WEBVTT

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All right, good.

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We're good.

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Thank you.

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Perfect.

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Yeah, let's make him bigger.

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You want to make that camera

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angle any bigger?

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I also have the questions too,

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so it's not that.

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So it's not as critical.

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I want to make sure I can

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see him clearly to a bigger picture.

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Yeah, that's good.

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All right, cool.

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Jared, how you doing, man?

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Doing well, and yourself?

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Doing well, man.

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Thank you for, you know, walking me,

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giving me a little grace through that,

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you know, setup.

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You know how it is,

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because you got your own podcast, too.

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Yeah, yeah, no worries, man.

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Yeah, where are you based?

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So, our headquarters are out of Tulsa,

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Oklahoma.

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Okay.

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Yeah, so, that's basically it.

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All right, so is that where you live,

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or is that where the company's based?

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That's where the company is based.

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Are we recording for the podcast?

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No, no, no, no.

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Not yet.

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I'm just doing intro.

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But I'm going to be doing

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back and forth between Houston and Miami.

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Okay.

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Okay.

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That's good to know.

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All right.

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You ready?

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Yeah, I'm ready.

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I'll make sure I got these facts right.

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So some of your background,

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obviously the big tech energy podcast.

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I love that.

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I love that title.

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I definitely want to be on it too.

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Hire Black,

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crack the code and you work with,

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or you're,

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I don't know if you work with

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them or the writer C,

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I don't know what that relationship is.

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How do you want me to say this?

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So Hire Black,

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you can take that out of the equation.

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okay hire black take out

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yeah um so yeah definitely

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hosted the big tech energy

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podcast I'm the vp of

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strategy for right c okay

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so you can say vp of sales

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and strategy at right c I

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didn't forget about you all

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right cool all right good

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all right um do you want me

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to mention crack the code or not

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No, I don't do that.

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I'll just mention Big Tech

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Energy Podcast is the VP of

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strategy at Writer C. All right, cool.

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Write C. Write C. Yeah.

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I'm going to watch it, Writer.

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E-S-E-A.

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Yeah.

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So just write C.

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But it's spelled like write,

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like you're writing something.

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That's where I got it from.

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Write C. Okay, good.

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All right.

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Welcome to Disruption Now.

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I'm your host and moderator,

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Rob Richardson.

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As always,

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I love to feature people that

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are disrupting the industry.

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And with me is a big time disruptor,

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has been for a long time.

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It's always been about

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empowering people who don't

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think sales or tech is for them,

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but showing people the way

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and empowering them.

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He's done it for a long time.

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He's got his podcast,

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which is a dope name of a podcast,

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Big Tech Energy.

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He's also the VP of Strategy

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and Sales for RightSea,

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which is an AI company that

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actually helps people get into careers,

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launch their careers,

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and gives them kind of

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career advice as well.

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So it fits very perfectly

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with what Jared's really

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been doing his entire life,

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disrupting the narrative by

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providing opportunities for

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all to enter into tech.

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Jared,

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it's an honor to have you on the show.

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Hey, man, I appreciate you for having me.

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Oh, yeah, it's good to have you on.

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Yeah, I appreciate the introduction.

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And yeah, like excited to get into,

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you know, my career,

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any advice that might be

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helpful for other people and, you know,

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just talk about what we're

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doing in the AI space as well.

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Absolutely.

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So I want to get a little

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bit of understanding of

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kind of like how you got into this.

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So when did you realize that

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essentially

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entrepreneurship and

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empowering people was what

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you wanted to do with your life?

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Because that's clearly your passion.

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Yeah, I mean,

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I would say around the time

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once I started getting

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really comfortable as like

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a leader within my tech

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companies and just kind of realizing like,

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OK, I have, for lack of a better term,

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made it like consistently

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making certain amount of

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money consistently and be

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able to afford a certain lifestyle.

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I just wanted more people

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that looked like me and you

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in these spaces that I was in.

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Right.

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enjoying enterprise software

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sales it's an incredible

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career to have there's a

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lot of money in it there's

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a lot of job opportunities

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there so I would say during

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the pandemic during the

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pandemic that's a lot of

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people made a lot of

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transitions during the

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pandemic like tell me about

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tell me about how the

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pandemic was the transition

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for the moment when you

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knew that you wanted to be

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uh that your life was going

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to be about empowering

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people and pursuing entrepreneurship

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Yeah.

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So it was kind of just like a right place,

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right time.

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So, um, a friend of mine, uh,

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was early on this social

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audio app called clubhouse.

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And she was like, Hey,

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there's some really like

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dynamic conversations is invite only.

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Would you like an invite?

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I was like, sure.

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Um, and so when I got into the app,

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I really wasn't thinking

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about being on stages,

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talking about myself or

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talking about different topics.

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I was just really there just

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to be a fly on the wall.

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But one day in December,

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it was December ninth, actually,

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I ran into this room.

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It was called a club called

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Blacks in Technology.

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And I saw hundreds of black

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people in that space

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talking about software

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engineering and data science and

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all different types of

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opportunities in tech.

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But I didn't hear anybody

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talking about enterprise software sales.

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And I was like, you know what,

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this is a great opportunity

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to expose some people to

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another place that you can

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do well in tech that

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doesn't require you to be technical.

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So I came on stage,

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shared a little bit about my career,

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how to break in, what it looks like,

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what transferable skills make sense.

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And I looked down on my

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phone and I saw hundreds of

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people had followed me off

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of just this quick conversation.

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And then I looked on my

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Instagram and my LinkedIn.

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I saw some messages about

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let's host a room the next day.

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So the long story short of

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it is I hosted a space with

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like four or five other

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people and it just was organic.

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It was flowing.

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We like seven, eight, eight hours.

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We're just really just provided value,

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resources and connecting people.

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I looked down at my phone

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again and I saw hundreds of

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people followed me from that.

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So I realized amongst the

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people that I was doing that room with,

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hey, we have something here.

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There's a real thirst for

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knowledge of tech and opportunities.

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And we got all these people

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stuck at home that have all

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this knowledge.

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So we just started hosting

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spaces every day where if I would see,

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hey, Rob,

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you're at Meta and you're an engineer,

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I'd pull you on stage and

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then start just asking you

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questions about your career,

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the technical

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certifications you know what

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can people expect how can

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people do and it turned

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into you know eighty

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followers the day of that

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first room to eventually

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eighty thousand and through

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those rooms spaces

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connections and the whole

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goal of just increasing

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diversity in tech

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especially getting more

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black people in the room

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that's when I knew like

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okay this is kind of my

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calling I'm really good at

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this um and then it evolved

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to me putting forty fifty

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recruiters on stage

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And then having recruiters

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give roles and the people

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shooting their shot directly.

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And that kind of evolved

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into everything today.

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Yeah.

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So it's, it feels as if,

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one of the reasons that you resonated,

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because a lot of people

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talk about opening up

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opportunities in tech, right?

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But it feels like there's a

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under appreciation for the

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opportunity in tech sales, right?

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So if you had to say,

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like one of the biggest misconceptions,

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if you had to just say,

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what is the thing people

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get wrong most often when

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it comes to tech sales?

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It's really just they don't

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know what it even is.

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Like when I would say I was in tech sales,

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they'd always ask, oh,

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you work at Geek Squad for Best Buy.

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So there's a literal like

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thinking that you're

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selling like laptops or

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you're selling like

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physical technology when in

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reality you're selling

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enterprise software solutions.

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that cost millions of dollars.

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And I think another thing

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that's a misconception is

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that you need to be

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technical to be in tech

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sales where you're really a

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business consultant talking

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to business stakeholders

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about business problems and

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then kind of circling back

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to how the technology

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technology can help automate

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certain activities,

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can help decrease costs in

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supply chain by creating efficiencies,

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create employee productivity.

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So it's really about being a

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business consultant more so

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than selling technology.

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And I think that's a huge

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misconception for sure.

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And the last misconception

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is that you have to love to

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convince people into things

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and talk people into things

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when it really is about

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asking really quality

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questions to really qualify.

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Like,

00:08:48.368 --> 00:08:50.850
does this business really meet the

00:08:50.870 --> 00:08:52.490
qualifications for the solution?

00:08:52.530 --> 00:08:53.412
And can we get them the

00:08:53.451 --> 00:08:54.592
results we get for others?

00:08:55.312 --> 00:08:56.472
you're asking more questions

00:08:56.513 --> 00:08:57.474
than you're actually like

00:08:57.494 --> 00:08:58.413
trying to convince people

00:08:58.854 --> 00:08:59.634
and then when you figure

00:08:59.673 --> 00:09:00.995
out like okay we can help

00:09:01.014 --> 00:09:02.735
them increase revenue by

00:09:02.815 --> 00:09:04.196
three x that's when you

00:09:04.235 --> 00:09:05.515
kind of dig in and you kind

00:09:05.556 --> 00:09:06.557
of try to help somebody

00:09:06.576 --> 00:09:07.797
help themselves yeah

00:09:07.876 --> 00:09:09.398
exactly versus convincing

00:09:09.418 --> 00:09:10.197
them to do something

00:09:10.597 --> 00:09:10.798
Yeah,

00:09:10.837 --> 00:09:13.720
so like walk through what people

00:09:13.759 --> 00:09:14.921
struggle with the most then

00:09:15.020 --> 00:09:16.101
after you open up the

00:09:16.121 --> 00:09:16.962
opportunity for them.

00:09:18.864 --> 00:09:22.167
Where do people kind of go

00:09:22.206 --> 00:09:23.126
wrong when it comes to

00:09:23.226 --> 00:09:24.928
entering into the field of tech sales,

00:09:24.969 --> 00:09:25.208
right?

00:09:25.509 --> 00:09:26.730
Do they struggle mostly with

00:09:26.830 --> 00:09:29.591
how to approach clients,

00:09:29.711 --> 00:09:31.472
how to actually ask the right questions?

00:09:31.793 --> 00:09:33.235
Like what have you seen when

00:09:33.355 --> 00:09:34.075
people are initially

00:09:34.115 --> 00:09:34.936
getting in the door that

00:09:34.975 --> 00:09:35.876
kind of really trips them up?

00:09:37.535 --> 00:09:38.116
Um, yeah,

00:09:38.157 --> 00:09:40.139
I mean that the first thing is

00:09:40.220 --> 00:09:42.943
that the initial phase of

00:09:42.964 --> 00:09:43.865
your time in tech sales,

00:09:43.884 --> 00:09:44.725
you're gonna have to really

00:09:44.785 --> 00:09:46.548
like fail a lot.

00:09:47.089 --> 00:09:47.750
And that's just something

00:09:47.769 --> 00:09:48.530
you gotta be comfortable

00:09:48.571 --> 00:09:50.013
with is that you're gonna get told no,

00:09:50.052 --> 00:09:50.714
a lot.

00:09:52.619 --> 00:09:53.559
blown off a lot.

00:09:54.160 --> 00:09:54.782
And that's just because

00:09:54.802 --> 00:09:56.384
you're getting better at

00:09:56.443 --> 00:09:57.985
talking about the value proposition.

00:09:58.005 --> 00:09:58.767
You're getting better at

00:09:59.128 --> 00:10:00.188
identifying who the right

00:10:00.309 --> 00:10:01.831
ideal customer profile is.

00:10:02.192 --> 00:10:03.254
Getting better at when's the

00:10:03.293 --> 00:10:05.135
best time to contact people.

00:10:05.596 --> 00:10:06.878
So it's just really just

00:10:07.078 --> 00:10:09.162
getting through that initial failure.

00:10:09.721 --> 00:10:10.342
And that you're going to

00:10:10.363 --> 00:10:11.283
have to work really hard

00:10:11.322 --> 00:10:13.703
initially to build up a pipeline,

00:10:13.744 --> 00:10:15.826
to get really good at your

00:10:15.846 --> 00:10:16.525
talking points.

00:10:16.645 --> 00:10:17.386
You're just going to have to

00:10:17.407 --> 00:10:18.687
fail a lot and you're going

00:10:18.706 --> 00:10:20.048
to have to fail often.

00:10:20.128 --> 00:10:21.649
And you're going to have to

00:10:21.869 --> 00:10:25.150
put in the work, cold call, cold email,

00:10:25.191 --> 00:10:26.072
cold link in.

00:10:26.591 --> 00:10:27.631
It's unavoidable.

00:10:27.711 --> 00:10:29.894
If you're going to be in this profession,

00:10:29.933 --> 00:10:30.974
you've got to get through

00:10:31.014 --> 00:10:32.595
that point where you're

00:10:32.674 --> 00:10:35.356
getting people's attention on your own.

00:10:35.736 --> 00:10:37.317
And then eventually you'll have like an S

00:10:37.937 --> 00:10:39.219
that does that for you,

00:10:39.578 --> 00:10:43.240
but you gotta pay your dues.

00:10:44.541 --> 00:10:46.861
And although I didn't do that in tech,

00:10:47.282 --> 00:10:47.923
I did that before.

00:10:47.942 --> 00:10:49.003
You did that door to door, right?

00:10:49.023 --> 00:10:49.722
If I remember correct,

00:10:49.743 --> 00:10:50.624
you did that with IBM.

00:10:50.663 --> 00:10:51.803
I was gonna ask you about that.

00:10:51.884 --> 00:10:53.365
So let me just transition to

00:10:53.384 --> 00:10:53.965
that question.

00:10:54.024 --> 00:10:57.447
So what did that position at

00:10:57.547 --> 00:10:59.548
IBM going door to door in

00:10:59.587 --> 00:11:01.008
terms of doing sales teach

00:11:01.048 --> 00:11:02.948
you about succeeding now

00:11:02.969 --> 00:11:03.909
when it comes to tech sales

00:11:03.929 --> 00:11:04.409
at your level?

00:11:05.441 --> 00:11:05.740
Yeah,

00:11:05.801 --> 00:11:08.381
so I did door to door educational

00:11:08.422 --> 00:11:10.962
sales during college and

00:11:11.484 --> 00:11:13.104
that allowed me to get an

00:11:13.163 --> 00:11:15.424
interview with IBM because they're like,

00:11:15.445 --> 00:11:17.206
wow, you're crazy to go door to door,

00:11:17.306 --> 00:11:19.047
eighty hours a week in some

00:11:19.086 --> 00:11:20.268
random part of the country.

00:11:20.687 --> 00:11:21.607
I did one summer in Kentucky,

00:11:21.668 --> 00:11:22.668
one summer in Minnesota.

00:11:23.009 --> 00:11:26.549
So my path wasn't necessarily the most,

00:11:26.830 --> 00:11:29.071
I guess, common, but

00:11:32.389 --> 00:11:35.475
Once I got the interview for IBM,

00:11:36.636 --> 00:11:39.360
I knew that if I could just get the job,

00:11:39.500 --> 00:11:40.243
I would crush it.

00:11:40.283 --> 00:11:41.664
And I just explained that to

00:11:41.684 --> 00:11:43.807
them very clearly that, hey,

00:11:50.375 --> 00:11:51.956
And I have that same sort of energy.

00:11:52.758 --> 00:11:53.798
There's no reason why I

00:11:53.818 --> 00:11:55.179
shouldn't be outperforming

00:11:55.440 --> 00:11:56.340
your best reps.

00:11:56.841 --> 00:11:57.660
And they were like, wow,

00:11:57.701 --> 00:11:58.922
that's confidence.

00:11:59.201 --> 00:12:01.043
And then I asked for a role at the end,

00:12:01.484 --> 00:12:03.466
which was like unheard of.

00:12:03.546 --> 00:12:04.886
And that was something that my manager,

00:12:05.246 --> 00:12:06.427
you know, not my manager,

00:12:06.488 --> 00:12:09.309
one of my mentors told me to do is like,

00:12:09.330 --> 00:12:10.149
yeah, you got nothing to lose.

00:12:10.169 --> 00:12:11.130
You're twenty three years old.

00:12:11.150 --> 00:12:12.572
You're going to get a hires.

00:12:13.253 --> 00:12:14.553
Most mouths don't get fed.

00:12:14.974 --> 00:12:16.053
Yeah, exactly.

00:12:16.073 --> 00:12:17.315
Yeah, I think you say it this way,

00:12:17.355 --> 00:12:19.075
like asking boldly can change your life,

00:12:19.414 --> 00:12:19.654
right?

00:12:20.076 --> 00:12:20.735
So like,

00:12:21.115 --> 00:12:22.456
how do you give that advice to people?

00:12:22.475 --> 00:12:22.576
Like,

00:12:22.836 --> 00:12:24.797
I try to say it because I'm bold by

00:12:24.856 --> 00:12:25.376
nature, right?

00:12:25.397 --> 00:12:26.957
Because it doesn't bother me.

00:12:27.018 --> 00:12:29.658
Some people are, you know,

00:12:30.599 --> 00:12:33.460
don't think that they should do that,

00:12:33.600 --> 00:12:34.679
that maybe they're being rude.

00:12:35.460 --> 00:12:36.961
How do you get over that

00:12:36.981 --> 00:12:38.022
kind of imposter type of

00:12:38.062 --> 00:12:39.543
syndrome that some have,

00:12:39.602 --> 00:12:40.524
particularly in our community?

00:12:40.943 --> 00:12:41.784
How do you approach them

00:12:41.845 --> 00:12:43.787
when you tell them about asking boldly,

00:12:44.287 --> 00:12:45.288
when people seem hesitant?

00:12:46.510 --> 00:12:46.951
Yeah, I mean,

00:12:47.010 --> 00:12:48.312
I just say like the worst

00:12:48.351 --> 00:12:49.812
that they're going to say is no.

00:12:50.972 --> 00:12:54.014
They probably won't get to a

00:12:54.095 --> 00:12:55.916
no because you take that approach,

00:12:56.655 --> 00:12:57.475
especially in sales.

00:12:57.495 --> 00:12:58.236
I would just say this,

00:12:58.297 --> 00:12:59.956
like for sales in particular,

00:13:00.457 --> 00:13:01.857
you will always be rewarded

00:13:01.898 --> 00:13:04.700
for being bold, for asking for the order,

00:13:06.200 --> 00:13:08.000
and they'll always respect that.

00:13:08.360 --> 00:13:09.741
So in a sales interview,

00:13:09.902 --> 00:13:11.403
I don't think there's much of a risk.

00:13:12.202 --> 00:13:13.923
But when it comes to just in general,

00:13:15.044 --> 00:13:15.445
like you said,

00:13:15.465 --> 00:13:17.686
close mouths don't get fed.

00:13:17.946 --> 00:13:18.346
You know,

00:13:18.566 --> 00:13:21.528
a no is one step closer to the next yes.

00:13:21.888 --> 00:13:23.808
So don't be afraid of getting that no,

00:13:23.849 --> 00:13:24.750
because it might not have

00:13:24.789 --> 00:13:26.049
been the right opportunity for you.

00:13:26.090 --> 00:13:27.610
But to stand out,

00:13:27.650 --> 00:13:28.551
you have to be somebody

00:13:28.571 --> 00:13:30.611
that will ask for it.

00:13:30.932 --> 00:13:34.114
And if they, you know, have an objection,

00:13:34.153 --> 00:13:35.475
you have to be comfortable

00:13:35.514 --> 00:13:37.615
with clarifying, OK,

00:13:37.956 --> 00:13:40.937
what is the struggle or the disconnect?

00:13:41.677 --> 00:13:42.760
to see if there's a way that

00:13:42.780 --> 00:13:45.046
you can maybe connect the dots, but yeah,

00:13:45.106 --> 00:13:45.727
I'd say you don't,

00:13:45.768 --> 00:13:47.292
you don't get what you don't ask for.

00:13:47.412 --> 00:13:50.620
So to ask for it and then

00:13:50.921 --> 00:13:51.381
take it from there.

00:13:52.255 --> 00:13:53.976
My advice with sales and

00:13:54.197 --> 00:13:57.279
really with life is about the three Ps.

00:13:58.341 --> 00:13:59.642
The first one is persistence, right?

00:14:00.121 --> 00:14:02.624
I can't tell you how many times I've got a,

00:14:03.203 --> 00:14:04.524
usually a, not even a no,

00:14:04.585 --> 00:14:07.187
just a non-answer or just

00:14:07.486 --> 00:14:08.727
sometimes ignoring for long

00:14:08.768 --> 00:14:09.389
periods of time.

00:14:09.668 --> 00:14:10.529
I've tried to explain this

00:14:10.549 --> 00:14:11.850
to some junior associates too.

00:14:12.191 --> 00:14:12.431
They said,

00:14:12.451 --> 00:14:13.552
but nobody responded after the

00:14:13.611 --> 00:14:14.111
second time.

00:14:14.152 --> 00:14:14.293
I said,

00:14:14.312 --> 00:14:15.373
they don't count until you try it

00:14:15.413 --> 00:14:16.714
fifteen times, right?

00:14:16.793 --> 00:14:18.735
So like, and they look like, well,

00:14:18.755 --> 00:14:19.155
what do you mean?

00:14:19.176 --> 00:14:19.856
If they're not responding,

00:14:19.876 --> 00:14:20.596
they gotta be immediate.

00:14:20.636 --> 00:14:21.197
I said, no.

00:14:21.918 --> 00:14:23.159
I said, in general,

00:14:23.179 --> 00:14:24.442
you can't take it personal.

00:14:24.461 --> 00:14:25.783
So, like, the first is persistence.

00:14:26.404 --> 00:14:28.307
The second is patience on top of that,

00:14:28.346 --> 00:14:28.528
right?

00:14:28.748 --> 00:14:30.070
That's kind of the balance with this,

00:14:30.110 --> 00:14:30.230
right?

00:14:30.250 --> 00:14:31.331
Because you can do something

00:14:31.892 --> 00:14:33.094
and you're not seeing those

00:14:33.114 --> 00:14:34.696
immediate results month one, month two,

00:14:34.735 --> 00:14:36.018
month six sometimes, right?

00:14:36.317 --> 00:14:38.581
With some things, these have long cycles,

00:14:38.642 --> 00:14:38.802
but...

00:14:39.621 --> 00:14:40.883
you got to have patience to

00:14:40.923 --> 00:14:42.243
figure out like how you

00:14:42.283 --> 00:14:44.403
navigate that while you're

00:14:44.423 --> 00:14:45.183
being persistent.

00:14:45.344 --> 00:14:47.125
And then the third is to sometimes pivot,

00:14:47.504 --> 00:14:49.105
pivot in what type of

00:14:49.145 --> 00:14:49.966
client you're talking to,

00:14:50.225 --> 00:14:51.427
how you're approaching the client,

00:14:51.586 --> 00:14:52.746
when you're approaching the client,

00:14:52.767 --> 00:14:53.908
you know,

00:14:54.168 --> 00:14:56.067
learning to pivot about how you

00:14:56.148 --> 00:14:58.208
actually do your sales pitch.

00:14:58.688 --> 00:15:00.590
I'm just now learning, honestly,

00:15:00.610 --> 00:15:02.630
because I had both the art

00:15:02.650 --> 00:15:03.071
and the science,

00:15:03.091 --> 00:15:04.471
but I just kind of had it instinctively,

00:15:04.511 --> 00:15:05.251
but not really the

00:15:07.092 --> 00:15:08.114
I had more of the art than

00:15:08.134 --> 00:15:09.594
the pure science of it, I should say.

00:15:09.654 --> 00:15:11.735
So I didn't perfect the process part,

00:15:11.755 --> 00:15:12.937
which now I'm learning to do,

00:15:13.317 --> 00:15:15.697
which is just as important to do as well.

00:15:15.758 --> 00:15:16.038
So like,

00:15:16.678 --> 00:15:18.120
it's the balance between all those things,

00:15:18.179 --> 00:15:20.461
but getting back to you though.

00:15:20.480 --> 00:15:21.802
So you've talked about your transition.

00:15:21.841 --> 00:15:23.883
You went to, you were in sales,

00:15:24.043 --> 00:15:24.624
you went from,

00:15:24.703 --> 00:15:26.565
you were door to door education,

00:15:26.745 --> 00:15:27.785
then you went to IBM.

00:15:28.346 --> 00:15:29.206
using that experience.

00:15:29.225 --> 00:15:30.986
And that experience, I believe,

00:15:31.006 --> 00:15:32.327
probably taught you some grit, right?

00:15:32.508 --> 00:15:33.368
When you talk about having

00:15:33.447 --> 00:15:34.587
non-traditional backgrounds,

00:15:35.009 --> 00:15:36.068
people don't understand

00:15:36.109 --> 00:15:37.428
that a lot of the things

00:15:37.469 --> 00:15:39.210
that make you successful in

00:15:39.289 --> 00:15:40.190
any type of sales you can

00:15:40.210 --> 00:15:41.770
do in tech as well.

00:15:41.850 --> 00:15:42.971
So I want to actually get

00:15:43.011 --> 00:15:44.772
into some of your strategy.

00:15:44.831 --> 00:15:47.413
So you say you have a line

00:15:47.432 --> 00:15:48.092
that says you talk about

00:15:48.133 --> 00:15:48.933
relationships are more

00:15:48.953 --> 00:15:50.053
important than technology.

00:15:50.573 --> 00:15:53.235
So what are the three most

00:15:53.274 --> 00:15:54.176
important things when it

00:15:54.196 --> 00:15:56.317
comes to building valuable

00:15:56.336 --> 00:15:57.336
long-term relationships?

00:15:58.879 --> 00:16:02.942
Yeah, the first is to lead with value.

00:16:04.282 --> 00:16:05.783
The more you can start

00:16:05.802 --> 00:16:07.302
relationships off by

00:16:07.363 --> 00:16:08.943
leading with value and

00:16:09.423 --> 00:16:11.205
being genuinely interested in like,

00:16:11.225 --> 00:16:15.586
how can I help Rob get to his next goal?

00:16:16.005 --> 00:16:17.106
So like asking those

00:16:17.147 --> 00:16:19.248
questions and being really engaged,

00:16:19.347 --> 00:16:19.847
I find

00:16:20.347 --> 00:16:22.470
When you're dealing with high value people,

00:16:23.311 --> 00:16:25.293
they're so used to being

00:16:25.533 --> 00:16:26.573
asked for things.

00:16:26.913 --> 00:16:27.995
Can you help me with this?

00:16:28.014 --> 00:16:29.375
Can you refer me to that?

00:16:30.256 --> 00:16:31.197
Can you be my mentor?

00:16:31.217 --> 00:16:32.119
Can I pick your brain?

00:16:32.960 --> 00:16:33.921
You will be a breath of

00:16:33.941 --> 00:16:35.621
fresh air if you're like, hey,

00:16:36.842 --> 00:16:37.803
I really love all the

00:16:37.823 --> 00:16:39.004
things that you're working on.

00:16:39.446 --> 00:16:40.346
Is there anything that I can

00:16:40.366 --> 00:16:41.488
do to help support

00:16:41.528 --> 00:16:42.368
something that's really

00:16:42.388 --> 00:16:43.249
important to you right now?

00:16:44.309 --> 00:16:45.812
like that kind of energy

00:16:45.971 --> 00:16:46.972
just in general helps

00:16:47.033 --> 00:16:47.933
relationships but

00:16:47.953 --> 00:16:49.695
absolutely um to get like

00:16:49.735 --> 00:16:50.535
those high value

00:16:50.556 --> 00:16:52.398
relationships like do that

00:16:52.437 --> 00:16:54.240
authentically um I would

00:16:54.279 --> 00:16:56.621
say number two is to follow

00:16:56.662 --> 00:16:57.602
through on everything you

00:16:57.643 --> 00:17:00.686
say I'm all about under

00:17:00.725 --> 00:17:01.506
promising and over

00:17:01.527 --> 00:17:02.607
delivering and if you're

00:17:02.628 --> 00:17:03.589
somebody that consistently

00:17:03.668 --> 00:17:04.950
does that in every part of

00:17:04.970 --> 00:17:07.090
the relationship you are

00:17:07.131 --> 00:17:08.211
somebody that's going to be

00:17:08.251 --> 00:17:09.392
trusted and you're going to

00:17:09.412 --> 00:17:11.053
be somebody that they go to

00:17:11.953 --> 00:17:14.355
first because they also

00:17:14.414 --> 00:17:15.736
have self-interest and the

00:17:15.776 --> 00:17:17.477
self-interest is if I

00:17:17.517 --> 00:17:19.157
connect them to jared he

00:17:19.317 --> 00:17:20.459
always over delivers

00:17:21.019 --> 00:17:22.259
they're going to see me as

00:17:22.279 --> 00:17:24.422
somebody that brings value as well.

00:17:24.481 --> 00:17:26.624
So you want to be an asset,

00:17:26.903 --> 00:17:28.566
but always over-delivering

00:17:28.605 --> 00:17:29.625
on everything you say.

00:17:30.787 --> 00:17:33.289
Which is important to measure what you say,

00:17:33.470 --> 00:17:33.690
right?

00:17:33.910 --> 00:17:35.411
And I've had to learn this

00:17:35.530 --> 00:17:39.234
because you can be wanting

00:17:39.275 --> 00:17:40.955
to satisfy your client and say,

00:17:40.996 --> 00:17:42.257
we're going to do all of these things.

00:17:43.238 --> 00:17:44.679
But it's better, like you said,

00:17:44.719 --> 00:17:46.480
to under-promise and over-deliver because

00:17:47.181 --> 00:17:48.922
Once you've set a level of expectations,

00:17:49.221 --> 00:17:50.423
those are the expectations.

00:17:50.603 --> 00:17:51.883
And I think that's one of

00:17:51.923 --> 00:17:53.903
those things that I had to

00:17:53.943 --> 00:17:54.545
learn in sales.

00:17:54.585 --> 00:17:55.484
Like you feel pressure

00:17:55.924 --> 00:17:56.885
because the client

00:17:56.925 --> 00:17:58.266
obviously has their own interests too,

00:17:58.306 --> 00:17:58.445
right?

00:17:58.465 --> 00:17:59.287
They want to get as much

00:17:59.386 --> 00:18:01.667
value for as little as possible.

00:18:02.347 --> 00:18:04.690
uh but you know often uh

00:18:04.730 --> 00:18:05.830
that doesn't work for them

00:18:06.030 --> 00:18:06.911
because you can't deliver

00:18:06.931 --> 00:18:08.432
what they expect at the

00:18:08.471 --> 00:18:09.593
price and at the time that

00:18:09.613 --> 00:18:10.854
they expect so it's it's

00:18:10.993 --> 00:18:12.035
it's something that I think

00:18:12.075 --> 00:18:13.655
is a real tension for those

00:18:13.675 --> 00:18:14.797
who start off in sales

00:18:15.257 --> 00:18:16.478
thinking that okay yes you

00:18:16.518 --> 00:18:17.238
definitely want to add

00:18:17.278 --> 00:18:18.818
value as you said but you

00:18:18.878 --> 00:18:19.660
also want to make sure

00:18:19.680 --> 00:18:20.420
you're true to your word

00:18:20.680 --> 00:18:21.500
and you got to be you got

00:18:21.520 --> 00:18:23.061
to measure that so you said

00:18:23.082 --> 00:18:24.482
that so lead with value

00:18:24.923 --> 00:18:25.763
that's that that was number

00:18:25.903 --> 00:18:28.605
one uh uh under promise

00:18:28.665 --> 00:18:29.807
over deliver and the third

00:18:29.826 --> 00:18:30.626
most important thing when

00:18:30.646 --> 00:18:31.607
it comes to sales are

00:18:33.107 --> 00:18:33.949
Being authentic.

00:18:34.189 --> 00:18:35.868
So it kind of goes to that second point,

00:18:35.888 --> 00:18:37.089
but just like being honest

00:18:37.150 --> 00:18:39.109
about your shortcomings,

00:18:39.150 --> 00:18:41.711
being honest about the fact

00:18:41.730 --> 00:18:43.432
that you're not going to do

00:18:43.451 --> 00:18:45.392
this overnight, but this is how we do it.

00:18:46.772 --> 00:18:47.972
And being okay with the fact

00:18:48.012 --> 00:18:49.394
that you will get told no,

00:18:50.213 --> 00:18:51.855
If it doesn't deliver the

00:18:51.895 --> 00:18:53.277
things they expect,

00:18:53.758 --> 00:18:54.459
you should really be

00:18:54.499 --> 00:18:56.980
focused on can it deliver it, period,

00:18:57.161 --> 00:18:58.242
and just be honest.

00:18:59.344 --> 00:19:03.488
And that's super key because one,

00:19:03.508 --> 00:19:05.009
the transference of

00:19:05.150 --> 00:19:07.011
authenticity is important.

00:19:07.311 --> 00:19:08.633
uh and then also your

00:19:08.673 --> 00:19:09.992
transfers to conviction

00:19:10.073 --> 00:19:11.814
your real conviction about

00:19:11.834 --> 00:19:14.035
what you can really do also

00:19:14.134 --> 00:19:15.454
comes across if you're

00:19:15.596 --> 00:19:18.797
always kind of bsing um one

00:19:18.856 --> 00:19:21.238
people can feel it um and

00:19:21.278 --> 00:19:23.659
then two well it just it

00:19:23.699 --> 00:19:25.059
doesn't it doesn't your

00:19:25.099 --> 00:19:26.319
conviction can't really hit

00:19:26.339 --> 00:19:28.221
the same uh so I say that

00:19:28.300 --> 00:19:29.340
because for me personally

00:19:29.381 --> 00:19:30.442
like the way that I was

00:19:30.481 --> 00:19:31.402
able to make so much money

00:19:31.422 --> 00:19:34.804
in tech sales is through referrals

00:19:35.931 --> 00:19:37.571
And so what I would do at

00:19:37.632 --> 00:19:39.972
the very beginning or right

00:19:39.992 --> 00:19:41.493
before I close the deal is like, hey,

00:19:41.913 --> 00:19:43.295
if we're able to hit these

00:19:43.335 --> 00:19:45.375
metrics after we deploy,

00:19:45.756 --> 00:19:46.336
would you be willing to

00:19:46.355 --> 00:19:49.198
talk to other CTOs and CFOs

00:19:49.298 --> 00:19:52.439
and COOs about the impact

00:19:52.479 --> 00:19:53.440
that we had to your business?

00:19:53.940 --> 00:19:55.903
Jared, if you can hit those metrics,

00:19:56.262 --> 00:19:57.223
I will scream from a

00:19:57.304 --> 00:19:59.646
rooftop about how great your solution is.

00:20:00.028 --> 00:20:03.491
And so I tell them it's going to do two X,

00:20:04.333 --> 00:20:05.634
you know, increase in revenue.

00:20:05.954 --> 00:20:07.156
We got them to three point

00:20:07.176 --> 00:20:08.778
five X. So I said, hey,

00:20:08.818 --> 00:20:10.161
remember how I talked about two X?

00:20:10.641 --> 00:20:11.300
We actually looked at the

00:20:11.340 --> 00:20:12.461
numbers and our impact has

00:20:12.501 --> 00:20:13.862
been three point five X.

00:20:14.501 --> 00:20:15.602
Remember how I said that

00:20:15.642 --> 00:20:17.563
you're going to talk to other people?

00:20:17.962 --> 00:20:19.703
I have the CTO of Pepsi,

00:20:19.743 --> 00:20:24.545
the CTO of Walmart and the CTO of Kroger.

00:20:24.825 --> 00:20:25.785
I wanted to tell them all

00:20:25.805 --> 00:20:26.664
the amazing things that

00:20:26.684 --> 00:20:27.605
have happened to your business.

00:20:27.625 --> 00:20:29.086
And I want you guys just to connect.

00:20:29.405 --> 00:20:30.365
They don't want to talk to me.

00:20:30.385 --> 00:20:31.446
I'm just a sales guy.

00:20:31.807 --> 00:20:33.487
They expect me to say great things.

00:20:33.747 --> 00:20:34.667
But to hear from you,

00:20:34.708 --> 00:20:35.508
somebody that's their

00:20:35.567 --> 00:20:37.548
colleague will make a huge difference.

00:20:37.647 --> 00:20:38.568
And it's also a great

00:20:38.608 --> 00:20:39.669
networking opportunity.

00:20:40.202 --> 00:20:41.023
you get to sound great

00:20:41.044 --> 00:20:42.685
because you know you you

00:20:42.705 --> 00:20:43.507
made the smart move about

00:20:43.547 --> 00:20:45.189
working with us like oh

00:20:45.269 --> 00:20:46.410
yeah I'll definitely talk

00:20:46.430 --> 00:20:47.631
to them because people love

00:20:47.651 --> 00:20:48.872
to talk about how great

00:20:48.893 --> 00:20:50.413
they are anyways so if you

00:20:50.433 --> 00:20:51.234
can get them in front of

00:20:51.315 --> 00:20:52.997
another executive to talk

00:20:53.017 --> 00:20:53.978
about how great they are

00:20:54.417 --> 00:20:55.500
while in turn talking about

00:20:55.519 --> 00:20:57.261
how great you and your solution are

00:20:57.882 --> 00:20:59.483
Like it took year long sales

00:20:59.523 --> 00:21:00.443
cycles and turn them into

00:21:00.483 --> 00:21:01.404
two to three months sales

00:21:01.444 --> 00:21:02.787
cycles where I'd be like,

00:21:02.807 --> 00:21:03.727
how'd the conversation go?

00:21:04.048 --> 00:21:05.469
Man, they really loved you.

00:21:06.130 --> 00:21:07.590
And if you can do what for them,

00:21:07.631 --> 00:21:09.172
what you're going to do,

00:21:09.393 --> 00:21:10.854
you say you can do for us,

00:21:10.874 --> 00:21:13.936
what you can do for them, then let's talk,

00:21:14.057 --> 00:21:14.336
you know.

00:21:14.436 --> 00:21:15.258
This goes to your point

00:21:15.298 --> 00:21:16.699
about why your relationship

00:21:17.359 --> 00:21:18.339
are your biggest currency,

00:21:18.420 --> 00:21:19.821
not even the products that you sell,

00:21:19.882 --> 00:21:20.041
right?

00:21:20.102 --> 00:21:21.542
Your relationships and your

00:21:22.463 --> 00:21:23.104
nurturing of those

00:21:23.124 --> 00:21:24.506
relationships by making

00:21:24.526 --> 00:21:25.266
sure you follow through

00:21:25.286 --> 00:21:26.426
with what you're selling

00:21:26.487 --> 00:21:28.269
and also constantly providing value,

00:21:28.308 --> 00:21:28.489
right?

00:21:28.509 --> 00:21:29.509
You talked like it goes,

00:21:29.950 --> 00:21:32.592
Beyond seeing it as a direct transaction,

00:21:32.612 --> 00:21:33.711
from what I'm taking from

00:21:33.751 --> 00:21:34.573
what you just said,

00:21:34.972 --> 00:21:37.054
not only do you make sure

00:21:37.074 --> 00:21:37.713
that the product

00:21:37.894 --> 00:21:39.154
overperforms what you said

00:21:39.194 --> 00:21:42.477
in terms of the straight metrics,

00:21:42.517 --> 00:21:44.278
you also look to see where

00:21:44.298 --> 00:21:46.318
can I add value in other ways,

00:21:46.358 --> 00:21:47.880
connecting them to other parts of

00:21:48.319 --> 00:21:51.080
your network, uh, that also helps you,

00:21:51.221 --> 00:21:52.422
but it also helps them.

00:21:53.041 --> 00:21:54.282
And when you do that, it wants,

00:21:54.742 --> 00:21:55.723
they want to help you more.

00:21:56.263 --> 00:21:57.944
You know, one of my mentors, I was, uh,

00:21:58.005 --> 00:21:59.986
I'm a recovering politician, right?

00:22:00.086 --> 00:22:02.886
One of my former mentors said, uh, Rob,

00:22:02.967 --> 00:22:04.288
remember that everybody's a

00:22:04.347 --> 00:22:05.608
star in their own movie.

00:22:05.648 --> 00:22:06.209
You're just paying,

00:22:06.229 --> 00:22:07.409
you're just playing a casting role.

00:22:07.528 --> 00:22:08.890
So don't try to make yourself the star,

00:22:09.329 --> 00:22:10.270
like know that they are the

00:22:10.310 --> 00:22:11.611
star you are casting.

00:22:11.631 --> 00:22:12.652
You're just a casting role.

00:22:13.051 --> 00:22:13.612
And if you do that,

00:22:13.632 --> 00:22:14.593
you'll be very successful.

00:22:14.873 --> 00:22:16.834
Very simple advice, but it's true.

00:22:17.253 --> 00:22:17.515
Right.

00:22:17.555 --> 00:22:19.296
So because oftentimes we try

00:22:19.316 --> 00:22:20.375
to make ourselves the stars.

00:22:20.395 --> 00:22:21.257
They think if you're

00:22:21.277 --> 00:22:22.336
convincing people in sales,

00:22:22.436 --> 00:22:24.459
instead of understanding

00:22:24.939 --> 00:22:26.220
what their issues are and

00:22:26.259 --> 00:22:28.861
listening and then working

00:22:28.881 --> 00:22:29.902
to help solve their problem.

00:22:30.577 --> 00:22:30.678
Yeah,

00:22:30.698 --> 00:22:32.118
you're putting them on a pedestal and

00:22:32.138 --> 00:22:33.059
you're talking about how

00:22:33.099 --> 00:22:34.800
can we raise your pedestal even higher?

00:22:35.461 --> 00:22:36.442
It's all about them.

00:22:36.622 --> 00:22:37.403
It's not about me.

00:22:37.442 --> 00:22:38.222
And I would say that's

00:22:38.282 --> 00:22:39.784
another huge flaw that

00:22:39.824 --> 00:22:41.244
people have in sales is

00:22:41.545 --> 00:22:43.487
they're trying so hard to

00:22:43.567 --> 00:22:45.587
get the money that people

00:22:45.627 --> 00:22:46.989
can smell the commission on your breath.

00:22:47.009 --> 00:22:47.950
They can tell like,

00:22:48.329 --> 00:22:49.810
you're just desperate to close a deal.

00:22:51.117 --> 00:22:53.220
You don't care about my solutions.

00:22:53.559 --> 00:22:54.621
You just want that check.

00:22:55.182 --> 00:22:56.923
And I think that's probably

00:22:56.963 --> 00:22:57.723
the biggest thing that

00:22:57.763 --> 00:22:59.605
screws over aspiring

00:22:59.625 --> 00:23:01.107
salespeople is to take your

00:23:01.248 --> 00:23:03.089
ego out of it and really

00:23:03.130 --> 00:23:05.070
care about the person you're talking to,

00:23:05.491 --> 00:23:06.752
care about their outcome,

00:23:06.772 --> 00:23:08.234
care about their promotion,

00:23:11.808 --> 00:23:13.810
of the year because they had

00:23:13.851 --> 00:23:15.070
the best solution and it

00:23:15.090 --> 00:23:16.291
was yours like if you

00:23:16.332 --> 00:23:18.394
really care like that um

00:23:18.933 --> 00:23:19.674
one you'll be picking the

00:23:19.714 --> 00:23:21.016
right solutions to sell

00:23:21.076 --> 00:23:21.936
because you'll be selling

00:23:21.957 --> 00:23:22.936
things that work and that

00:23:22.957 --> 00:23:24.519
have impact two you'll be

00:23:24.558 --> 00:23:26.299
able to grow those accounts

00:23:26.440 --> 00:23:27.381
easier because they're

00:23:27.461 --> 00:23:28.741
actually getting value and

00:23:28.761 --> 00:23:29.842
they're talking good about

00:23:29.883 --> 00:23:31.163
you in rooms that you're

00:23:31.182 --> 00:23:33.444
not in um and three you can

00:23:33.525 --> 00:23:34.346
actually believe in what

00:23:34.365 --> 00:23:35.686
you're saying and it's just

00:23:35.767 --> 00:23:38.148
so much easier to sell when

00:23:38.169 --> 00:23:39.209
you believe that you're

00:23:39.269 --> 00:23:41.010
gonna do well for the person

00:23:41.510 --> 00:23:43.132
and you can talk about yeah

00:23:43.172 --> 00:23:44.251
we've done well for these

00:23:44.311 --> 00:23:45.132
four or five different

00:23:45.152 --> 00:23:46.873
companies and I personally

00:23:46.913 --> 00:23:47.893
worked with three of them

00:23:48.413 --> 00:23:50.314
so um and then like you

00:23:50.354 --> 00:23:51.534
said beyond the product

00:23:51.574 --> 00:23:52.874
it's about how fast you

00:23:52.913 --> 00:23:55.134
respond to emails um you

00:23:55.154 --> 00:23:57.675
know how do you navigate

00:23:58.175 --> 00:23:59.615
you know challenges are you

00:23:59.655 --> 00:24:01.797
do you concede do you push

00:24:01.836 --> 00:24:03.576
too hard uh there's just so

00:24:03.616 --> 00:24:04.737
many different ways nuanced

00:24:04.757 --> 00:24:06.178
ways where your brand can

00:24:06.637 --> 00:24:09.240
kind of become known as, you know,

00:24:09.480 --> 00:24:11.441
Jared's product is more expensive,

00:24:11.480 --> 00:24:13.682
but it gets the job done.

00:24:14.202 --> 00:24:15.044
And the service you're going

00:24:15.064 --> 00:24:16.184
to get from him and the

00:24:16.244 --> 00:24:18.787
honesty is like something

00:24:18.807 --> 00:24:22.828
that I wouldn't give up for a less price.

00:24:22.888 --> 00:24:24.069
Like that's where you want

00:24:24.089 --> 00:24:25.530
your brand to be is like

00:24:26.011 --> 00:24:27.613
he's worth paying more for

00:24:28.512 --> 00:24:29.913
as well as employee.

00:24:29.973 --> 00:24:32.596
Like he's worth giving a higher salary to.

00:24:32.875 --> 00:24:33.317
Absolutely.

00:24:33.916 --> 00:24:35.038
He's going to hit quota.

00:24:35.318 --> 00:24:37.161
He's going to communicate the forecast.

00:24:37.461 --> 00:24:38.362
He's not going to tell you

00:24:38.382 --> 00:24:39.163
what you want to hear.

00:24:40.324 --> 00:24:42.066
You'll have a very clear,

00:24:42.105 --> 00:24:44.008
authentic view of where the business is,

00:24:44.407 --> 00:24:45.509
but he'll also figure out

00:24:45.548 --> 00:24:46.730
ways to get the business to

00:24:46.770 --> 00:24:47.471
where it needs to be.

00:24:48.378 --> 00:24:48.598
Yeah,

00:24:48.618 --> 00:24:50.019
I think you dropped a lot of gems there,

00:24:50.079 --> 00:24:52.001
Jared.

00:24:52.142 --> 00:24:52.281
One,

00:24:52.422 --> 00:24:54.344
I want to talk about this current

00:24:54.384 --> 00:24:55.964
generation a little bit that I love.

00:24:56.005 --> 00:24:58.106
They do a lot of great things, Gen Zers.

00:24:58.686 --> 00:24:59.827
And although we both look young,

00:24:59.887 --> 00:25:00.848
neither one of us are Gen Zers, right?

00:25:02.951 --> 00:25:03.171
You know,

00:25:03.931 --> 00:25:05.132
I've worked with quite a few of them,

00:25:05.573 --> 00:25:06.673
and I do through the time.

00:25:06.693 --> 00:25:08.575
And I'm making some generalizations,

00:25:08.795 --> 00:25:08.934
but...

00:25:09.776 --> 00:25:12.396
you know one is that I think

00:25:12.436 --> 00:25:13.737
they are very good when it

00:25:13.778 --> 00:25:15.357
comes to raising

00:25:15.417 --> 00:25:16.719
expectations for what

00:25:16.979 --> 00:25:17.898
should be expected at the

00:25:17.939 --> 00:25:19.339
workplace right workplace

00:25:19.519 --> 00:25:21.559
work life balance and I

00:25:21.579 --> 00:25:22.480
think that has a lot of

00:25:22.641 --> 00:25:24.040
good things I think there's

00:25:24.101 --> 00:25:25.082
also some there's another

00:25:25.122 --> 00:25:26.682
side to that right because

00:25:27.041 --> 00:25:27.883
you know people have to

00:25:27.923 --> 00:25:28.883
understand right when

00:25:28.903 --> 00:25:29.942
you're first starting off

00:25:30.483 --> 00:25:33.184
like you have to work a lot

00:25:33.325 --> 00:25:34.244
more than you think

00:25:34.805 --> 00:25:36.846
because you don't know that

00:25:36.885 --> 00:25:39.508
much and you don't know what you think,

00:25:39.528 --> 00:25:39.708
you know,

00:25:39.728 --> 00:25:40.388
just because you came out of

00:25:40.429 --> 00:25:42.049
college and you were, you know,

00:25:42.089 --> 00:25:42.490
you were it,

00:25:42.990 --> 00:25:45.132
that means nothing for this

00:25:45.251 --> 00:25:46.353
actual part of your career.

00:25:47.512 --> 00:25:48.534
You have to actually like

00:25:48.594 --> 00:25:50.434
put in more work than the nine to five.

00:25:50.555 --> 00:25:51.715
If you want to succeed,

00:25:51.756 --> 00:25:52.916
you have to lead with value

00:25:53.376 --> 00:25:54.817
and don't just say, okay,

00:25:54.837 --> 00:25:55.939
I stop here at five o'clock.

00:25:56.459 --> 00:25:57.140
You can do that,

00:25:57.640 --> 00:25:58.339
but I'm going to guarantee

00:25:58.359 --> 00:26:00.501
you something like you will not, you're,

00:26:00.682 --> 00:26:02.423
you will not level up like you, like,

00:26:02.742 --> 00:26:04.084
like you think you will, right?

00:26:04.144 --> 00:26:05.586
You have to value, I believe,

00:26:05.826 --> 00:26:06.846
early on in your career,

00:26:07.548 --> 00:26:09.328
learning over money.

00:26:09.669 --> 00:26:10.809
I didn't say all forever,

00:26:10.871 --> 00:26:11.411
but learning in

00:26:11.451 --> 00:26:12.392
relationships over money

00:26:12.531 --> 00:26:13.532
early on in your career,

00:26:13.913 --> 00:26:14.673
because those are the

00:26:14.713 --> 00:26:15.954
things that actually lead

00:26:15.994 --> 00:26:20.278
to long-term money and results,

00:26:20.499 --> 00:26:22.221
not the how much can I get

00:26:22.260 --> 00:26:24.343
paid right now to deliver

00:26:24.462 --> 00:26:25.282
the least amount in terms

00:26:25.303 --> 00:26:26.124
of how I can put up the

00:26:26.144 --> 00:26:26.805
least amount of work.

00:26:27.265 --> 00:26:28.906
Like you can do that once

00:26:28.946 --> 00:26:30.067
you actually gain

00:26:30.667 --> 00:26:32.190
relationships and actual

00:26:32.269 --> 00:26:33.049
knowledge skill set.

00:26:33.411 --> 00:26:35.231
But that's not going to happen at,

00:26:35.452 --> 00:26:36.313
you know, twenty five,

00:26:36.673 --> 00:26:37.994
ninety nine percent of the time.

00:26:38.434 --> 00:26:40.156
I think people have that kind of mixed up.

00:26:40.196 --> 00:26:41.478
So I think I think what

00:26:41.518 --> 00:26:42.739
you're saying is very valuable.

00:26:42.778 --> 00:26:42.939
Right.

00:26:42.959 --> 00:26:43.900
When you talk about when you

00:26:43.920 --> 00:26:44.980
talk about adding value,

00:26:45.382 --> 00:26:47.723
it isn't just in sales either, per se.

00:26:48.203 --> 00:26:49.905
I mean, every life is sales, really,

00:26:49.925 --> 00:26:51.307
because everything's a negotiation,

00:26:51.346 --> 00:26:52.327
including with your boss,

00:26:52.488 --> 00:26:53.429
everybody else around you.

00:26:53.888 --> 00:26:55.730
and you need to be doing

00:26:55.770 --> 00:26:57.271
everything you can to show value,

00:26:57.652 --> 00:26:58.292
there is definitely

00:26:58.353 --> 00:26:59.394
politics and all that stuff.

00:26:59.473 --> 00:27:00.775
But early on in your career,

00:27:01.816 --> 00:27:03.017
relationships and learning

00:27:03.116 --> 00:27:03.958
is what you need to lean

00:27:03.998 --> 00:27:04.998
into and that leads to the

00:27:05.018 --> 00:27:05.798
greatest results.

00:27:05.838 --> 00:27:07.140
I think people need to

00:27:07.160 --> 00:27:08.300
understand that applies to

00:27:08.340 --> 00:27:09.162
tech and everything else.

00:27:09.402 --> 00:27:11.443
You don't have to be an expert in tech.

00:27:11.463 --> 00:27:12.084
Let's actually go,

00:27:12.163 --> 00:27:13.425
I want to dive a little bit into that.

00:27:13.465 --> 00:27:14.526
You talked about not needing

00:27:14.566 --> 00:27:17.868
to be technical per se to

00:27:17.909 --> 00:27:19.730
get into tech sales.

00:27:20.811 --> 00:27:21.873
But how do you balance that

00:27:21.893 --> 00:27:22.833
when you have to sell a

00:27:22.933 --> 00:27:24.054
technical product?

00:27:24.914 --> 00:27:26.296
What does that look like in balance?

00:27:27.336 --> 00:27:28.438
What should you know at the

00:27:28.478 --> 00:27:30.119
basic level and how do you

00:27:30.140 --> 00:27:31.580
go about navigating,

00:27:32.080 --> 00:27:32.981
not necessarily being all

00:27:33.021 --> 00:27:33.742
the way technical,

00:27:34.143 --> 00:27:35.964
but still selling technical products?

00:27:36.990 --> 00:27:38.090
Yeah, that's a great question.

00:27:38.151 --> 00:27:40.132
So basically,

00:27:40.392 --> 00:27:42.673
there's the account executive

00:27:43.653 --> 00:27:45.874
sales specialist called different things.

00:27:46.295 --> 00:27:47.194
But then what we have

00:27:47.275 --> 00:27:49.895
typically is a solutions

00:27:49.935 --> 00:27:51.997
engineer or a sales engineer.

00:27:53.416 --> 00:27:55.018
And the sales engineer's job

00:27:55.458 --> 00:27:57.458
is to talk to the technical

00:27:57.498 --> 00:28:00.499
counterparts at the organizations about,

00:28:00.878 --> 00:28:01.078
hey,

00:28:01.118 --> 00:28:02.839
here's how the security system works.

00:28:02.880 --> 00:28:04.119
Here's how the storage

00:28:04.160 --> 00:28:06.660
platform duplicates tape.

00:28:06.700 --> 00:28:08.500
And they get into the weeds

00:28:08.560 --> 00:28:09.240
of the technical,

00:28:10.401 --> 00:28:11.902
and they do a lot more of

00:28:11.961 --> 00:28:13.622
the technical demonstrations,

00:28:13.942 --> 00:28:15.222
answering of RFPs,

00:28:15.262 --> 00:28:16.363
requests for proposals.

00:28:17.063 --> 00:28:18.785
Whereas my job is really

00:28:18.825 --> 00:28:20.847
focused on understanding

00:28:20.887 --> 00:28:22.169
the organizational chart,

00:28:22.750 --> 00:28:24.432
understanding the challenge

00:28:24.571 --> 00:28:28.917
or the need of the customer.

00:28:29.357 --> 00:28:31.000
So from my perspective,

00:28:31.500 --> 00:28:32.902
what I really need to know

00:28:33.123 --> 00:28:36.226
is just what is the impact of

00:28:37.409 --> 00:28:39.390
you're not having a solution

00:28:39.430 --> 00:28:41.090
like ours like if you do

00:28:41.171 --> 00:28:42.811
nothing what is the impact

00:28:43.152 --> 00:28:44.231
we're gonna lose money

00:28:44.291 --> 00:28:45.613
we're gonna lose employees

00:28:45.653 --> 00:28:46.972
we're gonna potentially

00:28:46.992 --> 00:28:49.315
have a cyber attack so I

00:28:49.375 --> 00:28:50.835
honestly only need to know

00:28:50.894 --> 00:28:53.537
like the problem that we're

00:28:53.596 --> 00:28:56.198
solving from a business perspective

00:28:56.837 --> 00:28:59.039
And then what I need my

00:28:59.340 --> 00:29:01.202
solution engineer to do is

00:29:01.222 --> 00:29:02.483
reverse engineer how our

00:29:02.544 --> 00:29:05.867
technology achieves that business result.

00:29:06.307 --> 00:29:09.050
And so that's where like the I.T.

00:29:09.090 --> 00:29:11.594
team at the company is going to really

00:29:12.094 --> 00:29:13.414
like scrutinize do you

00:29:13.515 --> 00:29:14.494
actually integrate with

00:29:14.555 --> 00:29:16.355
other systems you know do

00:29:16.375 --> 00:29:17.556
you have the security

00:29:17.596 --> 00:29:20.116
protocols to avoid xyz

00:29:20.457 --> 00:29:21.557
what's your uptime like

00:29:21.857 --> 00:29:23.137
those questions I don't

00:29:23.157 --> 00:29:24.459
have to answer I have a

00:29:24.638 --> 00:29:25.959
sales engineer answer those

00:29:25.999 --> 00:29:28.400
questions um and I'm really

00:29:28.460 --> 00:29:29.901
focused on like the

00:29:29.980 --> 00:29:31.461
business owners just

00:29:31.481 --> 00:29:32.701
talking about and that's

00:29:32.721 --> 00:29:33.761
where I have business

00:29:33.801 --> 00:29:34.482
owners talk to other

00:29:34.502 --> 00:29:35.843
business owners because

00:29:35.863 --> 00:29:36.383
they're like yeah I don't

00:29:36.403 --> 00:29:36.903
know what the hell the

00:29:36.923 --> 00:29:38.403
technology does but I can

00:29:38.443 --> 00:29:39.964
tell you what it did to my bottom line

00:29:40.444 --> 00:29:42.286
And that's all I need to focus on,

00:29:42.346 --> 00:29:42.905
honestly.

00:29:43.806 --> 00:29:45.366
And then I need to focus on

00:29:45.426 --> 00:29:47.267
driving momentum, you know,

00:29:47.307 --> 00:29:47.928
getting in front of the

00:29:47.948 --> 00:29:48.887
right stakeholders,

00:29:48.948 --> 00:29:50.548
making sure everybody's bought in,

00:29:51.169 --> 00:29:52.729
understand the procurement process,

00:29:53.068 --> 00:29:54.910
understand the technical review process,

00:29:54.930 --> 00:29:57.191
the legal process, the budget,

00:29:58.490 --> 00:29:59.290
the competition,

00:29:59.330 --> 00:30:00.932
who are we up against and

00:30:00.971 --> 00:30:01.971
what are they saying about

00:30:02.071 --> 00:30:02.992
us and what should we be

00:30:03.032 --> 00:30:04.712
saying about them and how

00:30:04.772 --> 00:30:05.854
are they pricing and what

00:30:05.894 --> 00:30:06.653
should we price?

00:30:07.074 --> 00:30:09.394
So I'm more of a quarterback

00:30:09.855 --> 00:30:11.276
bringing in the right

00:30:11.336 --> 00:30:12.936
resources from my company

00:30:13.336 --> 00:30:14.938
to explain the things that I don't know.

00:30:16.377 --> 00:30:17.078
But ultimately,

00:30:17.138 --> 00:30:18.538
my goal is just to get the

00:30:18.578 --> 00:30:19.619
ball to the end zone.

00:30:20.180 --> 00:30:22.260
So I don't need to know everything.

00:30:22.381 --> 00:30:23.442
I just need to know when to

00:30:23.461 --> 00:30:24.781
call in the right players

00:30:24.842 --> 00:30:26.823
to get in front of the

00:30:26.863 --> 00:30:27.983
right players on their side.

00:30:28.544 --> 00:30:30.605
You don't need to know all of.

00:30:32.614 --> 00:30:33.694
every single part of the process,

00:30:33.714 --> 00:30:34.395
but you need to have an

00:30:34.516 --> 00:30:35.977
overall kind of vision of the board,

00:30:35.997 --> 00:30:36.538
it feels like,

00:30:36.917 --> 00:30:37.659
when you're dealing with

00:30:37.719 --> 00:30:39.921
sales to do it in a correct manner.

00:30:40.922 --> 00:30:42.923
So I want to transition to

00:30:42.943 --> 00:30:43.984
what you do at Right C,

00:30:44.065 --> 00:30:44.925
and particularly this kind

00:30:44.945 --> 00:30:46.647
of transitional moment, I think,

00:30:46.788 --> 00:30:48.348
of what's really happening

00:30:48.429 --> 00:30:50.791
within not only tech, really,

00:30:50.852 --> 00:30:53.153
but the current disruption of careers,

00:30:53.193 --> 00:30:54.955
period, because of technology, right?

00:30:56.116 --> 00:30:57.357
There's been multiple

00:30:57.377 --> 00:30:58.218
studies that have shown

00:30:58.259 --> 00:30:59.318
that by twenty thirty,

00:30:59.799 --> 00:31:00.539
eighty five percent of the

00:31:00.560 --> 00:31:02.402
jobs in twenty thirty don't exist yet.

00:31:02.602 --> 00:31:02.821
Right.

00:31:03.863 --> 00:31:05.505
Whether that's completely accurate or not,

00:31:06.184 --> 00:31:08.106
we do know that many jobs

00:31:09.028 --> 00:31:09.788
in terms of how they

00:31:09.827 --> 00:31:11.410
function and what's what's

00:31:11.589 --> 00:31:13.491
what's to be expected of you is changing.

00:31:13.892 --> 00:31:14.152
Right.

00:31:14.192 --> 00:31:16.314
So with with right.

00:31:16.334 --> 00:31:17.755
See, you obviously help.

00:31:18.036 --> 00:31:18.276
You know,

00:31:18.375 --> 00:31:19.876
you guys are helping people get

00:31:19.936 --> 00:31:22.159
into careers and be prepared, you know,

00:31:22.338 --> 00:31:22.960
using A.I.

00:31:23.400 --> 00:31:24.861
So before we get into the

00:31:24.901 --> 00:31:26.281
technical product and what it does,

00:31:26.461 --> 00:31:27.303
I want to just really talk

00:31:27.323 --> 00:31:28.824
about how you feel at this moment,

00:31:28.844 --> 00:31:30.865
like what are the most

00:31:30.905 --> 00:31:32.446
important skill sets one

00:31:32.467 --> 00:31:34.509
needs to have to be successful,

00:31:34.568 --> 00:31:35.328
not only in tech,

00:31:35.348 --> 00:31:37.270
but really in most positions,

00:31:37.290 --> 00:31:39.653
given the nature of AI and

00:31:39.673 --> 00:31:40.673
this emerging technology,

00:31:40.752 --> 00:31:42.454
what would you say is the

00:31:42.515 --> 00:31:44.455
most important one or two

00:31:44.476 --> 00:31:46.438
skill sets you need to be successful?

00:31:47.829 --> 00:31:49.691
Yeah, I mean, I would say for AI,

00:31:49.931 --> 00:31:51.810
it's prompt engineering and

00:31:51.871 --> 00:31:54.892
just constantly understanding, you know,

00:31:54.932 --> 00:31:57.452
the different ways you can, you know,

00:31:57.613 --> 00:32:00.292
nuance the type of inputs

00:32:00.333 --> 00:32:01.693
and requests you put into

00:32:02.614 --> 00:32:04.315
ChatGPT or Google Gemini or

00:32:04.355 --> 00:32:07.134
Anthropic or Cloud and just

00:32:07.214 --> 00:32:07.976
understanding what the

00:32:08.056 --> 00:32:09.195
outputs could look like.

00:32:09.796 --> 00:32:11.897
And also just doing like a top ten of like,

00:32:11.917 --> 00:32:12.897
what are the things I spend

00:32:12.938 --> 00:32:14.679
the most time on that bring

00:32:14.699 --> 00:32:15.680
me the most impact?

00:32:16.000 --> 00:32:17.661
And then identifying AI

00:32:17.701 --> 00:32:19.903
tools that can help you do it faster,

00:32:20.022 --> 00:32:22.845
more accurately or more

00:32:22.964 --> 00:32:25.586
organized or more effectively.

00:32:26.547 --> 00:32:27.448
And it's just really just

00:32:27.488 --> 00:32:29.229
like analyzing the things

00:32:29.249 --> 00:32:30.849
that you do that make you

00:32:30.869 --> 00:32:32.230
successful and how can you

00:32:32.290 --> 00:32:34.051
implement AI into those

00:32:34.071 --> 00:32:35.491
different platforms or

00:32:35.612 --> 00:32:36.952
those different activities

00:32:38.233 --> 00:32:39.974
and just being really curious with AI.

00:32:40.015 --> 00:32:40.994
I think that's just a super

00:32:41.075 --> 00:32:42.076
important skill set.

00:32:43.936 --> 00:32:46.298
And then, yeah, I mean,

00:32:47.319 --> 00:32:48.119
there's other things,

00:32:48.180 --> 00:32:49.141
but I would just say like

00:32:49.621 --> 00:32:51.221
really diving deep into the

00:32:51.261 --> 00:32:53.523
fact that there's not just ChatGPT,

00:32:53.544 --> 00:32:55.305
there's hundreds of

00:32:55.365 --> 00:32:57.166
thousands of AI platforms

00:32:57.186 --> 00:32:58.708
that can do some amazing things.

00:32:59.367 --> 00:33:01.410
So just identify like what

00:33:01.430 --> 00:33:02.871
do you really either

00:33:02.911 --> 00:33:04.731
struggle with from a time perspective?

00:33:04.852 --> 00:33:05.893
What are the things you find

00:33:05.932 --> 00:33:08.174
are tedious or what are the

00:33:08.194 --> 00:33:08.894
things that make you the

00:33:08.934 --> 00:33:10.916
most money and then see how AI can

00:33:11.517 --> 00:33:12.758
help make those stronger.

00:33:13.759 --> 00:33:15.640
And then putting in the work, honestly,

00:33:16.760 --> 00:33:17.922
just learning it.

00:33:18.823 --> 00:33:19.683
Yeah, I completely agree.

00:33:19.923 --> 00:33:21.404
I talk to people about the

00:33:21.444 --> 00:33:23.866
real AI is artistic intelligence,

00:33:23.906 --> 00:33:24.907
really learning to

00:33:25.428 --> 00:33:26.929
understand that you are a creator,

00:33:27.470 --> 00:33:28.430
you are a visionary.

00:33:28.871 --> 00:33:30.531
How do you use this tool as

00:33:30.551 --> 00:33:32.634
a dance partner to help

00:33:32.753 --> 00:33:33.795
amplify what you do?

00:33:34.394 --> 00:33:36.297
But it's an important point that, you know,

00:33:36.317 --> 00:33:36.978
I think you're making,

00:33:37.018 --> 00:33:37.898
but I want to make clearly

00:33:37.939 --> 00:33:39.942
that AI cannot completely

00:33:39.981 --> 00:33:42.884
replace authentic human thinking, right?

00:33:43.005 --> 00:33:44.906
And it can amplify it,

00:33:45.587 --> 00:33:47.269
it can reduce a lot of tedious tasks.

00:33:47.329 --> 00:33:48.632
But what I say is you still,

00:33:48.932 --> 00:33:49.553
I think one of the most

00:33:49.593 --> 00:33:50.773
important skills to have is

00:33:51.173 --> 00:33:52.134
is to be able to see,

00:33:52.276 --> 00:33:53.737
is to be a critical thinker

00:33:53.876 --> 00:33:55.759
and be able to connect patterns.

00:33:56.259 --> 00:33:58.261
Because I think if you understand that,

00:33:59.583 --> 00:34:00.904
AI can help you become a

00:34:01.065 --> 00:34:02.747
master at so many things.

00:34:03.027 --> 00:34:04.147
And I break it down in three

00:34:04.167 --> 00:34:04.969
different phases.

00:34:05.009 --> 00:34:07.250
Like number one, what are you really,

00:34:07.392 --> 00:34:07.991
really good at?

00:34:08.032 --> 00:34:08.813
What are the one or two

00:34:08.833 --> 00:34:09.273
things that you're

00:34:09.353 --> 00:34:10.394
absolutely excellent at?

00:34:10.775 --> 00:34:12.036
you need to go hard to use

00:34:12.155 --> 00:34:13.777
ai to amplify that because

00:34:13.797 --> 00:34:14.777
then you can go from that

00:34:14.896 --> 00:34:15.958
and being in the top point

00:34:15.978 --> 00:34:17.358
zero one percent if you're

00:34:17.378 --> 00:34:18.159
really thoughtful about

00:34:18.199 --> 00:34:18.958
that but you got to think

00:34:18.978 --> 00:34:19.699
about what you're good at

00:34:20.239 --> 00:34:21.340
and then the process for

00:34:21.360 --> 00:34:22.320
how you will amplify that

00:34:22.340 --> 00:34:24.181
because uh ai won't tell

00:34:24.222 --> 00:34:25.202
you all of that you have to

00:34:25.262 --> 00:34:26.222
think about that first

00:34:26.583 --> 00:34:27.943
number two like what are

00:34:27.963 --> 00:34:29.545
you medium skilled at right

00:34:29.644 --> 00:34:30.465
in the forty or fifty

00:34:30.505 --> 00:34:32.126
percentile uh but but are

00:34:32.146 --> 00:34:33.226
still important skill sets

00:34:33.786 --> 00:34:34.507
Whatever that is,

00:34:34.887 --> 00:34:35.949
you can do that and take

00:34:35.969 --> 00:34:37.550
yourself to the upper ten

00:34:37.811 --> 00:34:39.353
or five percent using AI,

00:34:39.413 --> 00:34:40.414
especially right now,

00:34:40.434 --> 00:34:41.615
because still a lot of

00:34:41.635 --> 00:34:42.456
people aren't using it.

00:34:42.956 --> 00:34:44.838
The number three, to your point,

00:34:44.918 --> 00:34:46.460
what are you not good at?

00:34:46.541 --> 00:34:46.780
Right.

00:34:47.161 --> 00:34:48.422
And you need to use AI to

00:34:48.443 --> 00:34:50.045
help solve those pain points.

00:34:50.704 --> 00:34:52.586
I'll give one example about something that,

00:34:52.606 --> 00:34:53.347
you know,

00:34:53.407 --> 00:34:55.228
I'm a person that even though

00:34:55.248 --> 00:34:56.349
I'm an electrical engineer,

00:34:56.389 --> 00:34:57.610
like processes is something

00:34:57.630 --> 00:34:59.032
that I've had to just get better at.

00:34:59.472 --> 00:35:00.612
But I've learned to

00:35:01.032 --> 00:35:02.074
understand how to at least

00:35:03.034 --> 00:35:05.356
frame processes, think about processes,

00:35:05.436 --> 00:35:06.737
obviously, not only being an engineer,

00:35:06.777 --> 00:35:07.297
but thinking about the

00:35:07.338 --> 00:35:08.358
processes I want to solve.

00:35:08.798 --> 00:35:10.000
Like I had to learn about

00:35:10.079 --> 00:35:11.081
process ontology.

00:35:11.121 --> 00:35:11.922
Like that's just something I

00:35:11.942 --> 00:35:13.282
had to understand the basic terms.

00:35:13.302 --> 00:35:14.264
It didn't take me a long time.

00:35:15.164 --> 00:35:16.784
But once I understood that,

00:35:17.346 --> 00:35:18.847
I can then begin to come up

00:35:18.887 --> 00:35:22.128
with my own instruction

00:35:22.768 --> 00:35:24.750
using ChatGPT that every

00:35:24.789 --> 00:35:27.472
single time I have a sale call,

00:35:27.771 --> 00:35:30.813
I use Otter or I use Gemini,

00:35:30.853 --> 00:35:31.514
whatever I'm using.

00:35:31.994 --> 00:35:32.434
I take that,

00:35:32.454 --> 00:35:33.876
I have a process for the type

00:35:33.896 --> 00:35:34.936
of questions I need to ask

00:35:34.956 --> 00:35:35.615
that needs to come out of

00:35:35.635 --> 00:35:38.157
that and to know what has to happen.

00:35:38.177 --> 00:35:40.097
Then it gives me my recap,

00:35:40.637 --> 00:35:42.958
making my deck proposals

00:35:43.278 --> 00:35:45.119
time that normally would have taken hours,

00:35:45.318 --> 00:35:46.300
probably take five minutes.

00:35:47.480 --> 00:35:49.239
Same thing for my prep for my research.

00:35:49.280 --> 00:35:50.061
I didn't always love doing

00:35:50.081 --> 00:35:50.860
the prep for the research,

00:35:51.440 --> 00:35:52.601
I got a process for how I do

00:35:52.641 --> 00:35:53.742
it every single time.

00:35:54.063 --> 00:35:56.284
And I got a GPT that would

00:35:56.344 --> 00:35:57.304
normally take a long time

00:35:57.324 --> 00:35:59.686
to find this to really cut that down.

00:35:59.766 --> 00:36:02.246
So I think it's really understanding,

00:36:02.286 --> 00:36:03.827
like I said, how to think in patterns,

00:36:04.469 --> 00:36:06.329
what you authentically are good at,

00:36:06.489 --> 00:36:07.750
and where you struggle.

00:36:08.871 --> 00:36:09.931
And then coming up with,

00:36:10.231 --> 00:36:10.851
you need to come up with

00:36:10.891 --> 00:36:11.833
basic kind of thoughts

00:36:11.873 --> 00:36:12.713
about how you would do it.

00:36:13.172 --> 00:36:15.094
And then continually nuance

00:36:15.155 --> 00:36:16.554
and dance with the algorithm.

00:36:16.594 --> 00:36:18.376
It's not going to be one answer.

00:36:18.416 --> 00:36:19.157
It's not going to be two.

00:36:19.876 --> 00:36:21.277
But once you go through that process,

00:36:21.438 --> 00:36:22.297
it's going to save you an

00:36:22.518 --> 00:36:24.099
infinite amount of time, right?

00:36:24.199 --> 00:36:25.519
I just think there's so much there,

00:36:25.539 --> 00:36:26.280
which is part of what

00:36:27.221 --> 00:36:28.780
RightSea is doing with your career.

00:36:28.800 --> 00:36:29.922
Let's talk a little bit about that.

00:36:30.001 --> 00:36:32.402
You're the VP of sales and strategy there.

00:36:32.483 --> 00:36:34.244
So what is RightSea doing

00:36:34.264 --> 00:36:34.963
and how is it helping

00:36:35.003 --> 00:36:36.764
people in their careers

00:36:36.824 --> 00:36:37.344
right now as they

00:36:37.385 --> 00:36:38.885
transition through this moment in time?

00:36:39.815 --> 00:36:40.114
Yeah,

00:36:40.175 --> 00:36:41.835
so right now the job market is

00:36:41.896 --> 00:36:42.617
extremely tough.

00:36:42.677 --> 00:36:43.858
It's extremely competitive.

00:36:44.297 --> 00:36:45.518
And so what RightSee is

00:36:45.559 --> 00:36:46.820
doing with our platform,

00:36:46.860 --> 00:36:47.860
Job Search Genius,

00:36:48.280 --> 00:36:51.141
is giving job seekers a

00:36:51.242 --> 00:36:52.922
twenty four seven on demand

00:36:53.304 --> 00:36:54.945
kind of like AI career assistant.

00:36:55.344 --> 00:36:56.206
to help with all the

00:36:56.246 --> 00:36:56.965
activities that are

00:36:56.985 --> 00:36:58.106
important in your job

00:36:58.126 --> 00:37:00.608
search so resumes cover

00:37:00.648 --> 00:37:02.130
letters preparing for

00:37:02.230 --> 00:37:04.492
interviews managing the

00:37:04.552 --> 00:37:05.733
people in your network that

00:37:05.753 --> 00:37:07.273
can give you referrals or

00:37:07.313 --> 00:37:09.135
opportunities managing the

00:37:09.175 --> 00:37:10.215
jobs that you're applying

00:37:10.255 --> 00:37:12.777
to and then also helping

00:37:12.818 --> 00:37:14.199
with your negotiation of

00:37:14.219 --> 00:37:16.161
your salary and benefits we

00:37:16.181 --> 00:37:17.280
have an end-to-end ai

00:37:17.300 --> 00:37:18.882
platform where people can

00:37:19.583 --> 00:37:21.385
put in their resume and

00:37:21.545 --> 00:37:22.545
update the templates,

00:37:22.625 --> 00:37:24.987
update the bullets with AI

00:37:25.027 --> 00:37:26.969
rewrites that will also ask

00:37:27.009 --> 00:37:28.250
probing questions that if

00:37:28.269 --> 00:37:29.210
you answer them

00:37:29.851 --> 00:37:30.891
authentically will give you

00:37:30.911 --> 00:37:32.293
some really dynamic bullets

00:37:33.072 --> 00:37:33.853
that will help you compete

00:37:33.873 --> 00:37:34.773
against everybody else

00:37:34.793 --> 00:37:36.576
that's using ChatGPT or something else,

00:37:36.615 --> 00:37:36.956
right?

00:37:37.916 --> 00:37:39.257
And then cover letter wise,

00:37:39.518 --> 00:37:40.498
cover letters can take

00:37:41.018 --> 00:37:42.820
like a seriously long time

00:37:42.880 --> 00:37:43.860
because by the way let's

00:37:43.900 --> 00:37:44.840
let's let's stick on that

00:37:44.880 --> 00:37:45.719
point a little bit because

00:37:45.739 --> 00:37:46.760
people ask well why don't I

00:37:46.780 --> 00:37:48.661
just use chat gpt right

00:37:48.701 --> 00:37:50.481
what uh why should why

00:37:50.501 --> 00:37:51.722
should I pay or be a part

00:37:51.742 --> 00:37:53.643
of a platform like right c

00:37:53.682 --> 00:37:54.583
when I can just use chat

00:37:54.623 --> 00:37:56.402
gpt from their perspective

00:37:56.422 --> 00:37:57.244
to do the same thing what

00:37:57.264 --> 00:37:58.123
would be your answer to that

00:37:59.329 --> 00:38:02.251
Yeah, I mean, so ChatGPT, number one,

00:38:02.311 --> 00:38:03.893
the outputs are very robotic.

00:38:04.114 --> 00:38:05.695
Ours are a lot more human sounding.

00:38:06.315 --> 00:38:09.998
But two, our platform is a combination of,

00:38:10.277 --> 00:38:14.322
you know, Meta's Lama OpenAI, Lama's,

00:38:14.581 --> 00:38:16.543
you know,

00:38:16.923 --> 00:38:18.525
open source AI and our own

00:38:18.585 --> 00:38:19.505
learning language model

00:38:19.746 --> 00:38:21.206
that's focused specifically

00:38:21.507 --> 00:38:23.007
on these activities.

00:38:24.268 --> 00:38:25.650
But I would say the biggest thing,

00:38:26.050 --> 00:38:26.650
because when it comes to

00:38:26.690 --> 00:38:29.831
resumes or cover letters, honestly, yeah,

00:38:29.871 --> 00:38:31.632
you can utilize ChatGPT or us.

00:38:32.052 --> 00:38:32.853
And it's kind of similar.

00:38:32.932 --> 00:38:34.733
What's different with ours

00:38:35.112 --> 00:38:36.114
is our interview prep.

00:38:36.554 --> 00:38:38.074
So you put in a job description.

00:38:38.114 --> 00:38:39.155
We put together really

00:38:39.175 --> 00:38:40.295
detailed interview questions.

00:38:40.356 --> 00:38:43.056
But you can't get on camera with ChatGPT

00:38:43.896 --> 00:38:44.818
go through the interview

00:38:44.858 --> 00:38:47.139
questions where an avatar

00:38:47.259 --> 00:38:48.418
based off of the type of

00:38:48.478 --> 00:38:51.621
role that they are within the company,

00:38:52.240 --> 00:38:53.521
giving you different type

00:38:53.561 --> 00:38:55.163
of questions based off of behavioral,

00:38:55.202 --> 00:38:56.322
situational, technical.

00:38:56.724 --> 00:38:57.684
So the nuance of our

00:38:57.804 --> 00:38:58.483
interview part of the

00:38:58.503 --> 00:39:00.144
platform is what makes us

00:39:00.606 --> 00:39:01.365
significantly different

00:39:01.385 --> 00:39:04.126
than a chat GPT because you're on camera,

00:39:04.186 --> 00:39:05.608
everything's transcribed,

00:39:05.887 --> 00:39:06.789
you're getting detailed

00:39:06.829 --> 00:39:08.570
feedback that's categorized,

00:39:08.889 --> 00:39:09.849
you're getting told what

00:39:09.929 --> 00:39:11.090
things you can improve.

00:39:11.490 --> 00:39:12.572
And then you can do that

00:39:12.612 --> 00:39:13.652
same interview multiple

00:39:13.692 --> 00:39:15.552
times and see your score improve.

00:39:15.992 --> 00:39:17.172
Watch yourself improve.

00:39:17.492 --> 00:39:19.034
Share that video with your

00:39:19.213 --> 00:39:21.735
mentors or career coaches or professors.

00:39:22.295 --> 00:39:23.976
And then from a school standpoint,

00:39:23.996 --> 00:39:26.697
because we sell business to business,

00:39:26.836 --> 00:39:28.137
they have the visibility of

00:39:28.257 --> 00:39:29.918
all the analytics and data

00:39:30.297 --> 00:39:32.018
of where our students applying.

00:39:32.199 --> 00:39:33.420
Where are they getting hired?

00:39:34.481 --> 00:39:36.362
How are they practicing their interviews?

00:39:36.442 --> 00:39:38.202
What kind of resumes are they creating?

00:39:38.583 --> 00:39:39.784
The ability to standardize

00:39:39.824 --> 00:39:42.025
templates across students.

00:39:42.425 --> 00:39:44.005
So our big focus as a

00:39:44.065 --> 00:39:46.088
company is selling to higher education,

00:39:46.487 --> 00:39:48.289
K through twelve workforce

00:39:48.329 --> 00:39:49.429
development and

00:39:49.469 --> 00:39:50.530
professional organizations

00:39:50.550 --> 00:39:52.711
like MLT or SEO or En-ROADS.

00:39:52.992 --> 00:39:54.032
that help job seekers.

00:39:54.414 --> 00:39:56.195
But we do have a business to

00:39:56.275 --> 00:40:00.739
consumer website, jobsearchgenius.ai.

00:40:01.360 --> 00:40:02.922
And I would just say do a

00:40:02.961 --> 00:40:06.045
free trial at seven days, you know,

00:40:06.085 --> 00:40:06.965
create some resumes,

00:40:06.985 --> 00:40:08.068
create some cover letters,

00:40:08.608 --> 00:40:10.809
put in a job listing URL

00:40:10.931 --> 00:40:12.893
and practice some of those interviews.

00:40:13.552 --> 00:40:14.992
and see how that experience

00:40:15.032 --> 00:40:16.273
is compared to a cloud,

00:40:16.313 --> 00:40:17.954
anthropic or chat GPT.

00:40:18.434 --> 00:40:20.054
And I think you'll see that holistically,

00:40:20.074 --> 00:40:21.114
it's just a much more

00:40:22.615 --> 00:40:24.655
uniform platform where

00:40:24.735 --> 00:40:25.795
everything can be saved.

00:40:25.815 --> 00:40:26.956
Your reservation cover letters,

00:40:26.976 --> 00:40:28.737
the jobs you're focused on

00:40:29.077 --> 00:40:30.157
that will help you get to

00:40:30.177 --> 00:40:31.818
the outcome that you care about,

00:40:31.878 --> 00:40:33.137
which is getting more

00:40:33.157 --> 00:40:34.599
interviews and then turn

00:40:34.639 --> 00:40:36.099
those interviews in the job offers.

00:40:36.119 --> 00:40:39.519
You know, yeah, comparing both,

00:40:39.860 --> 00:40:40.780
you're going to get a job

00:40:40.860 --> 00:40:42.240
way quicker with our platform.

00:40:42.559 --> 00:40:44.041
Yeah, Jared, I would say, you know,

00:40:44.061 --> 00:40:47.063
when people think about AI and LLMs,

00:40:47.143 --> 00:40:48.202
large language models,

00:40:48.242 --> 00:40:50.003
those are just the data set

00:40:50.043 --> 00:40:51.065
that trains behind all of

00:40:51.125 --> 00:40:53.326
the generative AI because, you know,

00:40:53.445 --> 00:40:54.106
AI gets thrown out.

00:40:54.126 --> 00:40:55.166
There's a lot of different AIs.

00:40:56.007 --> 00:40:58.208
I'm just going to say that it's, you know,

00:40:58.248 --> 00:41:00.170
they're like a child that never grows up.

00:41:00.650 --> 00:41:01.490
So if you,

00:41:02.371 --> 00:41:03.992
it's not going to be able to give you the,

00:41:04.413 --> 00:41:05.393
all the best answers for

00:41:05.413 --> 00:41:06.574
what you need to do on an interview,

00:41:07.034 --> 00:41:08.074
because you need to know

00:41:08.976 --> 00:41:09.996
some of the background

00:41:10.117 --> 00:41:12.798
questions and things that

00:41:12.818 --> 00:41:13.679
have happened over the

00:41:13.699 --> 00:41:14.619
years and you need to be

00:41:14.659 --> 00:41:15.880
able to ask those things

00:41:15.940 --> 00:41:16.740
and you know Jared through

00:41:16.760 --> 00:41:17.581
his experience and

00:41:17.942 --> 00:41:18.802
and the company have built

00:41:18.902 --> 00:41:20.262
in those those those really

00:41:20.302 --> 00:41:21.804
type of inputs so it's

00:41:21.824 --> 00:41:22.864
already trained the child

00:41:22.903 --> 00:41:24.264
to be really really good at

00:41:24.304 --> 00:41:26.126
this right uh so I would

00:41:26.146 --> 00:41:26.965
say that's that's that's

00:41:27.025 --> 00:41:27.847
that's one of the biggest

00:41:27.887 --> 00:41:28.887
differences and I love the

00:41:29.086 --> 00:41:30.128
I love the avatar uh

00:41:31.168 --> 00:41:31.869
interview it's a great

00:41:31.929 --> 00:41:33.449
concept and idea and I

00:41:33.469 --> 00:41:34.849
think it's one of the

00:41:34.949 --> 00:41:36.271
missing kind of ingredients

00:41:36.311 --> 00:41:38.851
when it comes to a lot of a

00:41:39.092 --> 00:41:40.291
uh things with ai training

00:41:40.331 --> 00:41:41.853
in general because a lot of

00:41:41.893 --> 00:41:43.373
them tend to be non-interactive

00:41:44.434 --> 00:41:45.454
And the fact that that you

00:41:45.474 --> 00:41:48.574
guys have seen that is really, I think,

00:41:48.695 --> 00:41:49.454
revolutionary and

00:41:49.655 --> 00:41:51.235
definitely excited to see

00:41:51.956 --> 00:41:52.835
the progress with that.

00:41:52.876 --> 00:41:54.157
And I want to say that we're

00:41:54.177 --> 00:41:54.797
proud to have you as a

00:41:54.836 --> 00:41:56.257
partner with Midwest Con.

00:41:56.916 --> 00:41:58.117
We have Midwest Con coming

00:41:58.157 --> 00:41:59.297
up September tenth and eleventh.

00:41:59.378 --> 00:42:00.117
And we're going to be

00:42:00.157 --> 00:42:01.358
working with Jared and right.

00:42:01.579 --> 00:42:02.039
See some, too.

00:42:02.079 --> 00:42:04.219
And so before we get ready

00:42:04.239 --> 00:42:05.320
to conclude with some other questions,

00:42:05.340 --> 00:42:06.960
I love to just hear, like, you know,

00:42:07.099 --> 00:42:08.000
what are you most excited

00:42:08.059 --> 00:42:10.141
about coming to Midwest Con this year?

00:42:10.181 --> 00:42:10.920
Twenty twenty five.

00:42:14.233 --> 00:42:16.275
You've muted your mic, bro.

00:42:16.655 --> 00:42:17.456
Yeah, sorry about that.

00:42:18.396 --> 00:42:19.295
I'm really just excited

00:42:19.315 --> 00:42:20.717
about being around

00:42:20.757 --> 00:42:22.097
like-minded people that are

00:42:22.117 --> 00:42:23.557
disruptive in the AI space.

00:42:24.338 --> 00:42:25.438
There's so much I can learn

00:42:25.518 --> 00:42:27.219
from being in these type of rooms,

00:42:27.380 --> 00:42:28.179
not even just from the

00:42:28.219 --> 00:42:29.661
speakers or the sponsors,

00:42:29.721 --> 00:42:30.981
but just from the attendees.

00:42:31.521 --> 00:42:32.902
We all have a passion for

00:42:33.342 --> 00:42:35.143
taking technology and

00:42:35.402 --> 00:42:37.523
creating incredible results.

00:42:38.184 --> 00:42:39.304
um incredible work-life

00:42:39.344 --> 00:42:41.807
balance um and innovation

00:42:41.847 --> 00:42:44.329
so um I'm just excited for

00:42:44.469 --> 00:42:45.952
the you know panels the

00:42:45.992 --> 00:42:47.913
content the networking

00:42:47.952 --> 00:42:49.795
events and the friendships

00:42:50.135 --> 00:42:51.496
that can be formed in rooms

00:42:51.516 --> 00:42:53.619
like this because if you

00:42:53.739 --> 00:42:56.380
are really laser focused on ai

00:42:57.342 --> 00:42:58.181
you're somebody I want to be

00:42:58.222 --> 00:43:00.222
around so to be in a room

00:43:00.262 --> 00:43:02.483
of hundreds of people that

00:43:02.543 --> 00:43:04.704
are laser focused on ai

00:43:04.985 --> 00:43:07.005
cyber software engineering

00:43:07.045 --> 00:43:08.346
and how we can create some

00:43:08.405 --> 00:43:09.606
incredible solutions and

00:43:09.646 --> 00:43:12.067
results um in business but

00:43:12.086 --> 00:43:13.146
in our personal lives as

00:43:13.206 --> 00:43:15.387
well um that's the type of

00:43:15.427 --> 00:43:16.387
energy that I like to be

00:43:16.427 --> 00:43:17.367
around that's that big tech

00:43:17.407 --> 00:43:18.989
energy that's that big tech

00:43:19.048 --> 00:43:20.028
energy that was good

00:43:22.269 --> 00:43:23.090
It's all right.

00:43:23.150 --> 00:43:25.112
So a couple of kind of closing questions.

00:43:25.152 --> 00:43:27.153
If the last five years of

00:43:27.173 --> 00:43:29.375
your life was was a chapter in a book,

00:43:29.414 --> 00:43:31.617
what would that chapter be about?

00:43:32.036 --> 00:43:33.237
That'd be the chapter would

00:43:33.257 --> 00:43:35.960
be about enlightenment and

00:43:36.059 --> 00:43:37.561
like aligning my purpose to

00:43:37.581 --> 00:43:39.443
something that is bigger than myself.

00:43:40.422 --> 00:43:41.224
So, yeah,

00:43:41.744 --> 00:43:44.987
twenty twenty is a chapter of

00:43:45.047 --> 00:43:46.827
being a public figure.

00:43:47.068 --> 00:43:48.809
figure to lack of a better

00:43:48.849 --> 00:43:50.751
term and seeing how much

00:43:50.791 --> 00:43:53.195
impact can I bring to my

00:43:53.215 --> 00:43:54.817
community that I care a lot about.

00:43:54.976 --> 00:43:56.778
And I've been excited to see

00:43:57.219 --> 00:43:57.880
the results of

00:43:57.920 --> 00:44:00.063
relationships and the

00:44:00.123 --> 00:44:02.105
evergreen content that will

00:44:02.125 --> 00:44:03.927
hopefully inspire future generations.

00:44:03.947 --> 00:44:04.889
All right.

00:44:04.989 --> 00:44:05.949
If we meet a year from now,

00:44:06.751 --> 00:44:07.672
what are we going to be celebrating?

00:44:09.550 --> 00:44:10.891
We meet a year from now,

00:44:11.130 --> 00:44:12.552
we'll be celebrating.

00:44:13.291 --> 00:44:13.911
I'm trying to think if I

00:44:13.931 --> 00:44:15.193
should go personal or professional.

00:44:16.333 --> 00:44:18.474
Let's go professional.

00:44:19.315 --> 00:44:19.474
Yeah,

00:44:19.934 --> 00:44:21.596
we'll be celebrating the success of

00:44:21.695 --> 00:44:23.416
my speaker agency.

00:44:24.577 --> 00:44:26.757
So we're doing two different things.

00:44:28.018 --> 00:44:28.259
One,

00:44:28.579 --> 00:44:30.940
we connect subject matter experts to

00:44:30.960 --> 00:44:31.701
tech stages.

00:44:32.420 --> 00:44:36.422
And so shout out to Ty, who connected us.

00:44:36.563 --> 00:44:38.903
He has a great website, Black Tech Global.

00:44:39.423 --> 00:44:40.324
And a lot of those people

00:44:40.344 --> 00:44:41.065
are in my network.

00:44:41.105 --> 00:44:42.525
So we've been getting some

00:44:42.565 --> 00:44:43.827
really dynamic people

00:44:43.867 --> 00:44:46.967
placed on stages to amplify their brand,

00:44:46.987 --> 00:44:48.048
create opportunities.

00:44:48.648 --> 00:44:50.849
And I think what me and Ty

00:44:50.869 --> 00:44:51.789
are doing is going to

00:44:52.971 --> 00:44:54.931
revolutionize conferences

00:44:55.112 --> 00:44:56.492
and their ability to have

00:44:56.532 --> 00:44:58.494
dynamic speakers, sponsors,

00:44:58.514 --> 00:44:59.353
community partners.

00:45:00.175 --> 00:45:00.856
But it's also going to

00:45:00.916 --> 00:45:02.197
impact a lot of great

00:45:02.237 --> 00:45:04.760
people in the space that

00:45:05.121 --> 00:45:06.362
just haven't had their

00:45:06.481 --> 00:45:07.963
voice amplified on podcasts

00:45:08.023 --> 00:45:09.925
or stages and what kind of

00:45:09.945 --> 00:45:11.027
impact that will have for them.

00:45:11.086 --> 00:45:14.030
So Big Stage Energy is the

00:45:14.050 --> 00:45:15.552
name of the speaker agency.

00:45:15.592 --> 00:45:16.954
So we'll be celebrating some

00:45:17.153 --> 00:45:19.257
extreme growth and partners there.

00:45:19.737 --> 00:45:20.297
Well, good.

00:45:20.577 --> 00:45:22.257
MidwestCon, we hope to be a part of it too,

00:45:22.518 --> 00:45:23.739
getting people on the podcast.

00:45:24.239 --> 00:45:24.818
I'd obviously like to be a

00:45:24.858 --> 00:45:25.900
part of it as well in terms

00:45:25.960 --> 00:45:27.139
of getting on stages as well.

00:45:27.199 --> 00:45:27.960
So I look forward to

00:45:28.440 --> 00:45:29.681
figuring out ways we can support that.

00:45:29.701 --> 00:45:30.521
And we'll talk a little bit

00:45:30.561 --> 00:45:31.621
more offline about that.

00:45:32.782 --> 00:45:33.063
All right.

00:45:33.083 --> 00:45:34.103
So final question.

00:45:35.483 --> 00:45:36.864
What advice would you give

00:45:36.884 --> 00:45:38.664
to your younger self with

00:45:38.704 --> 00:45:39.465
your knowledge now?

00:45:39.744 --> 00:45:40.985
And what advice would you ignore?

00:45:42.773 --> 00:45:46.521
Yeah, so my biggest advice is to,

00:45:47.063 --> 00:45:48.065
for my younger self would

00:45:48.106 --> 00:45:50.510
be never lend out money

00:45:50.550 --> 00:45:52.074
that you actually need back.

00:45:54.547 --> 00:45:55.648
Pretty good advice I've learned.

00:45:56.469 --> 00:45:57.009
Yeah,

00:45:57.128 --> 00:45:59.409
because they will gaslight you to

00:45:59.449 --> 00:46:01.289
death about that money they

00:46:01.409 --> 00:46:02.751
owe you and make you look

00:46:02.771 --> 00:46:03.670
like the bad guy.

00:46:03.690 --> 00:46:05.532
So invest that money in a

00:46:05.572 --> 00:46:08.353
Bitcoin young self or something else,

00:46:08.492 --> 00:46:09.172
real estate.

00:46:10.514 --> 00:46:10.893
So, yeah,

00:46:10.914 --> 00:46:12.134
that's advice that I would

00:46:12.253 --> 00:46:13.474
definitely give my younger self.

00:46:13.574 --> 00:46:13.894
Yeah.

00:46:14.074 --> 00:46:15.394
And if you do get money,

00:46:15.414 --> 00:46:16.456
just don't expect to give it back.

00:46:16.476 --> 00:46:17.476
That's really what it comes down to.

00:46:17.516 --> 00:46:18.155
Like if you do it,

00:46:18.275 --> 00:46:19.297
do it out of because you

00:46:19.657 --> 00:46:21.077
don't have expectations of that because,

00:46:22.016 --> 00:46:23.338
yeah, you'll just get frustrated.

00:46:24.010 --> 00:46:25.231
thousand percent thousand

00:46:25.251 --> 00:46:26.393
percent that's a lesson

00:46:26.413 --> 00:46:28.554
that has kicked my butt but

00:46:28.574 --> 00:46:30.976
the you know god the

00:46:31.036 --> 00:46:31.916
universe whatever you

00:46:31.936 --> 00:46:33.418
believe in has definitely

00:46:33.679 --> 00:46:34.719
uh reimbursed me in

00:46:34.739 --> 00:46:35.760
different ways so it's fine

00:46:36.460 --> 00:46:38.001
um and then advice that I

00:46:38.021 --> 00:46:41.065
would ignore um I'm

00:46:41.085 --> 00:46:42.146
honestly pretty good at

00:46:42.306 --> 00:46:43.527
listening advice but if uh

00:46:44.527 --> 00:46:47.289
advice that I would ignore is um uh

00:46:51.903 --> 00:46:53.204
Dang, that's a great question.

00:46:53.324 --> 00:46:57.887
That's like, I would, I mean, I would just,

00:46:58.947 --> 00:47:01.849
I would ignore the thought that like,

00:47:03.612 --> 00:47:06.074
you have to put off fun and

00:47:06.516 --> 00:47:08.838
life to when you're like

00:47:09.157 --> 00:47:10.860
you've made it like enjoy

00:47:11.179 --> 00:47:13.601
life throughout your entire

00:47:14.123 --> 00:47:16.143
process make sure that you

00:47:16.204 --> 00:47:17.445
do have balance and you're

00:47:17.485 --> 00:47:19.788
not all absolutely work and

00:47:19.907 --> 00:47:22.289
stress and all that like uh

00:47:22.329 --> 00:47:22.891
just have a lot of

00:47:22.911 --> 00:47:25.413
gratitude and um enjoy

00:47:25.552 --> 00:47:28.556
enjoy uh the hard work that you put in so

00:47:29.132 --> 00:47:29.313
Yeah,

00:47:29.333 --> 00:47:30.534
because this moment will never happen

00:47:30.554 --> 00:47:30.873
again.

00:47:30.914 --> 00:47:31.773
The moment we're having is

00:47:31.793 --> 00:47:32.454
the only thing that's

00:47:32.594 --> 00:47:33.735
actually true to us.

00:47:33.795 --> 00:47:33.996
Right.

00:47:34.036 --> 00:47:36.036
The past is gone and it's

00:47:36.117 --> 00:47:39.077
not usually we're not always accurate.

00:47:39.579 --> 00:47:40.659
Actually, we're hardly ever accurate.

00:47:40.679 --> 00:47:41.579
And what we remember in the

00:47:41.619 --> 00:47:43.681
future hasn't even hasn't happened yet.

00:47:44.300 --> 00:47:45.021
I think there are

00:47:45.221 --> 00:47:46.661
opportunities to enjoy the

00:47:46.722 --> 00:47:48.123
moment like college was great.

00:47:48.682 --> 00:47:50.403
I'd have I'd have a dollar in college,

00:47:50.563 --> 00:47:51.704
but I had a great time.

00:47:51.764 --> 00:47:51.965
Right.

00:47:52.635 --> 00:47:54.516
um and I had a real I it was

00:47:54.556 --> 00:47:55.958
an experience that I can't

00:47:56.179 --> 00:47:57.599
do right now like time is

00:47:57.619 --> 00:47:58.481
the only thing we can't get

00:47:58.501 --> 00:48:00.443
back I can't be and nor am

00:48:00.503 --> 00:48:01.503
I trying to be a college

00:48:01.523 --> 00:48:02.565
student right but when I

00:48:02.605 --> 00:48:03.925
was a college student it

00:48:03.945 --> 00:48:05.327
was great right and I and I

00:48:05.367 --> 00:48:06.929
had fun and so I think it's

00:48:07.028 --> 00:48:08.250
being present is something

00:48:08.269 --> 00:48:09.070
that we lose you know

00:48:09.590 --> 00:48:11.052
worrying about the past or

00:48:11.373 --> 00:48:12.974
focusing on it or focusing

00:48:13.014 --> 00:48:15.456
on the future just doesn't

00:48:15.476 --> 00:48:16.277
allow us to enjoy the

00:48:16.318 --> 00:48:17.338
present and there are some things

00:48:17.778 --> 00:48:19.380
You know, when we're sixty,

00:48:19.420 --> 00:48:20.201
hopefully we have a lot

00:48:20.240 --> 00:48:21.201
more money than we have now.

00:48:21.641 --> 00:48:22.601
But there's no guarantee

00:48:22.621 --> 00:48:23.463
we'll be able to travel

00:48:23.483 --> 00:48:25.824
like we can in your thirties and forties.

00:48:25.864 --> 00:48:27.425
So I think you got to take

00:48:27.445 --> 00:48:28.467
advantage of where you are

00:48:28.487 --> 00:48:30.487
in life because time is the

00:48:30.608 --> 00:48:31.568
only thing you can't get back.

00:48:31.608 --> 00:48:32.429
You can get back money.

00:48:33.610 --> 00:48:34.391
you can't get back time.

00:48:34.550 --> 00:48:35.652
It's just, it's just the truth of it.

00:48:35.693 --> 00:48:36.414
So I think that,

00:48:36.494 --> 00:48:37.456
I think that's really great advice.

00:48:37.496 --> 00:48:39.177
Jared, Jared, Jared Alberton,

00:48:39.257 --> 00:48:40.259
appreciate you on the show.

00:48:40.360 --> 00:48:41.000
Look forward to

00:48:41.842 --> 00:48:43.182
collaborating with you on

00:48:43.264 --> 00:48:45.507
Midwest con as well as a right.

00:48:45.547 --> 00:48:45.806
See,

00:48:45.827 --> 00:48:47.389
and many others and really appreciate

00:48:47.469 --> 00:48:48.351
all the work that you've

00:48:48.391 --> 00:48:49.472
done to empower others.

00:48:49.512 --> 00:48:50.474
Thanks so much for coming on the show.

00:48:51.048 --> 00:48:51.628
Appreciate it, man.

00:48:51.688 --> 00:48:52.550
Appreciate it.

00:48:52.590 --> 00:48:53.451
And yeah,

00:48:53.490 --> 00:48:54.831
if you are watching this and

00:48:54.871 --> 00:48:56.713
you'd like to see more of my content,

00:48:57.393 --> 00:48:59.795
check me on Instagram, Dr. J,

00:48:59.974 --> 00:49:01.715
D-O-C-T-A-J.

00:49:02.677 --> 00:49:03.838
And then my name below,

00:49:03.998 --> 00:49:05.219
connect with me on LinkedIn.

00:49:06.079 --> 00:49:08.161
And then YouTube, check out my podcast,

00:49:08.201 --> 00:49:10.262
Big Tech Energy, and make sure that you

00:49:11.204 --> 00:49:12.403
and you share and you

00:49:12.445 --> 00:49:15.385
comment on Disrupt Now and

00:49:15.405 --> 00:49:16.286
make sure you're spreading

00:49:16.306 --> 00:49:17.885
this episode as well as

00:49:17.925 --> 00:49:19.887
this entire channel and

00:49:19.907 --> 00:49:21.447
make sure you're at MidwestCon.

00:49:21.648 --> 00:49:22.728
Look forward to meeting you

00:49:22.768 --> 00:49:24.389
in person at that event.

00:49:24.748 --> 00:49:26.248
So I appreciate you having me.

00:49:26.289 --> 00:49:26.829
Thank you so much.

00:49:27.030 --> 00:49:27.550
All right, stay on.

00:49:28.030 --> 00:49:28.949
I got to get the recording, so hold on.

00:49:28.969 --> 00:49:29.971
I got to end it, then hold on.

00:49:29.990 --> 00:49:30.251
No problem.