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Successful Life Podcast
The Successful Life Podcast, hosted by Corey Berrier, is a globally recognized show that ranks in the top 2% of podcasts worldwide. It offers expert insights tailored for contractors, focusing on business strategies, sales skills development, and the integration of artificial intelligence (AI) in the industry.
Successful Life Podcast
Transforming Trades: AI, Comedy, and the Future of Home Improvement
Have you ever wondered how AI is revolutionizing the home improvement industry? Brace yourself for an insightful conversation as my distinguished guest, the innovator Sebastian Jimenez, founder and CEO of Rillavoice, talks about the witty YouTube comedian Andrew Schultz, and sheds light on this fascinating subject. From the initial hesitations of using AI technology and recording conversations to the eventual enthusiastic adoption, Sebastian engages us in the nitty-gritty of this transformative journey.
We're not just stopping at AI and home improvement; we're also drawing parallels with the world of comedy. Sebastian, renowned for his humorous tweaks, takes us on a journey of how comedy has evolved with the advent of AI and social media. The home improvement industry is not the only one harnessing the power of AI; the comedy industry is also catching up, making for a compelling narrative.
As we volley through the potential of AI in the trades industry, we touch on Amazon's success in delivering value through the internet. Startups can replicate this model by employing purpose-built AI tools, a point Sebastian elaborates on with examples from Rillavoice, a speech analytics offer for the home improvement industry. As we tie up our discussion, we emphasize the importance of active listening and data analysis in identifying sales opportunities, a key factor in driving the ultimate customer satisfaction. So, gear up for an episode bursting with insights on AI, comedy, and the home improvement industry.
https://www.audible.com/pd/9-Simple-Steps-to-Sell-More-ht-Audiobook/B0D4SJYD4Q?source_code=ASSORAP0511160006&share_location=library_overflow
https://www.amazon.com/Simple-Steps-Sell-More-Stereotypes-ebook/dp/B0BRNSFYG6/ref=sr_1_1?crid=1OSB7HX6FQMHS&keywords=corey+berrier&qid=1674232549&sprefix=%2Caps%2C93&sr=8-1
https://www.linkedin.com/in/coreysalescoach/
Welcome to the successful life podcast. I'm your host, Corey Barrier, and I am here with Sebastian Jimenez.
Speaker 2:Almost. That was a good effort. That was a good effort. What's up, Sebastian?
Speaker 1:How are you man?
Speaker 2:Oh, good man. Thank you for having me Really excited to be here.
Speaker 1:Yeah, dude, I'm super excited about the conversation, just if you want to really quickly just tell everybody a little bit about company and who you are and all that good stuff, and then we'll dive into it.
Speaker 2:Yes, so I'm Sebastian. I'm the founder and CEO of Realavvoice. That's our ILA voice. We are the leading speech analytics offer for the home improvement industry. What that means for the people listening is that when your technicians or comfort advisors or anybody who's talking to customers in their home usually they go out, they talk, they record their conversations with their phones or tablets from our mobile app and then we use AI to automatically transcribe, analyze and give them feedback to help them improve their sales and to help service managers and sales managers do what we call virtual ride-alongs that are 100 times faster, better and more productive. That's essentially who we are.
Speaker 1:Love it All right. So I'm sure that you get this question a lot and I see the value in this. I'm a sales guy Like. I totally see the value, but also I can see why there would be, especially in this industry, a lot of pushback, and so my guess is, once you get a company in the process, it probably works itself out. But I'd love for you to tell me a little bit about that.
Speaker 2:Yeah, so and so the biggest pushback that we see. So this is a tool, right that it requires change management within teams every time we implement it. But, unlike other softwares, the change management is not about figuring out how to use the technology right. The technology is actually very simple. It's like one button, bang, record, automatically, integrate. It's very simple. You don't need a lot of training to use this because it's literally you're just talking, right, and then you're using the product mode while you're talking.
Speaker 2:The change management is about getting people at the different levels, the people in the front lines, the service technicians and the comfort advisors, getting the service managers, getting them comfortable with this different way of doing things. That we're not going to be recording your conversations. That's the change management. So if you look at real, it's like very intense change management at the beginning of the process when you're implementing, and then after a few weeks it just like just works normally. But the very intense change management is just getting people around, not even the product. It's just the concept, right, and for the moment that we're selling and for the moment that we're onboarding and like actually it's all like what the hell are you doing? You're just going to record my conversations. This is the violation of my human rights, and so that's the biggest friction. To implement something like Rilla and what we see. It takes about a month right to really like go through that storm and then the calm after the storm. And so what we see from the technician side or the comfort advisor side, what we see is typically and we've done this thousands of times now, so we have like pretty good data what happens is the top performing technicians and comfort advisors.
Speaker 2:They absolutely hate this. They like, hate this with like, with passion, because the product itself is designed like. By design. It's designed to capture what it is that the top performers are doing differently and how they talk and what they say, specifically when they're sharing the top performers and sharing all those secrets that make them top performers with the rest of the team. That's what the product does right, so I can totally understand why they don't like it. I wouldn't like it. I'm always like building up my skills and then you want to come in and share, especially if I'm in a company where we're competing for leads and you're giving the best leads to the top performers, and now I have to be sharing my secrets with all these wazos here who don't know how to sell and I'm the best one. I don't like that, so they hate it. So that's the top 20% People in the middle. They're slightly concerned, but they don't hate it as much. And then it's actually the bottom performers and the new people who have no expectations set who embrace this fully very quickly, right, and so what happens is this is almost like a therapy by exposure kind of thing that happens, Because what we've seen is that the magic number is five.
Speaker 2:Once you get your people recording five times consecutively, it's just like record five times, they almost like lose the fear entirely. It's just the effect in psychology is called the Hawthorne effect, where they study. When you tape somebody or you video them or they know that they're being recorded, they change their behavior because they're very alert, like their fight or flight is activated, so they're like really alert, but then their brain gets tired because it can be in fight or flight for like hours and hours, and so then the effect dies down after a couple of hours and then we see the exact same thing when the first time they're going to record, we've had people be like I have a heart problem, this is going to kill me, this is going to be my heart rate. Ai is evil man. I don't want to have AI in my pocket. This is some crap. They get really scared. They record five times and some of those top performers who hate it a lot like really passionately. They end up becoming some of the top users because they're naturally top performers. They want to improve and then the people are going to go back and read their data and so we literally it's like so funny. We have like when we onboard customers, we have a side-by-side of a top performer saying like this is evil, this is wrong, and then like a month later you're like this is the best thing and nothing changed. It's just that they got rid of that fear because they used it so.
Speaker 2:Typically it takes about a month, five recordings, for people to start seeing the differences and then after the first month, the tool really works. It works really well because people start improving with this AI coach. That's giving them feedback. When the bottom performers and the new reps start bridging that gap with the top performers and everybody noticed, everybody's like hey, man, the game just changed and so you either change with it or you get left behind. It's. I explained to people like it's like watching the movie Moneyball. It's the exact same concept. Some nerd brings in some data to play the sport that's usually based on charisma and talent or whatever, and then the nerds start beating the hell out of everybody and everybody's like whoa, whoa, whoa, what's happening here? And then everybody copies what the nerds are doing. So it takes about a month or so to get around it.
Speaker 1:So how often you've been on stages? I'm pretty sure right, and if I'm not mistaken, your trade was a comedian. Well, actually, I read something about political science as well, which we'll get into that.
Speaker 2:But political science, econ, is what says on my paper like, but that's a lie. I never went to class. I always. When I went to college I was just doing stand of comedy. I was kept, yeah.
Speaker 1:So what I was, so how? I know that you would probably watch yourself afterwards, which is the most pain thing. It's so painful, but that pain breeds improvement massively.
Speaker 2:All the all, my all of like all of the people that are taking comedy serious, seriously, are always recording their sets and reviewing it afterwards to see what they can do better, because they're actually what comedians are doing. So for you to see a comedian that like performs, you know, on Madison Square Garden, that comedian has spent a year kind of refining every little thing about that hour of material for 45 minutes, like just like literally testing everything. You have an idea of what's funny. You go out and test it with a crowd. The way I used to do it in comedy is I used to do six shows a day, seven days a week, starting on 2 pm.
Speaker 2:Like imagine the kind of degenerates that go to a comedy show on a 2 pm on a Wednesday, greenwich Village. Imagine it's just like people like that, laid off of work, it's like they stayed over from the night before because their life is in ship, and you just like sitting there in the crowd and you're just trying to get anything out of them. So you're just like every show, you're just like trying to test, like a little thing. It's like, oh, let me test this setup, let me test the punchline, let me test the tone which would like and everything. You're testing it. So if you record it, you can go back, take notes, iterate so that you do it better the next time. So the idea for the prelude, one of the freelifts, the idea for real I came actually because I was doing stand up but I noticed all the comedies were recording each other and I was recording myself and yeah, so that was, and I was like, oh, what if we could analyze the laughter? But blah, blah, blah, and so so yeah, that's really, that's cool.
Speaker 1:That's really cool, dang, I had a thought there. I completely lost it, so it'll come back. It'll come back to me. Well, I know what it was. Do you are you glad? Do you so lot? We don't get into politics by any stretch, but at the end, right now, it feels like this completely off subject, but it feels like comedy's changed a lot, oh yeah, but like there's a lot of it's just not as good as it used to be.
Speaker 2:Yeah, well, I used to think that because I used to watch like the funniest things, like the funniest special I've watched ever is like Dave Chappelle killing them softly like early 2000s. There's like a like. My favorite joke is like he's like in the in some hood and he like, and he sees a baby and he's like in a limo and he's just like scared and he just like lowers the window a little bit and he goes like hey, baby, go home man. And the baby's like listen, man, I'm trying to sell some weed, man, I can't speak, I can't speak, I can't speak and so no. But so I used to think but, dude, I watched Shane Gillis's new special man, like Shane and Neff, oh my God, dude, that special made me laugh just as much as. So I think what's happening now is that what had happened was like TV got really clean, like, and the way comedians got gigs before it's like, oh, you go to the Tonight Show, when you go to like these TV channels.
Speaker 2:What happened in the last five years, I would say, is that comedians started not just finding about the other avenues that are out there, but really exploiting them and getting big Like. This is guy Andrew Schultz. He got really popular on YouTube and he's not like super popular. And then the comedians doing the podcasts and stuff like, so they're like going through all these. It's not even alternative media, it's like just social media, right, and they're not. And the comics mindset has changed. It's like they're getting much better at marketing. They're getting much better at distribute Distribution themselves, right. So you don't have to rely on keeping their sets like super down the middle, because that's what you have to do if you want to get into the Tonight Show with whatever it is, because you're just trying to appeal to like everybody. It's not everybody anymore, it's just like whoever's watching TV, whoever's watching TV, I don't know who's watching TV. I don't even have a TV. This is my house, I don't have a TV.
Speaker 2:So so now you, I think it's changing, as you see, like. I think it's changing back to like and it always ebbs and flows. So like if you listen to Quentin Tarantino talking about how movies were so soft in the 90s because in the 90s we also had this like big PC crap, like and he talks about like how he was very irreverent, right and he came out with like a whole fiction and reservoir dogs and the people with like he let the charge of this kind of like counter-reformation movement of me and I think that's what's happening in comedy. It's really exciting If you go to like shows in New York and Austin. It's like people like are dying to like hear like really good comedy. People are not afraid it's. I think I would say like maybe like in the mid-2010s, like it was getting, but like Chappelle pushing out his special, he doesn't give a crap and I think, yeah, I think it's changing back.
Speaker 1:That's awesome, dude. I'm glad to hear that. Yeah, I don't, anything will be involved for me. It shocks me every time, which I love. I love listening to the clips on South Park Like I don't, I really don't know how in the world they still get away with it. Yeah, yeah, yeah, it's so good.
Speaker 2:Yeah, yeah, yeah. The showrunners Stray, parker and I don't remember the other guy's name, but they literally put. They put like something like a couple of years ago, saying like please cancel South Park, we do not want to do this show anymore. It's been 20 years. Somebody cancels out and they keep trying to get canceled and nobody can.
Speaker 1:I'm not gonna do it. That's hilarious, all right, so all right. So you're primary. You were telling me before the show. You started telling me and I said, willis, record, you're talking to me about a different, not HVAC, a different vertical, maybe. Yes, tell me more about that.
Speaker 2:So we started in the where our products started finding like really big traction was like home remodeling or home improvement, like outside of home services, like roofing and windows and siding and bath and kitchens and stuff like that. And we started finding a lot of traction there because people it's much more oriented for sales, right, because you're actually selling discretionary spending. It's like home services. It's almost like you're servicing. You're like to be a technician. You literally have to learn the trade and understand how to fix the thing. And then the companies are now pushing you to like be a salesperson, which is a very annoying situation for the technician because they just they got into the trade because they probably didn't want to talk to people. They tried, they tried, they wanted to work with the system and so yeah. So we found really a lot of good traction there. And then, but the markets are so adjacent, like it's very similar the way that the sales process works. So then we started like rowing a lot in HVAC and plumbing and electrician as well.
Speaker 1:Did you still work with a lot of roofers?
Speaker 2:Oh yeah, oh my God, yeah, we love our roofers. Man, whether it was like the yes, that we just sponsored a conference, like there was like a UFC fighting ring and the roofers were just like fighting in the Are you going to be at roof? Come on, I think so, yeah.
Speaker 1:Okay, good, I'm pretty good buddies with Hunter.
Speaker 2:Okay, nice, very cool.
Speaker 1:Yeah, I should definitely see you there. You'll be at Tommy's event too, probably.
Speaker 2:Yeah, I'm speaking at Tommy's event.
Speaker 1:Yeah, excellent, I'll definitely see you there as well. That's cool.
Speaker 2:Yeah, I'm going to be talking about AI and how it's being implemented. I have this whole thing, this hypothesis, which I think is true, that home services or home improvement will be the first industry that will have to apply AI for real business use cases because of a lot of market conditions that are happening. It's very weird because usually home services is like laggards and technology that happen with the internet, with CRM, but with AI it's a curve-ish flip because the people in Silicon Valley have no money to spend. So there's like the venture capital is just like the private equity. People are looking for markets outside of tax to deploy AI, which is happening now, and then the first market that they're looking at is like oh my God, there's a gold mine in people's homes, so we need to go out straight. So, yeah, I have a whole thing about it.
Speaker 1:Yeah, I agree with you, and that's part of the reason that I was so drawn to AI is because I understand how back-dated most businesses are, like we're five to 10 years back from normal businesses.
Speaker 2:That is correct. And if you look at how CRM was adopted, people think of, like when you adopted your CRM. Crm is a technology that existed since 1996, right, with Salesforce and Siebel systems, right. And then most HVAC a lot of HVAC companies don't even have one right? Oh yeah, it's crazy and it's like 20 years late, right.
Speaker 2:And then you look, you think of a website, right, like when people started getting serious about SEO and like online marketing. It was like what, like late 2000s, right, like 2007, 2006, when people started like putting websites, like you could like, like like getting serious about online marketing. So it was like 10 years later, right, because that started in 1995, right. So with AI, what's happening is that we're not going to have in the trades, like that 10-year gap to let the techies in Silicon Valley figure it out, because, no slash, the techies don't have money and they're broke and so they have no, they literally there's no movement happening to adopt AI for business use cases, so it's coming outside of tech, and so it's a very exciting but also very uncomfortable feeling for a lot of people that were used to having that 10-year gap and be like, oh, whatever, well, talk about it later, talk to me about it in 10 years. You know what I mean. My kids are going to graduate college.
Speaker 1:People that are that are at least looking at AI, at least they're considering AI solutions, are going to 100% surpass everybody else. Just that they're looking. Not even that are implementing. That are just looking. They're just getting comfortable Beyond, ahead of everybody else.
Speaker 2:It happened with every single major technology disruption. That works, right, because not all of it work. Like. Look at crypto. Right, like it did, I was going to say but the ones that do change society, whoever was the early adopter that's why people become early adopters is very risky, but at the same time, it has outsized rewards, right, like you think about who were the top players before websites became a thing?
Speaker 2:Right, like the people who were really good at like SEO and online marketing versus mailers, versus radio and TV, and who really adopted that medium first in everybody else, they probably completely upended the power law in their market and became the default solution and everybody had to get behind. So anytime that happens, whether it's the internet or a CRM or whatever it is you do see that there's a flip of like who becomes the new dominant player? And you can actually look at the top companies. Some of the top companies now haven't even been around for more than 10 years, right, and they're like generating hundreds of millions, if not billions, in revenues. And it's because they got really good at being the first option that people look at when they're looking for HVAC repair in my area. Right, they really devoted resources to being that first option with all the best reviews.
Speaker 2:Right, a call center right. When it changed like getting really good at the call center Like I was watching one of your latest episodes here with Jonathan and what he said is I completely agree with him that the call center right is going to be the position of the CSRs, probably not going to exist after two years. He called AI powered call center right. Whoever implements in the trades and AI powered call center first in everybody else is beating the crap out of everybody, just like an AI that's answering your call 24 seven better than any one of your human CSRs. Right.
Speaker 1:It's not there yet.
Speaker 2:It's not there yet, it's close, it's early stage. It's early stage, early yeah, it's even earlier than a company like Rilla, right? So, like that's like Rilla is not even that. Rilla is like analyzing so that you can make the human beings better. This is like replacing the entire human being.
Speaker 2:Yeah, but like I urge everybody's like, look at this company called Avokaai. Right, some of our customers are already using Avoka. This is not just an AI powered call center. There's an AI powered call center specifically targeting the trades. Super early stage company, still in beta, to like figuring things out Not related to AI, right? No, it's not. Air is more general use case. Air is like, okay, we're just. Avoka is like literally like hey, we will be the AI powered call center for home services, for the trades, right, and they're specifically talking I was just talking to the founder yesterday Early stage company, right, some of our customers are already testing them and like, dude, like this, like just when I hear them talking about the value proposition, again, it's still early, figuring out the next, but it's just like SEO is early.
Speaker 1:You know what I mean, right.
Speaker 2:Right and like you can't scale it yet. But man, whoever does that first, and they can like literally put 10 percentage points of margin back into the business because they don't have, like they literally eliminated a cost entirely because it's a machine. And then you're calling that business and it's not business in your area in Texas or Dallas, whatever it is and they're calling that business and that business is answering the phone 24 seven. You have CSRs. They're just like, like that business is going to beat the crap out of everybody when they figure it out, you know what I mean.
Speaker 1:I don't have to connect me with him, by the way, because I'm. This is. It's a long story, I don't want to get into it, but we got to the MVP stage of analyzing call centers, the customer, the CSR and with emojis and whatever. But I'm not a software guy, so it kind of stopped there. So I'm super interested to hear about this. Imagine this guy. How do you spell it?
Speaker 2:A-V-O-C-A dot A-I.
Speaker 1:Okay, so imagine a vocum when a storm hits. Yeah, oh yeah, for roofers. Right, you can deploy 10,000 calls. You will 100% be the first person there, absolutely, absolutely. I'll take it a step further and here's where our new software is coming in. I really didn't set this up to tell you about my software, but I am going to tell you about it now, and it's not released yet. I can't get into the details, but essentially, within 30 seconds you'll have a roof measurement in your inbox.
Speaker 2:Yeah.
Speaker 1:From an ad or from a door knocker. We're meeting with a development, doesn't matter who it is today. And so that's disrupting these other measurement tools, right? Because it takes hours sometimes. Yep, Yep, yep, three estimates in your inbox less than 30 seconds. So imagine a storm hits. Not only do you get a phone call, but then you get the estimate in your inbox in 30 seconds. Like that, it's over. Yeah, you can't compete with that. Yeah, yeah. So that, yeah, I'm super excited about that. I did not, man. I really feel like I've learned. I know a lot about AI, but I have not heard about this company.
Speaker 2:No, again, it's happening. Very like these are companies that work became possible. Like November last year, like you mentioned, right, like it's a. It came out November last year. It's been a year, and that's what I want people to understand about this.
Speaker 2:Like it's not just that you guys are going to be forced to be the early adopters. If you're in the trades, you are the early adopters of this technology. I'm sorry you are, because people like me who are getting funding from Silicon Valley, they're coming after this industry and there are early adopters in your industry that are more risk taking and those are the people that are starting to adopt things like Rilla and things like a Voka. Right, and when they do adopt it and when they see success and they figure it out, they're going to start being the crap out of everybody. So everybody's going to have to jump. So you are the early adopters in this industry. I'm sorry. Yeah, not only that. So that already eliminates a lot of the 10 year gap that you had to like, oh, let's just chill, let's just go back here. But here's the thing we're not dealing with the internet, we're not dealing with CRS, we're not dealing with any other kind of technology that came before. We're dealing with AI, and the biggest difference between AI and all the other technologies is just speed right. With AI, things don't get better on a year like time span. They get better in a week's time span, days, right, minutes.
Speaker 2:The iPhone when it came out right, the first iPhone was like a phone that could call, it could go to the internet right, that could play music right. That was the iPhone. And it was like two, three years before we got the really good camera and the app store, so that's like you could use all the apps and Instagram and Uber and all this. It was like two, three years right. Right now we have a technology right Chat. Gpt came out like October, november last year. A few months later, gpt-4 comes out, which is like an order of magnitude improvement. A few months and a few days or weeks after GPT-4 comes out, people start coming out with AI agents. People start coming out with like real use cases. So the rate of technology development has sped up dramatically right.
Speaker 2:So when I talk about like hey, it's still early stage for like an AI power call center, I'm not talking about a couple of years for it to get to where it needs to get, talk about a couple of months, because what's happened is AI has also made engineers faster at their job. Right, because engineers are using Chat GPT to code and you literally have engineers that are able to like do a lot of their job by asking this AI agent and they've become 10 times faster at coding. So the people who are building it so it's almost like the self-fulfilling process is just speed. It's this insane cycle of speed and it's ruthless and it doesn't wait for nobody. It doesn't care about your concerns and your fears, it's just moves fast and moving faster than ever.
Speaker 2:So, like something like a Volca might not be completely fully scaled right now, but we're talking maybe December, maybe January this year for it to like really pop. So that's what I would caution people like hey, this is not just like the future, it's like it's here, it's coming after you. Hide your kids, hide your wife. You know what I mean. So you really need to contend with that right, 100% dude.
Speaker 1:So in your opinion since I haven't heard it would you rate? How would you rate it compared to the like AI? Because AI, like there's a couple of them out there that are in beta I've been in beta for a couple of them, yeah, yep, and there's like. I'll give you an example, one called being. It was like it was just blurted out something and then it got on track, but that blurting out part is hang the phone up, like you're not going to listen to that. So, like, how would you compare it on a scale from one to 10 to the stuff that AI puts out as if it's the real thing? And I know it is their real thing, but but it just doesn't work that way.
Speaker 2:So this is and this is why this is why I talk about a vocal versus like air, because it's like service type, right, Like there is tremendous value in focus when you're like like deploying new technologies, especially with AI, because then it's easier to train the data, it's easier to like a lot of these products are based on the same foundational models. A lot of these AI products are based on the foundational models, large language models that open AI came out with their Facebook. Whatever you're using, you're not building your own foundational model. If you're a company today, like a little startup, trying to build your own foundational model, I think that's a losing battle because you're competing with Google, you're competing with Facebook, competing with the entire world that's trying to build these foundation models. So the value as a startup or as a new product or service comes from being able to take these foundational models into the last mile, to like actually apply it to the workflows in the business, real life, business use cases, that that little thing that you talked about where it blurt out some crap right, that's the value of the entrepreneurs that are going to take this technology and make it really work, right? So so then, if you understand that there's value in focus. That's what like a focus is going to be specifically focused to target trades people right and people in the trades, so it's going to be easier for them and less resource intensive to train their models to be able to answer a cancellation call or a repair call, because they're going to know specifically something like air is trying to tackle. Like all of the use cases for the class center, whether you're like in a car dealership, whether you're just like a consumer, whether you're in a bank, and so those delivering the last mile for each of those it's going to be really difficult, right? And there's a reason.
Speaker 2:When Amazon started, Jeff Bezos knew that it was going to be the everything store. He knew that was his vision. It's like Amazon is going to be the everything store you go to walk in, you're going to be able to buy anything. But he didn't start as the everything store. He started as a bookstore right?
Speaker 1:Yeah, but that was so smart that he started with the data from the bookstore. That's the key, right, just?
Speaker 2:E. But he did that like if he didn't do that, if he didn't start with the right kind of market it was books. It wasn't a sexy market like there's books. The reason he picked books was very simple People who order books online. But the internet allows you to have much better selection because it's like unlimited selection, because there's no limited inventory. It's like the internet and it allows you to have convenience, right, but it had a lot of problems back in the day, right when you were getting started. In order to order a book on Amazon, you had to wait right For Jeff Bezos to literally take the book and package it and send it through UPS, right, so it would take time, right, and it was clunky and like the whole experience.
Speaker 2:And so what Jeff Bezos did is he targeted a particular product that could take really large advantages from the natural advantages of the internet. Right, so he picked books. The main reason was there's like millions of books in circulation right now in the world. There's no other category that has so many SKUs. There's not 5 million different types of Apple in the world. There's not 5 million different types of like shoes. There's more books in circulation than any other kind of product. And so he said selection right, this is big selection. And then he noticed that the book market people had a high willingness to wait for the book because they need to need it now right, and it was repeat purchases, because people who buy books, they wanna keep buying. So he picked that market because he knew that it was going to be the right market for this particular use case of the internet.
Speaker 2:Once he got books, then he started doing CDs and DVDs right, which was similar to package right, cause it's very easy to store. They're all the same size, high willingness to wait for it, very big selections. This is a very big selection of DVDs. So he went and then after that he did that, he did toys and then he did clothes, but it started with books, right.
Speaker 2:So when you talk to me about something like Air, she has a very cool, but delivering the last mile, that's when you really see. You remember the smartphones, right, those smartphones before the iPhone. But it wasn't until the iPhone that we really deliver that last mile of like, oh my God, this works and we've seen it happen many times before with technology that it sounds really cool, like it's gonna revolutionize everything and then it fails to deliver the last mile, the actual business use case, the actual value, right. It's not just like an interesting technology, but something like solve a really big problem for me and did it in the right way.
Speaker 2:Google Glasses, right they? Probably by launching that product in a way that was just general for everybody, anything, anytime. They probably delayed the development of AR technology for like 10 years, right? Because if they didn't deliver the last mile. So that's why, when you're looking at AI tools, I would highly prioritize AI tools that are purpose built for specific use cases versus something that's just general. Because if you want something that's general, just go and use cat-to-cat-to-pt, right? That's like that's the most general thing that you can get.
Speaker 1:That's right. So yeah, it's like the old analogy If you had a heart attack, you wouldn't go to your general practitioner. It's not the same thing, right yeah?
Speaker 2:yes, you'd have a specific problem. You look for a specific solution that can solve it.
Speaker 1:Yes, yeah, that makes total sense. That is man. I'm really glad you told me about that company. That's great yeah man.
Speaker 2:He's a great guy. Tyson is the name of the founder. He's a great team.
Speaker 1:Yeah, I'll definitely bring him on here, yeah, yeah, yeah, that's really cool. All right, so I know we're getting close to time. What are you seeing, like, give me an idea of what you're seeing that maybe other people are not, because you're so deep in this space, like what? Oh, my God, yeah.
Speaker 2:Yeah, so, like one of the things that I have, I'm very lucky to be able to see, as at Rilla, we have like millions of conversations that have been recorded in people's homes and we've analyzed all of these conversations with AI, right, and people's homes, like, and we have a lot of data.
Speaker 2:We've actually we did an analysis of like 500,000 sales conversations that happened in homes and we figured out what it is at the top 1% of performers that are bringing in maybe like four, maybe $5 million of annual revenue to their business every year, maybe more. What it is that they're doing differently, right? And we analyze how they talk, right, how they talk is like how fast, how much they talk for as a customer, how many questions do they ask, and we look at how they talk and what they say specifically to talk about financing, to talk about giving company story Wednesday, talk about it. We analyze all these different things and we came out with, like these we have visibility into what it is that the top forms are doing differently Crazy, that's wild dude. So we're from, like these, hundreds of thousands of data points. So, yeah, I could share some of the insight, but it's really cool stuff.
Speaker 1:That's like a pot of gold. Yeah, yeah, yeah, it's really like a pot of gold.
Speaker 2:Yeah, it's like you're, it's almost like what it's like. And we think of sales as a sport at Rilla where, like, there's athletes that are trying to get better every day and every other sport, people look at game film and they try to learn from and they use Moneyball right, like the whole like analyzing data to improve, but in sales it's almost like we assume that it's just this art, ethereal art, and there's no game film, right? So what Rilla does is like, hey, very simply, it's just like try to bridge the gap with sports. Like let's actually bring game film, let's actually bring data and so like. And it's so simple stuff. Like if you watch the movie Moneyball, like when they realized that in order to win more baseball games, you have to like increase your on base percentage and then that's what allows you to like increase the likelihood of winning. So like we found this thing with Rilla. It was so stupid and so simple, but when you look at the data, it becomes so dumb like. It just becomes so like. Oh my God, of course, Like.
Speaker 2:One of the first things we found is that the top performers, top 1% of performers in the country, their talk ratio they talk 20% less than the average reps. Right, the average reps are talking 75 to 85% of the time, versus the customer. The top performers are talking between 45 and 65% of the time. So it's actually a conversation that's allowing them to build that report, to understand the customer's needs. So they're not just trying to sell, they're actually almost like a doctor, trying to identify what the actual issues is, what the actual desires. And then the average reps are just going in there and being like listen, mrs Homeowner, I'm gonna tell you about our energy efficient HVAC system. It's powered by the sun, but wait, there's more. And they just tell like a goddamn Shamwal guy, and so they don't build that report. So we found a lot of interesting things like that, but just like talk ratio, when you see the data it just becomes so simple. You know what I mean.
Speaker 1:Yeah, dude, 100%. Yeah, yeah, 100%, dude, 100%. Like. Active listening is also a part of this right. So, so good, dude, so good. Well, sebastian, where can people find you, where's the best place for people to find you, and how would people get a hold of you if they want to come and talk to us about it?
Speaker 2:Yeah, so you can go to realavoiscom that's R-I-L-A-V-O-S-D-O-T-C-O-M and you can book a demo with one of our highly trained sales consultants, who have been trained with the latest in AI technology, and you will see for yourself.
Speaker 1:Or what you can do. Well, dude, I really enjoyed the conversation. I really appreciate you coming on today.
Speaker 2:Me too, man. This was fun. Let's do it again sometime.
Speaker 1:Dude for sure.
