1 00:00:00,810 --> 00:00:03,780 Seven figure success starts when you start thinking like a CEO. 2 00:00:03,990 --> 00:00:08,310 Welcome to the John Kitchens Coach podcast experience as your host, John Kitchens. 3 00:00:08,880 --> 00:00:11,280 Get ready to think bigger and transform your business into 4 00:00:11,280 --> 00:00:12,960 a path to lasting freedom. 5 00:00:18,015 --> 00:00:19,185 What is happening? 6 00:00:19,185 --> 00:00:19,845 Everybody, man. 7 00:00:19,845 --> 00:00:20,595 Thank you guys. 8 00:00:20,595 --> 00:00:25,215 Tuning into another episode of Expert Mentors Live and, uh, 9 00:00:25,215 --> 00:00:26,685 I think third time this year. 10 00:00:26,685 --> 00:00:28,845 Eric, you might, you might hold the record for the most times in one 11 00:00:28,845 --> 00:00:30,945 year, but, uh, welcome back, brother. 12 00:00:30,945 --> 00:00:35,295 I am really, really excited to dive into, and, you know, I love 13 00:00:35,445 --> 00:00:37,125 certain guests coming back, but. 14 00:00:37,550 --> 00:00:42,620 The speed in which the conversation that we're having today warrants 15 00:00:42,740 --> 00:00:45,080 you coming back more often? 16 00:00:45,170 --> 00:00:50,450 Um, just as things are moving, um, faster probably than anybody ever 17 00:00:50,900 --> 00:00:53,030 anticipated or expected things to move. 18 00:00:53,930 --> 00:00:54,890 It is, it is wild. 19 00:00:54,890 --> 00:00:57,380 I can't even begin to describe the pace. 20 00:00:57,440 --> 00:00:59,780 Uh, I've never worked in something where the pace is like this. 21 00:00:59,780 --> 00:01:01,400 And we're actually gonna talk about the perils of that too. 22 00:01:01,400 --> 00:01:02,420 I think that's important to talk about. 23 00:01:02,420 --> 00:01:03,500 But yeah, the pace is crazy. 24 00:01:03,770 --> 00:01:06,170 It is, it is absolutely insane. 25 00:01:06,170 --> 00:01:06,920 I was, uh. 26 00:01:07,300 --> 00:01:11,140 Uh, obviously here in Pittsburgh talking, uh, in, um, obviously in, in the number 27 00:01:11,140 --> 00:01:18,280 one, um, EXP teams office in pa. And, uh, I was talking with Matt this morning 28 00:01:18,280 --> 00:01:23,200 a little bit and I'm like, it might have been the most challenging year yet. 29 00:01:23,200 --> 00:01:28,360 It was the fastest year that I can feel like I've experienced. 30 00:01:28,360 --> 00:01:33,010 I'm sure years and things have been fast, but like this is like a whole new. 31 00:01:33,435 --> 00:01:37,815 It's like the, they got the, the turbo button smashed down 32 00:01:37,905 --> 00:01:39,135 as things are moving across. 33 00:01:39,135 --> 00:01:43,935 So I'm really excited to, to get into, uh, what we're gonna dive into today 34 00:01:44,055 --> 00:01:49,695 and get into, you know, kind of the, the, the, the topic and, and the theme 35 00:01:49,695 --> 00:01:51,435 that we are gonna kind of lead with. 36 00:01:51,435 --> 00:01:54,165 However, I want to kind of set the stage, and I know we talked about 37 00:01:54,165 --> 00:01:55,220 this last time you were on, but. 38 00:01:58,005 --> 00:01:58,875 Kitchen table. 39 00:01:59,025 --> 00:02:04,065 You zoom in, um, in June and you pose the question, and it's the one thing 40 00:02:04,065 --> 00:02:08,895 that I I, I've known the number one consumer complaint for the last couple 41 00:02:08,895 --> 00:02:13,965 decades, maybe even longer, has always been lack of communication from the 42 00:02:13,965 --> 00:02:15,825 real estate professional majority. 43 00:02:15,825 --> 00:02:16,095 Right. 44 00:02:16,095 --> 00:02:18,795 That would kind of lead, there's some other things, but um, 45 00:02:19,515 --> 00:02:20,520 you're like, brother, listen. 46 00:02:21,315 --> 00:02:22,665 You know, that's changed. 47 00:02:22,695 --> 00:02:22,815 Mm-hmm. 48 00:02:22,965 --> 00:02:25,125 And I'm like, okay, tell me more. 49 00:02:25,815 --> 00:02:34,245 And you're like, as of now, um, the number one complaint is that the 50 00:02:34,245 --> 00:02:35,955 consumer believes they know more. 51 00:02:36,885 --> 00:02:41,715 They're real estate professional, and I'm like, okay, I, I can 100% buy that. 52 00:02:41,775 --> 00:02:46,875 I would say probably 95%, maybe even 97%. 53 00:02:46,965 --> 00:02:48,165 They, they do know more. 54 00:02:48,165 --> 00:02:53,055 And that's just because the one thing that, especially in this industry, 55 00:02:53,055 --> 00:02:58,785 was not the conversation until it has become the conversation and 56 00:02:58,785 --> 00:03:03,135 it was like, oh, you're gonna get lapped if you're not an AI agent. 57 00:03:04,829 --> 00:03:07,920 And you're like, well, the one thing that we need to be thinking 58 00:03:07,920 --> 00:03:10,769 about is the AI consumer. 59 00:03:11,100 --> 00:03:11,250 Yeah. 60 00:03:11,250 --> 00:03:15,660 And how they are getting smarter and smarter and utilizing the tools 61 00:03:15,660 --> 00:03:19,350 available to help them in their home buying and home selling journey. 62 00:03:20,130 --> 00:03:22,560 So I'm gonna, I'm gonna let you kind of, kind of. 63 00:03:23,055 --> 00:03:24,165 Jump in from there. 64 00:03:24,165 --> 00:03:28,065 So, when we talk about AI power to consumer, just as, as kind of 65 00:03:28,065 --> 00:03:31,845 where things are at, I think this is good to, to kind of understand the 66 00:03:31,845 --> 00:03:35,595 situation and the challenges that we're facing in the industry outside 67 00:03:35,595 --> 00:03:39,105 of all of the noise of the lawsuits and this, and whatever's gonna happen. 68 00:03:39,105 --> 00:03:45,555 But at the end of the day, it's getting to, you know, our purpose in 69 00:03:45,555 --> 00:03:49,545 the process to help that consumer, you know, get things across the finish line. 70 00:03:50,340 --> 00:03:54,990 Fundamentally, the reason why I just wanna scream from the rooftops that 71 00:03:54,990 --> 00:03:59,040 this is happening is because the fundamentals have actually changed. 72 00:03:59,040 --> 00:04:03,780 So before Zillow got upstream of all of us, right, they got upstream because 73 00:04:03,780 --> 00:04:05,760 the internet was a place of search. 74 00:04:06,210 --> 00:04:11,190 It was a place of listings, a place of rates, a place of addresses, a place of 75 00:04:11,190 --> 00:04:13,380 things that the consumer searched for. 76 00:04:13,740 --> 00:04:13,830 Mm-hmm. 77 00:04:14,340 --> 00:04:17,970 The internet has quickly switched to a place of conversations. 78 00:04:18,360 --> 00:04:22,320 And so the stream that Zillow got stream of us on is no longer exists in that way. 79 00:04:22,320 --> 00:04:26,880 It's quickly transitioning from a place of search to a place of conversations. 80 00:04:27,870 --> 00:04:31,530 That is fundamentally the, the, the foundation at which everything 81 00:04:31,530 --> 00:04:33,780 else that we're gonna talk about today is, is premised upon. 82 00:04:34,230 --> 00:04:34,650 Okay? 83 00:04:35,130 --> 00:04:39,360 So the AI layer has created this middleman between all of the 84 00:04:39,360 --> 00:04:42,520 websites, all of the internet, all of the information, and all of us. 85 00:04:43,765 --> 00:04:47,575 Differently than Zillow created a, a middleman between the consumer 86 00:04:47,575 --> 00:04:49,075 and us, and that was our listings. 87 00:04:49,495 --> 00:04:50,725 The middleman has changed. 88 00:04:50,755 --> 00:04:52,315 Does that, does that ring true so far? 89 00:04:52,345 --> 00:04:52,795 Makes sense? 90 00:04:52,825 --> 00:04:52,945 Yeah. 91 00:04:53,305 --> 00:04:53,755 Okay. 92 00:04:54,205 --> 00:04:54,265 Yeah. 93 00:04:54,325 --> 00:04:58,315 The thing for people to really understand is that when people interact 94 00:04:58,315 --> 00:05:08,095 with ai, um, 93% of the time, those interactions do not like progress into 95 00:05:08,095 --> 00:05:09,720 them clicking through to view a website. 96 00:05:11,655 --> 00:05:15,615 So most of the conversations that are, so if the, if the, if the conversations 97 00:05:16,245 --> 00:05:20,475 are, I'm sorry if the, if the transition is happening online to conversations 98 00:05:20,475 --> 00:05:24,645 and 93% of those conversations don't result in clicking through to a website 99 00:05:24,915 --> 00:05:28,784 that has to fundamentally like, like stream red flags about what the consumer 100 00:05:28,784 --> 00:05:31,395 is doing, where they're going, and we have to go to where the puck is, 101 00:05:31,395 --> 00:05:32,580 skate where the puck is going, John. 102 00:05:33,360 --> 00:05:33,690 Yeah. 103 00:05:34,110 --> 00:05:34,380 Yeah. 104 00:05:34,380 --> 00:05:36,930 And, and, and that, that's kind of the, you know, question that I'm always 105 00:05:36,930 --> 00:05:40,050 challenging, you know, talking with Nick, talking be it, be it, Phil, 106 00:05:40,050 --> 00:05:42,840 obviously you, Danielle, whoever, right? 107 00:05:42,840 --> 00:05:46,110 Like, I'm, I'm, I'm like, where, where, where, where do we fit in the equation? 108 00:05:46,170 --> 00:05:46,440 Right? 109 00:05:46,440 --> 00:05:51,255 In the future, and I don't know if you had a chance to, um, I, 110 00:05:53,460 --> 00:05:57,190 on Rogan had CEO of Nvidia had a, mm-hmm. 111 00:05:57,195 --> 00:05:57,415 Um. 112 00:05:58,170 --> 00:06:00,720 Jenson, did you, I don't know if you had a chance to catch it, but he only 113 00:06:00,720 --> 00:06:02,370 the clips on, the only clips on social. 114 00:06:02,370 --> 00:06:02,670 Yeah, 115 00:06:03,090 --> 00:06:07,020 it, one of the things that, that really resonated with me and I like, I mean, 116 00:06:07,020 --> 00:06:08,620 I, I, I paused it and reflected on it. 117 00:06:09,510 --> 00:06:12,330 And Joe's pushing him on getting replaced. 118 00:06:12,330 --> 00:06:13,890 Obviously he's great friends with Elon. 119 00:06:14,280 --> 00:06:18,450 What, you know, what jobs are gonna all be replaced, you know, high income, 120 00:06:18,540 --> 00:06:22,350 you know, fixed income, high income, you know, what Elon's, you know, kind 121 00:06:22,350 --> 00:06:24,150 of his, his thought process around it. 122 00:06:25,050 --> 00:06:28,110 And he had an interesting take on it. 123 00:06:28,230 --> 00:06:32,340 He's like, listen Joe, if your job is a task. 124 00:06:33,840 --> 00:06:34,950 You will be replaced. 125 00:06:35,220 --> 00:06:35,310 Mm-hmm. 126 00:06:36,420 --> 00:06:41,370 He said, but if your job has purpose, then you won't be replaced. 127 00:06:42,270 --> 00:06:45,000 And you know, so it started to make me kind of think, it's 128 00:06:45,000 --> 00:06:48,060 like, okay, well as a real estate professional, what is our purpose? 129 00:06:48,960 --> 00:06:49,290 Right? 130 00:06:49,560 --> 00:06:49,710 So. 131 00:06:50,460 --> 00:06:52,440 Where do we need to to live? 132 00:06:52,440 --> 00:06:53,969 What is our value proposition? 133 00:06:53,969 --> 00:06:57,840 What do we do to fulfill that purpose? 134 00:06:57,900 --> 00:07:02,730 And so that was kind of, you know, where, you know, my mind has kind of settled in 135 00:07:03,060 --> 00:07:04,980 within the real estate profession is okay. 136 00:07:04,980 --> 00:07:04,990 Okay. 137 00:07:05,310 --> 00:07:06,330 What is the purpose? 138 00:07:06,330 --> 00:07:10,830 Where is the puck, like you said, going Yeah, to where now we fill 139 00:07:10,830 --> 00:07:18,030 a void that the AI driven consumer doesn't feel enough to take. 140 00:07:18,465 --> 00:07:20,385 The thing across the finish line themselves. 141 00:07:20,385 --> 00:07:23,865 So kind of, kind of, you know, if, if you, if you use that kind of context, 142 00:07:24,315 --> 00:07:26,025 what immediately comes to your mind? 143 00:07:26,025 --> 00:07:29,895 I mean, this is your world, so like where do you see that, especially in the 144 00:07:29,895 --> 00:07:34,155 real estate industry, to where agents as, as we're going into the new year. 145 00:07:34,445 --> 00:07:37,535 The new personal development, what skills am I gonna improve? 146 00:07:37,805 --> 00:07:40,925 Like where should their attention and energy be focused to, to 147 00:07:40,925 --> 00:07:42,965 really enhance their purpose? 148 00:07:43,325 --> 00:07:45,545 I, I wrote, I just wrote a manifesto about this. 149 00:07:45,550 --> 00:07:47,045 This is my first public works. 150 00:07:47,045 --> 00:07:50,375 It's called The Empty Room, and you can get it, Eric Post ai. 151 00:07:50,375 --> 00:07:50,405 Okay. 152 00:07:50,435 --> 00:07:53,465 And the reason why I wrote about the empty room is because this, 153 00:07:53,465 --> 00:07:54,995 this exact scenario right here. 154 00:07:54,995 --> 00:07:59,555 So how everybody is using AI currently is essentially to scale 155 00:07:59,555 --> 00:08:00,815 the things that we're already doing. 156 00:08:01,640 --> 00:08:04,490 Like the, the question is how, how do we do the things that we're 157 00:08:04,490 --> 00:08:07,340 already doing either faster or cheaper, is what everybody's asking. 158 00:08:07,880 --> 00:08:12,170 That John is a zero sum game because you can only get to nearly instant. 159 00:08:12,170 --> 00:08:14,030 You can only get to nearly free. 160 00:08:14,720 --> 00:08:15,800 And so it's a zero sum game. 161 00:08:15,800 --> 00:08:17,270 So then my question is then what? 162 00:08:17,600 --> 00:08:19,880 So if those are table stakes that everybody needs to be fashion 163 00:08:19,880 --> 00:08:21,650 efficient, the question is then what? 164 00:08:22,440 --> 00:08:26,370 So our whole industry, and this isn't siloed, like we're, 165 00:08:26,490 --> 00:08:27,660 we're not special in this way. 166 00:08:27,660 --> 00:08:30,750 Every knowledge based service industry, medical, legal, financial 167 00:08:30,750 --> 00:08:34,380 services, anything to do with like giving advice and like walking people 168 00:08:34,380 --> 00:08:37,920 through a scenario in any sort of sales, this is the same situation. 169 00:08:37,920 --> 00:08:39,510 And so quickly we have to understand. 170 00:08:39,784 --> 00:08:41,914 Our job is not the knowledge worker anymore. 171 00:08:41,914 --> 00:08:43,354 Our job is to be the wisdom worker. 172 00:08:44,044 --> 00:08:47,555 The knowledge worker back in the day was like, Hey John, you know, let's 173 00:08:47,555 --> 00:08:51,724 say that you specialize, you know, with veterans or or FHA loans your job 174 00:08:51,724 --> 00:08:55,175 was so every consumer knew that you knew more than anybody else in your 175 00:08:55,175 --> 00:08:57,214 marketplace about FHA and VA loans. 176 00:08:57,810 --> 00:08:57,960 Okay. 177 00:08:57,960 --> 00:08:59,250 You are the knowledge worker. 178 00:08:59,760 --> 00:09:01,380 That is not the worker they need today. 179 00:09:01,380 --> 00:09:02,490 They need the wisdom worker. 180 00:09:02,490 --> 00:09:05,490 They need John to, they don't need John to know everything about FHA and 181 00:09:05,490 --> 00:09:08,340 VA loans because you can find out that instantly, any detail you can find out 182 00:09:08,370 --> 00:09:12,840 instantly, right on your phone and, and really accurately with GPT 5.2 or 183 00:09:12,840 --> 00:09:16,800 Gemini three, or Claude 4.5 Opus, like they're really freaking smart, right? 184 00:09:16,949 --> 00:09:17,250 Yeah. 185 00:09:17,275 --> 00:09:19,890 So, so if that's true, then now the consumer needs to 186 00:09:19,890 --> 00:09:21,660 go, oh, John really gets us. 187 00:09:21,750 --> 00:09:23,220 John really understands us. 188 00:09:23,220 --> 00:09:25,410 That's the feeling that, that you need to give the consumer 189 00:09:25,410 --> 00:09:26,454 today, not that John knows a lot. 190 00:09:27,824 --> 00:09:30,885 And that's another fundamental shift that we just have to kind of like our place in 191 00:09:30,885 --> 00:09:32,954 the world is in this wisdom work order. 192 00:09:33,015 --> 00:09:36,854 Personalization at scale mode, not, you know, a lot, not 193 00:09:36,854 --> 00:09:37,875 that you're always available. 194 00:09:38,145 --> 00:09:40,094 Those are things that are replaceable by ai. 195 00:09:40,094 --> 00:09:44,265 That's a commodity thinking that's that's low, low energy thinking. 196 00:09:44,955 --> 00:09:47,235 Right, because those are the table stakes. 197 00:09:47,625 --> 00:09:50,085 So when I said three years ago when I started this John, that like, AI is not 198 00:09:50,085 --> 00:09:52,305 here to make your life easier, because everyone's like looking, oh, great, 199 00:09:52,305 --> 00:09:53,685 now I don't have to do this in my job. 200 00:09:53,685 --> 00:09:53,985 Great. 201 00:09:54,075 --> 00:09:55,485 Now I don't have to write listing descriptions. 202 00:09:55,545 --> 00:09:55,965 Oh, great. 203 00:09:56,055 --> 00:09:57,285 Now he can write my emails for me. 204 00:09:57,285 --> 00:09:57,525 Right? 205 00:09:57,525 --> 00:09:59,655 It was like this relief of the drudgery of things. 206 00:09:59,865 --> 00:10:01,365 Well, that's not what the consumer pays us for. 207 00:10:01,490 --> 00:10:01,840 Right? 208 00:10:03,105 --> 00:10:06,315 And so like us just lowering the, lowering the bar of what we have 209 00:10:06,315 --> 00:10:07,575 to do is the opposite direction. 210 00:10:07,575 --> 00:10:10,995 The bar is being raised by AI and we just have to meet the consumer there. 211 00:10:11,775 --> 00:10:12,104 Right. 212 00:10:12,405 --> 00:10:15,045 So I, I love what you know Jensen said about that because what I've 213 00:10:15,045 --> 00:10:18,285 also been saying is that everybody is at risk with the exception 214 00:10:18,285 --> 00:10:20,505 of the top 10% or the top 25%. 215 00:10:20,535 --> 00:10:20,745 Right? 216 00:10:20,745 --> 00:10:21,525 The best of the best, 217 00:10:21,944 --> 00:10:22,245 right? 218 00:10:22,515 --> 00:10:22,875 Right. 219 00:10:23,145 --> 00:10:25,155 If you're the best of the best in any job, you're gonna be 220 00:10:25,155 --> 00:10:26,265 safer for your whole career. 221 00:10:26,474 --> 00:10:30,015 Below that, if you're giving good enough answers, so can GPT five. 222 00:10:30,770 --> 00:10:32,510 Yeah, that's that. 223 00:10:32,660 --> 00:10:33,560 You're so spot on. 224 00:10:33,560 --> 00:10:33,829 Right. 225 00:10:33,890 --> 00:10:40,250 And I feel like we were, may maybe a little ahead of our, of our, you know, 226 00:10:40,370 --> 00:10:45,650 time within a EEA and, you know, where we kind of drew the, the comparison 227 00:10:45,650 --> 00:10:49,490 between the expert advisor that was kind of our, our stance expert advisor, 228 00:10:49,490 --> 00:10:53,479 proven repeatable system backed by market research to sell your home for up to 18% 229 00:10:53,479 --> 00:10:55,130 more than traditional real estate agent. 230 00:10:55,459 --> 00:10:56,660 Would you like for me to show you how. 231 00:10:57,295 --> 00:11:02,155 And really becoming what that means to be, you know, um, in 232 00:11:02,155 --> 00:11:06,025 that top 20%, top 10, top 15%. 233 00:11:06,475 --> 00:11:09,775 Um, because then everything else is just a ffa, um, which 234 00:11:09,775 --> 00:11:11,305 is the average frustrated agent. 235 00:11:11,305 --> 00:11:14,845 So we, we, we kind of picked a fight with the average agent in 236 00:11:14,845 --> 00:11:20,995 the marketplace, and we're starting to really, um, AI is exposing it 237 00:11:21,625 --> 00:11:23,665 as, as that, you know what I mean? 238 00:11:23,665 --> 00:11:26,365 It's exposing the, you know. 239 00:11:27,705 --> 00:11:30,825 It feels like it's exposing the 80%. 240 00:11:31,155 --> 00:11:33,495 Um, and, um. 241 00:11:34,260 --> 00:11:37,739 As, as we continue to, to position, to be able to get into that top 242 00:11:37,739 --> 00:11:41,640 10, top 15, top 20, because that is operating with a purpose, right? 243 00:11:41,640 --> 00:11:44,280 Not just being an order taker, but really, but you said 244 00:11:44,280 --> 00:11:45,780 something as the wisdom worker. 245 00:11:46,229 --> 00:11:46,319 Mm-hmm. 246 00:11:46,560 --> 00:11:48,569 What would you define, what would you define as wisdom? 247 00:11:50,069 --> 00:11:54,479 So, wisdom, um, like I love to look for, you know, thought 248 00:11:54,479 --> 00:11:55,800 leaders in all sorts of spaces. 249 00:11:55,800 --> 00:11:58,050 And one of the thought leaders I actually really enjoy listening 250 00:11:58,050 --> 00:12:00,000 to just in general is Rick Rubin. 251 00:12:00,180 --> 00:12:01,469 I like his thoughts on creativity. 252 00:12:02,125 --> 00:12:03,775 I like his thoughts on intuition. 253 00:12:04,015 --> 00:12:06,870 I like his thoughts of like plugging into things that are bigger than you. 254 00:12:06,875 --> 00:12:08,725 You don't quite understand, and therefore you get out your own 255 00:12:08,725 --> 00:12:11,305 way and you just become this, you have a certain genius that he taps 256 00:12:11,305 --> 00:12:13,135 into, gets in his genius zone. 257 00:12:13,135 --> 00:12:15,025 He's the biggest producer of all time, but doesn't know how to, 258 00:12:15,745 --> 00:12:16,825 you know, operate a soundboard. 259 00:12:16,825 --> 00:12:18,595 He doesn't sing, he doesn't play musical instrument, right? 260 00:12:18,955 --> 00:12:19,945 So to me he's fascinating. 261 00:12:19,945 --> 00:12:23,275 But he is got a great view of AI because he really understands 262 00:12:23,275 --> 00:12:27,535 that AI does not have taste, and AI does not have a point of view. 263 00:12:29,005 --> 00:12:31,525 Humans give it taste and a point of view. 264 00:12:32,565 --> 00:12:36,015 So, and unless you have a point of view or unless you have taste, then you're not 265 00:12:36,015 --> 00:12:37,275 gonna be able to work with AI very well. 266 00:12:37,275 --> 00:12:38,925 'cause you're just gonna get let, it's just gonna give you the generic 267 00:12:38,925 --> 00:12:40,455 answers and it's just kind of it thing. 268 00:12:40,755 --> 00:12:44,385 But if you, if you understand clearly that you are the taste maker, you are the one 269 00:12:44,385 --> 00:12:47,895 at the point of view, then you can have a special collaboration with AI and get 270 00:12:47,895 --> 00:12:51,135 nuanced answers and do different things for your customers that nobody else can. 271 00:12:51,885 --> 00:12:54,255 And so that's, that's what I mean by the, by the knowledge worker. 272 00:12:54,255 --> 00:12:55,755 Like you start heading into this. 273 00:12:55,755 --> 00:12:55,765 Yeah. 274 00:12:56,085 --> 00:13:02,175 This understanding of this personalized approach that, you know, planting seeds 275 00:13:02,175 --> 00:13:05,865 of this, of, of these personalization, you know, sort of interactions with 276 00:13:05,865 --> 00:13:09,250 your customers is way better than how fast and how efficient can you be? 277 00:13:10,650 --> 00:13:11,459 You're spot on. 278 00:13:11,459 --> 00:13:16,079 I mean, uh, you know, you, um, I, I obviously love, love getting books 279 00:13:16,140 --> 00:13:18,060 and, um, you, you did it right? 280 00:13:18,089 --> 00:13:21,449 You sent, uh, you sent, you sent his book and, uh, you had the little, 281 00:13:21,510 --> 00:13:24,270 little earmark earmark in there and, um, 282 00:13:24,359 --> 00:13:24,479 yeah. 283 00:13:24,479 --> 00:13:24,489 Yeah. 284 00:13:25,020 --> 00:13:27,209 Uh, and so I was like, huh, okay. 285 00:13:27,540 --> 00:13:31,319 And, and going in there and, um, that chapter, and I've read 286 00:13:31,319 --> 00:13:34,890 it, I, I read it on stage in Cleveland with, with Rick and, um. 287 00:13:37,109 --> 00:13:40,620 Not trusting the process, but having faith in the process. 288 00:13:40,709 --> 00:13:42,689 And, um, I don't know if I told you the story. 289 00:13:42,689 --> 00:13:47,219 So in July, Leanne and I were in, um, key West and um, we just, we were there 290 00:13:47,219 --> 00:13:51,150 over the weekend and she's like, I wanna get up and go to church on Sunday. 291 00:13:51,150 --> 00:13:51,689 I was like, okay. 292 00:13:52,079 --> 00:13:54,359 Um, you usually don't think Key West and church, if you've been 293 00:13:54,359 --> 00:13:57,870 to Key West, um, usually don't put the two and 2 2 2 together. 294 00:13:57,925 --> 00:13:58,165 Yeah. 295 00:13:58,165 --> 00:13:58,604 That's funny. 296 00:13:58,704 --> 00:13:58,925 And, 297 00:13:58,925 --> 00:13:59,084 uh. 298 00:13:59,805 --> 00:14:04,875 So we, uh, we, uh, we, we brave our way and, um, it was, it was different. 299 00:14:04,905 --> 00:14:05,595 I'll put it that. 300 00:14:05,685 --> 00:14:07,185 And, um, we. 301 00:14:08,370 --> 00:14:12,090 We're in there and, and I'm, I'm, I'm, I'm in for the message, right? 302 00:14:12,120 --> 00:14:14,400 She's in for the songs and the music and, and all. 303 00:14:14,460 --> 00:14:17,400 And so, um, obviously a little bit of, you know, obviously what 304 00:14:17,400 --> 00:14:20,100 the message is, but I'm, I'm, I'm there for the message, right? 305 00:14:20,100 --> 00:14:22,950 I wanna know, um, I'm big on on the stories. 306 00:14:22,950 --> 00:14:25,950 I wanna know the principle and then how you can apply it to, to your life. 307 00:14:26,010 --> 00:14:30,270 I think that's why like extreme ownership, you know, Jocko, Jocko's books, um, 308 00:14:30,960 --> 00:14:33,900 you know, Goggin's books, you know that, that kind of follow that format. 309 00:14:33,900 --> 00:14:35,760 Lemme tell you a story, lemme distill the principle and then 310 00:14:35,760 --> 00:14:36,785 how you can apply it to your life. 311 00:14:38,625 --> 00:14:44,415 The message that day was, um, blind athletes and gave the 312 00:14:44,415 --> 00:14:47,265 example of a blind downhill skier. 313 00:14:48,585 --> 00:14:53,265 And you don't go downhill skiing blind by yourself. 314 00:14:53,655 --> 00:14:54,645 You go with the guide. 315 00:14:54,915 --> 00:14:55,035 Mm-hmm. 316 00:14:55,425 --> 00:14:58,005 And it's kind of, you know, the hero's journey, if you will, and 317 00:14:58,005 --> 00:15:01,335 you have the guide, um, but you listen to whatever the guide says. 318 00:15:01,740 --> 00:15:05,400 Like if, if the guide says turn cut you, you don't hesitate, you don't question it. 319 00:15:05,730 --> 00:15:06,060 Mm-hmm. 320 00:15:06,300 --> 00:15:06,390 And 321 00:15:06,390 --> 00:15:10,380 basically you have blind faith in the process. 322 00:15:10,439 --> 00:15:15,180 And so that, that the time that you gifted the book, reading that, that chapter 323 00:15:15,240 --> 00:15:18,630 and I was like, ah, there's, there's, there's meaning, there's a message here. 324 00:15:18,689 --> 00:15:22,830 And also goes back to, you know, my favorite, um, you know, Jalen, 325 00:15:22,920 --> 00:15:24,000 Jalen hurts at the Super Bowl. 326 00:15:24,000 --> 00:15:24,270 Right. 327 00:15:24,270 --> 00:15:25,800 I, I, I don't understand. 328 00:15:25,800 --> 00:15:26,220 Right. 329 00:15:26,430 --> 00:15:27,540 But I soon will. 330 00:15:27,600 --> 00:15:31,110 And so it, it's, um, it, it's really like. 331 00:15:31,665 --> 00:15:33,585 To, to your point with it, right. 332 00:15:33,585 --> 00:15:40,005 Just, just kind of developing, having the wisdom, but just also stay the course. 333 00:15:40,005 --> 00:15:44,355 Have faith in, have faith in, in the process of, of whatever it is we're, 334 00:15:44,355 --> 00:15:46,990 we're trying to accomplish whatever path you're, you're going down. 335 00:15:47,985 --> 00:15:50,595 So it was really, uh, um, it was really powerful. 336 00:15:50,595 --> 00:15:53,265 So I, I don't know if I've ever got personally got to tell you thank you 337 00:15:53,265 --> 00:15:56,025 for, for sending that, but it was, uh, it was, it really meant a lot. 338 00:15:56,625 --> 00:15:57,405 I love to hear that. 339 00:15:57,405 --> 00:16:00,045 I honestly think, I don't normally promote stuff that I do, but I honestly 340 00:16:00,045 --> 00:16:01,064 think you're gonna like my manifest. 341 00:16:01,064 --> 00:16:02,145 So, John, I think you should read it. 342 00:16:02,205 --> 00:16:02,605 Um, oh, 343 00:16:02,955 --> 00:16:03,975 oh, I will immediately, 344 00:16:04,995 --> 00:16:07,335 you know, the, the, the premise of the room, the reason why to write that is 345 00:16:07,335 --> 00:16:11,205 'cause I was just thinking about how do I convey, you know, this, this idea of the 346 00:16:11,205 --> 00:16:16,275 AI powered consumer and yet industries are looking to create the most efficient. 347 00:16:17,070 --> 00:16:17,880 Experience. 348 00:16:18,450 --> 00:16:21,120 And people do want an efficient experience. 349 00:16:21,120 --> 00:16:23,430 They want a consistent experience, they want a transparent experience, but 350 00:16:23,430 --> 00:16:25,080 they also want a memorable experience. 351 00:16:25,085 --> 00:16:25,305 Mm-hmm. 352 00:16:25,740 --> 00:16:27,750 And it's gotta be the combination of all four things. 353 00:16:28,440 --> 00:16:30,840 And so the ones that get this right, use the AI to create the 354 00:16:30,840 --> 00:16:33,540 memorable experience, not just the efficient, transparent experience. 355 00:16:34,105 --> 00:16:36,175 Right, because then the question really is then what? 356 00:16:36,205 --> 00:16:38,425 Then what is like, what if everyone's fast and almost cheap? 357 00:16:38,425 --> 00:16:38,845 Then what? 358 00:16:38,845 --> 00:16:40,135 It's, everybody's a commodity. 359 00:16:40,495 --> 00:16:41,725 So you have to answer the, then what? 360 00:16:41,725 --> 00:16:43,915 What is your unique wisdom value that you bring? 361 00:16:43,915 --> 00:16:47,125 So as an example, the knowledge worker, like if you're in a meeting and you're 362 00:16:47,125 --> 00:16:49,135 doing a buyer consultation client, right? 363 00:16:49,525 --> 00:16:51,115 And you're in a meeting and you're, and you're really like making 364 00:16:51,115 --> 00:16:52,645 sure they understand the process. 365 00:16:52,825 --> 00:16:55,130 Okay, well now with AI today, like the wisdom worker. 366 00:16:55,665 --> 00:16:58,065 It would, they would know that they've got their AI note taker there, or 367 00:16:58,065 --> 00:16:59,505 either in person or, or over zoom. 368 00:16:59,505 --> 00:16:59,805 Right. 369 00:17:00,075 --> 00:17:02,385 And so what they're doing is that they're now looking to see the 370 00:17:02,385 --> 00:17:05,535 moments where like she reaches over and like touches his shoulder. 371 00:17:05,805 --> 00:17:06,135 Mm. 372 00:17:06,435 --> 00:17:06,675 Right. 373 00:17:06,675 --> 00:17:09,194 Or he's, he like kind of crosses his arms and kind of like, you 374 00:17:09,194 --> 00:17:10,425 know, changes his body position. 375 00:17:10,425 --> 00:17:11,865 You're able to be more present in that way to see. 376 00:17:12,464 --> 00:17:16,244 Like those moments that the AI cannot pick up in the transcription and the 377 00:17:16,244 --> 00:17:19,004 AI won't be able to pick up if they're just searching Zillow, which IGBT. 378 00:17:19,125 --> 00:17:22,784 That's the, that's the human soft skill that agents can really lean 379 00:17:22,784 --> 00:17:25,994 into is those moments that you recognize that the AI cannot do. 380 00:17:26,024 --> 00:17:28,454 'cause AI can process anything faster than you can memorize every 381 00:17:28,454 --> 00:17:31,034 line of every contract faster than you knows every statistic about 382 00:17:31,034 --> 00:17:32,445 every market better than you do. 383 00:17:32,625 --> 00:17:34,545 You can't compete in the machine with those things. 384 00:17:34,725 --> 00:17:35,024 Mm-hmm. 385 00:17:36,015 --> 00:17:38,325 So that's what, so the manifest was just kind of about that. 386 00:17:38,325 --> 00:17:39,360 How, how make that I can't, 387 00:17:39,360 --> 00:17:40,275 I can't wait to dive in. 388 00:17:40,275 --> 00:17:42,435 And, and one of the things you said right there is, is 389 00:17:42,435 --> 00:17:44,595 experience and part of that wisdom. 390 00:17:44,595 --> 00:17:48,705 And I think part of purpose is being able to create that, you know, design 391 00:17:48,705 --> 00:17:51,765 and craft that memorable experience as they're going through even the 392 00:17:51,765 --> 00:17:53,595 home buying and home selling process. 393 00:17:53,925 --> 00:17:54,015 Mm-hmm. 394 00:17:54,255 --> 00:17:54,315 Um. 395 00:17:55,230 --> 00:17:58,500 Um, I, I, I've sent you some stuff with, with Roland, uh, Roland 396 00:17:58,500 --> 00:17:59,939 Fraser, he is more of an m and a guy. 397 00:17:59,969 --> 00:18:00,270 Right. 398 00:18:00,270 --> 00:18:01,415 Acquisitions and mm-hmm. 399 00:18:01,500 --> 00:18:04,649 Kind of, kind of plays in kind of the ballpark consulting for equity. 400 00:18:04,649 --> 00:18:07,139 M and a guy, kind of like what Cody Cody Sanchez does. 401 00:18:07,169 --> 00:18:07,620 Uh, main Street. 402 00:18:07,860 --> 00:18:07,949 Yeah. 403 00:18:07,949 --> 00:18:10,199 You know, acquiring Main Street businesses, but. 404 00:18:11,235 --> 00:18:15,044 What, what Roland kind of roll rolled out earlier this year is the things with a lot 405 00:18:15,044 --> 00:18:18,105 of the consulting and, and what they're seeing is the consolidation of functions 406 00:18:18,105 --> 00:18:22,575 within the traditional org structure, um, of, of companies as they continue to grow. 407 00:18:22,905 --> 00:18:26,175 Instead of having, you know, six, seven seats at the table, it's, it's 408 00:18:26,175 --> 00:18:28,575 really consolidated into like four. 409 00:18:28,845 --> 00:18:28,995 Oh yeah. 410 00:18:28,995 --> 00:18:29,294 It's like, 411 00:18:29,325 --> 00:18:31,064 you know, head of company, head of growth. 412 00:18:31,620 --> 00:18:32,070 Right. 413 00:18:32,189 --> 00:18:34,919 That's, that's balancing sales and marketing. 414 00:18:35,280 --> 00:18:38,639 Then you're bringing, bridging the gap with ops and finance, right? 415 00:18:38,639 --> 00:18:40,530 Because even think about, even in real estate, right? 416 00:18:40,530 --> 00:18:43,649 So much of the stuff can be, can be automated. 417 00:18:43,649 --> 00:18:47,129 There's so much that AI can do on the backend side of things with contracts 418 00:18:47,129 --> 00:18:48,845 and, and processing and, and, and, mm-hmm. 419 00:18:49,260 --> 00:18:50,040 And, and a lot. 420 00:18:50,429 --> 00:18:52,860 Um, but so you're able to bridge the gap with there. 421 00:18:53,100 --> 00:18:57,899 But the other piece, the new piece at the table that he's talking 422 00:18:57,899 --> 00:18:59,939 about, and it ties right into this. 423 00:19:00,360 --> 00:19:01,500 Is head of experience. 424 00:19:01,504 --> 00:19:01,855 Mm-hmm. 425 00:19:02,034 --> 00:19:02,455 Mm-hmm. 426 00:19:02,995 --> 00:19:06,810 And, and like I, I think about this especially, you know, I work with, 427 00:19:06,899 --> 00:19:11,490 you know, individual agents to some of the top teams on the planet. 428 00:19:11,520 --> 00:19:11,610 Mm-hmm. 429 00:19:12,629 --> 00:19:17,070 And anywhere from, you know, one with a couple support to, you know, 430 00:19:17,159 --> 00:19:20,129 150 agent kind of dynamic structure. 431 00:19:20,909 --> 00:19:24,899 So you, you, you have that experience with buyers and sellers. 432 00:19:25,304 --> 00:19:28,395 But you also have the experience with your agents on your team, right? 433 00:19:28,395 --> 00:19:28,485 Mm-hmm. 434 00:19:28,725 --> 00:19:30,314 So that is such a critical component. 435 00:19:30,314 --> 00:19:34,575 When he said that, I was like, gosh dang, that makes so much sense. 436 00:19:35,024 --> 00:19:40,784 And we learned this early on back in a lot in Oklahoma days, Eric, like, we 437 00:19:41,145 --> 00:19:45,495 just, like everything that we did, we did it out of, you know, you know, touching 438 00:19:45,495 --> 00:19:46,754 the hot stove too many times, right? 439 00:19:46,784 --> 00:19:46,875 Mm-hmm. 440 00:19:47,115 --> 00:19:51,794 Just out of pain and necessity and, uh, this is when you 441 00:19:51,794 --> 00:19:52,470 know things weren't selling. 442 00:19:53,385 --> 00:19:57,585 We had over 200 active listings in our inventory, personal on our team. 443 00:19:57,585 --> 00:20:00,554 We had 200 and we're like, oh my gosh, our listing coordinator's getting killed. 444 00:20:00,855 --> 00:20:02,325 Let's get two listing coordinators. 445 00:20:02,745 --> 00:20:04,304 And they were two different personalities. 446 00:20:04,304 --> 00:20:06,254 One loved people, one hated people. 447 00:20:06,254 --> 00:20:09,195 One was great with process, one was terrible with process. 448 00:20:09,524 --> 00:20:12,375 So we're like, why don't we just have one, do all the processing 449 00:20:12,585 --> 00:20:14,175 and one level on the customers? 450 00:20:14,175 --> 00:20:17,865 And we created the customer experience manager that. 451 00:20:18,225 --> 00:20:22,665 Got rewarded for net promoter score, customer reviews, testimonials. 452 00:20:22,965 --> 00:20:23,355 Right? 453 00:20:23,415 --> 00:20:27,645 Like there was an incentive package to focus on the experience. 454 00:20:27,645 --> 00:20:30,855 So when, when I saw that, I was like, oh my God, that makes so much sense. 455 00:20:30,980 --> 00:20:31,399 Mm-hmm. 456 00:20:31,480 --> 00:20:35,985 And I love that as part of the purpose is crafting and designing. 457 00:20:36,645 --> 00:20:39,405 Um, we talk about magical moments, right? 458 00:20:39,409 --> 00:20:39,440 Mm-hmm. 459 00:20:40,365 --> 00:20:41,865 Magical moments don't just happen. 460 00:20:41,865 --> 00:20:43,095 They're designed right. 461 00:20:43,275 --> 00:20:43,485 Totally. 462 00:20:43,485 --> 00:20:44,895 You design magical moments. 463 00:20:44,895 --> 00:20:50,085 So part of, I think, part of the purpose package within your business 464 00:20:50,415 --> 00:20:53,805 to where the puck's going is like, how can I design magical moments? 465 00:20:54,525 --> 00:20:57,375 A real estate transaction for our, for our clients, right? 466 00:20:57,375 --> 00:20:57,465 Mm-hmm. 467 00:20:57,705 --> 00:20:59,115 Like, that's not a commodity. 468 00:20:59,175 --> 00:21:01,305 That's where you can really differentiate and win 469 00:21:02,175 --> 00:21:02,415 it. 470 00:21:02,415 --> 00:21:06,405 It's, it's so funny because we, we talked about this, and it sounds obvious, right? 471 00:21:06,405 --> 00:21:08,715 It sounds obvious, but, but for some reason it's not, because that's not 472 00:21:08,715 --> 00:21:11,235 the way that people are generally operating their businesses, so. 473 00:21:11,780 --> 00:21:13,550 So where the, where the puck is going. 474 00:21:13,550 --> 00:21:16,399 Just let's, let's back up that up with a little bit of statistics, John, 475 00:21:16,399 --> 00:21:18,860 just so we know, like these aren't just opinions that we just have. 476 00:21:19,399 --> 00:21:19,490 Mm-hmm. 477 00:21:19,491 --> 00:21:19,501 Right. 478 00:21:19,550 --> 00:21:22,280 We all know Chat GT was really the fastest application to get to 479 00:21:22,280 --> 00:21:23,600 a hundred million users, right? 480 00:21:23,600 --> 00:21:26,389 Like people say threads, Instagram threads were, but that's only 481 00:21:26,389 --> 00:21:28,850 because they converted, you know, Instagram to threads accounts. 482 00:21:28,850 --> 00:21:30,740 Not, they didn't get a million, a hundred million people fast. 483 00:21:31,010 --> 00:21:33,740 How, how many people signed up for threads and then is actually gone back to threads. 484 00:21:33,745 --> 00:21:34,605 I would like to know, yeah, 485 00:21:34,605 --> 00:21:36,470 so you can see stats with threads at the top. 486 00:21:36,500 --> 00:21:37,490 That's just because it converted. 487 00:21:37,550 --> 00:21:38,210 You know, I get 488 00:21:38,210 --> 00:21:40,070 trick, I get tricked into going back to threads. 489 00:21:40,070 --> 00:21:43,010 I click on a post, I'm like, oh, that's inter, ah, take me to threads. 490 00:21:43,010 --> 00:21:43,274 I'm outta here. 491 00:21:43,274 --> 00:21:43,534 It seems like a 492 00:21:43,730 --> 00:21:44,330 ghost town. 493 00:21:44,330 --> 00:21:44,780 Yeah. 494 00:21:44,780 --> 00:21:45,200 We go there. 495 00:21:45,200 --> 00:21:45,470 Right. 496 00:21:45,950 --> 00:21:49,760 Um, and that's the opposite of like the, like the trends aren't just like kind 497 00:21:49,760 --> 00:21:51,169 of steady that people are going to ai. 498 00:21:51,169 --> 00:21:55,280 It's like, you know, last month alone, I think it was, no, it was actually, 499 00:21:55,490 --> 00:21:59,780 it was October stats now, but it was six point, nearly 6.2 billion visitors. 500 00:22:00,300 --> 00:22:04,200 You know, had they had to chat, bt they had 6.2 billion site 501 00:22:04,200 --> 00:22:06,689 visits, 6.2 billion, right? 502 00:22:06,689 --> 00:22:06,780 Mm-hmm. 503 00:22:07,020 --> 00:22:09,659 There's, there's nine, there's 900 active weekly users in chat. 504 00:22:09,659 --> 00:22:12,330 Bt now just chat GBT alone, right? 505 00:22:12,330 --> 00:22:15,629 Like, so, so I'm talking about an exponential just boom in, in the 506 00:22:15,629 --> 00:22:18,780 transition from the internet of search to the internet of conversations. 507 00:22:19,470 --> 00:22:21,990 And, and I want people understand that like now we have statistics 508 00:22:21,990 --> 00:22:24,510 that chat, dute and Gemini, they released some statistics. 509 00:22:24,510 --> 00:22:28,889 So we know now that more than 70% of the messages used in chat inside of 510 00:22:28,889 --> 00:22:32,909 Chad DT is for personal reasons like about buying a house and getting a 511 00:22:32,909 --> 00:22:36,030 loan and moving schools and where to go for a restaurant, right? 512 00:22:36,240 --> 00:22:37,740 So those are the types of conversations. 513 00:22:37,740 --> 00:22:39,570 Nearly 30% they're looking for advice. 514 00:22:40,215 --> 00:22:41,415 Over 22%. 515 00:22:41,415 --> 00:22:43,395 They're looking for like sort of information like 516 00:22:43,395 --> 00:22:44,895 how to like teach me things. 517 00:22:45,225 --> 00:22:47,055 And nearly 30% is in writing. 518 00:22:47,145 --> 00:22:50,715 Like, help me, like communicate things so they're not searching for houses. 519 00:22:50,715 --> 00:22:53,205 And so there, there's lots of people in this industry that are teaching a 520 00:22:53,205 --> 00:22:55,995 EO or GEO or how to be found by chat. 521 00:22:56,115 --> 00:22:59,475 Bt, but they're, but they're teaching agents thinking like 522 00:22:59,475 --> 00:23:01,035 the agent, not like the consumer. 523 00:23:01,095 --> 00:23:04,155 They're teaching the agents how to rank for like top 10 agents 524 00:23:04,155 --> 00:23:06,135 in, you know, uh, Cleveland, Ohio. 525 00:23:06,930 --> 00:23:09,545 That's not what the consumers are using chat d for No way. 526 00:23:10,110 --> 00:23:10,320 No. 527 00:23:10,320 --> 00:23:11,310 Is that, does that make sense? 528 00:23:11,340 --> 00:23:11,430 Mm-hmm. 529 00:23:11,670 --> 00:23:14,190 They're, they're upstream of those having conversations, so we wanna talk about 530 00:23:14,190 --> 00:23:16,830 like, optimizing for the right sorts of questions too online at some point. 531 00:23:17,520 --> 00:23:24,120 Yeah, no, I, I, you're so spot on and, you know, I know kind of in the, the SEO 532 00:23:24,960 --> 00:23:28,860 is dying and, and where, you know, GEOI wanna get into that with you, but like. 533 00:23:29,250 --> 00:23:30,180 I'm guilty of it. 534 00:23:30,360 --> 00:23:33,300 Like I'm still, I'm still the Google guy, right? 535 00:23:33,300 --> 00:23:34,350 I'm gonna go to Google first. 536 00:23:34,350 --> 00:23:35,070 That's my default. 537 00:23:35,070 --> 00:23:37,500 It's been my, you know, default behavior for 538 00:23:37,950 --> 00:23:38,190 yeah, 539 00:23:38,940 --> 00:23:40,260 however long Google's been around. 540 00:23:40,950 --> 00:23:44,880 And I get mad if Gemini doesn't gimme a breakdown. 541 00:23:44,880 --> 00:23:47,040 Like, I will refresh or I'll click the button. 542 00:23:47,040 --> 00:23:48,750 I'm like, what are you like, what, what are you doing here? 543 00:23:48,750 --> 00:23:50,010 Gimme are you, gimme, gimme a breakdown. 544 00:23:50,010 --> 00:23:50,580 Where are you at? 545 00:23:50,850 --> 00:23:51,120 Tell me. 546 00:23:51,245 --> 00:23:54,360 And, and like, I. You're so spot on, man. 547 00:23:54,360 --> 00:23:55,920 I don't click links anymore. 548 00:23:55,980 --> 00:23:59,490 Like, I don't like, you know, some things that I, I'll, I'll, I'll, I'll look at it 549 00:23:59,490 --> 00:24:02,130 and I'll be like, eh, let me, let me, let me, let me look a little bit more, right? 550 00:24:02,130 --> 00:24:05,280 Because I have a little bit more intuition and into that 551 00:24:05,610 --> 00:24:07,200 wisdom, if you will, to be like, 552 00:24:07,410 --> 00:24:07,560 Hmm. 553 00:24:08,250 --> 00:24:09,930 But that's also part of my discernment, right? 554 00:24:09,930 --> 00:24:13,650 You know, I just kind of, my working genius, so I'm kind of wired to, to 555 00:24:13,650 --> 00:24:14,940 challenge and question everything. 556 00:24:15,540 --> 00:24:20,610 And, and so most of the time, Eric, like, I'm good with what it gives me. 557 00:24:21,240 --> 00:24:23,965 Like, like even my discernment kicks in and I'm like, okay. 558 00:24:24,675 --> 00:24:26,775 That, that sounds sounds pretty legit to me. 559 00:24:26,775 --> 00:24:28,380 So you're so spot on. 560 00:24:28,380 --> 00:24:28,570 And that's 561 00:24:28,570 --> 00:24:31,845 93% of them, like statistically 93% of the time, that is the 562 00:24:31,845 --> 00:24:33,045 normal thing that happens. 563 00:24:33,525 --> 00:24:35,415 So you, you are not alone. 564 00:24:35,415 --> 00:24:37,185 Like that is the normal thing that's happening. 565 00:24:37,185 --> 00:24:40,365 And that's, so this is the, I hope people like hear this as not like, 566 00:24:40,365 --> 00:24:41,685 oh my God, I learned something new. 567 00:24:41,865 --> 00:24:44,775 No, this means that now it's a more of a level playing field than ever. 568 00:24:44,895 --> 00:24:46,905 Like this is an exciting bit of information. 569 00:24:47,230 --> 00:24:49,720 'cause now Zillow's trying to fight for the same footing here as you are. 570 00:24:49,720 --> 00:24:53,080 But the thing is, the conversations that are happening online are more nuanced 571 00:24:53,080 --> 00:24:54,460 than I'm just looking for a listing. 572 00:24:54,640 --> 00:24:57,460 And then Zillow captures 'em and then they go through the process. 573 00:24:57,640 --> 00:24:59,950 They're having all these conversations before they get to Zillow as well. 574 00:24:59,950 --> 00:25:01,000 Zillow has the same problem. 575 00:25:01,000 --> 00:25:03,550 Now this is an exciting thing that we have a level playing 576 00:25:03,550 --> 00:25:05,050 field, just to be clear this way. 577 00:25:05,530 --> 00:25:10,480 So maybe not knowing the exact answer or, or maybe maybe you have, you know. 578 00:25:11,085 --> 00:25:16,245 The complete answer, but as far as moving in the right direction, how 579 00:25:16,245 --> 00:25:18,195 should we be thinking about this? 580 00:25:18,195 --> 00:25:20,775 Even, even Main Street America business, right? 581 00:25:20,775 --> 00:25:23,295 Like, I mean, no matter what, I, I still think you, this, this 582 00:25:23,295 --> 00:25:25,815 applies across any industry. 583 00:25:26,445 --> 00:25:29,205 How, how should we be thinking about. 584 00:25:29,595 --> 00:25:33,885 You know, not optimizing for SEO, but how should we be creating content? 585 00:25:33,915 --> 00:25:36,975 How should our websites, how, how should our social, how should 586 00:25:36,975 --> 00:25:38,835 things, how should we be planning? 587 00:25:38,835 --> 00:25:40,125 So this is fantastic, right? 588 00:25:40,125 --> 00:25:45,375 As we're going into a new year, new new initiatives, especially a new quarter. 589 00:25:45,675 --> 00:25:49,305 Um, and, and it's even perfect timing because statistically, especially in real 590 00:25:49,305 --> 00:25:50,925 estate, this is the slow season, right? 591 00:25:50,925 --> 00:25:54,165 Q1 is statistically the clo, the, the slowest time of the year, 592 00:25:54,165 --> 00:25:56,895 which gives you a little more opportunity to fine tune things. 593 00:25:57,345 --> 00:25:57,465 Mm-hmm. 594 00:25:57,825 --> 00:26:02,535 What are, what are some of the things that no matter if we're mortgage, if 595 00:26:02,535 --> 00:26:08,235 we're title, if we're, you know, um, doing contract work or home inspections or 596 00:26:08,235 --> 00:26:12,825 whatever, that getting a massive bite of this apple within the real estate space. 597 00:26:13,785 --> 00:26:17,925 How should we be thinking about content online moving into the new year? 598 00:26:18,465 --> 00:26:21,855 The first weird, weird, I'm just gonna say it's weird 'cause it feels 599 00:26:21,855 --> 00:26:23,055 weird for me to say it out loud. 600 00:26:23,235 --> 00:26:26,565 So the weird concept we have to get used to now is that we no longer 601 00:26:26,565 --> 00:26:28,095 just write our content for humans. 602 00:26:28,905 --> 00:26:29,385 Hmm. 603 00:26:30,345 --> 00:26:31,815 It's a, it's a weird thing to think about. 604 00:26:31,815 --> 00:26:35,175 Oh, I actually have to a strategy now of writing content and 605 00:26:35,175 --> 00:26:38,690 positioning my expertise and my wisdom and my brand for ai. 606 00:26:39,885 --> 00:26:42,765 It's a weird thing to like set up, but that is the first thing 607 00:26:42,765 --> 00:26:43,935 to really fully understand. 608 00:26:44,355 --> 00:26:46,935 AI uses the internet differently than your consumers did, right? 609 00:26:48,360 --> 00:26:50,580 Consumer search for keywords in Google. 610 00:26:50,580 --> 00:26:52,530 So you did keyword, SEO ranking. 611 00:26:52,560 --> 00:26:56,760 And by the way, SEO is still a fundamental part of a e, o and GEO. 612 00:26:56,970 --> 00:26:57,690 It's not dead. 613 00:26:57,690 --> 00:26:59,550 I don't like it when people say like, SEO is dead. 614 00:26:59,550 --> 00:27:01,740 'cause it's still a fundamental component of it. 615 00:27:01,740 --> 00:27:03,510 It's like the foundation building blocks of it. 616 00:27:03,899 --> 00:27:07,050 But once you have that, that those are the basics, then you have to add on 617 00:27:07,050 --> 00:27:08,700 your strategies for a, e, o and GEO. 618 00:27:08,850 --> 00:27:11,669 And just to be clear, the difference between the two, 'cause I also hear a 619 00:27:11,669 --> 00:27:14,895 lot of people using those interchangeably like a, e, o and GEO is the same thing. 620 00:27:15,720 --> 00:27:18,120 It's not, you have answer engine optimization and you have 621 00:27:18,120 --> 00:27:20,220 generation engine optimization. 622 00:27:20,250 --> 00:27:25,860 So think about it like one is like, do you want to be listed in the answer like who's 623 00:27:25,860 --> 00:27:28,350 the top 10 agents for Wesleyan, Oregon? 624 00:27:28,740 --> 00:27:30,000 Then that's an answer. 625 00:27:30,000 --> 00:27:31,050 Engine optimization. 626 00:27:31,050 --> 00:27:34,290 You want to be in like part, like given as the answer. 627 00:27:34,770 --> 00:27:38,100 The other generation strategy is part of the generation, so. 628 00:27:38,700 --> 00:27:43,050 If you say like, um, uh, let's say like a life event, like 629 00:27:43,050 --> 00:27:45,090 unfortunately, like somebody in your family member passed away, so 630 00:27:45,090 --> 00:27:46,500 you have to sell the house, right? 631 00:27:46,950 --> 00:27:49,890 So the life event is, is some sort of death in the family. 632 00:27:49,890 --> 00:27:53,400 And then the, the question now is like, oh, you know, my uncle passed away. 633 00:27:53,400 --> 00:27:55,230 Is Oregon a community property state? 634 00:27:55,560 --> 00:27:58,290 Like that, that sort of like generation question. 635 00:27:58,290 --> 00:28:01,230 So now the AI has some information in its training data, but 636 00:28:01,230 --> 00:28:02,520 also searches the internet. 637 00:28:02,700 --> 00:28:04,260 And if you notice, it'll cite the sources. 638 00:28:04,260 --> 00:28:05,460 Like where, where did it get? 639 00:28:05,865 --> 00:28:09,075 Well online sources, it used to give you the answer that generated 640 00:28:09,375 --> 00:28:12,165 so you can be part of the answer or you can be part of the source. 641 00:28:12,345 --> 00:28:13,605 That's the voice of authority. 642 00:28:13,605 --> 00:28:16,695 It's noted in the generations, those are two different strategies and 643 00:28:16,695 --> 00:28:19,215 people kind of don't understand the two different things, but they really are 644 00:28:19,215 --> 00:28:20,475 two different strategies to be clear. 645 00:28:21,015 --> 00:28:21,615 Okay. 646 00:28:21,615 --> 00:28:25,430 And, and I'm sure you can ask AI to help you develop the strategies to, 647 00:28:25,545 --> 00:28:26,925 to differentiate between all three. 648 00:28:26,925 --> 00:28:27,195 Right? 649 00:28:27,200 --> 00:28:30,790 Well, well actually it's funny, you can a little bit, but unless you know. 650 00:28:31,544 --> 00:28:34,245 Unless you're the expert in it, the AI is just gonna give you the generic 651 00:28:34,245 --> 00:28:35,774 answer, almost like anything else. 652 00:28:36,465 --> 00:28:40,485 So, you know, AI can only give you as good of an answer as, 653 00:28:40,485 --> 00:28:42,075 as, as good of your question. 654 00:28:42,225 --> 00:28:45,105 And if, unless you're the expert, you don't know how good your question can be. 655 00:28:45,465 --> 00:28:48,105 So you get stuck in these little loops, like there's these ceilings, right? 656 00:28:48,435 --> 00:28:50,085 So I built a whole piece of software for it. 657 00:28:50,085 --> 00:28:52,845 In fact, I'm, your users are gonna be able to use this. 658 00:28:52,875 --> 00:28:56,595 And because I wanted to monitor our own brand. 659 00:28:56,595 --> 00:28:58,095 And then I also wanted to understand. 660 00:28:58,524 --> 00:29:02,125 My competitors are being talked about online and then also wanna see like, 661 00:29:02,695 --> 00:29:06,774 uh, over time if the competitors are like releasing pieces of content or 662 00:29:06,774 --> 00:29:09,685 information, a specific topic and now perplexity is picking them up more. 663 00:29:09,685 --> 00:29:10,345 I wanna see that. 664 00:29:10,795 --> 00:29:13,375 So we, I build a piece of software, man, I'm calling it Halo. 665 00:29:13,825 --> 00:29:18,655 And so it monitors a brand, uh, across all five large language models. 666 00:29:18,655 --> 00:29:22,254 That's Scro, perplexity, Gemini, Claude and Cha gbt. 667 00:29:22,855 --> 00:29:26,725 And it also works with you to help you realize what conversations 668 00:29:26,725 --> 00:29:27,745 do you wanna be a part of. 669 00:29:27,780 --> 00:29:30,629 Mm, which is the important part. 670 00:29:30,629 --> 00:29:33,300 Meaning like you have these life events, like I talked about, like what 671 00:29:33,300 --> 00:29:36,305 happens, death, divorce, debt, you know, things that you know need to upsell, 672 00:29:36,310 --> 00:29:37,889 downsell, these sorts of life events. 673 00:29:38,310 --> 00:29:40,320 Then you have the problems you have to work through to get to it. 674 00:29:40,320 --> 00:29:42,360 And then they have the search for the agent or the property. 675 00:29:42,360 --> 00:29:43,470 So there's three different things. 676 00:29:44,100 --> 00:29:46,320 So the system kind of walks through and like helps you decide what 677 00:29:46,320 --> 00:29:47,910 conversations you just wanna be part of. 678 00:29:48,480 --> 00:29:51,030 And, and so this isn't actually a different thinking, like people, the 679 00:29:51,030 --> 00:29:54,750 reason why people wanna do open houses before John is 'cause that got you 680 00:29:54,750 --> 00:29:56,580 into conversations about real estate. 681 00:29:56,970 --> 00:29:57,240 Yeah. 682 00:29:57,810 --> 00:30:00,419 You are in the flow of home buyers and sellers having 683 00:30:00,419 --> 00:30:01,409 conversations about real estate. 684 00:30:01,409 --> 00:30:02,669 That's why agents do open houses. 685 00:30:03,000 --> 00:30:04,260 This is the same sort of thinking. 686 00:30:04,260 --> 00:30:06,990 You just gotta strategize, okay, how do I be part of this conversation 687 00:30:07,169 --> 00:30:08,760 between my consumer and ais? 688 00:30:09,030 --> 00:30:10,830 And then you run that game forward, right? 689 00:30:10,830 --> 00:30:14,189 So the software helps you run that game forward as content building software. 690 00:30:14,189 --> 00:30:16,469 So it identifies everything you need to do and helps you write 691 00:30:16,469 --> 00:30:19,110 the content specifically, both for humans and for ai, both. 692 00:30:19,935 --> 00:30:21,555 Hey, quick break before we move on. 693 00:30:22,005 --> 00:30:25,185 If you've ever wished you could clone yourself to handle all the behind 694 00:30:25,185 --> 00:30:28,275 the scenes stuff in your business, I've got the next best thing. 695 00:30:28,905 --> 00:30:34,185 Coach kitchens.ai is your 24 7 AI powered real estate business assistant. 696 00:30:34,755 --> 00:30:38,715 It's built for agents who wanna stop guessing and start executing faster. 697 00:30:39,165 --> 00:30:43,395 Check it out@coachkitchens.ai and see how it can plug right 698 00:30:43,400 --> 00:30:44,230 into your business today. 699 00:30:45,750 --> 00:30:47,100 All right, back to the episode. 700 00:30:49,679 --> 00:30:50,159 Wow. 701 00:30:50,159 --> 00:30:54,990 So being able to tap into, you know, the, the information that's sifting and 702 00:30:54,990 --> 00:30:59,669 sorting all the noise out there, but it's feeding you, kind of curating your own, 703 00:30:59,879 --> 00:31:04,320 um, you know, feed based upon what's, what's important to you and your goals 704 00:31:04,320 --> 00:31:05,580 and what you're trying to accomplish. 705 00:31:06,120 --> 00:31:12,000 Then that allows you then to develop the content strategy from that point, right? 706 00:31:12,000 --> 00:31:12,240 Exactly. 707 00:31:12,240 --> 00:31:13,170 So you kind of write things right. 708 00:31:13,170 --> 00:31:14,010 Order, right, right. 709 00:31:14,670 --> 00:31:15,030 Things, right 710 00:31:15,030 --> 00:31:15,270 order. 711 00:31:15,270 --> 00:31:17,820 And you have to have the, you have to have the information first, the data first. 712 00:31:17,820 --> 00:31:19,050 You have to be able to know, like. 713 00:31:19,365 --> 00:31:22,755 What the conversations are being, say what AI is talking about, what sources it 714 00:31:22,755 --> 00:31:26,685 sites, what competitors it mentions, and then you can have a strategy to game that 715 00:31:26,685 --> 00:31:28,155 system once you have all those factors. 716 00:31:29,685 --> 00:31:31,425 That's so amazing. 717 00:31:31,515 --> 00:31:34,575 And you know, the, the whole tool, right? 718 00:31:35,415 --> 00:31:36,915 Zi Satori. 719 00:31:36,975 --> 00:31:39,420 Now Canvas, obviously with Spark Pad. 720 00:31:39,820 --> 00:31:43,485 I mean, it was this, this whole journey for you was just kind of built out 721 00:31:43,485 --> 00:31:45,135 of a necessity to solve a problem. 722 00:31:46,110 --> 00:31:47,730 For your daughter at school? 723 00:31:47,735 --> 00:31:47,975 Yeah. 724 00:31:48,270 --> 00:31:48,570 Yeah. 725 00:31:48,600 --> 00:31:50,040 That, and it's, it. 726 00:31:50,399 --> 00:31:53,580 I think you've taken that, it sounds like you're, you're still taking that same. 727 00:31:54,195 --> 00:31:59,715 You know, I got this problem or I need this, so let me develop this to help me, 728 00:31:59,895 --> 00:32:04,485 you know, solve through, solve through problems and, and how the whole, um, 729 00:32:04,544 --> 00:32:09,165 you know, really your whole ecosystem that you're building is, has come to be. 730 00:32:10,065 --> 00:32:14,385 It's, it, the, the problem really, like agents don't care or nor should 731 00:32:14,385 --> 00:32:18,070 they care about a EO or GEO or SEO, they just want to be found. 732 00:32:18,764 --> 00:32:19,905 The best agent doesn't win. 733 00:32:19,905 --> 00:32:21,165 The most known agent wins. 734 00:32:21,165 --> 00:32:22,544 We know this unfortunately, right? 735 00:32:23,115 --> 00:32:26,415 People can be technically proficient and totally broke in this business. 736 00:32:26,595 --> 00:32:26,715 Mm-hmm. 737 00:32:26,955 --> 00:32:28,754 So, you know, how do you, how do you get found? 738 00:32:28,784 --> 00:32:30,524 How do you get trusted and how do you scale? 739 00:32:30,524 --> 00:32:32,445 Those are really the three things that you have to answer. 740 00:32:32,445 --> 00:32:35,985 And so my, the systems in the, in the pieces of software that we're building 741 00:32:36,165 --> 00:32:37,514 are really like, how do you get found? 742 00:32:38,054 --> 00:32:40,365 How do you, how do you stay trusted in this new world? 743 00:32:40,455 --> 00:32:41,385 And then how do you scale? 744 00:32:42,060 --> 00:32:44,880 And it's kind of those three bullet points that we're trying to answer 745 00:32:44,880 --> 00:32:47,160 very clearly with AI augmentation. 746 00:32:47,520 --> 00:32:50,760 So we can take those best of the best of people that really do understand 747 00:32:50,760 --> 00:32:53,700 the wisdom worker that do want to elevate themselves, that do wanna 748 00:32:53,700 --> 00:32:55,860 stay in the business for a while, and then make sure they're relevant 749 00:32:55,860 --> 00:32:56,910 as long as that they want to be. 750 00:32:57,330 --> 00:32:57,630 Yeah, 751 00:32:57,840 --> 00:32:58,800 it's really wanna focus on, 752 00:32:59,220 --> 00:33:00,000 dude, I love it. 753 00:33:00,000 --> 00:33:04,140 And you know, we were, we were chatting before we, we hit go and 754 00:33:04,140 --> 00:33:07,230 I was just kind of sharing a story with a client yesterday, right. 755 00:33:07,290 --> 00:33:08,430 Just utilizing. 756 00:33:09,345 --> 00:33:10,725 Was it tool number one, spark Pad. 757 00:33:10,785 --> 00:33:12,050 Being able to use usepa? 758 00:33:12,055 --> 00:33:12,225 Yeah. 759 00:33:12,285 --> 00:33:13,875 Use, use Spark Pad. 760 00:33:14,415 --> 00:33:17,835 And we were just, we were, we were in a coaching session and we were 761 00:33:17,835 --> 00:33:20,565 kind of talking through, and she's got an incredible value proposition 762 00:33:20,565 --> 00:33:22,875 to where her niche is investors. 763 00:33:22,875 --> 00:33:24,195 She doesn't help 'em find the property. 764 00:33:24,195 --> 00:33:27,435 She helps 'em once they get that property rehab to sell the property. 765 00:33:27,735 --> 00:33:30,375 So they wanna sell fast and obviously for the most amount of money. 766 00:33:30,615 --> 00:33:30,735 Yeah. 767 00:33:30,735 --> 00:33:33,615 But she brings a unique value proposition because she has. 768 00:33:34,050 --> 00:33:34,590 Staging. 769 00:33:35,010 --> 00:33:35,100 Mm-hmm. 770 00:33:35,340 --> 00:33:38,730 And so she incorporates that into her value proposition and you know, I was 771 00:33:38,730 --> 00:33:40,050 like, okay, we got the box trucks. 772 00:33:40,110 --> 00:33:41,340 When are we getting them wrapped? 773 00:33:41,400 --> 00:33:41,670 Right. 774 00:33:41,675 --> 00:33:42,105 That was mine. 775 00:33:42,125 --> 00:33:42,545 Mm-hmm. 776 00:33:42,630 --> 00:33:45,750 And it's funny because I've been having the, the wrap moving van conversation, 777 00:33:45,840 --> 00:33:48,030 um, uh, quite frequently here lately. 778 00:33:48,540 --> 00:33:54,300 As for us, that was, that was probably the best on boots on ground marketing 779 00:33:54,840 --> 00:33:57,570 ploy that we ever, that we ever rolled out, especially small town. 780 00:33:57,570 --> 00:33:57,660 Mm-hmm. 781 00:33:57,900 --> 00:34:00,750 It was the best thing because it's a mobile billboard, it's everywhere. 782 00:34:00,990 --> 00:34:01,230 Right. 783 00:34:01,560 --> 00:34:01,770 And. 784 00:34:02,490 --> 00:34:04,560 Um, you either let your clients use it or not. 785 00:34:04,590 --> 00:34:07,889 The biggest thing for us that we're, we got the most traction was 786 00:34:07,889 --> 00:34:11,400 letting, you know, charities and organizations utilize it as well, right? 787 00:34:11,429 --> 00:34:11,520 Mm-hmm. 788 00:34:11,759 --> 00:34:14,850 So that's going to it, it was going there, it's set in front of our office. 789 00:34:14,850 --> 00:34:16,199 It was truly a mobile billboard. 790 00:34:17,190 --> 00:34:17,850 And 791 00:34:19,860 --> 00:34:22,259 we're going through, we're having the conversation and, and we're talking about 792 00:34:22,259 --> 00:34:24,840 what is the, what is the message, right? 793 00:34:24,840 --> 00:34:26,009 Ours, because. 794 00:34:26,670 --> 00:34:29,700 We just motivated seller was always our, our play. 795 00:34:29,700 --> 00:34:30,810 So we had guaranteed sell. 796 00:34:30,840 --> 00:34:33,825 I mean, that's, I got into the business guaranteed sell and I, 797 00:34:34,020 --> 00:34:35,760 you know, it's that or cash offer. 798 00:34:36,120 --> 00:34:36,240 Mm-hmm. 799 00:34:36,480 --> 00:34:36,570 And, 800 00:34:37,860 --> 00:34:39,540 and you know, she's like, I don't wanna go do that. 801 00:34:39,540 --> 00:34:40,080 I wanna do that. 802 00:34:40,080 --> 00:34:40,890 I was like, hold on. 803 00:34:41,295 --> 00:34:45,554 I said, let's, let's talk through this opened up Spark pad and we 804 00:34:45,554 --> 00:34:46,844 started going through, right? 805 00:34:46,844 --> 00:34:50,324 And I was like, Hey, this is, this is who she is, this is her, 806 00:34:50,355 --> 00:34:52,275 you know, her specific niche. 807 00:34:52,275 --> 00:34:53,654 This is her value proposition. 808 00:34:53,654 --> 00:34:55,034 This is what she brings to the table. 809 00:34:55,395 --> 00:34:58,695 And then, you know, pull out, ask me as many questions as you need, 810 00:34:58,695 --> 00:35:01,215 as long as you ask me one question at a time until we can get enough 811 00:35:01,215 --> 00:35:03,645 information to, you know, really nail. 812 00:35:03,884 --> 00:35:09,855 Her specific unique value proposition to her market, and it just like 813 00:35:09,884 --> 00:35:14,325 going through, going through, going through and we, we whittle it down. 814 00:35:14,325 --> 00:35:15,765 It's like, okay, here, here's a couple options. 815 00:35:15,765 --> 00:35:20,355 You can play this option, you can play this option, you can play this option, or 816 00:35:20,805 --> 00:35:25,815 you can play this option, which was the branded naming convention to her process. 817 00:35:25,960 --> 00:35:26,380 Mm-hmm. 818 00:35:28,395 --> 00:35:32,895 Literally her mouth, her her mouth was open, her jaw dropped when we got to 819 00:35:32,895 --> 00:35:39,675 it and ended up creating this unique branded pro, you know, proprietary 820 00:35:39,675 --> 00:35:45,315 process that we name in convention, that she does it this way and something Eric 821 00:35:45,345 --> 00:35:49,485 that like, 'cause you and I have done this, uh, I mean, how many times, right? 822 00:35:49,485 --> 00:35:51,675 Going through developing value proposition, what is our value 823 00:35:51,675 --> 00:35:52,935 proposition to the market? 824 00:35:54,405 --> 00:35:56,145 Things that would take days. 825 00:35:56,415 --> 00:35:56,535 Mm-hmm. 826 00:35:56,780 --> 00:35:56,890 Weeks. 827 00:35:56,890 --> 00:36:01,665 Sometimes we would, we would marinate it on for over a extended period of time. 828 00:36:01,755 --> 00:36:03,735 We did in 28 minutes. 829 00:36:03,825 --> 00:36:04,215 Yeah. 830 00:36:04,450 --> 00:36:04,770 I love it. 831 00:36:05,460 --> 00:36:05,970 Dude, it was 832 00:36:06,180 --> 00:36:06,810 so amazing. 833 00:36:06,810 --> 00:36:07,710 She was blown away. 834 00:36:07,710 --> 00:36:09,060 And of course, you know, built in. 835 00:36:09,060 --> 00:36:10,560 I was like, do you want me to email it to you? 836 00:36:10,560 --> 00:36:12,060 Yes, please email that to me. 837 00:36:12,120 --> 00:36:15,089 And, you know, then able to forward it right over to her 838 00:36:15,210 --> 00:36:16,560 and now she's off and running. 839 00:36:16,560 --> 00:36:17,339 Now she's got it. 840 00:36:17,339 --> 00:36:19,470 And what a, what a great tool. 841 00:36:19,470 --> 00:36:22,230 And, and even to your point, right, like even being able to work through. 842 00:36:22,530 --> 00:36:25,740 With your clients and their situation, what are you trying to accomplish? 843 00:36:25,740 --> 00:36:26,070 I don't know. 844 00:36:26,070 --> 00:36:26,940 Let's walk through this. 845 00:36:26,940 --> 00:36:27,840 Let's talk through this. 846 00:36:28,230 --> 00:36:31,590 And just being able to, to leverage AI one, you know, earlier 847 00:36:31,590 --> 00:36:33,450 conversations that we had this year. 848 00:36:34,020 --> 00:36:38,010 Um, you know, you don't let the AI lead, you lead with the AI 849 00:36:38,010 --> 00:36:41,400 empowering you and just knowing how to navigate and ask questions. 850 00:36:41,400 --> 00:36:42,540 It was, it was so amazing. 851 00:36:42,540 --> 00:36:43,590 But, um. 852 00:36:45,150 --> 00:36:50,820 How else are you solving for those, those three, you know, key 853 00:36:50,820 --> 00:36:54,060 bullet points, obviously, you know, being able to utilize, you know. 854 00:36:55,935 --> 00:36:57,585 Zi within the Spark pad. 855 00:36:57,735 --> 00:37:01,065 You know, I, I, I love the Zi because it's, it's especially dealing with real 856 00:37:01,065 --> 00:37:03,165 estate, it's built for real estate. 857 00:37:03,585 --> 00:37:06,225 Whereas you have the other options, man, you can drop in chat, GPT, you 858 00:37:06,225 --> 00:37:07,275 can drop in all the other things. 859 00:37:07,275 --> 00:37:10,005 And people, when I tell people about it, they're like, I can, I can cancel my gp. 860 00:37:10,185 --> 00:37:11,384 I can cancel my chat. 861 00:37:11,384 --> 00:37:11,745 GPT. 862 00:37:12,525 --> 00:37:13,424 Yeah, you can cancel that. 863 00:37:14,085 --> 00:37:15,765 And, and so being able to utilize it. 864 00:37:15,765 --> 00:37:17,895 So Halo, profound. 865 00:37:18,465 --> 00:37:18,585 Mm-hmm. 866 00:37:18,825 --> 00:37:19,575 Trusted scale. 867 00:37:19,610 --> 00:37:22,845 What, what else are you developing to, to, to help? 868 00:37:23,370 --> 00:37:29,520 You know, agents or small business to be able to navigate with these three things. 869 00:37:30,000 --> 00:37:33,090 Within the ecosystem that you guys are, are, uh, building? 870 00:37:33,390 --> 00:37:33,660 Yeah. 871 00:37:33,660 --> 00:37:37,620 So Halo answers all of the questions for A-E-O-G-E-O-S-E-O it's a 872 00:37:37,620 --> 00:37:41,220 complete ecosystem 'cause there isn't even a content studio in it. 873 00:37:41,759 --> 00:37:44,970 So the content studio says, all right, this is the conversation or the prompt 874 00:37:44,970 --> 00:37:48,900 that I want to be, you know, maximized towards, let's say, um, let's say, uh. 875 00:37:50,065 --> 00:37:52,075 I'm a veteran looking to do a VA loan. 876 00:37:52,225 --> 00:37:55,105 Um, do I need like an 800 credit score or some sort of issue? 877 00:37:55,105 --> 00:37:57,655 Like they, they conflate credit score in getting a VA loan together. 878 00:37:57,655 --> 00:38:00,055 Let's say you wanna be part of the conversation some way it helps you 879 00:38:00,055 --> 00:38:02,815 identify that helps you identify the sources, the strategy, and then it helps 880 00:38:02,815 --> 00:38:05,695 you write all the content necessary to actually be ranked for that conversation. 881 00:38:05,695 --> 00:38:06,535 That's a complete thing. 882 00:38:07,255 --> 00:38:11,125 Spark Pad is the purpose built sort of chat, GBT. 883 00:38:11,125 --> 00:38:12,745 So the next version of Spark Padd buddy. 884 00:38:13,045 --> 00:38:16,075 Um, in fact, I'll just, I'll show you just really quick so you can 885 00:38:16,075 --> 00:38:17,365 be the first to actually see it. 886 00:38:17,985 --> 00:38:24,705 Um, and the reason why I'm showing you this is because, here you go, this one, 887 00:38:25,275 --> 00:38:28,695 so as an example, when somebody says like, Hey, I just wanna know, like. 888 00:38:29,009 --> 00:38:31,290 What I should use it for, how I should use it. 889 00:38:31,290 --> 00:38:33,600 And so we've just kind of taken away and done all the heavy lifting. 890 00:38:33,870 --> 00:38:35,520 So if you see on the left hand side, we have all these different 891 00:38:35,520 --> 00:38:38,819 personas, and then your version, John, through your, your, your, uh, 892 00:38:38,819 --> 00:38:42,990 program will have all of your personas and, uh, tasks over here sparks. 893 00:38:43,410 --> 00:38:46,770 So it's just quickly loaded, and you can talk to your communication 894 00:38:46,770 --> 00:38:49,500 coach, and the communication coach has specific tasks that they can 895 00:38:49,500 --> 00:38:50,700 help you with in addition to that. 896 00:38:51,085 --> 00:38:51,685 And we're building 897 00:38:51,685 --> 00:38:52,735 these all out right now. 898 00:38:52,735 --> 00:38:56,695 It's just like this really easy button, how to scale best practices, 899 00:38:56,695 --> 00:38:58,375 and we're training all these ais. 900 00:38:58,585 --> 00:39:02,035 We're building all this right now, and then inside of it, the other like kind 901 00:39:02,035 --> 00:39:06,475 of common thing is like just learning how to prompt, how to get best responses. 902 00:39:07,305 --> 00:39:09,645 We actually built out these prompt studios, if you can see. 903 00:39:09,705 --> 00:39:13,485 So you just like ask like, here's what I wanna do, and then it builds out a 904 00:39:13,485 --> 00:39:17,625 comprehensive, thoughtful response and a prompt that you just hit generate. 905 00:39:17,895 --> 00:39:21,015 So you're having the ai, leverage the AI to have the conversation. 906 00:39:21,015 --> 00:39:23,830 You're orchestrating not having to think about what to say and how to say it. 907 00:39:24,635 --> 00:39:24,845 Yeah. 908 00:39:24,845 --> 00:39:25,055 So 909 00:39:25,205 --> 00:39:27,125 this version of Spark Pat, I'm excited we're building it now. 910 00:39:27,785 --> 00:39:28,085 Yeah. 911 00:39:28,090 --> 00:39:29,075 It's so good, man. 912 00:39:29,345 --> 00:39:29,765 Okay. 913 00:39:29,765 --> 00:39:30,125 And 914 00:39:31,235 --> 00:39:35,645 yeah, and I, I know you've got so much, I mean, I've seen a lot of 915 00:39:35,645 --> 00:39:38,165 cool stuff that, that you guys are, are talking about, obviously getting 916 00:39:38,165 --> 00:39:40,055 to see Satori or Canvas before. 917 00:39:40,055 --> 00:39:40,145 Mm-hmm. 918 00:39:40,385 --> 00:39:45,395 And I, as far as, you know, for me the, you know, the whiteboards 919 00:39:45,395 --> 00:39:46,800 and, you know, the mm-hmm. 920 00:39:46,885 --> 00:39:50,675 The vision planning and, and being able to pull things together and like. 921 00:39:51,330 --> 00:39:54,270 I mean, I think one of the first projects I used, I used it for 922 00:39:54,270 --> 00:40:01,170 was develop a, um, a slide deck presentation off of I'm out walking 923 00:40:01,170 --> 00:40:04,320 and I record a five minute, you know. 924 00:40:05,100 --> 00:40:08,340 Actually turned the video on five minute video of me talking through kind of 925 00:40:08,700 --> 00:40:11,460 the problem and the point and what I'm trying to get across and be able to 926 00:40:11,460 --> 00:40:17,160 do, take that video, pull in the best practices, webinar creation, slide 927 00:40:17,160 --> 00:40:21,780 deck videos for presentations, and it just laid, laid out the whole format. 928 00:40:22,590 --> 00:40:23,890 Literally something that would've taken me. 929 00:40:24,585 --> 00:40:30,315 A week of just deep work focus to knock out, I mean, you know, knocked out in 930 00:40:30,315 --> 00:40:34,424 a, in, in less than, you know, a couple hours and got it over to the team and 931 00:40:34,424 --> 00:40:38,745 then the team, you know, put, put their, you know, our, our little touch on the 932 00:40:38,745 --> 00:40:40,214 slides and things the way I like 'em. 933 00:40:40,214 --> 00:40:46,335 But man, you know, you talk about just being able to take an idea to actual 934 00:40:46,634 --> 00:40:49,185 creating a concept into an actual thing. 935 00:40:49,904 --> 00:40:50,265 Mm-hmm. 936 00:40:50,504 --> 00:40:50,815 You know, that would take. 937 00:40:51,405 --> 00:40:55,065 Time to develop is done, is done so fast. 938 00:40:56,205 --> 00:41:01,305 Have you, did you see the stat that, um, I think it was realtor.com last month or 939 00:41:01,305 --> 00:41:04,935 month before said 82% of all home buyers use AI for housing market information. 940 00:41:04,935 --> 00:41:05,175 Now 941 00:41:05,715 --> 00:41:06,075 really? 942 00:41:06,705 --> 00:41:07,095 Yeah. 943 00:41:07,365 --> 00:41:11,655 You know, so that's, that's a, that's just a trend that we should just 944 00:41:11,655 --> 00:41:14,625 really pay attention to because the consumer's also doing things faster. 945 00:41:14,625 --> 00:41:15,285 Mm-hmm. 946 00:41:15,375 --> 00:41:17,115 So the, I'm just dovetailing in your conversation here. 947 00:41:17,115 --> 00:41:19,035 We were able to do th things faster, and so was the consumer. 948 00:41:19,035 --> 00:41:23,085 So before the consumer had like a question about community property estate 949 00:41:23,085 --> 00:41:26,655 or selling their house through probate or whatever, and they would have to find 950 00:41:26,715 --> 00:41:29,745 a real estate agent, Google real estate agent, get a referral, or call the lender, 951 00:41:29,745 --> 00:41:31,305 or call the agent or set up a meeting. 952 00:41:31,635 --> 00:41:34,035 And it was a day long process and now they get that answer instantly. 953 00:41:35,115 --> 00:41:38,445 So all of the benefits that the, that the agent has, I just wanna 954 00:41:38,445 --> 00:41:40,935 point out the consumer has the same benefit, so I just keep pointing 955 00:41:40,935 --> 00:41:43,455 back like the, then what, then what? 956 00:41:43,695 --> 00:41:43,965 Right. 957 00:41:43,965 --> 00:41:46,755 So the mindset of like being able to do things faster is amazing. 958 00:41:46,785 --> 00:41:50,355 It it, as long as you have then what answered, right. 959 00:41:50,355 --> 00:41:51,535 Then what else do you spend your time on? 960 00:41:52,455 --> 00:41:52,694 Right. 961 00:41:52,694 --> 00:41:55,725 Then what else do you, then what else do you do to, to, instead of like, 962 00:41:55,725 --> 00:41:57,345 how do I get to my clients faster? 963 00:41:57,555 --> 00:42:01,785 How do I spend more time in delight with them as the, as the next reframe? 964 00:42:02,115 --> 00:42:02,205 Mm-hmm. 965 00:42:02,745 --> 00:42:03,105 Right? 966 00:42:03,105 --> 00:42:07,605 Like we have to reframe these, these ways of thinking because the consumer 967 00:42:07,605 --> 00:42:10,605 is being reframed not just with their experience, with the, with the real 968 00:42:10,605 --> 00:42:15,015 estate industry, by the way, their experience of like buying things and, 969 00:42:15,015 --> 00:42:18,105 and acting as a consumer is affected by how they interact with Apple. 970 00:42:18,765 --> 00:42:21,825 Amazon and Costco and everybody else, right? 971 00:42:21,825 --> 00:42:23,925 So the, the real estate industry is not in a silo. 972 00:42:25,035 --> 00:42:25,305 Right. 973 00:42:25,305 --> 00:42:26,475 And we have to stop thinking like that. 974 00:42:26,475 --> 00:42:28,275 We're competing against other, you know, real estate 975 00:42:28,275 --> 00:42:29,895 brokerages or brokers or agents. 976 00:42:29,895 --> 00:42:31,815 We're not, we're competing against the consumer's 977 00:42:31,815 --> 00:42:33,015 experience with their whole life. 978 00:42:33,375 --> 00:42:33,645 Yeah. 979 00:42:34,035 --> 00:42:35,145 And we have to meet them there. 980 00:42:35,775 --> 00:42:36,375 That way. 981 00:42:36,825 --> 00:42:37,095 Yeah. 982 00:42:37,095 --> 00:42:41,715 So, so that's just a, this is a really, it's not Zillow anymore, as in our threat. 983 00:42:41,775 --> 00:42:43,725 You know, it's not the AI powered competitor. 984 00:42:43,725 --> 00:42:44,745 That's a bullshit thing. 985 00:42:44,805 --> 00:42:45,555 It's not true. 986 00:42:45,825 --> 00:42:47,055 It's the AI powered consumer. 987 00:42:47,055 --> 00:42:50,955 It's not that like, you know, exp is looking to replace a real estate agent. 988 00:42:51,720 --> 00:42:53,970 Zillow was looking to replace a real estate agent. 989 00:42:54,450 --> 00:42:57,600 The, the consumer just has alternatives that they didn't have before. 990 00:42:57,840 --> 00:42:58,560 That's the threat. 991 00:42:59,730 --> 00:43:04,380 How do we go about that, that middle pillar of trust? 992 00:43:04,470 --> 00:43:04,770 Right. 993 00:43:04,770 --> 00:43:08,940 In your example right there, if 82% have the same data and we're no 994 00:43:08,940 --> 00:43:14,460 longer, you know, you know, putting a, a guard around the knowledge. 995 00:43:14,850 --> 00:43:14,940 Mm-hmm. 996 00:43:15,180 --> 00:43:15,270 Right. 997 00:43:15,855 --> 00:43:21,435 So how do we not lose or break trust or even build trust? 998 00:43:22,245 --> 00:43:25,365 With the ai, you know, power consumer. 999 00:43:25,845 --> 00:43:30,165 So you have to be talking about the things that they are interested in talking about. 1000 00:43:30,195 --> 00:43:32,745 You can't be the place of search or the place of information. 1001 00:43:33,405 --> 00:43:36,465 Um, so it's not like the home buying process in general. 1002 00:43:36,465 --> 00:43:39,195 It's the things upstream, those life events, those life triggers, and then the 1003 00:43:39,195 --> 00:43:40,665 questions they have as a result of them. 1004 00:43:41,115 --> 00:43:42,285 Just so, just think about that way. 1005 00:43:42,569 --> 00:43:44,970 The life events, the life triggers, and then the questions as a, 1006 00:43:45,029 --> 00:43:46,259 that happen as a result of 'em. 1007 00:43:46,740 --> 00:43:49,470 So you can just ask yourself, like, when I think about my business, and let's 1008 00:43:49,470 --> 00:43:53,190 say I've sold 50 houses this last year, generally, what kind of buyers were they? 1009 00:43:53,190 --> 00:43:54,810 What generally, what kind of sellers were they? 1010 00:43:55,020 --> 00:43:57,600 What problems did they have in their life that caused them, you know, to want 1011 00:43:57,600 --> 00:43:59,819 to call me to start this conversation about home buying and selling? 1012 00:44:00,245 --> 00:44:00,515 Yeah. 1013 00:44:00,515 --> 00:44:03,065 And then once you kind of do that internal audit, now you've got kind of a path 1014 00:44:03,065 --> 00:44:05,375 forward like, okay, well first of all, are those the types of clients I want? 1015 00:44:05,375 --> 00:44:06,875 Do I like working with those types of clients? 1016 00:44:07,325 --> 00:44:09,185 And, and then second of all, once you answer that question is a 1017 00:44:09,185 --> 00:44:12,065 yes, then those are the types of the conversations that you gotta 1018 00:44:12,065 --> 00:44:13,775 maximize all of your content towards. 1019 00:44:14,075 --> 00:44:16,475 And the content, again, being written for the individuals, the 1020 00:44:16,475 --> 00:44:19,385 people, and the ai, both strategies. 1021 00:44:19,715 --> 00:44:19,865 Yeah. 1022 00:44:19,865 --> 00:44:21,845 But start upstream of the house search. 1023 00:44:21,845 --> 00:44:23,585 Start upstream of the agent search. 1024 00:44:23,915 --> 00:44:26,075 And that's the content of 2026. 1025 00:44:27,165 --> 00:44:29,115 Man, that's so good. 1026 00:44:29,115 --> 00:44:30,645 I, I was thinking of a couple different things. 1027 00:44:30,645 --> 00:44:35,715 As you were saying that one goes back to law number one of certified home 1028 00:44:35,715 --> 00:44:39,045 selling advisor and law number one of certified Home buying advisor, 1029 00:44:39,045 --> 00:44:40,845 which is asking the tough questions. 1030 00:44:40,845 --> 00:44:42,375 It's, what are y'all trying to do? 1031 00:44:42,375 --> 00:44:42,945 What's the goal? 1032 00:44:43,125 --> 00:44:44,235 What are we trying to accomplish here? 1033 00:44:44,265 --> 00:44:45,945 What's, what's causing this move? 1034 00:44:46,740 --> 00:44:51,195 And, and so that really ties right into building a lot of content 1035 00:44:51,195 --> 00:44:53,595 around those initial tough questions. 1036 00:44:53,595 --> 00:44:55,245 But as you were also saying, it. 1037 00:44:56,310 --> 00:45:00,630 One of our clients that, that we've really helped dial this in, um, at a, 1038 00:45:00,630 --> 00:45:05,490 at a, um, one of, one of the best levels that, that I've seen to really niche. 1039 00:45:05,970 --> 00:45:07,830 And she's continuing to fine tune it. 1040 00:45:07,830 --> 00:45:09,240 We talked about it again last night. 1041 00:45:09,360 --> 00:45:14,730 Um, you know, Rene Velasquez in Cleveland and Renee, just through life 1042 00:45:14,730 --> 00:45:18,210 experience of having to, you know, um. 1043 00:45:18,705 --> 00:45:22,365 You know, losing, losing her dad and then, and then losing her mom, and 1044 00:45:22,365 --> 00:45:26,865 then, you know, the siblings, the, you know, the, the juggle of the family 1045 00:45:26,865 --> 00:45:31,245 dynamics and, you know, the estate and, and, and doing all of those, those 1046 00:45:31,245 --> 00:45:36,465 things as, as kiddos that we have to do for, for, you know, our aging parents. 1047 00:45:37,365 --> 00:45:37,845 Um. 1048 00:45:39,150 --> 00:45:42,690 And as you were, as you were going there, she's really settled in on, she doesn't, 1049 00:45:42,690 --> 00:45:44,760 you know, talk about downsize or whatever. 1050 00:45:44,760 --> 00:45:45,960 She talks about right sizing. 1051 00:45:46,260 --> 00:45:46,350 Mm-hmm. 1052 00:45:46,590 --> 00:45:48,600 And really speaking the language. 1053 00:45:48,600 --> 00:45:51,630 And she's like, you know, we were having the conversation last night. 1054 00:45:51,630 --> 00:45:55,590 She's like, you know, I don't, I don't really know how to speak Boomer. 1055 00:45:55,590 --> 00:45:58,860 Mm. But I can speak, but I can speak the next generation. 1056 00:45:59,820 --> 00:46:02,880 And yet the boomers got all the money so. 1057 00:46:03,720 --> 00:46:06,870 She, she was kind of at, you know, what, what content am I creating? 1058 00:46:06,870 --> 00:46:08,010 Who am I speaking to? 1059 00:46:08,010 --> 00:46:08,100 Mm-hmm. 1060 00:46:09,150 --> 00:46:14,070 And, and, and kind of to think, and I'm like, well, you know, Renee, right? 1061 00:46:14,100 --> 00:46:19,350 That it's either the parents get out ahead of it and control things, or the 1062 00:46:19,350 --> 00:46:23,835 kiddos get out and control things, or the thing just gets dumped on somebody's lap. 1063 00:46:23,855 --> 00:46:24,275 Mm-hmm. 1064 00:46:24,480 --> 00:46:28,110 And that's really the situation that, you know, uh, people find. 1065 00:46:28,785 --> 00:46:31,485 Find the estates and probate and end up in a probate. 1066 00:46:31,485 --> 00:46:33,945 And, you know, she knows that backwards and forwards. 1067 00:46:33,945 --> 00:46:35,895 And so that's why she's, she's really exploiting it. 1068 00:46:35,895 --> 00:46:36,615 So this is just mm-hmm. 1069 00:46:36,855 --> 00:46:39,585 I'm using her as a, as as you're, you know, I'm listening to you 1070 00:46:39,585 --> 00:46:41,295 about building trust and content. 1071 00:46:41,654 --> 00:46:45,015 I have her in my mind thinking about, you know, just because we've done 1072 00:46:45,015 --> 00:46:50,745 so much work, really nail nailing her, um, you know, the ICP for her. 1073 00:46:50,745 --> 00:46:50,755 Mm-hmm. 1074 00:46:51,355 --> 00:46:53,245 She knows all of their pain points. 1075 00:46:53,245 --> 00:46:54,924 So this is, this is really good. 1076 00:46:55,075 --> 00:46:58,915 Um, you know, keeping in, in, in her mind, right? 1077 00:46:58,915 --> 00:47:03,294 How you find and get the information and build the content to build trust. 1078 00:47:03,685 --> 00:47:07,825 And then leveraging the AI for her to scale, um, within. 1079 00:47:08,225 --> 00:47:13,565 That demographic that she's so focused on, um, to be able to, to run with and, 1080 00:47:13,565 --> 00:47:15,395 and create that content at scale as well. 1081 00:47:15,935 --> 00:47:16,175 Yeah. 1082 00:47:16,175 --> 00:47:20,105 So there's like, there's a, there's a deadly middle ground I think that, that 1083 00:47:20,105 --> 00:47:22,835 we need to kind of avoid where people are listening to this, I hope that they avoid. 1084 00:47:22,835 --> 00:47:26,735 So if, if you have a technology that allows things to do faster, 1085 00:47:26,825 --> 00:47:28,205 faster, better, cheaper, right? 1086 00:47:28,685 --> 00:47:31,535 And you have still a human need, this is a complex sales process. 1087 00:47:31,535 --> 00:47:32,255 Home buying and selling. 1088 00:47:32,255 --> 00:47:34,265 This is not a simple, not buying a piece of pack of gum. 1089 00:47:34,620 --> 00:47:35,010 Right. 1090 00:47:35,190 --> 00:47:36,570 This is a complex sales process. 1091 00:47:36,810 --> 00:47:39,060 So in that case, there's, there's two distinct paths and I'm, I'm 1092 00:47:39,060 --> 00:47:40,710 worried that a lot of agents are kinda stuck in the middle. 1093 00:47:41,010 --> 00:47:44,040 The first path, let me use a hotel example because I wrote about it in my book. 1094 00:47:44,250 --> 00:47:48,660 The first path is the incredibly efficient, uh, effective path. 1095 00:47:48,660 --> 00:47:52,080 So it's like, if you can imagine in the future, if you were gonna go up 1096 00:47:52,260 --> 00:47:55,740 to, you get a hotel for the night and you're in the LaQuinta budget, let's 1097 00:47:55,740 --> 00:47:59,880 say, you're probably gonna get an AI forward, really efficient process. 1098 00:48:00,270 --> 00:48:02,220 You're gonna have an app where you check in at, you know, you check 1099 00:48:02,220 --> 00:48:04,980 in on the pad, you know, when you get there, um, you know, the, 1100 00:48:04,980 --> 00:48:07,080 the, the door locks automatically. 1101 00:48:07,260 --> 00:48:10,800 The, the, like, things are, things are automated completely, even to the 1102 00:48:10,800 --> 00:48:12,240 point of the relationship is automated. 1103 00:48:12,240 --> 00:48:13,860 The relationship is optimized, right? 1104 00:48:13,865 --> 00:48:13,945 Mm-hmm. 1105 00:48:14,445 --> 00:48:14,665 Um. 1106 00:48:15,280 --> 00:48:19,030 Or if you go, say at the Four Seasons, you're gonna still get the very warm 1107 00:48:19,060 --> 00:48:22,630 human friendly, even though AI is in the background, you know, helping 1108 00:48:22,630 --> 00:48:25,690 with reservations, running credit card processes, and finding, you know how 1109 00:48:25,690 --> 00:48:27,790 to market and all that stuff from the background, there's still a people 1110 00:48:27,790 --> 00:48:30,610 forward process in a very bespoke process. 1111 00:48:30,820 --> 00:48:34,750 So the, the middle ground is like trying to do efficient and besp. 1112 00:48:35,180 --> 00:48:39,380 I, I think that that's gonna be the, the hard, bloody red ocean strategy. 1113 00:48:39,680 --> 00:48:42,920 I think the blue ocean is either be wildly, fricking efficient, like 1114 00:48:42,920 --> 00:48:47,900 completely like transparent, efficient, consistent, or you still need to do 1115 00:48:47,900 --> 00:48:51,320 that and be memorable, but you can't just kind of do a little bit of like 1116 00:48:51,320 --> 00:48:53,570 customization and then kind of efficiency. 1117 00:48:53,720 --> 00:48:54,680 I think you gotta really. 1118 00:48:55,725 --> 00:48:59,745 Am I gonna be the type of like agent that, like, everybody can't not talk 1119 00:48:59,745 --> 00:49:02,505 about me because of the memorable experiences that I created on purpose. 1120 00:49:02,505 --> 00:49:04,845 I did unreasonable hospitality. 1121 00:49:04,860 --> 00:49:07,005 I, I really approached it through that lens of unreasonable 1122 00:49:07,005 --> 00:49:11,715 hospitality or unreasonable, you know, efficiency one or the other. 1123 00:49:11,715 --> 00:49:14,265 But I think being in the middle is gonna be kind of the death zone. 1124 00:49:14,415 --> 00:49:15,885 That's gonna be kind of a forgettable thing. 1125 00:49:16,605 --> 00:49:18,884 My, my play in the real estate industry and I, why I push 1126 00:49:18,884 --> 00:49:20,235 Leanne on all the time, right? 1127 00:49:20,235 --> 00:49:24,975 Is like, you, you, you gotta go top shelf, you gotta go, you gotta go Ritz Carlton. 1128 00:49:25,245 --> 00:49:25,335 Mm-hmm. 1129 00:49:25,575 --> 00:49:28,904 Like, I just, I don't, I don't see playing, especially in real estate. 1130 00:49:28,904 --> 00:49:34,845 I don't see you playing in down less or affordable housing. 1131 00:49:34,875 --> 00:49:36,404 Like, I mean, what is affordable housing? 1132 00:49:36,404 --> 00:49:40,785 But I just don't like, I just like, I, I don't know if I wanna play that game. 1133 00:49:40,904 --> 00:49:44,085 And I'm like, if you've gotta look, feel a brand like. 1134 00:49:44,520 --> 00:49:51,390 I think the game to play, because you can get to the premiums, is, is, 1135 00:49:51,420 --> 00:49:52,890 is playing the Ritz Carlton, the. 1136 00:49:54,330 --> 00:49:57,720 All capital letters, unreasonable hospitality. 1137 00:49:57,960 --> 00:49:58,050 Mm-hmm. 1138 00:49:58,290 --> 00:49:59,100 All all capital letters. 1139 00:49:59,100 --> 00:49:59,370 Yeah, 1140 00:49:59,880 --> 00:50:01,590 bro, I'm so glad you said that. 1141 00:50:01,590 --> 00:50:06,600 That's such a massive distinction that I think a lot of folks need to 1142 00:50:06,600 --> 00:50:10,290 start making the making, you know, what, what game do you wanna play? 1143 00:50:10,290 --> 00:50:11,040 And one or the 1144 00:50:11,040 --> 00:50:12,030 other For sure. 1145 00:50:12,030 --> 00:50:15,060 And either, either one or valuable and we'll, and we will have a future. 1146 00:50:15,060 --> 00:50:15,180 Sure. 1147 00:50:15,390 --> 00:50:17,790 I'm just concerned that the middle is the thing that's most 1148 00:50:18,600 --> 00:50:18,960 Yeah. 1149 00:50:19,170 --> 00:50:20,100 Will be dislodged 1150 00:50:21,240 --> 00:50:21,760 and, um. 1151 00:50:23,415 --> 00:50:25,395 You know, just, just traveling a lot. 1152 00:50:25,485 --> 00:50:28,725 I mean, you, you know, running through these airports, I mean, you see more 1153 00:50:28,725 --> 00:50:33,105 and more of the, the self go in, get your own stuff and self checkout, right. 1154 00:50:33,165 --> 00:50:33,465 Like 1155 00:50:33,465 --> 00:50:36,645 go to the grocery store you can, or even Home Depot. 1156 00:50:36,645 --> 00:50:36,825 Yeah. 1157 00:50:36,825 --> 00:50:39,585 You, the world is turning us into our own employee. 1158 00:50:39,975 --> 00:50:40,395 Yeah. 1159 00:50:40,634 --> 00:50:44,685 And I, and you know what's crazy too, and I don't remember where I saw it, but they 1160 00:50:44,685 --> 00:50:48,105 had actual, they had VAs on the screen. 1161 00:50:48,105 --> 00:50:48,705 Mm-hmm. 1162 00:50:48,795 --> 00:50:48,884 Yeah. 1163 00:50:48,884 --> 00:50:49,125 Right. 1164 00:50:49,230 --> 00:50:49,520 Yeah. 1165 00:50:50,255 --> 00:50:52,395 You know, that's even, you know mm-hmm. 1166 00:50:52,480 --> 00:50:57,210 Keeping, keeping it super low with the, with the va, you know, wage, um, 1167 00:50:58,259 --> 00:51:02,340 and then everything else is like, you know, of course cameras everywhere. 1168 00:51:02,670 --> 00:51:06,180 I mean, it's just, that's such a massive distinction. 1169 00:51:06,180 --> 00:51:09,330 So I, you know, for me, my, my 2 cents talking to, to, 1170 00:51:09,330 --> 00:51:10,145 to real estate professionals. 1171 00:51:10,904 --> 00:51:13,214 Um, and, and this is the people that I, you know, that I have 1172 00:51:13,214 --> 00:51:14,115 the opportunity to coach in. 1173 00:51:14,115 --> 00:51:16,335 I think a lot of people that are, that are in coaching, especially working 1174 00:51:16,335 --> 00:51:18,345 with me, they want that top shelf. 1175 00:51:18,345 --> 00:51:23,294 They want that all capital that are unreasonable hospitality experience that 1176 00:51:23,294 --> 00:51:27,105 they wanna, they wanna, um, you know, the game and, and where they want to navigate. 1177 00:51:27,524 --> 00:51:32,085 Brother, this is like, I mean, it's so good, so good. 1178 00:51:32,174 --> 00:51:34,935 Um, this conversation and, and I love. 1179 00:51:35,415 --> 00:51:37,935 The focus on, you know, the wisdom worker. 1180 00:51:38,294 --> 00:51:43,185 We're no longer the knowledge worker and, and really, you know, focusing 1181 00:51:43,185 --> 00:51:47,384 in on, on that high end, focus on the experience and how can you craft. 1182 00:51:48,180 --> 00:51:51,750 Magical, memorable moments, even in a real estate transaction. 1183 00:51:51,750 --> 00:51:57,030 How can you, you know, do those things in that customer, the, the journey, 1184 00:51:57,030 --> 00:51:58,890 the path that you take them from? 1185 00:51:59,280 --> 00:52:03,540 You know, the first conversation till you know they're sending you tons 1186 00:52:03,540 --> 00:52:05,160 and tons of referrals because of. 1187 00:52:05,595 --> 00:52:09,105 The, the experience that you, that you provided for them and 1188 00:52:09,105 --> 00:52:10,365 helping them accomplish that. 1189 00:52:10,725 --> 00:52:14,175 One thing I do, Eric, before we wrap up, um, obviously go get the book. 1190 00:52:14,175 --> 00:52:19,635 So that's at, um, Eric Post AI can go get, uh, the manifesto there. 1191 00:52:19,635 --> 00:52:20,445 Yeah, for sure. 1192 00:52:20,445 --> 00:52:23,745 And I even in the back, so there's even like buddy, I wrote poetry in there, 1193 00:52:23,865 --> 00:52:25,545 there's some short stories, parables. 1194 00:52:25,545 --> 00:52:29,055 It's not just a boring, you know, kind of a pre-chat, your business book. 1195 00:52:29,055 --> 00:52:31,425 And in the back also I gave examples of prompts that you can 1196 00:52:31,425 --> 00:52:33,075 use in any AI who's, or anything. 1197 00:52:33,415 --> 00:52:36,205 Help transition your thought process from the knowledge, sort of like 1198 00:52:36,205 --> 00:52:39,234 prompts and interactions to the wisdom sort of prompts and interactions. 1199 00:52:39,234 --> 00:52:40,375 There's examples in there. 1200 00:52:40,464 --> 00:52:41,875 Things you can copy and paste and everything. 1201 00:52:42,325 --> 00:52:42,654 Yeah. 1202 00:52:42,955 --> 00:52:46,044 And, and guys listening, you know, it's, it's zy.ai, but I would tell 1203 00:52:46,044 --> 00:52:48,265 you to go to Coach kitchens.ai Yeah. 1204 00:52:48,265 --> 00:52:49,025 As we've, uh, yeah. 1205 00:52:49,330 --> 00:52:54,190 Worked with Eric's team, um, over the years and developed some custom sparks 1206 00:52:54,190 --> 00:52:58,180 based upon the things that we feel are really important to be able to install 1207 00:52:58,180 --> 00:53:00,130 immediately into, into your business. 1208 00:53:00,130 --> 00:53:04,840 And man, I even personally went through the creating the, um, ICP 1209 00:53:04,840 --> 00:53:09,490 avatar for, um, who we want to work with, who we wanna recruit. 1210 00:53:09,880 --> 00:53:13,270 And I'm like, okay, you know, I'm, I'm sitting in, you know, the Admirals 1211 00:53:13,270 --> 00:53:16,390 Club in DFW waiting to catch a flight and I start working on it. 1212 00:53:17,910 --> 00:53:19,380 Bro, it's so good. 1213 00:53:19,725 --> 00:53:20,015 Good. 1214 00:53:20,670 --> 00:53:26,370 It's so good going through and I had to like, think about it and then I was just 1215 00:53:26,370 --> 00:53:29,760 asking questions and then navigating over here and I'm like, ah, I gotta go catch my 1216 00:53:29,760 --> 00:53:32,940 flight and then end up getting, you know, wifi on the flight, still working on it. 1217 00:53:33,450 --> 00:53:37,920 And it really helps you, you know, get crystal clear, like you said. 1218 00:53:37,980 --> 00:53:41,790 Um, especially, you know who you wanna serve, the problems they have, 1219 00:53:41,790 --> 00:53:43,260 the problems you want to help solve. 1220 00:53:43,605 --> 00:53:46,125 And then can get into the three pillars that you talked about. 1221 00:53:46,125 --> 00:53:48,495 You know, making sure that we're creating the right, the 1222 00:53:48,495 --> 00:53:49,964 right content, the right way. 1223 00:53:50,294 --> 00:53:55,845 Um, I can't wait to get ahold of Halo, um, to be found, um, doing the things 1224 00:53:55,845 --> 00:54:00,345 to consistently and always build trust and then leveraging, you know, the 1225 00:54:00,345 --> 00:54:04,904 ecosystem to, to scale, um, you know, your efforts and what it is that, 1226 00:54:04,964 --> 00:54:06,105 that we're wanting to accomplish. 1227 00:54:06,105 --> 00:54:08,085 But before I let you go, I mean. 1228 00:54:09,015 --> 00:54:11,295 Joel, Joel and I talk about this all the time, right? 1229 00:54:11,295 --> 00:54:15,945 Like there are certain people within this space that you need to be in tune with. 1230 00:54:15,945 --> 00:54:19,545 Obviously with us at exp obviously being at being in tune with Glen, 1231 00:54:19,575 --> 00:54:20,985 that's all Glen thinks about. 1232 00:54:20,985 --> 00:54:24,165 That's all he does, that's all he's consuming, that he, he's built his 1233 00:54:24,165 --> 00:54:26,924 feed just to feed off of off of ai. 1234 00:54:27,674 --> 00:54:32,565 Um, I, I say 100%, pay attention to what you're doing, and I told you 1235 00:54:32,565 --> 00:54:36,825 this, uh, you know, uh, a few times, I'm always betting on the jockey. 1236 00:54:37,230 --> 00:54:39,720 Right, like been to the Kentucky DE a couple times. 1237 00:54:39,720 --> 00:54:40,920 Loved going to the horse races. 1238 00:54:40,920 --> 00:54:41,625 Just, just fun. 1239 00:54:41,625 --> 00:54:41,825 But. 1240 00:54:42,720 --> 00:54:44,490 I'm looking for the jockey, right? 1241 00:54:44,759 --> 00:54:46,410 I wanna play, wanna play the jockey. 1242 00:54:46,410 --> 00:54:49,470 And within the real estate space, there's, there's been a couple that 1243 00:54:49,470 --> 00:54:53,279 have really moved the needle and I always tell people if if they're 1244 00:54:53,609 --> 00:54:54,750 whatever they're doing, go do it. 1245 00:54:54,750 --> 00:54:58,259 Howard Tagger was, was one, was one of the ones, the first ones with Tiger Leads, 1246 00:54:58,980 --> 00:55:01,470 sold, non-compete, gets back in, has ypo. 1247 00:55:01,589 --> 00:55:03,180 I'm like, go check out what Howard's doing. 1248 00:55:03,720 --> 00:55:04,770 The other is Dwayne Le Gate. 1249 00:55:04,799 --> 00:55:10,650 Nobody in I've ever seen do what Dwayne was able to do, um, with Commissions 1250 00:55:10,650 --> 00:55:13,424 Inc. Sold for an absurd amount of money. 1251 00:55:14,174 --> 00:55:15,015 God bless him. 1252 00:55:15,165 --> 00:55:16,125 He worked for it. 1253 00:55:16,125 --> 00:55:19,875 He like, nobody listened and iterate faster than Dwayne. 1254 00:55:20,444 --> 00:55:21,615 And you're one of those guys. 1255 00:55:21,794 --> 00:55:26,024 Um, you know, the, the second I saw it in Cleveland a couple years 1256 00:55:26,024 --> 00:55:28,785 ago, I knew the first hire, right? 1257 00:55:29,085 --> 00:55:29,174 Mm-hmm. 1258 00:55:29,415 --> 00:55:31,185 And that's just kind of where I'm always looking is. 1259 00:55:32,130 --> 00:55:35,910 What's the first hire in 20 Global Pandemic? 1260 00:55:36,000 --> 00:55:39,180 Unlock the, you know, the global workforce, the talent, 1261 00:55:39,330 --> 00:55:40,650 uh, all over this planet. 1262 00:55:41,160 --> 00:55:47,585 And so it was, then it was like, go get a va. Um, first hire is go get Huey. 1263 00:55:48,750 --> 00:55:52,620 I saw that and what you've been able to do in such a short period of time. 1264 00:55:52,620 --> 00:55:55,890 You, you listen and you iterate and you solve problems and the way 1265 00:55:55,890 --> 00:55:57,450 you, you really think about it. 1266 00:55:57,450 --> 00:56:00,029 And so, um, I know, thank you. 1267 00:56:00,029 --> 00:56:02,069 New podcast for you kicked off. 1268 00:56:02,129 --> 00:56:05,549 So how can, uh, people get plugged in and stay consistent with you and, 1269 00:56:05,549 --> 00:56:06,899 and stay in tuned to the podcast. 1270 00:56:07,410 --> 00:56:09,045 Yeah, we really wanted to thank you, John for that. 1271 00:56:09,050 --> 00:56:10,260 That was really kind of you to say. 1272 00:56:10,260 --> 00:56:12,510 So I'm, I'm honored to be part of your group and, and talk 1273 00:56:12,510 --> 00:56:13,290 to you about these things. 1274 00:56:13,290 --> 00:56:15,630 These are conversations, I think about 24 Frick and seven 1275 00:56:15,630 --> 00:56:16,620 and that's not exaggeration. 1276 00:56:16,620 --> 00:56:16,680 Yeah. 1277 00:56:17,100 --> 00:56:20,460 Dream about it, you know, 'cause it's so important to we get it right And I feel 1278 00:56:20,460 --> 00:56:23,520 honored to actually, you know, have. 1279 00:56:23,935 --> 00:56:26,275 Fingerprints that we can put on an industry in this way. 1280 00:56:26,275 --> 00:56:29,875 This is, this is a big transition time and a thoughtful experience. 1281 00:56:29,875 --> 00:56:33,145 When the algorithm is demanding speed and everybody's demanding 1282 00:56:33,145 --> 00:56:36,235 efficiency, for somebody to step back and be like, actually, let's pause. 1283 00:56:36,415 --> 00:56:37,765 Let's have a conversation about the consumer. 1284 00:56:37,765 --> 00:56:40,375 Let's have a, like, how are we gonna stay relevant and what, what does 1285 00:56:40,375 --> 00:56:41,875 that mean to stay relevant, right? 1286 00:56:41,875 --> 00:56:42,185 So yeah. 1287 00:56:42,505 --> 00:56:42,745 Just 1288 00:56:42,865 --> 00:56:46,195 creating that stillness that other people can pause for a minute and go, oh yeah, 1289 00:56:46,195 --> 00:56:47,845 let's clear our minds for a minute. 1290 00:56:47,845 --> 00:56:51,235 Let actually some divine intervention to like access. 1291 00:56:51,265 --> 00:56:52,225 Give us some clarity. 1292 00:56:52,465 --> 00:56:53,755 You said clarity earlier. 1293 00:56:54,355 --> 00:56:57,565 I don't know how you can operate in this noisy world unless you give 1294 00:56:57,565 --> 00:57:00,145 yourself those moments of pause to think clearly through things. 1295 00:57:00,150 --> 00:57:00,190 Yeah. 1296 00:57:00,250 --> 00:57:00,835 So, yeah. 1297 00:57:00,835 --> 00:57:01,615 I'm glad you said that, buddy. 1298 00:57:01,615 --> 00:57:02,035 Thank you. 1299 00:57:02,305 --> 00:57:02,365 Yeah. 1300 00:57:02,425 --> 00:57:04,015 Um, our, our podcast is, Hey, Huy. 1301 00:57:04,685 --> 00:57:08,105 And hey, Uzi is meant to be conversations. 1302 00:57:08,105 --> 00:57:11,615 We talk about AI and healthcare, education, ethics, security, real 1303 00:57:11,615 --> 00:57:13,445 estate, personal development. 1304 00:57:13,745 --> 00:57:17,884 It's just the, the kind of intersection of society, personal development, 1305 00:57:17,884 --> 00:57:19,805 technology, um, right there. 1306 00:57:19,805 --> 00:57:21,634 So it's, it's really been really fun to have that conversation. 1307 00:57:22,715 --> 00:57:22,745 Uhhuh. 1308 00:57:22,745 --> 00:57:23,795 I love it, brother. 1309 00:57:23,795 --> 00:57:24,634 I appreciate you. 1310 00:57:24,725 --> 00:57:28,625 I know, uh, we'll do this again and again and again, especially with 1311 00:57:28,625 --> 00:57:32,945 the, the speed at which things are, are moving and accelerating, and. 1312 00:57:33,525 --> 00:57:37,245 You know, taking, taking that time to, um, like, like we said, 1313 00:57:37,425 --> 00:57:39,585 um, pause for a second, right? 1314 00:57:39,585 --> 00:57:44,205 Sometimes, you know, gotta slow down to go fast and, and making sure that, 1315 00:57:44,205 --> 00:57:48,375 uh, you know, we're thinking about things the right way and, and, um, 1316 00:57:48,795 --> 00:57:52,335 you know, understanding that we're the architect of our world and we get to 1317 00:57:52,575 --> 00:57:57,945 design it the way that we want, but also have people like you in our corner. 1318 00:57:58,485 --> 00:58:01,095 To make sure that we're doing the, the right things in the right order. 1319 00:58:01,095 --> 00:58:02,325 So brother, I appreciate you. 1320 00:58:02,325 --> 00:58:02,535 Thanks 1321 00:58:02,535 --> 00:58:02,805 buddy. 1322 00:58:03,075 --> 00:58:03,435 Cheers, you guys. 1323 00:58:03,435 --> 00:58:03,645 Awesome. 1324 00:58:03,705 --> 00:58:04,245 We'll see you again. 1325 00:58:04,605 --> 00:58:05,085 Thanks guys. 1326 00:58:05,235 --> 00:58:05,505 See you. 1327 00:58:06,945 --> 00:58:07,815 Thanks for tuning in. 1328 00:58:08,205 --> 00:58:12,195 If you're done guessing and ready to lead like a real CEO O with a custom 1329 00:58:12,195 --> 00:58:16,605 strategy, real accountability and proven systems, check out my executive 1330 00:58:16,605 --> 00:58:19,210 one-on-one coaching@johnkitchens.coach. 1331 00:58:19,600 --> 00:58:22,424 Fill out the application and book your one-on-one call with me. 1332 00:58:23,205 --> 00:58:25,065 Be sure to hit follow so you never miss an episode. 1333 00:58:26,085 --> 00:58:26,925 Catch you on the next one.