Sales Enablement Technology

Lance Hood (FranPro) 0:00

Welcome everybody . Today we have Darius Santos , the co-founder of Dubb . Darius , welcome to the call . Thanks for having me , it's a pleasure . So , darius , can you share a little bit about yourself and what led you to develop sales enablement technology ?

Darius Santos (Dubb) 0:19

Well , you know , I've actually always been sort of an entrepreneur , but more on the sales side of it . You know , I've always , always been in sales . Since I was a little kid , I used to go push the lawnmower around and I'd say , look , I'll mow your lawn , I'll do this or whatever , let me sell you something , let me earn some money , and so that's always been a big strong suit of mine , right ? You know , communications , relationships and business development . And so when we Ruben and I the other co-founder here when we got together , we realized there was this sort of state , this problem that people were facing , right , a lot of noise in the market , a lot of messages going out there , a lot of ineffective messages . And so , you know , becoming a writer writing perfect emails maybe takes a lot of skill and time to develop . And we got it . We figured there's some easier way to do this .

Darius Santos (Dubb) 1:03

That plays to my strength , that plays to a lot of people's ability to differentiate themselves . You ask any salesperson like , no , give me a sales call , I'm good , I'm good from there , right , but that's when they're able to be a human and be themselves , and we needed a way to give that to people , especially , as you know , prior to COVID . The world started to change even before COVID , with this whole virtual environment , you know , being able to not being belly to belly so often , and that we found a large need to be able to try to recreate that , that feel that , you know , relationship versus just transaction , and that's really what would inspired us to create this tool was how can we bring this sort of communication , but without you know ? Because , like an email , you can send an email to a thousand people . One requires you to be right there , and what's the combination of both of those things ? How can we be on video with a number of people at once ? And so that's that's what we came up with .

Lance Hood (FranPro) 1:59

Right . And , like you just said , with salespeople they're like just get me in front of people . I'm awesome if I can talk to someone but honestly , just having someone's contact information in your computer system doesn't mean you're ever going to have a conversation with them . So you have to have some way to stand out and connect with people .

Lance Hood (FranPro) 2:16

And I think you're right that that personal video I've even seen you do one where you have the person's name that you're holding up so that they know it's about them , or you got to personalize the videos , but you do , you feel like you know somebody , and I do like that personalization feature where it's just on the outside , because then you can use that video for lots of people and you're not recording a million videos . You got it yeah .

Darius Santos (Dubb) 2:42

Well , we actually I was going to say we partnered with one of the top sales trainers program . I think is last time we checked number two in United States for sales training programs at Jason Forest . He's again one of our case studies and they actually train everyone on using video as part of their sales outreach . Now , because when we engage , they doubled their appointments as a result of using video messaging . Because the biggest thing , the biggest problem they're facing was interrupting the pattern , disrupting the noise , you know , getting their message actually heard , because like , okay , yeah , everyone's trying to sell something . This is a sales message on how to sell something . They noticed using video they were able to book literally twice the number of appointments as a result of using video .

Lance Hood (FranPro) 3:27

Right , so it's super powerful . Well , I mean , you've mentioned to me just behind the scenes , like a bunch of other huge sales trainers that are using the system and switched to dub that nobody's even aware of . So it's definitely a sales tool that connects .

Darius Santos (Dubb) 3:44

Yeah , yeah .

Lance Hood (FranPro) 3:46

Well , let's tell people . So people are hearing this dub and they're hearing video sales tools . But let's explain to people and I know that we're going to put a video down below where people can watch a tour and see what it does but just with words right now , explain what it is and what it does .

Darius Santos (Dubb) 4:02

I think that the most important part , what I mentioned there the interruption of the pattern with video what we've done is make a technology to where it's now probably easier to record a video versus typing a longer email . If it's just one or two sentences , great , you can type it . But if it's anything where we're going to communicate , it is now going to be easier to actually record a video , place this into the body of an email or a text message or a social media message and have that message not only look very different from what your competitors are doing , but it's also going to behave differently . It's going to connect with you into a video where you say , hey , john , and there's some technology I'll show you guys here as well where you only have to record the first part . You can just say , hey , john , I got a message for you and then it goes into your pitch , so that way we're not having to repeat yourself . That's even easier than typing the email and copying and pasting the paragraph where it's just automatically there .

Darius Santos (Dubb) 4:59

So that's what we've really done , and that's the major part of the technology is enabling people to record a video of themselves , of their screen , of something , and make it a part of any message faster than they could ever type it . So that's what the technology is really doing is enabling the creation of them , but then also the distribution and the tracking . So we get much more intelligence , because in sales , if you're not measuring what you're doing , you don't know how effective you're doing . You're spinning your tires effectively and you're not sure . Okay , we sent a thousand messages . How much did that result in ? If you don't know , that's something you should be measuring . And every time we've measured that with dub and people have engaged , it's been a dramatic increase in the number of responses , the number of bookings , the number of replies . So that's why I always encourage you If you don't already know your data , measure it a little bit first with some plain text , and try a video and watch the result . Watch the difference , come in .

Lance Hood (FranPro) 5:54

Yeah , and you know , if I was listening to this I would think you know dub is primarily a tool for creating a one-off personalized video . But actually you guys set it up to where you know it's a mass broadcast or you know you actually have sequences so somebody could subscribe to something or get into your system and they could have , you know , a six month or two year follow up sequence that you've already set up . So you're letting dub do the work and then you just respond to book appointments and stuff like that .

Darius Santos (Dubb) 6:26

Absolutely , and I mean based on , again , the industry leading training from our sales leaders . We know that it takes a hybrid approach right . You're not going to take a cold lead and put them into a workflow and convert those people at the best possible percentage . It's going to be a combination of a human touch point along with automated processes . They're going to give you that best chance to succeed without you know working 100 hours a week or whatever , trying to call everyone in text , I don't know do those things manually . So that's really what we built in and that's what we train on as well . Is that hybrid approach of doing something really custom . When we're looking at large deal sizes , we shouldn't skip that step . But then , at some point , when leads become unresponsive or when you know you're beyond your ability to chase them down , that's only need to process is to pick up the pieces that we're leaving behind , and that's really where the training and the technology merge to give you both of those things .

Lance Hood (FranPro) 7:19

Right , and if somebody doesn't want to spend all their time figuring out how to be a copywriter , I saw you guys have added the AI to help them with all that .

Darius Santos (Dubb) 7:27

You got it now and we continually innovate here , because when we're creating videos , it's a new type of hurdle for some people . Right , they've never made video before , they've done calls and maybe they sent some emails . It's that same basic concept , but sometimes we need some help and with the technologies that we have available to us today , these things are much easier than they were in the past . The AI is a very smart person . Essentially , you can just ask a write me this subject , write me an email body , write me a video script on this specific subject , and they can . They can give it to you , and it can give it to you really well .

Darius Santos (Dubb) 8:01

I do still recommend a human revision at this point , because it's smart , but it's not that smart still needs a human to look at what it wrote , just for safety and compliance , and make sure it's accurate . But no , we have people now that are doubling their production , doubling their output , because they don't have to write everything from scratch anymore . They can pop a couple of inputs into the AI , get a great script , paste that right into a teleprompter and now the video is being recorded for the internet , for your contacts , yeah really nice .

Lance Hood (FranPro) 8:29

Well , there are multiple video programs out there and some of them I think you know they generate content but they're not really designed around conversion and I hear a lot of stuff . So I have really two questions what makes dub different ? And then , when we're done with that , you have like some stats or figures that you can give people on some ideas on that they can walk away from the call with . On what increases engagement , what increases conversion , what wakes people up Absolutely so there's a couple of two part question .

Darius Santos (Dubb) 8:59

Like you said

Boost Sales With Video

Darius Santos (Dubb) 9:00

. One thing that dub does differently is a lot of these video tools . They're sort of like one piece of the puzzle , like you have a video editor tool which is just designed to trim or editor , do something to a video , or you have like a basic screen recorder that's just designed to capture a video of your webcam or maybe of your screen , or you have like a marketing automation system that's designed to send emails or text messages automatically or in bulk , and there's not any one platform out there that's combining all of these technologies and one . It's combining the CRM , the marketing automation , video creation , video editing , as well as other pieces that we that aren't even sort of anyone else is doing , like the AI writing assistant . The teleprompter piece is absolutely part of only the best recorders out there right now . People prior to that they were in purchasing all these things separately . They would go and purchase a video editor and then purchase a teleprompter software and then purchase a recording . You know 10 different pieces that were combining , and so that's what I think it does has done really differently is put all the tools that you would need to accomplish a goal like this in one central location and I'd say that the biggest improvements that people I mean there's a couple one is just surprising to open rates . So HubSpot campaign monitor some other people that are monitoring a large number of emails Just the word video in the subject line is going to boost your open rates from 10 plus percent beyond . So measure your open rates if you're not already . Add video to the subject line , just right in the front with a little emoji . Send the next hundred , send the next 200 and then measure the responses , because you should expect at least a 10% increase in open by adding that one word to the email subject .

Darius Santos (Dubb) 10:41

Now , when it comes to the body , this again HubSpot campaign monitor , I they make some crazy claims like up to 300% increase in click throughs and now we have measured that absolutely . I've had like one of our case studies there has tripled their click throughs from their outbound emails , mass emails . But I'm a little more conservative and what I'd say most people achieve and that's probably closer to a 30% increase in click through rates . So if you're sending 100 messages right now , you're getting 10 of them clicked on . You could expect 13 of your messages or more clicked on as a result of adding video .

Darius Santos (Dubb) 11:16

I've easily seen that doubled or tripled . Right , but I would say conservatively , you can easily expect a 30% increase in click through rates when it comes to responses . So email text , social , measure those outcomes that you know , the number of actions you've taken and the number of responses , and then measure that against the video use case , because I would say 30% is the baseline of anything we've measured . It's always been usually beyond that 30% , except when we go really high scale , like you know , 10s of thousands of messages , then it averages like to 20% or less percent increase them of our case studies . Very specifically , a measure that outcome .

Lance Hood (FranPro) 11:56

See , when you're measuring and you have all those numbers , it's just so helpful . When someone's just doing it , they're really not knowing if they're going in the right direction and having things like the higher opens and higher click-throughs , people will realize how dramatic that is . And if it's somebody who's debating on engaging with you but you get the open , I mean that's huge because they have to open in order to do anything .

Darius Santos (Dubb) 12:24

Yep , that's step one .

Lance Hood (FranPro) 12:27

And then adding 30% click-through , that's a really big deal .

Darius Santos (Dubb) 12:33

At the end of the day , when we measure it actually , and you see , what does 30% more clicks mean for your company , right ? Whether that's a booking link or a Zoom , registration or a download of an attachment 30% more of those . What would that result in most people's businesses is 20% or more outcomes like bookings or sales or opportunity . And so , no , that's really the top of the funnel is where it starts , opens and clicks . But there's a whole other part of the sales cycle there as well , like reviews and testimonials , because we built all that as well .

Darius Santos (Dubb) 13:06

There's a whole engine built into the platform to collect reviews and video testimonials , either automatically or manually as well , and so that's on the tail end of the sales cycle where most people forget to pick up like , okay , I got a deal onto the next one , but no , no , no , you can take that one deal and turn it into two or three with the proper systems in place to capture their story , ask for referrals , promote their success in front of others , and so that's another part of the dub system , which is a full sales cycle enhancement . So we talked about prospecting sort of top of funnel . There's also the middle and bottom that needs nurturing and it needs the flywheel effect . We need to take that one customer and turn them into two .

Lance Hood (FranPro) 13:48

And what I like is when people , when you have that funnel at that beginning , if you can take something that was a 10% open and turn it to a 20 or 20 and turn it to a 30 , you're doubling the outcomes . Because we found that people focus so much on the end , but if you're having a small inflow and then the end result you're increasing . That . That's not as big of an effect as just simply starting from the beginning , Because if you can double that , you're automatically doubling downstream .

Darius Santos (Dubb) 14:21

So very . This is where most of our businesses that have leveraged video fully , they end up taking it to social , to the internet , to YouTube , to Facebook and Instagram and LinkedIn , and that's where they're now doing lead generation for free . So , before we're paying a lot of money for ads , we're doing some really targeted copy and content creation and with this , once people develop that skill look at all the YouTubers , influencers , those types of people that's how they're building these audiences , that's how they're building their businesses is by putting usually video online . And once we develop that skill set , it enables people to really grow their business very quickly because we're no longer limited to paid advertising or cold calls or something . We can make one piece of content that can go on all these social channels and potentially generate a whole bunch of new business .

Lance Hood (FranPro) 15:11

See and I see this as something as someone who's done franchise brokering I see this as a great tool that , in fact , that's why I originally had purchase dove was to help me connect with clients . That would be a new cold lead Because you're not guaranteed that , even though you have that contact information , that they're actually going to pick up the phone and call you and have that very first call with you and seeing your face inside of the email when they open it and then hearing from you knew was something that really seemed to stand out . The other thing is franchise . I see franchise development companies and even franchise source , because all of these people get leads of people interested in their concept and it just helps you stand out and connect for sure .

Darius Santos (Dubb) 15:56

Absolutely yeah . That's where I , as I mentioned our sales sort of driven or sales focused franchise companies , where there are a lot of their people are doing prospecting , business development , lead conversion . That's where they've had the greatest success with the platform as well , because they are measuring outcomes . Their business is directly driven by the growth of their sales team and that's where we've had the biggest impact and they say , okay , no , everything's got to be a video , every lead needs a video , versus no , we can do it some of the times . So the people that have adopted it usually have the greatest success with it . Others I've seen that'll just use it as like a silver bullet in their back pocket . Someone's disappeared , someone's ghosted you . They pull the video out , send it that way and then now you can do a post check because you can see if they've watched it or not , see where that leads at , versus just sort of wondering did they even get my email or did they click on it or not ?

Lance Hood (FranPro) 16:46

So across the board ? Yeah , that tracking is amazing , so do you have any ? I have some other questions , but I want to ask you do you have any train racks or situations where some companies were just struggling with the sales ? You guys helped them implement Dove and things absolutely turned around .

Darius Santos (Dubb) 17:03

Yeah , and in fact , several of these stories , many of these stories one of our more recent ones with sort of a little somewhat of a celebrity Many people know Jeffrey Gittimer .

Improve Sales Results Through Measurement

Darius Santos (Dubb) 17:13

He's a old school sales leader and they were using active campaign and their own email tools to send plain text and engaging . They had a massive list . Right Over the years he's built a massive list and they were only getting a 10% click through rate on their mass emails to get people into events and stuff , and so we switched them over to dub and our email sender and added video to it and as a result , he literally tripled their . They were up to 30% click throughs and more than double the number of the registrants on their next event when compared to their previous effort and active campaign . And so , like they weren't doing anything wrong , it seemed like they were doing everything right , but not knowing that they could achieve literally double the number of registrants for their event by just making one simple switch , adding one video to one message to a large list of people doubled their outcomes . So that was one of my favorite success stories because it's a large list and he's sort of a micro celebrity .

Darius Santos (Dubb) 18:10

Like I said , lots of people know who Jeffrey Gittimer is . And the other part is they didn't know they had a problem right , they weren't sitting there like , oh my God , we have this major problem . They were like , well , here's what we're doing and here's our result . And I was like , well , we can do a lot better than that , I think . So let's take a stab at this . And we did . We tripled their click-throughs and doubled their event bookings as a result .

Lance Hood (FranPro) 18:31

So that was one of my favorite stories . When you take a sales organization , a sales training organization , and make those kind of gains with their numbers , you just have a great technology .

Darius Santos (Dubb) 18:42

Right , no , exactly . When the sales coaches and the sales leaders and the sales people are having great results with it , you're like , okay , this is the tip of the sales iceberg and they know what they're doing , especially when it comes to our coaches and consultants , because that's literally what they train on , that's their field of expertise .

Lance Hood (FranPro) 19:00

So , shifting to just some of your insights from being in business , running a business like this , when you , what are some a few of the Signs that when you see a business or talk to a business owner or somebody , you can just tell , from just speaking with them or watching them , that they're struggling or probably going to struggle ?

Darius Santos (Dubb) 19:23

One of my , one of my biggest signs for that is the lack of measurements . When I talk to a team or talk to an organization and realize they're not measuring anything right , they're like , well , we have a BDR and or BDRs and they're doing these activities and it's not really measured . They have a goal , like yeah , the BDR , the SDR , the salesperson should do these numbers of activities per day , but it's not actually being measured , it's not actually being logged , like how many messages resulted in how many responses . And in the organizations that I've seen that are not measuring those things , they don't have a goalpost , you know , they don't have a target in mind , they don't have these places , these milestones that we need to hit , and so without those targets , we're just sort of wandering right where we don't have a clear guide . And so I would say that the businesses that are not currently measuring their efforts whether that be outbound sales or inbound lead response or Marketing channels these things need to be measured very succinctly and specifically so that people can understand what's happening and then make improvements , make changes based on that .

Darius Santos (Dubb) 20:25

Because , like split testing , we call a B testing . Right , that's really huge every campaign that you do . We and I've seen this too many times . People don't do a split test . They say , okay , what's the subject we want to use , what's the body we want to use , okay , send it . And this is a massive email going to thousands of people and you don't even know if you could have done better or not . So lack of measuring is the , the sign that I've seen in a lot of and this is a give you a solo renewer small business . You're maybe not even ready for measuring stuff yet , you're still building out your workflows and stuff but I've seen more advanced businesses that have plenty of hires and stuff that are lacking that accountability , that measurement , and that's not setting us up for future success .

Lance Hood (FranPro) 21:05

Now I think , even if you're starting out , you got to measure because you'd be shocked at the difference in your subject lines and your emails on the response you're getting and that directly correlates to your bottom line . You got it . People realize your customers that's who you sell to , so and the most expensive customers the new one You're just acquiring so your existing customers keeping them engaged and getting those opens at the highest rate . So , like your a b split , testing , like you're saying , is outstanding . One things I learned to is , when you start testing , start with Dramatically different ideas and concepts .

Lance Hood (FranPro) 21:43

Yes , yeah see which one gets the juice and then improve the juice .

Darius Santos (Dubb) 21:48

You got it , yeah , yeah . You put your hundred percent effort on on effort one and then do the complete opposite for for split test two . And then you never know because , like , here's what your mind thinks and what your think you best effort is and you do something polar Opposite of that , it might be an eye-opener . You might see , hey , no , I knew , I knew I would be right , this is the best . Or you see , wow , this thing I didn't expect , totally blew it out of the water .

Darius Santos (Dubb) 22:11

For example , it's one of these subjects on the the cold to sold , cold to cold sort of sequence , just saying you know , first name question for company name is a really common B2B subject . That's really great open rates . You'd be surprised . It's super simple . Has nothing to do with your business , nothing to do with their business first name question for company name and it gets tremendous opens , better than probably the subject you could write for a B2B email . So just these little things . Sometimes you don't know until you actually have the expert come tell you a consultant or Consultation or a lesson or a course or something from a , from a leader , or you've gone and measured these things yourself . It's one of those two . I recommend the first one right . Go Somebody else who's done all these things already .

Lance Hood (FranPro) 22:54

Save yourself the steps and then do those yourself from the get-go right and you know , looking at those numbers , don't just send it and forget it , move on to the next one . Look at those numbers , like you said , because you can replicate it , like I have some winning subject lines that Just killed it . You know , and we , we always learned that Um Short copy gives people less stuff to disagree with or get confused by . You know shorter , not the D .

Darius Santos (Dubb) 23:20

Qualifier for me . That disqualifies me this one sentence down there , or if it's long .

Darius Santos (Dubb) 23:24

People just glaze out . I can't read this . Holy , I'm in a hurry , I'm do too much all those things . Yeah , so short is usually better and that's a big part of the video as well . We've talked about mistakes people make . Sometimes people do that They'll write this giant email and then they'll put a video also and it's like there's too much information there . Right , it didn't ? That's why you come , come get the training , come watch it . Any a tutorial any place . We'll tell you don't do that .

Lance Hood (FranPro) 23:49

So yeah , well , excellent , and then , um , so how are , how are you Thriving companies doing things differently ? Not just the polar opposite of that , but what do you really see from thriving companies and that people can learn from ?

Darius Santos (Dubb) 24:05

I see From the the most , the fastest growing companies that we're working with are doing a couple of things in common that I've seen . One is they're investing in their , in their selves and their sales people and their staff and their team and their technologies A lot of people that aren't growing right there . They're like you know , we're gonna , we're gonna sit tight , we're not gonna take risk , we're not gonna invest , we're just gonna do with what we have . So I think , actively , constantly seeking just like we talked about split tests and measuring those are the beginning . Once you , once you're measuring , you know okay , well , how , what's the next improvement ? What's the next improvement ? So it starts with the measuring , but then , as a result of those measurements , you're looking for

Signs of Success and Growth in Business

Darius Santos (Dubb) 24:42

solutions .

Darius Santos (Dubb) 24:42

So the actively seeking to invest in our business development or in the ability to grow our business , I would say , is another key sign actively prospecting for these opportunities .

Darius Santos (Dubb) 24:54

Right , research and this is this is not something easy to do because it takes something from a leadership level , like a , at least a manager or you know , someone high up , to sort of be able to do intelligent research and enact intelligent decisions within the business . So , while it sounds like an easy step yeah , I always improve , always be learning , yeah , but actually to do it , take someone from a , from a high leadership level to take that upon themselves and then , you know , implement that in their business . So constant research and investment within the organization and within the individual themselves , I would say , is a big sign of success . If you're stagnant , if you haven't learned anything new or adapted any new technology in the past couple months , you're in trouble right now because technology is doing this crazy thing with AI and a lot of stuff right now . So if you're falling behind , just get on the horse now , get back on and stay on top .

Lance Hood (FranPro) 25:47

Yeah , All you have to do to fall behind is keep doing the same old thing . That's it . The status quo will crush you . I have seen also we talked about split testing , like with emails and stuff like that but it's surprising to me that people aren't testing out their technologies against other and different new technologies or their teams that support their company . They're just sticking with the same old thing and trying to , I guess , juice it or kick it to get it to exceed . But really sometimes you need new ideas , new . There's things that I thought I never believe . When social media came out that people would want companies to reach out to them on social media , I thought that was kind of like your friends , Right right , I'm getting a coffee at Starbucks .

Darius Santos (Dubb) 26:35

I don't need somebody sending me a DM to sell me something .

Lance Hood (FranPro) 26:38

Right , and here you have . People sign up to a Twitter to get a tweet from a Dorito and I think the new generation is like it's hilarious Doritos tweeting me , but it's like I never would have thought that . So you have to be willing to learn and grow and pay attention and stay fresh and new for sure , yeah , and that is , I guess , that easier said than done , because people have different definitions .

Darius Santos (Dubb) 27:07

You can watch a YouTube video , or you can watch 10 targeted ones that are specific , or you can watch one , and then you go down the rabbit hole of being entertained . So , it takes a lot of focus and attention to be able to stay on top of that learning curve . It's like you're always in school . You never get a summer vacation .

Lance Hood (FranPro) 27:23

Right Focus on learning and not being entertained Right .

Darius Santos (Dubb) 27:26

As you can .

Lance Hood (FranPro) 27:27

Yeah , and what are some of the ? What's some of the biggest challenges your company personally went through as part of its growth curve to get here ?

Darius Santos (Dubb) 27:36

Well , I think that you know , in the very beginning it was literally just me and Reuben . It was two guys trying to start this whole thing for ourselves and bootstrapped right no external funding or whatever . That was the most challenging part because it was like , hey , you had a timeline of this big look , we have this much time to try to get this whole thing to work and I'm just really grateful that we were able to tie things together and find a target audience and start selling and building really quickly , because what we just talked about the research and saying what's the best thing we can do , let's split test this . We did all those things and I think it was a benefit of having just us two because there was no one else to deal with . No other moving parts , you know , was all on us . The bad side is you have to execute it all yourself and now we're in a better place where we can ID eight , we can strategize and then have other team members execute .

Business Challenges, Success, and Future Trends

Darius Santos (Dubb) 28:25

But now I'd say that was probably the most challenging part was just that lift off , getting off the ground within those first , you know , six months to a year of getting a place to where we're profitable , we could keep our families fed and keep doing what we were doing without , you know , having to go chase down some investor or something like that . But that was a tough time , or was a scary time , because you weren't certain . You're nothing certain , especially in that first six months to a year of a startup . But yeah , we grown . I sat here , I strapped myself into the chair because I would get , you know , bad posture after you sit for too long and so I literally would boat myself in to keep my posture good .

Darius Santos (Dubb) 29:01

So I would stay up because I was on the 10 hours a day for seven days a week for months . You know just hammering it , but yeah , I wouldn't change that time for anything .

Lance Hood (FranPro) 29:12

Well , you know , and what you said about you and Ruben starting it , the thing that I noticed from starting companies that I did is if you try to hire everything out and you don't learn it as the owner , you just don't have that firsthand knowledge . You know , and as you grow , as you outsource stuff , if you don't keep your mind in some degree , then you still can get out of touch and lose track of things , and I think that's why they have those undercover bosses . They restart realizing you know .

Darius Santos (Dubb) 29:42

I've got so big .

Lance Hood (FranPro) 29:42

I don't realize that what we're asking is unrealistic , or ? You know , I have no understanding of what the people are doing on the frontline .

Darius Santos (Dubb) 29:50

That's it . Yeah , I know exactly that we started everything and as soon as we realized , okay , we're in a place , now we can delegate some opportunities to other people . But yeah , that was a good times .

Lance Hood (FranPro) 30:01

What would you say is the best decision you ever made in business , outside of getting started in business ?

Darius Santos (Dubb) 30:07

That's tough . The best decision . Best decision Maybe the first hire or there was actually a time where we sort of got our seed round was from investors not from investors but from early adopters . So a lot of people go to you know , they go try to find an investor and then , before they have product , before they have sales , before they have anything , and we didn't do that . So had we done that , maybe we'd be in a different place , I don't know . When we went and got our seed round from our early adopters , that was probably one of the better decisions because that's how we were able to get over that hurdle and stuff . So the decision to build product and find early adopters as investors , versus trying to find some seed investor you know company and be beholden to them during a launch , that was probably one of the better decisions we made , because we had control over everything we did and , as a result , we're able to build a successful company without having to , you know , answer or wait for someone to try to sell it off underneath us or whatever . Right , yeah .

Lance Hood (FranPro) 31:13

Well , I know you're in technology and I think I probably know the answer to this , but what are any new trends or technology you think people should be aware of ?

Darius Santos (Dubb) 31:23

I think that the AI is going to be a piece that people have to keep an eye on . I'm seeing a lot of AI in video , but it's also breaking the point , like it's defeating the purpose , because the whole purpose of a video is to help build trust right , to simulate that human personality or like in the human connection , like when you're in person . And then these AI things they sort of look like a person , but there's a little difference . And when someone can tell that it's meant to be hey , I'm a person , I'm going to help you , and they can tell it's not a person , then the opposite of that happens , where this is a robot and now I don't trust this thing as much because they tried to make me think it was a person , but it's not . But besides that , the AI is going to be coming very fast , very far . It's already come a long way in a short time and I think trying to understand how the applications can be used within your organization is definitely going to be beneficial . And just a pro tip here as a writing assistant , everyone can use it right now to help you write subjects or bodies or copy or paragraphs or whatever . It's a really great starting point if you're at any kind of roadblock , but AI is definitely going to be the future here .

Darius Santos (Dubb) 32:32

Sms is another one , because text messaging is a rapidly changing landscape , just like email many years ago , and it became more and more difficult to send email more spam buttons , unsubscribe buttons , all that stuff . Text messaging is going that same direction right now , where there's a lot of consumers that are saying , hey , I'm annoyed with all these spam , scam text messages . And so the providers AT&T , t-mobile , or carriers they're cracking down on their pushing back based on their constituents , and so text messaging is the wild west right now . Expect some major changes coming there as well .

Lance Hood (FranPro) 33:06

Right , I can see that , and didn't I see SMS that you guys are hooking people up with ?

Darius Santos (Dubb) 33:11

Yeah , absolutely . Because depending on the industry and the vertical and what we're selling , anything to consumer SMS is very popular , like franchisees that are professional services , home services , things like that . They're very active in the SMS piece because their constituents , their audience , is very active . Consumers are more business to business . I would say the SMS is less popular with business to business just because people are like they're not giving away their business lines for text messaging like landline or something . So but yeah , for consumers . And then we've built in the SMS where you can do bulk stuff , you can do automated stuff , anything you can do with text messaging , with or without video . We've added to the platform as well .

Lance Hood (FranPro) 33:52

Very nice . Yeah Well , darius , I just wanted to thank you for sharing your insights with everybody today and I want to tell everybody who's listening Now dub as a video platform . When I first found it , I did a lot of research and I was most impressed with it because it does about everything and if it doesn't wait two weeks , because every time I'll ask like I asked Darius a question about something that they I said do you do this yet ? And he says , no , we don't . I'm sorry he goes , but it's opening in about two weeks . It's coming in two weeks .

Lance Hood (FranPro) 34:26

So I was like well , that sounds like you already got it . So , you guys just keep adding everything and the biggest thing is keeping it simple , because you can grow and grow the complication . It's harder to expand while continuously simplifying and making things easy to use , you know . So I think video is the way to go . I know you can do it from your computer , but you can also just open it up right on your phone and send stuff right from your phone on the go . It's definitely a good way to connect .

Darius Santos (Dubb) 34:57

I would say you know when , the next time you're going to send a message , just imagine one message with a video where it says somebody's name , like okay , this is more of a personal approach , it's like a one to one example . But again , if we're talking to someone , they're going to make a large purchase , $100,000 purchase of a franchise or more . Imagine what you're going to send to that person . And then just imagine , side by side , one is a plain text email and the other one's a video that says something like hey , john , an opportunity , or something like it's a personal video that you made just for them . If it's hard to imagine , then I would say just do the test and then see the result . Right , send a personal message to five people , plain text . Send a video like that to five or 10 people and watch the result , because people will respond in ways that you've never received from plain text messages , and that is going to be positive . It's going to be outcomes .

Darius Santos (Dubb) 35:48

You're like , wow , this was so cool . And then when they meet you , you get that benefit too . You're like , wow , I feel like you're like a celebrity . I know you already because they've gotten to see you and stuff . So it's just the most powerful way to build relationships . Okay , if you're on the phone , great , spend a lot of time on the phone , but that's not scalable . You can have to be on the person with one phone , one time . Zoom same thing . It's not scalable , whereas these video messages are . You can put one video on a social media channel or through an email campaign and engage thousands of people at one time , globally . So most scalable .

Lance Hood (FranPro) 36:21

Whenever I have someone that asks me to meet for coffee and I'm like I go broke doing that , I don't have time for that , right .

Darius Santos (Dubb) 36:28

I'm one coffee meeting a day , okay , and as a result , no , that's not going to work .

Lance Hood (FranPro) 36:32

Yeah Well , this whole call has really been about engagement , because it's getting people to get on the phone with you , getting people to book in with you . So it's really engagement and conversion strategies . So I've asked Darius to take his knowledge of . I don't know how many videos have gone through your system , but it is a massive amount and millions .

Darius Santos (Dubb) 36:52

Yeah .

Lance Hood (FranPro) 36:52

Yeah , millions . And so to look through that and help us create some engagement and conversion strategies , and we're going to do a whole webinar on that for everybody who wants to get started with Dub . So you can sign up with a free account . That is the way to get access to this webinar . We'll do it live . You can jump on , we'll gather some questions , we'll answer questions live and then we'll save the recording for you . So that's just for us . This isn't like a big thing that's just going out there , it's just for you guys . So if you want to do it , you can sign up here https://Franpro . vip/GoDubb . Thank you , Darius . I really appreciate it .

Darius Santos (Dubb) 37:31

Thank you , appreciate you , brother . All right , that's it , thanks .