The Takeover with Tim and Cindy

Season 2 Kickoff: Why Our Thinking Had to Change

• Tim and Cindy Dodd • Season 2 • Episode 1

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We’re back. Season 2 of The Takeover kicks off with a conversation that’s been years in the making.

Ever looked back at your own beliefs and thought, “How did I even believe that?” That’s the power of growth. In this episode, we take you behind the curtain on the philosophies we once held onto tightly… but no longer believe.

From offers vs. sales skills, to when and how to niche, to the role of technology in every business today, we unpack the very shifts that changed the trajectory of our company and our thinking.

We’re challenging you to re-examine the beliefs you’ve been carrying. Are they still serving you, or is it time to evolve?

Chapter Markers:

 [00:00] Why evolving your philosophies fuels growth
 [05:53] Philosophy #1: A good offer beats great sales skills
 [16:27] Philosophy #2: When, why, and how to niche
 [26:16] Philosophy #3: Every business must become tech-enabled
 [33:25] Season 2 kickoff: what’s coming next

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About The Hosts:

  • Tim & Cindy Dodd are the Co-founders of PEMA.io, based out of Miami, FL. Connect with Tim and Cindy on LinkedIn and Instagram:

About PEMA.io:

PEMA.io is an Inc. 5000 Outbound Agency specializing in helping Marketing Agencies scale with pay-for-performance lead generation. Need more sales meetings? Learn more and schedule a call here: https://pema.agency

00:00

A good offer does beat excellent sales skills every time.  I'm okay losing money in that first month.  I'm okay losing money for two months because I know if I have a client for three or four months, I'll have them for life. And if I have them for life,  I want to deliver so much freaking value that they're going to want to keep upselling and spending more and more and more.  You have to start seeing yourself as a technology company if you're going to make it into the future. But Tim,  we're not a technology company. We deliver a service.  So you got to start seeing yourselves maybe not as a SaaS company.


00:29

You know, you're not selling a software as a service, but it could be a software enabled company. If it feels scary to you, just start doing it  and you'll get obsessed with replacing different roles in systems and processes with the right tools. Welcome to The Takeover with Tim and Cindy, where we show you how to dominate  every area of life  and business. Let's get winning.  Hello, hello and welcome back.


00:56

I'm so excited to come back. We've got so much value to share with people. And what's wild is we actually had a consistent amount of views on our podcast,  even though we took a break. So I'm excited to dive into that. And I'm excited to dive into some of these  new things we've learned some I think it's going to really help people out. I know. I wish I would have known these things. However long ago.  Yes, I hope you all had a great summer. I know we did.


01:22

Interestingly, as you mentioned, so we had more downloads while we were away,  not promoting than usual. I think that's so interesting. When we took the polls, we spoke about the power of the polls, how important it is to take a step back  and how beneficial that can be. And to just see that what we knew reflected in the numbers was so cool. So we're excited about this fall season of the podcast. There is a lot we have in store, but today.


01:50

We want to re-narrow in on philosophies and this concept of how philosophies change and evolve over time. Think about it. Have you ever had a thought, a mindset, a belief or philosophy that you held very strong to in one season? But as you grew and you acquired more information, those philosophies changed or even evolved.


02:17

Right, we believe it's  okay to evolve your thinking  and evolve your philosophies as you go through life, as you evolve as a career professional, as a business owner, an entrepreneur. It's part of life. Yeah, it really is. And I think too often people are scared to evolve their thinking publicly,  even though their ideas have changed. And so one of the things I love to do when I'm reading or studying an author or an expert is I like to read


02:44

their early works, their mid works and their late works because it actually allows you to start understanding how their ideas and philosophies have changed. Too often people hold people 100 % accountable of things they said 20 years ago and then they're scared to change their belief because they don't want to be inconsistent with what they said before. But I think some of the people that grow the absolute most are those that are willing to say, I actually had a very strong conviction about


03:08

this idea or this philosophy, and I found that it was actually wrong, and I've changed my thinking to this new philosophy. And I think the  more willing you are to do that and just be okay with maybe some people hate on you for changing your belief in a certain area,  better because  as humans, we are designed to desire and thrive the most when we're in a state of...


03:32

Progress,  progression, moving forward. And that's not just in the externals of business and success and life and happiness. That's also in our belief system. So our belief system should be evolving. And I'm really excited to share those philosophies that have changed and how they have evolved for us over even just a short period of time. Absolutely. If you're listening to this, Chantaz, are you a high performer? You want to know how to level up, how to dominate in your marketing, in your sales, in your business.


04:02

And if you don't look back a year ago, two years ago and really question like, how was I thinking that back then? It means you're not growing or you're not growing fast enough. So it is okay to go back and reassess or rather even where you're at right now, assess your current philosophies to see if you still believe them, right? Do I still hold true to this one thing that I was so adamant about before?


04:28

It is part of evolution and growth. And then one thing over the summer that we've done, and I is reflected on a lot of those philosophies. As the business has been evolving, we mentioned to you all in our last episode that a lot is changing. There's a lot that's shifting, right? And a lot that's evolving. And over the summer, we took the time to get clear on what were some of those philosophies that we once held that have evolved.


04:55

And we want to share three specific philosophies with you all that have evolved for us  in our business, in Pima, in how we view certain things  with the hope that it illuminates it for you. And then also with the purpose of allowing you to think about in what areas of my life and my business have my philosophies evolved. Maybe now is a great time to reassess. That's good. That's good. So there's


05:24

three specific philosophies that have really evolved for us. And there's more, but I would say these three are  really core. And I think they will continue to evolve as the world's evolving, as the marketplace is evolving  really fast right now. I mean, just the way business is being done is evolving really fast.  And I'm excited to share these three things that are,  know, some people are gonna listen to this and completely disagree. Some people are gonna listen and go, yes,  absolutely. But I promise you,


05:53

Those that have gone through this process in real life, not just reading books and have gone through this process, I guarantee you most successful companies that have gone through this process, they're gonna shake their head and say, this is absolutely true. This is absolutely true. For sure. So let's go into the first philosophy that has evolved and that is a good offer beats  excellent sales skills every time. And here's the thing, I am  100 %


06:22

believer of if a deal doesn't close, it's my fault. Like I need to level up my sales skills, you need to level up your sales skills, the best entrepreneurs of all time, the Sam Walton's, the Elon Musk's, the  like,  you look at any great entrepreneur, and they were actually great salespeople. They were phenomenal salespeople. So I'm not saying don't become great at sales. But I realize, if you have a great offer, and I think there's so much BS out there right now about what an irresistible offer is, and there's so much


06:52

I'm excited to talk about what a real awesome irresistible offer is, not just what's being kind of promoted out there and popular out there right now, but 100 % if you have an offer that is irresistible, and we'll talk through this, you don't need a great salesperson. Like if I'm going to McDonald's, and I don't go to McDonald's, but if I'm going to McDonald's, that person at the front register, I don't have to be convinced by them, they don't have to persuade me to buy the Big Mac.


07:18

Like I'm going there and I want to buy the Big Mac. So the better your offer, the better your marketing, the better everything is set up.  The sales job is more just about taking the order  when it's done right. And I'm excited to walk through how to do that. For sure. I think past philosophy, if we look in retrospect, it was that you had to be good at sales to convert. And as you mentioned, it's like if a deal did not close, it was because you  as the salesperson didn't do a good enough job of convincing that person.


07:48

to sign the contract, right? Like your sales skills weren't enough to persuade the person. And that shift in thinking and philosophy for us and that we've seen internally, even at Pima with our company is the better the offer became, the easier it was to convert, right? Like we're converting over 70 % now on a cold audience just because of how the offer has been tweaked and adjusted and dialed in. So Tim, let's walk through.


08:15

What is a really good offer? What are some of the things that make up that offer that our audience can start to think about for their business and for their products and services specifically?  one thing I think about is, mean, we work with a ton of agencies and we've worked with a lot of different types of companies before. But I think one of the things that I see is people come in trying to get the big contract right off the bat.  Right. And whether you're selling to small companies or you're selling to big enterprise companies.


08:42

One of the things you have to change is stop trying to get all the money right off the bat. Simply put, don't see the first sell as the big contract. Too many people make a mistake. They try to get the big, huge contract right off the bat and they end up having these large sell cycles. They lose deals. They're only closing at 15 or 20%, which is fine. If you're 15, 20%, you can scale because it's pretty like healthy industry average. If you can do that.


09:10

But to get those really high close rates is you need to see that first sales like let me remove as much possible friction from the sales process as possible so that I can start working with this client and displaying value with them right off the bat. And then you see your first three to six months as a continuation of the sales process. And really the lifetime of a customer should be a continuation of the sales process. The sales process  never stops. And so when you're trying to get like these


09:38

big huge contracts right off the bat. Like that's if you're used to getting that in referrals, okay, great. They already know you, they already like you, they already trust you, they're coming in with the need, with the budget, all that stuff. But if you really want to become a killer salesperson  or have a killer offer, it has to have  like zero friction. It has to be so no brainer, but that does require, and I'll really qualify this, it does require that you have to believe as the entrepreneur, as the business owner in your product so much so that


10:07

If you can get them to come in for a break even, like you don't even make money to work with them that first initial portion, that you know the value you're gonna deliver to them is gonna be so much that they're going to absolutely wanna continue working with you. And if you can see it from that perspective and you can double, triple, four extra close rates, well your client acquisition cost  just went down three or four times.


10:32

Even if you're closing 20%, you have to be a good company to close 20%. If you can bring that up to 60 or 70%, your client acquisition costs just went down so much that it's ridiculous how low it costs you to acquire a client, even though you're break even on that first month to three months. And I think that's where people really make the mistake is they're trying to be profitable right off the bat. And there's so much that teaches you need to make sure you're break even like I'm okay losing money in that first month.


11:02

I'm okay losing money for two months because I know if I have a client for three or four months, I'll have them for life. And if I have them for life, I want to deliver so much freaking value that they're going to want to keep upselling and spinning more and more and more. So I want to see my first like three months, maybe six months with a client as a continuation of the sales process and be willing to lose out on money and even break even or even lose money the first month.  One thing that's interesting is how our philosophy has evolved  on this, right? We


11:30

were the company that wanted the big money upfront because of how much value we deliver. And I think in retrospect, there are probably some deals that we lost because we had that mindset.  Right. And part of this, us being vulnerable with you all is this process of evolving in our thinking right now, when we're at a 70 plus percent close rate is because we've evolved how we've been thinking about that initial offer. And a good offer does beat excellent sales skills every time.


11:59

It doesn't mean that we've stopped perfecting our sales and our closing abilities, right? As a team, we're always refining that, but we're seeing it become a lot easier with this one key piece that we've been able to change over time. Absolutely. And  I would say it like this.  If you're the owner  or an executive and you're driving the sales team to close more, you should see your job is to make an offer so easy that anybody can sell it.


12:28

You have to believe that once people taste your product, your product continues to sell the client. If you're a salesperson, you shouldn't try to think, oh, my company needs to make a better offer.  Oh, Tim and Cindy said better offer. You should be focused on.


12:41

every single deal that doesn't close is my fault. And when you have a sales team and sales people that are taking every single call as extreme ownership of like, if this deal doesn't call, it's not the company's fault, it's not the prospect's fault, it's my fault. And then you have a company leadership and marketing and executives and owners that are saying, hey, if deals aren't closing, it's not the sales team's fault, it's my fault. And when you have those two things, that's when you get, cause like, if we just had our current offer, we would close it pretty good, but it wouldn't be great.


13:11

it would be like maybe 30%, which is super healthy. People love that. it's because of the combination of saying, hey, if a deal doesn't close, I need to level up my sales skills as the sales team. And then as the ownership saying, if deals aren't closing, it's because our offer isn't good. And when you perfect both those things, that's how you get it to a 70 % close rate. So it's not just one or the other. If you have an amazing offer that's closing at 30%, when you double your sales skills, you can double your close rates. And now you go from 30 to 60 % close rate. But it takes.


13:39

obsessing, obsessing, obsessing, obsessing over both the skill  and  removing friction  from your offer. What is removing friction? Any sticking point that you ever run into with a prospect that keeps them from moving forward, you've got to start removing all those friction points. You've to start asking, how can I remove those friction points?  Oh, we can't do that because we're going to lose money.  How can I remove that friction point? And that's where you're going to start getting those insane close rates.


14:07

Even if you don't have the best sales team, you just have a good sales team. That's how you can get your close rates there. And in the lifetime value aspect of that as well, right? If you have a low lifetime value and you're only thinking about that first initial sale, this isn't going to work. Right. This has to be coupled with a great service, a great offer that has an incredible lifetime value that you can continue to sell and continue to deliver once somebody is in the door.


14:36

So we're not just talking about having a great offer that you can close initially and then there's nothing to sell the person on the backend or no continuation. We have to be thinking about it in terms of also having a great lifetime value with exceptional retention. As Tim was mentioning, you're so confident in what you deliver that you know the person is going to convert to the next thing or is going to upsell or is going to continue working with you. You're so confident in that, that you can get them in with a great offer upfront.


15:06

and know that they're going to stay and retain over the long haul. Let's go preach it. Preach it. I love it. I love it. This woman is brilliant, by the way. Like it's so because the breakthrough actually happened and we'll move to the next part really soon. But I wanted to say the breakthrough happened when Cindy started saying, how do we remove friction?  We'd be running different calls. We'd be testing different offers. And I would always look, where's the friction point and how do we remove it? And Cindy was like,  how do we figure things out operationally?


15:35

to remove friction points, because there's gonna be parts, well, we can't do that because our costs here, because our operations here in Cine is running a  strategy and running operations and just running the backbone of the company and the team was like, how do we, how do we adjust operations? How do we adjust the way that we deliver a product  so that we can remove friction? so obsess over removing any time there's a friction point on a sales call, say, how do I remove?


16:03

Let's go into the second philosophy, Tim, that has  evolved for us this year. Hey there, we're going to be coming out with a lot of new content to help you level up  in all areas of life and business.  Make sure you're subscribed to the show wherever you're listening so that you get immediate updates as soon as a new show is released.


16:27

This  is around when,  why, and how to niche. So I used to be  really against over-nicheing. And I'll tell you why, because I think people niche way too soon, and they niche before they know where to niche.  Now we definitely believe very much that you can make a ton of money in the niches. But the big question becomes when, why, and how to niche, because most people do this wrong, and we work with a ton of agencies.


16:56

And like the biggest thing that the gurus out there preach is niche down, niche down, niche down. And  so many beginner, low entry level agencies come to us and they have the exact same freaking niches. We wanna go after dentists, doctors, roofers, plumbers, HVAC. It's like home services. They all wanna go after the same lawyers. They all wanna go after the same thing. I'm like, you're gonna get destroyed in that industry. You're gonna get destroyed trying to niche down right off the bat. So the mistake people make,


17:23

is they niche too early in the business or they niche for the wrong reasons or they niche  just thinking niche is industry because niche can be multiple things, right? Niche can be, hey, I only work with micro businesses and they don't care about the industry. They just have a product that serves that one in 10 employee micro business, low budget, need a lot of value for their investment  really well. The niche could be, hey, we only work with B2B tech companies.


17:52

Or the niche should be, we work with marketing agencies. Like Sydney and I, our company,  specializes in working with marketing agencies. We are the agency that your agency hires.  And it's done very, very well for us.  But the mistake people make is they try to do it too early by doing research. I have a lot of agencies we talk to, like, yeah, I did research and I found out that this niche is really good and there's a lot of need there versus experience.  Right? And so.


18:20

What I say, and I'm really excited to hear your thoughts in this, Cindy, because you work frontline with so many freaking different agencies, which allows you frontline access to so many different industries. But what I say is you want to go broad at first. You want to really get to understand different markets, different marketplaces. And as you start seeing where your biggest  lifetime value is and where clients that get the most amount of value out of your services and then really start niching in those areas.


18:50

Absolutely. I agree. mean, we'll just take Pima as an example, right? We have served so many different industries from SaaS to IT, staffing, recruiting, human resources. I mean, we've done lead generation for so many different industries and we're really good at it. But what we noticed and when we took the deep dive, it really took the time to assess where our best clients came from, from  a client acquisition cost, from a lifetime value perspective. I mean, all the things.


19:18

We really realized that that niche quote unquote for us was marketing agencies  and our evolution has been really focusing in on just that, right? Marketing agencies, because we know the backend, we've worked with over 400 agencies, we know how to scale agencies, all the things lined up. Could we or can we serve five to 10 different industries right now? Absolutely, we can. We can do lead gen four, SaaS, we could do lead gen four.


19:47

coaches and consultants, but we tested and really assess the data, which is what you're talking about, Tim, like really looking at the data, serving them all, looking at the data and then assessing, we found that the marketing agencies for us was that sweet spot, but we didn't start there, right? When Pima first launched, we didn't start in just doing agencies. So we did go broad to go narrow. So I think part of the evolution in how we're thinking is  we initially did not believe in niching at all.


20:17

Right. But now as we've been reframing and really assessing, we see that there is benefit to niching when it is done. Right. So the question becomes, when is that right time to niche? Right time to niche and people, let me be very, very clear. The reason why we were against it, we weren't against niching overall. I was just so against, I saw people niching wrong just so often it made me sick.


20:43

It made me like, they over- it's limiting themselves, They limit the heck out of themselves. You realize how far niche down you're getting, your client acquisition cost is going to be insane. Because the more you niche, the more your client acquisition cost goes up. But you make up for it in lifetime value. Win to niche is, so for us, we've worked with over thousand clients and we really look back and we said, geez Louise, I we have clients that have retained for years and years and years and years and-


21:12

and how much money they've spent with us and over and over and over again it was the agencies were not only the ones who spent a significantly amount more money with us, they were just like the most enjoyable people to work with, right? Because they understand that they weren't expecting to get rich quick in 30 days or 60 days. They understood the processes of marketing and when they saw the way we ran our agency, they were blown away, like oh my gosh. We're not just the agency or agency hires.


21:38

Agencies come to us and they go, you guys run your agency  so well. The operations are so good. And we said, hey, let's double down on the agencies because there becomes a point in your company where  scalability isn't just about how fast I can acquire clients. Scalability really comes down to how well do I retain clients and upsell clients.  And what we're looking at the goal that we have  of the revenue goal, which is  very,  very, very large.


22:04

And we go, well, how do we do that? And that's going to be through retention and through upsell. And agencies was our fastest path. So it did slow us down.  We did take a big hit on money for a while that we could have  still taken. We turn away so many clients, but we were OK with that because we knew  taking that hit long term was going to be  what was needed to get us to the massive agency that we're building. Absolutely. Now, I will say this. Expect your client acquisition cost to go up.


22:33

If you come to us and you're an agency and you only work with one niche, we can serve you,  but your client acquisition cost is going to be more. So I also want to say  if you're willing to niche,  you have to have the data internally in your company that  me  niching means that I'm willing to pay four or five times as much to acquire a client because that client is worth 10.


22:56

15 times more than all other niches. And I would also say, and I'd love to hear your thoughts in this, Cindy, is niching isn't just about an industry. I think people think of niche as industry. Niche can be like, hey, we  only work with micro businesses. And I've seen a lot of people make a like a lot of money in the micro business. If you have a really good model to deliver a lot of value for a very low price point, and you can deliver that with AI and software and technology in a way that retains the clients,  then that can be a niche.


23:26

I think it's important to understand like why your client acquisition costs would go up because essentially the more people in your target audience that you can go after the quote unquote easier it is to market. Right. And the more narrow your target audience  is, you have to essentially filter so many people out of the funnel to get to that cream of the crop, perfect, ideal client in that niche. Right. So the more people you're turning away.


23:54

the higher your client acquisition cost. So that is why it goes up. And that's why there's pros and cons to niching, right? If you don't have as narrow of a niche, your client acquisition costs will be a lot lower. If you have very specific, very narrow type of niche, your client acquisition cost is going to go up.  And I like what you mentioned Tim, which is make sure that your niche is based on data and not assumptions, right? If you haven't gone out into the market and actually tested,


24:23

your service with a variety of different industries, avatars, company sizes, right? All the different ways we can niche. If you haven't done that and you come to us and you tell us that, my niche is micro businesses. I would ask you, okay, why, why, why is that the specific thing that you've selected? Is it based on data or just based on assumption? And I think as you're listening to this and thinking through it for your business, figure out is my niche based on data, based on facts, or is it based on assumption?


24:52

and then test it from there so that when you are looking at your client acquisition costs or thinking about niching down, niching up, all those things, it's based on actual data and not on how you feel. Agreed. And not just Google search you did or chat you BT.  that can start you in the right direction,  but it's got to be, Hey, we know this by experience.  Biggest advice. If you're really not 100 % clear through experience, not through research.


25:19

I see so many tiny agencies that they come to us and they're not ready for us yet. And I'm like, hey, and I did the research, I spent the last six months researching, like, why don't you just spend the last six months actually  selling to different industries and learning for yourself? You have to learn through experience, period. And I'm going through a lot of study on Socrates and some of the philosophers. And one of the things he said was,  wisdom doesn't come from just learning. Like it doesn't just come from learning the books and reading the books and doing the research.


25:47

wisdom actually comes from learned experience, right? So the research is a great starting point, but the reason why we're  doing insanely well with marketing agencies is  not because we did the research and said, our biggest opportunities with marketing agencies is because we went out and sold a bunch of, we got a thousand clients.  We made a bunch of money working with them and we delivered great value to all of them. And we said, hey, these 400 out of the thousand we served, these were our best, most profitable, most enjoyable, most retained clients of all of them, period.


26:16

So good. Interesting. We're talking about philosophy, Socrates, all the things. Let's go into the third philosophy that has evolved for us. So this one is around the thinking of software, technology, and AI.  And you all know, we speak a lot about AI on the podcast. We've done a bunch of episodes on AI. We've had guests that talk about AI. I'll talk about me specifically. I used to think it was enough  to piece together different software.


26:44

collect the right tools, build our tech stack and to be able to deliver them as an agency and be fine. The reality is in order to compete in 2025, 2026 beyond, it's not just about having the right tools in your tech stack or the right technologies. We are really moving into a place where custom software and customization is everything. And even like Bill Gates, he said there's three jobs that will be secure over the next 10 years.


27:13

And the number one job  for security was developers.  And that doesn't mean that you have to now go out and become a developer. But if you're an entrepreneur, if you run a business, you have to realize the thing that gives your company the most business security moving into the future is leveraging software and technology.  And it's never been easier than it is now, but you start to have to see your role  as the owner, as a company, as a business,  as...


27:41

Hey, we are a software company that delivers, the software delivers a certain product. I mean, I know at Pima, we've been working on our own software. There's absolutely no way that you could compete with us. If you come into the game, we can deliver a lower cost per result to our clients than they could do it in-house. And we do that because we have software, we have technology, we have the processes that we've built out here.


28:06

You have to start seeing yourself as a technology company if you're going to make it into the future. But Tim, we're not a technology company. We deliver a service.  So you got to start seeing yourselves maybe not as a SaaS company.  You're not selling a software as a service, but it could be a software enabled company. So we might be a pay for performance. People come to us because they need leads, they need clients, and we're delivering that cheaper than they could do it in-house, even if they built their own tech stack.


28:34

We're only able to do that because we are a software powered and enabled company. We're not just using Zapier and Mags and Pipe Dreams, though those are amazing places to start. We're actually building out our own software and technologies. And you're going to see here very soon that it's actually easier to do that than it's ever been. Right. So what does this mean for you all our listeners?  I see this relate to you as to mentioned, if you are selling a service, if you are delivering some kind of product.


29:02

you have to start to see yourself as a technology company. You have to start to determine how can we build our own custom software? How can we use taken AI to be able to deliver  on the service? It's not just enough to be using ChatGPT. I think we are way past that at this point. And if you've been listening to the takeover,  you should be way past that. Here are some other tools that we've been exploring that I think can help you all. And as to mention, we're building our own software. have our own


29:31

software internally that leverages AI and some really cool development that we've been building. But what's great about how AI and tech has been evolving is that there's now apps or technologies that allow you to create your own custom app. Like I think that's so cool. It's wild. I actually created my own app the other day that allows me to evaluate our expenses internally and it's coded, it's developed. Like I have this entire app and I did not need to know how to code.


29:59

Right? So you can have a look at apps like Base 44, Pipe Dream, Lovable, all of these tools allow you to create your own custom apps. It's not  a nice to have anymore. Like this is a necessity. Yeah. And I think it's more so about becoming great at development  is, you know, you may not  build out a development team like we have at Pima. As the CEO, I've actually really taken it on to how do I become a great software CEO?


30:28

We're already great at the lead generation space where we've  just dominated that for so many years. So how do I become a great  software CEO? And then I've been obsessing over the over the books and building out the systems and the processes. But it's not necessarily that you have to go all in the way that we have and that I have as a CEO and really see yourself as a software leader. But it does absolutely start with I need to start understanding how to communicate with these AI tools that do the coding.


30:58

Right. Because a lot of these tools that Cindy's talking about, Base 44, it can build you and custom code you an app. Right. But that really starts with you being able to speak with and get comfortable with getting the outputs that you want from AI, just understanding good prompt engineering. And like PipeDream, I think of PipeDream is a great tool because it's kind of like a really advanced Zapier that actually codes out all of the integrations that you need. So it allows you to connect


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a lot of different softwares and tools really well without needing to know coding, but you have to understand how to communicate with AI. And if you're not doing that right now, you need to start becoming very,  very, very, very good. You should be spending hours a week on this. How do I communicate with AI in a way that makes my company more more efficient? Whether that's  leveraging  folders in Chats.gpt to start replacing processes, whether that's building new softwares like Sydney's done with these AI tools.


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you have to start making it a part of your weekly discipline though. Like Cindy, I've seen you do this with a lot of tools and a lot of folders in Pima. Like how are you  using AI kind of almost on a weekly basis to slowly improve and streamline different pieces in Pima and the operations?  There's so many trainings and things around ChatGPT, all the things, right? And ChatGPT is just one tool out of so many. I think the biggest shift for me has been the mindset of


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I'm not an agency leader anymore, right? I don't run a marketing agency. Like I'm a tech leader now. And even just that small shift in mindset of what we're labeling ourselves, that allows you to start thinking about leveraging technologies more and more, because it's not just enough to be an agency leader or a service provider. You have to be embedding tech into everything that you're doing. So I think it's that mindset shift, right? You can be like, insert this for you, whether you are in HR, whether you are a salesperson.


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Like start to relabel yourself as a tech leader and then start to just innovate and see what are areas of your processes, areas of your business, areas of your role that you can start to innovate using technology and AI. If it feels scary to you, just start doing it and you'll get obsessed with replacing different roles in systems and processes with the right tools. So those were the three philosophies that have evolved for us. We hope that you


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We're enlightened as we brought you into our mindsets and how we're thinking about things.  And our call to action to you all is as you're stepping into this new season, we are in the fall. So depending on when you're listening to this, but as you are stepping into this new season, think about what philosophies in your life did you once hold that you just don't hold anymore, right? All that have evolved over time. Start to write them down. Think about philosophies in your business, in your career.


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Even on a personal side, too, right. It's so good to, like, evaluate what philosophies you have and like ask yourself, do I still think the same way or how has it evolved? think you will come to find some interesting things about yourself and about your business and just write them down that it really, really is helpful  as you evolve. Tim, let's talk about what to expect on future episodes of the podcast. We are officially back. So what can our listeners expect? Well,


34:23

I'm really excited to go over this season, the next level marketing and sales tips, right? Cause people are here to sell more and scale more. Like let's just be real, you're not listening to the podcast at all the way to the end right now because you're just, you're wanting to get a little like entertainment. You're here because you want to grow. You want to scale. You want to like take  your mindset, your business to the next level. So I'm excited. Number one is we're to be sharing way more marketing and sales tips. And I'm telling you right now we are


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on fire. Like we're starting to see such insane results for ourselves, for our clients, and we're the agency that agencies hire. So like we're seeing how the marketing and sales world is working on a whole new level, just having the backend of these really successful agencies.  Number two is that we're going audio only. Spotify and Apple, we're going  all the way in on audio. So  really excited for that. Now you can always come over  to our YouTube channels, to our Instagrams, to our  LinkedIn.


35:18

come chat with us on LinkedIn for sure. But for audio only, we're just gonna double down on the audio for you. We're gonna have some really fire guests coming up that are really focused on like people that are just growing, they're scaling fast and just getting practical. How did you do it? Like what are practical tactical actions? Anytime a guest comes on before we record, I say, hey look, you're not here to promote yourself. You can mention your name at the end of the episode. But what I really need from this episode is that there's one, two, three.


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Practical takeaways that you're gonna give my audience on this podcast that they can apply those and start growing and leveling up their businesses from this one episode So I'm excited to bring more of that to you and of course tangible actionable value always every episode We want you to be able to walk away with at least one or two things that you can apply  right now today to level  up your business love it and just to qualify every guest we


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bring on has been pre vetted.  are seven, eight, nine figure founders, entrepreneurs, leaders. mean, the very best at what they do. So make sure you lock in on the takeover. are officially back. Subscribe, subscribe, subscribe wherever you are listening right now so that you don't miss an episode. come out with one episode every week on a Thursday. We release it bright and early so that you will have it on that day.


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ready to deliver value, ready to listen and lock in. So  again, this is the takeover with Tim and Cindy. Remember, domination is not a destination. It's a way of life.  Stay winning.