How Leaders Think with Kenny Lange

Ely Delaney [00:00:00]:
The whole point behind having these tools and technology is not to replace us. It's not to make us lazy. It's to free us up on our time so we can do the things we really should be doing, which is the relationship side. And that's where I kind of take an anti status with AI.

Kenny Lange [00:00:21]:
Welcome to the how leaders think podcast, the show that transforms you by renewing your mind and giving you new ways to think. I am your host, Kenny Lang, and with me today is the Eli Delaney. He is the founder, owner, just brain of purple night marketing. If you can't tell if you're watching, you see all the glorious purpleness going on behind him. For those of you listening, just imagine a lot of purple and you're really, you're going to capture 98% of what I'm talking about. He is also an automated system strategist, also known as the people Whisperer, which we're going to get into some people and automated systems here in just a little bit. I have a feeling he's the creator of the follow up rockstar system, which you should definitely check out. And with his passion for connecting people, his best selling training course, networking like a rockstar, has over 1403 students registered globally.

Kenny Lange [00:01:21]:
Welcome to the show, Eli.

Ely Delaney [00:01:23]:
Thank you so much, my friend. It is a pleasure to be here. And yes, I am. I've actually had the title of purple guy for about 30 years because I always have some kind of purple around.

Kenny Lange [00:01:36]:
I love it. This may actually be one episode that my wife tunes into. I don't think she's ever listened to a single episode, but she may watch yours because of all the purple and it being her favorite color.

Ely Delaney [00:01:48]:
So she's a purple, too. That's good.

Kenny Lange [00:01:50]:
She's all about, about purple. There are reasons behind that. But needless to say, more and more of my house is turning purple.

Ely Delaney [00:02:00]:
Can't go wrong with the good purple.

Kenny Lange [00:02:01]:
You can't. It's the color of royalty, right?

Ely Delaney [00:02:04]:
That's right.

Kenny Lange [00:02:05]:
Well, tell me, Eli, what is on your mind?

Ely Delaney [00:02:08]:
You know, what's on my mind right now is there's so many people like AI is this big topic that everybody is going crazy about, and it's like they're, it's going to replace everything that we do. And I am an automation guy. I'm a techie guy. But the reality is, the whole point behind having these tools and technology is not to replace us. It's not to make us lazy. It's to free us up on our time so we can do the things we really should be doing, which is the relationship side. And that's where I kind of take an anti status with AI, because there's some great tools you can do with it, but I want people to understand it's not going to do everything for you. You can't use it to communicate your entire life because then you lose the humanity.

Ely Delaney [00:02:53]:
And that's really kind of the thing that I've been doing a lot of lately, is talking. Preaching that to people.

Kenny Lange [00:02:59]:
Yeah, obviously we're talking a whole lot about it. And as of this recording, we're a few weeks out from both OpenAI and Apple making some large announcements out, innovations on their platforms around AI. At this point, you probably are using iOS 18 and beyond. Somebody years from now is going to be like 18. That was like 40,000 years ago.

Ely Delaney [00:03:25]:
That's like me when I talk about that. I originally started playing with Photoshop, at Photoshop three, and they don't even know what version it is now.

Kenny Lange [00:03:31]:
Yeah, they're like, what? It was on a disk, you bought it in a store. What even is that? But it is. It's always a fun conversation about this, because I too love automation. My background with being a HubSpot agency partner, they're huge into automation. And whether it's simple or complex, it can make your life a little easier. I think you've brought up an interesting perspective. Maybe a ditch some people think we're going to fall into. And another one that I don't hear a lot about, the one I think most people think we're going to fall into is we're going to strip out the humanity from business, from marketing, from whatever.

Kenny Lange [00:04:15]:
And it's like the robots are taken over and we've entered the Matrix. Right, right. We're just gonna become, you know, batteries for giant robots. But the other part is people deciding that they would rather use it and just overdo it. Right. Like they leaned too hard into it.

Ely Delaney [00:04:36]:
Right.

Kenny Lange [00:04:36]:
And it wasn't, oh, AI came and took our jibs, which is a deep cut joke, if anybody is, if you know what that is, comment in the video or shoot me an email. But some people may actually see that as a saving grace and rely too much on it, and I don't hear as many people talking about that. So can you say more about that? And maybe what are the conversations and things you're hearing about that side of things?

Ely Delaney [00:05:10]:
Yeah. So a couple things are going on with it. And the funny thing you're talking about, like, you know that the robots are taking over everything. I've actually seen people have conversations where, like, a chatbot is talking to a chatbot. Matter of fact, before this call, I watched a video where a guy had two separate phones that had two different AI's talking to each other and he wasn't even involved with this video. Yeah. You know which one I'm talking about? Have you seen that one?

Kenny Lange [00:05:35]:
Yeah, I'm pretty sure I've seen that one. I've seen another one where they just did, like, the, the speakers with the assistants, and it was like Alexa talked to Google Assistant talked to Siri, which talked back to Alexa, and it was like the automated AI triangle from hell, right?

Ely Delaney [00:05:51]:
And that's the kind of stuff we have to be careful of. And so many people are jumping into it so far that they're like, oh, it's going to write my emails, it's going to create my. It's going to create. We're going to create a chatbot so I don't have to talk to any of my customers for customer service. All these different things. And what it does is it's actually removing the human connection where that's that overboard piece. And these tools are amazing, by the way. We can do so much with them, like content ideas.

Ely Delaney [00:06:17]:
Using, you know, using GPT as a brainstorming idea is huge for somebody who doesn't have the budget to hire a professional copywriter or, you know, a professional consultant like you or I, and they're great for that kind of stuff, but there is that fine line between the two. And so what I've been doing in the conversations I've really been talking to people about is be careful of what you're trying to have it do, because you're not using it to help you, you're trying to use it to replace you. And it will never replace you for one simple reason. It has no heart. And that's what makes you unique. When people do business with other people, they do it because they have a connection to that person. There's an energetic exchange in the frequency of those two people having a conversation that will never be touched by electronics at all. And that's the part people are missing.

Kenny Lange [00:07:15]:
I'm taking a guess here that when they lean into it is. I don't want to say it's laziness, although certainly I think that laziness creeps in wherever we want to go, and there is some value of figuring out the path of least resistance just to move rightly. But it feels like it could sort of give people an excuse from really having to level up their skills. If you're a salesperson and crafting your follow up emails, right? Like, yeah, you know, like you teach in your system or having an original thought, like really taking a point of view in your, your marketing, right. So that your signal amongst the noise, but so many people and say, I'll just kind of throw a few things and see what it spits out, and they'll assume that whatever it created is smarter, more informed, more articulate, or whatever. They say, oh, yeah, actually that sounds better than me because they have this internal critic that says you're okay or you're barely good, but what if you could be better and you want to impress the boss, or you got to make the next deal? And so we sort of like outsource who we are to automation and AI. I'm curious, given that it is easier to just do that, what are some of the cost, the unforeseen costs, the hidden costs there of being unproductive and thinking, well, the AI is smarter, it has better access, it's never fatigued. It didn't have a late night getting up and feeding the baby or the dog was barking or whatever.

Kenny Lange [00:09:08]:
It has none of those stressors that we all deal with. How do you help people see their inherent value? Like you were talking about when in some cases it could write something that's smarter, maybe it could get more clicks, but that comes at a cost, right?

Ely Delaney [00:09:28]:
Yeah. So there's a couple of different things with that, and there's several different angles in what you just asked right there. Let me touch on one of them, the last bit you were talking about. But maybe it is better and it can get more clicks. The funny thing about that is that you're right. AI reads Google and YouTube and Facebook's logarithms, and it's crunching data to figure out what's going to be more popular and it's going to say, hey, this is a better hook than that is, or whatever. Here's the kicker with that, is that you get ranked higher, you get more initial views, but when they actually go to see it, they actually go to read what you've got. There's no heart, there's no feeling.

Ely Delaney [00:10:11]:
It sounds very blah and boring, and people will, oh, that's okay. And they move on and they don't come back. So you can trick the logarithm into thinking you're brilliant, but if there's none of you there to grab somebody's attention because of personality and the human connection, you'll lose them. And I've seen that. I've seen people. Matter of fact, a great example of this. I was sharing this with somebody yesterday. I saw this ad on Facebook, and it was, I think a funny thing is, I think they were actually selling something related to Facebook ads using AI.

Ely Delaney [00:10:47]:
And I read this thing and, I mean, it got a lot of comments that you could tell. It had a lot of views and everything. But I read it and I'm like, this is, this is an ad. And it reads like mommy porn. And I'm like, no, I mean, it's like, it's literally sounding like a romance novel. And the way it was written, and I'm like, yeah.

Kenny Lange [00:11:07]:
Like human was all off.

Ely Delaney [00:11:09]:
Yeah. The tone was so off. And the words they were using. I mean, I've never, I've never seen an ad talk about heaving before. Right. I mean, it was just the way it was said, but it was an ad for a course or something like that. But the way it was written, it was written in itself. There was nothing technically wrong.

Ely Delaney [00:11:28]:
And because of the words they used, they got a lot of attention, they got a lot of readers, but I guarantee they didn't get sales out of it because people got there. They look at it go, huh? This isn't, I don't, I feel there's a disconnect here. There's an energetic disconnect. And so that's one of the things is if you're trying to game the system, you're gonna lose because the system is gonna put it out there going, okay, this is cool for now, but when you, it doesn't matter if you have a hundred thousand viewers to your page on any platform, doesn't matter what it is, you get 100,000 viewers. If when they get there, they go to read it and it doesn't gel, they're gone, and you actually lose credibility.

Kenny Lange [00:12:09]:
Yeah, you got the wrong kind of attention.

Ely Delaney [00:12:11]:
Yeah, exactly. And so that's a really big piece with it. The other thing is that people tend to forget that AI might have more data than you do, so it might have more information to start with. But one thing it doesn't actually have is your personal experiences. And that's where a lot of stuff, like, here's a great example of this. And coming from old school, before AI was a popular thing, I come from old school email copywriting. I'm an automation guy. I have campaigns.

Ely Delaney [00:12:46]:
My running joke is, got a campaign that'll run for three years. I could go outside and get hit by a bus today and still sell you stuff for three more years. Okay, this puppy works it works like a charm.

Kenny Lange [00:12:56]:
However, check on Eli periodically. Just because you got the emails doesn't mean he's still around.

Ely Delaney [00:13:01]:
Yeah, the money's going somewhere, just not for me. But the reality is that the emails that are in that campaign, it's all automated. But the emails in that campaign are me. I wrote those. They were my personality, my experiences, my stories, all of that stuff came from me and people, I've had people like, reach out to me and go, okay, did this, is this part of your automation stuff you talk about or did you actually stop and write this for me because it feels like you wrote it to me? That's because I put my heart into it and it's my experience, my life, my personality. AI is never going to get that and the best thing in the world. And old school marketers, when they get into the email marketing, people might buy some templates and they start using these templates as is instead of customizing them for their life experiences. They don't understand why the person sold them to said, hey, this, this group of emails work like a charm.

Ely Delaney [00:13:55]:
Made me hundred thousand dollars and you got crickets. Well, it's because you're telling somebody else's story and nobody believes it.

Kenny Lange [00:14:03]:
Yeah. That was always the frustrating thing to me. If I was ever, you know, not my own boss, like I am now, is selling something that was somebody else's product, somebody else's idea. Right. And I didn't really understand the genesis of it and I could make up stuff. I've always been good at that, but I've always believed that people can tell. They just something in your tone, your body language, the eyes give it away, that you don't actually believe what it is you're saying. That's one reason why in my coaching practice, I don't use anything I haven't personally used previously and just was just informed, maybe not certified on it, or that someone hasn't walked me through because I want to be able to have a personal story along with every tool and everything.

Kenny Lange [00:14:58]:
And I think what you're getting at and what's striking me is that what we're talking about is an issue of integrity.

Ely Delaney [00:15:08]:
Yeah.

Kenny Lange [00:15:08]:
And I mean that in maybe a more pure definition sense of the word, of like a oneness.

Ely Delaney [00:15:15]:
Right.

Kenny Lange [00:15:16]:
But the other example said drawback to more of a marketing example is when, when I would report on paid ads, which, you know, a lot of people would just come in, oh, we got to do paid ads, we got to do this. And I'm like, yeah, maybe, maybe not, but they were, they had their hearts set on it. So we'd run it, or they came in and say, we have been pouring thousands and thousands of dollars a month into this thing and it's not working. And I was like, all right, let's pull it up in HubSpot. Or God forbid we put it in Google Ads because their dashboard is a hot mess, in my opinion. No offense to anybody, or maybe some offense, some offense to a few of you, but when I would look at it and they're like, look, we're showing up, our impressions are super high. Our click through rate is great.

Ely Delaney [00:16:04]:
Mm hmm.

Kenny Lange [00:16:05]:
Nobody's signing up.

Ely Delaney [00:16:07]:
Yeah, there's a disconnect.

Kenny Lange [00:16:08]:
I was like, that tells me something. You are. You are resonating with, whoever's searching for this resonates with your copy. Good for you. But something is, is hitting them when they get on the page and they look around and go, this doesn't feel like the same thing I just clicked on. Something's off here and they can't put their finger on it, so they're bounce. Literally. It was a technical term.

Kenny Lange [00:16:32]:
For those that don't know, they bounce. They exit the page, they close out the tab, and you get dinged for that. You had to pay for your click and vice versa. People could have God awful, like, click throughs and impressions. But if somebody made it to their page, then, you know, they were buying and signing up and scheduling calls, and they were well qualified. I was like, oh, you're just not getting enough of the right attention. You might need to punch up the copy a little bit. And that's where I think leveraging AI, one of these tools, could be helpful to say, I'm really trying to get understand this person and what they're searching for.

Kenny Lange [00:17:16]:
Yeah, I want this idea, but I need to convey it with some different words. Can you help me? And that's where I think the opportunity is to maintain integrity while still leveraging the power of AI. Because I don't hear you saying that we should run for the hills from AI either, just for the sake of maintaining our humanity.

Ely Delaney [00:17:36]:
Right? And you're right with that. And that's where there is a difference. That's why I said using it as a tool versus having it replace you. That's the difference between the two. And it goes back. I mean, I'm an old school automation guy, so for anybody who doesn't know me, I am actually, I am a, I am a email copywriter. You can call me a funnel guy. I hate using that term because it's been bastardized so much.

Ely Delaney [00:17:59]:
And I am an automation guy. I mean, I will automate everything I can with. The idea of its whole purpose is to free me up to do the things that I can't automate, which are real communications, real connections, real conversations, the relationship side. I want to have the tools do the, the geeky stuff, the low tech stuff that's not human to human, and still put as much of that as I can in there, of me in there. That's why my emails work so well. I mean, I have, I have clients that, when they started interjecting my stuff into, like, my methodology into their, their systems, I have a client right now that went from 12% average open rates to 60.

Kenny Lange [00:18:44]:
Wow. Wow.

Ely Delaney [00:18:45]:
And it's all because we changed the type of conversation we were having, because it was about having a relationship, talking to them like a human being instead of talking to them like a pitch pirate, which is basically the only reason I'm emailing you is because you want my booty or because I want your booty. Right. That's, that's the way that that goes. And we want to get away from that mindset and that language that we use.

Kenny Lange [00:19:08]:
Yeah.

Ely Delaney [00:19:08]:
And when you change the way you communicate with people, and by the way, this, this happens in that just, you know, we're talking about AI, and that was kind of how we started this. But it's all about how you email, how you post on social media, how you leave texts when you text somebody, even real conversations, you know, changing the conversation from reaching out purely to say, hey, are you ready to buy? To having a real conversation with somebody and checking in, how you doing? That means a night and day difference. I have made more money off of calls. Hey, it's been a while. How you doing? Made more money off of calls. That, that was the entire purpose than anything I've ever done. And it's purely because it's human to human connection. And I still have the tools, I still have all the techie stuff.

Ely Delaney [00:19:56]:
I mean, you and I were talking about some of the geeky stuff I got going for my little studio here before we started recording. And I'm totally geeked out on this stuff, but it just helps me leverage things so I can spend more time on the actual connection piece.

Kenny Lange [00:20:14]:
Gotcha. I love that. And, you know, I'll be guilty of that. I'll be so focused on, like, I got to get the next sale. I need this. I got bills to pay. Do this. And it's like, okay, well, who haven't I touch base with, and, you know, I can spin up a list and do a search in the HubSpot and find them and follow up, and I'm always in the back of my mind, like, am I coming across like, hey, I just, however you're doing, I don't really care.

Kenny Lange [00:20:43]:
I just want your money.

Ely Delaney [00:20:45]:
Right. They're not your personal atm.

Kenny Lange [00:20:47]:
Yeah. Which ultimately is not my heart, but I'm, but I'm aware that it can come across that way. And sometimes, at least for me and how I'm wired, it can be difficult for me to slow down enough to just make the call and say, how are you doing? Whether anything happens or not, you know, I'll admit that that can be difficult. But like, you, when I've done that, when I've just focused on the person across from me on the other end of the video call or the phone or the, you know, table just going for, you know, coffee or tea or whatever, it just bigger, better things happened and I wasn't even angling for it.

Ely Delaney [00:21:27]:
Yeah. Yeah. Well, and here's where, like, I, everything that I do, the follow up rockstar system was based around that kind of the mentality of, how do we just keep adding value, stay in front of them, because, because they know what we do. They know we can help them. We don't need to throw it, shove it down their throats every other day. So if you can just stay in touch with people, one of the best things that I love doing, I got this book. I keep it on my desk all the time, is the go giver. And I talk about this book all the time.

Ely Delaney [00:21:56]:
I talk about it on podcasts, I talk about it on radio shows, I do it, talk about it in person. Bob Berg probably owes me a very large commission check for all the books I've sold for him. Okay. But I talk about this book and say, you know what? This is all about. Coming from a place of giving first and being of service, adding value, knowing karma will return. You have no clue what it's going to look like or when it's going to happen, but it will. And that's the core message in the book. And by the way, if you haven't read the book, it's cheap and it's super thin, you can read it in like 3 hours.

Ely Delaney [00:22:27]:
Go read it. If you haven't read that book and you go and you read it now, hopefully you got value out of it. And next week you might message me and say, hey, Eli, thank you so much for the recommendation. That was awesome. I've added value to your life now. I didn't actually get anything from it. If I send you an email, I might have an Amazon affiliate link, which means I make like $0.30. So eventually they'll send me one place.

Ely Delaney [00:22:52]:
Yeah, they'll send, they'll send me enough. Enough of a commission check that once a year I can buy a mocha. And that's even difficult now with the price of coffees. So, but if I do stuff like that enough, just adding value and staying in front of people on a consistent basis, when I do go to actually sell something, the walls are down because they've already seen so much value that I've provided to begin with. And, like, I have a client right now. She's built out her what I call, what we call the ultimate follow up. And the idea is she has all these value pieces that she's adding, and it's just conversational starting, you know, hey, by the way, here's something cool. Check it out.

Ely Delaney [00:23:32]:
Things like that. And we have a whole system behind it, but it's pretty straightforward stuff. And then when she says, hey, I have an event coming up next week, I'd love for you to come check it out. Here's the link. She's getting amazing returns when she sends an email, says, hey, it's been a while. I just want to check in. How is your stuff going? I would love to chat with you and see if I can help you out. Which, by the way, that's her pitch.

Ely Delaney [00:23:56]:
That's all her pitch is, is an email that says, hey, it's been a while. How, how's everything going with your life? She's, she's actually an executive coach, and so she helps people with their job search and things like that, and she's like, you know, like, hey, just, it's been a while. Just want to check in. How's it going? You know, if you need any help, here's a link to my calendar. Let me know. And all of a sudden, her calendar is booked. And she was like, for the first time in my life, Eli, I have not been at that hustle rollercoaster where it's like so much book work, I can't keep up with it, and no leads coming in. And then I've got to the point where my bank accounts are dead and I got to bust my butt to get back out there.

Kenny Lange [00:24:32]:
And we go back, the peaks and valleys.

Ely Delaney [00:24:35]:
Every entrepreneur goes through this at some point, but she now has a system that keeps it very consistent as she goes through. And now she's, she's like, I got people that I've never, I don't even remember ever talking to them before, but they're reaching out to me, replying to the emails that I put out there saying, hey, thank you so much. I've been on your list for a while and I really do think I could use your help. Can I get on your calendar? And she's like, I've never had this. It's always been slam packed or stressed out hustling. It's always back and forth. Now it's like in between, I get like ten calls a week.

Kenny Lange [00:25:11]:
That's, that's doable, right? That's. I love that. Because you probably, even if you asked AI one of these tools to come up with, hey, give me a follow up email, probably would not have come up with that. That sort of just simple humanity.

Ely Delaney [00:25:35]:
Right?

Kenny Lange [00:25:36]:
How are you doing? How can I support you right now?

Ely Delaney [00:25:39]:
Yeah.

Kenny Lange [00:25:39]:
Right? Like, it would have probably written an excellent sales follow up email. Exactly. Like it's textbook and all those things. So I'm not downing it, but it's going back to the point you've been making the whole time, which is there is this little bit of magic that we as humans get to tap into that is not present in any of the tools. Right. And I love what you said. You were talking about how the. It is a tool, right.

Kenny Lange [00:26:10]:
It is not the thing. It is not a replacement. Put a different way, I'm going to copy. What is it? Rd is ripoff and duplicate saying about money, but it's, I would say AI is a wonderful tool and a terrible master.

Ely Delaney [00:26:25]:
Yes. I have seen so many people, they spend more time trying to come up with the world's greatest prompt. Then am I? Just sit down and write the damn thing. If you were just to sit down. We're not talking about, you know, first off, don't write a newsletter. Nobody reads a newsletter. Like, the only people that get away with newsletters are like, you know, Apple and best buy because they're selling the commodities. We don't care.

Ely Delaney [00:26:54]:
We're looking for a deal. That's all there is to it. But if you're going to send an email out to somebody, sit down and think about them as a human being. If you're writing an email to a friend, hey, by the way, here's something cool that I thought of. I thought you might find it valuable. Check it out. Let me know what you think. Couple things happen with this.

Ely Delaney [00:27:13]:
Number one is you're coming from a place of giving up front so they appreciate it. Two, you're adding value. And if they actually do the thing, they might get some results, which then elevates you as an expert and an authority. And the third thing is you do have, this is where people miss the boat, is that we always, we're being taught that in marketing where there always has to be a call to action, they are right. They're 100% right. But that call to action does not have to be a pitch to buy something. Yeah, the mass majority of my call to actions are, let me know what you think, or let me know that this helped helped you out. And here's the cool thing is, like, with all the more recent big changes that happened to the email gods and how they deal deliverability and everything, something I have been literally preaching for 15 years is get people to respond back to you because behind the scenes they're like, nobody's been talking about this, but behind the scenes they're like, Google and the other email providers are watching, is not just, are they clicking? Are they opening? Those are the, those are the easy stats that are they replying? Because, oh, wait a minute, if you reply to me, that's a real conversation and nobody's been talking about that publicly up until the last, what, six, eight months when all the email, there's a whole bunch of hula over the email changes and all that kind of stuff.

Ely Delaney [00:28:37]:
And one of the big things was you get points for replies, you get actual. They're looking for conversations, they're looking for engagement. If you engage with them and they come back and they're like, okay, yeah, this was super cool. Thank you so much. That gives you a little, a little ding on the bed post. You're good and that's what you're looking for. Yeah.

Kenny Lange [00:29:01]:
Even, even a simple thank you. So like you said, thank you so much. Even something easy like that that you could elicit in your emails. And I have seen some people, I might have signed up for something and they say, here's the thing, here's some other ways that I can help you whenever you're ready, if you would reply with what's the one thing you're struggling with or whatever it may be, and it's like, I'm not going to do anything. But he goes, it helps whoever the person is. This helps me think about what other solutions I might be creating. And if I can't help you, I will. If I can't, I know people, whatever it may be, and you may just do a one sentence.

Kenny Lange [00:29:41]:
I'm really struggling to get, you know, high open rates on my emails. Or in my case, it might be. I'm have, I'm really struggling to get my team to work together instead of, you know, being a group of individuals.

Ely Delaney [00:29:56]:
Right. You know, well, and those come in handy. But you also want to be careful about not doing too complicated at questions because if they have to work too hard to answer it, they're not going to reply. So a lot of times those simple things of, that's why I love recommending books and videos and super, super simple things or make, I might have a strategy that I recommend is like, super simple, go do this thing. I would love for you to go try it. You can do it this week. It'll take you less than an hour. I would love for you to get back to me next week.

Ely Delaney [00:30:27]:
Let me know how it works, because then all they have to do is reply back and go, thank you so much. I got five people booked on my calendars because of that. That's. And which of course, I love hearing that. And that shows results in advance. So they've now seen my stuff is good and now that opens up a conversation and conversations can lead to sales. But if I make it too complicated, you know, what's the biggest problem you have in your business right now? That's too open of a question. And a lot of times people won't respond because they have to think too hard.

Ely Delaney [00:31:03]:
Or sometimes people, questions like that are kind of hard for people because a lot of times they're embarrassed to actually answer them. They're still not ready to admit they have a problem even though they know it. And so you want to make it as super, super simple as possible.

Kenny Lange [00:31:18]:
Yeah, absolutely. There's a great book. I think it's on. It's about design, but it's called don't make me think it is about design.

Ely Delaney [00:31:28]:
That book's been around forever. Back when I was actually a web designer, that's a book that I read, so.

Kenny Lange [00:31:33]:
But the book, go get it. Check it out on Amazon, whatever. I doubt it's very expensive, but even just the phrase sometimes can help me as I'm creating or I'm talking to people of just, hey, don't make me think. And I go, ah, I was overcomplicating this and putting too much back on the other person to do. And it's not that people aren't capable, but going back to path of least resistance.

Ely Delaney [00:32:00]:
Right.

Kenny Lange [00:32:00]:
Sometimes to get the ball rolling, you need it to be more simple steps and you could graduate them up as they work with you. But early on, you know, the kiss method can be your friend, definitely. So in thinking about how we humanize the use of artificial intelligence or at least like maintain the humanity in our, we'll just keep it in the realm of business to business or any business and operation. If I'm a leader and I'm thinking about this and I've got all these tools and my whole team is like, oh, go. Especially marketing and sales, God help those people. They got a lot of energy. And as a marketing guy, I understand. Yeah, right.

Kenny Lange [00:32:49]:
It's like, we need Jasper, we need this, we need fat, we need it. Like, they're not bad. But what are, what are, what's a step, a baby step that a leader could take to say, I'm all for tools that can make us more productive. And if it helps you, like, obviously as a leader, that's what you're there to do is help your people. But how can they keep that balanced where they retain the integrity and the humanity of what they're doing while still increasing their productivity?

Ely Delaney [00:33:26]:
Okay. Yeah, that's actually a great one. I'll give you two things to think about with this. The very first thing is use AI as a brainstorming tool. So one of the, like, one of the things that I do, I do this for myself. I do it with clients and I help them is like. Cause they're like, I don't, just don't know what to talk about. I'm like, but you're brilliant.

Ely Delaney [00:33:44]:
Know your stuff. Let's pull some of that out of you. So, so I'll go through and you can go through and say, okay, I am my, you know, my business is XYz and this is who we help. You talk about your audience. My business owners are, or my, my audience are small business owners. They're experts in their industry. They're successful, but they know they're dropping the ball on their follow up. What are some of the questions that you have as that business owner that you would like for me to answer to help you become more effective? That's basically your prompt, by the way, and you ask something to that effect, GPT is going to come back and go, okay, that's a great thing, great niche.

Ely Delaney [00:34:25]:
Here's a couple questions that I have. Now, your job is not to have it. Write stuff about those. Your job is to answer the questions and you can jump on a zoom or there's, I mean, I've got some amazing tools that I'm teaching clients with right now where we go through we will actually record videos, and I go through a process with them where I'm actually helping them create, like, they're 1 minute reels, like reels and shorts and stuff like that. But I basically use the tools to come up with the ideas to talk about. I'm like, okay, look at these 20 questions. Which ones do you, which ones can you talk about? And of course, usually at least 15 of them. And they're like, okay, cool.

Ely Delaney [00:35:08]:
So we're gonna highlight those, and then I'll get on a call with them. And you can do this by yourself on Zoom if you want to. This is how I do it for myself. I get on there and I look at the questions, like, okay, here's my question here. And I'm like, so the first thing you need to do if you're stuck about XYZ is boom, boom, boom, boom, boom. And then I answer it, and I'm recording that whole thing, and then I can get it transcribed and retweet. I mean, I went through and recorded 22 1 minute reels, came up with the idea, recorded the videos, uploaded the videos, and then uploaded the oR, then assigned 22 tasks to my team to do the basic edits for them in under an hour, the whole thing. So.

Ely Delaney [00:35:50]:
But you notice the most important part is I answered the questions. I recorded the video with me answering it still, because it's my voice, my personality, my experience. But I used AI to help on the beginning to come up with the ideas, and I used AI to do the transcriptions later to help me clean it up.

Kenny Lange [00:36:11]:
Yeah, I love that. I remember in a previous call you had talked to me about that. I think you were, like, a day or two removed from having just, like, ripped through it, and I was like, holy cow, man, that sounds awesome. I've done something similar, not with the videos, but I've had it, you know, play this part, ask me questions, because, you know when you're so close to a topic.

Ely Delaney [00:36:37]:
Right, right.

Kenny Lange [00:36:38]:
Whatever your domain expertise is on, whatever your subject matter expert on, you're so close to it, you almost can't tease it out unless you're talking with somebody that that isn't as natural for, and you're answering the questions. Otherwise, you just start techno jargoning, vomiting on somebody, and you're like, I'm going to give you as much as I can think about. Hopefully in there, there was an answer for you. And I'm finding that when I have it, ask me questions that go, oh, okay, yeah, I can answer that. That's easy. I wouldn't have thought to answer that particular question. And then I can take it and say, all right, well, here's how I want to massage that. Let me write some answers up.

Kenny Lange [00:37:22]:
Let me do this thing, and it like, it got the ball, the ball rolling. I almost feel like with what you described and several other tools, it should be the death of the blank screen, right? Exactly. Like blinking cursor on the blank sheet of paper. That should not stop anybody anymore, in my opinion. And if you're listening to this, Eli just gave you a simple set of steps to go through to start documenting this and that that works. Whether you're a one person shop like I am, that works. If you are in the enterprise and you're trying to put out sales content and or follow up. I have sales collateral, sales enablement, or you're a marketer that's trying to get out there like it works.

Kenny Lange [00:38:07]:
It's just what questions are you going to answer? And, you know, a prompt like that can certainly help Eli. If people want to know more about you, more about your courses and how you can help, where would you send them and how can they connect with you as a human?

Ely Delaney [00:38:22]:
Yes, most definitely. Easiest way. I make it as super, super simple as possible. It is connectwitheli.com dot Eli is el y, not Eli. If you type that in, you're going to get some, like some commercial real estate dude in the middle of Nebraska or something like that. So you connect with Eli with a wide.com, and from there you can find all my social medias. You can connect with me. You can book a call on my calendar.

Ely Delaney [00:38:46]:
Just say, you literally book on my calendar. And where it says, what are we talking about? It's like, hey, I heard you on Kenny show and I'd love to chat with you. I love connecting with people. Is it, if you're watching the video version of this, you're seeing above my head, it says meet cool people. That is my favorite thing in the world to do. So all the stuff you can find about me, my programs, all that stuff, and all my social media, all the stuff is all@connectwitheli.com and please reach out. Please connect with me. And do make sure you put a little note in there says, yeah, I heard John Kenny show and I'd love to connect because the, the people that tell me where they came from are the ones that go to the top of the list.

Ely Delaney [00:39:22]:
Right, right out of the gate.

Kenny Lange [00:39:24]:
Nice. And make sure you go. And the meet cool people is not just a cool saying and a hashtag. That floats above his head. I'm convinced it may just float in real life above your head. It's not part of the background. It's also now a t shirt. So that's going to be awesome.

Kenny Lange [00:39:40]:
We need to get you, like, a shopify little merch store. But also, I happen to have been on the podcast by the same name with Eli, so I'm a little biased towards my episode.

Ely Delaney [00:39:52]:
Yeah, well, I mean, you qualified. You qualified as a cool person, so I'll let you on.

Kenny Lange [00:39:57]:
There you go.

Ely Delaney [00:39:57]:
Not everybody gets that qualification. I got a few people. They're like, I want to be on your show. I'm like, yeah, no, you're just not cool enough, but you made it.

Kenny Lange [00:40:05]:
Yeah, cool. Yeah, I need to get some sort of badge. You need to come up with a way to have a badge on, like, LinkedIn that I can have, like, certified cool person. According to Eli.

Ely Delaney [00:40:15]:
What I need to do is send you a wristband. Cause I got my wristbands right here to say connect or said meet cool people. I'll send you one of those next.

Kenny Lange [00:40:22]:
Time I'm in Dallas. You know, we'll meet up and we'll grab some, some tea, meet human to human, and then I'll get my cool wristband.

Ely Delaney [00:40:30]:
That'd be perfect.

Kenny Lange [00:40:30]:
Well, Eli, thank you so much. If you're listening, I'm going to put all those links in the show notes. And by I, I mean my editor is going to put them there. But there's, there's tons of great resources there. Eli does really live that go giver life and mentality and attitude. So please take them up on that, and you'll be better for it. For anybody you are listening, take a left. I'm just kidding.

Kenny Lange [00:40:54]:
Just assumed you're jogging or driving. But if you got value from this conversation or any of the other episodes, it would mean a lot to me if you would go rate, review, like, subscribe, whatever the platform that you're consuming this on has for you, there's a hundred different names for it. But number one, it gives me feedback so I can improve and make this better show for all of you. The other thing is, it is a free way to benefit your fellow entrepreneur and leaders. You know, you're, you're all on different paths and different parts, and so am I. So is Eli. We need people who are a few steps ahead of us to maybe put some content in front of us that unlocked that next step for us. And so it is a, it's a free way to pay it forward.

Kenny Lange [00:41:35]:
So take advantage of that today. But remember, until next time, change the way you think. You'll change the way you lead. We'll see you.