AI Tools That Actually Work with David Hill - The Long Game - Ep. #98

AI won't replace the human touch. But it will replace the humans who ignore it.

In this episode of The Long Game Podcast, Ryan sits down with David Hill, serial entrepreneur, sales trainer, marketer, and real estate agent, to talk about what it actually looks like to integrate AI into your business today, before most people have figured out how serious this moment really is.

David brings two days of insights from a private event with John Lee, breaking down the WAVIT framework: five categories of AI use, written, audio, video, imagery, and tech, each with its own specialist tools and applications. He and Ryan dig into where most entrepreneurs go wrong with AI, chasing the perfect tech stack instead of starting with the problem they actually need to solve. They also get into data security, the risks of giving AI tools access to your computer without a sandbox in place, and why platforms like YouTube are becoming more valuable by the day as AI search pulls from everywhere to surface the most consistent, credible voices.

What You'll Learn:

• The WAVIT framework: five categories of AI use and the best tools for each one
• Why starting with the problem you solve, not the tool, is the right entry point for AI adoption
• How to think about data security when AI tools have access to your files and systems, and what a sandbox actually is
• Why YouTube is one of the most valuable platforms right now as AI search pulls from everywhere to find consistent, credible voices
• What DISC is, how the four behavioral quadrants work, and why 70% of the population are S's
• How to identify someone's behavioral style within 30 seconds of a call and adapt your entire approach accordingly
• Why the best follow-up process is multi-channel, consistent, and intentional, and what 7 to 17 attempts actually looks like in practice
• How to use AI for sales training, including role play, transcript review, and real-time coaching feedback for your team

If you're curious about AI but overwhelmed by the options, or you're in sales and wondering why your close rate isn't where it should be, this episode gives you two frameworks that work together and a clear place to start.

Interested in connecting?

GUEST
David Hill
Host, The Persistent Entrepreneur Podcast | Founder, Path to Mastery LLC | Founder, Ring Leader CRM
hillteam@gmail.com | davidihill.com 
Instagram: @davidihill 

HOST
Ryan Richards | Branch Manager, Northpoint Mortgage | NMLS 1987735
rrichards@trynorthpoint.com | www.financewithteamrichards.com 
204 Turnpike Rd, Westborough, MA 01581
Licensed in MA, CT, FL, NC, NH, PA, RI, ME, TN, VT

Follow us on Instagram @financewithteamrichards @the.longgamepodcast

#TheLongGamePodcast #FinanceWithTeamRichards

Chapters:
00:00 Episode Setup
01:25 Meet David Hill
01:56 Marketing as Media
02:34 AI Avatars and Fakes
04:17 WAVIT and Tool Stack
07:23 Content and Customer Clarity
09:21 Lead Qualification Filters
11:41 Follow Up Builds Trust
15:00 CRM DISC and AI Trio
16:05 DISC Quadrants Explained
18:43 Adapting Sales Style
25:09 Using DISC and AI Together
26:21 Spotting DISC on Calls
29:29 AI For Buyer Psychology
29:50 Hooks And Social Messaging
31:00 Consistency Builds Trust
32:17 AI Search And SEO
34:24 Prompting For Better Answers
35:42 Plumber Pricing With GPT
37:00 WAVIT Content Framework
40:00 AI Specialists For Sales
41:46 Avatar Sales Coach Demo
46:26 Automation Tools And Manus
48:18 Security And Sandboxing
51:56 Invest In Coaching

Transcript

0:00

If you're someone who's fascinated with AI and have an itch to integrate it in your business, but you just don't know how, this is a great episode for you. Today, I sat down with David Hill. He's a serial entrepreneur focused on sales training, the sales process. He's also a real estate agent. He's a marketer. He's someone who knows a lot about how to capture leads, create the right messaging, and take advantage of the most impactful tools today. In today's episode, Dave and I talk about how to integrate AI into your business, what types of AI he's using for marketing and sales. We talk about data security, making sure that the information you have on your computer, if you're integrating outside LLM models like ChatGPT and Claude, is protected and safe, how to get the most out of your AI software, and how he and his team use the DISC assessment to better understand their customers to use in marketing and throughout the sales process to make you more effective. So there's a lot of information in today's show, and I think you're gonna enjoy the conversation with Dave. So stay tuned. So please join me in welcoming Mr. David Hill to the show. Thank you, man. Appreciate it. Thanks for coming on. I'm pumped to, uh, talk through everything you have going on with real estate, sales, a- and I know we- you had some exciting events you just went to, um, focused on AI. So- Yeah … pumped to get into it. And, uh, with, with the sales training side of things, I mean, talk to me a little bit about, you have the sales training, you have real estate, you do some marketing. If someone asked me in a coffee shop, "Who's David Hill?" What, what would I tell them? Yeah. I would say marketing. I would say he was- he's a marketer. Um, you know, and, and, uh, honestly, I, after the spending two days with John Lee, he said, "All of us going forward need to think of ourselves as media companies." Mm. Like, we're a brand. Everybody now should be thinking like, "I'm a brand, I'm a media company, and how do I get myself out there so people know who I am?" And so I, I've always said think of me, even though I, you know, I sell real estate- Mm … I, I, I coach, I train business owners, uh, uh, small business owners. I, I do workshops, but at the end of the day, uh, I'm in marketing. I love that. And what a good spot to be right now. Yeah. It's like this, the fight for attention. Uh- Yeah. Amen. Yeah … we were talking before the show about, you know, these avatars running Instagram pages- Yeah … that don't even exist. It's ridiculous. Yeah. And it's true. I think the personal brand right now is your biggest asset. 100%, yeah, especially with all the fa- AI and the fakes, and if people know you're real, um, a- and honestly, some people don't even, I don't even know if they care. Some people don't know. Yeah. Yeah. I don't even know if they care, to be honest with you, but, but knowing that there's a real person behind it that's doing it, and, uh, and I think that's, it's the next level. Yeah. I don't think we can ever lose that touch. People ask me all the time for mortgages, like, "Are you worried about AI taking over?" And I said, "Well, I have long-term concerns, but at the end of the day, you can't replace the human touch." But it's not just the human part, it's, it's the connection. So if AI could figure out how to create that same connection- Yeah … that's obviously a- Well, I, I mean, I-… concern … I was having a conversation with somebody this morning, um, on a, on a s- on a podcast, and he was, we were talking about this exact thing, and for some people, AI is that connection. Mm. Think about seniors. Think about people that have nobody else in their life. Um- That's a good point … some people are using AI for, for counseling and coaching. Mm-hmm. So I mean, and, and if you were at this event we were just at, he built an avatar- d- you couldn't tell the difference between the avatar and the… He took a picture of a, of an attendee, and then during the break his team built, turned it into an avatar using a bunch of different tools. They don't just use one tool. They use a lot of tools and then put it all together, and, uh, it was, you would not be able to tell the difference. Wow. And, and even it, the mannerisms and he had a, he had her, had her working out and at the gym and sweating. Like, it was, it was wild. So, so with your sales and, and marketing brain, what do you think the best use case is there for, like, if I'm an entrepreneur listening to this podcast- Yeah … I'm in sales- Sure … what do you see the opportunity in that? I see that you, you need to learn how to, you need to figure out, um, first off, where in your business do you need these tools? Um, one of the acronyms I learned from John was, um- Uh, WAVIT. It's, it's an acronym, W-A-V-I-T. And so when you think, like one of the biggest questions I had going into this is like, well, there's so many things. What do I get? Mm. Right? Like, like- That's the hard part … like the tech stack. I mean, I had a sh- I, I sign up for things and then two months later I, I'm like, "Holy cow, I haven't used that in a month." W-A-T-I… So you can see how new this is to me. Yeah, sure. I can't even remember it. Um, but it's all, oh, it's, uh, it's all the different forms of how to use AI, right? So the, the audio form, the video form, um, the voice is the V. Mm. Um, and then the text. Mm. Right? So text. But think about the, the, uh, A for audio. Mm. Um, there's so many different tools you can use. So they use, the tool they use is called ElevenLabs, and you can take a, somebody's voice, you can record the voice, and you can create a, a perfect replica of the voice. Like- Wow … you almost- I've seen the remixes … you would need like government type machines to be able to tell that it wasn't the actual person. And you see use case for that in marketing- Um … to be able to streamline maybe your content production or- Well, you can scale- Mm … is what you can do, right? You can scale yourself. So he, they built a, a a, a, an avatar. We were talking about this earlier. It, the name's David Chan. It's not even a real person and it, and he's got a YouTube channel and an Instagram channel- Wow with 60,000 followers in two months. Wow. They built it using these tools and putting all these tools together. That's intimidating. So yeah. Well, yeah. And, and it is, it can be intimidating- … I guess, right? And so you think about voice, right? And you think about, um, the text, and so there's a lot of different apps for text. Uh- I think- … Claude, ChatGPT, uh- I, I think what you mentioned earlier is super relevant about people getting confused or overwhelmed with the tech stack, and that's something I- Yeah … I struggle with personally is even in my own business of how do you navigate the million options? Mm. And so, I mean, I definitely have some use cases for AI that I, I implement, but I know there's so much more out there, but it's hard to, to navigate. Mm. I remember I sat down with Bryce Mizen. Yeah. You m- you know Bryce obviously. I know Bryce well, yeah. And his brain, I, in talking with him really kind of helped me understand similar to your logic of break it down by category- Yeah … he almost broke it down by business compartment of, you know, finance, marketing- Sure HR, and then just tailoring the application towards that, um, that one space in your business. But even then, it, there's so many options. So back to your question, to simplify it- Yeah … and hopefully I remember what the W stands for at some point. Um, and this is the conversation I had this morning with Tim on the Chamber show. Think about the problem you solve as a business. What- whatever problem it is that you solve- Right? And for you it might be, you know, people aren't sure or they wanna make sure they're not paying too much in a mortgage. They wanna make sure they're not being taken advantage of, right? They wanna make sure they get the best for… Whatever it is that's on their mind. Sure. Um, you are a content creator of that And so, so that's, that's what he was talking about, is getting that information out there in so many… in everywhere, like, uh, blogs, YouTube videos, Instagram videos, TikTok videos, um, right, uh, website, SEO, AEO, all, everything. Like, you need to be the guy so when somebody looks up, like, "Hey, reputable mortgage," you come up because of the amount of content. So first off, you d- what problem do I solve? So you solve the mortgage problem. Sure. Great. Who's my customer? Now, I know s- we all tend to think as business owners, "Well, everybody's my customer." Well- Right … everybody's not my customer. Sure. Right? Like, you know, I, I charge a, a, a lot of money for what I do. Sure. Most people aren't willing to pay that kind of money. So right away, it, I, I have a, a system where if somebody schedules a call with me, there's certain questions that I ask, and based on how they fill out the questions, w- I, I'll pretty much know- Qualify leads … sometimes I'll go into a call with them, other times I'll just cancel the call, um, just 'cause I know it's not gonna be a good use of their time or my time. Sure. Right? And so, so the next thing is, w- who's my customer? And then the next one is, where is my customer? How do I get in front of them? Mm. Right? Are they, are they on Instagram? Are they, uh, Facebook? Are they… 'Cause they're all different. LinkedIn. Sure. Are they at networking events? Or, or, you know, is this somebody I need to go door knock? There's, there's different ways, so then how do I get in, in, in front of them, and then what is my messaging? Like, what's the message? And this is what we spent a whole day on, was- Yeah … figuring out our messaging the right way. And, and where do you think pe- most people go wrong when they, when they go through that process? I think the vagueness. It's like, everybody's my customer. Mm. Right? Like, for me, I, me as an example, when I started my marketing company, I had a, a 15-minute, um, call tool, and I'd give it to anybody."Hey, schedule 15 minutes with me." I spent my whole day on 15-minute strategy calls, and 90% of them went nowhere. Didn't go anywhere. And then all of a sudden I learned, I said, "Okay, I need to put a filter on this. There needs to be some criteria that determine if I get on a call or not." Mm. And once I did that, it was a shift. Because now all of a sudden instead of 10%, it jumped up to 50% would move forward, or 60% would move forward. Mm. Right? So to me that, that is a mistake, thinking that you can just help everybody. And I think the other part of it too, like, a lot of people, especially sales, their first goal when they start a business is quantity of leads. It's like, "Let me get as many- Sure … leads as I can." Which at first, sure, at bats count. Yeah. But at some point it's the conversion of quantity to quality of leads. And one thing you said, actually, when you were presenting at the Connectool event, you were talking about your follow-up process. Mm. And I actually did a whole episode, uh, on the podcast about this. I don't have it as dialed in as you do, but I started thinking about the lead flow process. Do I not have enough leads? Am I not managing them properly? Or are they not the best leads? And that, I went through this process in my business. Great questions. Yeah. And I figured out that a lot of my challenge wasn't necessarily the quantity or the quality, it was how I managed the leads. How many follow-ups? What's my retention process? Am I tapping into my past closed clients to, you know, spread my outreach? Do they know any friends or family? You know, that, that phone call or email that, you know, everyone always puts their signature line is, "A referral is the best compliment." Mm. That's not enough by itself, right? Sure. So I looked into that, and I think a lot of times people… I don't know that everyone really understands that. Talk to me about your, your philosophy there when… So you, so if you have your inquiry form, you're qualifying the lead before you talk to them, what do you recommend next? Like, after that first phone call, how do you make sure to the best of your ability they become a client? Uh, I think especially in this economy, you have to build trust with people. And so for me, it doesn't always happen right away. Sure. It usually happens over time. So I might have a call with somebody and, and you know, we have a good call, and then Uh, I'll follow up with them. I'll send them some information. I'll invite them to one of our, we do a, a weekly mastermind call. I'll say, "Hey, why don't you come test drive one of our calls? Meet, meet somebody," you know? I've got people that have been with me three years."Why don't you have a conversation with Norman or, or, or Karen," right? Or, or so that's kind of like how I approach it. Mm. 'Cause sometimes people are skeptical and, and some people honestly are, are, are… In, in what I do, there's people that it's not even that they don't have confidence in me, sometimes they don't have confidence in themselves. Mm. 'Cause how many people do you know sign up for stuff and then they don't even do it? A lot. Like, think about gym memberships, right? Like- That's why Planet Fitness exists, yeah … Planet Fitness. Yeah. We gotta help people with that. And so for me, it's all follow-up. If, if you ask, like, m- even though I'm I, I'm kind of s- pivoting my, everything I do into the focusing on marketing and media, but my superpower is follow-up. Mm. So I'm gonna be dropping a, a, a whole video series on, starting on YouTube following John's model on follow-up- Love it … and how to stay in front of people. And over time you build trust. But you're not gonna build trust by just continuing to show up. Well, for, to be honest with you, you can do that on social- Sure over time. But if you wanna, uh, expedite it, um, have them on an email list. Mm. Um, invite them to events. Um, send, you know, you got a high ticket client, send them a book. Right. I'll tell you, that's been s- some of my best clients. I, you know, buy a $30 book, send it to them with a card."Hey, I thought about you." Love it."This book's amazing." We s- I send out the book called Who Not How. Love that book. Yeah. You know that? Yeah. Yeah. Phenomenal. Great book. I sent that book out to 100 people. It's a great one. And, and probably 40 of them have turned into clients just by s- spending 40 bucks to- Thinking of someone, yeah send a book. And so there's a lot of different ways to do it, but first thing you have to do is you have to build trust. And, and sometimes, you know, in most cases that takes time. It does take time. Yeah. But I think sometimes people, and I'm speaking for myself too, I'm definitely someone who is thoughtful when it comes to, like, new implementation, so sometimes to a fault, where I'll, I overthink- I'll still take action, but I take a lot of time to plan out- Sure what I would think would be the perfect system. Yeah. But I've learned over time that you just have to start somewhere. And I think with the follow-up process, it's the same thing, where- Well- … at first when I s- first when I started, I didn't have any follow-up. Yeah. I would just help the client with their mortgage, they'd buy their house, I'd send them a, "Hey, congratulations," email. Or even after the initial phone call, I'd send one message. And then I started thinking,"Well, what's my cadence?" You know, every two days, every five? You know, I started researching, googling. Then I'm like, "Forget it. Let me just do something." Sure. And then I started with a CRM, and it takes time to accumulate that. But similar to the AI piece, people get a little bit overwhelmed with what is the perfect process. But there really- Yeah … isn't one. Well, yeah, I don't know if there's a perfect process- Yeah … but there's processes that work. Right. And, and so I, I think what you said, the CRM is critical. We're, we're gonna, about to release a video on, on YouTube, and we're gonna, we're gonna promote the video, meaning we're gonna put some money behind it and get it in front of the right people. And the three, the three, um, uh, uh, steps in it, the three things, that's it. Number one, have a robust CRM- Mm … with a pipeline, and use it. Number two, understand behavior. Understand DISC, meaning, which we can talk about in a minute. Yeah, later. Um, but understanding people's behaviors so then you know what to send, when to send, how to send. And then number three is gonna be, um, figure out whatever AI tools you're gonna use. Because if you're not using AI now, you're, you're gonna fall way behind. Right. Right now, we're still super early, but it's time to really start taking it serious. Yeah. Bryce said it best when we were talking on the podcast, and he said AI is at the equivalent development stage as the internet was in 2003. Mm. Yeah. So internet was 1990. That's good. So like, relative to where we've come, it's like we are not even close to the power. Yeah. Yeah. But I wanna dive… So I wanna talk about the, the DISC part of this and how that plays into your, your lead flow process. So h- what i- for those who don't know, what is DISC? Yeah, so- How do you use it to your advantage as a salesperson? S- uh, so DISC is a behavioral assessment, and it breaks people into four quadrants. And the interesting thing is I've been doing DISC for 20 years. I, I used to teach DISC for Kell- I was w- with, with Keller Williams for 17 years of my career, and I was one of their trainers. So when w- whenever we brought a new agent in, I would bring them through a DISC assessment, and then the DISC assessment would tell us, based on their behavioral/personality- Mm … where they would do best. So the quadrants are to the D. This is a person that's direct and to the point. They, they're, they're very, uh, short. They're- Very, um, intentional. They don't like to waste time. So if you're dealing with somebody like that, you just go right at it Get to the point … tasks. Yeah, like they want, they want, uh, they want to know, like, what's the outcome? What's the big picture? Now you have an I, um, somebody more like, I don't know if you m- know my wife, V, but she's, she's the I. She's the people person. Like- Mm … loves talking to people. You- she's gonna wanna go have lunch with you and meet with you, and you meet them at the, at the, at a Starbucks, and she's, like, friends with people in line. Um, me, I'm more like, well, I talk to people in line 'cause I know I have to talk to people- Sure in line, right? Right, right. It's more like an intentionality thing, where her, she just, that's how she's wired. Like, she wants to be your friend, right? And then the S is the, the steady, stable nurturer type person. For them, everything's about trust. Mm. They are very skeptical. They don't trust most people, and so you have to earn trust. And by the way, 70% of the population are S's. Really? And so when you're dealing with an S, if you try to, like, push for a close or- Mm … close too early, they're gonna shut down, and they don't like confrontation. So they're gonna smile at you the whole time, and then- Sure … as soon as you leave, they're never gonna call you back. They're gonna say, "What a jerk." Right. And, and, and I used to struggle with S's back, back in the day- Sure, yeah … 'cause I'm a high D. Yeah. I show up like a, like Tasmanian Devil. Bulldog, yeah. Like, I sold it. I'm, I'm the top guy. Let's get this done, and, uh, it doesn't work with S's. Not with everyone. And then the, yeah, it works great with D's. Sure. Right? With D's it works amazing, and some I's. Um, and then the C is, like, what you just described yourself, the analytical. Yeah. Like, I need details. I need data. I w- I wanna make sure I'm not making mistakes. Now, when you start to know that, first about yourself- Sure … so you know how I operate, then you start to see it in other people, and you can pick up on that. You know, I mean, so you call somebody, and within 30 seconds you can have a pretty good understanding of am I talking to a D, I, S, or a C just by the way they communicate with you, and then you adapt to them. We can never expect anybody to adapt to us. We adapt to them. Right. So when you think about sales process, like it's all adaptation. So I meet with somebody and they, I know they're an S, then I need to slow down. I need to make sure I'm going at a slower pace. I'm giving them everything they need to feel comfortable with me making a decision. I know I'm dealing with a D. Okay, great. I'm a D, you're a D. I know you don't wanna waste any time. What's most important to you? Tell me. And I- I've had people say, "Listen, the only thing I wanna know is how much are you gonna charge me and how much can you sell my house for, and how long is it gonna take?" And I said… He's like, "I don't even w- I don't need you walking through my house, any of that crap." I said, "Well, let's look at the numbers." Yeah. And I said, "The house is gonna sell for 640. Uh, we charge X percent and w- if we do it right, it shouldn't be more than 45 days." "Okay. Where do I sign?" Like, that's- That's interesting. Yeah … to me, that's like the$650,000 17-minute listing appointment- Sure … from start to finish. And you try to recreate it if you didn't know- Yeah this process. Well, yeah, but, but the problem is there's gonna be certain people that don't know that. They're gonna show up and they're gonna meet that guy, and they're gonna sit down and they're gonna have their presentation. They're going, "And we do this, and then we go through the…" And the guy's just sitting there- They don't care like, "I don't care." And so you… So yeah, this is a… I'll tell you what, this is a huge tool. And so the reason that I, I ended up going back to it is 'cause I partnered with John Maxwell. I'm, I'm sure you know who John Maxwell is. Sure. Yeah. And coincidentally, um, one of the things they use a lot is DISC. So I, I did the DISC and then I got away from it from, I don't know, probably from 2015 to 2025. I really wasn't doing a lot with the DISC. And then as soon as I went and partnered with Maxwell, now all of a sudden DISC keeps coming up. And so I said, "You know what? I'm gonna get DISC certified with them." Yeah. And check this out. It's the exact same disc assessment, People Keys, that I used back in Keller Williams. No kidding. And I was like, "Wow, that's wild." And so yeah, so- Full circle … I started using it again, and it's just been amazing. And I tell everybody, "Listen, you really wanna understand yourself, you wanna understand your behav- not just you, but- Mm … you understand yourself first, and then you start to see it in other people around you." I love that. I, I think bringing it top of mind, I, I can see how that would be very helpful because intuitively, as you were, uh, as I'm thinking about my interactions with clients, I, I do it subconsciously. Yeah. And, and depending on the type of person they are, I change my interview or my presentation style. If, you know, for example, if I work, I work with a lot of engineers- Yeah … typically very analytical. Sure. So that type of conversation, most of the time going into it, I know is going to be a lot different than if I have a client who's a nurse. You know, nurses might be more- True … emotional. Probably on the S. Probably on the S, yeah. Mostly on the S. Sometimes you get some D nurses. There's always wild cards. Yeah, yeah. Of course. But, but it intu- I do it subconsciously, but it's, it, having that intentionality behind it I think would be very helpful. Yeah, and it's not even just in the presentation, but it's also what you give them- Mm the way you follow up, the way you ask them to move forward. Ev- everything matters. Every- everything. Yeah. And- Whereas some clients that they just want the short and skinny. Exactly. Give me the short and sweet. Yeah, I don't wanna hear it. I already did my homework. Like- Yep … what are you gonna do, right? Right. And so, yeah. And, and it, like a s- as an example, as a C, it was a- I struggled with C's in the beginning because, um, I was very- I'm very optimistic. And so I'd show up and I was the number… It was always, like, in- When I was selling real estate in Worcester, it was, like, Lee Joseph, me, uh, what's her name? G- Glory McCool. Like, there was, like, four of us that were always, like, in the top five in the MLS- Right on … and, like, rotating. And so when I showed up, I, I showed up like, "Hey, I'm the guy." Sure. And not realizing that, like, they didn't care. Like, C's, they didn't care. Like, you, I don't care if you sold the house next door and then the house on the other side of me, I still wanna see the numbers. Yeah. I wanna see the data. I wanna see the, the spreadsheet. And then I'm like, "Why is this, why is this not working?" And then my coach brought that to my attention. He's like, "Dude," he goes, "You gotta, you, people don't care." Right."You gotta give people what they want." And I said, "Wow." And so once I learned that, I just s- had my assistant start providing tons more data to people and giving them what they want. And then I'd show up and I'd ask more questions and I'd slow things down and… 'Cause I was, I was taught to be a closer, man. I- Right, that's a different mindset … I was a closer, yeah, for a lot of years. I closed deals. You know? That's a different mindset. Yeah. It works. I, it does work with certain people. But certain people. Yeah. But I, I, I, I'm a lot, I feel like as I've gotten older, I don't know, I don't like the, the closing of people anymore. I like, like, people to feel like,"Okay, this makes sense. I, I wanna move forward with it." And you're aligning with what they're looking for. Yeah, yeah. And that, it's, I think, interesting to, I didn't know 70% of people fell in one camp. Yeah. The D's are, um, I think it was either 8 to 10% of the population are D's. Mm-hmm. And then, um, the I's are… Oh, I'm sorry. The D's are 3% of the population. That makes sense. And the I's are, uh, it was about 11, and then the, the, uh, S's, uh, the C's are about the same. Interesting. Yeah, so the analytical people. But the S's are the majority, which is why… Think about traffic as an example. Like- Yeah … like, uh, like me, a D, I- and I, I try not to do it much anymore if I'm in a rush, but you know, sometimes people are on the highway and they're waiting in line to get off the exit. Mm-hmm. And then you see the car that comes flying around and just pops right in. That's the D? Yeah, that's your D. That's your, that's your classic D. Yeah. And so I did the- but the reason that that works for most people, because they're S's. They don't want confrontation. No. They're just gonna let 'em in. But then there's another D that's waiting. What happens? Cuts him off. Oh, they're not g- they're not gonna let him in, right? No. They pull forward, and now all of a sudden you got a fight going on. Yeah. And so to me, that's a, that's a great metaphor for kind of understanding- Love that … people's behavior. I'll have to take the test. I feel like I've touched on a little bit of everything. Yeah. Yeah, it's awesome. I'm like right in the middle. I'll hook you up, man. Yeah. Yeah, that'd be great. Yeah. I'll have the team take it. You're, you're gonna love it. Yeah. I'm curious. I, I know, uh, it's probably… I mean, look at even the ads on television. It's probably a large- And they say it's not a test, by the way. There's… It- 'cause it's not a pass or fail. Assessment. Yeah, it's an assessment, so you… it's just a- awareness and clarity. Yeah. Love to know. Now I'm curious. Yeah. Yeah, everybody is. I'm curious. And how, how do you… So do you use, when you train for the sales process, do you integrate a lot of that in your coaching? I definitely integrate DiSC into my coaching, um, and I also integrate it into the sales process. Mm-hmm.'Cause if I, I, if I'm meeting with somebody and I'm, I'm trying to… Either I know, kind of have a good idea… And you can use AI for this, by the way- Hmm … to, to discern somebody. Like, AI can read their social media and- Wow … kind of determine in a lot of ways what they are. Um, but I'll, I'll make adjustments to everything, the way I approach it, the way I show up, the way I ask, um, the speed, everything. Everything matters, you know, when it comes to, to sales. And, and, and so I can meet with an S and, you know, they're thinking, "Wow, this guy's a really nice guy." Yeah. And, um, meanwhile in the inside I'm, like, fierce. I'm like, "I wanna get this done." Close. Yeah. But I gotta slow down. I gotta… Right? Like, and, and there's nothing wrong with that- No'cause I c- I help people. At the end of the day- Right … I help people. I know I can help people, but sometimes I've gotta help people get beyond themselves. And right, like- That's a hard challenge Yeah, it is. It is. Sometimes people get in their own way. They do. Yeah. A lot of the times. Yeah. When it comes to that process of I'm a salesperson, I'm looking to go out, take advantage of some of the strategies you're mentioning, what's the first place I should start? Like, as we're talking about DISC, we're talking about AI. Yeah. Someone who's a salesperson, they're like, "Well, what's one thing that I can just make sure I pay attention to on my n- on my next, my next call, my next appointment?" Um, I mean, I- So- … I think for anybody I would start off with, um, figuring out who your customer is. And, and first step I, I, I talked about it earlier, but, like, what problem do you solve? Mm. Like, at the end of the day, what problem am I solving? So what do, what do I solve is I, I help- Mm … salespeople close more sales. I help salespeople make more money, right? I, I help salespeople with confidence. But from, like, the cust- if I'm listening to my customer- Yeah are there certain triggers that you listen for to know? If I'm talking to someone, uh, from the mortgage side, how, how do you kind of get a gauge of where they might fall just from the phone call, certain tendencies or cadences? Um, as far as what? What- To identify which corner they, which quadrant they fall. So, so you're talking about the DISC still? Yeah. Got it. Okay. Um, uh, a D is gonna be very direct. Mm. Like, "Yes, what can I do for you?" Right? Mm. Where a, an I is gonna be faster, but friendly. Like, "Hey, how's it going? What can I help- Okay … how can I help you today?" Typically. I mean, it's not 100%. Right. Right. But you, then you can talk to them for a little bit longer, and after 30 seconds or a minute you can kind of pick up on them based on the way they con- continue the conversation. Mm. Um, an analytical person's gonna be more like, "Well, yeah, what, what do you need? What can I, what can I help you with today?" "Can you send me something?" Um, but it's not like a D. Like, a D is direct and fast. Mm. A C is, is, is, um, is kind of direct, but more of a slower- Mm … direct, right? Like, a more of a, a… So if you think about the, the different quadrants, the D and the C focus on tasks. Okay, the D, C, every, for D, everything's about a task, getting the task done. For C, it's about a task. Task first. Like, everything has to make sense. Mm. So task befo- you go to the other side, the I and the S is all about relationship. For an I- Mm … if they don't like you, they're not gonna do anything with you, right? Like, they have to like you. Everyone knows someone like that. They have to jive with you. Yeah. They have to like, they feel like, "Oh man, I feel good about this guy. I'm having fun." The s- the S has to trust you. Now, S's are typically the slowest. They don't like confrontation, like I just said. Got it. They're gonna be nice to you."Oh, you know what? I just, I just really don't have time for this. Can you, can you call me back later?" And you know, like, so you start- Sure … to pick up on it on, on like a phone call or even an in-person meeting. And now so you're using, obviously in the sales conversation, of course, you're utilizing that. How does that play into your, to your marketing? So you know, how do you figure out what your ideal customer thinks like to tailor the messaging? So I know we were talking earlier about messaging and making sure that you're putting out the communication that attracts your ideal customer. How does that play into that process? Yeah, so we have, I have different AI tools that I use- Mm that once I understand somebody's behavior, then I can create custom presentations for that per- Like, if I'm meeting with a seller and I know they're analytical- Mm … or I'm meeting with a potential customer and I know they're analytical, then I'm gonna create a presentation based on an analytical person and the things that they would wanna know. And similar on the social media side. Yeah, exactly. So well, on the social media side, it's hard to kn- like, because I've got customers that are, um… Primarily my customers are, are D's and I's. Mm. I've got some C's and some S's, but so you want your social media to kind of resonate with everybody. Mm. So at the end of the day, the social media is more about what problem do you solve, right? Like, the pro- like, that's the hook. You, I'm sure you've heard the term hook, right? Sure, of course. So how do you catch somebody's attention? You catch their attention with a hook. Like, "Okay, I, I have that problem." Like, 'cause now you have to stop the scroll. Right? Like, so- I think it, sometimes it's hard, I find it's hard for, for me even when I'm talking with Alex, who, for those who can't see, my marketing manager, we try to figure out what messaging makes most sense to put out consistently, and we still come back to, well, people need to know what we do. Yeah. But then there's so many different, you know, applications, it's… and people always talk about niching down and finding your one, your one thing, but it's, it's hard on social media because you don't know who's gonna watch it. It's hard to build that audience of just one particular thing. You know, if I said I'm just first time home buyers, I also love working with investors, right? So how do you, you know, kind of balance it? I, I go with the- Yeah … kind of shotgun approach. Well, so you, I mean, you can use the a- analytics on, on the platforms if you want. Yeah. I don't know if you put any money behind your, your marketing, but you can target. Right. There's, uh, tons of targeting and there's, you can get into age group, demographic, income. There's a lot of different ways to- Mm … get in front of people. But I think if you're, you're consistent with the messaging and the problems that you solve, and you're just consistent with it, then the people are gonna, they're gonna opt in. They're gonna say, "Man, I keep seeing this guy Ryan everywhere, and everywhere he's talking about mortgages, and he's talking about making sure that, you know, making sure you're with the right person because, you know, the closing costs are gonna be what they say." Mm-hmm. Or, or, like, that's what I used to say to everybody- Yeah … when we were selling real estate. Like, "You gotta go with my guy." Why?"Because if he says this is gonna be the closing cost, that's gonna be the closing cost." That's the closing cost."If he says this is gonna be the rate, it's not gonna change." Right."You don't have to worry about that." Like when you go online or something and sometimes- You never know … yeah, so, so we could honestly say that to people by just consistently putting content out there. Blog, social media, reviews are huge. Testimonials are huge. All of that, uh, kind of comes together now. Mm. Do you use, which, what do you use, ch- Claude, GPT? Which one do you use? I use… So interesting, I use a little bit of both. Oh, yeah. Yeah, me too. I think, I think they're both diff- better at different things. All right, good. So what's happening now is people are, are, not everybody yet, but it's coming. Like you said, we're at the beginning. People are going to their, uh, Claude or their GPT, and they're saying, "Hey, I'm looking for a mortgage in Westboro, and, um, who's the best guy?" Mm. And now the AI goes out- And searches. And what is AI search? Where do you think it's gonna find that information? On the, everywhere, on the internet, on- That's right social, on- It's gonna go to social media. Yeah. It's gonna go to Facebook. It's gonna go to G- Google. It's gonna go to Bing. It's gonna go to … Right, like- YouTube, everything probably, yeah. Everything. Yeah. And some people are like, "Well, I don't, I, why am I gonna be on Bing and Yahoo?" Doesn't matter, because the AI's gonna search Bing and Yahoo. Right. Which is why you need to be there. And so that's one of the most important things right now, is making sure you have a consistent message across all brands- Mm … and just consistency. And it likes, just like SEO, it, they like reviews, they like testimonials. It likes blogs. It likes good, robust information about a topic. I, I've noticed that more and more with how the younger generation's using it, too. Sure. Uh, see, my, my brother's only a year and a half younger than me, and he's, he's very much more involved in the tech space and fintech, and that's his background. But they, it's, it's Google. I mean, it's Google to them. Like, that's their internet search engine is AI. And he's, he always tells me, he's like,"I don't even know why you have Google on your phone." And it's like- Well, and Gemini, I mean, Google owns Gemini. Right. Which, think about Gemini. Um, Google owns Gemini and it owns YouTube Right? So YouTube is, like, the best platform. Because the thing that makes YouTube the best is it's evergreen. Mm. Meaning you have videos that are 15, 20 years old that are still- Yeah … getting views today. It doesn't go away. And- For better or for worse. Huh? For better or for worse. Yeah. Well, all PR isn't even good or bad, but- I had to purge my YouTube channel.… sometimes, uh, yeah, I'm, I was mentored by Grant Cardone. He's like, "No, any PR is good PR," right? That's true. Um, I guess to an extent. Maybe when you're a billionaire, then you could do anything, but- Then you can be more selective, yeah. Back to the, to the A, the answer. It's A stands for answer. Mm. Meaning your AI wants to please you. That's one of the challenges with AI. You… But you can train it to not- Mm … do that. Like, "Hey, challenge me sometimes. You know, give me some h- hard…" Like, I'll, I'll ask my AI, like, "What am I missing?" I do that all the time. What… Yeah, "What, what else can it… What else should I be asking you?" But your AI wants to please you, so it wants to get you the best information. Mm. So when you go and say, "Hey, I need the best plumber in Millbury," your AI wants to go get you the best plumber, and it's gonna search everything and find the best is gonna be the most consistent- Mm … across everything. Which I, I think from the user side of things, it's important to know that. Because I think a lot of people misuse, especially, like, the ChatGPT, Gemini, Claude, Groq. They don't know how to… They don't understand that that's the fundamental objective. It's like when you put in a question of, "Give me the best plumber," well, what- Mm … what does best mean? Yeah, it's a good point. Yeah. And, and how do you, how do you get it to frame, frame the context of, of what am I missing? I ask that question all the time. Yeah. Like, what am I, what am I missing here? Is there a better way to do this? Is my thought process broken? Give me a counterpoint. Like, I wanna know- Yeah … both sides of it to challenge me. We just needed a plumber not too long ago, which- Yeah … uh, uh, frigging plumbers, man. They- Oh, there are. I should have a, I should have a side job for plumbing. Um, but anyway, we needed a plumber, and so I, I called the guy and he told me, uh, what he would charge me, and I just r- And everybody's doing this. I went right to my GPT- Mm … and said, "Hey, I got a plumber coming. This is what he told me." And, um, it was a referral actually. Mm. And basically what he s- The, the range he gave me was, I think it was, like, $325 just to come out and look at something. Mm. And I'm like, "Well, the, the r- what the GP- the, uh, LLM said was it should be about 275 to 325." So I said, "All right, you know what? Let me give you a call back." I called someone else in- Same thing, $275 to come out. I'm like, "All right, well cool." All right. I'll come out. Right in the rain. Like, I don't know you. Yeah, yeah. Right? Like, and so, but that's what people are doing now. Yeah. You know, with, with AI. What, what do you think is the best use case for the LLM? Like, if, if someone is listening to this and like, "Oh, maybe I need to rethink how I'm using- Yeah … Chat or what do you- I, you know, I, I wanna… You know what? I'm just gonna… If we can stop recording- Yeah, yeah, of course … and you give me my phone. Just if you wanna just give me my phone. Sure.'Cause I wanna give you the, the…'Cause that's gonna answer your question. Okay. Um, but this is from John Lee. This is why it's probably not out there. I just, you know, spent a lot of money to spend two days with him. So check this out. So- What is the framework for the W-A-V-I-T? Framework is W-A-I-T W, written. Text content. Scripts, emails, blog posts, social media captions, anything text-based. A, audio. Voice content. Podcasts, voiceovers, AI voice agents, like ElevenLabs. Audio voice, spoken All right. So, uh, so sometimes, um, Claude's glitchy. AI- ChatGPT's, um, voice works way better than Claude, but, um- That, I, I enjoy Chat more for- Yeah conversation. Uh, yeah. I, I've got some ridiculous, uh, agents we built on, uh, uh, using, using, uh, OpenAI. Um, all right, but this is Claude right now, but this is what I… So when I went to his event yesterday, I recorded a whole thing in 10-minute cl- voice clips. Nice. And I just load every voice clip, and then after it summarizes all the notes from… So but the W stands for written. I don't know how you remember that. Written. That's it. Simple, written. That makes sense. Right, so everything text, email, blog, social media. So written, you c- use GPT, you can use Claude, you can use Perplexity. It's really whatever you like, right? Mm. Like, they're all, they're all good in their own way. Um, you could use Grok if you wanna focus on, like, social media. Mm. Grok is great for media. Um, audio. Now, audio's A. So this is, um, podcasts, voiceovers, uh, uh, voices like ElevenLabs, like we were talking about earlier. So if you wanna create a really high quality voice- Mm … ElevenLabs. The V is for video, so video content. YouTube, TikTok, um, video training. Um, so the tool for, for video could be HeyGen. There's other ones. Um, the I, this is the one I was missing. Imagery. Mm. Images, photos, graphics, uh, image manipulation, design, social media visuals. Um, some great tools for that. Uh, um, uh, what's it? Gemini does a good job. I've, I still think ChatGPT does a fantastic job with images. Yeah, it does. Um, uh, but if you wanna go next level, then, uh, Google Omni, you can literally- Really?… create movies now. That's- 200 bucks a month- … crazy… you can create a movie, bro. It's ridiculous. That's insane. Like, and you- That's insane … like, movie theaters would pay millions of dollars. You can do it in your house- Unbelievable for a couple hundred bucks. Um, and then the T is for tech. The tech is the connectors now. Um, connectors, are you familiar with, like, Make? Or, like, um- Mm … Zapier? Zapier, yeah Everybody knows that. Yeah. Yeah, so Zapier, Make. Um, d- it's called MC, uh, M- MCPs now, are model context protocols, so it's connecting tools together. Mm. So if you take the, the written, the audio, the video, and the imagery, and then you need a… Because they're all different tools, you need a tool that brings it all together- Mm … and makes it work together. So it's, it's kinda like think about- Yeah … the sales process. Like, I teach a six-step sales process. You know this. Right. So each step of the sales process, um, in a lot of ways, like, requires a different skill level. And so, and if you… You know, over time you can get really good at, at- At all of them if you- Sure … if you understand what you're doing. But most people aren't good at all of them, right? Like- Gotcha … so you have, your first step is your research. Um, I mean, you shouldn't even be doing that yourself, to be honest with you. You should be using AI. Then your connection, uh, then your qualification, then your presentation, uh, then your, your closing, and then follow-up. Mm. Each step, um, you can have an AI that's a specialist in each step of your sales process. Mm. Just like what I'm explaining right now, having an AI that's, uh, an expert in written, an AI that's an expert in audio, video, and imagery, and then you use tools to put them all together. Mm. That's interesting you mention the specialty. I was look … I've been looking into a lot of those, uh, skills. Uh, what do you call them? The skills files that you can get for, for AI. Mm. And it's, it's, like, that preloaded template of I want- It's like prompts, right? Yeah. It's, it's just prompts. It's prompts. Yeah. Yeah. There's, um, there's some, some of them that have, uh, you know, almost like their own code in it. I'm still learning, but it, it's interesting because you can model that framework that you want it to think in. And I've, I've started to do that a little bit in certain, certain cases where I'll take, you know, for example, if I was working on social media, I'll … I can take a download of, of Alex Hormozi's book and say,"I wanna talk about-" That's right. Use his framework to counter my points or pretend that I'm in a room full of executives at Google, and I'm gonna present this topic, counter back with what they would say. Like, it's a really interesting- Yeah … you know, use for it. So John Lee, uh, as an example, another tool that he gave us access to is his own AI. Like, I have an AI. I'm … It's called AI Sales Coach, and it's a, it's an avatar. You can ask it questions. Like- I, I can actually, if you want, I can- Sure … play with it a little bit. And now he's got his version, so … 'cause he carries that little thing with him everywhere he goes. Yeah, I wanna check that out. All his presentations, everything feeds into there, meaning any question you ask that, it comes from him. That's cool. It's wild. All his trainings are in there. All his- We're gonna get that books are in there. Every- everything's in there. So you can give that to your customers. Yeah. So at, at 12 o'clock at night- Ask Ryan … they have a question for you, they don't need to say, "Oh my gosh, I gotta wait till the morning." They just go to your avatar- Wow … and say, "Hey, what would you do in this case?" So, um, I don't know, what questions do you have about sales? About sales? Yeah. What's the best follow-up process? So, um, someone's asking, uh, Ryan's asking, "What's the best follow-up process?" The best follow-up process is one that's consistent, multi-channel, and intentional. David Hill emphasizes that 80% of business comes from follow-up, and it often takes 7 to 17 attempts. Okay. The formula, plan your next action immediately. Combine email, SMS, phone calls, direct mail, even video messages. Always engage with purpose. Automate- So, so let me ask you this. Hold on a second. Um, uh, let's do a quick role play. So, uh, you're gonna call me. I'm a, uh, I'm a, I'm a owner that's trying to sell my house myself. And you're, you're David Hill Got it. I'll be David Hill. Let's set the scene. Ring, ring. Hi, David- Hello? No, we're gonna go back. Sorry, I'm, uh, bad prompt. We're gonna go back and forth, so you're gonna ask me a question, I'm gonna answer, and then we're gonna go back and forth, role play No problem. Let's rewind. All right, I'll kick off again. Ring, ring. Hello? Hi, this is David. I'm calling because I saw- Mm … you're selling your home on your own. Hold on. How's the- Let's, let's pause a minute. No, we're gonna do role play. So you ask a question, I give an answer. You… And we'll go back and forth. Absolutely. It's cool. I'll ask, you answer, and we'll keep the conversation rolling. Let's jump right in. Okay. What's the question? Here we go. So why did you decide to sell your home on your own instead of using an agent? Uh, yeah, I just, I wanna save the commission. Totally understand. Now, have you had many buyers reach out yet, or is it still early in the process? I… Listen, I just, I don't have time for this right now. I'm really busy. I hear you. Time is valuable. Tell you what, if I had a way to actually save you time with interested buyers, would you be open to a brief chat later when you're free? I don't know, maybe. Can you send me some information? Absolutely. I'll send some details your way. What's the best email- Why should I work with Dave Hill anyway? I got so many realtors calling me. That's a fair question. The key difference is I help you get top dollar while handling all the heavy lifting. But let me ask, what would a smooth sale mean for you? All right. Thank you. All right. Um, so- Cool. Yeah. So it, it knows- So that has your, your framework … all my scripts and my framework. And you see how when I asked that question, it went to a very direct- Mm … short answer. I… If I would've asked it more of a, a, a, a longer question- Yeah and it nicer, it would've, it would've matched. That's cool. And what is that a- Yeah … that's, that's an app? That… Yeah, that's just simply OpenAI. Yeah. That's the company that owns ChatGPT. That's cool. Yeah. And so you go, so you- But so, so you see the difference though, like you got… Like, I was going really fast, but I gotta tell it,"Hey, uh, give me five objections." Mm. We're gonna go back and forth. You're gonna ask, you're gonna wait for me to answer. Mm. Like, the, the clarity of the prompts is what's gonna get us the outputs that we need. So because my prompts were so general- Mm … and vague, that's why it took a while to get started. It's very, it's very true. That, that's cool. I could see a lot of use cases for that. Yeah. Yeah. And that was- Especially in the training process … the tip of the iceberg. Yeah. Yeah. The training process with, you know, going through that role play, I could s- huge. It's- Yeah, you just give it to your people now and say, "Hey, role…" Every day, 15 minutes. Yeah. Role play with your AI, and then the AI will send you a transcript of their role play- Mm … and feedback. Like, "Hey, here's some areas that the, the, the rep struggled that you can help them with and coach them on." Love that. I love you… I, even for meetings, get the meeting transcript- Yeah … and you can save it all, so you- That's right you know, and set a reminder, "Hey, I…" Whatever task I said in the meeting, if anything come up this week, and they'll be like, "Oh yeah, you said you were gonna do this on Friday." And I'm like- Yeah … "I said that?" I said that when? They're like, "In the meeting." Yeah. All right. Yeah. We'll get you a little, uh, plaid. recorder and it just records everything all day. And then at the end of the day, you're like, "Okay, give me a summary. What did I, what, what are my top three priorities from, for today, and what do I need to focus on tomorrow?" Love that. Have you… And see, I have no pe- you can use it for your, to overlay on your email inbox as well. Yeah. Yeah. I use Gemini right now for that. Nice.'Cause we use, we use, have Gmail. Yep. Um, which Gemini works good with Gmail. I've been looking to try that out. I tried a company called F- uh, Fixer. Yeah, I'm familiar. Yeah. Yeah, good company. I heard they're good. So very similar, similar. Comes back with prompts for you. Yep. But the auto email sorting- So- … is very helpful … so the next level now is, is probably Manus. Uh, are you familiar with Manus? No. Yeah, Manus is owned by, um, by Meta. Meta just bought it. And so Manus can connect everything for you. It connects, it connects, uh, Claude… Well, you don't need Claude anymore, so I shouldn't say it connects Claude. Claude can do it, but not at the same level as Manus. Manus will connect your email, your calendar- Mm … um, your Instagram, your Facebook. There's- hundreds and thousands of different connections you can make. Wow. And it can do tasks for you. So you can go take a shower and say, "Hey, while I want you to research this, uh, come up with the top five in- challenges in the mortgage industry right now. Um, the sources. Craft an email. Find, you know, uh, 100 executives in the area that these problems would resonate with. Craft an email. Before you send it, let me see it, and then we're gonna send it out." And it literally will just do all that for you. Wow. You'll come back, you'll have an email crafted with a list of people that it's gonna go to. Um- Wow … it's wild what you can do right now. That's crazy. Yeah. I, I pl- I made- played around with Claude Cowork for a while and I was- Yeah. That's good too … because I had a, I had a, a kind of a reset where I was o- onboarding some new people for the team and I said, "I need to get a central organization in Google Drive," and so I, I connected it to Cl- Cowork and I said,"Let's come up with the most effective but simplistic workspace to organize all of the following," and I watched it just move all my documents around- Yeah relabel folders. Yeah. Right. But love, love it. Kind of scary though. Kind of scary. So what you need to do is you need to get a, um, a, a, a, a hard drive that goes on the side. I don't know if you have- Mm … it's called a sandbox. No, but I should. And yeah, we should all, you should all have a sandbox. Why? Because think about what's happening. Mm. It's getting access to, to your computer. Mm. And it's able to log into sites for you and do things. So if somebody gets into your system now, it can log right into your bank account and transfer money into somebody else's bank account. So what you do is you set up a separate hard drive that, that runs on, and so it doesn't have access to all of your other stuff. Mm. Same thing like with crypto. If you, do you have, I don't know if you have crypto or not, but- Not anymore, but I did. Yeah. Yeah. If you have crypto, you keep your crypto separate from everything else otherwise, 'cause the hacks will hack in and- Sure … steal your crypto. So yeah, it's something that's really important. Super interesting. Yeah. I love this topic. I think this- Yeah. Sorry, going all nerd on you today. No, no. I love it. I, I've been, I've been doing a lot more research into trying to figure out from a simplistic standpoint, like what's one more AI tool I can add in the next month, and try to find what that best application is for it. You, uh, as an, as… I would guess you're an, somewhat anal- I would say you probably lead with a C, would be my guess. A- again, I- Pro- … I don't know you that well, but- Yeah, pro- … that would be my, at least- Probably … a C's either your first or second. Mm. There's always two. When you look at the dist., there's always the high and then the low. So like I'm a, I'm first, I'm a, I'm typically a, a C, and then I'm a D. And then I, I've got a lot of I, but I turn it on and off. Mm. But my naturally I'm a, I'm a, I'm a D and then a C or a C and a D. Um, we always, we always tend to have those two Bounce back and forth And then there's, we have what's called the, um, adaptive, meaning I show up somewhere, I know I have to show up somewhere, I adapt, I put on my best behavior. I'm, I'm the, I'm the adaptable. It reads the adaptable. Mm. And then there's the natural, meaning this is the real person. You're at home- Right … you're watching your, you know, whatever you're doing, that's the real person you get. Guards down, yeah. Yeah, and then there's the, uh, the o- third level is the, where you see, we see ourselves. Mm. Like, this is how I see myself. Interesting. And when somebody does an assessment and all three of them are the same, the accuracy of the assessment is amazing. Wow. Um, but I forget why I even went back to the DISC. What were we talking about that I brought that up again? We were talking about I was saying how I wanted to- I need the, I need the second brain going. It's like- I was s- I was… You could ask Plaid. Yeah, right? I was asking how, or explaining how I was looking into a new software and- Yes … I wanted to implement something. So, um, Manus, I th- I, I would give you- I'll check it out … a recommendation to play with if you, if you like Claude Code, Manus will just do a lot more for you. It's powerful. I- It has more tools … I'm excited to check it out. And I use Claude a lot for, I think Claude's very good at, uh, building spreadsheets- Sure … databases, manuals, where chats I think is more conversat- OpenAI is more conversational. Yeah. Um, and there's some interesting use cases there. I was looking, listening to, uh, Dan Martell- Oh, he's awesome talk about, he's- Yeah … awesome. Yeah. Um, and he has some really interesting ways he utilizes it, so I'm just trying out some new things. Yeah, he's, he's, he's a perfect example of somebody that was a CEO and he decided,"Okay, I'm gonna become a media company." Mm. Remember what I said earlier? He's a perfect example of that. I never realized he was that big into that space right now. Yeah, he's huge. He's, he's- Yeah … blown up. Um, so John Lee and him are very similar. I was trying to make a decision who I was gonna go with, and I ended up going with John Lee just'cause I know John Lee and- Sure. Yeah. Nothing can go wrong either way. No, I, I don't think so. Well, we're just about, I can't believe it, but just about an hour- Wow… together, so time- Wow … time flies. Thank you. Thank you, man. Yeah, you, it was fun. Thank you for, uh, for coming on. As, as we leave here, I always like to ask, um, our guests one question. I te- change it up a little bit, but- Yeah for you, I wanted to ask, what would be your, your top recommendation for someone who's looking to learn more about sales process, AI, something we talked about today that could help change their business or help them be mo- more effective salesperson? Could be- I think it's all about, uh, your environment and I, and I, I would say find a coach. Mm. You know? Some- Like, I think one of the biggest challenges, people don't want to invest in themselves. They wanna go to, like, free YouTube university or something and go invest some money in yourself. I don't ca- It do- it doesn't have to be with me. Do it with somebody because the best investment you can make is in yourself and when you go spend some money on yourself, you feel good about it. Sure. Like, go spend a couple thousand dollars on yourself, or $10,000 or, you know, you're like, "Holy cow, I, I, like, I remember the first time I, I became part of Grant's organization. I had, I had to give him $25,000. I'd never- Mm … done $25,000 on anything except for maybe, like, a piece of real estate or something. Mm-hmm. That's the thing, though. And, but now all of a sudden I'm like,"Okay, I'm the type of person that will spend 25,000 on myself to get better." It, it just, it opens up- Changes your mindset … yeah, it changes your mindset. So I think it doesn't have to be that. Mm. I mean, start off with what you can do, but get around the right people, invest in yourself. Don't try to do it alone. I love that. That, that was the topic on the last episode I was doing. Uh, it's something I've been looking into for myself is- Mm … you know, sure, you, uh, you could figure, anyone can, you could figure it out if you stick in the game long enough, but why rub two sticks together when you got gasoline? Yeah. You know? Just go say, "Hey, this person's doing what I wanna do. H- how do I, how do I get around them?" And the fresh perspective's everything. Yeah. Someone looking outside in, you learn a lot about what you think you know about your business and how you do things. Oh, y- you know. Yeah. Yeah, I, I, I mean 100%. Love it. Thanks again, Dave. For anyone who wants to learn more about you, I'll drop all your information in the show. All right. Thank you. Yeah. Check out his podcast. Thank you. Yeah. And if you're looking for some training, uh- The Persistent Entrepreneur Podcast … shoot him a message. So we're gonna have you on again live. I, I like the live vibe. I haven't- Love to … I haven't done a lot. I've done, like, two lives. It's fun. Uh, 456 episodes. Wow. I've done two lives, so I, I need to get more of these. You should. Thanks. Good time. Thanks again. Awesome. That was great.