it. It also fortifies you as a business owner because now you actually have a real engineer, real person building it, so it's really in production. You have at least 15 customers and then it has the potential to have a life of its own and it could be the thing that adds multiple zeros to your network.
Okay. So, I do also have 23 years of database of not only clients, but agents. That's what I'm hearing you say. Start working to pre-sell to. I already have.
You guys want to know how hard it is? It's very complicated. You need to be a NASA scientist and you got to spend hundreds of thousands of dollars. You ask Cloud Code to build you a website with a waitlist button. And if you can't get a hundred people to subscribe to your waitlist, whatever you have on your website, you might want to fix the copy because that means nobody wants it in the first place. So yes, if you build that website with the waitlist and you send it to all those people in your database and you can't get anybody just to join it, that's a sign. Run. But my gut tells me they probably want what you got.
Does that make sense? That totally makes sense. Thank you so much. Awesome. It's good to see you.
Hi Dan, my name is Jamara. Could you share the impact that the book A Happy Pocket Full of Money had on your life? And for context, yeah, about a month ago, I saw that you put five underrated books and I needed something not business to read and I'm two-thirds of the way through and it has changed my life.
Yeah, there's like the most gifted book I've ever given to other people is, I think I'm at 11,000 copies, is Think and Grow Rich. However, if you get through that and you get that book, the next book that I think you should consider is Happy Pocket Full of Money because it will teach you the, the experience of creating wealth in your life and being comfortable with wealth. See, I don't think people get what they want. They get what they think they deserve. And that's, that's just a hard pill to swallow because people like, "No, I feel like I deserve more." And I go, "I can tell by your actions, your calendar, and your time that you don't believe that." Because I have a 19-year-old on my team who's been in my world for a couple years, and every time he has an opportunity to get more, he asks for it. And then I have other people on my team that are 30 years old that have been on my team for longer, and they've never once asked me for the opportunity that that 19-year-old has done. Why? He thinks he deserves it. This person doesn't. I say this publicly. My team watches my content. They hear me say that I expect on Monday I'm gonna have a bunch of requests for time to ask me for stuff, and guess what never happens. That that book helps with that. The I am, it's, it's just such a beautiful concept. It's such a beautiful read. And when I understood that, that you're allowed to desire more and in the same presence of like, not needing it, I think that's an incredible thing to learn. That we're here to create. I'm a creator. I was created by my creator. And when I feel called to create, I can do that without the need of it being anything. And when you detach yourself, oo, I call it uh, involved unattached. I'm deeply involved in the experience of creating life, and I'm unattached to the need of it being any specific way. And that's when people are like, "There's something different about Dan." I know what that is. It's that I want to create. I don't care if it works. I love, I love, I love being here with you. If you like me, that's a bonus. If you don't, that's your opinion. You know what I mean? It's like I've always said that haters are just confused fans. So, you guys can, you can run with that. But that's, that's where it comes from. That book really taught me that lesson.
Thank you so much. I, I have a follow-up to that thought because they always say like, remove yourself from the outcome, especially in sales and stuff. Uh, for someone who needs the sale, how do you trick your brain or come to the belief that I don't, I don't need this? So, you know, I learned a long time ago when two people come into a conversation, the person who is most certain of the outcome usually is the one who gets the outcome. So the energy that I bring into a sales conversation is not a need to make it happen. It's the certainty and the belief that it's already happened.
And I think that's what happens is if you feel needy, what do you do when somebody comes up to you and they're like, super needy? You're like, "So the the person that's a buyer leans back." When you come into it with a level of certainty, call it confidence, call it belief, call it assumption, like, "We're already, we're, we're going to do this. I see, I've seen your future. I know where it's going to go." And then I'm just helping you realize that that energy is what people buy.
So, I get this is where you have to, it's a, it's a cognitive disassociation. You literally have to remind yourself that if I want it, what you, what you grab for, you actually will lose. So if you, like, if you try to force it, it'll actually run away from you. So it's, it's actually this, this just being present, being there, and when they say that it's like going from rejection to rejection without losing enthusiasm. It's literally that. It's having the certainty you're going to get the sale and the person hangs up on you, and you lose zero faith in that next conversation, and you hold that same presence, that same certainty. That to me, that's why I think sales is one of the coolest skills in the world to learn. I'm a software programmer. I didn't want to talk to people. I love code because I was like, "I never have to talk to a human if I want ever for the rest of my life." And then I turned out business is really tough without people. And then I had to learn people. And then I had to learn sales 'cause, you know, software is cool, but people still want to talk about what they're buying. And then I had to, like, get past my own insecurities and why, how do I get people to to trust me and I'm really young-looking and I'm selling to CTOs and, um, yeah, when I understood that it was certainty, and that's where, like, really the belief in what you're delivering has to be there. Most people can't sell because they don't believe in what they're selling.
That's facts. And if you don't believe in what you're selling, go fix what you're selling.
So good, my man. Hey, what's up, Omar? What's up, Dan? My name is Jesse. Hey, Jesse. If you were a real estate agent, which tools would you use for lead generation? And what would you do? Uh, voice, text, cold email, and if you could explain why.
You're asking Dan Martell or you? Yeah, Dan Martell. If you were a real estate agent. I'm, okay, I'm gonna tell you Dan's a nerd. So, this is where Dan goes. And it, I might lose you, but Jesse, you asked, and if you guys drove and you came here, like, I can only, Go ahead. Go ahead. Yeah. Okay. So again, what's changed in the last few days is the idea of loops and goals. So what I would do is I would start with the outcome. I would take your question verbatim, Jesse, and I would open up my terminal and I would go to Cloud Code CLI, which stands for command line interface, and I would set up the goal and I would use this forward slash thing called workflows, which is dynamic workflows. And then I would use another forward slash called agents. And what that does is it tells Cloud Code to go on YOLO mode. And YOLO mode is, "Carpe, let's see how much power you're willing to spend." Then there's another one. You have to set the budget because if not, you're going to be upset with my advice, Jesse. You'd be like, "That was bad, Dan, and I spent $2,700 and it didn't work." But you set a budget. So, like, start with 50, start with 100. But I would give it to Cloud Code and I would set the budget and I would tell it to go nuts and I would set the goal of finding me leads and designing a marketing campaign based on best practices. So, here's a design. This is a pattern that I do often. I use Cloud Code chat. Okay. So, which is cloud.ai on the web, and then or if you've got the desktop, you just go into the chat to design the prompt that I copy-paste into Cloud Code.
Interesting. Yes. So, it's cheaper, faster, easier for me to figure out how I'm going to get the command line to do what I want first in the chat.
And is that like really long? Like a really long two? No, no, no. If, if you say to create a prompt for Cloud Code, it's not long. It could be long, but the cool part is you just copy-paste it into the terminal, hit enter, and then that code will figure itself out. But I would take exactly verbatim what you said. Yeah. I would give it that. I'd say, "Create me a goal that uses workflows and agents and Cloud Code. Create me a prompt that I can copy and paste into Cloud Code that uses workflows, agents, and a goal with a budget. $50." And write me the prompt that gets me this outcome. Remember, I said it's goal-oriented today. I wouldn't even figure out how to write the prompt because we don't need to know anymore. We just need to get good at defining the goal. Copy-paste, put that in Cloud Code, hit enter, and not only will it go online, do the research, find new leads, uh, write the emails, because again, you give it the goal, write the messages, different campaigns, tell me the tools, how much do I set the budget, what's the frequency, what's my dashboard, how do I measure success? It'll write all that and then it'll go and it'll usually create like a markdown file of the strategy and it might take, I remember the other day I, I gave it a, a thing. It ran overnight. It ran for nine hours. I was doing a deep, deep analysis, some really nerdy stuff. And like nine hours later, $200 of tokens, which is a lot of tokens. It produced a research paper that in the past, if I had to hire a consultant to do it, would have took them three months and cost me $150,000. And every person in this room has access to that same technology.
Wow. That's my answer, Jess. Got it. Cool. Thank you. Awesome. Great question.
Yo, what's up, Dan? Hey, man. Omar, what's your name? Appreciate it. Uh, I'm David. Hey, David. All right. So, um, my first question is, I, I just watched a video about, you know, the tiers of AI and what type of business you should start with it, right? And as a consultant, I just wanted to know, how do you package every type of tool towards a customer so that way, you know what I'm saying? You want everything as one, or should I just have different categories for them? You know what I'm saying? To just, um, to purchase, or should I just have just one entire thing and deliver it to a customer?
This is for the offer. Yeah. Yeah. The challenge is that when you're everything to everyone, you're nothing for no one. And when we start in business, and I get it. I remember the early days when I was 18, 19. Man, if you were buying, I was building. Like, I was just trying to find a customer. And it's, and it was, this is the problem that you run into as a software developer is you try to sell software and they go, "Well, I would buy if it did this." And you're like, "It does that." Mhm. And then they're like, "Cool, $50 a month." You're like, "Sure." And then you end up spending 15 hours building the features for a $50 a month subscription. And we keep doing this in in services or consulting is that every customer we get, if we don't package a solution and a specific offer that we're essentially cheap labor. That's the crazy part is most in my world, software, they're just a cheap dev shop because every time they get a new customer, they keep adding new features, adding new features, and building whatever the person asks. So you're going to have to figure out, and I call it the meaty middle. You want to find an offer that's has enough meat on the bones to be able to invest back into your business. And you can't do everything for everybody. Here's the trick for understanding how to price it. This is the game changer. And some of you guys are going to have to change your pricing after I tell you this. You got to charge what you would have to charge if you were paying somebody else to do the work. See what I'm saying? Most people don't do this, especially creatives. They're like, "I can design a logo. I can do this. I can edit a video." If you were paying somebody else to edit the video, what would you charge the customer? So, that's your price point. And then in regards to the offer, the offer has to sound like you know about that person's problem and your solution is full feature. And if it's missing features, the client's going to tell you. And you know how they're going to tell you? Through their objections. So when somebody doesn't buy, they're not saying no. They're saying, "I'm not hearing what I would need to hear to say yes." And they're telling you what to add. This is what's cool about sales. If you actually know the dance you're doing with the buyer, you can actually reverse engineer after a few sales calls of them saying no, how to tweak your offer. Again, price it as if you're paying somebody else to do it and add the features that would have got the people that like most of them, not just one, but most of them a yes. And that is the offer. And when you do that, you, you then you have one thing to market. Does that make sense, David? And when you have one thing, you have one customer, you have one thing you're selling, you have one channel for marketing, you have one way to sell, and you do that for one year, you will build a million-dollar business. If you try to sell three things, you add complexity cubed, not three times harder, cubed. Okay? Mathematicians explain to the other people, it's, you know, because we always say, well, I'm just going to add this new fe, this new product. You don't realize the marketing has to change, the sales pitch has to change, the case. Even if you just go lower on the price point, the buyer of a lower price thing is not the buyer of the middle price thing and it's not the buyer at the higher end. They're different people with different sets of problems. They want to see different things. So, if you want to scale what you're doing, pick the meaty middle, design the offer as if you're going to pay somebody else to do it, take the objections, add those features so it's there, and dedicate a year to one marketing channel, one message, one sales tool, one process, one product, and you literally can make a million dollars. And most people that don't is they overcomplicate it.
One of the strategies we had was, uh, kind of do an audit first and then give them a, you know, a price point after the sales call. So do you think that's a strategy we should stay with or should we change? Yeah, the assessment-based sales process, which is what you're essentially describing, I think it's one of the coolest ways to sell because if you think about it, in your assessment, you're giving them the criteria to make a decision. It's kind of like, awesome. It depends what your price point is. What, what are you, what are you selling? How much is it? Around anywhere from $2,500 to $5,000. Yeah. So, assessment-based is better for like $10k plus. It's usually for more bigger companies. Um, you can do that and it works, but it's slower because a lot of people, you can just kind of ask them what their vacation is, where do they want to end up, ask them where they're at today, what's in the middle that's getting in their way. And through that conversation, you can get them to make a purchase. Okay? But people won't, they won't buy from you until they know that the problem that they have and what you can offer is something that will actually solve the problem. The assessment is kind of like a cool way, but it's, it's just a longer and it's usually a two-step close where you do the assessment call and then you do the close call to present the solution. Um, that's, that's my two cents.
Appreciate it. Thanks, David. One, I just want to say thank you guys for creating a space. Thank you for inspiring people. My name is Loren. Hey, Loren. Thank you for inspiring people and thank you for doing what you do. I am an overthinker. Dan, I saw a video where you talked about how to get rid of your overthinking. And so today, I wanted to ask you, for someone that geeked out and nerded out on personal development, pattern recognition, studying Ed Mylett, Tony Robbins, I start, I'm starting to realize when you said something about the clarity, how you build your business, clarity. And now I want to also be a thought leader and also become a coach myself. And I don't want to go to that point where, all right, this time it's just for me to be a coach. So my question is, how do you suggest with this type of overthinking brain, analytical brain that I have, how do you suggest I stop the overthinking and the overbuilding using AI and actually just execute the thing. A lot of people in this space are plagued with a thing I call shelf help.
That's good. And I see it happen over and over again because it feels really productive. Watching the pods, watching the vids, buying the big calendar. Yeah, buying a big. No, that one's actually a good one. I like that for you. Um, come to an event, right? It's doing the thing to get ready that isn't doing the thing. And I understand it because we feel like we're not ready yet. Everybody in this room, by the pure fact you're in this room, tells me you are ready. I'm blessing you to be ready. Go into the world and do it. And anything other than doing it is you just trying to make up reasons to delay. Why? That's, that's the more interesting question you guys should ask yourself is, why are you scared of your greatness? What scares you about that? Because I know personally when I've had to confront myself with that, it was, I'm scared if I win, that I have to hold a new standard, and if I fail, I'll be seen failing. It wasn't failing. It was being seen failing that scared me. It was the people that I knew at that new level that I would have to create space from. And I didn't want them to think that I thought I was too good for myself. But I also knew that if I didn't do that, waking up every day to try to win is so hard, bro. Like, it's, it's so hard on its own that if you continue to allow your energy to be poisoned by those people that they don't mean to do, but just by their pure nature of who they are, they bring that into your life. And then you got to go from that conversation to waking up to get on a sales call, dancing to be certain, but I'm still thinking about that call I had with my brother, my friend of. And you're like, dude, it's so hard. It's, that is the fear of your greatness, the fear of your potential. And I think that's what plagues most people. It's why the ones that are, they've got the shelf, the books, the seminar, they can, they can recite back to me my stuff better than I said it. They're like, "Yeah, no, you said that." I go, "Cool. What did you do with it?" They're like, "Still figuring it out." So just know that anything other than doing the thing is not doing the thing, and that is your only thing you should do.
Thank you. Come on. Let's stand up on our feet. Let's thank Dan Martell. Come on. Okay. Thank you, guys.