0:02 AI is about to change business forever and nobody realizes it's coming. We're
0:06 entering a brand new era. Now, the good news is there are a bunch of new ways to
0:10 win that weren't even possible before. So, in this video, I'm going to walk you
0:13 through the five shifts that I see coming over the next few years. And I'll
0:17 break down both the strategy and the exact tactic that you can use to take
0:21 advantage of these shifts. I know this cuz I spend all day looking at cutting
0:25 edge AI and automation. I'm actually currently launching a new AI company
0:29 every single month in my AI incubator, Martell Ventures, and I'm starting to
0:33 see trends and patterns that aren't obvious to the average person. So, let's
0:36 get into it. The first shift I see coming is moving from org charts to
0:40 leverage charts. The old world was having departments plus people, and you
0:44 had structure and hierarchy, and people when there were problems, they just
0:48 threw bodies at them. The new world is completely different where one person
0:52 owns a specific outcome of that department. let's say finance and then
0:57 use AI and all the different tools from agents to automations to robotics to get
1:02 the results for the team. We got to stop asking who do I hire and instead start
1:07 asking what can we build to add more leverage. So I'm going to give you two
1:11 very tactical ways to apply this to your business. The first one is in sales. The
1:16 days of needing 12 plus people to build a sales team are gone. Now with one
1:22 closer and then using AI to give that closer leverage, that person can do the
1:27 job of 10 people. For example, the infinite SDR role essentially sales
1:31 development rep can do outbound for that sales rep, can qualify inbound, can take
1:36 phone calls, can personalize emails, can rearrange the calendar. The whole thing
1:41 is automated through AI massive leverage using the calendar. So the sales rep's
1:45 only talking to people that are actually going to buy. The second one is
1:48 marketing. Think about it like your job is to get awareness or interest for your
1:52 business. But the days of like hamster wheel marketing and trying to just do a
1:56 bunch of tasks are gone. Now you can actually use AI to identify what content
2:00 you should be creating. It can create the outlines for you to create. It can
2:05 generate the emails, the copy, the campaigns, the whole thing. All done for
2:11 you automatically. The best part, better than you or your team could have ever
2:15 done. Why? cuz it's looked at all the information from the top people in the
2:19 world to curate it and personalize it just for you to speak to your ideal
2:24 customer. It is wild. If you want a next level hack in the future, instead of
2:28 hiring IT people to do like software tech and workflow stuff, you're just
2:33 going to hire an AI ops person. We have this person in every one of my
2:36 companies. Their focus is making sure that the team is getting so much time
2:40 back, getting rid of busy work, not working on jobs, but actually directing,
2:43 which is my next point. That's where you're going to get massive leverage for
2:47 that hire. Get away from the people. Start looking at the AI process. And on
2:52 that note, if you want my internal AI company operating system that walks you
2:56 through exactly how I implement AI in every department, just click the link
2:59 below and I'll send you a full detailed document. The second shift I see coming
3:05 is going from doer to director. The reason AI doesn't blow people's minds to
3:08 the level it should is because they don't know how to use it. They don't
3:11 know how to direct it. They don't know how to craft it. In the old world, you
3:15 spent only about 10% of your time talking with team about like vision and
3:20 creative solutions and ideas and kind of like pushing the art form and then 90%
3:24 of your time sitting there doing the work. Think about it for my executive
3:28 assistant. She used to spend 90% of her time just processing my inbox and adding
3:32 stuff to the calendar and coordinating things with other people and doing
3:36 massive research projects. Now, in this new world, it's flipped. 80 90% of my
3:42 team's time is on directing. is trying to understand what is freaking possible.
3:46 When you look at the automations, the agents, the connectors, these things are
3:52 taking care of the last mile of actually executing and booking stuff and
3:55 coordinating things, not just the creative output. That new world is
3:59 changing the way you work with your team. I have friends today that have
4:03 hundreds of people that work for them at a call center. Those jobs are going the
4:07 way. If you haven't seen figure two, the robot that sits there at the UPS store,
4:11 sorts through packages, flattens it for the scanning, that's today. Actually,
4:16 that's six months ago. The future is being a director of what's possible, not
4:20 doing the actual work. And those companies are going to be massively
4:23 disrupted. If you want to adapt in this new world to go from like doer to
4:27 director, you have to look at your whole business through the lens of a director.
4:31 Think about a movie director. How does he look at the thing he's creating? Get
4:36 the players involved. the resources, the set designs, the actors. He's designing
4:41 the world that that movie gets played in. Your business is no different. And
4:44 being a director is how we compete in the new world. The third shift I see
4:49 coming is going from feature-based modes to database modes. A moat essentially
4:54 protects you. Think of a castle in the middle of a field. It's got a moat
4:57 around it because it needs to protect itself from the bad guys coming in to
5:00 try to take the castle. Just like the water around the castle is your moat,
5:05 the future is data. In the old world, you would compete on features. You would
5:08 launch something, your competitor would have three to six months to copy you,
5:11 and that was the rat race that you got stuck into. The future, since the AI can
5:16 actually build the features faster than you could ever think of them, is that
5:21 the proprietary data of how you do your business or what you collect about your
5:25 customer and using that to inform the AI, to learn faster, to create feedback
5:30 loops. That is the competitive advantage. It's not about what you
5:34 deliver the features. It's about how you deliver it so that your customer can
5:37 trust that you're the innovator in the space. I don't know if you've noticed
5:42 this, but chat GBT5 gets better the more you use it. What it's realized is that
5:46 if we collect the information, the memory, the preferences of the person
5:50 who's chatting with it and use that as an injection to the future prompts, the
5:55 outputs are so freaking good. Your business needs to do the same thing. As
6:00 customers interact with you, you need to collect those preferences. You have to
6:03 save them. For example, my buddy Matt, he built a whole company around this.
6:07 It's called precision.co. And what you do is you plug in your different data
6:10 sets, your Stripe account, your marketing, your CRM, your sales data,
6:14 and then it looks at your data plus the benchmarks in your industry, makes a
6:19 list of priorities based on the theory of constraints, and then tells you
6:23 exactly what projects to go execute with your team to unlock the bottlenecks in
6:27 your business. It's changing everything in regards to intelligent business
6:32 analysis. So this is exactly how you build a database moat in three steps.
6:36 The first one is you have to clean up all your data. Essentially garbage in
6:40 garbage out. If you don't sit down and start making sure that all your customer
6:45 data is clean, there's no duplicates, it's accurate, then you can't feed that
6:49 to the AI. The worst thing is having no data. The second worst thing is having
6:53 bad data. Next, you have to use AI to analyze your data and make correlations.
6:57 In one of my companies, I have a process where people submit an intake form to
7:02 then drive the experience for the customer. So, we take all the data they
7:07 gave us to design a custom onboarding experience based on what they told us,
7:10 based on who they are, based on all the public data, so that when they come in,
7:14 they think, "Oh my gosh, how did they do this so quick?" AI. And last, but not
7:19 least, you have to have AI suggest next steps you should take in your business
7:22 to fix the current bottleneck. The cool part about what I'm sharing with you is
7:27 you can use AI to analyze your situation to figure out what you need to work on
7:30 to tell you what are the next steps for you to build a data mode around your
7:34 business. Real datadriven decisions is how you compete in the world. In a world
7:38 where information is literally a commodity and never more so than now,
7:43 the ultimate advantage is data. Shift number four, the autonomous back office.
7:49 In the old world, you had finance and HR and legal as full-time positions. In the
7:54 new world, they're AI. They're literally policydriven agents that take the
8:00 requests, execute the work, close the loop, reply to everybody on your team
8:05 with no bottlenecks. In the past, when I sent a contract over to my legal
8:08 department, I had to wait until that person had the time to review it to give
8:11 me the red lines. Now, I have an AI agent that does it for me in real time.
8:14 If you want to do this for yourself, and we can use finance as an example, it's
8:18 pretty simple. First, you got to connect all your financial data as much context
8:23 as you can give the AI so that it knows about your situation. So, there's a tool
8:27 like HelloFrank.AI that's a financial analysis where you just connect your
8:31 financial systems and all tools and it will do all this heavy lifting for you.
8:33 So, you don't need to know how to write the system prompts and then it runs in
8:37 the background monitoring, auditing, giving you reports in real time. And
8:42 then next, you have to let leaders audit for exceptions. So, it's not that the AI
8:46 will do it automatically and nobody checks it. is that it'll do 98% of it
8:50 and then leaders still look at it to troubleshoot it to make sure it didn't
8:54 hallucinate because AI will do that and then everything else closes itself. So
8:58 here's a quick hack for you to like implement this into your business today.
9:01 You need to use some kind of automation tool like make or zap year or something
9:06 like that but essentially you codify the rules within your business. So, if it's
9:10 HR and recruiting, write down all the rules about what the person needs to
9:14 look like and how you should hire them and all the processes and you do that as
9:18 a system prompt. I actually have a complete training on how you can do
9:20 that. I'll link it below in description. That's my chat GPT master class that
9:24 goes into this and a bunch of other cool things. The way I think about it is
9:28 this. Exceptions deserve people. Patterns deserve code. Repeatable,
9:34 scalable systems. The last shift I see coming is going from development
9:38 advantage to distribution advantage. See, the old world was about building
9:42 the biggest development teams, the smartest people, coding stuff. Today,
9:47 it's about distribution. The doing of the business is no longer hard. You're
9:51 like, "Oh, I've got 17 years experience in this industry." Nobody gives a Well,
9:55 I know how to code really advanced algorithms. Nobody gives a All of these
9:59 things are now done by 12-year-olds [clears throat] using AI. The other day I saw an ad by a
10:05 product called Lovable where it had a kid in the ad build an app and deploy it
10:10 and start monetizing it. It took everything, the database, the interface,
10:14 the whole workflow and logic. >> I guess I'm an engineer now.
10:18 >> Sure. >> And the cool part is he built it all
10:22 through voice. He talked it. He didn't type anything. See, AI is the first
10:27 technology that's coded in English, which makes it available to every human
10:31 on Earth. That is completely different. It's why I built Martell Ventures on the
10:34 back of my personal brand. See, I've partnered to build AI tools with some of
10:39 the smartest CEOs in my network and launch them through audiences like
10:43 YouTube, my email list, my online community, and other partners all around
10:47 the world. See, these tools are worldclass. They're the best of the
10:50 best. It's what I use inside my companies. But what really moves the
10:55 valuation of those business is access to distribution. people buying eyeballs on
11:01 those tools, not the code. This is a three-step example of how I do this
11:06 myself at Martell Ventures that you can copy and paste. First, we need to build
11:10 distribution into the business model. Just pick a lane. I don't care if it's
11:15 organic content, ads, partnerships, but you got to grow one own channel, you
11:21 know, email, SMS, community every freaking week. Next, we have to attach a
11:25 brand to a clear problem. If you don't identify the ideal customer profile,
11:30 their specific pain and make a massive clear promise essentially like in 72
11:35 hours you'll get X result then the person doesn't know how you can help
11:39 them. So you have to make your story about the outcome, not the features. And
11:44 the last is you got to pre-ell the tool before you stop and invest a ton of
11:49 money and time into getting the product live. you can actually pre-ell it to the
11:54 customers that you want to talk to. That process that seems hard, well, how do I
11:58 get in front of them is the problem you got to solve if you have the product.
12:02 So, just flip it. Start by pre-elling it even if it's not ready so that you can
12:07 get the revenue to fund the development. This is how crowdfunding has worked.
12:10 It's literally a multi-billion dollar market. This is how a lot of companies
12:14 you use today started by going and getting the customer commitments then
12:17 delivering on the product and it actually derisk the business so that
12:21 it's a better business model and it's why I do it every time. Now if you want
12:25 to hack the best way to get distribution is to find somebody a partner that
12:29 already has that audience built in. Think about it. They could have spent
12:32 the last 10 years building their email list, their brand, their audience, their
12:37 social media, and you come in with a great product or service and you partner
12:40 with them and give them a piece of that revenue for them to promote it to their
12:44 audience. Think of every online creator right now that does brand deals. They've
12:47 built the audience, they do a brand deal with a product, they promote the
12:51 product, the brand wins, the creator wins. Just do it for yourself. If you
12:54 don't have a brand, invest there first. But if you have a product, go find
12:58 somebody with a brand and partner with them. Here's the deal. When anyone can
13:04 build, the edge is who can reach. If you're skeptical, you don't think you're
13:08 technical, you think this is beyond your means, I get it. If you're worried about
13:11 replacing people that you've had on your team for a long time that you really
13:14 care about, I get that, too. See, I don't think it's about removing parts of
13:20 a job that somebody is doing or removing people. I think it's getting rid of they
13:24 don't want to do. When I think about what AI is going to have a hard time
13:29 disrupting, things like vision, taste, what's good, caring about people, if
13:34 anything, these tools are going to give us the time to focus on the things that
13:40 it can't disrupt. The humanity of it that's going to allow your team to feel
13:43 like artists and creators and get more done and make more money. And
13:47 unfortunately, if you decide not to do it, somebody will do it to you. So don't
13:52 sit on this. See, AI won't take your job, but somebody using AI will. As a
13:57 reminder, if you want my internal copy of how I've implemented AI into every
14:02 business to get massive results, revenue, productivity, decrease the
14:06 amount of time it takes to deploy results in your business, click the link
14:09 below. It's the first link in the description and I'll send it over. It's
14:12 short, concise, and it's going to get you wins right away. Now, if you want to
14:16 learn how to get ahead of 99% of the people using AI, like I said, it's a
