Podcasts about Perplexity

Zach Bush, MD,  is a physician specializing in internal medicine, endocrinology, and hospice care. He is the founder of Seraphic Group and Farmer's Footprint, a nonprofit dedicated to regenerative agriculture.www.youtube.com/zachbushmdwww.farmersfootprint.uswww.seraphicgroup.comwww.zachbushmd.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Visit https://ketone.com/Rogan for 30% OFF, or find Ketone-IQ at Target nationwide. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Cassie Coppersmith is an independent researcher studying ancient civilizations and archaeological mysteries, and host of the “Secrets in Stone” podcast.www.youtube.com/@CassieCoppersmith Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Get 30% off + 2 free gifts at https://ARMRA.com/rogan Learn more about your ad choices. Visit podcastchoices.com/adchoices

What if the reason you're not getting more sales isn't your website... it's that ChatGPT doesn't know you exist?Millions of people now ask ChatGPT, Claude, Gemini, and Perplexity which products, services, and businesses they should choose. If your business isn't being recommended, you're invisible at the exact moment customers are ready to buy.In this episode, PR expert and former U.S. diplomat Gloria Chou shares the five biggest ways to increase your AI visibility—without spending thousands on SEO agencies, paid ads, or complicated software.You'll learn: Why ChatGPT recommends some businesses but not others  The difference between traditional SEO and AI visibility  Why PR is becoming more important than ever for getting discovered  How media mentions influence AI recommendations  Website changes that help AI better understand your business  Free ways to check whether AI is already recommending you—or your competitors  Simple steps you can take today to become more visible in AI search If you're a small business owner, Shopify brand, Etsy seller, coach, consultant, or entrepreneur, this episode will help you understand how customers are finding businesses in 2026—and what you need to do to become the one AI recommends.In my free AI Visibility Masterclass, I'll show you how small business owners are using PR, media features, and credibility signals to become the businesses AI recommends. You'll learn how to earn press without hiring a PR agency, increase your AI visibility, and get discovered by customers at the exact moment they're ready to buy.Watch the free masterclass:

What happens when someone asks ChatGPT, Claude, or Perplexity to recommend an expert in your industry? Does your name appear, or does your competitor get the opportunity?In this episode, Holly welcomes award-winning PR strategist, former U.S. diplomat, and Small Business PR host Gloria Chou back to the podcast for a timely conversation about PR, AI visibility, and the changing way customers discover brands.You'll learn how podcast interviews, media mentions, expert quotes, and other third-party features can strengthen your authority signals. Gloria also shares how she uses Perplexity, ChatGPT, and Claude for different parts of her business and how entrepreneurs can use these tools to research relevant angles, write stronger pitches, and compete with larger brands without a massive PR budget.00:00:49 — The question every entrepreneur should ask about AI recommendations00:02:14 — Gloria Chou shares what building a life-first business means to her00:03:28 — How AI is changing discovery, trust, and purchasing decisions00:04:39 — Why PR features can become powerful authority signals00:06:02 — The opportunity for small businesses to compete with major brands00:07:40 — How AI tools are making PR research and pitching more accessible00:08:36 — Using Perplexity to find trends, angles, competitors, and podcasts00:10:31 — Why specific data makes a pitch more compelling00:12:14 — The two elements every strong pitch needs: specificity and relevance00:14:30 — Gloria's CPR pitching method explained00:15:29 — What to prioritize when you only have a few hours for visibility00:17:42 — How to find PR opportunities through HARO, Substack, and social media00:20:26 — How Gloria uses Claude, ChatGPT, and Perplexity in her business00:23:36 — Why AI visibility creates an opportunity for quieter, smaller brandsCONNECT WITH GLORIA:Website: https://gloriachoupr.com/Instagram: https://www.instagram.com/gloriachoupr/

Discover the practical checklist for getting your business cited in ChatGPT, Perplexity, and Gemini. Learn how Generative Engine Optimization combines technical SEO, schema markup, and content quality to make AI tools trust and quote your pages. Profit Acuity City: Pittsburgh Address: 239 Fourth Ave, Ste 1401 #8511 Website: https://app.profitacuity.com Phone: +1 877 624 1229

AI-driven traffic from ChatGPT, Perplexity, and Gemini is invisible to most marketers. Learn how to track it in GA4 with custom reports, regex filters, and dedicated channel groups before you miss critical insights. Profit Acuity City: Pittsburgh Address: 239 Fourth Ave, Ste 1401 #8511 Website: https://app.profitacuity.com Phone: +1 877 624 1229

The way your customers search has changed. Not gradually. Dramatically. And most indie pet businesses haven't noticed yet. A year ago, if someone's dog had itchy skin, they'd Google "best dog food for itchy skin" and scroll through 20 links. Now? They're asking ChatGPT, Gemini, Claude, or Perplexity the same question in a conversation: "My seven-year-old Labrador has itchy skin and keeps licking his paws. I think it's food-related. I want a locally owned pet store near me that actually understands nutrition." That's not a keyword search. That's a conversation. And that's AEO (Answer Engine Optimization). Candace explains why this shift actually favors indie pet businesses and exactly what you need to do to win. She discusses: ⭐️ The difference between SEO and AEO (and why it matters more than you think) ⭐️ How customers are using AI tools instead of Google to find answers ⭐️ Why this isn't about panicking or hiring an expensive agency ⭐️ How AI scans your website differently than Google does ⭐️ Brand pages optimized for both humans and AI bots ⭐️ The one thing Candace would do first if she took over your business tomorrow Plus why the next 20 years are about helping people find trusted experts and not just products!  Transcript Show NotesJoin Us Online Find us on Facebook Join our Free Pet Industry Facebook Group Follow us on Instagram Read our Blog

In this episode of The Ross Simmonds Show, Ross shares why curiosity, execution, and continuous learning are becoming more valuable than traditional credentials in marketing, tech, and business. He breaks down how hiring managers, marketers, content creators, and business leaders can identify curious talent, build stronger teams, and stay relevant as AI, search, content distribution, and audience behavior continue to evolve. Key Takeaways and Insights: 1. Curiosity as a Career Advantage - Ross shares how growing up outside major tech hubs pushed him to use the internet as his mentor. - Curiosity helped him build a self-directed education across SEO, social media, content, SaaS, Reddit, LinkedIn, Quora, and startups. - The lesson: your location, background, or lack of connections does not limit your ability to learn and grow. 2. The Hiring Trap: Stacked Resume, Weak Execution - Ross warns leaders not to confuse impressive logos and credentials with real-world capability. - Some candidates know how to follow a playbook but struggle when asked to create or adapt one. - Hiring should focus on how people think, learn, ask questions, and solve problems—not just what appears on paper. 3. How to Identify Curious Marketers - Ask candidates what they are reading, what they are learning, and how they stay sharp in their craft. - Look for people actively tinkering with new tools, especially in the age of AI. - Curious marketers bring questions, data, and insights into conversations instead of relying on old playbooks. 4. Insight-Driven Marketing Decisions - Great marketers do not recommend SEO, CMS changes, or content strategies simply because they prefer them. - They gather data, ask about pipeline goals, conversion rates, customer lifetime value, and channel performance. - Curiosity turns marketing from guesswork into a structured, strategic process. 5. Where Curious People Spend Their Time - Curious professionals go where learning is happening: communities, subreddits, Discord servers, Slack groups, LinkedIn threads, and comment sections. - They engage in discussions, debate ideas, and test what they learn. - They do not just consume marketing tips—they apply them. 6. The Signals of a High-Curiosity Team Member - They research before making recommendations. - They reverse engineer why something worked instead of blindly repeating tactics. - They invest in courses, tools, and resources because they want to become better, not just get promoted. - They challenge leaders with data-backed thinking and fresh perspectives. 7. Why Curiosity Matters in the AI Era - AI is reshaping search, content distribution, GEO, AEO, and how buyers discover brands. - Channels that worked three years ago may not be enough today. - Marketers who stay curious will adapt faster as LLMs, Reddit, YouTube, short-form video, and emerging platforms shift the landscape. 8. Building a Learning Advantage - One to two extra hours of intentional learning per week can put you ahead of people doing none. - Those who invest more deeply in their skills create a larger competitive gap. - Continuous learning builds the taste, strategy, distribution skill, and human understanding needed to stay valuable. 9. Hiring for Curiosity and Growth - Leaders should ask candidates about newsletters, podcasts, tools, personal projects, and ideas they cannot stop thinking about. - Experience with tools like Claude, Perplexity, and ChatGPT can signal active experimentation. - Building a culture of curiosity helps teams stay adaptive, strategic, and ready for what comes next. —

The episode highlights a shift from technology selection to operational risk management in the AI landscape for MSPs. Service providers are being forced to navigate the fast-changing interplay between AI models, the harness software that mediates their deployment, and the financial realities of consumption-based billing. The rapid proliferation of open-source and open-weight AI models, alongside market behaviors from closed vendors and regulatory interventions, is introducing volatility and uncertainty in both cost structures and client offerings. This dynamic creates structural challenges related to margin maintenance, vendor dependency, and responsibility for AI-driven decisions. The discussion cites the release of GLM 5.2, an open-weight model from Z AI, which now rivals expensive closed models on key benchmarks at a fraction of the cost. At the same time, large-scale investments by commercial AI vendors have yet to deliver returns on expectations, with reports indicating businesses that adopted AI are not seeing projected value. Specific attention is given to operational constraints such as compute scarcity, token consumption variability, and export policy restrictions impacting AI availability. The episode notes that these pressures are driving both vendors and MSPs to reconsider the viability of reliance on expensive, closed offerings versus investigating open alternatives. Supportive examples include the proliferation of AI “harnesses” (middleware layers like Perplexity, Claude Code, and Cowork) that sit between service providers and underlying AI models, increasing both choice and complexity. Token billing models are highlighted as a source of unpredictability for MSPs, with vendors like Atera and ConnectWise experimenting with different abstractions to shield or pass through token risk to service providers. The potential for on-premises AI deployments using smaller language models is discussed as a cost-mitigation strategy, though this raises further questions about data privacy, infrastructure burden, and long-term vendor roles. Additionally, uncertainty is flagged around sustainability of leading vendors, with projections that at least one major AI player may exit or be acquired within a year due to financial vulnerability. For MSPs and IT service leaders, these structural and supporting developments translate into increased operational and financial complexity. There is a pressing need to evaluate not just which AI technologies to adopt, but how to architect solutions that can withstand rapid vendor movement, cost swings, and evolving regulatory requirements. Practical safeguards include testing open-source AI models alongside commercial offerings, exercising caution in vendor selection, and closely monitoring evolving consumption billing models. Preparing staff and clients for adaptive, process-oriented approaches—rather than fixed solutions—is positioned as a necessary step to maintain resilience as the AI adoption cycle continues to correct course. Supported by:Pax8CometBackupGuardz

In this episode of Future Shop, Wendy Liebmann sits down with Kiri Masters, founder of the Retail Media Breakfast Club, to dissect the rapid evolution of the shopper journey in the age of generative AI. Using real-world buying experiences—from hair tools to refrigerators—they reveal how tools like ChatGPT and Perplexity are bypassing traditional retail homepages and sending consumers straight to product detail pages. This shift challenges the multi-billion-dollar foundation of modern retail media networks, forcing brands and retailers to rethink their advertising playbooks. Wendy and Kiri discuss why a low-price strategy isn't the only way to win, how Amazon's AI shopping features change the ad economy, and why keeping an agile, "test-and-learn" mindset is the ultimate key to survival.HighlightsThe Bypassed Homepage: How AI search engines send 55% of referred shoppers directly to the product detail page, completely missing traditional on-site ads.The Myth of the Lowest Price: Why convenience, timing, and brand ecosystem matter just as much as perfect price visibility in AI results.The Real Impact on Retail Media: What Amazon's Alexa Shopping (Rufus) means for the future economics of sponsored product listings.Incentives vs. Evolution: Why legacy retail media network goals might be slowing down the adoption of future-ready advertising models.Send us Fan MailVisit our website for transcripts, links mentioned on this episodes, and video podcasts. Subscribe and rate us with your favorite podcast app!Send us Fan MailVisit our website for transcripts, links mentioned on this episodes, and video podcasts. Subscribe and rate us with your favorite podcast app!

Sigues optimizando tu contenido para que el algoritmo "lea" palabras clave, ignorando lo que realmente busca tu audiencia? En este episodio desmantelamos por qué el viejo SEO de palabras clave ha muerto y cómo ha sido sustituido por el GEO (Generative Engine Optimization). Explicamos el cambio radical de YouTube: ya no busca que te posicionas por nombre o marca, sino que seas la respuesta exacta a un dolor real. Analizamos cómo transformar la frustración de tu audiencia en contenido que las IA (Google, ChatGPT, Perplexity) recomienden por encima de cualquier otro.

Jessica Pleffken is the founder and CEO of Pleffken & Marvulle Marketing. Ana Marvulle is co-founder and managing partner. Jessica and Ana both have a long history working inside CX and BPO companies and now their specialist marketing company advises companies working in the CX environment. Both Jessica and Ana are based in São Paulo, Brazil. Jessica and Ana explain why the traditional separation between marketing and sales no longer works. BPO buyers now conduct extensive research before contacting a provider, using LinkedIn, client referrals and AI platforms such as ChatGPT, Claude and Perplexity to compare companies and build shortlists. Marketing must therefore do more than generate leads: it must establish trust, demonstrate operational capability and ensure that the company presents a clear, consistent and credible story across its website, content, sales materials and public reputation. The conversation explores how sales, marketing and operations can work as a single growth system with shared priorities and metrics. Jessica and Ana also argue that BPO companies need stronger client advocacy, genuine case studies and evidence of results rather than generic claims. Their final advice is simple: write for customers rather than industry peers, avoid unnecessary jargon and explain clearly what the company actually does. In an AI-driven buying environment, the providers that communicate with the greatest clarity and credibility will be the easiest to discover - and the easiest to trust. https://www.linkedin.com/in/jessicapleffken/ https://www.linkedin.com/in/ana-carvalhom/ https://www.linkedin.com/company/pleffken-marvulle-marketing-bpo https://www.linkedin.com/pulse/one-outsources-company-theyve-never-heard-jessica-pleffken-hosti-1na9f/ WhatsApp Summary: Mark Hillary and Peter Ryan discuss the evolving landscape of customer experience (CX) and marketing in the business process outsourcing (BPO) industry. They highlight the importance of integrating marketing and sales due to changes in client behavior, particularly the increased use of AI for shortlisting BPOs. Jessica Pleffken and Anna Marvulle from P&M Marketing in São Paulo emphasize the need for a unified growth system, shared metrics, and simple, clear communication to build trust and credibility. They stress the importance of aligning marketing and sales strategies, understanding client needs, and maintaining consistent messaging to enhance brand reputation and client acquisition.

JD Vance is the Vice President of the United States, a Marine Corps veteran, former U.S. Senator from Ohio, and author. His latest book, “Communion: Finding My Way Back to Faith,” is available now.www.harpercollins.com/products/communion-j-d-vancewww.whitehouse.gov/administration/jd-vance Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. 50% off your first box at https://www.thefarmersdog.com/rogan! Sign up at https://foxnation.com to watch RAF 11! Learn more about your ad choices. Visit podcastchoices.com/adchoices

This Episode is Sponsored by StayFi Your ultimate tool for Vacation Rental WiFi marketing allowing you to collect guest emails automatically via custom captive WiFi login splash pages. Drive repeat direct bookings and convert your OTA bookings to book direct for their next visit. Visit https://stayfi.com/vrsuccess/ and use code VRSUCCESS for 50% off 3 months of StayFi service. ________________________________________________________________________________________________________________________________________ Gil Chan came at the short-term rental industry from a direction most operators never consider. After 15 years in Silicon Valley, working with brands like Gap, Sephora, and Home Depot on their post-purchase e-commerce experience, he became an STR host - and immediately spotted a gap that his industry background made obvious. The tools that e-commerce businesses took for granted simply did not exist for vacation rental operators who wanted to build a direct booking website worth having. Crafted Stays is Gil's answer to that gap: a purpose-built direct booking platform that works the way a proper commerce site should, not as feature number 40 in a property management system's marketing materials. But what makes this conversation particularly timely is where Gil has taken the platform over the past year - deep into AI-powered search, website building, and the kind of content strategy that gets operators found in places Google's traditional search results simply can't reach. This episode covers direct booking strategy, how search is changing (and what SEO, AEO, and GEO actually mean for property managers), the Aria AI assistant Gil built into Crafted Stays, and how operators can start thinking about their online presence in a way that serves both guests and the AI systems that are increasingly mediating how people find places to stay. It's a practical, technically grounded conversation - and one that will stay relevant for some time. ‍KEY TAKEAWAYS‍ Direct booking websites built on WordPress and plugins were never designed for the live data demands of vacation rental commerce. Purpose-built platforms handle PMS connections, checkout, and mobile experience in a fundamentally different way.‍ SEO, AEO, and GEO are three different things. Traditional search engine optimization gets you on page one of Google. Answer engine optimization gets you into the snippet at the top of the page. Generative engine optimization gets you cited when someone asks ChatGPT, Perplexity, or Claude for a recommendation. Operators need to think about all three.‍ AI-powered review analysis is an underused tool. Most operators check a five-star review and move on. Mining reviews for recurring themes - a screened porch that guests keep mentioning, a location detail that keeps coming up - surfaces the specific things guests value most, and those become the content anchors for the entire website. The Sightline Report that Aria generates combines property data, review sentiment, and third-party SEO keyword research to produce a strategic playbook for each operator. It tells them which keywords to target, which landing pages to build, and which guest personas to write toward - without requiring any marketing expertise from the operator. Building your AI business brain before you start using AI tools is not optional - it is foundational. Gil has been giving every new team member at Crafted Stays the same 40-page document about the business since he built it a year ago. The quality of AI output is directly tied to the quality of context you give it. The divide in AI adoption is getting wider, not narrower. Some operators are building sophisticated automated systems; others have barely touched ChatGPT. The window to build a real advantage by getting in early is still open, but it will not stay that way indefinitely.‍ ________________________________________________________________________________________________________________________________________

For decades, referrals were the most dependable growth engine in tax and accounting.A client told a friend, “You should call my CPA.” An attorney made an introduction. A financial advisor recommended someone they trusted. And in many cases, that recommendation led directly to a phone call.That is no longer how the process works.The referral may still begin with a person, but before the prospect contacts your firm, they validate the recommendation. They search your name, visit your website, read your reviews, and increasingly ask ChatGPT, Gemini, Perplexity, or Google AI questions such as:Does this firm really understand my situation? Do they specialize in my industry?Are they the best fit? Who else should I consider?AI is now standing between the referral and the phone call.In this episode of The Growth Minded Accountant, Lee Reams and Rebekah Barton explain how the referral pipeline has evolved through three distinct generations:Referral 1.0: The word-of-mouth era, when trust in the person making the recommendation was often enough.Referral 2.0: The Google era, when prospects began validating firms through websites, reviews, local search results, and online reputation.Referral 3.0: The AI recommendation era, where AI does not merely help prospects find firms. It interprets the available evidence, compares options, and helps prospects decide which firm appears to be the best match.That distinction matters.A firm may have decades of experience, strong client relationships, and deep knowledge. But if that expertise is not visible through its website, content, reviews, FAQs, videos, and other digital evidence, AI may not understand when or why the firm should be recommended.Lee and Rebekah also introduce the idea of invisible referral leakage: referrals that firms never know they received because the prospect researched the firm, found insufficient evidence of relevant expertise, and chose someone else before making contact.The phone never rings. The lead never enters the CRM. The firm never knows the opportunity existed.The solution is not to chase every new marketing trend or become an online influencer. It is to make the expertise your firm already possesses easier to find, understand, and trust.The referral still begins with a person. But AI has become the gatekeeper. Ready to See Whether AI Understands Your Firm?Open ChatGPT, Gemini, Perplexity, or Google AI and ask the same questions your ideal clients might ask.Does your firm appear?Does AI understand what you specialize in?Does it find enough evidence to validate your experience?Which competitors are being recommended instead?That is exactly why CountingWorks PRO created the Free Digital Blueprint Assessment. We evaluate your firm's digital authority, reputation, content footprint, positioning, and visibility across today's AI-driven referral landscape.Then we provide a customized roadmap showing where your firm is strong, where it may be invisible, and what you can do to improve.Because today, it is not enough to earn the referral.You also have to get past the gatekeeper.Start your Free Digital Blueprint Assessment: CountingWorksPRO.com/start

https://soundcloud.com/rene-de-paula-jr/tudo-e-simples-ou-felizmente Mary Beard on power, politics and why “most ages feel turbulent when you’re living through them” https://youtu.be/n-LupDOnwFw?si=4QauxSoeO_aV6oLi An O.M.B. Plan to Defund Science—and Anything Trump Doesn't Like https://www.newyorker.com/magazine/2026/07/20/an-omb-plan-to-defund-science-and-anything-trump-doesnt-like (via Perplexity) checando a história de uma camiseta requerer 2700 litros de água https://www.perplexity.ai/search/9aeec7a2-7225-44a3-a064-b16b7cbe64a7 Gleichschaltung https://en.wikipedia.org/wiki/Gleichschaltung Stone-assisted drumming in Western chimpanzees and its implications for communication and cultural transmission Open Access  https://royalsocietypublishing.org/rsbl/article/21/5/20250053/235954/Stone-assisted-drumming-in-Western-chimpanzees-and Chimpanzee drumming may give clues to the roots of rhythm https://www.science.org/content/article/chimpanzee-drumming-may-give-clues-roots-rhythm O Despertar de Tudo – Uma Nova História da Humanidade https://leiavaleapena.com/o-despertar-de-tudo-uma-nova-historia-da-humanidade/ a app do radinho!!!    http://radinhodepilha.com/radinho  canal do radinho no telegram:   http://t.me/radinhodepilha meu perfil no Threads: https://www.threads.net/@renedepaulajr meu perfil no BlueSky https://bsky.app/profile/renedepaula.bsky.social meu twitter http://twitter.com/renedepaula aqui está o link para a caneca no Colab55:  https://www.colab55.com/@rene/mugs/caneca-rarissima  para xs raríssimxs internacionais, aqui está nossa caneca no Zazzle: https://www.zazzle.com/radinhos_anniversary_mug-168129613992374138 minha lojinha no Colab55 (posters, camisetas, adesivos, sacolas):  http://bit.ly/renecolab meu livro novo na lojinha!  blue notes https://www.ko-fi.com/s/550d7d5e22 meu livro solo https://www.ko-fi.com/s/0f990d61c7  o adesivo do radinho!!!   http://bit.ly/rarissimos  minha lojinha no ko-fi: https://ko-fi.com/renedepaula/shop muito obrigado pelos cafés!!!  http://ko-fi.com/renedepaula

How would you invest a fresh $500 million across public markets, private AI, venture capital, secondaries and Latin America?Valor Capital Managing Partner Paulo Passoni reveals how he would build the portfolio today—including why he would put just 15% into public markets and where he sees overlooked opportunities in LatAm growth.In this episode of TJC Debrief, Paulo joins Olga Maslikhova to discuss:• Why global AI mega-rounds are creating attractive valuations in Latin America• The LatAm businesses he is watching, including CloudWalk, Plata, QI Tech, iFood and Motu• Why AI orchestrators such as Perplexity and Higgsfield could capture more value than expected• The capital-intensity problem hiding behind AI gross margins• Why distribution—not the underlying model—could become AI's strongest moat• How CloudWalk could evolve from a Brazilian fintech into a global AI company• Why SpaceX could become the defining test for private-market secondaries• Tether's extraordinary economics and the future of stablecoin payments• What missing Anthropic and OpenAI taught Paulo about investment decisions and sunk costsThis is TJC Debrief—a monthly conversation decoding the most important developments across technology, venture capital, Latin America and global markets.Subscribe to The J Curve Insider newsletter for deeper insights and follow Olga on LinkedIn and Instagram.

Nick Bostrom is a philosopher whose work focuses on artificial intelligence, existential risk, and the future of humanity. He is Principal Researcher at the Macrostrategy Research Initiative and the author of several books, the most recent of which is “Deep Utopia: Life and Meaning in a Solved World.”www.simonandschuster.com/books/Deep-Utopia/Nick-Bostrom/9781646871643www.nickbostrom.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Switch today at https://Visible.com for just 25/mo. Or Save $10 on your first month of Visible+ Pro with code ROGAN.  Learn more about your ad choices. Visit podcastchoices.com/adchoices

Of course you need data to fuel your AI. You know what's just as helpful though?

Watch the YouTube version of this episode HERETired of the billable hour, overlearning, and feeling like your tech stack still owns you? In this episode, Tyson Mutrux sits down with subscription‑based attorney and Practi co‑founder Mathew Kerbis to break down exactly how AI tools like Perplexity, WhisperFlow, Paxton, Gemini, and agentic workflows are reshaping how modern law firms are built and run. You'll hear how Mathew went from insurance defense litigator to “AI‑native” transactional lawyer, why he believes the billable hour is bad for both clients and lawyers, and how subscription models and recurring revenue can unlock more freedom, better margins, and a saner life.They dig into real‑world examples: using AI dictation and desktop agents to draft and format complex contracts, running redlines across multiple tools, replacing parts of traditional case management, and orchestrating systems so that actual legal work keeps happening while Mathew is teaching a CLE or recording a podcast. Tyson and Mathew also wrestle with big‑picture trends, MSOs and private equity in law, BigLaw's addiction to the billable hour, and how bar regulators and ethics rules might respond to the AI wave. If you're a law firm owner wondering how to actually use AI to save time, make more money, and serve clients better (instead of just “playing” with tools), this one is packed with practical insights.What You'll LearnWhy the billable hour breaks incentives and how subscription/flat fees create better results for lawyers and clientsHow Mathew's AI stack (Perplexity, WhisperFlow, Paxton, Gemini, Google Workspace) powers his daily legal workWhat agentic workflows look like in practice for reviewing, redlining, and improving complex contractsHow WhisperFlow lets him talk instead of type across apps and replace traditional dictationWhy he runs his practice on Google Docs, NotebookLM, and AI search instead of case management softwareHow standardized templates plus AI speed up NDAs, MSAs, and other routine documentsThe core business model behind Practi and how it helps firms launch subscription legal servicesWhy solos and small firms may be better positioned than BigLaw in an AI‑driven legal marketHighlights00:00 – Challenging the status quo and taking aim at the billable hour06:10 – Lawyers as “professional students” and the trap of endless overlearning09:01 – Why many women and lawyers of color leave BigLaw to start their own firms12:10 – Perplexity, WhisperFlow, and Paxton as Mathew's core AI tools15:01 – Using WhisperFlow for OS‑level dictation, prompts, and text expansion27:43 – Orchestrating AI tools to clean up, analyze, and redline contracts at scale31:00 – Running a subscription practice on Google Workspace and NotebookLM45:15 – MSOs, private equity, and why Practi is being built as an alternative path49:08 – How subscriptions and recurring revenue unlock growth beyond hourly billing56:59 – Letting AI run recurring tasks so work continues while you're offlineAccess Agentic Browser Redlines Demo HereConnect with Mathew KebrisLinkedIn https://www.linkedin.com/in/kerbisverse/

If your ads aren't performing the way they used to, if you keep hearing about AEO and wondering what it is, or if you have a Google Business Profile you haven't touched in a year, this episode is for you. In this episode of The Localist, Carrie Rollwagen sits down with Alan Harned, Director of Account Services at Uptick Marketing. Alan works with small business owners every day on digital ads, SEO, AEO and analytics. He's honest about what has changed, what still works, and what small business owners can do right now, even without a marketing budget. Alan and Carrie talk about why AI has accelerated changes in marketing analytics, why pausing keywords based on an AI report can actually hurt your campaign, and why platforms need 30 to 60 days to learn what a good lead looks like for your business. They get into hard conversions versus soft conversions, why Google Ads is now prioritizing conversion data more than ever, and how small changes to a website (like adding a schedule button) can turn analytics into a real business insight. The second half of the episode covers small-business AI use cases: how to use ChatGPT and Claude to analyze your own analytics, build an AI advisory board, critique your website, and catch things like spammy backlinks you did not know existed. Alan also answers audience questions on whether customers are actually finding businesses through ChatGPT and Perplexity, whether SEO is dead (spoiler: no), how to handle a Google Business Profile you have neglected, whether Google Ads are still worth the money, and what budget you actually need to start working with a marketing agency.   Watch on YouTube _______________________________________   Mentioned in This Episode •       Uptick Marketing •       Infomedia •       ChatGPT •       Claude •       Perplexity •       Google Business Profile •       Google Analytics •       Google Ads •       StoryBrand •       Yelp for Business •       Bing Places for Business •       Ohm Jiu Jitsu Thanks to Our Sponsor, Infomedia The Localist is sponsored by Infomedia. They are a Birmingham-based web and digital marketing company. They help small businesses grow online. •       Contact Infomedia    Join Us at Localist Lab Localist Lab is a free event series for small business owners. It meets on the third Thursday of most months at Saturn in Avondale. Free tacos and coffee too. •       See upcoming events and register   Subscribe to Carrie's Newsletter Want more small business tips from Carrie? Sign up for her newsletter. •       Sign up here

Get 30 days free on HighLevel only with my link: https://www.gohighlevel.com/TKOPOD⸻Ride the AI tidal wave together. Join the community of consultants learning to charge $500–$5k/mo :⁠⁠https://playmakersai.com/⁠━Check out my newsletter at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://TKOPOD.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ and join my community at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://TKOwners.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠━I sat down with Brandon Doyle to break down his experiment giving Claude, ChatGPT, Gemini, Grok, and Perplexity $1,000 each to invest in the stock market. He explains how he prompted each AI model, made weekly trades based on their recommendations, and turned the whole thing into a competition. We go through the results, including how Claude more than doubled its money, while Gemini lost over half of its portfolio after making increasingly risky bets. We also talk about leveraged ETFs, knowing when to sell, and what this experiment taught Brandon about investing and human psychology. This is not financial advice!!!Enjoy!---Watch this on YouTube instead here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tkopod.co/p-yt⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Ask me a question on or off the show here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://tkopod.co/p-ask⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Learn more about me: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://tkopod.co/p-cjk⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Learn about my company: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://tkopod.co/p-cof⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow me on Twitter here: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://tkopod.co/p-x⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Free weekly business ideas newsletter: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://tkopod.co/p-nl⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Share this podcast: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://tkopod.co/p-all⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Scrape small business data: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://tkopod.co/p-os⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---

Episode 227: Stuck at the Same Level in Your Coaching Business? Get That Fixed Here: https://go.digitaltrailblazer.com/7-dollar-biz-auditYour customers are now asking ChatGPT and Claude for recommendations before they type into Google — and if your brand doesn't show up, you lose the sale before you knew you were in the running. Even businesses with a decade of strong SEO are getting outranked by newer competitors.In this episode, Jenna Hannon teaches us how to fix that: why your website, not Reddit or LinkedIn hacks, is the real foundation AI models learn from, how to find the questions customers are asking, why clean structure beats long-form content, and which off-page signals actually move the needle.About Jenna Hannon: Jenna is the founder and CEO of Hatter, an AI search agency that combines software and expert service to help brands get found inside ChatGPT, Perplexity, Gemini, and Google's AI Overviews. She was the first marketing hire at Uber Eats and has served as a fractional CMO to Multisensor AI ($MSAI), FORM Kitchens, and Kyte.Get Your Visibility Audit HERE: https://app.gethatter.ai/ai-searchConnect with Jenna: https://gethatter.ai https://www.linkedin.com/in/jennahannon/ https://x.com/JennaHannonWant to SCALE your online business bigger and faster without the endless hustle of networking, referrals, and pumping out content that nobody sees?Grab our Ultimate Ad Script for Coaches, Agencies, and Course Creators.Learn the exact 5-step script we teach our clients that allows them to generate targeted, high-quality leads at ultra-low cost, so you can land paying customers and clients without breaking the bank on ad spend.Grab the Ultimate Ad Script right HERE - https://join.digitaltrailblazer.com/ultimate-ad-script✅ Connect With Us:Website - https://DigitalTrailblazer.comFacebook - https://www.facebook.com/digitaltrailblazerTikTok: https://www.tiktok.com/@digitaltrailblazerX (Twitter): https://x.com/DgtlTrailblazerInstagram: https://www.instagram.com/DigitalTrailblazer

Google isn't sending you the traffic it used to, and it's not because your product got worse, your sales team got worse, or demand disappeared.AI Overviews and AI Search tools like ChatGPT, Gemini, and Perplexity are rewriting how people research and buy, and if you're only optimising for traditional search, you're already behind.Here's what I cover:Why AI Overviews cut clicks to websites by 58% when they appear and what that means for your trafficCase study #1: how a global skincare brand grew organic traffic by 27% year-on-year while more than doubling their AI Overview mentionsCase study #2: how a business with a 14.5% drop in organic traffic still hit their best-ever revenue month from search — with average order value up over 10%The two-part strategy (traditional SEO + AI Search Optimisation) that's helping both of these businesses win right nowWant to know exactly where you stand in traditional and AI Search? Request an SEO and AI Search Audit at https://exposure.ninja/audit/ and we'll show you your visibility across Google, ChatGPT, Perplexity, and Gemini, and build you a step-by-step plan to improve it.Read the full show notes: https://exposureninja.com/podcast/not-enough-leads/

AI is rapidly changing the way we interact with technology, and this transformation can be compared to the dawn of the internet in the late 90s. In this blog post, we'll explore the parallels between the evolution of AI and the early days of the internet, highlighting the significant advancements, challenges, and opportunities that have emerged over the past year.### The Dawn of AI: A Year of TransformationLast year, AI was still in its infancy for many businesses. As Adam Walter recalls, he and his team were primarily engaged in traditional development practices, with little to no integration of AI in their work. However, as AI technology evolved, they recognized its potential to transform their operations and engage with clients in innovative ways. By the end of the year, they had completely redefined their approach, illustrating how quickly the landscape can change.The initial exploration of AI tools like ChatGPT and Perplexity began with simple tasks. By Christmas, users were already experimenting with these platforms for fun activities, but darker aspects of AI also surfaced, reminding us of the internet's early days when dangerous information was easily accessible. Fortunately, just as early internet platforms began filtering harmful content, AI has also started to implement safeguards, directing users towards mental health resources when they exhibit concerning behaviors.### Comparing AI to the Internet BoomThe rapid advancement of AI can be likened to the internet boom of the late 90s. Back then, individuals were debating the best browsers and search engines, similar to how we now discuss various AI models and applications. Adam highlights how, during that time, people were excited about new technologies that were reshaping society, just as we are today with AI.In the late 90s, users connected to the internet via dial-up connections, often facing disconnections that limited their access. Now, as we transition into an era where AI is becoming more embedded in our everyday applications, the experience is seamless. Just as dedicated connections allowed for continuous online presence, AI is becoming an integral part of many platforms, enhancing functionality without users even realizing it.### The Future of AI in BusinessAs AI continues to evolve, its role in business is becoming increasingly significant. Adam mentions that their company, Humanize AI, has witnessed dramatic changes in their services due to AI integration. The previous focus on traditional software releases has shifted dramatically, and they now offer a powerful AI suite that enhances their operations and client interactions. This transition emphasizes the necessity for businesses to adapt quickly to technological advancements.However, with great power comes great responsibility. The fast-paced evolution of AI necessitates careful consideration of ethical implications and the potential for misuse. Just as society had to learn to navigate the internet responsibly, we must now confront the challenges posed by AI, ensuring that it is used to enhance human experiences rather than detract from them.### Key Takeaways- The evolution of AI mirrors the early days of the internet, characterized by rapid advancements and a shift in societal engagement.- Businesses must adapt quickly to integrate AI into their operations, redefining their approaches to client engagement and service delivery.- Ethical considerations are paramount as AI technology continues to evolve, necessitating a responsible approach to its application.In conclusion, the past year has been a rollercoaster of transformation in the world of AI. From its humble beginnings to its current capabilities, AI is becoming a pivotal force in our daily lives and businesses. To stay ahead in this rapidly changing landscape, organizations need to embrace AI while navigating its challenges thoughtfully.

If your B2B sales process relies on one enthusiastic contact inside an organisation to champion your work, you are one resignation away from losing everything you have built. In this episode of the Selling to Corporate® podcast, Jess Lorimer makes the case that single champion selling is not just risky and is a strategy that actively limits the size of deal you can close and the speed at which you can close it. Jess explains the concept of multiple internal champions: who they are, why they matter, and how building relationships with three to five key people inside each target organisation transforms your lead generation, protects your pipeline, and unlocks bigger, more premium deals. This episode is essential listening for any coach, consultant, trainer, speaker, or done-for-you service provider who is serious about building sustainable B2B revenue in the second half of 2026. Who This Episode Is For Coaches, consultants, trainers, speakers, and done-for-you service providers selling to corporate clients Anyone whose B2B sales process depends on a single point of contact inside each organisation Those who have experienced a deal stalling or collapsing because a key contact left, went quiet, or was unable to get internal sign-off Anyone looking to close larger deals, including retainers, licensed content, premium speaking fees, with corporate clients Service providers who want to understand why corporate decision making takes longer than expected, and how to fix it Questions This Episode Answers What is single champion selling and why is it holding back my B2B sales? What is a multiple internal champions strategy and how does it work? Why do corporate deals take so long to sign, and how do I speed up the process? What happens to my sales pipeline when my main contact leaves an organisation? How do I identify and build relationships with multiple decision makers inside the same company? Why are bigger deals harder to close with just one contact, and what should I do differently? How do proactive and passive lead generation work together to support multi-champion selling? Key Takeaways from STC179 1. Single Champion Selling Is a High-Risk Strategy Relying on one internal contact to champion your work inside an organisation is one of the most common and costly mistakes coaches and consultants make when selling to companies. Jess is direct: if that person leaves, takes sick leave, is ghosted by their colleagues, or simply lacks the internal influence to push a decision through, your entire sales process resets to zero. This is not a rare scenario. Decision makers change jobs regularly, take on new roles, or move on to organisations that feel like a better fit. The risk is not theoretical, it is a pattern Jess sees consistently in the businesses of the coaches and consultants she works with. The solution is not to find a better champion. It is to build multiple ones. 2. What a Multiple Internal Champions Strategy Actually Means Multiple internal champions is a term Jess has used since early episodes of the Selling to Corporate® podcast. It refers to the practice of building relationships with three to five people inside each target organisation, not just the primary decision maker. Importantly, not every internal champion needs to control a budget or hold formal authority over the purchasing decision. What they need is relevance: they should be people who would feel the commercial impact of your work, who sit adjacent to the decision making process, or who could provide useful context, internal support, or continuity if something goes wrong. Examples of how internal champions add value: If your main contact is unavailable, another champion can receive a follow-up or help chase a proposal If your main contact leaves, a champion can help you identify who has taken on their responsibilities For larger deals, champions can help build internal consensus before the final decision is made Different champions often have visibility over different budget pots, enabling shared budget conversations that support more premium pricing 3. The Bigger the Deal, the More Decision Makers Are Involved For deals under approximately £15,000, a single decision maker with their own allocated budget and a clear commercial case may be sufficient to sign off. Above that threshold, organisations almost always involve additional stakeholders before committing. Jess frames this plainly: if a company is spending £40,000 or $100,000 on an external supplier, it would be unusual for one person to carry that decision alone. In the same way that a business owner would consult a partner, a financial advisor, or a trusted peer before making a large investment, corporate decision makers sense-check significant spend with colleagues. If those colleagues do not know you, they will go and research alternatives. And if you are not visible when they do, you lose ground even when your proposal is strong. This connects directly to the importance of passive lead generation: if secondary decision makers search for your specialism on Google, ChatGPT, Perplexity, or Claude and you do not appear, your primary champion is left doing a much harder internal sales job on your behalf. 4. Lead Generation Is the First Point of Quality Control in Your Sales Process A core principle Jess returns to in this episode is that lead generation is not just about volume, it is about qualifying correctly from the very first touchpoint. A qualified lead in the corporate space meets two specific criteria: The person is responsible for your area of specialism within the organisation The person has authority over the budget to pay you Anyone who does not meet both criteria is not a qualified lead. They may be useful to your sales process in other ways, but time spent in extended conversations with unqualified contacts is time not spent building relationships with the people who can actually say yes. Jess is clear that this distinction is not about being dismissive of relationships, it is about protecting the efficiency and effectiveness of a sales process that has to produce consistent results. Lead generation done well sets the quality of everything that follows: business development, proposals, and delivery. Weak or unqualified lead generation makes every subsequent stage harder. 5. Why Deals Appear to 'Take Ages' in the Corporate Space: and the Real Reason One of the most common complaints Jess hears from coaches and consultants new to B2B sales is that corporate deals take too long. Jess challenges this directly: in most cases, slow decision making is not a feature of corporate sales. It is a symptom of talking to the wrong people. When a service provider is speaking to someone too junior to understand the commercial relevance of what they offer, or to someone who lacks the internal influence to advance the decision, the process stalls. It is not the organisation being slow. It is the wrong entry point. The solution is not to wait longer or follow up more aggressively. It is to qualify more rigorously at the lead generation stage and to build relationships with multiple internal champions who can help navigate the real decision making process inside the organisation. 6. Both Proactive and Passive Lead Generation Are Now Essential Jess closes the episode with a clear directive for the second half of 2026: coaches and consultants need both proactive and passive lead generation working simultaneously. Neither alone is sufficient. Proactive lead generation, including cold email outreach, LinkedIn outreach, and other active methods, puts you directly in front of decision makers in a controlled, measurable way. Passive lead generation, such as being featured in curated directories and building AI search visibility, ensures that when secondary decision makers go looking for you independently, they can find you. The risk of relying solely on proactive outreach and a single champion is that when that champion tries to build internal support for your proposal, the other stakeholders who search for you find nothing. At that moment, your champion is carrying the entire weight of selling you in, with no external evidence to support their case. The Selling to Corporate® Five Step Framework The Selling to Corporate® Five Step Framework is the structured sales process Jess teaches to coaches, consultants, trainers, speakers, and done-for-you service providers: Step 1: Clarity: Deciding who you are selling to and what transformation you are selling them Step 2: Lead Generation: The process of identifying, targeting, and approaching qualified decision makers to generate sales calls Step 3: Business Development: Building, maintaining, and leveraging relationships so they convert to revenue Step 4: Offers and Proposals: Creating solutions that meet the client's need and articulating them in a way that closes the contract Step 5: Delivery and Resell: Delivering a great client experience and maximising revenue through upsell and resell In this episode, Jess focuses on the intersection of lead generation and business development, specifically how building multiple internal champions at the lead generation stage makes every subsequent step faster, stronger, and more resilient. Key Quotes  "If you don't have multiple internal champions at an organisation, you're going to find that sales processes stall, go back to zero, and are much more difficult to be picked up." "The bigger the deal, the more decision makers who are involved. If a company is spending £40,000 or $100,000 on something, do you honestly think they're going to have one person who just says, yeah, cool, I'll make that decision?" "Lead generation is the first point of quality control in your sales process. A qualified lead is a decision maker who is responsible for your area of specialism and has authority over the budget to pay you. Anyone else is not a decision maker."   Key Resources Mentioned in this Episode: Expert Services Directory: Get listed and improve your AI search visibility with corporate buyers. Apply at expertservicesdirectory.com Amplify with AI workshop: A paid, interactive virtual masterclass on Friday 17th July showing coaches, consultants, speakers, and trainers exactly how to leverage generative engine optimization and AI-assisted lead generation in your B2B sales process. https://smartleaderssell.thrivecart.com/amplify-ai/ Join the B2B Sales Edit https://magic.beehiiv.com/v1/988ac64b-5875-4924-9d10-50faad2aa4ad?email=%EMAIL% If you've enjoyed listening to Single champion selling is dead; replacing enthusiasm with strategic sales! Check out these episodes.   STC178: Why Corporate Buyers Can't Find You (Even When They're Looking) https://sellingtocorporate.com/podcast/stc178-why-corporate-buyers-cant-find-you-even-when-theyre-looking/ STC175: Two Types of B2B Lead Generation That Coaches + Consultants Need to Use! https://sellingtocorporate.com/podcast/two-types-of-b2b-lead-generation-that-coaches-consultants-need-to-use/ STC173: B2B Sales Trends for Q2: Which One Are You Actioning? https://sellingtocorporate.com/podcast/b2b-sales-trends-for-q2-which-one-are-you-actioning/   Episode sponsored by The Expert Services Directory: A key resource for coaches / consultants / trainers and done-for-you service providers to generate inbound leads. Access The Expert Services Directory here https://bit.ly/ExpertServicesDirectory and use code PODCAST for a special bonus.       Content Disclaimer The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio.  

In this week's episode, Legal Speak explores how the rapid rise of artificial intelligence is reshaping law firm marketing and public relations. As AI-powered platforms such as ChatGPT, Claude, Gemini and Perplexity increasingly influence how people research legal services, firms are rethinking how they build visibility, credibility and authority in an AI-driven search landscape. Centellic Editor-in-Chief Steve Salkin sits down with Edge Marketing CEO Amy Juers and Play4orm PR Founder and Principal Valerie Chan to discuss their firms' new partnership. The trio also examine how law firms can adapt their marketing and communications strategies to remain discoverable and trusted as AI transforms the way prospective clients find legal information.   Hosts: Cedra Mayfield & Patrick Smith Reporter: Steve Salkin Guests: Valerie Chan & Amy Juers Producer: Charles Garnar

Joe is joined by mixed martial artists John Rallo, Matt Serra, and Din Thomas. John Rallo owns Shogun Fights and is the owner and head coach of Ground Control Mixed Martial Arts Academy.www.groundcontrolbaltimore.comwww.shogunfights.com Matt Serra is a mixed martial artist and host of "UFC Unfiltered" with Jim Norton and "Geeking Out with Matt Serra." He is the owner and an instructor at Serra BJJ.www.youtube.com/@MattSerraBJJwww.serrabjjacademy.com Din Thomas is a mixed martial arts analyst, actor, and host of "Din Thomas' Fight Court."www.youtube.com/@FightCourt Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Don't miss out on all the action this week at DraftKings! Download the DraftKings app today! Sign-up using https://dkng.co/rogan or through my promo code ROGAN. Get watch party snacks and groceries on Uber Eats. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Anna Mills shares Peer and AI Review and Reflection, plus a layered approach to writing feedback on episode 630 of the Teaching in Higher Ed podcast. Quotes from the episode My sense of the value of feedback has not changed. It’s more important than ever, more meaningful than ever, when we do have that connection through words. -Anna Mills I think overall I’ve advocated for more sort of technical support for transparency about what is AI and what is not. -Anna Mills Students preferred both the peer and the AI feedback. They did not want one or the other. -Anna Mills AI companies should be designing so that their agents don’t go in and say, “I’m a student taking a quiz.” -Anna Mills Resources Poll Everywhere AXL 2026 Keynote with Alex Vasquez Statement on Educational Technologies and AI Agents, Modern Language Association Peer & AI Review + Reflection (PAIRR), UC Davis Writing Program Contradictory Feedback Chatbot on PlayLab Anna Mills on Amazon vs. Perplexity and Distinguishing Agentic AI Bots from Humans (LinkedIn) Anna Mills on Judge Orders Perplexity to Stop AI Agents (LinkedIn) More Than Words: How to Think About Writing in the Age of AI by John Warner Jellyboard Bad Ideas about AI and Writing: Generative Practices for Teaching, Learning, and Communication MyEssayFeedback.ai AI and College Writing: An Orientation

With James Woodfall, Communication and Behavior Specialist, Raise Your EI As AI makes expertise more accessible, what becomes an advisor's true advantage? EI expert James Woodfall explains why authentic human connection may be the one thing technology can't replicate. In Summary As artificial intelligence reshapes how information is delivered, financial advisors are being challenged to rethink what truly differentiates their value. Mindy Diamond sits down with James Woodfall, a former wealth management business owner turned emotional intelligence expert and founder of Raise Your EI, to explore why emotional intelligence may become one of the profession's greatest competitive advantages. Together, they discuss how rapport, curiosity, and authentic human connection influence trust, referrals, leadership, and client loyalty and why those skills can be developed just like technical expertise. The conversation also examines the difference between AI's “synthetic empathy” and the authentic relationships clients continue to value—and why that distinction matters to financial advisors now more than ever.   The Storyline For decades, advisors have built successful businesses by combining technical expertise with thoughtful financial guidance. But as AI makes information more accessible and planning tools more sophisticated, expertise alone is becoming less of a differentiator. James Woodfall believes the future belongs to advisors who master something technology cannot authentically replicate: human connection. Drawing on his experience as both a former wealth management firm owner and a specialist in communication and behavioral science, James explains why emotional intelligence isn't simply a “soft skill.” It's a business skill that affects nearly every aspect of an advisory practice—from building trust and earning referrals to leading teams and helping clients make difficult decisions. Mindy and James explore why asking better questions matters more than having better answers, how curiosity creates stronger relationships than scripts ever can, and why advisors who create memorable client experiences may find themselves even more valuable in an increasingly automated world. The conversation ultimately reframes AI not as a replacement for advisors, but as a catalyst forcing the profession to rediscover the uniquely human qualities clients have valued all along.   Topics Covered Emotional intelligence as a business skill Building trust through rapport and curiosity Authentic empathy vs. synthetic AI empathy The psychology behind client decision-making Why referrals are rooted in emotional outcomes Coaching advisors to improve communication Leadership and emotional intelligence AI's impact on advisor differentiation Creating premium client experiences Future-proofing advisory businesses > Download a transcript of this episode… Listen and Learn Highlights for Advisors Why do better questions lead to better financial advice? (6:10) James explains why financial planning is only as good as the conversations that precede it—and why understanding a client's fears and aspirations leads to better outcomes than simply gathering financial facts. How does emotional intelligence translate into business growth? (15:30) Rapport isn't simply about making clients feel comfortable. James discusses why advisors who build trust quickly tend to earn more referrals and become significantly more referable. Can emotional intelligence actually be learned? (37:05) Contrary to popular belief, emotional intelligence isn't an innate personality trait. James explains why it is a trainable skill and how advisors can intentionally improve it throughout their careers. What makes authentic empathy different from AI? (39:10) One of the episode's most compelling discussions explores the difference between AI's ability to simulate empathy and the authentic emotional connection that develops between two people. Why should advisors think more about experience than efficiency? (45:10) Clients don't always pay more for information. Often, they pay more for confidence, judgment, reassurance, and the experience of working with someone they trust. Will AI replace advisors or elevate the best ones? (46:55) James shares why he believes AI is more likely to automate routine work while making relationship-centered advisors even more valuable. Key Takeaways Emotional intelligence is a measurable business capability—not simply a personality trait. Stronger client relationships begin with curiosity rather than advice. Advisors who solve emotional concerns make it easier for clients to recommend than advisors who simply deliver technical expertise. AI may replicate information, but authentic trust remains distinctly human. Premium advisory relationships will increasingly be defined by the experience clients receive—not just the answers they're given. Emotional intelligence improves leadership, client retention, referrals, and advisor well-being. The firms that embrace both technology and human connection will likely be best positioned for the future. https://youtu.be/xlQMQm6mqtc Quotable Moments “Rapport building is one of the foundational things for trust building.” “It's not real empathy. It's synthetic empathy.” “If all of our decisions were made on price, Ferrari wouldn't have a business.” “The advisors who create authentic human connection may be the ones who remain untouchable.” FAQs What is emotional intelligence, and why does it matter for financial advisors? James defines emotional intelligence as the ability to recognize, understand, and influence emotions in ourselves and others. For advisors, those skills strengthen communication, trust, leadership, and client relationships. Can emotional intelligence actually be developed? Yes. Unlike IQ, emotional intelligence can be improved through intentional practice, feedback, coaching, and greater self-awareness. Why do referrals have so much to do with emotional intelligence? Clients often remember and recommend how an advisor made them feel more than the technical work performed. Solving emotional concerns creates stories clients naturally share with others. What does James mean by “synthetic empathy”? AI can recognize language patterns and respond empathetically, but it doesn't genuinely experience human emotion. James argues that authentic empathy remains one of an advisor's greatest competitive advantages. How should advisors think about AI? Rather than viewing AI solely as a competitor, advisors should use it to improve efficiency while investing more time in conversations, judgment, and relationships that technology cannot fully replace. What is the biggest mindset shift advisors should make? Stop viewing emotional intelligence as a soft skill. Treat it as a business skill that directly influences growth, leadership, client loyalty, and long-term differentiation. James defines emotional intelligence as the ability to recognize, understand, and influence emotions in ourselves and others. For advisors, those skills strengthen communication, trust, leadership, and client relationships. Yes. Unlike IQ, emotional intelligence can be improved through intentional practice, feedback, coaching, and greater self-awareness. Clients often remember and recommend how an advisor made them feel more than the technical work performed. Solving emotional concerns creates stories clients naturally share with others. AI can recognize language patterns and respond empathetically, but it doesn't genuinely experience human emotion. James argues that authentic empathy remains one of an advisor's greatest competitive advantages. Rather than viewing AI solely as a competitor, advisors should use it to improve efficiency while investing more time in conversations, judgment, and relationships that technology cannot fully replace. Stop viewing emotional intelligence as a soft skill. Treat it as a business skill that directly influences growth, leadership, client loyalty, and long-term differentiation. Related Resources Why AI Matters Now: Filling the Estate Planning Gap with Wealth.com The Paradox of Choice Traps Successful Advisors Freedom vs. Familiarity: Is It Worth Disrupting Comfort for Something That Might Be Better? Guest Bio James Woodfall, founder of Raise Your EI, is a former financial planner who now advises financial services and firms on how they can leverage emotional intelligence (EI) to improve individual and organizational performance. He is the co-author, with Cliff Lansley, of “The Heart of Finance,” which teaches finance professionals to develop the emotional intelligence needed to build effective and profitable client relationships. NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation. View the transcript of this episode… Emotional Intelligence: The “Untouchable” Differentiator in an AI World A conversation with Mindy Diamond and James Woodfall, Communication and Behavior Specialist at Raise Your EI.      Mindy Diamond: Welcome to the latest episode of our podcast series for financial advisors. Today’s episode is Emotional Intelligence: The “Untouchable” Differentiator in an AI World. It’s a conversation with James Woodfall, Communication and Behavior Specialist from Raise Your EI. I’m Mindy Diamond, and this is the Diamond Podcast for Financial Advisors. At Diamond Consultants, we help elite advisors identify the right environment for their businesses to thrive, whether that’s at a wirehouse, boutique, or independent firm. With nearly three decades of experience, we’ve guided thousands of advisors and represented more than a quarter of a trillion dollars in assets transitioned. And each year, one in four advisors managing a billion dollars or more who change firms are our clients. Our process is education driven and based on building relationships, starting as your strategic partner well before you’re even thinking of a move. To schedule a confidential conversation, call us at (908) 879-1002. Wondering why advisors change firms and where they’re headed? Are transition deals going up or down? Those very questions and more inspired us to create our Annual Advisor Transition Report. It’s the award-winning, data-driven resource designed for advisors that connects the dots between the motivations around movement and the firm’s appetite for top talent. Arm yourself with the knowledge you need to make smart decisions. Download your copy at diamond-consultants.com/transitionreport. For years, advisors have competed on expertise, the ability to solve problems, deliver answers, and provide guidance clients couldn’t easily find on their own. But today, those answers are becoming easier to access via artificial intelligence and tools like ChatGPT, Claude, and Perplexity. AI can generate planning ideas, summarize complex topics, and answer questions in seconds. As the technology continues to improve, it raises an important question. If information becomes increasingly commoditized, what will clients continue to value most? My guest today, James Woodfall, is the Founder of the training firm, Raise Your EI, and a former wealth management business owner. James now helps advisors, leaders, and organizations strengthen the communication and behavioral skills that drive trust, influence, and performance. Skills rooted in emotional intelligence or EI, something that AI cannot authentically replicate. What’s interesting about James’s perspective is that he doesn’t view emotional intelligence as a soft skill. He views it as a business skill, one that impacts how advisors build rapport, earn referrals, lead teams, deepen client relationships, and ultimately differentiate themselves in an increasingly competitive marketplace that includes human and machine-driven advice. Our conversation explores why rapport is the foundation of trust, how emotional intelligence can be developed like any other professional skill, and why advisors who learn to create authentic human connection may be best positioned to thrive alongside AI, not compete against it. Or as James puts it, remain untouchable in the face of a changing world. Because while technology may continue to reshape how advice is delivered, the experience of being understood, trusted, and guided by another human being remains remarkably difficult to replicate. So, let’s get to it. James, thank you for joining me today, especially coming all the way from the UK. I’m grateful. James Woodfall: Thanks for having me on. Mindy Diamond: So, let’s start at the beginning. You’re a different kind of guest for us, and a topic that is near and dear to my heart because I’m always all about emotional intelligence and EQ, but it’s a topic that sometimes can feel a little squishy to some folks. So, tell us a little bit about your background and really how you got into the world of wealth management. James Woodfall: I got into wealth management probably was by accident while I was, I think about 19 years old. I got a job at a bank because I was living with different jobs and it was the first company that would take me. So I ended up working in a bank as a cashier in a branch. And then after a series of different career moves, I ended up running my own wealth management firm for about nine years, which I sold about three and a half years ago. Around the time that I was selling it, I did my first master’s degree in communication and behavior analysis, and that’s when I started taking a bit of a deep dive into understanding emotional intelligence and behavior and communication. But really, I started that journey before I sold my wealth management company, and really the goal was, how can I become a better financial advisor to my clients by having a better understanding of their psychology behavior around money so that I could communicate with them more effectively, help them build their plans? So I had a bit of a… like a lot of people I speak to in wealth management, they fell into it. Mindy Diamond: So, a lot to unpack there and I’m fascinated by your story. Tell us a little bit about how you began to use or leverage emotional intelligence. You say you got into it or were fascinated by it because it was a way of helping your clients. So, talk to us a little bit about that. How did you begin to see the impact long before you started this business? James Woodfall: So going back a couple of steps to that. When I started the business, it was very transactional. You’d sit down with the client, you find out about what sort of assets they have, what type of plans they have already, and you look for gaps where you can optimize things, or there was a product which they need which you didn’t have. But I moved away from that type of service to a financial planning led service. So, where actually before we get talking about, well, how do we structure your world? We spend a lot of time building a plan in cashflow modeling software. So the one that I used was over at a company called Voyant, and effectively I build a cashflow plan for the clients, which would map out based on assumptions of what age they would reach financial independence. And then that then would then move on to, how to we optimize your holdings? Now what occurred to me pretty quickly in offering that service is that the outputs from that type of exercise are only as good as the inputs. So you’re really relying on the client to be able to come up with the answers to the questions that you ask them to make the financial plan work. And in my experience, quite a lot of the time you sit down with these people and you ask them, “Imagine you’re retired, what does an ideal week look like for you?” So, what I realized is actually I was asking clients a lot of questions which no one had ever asked them before, such as, “If you go retire, imagine you’re retired tomorrow, what does your idea week look like?” Very rarely do we get asked that day-to-day, especially not from friends, family members, certainly. So I went off and actually did a diploma in coaching because I thought initially I want to become better at actually getting people to think about the future and think about plans. And in doing that, I ended up wanting to take a bit of a deeper dive into understanding behavior at a higher level. So that led me on to getting my masters. Impacts on clients though is that I became, and me as well, is that I became a far better listener first. So I listened first, I stopped making so many assumptions as I found I had about people. And really, I think that changed the dynamic in terms of me constant, I suppose, dictating to people about what they should be doing. So of course that’s what a good advisor does, isn’t it, is advice. You switch around into actually making sure you’ve got a deep understanding of people’s hopes, fears, goals, dreams, and then ultimately, you can help them better in terms of optimizing their financial plans and wealth. Mindy Diamond: Yeah. 100% of what you just said speaks to me in a big way, because that is 100% our philosophy. Most recruiters, I don’t mean it disparagingly, but most recruiters in general are pretty transactional. They see a hammer, they see a nail. So, a recruiter sees a financial advisor and he’s a means to an end to making a deal to a transaction. And our whole approach from day one was never about seeing you, financial advisor, as a transaction, but rather first and foremost, wanting to understand what’s important to you. And we get told all the time that we were asking questions that nobody ever asked them before. And I want to unpack it more, because I love what you’re saying. The goal as far as I see it is not just to ask a bunch of questions nobody asked before, but it’s to ask questions as a means to an end, to start out by asking questions that make somebody comfortable that tell them that you care about them. Then it’s about asking questions that they’ve never been asked before because the answers to a question like, “How do you see yourself behaving in retirement,” has everything to do with how much money they’ll need to retire. So, one informs the other. In our world asking somebody, “What are the things that spark you and what are the things that really don’t? And what will you do with this information?” And all those sorts of questions are questions many people had never been asked before, especially if somebody was looking at them as a transaction. And yet, it’s what deepens relationships, it’s what creates trust, and it’s what allows you to identify me as a recruiter, identify the best solution or the best opportunity for someone. So, do you agree with that? Is there anything that I’m off about? James Woodfall: No, that’s exactly the point. I think I’m asking better questions as a wealth manager talking to your client. Because ultimately this is, I suppose, one of the things which comes from understanding emotional intelligence, is that for most of us, we make decisions in motion first and then we justify with logic and reasoning, which is basically back to from. If I was to start with logical reasoning and then expect people to make a buying decision. And so a lot of the time, especially with things like retirement savings, for example, because it’s in the future, it’s over there, especially if it’s 10, 20 years away, people think, “Well, why will I give up so much money a month now for something which is so far in the future that I can’t comprehend it yet?” But if you start reigning the questions in a way which gets to kind of the… Really what you want to uncover is, if you wake up at 3:00 in the morning and you can’t get back to sleep, what’s on your mind? Because if you can uncover that emotion that fits all that kind of pain or problem, then you deal with emotion first and logic second. Mindy Diamond: And it tells you what you need to solve for, right? James Woodfall: Exactly, yeah. Mindy Diamond: If what keeps me up is I’m worried I’m going to outlive my money, and you know that’s your true north in terms of how you begin to tackle that they’re thinking about the future, they want you to focus on the long term. Right? Is that what you get from that? What’s the typical answer you get to that question, that one in particular? James Woodfall: For retirement planning, it’s usually clusters around. “Well, I’m not sure I’m making the right decision. There’s lots of options that are complicated. But really, actually, am I going to have enough money? Am I going to run out?” Because it’s the big question, isn’t it? How long are you going to live and how much are you going to need? Mindy Diamond: Right. As I was preparing for this interview, I think I know the answer because I’m a person that lives in this world that believes fully in, I don’t have a degree in behavioral finance but I’m big on emotional intelligence, connecting, developing trust, and that I don’t have any right to sell anybody anything or suggest anything unless I’ve connected on an interpersonal level. But I don’t know that everybody believes that. So help us, our listeners to understand, why does this matter to financial advisors? So, I’m going to give you two examples. I’m a younger advisor that has, say, five to 10 years in the business, say $100 million or 100 million pounds under management and is looking to really build a business. How and why does the concept of emotional intelligence, of EI, matter to me? And then I’m going to ask you the same question again with respect to someone who manages a billion dollars or a billion pounds. How and why does it matter? James Woodfall: Yeah. I think probably a starting point is, let’s just clear up I suppose in definitions so that we understand what we’re talking about when we say emotional intelligence, it’s an EQ. Because I suppose let’s think about, let’s call EQ the measurement, and emotional intelligence is the concept. So the definition of emotional intelligence is it’s an ability, and it’s this ability to understand and influence emotions in ourselves and others. So within ourselves, can we perceive and understand our own emotions? What turns them on? What triggers them? Can we do something about that? Can we recognize it, manage it in the right context, or either initiate our emotions in the right context? And can we do that when we’re talking to other people? So, are we good at perceiving people’s emotions within different contexts, and are we good at influencing and utilizing that information to help us communicate more effectively? So, these are skills which requires regard within those two roles to make you effective. And so, one of the things that we’ve learned from probably 30 years of people studying emotion intelligence is that if emotion is involved within the job role, emotional intelligence correlates with job performance and has a meaningful impact on the difference between an average and a big performer. So regardless of whether it’s one of the two scenarios that you’ve said, performance improvements are always on the table. But one of the things which tends to happen as you move from, say, up in terms of the money that you’re managing is the stakes get higher. So quite often, you actually need a much far higher degree of self-management, a higher degree of self-awareness, a higher degree of ability to perceive emotions in others, and to be able to communicate with influence. Because quite often as you are dealing with clients who are more affluent, there’s a correlation between actually the skills that your clients have and the skills that they expect you to have as an advisor. So the higher you go up that sort of ladder in terms of value, the more effective you need to be. So that’s where that EQ measurement. If you had to sit down and do an EQ assessment, for example, you need to be scoring way above average the higher up you go. Mindy Diamond: How will somebody begin to notice that developing the emotional intelligence muscle, developing the quantity of EQ, how will that begin to show up and impact their business? James Woodfall: There’s a couple of ways, and I think it really does show up in self-awareness and self-management and awareness and understanding of others. So one of the things which will show up in terms of that awareness and understanding of others is, can you build trusted relationships quickly? So like those skills that we were talking about before about asking better questions and listening, especially the first time you meet a new prospective client, if you can really turn your ears on and get very, very curious about the person that you’re talking to, rapport building is one of the foundational things for trust building. And really, if you get rapport building right, one of the goals should be to find common ground early, because the minute that you can build a connection with people and you start uncovering things that you’ve got in common, it starts signaling to people that actually you’re someone who is like them, on their side, and that they’re someone that you can trust. Now people who get this right, they tend to close more clients and they tend to gain more referrals or recommendations to other clients. And when I used to run my business, referrals was the largest source of new clients. Every single year, all the other different marketing streams, they didn’t produce anything near referrals. And I think back to that, if you look back to the kind of retirement example, if you can really get an answer to that question of, you wake up at 3:00 AM, what’s on your mind, what’s up when you’re getting back to sleep? If you can uncover that and solve that, for a client, it’s far easier to articulate that to a friend than it is for them to explain the technicalities of what you did with their retirement savings. But it’s easier to articulate, “You should absolutely go and see James. We were worried about whether we’re saving enough, he solved that, it’s brilliant, you need to go and see him.” That’s what I mean, is that they’re able to articulate the emotional outcome. Mindy Diamond: Even though what we’re talking about here is someone making the case that strengthening one’s emotional intelligence will make you a better advisor, easier to say that, sounds logical. But you’re connecting it to, you’re saying that someone who actually gets this right, gets it better, is going to create more of an instant rapport rooted in trust, and likely grow their business because it makes them more referable. And those are things that certainly every young advisor wants, but every advisor wants. So, let me switch the tables a second. I get why a young advisor with 100 million wants to get to a billion, why this is really important. They want to do everything they can to really make themselves the most referable. But let’s take the advisor that’s on the back nine that has been doing this 30 years, manages a billion and a half of pounds, dollars in assets under management, is growing by referrals and it’s an organic referral stream. It’s a business that feeds itself. So, while everybody always needs to be in business development mode, they feel like they’ve cracked the code, they’ve got it covered. How and why does this concept impact a senior advisor, someone with a much bigger, more robust book of business? James Woodfall: Yeah, it’s interesting. So if we take a bit of a step back and look at a bit about what some of the research says about the impacts of emotional intelligence, there have been some studies done within financial services about the impact of your training on business outcomes. So there was a study done probably around about between 2000 and 2004 with Ameriprise, and they brought their agents through a year-long emotional intelligence development program. And it was interesting, they measured at the beginning of the program EQ, what someone’s EQ score was, but they measured things like health, anger, trade anger. So, how often were people experiencing anger, stress, and burnout. So they’re measuring all sorts of things other than EQ just to see what the impact of EQ training was. Now EQ scores went up, sales went up, I think on average of about 24% across four cohorts. But things like stress, burnout, health outcomes, perceived health outcomes, people are asked to rate, how would you rate your health, that went up. Experience of anger went down because people become better at managing it. So as you look at the kind of example that you described, I would say that as someone who’s in that stage of the career where they may not have the capacity to take on more clients. So just think, well, actually, I don’t want an uplift of 20%, 24% in sales because I might not process that. But one of the things which I suppose the EI research shows actually is that it impacts your quality of life. And there is finding which is quite common in research, is that actually EI scores correlate with age. So as we go through life and we have sort of ups, downs, highs, lows, and we learn from those. We learn from our emotional experience, and that’s hypothesis, is it feeds into our EQ score. So you’ve probably got people at that later stage of their career who actually probably have had experience which has developed their emotional intelligence. They’ve got mature standing, which means that they might not necessarily need to go out and find new clients. They’ve got experience, which has helped them develop client relationships, but they might want to take a step back at quality of life. If they’re experiencing stress, burnout, pressure, EQ can help absolutely with all of those. The other thing which is quite common as well is that if they’re playing any sort of leadership part within that business now, let’s say if they’re a business owner, EQ absolutely is key for leadership performance. So making sure that you’re building a team of people around you, you can help you develop the business. And actually, EI and leadership’s one of the biggest areas where research has been focused. But I think one of the other things I’ve got to say is that we’ve all got blind spots. It doesn’t matter where we are in life, we’ve all got things that I suppose that we could be better at. And actually shining a lens on those and improving our self-awareness is something that you can develop at all stages. Mindy Diamond: A lot of people in our industry, whether it be a recruiter or an advisor themselves, believe that efficiency or being most effective and efficient is the true north. And that to ask what may fee like unnecessary or ancillary questions that don’t directly get to help me to figure out what your asset allocation is so that I can grow your portfolio, may feel ancillary. And so, is that one of the most common objections you get when somebody, say, comes to you and they’re thinking about retaining you and they’re wondering what the benefit is? James Woodfall: Well, I think the people in firms I tend to talk to, there’s a couple of common things that are coming to mind now. One is pressure around fees. So, how can I make sure I’m articulating my value in a time where clients are more informed, they can go on AI and they come to meetings prepared with answers, and they’re challenging back around the value that advisors can provide. So getting back, I suppose, and the answer is funnily enough, is actually if you’ve designed your service around a proposition which makes yourself easy to replace by someone else who can do it for the same or cheaper price with a promise of better performance, or even in the years coming, a robo-advisor, it’s going to be challenging to retain and grow clients. But I’m not particularly worried about AI. The other types of firms that come to me is to say, “Look, we’ve identified actually that we need to think differently about our business model, what we do and who we serve, because it’s going to be easier than it’s ever been for clients to come up to do some of these things themselves.” But absolutely what is untouchable, I think, is this ability to create a human connection, to sit down and discuss a range of different options. “Do I do X, do I do Y? What are the trade-offs if I choose that over that?” And to uncover those things which, as I said, really keep people up at night and solve for them. I think it’s going to be quite hard to replicate that digitally. Mindy Diamond: So I want to get to a end that you hit the nail on the head, and I want to delve deeper into it. Whatever the advisor is looking for, they may not worry about pressure around fees, they may not be kept up at night. They have a practice or a business that’s worked well all these years and is growing organically and it’s more than good enough. But anybody who isn’t concerned about the potential impact of AI on their business and whether they’re a financial advisor or recruiter or anybody else, is living under a rock. So, the goal for everyone should be to make yourself untouchable. And you hit it on the head, it’s the ability to create human connection. So, I want to ask you something. It occurs to me, you talk a lot about learning to ask the right questions. In some cases, the questions that a client never been asked before makes sense to me. But I think the real skill, I mean, I imagine anybody can teach you a list of questions to ask. The real skill comes in is knowing what to do with that information. So, let’s assume that someone says an advisor says you ask that smart question, “What keeps you up at night? What do you think about at 3:00 AM?” Pressure around fees. I find people, clients asking me, prospects asking me all the time what sort of value I can add, whether it be in the land of AI or competitively, whatever it is, pressure around fees. What do you do? So you’ve asked the smart question, but what do you teach? What do you do with that information? James Woodfall: It’s a mindset, I think, because having just say a list of questions I don’t think is really helpful to any advisor when you’re training them. And yet I find I do get people who, okay, say, “Well, look, what questions should we ask? Have you got a list of questions that you would ask?” I hold back giving those out because I think that, well, that’s what I would say. It’s not necessarily going to land the same way if you say it. The mindset I’m trying to teach advisor is to adopt a curious mindset. So not asking questions for question’s sake, but if I’m talking to someone, what I want to do is I want to understand, how are you thinking? How do you see the problem? What assumptions are you making? What things do you believe which maybe don’t line up with how things are in reality, or goals, objectives, or whatever it is. So I’m trying to understand how you think, and that requires not asking questions off a list of great questions to ask, comes off of understanding the format for that, is utilizing the open questions to gather information, to check assumptions that might sit behind them, because actually understanding those assumptions is really, really useful. And to then summarize and play back to someone that you’re talking to so that you can demonstrate that you’re listening and you deeply understand them, and being able to summarize and be able to succinctly put their words into a, “Well, what do we do next about this?” Mindy Diamond: Yeah, and, why does it matter? I love that because what I always say is it’s art, not science. AI could give you a list of, if I put in the topic of emotional intelligence and give me a list of 10 smart questions to ask relative to X. One of the questions I would ask someone from an emotional perspective that demonstrates I have strong emotional perspective relative to pressure around fees, AI could spit out the questions. But I think you’re 100% right. The real key is being a good listener and meeting someone where they are. And it’s not about a prescribed or canned list of questions that demonstrate you have strong emotional intelligence. It’s much more about asking the right next question, saying the right thing, the validating statement afterwards. And not as a means to an end, not as a means to a transaction, not as just a way of checking the box, I have emotional intelligence, but really because demonstrating that you deeply care. And I like what you said, the notion of a changed mindset. Do people get that right away? I guess what I’m asking is, financial advisors, while smart ones who are looking to make themselves untouchable by AI will get that concept. They’re looking to differentiate themselves and they’re looking to hone the skills that AI can’t bring to the table. But at the same time, financial advisors are number oriented and goal oriented. And so, how long does it typically take to begin to see, or how do you paint the picture about getting from here to there, connecting the dots between strengthening changing your mindset, strengthening your emotional intelligence, and seeing more results? James Woodfall: Well, look, it’s about behavior change, isn’t it? Like any kind of behavior change, there has to be a few things at play. One is that you have to have a good understanding of where you are right now, what things that you are good at, but what things you need to work on. And then effectively the things you need to work on, you need a plan of how you’re going to work on them. So I think commonly how you develop these kind of relational skills is that you need to be able to get close to, what does the goal look like? Where am I headed? If I get this right, what’s it going to look like? And then you need to have a plan to get from A to B. And actually part of that plan has to be built around good feedback. And I was quite lucky where during my career, I worked for two large banks before I started my firm. And I had really, really good training from managers that I worked with, almost on a monthly basis would come and sit in my client meetings and then feedback to me about what I could have done better. And so actually, if you’re going to really commit to developing, I suppose relational skills and becoming more emotionally intelligent, you need help from someone within your firm or externally to come in and actually observe you by trying out new things and giving you feedback. Now of course, you could do some of that yourself if you’re doing a virtual meeting, you could hit record, play it back, be your own analyst. But quite often we can’t see that ourselves, but if you’ve got say a third party, they can watch you in action. Quite quickly they can hone in and say, “Well, actually, you could have asked a different question here, or actually if you’d phrased that like this, you might’ve got a bit more information, or the client closed down when you ask that question.” So actually then, you start to create that behavior change. So feedback I think is one thing, but actually aligning it with really, values, I think. So, one of the things that I suppose is quite important for behavior change is that we are motivated to do things where we strongly believe it’s the right thing to do. So, I think which is why it can be quite difficult for a firm to bring in with a team of advisors and say, “Well, we’re going to roll out emotional intelligence training,” because you’ll get some of us go, “This is brilliant.” Mindy Diamond: Eye roll. I would imagine eye roll is the… It can be a lot of the response, right? James Woodfall: You get a lot of resistance, because some people see it as a criticism of just saying, “Well, actually I’m good at that. I don’t need training in that, thank you very much.” Mindy Diamond: And because if efficiency in getting to a goal is the true north, I mean, I think the mindset shift you’re talking about is going from believing that getting to the goal by just asking the right numbers and dealing in data, changing that from it’s about building a relationship, which ultimately will impact the amount you manage and how you grow and how you connect and all of that stuff. But for people that are goal-oriented, linear in their thinking, I imagine this can be not just felt as a criticism but hard to embrace. James Woodfall: Oh, yeah, no. I think we view the brain as kind of a black box. I do get people I speak to, they go, “Mental health isn’t real. And all of this is psychobabble,” but from the people that I’ve had feedback from, and this is even for people I haven’t trained. I wrote a book about 18 months ago about the topic which talks about emotion intelligence within the 5X context. I’ve had people contact me on LinkedIn and say, “Look, I read your book. I’ve been following your content for a while. I’ve put some of the ideas to work, and I’m now getting my manager and their manager contact me and saying, ‘What are you doing differently?’” Because all of a sudden they’re opening up conversations with clients that they couldn’t before, doing business with clients where they couldn’t before. And all it is that this kind of focus on the client, the relationship, building that connection, and all of a sudden you start seeing that convert into more sales opportunities. Mindy Diamond: Yes and more yes, because that’s always been our philosophy, my philosophy from starting the business and our philosophy, and I couldn’t agree with you more. You articulated it probably as did, I got to it instinctively. You have research behind it, etc. By the way, for our listeners, we will link your book in the notes for this episode if anybody’s interested in buying it. But you hit the nail on the head, so, or you took the words out of my mouth in terms of next question. Who are your clients? Are they individual advisors? Are they independent RIAs? Are they Morgan Stanley and Merrill Lynch? And what kind of work do you do for them? James Woodfall: So, I do, there’s probably two parts to my business. One is the consulting training part, which is going into firms, typically firms that were the owner managed typically, where the owner either is still advising or has a big impact on other behaviors of the advice team that’s underneath them. And really, I work on a consultancy basis. So rather than going and just provide EI training, what I do is effectively start with understanding the business. So exactly as I’ve been talking to you about, the process I used to follow as an advisor, it’s the same process I follow when I’m working with practices, is I want to find out what’s going well in the business. Where are the blockers, what’s not going so well? And I’m a social science researcher. So I’d want to spend some time in the business actually doing a bit of a deep dive and maybe speaking to the team while the owner’s not in the room and finding out a bit about how they’re seeing things. Because ultimately, what that will do is it allows me to look at thematically extracting what types of training interventions might move the needle within the business. And then I put that onto a report for businesses and say, “Look, this is what I think we should be doing.” Some of that might be me working one-to-one, doing that coaching, observing, training with particular people in the business who have been highlighted as requiring development, or it might be group training, might be taking the whole teams through a training program. And then following up, helping build those development plans, and then being there supporting with the one-to-ones as they bed in that behavior change. So, that’s one part of the business. The other part of the business is working for the larger firms. I’ve done a bit of work for Fidelity this year and last year, and they’re looking to hire me as an authority expert on the topic to put together training programs that go out to the advisors that they work with. So, there’s the two aspects, like an external speaker trainer that’s brought in by some of the larger companies. And then the other one is a bit more hands-on, applying not only the science but my experience of having been there and run a business. Mindy Diamond: Right. So are the big firms like… So you mentioned Fidelity, are the wirehouses, Merrill, Morgan, UBS, Wells Fargo, are they embracing this? Are the big banks embracing it, or is this largely in the RIA space right now? James Woodfall: In the UK, there’s been a huge kind of interest in emotional intelligence, behavioral finance, relational skills. And actually, a lot of the kind of people who require influential in the UK are actually based in the US. And so, I think there’s a good bit of crossover. We’ve got good people who are specialists in looking at the retirement piece from a retirement transition about, how do you support people through what is a profound psychological transition? So, I think the RIAs are really interested in it as a topic. Then we’ve got the larger institutions are interested in it either as the RIAs are clients of theirs and they want to be seen to providing thought leadership to the RIAs and helping them develop these skills. But also, we’ve got some quite large companies in the UK now here, like the banks, for example, the banks or the whole exited the advice market in around about 2012, 2013, and then this year they’re starting to come back. So they’ve had 15 years nearly out of the market and they’re coming back because they’re just wanting an opportunity for face-to-face advice. So, I think actually it’s a hot topic now and I think all segments of the market are looking at, how do they develop non-technical skills to help them succeed in the future? Mindy Diamond: Can someone who was not born with strong EQ, can they learn this? James Woodfall: Absolutely. One of the interesting things about EQ is it’s not like IQ, for example. IQ is our a sort of cognitive ability. There was some good research that was done probably about, I think 2016, which looked at, do you remember all this sort of brain training apps like, if you do Sudoku, do you get smarter? You get better at Sudoku, but it doesn’t translate into performance on another. You don’t get better at crosswords from doing Sudoku, for example. So, IQs are pretty much fixed and there’s not a lot we can do about that. But EQ has been shown to be a trainable ability. So regardless of where you are now, if you understand your strengths and weaknesses and put a plan together for improvement, everyone has the ability to improve their EQ. And it’s not like personality, for example, where it’s quite hard to shift the dial. Let’s say if you’re quite strongly introverted and you find social situations difficult, if you just took that approach and said, “Well, look, can we make you extremely extroverted?” The answer would be, well, probably not. But EQ absolutely helps that person because noticing that you feel uncomfortable in, say, a networking situation if you have to do that professionally, having the tools in the bag to manage that feeling and throw yourself into the experience, that’s EQ in action. So, it doesn’t matter your baseline of where you are, EQ can have a big impact on your ability to perform across a range of different contexts, home, work, with friends. Mindy Diamond: Yeah. Let’s talk about your comment that EQ or strong emotional intelligence is what can make an advisor untouchable by AI. And I assume the premise being that, I can’t replace a human relationship. It may be able to come up with the questions, but at least for today it lacks the ability to know what to do with that information and to create the human connection. Talk to me more about that. How and why is that? I mean, is that part of why people are coming to you, because they’re worried about AI encroaching on their business? James Woodfall: Where we are at the moment is actually AI… Let’s look at healthcare for a second. Chatbots in healthcare have actually been outperforming humans in some respects. So there’s a type of therapy called cognitive behavior therapy, that’s been run with AI agents and patients. And as researchers to show that actually, disclosure has increased when patients are speaking to a chatbot because cognitive behavior therapy is like it’s guided, is a method, it’s a methodology to it. But disclosure increases and this theory behind that is is that people open up more when they don’t feel like they’re being judged by another person. So that’s interesting, because that saying to us, “Well, actually, people are trusting AI agents with very, very personal information, and people are already getting that feeling of empathy with AI agents.” Because if you tell an AI agent something deeply personal and it says, “That must have been really difficult for you,” for example. Mindy Diamond: Yeah, it does that well. Wonderful feedback about how great you are or what a smart question you just asked. James Woodfall: Yeah, but it’s synthetic, it’s not real empathy, it’s synthetic empathy. Whilst we might feel actually we get that feeling that we’re being understood, it’s not real. And I think the advisor’s edge is, look, I think where we might end up with this is that if you take a step back and you do this kind of exercise of what’s my ideal client, the ideal client is, I think, now is someone who is still time poor. So yes, an AI agent might be able to interview you, build a financial plan, but do you really want to spend the time doing that or do you have any inclination to do that? No. Well, that’s a perfect client who would hire an advisor. They value human relationships. Obviously when we do get AI entering the advisor market, it’s going to be at a lower price point. So actually, we’re now talking about a difference between experience. So the experience of being with an advisor comes at a premium. So that experience is going to be what people are going to pay additional value for. So, it’s the experience of dealing with a human. It’s the experience of dealing with a human who can talk them through complex information and options, help them understand their thinking and apply judgment, connect with those emotional things. But there’s a whole range of information that we get when we’re talking face-to-face, which AI doesn’t have access to. So back to that retirement example, if we say, “Well, man, I’ve modeled your plan. If we do X, Y, and Z, you’re not going to run out of money when you retire. You’re going to be okay.” And then the person, usually what they do is they sigh with relief, which is actually the emotion of joy, relief is actually happiness. So that sigh of relief and the softening of muscle tension in the body that you see when you’re face-to-face with another person, AI can’t, doesn’t get that data. Mindy Diamond: And how powerful is that? So, why does that matter? If I say, “I have X, I need Y. I have X number of years until I retire. Will I have enough money to retire the way I want to?” AI can spit that answer out faster than any financial advisor and come back hopefully saying, “Yes,” they’ll know that I will experience relief and joy because I’ll write back saying, “Great news.” It’ll say, “Yes, that is fabulous news.” It’ll tell me why I’m relieved and all that sort of stuff. So, why does that matter? James Woodfall: I think fundamentally, it comes back to trust. For those people who can get that quick answer, they’ll go, “Yeah, that’s great.” But there’ll be some people who go, “Yeah, fine. I’ll take that answer at face value.” There’ll be other people who go, “Well, what if you made a mistake?” Quite interesting that actually, people will get the same answer from a human advisor and they’ll trust it more. And I think one of those things is because we’re wired for connection, so when empathy develops, it’s quite interesting. Something which you see in young children, for example, is when we develop at the very early stage, probably about three or four years old, before children have learned to self-regulate their emotions, you see emotional contagion in groups of children happen quite rapidly. You get one child who say gets a toy taken away from them and starts crying, and then all the other children at the same age in the nursery start crying. Now, none of those other ones are crying because they’re sad. They’re crying because we have these things called mirror neurons, which means we pick up and mirror the emotional state of people around us. So, you actually get an experience of shared feeling and especially if you’ve got strong rapport, strong relationship, you actually share emotions of the people around you. Now, of course, as we grow out of that developmental stage, we learn this ability to understand that actually what we’re feeling isn’t happening to us, it’s happening to someone else. But have you ever been around… My favorite example for this is, if my wife has had a bad day at work because she comes home and starts slamming the door and banging cupboards, why I start to feel anger, because it’s rubbing off, it’s in the room. So, it’s this shared understanding that I think is where the value is. And so absolutely the answer might be faster and quicker, but for some clients they value that experience of having that answer delivered by someone who understands them. Mindy Diamond: And I think, so the point is that there will be clients or prospects that will value the efficiency of AI, that don’t necessarily need the face-to-face, that don’t necessarily… They just want the answer. They want the answers to the test, they don’t care how you got there. But what you’re talking about is finding the clients that really value the human connection. And if that’s what in fact is going to make advisors untouchable, then they need to make sure that they really strengthen this skill. James Woodfall: It’s not just the answer, but it’s the whole experience that’s wrapped around that. So actually last year, and my wife took me to a restaurant and we had a lovely, lovely meal. And on the menu there was this cup of coffee and the beans were like one of the rarest beans in the world. They’re the ones that get eaten by this little animal with the jungle in it, poops them out, and then the beans get roasted. But it was about 40 pounds for this cup of coffee and I thought, well, I’m going to have that. But that’s the experience, isn’t it? I could get a cup of coffee at McDonald’s, but actually the experience of this, something which is rare, exclusive, delivered in an amazing environment, that’s what you’re paying for. So, you’ve got to remember that actually if experience dictates a lot of what we value as well. So because if all of our decisions were made on price, Ferrari wouldn’t have a business because everyone would just be buying the cheapest car that does the job. You’re going to think advisors that are going to operating in this space, well, they need to think about the whole package, as in the experience that the plan that’s delivered, and the advice. Mindy Diamond: But it speaks to the notion of any advisor that isn’t thinking about AI’s impact on his business and how to reshape or rewire the business, even just rewiring the value proposition, retooling their value proposition, how they explain their value and what they do needs to change because they’re competing not only with the advisor that sits next to them or down the hall, but they’re competing with AI. How about as AI, as you see AI develop? So fast-forward five years, you and I are talking about where AI is today, but AI is, God knows where it’ll be five years from now. So, how do you foresee, do you still foresee the advisor being untouchable if they get this right, five or 10 years from now? James Woodfall: I don’t think it’s financial advice that’s unique with this, because I think it’s any profession where at the moment human judgment and understanding are valued. Healthcare, for example, same thing, doctors follow consultancy process. You’ve got this like tax, legal, a whole range of professions which are all grappling on the same problem. So I think in five years time, I think the answer is, is that we just don’t know what AI will look like. But certainly in the moment, if you track what Claude are doing with code work, and what Perplexity is doing with its skills and add-ons, a lot of it is actually at the moment geared up to freeing up the advisor’s time so that they can spend more time with clients. So, I think at the moment this sort of trend is looking like AI companies want to support advisors to be way more efficient so that they can deal with more clients. But in five years time, who knows? I think probably one of the biggest leaps that will happen is when AI is no longer working from, say, just a transcript. If it gets out to that kind of chat where you can actually interact with an AI agent like you and I are talking, I think that’s going to provide a different experience, because then you’re moving it from, as I said, that kind of structure where somebody is stuck there tapping away at keyboard, having a conversation with a chatbot, effectively, to actually having a conversation with an embodied agent with a face, gestures, a voice. That I think will start to change things a little bit. Mindy Diamond: Yeah. Well, it will be an interesting future, for sure. This has been a fascinating conversation. I really enjoyed it, and thank you so much for sharing so graciously. Is there anything to wrap up that I didn’t ask you, that you would want an advisor to know about this concept or anything you’re thinking about? James Woodfall: I think we’ve taken a broad sweep and then a deep dive into certain areas. I think really probably have to get started. I think probably one of the… I mean, you mentioned obviously I’ve got a book that you share the links to, which is fantastic. Audiobook is available to that as well on Spotify or wherever audiobooks are listed. I think there’s a lot of good advice in that about how to get started. So, I think for people who are looking at covering that next step of, what do we do, it’d be, yeah, pick up a book and have a bit of a deep dive. If you want to skip the book and come straight to having a conversation with me, then I write a weekly email, which goes out once a week, which is just one topic. So very much like we’ve been talking today, I share ideas on that once a week, or on LinkedIn, I’m around on LinkedIn as well. Mindy Diamond: Good. Well, we will link all of it so everyone knows how to find you. Thank you again for being so gracious. Love the topic, love the work that you’re doing, love that there’s a need for it, and can’t wait to see where you go from here. James Woodfall: Brilliant. No, I enjoyed it. Thank you. Mindy Diamond: Thank you. As a financial advisor, you hold yourself to the highest standards of integrity, honesty, and credibility. You are successful because you take your professional responsibility seriously, and are dedicated to your clients. But are you living your best business life? Are your goals aligned with your firms or could a better option exist? Should I Stay or Should I Go? Is a book written with you in mind? It’s a self-guided journey that walks you through the key steps that we take with our advisor clients. This strategic thought process and roadmap to professional self-discovery is designed to help you ask the right questions and think critically and objectively, whether you’re considering change or not. Learn how to get your copy at diamond-consultants.com/thebook. Emotional Intelligence: The “Untouchable” Differentiator in an AI World A conversation with Mindy Diamond and James Woodfall, Communication and Behavior Specialist at Raise Your EI.      Mindy Diamond: Welcome to the latest episode of our podcast series for financial advisors. Today’s episode is Emotional Intelligence: The “Untouchable” Differentiator in an AI World. It’s a conversation with James Woodfall, Communication and Behavior Specialist from Raise Your EI. I’m Mindy Diamond, and this is the Diamond Podcast for Financial Advisors. At Diamond Consultants, we help elite advisors identify the right environment for their businesses to thrive, whether that’s at a wirehouse, boutique, or independent firm. With nearly three decades of experience, we’ve guided thousands of advisors and represented more than a quarter of a trillion dollars in assets transitioned. And each year, one in four advisors managing a billion dollars or more who change firms are our clients. Our process is education driven and based on building relationships, starting as your strategic partner well before you’re even thinking of a move. To schedule a confidential conversation, call us at (908) 879-1002. Wondering why advisors change firms and where they’re headed? Are transition deals going up or down? Those very questions and more inspired us to create our Annual Advisor Transition Report. It’s the award-winning, data-driven resource designed for advisors that connects the dots between the motivations around movement and the firm’s appetite for top talent. Arm yourself with the knowledge you need to make smart decisions. Download your copy at diamond-consultants.com/transitionreport. For years, advisors have competed on expertise, the ability to solve problems, deliver answers, and provide guidance clients couldn’t easily find on their own. But today, those answers are becoming easier to access via artificial intelligence and tools like ChatGPT, Claude, and Perplexity. AI can generate planning ideas, summarize complex topics, and answer questions in seconds. As the technology continues to improve, it raises an important question. If information becomes increasingly commoditized, what will clients continue to value most? My guest today, James Woodfall, is the Founder of the training firm, Raise Your EI, and a former wealth management business owner. James now helps advisors, leaders, and organizations strengthen the communication and behavioral skills that drive trust, influence, and performance. Skills rooted in emotional intelligence or EI, something that AI cannot authentically replicate. What’s interesting about James’s perspective is that he doesn’t view emotional intelligence as a soft skill. He views it as a business skill, one that impacts how advisors build rapport, earn referrals, lead teams, deepen client relationships, and ultimately differentiate themselves in an increasingly competitive marketplace that includes human and machine-driven advice. Our conversation explores why rapport is the foundation of trust, how emotional intelligence can be developed like any other professional skill, and why advis

Rupert Lowe is a British politician who has served as the member of Parliament for Great Yarmouth since 2024 and the leader of Restore Britain. Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. onX Offroad: Try onX Offroad for 50% off- go to https://onXmaps.com/joerogan This video is sponsored by BetterHelp. Visit https://BetterHelp.com/JRE Learn more about your ad choices. Visit podcastchoices.com/adchoices

Free GTM Prompt Pack for Perplexity Computer: https://clickhubspot.com/gbvs Ep. 434 Can one RevOps leader and a team of AI agents really replace a 10-15 person operations team?  Kieran and guest Nate Follen (Head of strategy and Ops for Perplexity) dive into the real-world impact of Perplexity on modern go-to-market and RevOps workflows. Learn more on automating tedious CRM audits, building thoughtful event workflows with AI-powered model councils, and creating a scalable skills library for proactive, agent-driven teams. Mentions Nate Follen https://www.linkedin.com/in/follen Perplexity https://www.perplexity.ai/ Ramp https://ramp.com/ Ironclad https://ironcladapp.com/ Apollo https://www.apollo.io/ Nvidia https://www.nvidia.com/en-us/ Gemini https://gemini.google.com/app Claude https://claude.ai/ Get our guide to build your own Custom GPT: https://clickhubspot.com/customgpt Resource [Free] Steal our favorite AI Prompts featured on the show! Grab them here: https://clickhubspot.com/aip We're on Social Media! Follow us for everyday marketing wisdom straight to your feed YouTube: ​​https://www.youtube.com/channel/UCGtXqPiNV8YC0GMUzY-EUFg  Twitter: https://twitter.com/matgpod  TikTok: https://www.tiktok.com/@matgpod  Thank you for tuning into Marketing Against The Grain! Don't forget to hit subscribe and follow us on Apple Podcasts (so you never miss an episode)! https://podcasts.apple.com/us/podcast/marketing-against-the-grain/id1616700934   If you love this show, please leave us a 5-Star Review https://link.chtbl.com/h9_sjBKH and share your favorite episodes with friends. We really appreciate your support. Host Links: Kipp Bodnar, https://twitter.com/kippbodnar   Kieran Flanagan, https://twitter.com/searchbrat  ‘Marketing Against The Grain' is a HubSpot Original Podcast // Brought to you by Hubspot Media // Produced by Darren Clarke.

SHOW NOTES We cover: How AI platforms like ChatGPT, Gemini, Claude, and Perplexity are changing the customer research journey — and why integrators need to rethink how they present themselves online The concept of EEAT — Experience, Expertise, Authority, and Trust — and how businesses can use content to strengthen their online visibility and credibility Practical strategies for capturing and creating content, including project photography, video, case studies, reviews, social media, and websites Visit the episode page on our website to get the audio recording and video of the original webinar. Now let's tune in and explore how great content can help your business stand out and attract more of the right customers online. To get transcripts, resources of what was mentioned in the show, and more visit the podcast page on our website at onefirefly.com/au361

Ali Siddiq is a comedian, author, and public speaker. His new special, "My Father," is now streaming on YouTube. See him live on the "Custom Fit" Tour.https://youtu.be/XiSewRUOVygwww.youtube.com/@AliSiddiqComedywww.alisiddiq.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Don't miss out on all the action this week at DraftKings! Download the DraftKings app today! Sign-up using https://dkng.co/rogan or through my promo code ROGAN. Get 30% off + 2 free gifts at https://ARMRA.com/rogan Learn more about your ad choices. Visit podcastchoices.com/adchoices

Click to Text Thoughts on Today's EpisodeThe wellness industry will always have something new to sell you — red light masks, cold plunge tubs, vagus nerve stimulators, hydrogen water bottles, sleep maxing gadgets. And honestly? Some of them might even be worth it. But how do you know?In this final episode of the Common Sense series, I'm giving you something more valuable than a product review: a framework for thinking. Seven questions to ask yourself before you buy anything — so you can move forward with clarity, confidence, and yes, a little healthy skepticism.In this episode:The one question that cuts through almost any wellness trend: does this claim actually make sense?How to spot "magic wand" language — and why no single product will ever fix your sleep, your energy, or your hormonesWho's really behind the recommendation, and why that matters more than the testimonialWhat the research actually says about popular trends like vibration plates, infrared saunas, and vagus nerve stimulatorsWhy the right tool isn't always the best tool — and how to match a product to your actual needs and lifestyleA honest conversation about privilege, economics, and what else that money could do for your healthHow to make sure your wellness choices align with your values and what God is calling you to right nowA quick-start research guide: how to use AI, Perplexity, Consensus, and PubMed to go deeper than a Google searchResources mentioned:Why Now is the Perfect Time to Integrate the Blue Zones Lifestyle — Season 18, Episode 13Sleep Better in Midlife: 16 Common Sense Tips that Actually WorkInhale Calm, Exhale Stress: A Common Sense Guide to BreathingPerplexityConsensusPubMedHow To Fitness Podcast with Kate Lyman and Michael UlloaMy latest recommended ways to nourish and move your body, mind and spirit: Nourished Notes Bi-Weekly Newsletter30+ Non-Gym Ways to Improve Your Health (free download)Connect with Amy: GracedHealth.com Instagram: @GracedHealthYouTube: @AmyConnell

Is SEO dead, or is it just changing? In this episode, I'm joined again by Natalie Moore, a licensed marriage and family therapist and SEO coach for therapists in private practice. Natalie breaks down the difference between SEO and AIO, or artificial intelligence optimization, and explains why therapists don't need to panic about AI search replacing traditional SEO. We talk about how private practice owners can make their websites easier to find on Google, ChatGPT, Perplexity, and other AI search tools. Natalie shares why specialty pages, Google Business Profiles, clear niche messaging, and client-centered copy still matter, and how AI search adds another layer to what therapists are already doing online. If you're a therapist in private practice trying to get found by the right clients, this conversation will help you understand how SEO and AI can work together instead of competing against each other. Resources Mentioned In This Episode  Subscribe to YouTube Read the show notes here Watch on YouTube Use the promo code "GORDON" to get 2 months of Therapy Notes free Consulting with Gordon The PsychCraft Network Follow us on Instagram Meet Natalie Moore, LMFT Natalie Moore is a licensed marriage and family therapist in Los Angeles and the founder of Space for Growth Therapy & Coaching. In her therapy practice, she specializes in supporting high-functioning women navigating anxiety, burnout, people-pleasing and the identity shift of motherhood. She is also an SEO coach for therapists, helping clinicians make their websites easier to find and easier for the right clients to recognize themselves in. Her work sits at the intersection of clinical nuance, ethical marketing, SEO and AI search strategy. Website Instagram BrightLocal's 2026 Local Consumer Review Survey (This includes helpful data on how local search behavior is shifting, including the rise of AI tools for local business recommendations.) Google Business Profile Setup Resource Episode 378: Keyword Research for Therapists

Tony Hinchcliffe is a comedian, writer, actor, and host of the podcast and live show “Kill Tony.” His new special, "Man of the People," is now streaming on Netflix.www.youtube.com/@killtonyhttps://tonyhinchcliffe.komi.iowww.tonyhinchcliffe.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Try ZipRecruiter FOR FREE at https://ziprecruiter.com/rogan Learn more about your ad choices. Visit podcastchoices.com/adchoices

Aravind Srinivas, PhD, is the co-founder and CEO of Perplexity AI, creator of the AI-powered search and answer engine Perplexity.www.perplexity.ai Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. This video is sponsored by BetterHelp. Visit https://BetterHelp.com/JRE Learn more about your ad choices. Visit podcastchoices.com/adchoices

Tommy Lee is a genre-spanning solo musician, producer, and songwriter as well as the drummer and co-founder of Mötley Crüe. His latest album is “Tommyland Rides Again.” See him live with Mötley Crüe on The Return of the Carnival of Sins Tour beginning July 17.www.youtube.com/tommyleewww.motley.comwww.tommylee.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Don't miss out on all the action this week at DraftKings! Download the DraftKings app today! Sign-up using https://dkng.co/rogan or through my promo code ROGAN. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Partner with Jay: https://www.jayschwedelson.com/contactㅤPre-order Jay Schwedelson's new book, Stupider People Have Done It (out June 9, 2026).All net proceeds are donated to The V Foundation for Cancer Research, let's kick cancer's butt: https://www.amazon.com/Stupider-People-Have-Done-Marketing/dp/1637635206ㅤSubscribe to Jay's newsletter for weekly marketing tips and tactics: https://www.jayschwedelson.com/newsletterㅤRegister for GuruConference (FREE + VIRTUAL!) https://www.guruconference.comㅤCheck out Eventastic (FREE + VIRTUAL!) https://www.eventastic.comㅤConnect with Jay on LinkedIn: https://www.linkedin.com/in/schwedelson/Check out Jay's YouTube channel: https://www.youtube.com/@schwedelsonCheck out Jay's Instagram: https://www.instagram.com/jayschwedelson/Ask Jay anything: https://www.jayschwedelson.com/askㅤLeave a comment and follow the show, it really helps us out!ㅤBig shoutout to our sponsor, Knak!Marketers, you know the pain… You spend hours on a campaign, and then it gets stuck in review cycles and barely looks like what you started with.Knak makes it simple. Design emails and landing pages, collaborate, and launch - all in one place. No tool hopping, no messy handoffs, with AI built in to help you move faster.See how it all works, get started at knak.com/demoㅤSomething quietly broke inside Google this week, and most marketers won't notice until their AI Overview traffic disappears from the dashboard. Jay Schwedelson walks through what changed, why over 90% of that traffic just went dark, and a free 5-minute trick using ChatGPT, Claude, Gemini, Perplexity, and Grok to figure out exactly what your content should be built around. Stick around for the LinkedIn move everyone copied from Instagram, Kraft's genuinely clever ranch dressing play, and a deeply unserious ranking of the best July 4th movies ever made.ㅤBest Moments:(00:50) Google stripped the tracking code, and over ninety percent of AI Overview traffic just went dark(03:01) Ask all five AI tools the same question to find what your content should actually be about(04:44) LinkedIn borrows collaborative posts from Instagram, and it is a bigger deal than it sounds(05:27) Kraft rolls out TSA-friendly ranch dressing for the World Cup crowd, smuggling it home(06:01) Polymarket gets caught paying creators to fake big-bet wins(07:43) Ranking the best July 4th movies, with a strong case for Jaws at number one

Scott Eastwood is an actor and producer known for his roles in films including “Fury,” “The Fate of the Furious,” and “Outpost.” His new film, “Lucky Strike,” will be released June 26.https://youtu.be/vtEnjikCXyAwww.fandango.com/lucky-strike-2026-246022/movie-overviewwww.roadsideattractions.com/filmography/luckystrike Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Use code ROGAN at https://BlueChew.com to get 10% OFF + Free Overnight Shipping on your first order. Try ZipRecruiter FOR FREE at https://ziprecruiter.com/rogan Learn more about your ad choices. Visit podcastchoices.com/adchoices

Tim Dillon is a stand-up comic, actor, and host of “The Tim Dillon Show” podcast. His latest comedy special, “Tim Dillon: I'm Your Mother,” is available on Netflix.www.youtube.com/@TimDillonShowwww.patreon.com/thetimdillonshowhttps://punchup.live/TimDillonwww.timdilloncomedy.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. 50% off your first box at https://www.thefarmersdog.com/rogan! Switch today at https://Visible.com for just 25/mo. Or Save $10 on your first month of Visible+ Pro with code ROGAN.  Learn more about your ad choices. Visit podcastchoices.com/adchoices

Listen and subscribe to Money Making Conversations on iHeartRadio, Apple Podcasts, Spotify, www.moneymakingconversations.com/subscribe/ or wherever you listen to podcasts. New Money Making Conversations episodes drop daily. I want to alert you, so you don’t miss out on expert analysis and insider perspectives from my guests who provide tips that can help you uplift the community, improve your financial planning, motivation, or advice on how to be a successful entrepreneur. Keep winning! Two-time Emmy and Three-time NAACP Image Award-winning, television Executive Producer Rushion McDonald interviewed Tonya Edmonds.

Taylor Sheridan is a writer, director, and producer of multiple series and films, including “Landman,” “Lioness,” “The Madison,” “Sicario,” and “Hell or High Water.” He is also a restaurateur, rancher, and author. His new book, “How Not to Die in Prison: A Survival Guide,” co-written with ex-convict turned personal trainer Tom Nelson, will be available June 23.www.simonandschuster.com/books/How-to-Not-Die-in-Prison/Taylor-Sheridan/9781668213452www.cattlemenssteakhouse.comwww.6666beef.comwww.bosqueranchheadquarters.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Visit https://wildpastures.com/rogan for 20% Off + Free Shipping Switch today at https://Visible.com for just 25/mo. Or Save $10 on your first month of Visible+ Pro with code ROGAN.  Learn more about your ad choices. Visit podcastchoices.com/adchoices

Joe is joined by UFC Lightweight Champion Justin Gaethje & boxing and MMA trainer Trevor Wittman. https://www.youtube.com/@justin_gaethje https://onxsports.com/ Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Get a free welcome kit with your first subscription of AG1 at https://drinkag1.com/joerogan onX Offroad: Try onX Offroad for 50% off- go to https://onXmaps.com/joerogan Learn more about your ad choices. Visit podcastchoices.com/adchoices

Rowan Jacobsen is an award-winning science and nature writer. His new book, “In Defense of Sunlight: The Surprising Science of Sun Exposure,” is available now.www.simonandschuster.com/books/In-Defense-of-Sunlight/Rowan-Jacobsen/9781668092163www.rowanjacobsen.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Visit https://ketone.com/Rogan for 30% OFF, or find Ketone-IQ at Target nationwide. Go to https://paleovalley.com/rogan for 20% off Learn more about your ad choices. Visit podcastchoices.com/adchoices

Chase Hughes is an expert in behavioral profiling, influence, and persuasion. He is the creator of the Neuro-Cognitive Intelligence system, founder of the “Station One” YouTube channel, and the author of several books, including “The Behavior Ops Manual” and “Tongue: A Cognitive Hazard.”www.youtube.com/@Station-Onewww.youtube.com/@chasehughesofficialhttps://nci.universitywww.chasehughes.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Use code ROGAN at https://BlueChew.com to get 10% OFF + Free Overnight Shipping on your first order. Get 30% off snacks and groceries on Uber Eats. https://www.ubereats.com/feeds/wfootball_2026_us  Learn more about your ad choices. Visit podcastchoices.com/adchoices

Cameron Hanes is a bowhunter, outdoorsman, endurance athlete, author, and host of the podcasts “Keep Hammering Collective,” “Sh*t Talkers Weekly,” and “Lift. Run. Shoot.” His most recent book is “Undeniable: How to Reach the Top and Stay There.”www.youtube.com/@cameronhaneshttps://us.macmillan.com/books/9781250365941/undeniable/www.cameronhanes.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Don't miss out on all the action this week at DraftKings! Download the DraftKings app today! Sign-up using https://dkng.co/rogan or through my promo code ROGAN. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Dean Radin, PhD, is Chief Scientist at the Institute of Noetic Sciences (IONS), Associate Distinguished Professor at the California Institute of Integral Studies, and co-founder and chairman of the neuroengineering company Cognigenics. His latest book is “The Science of Magic: How the Mind Weaves the Fabric of Reality.”www.youtube.com/@InstituteofNoeticScienceswww.penguinrandomhouse.com/books/750262/the-science-of-magic-by-dean-radin-phd/www.deanradin.com Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Switch today at https://www.Visible.com for just 25/mo. Or Save $10 on your first month of Visible+ Pro with code ROGAN.  This video is sponsored by BetterHelp. Visit https://BetterHelp.com/JRE Learn more about your ad choices. Visit podcastchoices.com/adchoices

Joey Diaz is a stand-up comedian, actor, and writer. He is the host of the podcast “The Church of What's Happening Now: The New Testament” and the author of “Tremendous: The Life of a Comedy Savage.”www.youtube.com/@JoeyDiazwww.patreon.com/JoeyDiazwww.joeydiaz.net Perplexity: Download the app or ask Perplexity anything at https://pplx.ai/rogan. Use code ROGAN at https://BlueChew.com  to get 10% OFF + Free Overnight Shipping on your first order. Get 30% off + 2 free gifts at https://ARMRA.com/rogan Learn more about your ad choices. Visit podcastchoices.com/adchoices