Editor's note: This transcript has been lightly edited for clarity.

Seth: Hey everybody, welcome back to the REtipster podcast. This is Seth Williams. Before this starts, I want to take a minute and explain what you're about to hear because I'm doing something today that I've never done on the show before. So this is an encore of episode 263, my conversation with Callan Faulkner from back in March of this year,

Seth: So if you've been listening for a while and this sounds familiar, that's because it is. I'm not trying to pass this off as something new. I'm putting it back at the top of the feed on purpose.

Seth: And I want to tell you why. So if you don't know Callan, she was a land investor for years before any of this. And now she runs an AI education company called The Uncommon Business, where she teaches business owners how to get AI actually doing real work in their businesses. And when I recorded this with her back in March, we talked about how AI was turning into something that can do the work itself instead of just answering questions when you ask it. And at the time, I was still kind of early in figuring this stuff out for myself. And it's been about six months since then. And I've built a bunch of this stuff into my own business now. And it is incredible what AI can do right now and how much of the workload it can take off your plate if you know how to tell it what to do. I mean, you'd be shocked if you're not already doing this stuff for yourself. Like there's a system I use where I can give it a state, a county, and a parcel number, and it hands me back a full due diligence report with a satellite map that used to take me the better part of an hour to put together by hand.

Seth: And that came directly out of the ideas in this conversation, along with a lot of other stuff I've implemented since then. So I went back and listened to this episode again a few days ago, and I can tell you, I got more out of it this second time that I did back in March. And the other reason for the timing is that this coming Monday, September 28, Callan is kicking off her AI employee bootcamp. These are three live sessions where she's sharing her screen and showing you how this works inside of her company. And one of the sessions covers real estate and land investing specifically.

Seth: Tickets are 97 bucks and everything is recorded. And if you sign up through the REtipster affiliate link, and full disclosure, that's exactly what it is. REtipster earns a commission if you do. You'll also get free admission to a one-hour session with me on October 13, where I'm going to show you what I'm using AI for in my own business right now. It's free, it's recorded, and it's going to be my gift to you if you use the REtipster affiliate link. That's the only way to get the invite to this session I'm putting on. That link and everything else is in the show notes for this episode, which you can find at retipster.com forward slash 263. And one heads up before we start, we recorded this in the spring. So if you hear either of us mention anything that sounds like an old date or an old name for her bootcamp or anything like that, just know the current details are all in those show notes, which again is at retipster.com forward slash 263. So with that all said, here's my conversation with Callan Faulkner. Alan, welcome. How's it going?

Callan: Thank you, Seth. I'm so excited. We've had many conversations about AI, but this is the first time where you've been through my full experience. So I have a feeling this one is going to be even better than all the ones before. So I'm super excited. Yeah, totally.

Seth: Totally. So like I mentioned, a lot of people listening to this have at least heard of you if they haven't talked to you personally or taken your course in the past. But I'm just curious for people who maybe don't know who you are, the three or four people out there, who are you? Like, what is your background? You know, tell us just quickly about the experience you had in land and how you pivoted to the AI education space. Just give us the rundown.

Callan: Yeah, I love it. Well, for those of you that I know, I miss you and sending you guys so much love. For those of you that I don't know, my name is Callan Faulkner. I've been in tech automations, building efficiencies for the last 16 years. I started my career doing CRM implementations for Fortune 5000. So I would go in to big companies, hospitals, manufacturing, hospitality, everything in between. And I would look for Excel docs. I would look for handwritten notes. I would just go in and watch people work. And I would find so much inefficiency. And what I've found out about myself is that inefficiency is my worst nightmare. I hate it in my house, in my life, in my business, in my home. I remodeled my house and the whole thing was about the flow and the kitchen and putting the garbage can and the spice rack in the right place. So I am just obsessed with making things feel easy. So the story goes, I was in this technology It was very toxic, I worked for a.

Callan: Just some not great people. And I was like, Oh my gosh, I, I don't, I don't like technology. I'm going to leave. And I listened to podcasts on land investing as many of us did. And I said, well, people are making money doing that. Well, why don't I drop everything and go into land investing? So I started my land investing business in mid 2020, went through a program.

Callan: That many of you know, and started that business up. Within about 30 days of being in that business, I started building Zapier automations inside of FollowUp Boss. I started at the time, actually, I was in Pebble really deeply. I was building all the automations inside of there. I started building DocuSign out. And then we eventually went to PandaDoc because it had a better Zapier flow. And people were watching me and saying, what in the actual blank are you doing? I was like, I am automating my entire business because I don't want to do all this manually. And back in 2020, people were still mailing contracts to sellers. They still were not fully on board with any of these automations and nothing even close to what you guys have now, Seth, with Right. So I became kind of this tech girl for land investors. I found launch control in at the end of 2022. I was like, why are we sending mail when I can just send a text? Why can't can we start doing some AI cold calling? You know, obviously there was less regulations back then. So I kind of started doing that. I started a company called REI Optimize. We were building efficiencies, building CRMs and doing lead generation for land investors.

Callan: At the time, my business was amazing. We were crushing it, but I still was doing everything. I still was the bottleneck. I still was documenting every SOP. I still was the person that people called when they needed to figure out how to answer a seller's question. I still was the one that was called when we had a complicated title deal and they needed help working out the steps. We were still relying on, deeply relying on our attorneys to look at the subdivision code and tell us what was possible or not. In July of 2023, I saw ChatGPT for the first time and I was in the middle of a few entitlement deals. I obviously had four VAs doing lead gen who were calling me every single day asking questions. And I realized...

Callan: This tool is so much more than writing emails. This tool could be trained to think like me, to write like me. And I mean, just at the time, obviously documenting SOPs, but then putting all of our SOPs in a custom GPT and then giving my VAs this place to go. So I started to realize I can be successful with the automations and the efficiencies, but I still am the bottleneck and the humans are still the bottleneck. So that started my journey. I ended up shutting my land business down and REI Optimize down in 2024. And I went all in on AI coaching education. I now run the fastest growing AI education business in the world called the Uncommon Business, which is absolutely insane to say. And we teach founders, leaders, and humans how to build, train, and deploy AI systems to double their outputs and increase profits and run the business that they dream of.

Seth: Yeah, that's awesome. And it has been so cool to watch Callen grow over the past, really since I knew her. I feel like every single year, she's exponentially better at everything she's doing. She's just going up like a rocket ship. A lot of people that I know, well, we're just sitting there with our jaws on the floor. How is she doing this? On one hand, it's kind of a no-brainer. I mean, she's a genius. She's a very good communicator, but it's cool to see somebody who really extracts their own potential like that and just shoots to the moon. So it's been really cool. Thank you, Seth. On the whole AI front, since ChatGPT became a thing, it's just been going like crazy. Not just Chachie, but like everything in the AI world, just all these new things every single week that you could never even imagine doing the week before. And I'm wondering, what do you think has changed the most in AI over the past maybe six to 12 months that people aren't fully grasping yet?

Callan: What has changed the most... In the last three months. I think in the last three months, we've had more change than in the last 12 months combined, especially with Claude. If you guys don't know what Claude is, it's the biggest competitor to ChatGPT. I am using it pretty much exclusively. I really don't use ChatGPT at all. I really am frustrated with ChatGPT. I think their product is half as good as what Claude has come out with and we can talk about that more later. I used to be very hesitant to use the word AI agent because agentic AI or an AI agent is saying that AI is working, without human involvement, to complete a goal.

Callan: And I think parts of that have been possible in the past. For example, with a custom GPT or with a cloud project. Amazing results. Before we started recording, we were just talking about, Seth has a sales cloud project that we teach in our program that knows everything about your product, knows exactly how to handle objections, knows exactly how to respond to a text or an email with the best foot forward. We're shifting beliefs rather than explaining tactics. It is your best sales rep, but it still has required a human touchpoint or pretty significant development with N8N or Zapier or make.com. And people have created AI agents with N8N, but you're not a non-technical marketing manager is not spinning up an AI agent in N8N. That's just not a reality. You're hiring an AI developer. You're doing a significant amount of training. So I've been hesitant to say like, you're building an AI agent. Okay. So now Claude, A program called, well, let's just, there's multiple programs inside of Claude, but we'll talk about the benefits. The payoff is Claude has the ability for you to train it on a skill. So let's say, for example, are you writing SEO blogs?

Seth: I do write blog posts from time to time. Not as much as I used to, but yeah.

Callan: Okay. So let's say this is an initiative for you. Let's say you want to step in, you want to start showing up on ChatGPT when people are searching for the best land coaching, the best land training. I want to get into real estate investing. We want you to start showing up. And notice I said ChatGPT. There's SEO, which is showing up on search engines. Now there's GEO, which is showing up on AI search engines. So let's say that Seth is sitting back. It's one of his quarterly rocks. He wants to start showing up better. And we're in AI, we're talking about it. And it's like, you know what, Seth, you need to start posting three times a week, very valuable information. And Seth will go in and he'll say, Okay, I don't know exactly what kind of posts I should be writing. Can you go out and do deep research on exactly, you know, be a world class SEO, GEO blog writer for real estate coaching businesses, and for or for even better for real estate software for real estate CRM for land investing specifically? What should I be writing about? How long should the post be? What kind of links should I have?

Callan: Think there are tons of things I don't even know about what's possible there. Go build me a guide on what I should do. So it goes out, does all this research, it builds you exactly how to build this blog out. You can now say, Claude, I want you to train yourself on all of these things that you just told me. I want you to train yourself on being the best SEO, GEO blog writer, and I want you to add it as a skill in your database. It will go boop, boop, boop, boop, boop. It will train itself on a skill. Now we've been able to do that right in the past. We've been able to train it on this skill, but now we can have this skill be scheduled. So when you go into Claude now, there's a new little section called scheduled tasks. We can now in plain English say, Claude, every Friday morning at 7am, I want you to go out and run the deep research prompt on understanding what's happening in our industry, going on Reddit at threads, pulling this, this, and that. Take all of your research. And then I want you to run the Claude skill to write the SEO, GEO blog post. And because Claude is connected with all of your various apps, the next level is you could actually train it to say, once the blog post is written, I want you to Slack it to me.

Callan: When I give you the thumbs up or say, yeah, comment, yes, you have to wait for that. Once I say yes, and it's approved, then I want you to log into my WordPress with this login, with this password. And I want you to go to click on this button, this button. I want you to add this, the meta description that came from your skill, the meta tags that came from your skill, paste the blog and publish it. That has not been possible before.

Seth: I started using Claude Cowork three weeks ago and it is insane what it can do. It's like having a person that you can let into your accounts and it'll just do stuff for you. And it does it pretty good.

Callan: I've been very hesitant to use the word AI employee, but we now have over 50 AI employees working inside of our business that are managed by the humans. And a new, I mean, this is probably the last six months I've been saying this to every human that works for me. The human's job is no longer to do the job. The human's job is to train people, and deploy and retrain AI employees that do the job. And obviously, there's times when there's strategic things and things that require intuition, and, you know, feeling into your body and knowing what the right choice is. But that's also why I believe this is going to be one of the greatest spiritual awakenings of our time, because intuition and being so connected with your body in your mind has never been as important as it is now.

Seth: With this whole AI agentic thing, where like an AI employee, for example, where do you think the guardrails should be with that? Like, what are the real risks of having an AI agent just take control of my computer and go act like me on the internet? How do you say, no, don't go this far? Or at what point am I being stupid with this? And at what point am I being smart with how I use this technology?

Callan: This is how I think about it. And I want to give you guys a little backstory before I answer this question chat gpt is owned by a company called open ai and they were the first ones to start they were the first ones that came to market there was a group of leaders working there in the beginning, that were all building together two of them were seeing what was happening inside of open ai and they were very frustrated with the data security, they were really turned off by the lack of care around data.

Callan: ChatGPT. So they left and they started their own company called Anthropic, which owns Claude. So when Claude started, the entire purpose of Claude being started was to be the safest and most trustworthy large language model on the planet. If you go to trust.anthropic.com, you can see all of the different compliance and the different pieces of information. I am not in a business that requires compliance. I'm not in the financial world. I'm not in the healthcare world. I don't deal with social security numbers. So my use case, also a lot of our real estate investors, you guys listening, we're pretty good. Like we don't have a lot of data that I'm concerned about, but the golden rule for me is, do I feel like, would I feel comfortable uploading this data into any cloud, into the Google cloud, into the Amazon cloud? I trust Anthropic like that, but I also know Anthropic so deeply and I've been following them and using them for three years. So my rules is if you're dealing with Social Security numbers.

Callan: Let's not. We don't, you don't have to. At the end of the day, I do feel comfortable with Claude. If you are any bit of risk oriented, I would not. Here's what's coming though. In the next three to six months is Claude is going to introduce something called bring your own key. And what's going to happen is you will open up a Claude instance. Claude's going to hand you a key and encryption key. You have to save it on your side because the fear is let's say that you get sued and the person suing you is going to go to Claude and say, give me all the records of every communication you'd ever have with this person. Legally right now, Claude has to do that. So I do say, like, if you are talking about tax strategy or things that you're doing and you're not exactly sure if you're going to do it or not, just understand that these records could be shown in a court case. So that is where my mind goes about what I am speaking to or not. And I'm obviously... For tax strategy wise. I am doing some big plays of investing in construction equipment and all these types of things. And I'm totally fine if a court subpoenas my records. But if you're not, the bring your own encryption key would mean if you got subpoenaed and they went to Claude to say, give me the records, they say, no, we can't because Seth is the only one that has that key. It's his environment. So that's going to change a lot about security.

Seth: So when I'm thinking about a real estate investor or a land investor, I could probably get this answer just by asking our community, but in your opinion, what are like some good use cases for how they should be using what's possible with AI right now? Because this is really easy for me to think of stuff when I think of RE Tipster or Stride CRM. When I think about like real estate specifically though, I know like researching markets can be super useful when using something like deep research. Cloud Cowork, I had it researching properties on Zillow the other day for me, although it was kind of annoying because Zillow makes you like push and hold a button to make sure there's actually a human there. I think they've just always had safeguards in place so that agents and stuff can't go crazy on their websites. But aside from that kind of thing, what are some of the most obvious or even less obvious use cases that a land investor or real estate person should be using AI for?

Callan: I'm smiling because I used my clod this morning. So I have one real estate deal, land investing deal that I'm working on. It's been the absolute deal from hell. It's an entitlement deal in Florida that we've been working on for four years. Oh my God, It's unbelievable. So in that deal, there have been 12 contracts, 25 meetings. We're talking to wetland environmental groups. We're talking to engineering groups. We're talking to our buyers, multiple different multifamily potential buyers. We're building offer memorandums. We have calls about 50 different easements on the property, both utility and not. We have calls with the title company. I do not have any mental bandwidth to carry any of that. And I don't want to. They talk about all this stuff. And I am like, I have my granola transcript tool running. So what I have done is I have loaded into Claude Cowork every single contract. The last 25 hours of transcripts with the sellers, the amount of group, with everybody, with everybody. I have trained a Claude skill to know every single detail about this deal. It has every single contract. This morning, they were wondering that we were on the call, literally on the call two hours ago, And they were like, well, what happens if one of those sellers walks away from the deal without asking me?

Callan: Oh, what do you expect? What do you want me to do? You want me to go read the contract? I'm not going to do that. Well, you know, I go into my little Claude. I'm like, I want you to be a world-class land use attorney right now. You know, you know, everything I pay you a thousand dollars an hour. I want you to slowly take a breath and read every line of X's contract that you already have. I don't even know where it is, but you have the Google drive link, you know, where all the contracts are. It found, this is in Claude code, by the way, because Claude code is like co-work on rocket fuel, it found the two line items that we needed within 15 seconds i brought it back into the call i said hang on one second, because y'all are so lazy you don't have any ai trained on this entire deal but i do obviously because i'm a genius and i brought in i said an addendum and in the addendum 6b 16b it says blah blah we can we have the right to sue for damages which are at this point over six figures once we hit over the six figures mark blah blah blah blah blah, blah. I'm like, oh my God, great. Wow. We have that to stand on. You guys listening and land investors work so hard to hold all of these details in your brain. And the reality is a lot of us have no experience in land investing. I didn't. I had zero experience in land investing. I didn't know what a setback was.

Callan: I didn't know how to do due diligence. I didn't know what zoning was. I mean, I like kind of knew, but I didn't know. I didn't know anything. So I have this real time for every single deal that I was working on, a full blown AI brain that holds all those tiny little details. And then when I get on a call with an engineer, we do not end that call until I go into Claude and I say, here's the transcript so far at give me five more high impact questions that I'm not thinking about right now that I would regret not asking delivers me five questions. And then the I did that this morning, we were on the phone with our engineer and it gave me the five questions. And I was like, Oh, by the way, what is the timeline on the on that easement. Oh, by the way, what is the final, like, what's the cost estimate to get this from this? Oh, by the way, is there possible to do this? And he's like, wow, it's a really good question. I'm like, yeah, obviously. I'm a land expert. I'm not. But because I've trained this tool and I use this tool so much daily, I'm able to offload the thinking, the pattern recognition, the remembering to Claude. And my job is to stay intuitive, keep the relationship with the seller, keep their relationship going with my broker and really stay, let them do the work. And I just keep it moving.

Seth: That was one of my biggest takeaways when I was taking the Automate to Accelerate this past fall. Callan teaches this thing called the Brain Guardian. She's got this giant prompt that you start with, and it basically starts by asking you a bunch of questions about you and your business and who you serve and what the products are, why people do or don't buy them, who your competitors are, just like all the stuff. I think it took me like well over an hour to like tell the things about my business. And then it comes back to you and provides this giant overview, kind of like a knowledge base of the entire business. You can take this and then create, what I do is a clawed project, but it's basically like this brain that thinks like me. And what's great about this is like, when a question comes up, when I need to write an email that sounds like me or whatever, whatever the thing is, I can throw it at this brand guardian and like, it just kind of says what I would say because it knows everything it needs to know you know,

Seth: And the beauty is from there, Callan also teaches this sales wizard, which is a separate thing, but it's related to the brand guardian, where you go through a similar process and it understands like, what exactly is your product? And like, why would a customer want it? Tell us some success stories, some testimonials, like all the different things. And now you have like an actual sales agent that can answer sales questions. I was able to take this and we set it up on stridecrm.co. There's a little widget in the lower right corner where customers can now click on that and start asking it questions about what can stride do? Here's where I'm coming from. Here's what I want it to do. Can I do that? Or I'm worried about this. Like, is it really going to be able to help me? And it will answer truthfully whether it can or can't do it. And it's literally at the point where like, we could have hired a human to do that, but we kind of don't need to anymore. And you can even call this thing up on the phone and talk to it. And it sounds quite real and quite human. It's just amazing. And I mean, it's one thing to have these tools in place. I mean, that's a big enough deal. But one of the bigger takeaways that I had is that, oh, if I can do that, then I can probably do this too. And this idea of having AI interview you and ask you the questions is a huge revelation because there's a lot of things that like, I don't even really know what to tell the thing, but I want it to tell me what to tell it. And when you just have to start answering questions, it makes it a lot more digestible and easy to get the information out.

Callan: 100%. Yeah, I think we miss that. And I also think as a land investor, I don't know why it's like this, but land investors don't invest money in A players, I don't find. And so we rely on people that maybe haven't been trained very well. Maybe they have not had a lot of experience. And so what happens very quickly is that these people rely on you to do the critical thinking. And then they'll call you, they'll slack you, and they'll say like, hey, I'm not going to, you know, hey, there's this big title deal and I want to talk to you before I, but absolutely not. With this tool now, you can train AI, you can have it interview you. Maybe you have it. If I was doing this again, and I actually showed this last summer at a land investing event, When I first started doing land investing, I was investing in Pahrump, Nevada. And one of the reasons why I was so good at it was because there's all these secret rules in Pahrump, Nevada about water rights. And I just so happened to find the best realtor in Pahrump, Nevada. She knew everything about water rights. You could buy land on one street and that next street over does not have water access because they're running out of water there. So I interviewed her for like two hours and she kept training my team and training my team now at the time I wasn't recording the training, But if I was doing this again, I would get on the call with the realtor.

Callan: I would throw her addresses and she would talk out loud about how she was comping them, where she was going, what she was looking for.

Callan: I would bring all of that transcript into Claude. I would train it on a skill for pahrump comping. And what I would have our virtual assistants do, if I was doing this again, is say, hey, I want you to invoke the pahrump comping skill. I'm comping a piece of land in Pahrump. And in that skill, you train on all the links that they need. You train it on the step-by-step process. You train it on everything they need to look for. And AI just guides them through the process. And if they get stuck, they say, I'm stuck and I'm freaking out. I'm really overwhelmed. They don't know what to do next. And AI will guide them. And then as you improve it, your job as the leader is to continuously improve that skill. And so when you learn something, you'll come back into Claude and be like, oh my gosh, I just learned this thing. We accidentally miscomped this property here. And the reason why is XYZ. Can you update the skill with this new information? So that my team obviously has all this latest information. So again, your job as the leader is to train your humans. Ideally, your VAs are building this AI employee for you. But again, that's where critical thinking has never been more important. Personally, on my team, I do not have a single human working for me that doesn't have a management ability or a leadership ability because every human on my team manages and trains AI employees. So it's really changed who I'm hiring and how I interview them.

Seth: I think that is going to be like the future superpower that everybody needs is a critical thinker. Everybody can get like answers with AI. And I think it's enough that like, if you know nothing about a thing, it can bring you up to that at least intermediate level. But it's kind of hard to bring somebody to that expert, actually experienced level. I mean, maybe with some things, but... I mean, there's all kinds of stuff in the land business that like, you just can't speak with authority unless you've been there and you've done it. And this is probably true for pretty much any profession, right?

Callan: But that is why as a land investor, your genius in a particular market needs to be documented and trained in AI. You need to go into Claude right now and say, I've been investing in Spring Hill, Florida for the last three years. I have learned so much about this market. I don't even know where to start. I want to build a Claude skill that knows exactly how to comp exactly how to do subdivides exactly how to know if it's a great entitlement situation can you interview me with a series of 20 to 30 high impact questions and maybe I even do some fake comping you give me some parcel numbers or addresses and I will comp it live in front of you while I'm talking so that you can start to extract the frameworks and the IP, that I have that I don't even realize that I have because that's really what's happening right is like people these experts have these ways that they do comping or you know i've been telling ajay i'm like you have ways that you sell that you can't even communicate because it's just so, natural to you and ai for the first time can in plain english say okay this is how you this is how jeremy does comping in waco texas, He thinks about this. He thinks about this. He thinks about this. And it's not going to be 100%. But if we can get your VAs 90% there versus 40% there, we're dramatically decreasing the energy it requires for Jeremy to run the business.

Seth: I almost got to think we all have monetizable IP in our heads. Every single person. We just haven't really thought about actually packaging it up right or even clarifying what that is.

Callan: You have so much that is in there. Even how you do this podcast. Seth.

Seth: I'm joking.

Callan: I'm joking. Oh my God. I was like, do we need to have an identity conversation? Oh my God. Maybe, maybe offline. So one of the things I do after every coaching call, even after this conversation that we're having right now, I have a Claude skill.

Callan: It's basically a prompt on steroids. And it says you're a world-class framework and IP developer. And you find secret frameworks and knowledge that is buried inside of transcripts that the speaker doesn't even know exists. Please review this transcript to extract any piece of framework that could potentially be a piece of IP or go in a chapter of a book and extract it and put it into a notion database called Callen framework. So my team is constantly trying, my AI team, every framework or every transcript, we're pulling out all the frameworks. We're also pulling out all the stories that I told because now for every single keynote that I do, or even when I'm teaching, I always try to tie it back to a story. Now when I'm just spitballing stories, it's being sent into a database. That's more for me because I'm a content creator, not as necessarily as important for a land investor. But I think the biggest issue is land investors are doing way too much work by themselves. They're going into their little basement office and they're comping deals for two hours before dinner. And they're not training an AI as they go. And that is how they just get so bogged down. You know, a lot of us left our W2s to have more time. And this business starts taking way more time than our job. And we're making less for most of us. And that is what I'm really passionate about is like, it doesn't have to be that way.

Seth: Do you think AI is making us dumber in any way? I almost have a hard time thinking of things now without consulting AI first. Is there a point at which we're relying too much on AI? Or do you think like, no, it's all upside?

Callan: For sure. No, I think there's always too much of a good thing. And I think, you know, I'm dating a person that is extremely grounded, very connected to a higher power very connected to herself and she is constantly reminding me do not forget to meditate and pray today do not forget to, be with yourself and be in your own thoughts and did you journal today and she's totally right this is where I think the spirituality part comes in and I know it's a little bit woo woo creator and a higher power or you can call it your highest self I don't really care is trying to talk to you every single day trying to send messages, trying to give you pings. But when we cover it up with all of this, with our work, with our ambition, with our ideas, with our goals, with our dreams, which are so fun, but it's too much of a good thing. We miss the messages.

Callan: And I think if the biggest example I give is the decision to shut my land business down and go all in on AI. If I had brought that decision to AI and I had told it what my financial goals are and told it what my dreams are for my life, it would have said, absolutely not under any circumstances should you shut your land business down. You're showing me these numbers. They are great. And so is your land consulting business. you are making great profit, great margins. Maybe there's a way to keep that going while you also do the AI business. But intuitively, I knew in my gut, every time I thought about my land business or my consulting business, there was like that physical, like almost nauseous sensation in my gut. And I just said, I cannot look at the data. I have to go with my intuition. And there is so much sunk cost. It's not even funny, but I'm going to.

Callan: Move completely away from that. And now, I mean, you've seen the trajectory. It's like, because I listened to myself, probably higher power that was communicating with me, I was able to 10 X my revenue, my growth potential, put myself on a rocket ship. So I 100% there's too much of a good thing about sourcing our decisions to tell me.

Seth: Honestly, do you feel like you have more time and mental bandwidth because of AI?

Callan: Oh, yes. Even this deal this morning, I'm like half paying attention. They're like, oh, God, what happens? I'm like, me, me, me, me. Or the other day, they were like, my broker reached out to me. This is before I got him AI trained because I was like, I cannot work with you if you don't go through my programs. He was like, hey, do you mind going through all 12 contracts and blacking out the price so that the potential buyer doesn't see what you paid for the land? That would have taken me like 90 minutes to go through and like put little black rectangles. I went into Cloud Co-Work. I was like, hey, here's the 12. Can you grab all those 12 contracts and put a black triangle over every single one in the contract? It took 10 minutes.

Seth: Yeah.

Callan: Download, send. No energy spent. Zero energy spent. Zero mental bandwidth spent. I feel so many of these things could have ruined my day. And to be honest, I probably wouldn't even have done it. I would have procrastinated it. And then the feeling of the procrastination around that one stupid task. Like even last week, I have to refinance my mortgage. And as entrepreneurs, our... Finances are not great for a traditional mortgage lender because they're looking for a little W-2 employee that makes a salary and mine is not like that. That task would have taken me probably five hours because they asked for so much documentation. I gave Claude co-work access to my downloads folder. I gave it access to Google Drive. I also gave it access to my CPA's portal, not the actual documentation, but they could see the names of everything. And I pasted the lender email and I was like, go find the documents. It came back with 28 out of 32 of the documents. I said, go grab all of them, create a folder on my computer called Callen Faulkner Financials, be a world-class file organization expert and organize those documents, create the folders for them. I uploaded that folder into Google Drive. And I said, write an email back to the lender with all the questions answered. It took me like, it's 25 minutes. And a lot of it was just me waiting for co-work to go do so absolutely yes.

Seth: Because i was talking a handful of people about this a couple weeks ago and i was realizing that like since ai became a thing i don't feel like i actually have a whole lot more time or mental bandwidth because i just keep filling it up with other stuff i'm at least 10 times more productive than i used to be so like that is definitely true but maybe that's just my own problem like i should actually use that bandwidth this is what's happening.

Callan: This is actually more of a spiritual conversation. What's happening is, and you tell me if I'm wrong, I'm like you. A lot of land investors are like us. We get a lot of dopamine hits from our business and from our work. We have a drive in us that is unexplainable to someone that doesn't have this innate drive for achievement. Most drive for achievement comes from trauma somewhere.

Callan: It comes from maybe in your lifetime, there wasn't money. And you now are in this place of like, I never want to have to worry about money. So I will do whatever it takes to gain money, whatever. I went to a day with Ed Milet and he was, he's, he's very honest about this. He's like, I went way too far with my money. He's probably worth like half a billion dollars. He's like, it came from a dark place of like why I have this much. So what I, what I would say more so is I think we all love business. I love business. I love what I do. I could do this all day long. What I am working on right now is what is my identity outside of this? If everything was stripped away from me, the uncommon business, every business accolade, every achievement, every financial achievement, do I still think I'm worthy? Am I still someone that I think is worthy to be in the room, worthy to have the friends that I have?

Callan: I put a lot of my identity and a lot of my worth on my achievements and that's the toxic side of my Enneagram. So long story short, we just keep filling it with more stuff because we haven't stepped back and said, what is my ideal day? I was talking to my friend Macy. She's like, my ideal day is working from 9am to 2pm. And the rest of the afternoon, I pick my kids up at school and I do not work. And like that, stopping at 2pm is next level. Like for me, I could not, I don't have kids yet, but I'm also like, I don't even actually did this exercise with cloud a few days ago. Like, what do I love to do outside of work? Like, yeah, I love working out, but that's not, I love like trail walks. I love being with Nicole, of course, but this business gives me so much dopamine that it can be like a drug that I have to rail in.

Seth: I should totally have that same conversation. I got the same problem. I don't know if it's a problem. Maybe it is like, it's kind of a blessing. I see. It's like, it's amazing thing that you can enjoy your work that much. Because I've had times in my life when I hate him at work. I know what that's like too.

Callan: But it's like, if we're 100 years old and we keep this pace, are we going to regret missing? Let's just say we know 100% we're going to be worth $10 million on our deathbed, whatever. More money than you could need is the number. That's an inevitable. Or even if you had $10 million right now or 20 million with a number or whatever you feel really safe with, what would you do every day?

Seth: I mean, it would probably still be work. It just wouldn't be motivated by money. Like I could do it for free, but it would still be some kind of work, I think.

Callan: Yeah. And then it's like, is that what you're doing because you've tried everything else and you've you've really, really thought like think about anything, anything. Let's say it was possible that you guys could be traveling the world or you could be. I don't know. Some people love tennis, pickleball. They love whatever they love being outside. And I agree with you. I'm like, I still think I'd be doing a lot of this, but I probably don't. If I already had like 20 million, I probably would be doing this four hours a day and I'd be psycho about what I'm actually spending my time on and everything else would be delegated. Uh, and I would do, I mean, I'm doing a lot of traveling. Obviously we're living in Costa Rica for three months, but that's how I'm trying to live now. And then I'm also trying to find passions outside of this, which is, it's gotta be hard. Like does, does keynoting count?

Seth: I am part of another AI mastermind right now. And just yesterday, someone was saying that we've gotten to this place where it's not so much a question of whether something is possible anymore. The people in this mastermind have ideas of like, yeah, I want to start this community or make this software, do this website or this and that. So it's not a question of like whether you can do it. It's more a question of whether it's worth your time and effort to set it up. Would you agree with that? And if so, like how can you actually assess whether it is worth it to set something up?

Callan: We had this conversation yesterday and uncommon leaders, they were asking like, if everyone's saying software is dying, like, should I not get go high level? Should I not invest in and build my own? Okay, here's the reality. So in our business, we are scaling like crazy. We are growing at a pace that I've never seen. I think a lot of it obviously has to do with our infrastructure and our team. Our humans in this business are A, players. I do not hire anything else. They're freaking amazing.

Seth: I totally agree. Every human I've interacted with in your organization is amazing.

Callan: Thank you. So we have decisions to make. So let me give you guys an example. One of the things that I've told my team is I always want to try to create a moat around our business. A moat is how are we different from every other AI education business in the world. And so when we are making decisions about what we invest in and what we don't invest in, a lot of it is increasing the enterprise value of our company, and making us different and more effective. So I have recently built a software. It's a client software where we have over 7,000 active clients right now between superhuman work, automate to accelerate everything that we do. And one of the things I wanted is to prevent customer churn. When someone buys a program, they forget that they bought it and they don't log in. And then they're like, hey, can I get a refund? I never did this or.

Callan: I'm not really using this. And it's just because they're not putting in the energy and effort and no one guided them to it. So we built a database where every single customer touchpoint is tracked. Every time, Seth, you log into our member portal to watch a video, it sings a bing, sends it into base row. Every time you log into Slack and write a message or even like something, bing, into base row. Every single time you come to a Zoom call or even chat in the Zoom call, whether it's the affiliate call or a coaching call, bing, all that data is there. We built a software on top of that with an AI agent that is constantly tracking the bottom 20% of our client base. And the AI agent is kind of like a sales, trained a little bit like a sales rep to reach out to them. It reads their onboarding form. gives them the video that will give them the greatest value to watch, hold their hand, ask them questions. How can we support you? Do you want to get on a call with one of our customer success team? How can we activate you? Our churn has decreased like crazy because of this software, because people are being activated and reminded of the power of the program and everything's personalized. Now that, that is so valuable for my business.

Callan: I absolutely despise Slack. Me too. There's so many things I want to change. We're having discussions internally of should we rebuild Slack? Okay. It's probably 100 hours, I would say. I don't have a big enough business reason right now to justify the 100 hours. I also don't have a big enough build team. So you have to weigh the pros and cons. Do you have a hundred hours of time? Do you have an AI build team? Are you okay with things breaking and you become a software company? You know, becoming a software company is a whole thing. You have to have people that are always ready to fix. Yeah.

Callan: So absolutely, it's possible for us to build Slack, but it is not prioritized right now because it's not going to move the needle enough for me to make that decision. And we have so many other priorities. So one of the things we've been doing is every time someone has an idea for an AI internally, also, if your people are not bringing you ideas for new AI employees, new AI skills, new AI workflows, they are not trained enough. They should be bringing you ideas every single week and it should be a part of their quarterly performance review. They do not get their bonuses if they are not automating themselves out of their job. At least 50% of their job should be completely automated by AI in the next 12 months. And if you've never given them the opportunity to learn this skill set, then obviously they have no ability to do that. But that is what I'm super passionate about. So yes, of course, anything's possible. We can build an app right now that replaces Slack, that replaces Thinkific, that replaces launch control. Like you absolutely could.

Seth: Isn't that create like a weird mental conflict for employees? If you're telling them to automate themselves out of their jobs, like won't they want to not lose their jobs? Or like, how do you make them feel comfortable? Like do this? I just still safe because of this. Like, how do you fill in that gap?

Callan: Such a great question, Seth. 100%. It's the opposite of what it's the opposite of what they've always been told. I'll give you my copywriter, for example. So we do have a full time copywriter on staff. I wouldn't even call him a copywriter. He's a messaging strategist. He knows our offers inside and out. And at his last role, he was doing a lot of the writing. He was a writer.

Callan: I have told him, your job is not to do the writing. Your job is to train AI to think like you, write like you, grab transcripts, immediately pull out the messaging that you would over and over again. And then we tweak and refine from there. As you start to refine that, not only will you get bonuses, you will be promoted. And now we're going to move you up into more strategic. I want you looking at the actual offer. I want you looking at like, is this offer even right for our clients? I want you solving bigger problems around our messaging. I want you doing, having AI provide you with the deepest research on what our clients are, not our clients, but our ideal clients are saying on Reddit. What are they saying in Facebook groups? And you coming back to me and saying, this is how I'd actually change curriculum and change your pitch based on this, this, and this. He doesn't have time for that, right? Well, he didn't have time for that. If he's just doing the writing all day long, You think he has time to like go up a level or two levels in his thinking? Absolutely not. So what I'm training my all of my humans to understand is that every job that you're in right now is completely temporary. And my job is to get you out of the mundane, out of the doing and up into the training and into the thinking, because I don't want to have to be the only one that's thinking about how to improve this business.

Seth: So you're teaching huge groups of people with wildly different skill levels when it comes to AI. Some people sign up because they know nothing about it. Some people sign up because they're like kind of experts already. They just want to do better. So like, how do you make that work? How do you help beginners and advanced users at the same time?

Callan: It's kind of like many of you may not know who Joe Dispenza is. Let's just say Tony Robbins. Many of you know Tony Robbins. He has this experience called Date with Destiny. He brings 2,500 people into one room, maybe 3,000. And he does four to five days of pure emotional work, identity work. It's like asking, how does Tony... To transform 3,000 people. Some of them have been to date with Destiny five times, and some of them have never thought about their emotional well-being in their entire life. And all of them leave changed. It's the exact same thing that we do. What we're doing is first and foremost stripping back all of the bad habits that we have developed when it comes to AI. And the truth is that when you were given ChatGPT for the first time, you were never trained or that you were never trained to think about it. And you know as well as I do, when you leave Automate to Accelerate, it's as much of a...

Callan: Mental, like a brain rewiring than it is like an actual skill set that you are given. So the first thing that we do is we teach people to think about their thinking. Because if you go into AI or cloud right now, and you start, typing in there or using whisper flow, ideally, and you haven't actually thought about what your problem is, you are not going to get the answer that you really need or desire, you're going to get a different answer. So a lot of it is the process. It's like, no matter where you are, I will retrain you on how to get answers faster.

Callan: And then what's happened, of course, then we move into like actually training AI to think like you talk like you write like you projects are step one, this next round of HOA is going to be freaking insane, because we're going to show, how do you put Claude on top of your entire Google Drive or your entire OneDrive and give that the entire knowledge base. How do you build skills? How do we schedule those skills in the office hours? That's where we will break out between like, I'm just getting started and I'm ready for the next level. So there definitely are people who are like, even for us, we have like a dedicated computer in our office. That's always on. That's like always running into a beginner's like, I don't want to hear about it. I don't want to hear about the Mac mini. I don't want to hear about the agentic things running overnight, I'm still trying to train AI to talk like me. Perfect. So then the support we go to these different places. But the truth is like, when you're building the sales wizard, even advanced, the most advanced AI people, like even other AI coaches are in our program and they have never trained AI.

Callan: The way that we do it. And it's because it's all rooted in like actual training methodologies and human training methods. And we're just using it over in the AI world. I think that's what makes it really special.

Seth: Yeah, it is interesting looking back on it. So many of the most important things I learned. I mean, there was like the brand guardian and the sales wizard. Those were very tangible things. But other things, it was almost like I absorbed it through osmosis. Like the whisper flow thing. I actually use aqua. It's the same concept. Or like granola or the vibe coding thing. It's not that I was like doing it alongside of you guys. But just like saying, oh, that's a thing that I could do.

Callan: It's exposure. Exactly. And we were talking about this offline. What we're doing is we're like, imagine you're learning how to cook.

Callan: Even if you're pretty good at cooking, like I'm pretty good at cooking, but every time I do a cooking class, I'm elevating. And so is the beginner because I, like, as I go through automate to accelerate every single week, we are building and you're watching other people solve business problems with AI. That's also a big difference in my course versus others. Many AI coaches, I put them in quotation marks, are content creators. So they are not actually using their solutions inside of a business. And one of the things I preach is if we are sharing a win or sharing an AI solution, it has to be something that solved a pain point or a bottleneck inside of a business. If it didn't, I do not want to hear about it. It's a waste of my brain space. And so when you're cooking, when you get to see like, oh, she made carne asada, she made egg roll in a bowl. He made this really beautiful pesto veggie lasagna. Your brain, when you sit down to make dinner and you're like, wow, I'm really hungry.

Callan: If you've been watching other people cook, not only do you feel more comfortable cooking yourself because you've seen people use all different tools in the kitchen. You saw her use the immersion blender and he used the Vitamix to do this thing and she used her flat top grill. You're like, whoa, I didn't even realize there was all these things I could use. You also feel more confident because you've seen so many dishes be cooked. And that is, I would say, there's a lot of great things about the Automate to Accelerate, but one of the top three best things is seeing everyone else's wins. Like one of my favorite examples of a win. Are you an Uncommon Leaders?

Seth: I'm not, no.

Callan: Okay. So Uncommon Leaders is a group after Automate to Accelerate. And Jennifer is in that group. She is she runs a company called Gigawatt Coffee Roasters. And when she was thinking about getting into Automate to Accelerate, she was such a pain. She would she sent like 20 question emails of like, have you worked with coffee roasters? And what do you think? How could I use AI for coffee roasters? And I'm like, I have no idea, Jennifer, I have no idea how you're going to use AI. To be totally honest, I know nothing about coffee roasting. I don't really know much about e-com. Um, all I know is that you're going to be hungry and you're going to need to cook food. The equivalent is you're going to have business pain and you're going to do stuff manually in your business. And you're going to wish you had an AI skillset to build AI employees to do it. So here was my, it's like one of my favorite examples. She does farmer's markets and she sends her people to go to the farmer's market. They do them every weekend at the farmer's market. They have a piece of paper, and you write your name and you write your email and you write your phone if you want to stay up to date with the vendor. She used to manually put that into Kit, her marketing. She would still like use AI to like take a picture and then extract the text off the picture. But the problem is that AI would think the email was spelled wrong, even though her name is Jennifer Jackson.

Callan: It would think that it said like Jennifer Jensen. And it's like, no, her name is Jennifer Jackson. So obviously. So she went into a chat. She gave it the picture. She pulled all the text off and she said, look, I need you to be smarter. If her name is Jennifer Jackson, her email is probably jenniferjackson at gmail.com. So if you think it's misspelled, like go pass through their name just to identify anything that might be wrong. Then she connected Claude to Never Bounce because she turned that connector on. She sent all the emails out to never bounce checked all of them brought back the ones were validated because she was getting email deliverability issues when she was bringing in emails that weren't validated and land investors you guys should all be doing this before you add those skip traced emails into your follow-up boss or into your stride which stride is the one you should be using because it has go high level on the back end and it's the best one you need to be validating the emails or else your email deliverability is going to get effed then she validated the emails and then she connected clod to kit and she auto sent all of the contacts over and added it then at the end of the chat she said build a clod skill so i never have to do this again now after every farmer's market her people come back they take the photo they put it into clod and say run the after farmer's market content, dump skill beep beep boop boop boop goes out to never bounce they're never.

Callan: But never bounce blah blah brings it back in, gives us the validated list, goes out to ConvertKit without her doing a thing. It takes five minutes. It's the best example because she would have never known to build it until she was sitting there doing it manually saying, why in the world am I doing this? And because she saw us doing this over and over again in Uncommon Leaders, the tricks of building a clod skill, the tricks of doing the connectors, and there's all sorts of things that she's learned, she was able to cook her own meal, to solve for business being fun.

Seth: That's amazing. I want to talk really quick, just so we don't miss this. So you've got this bootcamp coming up. It's like a three-day thing followed by Automate to Accelerate. By the way, if you want to sign up for either one of those things, I actually am hosting a separate session for anybody who signs up through my link and only those people. Go to retipster.com forward slash A2A. So that's A, the number two, and then A. I'll have a link to that in the show notes as well. Retipster.com forward slash 263. If you want to check that out, But explain for us quick, what is Automate to Accelerate?

Callan: So the bootcamp, what we are doing is for the first time ever, we are really showing under the hood of our business. And we have over 50 AI employees inside of our business. So day one is going to be the new rules of business. Everything has changed. If you do not have like what it's really what is an AI employee? When when do I build them? What kind of humans should I be hiring? What should their skill sets be? What is the reality of where I'm at? And how do I dramatically increase my profits, and minimum double the output of my humans? How do I do that? Day two is under the hood. So we're going to go through my different departments, finance, operations, marketing, and show live the AI employees that work inside my business, share my screen. This is not a PowerPoint presentation. This is actually showing inside of Claude, inside of perplexity, what the AI employees are doing and how they run inside the business. Day three, we have trained two AI employees that everyone is going to hire, in quotation marks, and you are going to practice getting your AI employee added into your environment. You're going to see how they run a task. And this is really like seeing this new business model in real life and watching these AI employees operate.

Seth: It's going to be totally different from the fall because we didn't really talk about AI employees hardly at all back then, right? Because it's a newer thing.

Callan: Yeah, no, this is why my business is difficult to run sometimes because everything changes all the time. But this is why I have like people are like, I already did the boot camp three months ago. I'm like, dude, it's that's not old news. Like everything you learn inside of a project. Is the basis for like this next step. And there still are amazing things you can do with the project, but yes, it's going to be new. And then at the end of the bootcamp, I will talk about automate to accelerate. That is the live training with me and my entire team. That is where you learn the skill of building AI employees and teaching them and training them. And when do you build them and how do you build them in the exact science of implementing AI employees into your business. And the entire thing is all about making sure every human that works for you has this skill set. Because land investors are not taught this enough. You guys hire humans, their job is to build your business. Right now, most land investors have humans doing the work and not building the systems. And so I know that might be hard to think about because I know a lot of the people working for you are like very much doers and like task rabbits, that will not exist. It already does not exist in my business. I do not have task rabbits. Sure. Maybe a couple people that are like ordering flights and like some of that stuff, AI can't really do yet. But for the most part, humans aren't going to be task rabbits. They're going to be running the AI employees. So that's the next step.

Seth: This is a massive skill in the years to come. We're talking like hundreds of thousands, millions potentially, when you think of what this can do for you without having to hire or a person, or even just doing new things that you never even really considered because it wasn't possible, but now it's suddenly achievable by anybody who learns how to do this stuff, right?

Callan: 50%. White-collar jobs are going to be taken over by an AI employee. I say it in that way because it's not that the humans are not going to get a job. Let's take the COO of a manufacturing firm, for example. The COO of a manufacturing firm right now is spending his or her days reviewing Google Sheets. They are very much in the weeds. Maybe they're doing vendor contract reviews. They're in the weeds on process documentation. Let's, let's go 10 years out just to be like way in the future. They will have AI employees that run all of those numbers and present them a gorgeous chart. That's at a fifth grade level every morning. They will have AI employees. I mean, there are, we, we already have a lot of this. So this is what you're going to see in the bootcamp, but just at a whole nother level, 10 years from now, they're going to have of AI employees that do all this nitty gritty stuff. Their job is gonna be walking into a board meeting.

Callan: Sensing the tension in the room and being able to diffuse it within the first five minutes. Their job is going to be the ability to sit down with the CEO founder. That founder is having a mental moment of like losing it. And they're able to communicate the right language to bring them down a level and to get them back settled down. These skill sets that the COO has 10 years from now is not any, it's a little bit of what they're doing right now, but that's probably 10% what they're doing. That's going to be 90% what they're doing. And the rest of it's going to be building AI employees and managing them and the systems.

Seth: It kind of leads into my next question, but there's actually three different questions, but it's all kind of getting at the same thing. So I'm just going to ask all three questions and hopefully I'll kind of get what I'm getting at. So first of all, if someone is worried about losing their job to AI, what should they be doing about that right now? And then also what is AI still bad at right now? And then where do humans still matter the most?

Callan: If you are worried about losing your job, I'd actually be worried too about other land investors really like getting these AI employees in place. What do you do? You learn how to effing do this. You learn this skillset. Like you get your butt and clawed and you live in there and take some trail walks and please spend some time with your partner and your spouse and your family while you're doing it. You get, you figure out what makes you happy and what regulates your nervous system. You start to work on yourself. You start to learn how to do critical thinking, start journaling, get a spiritual practice. I am not kidding you. People that have a spiritual practice and understand how to build AI employees and have done the work on their nervous system and have released trauma from their body will be the most valuable human beings on planet earth. And they already are. These are the people that I am hiring. They've invested in themselves. They're eating clean. They're taking care of themselves. They understand how to build, manage, deploy AI employees like it is their job because it is. And they are not fearful of this. They are so excited. If you are running a company right now, it has been never been more important to start building a personal brand around yourself or someone in the business because people need a reason to work for you. They want to be expanded. They want to grow the right people.

Callan: A players, most A players are already in a job right now. They're usually not on the market. And if they are, they're gone within five days. So part of what I'm doing is obviously learning this skill set. That's a non-negotiable, but I do want to give you some other tips is, is building a business and a brand that is so high frequency. People are so excited. I have people coming to me every day saying they'll work for me for free because they just want to be a part of what we're doing. I mean, even this affiliate program is a great testament. It's like people are like, I just want to, I want to be in your aura. I want to feel what you guys are doing. So investing in yourself, in your own mind, in your own emotional wellbeing, in your own nervous system, your spiritual practice. And yes, and please, please, please invest in your AI skillset. Your second question.

Seth: Is really good. What is AI still bad at right now?

Callan: Yes. You know what AI is so bad at is saying, I don't know the answer to that. It tries to answer everything so fast. And that's where the human intuition comes into play. That is where the human is still responsible for reviewing all of AI's ideas, its thoughts, its opinions and the human comes in and says, is this really, really, really true? Is this really, really, really what my audience needs to hear? Is this really, really, really what the seller needs to hear? Is this really the deal I want to do? Again, we're not outsourcing the decision to AI. We're using AI to aggregate all the data together and present us our options, and the human is, at the end of the day, responsible for the decision-making. So again, decision-making skillset, critical thinking skillset.

Callan: Training your brain like my my investment in my brain health I'm about to go spend $16,000 to do 40 years of zen I don't know if you're familiar with that it's in Austin Texas, it's a Dave Asprey's program but it's it's a brain training program and it's equivalent in five days you do like 60 hours of brain training it's equivalent to 40 years of meditation is like how it trains your brain. Because as a leader, I need to have the most regulated brain. I mean, I set the standard. So if I'm making rash decisions, and I'm highly emotional, guess what my entire team is going to be? I get angry, I'm setting the standard that my team's allowed to get angry.

Callan: Culture, brain health, nervous system. Yes. Yeah, it's a really bad saying no. It's getting way better at math, but it's still making math mistakes. I'm very, very impressed with Claude Code. I have Claude Code deployed on my computer inside of Microsoft Visual Studio. And it found one. I had three different Excel docs. Each one of them had seven tabs for finances. It was like, your numbers are wrong. And I was like, be a forensic accountant. Why are the numbers wrong? and it zoomed into one cell and it was like that formula is off. Oh my God. Yeah. So if you guys are doing, writing numbers on deals, please put them into Claude code. I wouldn't use regular Claude chat to run numbers and math.

Seth: Claude has been doing this thing. I think it's like last week or something. It became a thing. You probably know more than I do, but you can like ask it, explain how exponential growth works. It'll like make you a chart so it doesn't just respond with words. It like gives you visuals right on the screen.

Callan: It's really awesome. Brand new last week. Yeah. I mean, it's always been able to do these kind of like interactive artifacts, but now the beauty of them is at a whole nother level. Oh, a cool tip for you. You can train a clod skill to know your colors, your iconography, your logo, everything. So you can just invoke the REtipster or the Stride brand skill at any point. That's awesome. So if you're building anything now, I am so impressed. It used to not be able to really build great social graphics or PDFs or whatever with my actual brand. And now it is really good.

Seth: I'm going to totally check that out. It's great to know. Thanks for telling me. So before we wrap this up, I just have a few selfish questions. I think people will benefit from hearing your answers as well. But like I mentioned, myself and a lot

Callan: Of other people in the.

Seth: Land space have just been like amazed at how fast you've grown, how much you've scaled, what you've turned this business into since you pivoted from land. How do you do this? Like, how do you grow so fast? Is it the subject matter, which is really hot right now? Or is it your raw talent? Is it the systems? Is it hiring the right people? Or is it something else?

Callan: I think it's a combination of multiple things. number one, I am following truly my soul's deepest desires. I love this. And I will be totally honest to say I got into land investing to make money. I never loved land ever. I just thought that's how people made money. I'm money motivated. That's why I started it. From a law, from the laws of the universe perspective, that is never going to work. I have a friend, I think we all know him, Josiah Ronco. He loves land. He loves it. He wants to walk it, talk about it. He could do it all day long. And that's why his land land business is thriving. He's one of the top land investors I've ever seen. I've seen or the hood of his business and I've seen hundreds and his crushes because he loves it. So number one, do you actually love your land business and your real estate investing business, or are you doing it to make money? I think it's a really important question to ask yourself because it's very easy to fall into the ladder camp. The second thing I did is I hired the best people that I have ever met in my entire life that already had businesses that they shut down to come run this business with me and I pay them. So Kinsey.

Callan: Already had a business. She was crushing it, making a lot of money. She was doing very, very well. And I saw her talent and I saw her drive and I saw her ability to run a company. And pretty much right away, I was like, I can't go another day and like not do this with you. And I think most people will be very scared of paying people a lot, bringing in A players, is giving up control. She essentially is the CEO of our business. She does all of our hiring. She does what we have a recruiter, but like she does all the one-to-ones with the people in our company. She is managing the KPIs. She is managing the book. She is my integrator that has freed me up to be the true visionary, the thinker, the framework developer. I'm creative. I'm able to have a mastermind with, you know, women that are cumulatively doing 50 million in revenue and learn everything from them. She gives me that ability. Same thing with Carter. He was running AI at a Fortune 500 company. Everyone was like, are you serious? You are going to bring him on? Can you afford that? I cannot afford not to have this level of person because at the time I was doing all the AI curriculum myself and I brought him in. We set up an amazing plan for him.

Callan: He's worth every penny. And I think if I told you cumulatively what I pay my leadership team, most people would be like what in the world but that is how, we quadrupled our revenue and stayed at 50 margins we made 50 margins in our business last year and i'm still paying people and paying myself very very well so i i think we we dramatically underestimate what happens when you bring a players in because if you pay someone three hundred thousand dollars they most likely will bring in $3 million.

Callan: Of value. Like it's exponential growth. And then just having a bad... Blank program. Like we are, our clients are obsessed. It is just a, the, the energy once people start to get in and go through it is so life-changing. And every time we just double down, we surprise and delight constantly. And I have people only focused on customer success and making people as happy as possible. And I think if you guys listening to this as land investors, we are not in our land investing training taught how to build a world-class business. We're taught this like very linear skill of land investing which we obviously have to have we have to know how to read subdivide regulations we have to know how.

Callan: To you know we do we learn a little bit of sales i don't think we're really taught how to build a hundred million dollar business in any of these programs so i would really encourage you guys to get involved in some of these programs where people are doing eight nine figures and learn, from them because there's just a difference between running a land investing as a hobby and actually building it so that it can come to be to 100 million. And I'll leave you with this. My mentor, Alex Hormozzi said, I went out and visited him this in December. And one of my favorite quotes is the fastest path to 10 million is often the slowest path to 100 million. So what he's saying is there are so many ways to, I mean, there's a million ways to make a million dollars. We know that. There's probably like, I don't know, 100 ways to make 10 million, but there's really only a few ways to go to 100. And I'm not sure if that's really what people's goals are, but even if it's not, even if I never hit 100 million in my life, it's totally fine. But I do wanna make decisions in my business to set myself up, to even have the opportunity to go to that place.

Seth: Hermosi, like every time I see literally anything he says about anything, I'm just like, whoa, he's just so smart.

Callan: So brilliant. Yeah, actually, when I got out of that, he pitched me on the day in person with him. And I was like, there is no way I'm going to pay $100,000 to spend one day with this guy. And I'm doing it in June because one sentence that he says could make me $100,000. One sentence. And I'm also training myself, like, too, because now we have some of these team transformation packages that are bigger investments. Like, well, if I'm not investing in myself in this way, no one's ever going to invest in this way. But, yeah, he's genius. If you all are not listening to him, do.

Seth: Well, Callan, thank you so much for gracing us with your presence. It's great to talk to you, as always. If people want to check out Automate to Accelerate, I'll have links if you want to help support REtipster. And if you want me to invite you to the special little session I'll be doing for you, retipster.com forward slash A2A. It's another way you can get to it. You can also check out the show notes for this episode, retipster.com forward slash 263. Callan, thank you so much. Wish you all the best. And hopefully we'll talk again soon. I love it.

Callan: You're the best. Thank you.