1 00:00:00,122 --> 00:00:01,082 Hello, ladies. 2 00:00:01,102 --> 00:00:04,182 Welcome to this week's episode of hourly to exit. 3 00:00:04,232 --> 00:00:08,132 I have a very special guest for you today, who I'm super excited about. 4 00:00:08,358 --> 00:00:09,459 Heidi Araya. 5 00:00:09,729 --> 00:00:10,609 Hello, Heidi. 6 00:00:10,854 --> 00:00:11,528 Thank you. 7 00:00:11,558 --> 00:00:11,828 Yes. 8 00:00:11,828 --> 00:00:13,278 I'm so excited to be here as well. 9 00:00:13,338 --> 00:00:14,348 Thanks for inviting me. 10 00:00:14,528 --> 00:00:14,898 Yeah. 11 00:00:14,898 --> 00:00:15,408 Well, 12 00:00:15,438 --> 00:00:17,971 we can't get enough of AI. 13 00:00:17,981 --> 00:00:21,931 And so we have a wonderful AI expert to talk to us today. 14 00:00:22,058 --> 00:00:25,771 We're going to find out more about kind of, the latest and greatest with AI. 15 00:00:26,181 --> 00:00:29,911 But before we do that, I really want you to get to know Heidi. 16 00:00:29,953 --> 00:00:31,063 how she got here. 17 00:00:31,093 --> 00:00:34,539 So Heidi, before we get started, can you tell us about yourself, 18 00:00:34,549 --> 00:00:35,979 your business and your journey? 19 00:00:36,139 --> 00:00:36,539 Sure. 20 00:00:36,629 --> 00:00:40,696 So my journey, I actually spent the past 25 years helping 21 00:00:40,696 --> 00:00:43,926 companies become more effective, efficient, and productive at work. 22 00:00:43,956 --> 00:00:47,116 I just saw opportunities from the very beginning that no one else did. 23 00:00:47,116 --> 00:00:51,789 So reinventions along the way. 24 00:00:51,946 --> 00:00:53,513 But I saw that companies would. 25 00:00:53,671 --> 00:00:56,381 Execute these process improvements without considering people. 26 00:00:56,391 --> 00:01:00,244 So then I built a brand around inviting people into the process improvements. 27 00:01:00,244 --> 00:01:03,421 And that took me deep into the software companies, agile ways of 28 00:01:03,441 --> 00:01:07,698 working, of course, and finally leading transformations inside enterprises. 29 00:01:08,116 --> 00:01:12,161 But honestly, a couple of things happened the system inside most companies. 30 00:01:12,372 --> 00:01:15,879 Prevents actual change from happening number 1 and secondly, I 31 00:01:15,879 --> 00:01:19,859 saw about 3 to 4 years ago that the job I had of leading large change 32 00:01:19,859 --> 00:01:23,219 initiatives inside organizations was going to come to an end soon. 33 00:01:23,399 --> 00:01:27,236 So I knew I had to prepare myself for a pivot and I just didn't know. 34 00:01:27,406 --> 00:01:29,856 How much pivoting I would have to do in the course of a year. 35 00:01:29,856 --> 00:01:33,469 So, long story short, I dived deep into AI, took a data science 36 00:01:33,469 --> 00:01:36,739 program at MIT, sort of upskilling and building AI assistants. 37 00:01:36,739 --> 00:01:40,339 And now I'm building an AI agency with a people first poke focus. 38 00:01:40,709 --> 00:01:41,233 Wow. 39 00:01:41,283 --> 00:01:42,243 That is amazing. 40 00:01:42,392 --> 00:01:42,603 Yeah. 41 00:01:42,603 --> 00:01:45,703 I mean, I will say, I mean, we're going to point out like all the 42 00:01:45,713 --> 00:01:48,717 things that happened since you, MIT, I didn't know that about you, Heidi. 43 00:01:48,893 --> 00:01:52,363 And so, a year ago, I mean, I guess it's a year and a half now. 44 00:01:52,546 --> 00:01:57,726 I didn't even know like AI is formed to me as like Bitcoin or cryptocurrency 45 00:01:57,726 --> 00:02:01,059 or whatever it was like out there, there's no way not touching it. 46 00:02:01,241 --> 00:02:02,226 That's somebody else. 47 00:02:02,226 --> 00:02:03,046 It's not me. 48 00:02:03,198 --> 00:02:04,476 And now here we are. 49 00:02:04,506 --> 00:02:06,926 And it's kind of all I talk about these days. 50 00:02:07,143 --> 00:02:11,906 So for you, I mean, so much has changed, like, since you decided 51 00:02:11,906 --> 00:02:15,868 to like, kind of dig into the AI, how has that process been for you? 52 00:02:16,070 --> 00:02:19,113 Yeah, first of all, it's been very interesting that I'm not 53 00:02:19,113 --> 00:02:20,713 where I thought I would be. 54 00:02:21,159 --> 00:02:24,184 I don't think I could have predicted where I am now, but yet I feel like this 55 00:02:24,184 --> 00:02:26,124 is kind of what I was born to be doing. 56 00:02:26,124 --> 00:02:29,831 So a year ago, a year and a half ago, I just started experimenting with AI. 57 00:02:29,964 --> 00:02:34,614 I was a consultant inside a technical consulting firm, helping enterprises 58 00:02:34,624 --> 00:02:38,324 with their transformations and, technical, like, app modernization. 59 00:02:38,487 --> 00:02:39,107 And. 60 00:02:39,317 --> 00:02:43,094 I saw how it could help me in my work come up with workshop agendas. 61 00:02:43,094 --> 00:02:45,994 And I thought, well, okay, this is probably the worst AI we will see, you 62 00:02:45,994 --> 00:02:47,054 know, that's what they started saying. 63 00:02:47,054 --> 00:02:48,924 Hey, this is the worst AI you will ever see. 64 00:02:48,934 --> 00:02:51,004 And so I began experimenting more and more. 65 00:02:51,154 --> 00:02:54,361 I found how to summarize web pages, podcasts and all that, 66 00:02:54,371 --> 00:02:55,291 because I love to learn. 67 00:02:55,291 --> 00:02:57,414 And I thought this is where I have to dig in more. 68 00:02:57,561 --> 00:03:00,467 So I was laid off twice in 2023. 69 00:03:00,557 --> 00:03:02,951 But I was already prepared for what I was going to do next. 70 00:03:03,081 --> 00:03:06,144 So I hopped right into the data science program at MIT again. 71 00:03:06,174 --> 00:03:07,394 At the time, I thought. 72 00:03:07,561 --> 00:03:10,334 I'm just going to learn as much as I can, because I don't know what's out there, 73 00:03:10,464 --> 00:03:12,501 but I know I need to know this thing. 74 00:03:12,667 --> 00:03:16,107 And I remember having a conversation with the program manager at MIT when 75 00:03:16,127 --> 00:03:18,867 you had to have a call so that they would accept you in the program and 76 00:03:18,867 --> 00:03:20,424 talk about why you were doing this. 77 00:03:20,424 --> 00:03:22,951 And she says, but Heidi, this is so different than 78 00:03:22,981 --> 00:03:24,541 anything you have ever done. 79 00:03:24,677 --> 00:03:29,911 the business statistics, the Python, the data science and all this data wrangling. 80 00:03:30,071 --> 00:03:32,664 And so I remembered my words back to her were, Okay. 81 00:03:32,757 --> 00:03:36,477 If not now, then when, like, this is the time. 82 00:03:36,594 --> 00:03:40,697 And so I, spent a lot of hours learning that discovered by the 83 00:03:40,697 --> 00:03:43,917 end that I didn't want to be a data scientist, but that was okay. 84 00:03:43,997 --> 00:03:44,447 the time. 85 00:03:44,447 --> 00:03:48,477 My goal was to just simply know enough about data science, machine learning, AI 86 00:03:48,487 --> 00:03:53,527 to lead an initiative or something inside a company like an AI initiative or team. 87 00:03:53,696 --> 00:03:58,346 Then I started to build AI assistants and I got very excited about the 88 00:03:58,346 --> 00:04:02,565 possibilities there, especially because my first customers were content 89 00:04:02,565 --> 00:04:06,345 creators and authors who had a lot of work out there that they wanted to 90 00:04:06,345 --> 00:04:07,825 share their knowledge with the world. 91 00:04:07,825 --> 00:04:10,865 And so I, thought, well, this is kind of my mission is sharing knowledge and 92 00:04:10,865 --> 00:04:12,775 helping connect people with information. 93 00:04:12,775 --> 00:04:15,699 So I just kind of all ballooned from there, I guess. 94 00:04:15,897 --> 00:04:16,614 That's fantastic. 95 00:04:16,614 --> 00:04:18,684 And so now you have an AI agency. 96 00:04:18,714 --> 00:04:19,954 did you coin that term? 97 00:04:19,954 --> 00:04:20,154 Or is that, 98 00:04:20,312 --> 00:04:23,314 I didn't coin that term, but it is a term that's kind of new. 99 00:04:23,314 --> 00:04:24,794 That's out there that people are using. 100 00:04:24,824 --> 00:04:28,867 So yeah, in the past year I had to move from, agile ways of working to 101 00:04:28,907 --> 00:04:31,527 this AI from a non technical role 102 00:04:31,774 --> 00:04:32,034 to 103 00:04:32,074 --> 00:04:35,520 providing technical solutions from helping large companies. 104 00:04:35,775 --> 00:04:40,789 To serving solopreneurs, small businesses and from dealing with technical customers 105 00:04:40,789 --> 00:04:44,469 who were typically engineers to serving a lot of non technical customers. 106 00:04:44,512 --> 00:04:49,113 And lastly, uh, last and hardest maybe I think was from employee 107 00:04:49,113 --> 00:04:50,583 to business owner solopreneur. 108 00:04:50,688 --> 00:04:51,738 Yeah, yeah, yeah. 109 00:04:51,871 --> 00:04:53,585 Well, I am one of her challenge 110 00:04:53,645 --> 00:04:54,145 clients. 111 00:04:54,585 --> 00:04:55,815 Thank you very much. 112 00:04:56,218 --> 00:04:57,021 They're wonderful. 113 00:04:57,051 --> 00:04:59,338 So we're going to talk about AI assistance. 114 00:04:59,608 --> 00:05:04,265 And by the way, when we say assistance, it's like the A N T S like, the 115 00:05:04,265 --> 00:05:06,835 noun correct, uh, or plural noun. 116 00:05:07,028 --> 00:05:09,745 basically the custom chatbots. 117 00:05:10,096 --> 00:05:12,076 Is that basically what we're talking about? 118 00:05:12,076 --> 00:05:12,376 Right. 119 00:05:12,596 --> 00:05:12,796 Yeah. 120 00:05:12,796 --> 00:05:17,261 And so, first tell us about, cause I believe it wasn't that long ago that I 121 00:05:17,261 --> 00:05:22,388 was asking someone about adding a custom chat box to my website and they're 122 00:05:22,388 --> 00:05:24,048 like, oh, it's super complicated. 123 00:05:24,058 --> 00:05:26,791 And maybe they just didn't know what they're talking about, or has it just. 124 00:05:26,938 --> 00:05:29,138 Progress that much in the last 6 to 9 months. 125 00:05:29,481 --> 00:05:30,695 It's like, what is the history 126 00:05:30,848 --> 00:05:31,248 there? 127 00:05:31,248 --> 00:05:34,538 Yes, it has progressed very rapidly in the last 6 to 9 months. 128 00:05:34,538 --> 00:05:37,478 When I first started building chatbots, there were very few 129 00:05:37,518 --> 00:05:39,028 platforms available for them. 130 00:05:39,198 --> 00:05:42,331 They were expensive, they couldn't house a lot of information and a lot 131 00:05:42,331 --> 00:05:46,995 of them, like, for the 1 that we built for you and others, can kind of crawl 132 00:05:46,995 --> 00:05:51,588 the website effectively and quickly and those kind of things didn't exist. 133 00:05:51,703 --> 00:05:52,533 9 months ago. 134 00:05:52,713 --> 00:05:56,176 So, yes, great progress has been made not only with the capabilities, 135 00:05:56,206 --> 00:05:58,256 but also the storage of information. 136 00:05:58,256 --> 00:06:00,246 So it used to be very expensive to do that. 137 00:06:00,246 --> 00:06:02,086 And they were saying it would be, hundreds of dollars per month. 138 00:06:02,096 --> 00:06:04,966 So that has the cost has come down a lot from that as well. 139 00:06:04,966 --> 00:06:06,326 Those are some of the factors. 140 00:06:06,326 --> 00:06:06,660 Okay. 141 00:06:06,690 --> 00:06:07,830 So what is the difference 142 00:06:07,860 --> 00:06:08,530 between 143 00:06:08,530 --> 00:06:08,706 like, 144 00:06:08,706 --> 00:06:13,421 The AI assistance, and like, when I go on chat, if I premium, I can make a 145 00:06:13,481 --> 00:06:15,733 custom, bot or whatever they call it. 146 00:06:15,957 --> 00:06:16,757 Yeah, that is a great. 147 00:06:16,797 --> 00:06:17,057 Yeah. 148 00:06:17,057 --> 00:06:17,387 Custom. 149 00:06:17,387 --> 00:06:17,836 Yeah. 150 00:06:18,053 --> 00:06:18,285 Yeah. 151 00:06:18,553 --> 00:06:19,900 A great question. 152 00:06:19,900 --> 00:06:25,204 So when you build your custom in chat, you can actually program that with. 153 00:06:25,369 --> 00:06:27,882 Natural language, I want this and I want that. 154 00:06:27,986 --> 00:06:30,702 how it responds and you can upload some files there. 155 00:06:30,854 --> 00:06:33,802 But the limitations are it's limited to both. 156 00:06:33,974 --> 00:06:37,119 The file upload, so it can't crawl your site automatically 157 00:06:37,119 --> 00:06:40,442 and pull in on the data, but also the file uploads are limited. 158 00:06:40,502 --> 00:06:43,476 And I think it's 20 files that you can upload. 159 00:06:43,636 --> 00:06:47,791 the work around is to gather all of your information, transport it, Format to text 160 00:06:47,801 --> 00:06:49,681 format 1st, and then you can upload it. 161 00:06:49,857 --> 00:06:53,787 so you'd have to do some massaging there, but You also can't embed that 162 00:06:53,817 --> 00:06:58,221 on your website as a chat in a pop up, like, we have done, or in an eye frame. 163 00:06:58,514 --> 00:07:01,484 And so they just meant it to be if you did do that. 164 00:07:01,591 --> 00:07:03,564 Say, you had some of your content there. 165 00:07:03,644 --> 00:07:06,641 It would be a lot less content, and it wouldn't deliver the same 166 00:07:06,641 --> 00:07:10,761 results as the custom assistance that you could embed on your website. 167 00:07:10,947 --> 00:07:11,266 Right. 168 00:07:11,392 --> 00:07:11,572 Yeah. 169 00:07:11,572 --> 00:07:14,782 I'll say from my personal experience, it is amazing. 170 00:07:14,802 --> 00:07:20,336 how well it can, gather the information on my site and help, people answer 171 00:07:20,336 --> 00:07:21,496 their questions from a chat. 172 00:07:21,496 --> 00:07:25,679 Very different from the customer service thing that you get, you know, when you're. 173 00:07:25,759 --> 00:07:27,919 Trying to get through to your phone company or whatever. 174 00:07:27,919 --> 00:07:32,042 I mean, it really is just kind of finding the information that you 175 00:07:32,042 --> 00:07:33,849 have helping people access it. 176 00:07:34,059 --> 00:07:37,779 So, when people are thinking about using. 177 00:07:37,972 --> 00:07:40,852 an AI assistant on their site. 178 00:07:41,006 --> 00:07:45,516 I mean, the beauty of it is it helps them kind of, really make accessible 179 00:07:45,609 --> 00:07:47,686 all of the information on their site. 180 00:07:47,779 --> 00:07:51,689 But I imagine that there's kind of some minimum requirements for it to make sense. 181 00:07:52,124 --> 00:07:52,449 Yes. 182 00:07:52,509 --> 00:07:55,469 And I've had a couple of customers that I actually said, It doesn't 183 00:07:55,469 --> 00:07:57,809 make any sense for them to have a chat bot on their website. 184 00:07:57,809 --> 00:08:01,799 And 1 was a gentleman who had visual solutions. 185 00:08:01,799 --> 00:08:03,449 So he would do lighting solutions. 186 00:08:03,459 --> 00:08:07,816 And so 90 percent of his website was just videos of the lighting 187 00:08:07,816 --> 00:08:09,859 that he had set up in arenas and 188 00:08:10,001 --> 00:08:10,341 big 189 00:08:10,341 --> 00:08:11,571 buildings and all these things. 190 00:08:11,654 --> 00:08:15,779 and with that lack of text information on his website, I said, well, the chat bot 191 00:08:15,891 --> 00:08:19,399 Isn't going to perform for you, you would actually have to have documents where you 192 00:08:19,399 --> 00:08:21,309 train the chat bot to answer questions. 193 00:08:21,329 --> 00:08:25,649 So if you're willing to invest in building those documents, then we could train it. 194 00:08:25,791 --> 00:08:28,904 but if not, then the chat bot can't operate with no information. 195 00:08:29,140 --> 00:08:31,004 So that's 1 customer. 196 00:08:31,200 --> 00:08:34,754 the other customer I had, which recently I told him it wasn't 197 00:08:34,754 --> 00:08:36,604 worth to get a chap on his website. 198 00:08:36,820 --> 00:08:39,160 has specialty cleaning business and. 199 00:08:39,328 --> 00:08:43,035 He had 20 pages on his website, and the value proposition was clear. 200 00:08:43,035 --> 00:08:44,455 People weren't going to get lost 201 00:08:44,748 --> 00:08:44,968 in 202 00:08:44,998 --> 00:08:46,308 what he was trying to offer. 203 00:08:46,438 --> 00:08:48,148 So they could ask a simple question. 204 00:08:48,168 --> 00:08:51,175 And I did a test bot for him so he could see, and it was, how 205 00:08:51,175 --> 00:08:52,715 often should you clean your rugs? 206 00:08:52,821 --> 00:08:54,215 do you do this kind of cleaning? 207 00:08:54,346 --> 00:08:57,558 But at the end, told him, I actually don't think this would be a value to 208 00:08:57,558 --> 00:09:01,143 you because, uh, When customers come to your website, it's pretty clear 209 00:09:01,153 --> 00:09:03,653 what you're offering is they're not going to have to sip through reams 210 00:09:03,653 --> 00:09:05,433 and have complex questions about that. 211 00:09:05,563 --> 00:09:08,423 yeah, I actually told him to focus more on building his brand and his 212 00:09:08,423 --> 00:09:11,863 authority in the specialty cleaning space instead of the chatbot. 213 00:09:12,010 --> 00:09:12,263 Yeah. 214 00:09:12,263 --> 00:09:15,046 And I would think, just good old fashioned FAQs. 215 00:09:15,948 --> 00:09:21,581 Are adequate for some uses, for my site, which was, I guess, finally, all 216 00:09:21,591 --> 00:09:25,684 these web, these blog posts and things that I've been doing finally paid off. 217 00:09:25,831 --> 00:09:32,586 And so I have, a fair amount of content on there, so it's able to blog posts, right? 218 00:09:32,596 --> 00:09:34,723 My podcasts are all on there. 219 00:09:34,723 --> 00:09:39,523 So the transcripts from that, including some that I was a guest on and, 220 00:09:39,523 --> 00:09:40,643 was there something else on there? 221 00:09:40,643 --> 00:09:41,799 I can't remember that. 222 00:09:41,819 --> 00:09:42,039 YouTube, 223 00:09:42,723 --> 00:09:44,243 any YouTube videos, YouTube 224 00:09:44,243 --> 00:09:44,773 videos. 225 00:09:44,773 --> 00:09:45,113 Yeah. 226 00:09:45,173 --> 00:09:47,149 And your other website, That's right. 227 00:09:47,226 --> 00:09:48,506 And I have multiple websites. 228 00:09:48,686 --> 00:09:48,976 Yeah. 229 00:09:48,976 --> 00:09:50,336 So it all works together. 230 00:09:50,503 --> 00:09:52,709 and so it is, truly amazing. 231 00:09:52,709 --> 00:09:53,259 I'm loving it. 232 00:09:53,483 --> 00:09:57,363 So it is a completely closed data set, correct? 233 00:09:57,363 --> 00:10:01,890 so that's not outside of the website when we're doing it, chat box. 234 00:10:02,140 --> 00:10:02,630 Okay. 235 00:10:02,630 --> 00:10:03,190 All right. 236 00:10:03,327 --> 00:10:03,720 Correct. 237 00:10:03,720 --> 00:10:04,110 Yes. 238 00:10:04,170 --> 00:10:08,350 And That's one of the reasons why I'm very careful about the solutions and 239 00:10:08,350 --> 00:10:12,409 platforms that I offer because some of them, was using one back in October, 240 00:10:12,409 --> 00:10:15,986 November timeframe that actually was hallucinating and it was impossible 241 00:10:15,986 --> 00:10:18,246 to turn off the internet access to it. 242 00:10:18,246 --> 00:10:21,712 And so it would do strange things like give recipes for tomato soup. 243 00:10:21,868 --> 00:10:26,376 And it, it would also at one time, yeah, it would, so it was a management 244 00:10:26,376 --> 00:10:29,042 consultant and it would give recipes for tomato soup that people asked 245 00:10:29,042 --> 00:10:30,692 it for, it would, at one point. 246 00:10:30,832 --> 00:10:34,150 Someone asked it a question and it gave a, like a link to a different website. 247 00:10:34,170 --> 00:10:35,330 So I knew that it wasn't. 248 00:10:35,330 --> 00:10:36,017 So, 249 00:10:36,430 --> 00:10:39,780 yes, all those things have evolved so much over the past 6 to 9 months. 250 00:10:39,780 --> 00:10:44,287 And so we have better checks controls over to ensure that it's 251 00:10:44,297 --> 00:10:46,117 not hallucinating, not going outside. 252 00:10:46,117 --> 00:10:48,817 And what I say, the little walled garden that you're supposed to be 253 00:10:48,847 --> 00:10:50,227 playing in an answering problem. 254 00:10:50,503 --> 00:10:53,343 the other thing that I really wanted to do when I was working on your 255 00:10:53,343 --> 00:10:55,663 solution is to have the citations. 256 00:10:55,938 --> 00:10:59,360 readily available so that when people get an answer to their 257 00:10:59,360 --> 00:11:02,680 question, they're able to click and see where did the answer come from? 258 00:11:02,680 --> 00:11:07,227 Because that gives more certitude and kind of confidence that it's not hallucinating. 259 00:11:07,390 --> 00:11:08,817 Yeah, that is so important. 260 00:11:08,950 --> 00:11:12,077 In fact, I was just like, interacting on LinkedIn today. 261 00:11:12,217 --> 00:11:17,573 Had a post about AI and someone mentioned, yeah, you know, I realized 262 00:11:17,573 --> 00:11:21,290 that I never get spurses when I use, chat GVT in this instance. 263 00:11:21,523 --> 00:11:24,420 and I think people aren't aware that they can get spurses. 264 00:11:24,448 --> 00:11:27,863 Get sources, but it's, people are just becoming way more aware. 265 00:11:27,863 --> 00:11:31,393 Like we need to make sure we know where is this information coming from? 266 00:11:31,513 --> 00:11:35,850 We know that, generative AI hallucinates, we know that it steals 267 00:11:35,860 --> 00:11:41,393 stuff, we know, and so we need to have that comfort of having sources. 268 00:11:41,393 --> 00:11:44,683 And I'm glad to know that, on my site, it's great. 269 00:11:44,847 --> 00:11:49,183 Yeah, I mean, you get the answer from the bot, but to be able to go to the 270 00:11:49,203 --> 00:11:51,503 source is really important as well. 271 00:11:51,697 --> 00:11:53,677 and then back to that being a closed dataset. 272 00:11:54,177 --> 00:12:00,098 I it sounds like some of the risks that everyone is afraid of when using, 273 00:12:00,148 --> 00:12:02,432 kind of the chat GBTs of the world. 274 00:12:02,592 --> 00:12:06,742 Those are eliminated when we're using our, custom chat bots. 275 00:12:06,742 --> 00:12:07,782 Is that right? 276 00:12:07,965 --> 00:12:08,777 Yes, correct. 277 00:12:08,787 --> 00:12:09,097 Yes. 278 00:12:09,117 --> 00:12:11,585 it's not trained on your information and material. 279 00:12:11,595 --> 00:12:15,287 So it's all secure and private on a sock to GDPR compliant. 280 00:12:15,287 --> 00:12:18,835 I so 27, 001 and all those compliant platforms. 281 00:12:19,238 --> 00:12:23,499 so, yes, that's another reason for doing a custom AI assistant instead 282 00:12:23,499 --> 00:12:25,749 of just going through a chat one. 283 00:12:25,953 --> 00:12:26,749 Yeah, very nice. 284 00:12:26,809 --> 00:12:27,229 Very nice. 285 00:12:27,450 --> 00:12:29,329 And so are there any best practices? 286 00:12:29,406 --> 00:12:31,989 Practices that we need to think about, like, , when does someone 287 00:12:31,989 --> 00:12:32,969 know that they're ready for you? 288 00:12:32,989 --> 00:12:33,789 Let's put it that way. 289 00:12:33,999 --> 00:12:34,553 Interesting. 290 00:12:34,613 --> 00:12:38,863 So perhaps there are a solopreneur expert that has a lot of information out there. 291 00:12:38,873 --> 00:12:42,656 And 1 example would be an author with a lot of. 292 00:12:42,753 --> 00:12:46,878 Books like my 1 client who has 28 books 1 of them has, I think about 293 00:12:46,878 --> 00:12:49,998 500 and 500 blog posts over 17 years. 294 00:12:50,164 --> 00:12:53,221 You have a lot of content to share even courses, right? 295 00:12:53,221 --> 00:12:55,401 I have another client who's interested in. 296 00:12:55,501 --> 00:12:59,434 Updating their courseware with a real-time streaming AI avatar. 297 00:12:59,454 --> 00:13:04,761 So it would be, there's enough information there where the AI assistant could operate 298 00:13:04,831 --> 00:13:06,941 in a way that it gets good information. 299 00:13:06,941 --> 00:13:10,201 So if there's not a lot of information out there, then I would recommend that person 300 00:13:10,211 --> 00:13:14,111 build their brand and create information first so that we could train the chatbot. 301 00:13:14,141 --> 00:13:16,761 But if you already have a lot of information out there and you want 302 00:13:16,761 --> 00:13:19,894 to share your knowledge or, monetize that knowledge in some other way 303 00:13:19,894 --> 00:13:22,894 than you're doing today, then an AI assistant could be that thing for you 304 00:13:23,088 --> 00:13:25,898 go back to what you mentioned with the course creator, 305 00:13:25,908 --> 00:13:27,238 some kind of live streaming. 306 00:13:27,238 --> 00:13:28,158 What was that? 307 00:13:28,928 --> 00:13:29,698 Explain this to us. 308 00:13:30,953 --> 00:13:36,543 So it is now possible to have a live streaming avatar where someone would. 309 00:13:36,563 --> 00:13:38,933 So say you have a course that you wanted to teach 310 00:13:39,263 --> 00:13:39,793 and 311 00:13:39,803 --> 00:13:44,128 you have an AI, avatar that could kind of be waiting for a question. 312 00:13:44,128 --> 00:13:47,684 So you'd go to a portal and then the person would ask a question 313 00:13:47,684 --> 00:13:52,081 either by voice or type it in and then have your avatar reply to that 314 00:13:52,081 --> 00:13:54,041 question based on your knowledge base. 315 00:13:54,409 --> 00:13:56,111 Whoa, 316 00:13:56,113 --> 00:13:57,863 that is so cool. 317 00:13:58,409 --> 00:13:59,839 So it's basically teaching. 318 00:13:59,849 --> 00:14:02,049 It's like having a teaching assistant, basically. 319 00:14:02,176 --> 00:14:02,569 Yes. 320 00:14:02,889 --> 00:14:03,179 Yes. 321 00:14:03,536 --> 00:14:06,989 It's new and not a lot of companies or people are going for that solution 322 00:14:06,989 --> 00:14:10,399 right now, but you could imagine how much more engaging it would be to 323 00:14:10,409 --> 00:14:14,089 learn something if you had sort of this person there in front of you, 324 00:14:14,089 --> 00:14:16,169 instead of just engaging in the chat. 325 00:14:16,179 --> 00:14:18,496 So that's one of the things that I, super excited. 326 00:14:18,496 --> 00:14:21,256 So I'm exploring for my own self, how much it would take 327 00:14:21,276 --> 00:14:23,046 to have that happen for people. 328 00:14:23,186 --> 00:14:26,929 And, the other thing is I have a client who's interested in 329 00:14:26,959 --> 00:14:28,679 updating their old courseware. 330 00:14:28,819 --> 00:14:32,384 And they have the transcripts for that, and the content is still good, but yet 331 00:14:32,414 --> 00:14:34,474 the videos are probably 10 years old. 332 00:14:34,539 --> 00:14:38,698 So this person did ask me and I told him, oh, you could certainly 333 00:14:38,728 --> 00:14:42,714 create an avatar of yourself and that would be your own voice and your 334 00:14:42,714 --> 00:14:44,768 own persona, you know, physically. 335 00:14:44,906 --> 00:14:46,411 And then we could actually. 336 00:14:46,546 --> 00:14:48,288 Train it on your courseware. 337 00:14:48,288 --> 00:14:49,438 So you already have the transcripts 338 00:14:49,894 --> 00:14:50,054 and 339 00:14:50,054 --> 00:14:53,044 all we would have to do is update it to however you looked currently 340 00:14:53,044 --> 00:14:54,544 and make any tweaks to the content. 341 00:14:54,544 --> 00:14:56,814 And then your avatar would just have your course. 342 00:14:56,824 --> 00:15:00,399 So it's a much I'll say lower course creator. 343 00:15:00,399 --> 00:15:03,559 Who's got some stuff they want to update if you have your old content. 344 00:15:03,693 --> 00:15:04,793 So that's another opportunity. 345 00:15:04,793 --> 00:15:08,696 That's not a real time streaming avatar, but it's still kind of the same where 346 00:15:08,696 --> 00:15:10,056 you could have your avatar there. 347 00:15:10,239 --> 00:15:11,711 That is amazing. 348 00:15:11,816 --> 00:15:18,064 So as you mentioned that it reminded me of the way old video games used 349 00:15:18,084 --> 00:15:22,388 to be made where I think they had to kind of produce multiple options 350 00:15:22,738 --> 00:15:27,818 and then somehow it would choose the right option based on what you did. 351 00:15:27,858 --> 00:15:29,824 Was that a I or is that just, 352 00:15:29,969 --> 00:15:32,861 well, it's something that I was, I actually was wondering if we 353 00:15:32,861 --> 00:15:35,941 would get to talk about today and that it's like a decision tree. 354 00:15:36,071 --> 00:15:36,364 Yes. 355 00:15:36,864 --> 00:15:37,161 Right. 356 00:15:37,171 --> 00:15:41,371 So more like, okay, it's kind of falls in machine learning where you 357 00:15:41,371 --> 00:15:45,334 would have a decision tree or So, not really the kind of conversant. 358 00:15:45,424 --> 00:15:49,553 More intelligent that we have today, but those were annoying because remember, if 359 00:15:49,553 --> 00:15:53,564 you call up the phone number and they say, do you want talk to this or talk to that? 360 00:15:53,564 --> 00:15:54,454 You press a number. 361 00:15:54,638 --> 00:15:56,748 And if you don't answer exactly what it wants, it gets 362 00:15:56,748 --> 00:15:58,428 confused and it won't respond. 363 00:15:58,568 --> 00:15:58,981 Right? 364 00:15:59,181 --> 00:15:59,431 Yeah. 365 00:15:59,431 --> 00:16:01,245 So we've advanced a lot beyond that. 366 00:16:01,245 --> 00:16:02,858 But, yes, some, those were. 367 00:16:03,051 --> 00:16:05,241 Probably typically decision trees, I would think. 368 00:16:05,415 --> 00:16:06,405 Oh, interesting. 369 00:16:06,415 --> 00:16:08,885 And now we have something dynamic and generative. 370 00:16:08,885 --> 00:16:11,105 So we can take that is so interesting. 371 00:16:11,105 --> 00:16:16,068 Well, that I mean, I really look forward to seeing 1 of those live 372 00:16:16,068 --> 00:16:19,008 streaming lens with avatar is public. 373 00:16:19,148 --> 00:16:20,441 Please let us know. 374 00:16:20,441 --> 00:16:22,271 I would love to see how that works out. 375 00:16:22,301 --> 00:16:23,581 That is so exciting. 376 00:16:23,581 --> 00:16:24,341 I think people are going to be. 377 00:16:24,705 --> 00:16:26,333 Extremely excited about that. 378 00:16:26,546 --> 00:16:27,563 so what else? 379 00:16:27,573 --> 00:16:30,563 I mean, obviously, that is more of the trends that you're seeing. 380 00:16:30,573 --> 00:16:32,693 I mean, things are happening so fast. 381 00:16:32,693 --> 00:16:36,800 I know it's probably hard to keep up, but what can we also can we look 382 00:16:36,800 --> 00:16:39,060 forward to in the last half of 2024? 383 00:16:39,256 --> 00:16:40,216 What a great question. 384 00:16:40,276 --> 00:16:43,656 So, the next thing I think people really start to dial in on is 385 00:16:43,686 --> 00:16:46,846 this idea of AI automation. 386 00:16:47,023 --> 00:16:48,433 So, more than just an assistant. 387 00:16:48,433 --> 00:16:51,563 So, a simple assistant can, you know, you can chat back and forth with, but it's 388 00:16:51,563 --> 00:16:53,653 not really taking any action on its own. 389 00:16:53,913 --> 00:16:54,253 Okay. 390 00:16:54,313 --> 00:16:55,410 So, agents. 391 00:16:55,746 --> 00:16:57,960 There's something called AI agents that will actually take 392 00:16:57,960 --> 00:16:59,450 autonomous actions on their own. 393 00:16:59,450 --> 00:17:01,640 So they might go through complex workflows. 394 00:17:01,846 --> 00:17:03,326 There's 1 person on LinkedIn. 395 00:17:03,336 --> 00:17:08,336 That's kind of advertising his advanced AI agents that he's created a series of them 396 00:17:08,356 --> 00:17:10,420 that operate intelligently on their own. 397 00:17:10,420 --> 00:17:11,380 They go out to the Internet. 398 00:17:11,390 --> 00:17:14,413 They solve coding problems and they come back and, when he wakes up in the 399 00:17:14,413 --> 00:17:18,650 morning, it's created 100, 000 lines of code overnight with his series of agents 400 00:17:18,650 --> 00:17:20,491 and contributed to open source projects. 401 00:17:20,491 --> 00:17:20,911 And so. 402 00:17:21,036 --> 00:17:24,513 That's kind of coming up and also scary to think about. 403 00:17:24,673 --> 00:17:25,403 Yeah. 404 00:17:25,463 --> 00:17:29,860 but the other thing that might be relevant for small businesses and people thinking 405 00:17:29,920 --> 00:17:32,210 what's next with AI would be just, 406 00:17:32,310 --> 00:17:36,636 AI automation, so for content creators, they might have some way that they 407 00:17:36,646 --> 00:17:41,537 automate their blog post creation in a way that it, generates an image as well. 408 00:17:41,567 --> 00:17:44,361 So it could go through this series of gathering information, generating a 409 00:17:44,361 --> 00:17:48,004 draft blog post, creating an image, and then have you, of course, add your own 410 00:17:48,004 --> 00:17:49,641 voice to it before you go out there. 411 00:17:49,641 --> 00:17:51,011 People who automate the whole thing. 412 00:17:51,011 --> 00:17:52,191 And I don't recommend that. 413 00:17:52,279 --> 00:17:52,841 Right? 414 00:17:52,891 --> 00:17:55,064 and the next thing is voice in AI. 415 00:17:55,064 --> 00:17:56,924 And that's something I'm also experimenting with. 416 00:17:56,924 --> 00:17:59,199 So this weekend I set up a, Okay. 417 00:17:59,242 --> 00:18:03,509 phone number where people could call in and schedule time on my calendar and 418 00:18:03,509 --> 00:18:05,129 so it's not ready for prime time yet. 419 00:18:05,129 --> 00:18:07,589 But, voice AI assistants are going to be big. 420 00:18:07,599 --> 00:18:09,289 The AI agents are going to be big. 421 00:18:09,429 --> 00:18:12,549 And I think that the avatars are going to be big. 422 00:18:12,609 --> 00:18:15,469 It's still very new, but those are the kind of things I see coming. 423 00:18:15,634 --> 00:18:19,807 Yeah, I think I saw it was in some, mastermind, I don't know, I think it 424 00:18:19,807 --> 00:18:24,251 was one that we share, but someone was mentioning that their bank had 425 00:18:24,311 --> 00:18:29,167 offered to have voice, authentication, so that instead of, pins or things 426 00:18:29,167 --> 00:18:33,321 like that, but is that a good idea? 427 00:18:33,331 --> 00:18:36,731 If we have, these voice avatars, if someone can take a recording, 428 00:18:36,731 --> 00:18:37,641 they can take this podcast. 429 00:18:38,129 --> 00:18:41,909 Recording and create a voice avatar and then use it to get into my bank account. 430 00:18:42,341 --> 00:18:45,616 So actually that's a risk that no one had thought about when they put the voice 431 00:18:45,646 --> 00:18:49,441 prints because I think that came out maybe five or six years ago when I was asked to 432 00:18:49,441 --> 00:18:52,014 add that to my financial services account. 433 00:18:52,044 --> 00:18:55,534 And so no, probably that alone isn't going to do it anymore. 434 00:18:55,676 --> 00:18:59,019 I was risky, but now they have other more advanced applications to figure 435 00:18:59,019 --> 00:19:01,892 out whether it's actually you, so I know they're advancing rapidly. 436 00:19:02,046 --> 00:19:05,746 I don't know of any banking or any serious application that's only using 437 00:19:05,746 --> 00:19:08,176 a voice right now because of that risk. 438 00:19:08,336 --> 00:19:08,942 Yeah, very good. 439 00:19:09,082 --> 00:19:09,269 Yeah. 440 00:19:09,269 --> 00:19:13,356 Well, we know that we're having issues with actors and actresses 441 00:19:13,376 --> 00:19:17,652 because of the ability to reproduce their voices, very accurately. 442 00:19:17,842 --> 00:19:21,012 So, all sorts of fun times for litigators. 443 00:19:21,372 --> 00:19:22,552 I'm not that kind of lawyer. 444 00:19:23,112 --> 00:19:26,532 So, but someone's going to make a lot of money from 445 00:19:26,532 --> 00:19:27,042 this stuff. 446 00:19:27,586 --> 00:19:31,049 I was thinking, Aaron, well, I was doing my MBA years and years ago. 447 00:19:31,049 --> 00:19:32,659 So it was about 2011. 448 00:19:32,659 --> 00:19:34,389 I looked it up to February of 2011. 449 00:19:34,389 --> 00:19:35,759 I'm in my MBA program. 450 00:19:35,759 --> 00:19:37,799 We had to take a class on innovation. 451 00:19:37,799 --> 00:19:41,042 And there's this thing called the theory of inventive problem solving by this 452 00:19:41,042 --> 00:19:44,579 guy, Alt Shuler, who was a Russian guy analyzing patents, and we actually had 453 00:19:44,579 --> 00:19:49,482 to write a paper on what we thought would happen based on his analysis of patents. 454 00:19:49,622 --> 00:19:52,276 Patents, and how people could create new patents and 455 00:19:52,276 --> 00:19:53,526 basically the future of things. 456 00:19:53,556 --> 00:19:57,722 And so 1 of the things was removing the human from the loop or combining things. 457 00:19:57,722 --> 00:20:01,064 So, just as an example, it used to be that heaters and air conditioners 458 00:20:01,064 --> 00:20:04,164 were separate, but now we have heat pumps, which effectively can operate. 459 00:20:04,164 --> 00:20:06,526 Both the other 1 was, of course, removing human in the loop. 460 00:20:06,526 --> 00:20:12,356 So my paper that I wrote back in 2011 was soon we won't need actors at all. 461 00:20:12,478 --> 00:20:16,619 And there's going to be an interim state Where the actor licenses their 462 00:20:16,619 --> 00:20:20,449 likeness to a movie because we all want to see Tom Cruise or whoever, 463 00:20:20,582 --> 00:20:23,646 but soon we won't really care because it's going to be good enough and we'll 464 00:20:23,646 --> 00:20:25,616 get used to not knowing that actor. 465 00:20:25,616 --> 00:20:29,459 But then imagine people who write books that they have this vision and 466 00:20:29,459 --> 00:20:32,659 the series can go on for 20 years, like the James Bond series, and they 467 00:20:32,659 --> 00:20:36,299 won't get disappointed because all of a sudden Sean Connery is too old to play. 468 00:20:36,619 --> 00:20:37,369 That's exactly right. 469 00:20:37,379 --> 00:20:40,279 We have a whole Dorian Gray issue here, I think, going on. 470 00:20:40,329 --> 00:20:41,156 So we'll just. 471 00:20:41,316 --> 00:20:45,802 Stick the actor in some room who never see him again so he can age 472 00:20:45,802 --> 00:20:47,582 while he stays beautiful on screen. 473 00:20:47,642 --> 00:20:48,292 I like that. 474 00:20:49,712 --> 00:20:51,572 That was very prescient of you. 475 00:20:52,823 --> 00:20:56,303 sometimes it's really hard to wrap your head around the possibilities, 476 00:20:56,303 --> 00:20:58,950 honestly, They're just endless okay. 477 00:20:59,110 --> 00:21:05,273 So as you know, this is a pretty meta podcast, mostly for female founders of 478 00:21:05,273 --> 00:21:09,247 expertise based businesses to help them, make sure they're building a business that 479 00:21:09,247 --> 00:21:12,077 is scalable and maybe someday saleable. 480 00:21:12,237 --> 00:21:13,990 And so you fit into that. 481 00:21:14,117 --> 00:21:18,560 Avatar, so I'm wondering what your plans are for your business and are 482 00:21:18,560 --> 00:21:22,500 you thinking about maybe scaling your selling or what the next chapter would be? 483 00:21:22,670 --> 00:21:24,223 Yeah, that's a very interesting question. 484 00:21:24,223 --> 00:21:27,622 Because 1st of all, I never thought that I would be a solopreneur and end 485 00:21:27,632 --> 00:21:31,368 up in this, but I absolutely am thinking about it because I see that there is. 486 00:21:31,664 --> 00:21:34,814 There's desire and need and I have to turn down projects every day because I 487 00:21:34,814 --> 00:21:38,394 can't handle them or they're just not in the area of scope of my business. 488 00:21:38,550 --> 00:21:43,559 And so I have interns and already someone else helping me on the side and I'm just 489 00:21:43,559 --> 00:21:47,209 wondering at what point Will I choose to scale or prepare my business for sale? 490 00:21:47,209 --> 00:21:50,382 So I'm already planning on reaching out and thinking early about those 491 00:21:50,382 --> 00:21:51,722 things in case it does happen. 492 00:21:51,722 --> 00:21:54,922 And of course, you'll be 1 of the people that I reach out to make sure that I'm 493 00:21:54,922 --> 00:21:56,912 doing things correctly along the way. 494 00:21:57,212 --> 00:21:57,372 It's 495 00:21:57,452 --> 00:21:58,032 never too 496 00:21:58,032 --> 00:21:59,042 early to plan. 497 00:22:00,892 --> 00:22:02,662 So I like to say that the things that we do to 498 00:22:02,762 --> 00:22:05,824 Prepare for sale are the same things that we need to do to scale. 499 00:22:05,844 --> 00:22:09,240 So it's not like, you need to be thinking 10 years down the line, those 500 00:22:09,240 --> 00:22:12,830 things that you need to kind of help decouple your income from your time. 501 00:22:12,860 --> 00:22:14,550 Those are the things you need to do now too. 502 00:22:14,790 --> 00:22:15,810 So very good. 503 00:22:15,987 --> 00:22:16,324 All right. 504 00:22:16,344 --> 00:22:17,954 So a couple of last questions. 505 00:22:18,014 --> 00:22:21,927 So, you know, I believe in creating a more equitable society and I'm 506 00:22:21,937 --> 00:22:26,187 wondering if there's an organization or a person who's doing great work 507 00:22:26,314 --> 00:22:28,617 in helping that happen that you'd like to share with the audience. 508 00:22:28,997 --> 00:22:33,555 Yeah, so I recommend the Malala fund because it really focuses on girls. 509 00:22:33,555 --> 00:22:35,825 And of course, education girls getting their proper 510 00:22:35,825 --> 00:22:37,265 education is so, so important. 511 00:22:37,265 --> 00:22:40,355 So I love their focus on girls getting their education because 512 00:22:40,355 --> 00:22:43,569 without an education, we really can't begin to compete and know 513 00:22:43,569 --> 00:22:44,889 what our potential really is. 514 00:22:44,909 --> 00:22:46,525 So I love the Malala fund. 515 00:22:46,665 --> 00:22:46,952 Yeah, 516 00:22:46,992 --> 00:22:47,712 absolutely. 517 00:22:47,752 --> 00:22:50,942 I agree 100 percent and there's very little more important 518 00:22:50,942 --> 00:22:52,302 than making sure we have that. 519 00:22:52,467 --> 00:22:56,037 Independence through education, so we will make sure that is in 520 00:22:56,107 --> 00:22:58,420 the show notes and to that end. 521 00:22:58,527 --> 00:23:00,617 Also, is there an offer? 522 00:23:00,617 --> 00:23:02,197 I know you're probably overwhelmed. 523 00:23:02,397 --> 00:23:05,884 I think you are going to be even more overwhelmed, but is there an offer that 524 00:23:05,884 --> 00:23:08,510 you'd like to share with the audience or what's going on in your business? 525 00:23:08,840 --> 00:23:09,210 Yeah. 526 00:23:09,210 --> 00:23:13,650 So actually I'd love to hear from solopreneurs and small businesses who 527 00:23:13,650 --> 00:23:17,320 are really struggling to scale, maybe struggling with too many phone calls, 528 00:23:17,350 --> 00:23:21,314 unable to answer them, or perhaps like you, they got to sit in a meeting 529 00:23:21,314 --> 00:23:24,964 that could have been just answered by the assistant on their website. 530 00:23:25,110 --> 00:23:28,400 so definitely, we're looking to help those folks scale and grow. 531 00:23:28,400 --> 00:23:31,727 And also there are some folks reaching out now who are ready for 532 00:23:31,727 --> 00:23:33,817 that next step into automation. 533 00:23:33,817 --> 00:23:36,981 So, automating some of their processes so that my offer to 534 00:23:36,981 --> 00:23:38,181 just reach out and have a chat. 535 00:23:38,181 --> 00:23:39,371 If you think that might be you. 536 00:23:39,477 --> 00:23:44,114 But also I have heard a lot of stories that people implement automation 537 00:23:44,114 --> 00:23:47,454 or AI assistance without talking to the people who are impacted. 538 00:23:47,599 --> 00:23:51,521 And so 1 of the things that I take very, very seriously is including the people 539 00:23:51,521 --> 00:23:55,514 who are impacted in the conversation when we're thinking about automation. 540 00:23:55,534 --> 00:23:59,264 So I lead these AI exploration workshops that are also very people 541 00:23:59,264 --> 00:24:02,944 focused and we talk about opportunities inside our company for automation. 542 00:24:03,147 --> 00:24:04,627 so another conversation is. 543 00:24:04,901 --> 00:24:08,539 If people are just uncertain where to start with AI in their company, 544 00:24:08,539 --> 00:24:11,529 we can do have an AI exploration workshop with your workforce. 545 00:24:11,841 --> 00:24:14,426 Yeah, we don't want to leave people behind, right? 546 00:24:15,161 --> 00:24:16,364 that is the danger, isn't it? 547 00:24:16,374 --> 00:24:18,811 To leave people behind in all of this conversation about 548 00:24:18,811 --> 00:24:19,981 artificial intelligence. 549 00:24:20,167 --> 00:24:21,527 So where can people 550 00:24:21,537 --> 00:24:22,277 find you? 551 00:24:22,482 --> 00:24:25,062 So you can go to my website at BrightLogicGroup. 552 00:24:25,082 --> 00:24:25,392 com. 553 00:24:25,442 --> 00:24:29,889 You can find me on LinkedIn, Heidi Araya, and yeah, those are the places 554 00:24:29,889 --> 00:24:31,169 that you can find me hanging out. 555 00:24:31,336 --> 00:24:31,752 Awesome. 556 00:24:31,762 --> 00:24:31,952 We'll 557 00:24:31,952 --> 00:24:33,612 have all of that in the show notes as well. 558 00:24:33,769 --> 00:24:36,139 Heidi, this has been a pleasure. 559 00:24:36,149 --> 00:24:39,212 Thank you so much for sharing your expertise with us 560 00:24:39,252 --> 00:24:39,702 today. 561 00:24:39,872 --> 00:24:41,292 Thank you so much for inviting me. 562 00:24:41,292 --> 00:24:45,486 I look forward to meeting you again and watching the podcast when it goes live. 563 00:24:45,616 --> 00:24:46,106 Awesome. 564 00:24:46,136 --> 00:24:46,806 Thank you. 565 00:24:46,992 --> 00:24:47,546 Thanks, Erin. 566 00:24:47,556 --> 00:24:48,506 Have a lovely day. 567 00:24:48,506 --> 00:24:48,693 Bye bye.