How To Build A Self Managing Sales Team With AI

How To Build A Self Managing Sales Team With AI | Disruptors Podcast

Full Transcript

14868 words

Steve Trang: Having lunch, and Ashley pulls out his phone, and he's like, hey. Our AI bot is up and running right now? I said, yeah. I told you this morning. Like, I turned it on.

It's reviewing every single call now. And he looks at it and says, hey. So and so is saying these things on the call. Right? Because it's calling out what it's not supposed to be doing.

And I was thinking, like, man, lunch, the day of, he caught a mistake. Whereas, you know, maybe we do our call review weekly. Might be a week. Maybe we do our call reviews monthly. Might be a month before we catch up to date.

Or we don't do call reviews at all. Hey, everybody. Thank you for joining us for today's episode of disruptors. Today, we have Ian Ross to talk about how to build a self managing sales team with AI so that you can free up your time, dramatically scale your sales operation, and make more money without babysitting your sales team. Now, guys, I'm gonna mission create a 100 millionaires.

Information on this show alone is enough to help you become a millionaire in the next five to seven years. If you'll take consistent action, you'll become one. And if you get value out of the show, please hit that subscribe button. That way we can all grow together. Ready?

I'm ready. Alright. So, you have been obsessed with AI for the last couple of years. I've been quietly judging every time I walk by your office. I don't know if how quiet it is.

You could probably tell I'm judging you. But you've been, you know, in there in in the den working on this. So you wanna talk about your journey in the last few years using AI and sales?

Ian Ross: Sure. And first off, yes. I I couldn't tell because you just have a general judge yara, so I just assume I'm being judged at all times. When ChatGPT finally added its, like, paid feature Mhmm.

Steve: That

Ian: you could have a memory and you could you could teach it stuff, I started uploading not just every sales call and transcript every sales call, but the sales trainings I was doing for clients and our internal team to have it start analyzing and breaking down what I was doing. And I kind of accidentally there was no real plan at this. In uploading these transcripts, it started as it developed more of a memory and chat g p t got better. It started having a pretty good understanding of what was working based on the principles that I've that we share and I believe in wholeheartedly and we'll get very passionate about in regards to what is an effective sales call, what is effective sales conversation in close, what is real persuasion, that type of thing. And I started to get it to score my calls versus what I kinda wanted it to do.

Mhmm. And that led over time to us starting to realize there was some value to this idea and what we've developed. So I I think I've put over 2,000 calls into it, at this point, and it has gotten it's gotten a lot of nuances out of it. I'm I'm very excited with what what we're developing right now.

Steve: Oh, yeah. And even people that have used it right now, like, the the free version of it are, like, blown away by the feedback they get from it. And so we'll talk a little bit more about that. I have been looking at AI for the last few years. And I I'm not saying it's a distraction, but I've been saying to myself, like, that's great for somebody else.

Somebody else can figure AI, and then I'll just pay them. Yeah. Right? And I'll just pay them a good amount of money to solve our problems with AI because we had there was this kid, William. He was trying to get on the podcast.

This is before Chatt GPT made big waves, right, which was, like, the '23. I think it was '23. But, Chatt GPT made some big waves maybe '22. I'm sorry. Made some big waves.

But before that, this kid comes comes along and is like, hey. I've got a tool that can automate chat conversations. Right? Like, I can have it for direct mail. I can have it for your website.

Right? And it's like, that's cool. Like, let's figure something out. Right? And so I start picking up the phone.

I start calling, you know, the big guys, the big names, like, hey. There's this tool that can use AI. They can respond to text messages from your direct mail, from your website, this and that. And they're like, no. I said, well, why not?

And they're saying, we spend hundreds of dollars every single time for the phone to ring. I'm not gonna risk it on AI to screw it out. I was like, okay. That makes sense. And the whole deal dies.

Right? And so Chad GPT comes along, and I think the attitude kinda changes. Yeah. And then yeah. That was in the '22.

So then because it was '23 where Rob Swanson, who owns Freedom Soft, like, while a successful, software company, he gives this big presentation on, like, how AI is gonna affect our business. And it was mind blowing. Like, I was like, there's I had no idea that anyone's thinking about any of these things. I was thinking, that's so cool. And I was thinking, like, man, he's gonna make so much freaking money.

So he comes off the stage. He's like, Rob, great presentation. So, like, how much is this done? So, like, I can just pay you. He's like, oh, it's not done.

Like, we've started it. It's not done. I was like, oh, but But then we agreed. Whoever's gonna figure this out is just gonna make a lot of freaking money. Right?

And so we continue down this journey, and somewhere along the way, you and I, we're at Collective Genius. Right? CG you guys heard us talk about CG. And, Stephanie Butters, pulls me aside and starts talking to me. I was like, well, you know what?

I'm not the one that's doing AI AI stuff. Talk to Ian. So you wanna enlighten us what that conversation was? Yeah.

Ian: Stephanie Butters brought up something really important, which is that much of AI's ability to be effective is based on the data you have that you and how good you are at training it.

Steve: Mhmm.

Ian: And she's like, you guys have more data than other people in regards to you know, we've been doing Zoom calls for forever Mhmm. And have all been recorded and downloaded and can be transcribed and broken down. We have enough data. If we wanted to really, go full throttle into the AI, we'd probably have a huge head start, and it's kind of an arms race right now. And she brought that up like, you should do something with this.

Steve: Mhmm. So she does that. And then a couple days later, Casey Ryan pulls me aside. I'm sorry. Not Casey Ryan.

Brad Chandler pulls me aside. Like, we're sitting together.

Ian: It was that night, actually, to be clear. It wasn't a couple days later. This was, like Yeah. Everything was at once.

Steve: So Brad Chandler, I'm sitting next to him in the far corner of the room, and he's like, hey. I got a problem I'm I'm hoping you can help me with. I was like, oh, yeah. Sure. Great.

He's like, how do I know my new salesperson is ready for leads live leads now? Yeah. Wouldn't it be great if you can create a tool where we can assess that my guys are actually ready right now for live leads versus, like, you know, the traditional, like, hey, just go go call the dead leads. Right? It's like, you're ready for live leads now.

It's like, okay. Two people. We've got something here. Right? And then later on by the pool, Casey Ryan, who's also like, all three of these business owners, Stephanie Butters of Left Main, they're building 200 plus houses a year and they have the biggest CRM in real estate.

Yep. Brad Chanler doing two, three hundred houses a year in the DC, Maryland area. Right? No small No. Feet.

And in Casey Ryan in Vegas, who runs one of the most profitable wholesaling companies in the country, but, like, him and a couple of people is insane. Yeah. Right? The guy is super smart. And he says, hey, Steve.

What you should create is a tool that automatically reviews every single sales call and automatically scores it and reviews it and give suggestions. It's like, okay. Three people

Ian: Yeah.

Steve: Have said, Steve, you, and Ian need to make this. Like, maybe there's something. Yeah. Right? And it's kinda like, you know, when I started this podcast, it wasn't like, I'm gonna be a sales trainer one day.

Like, starting the podcast, being a sales trainer, those are two drastically disconnected concepts. But in, going creating getting authority, getting a reputation, and then starts talking about it, having so many people say, Steve, can you train me and my team? It's like, hey. We have something here. Yeah.

Right? Do something here. Well, it's the same thing here with the AI. So naturally, right, after three different people talk about this, I go back to you. Hey, Ian.

You know that whole thing you've been working on that I've been quietly judging you on? We should incorporate that. Right? So you want you wanna talk about that conversation?

Ian: Yeah. I mean, it was we've been talking for a while that we don't feel threats to us, and our business really come too much from competitive sales trainers in the space, it's really changing markets. Like, it's gonna be, can AI replace us? And it'll be 80% as good, but if it's a fraction of the cost, a lot of business owners will make that change, and that will hurt our revenue pretty drastically. Yeah.

We've been aware of this for a while. And I've been thinking about

Steve: this, like, man,

Ian: excuse me. I hope we can, man, I hope we could figure out something. In in the meantime, we either get some type of exit or maybe we take someone on who can do something with AI. Boy, that would be great. Yeah.

The fact that we're doing it now excuse me. I'm allergic to AI, apparently. Hold on. Getting two young kids in daycare is a a tough thing for the nervous system. So when we had the conversation around, like, can we do something with this?

It was like, I there's too much opportunity here.

Steve: Mhmm.

Ian: And the reason I didn't I've really had a lot of fun playing with this tool, like, making sure it understood everything for years now, but I didn't think we could pay someone anytime soon to actually connect the dots.

Steve: And

Ian: the fact that you have a background in engineering and putting a lot of time to this, it it just became clear, hey. Maybe we should actually do this. Yeah. Can we actually do this now?

Steve: Yeah. And I think the, the part here about, we had our annual meeting and prior to our annual meeting, previous quarterly meetings, our quarterly strategic meetings, and we do our SWOT analysis for every quarterly and every annual. And the threat for I don't know. I think over a year I think even when Jaden was still here.

Ian: Mhmm.

Steve: Was like, what's the biggest threat? I was like, AI AI for sure. Right? And the thing the point I wanna say was either q three or q four of last year or q one of this year. The point I made was that someone's gonna come up with a tool that's maybe 80% as good as us.

But it was 80% as good as us, but it's 80% cheaper.

Ian: Yeah.

Steve: People aren't even paying us. Yep. That's just gonna be good enough, everybody else. So it's really fortunate here that we're looking at maybe we're gonna disrupt it, the the whole sales industry, with with AI, you know, hopefully. So and I think one of the big things is that the AI conversation has been around multiple years, many years.

Right? And I think the same theme has been over has been said over and over again. It's not gonna be, is AI gonna take our jobs? It's gonna be like, are you gonna use AI or are you gonna be working for somebody that's using AI? Very true.

Like, that that's the way it's gonna be. So it's like, should we do it? Should we not do it? It's like, it's happening.

Ian: Yeah.

Steve: It's whether you're you're you're ready for it. So let's talk about what's driving what's created by traditional sales management. Right? Why is there gonna be a massive difference in companies that adopt quickly these principles and and those that don't? Why would that be such a big difference?

Ian: Which principles in particular?

Steve: Applying AI to manage your teams.

Ian: One of the biggest challenges I see time and time again in the sales space is that it is it it's you know how hard it is to hire good salespeople. Mhmm. It's even harder to get a good sales manager. You talk to a lot of salespeople, whether they're okay or high performing. Bad is kind of all over the place.

But for anywhere from, like, pretty good to high performing, very few of them have good experiences with managers. Yeah. You can get good high performing salespeople, but being a good sales manager is a really hard skill. And it's hard not just to hire for. It's hard for business owners to even understand what that role should be.

Steve: Mhmm.

Ian: So many people, time and time again, take their top performer, take them out of the field, off the phones, off the doors, whatever, out out of the home, and put them in an office Yeah. Role to manage and lead people because they think leadership is communication, sales is communication. It's the same type of communication.

Steve: Mhmm.

Ian: They'll be great at it. The skills that make you a top performer are not the exact same skills at all Mhmm. That make a great manager, that make a great leader. And then you also just took out your main revenue driver because you took out your top performer. At the same time, taking someone from outside the company and putting them in is is can be difficult too, especially if you got a well established team that has a culture, that's performance.

You've got a nuanced product or sales process. The people don't trust the manager. There's all these challenges that are true from small businesses to big companies. Yeah. If we can effectively make sure the management side is automated with great advice, full accountability with AI and scoring, and everything is recorded.

Everything is able to be siphoned through this process. Advice is able to be given to the individual as well as the manager, whether it's Tuesday at 10AM or Sunday at 10PM because it's a tool. It's not a person that can give advice whenever the person needs it. Sales is, in a way, competitive because if you sell anything at all where they could choose a competitor in some way, shape, or form, how good your sales team is matters. Mhmm.

If your sales team can get better via sort of self managing accountability with Yeah. Also training components where everything is monitored, that team is gonna crush the teams that are not utilizing. It. Yeah. I think there's a huge opportunity there.

Steve: And I think, you know, what you're talking about is the Peter principle. Right? Which is, people Peter out. We promote people to their level of incompetence. And we keep promoting them until they get to a seat where they're incompetent or getting promoted.

Right? Yeah. Are you sure? Yeah. Yeah.

And the analogy I use to best illustrate this is, like, you wouldn't take Tom Brady off the field to be a quarterback coach or a head coach, but we do this all the time with a top salesperson. All the time. Right. Hey. You you're pretty good at sales.

Why don't you why don't you lead all the other salespeople?

Ian: Yeah. You're at the top of your game, Brad. Or what's his name? Tom. Tom?

Tom, you're at the top of your game. We should have you be the head coach. Yeah. Like, what? Because that way everyone else will be at the top of the game too.

Steve: Yeah. We

Ian: I bring this up all the time. People forget that because sales is a soft skill with talking that and there's, you know, aspect of following a process, that it's not you can't just tell someone else what you do, and then they learn it.

Steve: Mhmm.

Ian: The learning and the teaching and the managing skill side is its own ability. And the same way you can't Tom Brady being the head coach doesn't mean every quarterback under him is gonna be as good as Tom Brady. The skill set to be able to do that Mhmm. It it it's too nuanced to just trust is, like, hey. You just talk it and explain it.

So that's why we're trying to provide a tool that can automate around it and kind of free up the human capital side to be able to focus on things where they actually are meant to be rather than just promoting people who should be still be in sales.

Steve: So let's talk about role play. Right? Sure. My managing team. So I don't think I'm not aware of any organization that says role play is worthless, is not needed.

I can't think of anyone. I know that a lot of organizations will triage and throw aside role play when until later on when we have more time. Mhmm. Right? Like, if we're caught up on the leads, maybe we'll do, role play.

Like, I look at role play in most organizations kinda like how I personally look at, like, my books. Right? Year after year, I would say, hey. I'll do my QuickBooks on the weekend. And if something will come on the weekend, I'll just wait till next week.

I'll just wait till next weekend. Nine months goes by before I actually open up QuickBooks. Sure. I think that's how most organizations look at role play. Yep.

Right? And it's not just like I'm the sales manager. Like, hey, Ian. It's time to role play. That alone takes a little bit of energy, a little bit of exertion.

Right? But then if on top of that, I have to role play with you as a sales manager, that's even more energy, right, even more of a lift. And so it gets pretty aggravating. And maybe if the salespeople were completely cooperative, hey, Ian, it's time to role play. You're like, alright.

Let's go. It's time to role play. Then it wouldn't be so bad. But it's like, hey, Ian. It's time to role play.

You're, like, moaning. Right? It's like telling your kids to clean their room. It becomes exhausting getting themselves through the role play.

Ian: Yeah.

Steve: So how are we gonna be using role play here? I've got some big news, and you'll want to hear all of this because I'm gonna give you the best bonus ever at the end of this video. You all know that I've been providing sales training for six years now, and I've had the opportunity to train hundreds of the best teams in the country and thousands of individuals as well. And they've all had wild success along the way, some of which you've even seen on this podcast. You also know Ian Ross, who has been coaching alongside me now for over two years.

He's the biggest sales geek ever, and he's been training business owners and individual contributors ever since he started working here. He even runs the Close More Sales podcast, but we had a problem. There was a lot of confusion. What is it exactly that we sell here? Is it disruptors training?

Is it Steve train training, or is it Close Marcellus training? It's none of those. It is objection proof selling. Ian runs objection proof selling for business owners and individuals. I run objection proof selling for teams where I coach their entire team.

And to celebrate the rebrand, I want to give you something that I never would have thought been possible internally. Every call we run, we have the bot review the call to Ian and mine exact standards for sales. We run every one of our team members calls through the same exact AI exact AI bot, and now we're giving it to you for free. This bot will review your calls based on dozens and dozens of metrics. It will tell you what you did well, what you can do better, again, by the standards of the objection proof selling formula.

And if you want to use our bot for free, just head over to our website, objectionproof.ai. Again, objectionproof.ai. I want to emphasize here, you're getting access to our bot, which allows you to get better in sales for free so that you can make even more money now without having to spend another dollar. Go check it out now.

Ian: We've got a role play bot Mhmm.

Steve: That

Ian: not only are we making sure that it can adjust depending on the personalities, and we're literally developing this right now. Like, this is being developed as we are recording this. Can I have different personalities based on the disc profile? So high dominant, like, medium eye kind of thing. But, also, you can adjust depending on what the industry is, what objection you wanna give it, what objection it wants to do, some variation there.

But that AI tool will be able to not just role play effectively with a salesperson whenever they wanna use it, but will also score that role play. Brad Chandler talked about how do I know if a salesperson is ready? Like, how do I know if they're actually ready? Well, if you can have the role play with every personality type Mhmm. And every role play is scored, you can see, oh, they got above a certain score with all these personalities and overcame all the objections.

They're ready. Mhmm. Like, there can be some variation on performance in terms of I'm in a role play environment, and I'm actually doing the sales call. But it should be relatively minimal in a good role play Mhmm. Environment compared to the actual actually being on the sales call.

It's a greater variation if you're role playing the way some companies do, which is just like, here's one line to be your one canned response. That's a that's a memory, demonstrating memorizing rather than actually having the skill. Yeah. So as long as you're actually going towards skill, it's I just think role play is the most underutilized tool

Steve: Mhmm.

Ian: In sales training because it's the closest you can get to show, don't tell, which is how most salespeople actually learn the concept anyway. Yeah. And it's when they get better. It's like you get better from learning the concept through the role play. I always say all the time, like, when if you I ask if anyone plays sports.

They're like, oh, yeah. Yeah. I played whatever, basketball. Mhmm. Okay.

Do you if you only time you ever shot free throws was when the game was on the line. Would you get better at free throws? Like, when you when you get better at free throws, it's when it's during practice. Yeah. Practice drills, that's when you get better, and so the game is easier.

Like, I love the Michael Jordan concept. Practice is hard, so the game is easy. Yeah. That's what we're trying to do with a role play bot that can score every call, that can make sure it can give variations of the objection so salespeople can get better when revenue is not on the line for the company.

Steve: Yeah. And we have someone a client right now that's using it. I was talking to him earlier, and he's actually still using it. He's still using our role play bot. So our very first iteration that I created, a few weeks ago, they're still using it every morning.

Like, that's awesome. But we're gonna build a more robust one with multiple different personality types, multiple different situations. Yeah. As we feed more data into the system, we can have even a better role play. But one of the things I'm most excited about there's two things I'm really excited about.

One, having to ask a salesperson to role play takes energy. Takes a little bit of, like, alright. Ian, let's go role play. Having AI just call your sales rep at 08:30 every single morning to role play. Yeah.

That's the easy button. Right? So the vision here is to have it call your people whatever time you set every single morning so that they're ready to go. But the other thing too is we're hiring salespeople right now. Right?

What we're missing at this exact moment, like, I can't wait to have done, is, like, right now, if you want to work for us, you gotta go to you know, you look one of our ads. Right? You go to disruptorsjobs.com, and you fill it out, and then you have to do the PI test. Right? We're gonna keep harassing you to take the PI test until you take the PI test.

Now instead of having taken a whole day out of your schedule, my schedule, Ashley's schedule to interview this person, and then only to watch them fail the role play later on, is we're just gonna have a role play with our bot. And when you role play with our bot, it's like, hey. Is this person worthy of coming in to take Steve's time, Ian's time, and Ashley's time? Or let's just go ahead and disqualify on the role play before Yep. They even come into the office.

So I'm super excited about that. And I look at again, going back to, you know, technology, I I had not a fax machine, but a fax number my entire career. Right? Starting in 2007, I've been using, what is it, RingCentral as a fax machine. Right?

Still have it. I wanna say the last time I actually received a fax, five years ago Yeah. Yeah. Seven years ago. Right?

I actually received a fax Right. At my number. It's only because banks like to fax, like, short sell paperwork. So looking at this, right, like, we got here's what we're gonna be using role play to train our people. I think the people that aren't falling along are gonna be, like, the people that are still using fax machines.

Or, like, there was a lot of people, that made a lot of money doing text blasting in 2018, 2019, 2020. And then, you know, and further, but, like, '18 and '19 is a freaking land grab. Yeah. Right? I'm looking at this.

The people that aren't keeping up with this development, whether with us or with somebody else, it's gonna be like those people like, direct mail is back. Yeah. But there was a period of time. It was like, I am spending a lot of money on direct mail, and no one's answering because everyone else is texting them before they actually picked up your postcard. Yep.

That's kinda what I'm seeing here. And then there was a situation here. Like, we come back from CG. I'm going crazy with this. We build it out.

Right? And then we turn on our own internal AI review bot. And we're having lunch at Gus's World Famous Chicken. World famous. By the way, you know, we're looking for sponsorships, Gus.

Ian: For sure. Please.

Steve: It's the best fried chicken.

Ian: Yeah. It's we've been texting about, like, this is ruining fried chicken everywhere else for us.

Steve: The best fried chicken if you guys are in Phoenix. Anyway, we're having lunch at Gus's, and Ashley pulls out his phone, and he's like, hey, our AI bot is up and running right now? I said, yeah. I told you this morning. Like, I turned it on.

It's reviewing every single call now. And he looks at it and says, hey, So and so is saying these things on the call. Right? Because it's calling out Yep. What it's not supposed to be doing.

And I was thinking, like, man, lunch, the day of, he caught a mistake. Whereas, you know, maybe we do our role play weekly. Not role play. Call review weekly. Might be a week before catching a mistake.

If we do our, our our call reviews monthly, might be a month before we catch that mistake, or we don't do call reviews at all. Who knows when you catch that mistake?

Ian: Sure. I mean, also, is the salesperson submitting the call review? Are you picking it? Like, you're also only reviewing one call. There's the other aspect of the automation of every call.

Like, it it could have been a month. It could have been a week. It could have been six months. We might have not have known until we realized, like, why why are we missing money that we should be having coming in based on what we've projected? Yeah.

The idea of the AI tool having immediate feedback, catching a mistake so we could update ourselves first and be like, hey. Reminder, you're not supposed to say that. Like, oh, yeah. That's right. And make adjustment day of.

That is a mini version that we accidentally discovered. I have a story about now internally that I'm sure we will hear more and more about because, like, the idea of managers listen to every call, what calls to listen to, it now we in insert an accountability to every single aspect Mhmm. Whenever someone picks up the phone. It's super powerful to think about.

Steve: Yeah. I mean, I remember, like, you know, mid chicken. And I say, like, hey. Like, message her right now. Yeah.

Like, we're not finishing lunch. And I'm generally not, like, a high urgency person.

Ian: No. Yeah. I know. Right?

Steve: But I was, like, that is unacceptable. Fix this now, like, before lunch is over. And, again, like, kinda what you're saying. Who knows when we're gonna do the call reviews? But even though say we do, like, often a lot of businesses, they look at, you know, like, conversations, contacts, contracts, and this and that.

And it's good. Right? But those are more or less lagging indicators. They don't give you the visibility as to what was happening on that conversation. So it could take they might be doing the numbers.

But it might be weeks or months before you know what they're doing on the call. It's harming because they can pick up the phone. They can have conversations. But if they're not quality conversations, what's the point? So and I think the, another component of of that as well is that, you can't so we hired Larry Yatch years ago before you joined.

Ian: Mhmm.

Steve: Right? Navy Seal, if you guys haven't watched that episode It

Ian: was right before I joined. Yeah.

Steve: Like, complete badass. Right? Like, the guy just loves shooting. Right? So I remember he came into our organization, and it completely transformed our company.

And multiple people quit. Important people quit. And I was like, Larry, like, what's going on? I paid you a lot of money, and, like, people are quitting. And he said and they don't disagree with him.

He's like, well, Steve, when you hired me, you know, things were happening, but, you know, there's kind of some shadows here, some shadows there. You can hide over there. Once you hired me, there was sunlight everywhere. There was nowhere safe to hide in your company. Like, actually, that kinda makes sense.

Accountability increased True accountability. Increased dramatically. Now that we're reviewing the call on every single call, every call matters. There's if your guys hung over on Monday mornings, like, we're gonna see a trend. Hey.

This guy sucks on Mondays. We can have a conversation about that. But we can track, every single call. And, like, let's just say, for example, our average salesperson typically scores 75, 75%. If the guy has two days in a row of 55%, wouldn't we wanna know now versus again weeks later?

Ian: Just looking at the lagging indicators. Yeah. Right?

Steve: Like, if the guy's maybe he's had a major fight with his spouse. Maybe there's someone sick in the family. Right? Maybe he's got some collections that he doesn't wanna talk about. His headspace isn't right.

Ian: And, also, like, there will be other tools that transcribe. You can always look through the transcription Mhmm. And figure out. Part of why I am so excited about what we are building with this objection proof AI tool in particular is because of the knowledge and nuance it has around what to look for Mhmm. Determine what actually is a success is a successful call beyond simply did they get the sale.

Mhmm. The problem with most sales tools that are built off of data is that a lot of salespeople get deals in spite of what they did, not because of it. Mhmm. As a result, it will take so much data for AI to effectively sort what should have been said and what shouldn't have been said. And it's hard.

So I look at you submit a transcript to ChatGPT or something. Mhmm. You will see how bad its advice is. And the reason for that is its advice is built not on chat GBT, but on the data of how other people sell. And so it's defaulting to what I consider suboptimal practices.

Steve: Mhmm.

Ian: The ability for AI to not only catch things and have accountability, but then give advice around how to get the prospect to feel more emotionally certain, to give advice on how to take control sooner and more efficiently at the same time as shedding a light on every single corner and putting a spotlight on every shadow is, in my opinion, one of the most it it's almost impossible to value at scale yet. Yeah. Because when you actually see this in real companies with big teams, I think we're gonna see some pretty profound transformations. Yeah. It gives real advice on what to do differently, on how to explore that, what went wrong.

I'll give you a quick example before we move on that just floored me. We had someone on our team who sold and and also our AI tool, everything we roll out, we are using internally. To be clear, there's nothing we roll out that is not being battle tested by our sales team and our process. So we actually use this. We don't make it for novelty.

We make it for our use and then provide it to the rest of the world. We had a new salesperson who sold one of my a a sales training program, and that person ended up, canceling. And requesting a refund. Requesting a refund, like, after, you know, less than a week, basically. And I looked at that transcript or the the call score within the AI scoring tool, and it had a pretty profound insight, which is it it realized that our new salesperson had done an old habit of selling from his enthusiasm Mhmm.

Rather than the conviction of the prospect Mhmm. Because he didn't strategically hesitate and pull back and pull away to get them over the line. Excuse me. So that meant, like, at like, the AI realized there was a risk of cancellation.

Steve: Mhmm.

Ian: Like, it was not shocked. Obviously, I asked the AI tool, would you be shocked to know that this lead cancel? Oh, no. Not shocked at all. I made perfect sense to the AI that that lead would cancel

Steve: Mhmm.

Ian: Based on how they were sold. Right. Like, that is a pretty profound difference from just reading a transcript. Alright.

Steve: Well, this is what you trained for over the last two years Yes. Where it recognized, like, hey, there was too much enthusiasm on the salesperson's part that we risk losing a sale from when this person changes their mind because they were buying from the salesperson's enthusiasm versus their own conviction.

Ian: This this is the nuance of what I've been teaching it for two years.

Steve: Yeah. Right? Getting the prospect to sell themselves versus you selling the prospect. Right. Right?

We don't convince the good clients to sell themselves. And I think, oh, there was something else I was gonna add there. So we had Grant Jarvis, you know, legacy home buyers in Dallas, Texas. Right? Killer operation.

Killer organization. And, I mean, he posted in in in the Collective Genius Facebook group, a couple of days ago, which was basically, like, his team is can't wait to see the feedback, which is like, you know they're killing it Yeah. When they can't wait to see the feedback to see how they did. Right? Because, like, the best people want to know how they're measuring.

Ian: Always. Yeah. Yeah.

Steve: Right? They're not, like, resting on their laurels. Like, okay. What did I miss? Where can I get better?

And so the fact that the entire team is waiting for the feedback, super super excited about it.

Ian: There's two things about that, which is, like, first off, it shows he's hired the right people

Steve: Mhmm.

Ian: Which demonstrates why they're having success in its own right. And the other level there is that the way it gives feedback is actually useful to people really doing this.

Steve: That are actually successful.

Ian: That are actually successful. Not people who wanna feel successful because chat chat chat chat chat told them great clothes. You sounded really confident. Mhmm. There's something ridiculous.

It's actually giving accurate insights and data that they can use and wanna see how it like, what does it tell them? Like, how do I do? What could I have done differently? The fact that people who are really doing this and doing it at scale want to see this is a representation of how good it is. Yeah.

Absolutely.

Steve: So the the title of the show, right, building a self managing team with AI. Now building self managing, self team with AI. Now we kinda touched on it a little bit. You wanna explore a little bit further, like, the different aspects of a self managing team with AI?

Ian: There's there's some aspects of, like, what's available right now for what we're offering and what we're working on, over the next couple months to add of what I'm so excited about. To me, in thinking about a self managing team, the two main PowerPoints that they're like the the fuel of a self managing team comes from salespeople being accountable themselves and having a way to iterate and improve Mhmm. And also guide to the manager to continually have an effective conversation with the salespeople so that they can keep getting the energy to improve and keep getting better and feel like intrapreneurs at a company instead of just salespeople trying to sell someone else's vision. Those are the two levers there. It's like the manager making sure they're having the right conversations and giving the right advice to the salespeople and the salespeople actually having the ability to manage and control and get better on themselves.

The AI tool combined with the scoring and the role playing and the dashboard we've added now for managers to be able to see every single category. I mean and their nuance, like assertive versus aggressive, explaining versus stories, you know, emotional control, all these things. The nuance of seeing how every salesperson is doing, and that gives them advice on how they're doing right now, how they're doing seven days ago, how they're doing thirty days ago. And then a role play tool that the salesperson can then go work on, I think, is the ultimate key to giving a manager advice because I'm really excited to also update the role play, update the AI for the manager so that they can even send, like, here's my the last thirty days for this person. What how should I help them get better?

Mhmm. And the tool will tell them, hey. Tell them to role play with a high dominant personality who's got this type of objection and have them score over this on that time and try it three different ways. And Yeah. If you can have that advice, there's an aspect.

It becomes, like, easy mode for companies to be able to get salespeople to go from, like, okay to struggling to crushing.

Steve: Mhmm.

Ian: And those salespeople can feel like they are, in control of their own journey to be able to do that. Yeah.

Steve: On top of all that, I'm a very hyper transparent person. Anyone watching the podcast, I think they can tell I'm a fairly transparent person. One of the other things we've incorporated is that we have our salesperson channel. Right? We call it millionaire advocates.

Every sale that happens goes into the millionaire advocates channel. Mhmm. Daily activities are recorded in the millionaire advocates channel. We also have another channel where every call review is there. So you can see how that guy is doing.

That guy can see how you're doing. The amount of accountabilities like, group accountability that exists. And on top of that, now after you've done a sales call, you can go in there as, like, well, you know, I agree with this part. I could've done this better. Or, hey, this part doesn't make sense to me.

Or, hey, I'm gonna take this part and run it. I'm gonna apply this moving forward. Now we got group accountability

Ian: Yeah.

Steve: There as well. And then we kinda touched on this, but, like, the recruiting component, like, you know, I don't know if this violates terms of service of LinkedIn. So if LinkedIn, if you're watching, don't pay attention to this. Right? But, you know, when we have our bot in there to start messaging people on LinkedIn to bring in more salespeople.

Yeah. Right? It's gonna start messaging people on a daily basis in my account. Right? So we're gonna use that to build our self managing sales team and, again, using AI to, role play with them to make sure that they're good, that we even wanna interview with them.

And then the last part is the the follow-up sequence. Right? The ability to follow-up with, all the prospects. And one of the things I'm excited about and this is getting super meta, so it doesn't apply to everybody. But we're gonna be using our own AI bots to call people to sell them AI tools.

Right? It's getting super meta here, but we're gonna get to a point where not today, but at some point, some of the inside sales roles we would have actually, we had Brad Bone here on before, you know, using text to follow people. We're gonna have texting and, calling from AI who's gonna be, you know, trained by you.

Ian: Yeah. So You well, you're also talking about in that accountability side, Salespeople are very competitive with each other and like to get one up on on each other. Oftentimes, I'm trying to get salespeople to focus on getting better at the process rather than just the result because there is an aspect of the result that can be out of their control. In acquiring houses, the title issue had the salesperson did everything right Mhmm. And something fell through.

Right? But if everyone can zero and score and you can you know, you used to do this thing, which is that at the end of every week, whoever got the most no's got, like, a free lunch Mhmm.

Steve: Which

Ian: is an awesome thing that I love to brag about. There's another level there which sales companies can do, which is like, hey. Whoever has the highest score, and then whoever improves on this side, there's all who's ever who's ever the most improved from last week. You can make the game and the competition around actually having the call be better in a way that they can always control. There's no, hey.

This is a bad lead. No matter how bad the lead is, the AI will account for that and still score appropriately. Yeah. Did you actually follow the process to do that? And so there's new ways you can incentivize salespeople.

You can inspire salespeople. You can make salespeople hold each other accountable to improvement, to getting better, to trying to figure out what they could have done differently. When you have a team like that, have you ever been a part of it? And it's highly infectious and makes people want to learn and improve beyond the just sort of, like, money hungry, Wolf of Wall Street side that is infectious in a really good way and can lead to incredible results for companies that use it. And I'm really hopeful we will basically let companies pay us a fee.

We install the AI, and now they've got a tool to develop that internally.

Steve: Yeah. Well, I mean, just imagine. Right? Like, we've got the 10 different, aspects that we score on, which adds up to a 100 points. Imagine the competition, not just on the sales side, but, like, on a dashboard, every salesperson on the left hand could see, like, how am I doing versus Ian.

Yep. Right? So, like, for example, right now, I'm scoring higher than you for the year.

Ian: I I would like to remind you. I'm gonna cut you off right away because I'm very competitive about this. It's because it's including my sales training calls in that.

Steve: No. It's been removed.

Ian: I I looked at it. There's no way that scores is that's true. There's no way that's true. So That's absolutely not true.

Steve: It's 100% true. I wonder why.

Ian: It's absolutely not true.

Steve: And the reason why it's true is because I only had one call, and it was a sale. And as a result of that, I'm not doing any more calls for

Ian: that reason.

Steve: Okay. Fair enough. We're just gonna leave that call in there. That's the new standard.

Ian: So that's the new standard. Is your your ones One for one. You gotta be as good as Steve.

Steve: One for one. We're not we're not gonna mess with a 100%. So let's talk about you know, this completely transforms the management sales teams. Right? So what happens to everyone that's not adopting

Ian: Oh, man. To me, it's like it it's it took, like you know, it's a hundred years between the horse and buggy and and the cars we have today kinda thing. I think it's gonna be two to three years between when a sales team that actually incorporates this and what they can do to revenue, to attracting top talent, to inspiring accountability, to scaling, all of those aspects. It's gonna be horse and buggy inside of a couple years versus cars. Yeah.

I just I I think this is the nature of technology means that getting left behind Mhmm. Is left way far behind with how fast it goes. We're basically like, the example you've given, which I think is so apt, is, like, the thought process of if you could go back in time to a medieval battle and you had a mounted m 60 machine gun, and everyone else had bow and arrow and chest plates. It's like, well, how well would you do? We're trying to give companies the nuclear codes while everyone else is playing with slingshots.

Yeah. That is the goal here. And it's like, okay. They got slingshots. Here's the nuclear codes.

What do you wanna do? Mhmm. That's what I think it's gonna look like far sooner than a couple years.

Steve: Yeah. Everyone's gonna have superpowers. Right? And I think, another way to to to look at this is I've said this before and, you know, like, I don't mean to be discouraging when I say this. But if you're trying to start over from scratch not from scratch, from zero today.

Right? Not to say it can't be done. It can a 100% be done. We have people on the show all the time that started not that long ago. Yeah.

But when you started when I started, right, in, like, 2011, like, there was no competition. Right? Like, whoever got in front of the homeowner pretty much got the deal. Sure. Right?

And then we get to a point where there's some more competition. Now we get to the point. You look at Collective Genius. Right? Everyone in there is not just good at sales.

They've also got Salesforce. Yeah. So you're over here working with Podio. And there's nothing wrong with Podio. We got a lot of successful with Podio.

But you got Podio, and you got this guy over here with Salesforce. Right? You got this guy over here who is like, I hope I get I hope my team's getting to the lead in five minutes or less. This guy over here who knows his team's getting to lead three minutes or less. Yeah.

He knows it. Right? We got this guy over here who's like, I hope we're answering 80% of the phone calls. We got this guy over here who knows he's answering 96% of the phone calls. What we're doing what they're doing in regards to CRM, we're gonna do with sales intelligence.

Yeah. Right? Where, like, hey. You hope your guys are setting expectations. You hope your guys are leading with emotions.

You hope they're getting the prospects to sell themselves. Our clients know our sales team is doing that.

Ian: And they know how much they're doing it. Exactly.

Steve: Yeah. So I think that it's gonna get to a point now where, like, if you don't incorporate this, it's gonna be like running a company without a CRM.

Ian: Yeah. It's

Steve: not I was I wouldn't say it's the most hopeful future.

Ian: I was talking to someone not long ago, and I he had a a solar company. And I had to give I was I asked him. I was like, what's the best way to tell you something pretty harsh? And he said, like, just give it to me. Mhmm.

Steve: He's

Ian: getting permission so he wouldn't be too mad at me. I called out that he was in hustler mode. Mhmm. He's not in business mode with what he was doing. Yeah.

The companies that are gonna be implementing this are businesses. If you're not in it, you're gonna be stuck in the hustler Google Sheet keeping track of stuff mode compared to an automated follow-up, an automated training, an automated scoring, all these aspects of automation that at scale is a steroid, roided out, like, bodybuilder compared to, like, someone who's just has four pound dumbbells at home. Yeah. And so it's it's almost incomprehensible to imagine trying to keep up with someone who's using this and using this effectively if you aren't. Right.

Steve: I mean, just think about, like, how quickly people would weed themselves out when you don't need to say, hey, Ian. What's going on? You're not following the process. Everyone can tell you're fall not following the process. Right?

This this group accountability is

Ian: And and let's paint a picture of it. Like, it's okay. You got three salespeople on one team and three salespeople on another team. We just gave that example of catching a mistake the salesperson was using the day it happened rather than three months later. We could have lost out on somewhere between 20 to 60,000 revenue with that mistake consistently over three months per salesperson?

What if everyone's doing it? What if I don't know? Over the course of knowing immediately and hoping we know in a couple months, what does that look like with three people, with five people, with 10 people? What does that look like over a year, over five years? The difference in revenue from catching mistakes and accountability immediately to hoping I know and hoping the advice is there is massive.

And if just that difference is reinvested back in the business, which business is gonna win? It's just a it's such a no brainer. It's crazy.

Steve: Yeah. It's such a really unfair advantage. And, again, it goes back to, like, when we're talking about texting. Right? Like, LeadSherpa.

Right? Jason I forget his last name at the moment. But he came out LeadSherpa. Jason Nickel. And anyone that was using Lee Sherpa in 2018, which is gaining massive market share.

And anyone that wasn't was just wondering what the hell is going on. Yeah. Right? Or we got, you know, Doug Hopkins. He's in our market.

Right? Like, he's doing anywhere between 50 and a 120 transactions a month. Crazy numbers. Right? But what's his competitive advantage?

Like, he's on TV. He's got a brand. That is such a competitive advantage. How do you even compete against that? Right?

That's what we're talking about here. If you don't do this, you're kinda choosing to, what's the expression that go the way of the dodo bird?

Ian: A little bit.

Steve: Yeah. Right? And not to say it can't be done. It's just you're gonna have to hustle really hard. Like, we have, you know, you can have a team of VAs that goes pretty well.

But then you got a team of VAs and and a team of AI or just a team of AI, it's just you can't compete with this, particularly if it's working nonstop.

Ian: We can all only row so hard any given day. So it's like, which boat do you wanna be in? It's it's just that. It's like Right. Which one is gonna get you there harder?

If you're rowing as hard as you are Mhmm.

Steve: Which

Ian: is gonna get you farther?

Steve: Yeah. And then so let's talk about, you know, practicality, implement implementation. Right? So, when someone decides they don't wanna be left behind, how quickly can they build a sub managing team and start closing that competitive how quickly can they actually apply this?

Ian: It it's hard to give exact advice because it depends on the size of the team and how bad they are. Mhmm. But the whole nature of it being an AI tool rather than just our time.

Steve: Because,

Ian: like, I've been asked multiple times, hey. I just got a sales guy. Can you train him and get him good enough to so I know it's worthy spending money? And it's just never been a cost effective use of my time. It's just never been worth it.

So once you actually have the ability to have them train with the tool instead of you, I think the advantage on the speed side is insane. Instead of waiting for the manager, waiting for an outside sales streamer that you paid a bunch of money, you just have a tool Mhmm. That you can plug them into that will score and determine how well they're doing and will tell you, hey. This person is ready now Mhmm. Or, hey.

This person isn't. Yeah. And it's just wait. You just can see right there. To me, it's almost instantaneous.

The question will be, how good are you at implementing what the tool tells you to do? If you can make the implementation as the business owner immediately, the answer is immediately.

Steve: Right. So looking at this, someone that's working with us right now, right, because we have clients all across the country. So, right off the bat, someone new starts. Right? They get access to the course.

Of course. Right? They get access to the library of all our trainings we've been doing for a long, long time. They get access to us. Right?

Now they're also getting access to the tool and the and the role play. It's only as fast as the salesperson can, like, drink out of a fire hose. Right. It's really what it comes down to. How fast can your sales guy drink out of a fire hose?

And if they want it bad enough, I say weeks.

Ian: I think so. Truly. Right? Yeah. That's why I say as close to immediate as makes no difference.

Steve: Yeah. And then as far as, like, the practical, as far as, like, you know, which tools, which interfaces we work with. So as of yesterday, we can plug directly in the smartphone. So, like, we have multiple clients right now. They're using smartphone.

I set them all up last night. All their data is going to smartphone, is going into our portal right now. Anyone using Fathom figured out how to plug it directly in, into our portal. Anyone using high level, you can plug it right in. So, like, everyone that's using those three, they're in.

Everyone else, work in progress.

Ian: We're still figuring it out a little bit. Yeah.

Steve: I had no idea when we started this that there are seven different CRMs for real estate on top of, like, five or six different dialers. Right. Yeah. Truly. It's crazy.

We've heard of dialers that we didn't know

Ian: Yeah. In just the last couple weeks, I'm like, what is

Steve: work with this? Like, what is that? What is

Ian: it? I don't know what that is. Yeah. Right? Sounds like is that a Latin pop store?

What's that?

Steve: Yeah. Yeah. But the incredible blessing, you know, and I've I've counted my blessings over and over again for all of this. Incredible blessings is that, a, pretty much everyone in this industry, if I need to talk to them, they'll pick up the phone. True.

Crazy unfair advantage. Yeah.

Ian: That's true.

Steve: Alright? And then, b, someone that was asking me, like, Steve, how did you guys build this? Like, oh, it's really simple. Super simple. Right?

You just have the one guy who's obsessed with everything about sales, has a podcast, closed my sales podcast, obsessed with all things sales, and you just have another guy with almost twenty years of business experience who used to be an engineer. You've got those two things. Pretty simple.

Ian: Yeah. I also make sure he's been the sales obsessed guy has been training AI for two years, and you're good.

Steve: You're good. As long as you

Ian: got that, you're set to

Steve: go. Yeah. And you get opportunity to, you know, train the top teams. Yeah.

Ian: And you you can

Steve: keep all

Ian: that data. You're you're good to go.

Steve: Yeah. So as long as you have those two things, you're good. You're golden. And then the other thing too is, we've had other people say, like, well, you know, why should we go with you? Right?

Like, there's other companies out there. There's other companies that are building out the AI tools, or they decide to do it internally. What do we say about that? In this market, every dollar counts, and bad data kills your leads and minimizes your deal count. Quality skip delivers fresh, accurate, never recycled skip tracing data unlike some other companies nowadays, which allows you to reach real sellers and increases real conversations leading to more deals.

And right now, for a limited time, get 50% off for the month of May, just 3¢ per skip using the promo code red. If you're serious about closing more deals, this is your edge. Go to QualitySkip today and level up your lead pipeline.

Ian: Do it internally if you like. We just gave an example of why we're a little bit ahead there. In terms of the other companies, the biggest thing I see

Steve: Mhmm.

Ian: Is that all of these companies are built by tech nerds

Steve: Mhmm.

Ian: And we're sales nerds. Yeah. The difference there, as I said, is that when you're building the tech product first rather than the sales side first, It might look prettier than ours does in the first week because of the tech side, but, ultimately, it has to get enough data to give good advice

Steve: in

Ian: terms of that. It's just like my favorite example of this, I I used the tool at a start up I was at. Very big famous sales calling school. I'll just say it. It's Gong.

Mhmm. Great. I loved it at the time. I loved it. I thought it was the coolest thing I'd ever seen.

One of the things I got as a negative on every single sales call I did when using it was it kept on giving me a a bad note for saying the words I don't know. And I was I looked. I was like, what did I say? I don't know. Like, this is as if I didn't know the answer to something.

See, the salesperson is lacking critical product knowledge. And I looked in the transcript where it was, and it was me going, let's say you, I don't know, implement this in two, three weeks. I was using in conversation, I was getting negatively scored. That's an example of tech nerds who are data driven trying to put their advice onto a sales call scoring tool versus engineering it from the get go to understand emotional sides of language, certainty creation, all the things that we train on that are nuanced around real persuasion and creating self persuasion within the prospect and how to do that effectively. We're coming from a place of giving it that preexisting knowledge and then applying data when we already train a bunch of teams that we're already now getting a heads on everyone else.

Yeah. So we will have the data and the preexisting framework. Those tools just you just ask anyone. Like, it doesn't give great sales training advice.

Steve: Right.

Ian: Ours is our it's basically my brain on steroids is how I think about it. It's my brain, everything I've been obsessed about over, which is, like, it is a true obsession. Mhmm. I tell you, I'm like, I have an obsessive personality, not an addictive one. And you're like, whatever.

But, truly, like, I'm I'm obsessed with sales and persuasion. Probably the reason I've gotten more into marketing copywriting is because it's just another version of persuasion. It's just another way I can put my obsession towards sales or something. I've gotten really good at teaching AI how to understand this stuff and how to give feedback and output that's an output that still aligns with that

Steve: Mhmm.

Ian: Methodology. So it's to me, it's a matter of, like, which did you wanna take advice from? A programmer or sales nerd? If the if now, if you wanna figure out a program better, I can't help you. Right.

If you're trying to score your sales calls, I am fairly confident that me with an AI tool is just me on steroids.

Steve: Yeah. Well, that, it's funny. Like, we had Adrian Hernandez on the show, and he asked me about, like, Teslas. Is it a real car? Right?

That's which is an interesting conversation. But if you look at this, I love my Teslas. I've said this. Right? Like, my wife's on her second Tesla.

Her second model x. I'm on my second model three. Love my Teslas. But make no mistake about it. It's a car built by a tech company.

Right. I love the car. Love the car, but it's not a Mercedes.

Ian: Right.

Steve: Yeah. Yeah. Right? Like, you drive Porsche drive a Porsche, drive Mercedes, drive BMW. That's a car made by our car company.

Right? They add tech to it to iterate, to improve, to be a better car company. It's still a car company. Tesla is a tech company that makes cars. It's fun as hell, but if I want comfort, I want creature comforts, not going with the Tesla.

Right? I get it because I like driving crazy. Right? That's the only reason why I have it. And so, the options then is, like, do you want it kinda like you said, a tech company to teach you sales, or you want a sales company that got better at it using tech.

Ian: Yeah. And, again, it's I I understand that they're data driven, and that's what they rely on. That is true for other fields besides sales. The reason this is a special point in sales is because, I'll say it again, so many salespeople get deals in spite of what they did, not because of it. And so when you have transcripts of sold deals and feed that to an AI or neural net to learn from that data, it will pick up bad habits, and it's really hard to unlearn bad habits.

That's why AI gives bad advice on sales stuff without preconceived instructions on what to give and what not to do give. So as a result, it doesn't matter how much data they have. They will need so much more data than they currently have right now to catch up to where we're at. And now that we're including this and getting more data, I think it's just gonna be lights out.

Steve: Yeah. And I think the cost, right, of not doing this is that every day that goes by is you got a sales rep who's not, you know, more or less AI infused for sure. Right? Every day that goes by, I don't know what that revenue cost for that rep. I don't know how much that's company costing you as a company per person.

But, you know, every day that goes by, I feel like it's every day you're losing progress.

Ian: It's I mean, I'll also say it's so true. I've I've taught this AI. Like, it understands if it doesn't under if it's not certain about a certain tactic a salesperson used to wait to judge until it sees the prospect's response. Like, because it it has learned to be more humble with tonality because it's missing aspects of it. Mhmm.

So because of that, it actually knows to not give bad advice by default based on just what a salesperson said because it knows it won't pick up all the tonality. Like, the nuances of that is stuff that is a 100% unique to what we have. Mhmm. I know that is nowhere else. Yeah.

And so getting that at scale for your company, it's it's just it's absolutely a game changer.

Steve: Yeah. And it's funny. Right? Because how about other companies? I saw someone do a demo.

Right? And they're like, oh, yeah. Do you guys do this? I already built this. Let me show you what I got.

Right? And I was like, okay. Let me see what you got. And he opened it up, and he showed me his prompt. And I was like, how would you say this if you were a Journe Buffer?

That's a chat CPT prompt. I was like, wow. Okay. That's the competition? Fantastic.

Yeah. Alright. Hilarious. So, you know, so everyone's listening right now, people that wanna get don't wanna get, be left behind. We've created something called the Founders Club.

Wanna talk a little bit about that? Yeah. I

Ian: mean, part of this is because we are not tech first. We're sales first. We're setting a price point in terms of Founders Club that say thank you for people taking a leap with us to invest with us as we grow this thing as we add more stuff. And so what's so exciting about Founders Club is that we're promising people who get in that you as our prices increase inevitably to become more competitive as people are screaming for this, As our costs increase, running more data, running more stuff for AI, you stay locked in as a thank you for it.

Steve: Mhmm.

Ian: So it's one of the things that I'm very proud to be able to offer to people because of how powerful it is that I know what this would be worth if this was being charged for for one of these other big dogs. And for us to be able to lock people in at such a lower rate is insane. Yeah.

Steve: I mean, looking at what we're charging, compared to other companies, their setup fees. Actually, less than our setup fees.

Ian: It's less than our setup fees.

Steve: What we're charging is less than other companies' set of fees, let alone their monthly fees. Right? And we're doing this because I want for the people that we're working with to grant them the superpowers and just obliterate everybody. Yeah. We're just gonna

Ian: We're in the growth market share mode. As a result, if you hop on now, you get it for less. Like, there's there's that too.

Steve: And you'll also be on the growth Yes. Field because you're gonna be gobbling the competition. Exactly. Like, again, like Grant in Dallas. Right?

Like, they're already using it right now every single day.

Ian: Yeah. And I've I've got people I train who tell me they put every call through. They're like, it's the free tool. Like, it's crazy.

Steve: So, if you guys are, listening right now and thinking, like, I can't afford to be left behind. Right? Because this is about not just the price. It's not about the price. It's not just about the money.

It's also the the timing. Right? Like, you get this before everyone else. Because this is the first time we're really talking about this publicly. This is loudly about it.

Definitely. I've posted it on Facebook. I posted this on Instagram. But I haven't really been screaming about it from the mountain toss because we didn't have we had something that was conceptually there. We now have something that people are actively using Yeah.

Every single day. And raving about. And raving about. So if you think you feel like you can't let behind, what I would suggest, right, is go on to objectionproof.ai. Right?

Objectionproof.ai. Just use it. Use the free version, which we haven't really talked about. We can have a free version.

Ian: We just get, like other people are like, why are you not charging for just this? It's like, yeah, we're giving this for free.

Steve: Yeah. Because we want you to see it's night and day. Like, there are other companies out there. Say they have something. We want you to see.

It's you can't even compare what we offer with everyone else. So you get it for free. Right? So check that out. It's everything else we talked about as far as the self managing sales team that you wanna check out the founders club.

So go to objectionproof.ai. Try the free tool. Once you once you've tried it and you love it, because we know you will, then at that point, book a call, talk to our team. Anything else you wanna add to that?

Ian: I just think this is, like it is the most exciting time because, eventually, this is just gonna be the gold standard. Mhmm. The people that are taking action now, like, get in before that gets started. Mhmm. It's buying Bitcoin when it's a dollar, basically, is how I think about it.

Steve: Yeah. If you're using this, this could be your opportunity to catch up to everyone else before they use it. Exactly. Yeah. So let's talk about the future.

Right? So, like, where do we see the landscape with AI and sales?

Ian: I I think it's gonna be an inevitability that it's included in every way, shape, or form. I don't know. I get asked all the time, like, why train salespeople? Because I think AI will be calling to sell. Maybe.

I also just think regulation is gonna come and destroy that for most business to consumers Yeah. Experience and probably business to business as well. Like, people wanna talk to someone. Yeah. So the more important aspect will be, how does it not touch?

It's like the only thing I think it might not do is that the salesperson still has to have most of the conversations. Mhmm. Everything else will be touched by AI. How they're trained, how they're onboarded, how they're, how the calls are scored, how their the leads are sorted, how they're prioritized, how the notes are taken, how the follow-up sequence is set up, how the salesperson's driving route is. Everything is gonna be AI.

Mhmm. The only thing the salesperson has to do is show up and do what it's been trained to do. Yeah.

Steve: I mean, you look at lead scoring. Right? Like, we haven't even talked about that. But we're gonna be scoring the leads, so that we know, like, if you follow the sales process and this is what happened, now we know, like, hey. Here's a good lead.

Here's not a good lead. Yep. Having the rhythms, knowing, like, hey. Given what this conversation was, this should be a three week call or a two week call or a four or a two month call. I think that AI can do just about everything except

Ian: sales. Yeah. The actual sale. Right.

Steve: And I think it could do the inside sales.

Ian: It probably could do most of it.

Steve: Right. I think it could do we're probably twelve months away. Probably able to do the inside sales. So if you guys are in inside sales, I'm sorry. I think we're probably twelve months away from that.

But to do the outside sales, the the biggest gap AI has is that it has all the knowledge. It doesn't have the inventiveness. Yeah. It doesn't have the imagination. Right?

And it's doing pretty good. It's making movies or whatever, but it's like, who knows where it's going? It's hallucinating. Like, someone I was talk I was doing a demo yesterday with a client. And they're like, well, can I do this, this, and this?

She's like, look. When AI doesn't have the answer, it sounds like a drunk eight year old. Right? Like, we don't know what it's gonna say when it doesn't have a reference point.

Ian: Yeah.

Steve: When it has a reference point, it's pretty damn smart.

Ian: Yeah. It's really good.

Steve: If it does have a reference point, that's where the imagination comes in. So I think, you know, it's gonna take it's gonna replace a lot of roles. I think a salesperson is still it'll be absolutely hand key. And I think there's gonna be a, you know, the, people have complained about this is that we're a country of haves and have nots. I don't norm I don't necessarily agree with that, but that is, you know, a general a generalization.

Right? I think it's gonna be like, do you have AI or you're out of business? I completely agree. I don't think there's any other way. Right?

And so I'm just excited that we're able to, you know, take the lead on this. Because remember, like, in our in our annual meetings or quarterly meetings, like, what's gonna happen? Like, what's the greatest threat? It's like, yeah. It's gonna take our business.

Ian: I think so.

Steve: So who better to than to disrupt the sales industry, than us? So, let's see here. Did we did we cover anything else that we're gonna be working on? We talked about the role play. We talked about the interviewing.

We talked about the we talked about the follow-up. Right? Oh, I guess the last thing that we haven't really talked about is well, I'm also excited because, you know, like, somehow, Tesla doesn't make real cars. Right? We talked about that.

But if competitive advantage competitive advantage Tesla does have, it has more data than anybody else. Right? What I'm excited to see is we're not gonna have how is Ian doing against the other salespeople. We're gonna have how is this company doing against this company? Because I am categorizing in there what industry everyone's in.

Yep. And one of the categories is wholesale. So we're gonna have in there, hey. Here's what the wholesale companies are doing as far as scoring wise, and we're gonna be attaching revenue. Because it's not gonna be like, here's what Ian's theorized.

This is the Yeah. Yeah. Best sales practice. We'll have real data. It's not gonna here's what Steve's theorized.

It's not gonna be what some other guys theorized as best sales practice. Or, you know, this industry, a lot of Mavericks. Right? Forget what they said. This is the best way.

We're gonna have real data. Yeah. And we're gonna say, here is what it takes to win in sales. So we're gonna say, like, you know, we're gonna see average revenue, and we're gonna look at how they're doing, and we're gonna reweight all the categories. But now you can see, like, how does, you know, We Buy AZ Homes in Phoenix compared to maybe Eric Brewer's team

Ian: Yep.

Steve: In York, Pennsylvania, compared to Phil Green's team in San Diego. We're gonna be able to compare side by side. How does my average sales guy compare against his average sales guy? Not just in production, which we'll we'll have, but also in quality of sales conversations. And once you have that, now you're gonna know, like, where we're falling short and how we can improve there as well.

Ian: Definitely.

Steve: So, again, guys, if you wanna check it out, objectionproof.ai. Again, we have a tool for free. It it has the the, script review has a role play bot up there. It's still the first iteration. It's still there.

That's what the other Oh, okay. Thing. Alright. Still the the the role play bot. So that's there right now.

Objection proof dot a I. Like I said, check it out. You can upload a transcript. You can upload a text file. You can upload a WAV file and an m p four.

Can't really make it any easier for you.

Ian: Go go try it out for free. Seriously.

Steve: Yeah. Yeah. And then once you try it out, you think this would be good for your team, then schedule a call. Talk to the team. So thanks a lot.

Thanks. I think this is good. This is super exciting, what we're gonna do, disrupting Yeah. The sales industry. So I'll see you guys, later.

See you guys next time. Appreciate you guys. Thank you guys for watching. Shout out to Steve train. Jump on the Steve train.

Disrupt us.

How To Build A Self Managing Sales Team With AI

Key Takeaways

Want to close more deals?

Never miss an episode

Quotable Moments

Full Transcript

5 Lessons I Learned In 2025 You Must Copy To Crush 2026

How To Build A Self Managing Sales Team With AI

Key Takeaways

You Might Also Like

$6M in Profit in 2025 with Only 12 Employees

1 In 4 Motivated Homeowners Reach Out To Us Before Selling

Want to close more deals?

Never miss an episode

Quotable Moments

Full Transcript

5 Lessons I Learned In 2025 You Must Copy To Crush 2026