(03:03) now and for a while actually it's been really hot it wasn't as talked about though so now people are starting to talk about people are starting to realize that SAS is a great model and there's a lot of companies that are now enabling SAS for other companies in an easy way so like go high level for example or what we're doing so like we allow companies to White Label our software and then resell it so now that there's companies like that doing something like that it allows it to be accessible because software is typically

(03:32) a very expensive industry that not anybody can just get in and AI is hot and people put AI in everything now uh but Ai and software tied obviously so whenever somebody says AI that's almost always linked to a software product so you know it's it's become very hot lately yeah definitely the whole white label Trends pretty popular as well too right building a repeat able platform where somebody could just you know Plug and Play That Into You know whatever existing system that they have so they can uh bring that AI tool right

(04:08) in there without having to build the the platform themselves which could be you know very expensive as we know yeah exactly exactly and that's really powerful awesome so where do you see AI kind of playing into to the role of like sales and customer service uh you know today and maybe going forward so today AI can already replace a lot of the the basic customer service that gets done so the way I think about it is there's like three tiers of customer service that's how a lot of companies think about it so you have

(04:38) first tier which is like basic stuff the things you get and you hear every day oh I got locked out of my account whatever whatever forgot my password then the second tier is okay you actually need like some intelligence here to be able to answer this question it actually they answer the question changes depending on who's asking it and maybe it has to do with their account whatever and then third level is you know depends on the company for us maybe it's like a backend issue like there's something actually

(05:03) wrong with the software that needs to get fixed so first level can be replaced by AI a lot of it already has been very soon second level will be able to be replaced by AI so what I think companies should start doing is taking all their customer service reps that are focused on the first level customer service which is honestly just a waste of time at this point it's just repetitive stuff move that to second and third level which gives them more capacity to scale and offer better service and then have ai do the first level and

(05:32) then soon they should take the second level move everyone to the third level which gives them a huge capacity there and it means that they can scale really quickly because AI has practically unlimited capacity depending on how you use it and where you get it from so in first second and third level is so top tier at this point that they can just scale enormously and then for sales I recommend just setting with it right now so whenever a leag comes in have the AI call that person and actually get that appointment booked CU

(06:00) it can do it like that it does in 30 seconds so in our company whenever a lead comes in with from an ad we call them in 30 seconds and we have a super high booking rate because no one gets to call 30 seconds after filling a lead form no like that's rare but they don't forget about the company because I just saw an ad about it right 30 seconds ago so that's how I see it today in the future for sales I see everything being down with AI I mean eventually you'll hop on a zoom call it'll be an AI you won't be

(06:29) able to tell y right that's a little bit scary but that's the future and I think in a decade we'll be seeing that and maybe in a couple decades in In Our Lifetime we may even see AI robots that look like humans walking around and selling people in person like a like a car salesman you never know you know what what do you think about the trade-off between Ai and kind of losing that sense of personalization and how AI can you know potentially compensate for that and provide a similar experience so I think that

(07:00) humans as complex as we are it's still an algorithm our brains still have a certain number of connections and a lot of them that make us do what we do and there's different arguments about you know do we have a soul do we have a spirit is there something outside of our actual physical bodies people have different opinions on that no one actually knows the truth people just speculate so depending on if souls or Spirits or whatever you want to call them are real that changes a lot of things because if they're not then the

(07:32) brain can be replicated which means Consciousness can be replicated which means when we get good enough at math and we have supercomputers that can just copy human brains we'll have ai that are identical or even more human than us and we won't be able to tell but if the solar spirit is a real thing then there'll always be something in everyone's mind that will be able to tell this is a little off I don't know which is going to be but regardless I think in a couple decades we'll be able

(07:57) to copy human emotions and human even if even if they're not real you know if they're still artificial we'll be able to copy them and replicate them and replicate hand motions and and face movement so well that you won't be able to tell it's not a real human connection unfortunately I could see that too I'm sure because you know even our behaviors is really trained from at a young age you know we really emulate the people around us and just social cues and a lot of them those are kind of built into us

(08:26) I feel like too but like um a lot of it does come from from the external environment that we're in um and we really just pick that up even if it's not like directly somebody telling us to do this you know we start to see how other people act and and you know for instance hand movements and stuff like that and you really start to emulate that even if it's subconscious exactly and that's how humans learn everything that's why you see in different cultures people act completely differently especially ones

(08:51) that are isolated from average society and when you have an AI that can not only watch their parents and some of their friends but can watch every single person billions of people at the same time through the internet yeah in just a couple of hours it's going to learn a lot quicker about how to act in the society than a baby would yep yeah that's a great point so I guess uh what what do you think most businesses are getting wrong with their customer communication strategy um you know as it is today but you know also with

(09:24) utilizing a tool like AI maybe as a supplement uh what do you think they can do to to improve that yeah I mean like I was saying earlier a lot of companies are hiring so many people to just focus on these complaints that they get like a million times and yeah they have documentation but no one reads it so it doesn't help and they have chat Bots some of them and that's what we found when we were doing the chat Bots but a lot of people don't even like to do that you know like often we have a chat bot set up on our website

(09:52) but often whenever somebody uh is asking a question they'll still want to ask a person directly or call us yeah right and so what companies can do is if there's just simple tasks you know if there's like 30 different things that could happen in a customer service question yeah maybe you need a human for it but that's what I would consider second or third level for the first level where it's just like the same thing over and over let them pick up the phone and call you because that's what

(10:17) they want to do let them instead of waiting on hold for an hour and going like everyone hates that and you have to keep it on so instead just have it go straight to an AI in 30 seconds where they can't even really tell if it's a human or not uh many like 95% of people will think it's a human other 5% won't care because it's so good and they'll get their answered answered and then also if they have a second or third level question and they say hey I need a human this is not good because I you're

(10:46) not answering my question because it's too complicated or it's about my specific account okay it'll just live transfer boom done now you have a human yeah that's great yeah especially um yeah people want answers you know more quickly than ever and a lot of those original chat Bots are really kind of redundant um you just kind of get stuck in this Loop asking questions and it's really frustrating for people but with a lot of the new AI tools you know it's a lot more intuitive you could actually

(11:10) really get specific answers and really most I'd say 80% plus of the questions I'm sure for every company are pretty much the same questions all the time anyway like you know how do I you know how do I get back into to my account or how does this work or um basic stuff like that that could be easily learned by Ai and repeated in an orderly fashion exactly yeah I mean AI is just so much better at repetitive tasks in humans because it can do it so fast Y and then uh I guess what would you say for the AI

(11:40) naysayers out there because there's still some of them there's plenty of them yeah um well you're going to get left behind that's it like you can may say all you want eventually you're going to see everyone else ahead of you and then you'll be like oh it's time to catch up and then you will so I'm not worried about it everyone's going to use it eventually it's the same thing with the internet uh crypto was actually it's still like that with crypto although it was more like that even just a couple

(12:10) months ago but now you have uh you know politicians on both sides talking about how important crypto is and that's making it so a lot of these old people are like oh okay maybe this isn't just some fake currency that the young people created maybe it's actually real maybe it actually works and the similar thing is going to be happening with with AI soon enough so right now it's like 5050 there's a lot of people that love it a lot of people that hate it there's some people who are in between uh but there's definitely

(12:38) negatives to it right and that that we'll see like right now there's not really I mean there's going to be negatives in the long run once we get AI That's more powerful than our brains but it's gonna happen so do you want to take advantage of it or not because you're not stopping it that's for sure yeah that's always been the uh that's always been the thing you know get get what the trend right 

so yeah get on the internet because once it became a thing you kind of follow the typical product adoption

(13:04) life cycle right and it's going through that same same phase now going from like early adopters to kind of the early majority um but you know eventually everybody's going to start to catch on to it at some point hopefully um because it is a you know very powerful productivity tool right um and yeah there's just the sky the limit from where it goes from here um I guess do you have any uh tips for companies that want to properly roll out AI in their organization like is there what what certain strategies would you recommend

(13:31) like obviously chat's like a great place to do it um anything else that you would recommend that that might be lwh hanging fruit for a naysay that's just dabbling with AI for the first time yeah I mean if you're first starting out and you have no experience with AI just make a GPT account make an account with claw just anything that way you can just start seeing how powerful it can be ask it questions instead of searching up things on Google ask the AI because it'll give you a better answer quickly

(13:56) actually now when you search up on Google Gemini which is an AI will answer you I don't even like I just use Gemini for everything now pretty much whenever I'm looking up on Google because it'll just tell me it's it looks through every article and like hundreds of pages so I don't have to that's amazing yeah so start there and then ask a questions realize how powerful and knowledgeable it can be and then say okay wait what if I could teach this everything everything every word that's ever been written

(14:23) about my company and then let people ask questions to it how powerful and quickly could that be that could that get okay now what if people could do that over the phone so it would be even faster with their voice yeah that's amazing so ask a questions learn about how it works if you hate it never use it again and I've never seen anyone hate it because it's amazing and then if you like it experiment with chat and if you like chat go to voice because it's the best option right now and do you guys

(14:53) have like a kind of like a playground or tuto not not necessarily a tutorial but like a Sandbox account where people can you know try it out before try before they buy it sort of thing uh we don't have that we do on our website people can call it so they can write a script and call it so that's like a similar thing it's not a whole sandbox account but they can test it out that Ryan that was cool and then um also whenever people want to use it I always tell them like start slower like I said the first

(15:21) level and then if that works great then experiment with second level we're not at the at the place where we can do third level like the AI is not going to just go in now to specific accounts and like change things and fix things for people not yet that's that's going to be soon but we're not there yet so just keep experimenting yeah that's a great point so I guess any other strategic sales tips for uh SAS leaders that they should know um obviously UI AI is like a big one um but anything in general that

(15:49) you'd recommend based on your experience selling your product and and finding success with it yeah I mean to other companies I would just say make sure that people see your brand as much as possible cuz it builds trust as it should CU when people see things more often it means okay there's some credibility to this I wouldn't see something a 100 times if it had no value because it wouldn't be there anymore there's a reason people want to keep seeing it so you see oh it's miror you see it right here you see

(16:17) it wherever that is uh and and make sure that you're doing that as much as possible yep absolutely and then um what are you guys doing for like you guys doing any outbound or or are you just relying mostly on like inbound sales uh it's mostly inbound for us we do some outbound as well but this product is so hot and so many people want to use it and implement it now before their competition that there's a lot of people that just come and reach out to us great and you guys I like the little advertisement back there too um do you

(16:45) guys uh do you guys have an agency program so you guys you guys resell with agencies right yeah so actually through the nacho nacho website everyone gets access to this product let me see which way to lean so it's 50% off M this confusing uh so it's 50% off and basically it allows you to become an agency and resell the software to the clients that you have so you can create sub accounts in the software you get unlimited sub accounts you get unlimited agents and you can make as many calls as you want although we do charge per

(17:19) minute yeah that's a great tool um yeah and I like the I like that you have the notcho nacho deal on there too yeah nice touch um I might have to use that from going forward like maybe have like the the brand that we're interviewing right here with the discount in the nacha NAA Marketplace in the background that'd be kind of cool 100% And this is this this uh this flyer is on our na Nao page as well awesome and uh I guess any other tips for increasing convergence with customers obviously like AI is

(17:45) addressing a big part of that getting people answers quickly um especially the basic ones right if you can get that out of the way it helps with the conversions um anything else that you've seen in your experience that helps uh SAS leaders get more conversions from any other inbound traffic yeah so when people come inbound from let's say an ad if you call them within 1 minute it increases conversions by 300 91% that's real statistic so that's crazy like if if all you do is just Implement an AI to call them in 30

(18:16) seconds if that's all you do you'll get four times your Revenue like that's insane yeah you got to strike with the iron saw right yeah ex yeah exactly because some people will wait a couple days or or a week because they have so many leads to follow up with even if it's just a couple hours people forget about it cuz no one when you're doing ads no one cares that much like you might have the occasional person that's like whoa this is insane but across all Industries across all ads a lot of

(18:42) people will just fill in their name and then be like ah so it's your job to teach them why they need it and show them Y and be proactive as well too yeah um do you guys use any sort of SMS or anything like that uh yeah we do that as well and we also set that up for clients so we'll basically like if if a company wants this system to call people in in 30 seconds for example we'll set up an entire thing so we'll have it call them in 30 seconds if they don't pick up it'll call them in two hours they don't

(19:10) pick up it'll call them in a day then seven days right and then we'll also text them if they don't pick up and we'll email them and we'll drop voicemails like we'll do it all we'll do it all that's all part of Nova Echo CRM and and Nova Echo Ai and that all comes uh included in the white label package too right uh so the Nova Echo CRM comes with our done with you and done for you package which is separate that's available on our website if anyone's interested but our branded agency you

(19:35) they would have their own CRM account that way they can uh bring people under them as well or we can give it them give them one as well whatever they want so we'll include it if they want it and uh what What's the website again if people want to go check that out Nova eo. a so that's n oova e c h.

(19:57) excellent um I guess moving on to something else maybe more personal I guess what are your favorite books I guess uh you know what do you do to kind of learn as you as you work right like uh you're always probably working on growing your your knowledge base uh what do you get you know I guess where to get your insights from good question so almost all my insights have been from people and failing but books have also been very important and you know even if it's that last 20% it still helps a lot so I love Think and Grow Rich right now

(20:31) I'm reading unreasonable Hospitality I love that one um let's see I have a whole list of books that I've read I'm guessing that one's about customer service yes yes a lot and which is great and it's one of the most important things you can do to you know have a successful company and I've been talking to a lot of people recently that have run very very successful companies and that's the main thing they bring up as well so it's something that we're going to continue to focus more and more on as a company

(20:59) yeah c yeah so here I just pulled it up so 48 Laws of Power was amazing oh I like that one too yeah yeah I love Robert robbert for good yeah exactly it can be used for both just like anything else but psycholog is very important to know in business and just in life in general um let me see1 million dollar leads Alex oszi is great too love him uh Relentless was a great book by Tims Grover remember that one one down uh I'm also very big on health and I I think when you're healthy everything else will fall into place a lot easier

(21:41) and I think it's the first step in most things that you do so I read a lot of books about that as well one that I love was Breath by James Nester uh and that was that's about how to breathe and it is crazy how much how you breathe affects your life like there's people that just C diseases and and fixed crazy things just by breathing differently so that book was eye opening definitely agree on health too you know like having that Mind Body Spirit you like we're talking about earlier that uh or whatever it is if it

(22:12) is a spirit or whatnot but having that that internal alignment right um definitely I mean people perform way better that way but yeah it starts with like physical health right if you don't feel good you don't act good and you know you don't perform well because of it exactly and every like your Rel relationships will be better you'll make more money you'll feel better you'll be happier everything is going to be better if you're healthy and uh and you like yourself so ego is the enemy is another

(22:40) one to talk about by Ryan holiday it explains how an ego can really destroy you in a lot of ways and ego's very helpful and he he didn't think it was helpful at all I disagree I think that ego can be very helpful in some ways and you should just learn how to control it and understand when to have an ego and when not to and when you can can control that and it doesn't take over you yeah it can be very powerful I think yeah you make a great point I think a lot of you know especially guys we you know we we

(23:11) the ego could be a very powerful driver to make decisions and be decisive but it could also be a there could be a negative side effect to it as well where you know maybe you just you know you're not paying attention to external feedback and um you know making making the right decisions because you know you have this mental block if you will um you know brought on by the ego exactly so what that perfectly said so what I try to do is I turn on the ego when I'm competing and then when it's time to get

(23:38) feedback on my competition and how I perform during the competition I shut it off so I'm like all in competing competing competing I need to win and then whe whether I win or lose when there's somebody else that's telling me hey you did this wrong or you need to do this more the ego goes off because otherwise you're not going to learn and you're not going to grow yeah that's a great great Point too I don't think a lot of people know when or or how to even turn it off for that matter and I

(24:03) think um you know if you are able to do that I mean external feedback especially customer feedbacks you know very helpful right and I've seen a lot of you know startups and Founders and stuff in the past where you know sometimes they think their product's the best and they don't want to listen to their customers and they think it should be the other way around but you know really your customers will pretty much point the you know the point the North Star for you right they'll say this is what I'm

(24:25) looking for what I expect and enough of your customers and it is the customer that you're targeting really you know really identify with that um it's time to listen and you know make those adjustments right and a lot of people kind of fail in that regard because they're they're not able to make those adjustments they're selling their Tech and not helping solve problems for people yeah yeah that that's a big thing because and the the best way to start any company especially software since it

(24:52) takes so damn long to build is to make an MVP get help ask advice get feedback on what you're doing and then keep going and that's something that we're going to keep implementing more on a smaller scale uh which I wasn't doing earlier but I want to do that in every little thing that we do in the company and instead of doing a whole bunch of stuff and then getting feedback I want to do a little feedback do a little feed because it it seems like nothing's changing but if you do a little right and then you

(25:22) get feedback and it makes you go like this and you do a little you get feedback goes like this eventually you end up in a completely different direction and it's a better Direction and I didn't realize that as much until recently but I want to make sure that we continue to do that yeah that's a great Point too because the small changes could add up to something bigger right and I think you know the MVP model like everybody talks about is you know really you know solving the core problem for the customer first with minimal effort

(25:47) um you know and if that could solve the problem then you can start to iterate and add more features on top of that but if you go you know it's so easy to add features without customer feedback or just you know build overbuild something where it just you know it kind of getss away from the main point but if you are making those incremental changes along the way it's a lot easier to kind of conform that product it's almost like an art if you will like designing a great software product uh where you know even

(26:12) like something as small as like this particular features not understood well and then having the proper ux to help kind of walk them through that process or you know just taking a look at the design and saying this thing doesn't look right um you know now I have terrible presentation for for a brand so people aren't going to trust us and want to sign up and all all these little things really add up to a bigger hole um and you can make those incremental changes like you mentioned just one step at a time yeah and that I think that's the

(26:39) best way to do it and you're right because it's an art all of business is an art pretty much and I love it and um thing is with with like actual like when people think art art it's fully creative and there's people that do good there people to do bad but none of them really focus on what other people want it's really what you feel and then other people will connect with that but in business is there's a lot more logic behind it and you can't just do what you feel is nice or what you feel would help

(27:15) people because that's not the reality so as great as that is in some cases it doesn't work uh when when you're focused on you know a logical business all the time sometimes it does yeah especially because you know people are you know even your customers are logical to right so something you know presented in the wrong way could trigger people or turn them off um you know where it might make sense initially like doing something a certain way like on paper it looks good but once you put it out in the real

(27:40) world you know the way people respond and the way people experience that that product or that feature might be totally different than what you you know what you jotted out on your napkin right yeah completely and you don't realize that because you don't have their perspective that's why you need to get feedback uh and you also need a team because the team can give you different perspectives and they're working with you all the time to give you perspectives so like part of their job should be just to give

(28:06) you feedback and that way you can continue to improve yourself and the company another book that I love that everyone should read is a Diary of a CEO by step Bartlet I love his podcast uh the podcast is also called Diary of a CEO and I think he's great he's a very smart guy his book is great as well so that was a good one I read that one earlier this year nice do you have do you ever use blinkist or anything like that it's a kind of like an audiobook site that kind of takes those books and condenses them to 15 minutes and if you

(28:36) like it you could buy the book too from there I use Audible I think it's a pretty similar one yeah I I love it I don't when I say read I mean listen I haven't I haven't read a book in a while uh I've read some chapters like I haven't read a full book in a long time because it I don't prefer it I focus better when I'm listening actually and it doesn't it feels like I'm wasting time when I read which is not true but it feels like it and I don't like that but when I'm doing something else while

(29:04) listening to a book it's it's perfect yeah it's multitasking right it's just kind of instead of listening to music you're just you know listening to a podcast and learning along the way yeah and that's what I'm focus on cuz you know people I've heard that people can actually multitask uh which I guess is true I I haven't looked at any studies but I I assume it's true but when you're like cooking or you're you know just making some food to eat or whatever or you're brushing your teeth

(29:33) or you're in the car you can still Focus fully on the book and the other things just like on autopilot because you do it so much so I I don't personally I don't lose any attention to the book when I'm doing something else like that if you're working well listen to a book then yeah you're gonna you're going to lose some of it so I wouldn't recommend that yeah I totally agree with you there uh so I guess what's uh one thing potential customers should know about noo Echo Ai

(29:54) and why they should pick your platform up today so we are going to make sure especially now that when you come in we help you in every single part of the customer journey and part of your journey and we're going to make sure that the second you come in you're going to understand very well what the AI is supposed to do for your company and what our goal is so we're going to say okay we want the AI to be able to call X number of people for you every week we want to do this this and this and then we're going to work with you for two

(30:23) weeks to build out the perfect agent that's going to do that for you so we're going to make sure that we build an MVP for you like I was just saying and this is something I'm going to implement I'm going to talk to the team about shortly we're going to get feedback from you on exactly what you think of it do you want the script change do you want a different voice do you want different animations whatever we're then going to iterate on that we're going to continue to do that over and over for two weeks

(30:48) and we're going to test with real leads so you can listen to the calls with real leads and we can iterate on that and once that is perfected we're then going to get the okay from you you're going to start using in your company we're going to give you two more weeks of unlimited support and unlimited uh changes so if you need anything changed you want any fixed you want anything added to we'll do that for you and then after that we'll continue to provide you support and any further changes uh you can make

(31:14) yourself and we'll teach you how to do that so that's our done for you product it's not our branded agency product but that is a lot of that's usually what a business will want to do and then if you have more of a like a be be business where maybe you're a marketing agency or something like that and you want to become a branded agency and oh there we go you want to become a branded agency and you want to actually be able to resell this to your clients a second service and earn money per minute and earn monthly

(31:42) fees and setup fees then we can get you set up with that as well that's super valuable yeah I like the uh the hospitality approach you guys offer too like the whole onboarding process sounds like you guys are really dialed it in you read the book like you like you said I'm working on it yeah I I want to that's one of the most important things to me and I'm going to continue to improve it awesome well it sounds like you're a real entrepreneur if I've ever interviewed one so yeah so uh once again where could

(32:07) people learn more about your company it's uh Nova you want to say the website again yeah so Nova eo. that's noova e c. a you can also go to nacho nacho and search up Nova Echo and we'll be on there as well and then we are on pretty much any social media channel you can think of so just look up our name we're on YouTube Instagram Twitter Twitter Tik Tok LinkedIn uh and then you can also connect with me on LinkedIn and Instagram with my name j o y s m an awesome well Joey it's been a pleasure

(32:38) talking with you today and uh we look forward to Growing our businesses together yes we do I'm excited for it as well thanks for having me take care