AI Changes Your Life, Learn How From Chad Burmeister

foreign [Music] ever been fascinated with what the most successful entrepreneurs are doing behind the scenes to create their wealth well look no further welcome to Fuller wallet media podcast your go-to valuable resource for priceless advice on everything big in the business World we'll share what they're doing what brought them their biggest Revenue most rewarding opportunities and better yet will put you in touch at the end of the show so get ready for real raw conversations that hold nothing back time to level up because our show starts now [Music] foreign hi everyone welcome to the floor wallet media podcast show I'm here with CEO and founder Julie Houston and I'm Melanie Davidson we have a very special guest today uh Chad Burmeister he is the founder and CEO of bgr.ai and he's a lifelong entrepreneur a true sales professional and an investor welcome Chad thank you for having me it's great to be here and um I have a wallet today and it's it's a little bit on the light side so I'm interested in understanding how we're going to fill that up I know and you know we were looking over your website and stuff earlier and we're really excited to see this concept that you're working now that honestly I haven't seen before well LinkedIn an interesting business LinkedIn is a good approach to meeting people and a lot of people get it wrong they connect like I used to be the head of sales and marketing for a company called connect and sell and it's a phone dialer and you would connect with someone and then you'd have a conversation in LinkedIn prospecting you don't want to connect and sell because too many people do it that way you need to connect and build a relationship not connect and sell so there's a right way to do LinkedIn prospecting and a wrong way and so I'm very passionate about doing it the right way well I'm excited to dive in more on that before we dive in on that though do you mind giving a little background to our viewers about like you know your history and how you ended up where you are right now and kind of what you're focused on today yeah so I always knew I was going to be a sales professional from the time that I rode the bus to school in the morning because I remember learning about what a gross of suckers is a gross is 144 right a pack of 144. so I'd go buy that at the Costco of the day I can't remember what it used to be called but we'd buy that for probably eight dollars or something and I would sell them for 25 to 50 cents at the very end when there's only two left this law called scarcity kicks in which I didn't realize at the time as a young kid but now the last two are worth more than 25 cents there may be a dollar because hey I only have two left so what I learned and I'll I hope this isn't unethical but at the time I did do this I would keep an extra two in my bag so in the morning I would say oh I'm sorry I only have two left selling for a dollar each and at the end of the day I'd go oh my goodness I found two more found two more Valerie [Laughter] I was also competitive in elementary school climbing the Rope climb I took the prize every single year first through sixth grade and then I saw my teacher at church one Sunday years later he said Chad I'm sorry to tell you you lost the fifth grade time up the rope and I was so disappointed because it was like eight years out of elementary school but that's how competitive I am so I knew when I started I went to New Zealand I did a study abroad program for six months and I was in a marketing class and if you flip to the end of the marketing book as the sales chapter and I highlighted every single item about what is sales and who is a good salesperson competitive you know all of that kind of stuff so that's when I understood and realized that's what I was built to do so I've worked for Airborne Express Federal Express where my early days then I've done technology now for the last 20 years with about six or seven different high growth companies and I just have a passion for it I love it what a background so you touched on LinkedIn but talk to me more about LinkedIn I understand the relationship side because honestly I've stopped using LinkedIn because of so much of the spam that comes in and the messages I'm like yeah yeah well the key is is first of all it's tart it's Advanced targeting let's say because if you go too wide and you're hitting folks that just have no need or desire for your service then why are you even wasting their time in yours so you've gotta first of all choose the Right audience and you can do that by ideal customer profile so you know 10 to 50 employees in Mobile Alabama I just met with someone selling into that there were about 1400 people that are founders and CEOs okay so now we've targeted and when I asked him I said hey what's a landmark in Mobile lab Alabama he said well we have this Battleship and I was like okay perfect we're gonna put that in our video so then we target the 1200 now ideally if I had a little bigger list than 1200 I would sort by group members and it doesn't have to be the kind of groups you think of this would be a good one Julie I see you're a podcast host me too let's connect on LinkedIn what do you think the odds of you connecting to me 100 right there's no way you're not going to connect so if you can start with a big list narrow it down to a mono thematic theme like what are the all those people have in common what's my commonality it could be I see you're a Christian business owner me too let's connect I get an 84 connection rate when I say we're co-christian business owners so you've got to be creative with how you're building your list in the first place then you don't connect and sell instantly an hour later hey I'm glad you connected would you like to buy my product no I don't I don't yeah it's yeah so there you have to be extremely relevant so I'll do a video the platforms these days you can do a one-to-many video that looks personal so that's one of the the say I wrote a book called sales hack so that's one of the sales hacks that I use but let's say let's say I was prospecting into Julie Houston I would then I wouldn't say hi Julie I would because again I'm doing a one to many so you and I just connected I would say oh thank you so much for connecting with me I also run a podcast that's called the AI for sales podcast at a 150 guests on the show in under a year before chat GPT came out and um thanks so much for connecting I love to network with people so if you think it might make sense maybe I could have you on my podcast I could be on yours not sure but um maybe if you want to get 10 15 minutes I'll be happy to have a conversation and see if we could share ideas you know in that way you're adding your personality a video not just text text only communicates 12 of the message if you had video it might get to a 90 level of communication where in person 100 but we've all been on Zoom for so long 90 is pretty darn close to 100. I know that is I should have invested in Zoom a long time ago it well that's funny because I worked for RingCentral and that's a that was a retailer of Zoom we were 14 a share when I joined when I left it was 70 within a year it went to four hundred and twenty dollars and I was like oops sorry sorry honey I sold the shares yeah a lot of people made a lot of money on that transactor that's for sure so tell us about conversation AI yeah so this is where things are headed and it's exciting and scary at the same time it's like a roller coaster at Elitch's right you get up to the top and you're like oh shoot what do I have to expect now and that's how I feel about conversation AI I've been um tasked by this company they want me to be their CMO but uh I'm I'm like hey I have way too many projects going on I can't just drop everything but I can help you from a Consulting perspective so they've created an AI I don't even like to use the word bot because the that starts to make it sound impersonal they've created this conversational AI that can can call you have a conversation and you'll never know that it wasn't powered by AI so wow it's really really really amazing like that's next level yeah compared to what everybody's like everybody's like oh I'm writing email copy I'm doing this and that like this is next level so check out this conversation the conversation I heard went like this so imagine you go to wine.com or a wine site right and you go to check out your cart and you don't finish so that happens 90 something percent of the time cart abandons so what happens is later that day you get a call from this person and uh hey Julie this is Maggie calling because you visited the site a little earlier you were about to purchase 12 bottles of Sauvignon Blanca for whatever reason you didn't complete the transaction I'm calling to see if you'd like to if I can go ahead and process that order for you so now that invites the real objection so then the person says well you know I'm gonna have to check with my husband and there was a slight chuckle and laugh right and then Maggie is smart enough to chuckle back like say oh well I get it yeah like it was this level you're freaking me out like I'm telling you yeah maybe I'm a bot right now and you don't even know you have to ask me the secret passcode that's what I was gonna say is yeah I can't tell you my birthday because then they'll use it against me and try to but um it's march by the way but and I just had a big birthday recently so oh well happy belated yeah thanks thanks so then what's neat about the conversation AI is that when I've trained hundreds and hundreds of Sellers and and I'm a seller so if I cold call someone hey Julie this is Chad Burmeister calling from bdr.ai did I catch you in an okay time it depends on how your day's going right right what's this about is this a sales call hang up and everything right so the power of the AI is that when was the last time you went into chat GTP recently probably right you go in and ask it a question okay yeah have you ever said please right I mean you're talking to a bot so you don't say please write me this you just say write this so and I bring that up because think of this training a human to have a conversation and be able to handle four objections in the course of 60 seconds it's hard it's really really hard where the value of the technology I can train it and it's going to do things that I that I as a person may not be comfortable with because of the limitations of me as a human so this spot Maggie when it talked to the person it went through four objections I have to check with my husband I don't know about the price and it knew how to handle the price objection how long is it going to be because I was really looking at this for a party at my house this weekend okay what if I can get it out to you in a day so it has all of these decision trees and abilities programmed into the back end and get this you can do 20 000 dials at a split second so Southwest Airlines goes down on their call-in because the they were down for an hour and a half the other day I guess all Southwest flights again and then remember the the weather problem they had and it might have been an attack who knows but imagine if they had a call center that was powered by AI instead of by people or even just the spillover so once they've capped it out you're going to be on hold 40 minutes yeah just flip a switch and now you got 20 000 agents that can handle the conversations yeah it's pretty magical I'm like I'm blown away like right now like it's surreal yeah it is so surreal so here's what we need to press for as a country a world as the human race and this is where Elon Musk is kind of talking about this kind of stuff there needs to be remember when Oracle and sap and all these companies came out we have a friend that that lives in our neighborhood who was like the president of one of those big companies uh and they invented the CIO position Chief Information officer that never existed back in the day 25 35 years ago the new role that in my opinion needs to be invented and installed at every company Chief ethics officer right the new CEO Chief ethics officer because it's it needs to be its own role that sits on top of the AI or at least the VP of Ethics or something like that and I think some of these AIS are going to go out of control for the next year just like the internet and just like other things but unfortunately this AI it could cause a lot of issues before it's caught and I wish like Elon mus Elon was saying I wish we could slow things down a little bit before we get into a jam yeah yeah one of the things that I've heard recently is that they're getting bogus scam calls through AI for ransom or somebody's been in an accident they're in the hospital or things like that which I'm sure you've heard of yeah yeah I heard that call recording the other day where the daughter calls she's at a ski area and then they were asking for a million dollar Ransom oh wow yeah and then luckily she was you know she kind of figured it out and said and then they lowered their Ransom rate to 50 000 after a couple minutes and so that the trick to that I I read about this the trick is to ask for the password like hey if you're telling me you've got my daughter okay then uh I need to know what's her what's the name of her cat if you can tell me the name of her cat then okay I'll wire you fifty thousand dollars let's go this just happened to one of our friends recently yeah it's a big scam it's a big scam so there's the pros are hey Southwest Airlines goes down we could get 20 000 agents turned on the con is imagine getting a call from your mom your brother your sister that needs money and I'm stuck in Mexico for two thousand dollars and it sounds just like them and can have a real dialogue wow now how will this affect sales professionals so the laws in the country around conversation AI is that you can't just cold call someone with a conversation AI at least today and I I think that'll probably stay in place for the Long Haul but if you ever notice you go to a website and you fill out a form and there's the terms and conditions you may be Auto dialed you may be so what will happen is that in the terms and conditions it'll start to say Hey you may be called by AI right and it'd still just be part of the form and then from the time like inside sales.com did a study on this a long time ago 20 years ago if you call someone in under five minutes you're 78 more likely to win that deal than your competitors so it's been hard to program that in and have a person they might be on their lunch break they might not have enough backup to do that call so I think the very first one is inbound leads that come into your website you can now call them in under seconds and you can persist so if they don't pick up once call them 10 minutes later again reps will see the same person and human behavior is oh I already tried I left a message for Julie I'm not gonna 100 yeah the AI is going to try Julia again under a randomized caller ID or a local area code or all these other ways and then finally when you pick up then the AI can have the conversation with you I think what will happen then is you'll have a team of Highly productive sellers sitting behind the AI so that if Maggie doesn't know the answer to the question you know what Julie you've stumped me can I be honest with you I'm a bot you know it's like oh crap it got me let me get Chad on he's a real person I mean you could really have some fun with it right oh my God there there is a presidential candidate that I'm not at Liberty to share who they are and it's not someone from Florida yeah they're not from Florida but they are a candidate and they're going to be using this technology to go do fundraising across the U.S with people that are put that have opted into a potential donor list so you can call all these donors in Split Second and then process Their donation on a phone call powered by a bot and then it's going to say the company name at the end it's going to say this was brought to you by company name wow yeah you didn't know you're in for this kind of conversation I did not no we did not I'd love to meet Maggie yeah well maybe we can have her give you a call here at some point I'm all about Maggie now yeah it's pretty magic I'll tell you what what else do you have what else can I answer for you oh that's well the that's just some crazy information really but let's see well what are what are your secrets to success secrets to success it it's funny because I think back to a colleague who was a really good seller in person and he'd sit across from the customer and in the moment he would connect on an emotional level in his ability to I was jealous and I was like wow I don't know if I can ever get to be like Steve because Steve just knows what that keeps doing but then he'd go back to the office he wouldn't do his follow-up he his proposal wasn't quite as tight and so I had a manager Philip tell me one time he said Chad your follow-up's better your ability to listen and document and so even though I felt that I was a b player at the time 25 years ago I had advice that said just stick to it because Revenue equals frequency times competency so frequency just get your repetitions up so he said if you want to be a good seller in Enterprise deals well then go sell a bunch of small deals first learn what the objections are and then your competency will go up over time so whenever I'm working with new sales people I say just I I I actually wrote A Blog on this years ago get the F up right meaning get the frequency part of that equation up because if you just win with volume the competency will come through repetitions yes yeah there's a lot of sales people that don't realize that part of it and that they're a lot better than they think and there's so many more things that have to be taken into account just as you said with all of your stuff being much tighter and much more together than others yes now I did attend an event in Boston last week that there's this company called objective Management Group OMG so there's another one OMG and they've been around for probably 15 years and they've scored 1.8 million sales people on sales skills and attributes of competencies so they can tell you beyond A Reasonable Doubt where the gaps are so looking back to my 25 30 years ago and then doing it now the DNA doesn't change like your core competencies and skills are probably going to be where they are so it's much easier as a faithful person it's much easier to get in where you fit in take a test like that and say oh let me go to that company that's a I'm a perfect match for or that role account manager instead of Hunter or sales development rep for inbound leads instead of outbound leads so it's neat when you can as the CEO or the SVP of sales understand what your top performers are doing what's their sales DNA look like and then go hire people that have similar sales DNA what's also cool is that is the diversity conversation because this is a sensitive subject in America right now right diversity inclusion and so what I liked about this part of the talk last week is that they said no we're not going to lower the standard by a level or two and say well let's just you know you're a 18 uh handicap and I'm a one so let's just hire 18 handicapped they go no no that's not what we're asking you to do open the net right let's use the same scoring algorithm but if you're recruiting from this local community why don't you go to the community next door why don't you go to a school that has women and people of color and back you know open up to a higher diverse audience the benefits of doing so 30 lift in your outcomes better sales better Revenue we all I get it right if it was just all Chads in a room we're not gonna go very far when my wife's there she certainly adds a lot more value to my level of thinking so why wouldn't I want to open it up and that's the value of these tools is that it scores based on something that's not related to your color your skin or if you're a man or a woman or those kind of things so that's another power of AI and automation is to look at that kind of data to figure out who you should be hiring on your sales team interesting yeah really cool that's like really interesting yeah and they have it so imagine this you go to Vegas and you put down a hundred dollars which we did by the way once on a number and it was the number 11. there were four of us and I go come on give me 25 bucks let's do this so we won 3 500 that day seriously this was the CEO of exceed from Israel and two other people and we won 3 500 and we split it four ways Elon was like Chad I only put in 20 so you should pay me less I go dude it was a five dollar rounding error no here's your 90 years oh my goodness but the odds of that are 35 to 1. it's very hard to get something like that to actually occur right I've probably that same story I just told you probably happened 35 other times and that the one I'm telling you but imagine if you could go in the table just lit up and it said Bing Bing this is the one that's green or me it's probably not one square maybe it says here's the six squares so if I could just bet on those six squares three four times in a row and then it hits then I'm gonna beat the house and that's the beauty of this kind of Technology 92 accuracy so if they say yep Julie's good go ahead and give her the offer 92 percent of the time you're going to be in the top 20 percent of my team if they say no way Julie's got or think there's a maybe so if there's a maybe then it's like okay I can figure out what the skills that are a gap and train on those if it's a no and if you got five red X's then it's like sorry Julie you're gonna have to stick with the on-air podcasting but you know and then it and then it's the other way so if it says five red X's it's gonna say you're 92 percentile that you're going to be in the bottom 20 and you're gonna leave within 90 days so if I could know that before I even set up the interview because that also stinks right why would I want to talk talk to somebody on internet yeah yeah and then tell them no if I know that 92 percent of out of 100 they're not gonna get that so these are just two of the AI tools that are coming out in the world today and just imagine what's around the corner I cannot after today's call I wasn't even prepared for Maggie thank you for our viewers that have been listening Melanie you have the link pull their wallet media.com AI for sales AI for sales and that is a number four correct awesome well I really have enjoyed the conversation and as you know we should revisit maybe in six months or so and see how the world's changed I would definitely I would love that that would be great so is there anything you want to leave our viewers with today I go back to the ethics part of the conversation I happen to be a Christian founder and so I put out a podcast I have the AI for sales podcast 150 guests but I also have a podcast called you matter to Christ and I think with everything going on in the world we need to remember that we were created for a purpose and so figuring out what that purpose is is very important so I think if if we can leverage AI to help people discover what their purpose in life is and ultimately it goes it just goes back to knowing that that your perfect creation a perfect Masterpiece you're destined to do something amazing stay the course and you'll get there and pray about it I mean I just I have a firm belief I have another app called 77 prey and it helps people connect and have a conversation with god it doesn't mean you go to church every Sunday but you can have a conversation with God every day so to me that's that's part of the most important you created the app I did yes what is the app 77 pray it's for Matthew 7 7 ask and it shall be given knocking the door will be open to you so it's it's like Fitbit for faith in the morning it beeps tells you hey did you say your prayer today I know I like that Bible verses it's a really nice I need the Fitbit for that right now well there you go I'll tell you what my son had an accident he was burned on his face and hands second third degree burns two years ago and it could have ended badly but we have faith so we prayed for three weeks he was at the hospital at Burn Center they have a new treatment called resale and they put it on face and hands it took and it's about a 50 that it'll take and when they unwrap the gauze it was 100 you can't even tell that he ever had the burnt accident on his face oh wow so when you talk about miracles in the Bible 2 000 years ago it's hard to connect when you see it right in front of your face it reinforces that Miracles still happen today and that's that's why we built the app because of that situation and uh what an incredible story on that yeah we were very lucky that he even made it because he was cooking and it just caught fire and he put it under water and so it blew up the whole apartment basically blew up and uh yeah it was very scary wow but he's doing great now he loves to snowboard face looks great that is so great what a blessing well it has been an honor to have you on today Chad we've really enjoyed our conversation well me as well thank you so much for having me it's a fun world as much as doom and glooms out there these are the times if you think of your own personal stories it's in the trauma that things positive usually come out so whether we go to digital currency or blob whatever ever it doesn't really matter that's why Faith matters more now than ever I couldn't agree more yeah thank you again all right thanks for having me that's it for today hope you enjoyed the show May these nuggets of wisdom help you down the path to success and make you a formidable leader in your chosen nature industry don't forget to subscribe to the show at fullerwalletmedia.com so you can always be updated with our latest release be sure to share with your fellow entrepreneurs who also want to unlock their fullest potential and win big in today's market thank you for listening see you on the next episode [Music]

Channel: Fuller Wallet Media - YouTube Channel

Views: 477

Keywords: AI, ChatGPT, power of AI, technology, 77Pray, automation

Id: uTRS1I7SAks

Length: 28min 1sec (1681 seconds)

Published: Fri Jun 23 2023