Day 3 - I Love AI Week - AI for Entrepreneurs

Welcome. I got my cafe, so hello everyone. Welcome to day 3. Today is pretty exciting day from coming to you live from South Florida. We are going to be doing— well, we have a lot to talk about today, but this is the 3rd day of our I Love AI Challenge, and today I am going to be sharing with you a session that I delivered Granted, I've delivered this session in lots of variations, but I revised it this past weekend for the HBC Universe Summit, and it was amazing. So I want to share that amazingness with you all as well. I thought it would be a great addition to our weeks together. Hello everyone. Hi Eve and Lucy and Luasca. Yay, thank you for being here. If you are here and in the Zoom live with me, we have a bunch of people here, so go ahead and say hello in the chat so I know you're here. You're here, unless you want to be incognito and I don't know you're here, then that's fine as well. What's up everyone? Non and Linda, hi! Sandrine is here, wonderful. So good to see you all, amazing. William, Dennis, oh Dennis, I'm so glad you got to make it. Thank you for coming in today, great to see you all. So nice to have you here, and we'll have people joining usually in the first 5 minutes or so. Hi, uh, my dad just walked by, you know, it's a fun-filled household. Noelle Russell in the Russell house. So great to be here with you. So just to give you a very quick recap, because we have a lot to cover today. On Monday, we started our sessions talking all about how to use AI in your personal life. And I didn't have it next to me because it was near my bedside table. But this is the journal I was talking about. It's called— it says an empowerment journal. Anyway, it's not sticker, but Um, but this is the book, uh, the journal I use from Robin Arzon. I absolutely love it. So definitely, uh, if you are a journal type person and looking for a reason to do that, feel free, uh, to get your own copy. I don't let— you know, again, I'm not like an affiliate with any of the things I share with you, um, but I do, uh, love to share what's working for me and what I have found joy in. The other thing I wanted to share with you is that I did realize that every morning I use an app and I didn't mention it that day. So I want to quickly in my recap mention this app. It's called Daylio, um, D-A-Y-L-I-O. I think it's like $23 a year or something like that, but it allows you— and this is, again, I don't— sometimes I don't have a whole lot of time to like freeform journal or spend, you know, sometimes I'm like, sleep or journal. Hey, I'm human. Uh, and so as a result of that, I was looking for a way to capture data about how I was doing, how I was feeling, and get some guidance on constantly and continue continuously improving myself. And so this Daily Journal allows you to, without words at all, use emojis, um, to capture where you're spending your time, how you're spending your time. Remember, uh, I also talked about the circle of life that I have here on the wall, and how do you make sure that you maintain balance across all the things. And so this app helps me do that. Like, I go in and I'll say— it'll ask me how I did today or how I did yesterday, and I'll ask— I'll go in and have to say, like, did I take time to meditate? Did I take time for self-care, did I do the journaling that I want to do or any of the tasks? But it's all via emoji. So it's like click, click, click, click, click. And at the end I get a nice summary. It also, of course, is gamified. So that is Daylio. D-A— oh gosh, how do I spell it? I think it's like D— I don't think it's D-A-Y. Let me see. Let me go in and check it out. Of course, it doesn't show me now. I think it's D-A-I-L-I-O, but I can't tell. That's too funny. So once I'm in the app, how am I supposed to share this with y'all? Um, let's see here. All right, subscription there. Maybe it'll tell me. No, it does— how do you not put the name of your app? Anyway, I said it before. Oh, thank you, D-A-Y-E-V-E. You are my friend. Thank you for being here. D-A-Y-L-I-O. Anyway, just a quick tip, just to let you know, because I used it this morning. I was like, Oh, I don't think I told my people that. So I wanted to let you know another tool that I use almost every day because of its ease of use and really meaningful data that it gathers for me about how I'm doing and how well I'm balancing and creating kind of harmonious interactions and all the things that I'm trying to do every single day. Yesterday, we shifted focus to the professional landscape on how we could use AI in our professional life. And again, this isn't really about like getting a job. That is tomorrow. By the way, today is the last day to sign up for that course. I hope you will all take advantage. It's only $100 with my discount. Um, I am one of 5 people being interviewed, uh, and it is— I, I posted today, uh, hopefully you all saw it, kind of a play-by-play from the time I left, you know, university until now, the companies I've worked for, the roles that I've gotten, and how I've grown my career to do the things I'm doing for you right now. And I'll be going through that in detail in this, uh, class. So Oh, yay, William! Awesome. I can't wait to see you tomorrow. So those of you who join us live, of course, we'll be doing the recap of it in, in this session tomorrow, because I will have just come out of that class. And so pardon me if I'm a minute or so maybe late, but I just have to transfer from that Zoom into this Zoom. And but it will be an incredible, incredible— I've never— it's like one of those Barbara Walters specials, not to date myself, but Like, I've never— I hope to— I'm not gonna— I don't think I'm gonna cry, but it will be a story that's never been told before, cuz I've just never really wanted to sit and talk about kind of the nonsense that I had to go through to get the roles that I did. But I wanna tell you straight, so if you're looking for a new role in AI, this is a great class. And it's not just me, it's like me plus 5 other people. Um, so I'm really excited. Uh, oh no. Oh no. Okay, awesome. Well, Nan, you'll definitely get access to the replay, and of course you'll be able to be here. So, um, so sad you won't be able to join us live, but really excited that you're here. Um, I'm so excited because normally this is the third day, and so typically by this time people start going, oh wow, that's a lot to spend of time with Noelle. But we are increasing in our numbers, so that's really cool to see, um, that people are sharing it. So please feel free. This of course is free content. You can share this with anyone you think would need it. I always encourage you. I do the same when I see something that's valuable to me. I share it with my friends. So you can either, uh, share it right now and they can join us live, um, or certainly share it afterwards and, uh, feel free to invite whoever you'd like to join in the fun. Uh, it's always better with friends. All right, so yesterday we focused on the professional journey. I talked to you about some of the tools I use just to do my job better, from note-taking to applications for ideation and content creation. You'll see some of those tools today. Today I decided to go a little old school and share with you a PowerPoint presentation. I do— some of you might know this, but I do about, I don't know, 90 or so events per year, um, meaning that I go on stage and I speak to audiences. So I'm— and I'm great at it. I love doing it. It is an opportunity for me to really feel connected with people typically audiences that are the very people I wanna help. Uh, and so, um, I love doing it, but in doing that, I've had to create mechanisms for managing travel and being, uh, you know, in those environments. And at the same time, last year, actually, I guess a year and 2 months ago, I decided to go off on my own and, and really refocus on my side hustle, which I had been doing for many years. Uh, AI Leadership Institute was a company that was started in 2016. But in 2023, uh, actually I guess it was, or, oh no, I guess it was 2024 and 2020. Yeah, 2023. At the end of 2023, right before Christmas, I was like, I can do this. Like I had just come off the heels of helping grow a crazy business for Accenture, uh, creating a practice that generated over $300 million in revenue. Like I was working harder than I ever wanted to work, uh, with more people. All of us were working hard. It was a bit of a tornado. It was incredible. Incredible fun. We got lots of experience across lots of industries, but I was like, where do I wanna take this energy, right? Like, what do I wanna do with this? And many of us, many of you might be in this spot right now where you're like in transition. Either you're in a role you're not 100% in love with, or you've already kind of let go of that role and you're in transition deciding, do you wanna take that ramp of getting into a new role, which we'll be talking about tomorrow, or do you wanna take that ramp of starting a business? I, of course, now in this stage of my life, decided that starting a business was in my best interest. So I'm gonna share with you today how I did that and why it worked. Now, I've started, I don't know, 4 businesses in my lifetime, all of them, uh, extremely successful. 2 of them sold, 2 of them I just retired because I got a better offer from a company and became a W-2. But this organization now, I mean, this is, this is one where I've already been asked to sell, uh, my company multiple times. Obviously, it's a we got cool people in it. But most importantly, people realize that the next 5 to 10 years is all about education and implementation intrinsically locked together. And so once you identify a problem that the world has right now, there's a really good opportunity for you to actually grow your own company. Now, I will tell you, entrepreneurship, it isn't for everyone. Being a founder, it's hard. You wear a lot of hats. But for some of you, and I know some of you very well, like, wearing a lot of hats is kind of how we roll. That's how we live. We like to wear lots of hats in the the companies we work for. Sometimes that doesn't work really well when they want you to stay in your lane or put you in a box. Don't ask me how I know these things, but, um, these are the challenges that I ran into working for other organizations is that they were like, I know you could do marketing and sales and go-to-market and be on events and help employees become better employees and be a leader and a mentor. And they were like, but if you could just do this one thing and be a little quieter about it, that would be awesome. And I heard that just one too many times where I was like, you know what, maybe I could just do this myself. And now I've found a, a very wonderful, comfortable home in, in being a founder and an entrepreneur that is generating revenue. Many of us start companies that never get to the point where they generate significant revenue, but I am at that point now and I wanna share those secrets with you. So, so great to have you all here. Thank you for being here. And as I, uh, talk, I'll, I'll keep the, um, chat up, so I'll try to keep an eye on it. But also remember the Q&A section at the end of today's session. I will go into the Q&A and talk to you all about any questions that you might have and give you any feedback that I can on those questions. Now, I will let you know that at the end of this session, I do want to invite you to become a part of our organization and learn what I have done. We have a program called the AI Startup Studio, which we are now actually embedding right inside the AI Leadership Institute, which I think is natural and amazing. We still have Startup Studio classes that we run with different startup venture hubs across the country. Those are in person. They are much more expensive. They are me with you, hands-on, sitting next to you going, do this, do that. This will be a much more virtual approach, but I think it will serve so many people. And like I said, I, I invited about 35 people into the program on Saturday, and so we're going to see a really cool vibe enter into the AI Leadership Institute community, all for that kind of those people and those individuals that wanna start and really grow their own business. Okay. So let's get this party started. We are going to thank you all for being here. Oh my gosh, I'm so excited that we passed our numbers from yesterday. Thank you for coming. I hope you enjoy today. And this will be available on replay both inside LinkedIn, but also on our YouTube channel. And do not forget Thank you so much for those of you who did your homework last night and were pop— you know, some of you went above and beyond. So thank you for doing that. And for those of you who didn't or don't remember what it was, I wanted to give you the opportunity to really think about your professional life and what does you plus AI look like. And that's in— that's also incredibly important as we begin this journey of talking about becoming an entrepreneur, building a business that generates value for your customers, and ultimately revenue for you. How do you do that? The, the only way to start is to clearly articulate and identify in your mind, what do you wanna do with this, right? What does your lived experience plus artificial intelligence offer the world? And how do you put that into a nice package, what we call an offer, and make that available to people who need it the most? And that is a cycle of activity. So let's jump right in and get started. Let's see here. I always struggle with the sharing. All right. So I am going to start first and I don't know about the sound or how loud it will be. Oh, that's all right. Of course, Sherry, you can post it whenever you'd like. You can even post it in here if you want. Oh, why, thank you. I love your comments. Thank you so much. It is my favorite jacket. So thank you so much for that. All right, so I'm going to share my screen and I'm actually— I'm going to share sound optimized for video sharing. I don't know what that means. I'm going to say share and see what happens. Here we are. So I'm going to go ahead and put it into presentation mode and hopefully this will work out. Let's see. All right, so I'm going to ask you all to tell me— I don't know what you all can see. Let's see. Hmm. It should be in presentation mode. It shows me that it's in presentation mode. Can you tell me in the— yes, can you see me in the— in the— tell me in the chat, can you see just a picture of me? It looks like my deepfake. All right, awesome. Thank you. I love a little audience participation. So some of you have seen this video, some of you haven't, but I wanted to— let me go ahead and share it with you, and hopefully you'll be able to hear the audio. Okay, if not, Well, tell me in the chat and then I'll just break over it and start talking to you. Here we go. I am Nearly Noelle, a synthesized avatar here to help with the introduction. Get ready to meet the incredible Noelle Russell. She's not your ordinary technologist, she's a game changer. With her entrepreneurial spirit and expertise in conversational AI, generative AI, and language models, Noelle has revolutionized the tech industry. But here's the best part— Noelle is so much more than her professional achievements. She's a true inspiration for balancing work and family life. As a wife and mother of 6, she embodies the definition of courage and determination. Get ready to be blown away by Noelle's spectacular journey. Join me in welcoming the phenomenal Noelle Russell. Well, thank you all. Of course, I saw— yeah, you could see it, it didn't end up moving. It's so cool. Well, now you've heard my— that is my deepfake voice. Uh, gratitude to HeyGen for helping me to create it. Um, and oh, you can hear it but you can see it. OK, perfect. So I don't know why that is, so I'm going to try and just use slideshow mode and see what happens. All right, there we go. Oh man, so now it would probably work. Let me see, I'm just going to play it so you could see it because it's kind of cool, but let's just see. I am— can you see it? It's pretty cool, right? Let me know if you can see it. Yeah, right? I mean, thank you. So it's pretty cool. All right, so I'm not gonna keep playing it. Um, you guys get the idea, but this is a deepfake that I created, and I always start every conversation I do with this deepfake. Um, and the reason I do that— and there's two things that are happening that are AI-generated on the screen. Number one, I created an AI version of myself, Nearly Noelle, it introduces itself accordingly. It is in the beginning, so most people aren't paying attention, but, but this deepfake was created by, in a tool called HeyGen. So tool number 1, I actually, I mentioned, I think it to you on Monday too, but HeyGen allows you to create what's called an instant avatar, and it only takes about 2 minutes to create what you see here. Now I also, so I created the instant avatar, and then I also created a deepfake voice of myself, and then I used ChatGPT to generate a script to introduce me on stage, and that's what you see here. This is also available on my YouTube channel if you want to see it in its entirety. But it gets us started kind of thinking about a world where I don't have to do my own intros on a YouTube video, right? Or I don't have to teach my own, you know, intros, outros, topic transitions. Like I can leverage an AI, a system like this, right? A deepfake of myself, a synthesized media to interact, interact with, my users, my customers, my audience. And so I don't think it's— we're at a point where I don't even feel comfortable having NearlyNoelle do all the work, but I definitely don't mind it helping me out with an intro, an outro, or a topic transition every now and then. Now we're gonna talk about the future of AI for entrepreneurs in this session. And I hope you'll stay with me. It's about an hour, give or take. And I'm gonna be providing you both prompts and tools. And as I mentioned, for those of you in the chat, those of you in the chat, as you write comments, I will be also recognizing those comments. And if it's a question and I can answer it right in flight, I will. If not, I'll wait till the end and we'll do a bunch of Q&A. But yeah, the deepfake is very interesting. You can have a deepfake of Satya Nadella for sure. I actually did build one for Satya and when I was working as a principal PM for Microsoft, and I distinctly remember like his voice is in my head, don't ever do that again, I believe is what he said. Um, so, so no, I will not be doing that. Uh, and, and of course, yeah, exactly, not very ethical. But, um, Jim Martin's in the house! Hi, my old friends! Oh my gosh, so good to see you. Um, yay, good to see you, my friend. Uh, but yeah, it would be cool, but not only unethical, but you do not want, uh, I mean, I never wanted to have Satya Nadella say to me, don't ever do that. Like, It's, I do think he started it with something like, it's cool, bro. Um, okay, he didn't say it just like that, but he was like, it's cool, but don't ever, ever, ever do. And that was before ChatGPT and HeyGen and ElevenLabs. So it wasn't even really that great. Maybe that's why he didn't like it. Um, but yeah, deepfakes of people you don't know have not given you authority and you wouldn't be able to anyway. HeyGen is really cool about that. They require you to authenticate that you are the person giving your likeness. To HeyGen, and then they qualify that likeness. So all things that we as responsible users, right, we are thinking about before we get started. But still, as you mentioned, Joe, really cool stuff, right? So in this session, we're gonna focus on AI for entrepreneurs. Usually people who are joining my session aren't my friends on LinkedIn, though most of you are. But if you're not, this is a chance to grab your phone or take a picture of this, you know, what you're looking at right now, and you can actually, uh, hit that QR code and become friends with me. I do encourage you, little bit of a flex, uh, to actually connect with people. It— LinkedIn will encourage you to follow people that have, you know, 10,000 or more, um, followers. They'll encourage you to follow to build that number. It's a vanity metric. The real value comes in connection. So do the extra work, go to the 3 dots and hit connect. Whenever you connect with someone, I wanna connect with everybody because I never know. I never know what I'm gonna need, you know, you for or what you might need me for. So I'd rather us have the chance to, to talk to each other and message. So I do like to always start with a little bit about who I am. And in case you all don't know, you know, we— my husband and I, that's us. We're actually on a Disney cruise when we took that picture. Actually, also the big family picture was also on that cruise. But we— I have 6 children, as you might have heard nearly Noelle say, happily married. And my journey into AI really did start with my son Max, who you see there in the pool. He has Down syndrome. I didn't really understand much about it when he was born. It was a big surprise. I was a young mom, first-time mom, and so didn't know what was going on, but I was a technologist first, um, before I was a mom. And so as soon as I became a mother, I started thinking about how can I use technology to make his life better? And that has literally led me to exactly where I am today and the things that I get to do. That's my dad. He is also a huge influence on my life. He was the one who was just waving to me out the window. He walks by, he lives right on the other side of this window and I get to listen to him. Interact with technology that I've provided him every single day to make his life easier. Earlier today, I heard him laughing at a joke that he had asked Alexa to say. It was just— it's a beautiful thing. It provides him a level of independence that he could not have otherwise. And again, a driver for me to find a way to educate more of you on how to use AI to make the world more accessible. And even if you don't focus on accessibility, it is a wonderful side benefit that happens when you build with this technology. You open the funnel for who can use it, how they can use it, it. And if you care about technology and its accessibility, it gives you the opportunity to completely expand that landscape. So thank you, Sherlyn, for posting that link, uh, to HeyGen for those of you who want to see it in the Zoom. So my dad, and he looks just like that, literally he'll come by and he'll be like, he's very energetic. If you met him, you would be like, oh, that's why you're the way you are. Because I was raised by the best with the best energy. I also always want to remind you, I do have, uh, 2 podcasts on YouTube as well as Apple Podcasts and others. But YouTube is the best because you see the video version. Good Morning AI is one of my podcasts as well as The Lamplighter Effect, a leadership podcast I started last year. So if you wanna hear me talk about more things, there's always opportunities to do that. Now, over the past few years, it's been a great run. Um, I actually today am— was going to be awarded my AI and Cyber Leadership Award in DC. But as some of you may or may not know, big storm kind of showed up there. I had a flight cancel and I just took it as a sign. So I decided to stay home and then my son woke up sick today. So I'm so glad I'm here. You never know, right? Like, universe works beautifully sometimes. Um, I was, oh, I have to change this. I just got, uh, bumped up in the Agentik AI thought leader category. I'm now in the top 10. I don't know exactly what number I am yet, but on the hunt for number 1. Um, top 25 in AI. From Thinkers360. I've been given many different awards, but all these awards came because I'm willing, well, to just do the work, right? Like, this is not because I do anything exponentially better than anyone else. I'm just very consistent, very persistent, and I show my work along the way. I use a term called, uh, receipts. Like, I get receipts. I do the work, I demonstrate that work, I stick it in GitHub, I blog about it, I put it on YouTube. I want the world to know that this is not rocket science, what we're doing. Um, though some may want you to believe that, and I get it. Uh, what is rocket science? What is the hard part about AI is the uniqueness of your lived experience plus this technology. Cuz I can't replicate your lived experience plus AI. I can't do that. You become a, you know, zero of one. Like there is no other you when you add AI to what you can do. And that's That's exactly what we're gonna talk about today. So the purpose of this session, as I did for the previous session I did, is to scale a business from 0 to 1 million with artificial intelligence. So I'm gonna educate you on the process I have used multiple times to do this. So it is no longer a desire, an art. It is a bit of a science. I realize that there are steps you take to get to this outcome. Is it overnight? No. Does it look like overnight to the people who will watch you? Yes. Oh, many times people— I mean, people even today come up to me and they're like, oh my gosh, you know, like, how, you know, how, you know, how quickly you've become successful. And I was like, huh, not, not really, but thank you, I'll take it. Um, any publicity is good publicity, but the reality is, is it does take a long time to get any good results. However, With artificial intelligence, you can shrink that time. You can take time out of the equation as long as you're able to train those models to do good things. Now, another piece of AI that I'm using right now, and I don't know if you've noticed it, is I am using PowerPoint Translator. And that at the bottom, of course, it's not doing translation, but it does enable you to actually load up a PowerPoint Translator app. And see, you know, this is just real-time captioning provided inside PowerPoint itself. I use it on every stage I'm on if they let me. Sometimes they don't, but I use it on every stage that I'm on in order to encourage people to not only hear what I'm saying, but also be able to read what I'm saying, which sometimes can be helpful depending on your learning abilities and how you like to learn. So this is the magic slide. This is the process that I have come to know and love and that I've demonstrated year after year. I've done it inside companies and outside companies. This is the process that you take to build a business to $1 million. Now, way more than that. Like, I'm on track for $3.4. I hope to make $10 million. You know, like, I, I've got a big plan. Um, but the first step to create enough money so that you can do this full-time instead of as a side hustle, it first starts with a good idea, right? What is your idea? And we're going to go through this entire funnel. This is called— this is basically a circle of events. Yeah, it— ah, that's a good question. So I think Translator just does the live translation, but Copilot inside PowerPoint also provides captioning, summarization, and the ability to pull things out. So yes, so PowerPoint does, but Translator specifically as a feature does not. Um, but great question, Verole. So these 7 steps I'm gonna walk you through over the next 35, 40 minutes, and I'm gonna give you guidance on how I, I mean, I have spent a long time training very specific models on each of these stages to help me do a better job at every stage. Now, Noelle Russell gets ideas all the time. I have an entire book full of all the— every time I get an idea, I'm like, oh my gosh, I should do this. I created an initiative called Lovefluencers where I wanted to teach influencers how to lead with positive impact. And it took me about a day to build because I followed this cycle and it did very, very well. And that actually led to Lamplighters. And same thing, I got the idea for Lamplighters and it's not enough to get the idea like it's what you do after you get the idea. And I never want you to ever say again, like, you get an idea and then you, you go, oh, I don't know. I don't know what to do with that. Uh-oh. And, and then 2 months, 2 years, 2 decades later, you watch someone else with that idea. How many of you have had that experience, right? Where you're like, I thought about that. I came up with that idea 10 years ago and I never did anything. You know, ideas, uh, I've heard people talk about ideas as kind of like They're like little bubbles and they, they float over to you and see if you're willing to do what it takes. And then if you don't take it, that bubble floats on over to someone else and you know, there's no harm, no foul. But I'm hoping today I can give you a framework for bringing an idea to market and actually monetizing it very quickly. And if you can monetize it, honestly, I say if you can get your first $1,000, $10,000 leveraging this framework, you can then throw, like, light it on fire and, like, let it blow up and let it become an entire organization that you hire people to grow, which is really, really cool. Oh my gosh, Javier, I know, right? Yep. Yes, exactly. And some of us in this community are actually building the thing we have thought about for so very long. And I think, Joe, you're, you're a great example, like, because we know if we don't build it now, AI has reduced the barrier to entry. I will tell you that even with a reduced barrier to entry, most people won't do the work. And so this is what's different about who we are in the AI Leadership Institute. I love AI. We are doers, not talkers. We learn by doing, right? We show versus tell. These are our core values of let's actually do the thing and get value and help people. Let's not just think about it anymore and let's not just talk about it anymore. Let's be, be the community that actually does something. So we'll go through ideation. Uh, the first thing we'll have to do is once we get an idea, it's kind of flush out that idea a little bit, make sure that we know who that idea is for and how that idea will solve a problem for them. Then we need to get attention for that idea. And once we get attention, we need to capture that attention in the form of leads. Then we need to talk to those leads and get them to buy the thing. And then once they buy the thing, we, We'll start making money. Yay. And so once we start making money, what do we do with that money? And then how do we scale that business, right? Let's say we make $10,000. How do we turn that into $100,000, right? How do we move the comma? Like, how do we go from $100 to $1,000 to $10,000 to $1 million to $100 million, right? Like, that is the journey that you can take if you choose to be on it. I'm gonna give you a framework that's worked for me. So the first thing I wanna do is talk you through the idea piece. Now, the idea piece, and I'm gonna give you a couple prompts to take a look at. This will all be stored in the I Love AI community so you can get access to these prompts as well. But the idea phase is not just, you know, you wake up, which I did. I mean, 2 nights ago, I, the entire night, I dreamt about building out an idea. Like, I really did. Like, I sat in front of my computer in my dream, and I worked the entire dream. I woke up and I was like, For real, why can't a girl sit on a beach in Tahiti? Like, I wanna dream about beaches. I'm dream— I'm dreaming about funnels, but whatever. But getting an idea, right? Like, there is a whole series of activity that gets that idea into the marketplace. But before you even start thinking about getting attention for the idea, it's a good idea to, to just look around, ask a few questions. Right now, we have a really great evolution of models in, in OpenAI. The ChatGPT has access to the new, Omni-3 model. And Omni-3, there's a couple different 3 models that you can leverage, and it allows you to do a little bit more reasoning around what you're trying to do. So the first thing, the most important thing when you get an idea is to figure out who is this for? And, you know, spoiler alert, it is not for everyone. It can't be for everyone. If you say it's for everyone, it's for no one, right? When you go out, and I've learned this the hard way, I've done massive launches and wanted to be AI for everyone. But when you say that, when someone looks at your ad or sees your lead magnet, they don't see themselves in it because there's nothing special about it. They're not like, oh, I'm a mom, or Oh, I am a startup founder. They have no way to tie themselves to you or even know and understand that, you know, their problem. So it's not so much shrinking your market and picking a small market. It's more about making sure that you can clearly, like, relate and resonate with the people that you're talking to. So this is an example of something that I use pretty typically. It's a much longer, you know, I, I was limited in my space on the slide, but help me create a detailed personas, or help me create detailed personas for my product or service. Now, if you don't know what the product or service is yet, you can just say, for this thing I wanna do, and describe the thing you wanna do. And you can even take that a step further and ask it to help you ideate. Now, these are what I call my prompts to produce. I don't— I only wanna look at building prompts that actually generate something that I can use. So almost always at the end of my prompts, I will ask for things like generate this in a Word doc, create this create a prompt I can use in Gamma, like, that I can use to create a PowerPoint presentation. Like, I will ask it to create a deliverable at the end of most of these prompts, and you'll see why. For each one of these personas— now notice personas is plural, and that is intentional, because in the world of AI, you can go after multiple personas. You can create— I mean, in the time it used to take us to build one, you could build 100 personas that you can go after. I encourage you, though, to keep it small. No more than 3. I'd say 1, but most of us can't just do 1. So no more than 3, right? So for me, for example, I have 2 key personas. I have, I have, and you all represent them, right? I have business professionals that are either in transition or in a job that they don't completely love. Um, and they're looking to get their next corporate role, or I have founders. And if you look at my, um, analytics on LinkedIn, I shared it with you all last week on, um, on our call, our weekly call. But when you look at my analytics, you will see the two top people that follow me and engage with my content are CEOs or C-suite people, CEOs, CMOs in corporate America, and business owners and founders. Those are the two top percentage categories. And that's another thing to think about, right? Once you identify your persona, how are you going to make sure that you are actually serving them? That they are engaging with your content, that they feel heard when you talk to them. So include their key pain points. Now, this is something that I write a prompt for. So I would put in the prompt, help me create a detailed persona for AI Leadership Institute. Now, because remember yesterday we've custom trained our GPT on who we are and what AI Leadership Institute is. So if you didn't see yesterday's, go back and watch that. But we've custom trained the model on who we are, what we do, what our goals are, our OKRs, like all the things that are important. So when I say here's what I'm selling, I'm gonna ask it not only to create the personas, but I'm also going to ask it to include, and for this persona, what are their key pain points, daily challenges, buying behavior, right? And then I'll ask it to build this into a table. Remember deliverable. How do I use this? I don't want it to sit in ChatGPT. I want it to become available to me to pull into Google Sheets or into my Microsoft tenant, into 365, so I can actually start working with it. I will also ask it to suggest 3 innovative ways that I could use AI to serve them better. This is a little bit of the homework we— I asked you to do last night, right? Ask ChatGPT based on your lived experience. Here's who I am. How could I leverage AI to do what I do better and then become an expert at those things? So this is kind of adding that in. So this allows you to narrowly focus in on, rather than 7 billion people in the world, you can focus on maybe a few million. And in a few million, it becomes easy for you to conceive maybe you can get 10 to become a customer. I would say you can, even if it's bad. I've watched bad products get sold to hundreds of thousands of customers. So I'm a believer that if you build something intentional for an audience that you care about, that is in alignment with your lived experience, this game can be won. So the next thing, once you know who, right? That's the question. The first question is who. The next question is kind of what. So analyze your business idea, whatever it is. In my case, building a community for AI leadership professionals who wanna learn about responsible AI, grow businesses, and become successful in their careers, right? So I say that, that's what it says in my ChatGPT personalization space, and I now want it to, uh, give me that information for a specific industry. I actually don't use specific industry. I'm cross-industry, but I do have multiple funnels, which we'll get to next. I have multiple ways for people to interact with my content, and I do have law and tax pros and agriculture and supply chain. So I have different avenues for people to connect with me, and that content I do speak, wanna speak their language, right? So analyze my business industry, consider mer— like, I want the model to go out and analyze market trends, potential gaps in the industry, and suggest 3 unique ways that I can be differentiated in the market. If you have a question, many of you ask me questions and I'm like, I will answer them from my lived experience, which is extensive, but not nearly as extensive as a model like an Omni model on OpenAI or Claude or, you know, an anthropic model. So really, uh, important to kind of, to use these tools to help you crystallize it. You should not spend more than, I'll call it an hour, which is very liberal, like no more than an hour doing this work before you move to the next step. Like, just get a good sense. Who's your customer? What do they care about? What are they, what's their biggest pain points? Because you wanna make sure that the product you are picking aligns with those pain points. And then you're gonna speak in the language of that pain, which is why we want that last final thing that we ask it, like, how do I use what I'm doing to serve this market in the best way, leveraging the toolset that I have? Oh, that's funny. Okay, so I'm just checking in here. This is amazing. Okay. Oh, awesome. Alvin's here. What's up? Good to see you, my friend. Yes, exactly. 100%. Joe and I are the same in that way, right? Cross industry. But it is still really important when you go to get attention for this, that a customer who has a problem who's sitting in aviation, they will look at you differently if you say, I help everyone with AI versus I'm in aviation. Like, I understand aviation like the best of them, right? That you can speak in their language. So I think there's an important— that's why by having multiple personas, not one for everybody, but pick a few, 3. You know, in my case, I'm very much in the regulated industries, right? So financial services, healthcare, and supply chain, which isn't really regulated, but they have a lot of rules. And so that's where I tend to draw most of my business, and that's where a lot of the next phase is associated with, right? So now we've— we have a little bit of an idea. Again, don't spend long here. You're gonna iterate on this. Continuously. So one of the things I think traps people is that they feel like once they start, they're stuck doing that thing. It is a constant evolution. Just look at, like, just do a Google search or a Perplexity search on brands and look at, like, history of Coca-Cola, history of Google, history of AWS. All of them have rebranded, retargeted, reorganized, and they're okay. So I'm gonna encourage you to do the same, to, to identify, like, pick a lane, do a thing, go through this process, but be willing and aware that you're going to evolve this as we go. All right. So the next piece, we've got now our persona. We've identified our persona. We now realize that there's a gap in the market that we can solve for. You can also, you know, go out to Reddit. Reddit is great for gap identification. People are very verbose about talking about products that are missing the mark. As a matter of fact, it's where I learned a lot about Amazon Alexa while working there. I would look for product fea— like features and, uh, backlog grooming, uh, and, uh, prioritization. I would use the comments on Reddit to drive some of that work. And granted, that was not my idea. I mean, that was Jeff Bezos's instruction, right, is to leverage customer feedback to drive future evolution. Like, don't let any part of your roadmap be driven by you. Like, let your customers drive it. But in the beginning, you do need to at least get started. And so that is it. Yeah, exactly, Javier. Great. Oh, awesome, awesome. Non, we're in the same industries. That's cool. All right. So now we go from identifying the idea, crystallizing that idea, understanding who that idea is gonna be helpful to. And picking those people and then I understanding who they are, what their pain points are, what challenges they are in every day. And that information is gonna be critical as we move to the next phase. Cuz the way to get attention for that idea is going to be to speak in that language. If you know, for example, that your customers are maybe, or, or your prospects who you're going to go after, if you know that your audience is a little bit worried about being left behind in the age of AI, that will show up as a pain point, and that should be a main part of how you get attention. Now, there's lots of different ways to do this. For example, you can see here, I typically do this to just kind of get a thought partner on different, maybe more unique content strategies. So generating a content strategy for AI Leadership Institute that would attract people in the tax profession. I want key topics, to demonstrate my expertise. I want platform-specific content ideas on, and I give it very specific ideas. LinkedIn, YouTube, Instagram, those are my main platforms. And how can I use AI to do this? And what tools would you recommend? Again, these are good general model requests. If you've built a private model for yourself, you can be way more prescriptive in your prompting. But if you want to use just ChatGPT, on your phone or any other model. You can do this to actually start driving really meaningful. Now, recognize that that target audience came from our idea phase, right? So this pulls through the work we did in the idea phase, and now we start thinking about how are we gonna get attention. Here's the reality and what I do when I get an idea, and I'll tell you a fun story just last week. And I shouldn't say this as much as I'm saying it, but I'm gonna anyway. Because, um, I did get customers that day and they may not have known I just made it up. Um, so thank you for supporting us though. It is a real nonprofit now. Um, but a couple weeks ago I was at a conference called the Silicon Valley Video Summit. I think it was, um, big, huge conference. I had no idea that this was happening, but all the major players in video were there. Um, it was really cool to be a part of it. I was asked to be a part due to my contributions at at CES, and it was kind of a last-minute thing, and I was so glad I got a chance to join. But while I was there, I got there and they gave me my badge, and I looked at the marquee and it had unfortunately not AI Leadership Institute. Instead, it said AI Leadership Council. And so I got there and I was like, oh, yeah, I probably— I guess I should have looked at that before I got here. Well, I'm not gonna go and be like, oh, it's wrong, go change it. Like, Instead, I have an idea. The idea is I create an AI Leadership Council. Hmm, what could that do? I know right now we are in a point where I desperately want to help local schools and communities, like, bridge the gap, right? Close the digital divide around AI education. I wanna do that work, but right now it's pro bono and I have to do it in my spare time, which some of you might know I don't have a lot of. Have. But what if I could create a nonprofit? I could actually train the trainers. I could build a fleet of educators that could go into these organizations, these schools, these communities, and deliver this super valuable information. So literally, I see that, I go, I create a website. So I get there at 8, I'm not on till like 10:45. Some of you might be like, 2 hours? I know, call me crazy. I get this idea, I go I'm in the speaker room and I'm like, I build, so you can go out and look at it right now. AI, or the AI Leadership Council, it's called aileadershipcouncil.org. You can go look at it. And basically I set it up so that from the stage I could say, AI Leadership Council, come visit me. Here's why. And I created several buckets of ways for people to sponsor the work that we do so we can go into these schools. And we got people to say, yeah, Yes, but the thing, the, the reason this worked is because I got an idea. I really focused that idea on the audience I was gonna be in front of. I got that attention while I was on stage, and then I created an opportunity for them to engage with me. So this process, attention is all about content creation, and content creation can be crazy like what I just did, build a funnel, create a lead magnet, and just have people sign up, and then you call them and be like, hey, great, thanks for sponsoring us. You could do that, or you could be a little bit more structured in your approach. And this is what I do for my clients today. I do— I run— I don't call it a marketing agency because let's just face it, if you are a startup and you've ever invested in a marketing agency, they may have delivered lackluster results. And so I don't want to be lumped into that. But I do offer services to my clients that allow them to generate attention that will bring them leads, and those leads help them turn them into sales. Yes, 100%, Verle, exactly. And I was like, if nothing else, I could be the creator, right? So it was really cool. I love the council idea. I'm glad the universe dropped, right, the little bubble, the idea bubble came over my head and I snatched it. But with AI, the only way I could do that is because I had an AI system to support me, right? I could not have in less than 2 hours built an entire end-to-end attention funnel to gather people and collect money from them in order to actually start this project. It is now well underway and really fun. So if you wanna talk to me about it, we could talk. But it came out of, like, it came out of nowhere, right? It came out of a mistake, honestly, that I could have been upset about. But instead, I created an opportunity. And that's what another, I think AI is really great at this. But in order for you to go from idea to sales, you have to gather attention for your idea. And what that means is before, like, again, did AI Leadership Council actually exist? Do I have educators trained and ready to go? Do I have relationships within, like, educational systems? I do, but not directly correlated to the, the, you know, to my council. It doesn't matter. Like, I just want to get attention because here's what I was able to do that day. I validated that the idea, just like Verole, you said, I validated that the idea was worth it. So here's what I'm going to encourage you to do is to let go of being done with the whole thing before you start getting attention for the thing. I mean, there are so many companies that are currently in stealth mode. I'm no judgment. Be in stealth mode. Good for you. I hope it works out. Out. But there is zero disadvantage to letting the world know that you're working on something and giving them the opportunity to become part of that journey. I have found that as soon as you get your idea, you wanna codify that into some form of a website, a one-page lead magnet website. As a matter of fact, maybe I'll share with you a few. I definitely will share with you a few before we go, but a one-page website that simply says, I am Noelle, or This is my business. Here's the problem I solve. Here's the way that I solve it. If you're interested, sign up. And all that, that's it. So now when you go and talk to people, when you get on a phone, when you go to a meetup, when you have a meeting, when you're in a community like this, you can throw in your one-pager and say, hey, I just put this together. Or you could say, I have a company, here you go. If no one wants to engage with your idea, it's better to find out before you build built it than after. So I encourage you to really decouple the delivery of the thing you want to build from the awareness of the thing. It's okay to not be done. Like, it— you can even say beta. Have you heard this term before? Right? Like, GPT is in perpetual beta. Copilot, perpetual beta. Like, the— they, they launch it in beta and then they never get out of it because they're like, well, it's kind of safe to be in beta because if anything goes wrong, we're just like, oops, it's in beta. Google Notebook LM beta, launch in beta, get in front of customers, get them to fall in love with it, create design partners who give you feedback, create also a mechanism to get paid, but that comes later. First, get attention for your idea and validate that it is something the market wants right now. And it might take a little, you know, management. Brand voice is a huge thing. I do find that companies today require a brand voice. And that voice might be yours, or you can create a uniquely Noelle, right? You could create a deepfake that is your, your becomes your, you know, avatar of the business. But I will tell you that people buy from people. And for me, especially when I walk into a room, many times people's arms start like this, many, many times. And by the end, they're like on the edge of their seat, laughing, leaning in. And, and of course then I'm like, great, now like let's do some business together. But that's how it starts is that you have to really get someone to go, oh, I see you as a hu— as a human before I see you as a business and I wanna do business with you as a human. So some of you I know wanna sit behind the scenes and build a business that nobody sees your face. I will tell you that that's true to a degree, but there's not a business that I currently interact with that I don't wanna know the CEO. That I don't go to their leadership page and look at who leads their company. Like, it is a part of my decision-making process. And I think as other generations get, you know, become mature and become part of, um, the workforce, I think they are going to feel the same way. If I raise my kids the way I wanted to, they will. But I actually think it is, you know, a, a shift that we're seeing that we actually care about the people we do business with. It's not just, do you have the lowest common, you know, do you have the lowest priced cell phone case, right? Like there are going to be products that are commoditized, but for anything that's not commoditized, i.e., you plus AI, not a commodity, unique, differentiated, they're going to want to know who you are. And so this brand voice development, this ability to get attention for your idea is critical. So I will just reiterate for those of you in the back, I just want to remind you, when you get an idea, the first step is to create awareness for that idea. How do you create awareness for that idea? Gener— put it on a website, create, you know, a one-pager, a landing page. Google has an AI tool called Arrow. When you buy a domain— I buy domains more often than I buy almost anything else, but I buy a domain as soon as I get an idea, and I'll stand up a landing page. Page. I have Latina in AI because I thought maybe I would just be a Latina blogging about AI, which maybe I'll still do one day, right? I also have, uh, gen— generative AI for women, or women in generative AI, women in generative AI. Stood up a landing page, got 300 people to sign up. I then moved them over to the AI Leadership Institute, right? But as soon as I get the idea, I stand up a page. I leverage Claude, who's our marketing, you know, guru when it comes to, uh, building copy for our landing page, or you can leverage Arrow, which will also help you with this copy, but stand it up and start talking about it. Use it as part of your information. It's so important. It's so important. Most people, this is the part you skip and then you go right to building the thing and then you're like, you spend months building the thing and you have no idea if people will like it. And that's why we don't even ever see it leave the door. Like it never even goes out the door because we don't know if people are gonna like it and we're kind of like, Do you know how much more energizing it is when you have a list of 300 people who don't even know what you're doing yet and they just said yes because they're interested in the problem you're trying to solve? It is so energizing. You already have an audience. You just need to create an idea that solves their problem and then create a way for them to find you. And that is what attention is all about. So let's talk about the most fun part, I think, which is how do you get that attention and turn it into people you actually can do business with? With. And this is known also as lead generation. Now, in lead generation, these are some of the things that I use. The number one way I generate leads is through— and I'll show you a couple today— I generate leads through the concept of lead magnets, which means I create content that answers a question in the mind of my audience that if they see it, they're like, oh, I want to know that. It happens to me all the time on LinkedIn. If it says How to use AI in X. I'm like, I'll look at that. I'll give you my email address so I can see what you wrote. Now, getting the email address, and even if they never read the thing you wrote or never watch the video, it doesn't matter. You've now got an opportunity. They've raised their hand. They've said that the way you've addressed the problem is something that resonates with them. Now you have a chance to actually get that business. But that's not, that's not this stage. We in this stage just wanna get their attention And then give them something of value that they'd be willing to exchange their email address for or their phone number. Many people— I have a, a client that's 100% dedicated to the WhatsApp channel. Like, all of her clients communicate to her on WhatsApp. All of her lead magnets drive to WhatsApp. So she uses WhatsApp. So I say lead magnet to— if, if it sounds like I use a lot of web pages, well, I do, but it's not the only channel. You— it's an omnichannel universe. You can use whatever channel you want and wherever you start to to see good traffic. So you can see here, design a lead magnet strategy for my business, for AI Leadership Institute. Now oftentimes I will include what you see under the consider. You don't have to use all of them, but it's usually one big long, uh, prompt where I'm like, design me a lead magnet strategy, uh, based on the immediate problems, which I know from my idea stage, what they're willing to exchange their email for. So think about what they'd be willing to, and usually this And I often will say things like, what is the question in the mind of this person? What are they worried about? What keeps them up at night? I know some of you ask these questions in discovery calls with your clients or as part of your job. We wanna, we wanna actually answer it proactively. It's something that I learned from Jeff Bezos when I was working at Amazon, is that he would say, innovate on behalf of your customers. Try to know what's in their mind, learn from what's in their mind, and then do the thing If they knew what you knew, you would be able to do, you know, you, you do that thing and you provide that to them because they won't be able to get there from here without your help. And that I think is a huge opportunity for most of us. So thinking about how do you deliver unique value, and again, the more the model knows about you, the better these answers will be. So if you have not taken the time to tell the model who you are, what you care about, like what we did on day one, how to personalize, or, or even yesterday, like personalize the model to understand your unique skill set and what you offer. I, I would do that to help you get even better, more accurate results from this. I do alternate between ChatGPT and Claude for most of my interactions, but that— and I say those tools because that's just what I use. There is no limitation. There are hundreds of thousands of models that you can use to do this work, and all of them will likely behave different. One tool I used to use before I got into my current kind of routine is Poe.com. So maybe we can put that in the chat. Poe.com. I'll try to put it in here. It's really easy. Poe.com. So Poe.com will allow you to use a bunch of models, and this is how I found the two that gave me the best answers consistently, time after time. Is that I would throw it into 5 or 6 models and see how it works. So these prompts to produce specifically for lead generation is how do you create an asset? Now, this is what I love. So just stick with me here. I don't know how many of you remember. Some of you do. Over Christmas, I built 12 lead magnets, one per day, and I built them day on every day exactly so I could tell the story. So every day I would be like, What's an idea? What's a problem in the mind of my customers? I'm gonna now build a lead magnet. I'm gonna set up a landing page. I'm gonna create an image and I'm gonna get it live. It took me, the first one probably took me an hour and 25 minutes, but it got shorter and shorter as I got better and better. The last one took me less than 20 minutes to do. And it was probably the most complex. But how, what I wanna encourage you to do is leverage AI to, to find out what their biggest problem was. So actually, I'mma do it. I'mma show you. For those of you who don't know, let's see how I get out of here. There we go. I'm almost out of here. There we go. OK, hold on. Let me stop the share and I'm going to reshare my lead magnets and they're on LinkedIn. So hopefully I can find them pretty easily. Oh yeah, here we go. So share. Okay, cool. Oh, it didn't share. Hold on. Well, that's interesting. Share. Oh, there we go. Share. Okay, so I'm gonna type in LinkedIn. Oopsie, I'm in the wrong browser. All right, if you can see my LinkedIn, give me a heart in the chat so I know you are here. Okay, you don't have to do a heart if you can't find it, but just say you're here, you can see it. I want to make sure you can all— thank you. Oh, you found it. Thank you so much. All right, cool. All right, so we're in my LinkedIn right now. So I'm going to just show you the articles that I have that I did over this time. So there's a bunch of stuff in here. Let's see here. Featured activities, newsletters. All right. AI Leadership Journal. If you are not subscribed to the AI Leadership Journal, please feel free to do so. I will, of course, I will copy the link and throw it in the chat so y'all can join me if you haven't joined it already. It's super fun, mostly just to watch the lead gen, lead magnet, and lead generation things that I do. But you'll notice here, of course, I have a few things that happen, but I'm gonna go all the way down, doo doo doo doo doo, right? So every day I built a funnel and the way I did it. And so I'm just gonna go into this one, for example. All right. So this is the first one. There's more over here. I created this content with AI that knows me and knows my business. I created— some of it I wrote by myself because, well, I made it up as I went. But most, like, the structure and, like, making sure LinkedIn would publish it and treat it nicely. But here is the lead magnet. So this is the article. This is one lead magnet, right? My newsletter article. This goes out to— let's see if we can tell— 9,700 people. It goes into their inbox. That's the benefit of building a newsletter, part of your attention strategy. I go to my lead magnet, and this is the page that I built, right? So I built the page. I also created this image in Canva. Takes a couple seconds. You can go in and type in mockup. It has iPads, books, all sorts of stuff. And I created a 90-day checklist and I put it on this page. This is called the landing page or squeeze page because its job is to say, if you want this, just provide some information. So I just said, give me your name and your email address. And of course I want to be transparent that I'm going to actually ask you to buy stuff when you contact me. And so you get my 90-day, I'll go ahead and do this and see what happens. And consent to email myself and sell myself things. Yay. And then what I like to do, so this is the first one. You'll see a couple different options. But now I immediately wanna say, as promised, here it is, like right away. No, no questions asked. You don't have to go to your inbox. Like, I just provide it. But now they're in a funnel that will then, which I'll talk to you about in just a second, but I will nurture them in order to drive them to a sale. So I'll go to download here and you'll see what it looks like. So this is my marketing checklist. It could be prettier, I guess, but it literally is a checklist that I use for my clients. So when you go in, you do a project with me. When you do a project with me, I will build a project plan and it has all these things in it. And so it's very transparent. Like, I'm literally giving you the secrets if you want to do these things. The reality is, is most people look at this and they go, huh, I don't really want to do all that. So they they invite me to come and help them do it. So lead magnets. Here's a phrase that I use for myself. I have it on this Post-it. It says, um, give away the secrets, sell the implementation. So as an entrepreneur, it is— you don't have to do it this way. It is what I feel good about. Like, I don't feel like I'm selling to people because I give away everything I do. And then I just say, this isn't your core competency. If you don't want to do this, I can help you. And that's where 100% of my customers come from, people that I gave my secrets to. And some of them, like, it doesn't always work out, right? I— every customer I give my secrets to, some of them go off and use my secrets and do really well, right? And that's okay. Good for them, right? But enough, like, to the tune of 7 figures, come back to me and say, I'd like you to help me with this. And that is— I feel good about that. Like, I want those clients. I want people who need me. Me. And, and I'm okay with the— I also believe in there is zero scarcity in this world. And the problem that we're trying to solve, which is equity and building businesses and helping organizations be successful, there are so many organizations I could not serve them all if I wanted to. So if you can take my secrets and do that for other people, like, great, let there be love and, and let's do more. But it has been a strategy that's worked for me. So like, Give away the secrets, sell the implementation, be the one that's willing to solve that problem for them. Okay, so that's the flow, just so you can kind of get, get a sense of it. So this process, of course, I built this in GoHighLevel. So I have a GoHighLevel account. It's a CRM tool. And so when people become my marketing clients or my startups, when they start, usually they hire me to kind of implement their marketing strategy and their technology. That account that you get. Uh, I, I give, I have those accounts that I distribute to my, my clients. And once you have that, I then can create these landing pages very quickly, set up these. And of course, all of this I went in and I tested. So there's A/B testing on this that says, is want 20 to 50% revenue growth with AI? Use this marketing checklist. But I also have grow, double your business in 2025. Here's my marketing checklist. So there's two, and I'm testing to see Does my audience— what resonates with my audience? But this attention getting means that— and, and you all saw, right? That's just one. I did 12 of these. My engagement went up 16,000% in December and January because of this. So I mentioned it to you because I care about you and I want you to know that these things work. I'll just go to another one. Let's see. These are really good. You should go back and look at these. I'm like, wow, I remember these. Okay, my crystal ball. I like this one too. So I have a crystal ball here, and I tested— I'm always testing. I tested putting the link in the comments versus putting the link inside of the, the, the post itself. In this case, you can go again. Look familiar? Same thing, different people clicked on it. Same idea. Get my free copy. I now ask for a little bit more information because they're asking for a calculator, which means they're actually solving a problem of value. And I wanna make sure that I can talk to them about that. So again, I fill it out. I'm just gonna show you what the, the result looks like just to give you a sense of, of what this is. This is in my email, is in the, like, signature of all of my things. But if you wanna call this number, oopsie, 7-8- 6. You can hear my AI bot talk to you. And there we go. Please market to me. Please do. I want to hear all of it. So now again, they get added to a nurture sequence. But now I built a page instead, right? So I'm testing out always these different mechanisms for capturing leads and giving the information back. So still they get to download the thing. This one's a little prettier. And so it gives them insight. This is a white paper. I partnered with Claude to help write this based on 3 articles. Y'all remember my favorite articles in the whole world? Oh, I don't know if I can— let me, let me see if I can get out of this. It won't let me. It's over here. Is it? Oh no, I can't. Over a little bit more. Oh no, I can't. I can't. It's, it's hidden behind my, anyway, it's hidden. So that's okay. Oopsie. So this guide I wrote in, I went and grabbed, do you remember the 300 Now use case document and the business opportunity report that came out of the IDC in 2022 at the end of 2024? I took all of those, synthesized them, and generated a white paper based on it. And I provided those sources. This at the bottom of the document. So really cool. I actually might have hyperlinked it in here, but like, use the information that's being provided by research, by Stanford, by the government, by different organizations in order to generate value that you can give. And of course, it looks and reads like work that I do. It is a reflection of the model being trained on how I do what I do. So hopefully Yes, I agree, Verole. Yes. So I am not on Gamma right now, but I have— I used it on Monday, Sherry. Alright, so you get the idea. So this is a really big part, I think, of thinking about, okay, now I have my idea. I've now stood up a landing page to get the attention. The most important thing to have on your— don't build a website. Don't— do not spend time building an About Us page and a What my services is and my, or, you know, my offer matrix. One page, who you are, who you care about, the problems you solve, and a way for them to get value and give you their email address. That's it. Super simple. Let's go. All right. So I'm gonna stop the share and go back to the presentation so we can finish up with my favorite part, which is sales. Hopefully it'll go back in there the way I was. What's happening? Share. Oh, all right. Oh, did it work? Oh, it looks like it's working. All right. I'm just going to stay here. Okay. All right. So for those of you in the chat, oh my gosh, we got more people in the chat. I haven't called you all out, so thank you all for being here. Thank you. Thank you. Thank you. If you are here and you haven't said hello in the chat, no one knows you're here. If you want to stay dormant, you can, but you can go ahead and throw your name in the chat and just say hello to everyone so they can say hello to you. Also, well, I'll, I'll save it for the end. But you'll notice here sales is a big— I mean, nothing happens unless you sell something. Most people feel bad about sales. Most people are like, I don't want to be a seller. I've heard it. I said it myself as an engineer. I literally thought sales was the— like, I won't call them the enemy, but they were definitely like my arch nemesis. Like, they don't know what they're doing. They're overselling, overpromising. They don't understand the technology. They like— these were the things in my mind. Point. Until one day, I'm working at Microsoft. I influence about $600 million in revenue through my work as an engineer talking to customers. So I'm like a solution engineer, right? I'm in the engineering org. I'm working for Eric Boyd, who runs all of Azure AI, and I'm helping businesses buy Azure AI. $600 million in influence revenue. We had a dashboard that measured my success. $600 million. I'm like, I'm amazing. I was pretty proud. I got a sweatshirt that said I love AI. It's actually where I got my whole I love AI campaign. I got a plaque. It's actually over here for performance excellence for blowing my number. But what I didn't get was I did not make Platinum Club, which I found out later was a sales thing that the sellers that I worked with I'm sure they did a lot of good things and worked really hard. I, I'm not dismissing their effort. However, they went to Morocco. One person on one of the many accounts that I supported made $1.3 million in commission that year. So I thought to myself, how attached am I to this vision of me being an engineer and not a salesperson? Am I $1.3 million attached? I will tell you I'm not. So I literally moved the, like, my mindset shifted from how do I build good software to how do I build good, good software and sell it? Like, I wanna be the seller that helps bridge the gap be, and, and it was good because sellers, most of us, um, that are in the sales profession, we don't actually know how the thing is built or how it works. So it became my superpower that I could actually, talk the talk all the way down to implementation, deployment, and production, that I could talk about CodePipeline in the executive meeting. I could share with them the, the problems they would have the second they got to a different stage in their deployment. Like, I would know that in the sales conversation. And it, it was very— I ended up closing a billion, over a billion dollars in Microsoft AI while I was there. Like, it— but the difference was, is the second year I did it, I got paid. Right? And then I went to Accenture. I first, I went to IBM as an executive and I started selling there and I did extremely well. And then I went to Accenture and that was my $300 million. Well, and I did very well. Like, I was willing to let go of my misconceptions about what it means to sell because what it meant to me, what it means to me now is selling is my ability to close the gap for people. They're gonna buy anyway. But the difference with them buying something from someone, I mean, all of you can just Google AI for whatever, business, AI for growth, AI for taxes, and you will see people, some maybe know what they're doing, but the vast majority are digital marketers selling a thing that they built with their natural language and they don't really know much at all about responsible AI or what it takes to deploy or what happens when security fails or accuracy is, needs improvement or how to manage and mitigate for bias. Like, they don't have that knowledge that we all know in the AI Leadership Institute. So anyway, I was like, whoa, oh, how do I, you know, now it is my job to let people know that I do this for a living and that I can help them with this. And so I'm, I now am no longer worried about saying it. I say it with pride, like, I can help you with this. And that was the, the tipping point for me, right? I could not really attain massive success that I feel like I've attained in the last couple of years because I wasn't willing to like say out loud, like, I do this and it costs money and it's way less in price than it is in value. I created what's called the value equation. So I have a couple things I wanna share with you and this hopefully will be a little bit of magic for you all. The first one is this concept of Million Dollar Math. This is what changed my life when I, when I uncovered the benefit of looking at your first million dollars through Million Dollar Math, meaning, and this is not exhaustive, right? There's a million ways to break this up. But if you look at this, right, the breakdown, right, of a million dollars, you can get one client to pay you a million dollars and you're done. So whoever does that, like, I'm your friend, come over, I wanna help your clients. But like, think about it. Can you create something that is worth price-wise $100,000? If you can create, which I have, I have a $100,000 project, uh, that I deliver and I only need 10 clients to make $1 million. It's half of my revenue last year. Or 100 people paying you $10K. Now I did 90 events last year that paid me an average of $24,000. On average. Some paid me way more, some paid me way less, some paid me— well, it didn't pay me at all, right? But like, when you start to think about this, how can you create a product and then determine how many of those you need to sell? And my hope that you'll understand here is, if you look at this million-dollar math and you go, here, like, do you want to sell like something that's $10 100,000 times, or do you maybe want to do the exact level of effort and just build something of more value so you have to sell it less often. There are ways when we add our lived experience plus AI, we can sell what we know for way more. And maybe it starts with $1,000. I'll come in and educate. If you go to a company and say, I've got 25 years experience in this domain, I know how to use AI in this way, I can come and educate your company for $1,000. Like they lose $1,000 in the laundry, right? They blow it on lunch for the team. Like, you can go in and just get clients that'll give you $1,000. And then your job is to create what we call a value stack or a ladder where they go from paying you $1,000 for a 2-hour workshop to paying you $10,000 for a 2-day workshop to paying you $100,000 for a 2-year contract, right? You wanna give them the opportunity as soon as you like lock it in and kill it in that 1-hour or 2-hour session. You wanna be able to say, the next thing we do together is this. And then they're gonna love that. You're gonna say, the next thing we do together is this. Again, the benefit of this model is that you don't need that many people to say yes, the higher up the ladder they go. And I have, I mean, this is exactly how I've built my current business. You all are, you know, part of kind of my early stage of my ladder, my free ladder, the I Love AI community, and my low-ticket offer, which is my AI Leadership Institute. But then once people come into the AI Leadership Institute, many of those clients, and some don't even sign up for AI Leadership Institute, they go directly to me and say, hey, can we actually come into, have you come into our company? And I go into the company and we deliver a workshop. And then that workshop, we identify as part of the workshop use cases that they can go after. And so they're like, how do we do that? Oh, we have a $25,000 30-day accelerator that delivers one model into a production pilot status. And then we have a $75,000 program that allows you to take 3 models into that status. And if you want us to manage these models into production, that's $150,000. And these are not crazy numbers. Now, granted, obviously if I was going after Microsoft and Nvidia and companies like that, or big companies, billion, trillion dollar companies, my prices would be much higher. But I'm going after mid-market. That is my sweet spot. I love them. Companies that don't have enough resources to do this themselves, don't know who to hire, don't understand how very quickly time is lapsing in this space. Um, those are who I wanna help the most in this pricing. And again, I said this yesterday, whatever pricing you come up with, validate it against open market. Go to ChatGPT and say, don't tell it, don't give it your pricing cuz that will taint the model. You're gonna say, here's what I'm delivering, here's the value I'm delivering it for, what would you price it at? And just use it as a data point. Don't change all your pricing, but just use it as a data point to be like, am I close? Is it reasonable? And you will find— I, I learned from a guy named Dan Sullivan. He's a big marketer. He said, you want to have a price that's so high you can barely say it without a straight face. Like, with a straight face, like you could barely get it out. And, and like me going to someone and be like, it's going to cost you $1 million. Like, I would not be able to have a straight face and say that. $150,000 took me a while, but I can say that now because it actually is. I mean, I, I spent more than that building it for Microsoft, so I know it's worth that, you know, like, uh, 10 times more. Yes, me too, Bryce. Me too. Great to see you. Awesome. And good to see you too, Tara. So this, I think, is a huge part of figuring out how to price what you have. And what I want you to notice here is it doesn't talk about the product. You want to price what you have. Like, this is where you start. Figure out how much of something do you want to sell to make a certain amount? And now reverse engineer what does a $100,000 priced product, what does the value for that look like? If I'm selling something for $100,000, I look to try and achieve $1 million in value, a 10x multiple. Sometimes I can only get to 3x, and that's pretty compelling too. But 10x multiple, how can I give them $1 million in value? So it's like someone coming to you and saying, hey, I've got this Ferrari, you could buy it right now for $15,000. And there's a good reason. It's not broken. It's not a scam. Like, but, but I, I have to sell it. I have to show something on my taxes. So here's $15K. How many of us would figure it out, right? We'd figure out a way to find $15K. We'd find our friends. We'd look in our couches. Like, here's $15K for, you know, like, a car like that. So think about that from the perspective of your clients. Like, what can you say to them from a value perspective to make them go, oh my gosh, this is a no-brainer. Like, here, like, let's do this. That is where the sweet spot is, and it doesn't come overnight. It's not the first answer you'll come up to, but that's the goal, and you want to be kind of thinking about that. All right, so some of the prompts I've used in the past— I now have, I got a, I've locked in my pricing, so I don't really do this work too much anymore, but I went back and looked at my chat history and was like, oh yeah, I love this one. Um, so scripting, figuring out how you're going to sell your product, use AI to help you build a compelling script. I I specifically like Claude for this because it's very good at building scripts, um, for sales around your product set that speak in the language of your customer. The most important thing you can do is follow up with your customers once you get their email address. Do you know how many people, how many of you can imagine a time where we got like a fishbowl at a conference and you put your business card in? I don't know how many of you have put your business card in a fishbowl and never heard from those companies. Ever. Follow-up is like— fortune is in the follow-up. Getting someone's contact information from the lead step, you get their lead. Your job is to follow up with them. Let them know you care about them. Let them know, you know, their problem and that you have a solution that they can pay you for. That's it. You're not selling them. You're just telling them, right? And when you tell them, people who need you will raise their hand. They will say, oh my gosh, can we get on a call? And it's just a function of numbers. It might take you 300 emails to 3, like 300 contacts that you email 5 or 6 times to get 1 person. But once you know that equation, 300 equals 1 client, how many of you will make 300 phone calls to get a $10,000 client? I think most of us would. And if you're not, maybe, you know, how much do you want this? But there is a number, there is an equation that you will use to determine How much activity drives a customer signing a contract? And once you know what that equation is, I always say do it 3 times. That's what we do in our incubator. Do it 3 times. Once you do it 3 times, you can lock that in and now you just need to throw as much fire onto that virtuous cycle as possible. If it's 300 calls, 200 calls, 500 calls, 3 emails, 6 emails, 12 emails, whatever that equation is that translated into a client 3 times consistently. Then you just want to do as much of that as possible. Hire people to do it if, if you can. All right. So follow-up sequences are incredibly important. That means as soon as I got their email address, I used a CRM like GoHighLevel that I offer my clients. I use a CRM to send them a 5 to 9 email sequence that tells them about my company, tells them about my offer, tells them I know their problem, and then ultimately tells them what I do. And what it costs. And then I let that do its work by itself while I'm sleeping. And every single day my clients get a communication from me saying, hey, how's it going? Noelle's nugget. Here's a note from Noelle's notebook, right? Um, a lot of you say, oh, follow-up, I'm afraid. I've even heard people like, so many good sellers do that. I don't want to bother them. I don't want to irritate my customer. Here's the way you get out of The number one thing you do to get away from feeling icky about communicating to someone is to always lead with value. Always. Meaning go figure out something cool that they don't know and tell them about it. It doesn't have to be yours. It could be someone else's. It could be something you learned yesterday, a YouTube video you watched. Always lead with value. Never say these words: just following up, wanna check in, just just looking to, you know, connect, bubbling this up. I like literally delete those emails. I don't even read past the second line. What you wanna do is instead say, saw this article, thought of you, thought of you. And, uh, or when I saw this YouTube video, I know that you're struggling with this. Here's a resource, lead magnet, lead magnet, lead magnet, right? Like lead with value. And people are not gonna be like, ew, I'm so sad you gave me this super valuable information. They may not read it, they may not respond to it, but they're not gonna hate you. Especially if it's genuine. And that of course is a big part of it. So managing your revenue, I always tell people this in our last few minutes, it's super important to realize that you actually are going to get customers. If you don't have a lot now, you'll get a lot more. If you have none now, you will get some. If you follow this framework, you do wanna have a way to deliver on your promise. It's probably, my biggest pet peeve is that we have lots of great digital marketers. And then once you— that are selling AI services right now, then you buy their AI services and it's awful. The experience is awful. They don't help you, they don't teach you, they just leave you in the dark. And that's how I felt at Microsoft. I sold all these people on AI and I, I met some of those CEOs years later and I was like, oh my gosh, how did it go? I remember you signed this huge commit for AI and they're like, oh, we didn't even know what to do with it. It. So it sat on the shelf. Shelfware. That's the worst outcome for our product, right? Is that nobody even opens the box. So create a plan for how you're going to deliver on the promises that you make in these sales conversations and then build out that plan. So these are a couple. Again, I'll put all of these prompts if they're helpful to you. Um, I'll put all of these prompts inside the school community so you can see them. And then the last one is scaling. And so I know some of you, it's hard to think about scale when you're in the stage where you're just trying to get a few customers. But the more proactive you can be in that conversation, I think the better. And that is critical. So thinking about how can you— why wait to automate? Why wait to use AI to run your business? Like, I, I do like doing some of the things manually, like attention getting and funnel building and, and lead generation, talking to my customers. I don't automate talking to my customers, but there are ways to use AI from the beginning to simplify your business. So thinking about how to hire people to support you, whether they're 1099s or W-2s, thinking about how big your company should be. Now, I have frameworks for all of these that I teach in my, scaling workshop, but you can use AI to help come up with a pretty plausible plan. And of course, I'm here to help. So if you ever get a plan and you're like, is this legit? You can always ask my advice. And I'd be happy to give it to you. So as we, you know, I always end my sessions when I do these live on stages kind of with this really critical— I mean, I just gave you a framework for building a, a successful company. The hardest question, of course, is do you have an idea that people actually care about? And if you get that metric, if you get that confirmation that people want what you are building, you can then do this other work to actually grow a business to a significant size. I would say 3 employees. My dream would be that you get to 25 employees, $125 million in revenue. There's very few people that get there, but it's in your, like, it is possible. We now know that in the next 5 years there will be someone with a very small team that generates $1 billion in revenue through their business because AI will help them. And you can be the beginning of that. But with all of this power right at our fingertips, we have more power than ever before. Get your fingers ready if you are not at your We're done. Like, get ready. I'm gonna ask you a question. Let's see if you can fill in the blank. With great power— with great power comes— do y'all know this one? Yes, of course. I'm— y'all ready? Ready? With great power comes great responsibility. The big R. It is our job to not only build a business if it's in us to do, to serve customers we know we can serve, and to do it in a scalable and responsible way. So though I gave you a pretty clear, like, definitive plan for, uh, developing, you know, a business, there is the responsibility we have is to actually do it well, to say things we mean, to live in integrity, and to actually deliver value to people who need us most. So I do wanna share with you in the last 2 minutes, um, that But I have realized that there is a, a bit of secret sauce to the use cases that I've gone after. I found high levels of support, and I'm actually gonna go to the next slide that highlights the 4 use cases I've seen 10x returns in. So if I go to a customer and I help them with customer intelligence, predictive maintenance, intelligent search, or business process automation, i.e., agents, I can get them 10x impact, meaning either a 10x decrease in time spent on those tasks or a 10x increase in revenue attracted through lead gen as I've described to you here. I would love to help you do the same for your business if that is something that you're interested in. We have what's called an AI Leadership Mentorship Program, and that, that, that membership, uh, that many people are joining now, it actually right now is available. You can join for 7 days and just check it out for free. So you can join, check it out for free, see if it's interesting. It is this year going to have 3 certifications and our Business Building Bootcamp as well as Speak to Scale. So that means that you are gonna have the ability to get a certification from the AI Leadership Institute in Responsible AI Leadership, in Agent Building, in AI Solutions Architecture, and you'll get a chance if you choose to, to be part of our incubator. Where we incubate businesses virtually, not in person, but virtually in a 5-week program. And we'll run that 3 times this year. You also do, uh, calls every single week. As a matter of fact, every day we're gonna have a different call topic depending on where you are in your business, whether you're focused on building your business, leads, sales, like all of those aspects. Um, and then of course we do live learning labs. So we get on a call together, everyone, Fingers to keyboard and we build together. And that is where I think you can really be differentiated is putting, you know, putting your fingers on a keyboard and building some stuff. And of course now there's even more to that. Remember yesterday I showed you the, the toolkit for the AI Leadership Lab. It's a $497 subscription, but you get it for free when you join the membership. You also get access to Chat App Builder, my favorite. Agent building tool. I have accounts for every member in the AI Leadership Institute. So you'll get that. You get 3 million tokens on ChatGPT to use it to build agents for your customers or even agents for your business. Super amazing. And of course, you'll get a call with our team. So if you want to figure out, like, what does 2025 look like, it's still early enough to make a massive impact this year. I hope you enjoyed this session. Like I said, this was the session I got a chance to deliver for the HBCU universe. And, and it was well received. So I wanted to give you an opportunity to hear the same thing. I hope you loved it. So if you want to join us, you are welcome to. If you know someone who needs this, please feel free to share it. You can go learn more. You can watch the video on AI leadership on the institute website. It's school.com/AILI/about. It was amazing. I'm so glad you're here. I hope you enjoyed it. We do have some Q&A. So I'm gonna stay for about 15 minutes or so if you have any questions. Questions, please let me know, uh, in the Q&A. Um, and, uh, oh yeah, yeah, yeah, of course. Um, and there were a couple questions about the content, but it was amazing to be here. If you loved it, please don't hesitate to provide a testimonial to us. You'll see that link in the chat momentarily. Um, and that just gives me the ability to share with other people. And like I said, these are all my secrets, like literally what I do, how I do it. I hope you use it, you know, do-it-yourself style to your own success. But if you want help, if you wanna do it with a bunch of cool people, if you want guidance and implementation practice, um, I'm here for it. And that's why we built this community. We have over 100 members today. We'd love to have you join us if you're interested in, like I said, the first 7 days is free. So no harm just trying it. I do encourage you though, if you don't like it, just leave. Um, but most people that join, uh, we have 82% of the people that join our free trial do end up staying because they realize the just incredible value, not only of the content, but most importantly of people who are doing the same thing you're trying to do in the same way. And it's so nice not to feel alone on this journey. Um, so really great. Yes, of course, Nat. Thank you so much. Amazing. Yes, please share. Uh, you'll see love.noelle, um, uh, noellerussell.ai. That's where you can provide your testimonial. I would be so grateful for it. Thank you very much. Many of our members are in the community right now and, and have joined us here today. There are a couple questions. How can members of the institute be able to participate in the Scale Your Business? Oh yes. So everyone in AI LI, when we launch, that's going to be starting at the beginning of March. Everyone in AI LI gets access to the Scale Your Business. It's basically an incubator. There's a lot of work in it, but, but everyone who's a member automatically gets access. It also has people who bought it. So it was a $3,500 product to a different audience and they bought it. But for you all, because you're my people, I'm including it for you all. So I think it's gonna be awesome. It is my favorite. It's gonna be great. So thank you for that. Okay, great question. How do you suggest we market and test our lead magnet ideas? I would really love some human feedback. Yeah, so I would test out lead magnet ideas as has— there's a couple different ways. One, just create the lead magnet and put it in front of your audience. Put it on wherever your audience is. Maybe it's on, uh, you— maybe it's on LinkedIn. You could do it two ways. One, create the lead magnet, write a post, and just post it and see if people like it. And it doesn't take a lot. If anyone likes it, it's kind of a good thing. If no one likes it, then— but there's also this weird LinkedIn algorithm. So the other option, which is much higher engagement, is to take the concept of the lead magnet it and form it into a poll and run that poll on LinkedIn. Now, LinkedIn, you can also— I don't know if y'all know this, you can boost your posts on LinkedIn. So you can also boost it. It's expensive, but it's high quality. So if you have the income and the revenue to support boosting posts on LinkedIn, like all day long, I don't boost posts that often right now unless I'm driving very specific traffic to, like you'll see soon, to my book., process. Um, and also don't forget, for those of you who want, you can also be part of our Insiders program. I probably ha— I don't know if I had that in here. Uh, but you, we have a new, uh, uh, Insiders program too. Um, but you can ping me if you wanna be part of it. But that's one of the things, like the Insiders program was one of the ways that I tested it. But I think a hack for you, Joe, might be to create a poll around the thing. Like, would you wanna know this? This, I'll tell you guys a funny poll that I did a year and a half ago, and I still remember it to this day because it was so crazy. As I said, who makes a better solution? Who makes a better solutions architect? And I put men or women. I wouldn't suggest doing this, but it caught fire like fire. So you want to think of something similar, but not necessarily something that would like cause people to go crazy in, in, in a not great way. Like they're like visceral reaction. Questions to that post, but it did get people engaged. And so think about like, what is the problem? Like, would you solve this problem this way or that way? Like, provide some kind of engaging poll and get people to react, and that'll let you know. That's a really great way. And I would also consider growing an Instagram following because that's a great way to get a pulse of an audience as well. You'd be surprised how many customers are on Instagram. Yeah, exactly, Bryce. What? No. Yeah, we're, we're not answering it. Awesome. Yeah, a poll. Exactly, Javier. Thank you for that. Yeah, so I would use a poll to start. But the danger or risk in using a poll is that you get— so here's what you have to do. If you do use a poll, you use the poll. I did a poll testing out my Speak to Scale workshop, which is basically how I teach people to do what I do on stages. And it went very well. I got over— I got hundreds of responses, which is awesome. Them, but then I had to go in and communicate to every single person that responded and ask them for their email, right? Or send them to a landing page. So you want to take that second step. Don't just use the poll. Anyone who responds to that content, you now on LinkedIn want to go and find out who are you and get their contact information so that you can actually follow up with them and communicate to them. Amazing. Thank you, Yara. Oh yes, now's the chance. I don't know how many of you are— oh yeah, plenty of you are still in here. If you are I meant to do it a little earlier. Thank you, Yara, for posting it. If you want to connect with each other, this is an incredibly valuable room we have here. You don't know who's here, but there are incredibly amazing people in here. So please be friends with each other. Throw your LinkedIn into the chat. The best thing to do this, because you will not be able to copy and paste due to new Zoom restrictions, is just as you see the links show up, just click on them and they'll open up in new tabs and then you can go through them after the call. But yes, please connect with everyone. On LinkedIn. It's such a powerful thing to do. Like, our, our network is our net worth. Like, and I am an exact— like, I'm an example of that, that as I grew, the people I, I talk to and who I connect with, I'm given more opportunities and more, uh, more customers, more referrals. Like, it all happens through who knows you and who you know. So please take a moment to connect with each other. Like I said, a little hack is to just click on all the links that you see, open them up in tabs just in case I close this recording and you don't get a chance to— you won't get a chance to copy it, but it'll be harder to do that way. So please do that. Also, if you're not a member of our I Love AI community, please don't hesitate to join us. You can go to the AI Leadership Institute, but you'll also see we have a free community, and you can see both communities at noelle.ai. Um, as the website, so you can see us anytime. Thank you all for being here. What a fun thing, right? Like, I don't know, I'm all excited. Like, let's go build some stuff. Let me make sure I answered all the questions. Um, yes, yes, yes, of course. Um, 100%. So Yara is one of the 18 people that have submitted homework both days. It's not too late. You can go back and do homework for day 1, day 2. Today your homework, which I forgot lot to say, so I need to go back and publish this for everybody. Um, but your homework for today, and this again can be whether you're building a business separately or in person, is to just do the first step. I always like to do the first step, is create your idea, share that idea with us. That idea includes your personas, your audience, and their biggest problems that you're trying to solve. And again, I encourage you to share it. It's not your, you know, one's gonna take your market or your audience. I guarantee whatever audience you pick has millions of people in it. I shouldn't say that, like, you could probably pick dog owners with curly hair living in Weston and there might not be millions of people in that. But generally speaking, you will have a very large audience. So hopefully you'll be willing to share that with each other. And so congratulations so far, we have 18 people. I have an amazing surprise. We have an all-expense-paid trip to somewhere that is going to be part of our Friday session. So please join us tomorrow. Don't forget, today's the last day to sign up for the class on Maven. And if you need that link, just DM me and I'll send it over. But really excited that you all were here. Thank you for your time. We're way over, so I'm gonna let you go. Thanks so much. Talk to you soon. Bye, everybody. Thanks for being here. I think I got all the questions. Yes, yes, yes, I did. All right. Thank you, everybody. Talk to you soon.