The Exchanges

Q also, like, it's easier to sell monthly if you've built trust and confidence with them. So sometimes you have to do a little Like show them, you have to show them, Hey, I could build a skill here. Oh, it's starting to work. Okay. You want more of these? Well, you know, for a thousand dollars a month, I can give you two of these. You know what I mean?

A Yup. Well, and that's the beauty of the assessment too, right? Like these, we're not pitching these cold. Like these are people that are already clients. So it's a lot easier to pitch a, you know, a 5000 dollar clawed skills pack to somebody who just paid you a thousand dollars. Then it is to pitch that to somebody that is like cold traffic off a Facebook ad, for example. Right. And another just side note, I forgot to mention this, but one thing that I love to do now, I usually don't lead with this because I don't want to do this if I don't have to, but a really good way to get an upsell over the finish line and get a prospect off the fence is if you already did an assessment for them for 999 dollars, you could say, hey, How about I just credit the 999 dollars you already paid me towards the implementation, right? So instead of five K, it's four K. So basically the assessment's free. Like that works so well. And what I really like to do is mark up the upsell an extra thousand dollars and credit the assessment towards it regardless. So that way I'm still making the same amount of money, but psychologically they feel way better about it because they're like, oh, I'm getting a thousand dollars off. Actually you're making a dollar more. Yeah, technically it's profitable.

AI assessment note: “Yup. Well, and that's the beauty of the assessment too, right?”

Q on. People forget that. People forget that in services businesses that there's always a more luxury, luxury, luxury experience that, A certain ICP is going to want, and by focusing on this group of people, you're kind of missing out on, on those. That being said, you have to take it one step at a time, right? You can't do all at the same time and expect to have everyone.

A A hundred percent. Yeah, and focus is key, and that's why, for most people, what I tell them is, you know, do the assessment, because that's relatively easy to fulfill, and then choose one of the upsell options that we mentioned, right? I, I recommend AI concierge, but you might say, oh, I want to specialize in knowledge basis, right? So I do an assessment and, or, um, knowledge systems, right? We do an assessment and then we build knowledge systems, or we do an assessment and then we build Claude skills. So again, that's the offer in a nutshell. What makes it feel premium? Like I said, that, that pre-engagement, uh, form, and then we've actually got a one pager in notion where all of their, All the whole client engagement lives. And in particular, we have an inventory of everything we've accomplished together during the engagement. So that is what's staring them in the face that says, Hey, we did this, this, this, and this, this month. Okay. Yeah. I'm going to keep paying Corey, 1800 dollars because these things are impactful. So that notion hub is always updated after every call. I email it to him after every call, we make it front and center. And that is the AI concierge engagement. And that is, that's the full stack, man. That's everything. We just gave it all away.

AI assessment note: “A hundred percent. Yeah, and focus is key, and that's why”

Q The last objection that, that is going to happen is they're, they're going to say, Corey, like, are you mother Teresa? Why, why are you being so nice? What would you say to that?

A I mean, this is literally so, and people say that all the time. They're like, oh, if you're actually making money with this model, why would you be giving away all the sauce? And it's like, dude, think about how many businesses exist in the United States of America. There are millions, right? Every single one of them without fail needs to use AI in some capacity. And think about how many of them are actually using AI at all, aside from just prompting ChatGPT. Maybe five percent of companies are using any AI tool other than ChatGPT. So when we are giving away the playbook, it's because there is so much opportunity. If everybody watching this podcast or listening to this podcast went and implemented this model, there would still be opportunity left over. That's just how much of a blue ocean it is right now for this type of stuff.

AI assessment note: “when we are giving away the playbook, it's because there is so much opportunity.”

Q Or just asking Claude what to do, you know?

A Yeah. Yeah. And like, theoretically that could have been a Claude skill, but that was, that was actually early on. Like, I mean, skills were a thing, but we just, we weren't that deep into that world at that point. But yeah, that, I mean, 90% of the time the answer is a Claude skill, I will say. And so, uh, the other thing on the upsell menu, and this is one of my favorites is what we call a knowledge system. And so I'll give you an example of a knowledge system that we built. So one of our clients is a business broker. He sells businesses and he he'll get, you know, six to eight listings per year. Cause these are high dollar value, low volume, um, deals. And every time he goes to list a new business for sale, He said, this is his words. He gets four to 500 emails from interested buyers, all asking him the same five questions. Like, hey, what's the EBITDA? Hey, you know, how long have they been in business? Like literally the same questions. And he's like, Corey, I'm sick of it. Like, I'm spending all my time answering these same five questions. What can we do to where AI can help with that process? And I was like, well, why don't we just build a custom GPT that's trained on the marketing package for For that specific listing. And instead of giving out your email to interested buyers, we send them the link to the custom GPT. So we did exactly that. We literally took his most re…

AI assessment note: “90% of the time the answer is a Claude skill, I will say.”

Q Yeah. For, for phase two, like how important is How important is things like evals and context to make sure that the actual output is, you know, not a hundred percent there, but 95% of the way there?

A Yeah, so that where, that's where it comes down to, like, once you've done a few of these, uh, assessments, you can, you can take the transcripts from ones that you've done, and the, the finished reports from ones that you've done, which is, uh, phase three, and feed those back into the skill, so that Claude knows what good looks like, right? So that's the thing. With, with this assessment business, the first probably two or three that you do, the AI analysis is gonna get you, you know, 60 or 70% of the way there. Like, you're definitely gonna have to make a few, Judgment calls and substitutions when it comes to the tools. But by the time you turn this into a skill and you're on your fourth, fifth, or sixth assessment, the skill is going to be pretty dialed in. And there's plenty of times where I can run phase two and it's literally copy paste. Like I'm like, yup, these are good. I agree with all these. We can move on to phase three. Now, with that said, during phase two, there's two really good resources that I use and that I encourage people to use when they are researching AI tools. One of those is futurepedia.io, which is a really big, you know, tools directory, AI tool directory websites. They were actually just acquired by HubSpot. Another one is there's an AI for that.com. So both of those websites are just big AI tool directories. They have thousands of different tools …

AI assessment note: “feed those back into the skill, so that Claude knows what good looks like”