{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":1.199,"body":"Can AI lower your overhead?"},{"startTime":1.199,"endTime":4.62,"body":"We're gonna find out what today's"},{"startTime":1.199,"endTime":4.62,"body":"amazing special guest Larry Levine,"},{"startTime":4.74,"endTime":8.37,"body":"Welcome to the Artificial Intelligence"},{"startTime":4.74,"endTime":8.37,"body":"Podcast, where we make AI simple,"},{"startTime":8.43,"endTime":11.64,"body":"practical, and accessible for"},{"startTime":8.43,"endTime":11.64,"body":"small business owners and leaders."},{"startTime":11.7,"endTime":14.7,"body":"Forget the complicated T talk"},{"startTime":11.7,"endTime":14.7,"body":"or expensive consultants."},{"startTime":14.82,"endTime":17.79,"body":"This is where you'll learn how to"},{"startTime":14.82,"endTime":17.79,"body":"implement AI strategies that are"},{"startTime":17.85,"endTime":21.15,"body":"easy to understand and can make"},{"startTime":17.85,"endTime":21.15,"body":"a big impact for your business."},{"startTime":21.15,"endTime":23.365,"body":"The Artificial Intelligence"},{"startTime":21.15,"endTime":23.365,"body":"Podcast is brought to you by"},{"startTime":23.365,"endTime":26.725,"body":"fraction, a IO, the trusted partner"},{"startTime":23.365,"endTime":26.725,"body":"for AI Digital transformation."},{"startTime":26.785,"endTime":30.475,"body":"At fraction a IO, we help small and"},{"startTime":26.785,"endTime":30.475,"body":"medium sized businesses boost revenue"},{"startTime":30.505,"endTime":34.675,"body":"by eliminating time wasting non-revenue"},{"startTime":30.505,"endTime":34.675,"body":"generating tasks that frustrate your team."},{"startTime":34.765,"endTime":38.815,"body":"With our custom AI bots, tools and"},{"startTime":34.765,"endTime":38.815,"body":"automations, we make it easy to"},{"startTime":38.815,"endTime":40.23,"body":"shift your team's focus to the task."},{"startTime":40.47,"endTime":41.31,"body":"That matter most."},{"startTime":41.31,"endTime":45.57,"body":"Driving growth and results, we"},{"startTime":41.31,"endTime":45.57,"body":"guide you through a smooth, seamless"},{"startTime":45.57,"endTime":49.2,"body":"transition to ai, ensuring you avoid"},{"startTime":45.57,"endTime":49.2,"body":"policy mistakes and invest in the"},{"startTime":49.2,"endTime":51.18,"body":"tools that truly deliver value."},{"startTime":51.21,"endTime":52.32,"body":"Don't get left behind."},{"startTime":52.35,"endTime":53.73,"body":"Let fraction aio help you."},{"startTime":53.73,"endTime":55.8,"body":"Stay ahead in today's AI driven world."},{"startTime":55.98,"endTime":56.64,"body":"Learn more."},{"startTime":56.79,"endTime":57.45,"body":"Get started."},{"startTime":57.48,"endTime":59.46,"body":"Fraction aio.com."},{"startTime":62.094,"endTime":65.424,"body":"i'm so excited to have you here"},{"startTime":62.094,"endTime":65.424,"body":"today, Larry, because having"},{"startTime":65.484,"endTime":68.294,"body":"worked on a lot of projects I've"},{"startTime":65.484,"endTime":68.294,"body":"worked in two different worlds."},{"startTime":68.294,"endTime":70.484,"body":"I come from the world of"},{"startTime":68.294,"endTime":70.484,"body":"entrepreneurship, which is you"},{"startTime":70.484,"endTime":71.774,"body":"don't spend money until you make it."},{"startTime":71.774,"endTime":74.594,"body":"And then I've also worked for startups"},{"startTime":71.774,"endTime":74.594,"body":"where it's someone else's money."},{"startTime":75.014,"endTime":76.844,"body":"So you just spend like crazy, right?"},{"startTime":76.844,"endTime":77.504,"body":"It's like government."},{"startTime":77.834,"endTime":78.434,"body":"It's government work."},{"startTime":78.434,"endTime":79.814,"body":"It's not our money, so let's spend it."},{"startTime":80.054,"endTime":81.584,"body":"So both ends of the spectrum."},{"startTime":81.584,"endTime":87.039,"body":"I'd love to start with just from at the"},{"startTime":81.584,"endTime":87.039,"body":"beginning, your core mindset of what is"},{"startTime":87.039,"endTime":91.329,"body":"cost reduction all about and what are like"},{"startTime":87.039,"endTime":91.329,"body":"the first places to look for efficiencies."},{"startTime":91.329,"endTime":94.859,"body":"Just really big picture and how you got"},{"startTime":91.329,"endTime":94.859,"body":"passionate or interested in this area."},{"startTime":95.404,"endTime":95.644,"body":"Sure."},{"startTime":95.744,"endTime":96.014,"body":"Thanks."},{"startTime":96.194,"endTime":97.244,"body":"Thanks for inviting me, Jonathan."},{"startTime":97.634,"endTime":99.194,"body":"So what is cost reduction?"},{"startTime":99.194,"endTime":100.874,"body":"What is our cost reduction model?"},{"startTime":101.114,"endTime":105.644,"body":"So we help businesses reduce"},{"startTime":101.114,"endTime":105.644,"body":"their indirect vendor overcharges."},{"startTime":106.044,"endTime":106.824,"body":"That's a mouthful."},{"startTime":106.824,"endTime":108.174,"body":"So what is indirect vendor?"},{"startTime":108.174,"endTime":114.844,"body":"So direct vendor first are those vendors"},{"startTime":108.174,"endTime":114.844,"body":"specifically supply supplying parts"},{"startTime":114.994,"endTime":117.489,"body":"and pieces to your top line product?"},{"startTime":117.829,"endTime":119.129,"body":"If you're a restaurant, it's food."},{"startTime":119.824,"endTime":123.194,"body":"It's staff, it's chairs, it's tables."},{"startTime":123.554,"endTime":128.784,"body":"If you're an automobile manufacturer,"},{"startTime":123.554,"endTime":128.784,"body":"it's metal, plastic, leather oil."},{"startTime":129.344,"endTime":133.574,"body":"But both of those businesses have"},{"startTime":129.344,"endTime":133.574,"body":"indirect vendors they work with for"},{"startTime":133.574,"endTime":137.864,"body":"their telecom, for their utilities,"},{"startTime":133.574,"endTime":137.864,"body":"their waste, their insurance,"},{"startTime":137.864,"endTime":139.939,"body":"their property tax, none of which."},{"startTime":140.894,"endTime":145.334,"body":"The end user takes direct advantage of,"},{"startTime":140.894,"endTime":145.334,"body":"but is necessary to support the business."},{"startTime":145.964,"endTime":148.884,"body":"Most businesses take those"},{"startTime":145.964,"endTime":148.884,"body":"charges from those vendors as as"},{"startTime":148.884,"endTime":150.894,"body":"fixed costs, as non-negotiable."},{"startTime":151.164,"endTime":153.714,"body":"They take the rates from the telecom"},{"startTime":151.164,"endTime":153.714,"body":"vendor, from the utility vendor, from"},{"startTime":153.714,"endTime":156.174,"body":"the waste vendor, as non-negotiable."},{"startTime":156.324,"endTime":160.644,"body":"So some, in some cases, if the vendor's"},{"startTime":156.324,"endTime":160.644,"body":"charging, you say, a thousand dollars"},{"startTime":160.644,"endTime":162.384,"body":"a month for you to pick up your waste."},{"startTime":162.714,"endTime":162.924,"body":"Yeah."},{"startTime":162.924,"endTime":168.474,"body":"Some businesses think, can we reduce that"},{"startTime":162.924,"endTime":168.474,"body":"by five or 10% down to $900 per month?"},{"startTime":168.594,"endTime":171.269,"body":"And the waste vendor is more than"},{"startTime":168.594,"endTime":171.269,"body":"usual, more than happy to be."},{"startTime":171.989,"endTime":174.529,"body":"To reduce it to $900 a month"},{"startTime":171.989,"endTime":174.529,"body":"because their cost level is"},{"startTime":174.529,"endTime":176.479,"body":"probably closer to three or $400."},{"startTime":176.689,"endTime":180.149,"body":"So they're still getting a large"},{"startTime":176.689,"endTime":180.149,"body":"benefit from that large margin."},{"startTime":180.149,"endTime":183.659,"body":"So what do we do is we come in there,"},{"startTime":180.149,"endTime":183.659,"body":"we have industry experts who've worked"},{"startTime":183.689,"endTime":188.039,"body":"at the waste vendor, the telecom vendor,"},{"startTime":183.689,"endTime":188.039,"body":"they're have insurance background."},{"startTime":188.444,"endTime":191.444,"body":"They've worked with property tax"},{"startTime":188.444,"endTime":191.444,"body":"for years and we have supported"},{"startTime":191.444,"endTime":192.704,"body":"about probably 12 categories."},{"startTime":193.064,"endTime":195.014,"body":"They know how to negotiate"},{"startTime":193.064,"endTime":195.014,"body":"with these vendors."},{"startTime":195.194,"endTime":200.824,"body":"We've created a cost level benchmark"},{"startTime":195.194,"endTime":200.824,"body":"database, which is geography specific Q"},{"startTime":200.824,"endTime":207.244,"body":"SKU specific frequency specific waste bin"},{"startTime":200.824,"endTime":207.244,"body":"size specific, and we're able to work with"},{"startTime":207.244,"endTime":208.984,"body":"your vendors and negotiate those down."},{"startTime":208.984,"endTime":211.054,"body":"On average, 30 to 40%."},{"startTime":211.529,"endTime":215.159,"body":"In some cases as much as"},{"startTime":211.529,"endTime":215.159,"body":"75% on a contingency basis."},{"startTime":215.159,"endTime":218.529,"body":"So even if if we can't reduce it,"},{"startTime":215.159,"endTime":218.529,"body":"it's for some reason you already"},{"startTime":218.529,"endTime":221.859,"body":"have the best prices, you are able"},{"startTime":218.529,"endTime":221.859,"body":"to negotiate it down, or they offered"},{"startTime":221.859,"endTime":225.929,"body":"you the best rate out the door or"},{"startTime":221.859,"endTime":225.929,"body":"the rates are fixed in your market."},{"startTime":225.959,"endTime":226.92,"body":"That's sometimes that's the case."},{"startTime":227.889,"endTime":230.289,"body":"There's no fee from us and you"},{"startTime":227.889,"endTime":230.289,"body":"walk away with peace of mind"},{"startTime":230.289,"endTime":231.339,"body":"that you weren't overspending."},{"startTime":231.819,"endTime":234.849,"body":"But if we do reduce your spend from,"},{"startTime":231.819,"endTime":234.849,"body":"let's say it was from you, reduce"},{"startTime":234.849,"endTime":239.829,"body":"it to $900, we reduce it to $500,"},{"startTime":234.849,"endTime":239.829,"body":"saving you an additional $400."},{"startTime":239.829,"endTime":242.679,"body":"In that example, we'll share"},{"startTime":239.829,"endTime":242.679,"body":"in that savings 50 50 for"},{"startTime":243.129,"endTime":244.089,"body":"three years or five years."},{"startTime":246.814,"endTime":252.869,"body":"It's really interesting because like I"},{"startTime":246.814,"endTime":252.869,"body":"said, I've seen so many people approach"},{"startTime":253.579,"endTime":256.789,"body":"this is As, and they negotiate in"},{"startTime":253.579,"endTime":256.789,"body":"certain areas and not in other areas."},{"startTime":256.789,"endTime":257.599,"body":"And this is very interesting."},{"startTime":257.749,"endTime":257.869,"body":"Sure."},{"startTime":257.869,"endTime":260.019,"body":"It's that is absolutely a mindset."},{"startTime":260.019,"endTime":263.229,"body":"And I seen that we."},{"startTime":263.589,"endTime":265.929,"body":"Especially when it's like"},{"startTime":263.589,"endTime":265.929,"body":"there's a lot of excitement."},{"startTime":266.469,"endTime":269.829,"body":"People will jump in and it's not"},{"startTime":266.469,"endTime":269.829,"body":"specifically indirect spending, but"},{"startTime":269.829,"endTime":272.859,"body":"they're still jumping in on, actually,"},{"startTime":269.829,"endTime":272.859,"body":"you know what it is indirect spending."},{"startTime":272.859,"endTime":274.869,"body":"As I think about it, it's sometimes"},{"startTime":272.859,"endTime":274.869,"body":"they're buying a tool that doesn't"},{"startTime":274.869,"endTime":277.929,"body":"directly affect their main product,"},{"startTime":274.869,"endTime":277.929,"body":"but it's like helping backend, for"},{"startTime":277.929,"endTime":281.909,"body":"example, some of the stuff in the"},{"startTime":277.929,"endTime":281.909,"body":"AI space, it's AI note taking or AI"},{"startTime":281.909,"endTime":283.499,"body":"summaries of your internal meetings."},{"startTime":283.499,"endTime":285.029,"body":"That doesn't affect the actual product."},{"startTime":285.029,"endTime":288.299,"body":"Or they're like trying to add track"},{"startTime":285.029,"endTime":288.299,"body":"AI tracking tools and so they're"},{"startTime":288.299,"endTime":289.619,"body":"jumping in all of these tools that are."},{"startTime":290.064,"endTime":291.144,"body":"Really expensive."},{"startTime":291.144,"endTime":294.654,"body":"And sometimes I see the"},{"startTime":291.144,"endTime":294.654,"body":"enterprise prices and it's wild."},{"startTime":294.684,"endTime":296.084,"body":"It's oh, I gotta start"},{"startTime":294.684,"endTime":296.084,"body":"charging these prices."},{"startTime":296.134,"endTime":299.194,"body":"And sometimes the markup, like"},{"startTime":296.134,"endTime":299.194,"body":"I've seen some stuff, some tools, I"},{"startTime":299.194,"endTime":302.134,"body":"don't wanna get too specific names,"},{"startTime":299.194,"endTime":302.134,"body":"where the markup's 99%, right?"},{"startTime":302.134,"endTime":304.384,"body":"So it's like it costs them a dollar,"},{"startTime":302.134,"endTime":304.384,"body":"they charge a hundred and it's"},{"startTime":304.384,"endTime":305.614,"body":"golly, that's some sweet margin."},{"startTime":306.154,"endTime":313.384,"body":"And what we're seeing a lot of now is"},{"startTime":306.154,"endTime":313.384,"body":"this, we always have these cycles of"},{"startTime":313.384,"endTime":317.514,"body":"excitement where people jump on all of"},{"startTime":313.384,"endTime":317.514,"body":"these tools and what I'm interested in"},{"startTime":317.514,"endTime":322.134,"body":"is the mindset of cost reduction is very"},{"startTime":317.514,"endTime":322.134,"body":"interesting to me because every business"},{"startTime":322.134,"endTime":325.044,"body":"kind of goes through a spending cycle and"},{"startTime":322.134,"endTime":325.044,"body":"we need to cut back cycle, like growing"},{"startTime":325.044,"endTime":326.364,"body":"and shrinking to get to efficiency."},{"startTime":326.364,"endTime":330.684,"body":"And I see a lot right now of this"},{"startTime":326.364,"endTime":330.684,"body":"is a challenge a lot of my listeners"},{"startTime":330.684,"endTime":335.874,"body":"face, which is where the board of"},{"startTime":330.684,"endTime":335.874,"body":"directors tells the CEO, we need ai."},{"startTime":335.904,"endTime":337.254,"body":"And the CEO goes what do you mean?"},{"startTime":337.254,"endTime":339.055,"body":"And they go, we don't know what"},{"startTime":337.254,"endTime":339.055,"body":"we mean, but we know we want it."},{"startTime":339.774,"endTime":342.134,"body":"And it's and they, and then"},{"startTime":339.774,"endTime":342.134,"body":"they go, what should it cost?"},{"startTime":342.134,"endTime":346.634,"body":"And there's this idea that exp more"},{"startTime":342.134,"endTime":346.634,"body":"expensive people is better and they"},{"startTime":346.634,"endTime":349.664,"body":"buy these massive tools and the"},{"startTime":346.634,"endTime":349.664,"body":"expensive software, and they go to"},{"startTime":349.664,"endTime":351.999,"body":"the CTO goes, you have to use this."},{"startTime":352.694,"endTime":354.164,"body":"C two goes, don't need it, can't use it."},{"startTime":354.164,"endTime":356.114,"body":"He goes I already signed the"},{"startTime":354.164,"endTime":356.114,"body":"contract, so you have to, you have"},{"startTime":356.114,"endTime":358.634,"body":"to find a way to justify this so I"},{"startTime":356.114,"endTime":358.634,"body":"don't get in trouble with the board."},{"startTime":358.684,"endTime":361.444,"body":"You go through that, and then"},{"startTime":358.684,"endTime":361.444,"body":"not only do you have to use it,"},{"startTime":361.444,"endTime":362.434,"body":"you now have to maintain it."},{"startTime":362.434,"endTime":364.744,"body":"There's an element of maintaining it,"},{"startTime":362.434,"endTime":364.744,"body":"so now it's server costs or there's"},{"startTime":364.744,"endTime":366.305,"body":"other costs, so I want to get into."},{"startTime":367.059,"endTime":368.499,"body":"And this is what I'm"},{"startTime":367.059,"endTime":368.499,"body":"really passionate about."},{"startTime":368.499,"endTime":371.559,"body":"I'm really interested in your"},{"startTime":368.499,"endTime":371.559,"body":"expertise, is this mindset of how can"},{"startTime":371.559,"endTime":373.659,"body":"we be efficient from the beginning."},{"startTime":374.079,"endTime":376.689,"body":"So imagine someone is"},{"startTime":374.079,"endTime":376.689,"body":"starting a new business."},{"startTime":376.689,"endTime":379.329,"body":"Before they sign all these contracts,"},{"startTime":376.689,"endTime":379.329,"body":"what should they be thinking about?"},{"startTime":379.379,"endTime":382.889,"body":"What causes people to just assume that"},{"startTime":379.379,"endTime":382.889,"body":"the price for something and something are"},{"startTime":382.889,"endTime":386.759,"body":"negotiable and or maybe how do you even"},{"startTime":382.889,"endTime":386.759,"body":"know what's negotiable, not negotiable?"},{"startTime":386.759,"endTime":389.789,"body":"Like I'd love to get into some of"},{"startTime":386.759,"endTime":389.789,"body":"that mindset stuff or some of that."},{"startTime":391.039,"endTime":391.639,"body":"Great question."},{"startTime":391.639,"endTime":395.939,"body":"So you don't know, but we go into the,"},{"startTime":391.639,"endTime":395.939,"body":"we're suggesting our clients go into the"},{"startTime":395.939,"endTime":399.839,"body":"relationship with the mindset that it"},{"startTime":395.939,"endTime":399.839,"body":"is negotiable and discover during the"},{"startTime":399.839,"endTime":402.329,"body":"process maybe that it is not negotiable."},{"startTime":402.839,"endTime":405.839,"body":"One of my clients right now,"},{"startTime":402.839,"endTime":405.839,"body":"I'll give you dozens of examples."},{"startTime":405.839,"endTime":409.739,"body":"One of my clients right now was being"},{"startTime":405.839,"endTime":409.739,"body":"charged several hundred thousand"},{"startTime":409.739,"endTime":411.139,"body":"dollars a year for the electricity."},{"startTime":411.529,"endTime":414.439,"body":"I don't wanna go too much into who"},{"startTime":411.529,"endTime":414.439,"body":"they are, but they felt that was a"},{"startTime":414.439,"endTime":416.389,"body":"lot of money and they was negotiating."},{"startTime":416.479,"endTime":418.009,"body":"They said, let's try to negotiate this."},{"startTime":418.249,"endTime":421.474,"body":"They were negotiating with a utility"},{"startTime":418.249,"endTime":421.474,"body":"vendor for months to try to get it"},{"startTime":421.474,"endTime":422.989,"body":"lowered, and they were unable to."},{"startTime":423.409,"endTime":426.629,"body":"It turns out they were in a fixed"},{"startTime":423.409,"endTime":426.629,"body":"energy market and you can't."},{"startTime":426.989,"endTime":430.589,"body":"However, we got in there and discovered"},{"startTime":426.989,"endTime":430.589,"body":"that their rate classification."},{"startTime":431.069,"endTime":433.499,"body":"Could be changed if you had"},{"startTime":431.069,"endTime":433.499,"body":"the right words, if you had the"},{"startTime":433.499,"endTime":437.669,"body":"insider knowledge to ask the right"},{"startTime":433.499,"endTime":437.669,"body":"people inside to modify the rate."},{"startTime":438.129,"endTime":441.169,"body":"It turns out that this last month"},{"startTime":438.129,"endTime":441.169,"body":"we reduced our electricity by over"},{"startTime":441.169,"endTime":443.629,"body":"$10,000 for the month over the year."},{"startTime":443.689,"endTime":445.449,"body":"That's, it won't be a million dollars."},{"startTime":445.959,"endTime":447.729,"body":"It won't be a hundred"},{"startTime":445.959,"endTime":447.729,"body":"thousand dollars for the year."},{"startTime":448.029,"endTime":449.72,"body":"'cause there are some lesser."},{"startTime":450.259,"endTime":453.869,"body":"There were just some cheaper months,"},{"startTime":450.259,"endTime":453.869,"body":"but they went in with the right mindset"},{"startTime":453.869,"endTime":456.469,"body":"but weren't able to do sometimes you"},{"startTime":453.869,"endTime":456.469,"body":"go in with the right mindset, and"},{"startTime":456.469,"endTime":459.269,"body":"you're with the intent to negotiate"},{"startTime":456.469,"endTime":459.269,"body":"and you're able to negotiate."},{"startTime":459.839,"endTime":467.239,"body":"But what are you gonna negotiate to where,"},{"startTime":459.839,"endTime":467.239,"body":"so you waste vendor may in fact, you"},{"startTime":467.239,"endTime":469.564,"body":"may you may be in a fixed waste market."},{"startTime":469.654,"endTime":470.974,"body":"And the rate is the rate."},{"startTime":471.424,"endTime":474.094,"body":"But are you getting the"},{"startTime":471.424,"endTime":474.094,"body":"right pickup frequency?"},{"startTime":474.124,"endTime":475.084,"body":"Are you getting the right."},{"startTime":476.149,"endTime":479.599,"body":"Are you waiting for the bin to be"},{"startTime":476.149,"endTime":479.599,"body":"full before you get it picked up?"},{"startTime":479.599,"endTime":483.529,"body":"So there's more, there may be ways"},{"startTime":479.599,"endTime":483.529,"body":"to modify it, but in general, go in"},{"startTime":483.799,"endTime":488.789,"body":"and then with the mindset that it's"},{"startTime":483.799,"endTime":488.789,"body":"negotiable and if it's not negotiable,"},{"startTime":488.819,"endTime":491.699,"body":"it may still be negotiable 'cause"},{"startTime":488.819,"endTime":491.699,"body":"you don't have necessarily the inside"},{"startTime":491.699,"endTime":494.729,"body":"of knowledge to get it to negotiate"},{"startTime":491.699,"endTime":494.729,"body":"down again from what to where."},{"startTime":495.299,"endTime":500.969,"body":"My very first client, we were able to"},{"startTime":495.299,"endTime":500.969,"body":"negotiate his waste expenses down 76%."},{"startTime":501.599,"endTime":504.749,"body":"When we told him that, he said,"},{"startTime":501.599,"endTime":504.749,"body":"I'm saved him some $6,000 per"},{"startTime":504.749,"endTime":506.039,"body":"month across multiple sites."},{"startTime":506.489,"endTime":508.879,"body":"When we told him that, he said"},{"startTime":506.489,"endTime":508.879,"body":"I don't look at my invoices."},{"startTime":508.909,"endTime":509.599,"body":"I just pay them."},{"startTime":510.409,"endTime":513.289,"body":"And in retrospect, and not on that"},{"startTime":510.409,"endTime":513.289,"body":"phone call, but in retrospect,"},{"startTime":513.529,"endTime":515.479,"body":"I asked what would you look for?"},{"startTime":515.899,"endTime":517.159,"body":"Are you an industry insider?"},{"startTime":517.159,"endTime":517.459,"body":"Do you know?"},{"startTime":517.519,"endTime":519.019,"body":"Do you have your contract in front of you?"},{"startTime":519.499,"endTime":523.554,"body":"Do you know what, waste invalid"},{"startTime":519.499,"endTime":523.554,"body":"charges are contamination charges,"},{"startTime":523.854,"endTime":527.454,"body":"fuel surcharges, COVID surcharges,"},{"startTime":523.854,"endTime":527.454,"body":"still alternate drop off sites."},{"startTime":527.454,"endTime":528.984,"body":"You would, you know what to look for."},{"startTime":529.254,"endTime":531.744,"body":"And do you know what you"},{"startTime":529.254,"endTime":531.744,"body":"would even negotiate down to?"},{"startTime":531.774,"endTime":534.474,"body":"'cause you don't have that benchmark,"},{"startTime":531.774,"endTime":534.474,"body":"that cost of a benchmark database."},{"startTime":534.844,"endTime":538.084,"body":"You know what, most businesses pay"},{"startTime":534.844,"endTime":538.084,"body":"a lot of attention to the top line."},{"startTime":538.594,"endTime":541.564,"body":"You're building cars, you're serving"},{"startTime":538.594,"endTime":541.564,"body":"you're serving food at your restaurant,"},{"startTime":541.564,"endTime":542.674,"body":"you're building your widgets."},{"startTime":542.944,"endTime":544.204,"body":"You know what goes into that."},{"startTime":544.234,"endTime":547.684,"body":"You want, if you want to increase"},{"startTime":544.234,"endTime":547.684,"body":"margins, you try to negotiate better rates"},{"startTime":547.734,"endTime":549.794,"body":"with your supply vendors maybe better."},{"startTime":550.064,"endTime":551.284,"body":"Optimize your labor."},{"startTime":551.644,"endTime":557.024,"body":"And again take for granted that the other"},{"startTime":551.644,"endTime":557.024,"body":"expenses, the telecom, utilities, waste"},{"startTime":557.024,"endTime":562.194,"body":"insurance, your shipping expenses, your"},{"startTime":557.024,"endTime":562.194,"body":"property tax expenses, your lease copiers."},{"startTime":562.194,"endTime":562.794,"body":"Those are the rates."},{"startTime":562.824,"endTime":563.664,"body":"The rates of the rates."},{"startTime":563.694,"endTime":566.124,"body":"And in fact, probably not."},{"startTime":569.424,"endTime":573.504,"body":"I saw something recently, which"},{"startTime":569.424,"endTime":573.504,"body":"is that a large number of the"},{"startTime":573.504,"endTime":574.944,"body":"generation younger than me."},{"startTime":575.514,"endTime":576.894,"body":"Can't even say hello on the phone."},{"startTime":577.254,"endTime":578.994,"body":"We have this, right?"},{"startTime":578.994,"endTime":580.884,"body":"Like now people order a pizza by an app."},{"startTime":580.914,"endTime":582.684,"body":"'cause they're afraid to"},{"startTime":580.914,"endTime":582.684,"body":"talk to someone on the phone."},{"startTime":583.454,"endTime":585.944,"body":"As though it's gonna become an awkward"},{"startTime":583.454,"endTime":585.944,"body":"conversation is they're gonna, you don't"},{"startTime":585.944,"endTime":587.114,"body":"sound smart enough to order a pizza."},{"startTime":587.114,"endTime":587.924,"body":"That's not gonna happen."},{"startTime":587.974,"endTime":592.504,"body":"But we have, so there's this fear"},{"startTime":587.974,"endTime":592.504,"body":"of confrontation's now shifted"},{"startTime":592.504,"endTime":593.854,"body":"into a fear of communication."},{"startTime":594.424,"endTime":594.999,"body":"So what's gonna happen?"},{"startTime":595.119,"endTime":595.439,"body":"A lot of"},{"startTime":595.439,"endTime":595.879,"body":"people's happen."},{"startTime":595.879,"endTime":596.279,"body":"What's gonna happen?"},{"startTime":596.554,"endTime":597.844,"body":"That's what I, you don't get your pizza."},{"startTime":598.264,"endTime":600.634,"body":"They'll eventually figure out to"},{"startTime":598.264,"endTime":600.634,"body":"get your pizza, you're not gonna"},{"startTime":600.844,"endTime":601.984,"body":"make a doctor's appointment though."},{"startTime":602.014,"endTime":603.274,"body":"You'll get your doctor's appointment."},{"startTime":603.274,"endTime":605.464,"body":"You're not gonna lose your services."},{"startTime":606.664,"endTime":607.959,"body":"They're not gonna"},{"startTime":606.664,"endTime":607.959,"body":"increase the price on you."},{"startTime":609.124,"endTime":613.454,"body":"What is happening is that we have this"},{"startTime":609.124,"endTime":613.454,"body":"like now, there's like touchless delivery."},{"startTime":613.454,"endTime":615.284,"body":"Like you can order food, but"},{"startTime":613.454,"endTime":615.284,"body":"you never have to see the"},{"startTime":615.284,"endTime":617.264,"body":"person, which is so wild to me."},{"startTime":617.264,"endTime":620.234,"body":"It's oh my God, I saw a"},{"startTime":617.264,"endTime":620.234,"body":"delivery person unclean."},{"startTime":620.234,"endTime":621.494,"body":"Like it's, that's what"},{"startTime":620.234,"endTime":621.494,"body":"it feels like to me."},{"startTime":621.494,"endTime":624.884,"body":"It's so wild that you can't look,"},{"startTime":621.494,"endTime":624.884,"body":"'cause you can't look the person."},{"startTime":624.884,"endTime":626.834,"body":"I give 'em a tip like what is going on?"},{"startTime":626.834,"endTime":632.209,"body":"But I. For people that come from there"},{"startTime":626.834,"endTime":632.209,"body":"who are like, I don't wanna get on the"},{"startTime":632.209,"endTime":634.249,"body":"phone, I don't wanna talk to someone."},{"startTime":634.699,"endTime":640.349,"body":"How can they overcome that fear or exactly"},{"startTime":634.699,"endTime":640.349,"body":"like you're saying, I think there's this"},{"startTime":640.349,"endTime":644.459,"body":"fear of either social awkwardness or that"},{"startTime":640.349,"endTime":644.459,"body":"like they're gonna charge you double for"},{"startTime":644.459,"endTime":646.139,"body":"the pizza because now you've annoyed them."},{"startTime":646.189,"endTime":647.509,"body":"Or that something will happen."},{"startTime":647.869,"endTime":648.079,"body":"Like"},{"startTime":648.619,"endTime":648.859,"body":"now"},{"startTime":648.859,"endTime":649.215,"body":"they put a human,"},{"startTime":649.365,"endTime":651.35,"body":"they put a human in as"},{"startTime":649.365,"endTime":651.35,"body":"part of the interaction."},{"startTime":651.65,"endTime":652.34,"body":"You gotta pay the human."},{"startTime":652.34,"endTime":652.49,"body":"Yeah."},{"startTime":652.91,"endTime":655.49,"body":"And you just briefly, you reminded"},{"startTime":652.91,"endTime":655.49,"body":"me, I saw a video recently."},{"startTime":656.36,"endTime":662.39,"body":"Of an AI tool making a reservation"},{"startTime":656.36,"endTime":662.39,"body":"at a restaurant to another AI tool."},{"startTime":662.63,"endTime":663.53,"body":"I have you seen this video?"},{"startTime":663.74,"endTime":664.43,"body":"I can send it to you."},{"startTime":664.43,"endTime":664.75,"body":"Oh yeah."},{"startTime":664.8,"endTime":667.86,"body":"No, I, they quickly discovered that"},{"startTime":664.8,"endTime":667.86,"body":"they were both AI agents and went"},{"startTime":667.86,"endTime":670.2,"body":"into ai, separate, AI language."},{"startTime":670.41,"endTime":673.045,"body":"Sounded like a modem talking,"},{"startTime":670.41,"endTime":673.045,"body":"two modems talking to each other."},{"startTime":673.435,"endTime":674.575,"body":"So that's what it comes down to."},{"startTime":677.485,"endTime":679.915,"body":"So exactly that."},{"startTime":679.915,"endTime":682.155,"body":"It's that one of everyone says"},{"startTime":679.915,"endTime":682.155,"body":"to me like, oh, we wanna have"},{"startTime":682.155,"endTime":683.475,"body":"AI do all of our phone calls."},{"startTime":683.475,"endTime":689.215,"body":"I was like you lose so much, you lose the"},{"startTime":683.475,"endTime":689.215,"body":"neon nuance, you lose the notification."},{"startTime":689.215,"endTime":692.035,"body":"Like the one thing I don't want"},{"startTime":689.215,"endTime":692.035,"body":"AI to solve is communication."},{"startTime":692.035,"endTime":693.985,"body":"Like I don't want an"},{"startTime":692.035,"endTime":693.985,"body":"AI to host my podcast."},{"startTime":693.985,"endTime":694.76,"body":"That's not very fun."},{"startTime":695.225,"endTime":696.905,"body":"There's, where's the"},{"startTime":695.225,"endTime":696.905,"body":"value in that for anyone?"},{"startTime":696.905,"endTime":699.335,"body":"No one wants to talk"},{"startTime":696.905,"endTime":699.335,"body":"to an AI on the phone."},{"startTime":699.335,"endTime":700.955,"body":"No one wants to talk"},{"startTime":699.335,"endTime":700.955,"body":"to AI customer support."},{"startTime":701.345,"endTime":705.495,"body":"How do you approach when you're"},{"startTime":701.345,"endTime":705.495,"body":"approaching a negotiation?"},{"startTime":705.915,"endTime":709.785,"body":"Is there, is it actually combative?"},{"startTime":709.815,"endTime":714.345,"body":"Is it actually adversarial or"},{"startTime":709.815,"endTime":714.345,"body":"is there a different mindset"},{"startTime":714.345,"endTime":715.575,"body":"people can go to overcome?"},{"startTime":715.605,"endTime":717.135,"body":"Just 'cause they're so afraid"},{"startTime":715.605,"endTime":717.135,"body":"of talking to each other."},{"startTime":717.145,"endTime":718.195,"body":"I can't make it as a reservation."},{"startTime":718.195,"endTime":720.835,"body":"I need AI to do that,"},{"startTime":718.195,"endTime":720.835,"body":"which I can handle that."},{"startTime":720.835,"endTime":722.935,"body":"That's too much for me."},{"startTime":723.175,"endTime":725.875,"body":"Like as much as I like"},{"startTime":723.175,"endTime":725.875,"body":"technology, like I can."},{"startTime":726.52,"endTime":729.25,"body":"Order a pizza, which I didn't"},{"startTime":726.52,"endTime":729.25,"body":"realize was an edge skill or an"},{"startTime":729.25,"endTime":730.78,"body":"elite skill, but it's becoming that."},{"startTime":730.78,"endTime":734.55,"body":"So how can people approach it with"},{"startTime":730.78,"endTime":734.55,"body":"the mindset of, this is a cooperative"},{"startTime":734.55,"endTime":737.01,"body":"thing, or this person wants to work"},{"startTime":734.55,"endTime":737.01,"body":"with me, I wanna work with them."},{"startTime":737.04,"endTime":738.79,"body":"'cause we've, what is, you've"},{"startTime":737.04,"endTime":738.79,"body":"seen in the movie where you say"},{"startTime":738.79,"endTime":740.38,"body":"to someone, I wanna lower price."},{"startTime":740.38,"endTime":741.97,"body":"They go, you know what, then"},{"startTime":740.38,"endTime":741.97,"body":"we're not picking up your trash."},{"startTime":742.34,"endTime":745.19,"body":"There's this fear of that happening,"},{"startTime":742.34,"endTime":745.19,"body":"which I don't think is very realistic,"},{"startTime":745.19,"endTime":746.72,"body":"but let's talk through that a little bit."},{"startTime":750.15,"endTime":752.825,"body":"I think just get over yourself"},{"startTime":750.15,"endTime":752.825,"body":"and make the phone call."},{"startTime":752.885,"endTime":755.315,"body":"If you're making a phone call for a"},{"startTime":752.885,"endTime":755.315,"body":"dentist appointment, you make a phone"},{"startTime":755.315,"endTime":759.035,"body":"call to a pizza, make a phone call"},{"startTime":755.315,"endTime":759.035,"body":"to renegotiate your waste expenses."},{"startTime":759.435,"endTime":762.045,"body":"Are the vendors gonna be adversarial?"},{"startTime":762.045,"endTime":765.435,"body":"Probably not, they may"},{"startTime":762.045,"endTime":765.435,"body":"not be very cooperative."},{"startTime":765.435,"endTime":768.855,"body":"They may very well say, you're on the"},{"startTime":765.435,"endTime":768.855,"body":"best rate, you're on the best phone plan."},{"startTime":769.065,"endTime":770.385,"body":"I can't do anything for you."},{"startTime":770.805,"endTime":773.915,"body":"And that may be true, if you don't"},{"startTime":770.805,"endTime":773.915,"body":"have the inside or knowledge,"},{"startTime":774.215,"endTime":779.045,"body":"you may not know what to say what"},{"startTime":774.215,"endTime":779.045,"body":"records to ask for, to verify that."},{"startTime":779.045,"endTime":782.975,"body":"In fact, you are in fact on the"},{"startTime":779.045,"endTime":782.975,"body":"best calling plan available."},{"startTime":783.495,"endTime":785.355,"body":"I'm not gonna give away"},{"startTime":783.495,"endTime":785.355,"body":"too much about how we work."},{"startTime":786.465,"endTime":790.065,"body":"The most vendors know what we're"},{"startTime":786.465,"endTime":790.065,"body":"attempting to do, and they're"},{"startTime":790.065,"endTime":792.945,"body":"not adversarial, but they're"},{"startTime":790.065,"endTime":792.945,"body":"not very cooperative either."},{"startTime":793.725,"endTime":798.29,"body":"And it is, it's I think in the long"},{"startTime":793.725,"endTime":798.29,"body":"term there's gonna be more AI as"},{"startTime":798.29,"endTime":802.07,"body":"part of that interaction, whether"},{"startTime":798.29,"endTime":802.07,"body":"it's on our side and or their side."},{"startTime":802.62,"endTime":806.77,"body":"But today that is very much,"},{"startTime":802.62,"endTime":806.77,"body":"mostly a human interact, human"},{"startTime":806.77,"endTime":808.54,"body":"to human, but again, they're not."},{"startTime":809.71,"endTime":812.62,"body":"Some vendors are quick to do it because"},{"startTime":809.71,"endTime":812.62,"body":"they know they have to, they're, they"},{"startTime":812.62,"endTime":813.97,"body":"need to work on behalf of their client."},{"startTime":814.39,"endTime":817.18,"body":"They know they're, in most"},{"startTime":814.39,"endTime":817.18,"body":"cases there's alternatives."},{"startTime":817.18,"endTime":819.61,"body":"If it's not waste vendor A"},{"startTime":817.18,"endTime":819.61,"body":"wait, it's Waste Vendor B."},{"startTime":819.76,"endTime":822.1,"body":"If it's not at and t"},{"startTime":819.76,"endTime":822.1,"body":"there's Verizon available."},{"startTime":822.38,"endTime":825.09,"body":"Utility companies, you really don't"},{"startTime":822.38,"endTime":825.09,"body":"have much of a say with the utility"},{"startTime":825.09,"endTime":826.53,"body":"company 'cause it's their wires."},{"startTime":826.8,"endTime":827.94,"body":"So they're gas pipes."},{"startTime":829.22,"endTime":832.64,"body":"In regulated markets and deregulated"},{"startTime":829.22,"endTime":832.64,"body":"markets, they're happy to provide"},{"startTime":832.64,"endTime":834.05,"body":"quotes because, they know."},{"startTime":834.53,"endTime":838.22,"body":"In all those circumstances, they"},{"startTime":834.53,"endTime":838.22,"body":"know there's, there are other options"},{"startTime":838.22,"endTime":841.58,"body":"available and they'd rather keep"},{"startTime":838.22,"endTime":841.58,"body":"you at a lower rate than lose you"},{"startTime":841.58,"endTime":843.56,"body":"to, to another vendor altogether."},{"startTime":844.07,"endTime":848.54,"body":"But more often than not, whether it's"},{"startTime":844.07,"endTime":848.54,"body":"with us or with you a client directly,"},{"startTime":848.96,"endTime":852.2,"body":"as I mentioned before, with that client"},{"startTime":848.96,"endTime":852.2,"body":"with large client would be several hundred"},{"startTime":852.2,"endTime":853.555,"body":"thousand dollars year electricity charges."},{"startTime":854.24,"endTime":857.93,"body":"They are slow to respond, especially"},{"startTime":854.24,"endTime":857.93,"body":"if you don't know what to ask."},{"startTime":859.445,"endTime":861.329,"body":"Just get on the phone and ask."},{"startTime":861.359,"endTime":864.089,"body":"And if you don't know what to ask"},{"startTime":861.359,"endTime":864.089,"body":"you, you'll eventually figure it out."},{"startTime":864.539,"endTime":867.869,"body":"If you have the time, mean you're probably"},{"startTime":864.539,"endTime":867.869,"body":"spending a lot of time with your top"},{"startTime":867.869,"endTime":871.139,"body":"line, with your restaurant, building your"},{"startTime":867.869,"endTime":871.139,"body":"cars, building your widgets, and your"},{"startTime":871.139,"endTime":875.739,"body":"staff may not have the time or experience"},{"startTime":871.139,"endTime":875.739,"body":"to do it to make those phone calls."},{"startTime":875.739,"endTime":878.994,"body":"So that's where I'm not trying"},{"startTime":875.739,"endTime":878.994,"body":"to sell our service necessarily,"},{"startTime":879.094,"endTime":880.504,"body":"you do what you know to do."},{"startTime":881.104,"endTime":884.164,"body":"By way of example, if you, if"},{"startTime":881.104,"endTime":884.164,"body":"your business has legal expenses,"},{"startTime":884.164,"endTime":886.924,"body":"you call a lawyer you're not"},{"startTime":884.164,"endTime":886.924,"body":"gonna go to court by yourself."},{"startTime":887.314,"endTime":889.804,"body":"If you need a bookkeeper,"},{"startTime":887.314,"endTime":889.804,"body":"you hire a bookkeeper."},{"startTime":889.804,"endTime":892.504,"body":"If you have social media needs,"},{"startTime":889.804,"endTime":892.504,"body":"you hire a social media agency."},{"startTime":893.104,"endTime":896.854,"body":"If you need to find a work your way"},{"startTime":893.104,"endTime":896.854,"body":"through with what the landscape of AI"},{"startTime":896.854,"endTime":899.794,"body":"is, you find somebody that's an expert"},{"startTime":896.854,"endTime":899.794,"body":"in AI rather than spending hundreds of"},{"startTime":899.794,"endTime":901.054,"body":"thousand dollars on the wrong tools."},{"startTime":901.459,"endTime":904.649,"body":"Which is, I think the example"},{"startTime":901.459,"endTime":904.649,"body":"you were saying before some"},{"startTime":904.649,"endTime":906.089,"body":"tools are easier than others."},{"startTime":906.189,"endTime":909.099,"body":"Less expensive than others, and"},{"startTime":906.189,"endTime":909.099,"body":"more obvious the note taking tools."},{"startTime":909.099,"endTime":912.609,"body":"For example, I was reading"},{"startTime":909.099,"endTime":912.609,"body":"an article, an example Yes."},{"startTime":912.729,"endTime":917.499,"body":"Last night of how some doctor's"},{"startTime":912.729,"endTime":917.499,"body":"offices are moving from 15."},{"startTime":918.219,"endTime":920.619,"body":"Patients to as much as"},{"startTime":918.219,"endTime":920.619,"body":"45 patients per day."},{"startTime":920.919,"endTime":924.489,"body":"But they still have, because then, because"},{"startTime":920.919,"endTime":924.489,"body":"of decreased reimbursement, they need"},{"startTime":924.549,"endTime":929.979,"body":"that many more patients to be able to"},{"startTime":924.549,"endTime":929.979,"body":"pay their own bills, but that has caused"},{"startTime":929.979,"endTime":932.199,"body":"them to reduce the number of breaks."},{"startTime":933.154,"endTime":936.664,"body":"Increase the number of breaks from 15"},{"startTime":933.154,"endTime":936.664,"body":"breaks between clients to 45 breaks"},{"startTime":936.664,"endTime":940.414,"body":"between clients, but the length of"},{"startTime":936.664,"endTime":940.414,"body":"break has decreased and they can't"},{"startTime":940.414,"endTime":943.804,"body":"spend their, there's their break is now"},{"startTime":940.414,"endTime":943.804,"body":"less than two minutes per client, but"},{"startTime":943.804,"endTime":945.124,"body":"they have five minutes of note taking."},{"startTime":945.604,"endTime":948.124,"body":"How do they do that with"},{"startTime":945.604,"endTime":948.124,"body":"an AI note taking tool?"},{"startTime":948.124,"endTime":952.454,"body":"So there's some places that it's very"},{"startTime":948.124,"endTime":952.454,"body":"obvious to do that to implement an ai, but"},{"startTime":952.544,"endTime":958.204,"body":"is it so obvious to implement AI on the"},{"startTime":952.544,"endTime":958.204,"body":"sending or receiving out of a negotiation?"},{"startTime":958.924,"endTime":959.279,"body":"We will see."},{"startTime":962.269,"endTime":965.619,"body":"I think one of the things that's"},{"startTime":962.269,"endTime":965.619,"body":"interesting is that one of the"},{"startTime":965.619,"endTime":967.959,"body":"lessons that I learned early on"},{"startTime":965.619,"endTime":967.959,"body":"is it's a lot easier to save a"},{"startTime":967.959,"endTime":969.099,"body":"dollar than make a dollar, but."},{"startTime":970.464,"endTime":973.254,"body":"As companies get larger, especially"},{"startTime":970.464,"endTime":973.254,"body":"startups or outside investment"},{"startTime":973.254,"endTime":974.124,"body":"are large amounts of money."},{"startTime":974.124,"endTime":975.174,"body":"There's so many moving parts."},{"startTime":975.174,"endTime":977.964,"body":"You're so busy, like you said,"},{"startTime":975.174,"endTime":977.964,"body":"focusing on top line revenue."},{"startTime":977.994,"endTime":980.904,"body":"Oh, I just pay all the invoices"},{"startTime":977.994,"endTime":980.904,"body":"that you don't realize."},{"startTime":980.904,"endTime":984.504,"body":"There was a recent case, I forget,"},{"startTime":980.904,"endTime":984.504,"body":"it was where someone had sent it was"},{"startTime":984.504,"endTime":985.614,"body":"to one of the big tech companies."},{"startTime":985.614,"endTime":986.574,"body":"It was Google or Facebook."},{"startTime":986.574,"endTime":988.464,"body":"They'd sent them hundreds of"},{"startTime":986.574,"endTime":988.464,"body":"millions of dollars in fake"},{"startTime":988.464,"endTime":989.634,"body":"invoices and they'd all been paid."},{"startTime":989.874,"endTime":994.704,"body":"Yeah, because and it's like it"},{"startTime":989.874,"endTime":994.704,"body":"shouldn't work, but it does."},{"startTime":994.704,"endTime":995.964,"body":"Like you hear about those pretty often."},{"startTime":995.964,"endTime":998.394,"body":"So there is this mindset."},{"startTime":998.784,"endTime":1002.354,"body":"Of, I'm just looking at the top, like"},{"startTime":998.784,"endTime":1002.354,"body":"I'm just looking at where we're going"},{"startTime":1002.384,"endTime":1006.734,"body":"rather than reducing cost, but it's like"},{"startTime":1002.384,"endTime":1006.734,"body":"generating sales is a lot harder, right?"},{"startTime":1006.734,"endTime":1009.854,"body":"Every generating sale, generating"},{"startTime":1006.734,"endTime":1009.854,"body":"customers selling a car is harder."},{"startTime":1011.219,"endTime":1014.489,"body":"Saving $10 per car, saving"},{"startTime":1011.219,"endTime":1014.489,"body":"a hundred dollars per month,"},{"startTime":1014.489,"endTime":1015.359,"body":"or a hundred dollars per day."},{"startTime":1015.599,"endTime":1017.279,"body":"So I think this is a"},{"startTime":1015.599,"endTime":1017.279,"body":"really important mindset."},{"startTime":1017.279,"endTime":1019.739,"body":"I think that's why I wanted to have you"},{"startTime":1017.279,"endTime":1019.739,"body":"on the show today is to really remind"},{"startTime":1019.739,"endTime":1024.509,"body":"people that while AI is exciting and"},{"startTime":1019.739,"endTime":1024.509,"body":"while technology is exciting, that every"},{"startTime":1024.509,"endTime":1026.159,"body":"business has the same foundational needs."},{"startTime":1026.309,"endTime":1026.999,"body":"I use internet."},{"startTime":1026.999,"endTime":1028.199,"body":"We're using internet right now, right?"},{"startTime":1028.439,"endTime":1031.334,"body":"Using power right now,"},{"startTime":1028.439,"endTime":1031.334,"body":"using water right now."},{"startTime":1031.339,"endTime":1032.699,"body":"I went to the bathtub before the show."},{"startTime":1032.699,"endTime":1036.449,"body":"Like all these other expenses are"},{"startTime":1032.699,"endTime":1036.449,"body":"part of it, and it's really important"},{"startTime":1036.449,"endTime":1040.459,"body":"to put these things together and to"},{"startTime":1036.449,"endTime":1040.459,"body":"realize that they're just as important."},{"startTime":1040.459,"endTime":1044.449,"body":"It's a lot easier to lower your"},{"startTime":1040.459,"endTime":1044.449,"body":"overhead, and there are a lot more"},{"startTime":1044.449,"endTime":1047.139,"body":"opportunities because usually when you"},{"startTime":1044.449,"endTime":1047.139,"body":"just think it's oh, maybe I can get"},{"startTime":1047.139,"endTime":1048.369,"body":"this one part a little bit cheaper."},{"startTime":1048.369,"endTime":1050.709,"body":"We often think the only way to"},{"startTime":1048.369,"endTime":1050.709,"body":"get a discount is by ordering"},{"startTime":1050.709,"endTime":1052.96,"body":"larger quantities, and it's yeah."},{"startTime":1053.394,"endTime":1056.154,"body":"And then you end up with 20,000"},{"startTime":1053.394,"endTime":1056.154,"body":"screws that when you'll need"},{"startTime":1056.154,"endTime":1058.944,"body":"a thousand 'cause you're like,"},{"startTime":1056.154,"endTime":1058.944,"body":"this is how much money I saved."},{"startTime":1058.944,"endTime":1060.594,"body":"It's is that how much money you"},{"startTime":1058.944,"endTime":1060.594,"body":"saved or how much money you spent?"},{"startTime":1060.594,"endTime":1062.964,"body":"Like you spent five times"},{"startTime":1060.594,"endTime":1062.964,"body":"more than your budget."},{"startTime":1063.204,"endTime":1064.854,"body":"You have 9,000 extra screws."},{"startTime":1065.244,"endTime":1065.454,"body":"Yeah."},{"startTime":1065.484,"endTime":1067.324,"body":"So I could, another story."},{"startTime":1067.334,"endTime":1069.524,"body":"A 10 location, 20"},{"startTime":1067.334,"endTime":1069.524,"body":"location restaurant group."},{"startTime":1069.764,"endTime":1073.019,"body":"You have one financial analyst that"},{"startTime":1069.764,"endTime":1073.019,"body":"is responsible for all the contracts."},{"startTime":1073.354,"endTime":1077.014,"body":"And all the bill paying, and"},{"startTime":1073.354,"endTime":1077.014,"body":"certainly she's paying a lot of"},{"startTime":1077.014,"endTime":1080.524,"body":"attention to the price of tomatoes"},{"startTime":1077.014,"endTime":1080.524,"body":"across all these locations."},{"startTime":1080.524,"endTime":1083.604,"body":"And I don't know how much tomatoes"},{"startTime":1080.524,"endTime":1083.604,"body":"cost and but she, if she feels it's"},{"startTime":1083.604,"endTime":1087.024,"body":"expensive, she's paying a lot of time"},{"startTime":1083.604,"endTime":1087.024,"body":"and attention to the tomato price."},{"startTime":1087.294,"endTime":1091.224,"body":"But just then just pays the a thousand"},{"startTime":1087.294,"endTime":1091.224,"body":"dollars a month per site waste bill."},{"startTime":1091.774,"endTime":1093.004,"body":"There's a lot of margin there."},{"startTime":1093.914,"endTime":1096.494,"body":"But that's, she doesn't have"},{"startTime":1093.914,"endTime":1096.494,"body":"the time because, she's being"},{"startTime":1096.494,"endTime":1099.404,"body":"directed to pay attention to the"},{"startTime":1096.494,"endTime":1099.404,"body":"tomatoes, to the rest of the menu."},{"startTime":1100.784,"endTime":1101.594,"body":"And that's true everywhere."},{"startTime":1101.649,"endTime":1102.489,"body":"It reminds you of that."},{"startTime":1102.489,"endTime":1105.904,"body":"Like no one cares about garbage"},{"startTime":1102.489,"endTime":1105.904,"body":"collection until they go on strike."},{"startTime":1106.214,"endTime":1106.704,"body":"Exactly."},{"startTime":1107.684,"endTime":1110.799,"body":"And then suddenly the whole city"},{"startTime":1107.684,"endTime":1110.799,"body":"care, it doesn't take that long."},{"startTime":1111.474,"endTime":1113.664,"body":"For everyone to notice when"},{"startTime":1111.474,"endTime":1113.664,"body":"no one's picking up the trash."},{"startTime":1113.664,"endTime":1117.684,"body":"It only takes a couple of days and then"},{"startTime":1113.664,"endTime":1117.684,"body":"you realize how important it's, and that's"},{"startTime":1117.684,"endTime":1120.744,"body":"exactly it is that there are so many"},{"startTime":1117.684,"endTime":1120.744,"body":"things I think it's so fascinating that"},{"startTime":1120.744,"endTime":1128.304,"body":"we use as like tools and technologies"},{"startTime":1120.744,"endTime":1128.304,"body":"and we don't think, and it's this, I"},{"startTime":1128.304,"endTime":1131.034,"body":"think a lot of it is just, I don't, it's"},{"startTime":1128.304,"endTime":1131.034,"body":"either I don't have time to look at it."},{"startTime":1131.034,"endTime":1133.584,"body":"I think there's a lot of, it's like"},{"startTime":1131.034,"endTime":1133.584,"body":"I don't wanna get on the phone."},{"startTime":1134.424,"endTime":1135.144,"body":"And have 'em go."},{"startTime":1135.144,"endTime":1135.834,"body":"No, of course."},{"startTime":1135.864,"endTime":1136.074,"body":"There."},{"startTime":1136.134,"endTime":1136.524,"body":"You know what I mean?"},{"startTime":1136.524,"endTime":1141.774,"body":"And it's like I, I found out this lesson"},{"startTime":1136.524,"endTime":1141.774,"body":"early on when I was just like, even if"},{"startTime":1141.774,"endTime":1143.724,"body":"you just say, is there a better rate?"},{"startTime":1143.724,"endTime":1144.624,"body":"Am I on the right plan?"},{"startTime":1144.624,"endTime":1146.424,"body":"Because there's people, I've"},{"startTime":1144.624,"endTime":1146.424,"body":"seen people on, like their cell"},{"startTime":1146.424,"endTime":1147.774,"body":"phone plan from 20 years ago."},{"startTime":1147.954,"endTime":1148.914,"body":"They've never changed it."},{"startTime":1148.914,"endTime":1150.654,"body":"And it's your plan"},{"startTime":1148.914,"endTime":1150.654,"body":"doesn't include texting."},{"startTime":1151.449,"endTime":1152.539,"body":"Or they charge you a quarter."},{"startTime":1152.559,"endTime":1155.439,"body":"It used to be a quarter of text"},{"startTime":1152.559,"endTime":1155.439,"body":"to send a text messages, which is"},{"startTime":1155.439,"endTime":1158.349,"body":"insane now, but I remember that late"},{"startTime":1155.439,"endTime":1158.349,"body":"nineties when it was like you got 10"},{"startTime":1158.349,"endTime":1161.769,"body":"text messages a month and you'd pay"},{"startTime":1158.349,"endTime":1161.769,"body":"for minutes and it's so different."},{"startTime":1161.769,"endTime":1164.529,"body":"And if you don't change, they never get,"},{"startTime":1161.769,"endTime":1164.529,"body":"they never tell you there's a better plan."},{"startTime":1165.189,"endTime":1165.999,"body":"So I'm coming into"},{"startTime":1165.999,"endTime":1169.479,"body":"this conversation with the mindset"},{"startTime":1165.999,"endTime":1169.479,"body":"that you should get the best rate"},{"startTime":1169.479,"endTime":1172.539,"body":"possible, but that, that you may"},{"startTime":1169.479,"endTime":1172.539,"body":"not need the best rate possible."},{"startTime":1172.539,"endTime":1173.949,"body":"You may be able with that 10%."},{"startTime":1174.409,"endTime":1179.629,"body":"Off the cost of waste may across your"},{"startTime":1174.409,"endTime":1179.629,"body":"50 sites, may turn out to be tens of"},{"startTime":1179.629,"endTime":1183.259,"body":"thousands dollars, which is maybe very"},{"startTime":1179.629,"endTime":1183.259,"body":"significant to you that, that's important."},{"startTime":1183.779,"endTime":1186.739,"body":"I, yeah, we may able to do"},{"startTime":1183.779,"endTime":1186.739,"body":"better for you, but, ask that"},{"startTime":1187.159,"endTime":1187.519,"body":"and we'll"},{"startTime":1187.609,"endTime":1187.819,"body":"deal"},{"startTime":1187.819,"endTime":1188.449,"body":"with the rest later."},{"startTime":1189.934,"endTime":1190.954,"body":"Yeah, I think that's really good."},{"startTime":1190.954,"endTime":1194.064,"body":"I think that's the lesson I'm taken"},{"startTime":1190.954,"endTime":1194.064,"body":"from today is you should at least ask"},{"startTime":1194.064,"endTime":1197.474,"body":"like the number I one of the lessons"},{"startTime":1194.064,"endTime":1197.474,"body":"I learned, or one of my friends is"},{"startTime":1197.524,"endTime":1200.244,"body":"because I'm in a business where you get"},{"startTime":1197.524,"endTime":1200.244,"body":"paid a commission for referrals a lot."},{"startTime":1200.244,"endTime":1202.044,"body":"He goes, oh, I always ask if"},{"startTime":1200.244,"endTime":1202.044,"body":"they'll gimme a higher commission."},{"startTime":1202.044,"endTime":1202.074,"body":"He."},{"startTime":1203.139,"endTime":1205.329,"body":"Yeah, he's sometimes they say no,"},{"startTime":1203.139,"endTime":1205.329,"body":"but a lot of times they say yes."},{"startTime":1205.329,"endTime":1206.439,"body":"And I was like, what do"},{"startTime":1205.329,"endTime":1206.439,"body":"you put in the message?"},{"startTime":1206.439,"endTime":1207.609,"body":"He goes, that's the whole message."},{"startTime":1208.059,"endTime":1209.169,"body":"Can you gimme a higher rate?"},{"startTime":1209.259,"endTime":1212.259,"body":"And the number of, and I'm the"},{"startTime":1209.259,"endTime":1212.259,"body":"number of huge companies that"},{"startTime":1212.259,"endTime":1214.119,"body":"have said yes to me is like wild."},{"startTime":1214.509,"endTime":1216.819,"body":"'cause you think they're the ones"},{"startTime":1214.509,"endTime":1216.819,"body":"who are like, 'cause the person"},{"startTime":1216.819,"endTime":1217.779,"body":"you're talking to doesn't care."},{"startTime":1217.859,"endTime":1219.689,"body":"They're not the owner of the"},{"startTime":1217.859,"endTime":1219.689,"body":"company, bigger companies, it's"},{"startTime":1219.689,"endTime":1220.859,"body":"just someone who's in an office."},{"startTime":1220.859,"endTime":1221.729,"body":"Someone they go, yeah, okay."},{"startTime":1222.329,"endTime":1225.719,"body":"The fear is that you may stop giving"},{"startTime":1222.329,"endTime":1225.719,"body":"them referrals because it's not enough."},{"startTime":1226.139,"endTime":1229.369,"body":"I have a philosophy when I accept"},{"startTime":1226.139,"endTime":1229.369,"body":"referrals, I pay commission."},{"startTime":1229.619,"endTime":1232.829,"body":"I'd rather take 75% of a deal"},{"startTime":1229.619,"endTime":1232.829,"body":"than a hundred percent of no deal."},{"startTime":1233.579,"endTime":1237.139,"body":"So yeah that's probably true of"},{"startTime":1233.579,"endTime":1237.139,"body":"the businesses you're working with."},{"startTime":1238.249,"endTime":1239.569,"body":"And that's all an email."},{"startTime":1239.569,"endTime":1240.559,"body":"If you just ask."},{"startTime":1241.464,"endTime":1242.524,"body":"And it's I was like, what?"},{"startTime":1242.584,"endTime":1244.654,"body":"He goes, yeah, just, I go, how do you"},{"startTime":1242.584,"endTime":1244.654,"body":"always have a higher commissioner?"},{"startTime":1244.654,"endTime":1245.524,"body":"He goes, oh, I just ask."},{"startTime":1245.884,"endTime":1247.294,"body":"And I was like, I couldn't believe it."},{"startTime":1247.294,"endTime":1248.464,"body":"And that's such a critical lesson."},{"startTime":1248.554,"endTime":1250.264,"body":"Like how do you go, alright, just ask."},{"startTime":1250.804,"endTime":1252.454,"body":"And it's the such a good lesson."},{"startTime":1252.454,"endTime":1253.114,"body":"So for people who."},{"startTime":1253.819,"endTime":1256.069,"body":"Are like, oh my gosh, I would"},{"startTime":1253.819,"endTime":1256.069,"body":"love to lower my bills, but"},{"startTime":1256.069,"endTime":1256.759,"body":"I don't have time for it."},{"startTime":1256.759,"endTime":1258.199,"body":"Where's the best place they can find you?"},{"startTime":1258.199,"endTime":1258.529,"body":"Connect."},{"startTime":1258.529,"endTime":1261.049,"body":"You see if maybe they're the"},{"startTime":1258.529,"endTime":1261.049,"body":"right fit to work with you, Larry."},{"startTime":1261.379,"endTime":1261.859,"body":"Appreciate that."},{"startTime":1261.859,"endTime":1262.249,"body":"Thank you."},{"startTime":1262.429,"endTime":1266.979,"body":"So we're my business name I think you said"},{"startTime":1262.429,"endTime":1266.979,"body":"in the beginning is P three cost analysts."},{"startTime":1267.439,"endTime":1272.059,"body":"Our website is cost analysts,"},{"startTime":1267.439,"endTime":1272.059,"body":"A-N-A-L-Y-S-T s.com."},{"startTime":1272.629,"endTime":1273.739,"body":"You could watch our videos there."},{"startTime":1273.739,"endTime":1275.179,"body":"You could look for our landing pages."},{"startTime":1275.519,"endTime":1276.449,"body":"I have a landing page."},{"startTime":1276.449,"endTime":1279.569,"body":"I don't remember the ad, the website"},{"startTime":1276.449,"endTime":1279.569,"body":"address of the landing page, or"},{"startTime":1279.569,"endTime":1281.969,"body":"you can gimme a call 4 1 0 2 0 5."},{"startTime":1282.434,"endTime":1287.504,"body":"2, 4, 7, 5. I'm also at"},{"startTime":1282.434,"endTime":1287.504,"body":"LLevine@costanalysts.com,"},{"startTime":1289.194,"endTime":1291.504,"body":"Don't worry everyone, I'll put that"},{"startTime":1289.194,"endTime":1291.504,"body":"in the show notes and below the video"},{"startTime":1291.504,"endTime":1293.244,"body":"on YouTube so it's easy to find."},{"startTime":1293.454,"endTime":1296.604,"body":"Larry, thank you such for being here"},{"startTime":1293.454,"endTime":1296.604,"body":"for an amazing and intriguing episode"},{"startTime":1296.964,"endTime":1298.914,"body":"of the Artificial Intelligence podcast."},{"startTime":1299.224,"endTime":1301.294,"body":"Thank you for listening to"},{"startTime":1299.224,"endTime":1301.294,"body":"this week's episode of the"},{"startTime":1301.294,"endTime":1302.974,"body":"Artificial Intelligence Podcast."},{"startTime":1302.974,"endTime":1305.974,"body":"Make sure to subscribe so you"},{"startTime":1302.974,"endTime":1305.974,"body":"never miss another episode."},{"startTime":1306.004,"endTime":1308.914,"body":"We'll be back next Monday with"},{"startTime":1306.004,"endTime":1308.914,"body":"more tips and strategies on how to"},{"startTime":1308.914,"endTime":1311.944,"body":"leverage AI to grow your business"},{"startTime":1308.914,"endTime":1311.944,"body":"and achieve better results."},{"startTime":1312.034,"endTime":1315.634,"body":"In the meantime, if you're curious"},{"startTime":1312.034,"endTime":1315.634,"body":"about how AI can boost your business'"},{"startTime":1315.634,"endTime":1320.164,"body":"revenue, head over to artificial"},{"startTime":1315.634,"endTime":1320.164,"body":"intelligence pod.com/calculator."},{"startTime":1320.164,"endTime":1323.494,"body":"Use our AI revenue calculator"},{"startTime":1320.164,"endTime":1323.494,"body":"to discover the potential impact"},{"startTime":1323.494,"endTime":1325.534,"body":"AI can have on your bottom line."},{"startTime":1325.534,"endTime":1328.264,"body":"It's quick, easy, and"},{"startTime":1325.534,"endTime":1328.264,"body":"might just change the way."},{"startTime":1328.504,"endTime":1328.739,"body":"Think about your."},{"startTime":1329.134,"endTime":1332.014,"body":"Business while you're there,"},{"startTime":1329.134,"endTime":1332.014,"body":"catch up on past episodes."},{"startTime":1332.014,"endTime":1334.084,"body":"Leave a review and check out our socials."}]}