Mary Hamilton of MAD Data IO

[00:00:01] Hello ladies and gentlemen if we didn't do it on the very last day of the month

[00:00:07] It's practically the last day of the month. So we are just closing out August

[00:00:12] And I know we're about to go into holiday weekend

[00:00:14] So you probably listen into this after the fact which is fine

[00:00:18] I hope you're on a beach somewhere and join the waves and all that good stuff

[00:00:22] You're on this side there should everybody on the other side. It's like wintertime

[00:00:26] So like hopefully it's not too cold and we're just down in in Sydney for IT Nation

[00:00:31] Australia and the block party we did down there and

[00:00:34] You know, we didn't even wear jackets. So I digress but before we get too deep into the into the good stuff

[00:00:40] Let's just do some housekeeping MSP initiative

[00:00:44] Com this session is being recorded and we're gonna park it in the same blaze park every other session

[00:00:49] We've ever done on MSP initiative comm under sessions as well as our YouTube page or podcatcher

[00:00:55] Like subscribe download forward all the good stuff, you know what to do and then

[00:01:00] Right next to that on MSP initiative comm is MSP community mine

[00:01:04] So you're interested in taking a trip even though I'm sure you got every trip under the Sun booked in your calendar

[00:01:09] This you know September October November

[00:01:12] Which we'll get into in a second

[00:01:14] MSP community minds totally educational event in Denver. We were in Nashville earlier this week this year coming to Denver again

[00:01:21] The agenda is posted is it today wall-to-wall?

[00:01:25] Totally educational event no swales pitches

[00:01:28] I'm not trying to get you to come to a 45 minute PowerPoint presentation and swipe

[00:01:32] Your credit card to actually get the information you want

[00:01:36] We have MSPs on panels and quite frankly these are the people that want to share what is and is not working

[00:01:41] I don't know what better information right not a hypothetical like hey, we tried this it failed or hey

[00:01:47] We tried this it changed our business learn

[00:01:49] That's how I learned

[00:01:51] Learned from the people that figured it out woman share then we have some experts from across the landscape to do workshops

[00:01:58] Not a PowerPoint presentation where you barely wrote notes and you went home and you forgot about it actual workshops

[00:02:04] Where it's interactive you're learning a topic back to school, but in a more business type way so

[00:02:11] Check this out. I don't know how much more content and education we could pack into two days

[00:02:16] I don't think we could think we've done a really great job and the Nashville one went spectacularly

[00:02:21] Take advantage of this here in MSP because by the way, we do not charge you to register and come to this event

[00:02:27] There's no three ninety nine eight ninety nine twelve ninety nine registration fee. It is free. You need to show up

[00:02:34] Yes, you do need to take some time and maybe a little bit of money to get there

[00:02:38] But that's any event so take advantage of this

[00:02:43] Can't stress enough

[00:02:45] That you will get something out of this if you spend the time to come two days September 25th 26 in Denver and then yep

[00:02:52] What we're famous for our MSP community block parties. There's four more left

[00:02:59] We finish it in Australia, so we'll take that down and we got packs a beyond in Berlin

[00:03:03] So if you're on the European side or you just want to take a trip to Germany

[00:03:09] Join us and the packs a crew in Berlin

[00:03:13] It's gonna be a good time very beer focused party that we're gonna throw

[00:03:17] But I know there's beverages at every block party, but like you know, it's Germany. It's right after October fest

[00:03:22] We promise it'll be good time

[00:03:24] Then we're going to Miami on South Beach at the fountain blue live

[00:03:30] Nightclub that's actually inside of the fountain blue on property can't get any more

[00:03:34] But you don't have to walk out the front door. I mean how easy is that so join us at the out of condom Miami

[00:03:40] And then we have the IT nation

[00:03:43] Connect event in Orlando

[00:03:46] Going to be announcing our radio recognizable entertainment very soon

[00:03:52] Two years ago, all American rejects last year the combination of better than as your sugar and tonic this year

[00:03:59] Stay tuned, but it would be good. You'll like it

[00:04:02] Then we close out the year a week after that back in Sydney because we couldn't stay away

[00:04:07] We were coming back for the warmer weather

[00:04:10] for Datto con Sydney

[00:04:12] in Australia so

[00:04:15] Those are the remaining block parties by the way just like MSP community minds

[00:04:19] It is absolutely 100% free for an MSP to attend

[00:04:23] Little beverage low entertainment little food a lot of networking. I don't know how to make that any better

[00:04:30] Join us it is literally for you

[00:04:34] Then we have some community offers on MSP initiative comm take advantage of them if they're interesting and the industry calendar

[00:04:40] Which goes all the way until the end of the year because if you really don't want to be working in an office or your home office

[00:04:46] Or the backseat of your car or in your garage

[00:04:48] There's like, you know more events in October September November November than probably the rest of the year

[00:04:54] There it all is that is the housekeeping

[00:04:57] So without further ado, I bring a new person onto the show for the very first time

[00:05:03] Mary Hamilton from mad data

[00:05:07] IO IO I think that's

[00:05:09] Mary's gonna be joining us in Denver as one of our workshoppers

[00:05:14] I believe at MSP community mine. So this will give you like a

[00:05:20] Sneak peek kind of some of the stuff that she probably will be talking about but we'll see how you doing today, Mary. I

[00:05:26] Am very very well. Thank you. How are you?

[00:05:30] You know football season is right around the corner a little bit bummed

[00:05:33] I bought tickets to see the Eagles and the Packers in Brazil first time ever

[00:05:37] They open up the NFL season and you know, I got the I got the kibosh from the other other half

[00:05:43] So

[00:05:46] Still pretty pumped at the NFL season is about to kick off

[00:05:50] So taking it your team or the eagle that that would be right. Yes

[00:05:56] My son loves one of my sons loves the eagle. He doesn't really understand it all

[00:06:01] He just found I think a team and well, I'm with it

[00:06:05] So you can educate him open offer if he would like to come to Philadelphia and experience what it's all about

[00:06:10] I have I have tickets and you're more welcome to join

[00:06:14] There you go. Thank you. Awesome. Wow. Welcome to the show

[00:06:19] I'm yeah, and thank you ahead of time for giving us a little bit of time and expertise coming up here

[00:06:26] You know in Denver on September 25th and 26th for community minds and I

[00:06:31] Usually especially for people who've never been on here before it's kind of like an introduction to the people that listen to this

[00:06:37] Maybe a little bit of background on yourself and like how did you know?

[00:06:41] What was your journey like to get to like your professional position that you're in now and then we'll go from there?

[00:06:48] Lord so

[00:06:50] The journey to get here was completely

[00:06:52] Unforcing like I had no clue. I was sitting there thinking the other day

[00:06:57] I was like gosh, you know, like you remember being in high school sitting there

[00:07:01] And you're like, what am I gonna do when I grow up and I had this very

[00:07:05] Strategic plan of I was gonna be a National Geographic photographer

[00:07:09] That's what I wanted right. I've never heard that before that's pretty cool. I'll give you that. Yeah, I gotta give you some props

[00:07:16] I mean it's

[00:07:18] It's history right like we see we're visual

[00:07:21] Beings and so being able to capture it was a passion and I knew exactly what I wanted to do

[00:07:26] life altering stuff happens and things changed and then you know, like I

[00:07:32] Finish I get married then my husband started our company back in 2004 and

[00:07:39] I I have five kids

[00:07:41] So we I was very busy having children and helping him in the background doing like the typical wife thing

[00:07:47] Helped with HR helped with payroll

[00:07:51] standard stuff keeping the books clean and

[00:07:54] Then about five years ago

[00:07:56] Like I was fluent enough with the tech world because of being immersed in that we helped residential people right get viruses off

[00:08:04] The laptops. I think my favorite one of my favorite story

[00:08:08] And I'm sure so many people can relate to this is when we started we would get this call

[00:08:12] Usually about a Friday night at nine o'clock p.m. The guy would go. Hey, um

[00:08:19] Please don't call me back just understand that in my truck in my driveway

[00:08:24] I've got a laptop and 200 bucks

[00:08:27] You know what needs to be done if you can just have it back to me by Sunday

[00:08:30] which was code for it was filled with some pretty nasty viruses with some

[00:08:35] Images or videos that probably most people don't typically admit to watching so he needed to have everything cleaned and

[00:08:43] Presentable for use about every two to three months and get this call. So we knew the protocol

[00:08:49] It's always maybe laugh as we roll up. I remember having kids in the back

[00:08:55] Drop it back off

[00:08:56] So understood what was going on and as we grew from residential to business and chewing managed service provider

[00:09:03] That journey that's where I started to get involved in this and cybersecurity about five years ago when I started to

[00:09:12] Understand what it is we came back from a conference and my husband took five

[00:09:16] Binders and dropped them on my desk and go learn this and I was like

[00:09:21] And for got it. I don't think he knew what he was doing at that point

[00:09:25] so that's when I fell in love with cybersecurity and that has led me to this point and

[00:09:31] You know learning just consuming it practicing it aligning with the right people

[00:09:36] Protecting business owners protecting people like that's our motto serve and protect

[00:09:40] So that's a little bit of my journey of how we got here for how I got there

[00:09:45] I think almost everyone can relate to the truck and the

[00:09:51] Like at some point in everybody's story something like this has happened. No, I mean like yeah, yeah, just like

[00:10:00] Yeah, yeah, I know I see nothing. I know nothing

[00:10:07] Yeah, that's that's never fun, but hey it pays the bills I guess it pays the bill

[00:10:11] That's sure. That's too. That's too funny

[00:10:16] Well, welcome to the show. So the company today, what does it do? What exactly do you help people?

[00:10:25] Well, we help take care of their

[00:10:28] I'm like George. I am so glad you asked me that question because I've been working on this

[00:10:34] Okay, like all of us we go war an MSP, right? Like we help take care of people's networks and we protect them and

[00:10:40] I'm at a Robert Robbins event and she's been like challenging us like nobody knows what an MSP is nobody

[00:10:47] They don't care like it doesn't relate to them. So industry kind of made the word up to be honest. Yeah, yeah

[00:10:55] right, it's

[00:10:57] Like my kids saying yeah, I'm like, I I don't know where it came from

[00:11:01] I have no clue the correlation

[00:11:03] But whatever, you know, if you know, you know, so

[00:11:07] Working through this essentially what we do is helping frustrated business owners be able to run their companies and

[00:11:14] Streamline their technology while protecting it, you know

[00:11:16] Giving them that peace of mind and the ability to actually make money and not have to stop the fixed stupid stuff

[00:11:22] So that's like that in that shell

[00:11:25] You know what we do. No, I like that message for sure

[00:11:30] You know, it's funny, you know back to the industry creating terms and nobody pays attention to like

[00:11:36] Yeah, I ran into an MSP base out of Australia

[00:11:40] It's talking about Sydney events all the time here and he's like, did you know that fast food restaurants are not that's not how they call

[00:11:47] That's not what they identify as I was like

[00:11:50] What do you what do they identify as they're like they call themselves?

[00:11:55] Qsr's I was like

[00:11:57] What is that? What was QSR me? He's like quick service restroom. I

[00:12:02] Was like I would have never heard this eyes that I frequent I frequent them the quick service restaurant

[00:12:06] I've never heard of quick service restaurant. He's like no, that's that's so like in their bubble. That's their acronym

[00:12:12] I'm like, oh, I would have never I would have never known that he's like, yeah

[00:12:15] And then if unless you worked in it, you would have never heard this term

[00:12:18] I was like, okay, but like we've done this to ourselves, right? Yes, he doesn't make any sense to the person

[00:12:24] Who's like I'm in construction and my technology's worked. I need help. I don't go Google MSP

[00:12:29] Maybe now 20 years later. Did we drill it into people's heads? Maybe

[00:12:34] But I would say the majority people out there still don't search MSP

[00:12:39] They're searching for IT consultant network services computer services like yeah, we're generalized now

[00:12:47] Yeah, yeah, and let us you have a very specific thing, you know, I don't even think with security

[00:12:53] You know people are looking at, you know

[00:12:56] Maybe cyber security protection. I don't know and that's I think that's the biggest thing is because I

[00:13:03] I'm I'm just gonna be real like I'm a little weird. So when I go to networking events, they're like, hey, what do you do?

[00:13:09] I was like, so I'll have a fresh group of people. I'm like

[00:13:12] Here's my test group. I'm like, all right guys. I'm like, I need to use you. Is that okay? And they're like

[00:13:18] Yeah, yeah, you know hesitant. I was like, okay, I'm gonna describe to you a few different things

[00:13:24] And I need to tell you which one you understand. So I'll kind of go through them

[00:13:28] And I'm because I'm honestly actively trying like how do we communicate?

[00:13:32] We suffer in our community on how do we communicate effectively what we do

[00:13:37] So I just keep using other people to

[00:13:42] To figure out like eventually I'm gonna get it and when I do focus group

[00:13:45] It is it is a free focus group. I like that. I mean at the end of the day, I think the other part of the problem

[00:13:53] Is that we do so much

[00:13:56] That you know, how do you deliver the total 30 000 foot overview of what all of that is in a sentence? It's difficult. Yep

[00:14:05] because

[00:14:06] Why five years ago what would have been included in that 30 000 foot overview is not the same as today

[00:14:13] stuff's been that right and then

[00:14:15] You know, unfortunately

[00:14:19] You know

[00:14:21] I've been

[00:14:22] I've been you know, we all know what I'm about to say, but it's worth saying it again tech people

[00:14:26] Or have a really hard time trying to make things non-tech

[00:14:32] And then like when they present themselves and they explain what they do and they they try and deliver

[00:14:37] Well, why would I hire you versus somebody else? Like all of a sudden it's melts down a little bit, right?

[00:14:43] And like yeah that message gets a little bit jumbled so

[00:14:46] You know the people who have done very well even not the mega it services cyber security

[00:14:52] Managed it services can technology company, right? What's it call? Whatever you want?

[00:14:58] Yeah, people have been very successful

[00:15:00] You know they present it in a way where the average person be like oh, yeah, okay. I get it

[00:15:05] You know like yep

[00:15:06] This isn't I don't have to over complicate it

[00:15:09] But like I do do I understand what you do?

[00:15:11] Do I need your services and can I afford them? That's usually

[00:15:16] One two three like the decision-making process of anybody buying anything, right? Yeah. Yep

[00:15:23] so uh, so thank you for uh

[00:15:26] You know putting the idea out there sometimes you should test bed this right go into a group of people and just

[00:15:32] Throw an idea out there and see if see what they say

[00:15:36] That's free. That's a free focus group. Yep. So you're joining us at community minds

[00:15:42] um

[00:15:44] Are you talking about us?

[00:15:45] Are you going to be talking about cyber security at community minds or what what's your game plan there?

[00:15:50] Um, I believe so is a panel

[00:15:53] So being able to help contribute to that discussion about cyber security

[00:15:59] Okay. Well cyber security

[00:16:02] I feel like you know, well, you know almost took a backseat to ai in the last 12 months

[00:16:06] Okay, you know like new marketing term all good didn't disappear by any means. Yep

[00:16:11] I hate to bring it up again because it was only three or four weeks ago to be honest

[00:16:16] Maybe you know ish

[00:16:18] But like, you know crowd strike is probably more known and in the you know, so it's going to become like xerox, right?

[00:16:24] Yeah, go go make a xerox of this right like it's gonna

[00:16:27] I feel like crowd strikes gotta be that right for this word

[00:16:31] It's like oh well you got to get crowd strikes

[00:16:34] Yeah, it's gonna happen or if it's not already it's going to you know like that's not a good thing

[00:16:40] So how do you so I want to know as somebody who's done the focus group thing

[00:16:45] How have you had the conversation where you're like?

[00:16:49] Well, you're in cyber security aren't they at the top of this whole conversation and like they took everybody down

[00:16:55] So why why do this?

[00:16:58] To use this oh we've had that conversation. I think multiple times in three years

[00:17:04] Here's my understanding of just regular people, right?

[00:17:08] And I'm going to ask you questions so that you can help me. So I'm going to use you a little bit as a focus group right now

[00:17:14] but

[00:17:15] You know when you're looking at cyber security

[00:17:19] Humans don't make changes

[00:17:22] until they feel the pain

[00:17:24] And it forces them to change or they're inspired

[00:17:28] Enough and motivated enough to make a change

[00:17:32] Those are two pretty

[00:17:34] Basic components that are going to contribute to somebody making a shift, right?

[00:17:39] Yeah

[00:17:40] The first time we felt this that people actually because they hear it's all white noise

[00:17:45] All the cyber security ransom were hacking

[00:17:47] They sandwiched in between the kitten was stuck in the tree and the fire department had to get it

[00:17:53] Crowd strike has had a failed update now. Nobody can fly around the world or this you know

[00:17:58] Or uber was hacked or whatever it is and then they put it in there with like, you know

[00:18:03] There's an expected heat wave to last for the next, you know eight days and the hurricane, you know

[00:18:08] It's it's where they're putting stuff and how the conversations are actually engineered. So people don't feel it

[00:18:15] It's all static. It's white noise. So until they feel it

[00:18:19] They don't pay attention. It's normal, right? We might walk on rocks

[00:18:24] But until that rock gets in our shoe

[00:18:26] And create a discomfort

[00:18:28] We're not going to take the shoe off and then, you know, that's when we take the shoe and we're like, oh

[00:18:32] Get the pebble out of my shoe

[00:18:34] So the colonial pipeline hack was the first time in my experience that I saw that people actually felt it as a whole

[00:18:42] Because the whole southeast, right? They couldn't get gas people were

[00:18:46] panicking

[00:18:48] That was the first time then what right after that

[00:18:52] The jbl meat plant hacks the chicken nuggets weren't being made hamburgers weren't being made, you know

[00:18:59] I'm like and I remember going to the store and seeing moms stand there in the freezer

[00:19:05] They're like, there's no chicken nuggets

[00:19:07] I'm like and so then I asked him I was like, why do you think that is?

[00:19:11] They were like, I don't know. It's like, did you hear about the jbl like meat hat?

[00:19:14] And they were like what I was like, yeah

[00:19:15] And so it brought up a difference so they felt it right crowd strike was the update that broke the freaking world

[00:19:24] So we felt it so you know, the benefit of this is now it's felt

[00:19:30] So having the conversation is actually easier because now we can attribute an emotional connection to it

[00:19:35] And so people remember emotion. They remember. Oh crap. I was

[00:19:39] I couldn't fly anywhere and I had to stay at the airport for three days to get somewhere

[00:19:44] That's inconvenient. You think about not only money lost time

[00:19:48] Frustrate like the whole gamut so

[00:19:50] You know, these are the conversations that I've had with them and I've had people reach out going

[00:19:55] Do you have crowd strike? And I was like

[00:19:58] No, but

[00:20:00] It does it that the conversations for me that I've taken from this is

[00:20:04] All of you have even like cdk

[00:20:07] Everybody has a the supply chain

[00:20:10] Correct. Everybody is dependent upon cloud-based applications running their business to some degree

[00:20:17] So like what happens when those fail?

[00:20:20] What are the contingencies in place that are going to allow you to continue to work or to get back more quickly if they do fail

[00:20:28] So if you are a healthcare provider, right?

[00:20:31] Your app goes down your healthcare platform goes down your edr goes down

[00:20:36] Yeah, or not you know

[00:20:40] EHR, thank you. I was like all these acronyms. I can't keep up with right msp

[00:20:46] so

[00:20:47] If that goes down, how are you going to be able to get prescriptions?

[00:20:51] Put notes and be able to take care of the patients pull up records like it's the whole thing

[00:20:55] I've got client to do this. So to me

[00:20:58] I don't like us having to go through these things

[00:21:00] But unfortunately the pain has to happen so we can have the conversations

[00:21:04] So that people can actually start linking the pain to change

[00:21:09] Because very few people are inspired enough or motivated by the situation by cyber security pack by

[00:21:15] I've vulnerability to make any shift

[00:21:18] No, I I'm with you right there. I mean

[00:21:21] Was it last week? They said almost every social security number for every american is now available

[00:21:28] 2.6 billion records dead and alive and so that

[00:21:34] So here's the deal like we get we try to get like in our world

[00:21:37] They get very

[00:21:39] right techy

[00:21:41] And they talk you said it we talk way up here

[00:21:43] I'm getting my hair done

[00:21:45] Talk into the hairdresser, right?

[00:21:48] And he was he was like, yes, he started asking me about it

[00:21:50] And I was like, here's what you can do right off the bat and he was like, are you serious?

[00:21:55] I was like, yes, like it's great

[00:21:57] So what I think we need to shift the conversation of like people are looking for us to solve problems

[00:22:03] Not create new ones with you need this stuff like we see the need for cyber security people don't get it

[00:22:08] They don't want it until they feel it, but it's like when you what value are you actually bringing?

[00:22:13] Well, I think on the social security

[00:22:17] number tip, I mean

[00:22:19] You know people start finding out that people are opening up accounts in their name

[00:22:23] And then they're going to get stuck with a bag at the end of that. I mean

[00:22:26] And how do they know?

[00:22:28] I mean, they're saying they're going to know when a collection agency shows up and asks in the bank

[00:22:32] Exactly

[00:22:33] But how can we help that point the damage is done?

[00:22:36] Yes

[00:22:37] I think our responsibility if you know evil then you protect against it, right? Like then you do something if

[00:22:45] I come from a military background my family when you know of the threat

[00:22:48] You run towards it and you help protect those behind you so they can do it

[00:22:53] So I would mandate everybody in our sector. You need to be telling

[00:22:56] Communicating with as many people as you can here's how to prevent it so that if it happens

[00:23:02] Like you talk about feeling it

[00:23:06] Identity theft you think I mean you understand the implications of social security numbers being stolen and

[00:23:13] Used for credit lines credit card, you know, whatever it is

[00:23:17] stealing benefits

[00:23:19] It's easy to open up a credit card. It is really

[00:23:21] A credit card and then I know

[00:23:25] If you if you pay attention

[00:23:27] You can liquidate a credit card. So what does that mean? You open up a credit card for

[00:23:30] $30,000 which I would say most Americans could probably get a credit card at the $30,000 limit, right?

[00:23:37] You run $30,000 you run a $30,000 transaction through a merchant

[00:23:43] They're just wiring that money somewhere else, right? And now there's a $30,000 balance in your name

[00:23:49] It's got you effectively cash the card out

[00:23:51] Credit card never going to get paid until you know

[00:23:54] At your door and somebody walked away with $30,000 and like you could do the whole thing and probably 30 days

[00:24:01] Yep

[00:24:02] I mean like what I just said

[00:24:04] Yeah

[00:24:08] I mean like, you know like

[00:24:10] If you have an iphone right you can apply

[00:24:13] For the apple credit card without an application

[00:24:17] They just press a button on your phone and they think they have enough information on you

[00:24:20] They can run up. They can process your application. No no form fill no nothing just press here to see if you approve

[00:24:26] Yep, dude. I mean

[00:24:28] Yep

[00:24:29] So how do you protect? Yeah, it's a D right like and then all of a sudden

[00:24:34] You know, you know it takes

[00:24:37] Seven or eight years for something to come off of your credit report

[00:24:41] Yep

[00:24:42] So let's say somebody does this whole thing $30,000 the cash it out. It's in your name

[00:24:47] It doesn't they don't come and find you it doesn't get the collections for about six months

[00:24:52] Right like they're gonna try the companies get try and figure out why you're not paying

[00:24:56] They're gonna hand it off to a third party the third party

[00:24:59] They're outsourcing it to because at this point they've you know sent it off

[00:25:02] So you don't start getting credit collection stuff until about six months in

[00:25:06] So like six so you're so you're seven to eight years plus six months

[00:25:13] And you're gonna have to deal with that

[00:25:14] For the whole time like so now there are services out there, right?

[00:25:19] You know, you can monitor your credit. You could there's life locks type services, right?

[00:25:23] They like try and catch us at a time

[00:25:25] But at the end of the day it's hassle and like do you have the time?

[00:25:29] Time yep, that is probably when I talked to executives

[00:25:34] Some of them were more

[00:25:36] Alloof to the protection right or I don't care if they get my information

[00:25:41] I have everything. I was like, well, what happens if they if you can't pay your employees, right?

[00:25:45] Like what happens, you know, if you have your credit card stolen and then how long does it take you to find all of these

[00:25:52] The accounts that are actually tied to it and then to go in and update a new card, right?

[00:25:57] So that you can do it so time right the problem that we're solving is time

[00:26:02] And money because they don't want to lose it. So I think

[00:26:06] For me, I think it's important to have a process like we over complicate things because engineers

[00:26:12] Thank god that they understand complicated things

[00:26:15] But the simplicity of it is there's a simple framework that you can have every single time, right?

[00:26:22] With your identity, that's what we have to protect now

[00:26:24] You're going to go in you have to protect the basics protect your social security number

[00:26:29] Protect, you know, go in and get using tech systems.com

[00:26:34] Making sure that any bank account is locked out. You're locked. You're freezing your credit

[00:26:39] You're going to the irs like there's a framework of things that you can do and then even afterwards like if something happens

[00:26:46] It really doesn't take that much time to create a simple process to okay

[00:26:50] Do I have a place where I know where all of my cards are attached? What happens if I am in this situation?

[00:26:56] what's going to be

[00:26:58] You know my incident response to it. So if we can create simple

[00:27:02] Processes for people to use so they don't have to think about it

[00:27:05] They just start implementing. I think that's the true benefit that we can bring to them since we understand

[00:27:11] Right, we understand framework

[00:27:14] We understand process and procedures and then we provide the mechanisms in order for them to

[00:27:20] Follow through with all this to make it easy for them

[00:27:22] I'm with you. I'm with you and like getting the people at the tail end of that pyramid

[00:27:27] You know the people like did the end user right to understand? Okay, you know if you're not doing your part

[00:27:32] Everybody doesn't get paid like that we can get I think that message can be delivered, right?

[00:27:37] But let me flip it around the other way since you use the words frameworks and compliance

[00:27:43] How do you go to a manufacturer?

[00:27:46] Professional services company or whatever and tell them hey

[00:27:50] By the way, yesterday business as usual

[00:27:53] You just keep you're doing what you're doing and you sold stuff and you made money today

[00:27:58] You're gonna have to drop six figures

[00:28:01] Even as a small business six figures that you had not planned to spend

[00:28:05] In order to keep selling to the people that you're selling to because you're in an industry that now requires this additional

[00:28:11] Compliance work to be done and in a nutshell, you know if you don't get this done fast

[00:28:18] Regardless of price if you don't get this done fast

[00:28:21] You you may not be able to generate money anymore. How does how does that conversation go because that's the flip side of this?

[00:28:28] It is the flip side

[00:28:30] I think if you are waiting that long

[00:28:33] As a msp or as a provider for any of that if you're waiting that long

[00:28:37] That's your fault

[00:28:39] And that's not fair to push that onto the client. So

[00:28:42] If you are sitting education up to date, then you understand

[00:28:47] That you need to start having these conversations as soon as they happen

[00:28:50] We have manufacturers now involved with government. So what conversations do you think we started having two years ago?

[00:28:56] Probably some version of cmmc

[00:28:59] Cis and whatever c sets decides to put out today because apparently exactly that'll change

[00:29:05] But to have the conversations as soon as they come up

[00:29:08] So being educated as a provider is I think our priority. So we've got you know

[00:29:13] FTC safeguards were pushed out for auto dealers, right?

[00:29:17] Last year in june and then updates again. I think in december if i'm not wrong

[00:29:21] I could be wrong. So they don't have whoever

[00:29:25] I'm always going to get fact check and people love to i'm like, thank you. I was wrong. So if i'm wrong, forgive me

[00:29:30] But I believe it was the beginning of december was a final

[00:29:33] Push date and so then actually the end of july like july 25th. They actually expanded the safeguards

[00:29:41] To include different industries insurance providers being one of them msp is actually being one of them

[00:29:48] So now we have to eat the dog food that we are preaching to people

[00:29:53] Which we already should have been doing so the conversations need to have happen

[00:29:57] Ahead of time so that you can give them runway to do that

[00:30:02] So if you were waiting and saying hey tomorrow, hold on. Hold on cmmc is a great example and and you know forever

[00:30:08] You know, this is a federal government thing guys, right?

[00:30:10] So like understand that if you're not

[00:30:12] You know, there's a trickle down effect, right? If you're

[00:30:15] Behind somebody who does deal with the government. You're not directly tied into it still could come for you but

[00:30:21] Yep for argument, but like that's changing every six months. Like there is no finality to it. Just keep so

[00:30:28] Thinking it again. And it's like so what am I doing?

[00:30:31] Yep, you had I think that's where you start with the basics

[00:30:35] You look at the framework that's established there. So if you're going to go have a conversation with a customer

[00:30:42] always start

[00:30:44] Everybody while not everybody I can't say that

[00:30:47] There's quite a few people in our industry, you know that it was to me

[00:30:53] You view it as just a new selling opportunity. What can I hawk off to people for profitability?

[00:30:58] I understand business right like everybody wants to do it

[00:31:01] But those conversations tend to die because those are the ones where the client goes

[00:31:06] Well, why do you keep coming back to me and changing it every six months?

[00:31:10] So how how are you handling that?

[00:31:16] Right, how is our industry

[00:31:19] Presenting this to them if and I would say that there's going to be two veins of people

[00:31:24] You've got people who are actually on the compliance and wanting to help you so they understand and they're educating you from the front

[00:31:31] Like hey, this is a

[00:31:33] moving target

[00:31:35] This is where it should be. So this is what's going to be required

[00:31:40] So let's create the pathway. Let's create that roadmap so that

[00:31:46] Every quarter we're we're accomplishing something and getting you closer to that goal consistently

[00:31:52] versus

[00:31:55] Basically, you're like if you wait till the end to do all the work, you're going to be unhappy

[00:31:59] But if you oh god, you do the work even if the last 10 changes you're just there you're right there, right?

[00:32:05] You just yeah this much

[00:32:07] Exactly

[00:32:08] That's so then you you're positioning them either way. They're going to be in a better position

[00:32:13] They're going to be more secure, right? They're going to if you're doing your job correctly

[00:32:18] they should be able to run the business better and then

[00:32:22] I'm like

[00:32:23] The cherry on top is and guess what now you're going to be the prime candidate for

[00:32:29] All of those contracts

[00:32:30] You're going to be preferred vendor to them because you are already there

[00:32:34] You're not having to go retro and then catch up

[00:32:37] So

[00:32:38] I like that. So basically your sentence is

[00:32:42] Hey

[00:32:43] Sure, it can change especially government stuff, right anytime the administration election, right?

[00:32:49] Different people get into power and offices like they change the rule fine

[00:32:52] But if you got 85 of the way there they changed the last leg of it

[00:32:57] Okay, so you deal with that change but now you're standing in line first while everybody else is stuck

[00:33:02] Yeah, I like that. You know burly bird gets the worm. I think everybody's heard that

[00:33:07] What are you going to lose right? What is the worst case to lose?

[00:33:11] In that situation and it's even you look at our industry the ones that are not going through compliance now who are not pushing themselves to be there

[00:33:20] What's going to happen when we start getting

[00:33:23] Mandated when we are out of it now is that going to happen next year? No because there's not enough workers for it

[00:33:30] However, I would much rather be on the front end

[00:33:35] Then being

[00:33:37] Negligent and sitting in the background going. Oh, it's never going to happen and being a trunk slammer

[00:33:41] But you but you bring up one that is exactly in the zone that we just said right? It is there is no

[00:33:48] Visibility it is very very cloudy on this topic meaning yep, you know different different states are saying things and there's not really

[00:33:57] Legislation per se. They're just talking about it and like yeah my federal standpoint, right?

[00:34:03] they're pointing to different things but like nothing's really

[00:34:06] Solidified and like may come but like what does that may actually mean since there isn't even a proposal on the table like

[00:34:13] so like there's all these

[00:34:15] Questions that are very vague when it comes to that top

[00:34:20] There is

[00:34:22] but

[00:34:23] Do you think it's not going to happen?

[00:34:28] Given the access that we have I mean okay with time anything's gonna happen. Okay. Yeah, but let's say it doesn't happen

[00:34:35] It's 2024

[00:34:37] 2030

[00:34:39] I think it'll be here before 2030 if it's not

[00:34:43] I will be deeply surprised

[00:34:45] We have the expedite of AI now

[00:34:48] Right so the things that we're able to do

[00:34:51] You I mean we are sitting on the threshold of the turn of the last century when electricity came

[00:34:59] Right and cars and new technologies were introduced to mankind now

[00:35:05] We have AI has not new

[00:35:08] But the usage the consumption of it is new to the mass populace

[00:35:13] That is going to expedite this process and it's going to be able to streamline things if and it will be leveraged correctly

[00:35:21] I assume right i'm hoping for the best

[00:35:24] In society, but if the criminals are already using it to accomplish their goals

[00:35:31] We should be doing the same thing. So

[00:35:34] I think it's just going to be in it. It's an interesting topic

[00:35:37] I would much rather be on any side being a leader

[00:35:41] Especially for my people if i'm going to be pushing security and compliance

[00:35:47] Is it really benefit of me to not have the standards in place and ready to go but say

[00:35:53] It's like me being a parent do as I say not as I do

[00:35:57] Fair dagly pops in says hello by the way. He says hello

[00:36:01] He says no longer a matter of if it's a matter of when

[00:36:05] Listen, i'm not even arguing that point. I agree at some point someone

[00:36:11] Who's a pencil guy or a pen guy or a pen woman is going to write a law somewhere that's going to get adopted

[00:36:18] Yeah, because we're in the middle fine

[00:36:21] It doesn't help that the government

[00:36:24] Specifically sees the documentation that I've read recently

[00:36:27] Keeps on putting msp is kind of in the middle of a bad sandwich, but I digress it is what it is

[00:36:33] um

[00:36:34] But also the government runs really slow. I mean

[00:36:38] So by time yeah, like you know other than like the average consumer they've seen ai in the movies

[00:36:45] When they go to Best Buy they say computer with ai co-pilot and they're like, what is that?

[00:36:51] But like that, you know like we're messing around with that. They are like whatever whenever comes comes to me

[00:36:58] But from a god so that means in my mind

[00:37:01] fast forward let's say it takes

[00:37:03] You can argue with my timeline. I'm just putting generic. You know general

[00:37:07] Through let's say let's say it takes three years for the general public to really understand what this is

[00:37:12] To realize that there's now a co-pilot button on my keyboard instead of a windows key and like they start playing with it

[00:37:17] Okay, so like the government's got to be behind that like

[00:37:21] So that's what i'm saying like 2024

[00:37:24] Let's say three three six six plus four. That's how I got to 2030 like by the time they actually pick up the pencil and say, all right

[00:37:31] We need to do something here because now people are going to be you know people need to be protected from this

[00:37:37] This after it's out, right?

[00:37:39] Yes, yeah, and that's the thing we've got there's going to be so much transition

[00:37:44] We're in a transitional

[00:37:46] state with technology

[00:37:48] So being able to understand the full implications only takes time and how it's going to be adopted and used

[00:37:55] So

[00:37:56] You know looking on the compliance side. I mean it's all different things

[00:37:59] Right like I feel like now how I have to segment what we do is we have it help desk support networking, right?

[00:38:05] We have cyber security. We have compliance

[00:38:08] now

[00:38:09] Congratulations me and I

[00:38:11] And so now we get

[00:38:13] To see how does this play out like you know enterprise? I just went to the ai conference in

[00:38:18] Las Vegas and so great. I was curious. I was like, what are you guys gonna say?

[00:38:24] Where are you going to do? What um what is happening?

[00:38:27] and

[00:38:28] it's really

[00:38:29] I mean I wasn't super impressed

[00:38:32] Because it's the same things

[00:38:34] You know just wrapped a little bit differently, but for enterprise consumption. I got it. I got a be so let's let's

[00:38:41] Pull that thread for 10 seconds

[00:38:44] I mean microsoft is spending like a ginormous amount of money

[00:38:49] Copilot copilot copilot copilot rebranded it five times

[00:38:53] All right, so for 360 a year per user. What the hell does it get like? What am I buying?

[00:38:59] What does it do?

[00:39:00] I can think of two or three or four things that it'll do like that

[00:39:04] I don't have to be a developer in order to get it to actually do some work for me

[00:39:07] But short of that like it's not really baked out

[00:39:11] So what now like so how do I go to a business owner and say hey, uh, you're not huge

[00:39:18] You know you could be a 2550 80 100 person company

[00:39:22] I want you to take the number of employees you have times 360 dollars and I want you to turn this on today

[00:39:28] Why

[00:39:30] You know how and I wouldn't do it for small businesses for the entire company. I will do it you have to

[00:39:36] First go through. I don't know if you know this

[00:39:38] Matt Lee shared it with me

[00:39:40] Is it copilot has a questionnaire to fill out like are you ready for this?

[00:39:44] Like is it going to be adoptable and usable for you?

[00:39:47] Because I think that's like the first question that you have to ask any company is don't just oh, it's ai

[00:39:52] Let's force it on them. It is the use case is the business case going to be useful for you

[00:39:59] Can you get a profit out of it what I see right now because it's not baked out right because it's

[00:40:06] It's developing

[00:40:07] For executives

[00:40:08] I know for me and this is what I've got companies using it for so I can only say what I know in my experience

[00:40:15] I do not postulate and create grand illusions the practicality of it

[00:40:21] I think that I see is saving executives time for meetings like every meeting that I do I record it

[00:40:27] I use copilot to transcribe it then I ask it questions to pull out key

[00:40:32] Business points then to what are the action items then I say, okay?

[00:40:36] What are the tasks for this person this person this person with the dates then below it

[00:40:41] They create the tasks of the dates then I can just push them over

[00:40:44] Right, then I'm emailing all the people my clients predominantly, you know, here's a summary of what happens so that the communication

[00:40:53] is

[00:40:54] expedited

[00:40:55] For me communication with people is huge because they just want to know what's going on

[00:41:00] Everybody likes the reminder of what's happening and then when I give them that then I can put those tasks into outlook

[00:41:05] And create it on the calendar

[00:41:08] Right, so it's like streamlining basic things that we do every day. I'm not trying to do big fancy things with it

[00:41:13] I'm just like how can I not have to take?

[00:41:16] You know 45 minutes after a meeting

[00:41:18] With all my notes and transcribe it

[00:41:21] Because now I can do that in two minutes and then I can send it out

[00:41:24] Then I can move on and now I'm still I'm being a little bit more productive than I was

[00:41:30] Okay, so your pitch to the executive is for 360 a year

[00:41:34] You will make this money back in you know based on your your effective labor rate of one hour of your time

[00:41:41] Yeah, every meeting ever did is going to pay for itself because you're not going to have to spend the time to go after the fact

[00:41:47] Or have somebody else come behind you and

[00:41:50] Effectively do that but I don't have to highly insistent

[00:41:54] Right

[00:41:55] I don't have to leverage even a virtual assistant to do these things for me to take a transcription and to create the email

[00:42:01] Then I can you know get the tone of it. You know, it's it's all the little things to me

[00:42:06] It's the little it's the foxes that need the greats right?

[00:42:09] It's the little things that nip away at our time

[00:42:11] So the more that's the the most practical use of AI in business right now

[00:42:17] Aside from power bi and getting taking data and put it and

[00:42:21] Allowing people to see and make decisions

[00:42:23] More readily versus having to pull up report after report after report like that's another side of and I'm sure

[00:42:29] Like I just heard here, you know for us for msp is right taking

[00:42:34] The tickets and running scrubbing it out of any pii or ephi

[00:42:38] And putting the ticket through chat gpt

[00:42:41] So that it can read the mood and then from there it starts to prioritize the tickets and then distribute them out

[00:42:48] I'm like

[00:42:50] Practical right that's not co-pilot. So I don't want to digress on like other tools

[00:42:54] But you know co-pilot specifically is it a huge business case right now not so much

[00:42:59] I don't think it's worth it for a full company

[00:43:02] Unless you really have a plan and strategy and how to implement it and execute it

[00:43:06] Otherwise, you're just wasting your money to play around. Okay. So I now listen

[00:43:11] I have to ask the question because you know a lot of people. I mean at this point to me

[00:43:16] It's a toy. It's just a really cool toy for some people who like to play with that toy

[00:43:22] But like from a functionality standpoint, you know, and again, I appreciate that like early bird catches worm

[00:43:30] You don't want to be late to the game aiai

[00:43:32] Everybody wants to make money off of it. But how right like the how part is exactly being figured out

[00:43:39] Yeah, and so again

[00:43:41] It's not over complicating it. What's the problem that we can solve right now that most people deal with?

[00:43:48] time

[00:43:49] Right like how do you get a little bit more time? How can I do more with less?

[00:43:54] How do how can I not have to hire three people that I don't really need because

[00:44:00] I'm good

[00:44:00] How much time do I have to spend to train them to even communicate what I want

[00:44:03] When I can learn how it will cost me some time up front, but I'm gonna save time long term

[00:44:09] So I don't know like I don't I'm not again. I'm not a tech right so I'm looking at practical ways

[00:44:15] How do we take these tools?

[00:44:18] And make it salient for us. How do we make it productive for us so that it can actually do something instead of being like

[00:44:25] Oh, it's a I I'm so cool

[00:44:27] Did did you hear that mcdonald's ran a pilot or they turned on

[00:44:33] An ai in their digital

[00:44:36] Like, you know drive up drive through system

[00:44:38] And like it was almost like a hey google hey seary where it was like collecting what you were saying

[00:44:44] Transcribing it and trying to get that to put the order in for you

[00:44:48] No, I haven't heard that yet. Did it work? It did not they shut it off. They went back to all human beings

[00:44:56] So like

[00:44:58] Think about it's what a society ready for hold on think about the use case though

[00:45:02] It's a finite thing right

[00:45:04] You're only going through one motion. I'm ordering off of a select set of things that I already know about data

[00:45:11] Yeah, like I have a set menu. I want to know what you went off that menu and how many

[00:45:17] That's pretty finite. It's pretty structured, right? Yeah, and they said that it was

[00:45:24] ineffective to the point where the experience was being you know

[00:45:29] degraded

[00:45:30] Yeah, so they went back to it's still better for us to put a human being on the other side of the speaker and put it in for you

[00:45:35] Even if that human being is not actually at the building not the restaurant. They could be remote

[00:45:41] Taking your order and that's what's happening. By the way, a lot of these

[00:45:46] qsr's quick service restaurants are faster

[00:45:48] Like the person like especially the ones that have multiple lanes like chick flaying

[00:45:53] You can like when they're they don't have enough personnel on site to handle all of those

[00:45:59] Order simultaneously their outsource like there's a call center for McDonald's who are literally taking that drive through

[00:46:08] you know call

[00:46:10] Putting the order in and then you know the people at the restaurant are preparing and delivering it at the window

[00:46:15] But like they're not even taking that at the restaurant now. That's been happening for a while

[00:46:19] But the air portion where they're like, hey, we're gonna cut the labor force down by x have the computer do it didn't work out

[00:46:30] Because the customer experience and I get I my questions are always like

[00:46:35] How long until we're actually ready?

[00:46:38] To deal with this because we have the generations

[00:46:42] And what they're used to and so again

[00:46:46] transitional period

[00:46:47] of

[00:46:48] How much like because we are human the core of it. We all want connection, right?

[00:46:52] Like you're never going to be able to really outsource that like i'm sorry

[00:46:55] On my deathbed or if i'm like a robot touching me. I'm like, I'm pretty sure it does every

[00:47:01] To our hard wiring, but how long will it be before we're ready?

[00:47:08] Right to embrace this and do and so what do you think I get your point. Here's what I think

[00:47:15] If you go on to a flat, you know, I'm

[00:47:18] I'm at the point where I'm still buying happy meals because my kids are so young and like so i'm

[00:47:22] I'm buying anything for me. They're like, yeah, I need the six-piece chicken mcdougat with the

[00:47:27] Apples and the chocolate milk and like any two of those

[00:47:30] And like it's just on repeat, but the first thing I ask me every time now is are you using the mobile app today?

[00:47:37] I would argue

[00:47:39] That they are still seeing sub 50 percent of the people putting their orders in

[00:47:44] Before they get to the place on that

[00:47:47] The second they can get that over that marker 50 percent. That's that's just george's number. I haven't talked to anyone

[00:47:53] Yeah, you're ready

[00:47:55] But if they can get half their orders to be put in mobile it

[00:47:59] Digitally before they even get to the place and you'll notice that like the chick flays

[00:48:02] They have the digital order lane. That's always

[00:48:05] And then they have the right. Yeah, oh it's full the second that starts to flip the other way

[00:48:10] I think that that will maybe get turned back on but like

[00:48:13] The difference is is that I'm not taking the order on site. You've already put the order in before you got there

[00:48:19] Yeah, eat that component

[00:48:22] I think that was the last part of what you said

[00:48:25] I said, I don't need the on-demand in you know transcription

[00:48:29] At the speaker component

[00:48:31] I still but I think the problem right now to that

[00:48:35] age gap generational divide technology

[00:48:38] you know assimilation thing is

[00:48:40] Like the bulk majority of their orders are being taken on-demand in real time and not ahead of time and so like

[00:48:48] That's why that's what

[00:48:51] Well, we've had what

[00:48:54] Or do you say qsr?

[00:48:56] Yes, quick service restaurants. Yeah

[00:48:59] They've been around for what 50 60 years and we've been trained

[00:49:03] To behave a specific way so again, how do you what?

[00:49:08] How do you do change you're either inspired or motivated to do something different or the pain of it?

[00:49:14] So if the experience

[00:49:16] Right, if the experience is going to be degraded

[00:49:20] But then that's profitability. So like that train can go down

[00:49:23] I just want to see and I think you're right the lead indicator is going to be when people start putting more into the

[00:49:28] mobile side of it

[00:49:29] Like do you even need to have a drive through?

[00:49:33] If you can just like the modern day drive through

[00:49:37] What is the next iteration of that?

[00:49:39] What does what does our future look like, you know with I'm like I god got help us if we go to the jet zing

[00:49:46] And then get killed and we have to be

[00:49:48] I'm like no, I don't want that

[00:49:50] Because it's the experience of food that's comforting right so it's you know, you've had a bad day

[00:49:56] I'm sorry going to Chick-fil-A and getting a spicy chicken sandwich and some macaroni and cheese

[00:50:02] I'm like comforts a soul brother like there's something to that so it's but I see what you're saying

[00:50:08] You know, we're not ready. We're not by any stretch of the imagination. We're just starting to flirt

[00:50:15] We see AI across the room or like hey you cute

[00:50:18] I think I want to talk to you a little bit and now we got to see

[00:50:21] Is how do we assimilate it into the every day?

[00:50:26] It's the practical things is where I think it'll win at not the the high level

[00:50:31] I mean security the whole different beast and how can leverage that and do that. That's a different conversation

[00:50:36] They were just talking about the everyday

[00:50:39] Use cases for it that people can actually invest in it or see the the cost and be like hey

[00:50:44] Yeah, 260 bucks times what 100 so 30 $70. Is that worth it for my company?

[00:50:51] Is that is that a person that I can eliminate?

[00:50:54] 360

[00:50:55] 360 yes, sorry. Thank you

[00:50:58] Okay, that's $100 in the room

[00:51:00] um

[00:51:01] It'll be interesting to see where it goes. I you know, I just

[00:51:04] Even in our own sandbox msp land, you know, I I I caution people

[00:51:10] I mean, I'm a toys guy look at the rest of them, right?

[00:51:14] Like I love playing with new stuff bleeding edge

[00:51:17] Let's see what you can do today that you couldn't do yesterday all there all for you but

[00:51:22] In reality and this topic I think ties right into it. It's like hey

[00:51:27] Let's also be practical and try and make sure that we're not creating a problem for ourselves, right?

[00:51:33] So like you're feeding all these ai

[00:51:35] You know

[00:51:36] Entities with data that you know to your point now the ticketing data

[00:51:40] I still see a lot of people sending in credentials in the freaking plain text email that comes in the ticket

[00:51:46] Like this is a problem. You start feeding that into the scene and bad things that you know can happen not and it's not a jump

[00:51:53] Right, you're like, ah, what's the probability? Hi

[00:51:56] Yeah, hi

[00:51:57] Yes

[00:51:59] Yeah, because the generative part right? Yeah, that's the thing it's off and again

[00:52:05] That goes back to are we

[00:52:08] Are we operating the framework? So whatever compliance framework basic cybersecurity frameworks?

[00:52:14] Do we have the policies and the procedures in place?

[00:52:19] Because the mechanisms will only support that I don't care how many freaking tools you put out there

[00:52:24] It's a basic policy is not followed. Which is do not email people ephi

[00:52:31] I have I make what my clients. He's like Mary. I was like, I don't know. I don't know dude

[00:52:37] I'm like you guys have to actually take action deal with it

[00:52:40] So to your point fundamentals a lot of stuff always come back comes back to the basics

[00:52:45] Are you doing the basic policy and the procedures so that you're protecting all of this stuff? And the answer is

[00:52:53] I can't wait Mary until somebody tells you well. Hey, Mary. I mean all the social security numbers are already out there

[00:52:59] What do I care?

[00:53:02] Right? I'm like sure. Somebody's gonna sell you. Yes

[00:53:06] Who cares it's already out there

[00:53:09] Yep, I'm like don't care. I'm like

[00:53:12] That's your choice

[00:53:14] You I'm like congratulations. You have all the power in the world because you have the option to care or not care

[00:53:20] Just understand when you don't care

[00:53:23] These are ramifications. So if you're cool with that

[00:53:26] Thumbs up brother. I'm like if you're not here's the path

[00:53:31] That's what until they feel the pain here. I'm gonna drop I'm gonna drop dexley on here for the last couple seconds

[00:53:36] Not all in a second

[00:53:38] There you go. What's up my friend?

[00:53:43] How you doing?

[00:53:45] Oh, you know

[00:53:46] Another day man another day doing good, you know, uh, Mary. I gotta I sent you a text out there

[00:53:53] I don't think you have read it but I

[00:53:55] I gotta say that it's so refreshing

[00:53:59] to

[00:54:01] hear you uh to listen to you because

[00:54:04] You come out and present yourself as a very

[00:54:09] Open and honest person

[00:54:11] Oh, yeah, I agree and I love that. I really I mean

[00:54:16] That's one of the reasons why you know, you and I get along so so well

[00:54:20] You know, it's really refreshing and you know, I don't want to bad mouth everybody else who has been on this show or

[00:54:27] any other show but

[00:54:30] I'll I really love the openness

[00:54:33] and and and the honesty

[00:54:35] Of how you carry yourself and present yourself. So

[00:54:39] I just gotta say thank you

[00:54:42] I'm pleased that taking sandwich and mac and cheese wasn't like the killer for jewelry

[00:54:46] Oh

[00:54:47] Yeah, no, Mary

[00:54:50] No, I mean listen, I mean, you know to to that point, right? Yes comes across as like

[00:54:55] Hey, I'm talking to somebody that you know, it's very confident, right? But like, you know, I don't question what what you're saying

[00:55:02] But she also has a good a good way of hey, I'm putting things out there in a way that like

[00:55:08] I'm not asking you to overthink what we're talking about and you don't have to go start

[00:55:12] Googling acronyms either. Right? Let's just have a

[00:55:15] straight up conversation

[00:55:18] Like I wish everybody could break the conversation down to that because I think our industry gets

[00:55:24] Just like doctors just like lawyers

[00:55:27] The mechanics right like they just get into all of this

[00:55:31] Leap, you know, you know, I'll use legal ease the curse of not

[00:55:34] George like, you know too much and how do you distill it again?

[00:55:39] The beginning of our communication with communication

[00:55:42] Yeah, yeah

[00:55:44] And you know, and that's actually how how we should all communicate

[00:55:48] With our clients right, you know, I approach things

[00:55:51] Uh

[00:55:52] And I've said this many many times

[00:55:55] Uh, you know when I go into a meeting whether it's with an existing client or or or a potential client

[00:56:02] I I don't go with the money sign

[00:56:06] In my head

[00:56:07] I I really don't you know, we all have to make money

[00:56:11] There's no ifs or buts about it. We all want to make money. We all have to make money. However

[00:56:17] Um

[00:56:19] I go in genuinely

[00:56:22] With the intention of helping

[00:56:24] businesses helping people

[00:56:27] and

[00:56:28] Listen to them come up with solutions

[00:56:31] Uh, uh

[00:56:34] You know, the money will come at some point

[00:56:37] And if and if it means that I need to

[00:56:40] Help them at the beginning whether it's with my time or

[00:56:44] or

[00:56:45] you know or

[00:56:46] My you know money coming out of my pocket

[00:56:50] I'm willing to do that if they're willing to work with me

[00:56:55] Because

[00:56:56] That will establish a really good relationship a very loyal relationship

[00:57:02] and um

[00:57:03] In communication, you know, I'm not going in there to to sell things

[00:57:08] Uh at the end of the day. Yes, that will come

[00:57:12] But I'm there to solve problems whether it's leveraging what they already have

[00:57:18] You know to begin with

[00:57:20] And then we get them, uh

[00:57:22] Little by little to the place where they need to to be right?

[00:57:26] Uh

[00:57:27] But again, I don't go in

[00:57:30] With the money sign in my head. I go in

[00:57:34] Excuse me

[00:57:35] With the intention of actually helping

[00:57:38] That's fair

[00:57:39] And so if you like what you heard there, Delegly will also be joining us

[00:57:44] Uh in Denver at Community Mines

[00:57:46] So here's two people that remember when I started this I said hey

[00:57:51] I learned the best when I talked to somebody who has figured something out works or doesn't work and like

[00:57:57] Why should I have to take the idea of something and try and prove it when somebody else has already done that learn from other people?

[00:58:04] This is it. This is how you learn from other people right here. So

[00:58:08] If you're not doing anything that's step 25 to 26

[00:58:12] I encourage you to join us in Denver because this is how we're going to talk about things

[00:58:18] And if you don't take anything away from what other people have figured out and haven't figured out

[00:58:24] I question if you you know, you know, what what can you get anything from any event you've ever been from been to?

[00:58:30] Yeah, I question that but I digress. That's my opinion

[00:58:34] Guys this session was recorded

[00:58:36] I can't wait to talk more to Mary and Delegly for that matter. These are really smart people who

[00:58:41] I think I could just like talk shop and like have maybe a Chick-fil-A sandwich for ready to go and

[00:58:47] With mac and cheese

[00:58:50] That spicy chicken sandwich goes a long way

[00:58:52] Uh, so you know

[00:58:55] Come to Community Mines see Mary see Delegly this session was recorded

[00:58:58] We're going to park it at mspnation.com under sessions the youtube page of podcatchers

[00:59:02] Mary if somebody wants to reach out to you before they even get to Community Mines, where can they find you?

[00:59:09] Uh, LinkedIn Instagram Facebook. We've got my website emails

[00:59:14] All the standards nothing unique here. We're keeping it simple for people to communicate

[00:59:19] Awesome. So if you're listening to the audio version of this Mary Hamilton from mad data IO

[00:59:24] and uh

[00:59:25] Delegly de gli if you don't catch the spelling of that

[00:59:30] Mendes and both of these guys are online and they love to talk to people because they talk to me and I know

[00:59:36] All right guys. Thank you very much catch y'all in uh, catch you in september

[00:59:41] Thank you so much

[00:59:43] Here's class