WEBVTT 00:00:00.000 --> 00:00:02.439 So imagine this for a second. You build a service 00:00:02.439 --> 00:00:05.660 business, an agency, and it's consistently netting 00:00:05.660 --> 00:00:09.240 you, let's say, $35 ,000 a month. That's the 00:00:09.240 --> 00:00:11.240 dream, right? For pretty much any founder, that's 00:00:11.240 --> 00:00:13.640 high six -figure stability. Right. But here's 00:00:13.640 --> 00:00:15.560 the part from the sources that really got me. 00:00:15.900 --> 00:00:19.760 Achieving that, but spending zero dollars. Zero. 00:00:20.519 --> 00:00:23.859 On marketing, on ads, on any of that endless 00:00:23.859 --> 00:00:26.899 cold outreach. Yeah, and this isn't some get 00:00:26.899 --> 00:00:28.960 -rich -quick thing. It's a very specific strategy. 00:00:29.120 --> 00:00:33.259 It's about working smart by leveraging the success 00:00:33.259 --> 00:00:35.619 that other companies are already having. Welcome 00:00:35.619 --> 00:00:38.740 to the Deep Dive. Today, our mission is to really 00:00:38.740 --> 00:00:41.520 unpack this blueprint for what the sources call 00:00:41.520 --> 00:00:44.719 a partner -led AI business. It's a model designed 00:00:44.719 --> 00:00:47.039 to flip that old agency script completely on 00:00:47.039 --> 00:00:48.960 its head. And we're going to focus on the single 00:00:48.960 --> 00:00:52.039 biggest reason most agencies just fail. or at 00:00:52.039 --> 00:00:53.619 least stay really small, and that's high cack. 00:00:53.719 --> 00:00:55.200 High cack. Okay, let's nail that down right away. 00:00:55.280 --> 00:00:58.619 What is high cack in, like, plain English? High 00:00:58.619 --> 00:01:00.899 cack just means spending a ton of money to convince 00:01:00.899 --> 00:01:04.519 one customer to sign up. A simple but painful 00:01:04.519 --> 00:01:06.700 definition. It's like paying for an expensive 00:01:06.700 --> 00:01:09.420 first date and then getting ghosted. Yeah, that 00:01:09.420 --> 00:01:11.920 sounds about right. Yeah. So, here's the plan. 00:01:12.379 --> 00:01:14.620 First, we're gonna look at why that old model 00:01:14.620 --> 00:01:18.390 is so broken. Then we'll walk through this smooth 00:01:18.390 --> 00:01:21.870 lead flow that gets you to that $0 customer cost. 00:01:22.370 --> 00:01:25.290 After that, how to structure your offers. And 00:01:25.290 --> 00:01:27.790 finally, the actual playbook for becoming that 00:01:27.790 --> 00:01:30.269 number one expert that big software platforms 00:01:30.269 --> 00:01:33.129 send all their business to. OK, so let's start 00:01:33.129 --> 00:01:35.849 with that broken model. The sources point out 00:01:35.849 --> 00:01:39.129 this brutal reality for a traditional agency 00:01:39.129 --> 00:01:41.629 owner. You spend something like 70 % of your 00:01:41.629 --> 00:01:45.180 day just being a salesman. A desperate salesman. 00:01:45.340 --> 00:01:47.219 And only 30 % of your time doing the thing you 00:01:47.219 --> 00:01:50.099 actually love, which is building solutions. It's 00:01:50.099 --> 00:01:52.379 totally soul -crushing. And it's so expensive 00:01:52.379 --> 00:01:54.200 in ways people don't even think about. It's not 00:01:54.200 --> 00:01:56.540 just the ad spend. No, it's the hours, right? 00:01:56.540 --> 00:01:58.459 Yeah. Writing emails that you know are just going 00:01:58.459 --> 00:02:01.280 to a spam folder. Exactly. Or sending those LinkedIn 00:02:01.280 --> 00:02:03.359 messages that get ignored. You're constantly 00:02:03.359 --> 00:02:05.680 paying Facebook or Google for clicks that, you 00:02:05.680 --> 00:02:08.939 know, maybe convert, maybe don't. Every single 00:02:08.939 --> 00:02:11.620 hour you spend hunting is an hour you're not 00:02:11.620 --> 00:02:13.909 building. And that's what keeps the profit margin 00:02:13.909 --> 00:02:16.870 so low. It's a treadmill. This partner model, 00:02:16.889 --> 00:02:20.069 though, it flips that ratio. The goal is to spend 00:02:20.069 --> 00:02:23.189 90 % of your time building great things and maybe, 00:02:23.189 --> 00:02:25.849 what, 10 % on these super low stress calls. So 00:02:25.849 --> 00:02:28.490 what's the core idea? How does that actually 00:02:28.490 --> 00:02:31.990 work? The premise is actually really elegant. 00:02:32.210 --> 00:02:34.270 You find customers who are already sold. They're 00:02:34.270 --> 00:02:36.830 committed. But now they're stuck. Stuck how? 00:02:36.990 --> 00:02:40.289 They bought a really complex, powerful tool. 00:02:40.729 --> 00:02:43.169 Maybe it's an automation platform like Make or 00:02:43.169 --> 00:02:45.870 a voice AI like Vapi. They paid for it. They 00:02:45.870 --> 00:02:48.689 believe in it. But they have no idea how to connect 00:02:48.689 --> 00:02:51.830 it to their CRM, to their actual business. So 00:02:51.830 --> 00:02:53.909 the software company that sold it to them is 00:02:53.909 --> 00:02:56.349 also in a tough spot. Oh, they're stressed. Because 00:02:56.349 --> 00:02:58.610 if that customer fails, they're going to churn. 00:02:58.710 --> 00:03:00.930 They'll cancel their subscription. And that software 00:03:00.930 --> 00:03:03.090 company, they don't have a giant army of consultants. 00:03:03.439 --> 00:03:06.819 to hold every new user's hand. Exactly. And that's 00:03:06.819 --> 00:03:08.659 the gap. That's your entry point. You become 00:03:08.659 --> 00:03:11.960 the official partner. The software company sends 00:03:11.960 --> 00:03:14.520 their stuck customer directly to you. Which means 00:03:14.520 --> 00:03:16.699 you get to skip the hardest part. You skip all 00:03:16.699 --> 00:03:19.379 of it. You get pre -sold leads, warm intros, 00:03:19.699 --> 00:03:21.900 instant trust, because you're borrowing the brand 00:03:21.900 --> 00:03:24.379 name of the company they already paid. And that's 00:03:24.379 --> 00:03:26.759 how your marketing spend goes to zero. So beyond 00:03:26.759 --> 00:03:29.240 just the money you're saving on ads, what's the 00:03:29.240 --> 00:03:31.539 biggest emotional burden that this model gets 00:03:31.539 --> 00:03:34.539 rid of compared to all that cold outreach. It 00:03:34.539 --> 00:03:37.900 just removes the need for that constant exhausting 00:03:37.900 --> 00:03:40.000 self -persuasion. Let's talk about the math, 00:03:40.099 --> 00:03:41.759 because this is where it gets really compelling. 00:03:42.360 --> 00:03:46.520 A traditional agency, you're lucky to see 40, 00:03:46.539 --> 00:03:49.599 maybe 50 % profit margins after all your costs. 00:03:49.740 --> 00:03:51.879 If you're lucky, yeah. With this partner -led 00:03:51.879 --> 00:03:54.599 model, the numbers are consistently hitting 80, 00:03:54.759 --> 00:03:57.460 even 85 % profit. That's a massive difference. 00:03:57.680 --> 00:04:00.370 At 80%, Pretty much every dollar you bring in 00:04:00.370 --> 00:04:02.729 after a few small costs just goes right into 00:04:02.729 --> 00:04:05.090 your pocket. It's because you cut out the burn, 00:04:05.550 --> 00:04:08.509 the cost of persuasion. Your operating costs 00:04:08.509 --> 00:04:12.129 are just minimal. A few AI tool subscriptions, 00:04:12.389 --> 00:04:14.889 your electricity, maybe a contractor here and 00:04:14.889 --> 00:04:17.610 there. You're not funding a sales team. So let's 00:04:17.610 --> 00:04:19.949 trace that customer journey. The sources call 00:04:19.949 --> 00:04:22.389 it incredibly smooth. It all starts with what 00:04:22.389 --> 00:04:24.990 they call a voluntary commitment. The business 00:04:24.990 --> 00:04:26.930 owner, they've already paid for the AI tool. 00:04:27.069 --> 00:04:28.730 They've got skin in the game. You never have 00:04:28.730 --> 00:04:31.370 to have that conversation about why AI is important. 00:04:31.589 --> 00:04:33.449 They're already a believer. They're excited, 00:04:33.529 --> 00:04:36.509 but then they hit the friction point. Yeah. After 00:04:36.509 --> 00:04:39.009 a day or two, they realize connecting this thing 00:04:39.009 --> 00:04:42.709 to their real business, to their CRM or their 00:04:42.709 --> 00:04:45.449 database, is way harder than the promo video 00:04:45.449 --> 00:04:47.670 made it look. They have a Ferrari, but they don't 00:04:47.670 --> 00:04:49.410 know how to drive it. And that's when their need 00:04:49.410 --> 00:04:52.350 for an expert is at its absolute peak. Great. 00:04:52.509 --> 00:04:55.610 And even for experts, complex integrations are 00:04:55.610 --> 00:04:58.310 tough. I still wrestle with concepts like prompt 00:04:58.310 --> 00:05:00.089 drift myself when I'm trying to get different 00:05:00.089 --> 00:05:02.990 systems to communicate properly. It is not easy, 00:05:03.089 --> 00:05:05.310 even when you know what you're doing. That's 00:05:05.310 --> 00:05:07.490 a good point. So the user is frustrated. That's 00:05:07.490 --> 00:05:09.829 what leads to the referral. They go to the software 00:05:09.829 --> 00:05:12.629 support team and say, help, I'm stuck. And the 00:05:12.629 --> 00:05:14.610 support staff just sends them a link to your 00:05:14.610 --> 00:05:17.269 profile. Instantly, you're a verified expert. 00:05:17.310 --> 00:05:19.430 You're not some random guy from a cold email. 00:05:19.529 --> 00:05:22.800 And because that trust is baked in, That next 00:05:22.800 --> 00:05:25.980 step, the 15 minute close, is a whole different 00:05:25.980 --> 00:05:28.240 ballgame. It's not a sales pitch at all. It's 00:05:28.240 --> 00:05:30.600 a solution meeting. You just listen to their 00:05:30.600 --> 00:05:32.540 problem and you tell them the fixed price to 00:05:32.540 --> 00:05:35.220 solve it. Which leads to the final step, conversion. 00:05:36.019 --> 00:05:39.560 The closing rates are apparently huge, over 60%. 00:05:39.560 --> 00:05:42.899 Compared to what, 1 % for a cold email? And they 00:05:42.899 --> 00:05:45.220 pay fast because they just want the pain to stop. 00:05:45.300 --> 00:05:46.939 They want their investment to start working. 00:05:47.199 --> 00:05:49.860 So if that trust is already there from the software 00:05:49.860 --> 00:05:52.600 company, how does that really change the energy 00:05:52.600 --> 00:05:55.279 of that first client meeting? It just transforms 00:05:55.279 --> 00:05:58.139 selling into listening and solving specific, 00:05:58.259 --> 00:06:00.819 urgent problems. Okay, so the leads are great, 00:06:01.180 --> 00:06:03.360 the margins are high, but that doesn't sell for 00:06:03.360 --> 00:06:06.279 scale. If every single project is this custom, 00:06:06.579 --> 00:06:09.019 one -off, special snowflake, you're never going 00:06:09.019 --> 00:06:11.019 to be able to grow. You'll just burn out. Oh, 00:06:11.019 --> 00:06:12.899 that's the fastest way to burn out for sure. 00:06:13.060 --> 00:06:16.529 Which is why productization is, uh... It's not 00:06:16.529 --> 00:06:18.610 optional. It's mandatory. So what does that mean 00:06:18.610 --> 00:06:21.529 to productize a service? It just means you sell 00:06:21.529 --> 00:06:24.149 a fixed package for a fixed price. Think of it 00:06:24.149 --> 00:06:26.889 like a restaurant menu. You don't create a custom 00:06:26.889 --> 00:06:30.029 dish for everyone. You offer a few amazing, defined 00:06:30.029 --> 00:06:32.689 entrees. It makes it super easy for the client 00:06:32.689 --> 00:06:35.069 to say yes. And it makes it repeatable for you, 00:06:35.170 --> 00:06:37.430 which is the key to actually scaling. Sources 00:06:37.430 --> 00:06:39.800 give some really good examples. Yeah, the first 00:06:39.800 --> 00:06:42.759 one was the voice AI agent package. So this is 00:06:42.759 --> 00:06:45.759 where you'd set up a tool like VOPI or retail 00:06:45.759 --> 00:06:48.079 AI. You do the hard part. connecting it to their 00:06:48.079 --> 00:06:50.240 Google calendar, making sure it talks to their 00:06:50.240 --> 00:06:53.240 CRM, like go high level. Exactly. And the price 00:06:53.240 --> 00:06:56.199 for that is something like a $3 ,000 setup fee 00:06:56.199 --> 00:06:59.500 plus $500 a month for maintenance. That monthly 00:06:59.500 --> 00:07:02.160 retainer is everything. Then there was the lead 00:07:02.160 --> 00:07:04.420 gen chat bot. Right. Building on a platform like 00:07:04.420 --> 00:07:06.500 Voiceflow, you train it on their website data, 00:07:06.740 --> 00:07:09.180 you hook it into their Slack. So the sales team 00:07:09.180 --> 00:07:12.180 gets alerts. And that's priced a bit lower, maybe 00:07:12.180 --> 00:07:16.029 $2 ,500 for setup and $300 a month. Yeah, a lower 00:07:16.029 --> 00:07:18.370 entry point. And then there's the simplest one, 00:07:18.449 --> 00:07:21.970 the glue integration. This is for when a company 00:07:21.970 --> 00:07:24.689 has two big pieces of software that just don't 00:07:24.689 --> 00:07:27.610 talk to each other. So you use a tool like Make 00:07:27.610 --> 00:07:30.769 or an 8N to build that bridge. And you charge 00:07:30.769 --> 00:07:34.329 anywhere from $1 ,500 to $4 ,000 just for that 00:07:34.329 --> 00:07:36.990 one time setup. It's pure value. So what does 00:07:36.990 --> 00:07:40.259 productizing your services really do? for your 00:07:40.259 --> 00:07:42.699 perceived value in the client's eyes. It positions 00:07:42.699 --> 00:07:45.740 you as an efficient, focused specialist, not 00:07:45.740 --> 00:07:48.019 just a time -for -hire freelancer. All right, 00:07:48.040 --> 00:07:50.399 now for the most important choice, picking the 00:07:50.399 --> 00:07:52.180 platform to partner with. This feels like the 00:07:52.180 --> 00:07:54.180 whole foundation of the business. It is. It's 00:07:54.180 --> 00:07:55.439 like choosing the land you're going to build 00:07:55.439 --> 00:07:57.600 your house on. It has to be growing fast, but 00:07:57.600 --> 00:08:00.579 it can't be overcrowded with 1 ,000 other builders. 00:08:01.079 --> 00:08:03.540 The sources gave three green flags to look for. 00:08:03.819 --> 00:08:06.639 The first one is fast user growth. Look for companies 00:08:06.639 --> 00:08:08.819 that just raised a big round of funding, like 00:08:08.819 --> 00:08:12.120 a Series A or B. Yep. That money means they're 00:08:12.120 --> 00:08:14.519 about to scale like crazy. If they're adding 00:08:14.519 --> 00:08:16.899 hundreds of new users every day, their small 00:08:16.899 --> 00:08:19.120 support team is gonna get swamped. They have 00:08:19.120 --> 00:08:21.759 no choice but to rely on outside partners. Green 00:08:21.759 --> 00:08:25.660 flag number two. High technical complexity. So 00:08:25.660 --> 00:08:28.670 we need to avoid tools that are... Uh, too easy. 00:08:28.930 --> 00:08:31.050 Yeah. If someone can figure it out over their 00:08:31.050 --> 00:08:33.529 lunch break with a YouTube video, they are not 00:08:33.529 --> 00:08:35.590 going to pay you $3 ,000. You need something 00:08:35.590 --> 00:08:40.429 that requires real API work, custom logic, stuff 00:08:40.429 --> 00:08:42.929 like Stack AI. The difficulty is what creates 00:08:42.929 --> 00:08:45.409 the value. Exactly. And the third flag is what 00:08:45.409 --> 00:08:48.399 they call the service gap. You want pure SaaS 00:08:48.399 --> 00:08:50.759 companies. Meaning they only sell the software 00:08:50.759 --> 00:08:52.919 subscription. They don't have their own giant 00:08:52.919 --> 00:08:55.799 team of in -house consultants. Right. They are 00:08:55.799 --> 00:08:58.059 financially motivated to send all that setup 00:08:58.059 --> 00:09:00.600 work to an expert like you. It's a perfect alignment 00:09:00.600 --> 00:09:03.279 of incentives. Whoa. OK, just think about that. 00:09:03.519 --> 00:09:06.000 You're connecting your one little service directly 00:09:06.000 --> 00:09:09.879 into a pipeline of, what, hundreds of new funded 00:09:09.879 --> 00:09:12.320 users a day? Yeah. Users who are basically designed 00:09:12.320 --> 00:09:14.740 to get stuck without an expert. That's the leverage. 00:09:15.039 --> 00:09:17.320 It's the ultimate customer acquisition shortcut. 00:09:18.139 --> 00:09:20.539 But you also have to watch out for the red flags. 00:09:20.940 --> 00:09:23.379 Right. We already said avoid tools that are too 00:09:23.379 --> 00:09:26.899 simple. No margin. The second one is cold communities. 00:09:27.500 --> 00:09:29.879 If you join their Discord or Slack and it's a 00:09:29.879 --> 00:09:33.659 ghost town, that platform is dying. You'd be 00:09:33.659 --> 00:09:36.220 building on sinking sand. And the third, which 00:09:36.220 --> 00:09:38.000 seems like the most dangerous one, is partnering 00:09:38.000 --> 00:09:40.690 with low reputation companies. Yeah. If the tool 00:09:40.690 --> 00:09:43.070 is super buggy and users are always complaining, 00:09:43.210 --> 00:09:44.570 they're just going to cancel their subscription. 00:09:45.049 --> 00:09:47.570 And when they cancel, your monthly retainer goes 00:09:47.570 --> 00:09:49.529 right out the window with it. So between those 00:09:49.529 --> 00:09:51.730 three red flags, which one poses the biggest 00:09:51.730 --> 00:09:54.429 risk to your long -term monthly retainer income? 00:09:54.769 --> 00:09:56.750 Partnering with low -reputation companies whose 00:09:56.750 --> 00:09:59.350 structural bugs cause customers to quit their 00:09:59.350 --> 00:10:01.750 essential subscriptions. So let's say you found 00:10:01.750 --> 00:10:04.590 the perfect platform. Getting that official partner 00:10:04.590 --> 00:10:07.440 spot. It's not as simple as just emailing the 00:10:07.440 --> 00:10:10.500 CEO. There's a specific four -step playbook. 00:10:10.679 --> 00:10:13.639 Yeah, you can't just ask. Step one is you have 00:10:13.639 --> 00:10:16.059 to become a power user. I mean, you have to master 00:10:16.059 --> 00:10:18.360 the tool, read all the docs, build some cool 00:10:18.360 --> 00:10:21.279 personal projects. Genuine expertise comes first. 00:10:21.879 --> 00:10:24.840 Okay, so you know the tool inside and out. Step 00:10:24.840 --> 00:10:27.940 two. Help for free in the community. Go into 00:10:27.940 --> 00:10:30.779 their Slack or Discord and just be the most helpful 00:10:30.779 --> 00:10:33.919 person there. Answer questions. The staff will 00:10:33.919 --> 00:10:36.100 notice you. The partner manager will definitely 00:10:36.100 --> 00:10:38.259 notice you. Because you're making their job easier. 00:10:38.500 --> 00:10:41.659 Exactly. Then step three is you have to create 00:10:41.659 --> 00:10:44.379 case studies. Find two or three small businesses, 00:10:44.539 --> 00:10:47.600 offer them a huge discount, and get video testimonials 00:10:47.600 --> 00:10:50.340 in return. You need that social proof. And once 00:10:50.340 --> 00:10:52.480 you have all that, then you do the outreach. 00:10:52.740 --> 00:10:55.259 The win -win outreach. Yes. And your message 00:10:55.259 --> 00:10:57.950 isn't about you. It's about them. You say, hey, 00:10:58.070 --> 00:11:00.269 I've already helped five of your users succeed. 00:11:00.549 --> 00:11:02.870 They're now 100 % more likely to keep paying 00:11:02.870 --> 00:11:05.470 their subscription. You're a retention tool for 00:11:05.470 --> 00:11:08.029 them, not a vendor asking for a handout. OK, 00:11:08.110 --> 00:11:10.269 so the leads start coming in. Now you have to 00:11:10.269 --> 00:11:12.929 scale. This is where you move from being a freelancer 00:11:12.929 --> 00:11:16.289 to an actual business owner. And that means systems, 00:11:16.850 --> 00:11:20.649 specifically SOPs. Standard operating procedures. 00:11:21.549 --> 00:11:23.730 You need to document how you build your product 00:11:23.730 --> 00:11:26.210 I service in something like Notion. So you can 00:11:26.210 --> 00:11:28.690 hand it off to someone else. Right. And you train 00:11:28.690 --> 00:11:31.750 them using screen recordings like Loom. A five 00:11:31.750 --> 00:11:34.090 -minute video is so much better than a long email. 00:11:34.289 --> 00:11:37.870 You show. You don't just tell. And for hiring, 00:11:38.409 --> 00:11:40.889 the advice is to use project -based contractors, 00:11:41.149 --> 00:11:44.049 not full -time employees. Yeah. Find people who 00:11:44.049 --> 00:11:46.769 are amazing builders but are terrible at sales. 00:11:47.120 --> 00:11:49.419 You handle the lead flow, they handle the build. 00:11:49.779 --> 00:11:51.940 It's a perfect match that protects your high 00:11:51.940 --> 00:11:54.379 margins. And that all leads to the end game, 00:11:54.559 --> 00:11:56.759 which is moving from being a service agency to 00:11:56.759 --> 00:11:58.940 a sauce model. This is the real wealth building 00:11:58.940 --> 00:12:00.960 part. Once you realize you've built the same 00:12:00.960 --> 00:12:03.379 chat bot for five different dentists, you stop 00:12:03.379 --> 00:12:05.580 selling it as a custom service. You turn it into 00:12:05.580 --> 00:12:07.720 a reusable template. A template or a lightweight 00:12:07.720 --> 00:12:10.980 app. Instead of a $5 ,000 one -time fee, you 00:12:10.980 --> 00:12:13.720 charge $200 a month for access to your plug and 00:12:13.720 --> 00:12:16.409 play solution. That's a fundamental shift. So 00:12:16.409 --> 00:12:19.210 if the goal is long -term wealth, how important 00:12:19.210 --> 00:12:22.789 is that move from service to software compared 00:12:22.789 --> 00:12:25.029 to just maximizing the agency's profit month 00:12:25.029 --> 00:12:27.649 to month? The ultimate financial security and 00:12:27.649 --> 00:12:29.710 the potential for a multi -million dollar exit 00:12:29.710 --> 00:12:32.289 comes from building sellable equity, not just 00:12:32.289 --> 00:12:35.210 maximizing today's operational cash flow. So 00:12:35.210 --> 00:12:37.409 as we wrap up this deep dive, the core insight 00:12:37.409 --> 00:12:40.350 seems to be that this partner -led model works 00:12:40.350 --> 00:12:42.830 because it shifts the enormous cost and effort 00:12:42.830 --> 00:12:45.149 of building trust. It takes it off your shoulders 00:12:45.149 --> 00:12:47.629 and puts it onto the big established software 00:12:47.629 --> 00:12:50.009 platform that customers already know and respect. 00:12:50.350 --> 00:12:53.110 You're selling your brain, your efficiency, your 00:12:53.110 --> 00:12:56.210 cost of goods is almost zero. It lets you build 00:12:56.210 --> 00:12:58.509 a business by being the most helpful expert in 00:12:58.509 --> 00:13:01.090 the room, not by being the loudest salesman. 00:13:01.549 --> 00:13:04.409 It's real money, but it requires that real focused 00:13:04.409 --> 00:13:08.049 work in the first, say, 90 days. It's the definition 00:13:08.049 --> 00:13:10.090 of working smarter. So the action plan is pretty 00:13:10.090 --> 00:13:13.059 clear. Pick one tool, join its community. build 00:13:13.059 --> 00:13:15.700 a demo, get a testimonial, and then send that 00:13:15.700 --> 00:13:18.500 win -win message to the partner manager. And 00:13:18.500 --> 00:13:20.340 here's the final thought we want to leave you 00:13:20.340 --> 00:13:23.299 with. Maybe the ultimate leverage in the AI world 00:13:23.299 --> 00:13:25.960 right now isn't trying to build the next brand 00:13:25.960 --> 00:13:28.399 new complex product from scratch. What is it 00:13:28.399 --> 00:13:31.840 then? It's mastering a single specific growing 00:13:31.840 --> 00:13:34.779 tool so incredibly well that the multi -million 00:13:34.779 --> 00:13:36.960 dollar company that created it actually starts 00:13:36.960 --> 00:13:39.059 to depend on you for their own customer retention. 00:13:39.240 --> 00:13:41.529 That partnership, that dependency. That's what 00:13:41.529 --> 00:13:44.149 the real power is. Until next time, keep diving 00:13:44.149 --> 00:13:44.470 deep.