Okay. So I wanna I wanna set us up pretty good, you know, upfront fee and then kinda like a commission based every single month as well. You know? Well, do you know the volume they're doing in terms of, like, new new customers at the moment and and stuff? You know, I don't have the latest figures, Kakoa, but I know they're getting a ton of people via their Instagram page. Yeah. You know? And, of course, the word has spread. I mean, they're, like, in every single local event and things like that, and they do big sponsorships. And they're very flashy. Like, they have, like, a Lambo that is, like, branded, and it's always running around the place. So they they they have a ton of clients that they get through stuff like that. But, I mean, I think, via AI, they can go ahead and further ramp up Of course. As well. You know? Oh, that's sweet. Well, yeah, I'm excited to I'm excited to see how that goes, and congrats on the on the first deal there. So that's Thank you. Well, thank you so much for your guys' help. I couldn't have done it without you all. Oh, appreciate you guys. Nicholas, how's it going? What's good, man? I'm good, Kiko. How are we doing? I dig the hair. Dig the hair. Okay. Okay. I Good. Good. Okay. Growing the mustache out. Okay. Hey. It's kinda look like Kratos over here. Okay. Hey, man. Wanna look as good as you, bro. Kinda look as good as you, man. Yeah. I know. We we just got the new bar also, I still don't know how to shave. I cleaned the the beard properly, so the barber has to do it every time then. Oh, okay. Hey. Learning learning is learning, man. It should go through the process. Have you seen the the feedback on that on that recent on the mock? Oh, yeah. I just watched it, like, a couple minutes ago. You know? Cool. The my intro and just making things more compact and just more smoother. Yeah. I think just, like, shortening it up because you're asking the right questions, but it sometimes takes a little bit to get there. So I think if you just shorten up, they'll just sound more authoritative and just, you know, direct. So that'll be awesome. Right on. Appreciate you. Sweet. Hi, Lauren. Hi, Diane. Gus, how are doing? How are you, man? Good. Good. Is the eye recovering? Oh, very. Yeah. Yeah. Yeah. It's just a little a little makeup, but nobody even knows nobody even know it's there. You know? So it's definitely better. I mean, if it does look like I got punched out, but that don't happen. Yeah. I actually went ran into a wall coming out of a bathroom and a club. So I must have been drunk or something, but I I actually hit that one. Oh, no. Love it. Got into a fight. I thought you got into a fight, man. I was thinking that maybe he had hit up one of his aesthetician clients and then doesn't like her. I saw I'm I'm supposed to see her. I'm supposed to I actually saw her yesterday. She goes, wow. Your eye looks so much better. And I hit her up with so many questions. I go, who's doing this session here? You or me? You know? Because as I'm looking at the market, I found out that this company has twenty five thousand lasers out there, but they're not all the same lasers. I said, so you could don't bullshit me, Leandra. This is important. You got the two million dollar one. Right? Top of the line, there's nothing better than what you got. She goes, look at your face, and then tell them. I'm gonna I'm gonna that's gonna be like when I sell people, because I wanna sell the agent. I also wanna help the doctor sell the customers. So I'm I'm gonna use that as a on the sidelines. So you wanna see the results of this machine? If I show you the before and after, the class, you gotta believe it. You're not gonna believe the before and after. It's really amazing. I'll I'll send that to you. And feel free to show everybody because that's gonna close the doctors. I'll because I'll say to every every customer from every plastic surgeon, he did it. I'm gonna do a I'm gonna be what what was the word yesterday that Alex used? Mission, you know, mission specialist. You know, mission is that the right word? Mission specialist. Vert they call it verticalization, but, you know, I got I got a I wrote a table on your on your terms. I wrote what I call that. You know? So I know how to reference it. And thank you, Koko, for that advice. I I'm creating, like, different scripts for myself that I would use. I mean, I would hate outbound cold calling. I gotta imagine that's the hardest. Inbound. Give me an inbound any day. You know? Yeah. The goal is that AI is doing a lot of that. Right? So Well right. So I get it. But we prepare the scripts for that and everything. So I'm I'm very excited to learn it to learn the whole process. Yes, sir. Sweet. Ed, all good? David? How are doing? There's some people I can't see. Jen in here. All good. Thank you. People are over here. It works. So I'm like, I will just be hearing Cool, brother. How are you progressing through things? Everything good? Yeah. Pretty good. Just watching all your classes, all the all the, you know, the links that you have, all the course. Yeah. Let's let's start taking it to market, man. Definitely. No fear. No fear. Cool. Yeah. I'll start. Well, some guys certainly by the ocean, but you can't see it. You know, from Palm Beach, you got the glare? Well, there you go. The beautiful kite here. You know, you can't beat it. So, guys, do we have questions before we kinda jump in today? I mainly wanted to go through objections that some of the businesses would, probably give you guys, and kind of just go through the frameworks on those. But if we have questions specifically before then, happy to happy to run through those. Nothing? Not related to objections. Right? Because I have a few on objections. We'll be talking about that. Yeah. Yeah. We'll be going through objections. So, yeah, I mean yes. If you wanna put those in the chat, if you just type them in the chat, then I can kind of Oh, so I actually type that. So I don't know how to raise my hand. I learned that. No. But I don't see a place for me to come to side. So what am I looking at? What are these buttons at bottom? I see a pluff. I see a smile, a hand. Yeah. If you do the chat with everyone, if you put them in there, then then I can kinda, like, run through in there. So yeah. I I see yours. So I would just so I would just write it, and that way, I don't interrupt. Yes, sir. Yeah. That's correct. You bet. Okay. Okay. So yeah. So from last week or I think this was yeah. On Monday, we went through the discovery training. Right? So if you guys weren't there on Monday, that was more focused on, you know, going through intros, you know, going into what their goals were. Right? A lot of these, you know, businesses that we're selling to or, you know, just in general. Right? Most of them will want more clients, more revenue, grow the business, make it more profitable. Right? And then, you know, in this particular example, this was decreasing the amount of guessing on applications and streamlining the amount of qualified buyers actually coming in. Right? So I think, I I think we're talking about voice agents and some of the applicability is there. Right? This business that we were, you know, talking with, they were wasting a lot of time, right, actually having to guess on which applicants would be qualified, right, in order to actually show up to an appointment and be able to pay the, you know, twenty thousand dollars or however much it was. Right? So once again, that would be kind of the whole framework there. We then have our transition. We're then pitching the client. Right? So if you guys remember, the pitch is generally gonna be some sort of rephase framework, right, where we're we're walking through the client through how we're actually training these AI tools, these AI solutions, right, actually then taking it through a revision phase, so testing out specific scenarios, right, and then actually implementing this and then taking this to market. Right? So that's essentially going to be our pitch. Now after we actually walk them through the pitch, what is next? Well, that's when we're actually gonna walk through what the price points are for whatever solution that we're selling them. Right? Whether that's lead generation, whether that's, you know, a a voice agent. You know? And sometimes, right, you like, if we're in person, right, if we're selling in person I'll just move these so you guys don't have to see this here. But if we're selling in person, right, we may do some of these things out of order or, like, we may not, you know, have to focus necessarily heavily on some of these aspects because it's gonna be just more of a conversation than, like, an actual set. Hey. This is a sales call. Right? So just know that, like, if you're talking with potential prospects or clients that you've known in person or maybe you meet up and you're trying to pitch these solutions, some of this might look a little different. But the biggest thing is that we need to figure out, before we actually walk them through how much this solution is gonna be, we need to know, hey. What is their desired situation, and what is the current situation, and why is this such a problem? Because if we have those three points, then when we actually solve those you know, when we're attempting to handle objections later, right, on the the reasons why that company believes they couldn't have success with the solution we implement, right, then obviously, it's gonna make it a lot easier to actually circumvent through those objections. Right? So the biggest thing before we actually go through price is that we need to establish really what the desired situation is and even deeper levels on that. We need to understand why their current situation is not getting them to their desired situation. And then we need to have actual urgency and some sort of consequence of inaction if no change is made. Right? So once again, think throughout the sale. Right? There's three things that we need to sell the the the prospect on. Right? The first thing we need to sell them on and I'll zoom in here. The first thing we need to sell them on is going to be that a change needs to be made. Right? So that's the first thing that the prospect actually needs to believe in order for them to actually make a purchase decision of anything. Right? Now the second option, right, is going to be that AI, right, in this case, these AI tools, can actually fix their problem. Right? So if we're trying to pitch our solution right? Because number three here is that our solution is potentially the best one for them. Yes. Right? The best fit for them. Right? Before we can convince them of this, they need to be sold that a change actually needs to be made and that these AI tools can actually fix their problem in the first place. Because if they don't believe these two things, then there's no way that they're gonna even, you know, want our solution because they don't even think that they need a change in the first place. Right? Yeah. Yeah. I guess on that. If an AI solution is being used, but they're not happy with it, and it's not being used where where it should be used, like, not being used at point of sale of the machine, but they do have a receptionist AI. A lot of people don't like it. Better than having nobody. They're, better than having no one at the reception desk, but For sure. They're happiest with it. That you're gonna handle that objection later? So so at that point, right, I wouldn't pitch them I wouldn't pitch them our solution yet until I solve that objection during discovery. Right? Okay. Because if because if they feel that way, right, then they, yeah, they know that there's a problem. Right? I'll use a little green one here. So they know that a change needs to be made, but they don't believe yet that AI tools can actually fix their problem because they just right. Like You nailed it. That's it. That's it. That's the Convincing them that they can do that AI can be better than what they had. Right. Exactly. So for those of y'all who were here Monday, I think we kinda went through some something like this. Right? So if a business already has an AI solution in in place, right, what what is gonna be the framework for how we can essentially overcome this objection? Right? Because this is actually gonna be object an objection that we have to handle before we even go through a a full pitch. Right? So does anybody wanna give that get past this. Right. Yep. So does anybody wanna give that a go? So let's say, for example, there's an AI tool, right, that the business is already using. It's not fixing their problems yet. Right? Right. How how can we get more context for the reason? Right? Remember, the first thing when we're handling objections is always gonna be context. Your thoughts? Exploring. Need to just ask them a direct question of what is failing or what's not working for them? Exactly. Yeah. Yeah. Yeah. It's kind of right. I mean, to be exact, what what she actually went through a mock call with me. You know, let's go. Let's let let me test you. You know? And I said she said, you did really good, guys. I was following the script, you know, in my mind. And she said, look. The truth of the matter is we use it for receptionist, and it's better than nothing. But if the receptionist is sitting there, she turns the AI off. But it's better than having no but she goes, but I'm not gonna bring it in because I have to handle all these calls. I have to have a hand. If I go, we're gonna we're going to train it by you to get it, you know, to get it past your get better back past your criteria before you get to them. You know? We're gonna train it to ask your questions. And she was really good. She brought up her spouse. She brought up a bunch of things in the in the mock in in the mop. That is it. Right, Kokoa? Like, what she's looking for out of it? To essentially get her time out from the calls that she's taking. Yeah. Before and before she takes it to the doctor. You know? Before she puts herself out there, I gotta convince her that it's gonna work. Yeah. So so so I think and I think this will depend on the size of of the business. Right? But, like, the receptionist there, you know, may not be the person that we're actually targeting. Right? Because the receptionist actually might be an objection for the business, right, to not proceed with that because they already have someone handling those calls. If I have the talking about receptionist. You're right. Right. You're right. She's not However, However, there's still change that needs to be made, though. Yeah. Right? The change is that after five PM, the receptionist isn't there anymore, and we're missing these calls. Right? So that's what I need to establish in discovery, right, to actually make sure that, hey. This first sale, right, can actually happen. Because if if the business is saying, yeah. We have a receptionist. She's amazing. She actually handles every single call that we have, and we we've never even considered AI, and that's gonna be a pretty hard sale. Right? We need to figure out, hey. Is there something that the receptionist is missing? Is there something that, you know, the business feels is is, you know, not working out? And then that's that's what we're that's gonna set our our framework and baseline for this entire call and this entire sales process with with this particular file. I have something to add to that. Yep. After five PM, they don't send it to receptionists. They send it to the aesthetician who they know can handle anything. Meaning, Leandra gets the calls after like, on Saturday morning when they're closed, that it goes to her because she can answer most intelligently. So Sure. So so then again, then it's going back to the aesthetician's pain point on, hey. On Saturdays, do you really want to be taking these calls, or do you want you know? Because because then the problem is once again, the problem in that case so the problem and change that needs to be made here is that the aesthetician's time esthetician doesn't wanna spend all their time No. No. They don't. Taking these calls on Saturday. She took my call because she knew my number. Right. Right. Exactly. She doesn't wanna deal with it. So so that's the sale that I need to make that's gonna help prehandle a lot of these objections. Because if we don't cover this in discovery, well, it's gonna be very difficult to cover later on when we're pitching them for five grand for what something to tell them. Right? Cool. Cool. So context, what's the reason why it's not working out? Where do you guys think we take this next? What what are probably they gonna tell us? It's not answering correctly. Yeah. It's not booking correctly. Customers don't like it. Yep. Customers hate it. Right? So there's a multitude of different objections they can give us. Right? So once again, we probably need to get even more context on that as well. So we need to dig dig deeper on, like, what the business feels is the reason behind that. Right? Like, why is it not booking correctly? Etcetera. Right? Now the business probably isn't gonna know why it's not looking. It's just like it's not getting them the result. Right? So that's essentially where we're able to come in, right, and show them, hey. This is most likely. Right? Because in this case, it's more of a diagnosing the problem rather than even trying to handle it. Like, this is just more showing them, hey. This is most likely why this AI solution is not working in the current moment. This is what I would personally suggest that we probably need to do in order to get this working properly. Right? So in this case, it's more of a prescribing, hey. This is likely the reason why this solution is not working here. Right? This solution is not working. This is most likely why that problem is happening, and this is ultimately how we can do this differently so that we can ensure that this problem is fixed. Right? So notice how we're acknowledging, hey. We get that we're trying these AI solutions. They haven't worked yet. This is most likely why they haven't worked, and this is how we do it differently so that we can actually ensure that this change can be made, and we can get the aesthetician back all their time. And I I what I said to that with her was I beg to the implementation wasn't done correctly on the receptionist because that's probably the lowest pain point. A hundred percent? Right. But we need to also understand, Gus, on that. Like, I would more go into a question flow and not just telling them, hey. It's, like, this is implemented correctly. I need to first understand why they think it wasn't implemented correctly. Then from there yeah. Because because most likely, they might tell you maybe they may maybe the tool didn't get trained. Maybe we missed this step. Right? And then from there, you can diagnose, hey. Well, we actually do it differently to solve that problem, right, so that you don't have to run into those issues. Do you see just a slight difference there? Absolutely. Absolutely. And I have to I have to control myself because I'm the like you said in your videos, because I'm the one that jumps in to try and and show my expertise, especially in implementation. I I got this. We're gonna do it better. I assume a lot, you know, which is not listening, which is everything you said in the video. I have to tone it down. Slow up. Hugo, on that call or I'm not sure if you're here, Hugo. Yeah. Okay. I'm here. Yeah. So so were there objections with with that deal? Like, what Yeah. So I'm happy to share that with you. So, basically, let me put the context of the call first. I was talking to the manager of sales and marketing. Okay? So I wasn't talking to the founders, but I was talking to a big decision maker. Basically, we got on the call, and he knew me from before. So there was already like, he knew my reputation. So that's that's one thing that I had already won over. However, was a very interesting call because he tells me immediately from the get go. He's like, I don't know if we're gonna do anything after this call because I really don't like AI. I'm like, oh, okay. Well, I understand. You know, I felt the same way actually at first, and I changed my mind after. Could you please give me some context as to, like, why don't you like it? It's like, oh, you know, it's never gonna replace humans. Like, AI could never replace a salesperson a really good job in creating a relationship with people, this, that, the other thing. So immediately, at the back of my head, I'm like, okay. He's probably scared of AI replacing him. Damn right. Absolutely. So I said, Lee, you know, honestly, it will be hard right now to go ahead and replace a guy with your expertise. I mean, you've been doing this for twenty five years. You're an incredible, incredible closer. You've put three companies on the map already. So I'm not going to dispute that. Let me tell you this. It's like, why don't we go ahead and start by saying that I'm not here to replace you with AI. I'm here to understand what kind of goals your company has and ascertain if we can go ahead and create a solution that can go ahead and help you guys achieve those goals. So I'm not here to replace anybody. And he's like, okay. I said, may I ask you also, is there any other reason why you don't like AI? Oh, well, those AI voice agents. I talked to a few of them. They really suck. I'm like, well, I hear you. I've been there, done that. I have, you know, AI agents that have completely I hang up on them because I can't stand them. But, you know, later generation, well trained AI voice agents are really, really powerful, and that's something we can talk about. But, hey, you've already expressed to me it's not something that you believe in right now. So why don't we go ahead and talk about what the goals of your company are to see if there's any kind of solution that I could go ahead and offer you to get things moving in the right direction for you guys. And then I just stopped. And, Gus, I used to be like you. I used to be like, I wanna showcase my my my expertise, etcetera. That's the best way to kill a sale. Let me tell you that. I hear you. I I hear you. I hear you. So thank you, Kekola, for retraining me on that because it's like, bro, that was horrible. It's best to go ahead and listen to people. So, you know, he started telling me that he was really looking to have some Go ahead. Pause there. Yeah. So so why does that framework? Because I think you did an amazing job with reframing that because he gives you an objection right off the gate. Hey. We don't like AI. Okay? We get context on it. He his second objection here is AI might I mean or he doesn't directly tell you this, but we think it's because AI might replace him. And so then we also make him feel heard on, like, hey. Our goal from this call is not to replace you. It's not to replace the humans, but it's here to augment you guys and help help you further reach your goals. And then he gives you another objection of, like, these AI voice agents suck, which, you know, that's not even really the main objection. It's more, I think, on the first two. But, like, can you touch a little bit more on how you wanted to reframe or how you were able to reestablish frame? Right. So, basically, after the AI voice agents suck, I just went back to him and said, I understand where you're coming from because I've had experiences with AI voice agents that were not that great. So, you know, the reality is there are voice agents that are far more advanced than the ones that we're probably discussing here. And the other variable too is that the agents we talk to may not have been trained properly. But with that said, I told him, you know, would you be open to kind of like, you know, listening, first and foremost, telling me what your goals are so that I can come up with some sort of solution where we can work together? You see? Yeah. I went back to ask him about his goals because I really need to know what his goals are. Otherwise, I'm shooting in the dark. You know? A hundred percent. Yes. So I think that's, like, the biggest like, that's a huge win because, you know, what I've seen on some of the mock calls y'all and this is this is not this is just, like, you know, not anyone in particular. But, like, sometimes someone will give the objections that they just gave to Hugo, and we'll go into full defense mode. We'll come back and, like, we'll, like, ditch desired situation. We'll ditch our framework about current situation. We'll just go into explaining, hey. Like, these AI agents are amazing. Like, you have to trust me. Like, you have to do x y z. Right? So notice how Hugo was able to disarm the prospect multiple different times, and then he's able to reestablish frame on, hey. It's totally understandable to have these objections. Our goal isn't to replace you. It's to help make sure that we can actually help you guys reach these goals. So just so that we can have the most productive conversation, what are really the goals that you guys are trying to solve right now just so we can even see if this makes sense? And going for a demo, we're recommending that. That's part of the same thing you're selling. Going to show them. Let me show you a demonstrate demonstrate of ours. That's not recommended at this point. At this point, the thing is because you gotta you gotta you gotta get what are they looking to do. What is their goal? Because if we don't know what their goal is, then we don't even know what to demo. Right? K. So Right. Yeah. Right. Does anybody else has anybody else have questions on that on setting the frame there? No. Alright. Cool. Okay. So then, Hugo, so after that, are are are you able to kinda walk through a little bit more about I mean, it's not too exact, but, like, kinda what happened after that? Absolutely. Sure. I have a photographic memory, so I remember everything. So, basically, after that, he's like you know, he starts telling me he's like, look. We already have a group that is doing some Facebook outreach for for business to consumer. So what I'm really looking for is business to business. I'm like, okay. Wonderful. So, you know, what are your goals there? He's like, well, we need to be able to reach out, you know, businesses like, you know, doctors and holistic doctors and, you know, nutrition shops and things like that that can go ahead and carry our products. So I would love to go ahead and try perhaps something with AI if you tell me that it does work. And I'm like, okay. I said, well, I think we can do something like that in terms of implementing something that starts generating leads that you can go ahead and then contact over the phone, and then you can close the sale. Is that something that you'll be open to doing? He's like, that sounds feasible. He's like, I'm still not trusting this AI thing. I said, completely understand, Lee. I said, I didn't understand it either at the very beginning. I'm a very visual person. So would it help if we got together again and we did kind of like a demo of how a lead generation AI will go ahead and work behind the scenes? You know? Yeah. And then he's like, I'm really open to that. He's like, yeah. That'd be that'd be really cool. We can go ahead and set that up. And that was pretty much kinda like how our first call went. And then we had the second call where we did the demo. The demo went amazing. I mean, when he started understanding how things went and he saw this was not a voice AI, it was really amazing. And just to put some context, Lee's age bracket, he's fifty years old. The founders are seventy and seventy three. To make a long story short, the demo call was really nice. It basically kind of like sold them immediately. And they're like, well, let's have a conversation now with the founders. And it was very interesting because the founders were actually way more open minded about AI than Lee was. I mean, it's it's so interesting because we did the presentation on the lead generation. We said we're gonna start with lead gen first. But But just so you guys know, we also could do I mean, because they asked. They're like, well, what else can AI do? We're like, woah, AI can do pretty much anything you want it to do. I mean, we could put an AI agent for customer service, one that goes ahead and handles text answers over the website, another one that can go ahead and do marketing materials, another one that can suggest social media posts and things like that. And basically, one of the founders immediately was like, well, I look forward to really building up this lead gen and getting the sales going because I can see us implementing all these other AIs into our business. So Good job. Good job. That's awesome, man. It was team it was team effort. So thank you. Well, yeah, it seems like it's a good kinda segue into other things as well, you know, which which we can obviously talk about more of what that upsell process looks like. But, obviously, like, once they get going, they start generating leads. I think that's when we slowly start positioning. Hey. Have you thought about implementing this? Have you thought about implementing that? And then, you know, that's a pretty smooth segue into increasing the lifetime value of that customer and stuff. So Right. Sweet. Cool. Do have questions on that y'all in terms of, like, the the actual sales process or anything on that? Hugo, did you do the demo? The demo. Alex helped me with the demo. I hear you. Yeah. And and I think too, like I mean, probably seeing that as well, I feel like you probably feel more comfortable, like, running those demos yourself at some point too. So that's it amaze me. Yeah. Oh, absolutely. I just need to see it, like, one time, to be quite honest with you. Yeah. Yeah. Absolutely. I need to understand it, how you tweak it, how you change it. You know? The whole everything about it, I wanna learn. So I'm looking forward to it. Awesome. Cool y'all. So yeah. So, I mean, I I think that's pretty good with with the objections there. We can kinda get a framework over that because I think that'll probably be helpful for you guys. So with these, you know, three objections, what other objections do you guys think that, you know, these businesses might have or, you know, may may actually come through? Let's let's start thinking about these. Right? We have AI can't replace humans, can't replace him. Yeah. Agents aren't good. What else? Yeah. It does. The meaning, one on the AI can't replace humans, I have found that only like I said, I don't I just talk to people right now just to see if they're just to get their feelings. But it's not something they'll express easily. It's not something that they will express easily. They're afraid of being replaced by AI, but I guarantee you, they are. Right. Salespeople, especially sales manager, in the end, they're worried about it no matter what. It's in the back of their mind. Something at some point, you have to mention somehow, bring it up, you know, as opposed to I was thinking of saying, when this thing is complete, after after we reach your goals, you're gonna be a hero because you're gonna be managing these AI agents and helping the salesmen sell, you know, a way to a way to say the agents are for the salespeople, not to replace, to enhance, to make them not miss opportunities, increase the percentages of calls that you get. You know? That's how I would that's my my initial reaction on that anyway. Yeah. So so, like, I think in that case right? Because, guys, in that case, we we we would be talking to the person that AI might actually impact. Right? Right. Okay. So yeah. So because the way we have to think about this, right, is that those the person that you'd probably be talking to there probably is not the final decision maker. Right? It's probably, like, with Hugo's example. Because I'm assuming the guy you were talking to, Hugo, wasn't the final decision maker. Yeah? That is correct. Yeah. The founders are correct. Agree. I'm talking to aesthetician and their and their business managers. Right. So so I think the way Hugo put it with where it's dealing you know, hey. The goal isn't to replace you. It's not to replace anybody on the staff. It's to make you guys even better. Right? That's gonna, first of all, make, you know, that that, you know, nondecision maker, but the first almost gatekeeper. Think of that person as the gatekeeper to get to the actual decision maker. Right? Hugo, do you wanna kinda go how how you framed it again? Because I think you you said that really well. Absolutely. Absolutely. I basically after that, I went ahead and I told him, I said, why don't you let me understand what the goals of your company are so that I can think of a solution that will work best to help you achieve your goals. It could even be, like, how AI could help you guys fast track towards that. Right? Yeah. Sure. Absolutely. He knew we were talking about AI, so that's why I just phrased it that way. But yeah. Sure. So here, right, notice, guys, how we're almost taking it back to, like, hey. Let let's actually go back into what the goals are to even see if this is something that we can help with in the first place. Right? Because our goal isn't to replace anybody here. Our goal is to help even augment you guys so that you can become even more effective. Right? So if you're talking to the gatekeeper of people that maybe are working at the company, but, like, if AI comes in, they actually might get replaced, they're not gonna want to take you to talk to the business owner. That's not in their best interest. So we need to sell in their best interest, right, and and show them how, hey. This actually might help you make more money. In that case, I mean, that's a that's a good sale. Yeah. So notice that it's two different sales here. For the gatekeeper, it's like, the goal of talking to the gatekeeper is to get you to the core decision maker. So if you can understand, hey. What are the goals of the company? Okay. What are your goals, mister and missus gatekeeper? Right? What are your goals here? How can these solutions help you even reach these goals faster? And then, okay. Cool. Do you feel like this would be taking it worth taking it to, you know, the the main decision maker so that we can actually help you achieve x y z? See that? Yeah, Lauren, on that? I'd also add that if a gatekeeper has taken a call with you, there is a I mean, they're not just gonna take the call for no reason and then combat you on this is not gonna work and AI is gonna replace me or it's not gonna replace humans. There is a need there that they're trying to solve for, and that's the only reason they took the call. So as soon as we can press on that, the more we can get in front of the the decision maker. A hundred percent. Which is why I think it's so effective going back into the goals here because then it's, like, you know, coming back into what's actually like, why are we here in the first place on the call? Right? Yeah. Why did you take this call? What prompted you to have this call with me right now? There's something going on right now that is, you know, factor here. Yes. No. Hundred percent. And with him, one of the things that I did is that I said, you know, would wouldn't you be interested in a solution where AI gets you the leads and allows you to set up an appointment with these leads, and you you kill the sale. You go ahead and close the sale. You see? Now he's like, okay. He's thinking to himself, I'm gonna look like a freaking hero. Yes. I'm gonna be you know? Yes. It's like, you make you make you have to make it a win win situation at all times. In anything you do in business, it has to be a win win. You know? And then you'll be able to, you know, achieve everybody's goals and make everybody move forward. You know? Good job. I agree. Yeah. I think that's awesome, Hugo. I think that's great. So so most likely, what is the past pain that that salesperson that you're talking to? Right? Let's say he he's doing everything manually. Right? Most likely, what is his pain? The owner said if you don't improve sales, you're get fired. Okay. So it could be not enough sales. Right? What what Not enough well, not enough time to go ahead and do everything he needs to do. Yeah. So, like, even during this call, you know, like, after we get the goals of the company, I might even go into his specific pain. Not even the company's pain, but, like, his pain on a day to day basis. Right. So so so, mister, you know, mister Prosper, like, walk me through, like, what what what is your your current lead generation process look like on a day to day basis? How much time are you spending manually doing all this? Okay. I mean, has that been impacting sales? Like, does that make it more difficult to close the revenue targets? So now you're unpacking his specific pain, prescribe the solution, and then that's the sale to get you in front of the of the decision maker. It's really good. Yeah. A closer should only be at with the with the with the with the person who can make a decision. Right? Or do you need to close it sometimes to close the person? Right? Yes. I mean, in this case, right, Hugo is having to close the decision or the the gatekeeper to get him in front of the decision maker. The decision maker is gonna be the one paying, but if you can't even talk to the decision maker anyways, then it's not really gonna matter. Right? Right. Right. K. What are some other objections people have? Any other ones that we face in the mocks and the calls? It's happening so fast. You know, how do I know I'm not getting old technology? Okay. How can I make sure we're keeping up? I tell them that modern SDR is the whole entire purpose of being in business. We have distributors. We have we like I said, I've I've been practicing real life. So so so so and that's a great question, though, because some some clients might have this. Right? So, like, would this be for a client that already has something in place, or is this the client that would be completely new? It's an objection he's been having all the time, I think. You know? Meaning, it's so new. Let's wait a while. Let's get more experience. I mean, nobody wants to be the first ones, especially if they know nothing. Hey. I was a little nervous three weeks ago. I'm I'm I'm I'm I'm hammering left lane right now. You know? I can't wait. Yeah. So so now I'm getting the best setup. Right? Well, how can we loop back into essentially the goals and the pain points? Because that's what it really comes down to. Right. Because if they don't implement anything, how are they gonna solve the problem? Right? So how can we almost sidestep this and get back into their, once again, their, you know, goals and their their their pain? Let's go back and see where you were where you are right now. Let's go back and see. Let's go back and discuss where how we got here. Because you're right. You gotta close this guy before you can get to the to the, you know, the guy who signs the check. Hugo, you guys on the Can't we say also perhaps something along the lines like, you know, the team we have has been working with AI now for the past couple years, and this AI has get better and better over time. So, you know, on top of that, we're gonna be training the AI to go ahead and work specifically with your business by getting together with you guys and collecting as much information as possible to make the AI super useful for you. So with that said, you know, why don't you tell me how you guys got here to where you're at right now? Yeah. I think as long as you go back into the actual question there because because I I still think if they're giving this objection, you know, it's it's still an objection of, like, how like, I think this objection here, it's so new. How do I know I'm getting the best setup? Like, do they actually care about getting the best setup, or do they care about getting the result? Results. What? Result. Problem with it. Yeah. Lauren, do you have thoughts on that? Sorry. No. Yeah. I was just gonna add going back to I completely understand your concern, but where will you be three months from now, six months from now if you don't do something and versus let's take this slow. Let's Yeah. Let's continue to train the AI over this course of time, and you'll see that it becomes very tailored and customized to what you're trying to achieve. But to not do something, you're gonna be even further behind potentially than where you are today to take that first step, to not take that first step. Yeah. A hundred percent. So so I think that question right after the question, yeah, Gus, Hugo, you guys asked there, like, I think that's actually solving the root cause of the problem and addressing the real issue here. Because they really don't care about all the new tools. They're just afraid of so much shit happening that they're almost getting overwhelmed. Yeah. Right. Absolutely. Right. Yeah. So, Lauren, I think that's a great way to go about it. Right? Because then that's also the future pain. Right? So it's like so once again, right, the three sales we have to have is past pain, present, and then the future. So then Lauren's future pacing this of, like, if we don't do anything, though, how will we solve the current problem we have, you know, at all here in the I three six one. Perfect. Anybody else have thoughts on that? So once again, right, remember, all the objection handling frameworks are the exact same. We're getting context again. We're then getting consequence of an action. Right? And then, Hugo, what you were saying about the training, I think that honestly might come more after this. Okay. I'll probably address that here because it kinda falls back into the the the old way of just, like, kind of explaining to them why this is so good. But I think we need to first get the problem. Okay. So if we don't do anything, not even related to AI, but if we don't fix the problem, how are we gonna get you to here? And then we come back on why we're able to stay up to date with these tools to actually circumnavigate that thing. Makes sense. Kuko, can I turn the question back to you? And, I mean, you've done these calls so many times. I'm curious what objections outside of what we've talked about seem to continue to resurface. Yeah. Let me pull up a sheet because I had are you on the call, Lauren, when I was talking about the the eye doctor optometrist one? That's the only one I haven't been on. I missed having two. No. Yeah. Okay. I'm trying to find that. So many fucking sheets. One second. I'm sorry. I know a lot of this also has to do with if you're doing a a new industry. I mean, I would imagine I would imagine this is a solution as a solution software developer. If you're doing your fourth optometrist, you know, it's gonna be a lot easier in your first month. You know? Because Yeah. You know? Yeah. Hundred percent. So well well so so the the the problem with the optometrist one was that and and this can be with any, like, health care providers, is that there's actually, like, compliance things compliance things that you have to, like HIPAA. Know about to to go over that. And the the optometrist was, like, the first time I've spoken with optometrist, and there was, like, very specific things. Like, one of like, some of their main objections was that how do I know that you know, let's say, Sally okay. So so for context, we're in Canada right now. Right? In Canada, there's free public health care, and the insurance covers someone's eyesight stuff, but it's for every eighteen months. Right? So, like, they can only get coverage for free one time every eighteen months. So what the guy wanted the AI to do is be able to call in reference with their CRM to essentially understand, hey. Let's say Sally comes in. She had a visit six months ago. Right? Sally needs to be notified that she's not gonna have a free visit, right, because she already called her insurance to, like, happen there. Right? So so just understanding the actual, like, policies of, like, either the governments or because I know some of you guys here I I don't know if someone's on specifically, but I know we have some people from Europe as well. So there's gonna be different compliance things that you just have to be aware of so that you can if that's something that you can overcome. Right? Is that something your voice agent would ask that question then? Have you had any Yeah. Yeah. So so that's just gonna be, like, trained. Right? So so, like, with the scripts, that would just be, like, part of that training process, right, that we just have to, like, make sure is in there. And that's what you can just essentially tell the client to help overcome those objections. Right? So, Lauren, that's the first. And I know you wanted to go after automotive, so I can send this I'll send you this sheet, Lauren, to Put this in the chat. I wouldn't mind that either. Yeah. I'll just put this in the Google Meet chat, you know. But once again so you guys will have these. We're we're gonna start compiling more for, like, different industries as well so you guys can just, like, have a lot of these. But, essentially, right, when you're walking through with one some of these voice agent deals, Right? The client's gonna ask. So so we so we have a guy that's starting Monday with, he's doing it I think it's, like, real estate. Right? They wanna do, an agent to help kinda manage some of the calls inbound there. So, like, he was asking me on on yesterday on our call, hey, Kiko. So what's what are the next steps gonna be? Right? What are the next steps? So next steps, he would go through payment, then we're gonna need to get information from his company. So, you know, hey, John. We're gonna need, you know, these things from your company. Right? We're gonna need common FAQs. We're gonna need some example sales scripts. Right? If you have call recordings, we're gonna need those so that we can help train these AI tools. Right? And then we're essentially gonna need, you know, some communication with your tech person so that we can actually go and plug these tools into into the business and get it up and running. Right? So as long as we can sound pretty smooth with, like, hey. That's what the next steps are gonna be, then that's gonna make your client feel fully confident that you can essentially go through that process. Right? Now now the common objections that, you know, let's say, an automotive dealership might have, right, It might be we already have receptionists for that. Right? That's kinda what we talked about. Right? Customers want to talk to real people. Right? Will this hurt how satisfied our customers are because they wanna talk to real humans? Right? We we get too many spam calls. Will the AI waste time? Right? It sounds complicated to set up. I think this one here, right, is is gonna be a a pretty big one for some of these people, especially if they're older. Right? But that's when you come back and you know, once again, that's what you're there to solve. Right? So as long as we can sound smooth with, hey. Here are the next steps. This is what we need from you. Right? We can overcome that objection pretty easily. Right? Bilingual customers, these these tools can do that. Right? How do we know it won't make mistakes? Once again right? That's also where we can even pitch, hey. Like, our goal like, sure. Maybe in the beginning, we're gonna need to continue training these tools, but that's where our team is here to help and make sure that we can make revisions as needed so that we can make sure that your customers are having the best experience throughout the whole process. Right? So these are some examples of, you know, objections for, let's say, you know, automotive dealership. But that's generally kind of, like, what we see for both that and then the the other industry I I mentioned for this. Yeah. I was asking Alex about the value of these voice agents and also the intellectual property because you own everything. You should own everything. But I really think that the smarter you make these, especially the plastic surgeons and all the various things that they can do in the beauty business, the agent these agents are almost gonna be sub agents. You know? They're gonna go into, you know, into a whole trade of of this type of technology. And you don't I mean, everyone if you have two machines, you can't unless, you know, you're not gonna down, you know, bitch at one machine that this one's better, and then they can't afford the one that costs more money. Right. Know? They're going for another one. You gotta be careful how you how you handle that. You know, the voice agent's important. Well, yeah, I think, like, the biggest thing because, like, you know, voice agents and and all of these tools at some point will be, you know, commoditized, and people are like, oh, you can find it cheaper. But, like, at the end of the day, if you don't know how to train them properly, you can't prompt them properly, like, that's ultimately, like, where all these objections from these people will will stem from. Right? That's your value. Right? That's a value that a modern SDR brings to the table. Right. Well and well, in in this case, it'll be yeah. Gus Gus is equipped with the proper knowledge and information to take this to market, and that's why the aestheticians would hire Gus because Gus knows how to solve that problem. Right? So Exactly. Lauren, does that help too on some of these objections? I know I kinda just went fast. Yeah. Okay. Sweet. Yeah. Totally. Yeah. That's good. So you guys will have that sheet. We're gonna slowly start updating more industries. If you guys want specific industries covered, you can either shoot that in the Slack channel. Or if you guys just wanna list them off, I can make some notes and we can get those done. But besides real estate, plastic surgery, aesthetician, is there other industries you guys want? I'll be getting into HVAC, but I feel like a lot of these kind of apply across the board. Yeah. But we'll learn as we go. Sweet. HVAC as in backup? As in backups to the equipment? Or HVAC, like heating and cooling. Oh, okay. Okay. I think in terms of backup, you know you know you know, secondary backup servers and things like that, so they don't go down. But you guys, I mean, you guys all do that on your machine. Right? The implementations are on your on your office or we have to buy equipment. I mean, I'm thinking you guys got this on a cloud somewhere, and they and they pay per month. You know? Is that a different question? A different not not not for this topic. Yeah. I mean, a lot of it is just gonna be, like, in the cloud. Okay. I would imagine. Right. I would imagine. And they pay a subscription price inside the a monthly maintenance that that includes the backup and all that. Again, I'm sorry I'm asking these questions now. No. You're so good. So yeah. So, like, with some of these if you guys have gone through the voice agent tutorials, you probably have seen this. But hey. Let me sign into this. So for example, right, we're essentially aggregating multiple different of these AI tools together, right, to actually build these solutions for these companies. Right? So for example so right now, we're we're pitching a few automotive dealerships. Right? So we'll have the upfront fee for the dealership for, like, setting things up. There's gonna be some sort of monthly maintenance. And then, right, you'll see, like, the cost on some of these. So I don't know. Yeah. So, like, depending on the language models we're using, you'll see that we get billed, you know, between a penny to maybe five cents to even, like, twelve cents. Right? So we're gonna be billing the customers that we have on their usage in terms of minutes as well. Right? So, for example, for the automotive dealership, those they'll have ten salespeople that will help kinda augment, and they're doing, like, two to three thousand dollars a day. Right? So from that, it's, like, two hundred to maybe five hundred minutes of talk time, probably closer to five hundred. So we would have a bill to the automotive dealership maybe once a week, once every two weeks, whatever it's gonna end up being in terms of actual minute usage that we would essentially just mark up how much margin we want essentially on that. So it's transactional or per minute or transactional and per minute? It's gonna be generally both. Right. Ideally. Yeah. Okay. Yeah. Is there any, like, unlimited plans? Because that's gonna come up in the conversation. I mean, like Expense even if it's expensive, they're gonna ask. Yeah. That's more that's more just a conversation that you would have with them. Like Right. Because once again, it's, your deal and your business. Right? So yeah. You're doing it. That's fair. Is that cool, y'all? You feel good? That was good to know, really. I haven't seen the pricing structure for a a solution yet. You know what I mean? So Yeah. There should be some pricing. Yeah. It goes. I'll send you the pricing structures in in the heart in the Slack channel. So cool. Awesome. Sweet y'all. Yeah. Hugo, good stuff. Congrats on that. Mean, that's that's awesome. And then Thank you. Good stuff everyone else. Nick, the the calls are good, dude. Yeah. Just just, I think, shorten up a little bit. And I hopefully hopefully, you got some good takeaways on that frame because I I saw that call with, I think it was Salim. Yeah. So so it seemed like he almost took the frame sometimes. Okay. So if you if you can kinda get back in and then just because I think, at minute two, we can start kind of explaining things. Try to, more just, like, take back authority there and then get back into the goals. Right? Okay. Yeah. So Pretty self explanatory. Yeah. Yeah. Especially from, Hugo talking all about lingo, you know you know, talking about, hey. Now I got a sense of thinking in my head. So hey. Excellent. Excellent. Always think when you guys are on a call, my my advice is think of a chess game. If you're playing chess, take your time to make your move. Okay? So always go back to the goal. Okay? What is your goal? What are you trying to accomplish? Okay? Let's not let's never ever get defensive. I used to be like that. I'd be like, no. But my product, this, that, whatever. Don't do that. Always go back. Refrain. Yes. Natural. Does it speak Spanish? Okay. Yes. Okay. Go on an accent there. You know? Even though I open my mouth and they go, you're a Cuban. I go, I'm from Spain. They go, you're born in Cuba. I go, you're out. Sorry for everyone else. Do you guys handle, like, all languages? French, German, all that? Is AI that good? Wow. Wow. Impressive. I sell them I sold once a multilingual financial software package in nineteen countries in Europe. So and they were actually doing the translations, and I and I had to have multiple versions for English because, like, Czech, c h e c k versus c h e q u e. You know? And even so I had, like, Australian English. I had I had London English. You know? I had I had all sorts of different Englishes because the words were different for me in the financial application. So this is a whole lot easier, man. It really is. Those were year long sales cycles. Like, McDonald's, when I told you about, that took me a year. You know? You've spent fifty thousand dollars on going to nineteen countries. And and then and then SAP said, you're gonna go with this guy. He's a flea and a dog's back. That's what they called me. A flea and a dog's back. I got the deal. You're flea infested. So You guys cracked me up. Anything else, y'all? I hope everyone has a good weekend. Thank you. Likewise. Yeah. Thank Likewise. Yeah. Thank you. Yes. I'm gonna hit that link too. Thank you. Hit that link. Appreciate it. I'll see you, Ed. Thanks, Miley. Guys. Alright. Have a great weekend. Bye bye.