0:00

nobody wants to feel stupid.

0:03

Okay. And a lot of people who've tried AI and tried chatGPT and

0:08

they couldn't make it work, walked away feeling stupid

0:11

and it's like well that sucks, but if you can get past the blinking

0:16

cursor That's that, you know, you type something in you got a terrible response.

0:19

You're like this thing doesn't work I think one of the things is just

0:22

like use a different tool and get something that makes you feel smart

0:28

All right. It is Q one of 2024.

0:31

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0:35

That's why I want to talk to you today about the HubSpot sales hub.

0:39

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0:42

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0:46

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0:49

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1:02

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1:05

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1:10

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1:14

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1:16

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1:23

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1:28

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1:30

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1:37

What's happening today? I have a really good friend of mine and longtime friend,

1:41

Mike Canucks on the podcast. He's been on the show before.

1:45

And, uh, this guy I've known for now 15 years or so.

1:49

It's crazy. Ah, myself and my team, we used to make all of his product launch videos

1:53

back in the day, and we would hack together all these interesting ways

1:57

to make all the sales videos that you would see for his old launches.

2:00

That was my old previous life in my business.

2:03

That's how we originally got connected. And now Mike and I are teaming up again on a whole bunch of things in the AI space,

2:11

and you're going to learn his the way he thinks and the massive opportunities

2:15

every business owner has right now to leverage AI in a way that's smart.

2:20

And that works for you to increase productivity, scale your business.

2:24

You know, follow up with people much quicker, basically empower everyone,

2:29

including yourself, but everyone on your team to be lifted up by this

2:33

technology and not get left behind.

2:35

There's also a total mind shift that gets to happen from a.

2:39

Oh, well, it's like a millionaire. Billionaire and then trillionaire mindset and you'll understand what I mean,

2:44

but each one of us as business owners, entrepreneurs driven I can tap into this.

2:49

So you're going to get the whole blueprint here.

2:52

And I will say right now, if you want to pause this, you'll get a

2:56

headstart, but go to digital cafe.ai.

3:00

Slash J F and there that's where you could get Mike's book for absolutely free.

3:06

It's all about AI. And it's literally a playbook on what to do.

3:10

And you get to see one of the projects, the software that we

3:13

built up from the ground up. That we're actually taking out to the market to different channel partners

3:19

and really scaling some cool stuff. So you can get a little inside, look at what your boy Joe has been

3:24

doing outside of this podcast. So go to digital cafe.ai/j F.

3:31

Mike, we're doing this. It's been a handful of years since we had you on the show.

3:35

It was Matt and I, Mr. Wolf at your place, actually.

3:39

So it's been a Oh, yeah. Yeah.

3:41

No, it's been way too long So, um, yeah, it's good to be here in beautiful

3:45

san diego together and uh, we've had the good fortune of Getting the band

3:50

back together working together again. I'm so excited.

3:53

So you've been just such a rock star and uh, Um, I love your brain.

3:59

I love how you think and I love what you're doing right now And

4:01

I have I love the collaboration. Thanks, man.

4:03

Same. And it's, it's one of these things, like you've always

4:06

expanded my mind in new ways. What we first met 15 some odd years ago.

4:10

I think it was at David Klein.

4:12

He had those think tank events, San Diego.

4:15

Remember those things? I think that's where it was.

4:17

I was trying to nail it down. So, uh huh.

4:24

So that was that met a bunch of crazy cats then, but yeah, you and I worked

4:29

together for many years on a bunch of product launches that you had back then.

4:34

Info days. And, um, man, I always learned so much from you.

4:38

So I got to give a lot of credit your way.

4:40

And even. Thanks, man. Yeah, man.

4:43

Um, and all that now is transferred into media now and then what we're

4:46

currently collabing on and I want to hear a little bit of your updates too.

4:51

And you can tell everyone where you, what you've been doing, um, the last

4:55

what, like handful of years or so. if you go back from info marketing days, just a little history for the

5:00

folks who don't know, Our history together and my history is, um, I

5:05

was doing digital marketing in 1989.

5:08

Trey created one of the first digital marketing agencies, sold that, and then

5:11

had Traffic Geyser Instant Customer, which were two of the first, we'll

5:15

say, online marketing SaaS products.

5:18

Trafficizer was great for generating traffic with video

5:21

and then Instant Customer did two way interactive mobile text.

5:23

Then moved to Amazon was brand new and KDP and we were one of the first to

5:31

figure out how to publish rapidly online.

5:33

And we turned that into a book writing product and then basically helping

5:37

people build their own platforms. Which podcasting and, and all that.

5:43

And then. I've been just building businesses and creating and launching

5:48

companies for the past six years. And as I've framed it, I loved creating businesses.

5:53

I never had to run Um I told myself, I'm never going to do software again,

5:58

but AI comes along and, uh, I had the perfect storm of, uh, Peter Diamandis

6:05

asked me to speak at Abundance 360. Tony Robbins asked me to speak at one of his events and that put the heat on where

6:11

I thought I'd better get really good.

6:15

At teaching AI, using AI, but also helping people figure out how to use it.

6:20

And that led to creating training products.

6:22

Now the development company that we've been doing together, um, where we're

6:27

rapidly producing AI products, we built our own platform, which is digitalcafe.

6:32

ai. Slash JF, by the way, um, wrote a book called AI Accelerator, and that's

6:39

just a little giveaway for everyone who listens to or watches this.

6:41

We'll give that to you, Yep. You know, the best way to put it is right now is so incredible because

6:50

AI can make smart people a hundred or a thousand times more effective than

6:55

they already are, at least two to 10x.

6:57

Okay, that's that's easy. Um, and I think it's going to also have the same effect that social media had,

7:03

which is going to make dumb people dumber, smart people smarter and more productive.

7:08

So you get to choose. Which option to go down, but, um, let's start there and then

7:14

you, you asked me more questions. no, it's a, it's a great, it's a moment in time right now.

7:18

And we talk about it all the time. And I think, you know, after you deliver these talks, which I want to cover

7:23

some of the main points, cause I really feel like it's a mindset shift, right?

7:27

Like we got to get our minds knowing what the hell is going on right now.

7:31

Things are happening so fast, rapidly.

7:34

How does it affect me in the now in my business?

7:37

Um, and then also like, how the hell do I plan the next like

7:40

three years, 18 months, even, Okay.

7:42

So the millionaire mindset now i'll leave in the pretty uh, uh slide

7:46

here, but millionaire mindset You I think is really representative.

7:51

You think about the industrial revolution, the way I think about it is

7:55

a poor immigrant who didn't even speak English could come to the United States.

8:00

You know, 100 years ago and create a million dollar company that was possible.

8:04

And that was because of industrialization. Think about the cotton gin, for example.

8:09

And there were people who hated the idea of the cotton gin and would go break it

8:14

at night because it was stealing jobs. Okay.

8:16

Um, but those who used it created entire fabric industries and, um, huge multiples.

8:23

I mean, it was a massive labor multiplier.

8:26

And then. You'd look at the internet revolution.

8:29

Billionaires were created again. You could be an immigrant from a different country, come to

8:35

the United States, leverage internet and become a billionaire.

8:39

And you look at Steve, uh, uh, Elon Musk is one of them.

8:43

Now he didn't come here as a poor immigrant, but you know, the

8:46

Google guys, um, Jeff Bezos, um, it's a massive force multiplier.

8:54

And when you think about it. Like Amazon Elastic Cloud and Google Cloud and what Microsoft did with

9:01

their own platforms, you could access billions of dollars of infrastructure

9:06

for pennies to rent servers.

9:09

But the AI revolution is doing that again.

9:11

And I believe, uh, the mindset is the trillionaire mindset.

9:14

And this isn't necessarily about dollars, but I do believe that in

9:18

the next three years, we're going to have our first trillionaire.

9:21

Next five years, we'll probably have three trillionaires among us or more,

9:25

and we don't even know who they are yet. So that I think is, is the way to think about it.

9:31

But if you apply this to your own life and you say, okay, I am a business

9:36

owner and if you just use off the shelf scripts and Joe, we demonstrate this

9:41

all the time when we present together. But using tools like Cast Magic, or, uh, Oasis, or Otter, or ChatGPT and

9:50

MakingGPTs, whatever it is, you can basically take anyone and make them

9:54

20 to 200 percent more productive, but you can also apply that and make more

9:59

money in a business by automating stuff.

10:01

And that's just using off the shelf tools that cost 20 to 100 bucks a month.

10:07

The first time I heard it. That was the unlock moment where it's like, okay, there's phases to

10:12

this revolution that's happening. The revolution and in terms of building a business, this, the millionaire

10:18

mindset being the place to start. It's like, figure out what's a bottleneck in your current reality in your business.

10:24

And let's address that. And like you said, tools, you know, from free to 20 bucks a month.

10:30

Like we can. Now, identify what are those bottlenecks and start to automate

10:34

certain things that are repetitive. You can get more leads, follow up faster, sell more, grow what

10:40

you can, what you can control. Yep.

10:44

Yep.

10:47

I really started in depth presenting on this is I always build little

10:51

automated survey tools To capture as much information before I speak and

10:55

find out, Hey, what's the biggest pain you have in your business right now?

10:59

What do you wish you could automate? Um, where are your big opportunities?

11:02

What are your biggest challenges? What do you wish you could do with AI and you don't even know if it's possible.

11:07

And then what we did as a team is we built these playbooks that would be like, how

11:12

do I build all my podcast information or get questions put together, automate my

11:17

social media or clone myself with, Any kind of cloning tool so I could basically

11:22

build a bot that would speak like me or write like me Um, you know, it could be

11:28

creating hr programs or training tools But the whole idea is a combination of prompts

11:34

and tools stacked together can accomplish any goal And you know the net result

11:40

for us is we built a training program around that A practical use case is one

11:46

of our clients jim and jamie shields. They're in the build the rent real estate space They have a problem, which

11:52

is their, all their content, all their follow up was either old, outdated or

11:57

non existent, and they're always waiting around for a copywriter, it seems.

12:03

It's like, they talk to a copywriter, they tell them what to do, and then

12:05

they get their first draft back three weeks later, and it stinks!

12:09

So What we did is built a series of GPTs that wrote all their copy and content.

12:15

And we got, it turns out 104 weeks.

12:17

We got a year for one business, a year for a second business done in

12:21

about two hours, including the bots. And, um, I think that's a practical use case, but it saves, you know,

12:28

it's not uncommon to spend 75 grand on a copywriter a year or

12:32

more, and, um, now a B or C tier.

12:36

Assistant can do all the copywriting and as a founder, you can look through

12:40

it and make sure it's on point, make sure the calls to action are done.

12:44

I mean, there's still some manual work, but it gets better all the time.

12:47

And, um, I think those are real effective and this can just be using standard

12:53

GPTs in chat, GPT, open AI to do that.

12:57

And, uh, you know, I look at how, how else could you write two

13:00

years of marketing in three hours? Or clone you or your best employees?

13:05

And so the millionaire mindset has more to do with the mindset which are what

13:09

tools to use and when and what order And I you know, like when you demonstrated

13:14

cast magic, for example That's a perfect example of a tool that can do a day and

13:20

a half worth of work in about 15 minutes

13:23

Yeah. And these are, these are examples, you know, like we've worked on some GPTs

13:28

for, like you said, cloning your voice.

13:31

And yeah, you mentioned emails, but yeah, I'm just putting this out there

13:34

to those listening and watching. Think about social media and all these things you can have in the hopper now.

13:39

Um, you know, you're, you're not dealt with that blank page syndrome anymore.

13:43

At least you have starting points and then you can extrapolate from that point.

13:47

I think the, the framing I've used a number of times is

13:52

nobody wants to feel stupid.

13:55

Okay. And a lot of people who've tried AI and tried chatGPT and

14:00

they couldn't make it work. Walked away feeling stupid and it's like well that sucks, but um, if you

14:07

can get past the blinking cursor That's that, you know, you type something

14:13

in you got a terrible response. You're like this thing doesn't work Um, I think one of the things is just like

14:19

use a different tool and get something that makes you feel smart So like

14:22

this is one of my other favorite ones. It's um in video and It's brain dead simple you feed it a prompt or you

14:30

can feed it a script and it creates a synthetic voice actor It edits video

14:35

it finds music it gets royalty free pictures and videos And it can bang out

14:42

a pretty good first draft in about 15 or 20 minutes And in some cases good

14:46

enough to use like this is one I made for our platform digital cafe AI now

14:51

I did write the script Um, I did spend a lot of time on that because ChatGPT

14:58

or Claude can write an okay script.

15:02

But, um, again, a good first draft.

15:04

But I still find that I have to get in and it still writes and sounds like a robot.

15:09

And it'll be like, I smell, I smell ChatGPT.

15:13

You know, says delve too many times or

15:15

Yeah, yeah or treasure trove or um, yeah Yeah, it's just like and you

15:23

can even if you tell it what not to do it'll still do it It's like what

15:26

in the hell train this stupid thing? Um, and it's getting better.

15:29

But anyway, i've got a little I can play the first chunk of uh The

15:35

video that this thing cranked out.

15:38

This is a two minute video, but i'll just play the first part Welcome to

15:41

planet who gives a shit attention spans are fleeting and precious You've

15:45

got less than 20 seconds to grab a prospect's attention, engage them,

15:49

earn their trust, and convince them that they need what you're offering.

15:53

But even after you've invested a fortune in generating traffic and leads, it's

15:57

likely that your systems aren't equipped to follow up quickly, consistently, and

16:02

competently, round the clock, all year.

16:05

In this game, money loves speed, and time kills deals.

16:10

Enter DigitalCafe. ai, the artificial intelligence that builds relationships.

16:15

Okay, so that was good enough that I put it on that website for the

16:21

first week because like, I can't remember where I was speaking.

16:24

I was, Oh, I was at a strategic coach event and I was going to be on stage and

16:29

I'm like, I got to have something and we didn't have enough time to turn it.

16:32

Um, and the voice sounds good.

16:35

Holy cow. That love it. Yeah. Yeah, it's deep.

16:38

The music was brand representative.

16:41

It picked okay video clips, you know, not great, but You know, good enough.

16:46

It didn't, it did not suck. What used to take me days Can now be done in 10 minutes without a whole team

16:54

and I really appreciate that and I think that's the the way to think about this

16:58

that's what I was going to say. So to, to round out kind of this millionaire mindset is to know that

17:03

now the tools are all here to at least get that first version out there.

17:07

It doesn't take a rocket science scientists.

17:09

It could just be, you know, it could be your EA or someone on

17:11

your team to start faffing around.

17:14

I'll let you define that in a moment. Oh, yeah, yeah, that's right.

17:17

We've got we've got a special guest we'll bring on in a moment.

17:21

Yeah. there. But just like the reframe of like, Hey, get your team integrated.

17:25

Start following along with the latest trends.

17:28

Start messing around with these tools.

17:30

And you'll start to realize or, or, you know, follow along, especially get the

17:34

book that Mike is talking about because all of those are listed in the book too.

17:38

So you don't have to just dick around elsewhere, but, you know, like you

17:42

have the ability now to give your team and yourself the, uh, like, You

17:48

have so much value at your fingertips.

17:51

And then if you, you know, you want a specialist or yourself

17:54

to review this stuff, well, it's probably gonna be cheaper.

17:56

It'd be quicker. You can iterate faster, test something, go to market fast with the MVP,

18:02

Again, it's also letting your team know So there's a there's a fine line between

18:09

fearing it and embracing it, right?

18:12

So the fear is oh my god, is this going to replace me and it's like not

18:15

if you use it And you become three times more effective Um, you know, so,

18:21

uh, an employer's dream is how do I scale my business without adding more

18:26

overhead that increases profitability.

18:29

And I would love to be able to say to a team, look, here's where we are.

18:33

That's our baseline. Um, let's see if we can generate twice as much without adding more overhead.

18:41

And you're going to get a piece of that. Like, let's, let's give you a piece of the upside.

18:46

And, um, You know, there's one of the challenges with industrialization is,

18:54

uh, and, you know, frankly, in the internet Revolution as well as a lot

18:58

of workers said well, I didn't get the benefit of this and part of it

19:02

is sometimes the the there isn't more because of the way things are managed,

19:08

but I think there's a opportunity with ai especially the multiples can be so

19:13

significant without the cost going up and without the state coming in and

19:17

stealing more money for taxes and And you know what they normally do boy

19:22

that almost sounded political there did No

19:24

to go there. Yeah I don't think anybody disagree except for

19:28

them. Uh, let's move on to the next stage, the billionaire mindset, which, um, uh,

19:34

this is where you've been kicking ass.

19:38

Um, and that's amplifying your business. So what we always try to do is like, where is there the big opportunity?

19:44

Where's the biggest challenges? What are the biggest dreams that you as a founder have and how do we amplify that?

19:51

In other words, to increase the value in a business, if you could take a key

19:55

person and triple the Make three of them.

20:00

So if I could create three Joe Fears or three Mike Koenigs or three key

20:04

people in my case I'd love to have three Abbey's or three Elliot's Or

20:08

three Aaron's right three Brad's.

20:11

I know I want more more of all of you But if we could do that and and

20:16

do it with AI Not only does that add incredible value, but it also means

20:22

that if you sell your business There's more equity value because now the

20:26

business isn't dependent on a person.

20:29

Um, so that's how you can increase your EBITDA by four to eight X.

20:32

So again, cloning yourself and your top performers, and we've

20:35

got better tools for doing that. You know, like Delphi is a good one.

20:39

Um, Brad's been building these bots.

20:42

One, one of the first ones I did before there were good bots is I took a,

20:49

um, a client who had a sales problem.

20:53

So. Um, what I did is I asked them to send recordings of all of their sales

21:00

conversations, which we did, and I transcribed them, and then I, uh,

21:04

at the time I used Claude because I found that Claude did a better job,

21:08

and it still does at this moment. In terms of, um, writing better emails or writing better copy and

21:16

analysis, but also speaking in voice. So this particular prompt took a bunch of these transcripts and

21:24

then I uploaded my sales book, which is called punch the elephant.

21:28

Um, and the subtitle is how to sell anything to anyone and overcome any

21:33

objection, even if you're bad at sales. Well, the net result was, um, the, the output of this thing generated a full SOP

21:45

and a follow up describing to the founder of this company how to do a better job.

21:51

And I, and at the time they couldn't have afforded paying me for two and

21:55

a half days to do this manually. But I created the prompt, tested it out and generated output.

22:03

In about 40 minutes, so 2.

22:05

5 days into 40 minutes, but more importantly, over the next week and

22:09

a half, they increased their sales five times just based on the S.

22:17

O. P. That this thing produced, and I think not only is that a good example

22:22

of amplifying a business, but I could take this along with my I.

22:26

P. And create a sales sentiment analysis tool.

22:30

Um, and if I had more time right now.

22:33

I do that. And then, you know, you've got this cool, um, tool you've been

22:38

working on, um, which is a product.

22:41

And do you want to talk about that? Cause this is a great, uh, case study.

22:44

I will. And it's funny because I haven't talked about most of

22:48

this stuff on this podcast yet. So I was kind of waiting until you showed up, Mike, so you

22:52

can kind of break the seal. And so, yeah, what I've been doing is a lot more of the working with clients

22:57

to custom develop what their vision is.

23:00

And the one that Mike's showing right now, it's comm university,

23:03

Brad Hamburger and his team. They basically want to tackle this problem with universities, where

23:08

they You know, kids that are going in there, I guess young adults are just

23:12

not feeling connected with each other. They're all looking at their screens.

23:15

It's all everybody's fragmented and the universities are not making the money

23:19

that they used to make like there's lack of donations, all that stuff.

23:22

So they're bringing people together using an app, ironically, but the

23:26

goal is to get them off the app. Once they connect the right people, they're using a I chat bots

23:31

and all these matching tools to essentially do that effectively.

23:35

Based off of questionnaires, super engaging, looks beautiful, as you can see,

23:40

and yeah, the goal here is to get them to be able to raise money.

23:44

So we rapidly figured out how to develop this, make it look beautiful

23:48

and essentially show universities and other investors how they

23:52

can make this a scalable model.

23:55

hmm. yeah, I mean, this is one example of what we're talking to financial

24:00

space, the wealth building space, telecom, real estate,

24:03

yeah, the, the use cases are intense.

24:07

And going back to like, I think one of the most important things is, is Brad

24:11

Hamburger's MTP, is Moonshot Vision is to stop and eliminate loneliness,

24:17

depression, and really suicides.

24:20

Amongst college kids, and this is a way to connect people based upon, you

24:24

know, create intimacy using a I faster and probably lifelong relationships.

24:31

You know, you think about if you've ever had a roommate before they can become

24:34

well, some of your best friends or worst enemies long term, but most of the

24:37

time, I think best of friends, um, also getting back to the billionaire mindset.

24:43

Why is this so valuable and important? Well, I think It's creating value and in their case, it's

24:50

subscription, uh, income as well.

24:53

And, you know, what you were able to do is rapidly prototype, um, a very,

24:59

very detailed product idea that now is being used to raise millions of dollars.

25:06

And, um, I'm just excited about the model.

25:09

And that leads trillionaire mindset, which again, is not about the because

25:14

someone will be like, Trillionaire what I can't I've not even had a billion or

25:19

I'm not even you know Somebody's not even at six figures can't imagine a million.

25:22

Somebody's got a million can't imagine a billion How does the trillion again?

25:26

This is a way of thinking more than anything and it also is a clear

25:31

distinction between how you perceive value because up until now What we're talking

25:38

about is EBITDA, which is earnings before interest tax and depreciation Um, so on

25:44

a typical company that might be have 10 million dollars worth of revenue their

25:48

EBITDA might be two million Well, that means to a a company that would buy you

25:54

they might say pay two and a half times that which would be five Million dollars.

25:57

Okay, and you'd be like, all right um to a lot of people who may have spent

26:02

their whole lives building a business to walk away with A couple million

26:06

bucks and then have to pay the tax man. It's like, well, this sucks.

26:08

That's no good. How do I create more value?

26:11

How do I create so I can take my 10 million business and maybe

26:14

make it worth a hundred million? And that's this new way of thinking with the help of AI.

26:20

And the, multiples are crazy. And this is, this I think is a representative clip in 40 seconds.

26:26

How to think, right? Um, or what's possible.

26:29

So I'll start by playing this in my little, like group chat

26:32

with my like tech, CEO friends.

26:34

There's this, there's this betting pool for the first year that there's a, uh,

26:38

a one person billion dollar company, which would've been like, unimaginable

26:42

without AI and now will happen. So how's that gonna happen?

26:46

Well, the way I, um, would say is, you know, for Brad Hamburger,

26:53

for example, in that business. They're going to take some IP and create a SAS product.

27:00

But what we were just talking about with this funeral home, for example, and

27:03

for that matter, we're talking in the insurance industry and the construction

27:07

industry, um, I believe any industry, if you're a functional business and

27:12

you have some unique IP, and we figure out how to use the billionaire mindset

27:17

where we clone your top employees and create more productivity and more

27:22

value, well, that could be saleable.

27:26

To a business on a subscription level.

27:29

And if you looked at the last image here, um, If you have a hundred people

27:34

paying ten thousand dollars a month for a product that can create a hundred

27:38

thousand dollars worth of value Um, it's a no brainer most business owners Um,

27:44

if they could add a hundred thousand dollars in monthly revenue and pay

27:48

only ten thousand dollars for it They no brainer they do it all day long.

27:52

Okay A lot of them would pay 20, 000 for 100, 000 worth of value.

27:57

It'd still be a no brainer for them. And, um, in the world of SaaS, software as service, uh, 100 clients at 10

28:08

grand a month, which isn't that many. That's totally doable.

28:10

That's a million dollars in monthly recurring revenue, 12 million a year.

28:14

Well, that business would be worth 10 X revenue, not EBITDA.

28:20

When a PE company buys you or when you'd be acquired by maybe a bigger company Like

28:26

let's say you wanted to sell something substantial to a microsoft or a linkedin

28:29

and they'd be like, holy crap This would add massive value, you know, it'd have

28:33

the network effect for them So you've got a 12 million dollar business that

28:37

could be worth 120 million or 250 million Well, that's a quarter of a billion.

28:43

You don't it only takes a thousand billion dollar market cap companies to

28:48

make a trillion dollars You And that's the way the new trillionaires think

28:53

is how do I use AI to create massive leverage and a massive network effect?

28:58

And I just want to pause this episode really fast and shout out a podcast.

29:02

That's also on the HubSpot podcast network, the audio destination

29:06

for business professionals. This one's a podcast that's hosted by someone I followed for years.

29:12

The name is Donald Miller is the whole story brand.

29:15

Uh, book and all the different stuff online, he hosts the podcast

29:19

called business, made simple. The premise is to basically take the mystery out of growing your business.

29:25

And he recently had on one of the other guys I follow is Alex, her mosey.

29:30

And right at the beginning of the year, they're talking about.

29:34

Facing uncertainty in your business and Alex and Donald, they talk about different

29:39

ways for different ways to basically shore up your business, to, to ride

29:43

the uncertain times that inherently are the ones that we're living in in 2024.

29:48

So make sure to go check that out. Go listen to business made simple that episode with Alex or

29:53

mosey, but also the other ones. Wherever you get your podcasts.

29:56

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30:00

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30:04

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30:11

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30:13

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30:47

it's really, this is the mind shift that gets to happen.

30:51

And it's when you start thinking of not only the numbers, but knowing

30:56

that this is all accessible to everyone on the planet right now.

30:59

So I genuinely think there is a lot of fear, mystery, unknown of what's

31:04

this going to do to my industry, my job, maybe if you are my role.

31:09

But just know, like, you're, this is the time to go take advantage

31:12

of this and start testing. Go FAFOing.

31:14

Fuck around and find out. I'll just let it out of the Oh, yeah, yeah, we got

31:18

ha ha. what I do, uh, you want to put, why don't we play a little, um,

31:22

Bring him back, huh? FAFO here? We got to bring back our man,

31:26

We kind of skipped Samuel So Samuel L.

31:28

Jackson has a little bit to say about FAFO.

31:31

What is that? Well, this is the secret to.

31:34

Becoming a millionaire. All right, here we go Mike shouldn't be swearing on stage, but no one

31:41

told me and find out you aren't going to lose a job to ai But you

31:48

will to someone using it Thank you

31:52

gets old Um, I love that guy

31:55

And that by the way was synthetic samuel jackson Uh, he did not make a live performance here.

32:03

That is for educational purposes only and um Uh, but it shows what's

32:09

possible, but I do think it's uh, it's pretty uh, pretty funny.

32:13

It is. And it just shows you like there's tools that the one you just used.

32:17

I think it was 11 labs to spin up that voice.

32:20

Like there's, there's so many tools that we have access to.

32:23

And the point is now that is like, this is the time to customize this

32:27

to your business, digital cafe dot AI slash JF will actually get you

32:32

to, um, the book, but actually start to test out what we have created internally as a team.

32:39

And I feel like this, when you start using it, digital cafe.

32:42

ai slash JF, um, multiple call to actions.

32:45

Right. So like it's, it's when you start to FAFO with this tool and then think

32:51

of your business, like now start to visualize what is my customer?

32:55

Like, how can I improve their journey through my business

32:57

and give them a better result? So take it away, Mike.

33:00

Yeah. Well, let's let's play the video and then we can talk about Why this

33:05

is such an important mindset shift You And how to apply this and I

33:11

think it ties into the book as well. So let's uh, let's hit play here It's about a three minute video and you also

33:17

see the the Continuation from what I prototyped within video, and I didn't

33:24

have time because I was gone for a week and I wasn't back in the studio and then

33:27

I came back and made this, but it started with a prototype that I literally wrote

33:33

the first draft of the script while I was laying in bed on a Saturday morning.

33:37

Um, and I probably wrote the first draft in 2030 minutes, but then I tweaked

33:43

it, tweaked it, tweaked it, tweaked it, tweaked it for hours and hours,

33:45

and I tested it with my wife and I. Performed it for friends, you know, it went through some

33:50

iterations, but this is the result.

33:52

Welcome to the world of three second attention spans and fewer than 20

33:57

seconds to get a prospect's attention.

34:00

Engage them, get to know, like, and trust you and say,

34:04

I want and need what you have. Let's make a deal.

34:07

Now you spend a fortune generating traffic and leads, but chances are Your

34:12

systems don't quickly, consistently, and competently follow up 24, 7, 365

34:19

money, love, speed, and time kills deals.

34:22

Now introducing digital cafe AI, a relationship building AI that

34:27

will take your hard earned leads and make them feel like you're

34:31

sitting down with them for a cup of coffee, listening to their needs and

34:35

responding to them with a personalized, useful, resourceful solution.

34:40

It's the perfect AI team. An A plus marketer who gets attention and captures leads, a friendly

34:47

salesperson who asks the most engaging questions, a data nerd who researches

34:52

and riches and qualifies your prospects and predicts their behaviors.

34:56

An engaging copywriter who follows up in your voice with stories

35:00

that connect, so your prospect feels seen, heard, and understood.

35:05

And a delivery genius who ensures every message is read, heard, and

35:09

watched minutes after first contact.

35:12

Now your prospects get a hyper personalized follow up message.

35:15

Story proposal, brochure, videos, audios, voicemail, email, and a custom

35:21

website that gives them a sense of hope, possibility, and vision to

35:24

invest in your product or service.

35:27

It creates beautiful magazine quality PDF reports.

35:30

It even sends real handwritten cards and letters right to their home.

35:35

A digital cafe AI does hours or days of work that normally requires an

35:39

expensive team of specialists in minutes.

35:42

You get instant notifications of qualified prospects, so you or your

35:46

team can take over the conversation or let AI do the work for you.

35:50

You see everything your prospect does in real time.

35:53

It's the fastest, easiest, automated way to get attention, engagement, and

35:57

trust to close bigger deals faster.

36:00

Now the experience blows away your prospect.

36:02

Every deal closes faster with less work.

36:05

No HR issues, no complaints, no excuses, no vacations, always on 24 7 365.

36:11

Now it's not about taking the human interaction out.

36:14

It's about filling the void where the human component falls on its face.

36:19

Now you're probably asking, is it easy?

36:21

Does it work? Will it work for me and my business?

36:24

A Digital Cafe AI is a done for you service that can be adapted to any

36:29

B2B or B2C business, understand any language anywhere in the world, and

36:34

it integrates with every CRM system and even connects to WhatsApp.

36:38

Which means a hundred percent deliverability with no can spam,

36:41

SMS, text, or GDPR limitations.

36:45

Money loves speed and time kills deals.

36:48

So visit Digital Cafe AI to see how it will work for you.

36:58

So that video right there, I don't know if there's a better way to

37:01

concisely put that into play. And you can tell that's the second iteration from that first video you made.

37:07

Um, and, and now this is on the homepage of digital cafe, uh, dot AI slash JF.

37:13

And there's a little, little, uh, QR That's where you get the free book.

37:17

That's right. Yep. So go test it out and, and, and Mike, maybe give us a little overview in

37:24

your words from maybe some details or like almost like a use case

37:27

the use case right now is uh, we've got an This real estate firm, for example,

37:34

they're they already have traffic, but they know their conversions are low and

37:39

the idea of Taking what they already have this incoming traffic and being able

37:44

to put them in and learn more about the prospect Enrich them qualify them and then

37:50

basically send them down the appropriate road So if it's someone with no

37:54

experience, they might sell them training if it's someone with experience They'll

37:58

enroll them in a program if they have a lot of experience They may have a higher

38:03

value person reach out to them immediately and this whole thing gets triggered But

38:07

it basically creates a customized website this pdf And then an audio and a video

38:12

about them and for them from the founder in the brand's voice In five minutes,

38:17

okay, it's freaking amazing and the wow factor alone is like, holy crap, right?

38:23

I wanted that the fact that it gets the reaction it does and you know,

38:28

you we've been working together We're fielding calls right now of people going.

38:32

I want this too. So now we got a funeral home And uh, it means that someone who's going through

38:37

grief we can ask some questions Deliver something that's really emotional And

38:43

then give them You know, like if, if you have a, a, you know, again, just,

38:48

this is like, this is going to sound terrible, but if you have a baby that

38:51

died during childbirth, the way you deal with them is very different than

38:56

if your, uh, uh, father or mother died of cancer, or you lost a spouse,

39:02

or, you know, it's a grandparent.

39:05

It's a very different experience.

39:07

And, um, you know, I know this because a friend of ours has a funeral home.

39:12

His wife has, has been doing, um.

39:16

This for a long time and it's very competitive.

39:21

There are multiple people advertising And if someone calls and they're

39:26

in pain and you don't pick up the phone and follow up fast They're

39:29

going to move on to the next person. You will lose them Um, and the same is true whether it's heating and air

39:34

conditioning or you name the business here Like you've got that much time and

39:38

there's a lot of competition and there's a lot of noise So he or she with the

39:43

fastest follow up follow through You Presenting a relevant message in the

39:47

voice of a brand in a meaningful way with a customized option or product or

39:52

service offering will always win and intimacy and engagement matter most.

39:58

So that was a long seat at the stump, but um, that's my intent.

40:04

And now we're, we've got partnerships where other people want to

40:08

use this in their business and sell it to their customer base.

40:11

So that's our network effect. It's a trillionaire mindset.

40:14

And that's exactly, it's, it's, we're doing this in motion.

40:17

So the mindsets you just laid out, which Thanks for sharing that because I

40:21

mean, I think that's 80 percent of it. It's like, get your head right thinking in the game.

40:25

How can, what do you have control over now?

40:28

Build it for yourself. That's, I mean, you started this probably with a lot simpler stuff like GPTs and

40:35

chat, you know, chat, uh, GPT, all these different prompts, but now it's amplified.

40:40

So that, you know, started off millionaire, gotten to billionaire,

40:43

And trillionaire is now this mindset of where we're taking it to channel

40:47

partners, people who can customize what we've created and, and really go to town.

40:52

And there's a whole sort of business model there that, that that's a whole nother

40:57

rabbit hole, but just thinking of the scale, like it can start with just your

41:02

own business and knowing that you're the connector to something pretty great here.

41:05

Even if it's a funeral home, I would argue the the use cases are are

41:09

virtually endless Like here's an example of uh, someone who went through the

41:13

process and this is actually a real Uh, this is an architect so i'll play

41:18

the the first part of an audio and then um Also play the video for you

41:24

hey Amika, this is Mike Koenigs. I want to start by saying a big thank you for your interest, your

41:30

impressive journey in the architect. Okay, so that's the audio, not bad.

41:34

Here's the video. Amika, this is Mike Koenigs.

41:37

You're on the brink of revolutionizing sustainable community development

41:42

with your vision of an AI toolkit.

41:45

Imagine harnessing AI to assess land for sustainable development,

41:49

integrating environmental Technical social and economic markers.

41:56

This isn't just a dream. It's a transformative shift waiting to happen

42:01

um, in the background for the techie nerd types, we use 11 labs as our, uh, API.

42:05

And then we use Haygen for the video, which is freaking amazing.

42:09

And we, you know, this is a complex product.

42:12

But, um, if we would have had to build this three years ago, first

42:16

of all, we couldn't have done it. And the second thing is it would have probably cost many millions

42:21

of dollars to produce this and a team of eight, eight months.

42:26

Whereas, uh, we did it with fewer people in less time for

42:30

a lot less money in comparison. And again, we're adapting it to a bunch of different industries right now.

42:37

We've got a construction one. That's uh, going live.

42:40

Uh, we've got another one for a business that does pretty advanced marketing.

42:46

They were in the political game, uh, Curt and Kristen.

42:49

And then in our case, you know, when this is how I deliver my book.

42:54

So it's the funnel. And then, um, you know, you can book a call.

42:57

So the whole idea is maximum engagement in the shortest period of time with

43:00

a hyper personalized follow up. And man, I wish I had this a long time ago.

43:06

Oh, it's so cool. So that's basically the trillionaire mindset is.

43:11

A, we're doing it for us. B, we're doing it for other people.

43:14

And C, we're doing it as a collaborative thing because we're

43:16

white labeling this platform for other industries so they can do it with us.

43:22

And the trillionaire mindset comes not just from the network effect,

43:26

but the collaborative partnerships. And, um, you know, I got to give my, a big shout out to Dan Sullivan

43:33

who talks about this himself.

43:36

So. That's basically it.

43:38

And then if you want, I can go through how we've completely rethought

43:41

our own funnel strategy using AI

43:46

Let's do that because that, that might be a good way to wrap it up because

43:48

it's, again, this is all very actionable in terms of like frame, frame yourself.

43:52

You're think of your own business. Think of maybe some of the gaps that you're not seeing in the ladder

43:57

here. on. you know, the easy way is what kind of free content do you have?

44:00

Now, this book is available. We sell it and it's actually generating lots of, it's been a number one

44:06

bestseller now for a couple of weeks, which helps the network effect.

44:10

But everywhere I go, I give away the book.

44:12

It's used as an incentive. Um, we're doing it on the podcast.

44:16

So every time I make an appearance on a podcast, we get a bunch of

44:18

people who show up, they opt in, they answer some questions, they

44:22

get engaged, they see our technology and then get exposed to the tools.

44:26

So it's use the tool to sell the tool. Um, so you want to, of course, establish yourself as an expert in authority,

44:32

whether it's a podcast or whatever. Um, and then in our case, we take them through the next step, the roadmap.

44:39

How do I use AI? What apps should I use?

44:42

It's essentially an introduction to the millionaire mindset.

44:46

What should I do? How should I do it? And in what order?

44:50

And, um, you know, it's our way of also building a relationship.

44:54

So you want to have a lower ticket offer to get people, um, in your funnel.

45:00

And then we take them on the journey of, uh, we have training.

45:03

So for a lot of business owners, it's like, how do I bring this

45:07

into my organization, get my people using it, thinking in AI, using AI.

45:13

And we've done all the hard work. And because we've taught this a bunch of times, you're teaching

45:17

the next cohort with Brad. Um, It's a great way to get exposed and you build amazing loyalty like

45:25

the the You know, we've got it.

45:27

We talked to a client yesterday who started here now, they're going up the

45:31

next level So they said yes to franchise.

45:36

That's what brad is running that that's where you work with us And we actually

45:39

do these two hour sessions and it's a done with you Let's build ais and

45:44

tools with you and for you but do it in two hour sprints So it's replicable.

45:49

It's sort of like let's let's replicate a top person in your organization.

45:52

Let's build a copywriting bot Let's find areas that make more

45:56

money save more time and multiply the effectiveness of your team

46:00

Hmm. Yep. And then uh, we also have our high ticket where we build entire

46:05

businesses and brands in a week um This has been our our core

46:11

for almost seven years now but um You know the the guy who's on the screen

46:16

right now You Uh, Reagan, we built a new business offering for him.

46:21

He's been a client now for a couple of years, but we generated conservatively

46:25

between a half a million and a million dollars worth of new business

46:28

in one day from a new 10 minute presentation we built with him.

46:33

And, um, that's, you know, and then the next stage is, well, everyone needs

46:39

an autopilot sales system that is co pilot autopilot, that's our product.

46:44

But then we get to Joe's department with custom development because someone will

46:49

say, how do I turn my IP into a product?

46:53

And So it's the full spectrum. Yep. And then, um, ultimately, you know, this, what I just showed

46:59

is our handout, our sheet. This is how we engage our audiences.

47:03

And that is essentially our funnel.

47:05

So my challenge to everyone watching this and listening to it is, um, you

47:12

know, like, how can you get engaged and Use this mindset in your own business

47:21

and escalate someone, but also use a I to make yourself more effective.

47:26

How do you deliver a higher quality product in less time with fewer people?

47:30

And how does that create value? How do you commercialize and package your I P?

47:35

And then how do you create collaborations in a network effect?

47:39

So that you can get 10x 20x multiples on something that already works for you You

47:45

know, you're gonna be your best guinea pig as you prototype this and then get

47:50

it out to a few clients And don't sell 10 100 products sell 10, 000 products.

47:57

I was going to actually bring that up earlier, but now it's a

48:00

good tie in because now showing the whole, the reason why we even

48:04

have that whole path there is to

48:06

lead to higher value. And most people, a lot of people will just skip to the higher value stuff

48:11

because they have the vision, they're ready, they get it, whatever it might be.

48:15

But, um, yeah, don't, and we were just talking about this the other day, you

48:19

know, it's like when you start getting an overwhelm or this need to scale, or

48:24

maybe be something to everyone, like doesn't really bring joy in your life.

48:28

I know I've felt it. You've been through that before, you know, you've scaled all sorts of stuff

48:33

over the 30 plus years, whatever it was. So, I mean,

48:36

yeah. yeah, charge more, you get out of work with the right people, you know,

48:40

customers who, uh, pay more that you actually like, versus a whole bunch of

48:48

anonymous, uh, cheapos who, uh, might not have the same value system you do.

48:55

And, and you're inviting All sorts of trouble in your life in my opinion,

48:59

you know, and again, it's some people love business consumer, right?

49:03

They love selling cheap stuff to a bunch of anonymous buyers.

49:07

God bless your soul. I'm i'm not mcdonald's.

49:09

I don't want to be mcdonald's Um, and i'd rather have a tight team of people.

49:14

I genuinely love and working with people.

49:17

I love on something meaningful um Because I just don't I don't care about widgets.

49:22

I just never have given a rat's butt about them.

49:24

But um, yeah You no, Hey, go, go FAFO yourself.

49:29

You know, you figure it out, but figure out your model and stick with it.

49:32

So true. I think I'm pretty sure there was some light bulb moments for other people.

49:36

I always pick up something new. So, if you had a takeaway from all this, because you've been immersed

49:41

in this, you're right in the deep, what's, what's, um, showing up for

49:46

you right now, I'm super curious. it's this, it's the use cases of digital cafe, you know, because

49:51

that's where my mind has been. It goes back to the journey and the different ways that.

49:57

It's creating an experience. And this is thinking of the funeral home, uh, business.

50:02

We were just chatting with last night and it's exceptional service.

50:05

I mean, that's an industry or a business specifically.

50:08

That's over a hundred years old. It's like the only reason it's like in the top 10 percent or even higher in

50:14

the U S is it's exceptional service.

50:16

You're meeting people where they're at and where they want to feel seen.

50:20

And that's what the chatbot experience does.

50:22

That's what the customized experience on the backend.

50:26

We've talked about this and I've had Lee Richter on about a year ago, maybe nine,

50:31

10 months, but technology is speeding up.

50:34

It's never going to slow down, but the humanity element's still there.

50:38

So it's kind of, it's both. So it's going to increase the human side of anything that's created, but at scale.

50:45

And I feel like that's what we're doing really well here with

50:47

Yeah, I think the best use of AI is to help humans do human

50:53

things better and take away the repetitive, annoying, stupid things.

50:57

And also, um, from an evolutionary point of view, um, back to the cotton gin.

51:04

Okay. Now, In the oldie, oldie, oldie times when you'd manually pick cotton and then

51:10

it'd be ginned or threaded by hand, etc.

51:14

It wasn't efficient. And you know what?

51:16

Some people really like doing repetitive work.

51:20

Now my argument would be, well, I'd rather design something new and innovate

51:25

something new than be stuck doing the same damn thing like dragging rocks out

51:30

of a hole my whole life sounds like hell.

51:34

Now, again, some people like that. Some people are proud to be a coal miner and I would argue that's inhumane.

51:40

We are going to go through a harsh evolution as humans right now Um, and

51:47

there are some people who are just not going to see this coming and it's going to

51:50

happen far too fast Um I feel terrible for people who don't adapt quickly These are

51:56

changing times and some people are going to fight very hard for keeping things the

51:59

way they are And it's going to suck for them and it's going to be scary and Uh,

52:05

you know the internet changed a lot of things but it was a little more gradual

52:08

This is one of those things where a lot of people are going to wake up and they will

52:12

not recognize the world They lived in a year ago or three years ago And what it's

52:18

how it's going to affect our perception of reality, but remember You Our perception

52:22

of reality is nothing more than a story and an illusion and we're repeating other

52:26

stories that have been told to us our whole perception of language and society.

52:32

It's all a story.

52:34

It's all a hallucination and an illusion that has been passed on

52:40

for millennia and generations now pulling the rug out from underneath

52:45

someone could be considered immoral.

52:48

And I can't dispute that. I cannot dispute the fact that a lot of people are going to be in pain

52:53

because the world changed too fast. Um, and instead I would say back to the augmented reality opportunity.

53:00

Imagine having a helmet now.

53:03

It wasn't too long ago. You'd have to go to college for four years to learn a skill

53:06

and you had to be accredited. You had to have a sticker by your name in order to get that job.

53:11

And soon someone who wears a helmet can go through some basic dexterity, uh, And

53:18

then you'll be able to look at something. There's a problem in the AR will help you diagnose the problem, fix it

53:24

and fix something and be a lot more productive and make a really good living.

53:28

Um, and this can be education on demand.

53:33

Okay. That excites the hell out of me.

53:36

And like, I have no education and there's a whole bunch of people,

53:39

what we call the clear collar worker.

53:42

That is the opportunity from blue collar to white collar to clear

53:46

collar, which is transparently using technology to be a better human.

53:50

And that is the world that I want to live in. It's the hallucination.

53:54

I want to smoke. I'm in on that hallucination, man.

53:58

So this is the time let's wrap it up.

54:00

I know you got to bounce out of here, Mike. So I appreciate you.

54:03

Another shout out digital cafe. ai slash JF gets you Mike's book.

54:08

Yeah. And experience digital cafe with your business in mind.

54:12

Answer the questions, go through the whole process.

54:15

You'll, you'll pick up and get some light bulb moments.

54:17

So Mike, appreciate you, man. We'll be

54:19

Oh yeah. Rockstar. I'll see you soon, Joe.

54:21

And, uh, thanks a ton for the time, brother.