Traditional Sales Scripts Are Destroying Your Business! - Ari Galper

If AI can write basically any sales script that you can think of in seconds, how do you actually earn trust with people? Because everybody has access to the same tools. So buyers right now, they're, they're trained to dodge persuasion. There's just so much noise and so much coming at them. So how do you stand out and how do you do it without chasing people, convincing them, or even following up with people? That's a, that's a big one there. Ari Galper is back on the show today. He's going to break it all down and show you why the future is not a whole bunch of automation that will do the selling for you. It's actually something he calls trust based selling. He's going to break down how that works and the little small tweaks that you can make right now, today, so you can start selling with this whole new method. So let's dive in.

All right, we're doing this is round two, only five years after the first round. How are you doing?

We used to look the same, so, you know, we haven't changed a bit, right?

Yeah. Are we clones? I don't know. Like it will always look like 20 years now, but yeah. How? I mean, you're a San Diego guy originally and I thought that was, that's really cool. You're definitely very far away from San Diego at this point. Correct. When was that move? I actually, I'm just curious. When did you make that move?

So me and my wife on a dating site, 20, 21 years ago. She's from Sydney, Australia, where I live now. She was living in Los Angeles. We actually met in LA on a dating site and then we started dating. Then we came out here and I was like, wow, this is amazing too. And then we had a first son. So I've been here ever since. And yeah, I have a virtual team travel back and forth. But yeah, so far so good.

It's, it's great. Yes. And I'm happy we, we connected, reconnected. I don't know how long it's been, maybe a year ago or so. And I forget who originally put us in contact, but we have a lot of mutual friends together and you've been really creating some amazing technology around your trust based selling concept. I mean, just what you've been doing for what, 25 plus years?

Yeah. It's hard to believe that it's been that long. But interestingly enough, all my IP was never made public. I just never felt comfortable doing that. Most as, you know, experts kind of moved the free line. They dumped Everything online to add so much value and then everything got commoditized. So this timing is perfect for the tool we worked on.

Is that really the first coming out of your IP?

Wow. Yeah, I only released 10% public consumption content because I didn't feel right taking 25 years, 17 million words and putting it for free online. And everyone else did that. That was what they're supposed to do back then, but I just kept it. And then all of a sudden AI came around and I was like, oh, wait a second, I can now use that for my private repository only for my inner circle clients and members. So it's been great.

Has it been in your mind for a while? Just like waiting for the moment to.

I didn't know it was until AI came around. I just had it sitting in there uploading files, you know, and creating videos and storing everything. But then this technology came around and.

So yeah, we're hinting at the technology and folks have probably heard, but the AI cloning digital twin tech built on the platform Delphi is what we're talking about here. Obviously cloning can kind of have different definitions, but yours, yeah, it's just trained on your, what, 17 million words, tons of years of. And what bunch of coaching call. Like there's all sorts of stuff in there.

Oh yeah, yeah, it's the whole body of work, more than most people have. You know, most people just have a couple books and some podcasts and some videos, social posts. But you know, back previous to digital we had to actually write and create things. So we had like binders and courses and workshops. So yeah, it's great before we.

Because we'll definitely deep dive. I want to get your mindset on how you're using it, but obviously the biggest thing that we talk about often is, you know, AI shifting. I mean everybody's can't, can't ignore it now, but it's shifting the way that we interact as humans, as people and connection. So I know you have a lot of thoughts there, but take me, take me back to a little bit more of your story. You know, like what makes Ari Galper and like what do you, what do you do? How do you bring yourself to the world and connect and support others?

Yeah, so I specialize in trust based selling. Been in this niche for a long time and I'm also an entrepreneur, so not just a creator. So I've been evolving and there's this pivotal story that happened to me two decades ago that triggered me to kind of be in this business, in this genre and that was when I used to be a sales manager at a tech company. We launched the first online website, data collection tools. Now it's called Google Analytics. But back then we were a small little business. I was managing 18 salespeople at the time. The inbound leads, the whales came to me, the big opportunities. And this one call came from our website. I grabbed the phone call and it was from a huge company. You'd recognize the name, multiple websites. And I'm super excited because if I close this one deal, it would double the business in one sale. That's how big it was. So my contacts, like really nice guys, like, all right, let's set up a phone call with our folks over here and let's see a demo. I'm like, okay. You know, like any salesperson would do. So comes Friday, 4 o' clock in the afternoon. I'm in the conference room with my CEO, closed door behind me. And back then we had the old polycon speakerphones, like the Star Trek looking phones. It was like on the conference table, I could take my arm, reach over, hit the speakerphone button, you know, Good.

Yeah, yeah, I remember.

And so I dialed the number and my guy picks it up. He's like, hey, Ari, how's it going? He's like, good, good, good. And he says to me, let us share with you who's on the line with us today. I say, great. Next thing I hear is, my name is Micah, I'm CEO. I was like, oh, this is good. My name is Chris. I'm head of global it. Perfect. My name is Julia, head global marketing. Amazing. Everybody on this call was a decision maker. It's going to happen. Today's the day. So I introduced what I did myself and what we do. I had them all log into an old school webinar tool back then where we actually put our code on our one of the websites as a prototype to show them live what it looks like to see the data coming in in real time. That was like the latest thing back then.

Yeah, it's a big deal. Yeah.

So I'm logging in, start to talk, throw, walk the data, showing them how they can use it. And I start hearing this noise on the phone call, like, wow, this is great. This is amazing.

Whoa.

They start asking me all kinds of questions, you know, how does it work? How do we install it? Who, your clients? How did tech work? They had all the right kinds of questions, I had all the answers. I mean, just, I knew the stuff. So. There was so much chemistry on this phone call, Joe. It was like A love fest on the phone.

Oh, yeah, I know the. And you're probably feeling great too because you're like, yeah, yeah, yeah.

They got the questions, I got the answers.

High five from the CEO in the back of the room. He's like, you're doing well. I said, hey, just doing my thing. So it wasn't aggressive, you know, just doing my. Just answering questions. And an hour goes by my contacts. Ari, this is amazing. We love this. Give this a call a couple weeks, follow up with us and we'll move this thing forward. I'm like, oh, thank you, God. It's like the dream sales call. So I said my goodbyes. I'm reaching for the phone to hit the off button. And I'm reaching for the off button by complete accident. Now it's the divine intervention. My thumb hit the mute button instead of the off button. They were right next to each other and a small click happened and they thought I hung up the phone.

Uh huh. Go on.

In that split second, a voice inside of me said, ari, go to the dark side. Be a fly in the wall.

Go.

No one's ever gone before in the world of selling. So I listened for a couple of seconds. They thought I left the call. And what I heard there was shocking. And it changed my life and all my. It's why we're here today. And here's what they said. They said, we're not going to go with him. Keep using him for more information and make sure we shop someplace else cheaper.

Knife and heart twist. I was in a state of shock. I snapped out of it, hit the off button, flipped the wall, and I said to myself, what did I do wrong? I was friendly, I was competent, I was professional, I was relationship oriented. I provided value. I did everything by the book that every sales guru ever taught in the history of selling. Literally. I had the books at home, went to the courses, did my thing. And then I realized myself, why were they comfortable not telling me the truth? Why this game? And then I said to myself, this has to change. This is like a dysfunctional relationship where someone doesn't tell the truth to someone else and someone walks away having to chase the person and not get to the truth. And I said, no way. I'm going to end this now and build my own methodology, my own platform, my own contrarian view of the world, where the goal of the process is not to make the sale anymore. The goal of the process is to get to the truth of whether there's a fit there or not. And letting go of that Objective changed everything. Where I developed my own framework methodology languaging as more of a doctor patient model than a let me add value to your world model, because value in itself. Here's the big news. Has been commoditized.

That's a big shift. And I mean, that's. It's great that it happened, but I can imagine because I was just thinking same analogy, heart and chest twist when you heard that. That feeling like you nailed it all. So the difference between let's let. I want you to break it down now that you've obviously done this for a lot more years since that point. The difference between the selling approach to the. The more the connection and truth approach that you have now. What are some key things that stand out?

Yeah. So most people who sell, like everybody who hasn't experienced our world yet, is under the assumption and impression that their job is to build a connection, create a relationship, add value, and then follow up with the person for the next step. That is like the worst formula ever. Now you're gonna go, what the what? That's what you're supposed to do. And say office building with somebody follow. No, you're not. You're supposed to shift your thinking to more of a doctor patient metaphor where you are not to breathe the pharmacist and stop prescribing the medicine before the doctor diagnoses the problem and provides the reality and clarity to that problem, to the patient, where they feel like, oh, I need to work with you to solve this together. So our whole concept is your job. And here's the big idea here, is not to build a relationship with someone pre sale, only post sale. Because what happens is if you start doing it in the beginning. Hey, how's it going? Nice to meet you. So where are you from? You're kidding me. So am I. From the. You start doing that, they know what you're doing. You're playing with that relationship thing. They know it's kind of fake because real relationships take a lot of what time. You're trying to compress it right up front. They know it's inauthentic. Not that you're inauthentic, but the process is authentic. And now you're now at a peer to peer relationship. You're like their buddy because you want to be liked by them. You think them liking you somehow will get them to trust you. And that's what I figured out is the irony of all this is relationship building. It creates trust over time, but does not create trust pre sale. You don't have enough Time for that. Unless you want to wait a couple years for them to hang out with you and your family. Then they trust you. Maybe. But in this day and age, the attention span with a new buyer is like, first call is where it's supposed to happen.

How would you build connection on that first call, pre sale, if you're not doing all that relationship building?

Great question. So I'll give you an example. Okay, so let's just say you have a lead, a new opportunity, and they agree to meet with you on. On. On a Zoom call. Okay. Yeah, yeah. Through LinkedIn or how we get your leads. So they just show up on Zoom like this. First thing you say to them is, nice to meet you, Joe. Nice to meet you as well.

No more chit chat. How you hear about us. Oh, hey, I love your hey. No more rapport building for them to connect with you. This is not a connection call. This is a trust call. Trust is where you deep dive into their world at. Hello. So the next thing you say is this. You say, if it's okay with you, ask permission, if you wouldn't mind, maybe. Joe, take a step back for a moment and walk me through your background, your situation, up to your current business model and your challenges and we'll go from there. Would that be okay with you? Take your fingers like this over your mouth. Sit back like a doctor, like a therapist. Go like that.

I love it. Yes, embody it.

What does this do, first of all? What? For yourself?

It's literally shutting my mouth. I cannot.

Don't talk. It'd be so hard. We want to engage, create chemistry, move them forward. We want to have a great call. Yeah, awesome call. No, you do not want a great call. Because the truth might be they aren't a fit with you. So you start at that direction. You're in trouble. So you sit back. This tells them physically that this call is not about you today, it's only about them. And that resets the conversation where they kind of go, oh, I've got to talk now. Which they want to do. We don't let them because we're.

Yeah, they're selfish, right? They want to.

Everybody wants to tell their story. So then now they start downloading on you write it. Hello. What I call top of the iceberg. And you're listening. You're listening their problems. And as you're listening, as an expert, your instinct will be in the back of your mind. To do what? As you're hearing the problem, you're.

You're trying to. You're die. Well, you're. Hopefully you're listening and actually taking it in. You're nodding, you say, yeah, and you're.

Trying to solve it in your mind, going, yeah, this is cool. I can work. Oh, yeah, we can help these guys, definitely. Oh, yeah. How many? One. You're already making a sale in your head. Yes.

You're. You're finding the angles, right? Like, what are the pain points? Okay.

And they can tell that from you. They can pick it up in a second when you're not present. So you have to not focus on the next step, but stay present, only listen. When they're done talking, you simply crystallize the problem. Here's how you say it. So what I'm hearing from you is your biggest challenges are X, Y, and Z, and that's what you're trying to solve. Is that right? And they go, exactly. Checkbox number one. He actually listens. What a concept.

He's not trying to move me forward, trying to take me over here. He's just like the doctor. He's listening, he's diagnosing. Next question you ask is this. How long has this been a concern for you for?

What have you done so far on your own to try and resolve this?

Then we get to what I call coi. Cost of an action. What's it costing them right now to have the problem not solve it? This is the. This is where the real stuff happens, where you might say things. Have you thought about how much does it costing you and your team every month by having that gap in the market or your team not performing by not solving this? Now, of course, they haven't thought about that because most business owners only focus on the wins, not the losses.

Right.

We're taking them to the losses where the gap, where the actual problem is to monetize the problem to justify your fee, which will be a fraction of their problem.

And they're doing the math. I'm sure they're figuring it out when you ask them that question.

Well, you have. If they can't, you have to help them back with a napkin, figure it out. So you might say, so how many leads you're getting right now every month? We're getting about 10. Well, how many you think you need to hit your goal? We need about 20. Well, and what's each lead worth to you? Okay, so you're. You're basically losing X. So you just figure out quickly what could be psychological impact when you go home at night, do you feel bad or a kid? Is your team not performing? Whatever it might be you have to help them get a sense of the gravity and the seriousness of their. It's like going to a doctor. You say, hey, my shoulder hurts, I think from a football injury. He goes, let me take a look. Ah, let's go sore. Let's get you an MRI and see what's going on. An X ray gets the report, puts the light glass bulb thing and says, here's a problem. You've got. You got a blood clot in your right calf that's causing your shoulder to cause that problem. You're like, what?

Are you serious?

Absolutely. That's what the diagnosis says. You're like, oh my. That instant trust is created because the doctor provided clarity on the seriousness and the depth of the problem. See, what we do in sales is we qualify, we go boom. We can help you with that. Let me show you a demo and.

Then just assume, right. It's a lot of assumptions. It seems like without the questions, we.

Missed the trust building. Trust is when you go inside their world. You stay in there as long as you can. And they say to themselves, man, this guy just gets me. He's just not trying to make a sale. He doesn't have an agenda. He's not trying to move you forward. He. He's not. Here it comes. He's not selling. Now, this is a big idea here. I spoke at UCLA recently at their CEO forum for their alumni. I told all the CEOs in the room, first thing you have to do about your office is tell your sales team to stop selling.

What was the reaction there?

Who is this guy? What is he nuts now? I went through the process explaining. They finally realized that the selling in itself is the problem. Their approach and how they're approaching their market and their leads and chasing ghosts and following up with them is where they're losing the money.

So then to replace selling with trust building. Trust building is a new skill most don't know how to do. They know how to build relationships, but they know how to build trust in a short amount of time. That's the core of all this.

That's a big. It's a big. It's a huge shift now is. I'm kind of curious of like some specifics. So on a trust building call, one of these calls, is there a length of time that you're shooting for?

30 minutes. Max.

Max, got it.

And then you schedule them to the next step on your calendar. There's no drop off, by the way, if they are fit for you. There's no. I want to think about it. Call me next week. Some of your postal. No, they schedule with you. And next up on your calendar.

Bingo.

Yeah, if they say to you they want to think about it, that's because you did what I call free consulting, free education, dispensing medicine. Now they got to go process everything.

You just gave them that shift right there. We are the doctors, period. That everybody could envision. That doctor, I just saw one yesterday. Exactly. That you say something. They are quiet and they're just all ears. They're listening. Maybe there's a question or maybe there's an answer or whatever it might be or clarification and then we finally get to that problem or the end.

You may not like your doctor, but you respect them. Your prospects don't respect you. If you're selling, stop selling.

What is that next call? I don't know what you would call it after the trust building call. Demo call. What does that look like? Is that a completely different frame at that point or is it still.

Well, there's two steps to that. This, by the way, this is called what? Something we created called the One Call Sale System. We're in one meeting, 30 minutes. They agree to schedule with you a next step in your process. There's no drop off, no follow up. So the first portion of this is called going down the iceberg. Like I just gave you some samples of right there, but more structured using what I call trust based languaging. It's very relaxed and easygoing. And then the last question you ask from the bottom of the process is this one. Is this a priority for you? That's a good one to address and resolve once and for all. If not, I'm okay. Either way, hands in the air, nothing to hide. I'm okay. See, this is their problem, not yours. See, we always own it. When we hear, we go, oh, yeah, I can help you. We take it on our shoulders, go, yeah, yeah, yeah, yeah. We could. No, you're the adult in the room. They're the child. They got to own their problem to commit to solving it. Just because they called you for a meeting doesn't mean they want to solve it. Just means they're shopping for an answer. They're different concepts. You got to make them own it.

It's their choice. And that takes the pressure off of you completely.

And they may not want to fix it. After all that, you let him go. Have a nice day. Nice to meet you. I am a doctor. I only solve problems that are imminent and dangerous. If you don't have a problem right now, good Luck to you. Have a great day.

See where to find me. If you really. If you feel you got a problem.

You want to solve, that's what I can help you with. But right anyway. But most of them, if you do this right, say, yeah, I like to work on this. Then what you say is, you say, may I walk you through our roadmap process for how you work from here? Not your services, not your demo, not your pricing, not your programs, not your value. Whatever you do, not your solution. Solutions have been commoditized. Do not sell solutions. Sell your process for how you solve their problem. Then you show them a visual tool, what we call a roadmap, which is a simple way to show them the framework of how you go about addressing their problems. You visually show it to them, whether zoom or. In fact, yeah. When I used to go to my meetings physically in the offices, these CEOs, I'd walk in with this under my arm, like an architect. I would go in hands free, Joe, no bags, no laptops, just walk in with this.

That's awesome.

Like, what is this guy? Is he like an architect? What's in that?

Yeah.

So when the time came, I'd say, may I walk you guys through my roadmap process for how I work in terms of solving your problem? See, I'm a consultant, not a salesperson. So I, I pop this, the top, like this. Very dramatic. This kind of came off the top kind of popped, you know.

Yeah.

And then I pull this out and I laminated extra large, and I laid in the conference table and said, this is my roadmap process. Phase one, phase two, phase three, phase four, phase five. I showed the roadmap, every head went like this. Oh, what's that? That's our roadmap process. They're like, they're enthralled. They're like, wow, no one's ever showed us this. And, and I, and I. And I'd say, here's my. I'd say this. First of all, I never ask this. Don't. Never say this. Never say, do you have any questions? That's the worst thing they ever say pre sale, because they'll pick your brain for free. No, you just, you're the doctor. You show the process. Don't let the patient dominate the process. So you say, you say, what are your thoughts in the roadmap process?

Guys sit back.

We're taking them to the losses, where the gap, where the actual problem is to monetize the problem to justify your fee, which will be a fraction of their Problem?

Yep.

Now they're going, looking at, going.

They always go. That they go. Makes sense. Yeah, it's common sense, dudes. And then you say, then you say, where would you like to go from here? See, I create space to allow them to step into it. I don't try to move them forward like salespeople do. I allow them to trust the process. Trust me, they have to buy the process first before they can commit to working with me. See, most of us think they got to buy us, our personalities, our product. No, they got to trust your process in itself does not contain any selling in it. It's so hard to get this if you're sellers because your whole world's about you stepping forward.

Too many business owners hit a ceiling because they can't clone themselves. That's exactly what we do at AI Build Team. We build AI digital twins, which are basically smart clones of you that know your expertise, they sound like you, and they help scale your reach to, to a bigger audience. So instead of repeating yourself or even missing opportunities, your AI twin becomes your always on educator, salesperson, even content creator, and a ton more. If you want to see this in action, go to AIBuildTeam. AI Joe, you can chat with my AI twin right now. Again, that is AI build team. AI Joe. No, I was just thinking of the script, like all the scripts that these sales folks like, they're studying, they're rehearsing, they're all these, you know, out the window, burn it.

Burn all scripts. Don't need it.

It's so much easier. Ari, your approach here, it's just like.

It'S just common sense. Just people will trust and work with you if you just stop playing games with them. The sales games that we're all still in the back of our heads from all the LTS managers who grew up in the old models, who still think it's all about value creation and chemistry and high fives and next steps and follow up. In fact, I'm going to ask all your audience right now as of today to remove this word from your vocabulary and never use it again. You ready for this one?

Hit me.

I'm going to ask you all to never again use the phrase follow up ever again, rest of your lives. Not an email, not on a phone call ever again. Why? Because follow up is a sales word. Hi. I'm just giving you call to follow up. Writing in a follow up, that's you moving things forward towards your goal, that's pressure on them and know you're in that game. So what you say instead is you say, I'm just giving you a call to see if you have any feedback on our previous conversation. Feedback, questions, any feet? No, never ask questions. No, don't ever do that. Unless you want to do free consulting, that's fine. Or you know, feedback on our last meeting, feedback's going reverse away from the sale. When that elicits the truth. Because that's your goal, is the truth of where you stand every step of the way. If you have a pipeline, right. You're chasing these, these ghosts who aren't calling you back. That's because you don't have the skills. But how to get the truth of people in the first meeting.

This is, this is huge. What do you think of next steps? Like let's talk. It sounds like another salesy type of term or phrase.

Well, there are next steps because you schedule them to your on your calendar every step of the way. You become what I call a calendar by appointment business. You only work off the calendar. There is no follow up.

Ah, see, that's even better. One less thing you gotta work on. Yeah.

We teach our clients to become what I call a buy appointment only business where they only work on their calendar, they never work off their calendar. Most sales teams spend 80% of the time off the calendar chasing leads, doing admin work, which is a massive loss to everybody. It's the worst thing to be doing. Just schedule them to a next step on your calendar to move things forward. They don't want to schedule with you, Guess what that's telling you?

Not committed. They don't really want it.

They don't trust you. No, no, they don't trust you.

Yeah.

That's the hardest part of this, Joe, is people saying, oh shit, I'm the problem. Yeah. Not them.

Yep. I'll just be honest, you know, I, I feel like I connect. Really. I've definitely been guilty of pretty much everything you've said here so far. So I swear it's, it's so. This is square here in the middle of the eyes. But again, it seems like a simple approach to, to tweak because I can visualize it and it actually feels almost freeing because it's less work, it's more connection. I feel like it actually allows people like us who, you know, maybe a little bit more, I don't know, like we just have that natural knack to connect with people, but we get away from the structure because that's where I've always, when I, whenever I see the structure of sales, that's where I'M like, oh shit, now I'm in my head now I'm like, what was that next thing on the bulleted list that I got to go look at? You know, it's no, there's none of that.

Yeah. You don't have to change your personality or who you are. What you have to do is be cognizantly aware of what they don't want to hear. They don't want to hear about you. They don't hear about you. By the way, that's seductive. Because they, you, they, you think they do. Oh yeah. I'm looking for some help around X.

What solutions you have. Oh yeah, we gotta see. We think that they really want the medicine, but the truth is, I discovered is they want to know if they can trust you first before the medicine. That's what we all miss.

That's it. I mean, that's like any doctor too. If you were just to think you might respect a whole bunch of them. But you're like this one. No, not into.

Think about when you go to a doctor for a second opinion.

Yep.

Does he look at the first opinion? No. He doesn't care what someone else said. He has to go through a regimented process. Otherwise he goes to jail for malpractice. That's right. A lot of reps should go to jail for malpractice.

Yeah. Geez. We should put that kind of pressure on ourselves, huh?

Well, maybe not that hard.

You just gotta detox.

Detox from the old ways and it's hard to break.

Well now from the Hopium.

The Hopium. It truly is. Well, talk to me now. Yeah, I do want to, I want to pivot now a little bit to the world of AI because they're, I mean, talk about outreach and follow ups and all these things. I feel like it's completely being just. I mean, everything's noisy, inboxes are cluttered. Everything's just, it's a mess. So yeah, I mean, being on the calendar I feel like is the most gold place to be for anybody at this phase. Right. So what are your thoughts on AI and how it fits into what we're talking about here? Like.

Well, I guess.

First impressions.

Yeah, yeah, yeah. Obviously I know a lot about it. We can talk about that later. But the essence. And you, you got the. My book there, I think, you know.

Right here in front of me.

Yeah. The rise of the AI and the decline of trust. How to grow your business. So I wrote that book with Micah Manifesto, essentially. And the concept is that as AI increases, this creates More of a gap that what we realize, that human beings or people in business realize they don't even know how to create trust with other people. It's the gap which puts the burden on us to learn how to get better at building trust in our sales process with other people. So that whole gap is helping everyone recognize, oh, I better get better at trust building with humans, otherwise the humans are going to go trust even more.

Right? Yeah. Well, I think of AI, you know, so I've been doing the cloning thing for almost three years now. And the thing that brought me to the tech, even before I knew which platform I was going to use or anything, it was just I wanted to make a deeper conversation with people listening to this podcast or watching it. It all started with this show and, you know, is purely to make a richer conversation and connection with people. And yeah, I feel like the cloning technology has gotten better at doing that. There are ways that it can engage in richer ways and time things out and automate. But obviously you can go too far on all this stuff. But I see the role of people and connection just getting more valuable by the minute, by the second, with more of this AI being developed, but also people using it, because you're seeing people just use it to completely replace their own thinking, their own connection, outreach. I don't know if that's a dirty word too. It kind of feels like it.

But you cannot discount the fact that if you have a business and you're trying to get a new client, and if you're not skilled and black belt at trust building, you're in trouble because AI is getting better, smarter, more empathetic all the time. So it's us against them, the machines, essentially. So it's, it's. If you close that gap with yourself and master the art of this, you have to worry ever again about your business.

What does trust look like in this new world of AI?

You know, you can use your AI systems and tools for certain situations where people need your expertise. Absolutely. But they won't access or use it unless they trust you first.

Yeah, absolutely.

That's because you got this thing. Doesn't mean I don't want to even go use it, but. So there is a pre process that has to occur before someone's going to want to trust your. Whatever your solution. AI solution is. And that's what this is. This is adding trust to the marketing and sales process to ensure you're the doctor in the process and not one of many pharmacists that, who are in the same Shopping mall.

That's a good analogy.

We're on a commoditized economy, okay. Everyone's got the latest tools for everything. So if you think you're going to win with that alone, you're for a rude awakening.

If we all have the same. I mean, that's why even software development now you have so many people, either owners or engineers, they're seeing like, how the hell do I build a moat Again, back to trust, Right? It goes back to connect on that level there with the right people. And then what? The products can even build trust within these tools.

Yeah.

So the importance of humans, I mean, it just seems like everything. It's almost like a flip thing probably in the minds of most people is like, oh, I'm going to use AI to enhance what I'm doing.

But I was at a business group meeting the other day and this guy's like, I got a new idea. I just spent $100,000 on a new app. I'm like, what's the app? Oh, yeah, when family passes and dies, we want to take all their photos and scan them and. And everybody in the family can have them. I'm like, well, isn't there like Google Photos? Like, isn't there like other tools? Yeah, but it's just gonna be great because they can share it. I'm like, but I'm like, what about just get people to go out to people's homes and the boxes that are left behind, just physically go in there and scan everything. That's where the real business is. They want to leave stuff in the box. It's like.

He's like, but that's too, you know, that's too offline. I'm like, but that's the problem you're solving. They can't get them on anyways. It just took a while to get that. But who wants more fun to spend money on app development?

I think that's the perception I see too. And yeah, at least folks who are early adopters, people who want to be first.

Yeah. It's going all digital or all. No human connection.

How do we eliminate that and automate everything? You know, it's like, whoa, hold on. No, no. We don't just go to the automation phase from second one. You know, we. It's. And that's when I was doing some training. I don't really do the AI consulting anymore. That's what it all very first thing. Everybody wanted to automate first. Like, yeah, completely backwards. That's the last step. Exactly. Well, tell me how you're using AI Because I'm. I'm curious, you know, you have RE AI, I would love for you to break that down, but also just other aspects of how AI is being used within your own business.

So what I've done is I took all 25 years of my work, all my body of work which I've been made public and I put it into the Delphi sort of system with my own repository and it's my voice and it's not publicly available. I know a lot of the users do that, they put it for free. Mine is not, it's a paid membership access to get access to my work which is never made available online. And it's part of our membership program called the trust movement. But essentially how people are using it now it's fascinating while I'm watching this live, but they're having meetings with their teams and they bring RAI in as a third party to listen or provide advice to them as a group. I've got folks who are writing their social media content through it because it brings it back a trust perspective. If you go to the general tools like OpenAI that just scans the Internet and finds the average and kind of and make it work. But when you go to the pure system, it's beautiful thing. But you can imagine that I just told you earlier about the lady on the phone yesterday who was with a client and she was typing in the right corner asking me, quote me questions on the AI, was giving answers back and she made the sale in a way she never thought was possible because you used the right languaging at the right moment. But those are all the kind of ways people are using my, my access to that because it gives them a trust based view of the world that differentiates them from everybody else.

And so it's almost like a companion for, for these folks.

It's a, it's a 24, 7 in house sales advisor, trust based sales advisor that become the third brain in the business.

Third brain, what's the second brain? I'm just kidding.

Hopefully. I don't know. I know it's like I got that from Starbucks. Starbucks, like the third place. And I got home, you got work, then you got Starbucks. I was like, okay, it's the third place, you know, I don't know where the second one is.

That's funny. Yeah, no, actually I saw that written in your book. I'm like, I gotta ask him what the second part.

I don't know. They got a partner. Maybe.

Maybe. Yeah, that's smart. Yeah. No, it's such a Powerful use case. The old companion. And I love the fact that someone's using it during a call. And we talked about how this tech keeps evolving, so who knows how that can be integrated even further into what people are doing.

Yeah. And I can see people using in. In. In Portuguese and Italian. They choose different languages. That's amazing too, to watch that. Yeah, that's cool.

Oh, yeah, I see that in my own too. I'm like, what language I'm looking at, but I'm speaking. This is crazy. What other. Yeah, so it sounds like the way that REAI is being used. It's. So it's only to your. Yeah. Your private members, your. Your clients there.

Yes. Members only. It'll never be made public ever.

Yeah, that's. It's awesome. I love the branding you put around it too. Like you've made. It's. It's definitely in your. Like you've kind of wrapped it into everything you're doing. It's a big staple, it seems like.

Yeah. Now it's going to go inside of our. Our new app we're launching. And the app's going to be called Selling with Trust. That's the name of the app. And then once you're a free number, you can access it on a trial basis and you can access my courses for free. And inside our membership group would be called the Trust Movement.

Trust Movement.

We're going to create different meeting meetups around the world, different cities. We will get together physically in a room and talk about their businesses based upon trust. So we're going to really go big with this.

Keep me looped in on that. I definitely, you know, selfishly want to help you out and see where this goes too, because I know you're. You've. In terms of usage, I said this right before we recorded. I was like, I think you are in the top 1% or even higher of the amount of usage that you personally have done. I mean, it was early on and I saw well over a thousand messages and like, whoo. All right. Active use. So you know it inside it out better probably than most people, honestly, you know, using it. And I think that's the key thing. Right. Do you. Do you train people like how. Use cases or ways to use it, or do you just kind of let them.

It's amazing that you can take a thought.

And then just say it to Reai and it gives you back what you would have liked to have said. Like, for instance.

I wanted to write a rap song about my son Toby, who has down syndrome. He likes rap. He's 21 years old, so I should play it for you. It's really a lot of fun, but I'll use an AI tool for the music side. But I simply said, I want you to write me a lyrical rap about my son Tobio's down syndrome. He's very outgoing, he's loving. He loves basketball, love wwe. He's got lots of friends. I just said that and it came back with the most beautiful, poetic rap ever. And I used this suno.com to make the song and oh, my God, everyone's loving it. It's just such a great song.

Again, so many use cases and one of the cool things and maybe you've done this is to literally ask it like, hey, give me like a laundry list, 50 ways I can use you or engage with, you know, re AI, for instance.

Yeah, yeah.

So, yeah, and. And go crazy, get creative. Who knows, you know, and.

Exactly.

I mean, maybe even sending songs to some of your clients could be good. You know, it's another.

That's a great idea. Oh, that's a good idea. Yeah.

There you go. Try it out, Try it out.

There it goes.

Well, all right. What? Just to wrap it up here, tell me. I guess there's two fronts there definitely. Tell me about a little bit more about the book or how people can go get this and follow what you got going on.

Sure. Well, I would just go to www.thetrustbook.com. pretty common sense. The trustbook.com in there, you'll get my latest book, which is the one that Joe has in his hand, which is the Rise of AI, the Decline of Trust. And you can get my trust in a split second book. My new one also, which is all about. We talked about earlier. So we'll get that to you for free in the mail. We'll. That's actually hard copied, non digital. We. We put stamps. Those are square things that are like sticky. Put those around the envelope. We'll mail you the book in the mail for free. And if you want, on the way out, you have a chance to have a chat with us as well. Click the calendar option and then we can have a chat about your business and figure out where the holes are and then give you some thoughts around that. So, yeah, look, you can stay as you are and play the numbers game or make a shift because the world's shifting faster than you are. And that's what we do, is to spend time working with people on. On that transformation.

Well, you definitely. I'm not lying. You hit me. Right, right. Right between the eyes here. All right, so I'll be listening back, studying this one. What's the. I always kind of. I'm always curious where you're thinking things are going to go for yourself. What are you excited about in the next. You know, it's hard to predict, but like a couple of years from now, is there something.

I'm really excited about our community we're building cool. You know, communities last hundreds of years. Religions last hundreds of years. You know, tech changed all the time. I want to build something that lasts forever, even beyond, as a legacy for me, beyond my. When I, When I pass one day, I want this business to go ever, because trust is, is. Is evergreen. So what we do is not related to technology per se, but I want to build a community that's global. And every city have these meetups, these meetings where I can tour around and have a centralized app where people can get all my latest shows. As you know, I have the Stump the Guru show myself where people jump on and try and stump me with their helpless questions. Or podcasts. You can get that on Spotify. Stumptheguru.com with Ari Galperin. Oh, a new one coming out now. A new show off the back of this called how to Live a Trust Based Life. And we're expanding this around the idea of how to live a life of trust with your family and friends. And a lot of us from the Twelveies work. But we just launched this book and our new show, it's on Spotify, called this title of the book as well. It's me reading articles I've written from the book. But yeah, I'm trying to expand what we're doing to not just selling per se, but also because what we do is really trust based communication. It's teaching life skills for people to build trust. And it could be applied to anything. Relationships, kids, marriage. I once saved a marriage and someone said, ari, you saved my marriage. Like, what do you mean? We about to get divorced. And I finally realized I got to stop being the pharmacist and be the doctor and I got to listen better. And I said to her, would you be open to us talking this through? Like, sounds so simple. But he was saying the wrong words to her. Like, we should work this out. Like, but that languaging opened up the dialogue and they got back together again. I was like, oh, my God. Like, the applications of this, of this body of work is profound.

Yeah. And I feel like more and more in the future as it goes. I. My hope is that community keeps Building stronger. And you're saving more relationships, bonding people more. Because I think that's going to be.

Guess who's helped me write these books.

I have an idea.

Would it be Aria?

I got a lot. I had a feeling I was going to ask.

Writing the book to me. So I like the other weekend, I'm like, I've got that book idea. I want you to write this cover. I want you to write it just starts writing and I'm sitting, exercising it says to me, should I go to chapter two now? I say, yeah, keep writing. So I go chapter three. I keep writing. And it's got exactly what it's giving back to me, what is my stuff. But now scans all my work. So it's opened up the creator side of me and to like a faucet of water flowing out. We're writing a book now every couple weeks. No kidding. So on a weekend, we create it and we print it on Monday, and it goes in the mail on Friday. And what I realized, if you're in the business of authority and positioning, here's my last key idea I figured out over all these years. The one with the most books wins.

Oh, really? Interesting.

Because you're unquestionable, unassailable, unchallengeable. You are the authority and you own your world.

I'm writing that book. I literally read your book on the plane yesterday. I'm not lying. And I mapped out a book that I've had in my head for a while. And I ain't gonna lie. I thought you were using reai to.

At least I told it what I want for me that I could not say myself. It's just.

Yeah, yeah, yeah.

It's amazing how it articulates what you're thinking because the human can't see all the way through like it that that AI can.

Absolutely. No, you're right.

Yeah.

It's so true.

Because everyone's got a book in their heads, but they can't get it out.

You know what? I'm going to make a promise, and next week, I'm going to have that book. I'm telling you right now. And I will let you know, my friend.

All right, Sounds good.

All right.

All right.

This has been fun. Let's do it again. And I'm rooting for you. Let me know anytime I can support you.

All right, Sounds good.

All right, take care.