Episode #73 This AI Strategist is Revolutionizing Business with the Rule of 100 ft. Daniel Englebretson:

Daniel Englebretson is a multi-faceted entrepreneur and AI strategist on a mission to democratize artificial intelligence. As the creator of the "Rule of 100" framework for AI integration, Daniel is transforming how businesses approach AI adoption. His expertise spans AI strategy, education, and entrepreneurship, with roles including founder of Elynox.ai, co-founder of ShiftHX and Khronos, and instructor at Wake Forest and Elon University. Recognized as the "AI Strategist" at the 2023 "AI in Revenue" conference, Daniel's unique talent lies in translating complex AI concepts into actionable strategies. His practical approach to AI implementation, both in business and personal life, makes him a compelling voice in the ongoing debate about AI's role in shaping our future.

Check out the resources Daniel mentioned: https://amzn.to/3ZxOh0B

Follow Daniel: https://www.linkedin.com/in/danielenglebretson/

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Transcript

00:00 
This is the Revenue Reimagined podcast where we talk about what else all things revenue with the best senior leaders across sales, marketing, customer success, and RevOps so that you can scale your business by reimagining how you think about revenue. 

00:15 
I'm Adam Jay and I'm Dale Zwizinski. As always, thanks for hanging with us. There's a million ways you can be spending your time and we're grateful that you're choosing to spend it with us. Be sure to check out our newsletter if you want the show notes, amazing giveaways, and the tactical advice on how to uncomplicate revenue. 

00:32 
Let's get to it. Welcome back to another episode of the Revenue Reimagined podcast. Blessed with Dale and I, but today we have Daniel Engelbretson with us today who is a multifaceted entrepreneur AI strategist who is, and I love this, on a mission to democratize artificial intelligence. 

00:51 
As the creator of the Rule of 100 framework for AI integration, he is transforming how businesses approach, ours included, AI adoption. Recognized as the AI strategist at the 2023 AI and Revenue Conference, his unique talent lies in translating complex AI concepts into actionable insights that even someone like me can use. 

01:12 
Daniel, welcome to the show, man. I'm glad you're Adam and thanks for the introduction. Hey Daniel, thanks for joining us. It's been a little bit of time. So you and I originally met at Book and Weekend with Sangram and there's a lot of ties into the go-to-market partners world. 

01:29 
You've worked with Sangram a bunch. So, you know, as you and I got to start talking over that weekend, there's some light bulbs that went off because the book that you're looking to write is all about how AI can actually help people through the challenges that they're trying to democratize AI. 

01:49 
And then as you and I continued to talk, I got super interested in the Rule of 100. I know you've done some LinkedIn training on Rule of 100. Give the audience a bit of a... background on what the rule of 100 is and how they should be thinking about that when they're building out something like a go-to-market strategy. 

02:09 
Yeah, absolutely. I guess I'll start with a quick introduction of kind of what it is and we can take it from there. But to be honest, it's kind of an organic path that I found myself going down as a business owner, as an entrepreneur, as an individual, as a father, as somebody who just living their life. 

02:27 
How did I kind of get familiar with and start getting value out of collaborating with AI? And it originally came, because I've always been a bit of a tech adopter type person kind of in the MarTech space and I can't really help myself. 

02:42 
And so it came from me giving myself the challenge. Hey, everyone says this thing is the best thing ever. Well, let's figure let's see if it really is. And I said, let me put 100 minutes in and see if I can get 100 minutes back. 

02:53 
And so I said, I'll just play around with this thing until I spend 100 minutes and I'll just see what it's about. And that actually quickly turned into, Oh, I wonder if I could get 100 minutes back in my week. 

03:04 
And then that became, Oh, I wonder if I could get 100 minutes back in my day. And I just kept pushing myself on, can I actually get more time in my day to do the stuff that I want to do, whatever that might be as a result of learning to collaborate with AI. 

03:19 
And that was kind of where it started. But it where I wasn't really calling it rule of 100 or anything like that at the time, but what I realized over the course of doing this is that it's actually more about exponential gains. 

03:32 
If you think as a human, you can spend time and learn how to do something and get 10 times better at something. That's, that's feasible, but it's not really feasible. You're going to get a hundred times better at something, you know, no matter how much time you split it, who you put into it. 

03:46 
And so the reason why I ended up calling it rule of 100 is because it's about getting stacked 10 X multipliers where you're getting beyond like what you could do as an individual, excuse me, as an individual and into things that just weren't really possible before AI. 

04:00 
So, so that kind of evolved into a maturity model and a course of LinkedIn and some classes I teach and things like that, but it's really all aimed at you as the human, there's things that you want to be able to do that you haven't been able to do before. 

04:13 
And if you learn a bit about how to collaborate with AI, you can open up a ton of new doors opportunity for you, whether that's personally or for your team or for your org or your GTM strategy or, or whatever it might be. 

04:25 
And so to land that the GTM piece really came from at the time I was running a B2B marketing agency called Chronos that was entirely, uh, account-based marketing, basically managed services. And I was kind of cutting my teeth on processes and documentation and training and systems, all in the context of GTM at the time. 

04:45 
time. And so naturally, because I spent so much time in that space, a lot of it lends itself that way. But it kind of became more of a personal mission along the way as well. So that's the background. 

04:57 
Love it. Love it. So AI is scary to a lot of people, right? You know, we've heard AI is going to take your job, AI is going to eliminate, you know, all sorts of roles. And I think a lot of what people hear is the negative of AI. 

05:17 
And it's this catastrophic thing that if not unchecked, is going to basically make all of us useless. Obviously, you embrace AI, I'd love your counter take on that. And to talk a little bit about why that's not the case and how you specifically see AI helping go to market. 

05:37 
Yeah, that's a great question. Part of it is, you know, media's portrayal of AI forever was basically the Terminator. And so already kind of baked in that people's immediate reaction to artificial intelligence is, you know, Skynet or something there, right? 

05:55 
And as much as we sit here and laugh about it, it's still there's this like subliminal, like, oh, robots are going to kill everyone. Like, hey, because how many movies have been about that, even like really good famous movies like Space Odyssey or whatever. 

06:08 
So so that's part of it. But then part of it is there's also a lot of just noise and a lot of hype and a lot of big statements that that either are kind of taken out of context or weren't really well understood in the first place. 

06:25 
And so I think that there are absolutely scenarios where people could use AI and come up with negative ramifications that definitely can happen. But but I think that if you push yourself to get the most out of how you're applying AI as an organization, as an individual, as a leader, whatever that might be to you, you will quickly find that eliminating human from the equation is not the best possible outcome. 

06:49 
So there are definitely scenarios where this happens. And there are definitely kind of, I don't mean it to sound as negative and sound some cog in the machine type roles that exist are going to be negatively impacted by it. 

07:05 
But I think as leaders, we have to be really pushing ourselves on, you know, how do you maximize this opportunity in a way that's more meaningful for the humans on your team inside your company or partners or customers, whatever that might be, and that human experience overall. 

07:19 
So sometimes it kind of weights heavy into operational efficiency and headcount and cost reduction and things like that. But on the GTM side, there's so much opportunity around customer experience about surfacing observations and insights and reinforcing those relationships and moving faster and smarter and just better. 

07:40 
overall. So I think there's huge opportunity in in AI helping us just be better humans. And that's where a lot of the opportunity is. And we see that in GTM already with things like one to one messaging and event like growth and, you know, all these really heavy relationship driven things. 

07:58 
So stopping the process of thinking about like a robot and starting the process of thinking about as an augmentor that can help you do what you already know is better, better, I think it's kind of the first first step in that direction. 

08:11 
And I don't think augmenting or eliminating rather that the cog in the wheel thing, so to speak, that we shouldn't be paying a human being to do because it's the same thing over and over and over and over again is necessarily a bad thing. 

08:25 
To your point, when you say we're going to lose the human approach of sales, and we're going to have AI SDRs, and you're never going to talk to a human, like, I think that's very different than you know, every time a contract has to be created, I started my career in healthcare. 

08:42 
We have a whole contracting team that has to spend, you know, three to four hours creating every single contract because they have to redline and tweak it and automating things like that I actually think is a good thing so we can get people doing productive activities versus the same repetitive task over and over and over again. 

08:59 
One of the reasons why I think AI was so fast to come on for the GTM world is because we've all been working hard to automate our processes forever. Like the MarTech kind of boom over the last since there's been MarTech putting whatever years more has all been about doing more with less faster and you think about tech like marketing automation or account-based targeting or whatever it's all been about smarter resource allocation and you've had the people who sent the hundred thousand emails to a blind list and they did a crappy job of it and that was always bad automation and then you had the people who used lead scoring and predictive modeling and all these other cool things to actually do it smarter and better and so I think people were already doing crappy automation they were already eliminating roles you know for better or worse it's just the tech has made that a lot faster and it's been in the barrier to entry is a lot lower so it's easier to do misguided or not well thought out things faster but it doesn't mean that the thought process behind it has any there's really any fundamentally different than what it has been which is why I think you know A-B testing and all that kind of stuff has it just fits with how GTM teams have been operating for so long. 

10:17 
Yeah Daniel one of the things I started thinking about is because people get so scared on what may change in AI what is a relevant comparison to the past of we used to do this and now we did that that people can go to say okay this is similar to this is going to be a really bad example, but, uh, horse-drawn carriages to cars, like there's, there's this evolution of change that happens. 

10:43 
What would be a good comparison for people on listening to this to say, look, it's not as scary as it, it will be because it's changed, but what's that comparison from something in the past that you can think of? 

10:56 
The horse-drawn carriage thing is actually a pretty, pretty common one or, or even like the, the loom and textiles and things like that as well. Anytime there's these big shifts, big technological shifts, you know, a lot of people get displaced, but overall there's a net positive. 

11:09 
And I actually, one thing that always jumps out for me is imagine if you're, if you have the best intern that you had ever had on your team, uh, the work that you would put in to get that intern up to speed, there'd be work in that and you need to be responsible for that. 

11:26 
But once you have that intern up to speed, that intern is going to get something valuable done for you. Uh, if you put the time and the energy into that. And I think the intern analogy comes up a lot, but another way to think about this is as the leader of the org who's doing this, you're not just adding an intern to your team. 

11:44 
Your job is to get your team of highly capable people to have their own team of interns working for them. And so if you could do that, if you could give every one of the people on your team a high performing intern or five of them, what would that do for your company? 

12:00 
And so I think, you know, and the reality is more and more, we're not even just talking about interns, we're talking about PhD level stuff, depending on what you're talking about. And if you put the time and energy into it, and I think where people lose the trail or the path here is if you're thinking about it like a person and you're working your workflows like you currently resource allocate today, 

12:25 
you can't just be like, oh, what if I gave you a hundred people right now? Because your business, if it had room for a hundred people right now, you would not be running a good business, right? You don't leave that much room on the table. 

12:36 
And so it's really hard to think, well, what would I do if I got a hundred more people on my team? And so it really comes back to like, how do workflows change? How does resource allocation change? How do I think about resource planning if I could unlock this capability? 

12:50 
And so that's kind of like where it goes, but even just taking it all the way back to what if you could put a hundred minutes back in your day? Like literally your day, or what if you could do that for every single person on your team? 

13:02 
Like even that alone would be huge. A hundred more minutes a day for your entire team would be huge. So you don't have to necessarily start with this huge, like automobile to horse one carriage in scenario. 

13:15 
You really can start with like, where could you get a hundred minutes out? And there's countless opportunities for that if you take the time to kind of roll back and think. It's just, if you stop there, then you're just left with, okay, I got my hundred minutes and that's great, but you didn't really go kind of where it could go back to the idea of the team event. 

13:34 
parents. So that's that's kind of what crosses my mind when I started thinking about that. And as you were saying that one of the things that came to my head as you were talking is like, we need to onboard the intern like we would onboard everybody anybody else and and the challenges people don't really want to do the onboarding part, which is the pre work the prep the prompting because they're like something happens. 

13:58 
They need a result of something could be messaging could be could be a series of things. So they they do it half ass or like give me a script for blah, blah, blah. And then they wonder why like it's shitty output instead of being like really documenting it. 

14:15 
Well, actually, one of the things I saw from the chat GPT playground in the last three weeks or so is the ability. They have it in beta for it to generate the prompt for you. So you just give us some information and it'll generate a better prompt for you. 

14:32 
Um, so that whole thing of, one of the things I've been learning as I've been collaborating with you is talking as it, as if you're articulator and communicating to another human being. Like people are thinking I'm talking to a, uh, an AI bot, but you actually have to have that conversation with somebody else. 

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15:10 
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15:35 
Like they would know who you are, at least a little bit. If they were your employee, they know about your market or the company, even if a new hire, they would know a little bit about what they're getting into. 

15:45 
And you would know a little about who you just brought on your team from the resume, whatever, you have all the shared context, if it's a real human, but with the bot, there is no shared context. And so when you're communicating with it and thinking about communicating as a human, you have to also think about, well, what context do I need to get this person that I'm communicating with? 

16:04 
So that this is even meaningful and an analogy I use is you would never walk in a room of a random thousand people and expect them to be able to write your ad campaign for you. No chance, you know, like it doesn't matter how good they are or not good. 

16:16 
They are. You couldn't just pick a random person out of a thousand, be like, write my ad campaign. But if you have a bunch of documented standard work, or you have your personas and your positioning document or whatever, that homework, and you gave that to the random person, there's a lot better chance it's going to go better at every layer of context. 

16:32 
that you can provide, even the smartest random person ever can probably read through all that and get it up to speed. And that's kind of like what you're trying to do with AI. So yes, I do think it's important to have a collaboration and be thinking about it in that way, but the flip side of that is to recognize that they are not actually humans and you need to give them all that context that you would otherwise just assume that they have. 

16:55 
All right. There's so much you said that I find fascinating. The PhD comment really resonates with me because I look at things that I use AI for, and I like to think I'm a fairly intelligent person. Some might debate that. 

17:13 
But nonetheless, I certainly can't do PhD-level stuff. And when I look at, with proper prompting, what AI has been able to help me do, to your point, that has saved me certainly more than 100 minutes and certainly probably more than 100 days if I were to do it all by myself and definitely more than $100 that I would pay someone to do it. 

17:36 
There's a huge benefit there when you look at using it correctly. What I find fascinating, and I'm super curious your thoughts on this, is I think the value that I've seen most people get or not get out of AI comes down to the level of prompting. 

17:58 
You were talking about how you have to think of it as like a team of interns, right? And I love that, but the prompting is arguably the hardest part, certainly in my mind. I've seen jobs posted on LinkedIn for very high six-figure amounts for like prompt engineers. 

18:13 
Where do you think the world of prompting specifically is going and are we going to get to a place where the AI actually makes the prompt that you could just say in super simple stupid layman's terms, this is what I want it to do. 

18:26 
And then the AI is going to put in this really complex prompt to get you exactly what you need without having to prompt and re-prompt and re-prompt. This is a really phenomenal question. And to answer, I got to take one step back and say measuring value. 

18:41 
And yes, there's lots of ways to measure value, but I really am passionate about one of the key ways to measure value is meaningful impact for you. So it's not just about getting the deliverable, it's also about getting something more than what you could have gotten without AI. 

19:01 
So it could be, for example, I don't have to work as many hours today, or I could do this while I'm walking my dog, or I can just get a better result or have a better shot or whatever that means to you. 

19:12 
But there is getting the deliverable, and then there's getting one for you. And when you really learn how to do this, you're getting a lot for you and doing whatever you want with that. And so part of the reason why I want to flag that is because answering that question, has a lot to do with what's meaningful to you. 

19:31 
And hopefully I don't butcher this analogy in this podcast, but analogy I like to use for this is making a cookie. If you asked AI to make you a sugar cookie, give you a recipe and a steps for a sugar cookie right now, it will give you the recipe and a steps for a sugar cookie right now. 

19:48 
If you went into your kitchen with chat, you can see on your phone, you took a picture of kitchen and your pantry in the fridge and you gave it to it and said, with my kitchen and my ingredients, make me some cookies, it would probably do a pretty good job at that. 

20:01 
And better prompt engineering over time will probably make that easier, easier and easier. But it doesn't matter how good the prompt engineering gets, it will never be able to make mom's cookie. It will never be able to make mom's cookie because it's mom's cookie. 

20:16 
And there's something else in that cookie that's not in your kitchen, it's not in your pantry, it's just something else. And that's the human piece of it. And so yes, exactly or whatever that is to you and so whether it's mom's cookie or your friend's cookie or whatever that thing might Be and the point is that if all you need is a sugar cookie fine But if you're trying to get mom's cookie, you're not gonna get that from the AI. 

20:39 
You're just not you know At least not the vanilla AI You've got to do a lot more work to get it up to speed and deliver of mom's cookie And so so part of the reason why this gets so hotly contested is because when you say to stick with my analogy Oh, hey, I can make some cookies one guy's like hell. 

20:56 
Yeah, I can one guy's like no way It's not making mom's cookie and one guy's like are you kidding me? No, I could ever make a cookie because cookies are sacred like you know No, I'm not even gonna talk about it You know like because the art of making the cookie is so important to that person And so it really just depends are like whether we're talking about ads or a blog or a book or a website copy Whatever some people care more about that given thing or not And so if you just want the generic fine have the thing make your body get your generic if you just need a generic Web page copy for three kilots deep for this whatever technical thing maybe it doesn't matter But would you would you let a generic bot make the home page copy for your brand if you're the owner or the founder? 

21:37 
No, you might you might play with it some but I mean you're you're you definitely would heavily critique it So it just depends on what you're doing. And so yes problem engineering is super important. 

21:48 
It will drive a lot of Better outcomes, but what I always like to say that I didn't make this up myself It's more about the problem framing. It's more about what am I trying to do? Why am I trying to do it? 

22:01 
What what am I gonna do with the result and really framing up the problem and humans are really really really good at framing up the problem and You whoever you are are uniquely good at framing certain problems and the more unique that is or valuable That is the more niche that is the more that's worth to other people But you still have a way you like to do things and if you can get really good at framing mean the problems, 

22:25 
then the prompt engineering, whether you're good at or not, or the AI writes it for you or not, kind of come second. And so I think that it will always be important to understand what's possible and how to get the best result. 

22:37 
But it's, it's, it's kind of like, to use another bad analogy, it's like, or sticking with the cookie analogy, you're always getting the sugar and the flour, but the temperature and the amount or whatever it matters. 

22:48 
So that's kind of how I think about it. And I think the AI is going to continue to get better. And it will always be able to make better and better and better generic cookies. But there are going to be things that humans want that you just can't get from a generic. 

23:02 
I actually think that's a great analogy. You know, if I look back, just even last week, so I do a mean penne a la vodka, right? Probably my favorite thing to make, I've perfected it over the course of years. 

23:16 
People ask me if the recipe all the time, and I give them the exact recipe. like the exact recipe. I don't leave out like the super secret ingredient. And you always get back like, it was good, but it wasn't the same as yours. 

23:30 
And I and to your point on AI, like, it's exactly the same thing, right? Something is left out without that human touch. At the end of the day, you know, it's going to be different. It's I talk about it with sales a lot. 

23:41 
Like if you get Dale and I on the phone with a customer, we could both say the exact same thing with the exact same process in the exact same way. And they're just gonna like one of us better because of our tone of voice, our tonality, our posture, etc, etc. 

23:54 
Usually it's Dale, they like better. But nonetheless, it's very similar. So I think that engineering is key, but I would love to see it get to a place and it has over time, I definitely feel like I have to prompt less. 

24:07 
And as the AI gets to know you certainly, as well. But I'd love to see it get to a place where it's so democratized that, you know, my my 13 year old could go on to pick your AI platform, put in a prompt and get more than just his algebra homework. 

24:22 
Yeah, yeah. And I think it's possible. But I think the guy or gal who likes your pasta, and has had it before, can tell if you gave him the crappy version of the pasta, and people will value and pay for Adams version of the pasta, not everyone, but some people will, and they will know when they didn't get it. 

24:43 
It doesn't matter how good the AI gets. And even if you get a lot faster, or a lot better at it, or whatever, people are still going to be able to tell if they really know what they're looking at, and they're going to pay for that. 

24:54 
But it matters to them. And so in the conference of GTM, like, I think people can taste, so to speak, when it's not real, when it's not the real thing, and then they have to decide y'all all together have to decide doesn't matter. 

25:10 
And sometimes it doesn't. Sometimes it doesn't. And can your daughter or whomever get to a point where they can get there? Absolutely. I think about learning to collaborate with him. and a lot like getting a degree. 

25:22 
You put a lot of time, a lot of energy, and when you're done, it is yours. And you go get jobs based on that, and when you leave, you take it with you. No one's taking that away from you. And it's how you do the thing. 

25:32 
And so I think we all approach things slightly differently, and some things you just always do the same way because that's how it is. And other things, there's more of an art to it. So I think it just depends on what you're doing and how you want to do it and how important it is and kind of the way you approach it. 

25:52 
So I think you're going to continue to see the frontier shift a little bit, but I personally don't think that AI, well, let me rephrase this. I think that if we went down the path of humanity, of leaning out all the humans and genericizing everything, we will quickly find out that we eliminated our competitive advantage. 

26:14 
which are the people who have that niche experience, that niche relationship, that niche understanding, and they're no longer around because you lean them out. And now you just commoditize your product. 

26:24 
And I think, I think that's where it will end up because we will, we will continue to be smart about how we solve problems and make things unique and so on ahead of the tech. So that's my personal opinion. 

26:36 
Yeah. And I, you know, I think what will end up happening is it's always a, it's always a pendulum swing, right? So now we're swinging the pendulum like way the other way. And then when it's not working, the way everyone has expectations of it working, like it'll start swinging back into the middle and you'll, you'll get some, it's, it's like the hype curve or any other thing that you talk about. 

26:57 
Like you'll get to a place where the leverage that you have in the change that you, you build out will be your competitive advantage. Like a lot of people that may be listening to this, you could compare it to all the work they did over the last two years on LinkedIn on writing content, writing posts, getting people to follow them, et cetera, et cetera, would be the same amount of work you have to put in to building out the right prompting engineering conversations with the AI bot or the brain to get the results you want. 

27:27 
Like you're not going to get a hundred thousand followers by not posting every day consistently valuable content type of thing. Yeah. Yeah. And to take that a little further, uh, you aren't going to get this big, huge complex deliverable overnight, but you will get incremental improvements. 

27:45 
Oh, I got my rhythm down. Or, oh, I learned how to do this. Or, oh, I have my formula for that. Or, oh, I've tweaked this mess. Like those little incremental improvements that came along the way, they are meaningful and they do matter and you have to get them before you get to the end result. 

27:59 
And I think a lot of the hype and the frankly BS that's out there is like, Oh, do this one thing and you'll jump all the way to the end. And like, that's never going to work in any scenario. Like it's just, it's just not, or, Oh, buy my tech and you can jump to the end. 

28:14 
Well, yeah, you might be able to jump forward, but for really deeply personal stuff like what you're talking about, like personal brand, there's no tech you can buy that's going to solve your personal brand. 

28:26 
It might help you go faster or smarter or whatever, but it's not going to solve it for you. And I think that's where we're going to continue to have humans in the mix. We're just going to be able to do it faster or more completely or whatever that scenario is. 

28:39 
Well, and yes, for the humans, because especially when it comes to personal brand, I can tell any time I'm convinced I can tell any time someone's using AI on LinkedIn, whether it's to post or whether it's to comment, I'm convinced that I could tell any time someone's using AI for cold email, because it usually starts with hi, Adam, I hope you're doing well. 

28:58 
The fact that AI hasn't figured out how to exclude that blows my mind. But you still need that human touch. And I think that that to me is my key takeaway from our chat today, right, is like AI is great. 

29:11 
AI is powerful. But without the human touch, AI is AI. Just like my car is my car, my desk is my desk, and my penne alivaca is my penne alivaca. Yes, I wonder how many people are getting exactly you should post it. 

29:28 
But but to add to that, though, just just to keep it front and center, it is also not just getting the thing but getting a more meaningful experience out of creating the thing. And this is I just wanted to bring it back around that because it's it's I think such a huge miss that people aren't rethinking their workflows. 

29:45 
They aren't rethinking how they do their work, they're aren't rethinking their days. Like, like, just as an example, my wife asked me yesterday how productive my day was at the end of the day. And I was like, man, I didn't get all these things done that I want to get done. 

29:55 
But I was like, but you know what, if this had been pre AI, I got like two weeks worth of stuff done today. And it's like, like realizing, oh, just because I got done way faster than I got done before doesn't mean I wasn't productive. 

30:08 
Like just because I can crank out my sales proposal in 15 minutes now, it used to take me three days doesn't mean I didn't do three days worth of work, you know. And my point in that is, like, get some of that back for you, you know, like, just, you know, like, you can do so much and so differently than you could before. 

30:27 
We all of us leaders, people have an opportunity to kind of rethink some things. And in light of how this equation is shifting, and I think not not asking yourself, how can I change my day to day, how can I get this back to myself, you're losing out on that, you know, so so I definitely want to bring that back around. 

30:47 
But yeah, I totally agree with you on on on your statement as well. Love it. Full circle is where we're at. Daniel, before we end, we'd love to do some rapid fire with you. 10 words or less. Are you game? 

31:04 
Okay. All right. Yeah. Early, early bird or night owl? Early bird. What's what is one book or resource that people should be using today that are novice in AI? I think it's called MIT's essential learning there and you can get them for free on Audible but they have tons of like five hour courses on all kinds of stuff that's one that immediately popped in mind but if you says the link if you put if you says the link we'll put it in the in the note yeah what um what's your favorite guilty pleasure snack trail mix a lot of like mix nuts or trail mix or something if you weren't in tech what other profession would you would you be in landscaping. 

32:08 
Interesting. I've said this before, actually, landscaping. I have a yard that could use some work. Other than your iPhone, or Android, if you're an Android guy. What's the one tech device you can't live without? 

32:26 
My Aura ring. Nice. Really? First time we've got that one. Yeah, I've been thinking about getting one. You and I have to chat about that. Oh yeah, I could go all day about Aura. Number one fan here. Okay, cool. 

32:42 
Last one. Let's let's finish it off. Dream vacation destination. Okay, 10 words or less. Hot and lazy. Like I always joke there's people who like trips and there's people like vacation. I'm the kind of person who doesn't want to play it. 

33:04 
I don't want to do anything. I don't want to sit. So every summer for our anniversary we go to the Florida Keys and rent a house and we do nothing for a week or two and it's great. So wherever I could go that is hot and lazy. 

33:16 
Hot and lazy. Okay, I love it. Daniel, thanks so much for joining man for sharing all your insights on all things AI. I certainly learned a lot. We appreciate it. Where can people find you? How can they connect? 

33:28 
Definitely on LinkedIn. That's probably the best place to get me. Cool. We appreciate it. Thank you so much. Thanks, Daniel. Appreciate it, man. Thanks, guys. Thanks so much for listening. We hope you enjoyed the conversation as much as we did. 

33:39 
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33:54 
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