#2304 “I make $4.5 million implementing AI”

19:46Jon Cheney:And it will automatically set that, that connection up for you. You don't have to be technical. It's, it's for, it's for people like me, by the way, I don't know how to code, right? Um, it's for people like me that want to get in and do some, you know, create crazy, you know, um, automations, right. And figure that out. And so now we got to go a step back further, right? How are we going to get content into Google Drive? Well, maybe you use something like Replit and Zapier together to have it use an AI to auto generate content and then auto create an image with Nano Banana using Google's image tool, and then connect those and automatically send that to a Google Drive that's connected via Zapier over to the Hootsuite or whatever system you're using to push that out to social media.

20:27Jon Cheney:And so, boom now you have a business automation system you can put together in a few hours I've talked to an entrepreneur who built his whole business very similar to yours but largely he's using Zapier because he can he finds it with Zapier today you can also create agents so you tell the agent what you want it to do and it does it reliably with guardrails because they're they are an enterprise level company or with Zapier today you can keep it as simple as saying I'm going to use Claude but Claude doesn't have enough connectors and the connectors it has I want to give it specific rules on what it can do and what it can't do with it.

20:59Zapier gives whatever tool you're using up to eight. No, actually at this point, it's almost 10 ,000 different apps you can connect with. All right. So go to Zapier and let's continue on with this story. At that point, did you shift your business completely and say, I am no longer in the IQ test for AI. I am now in the business of helping enterprise, even if it's midsize companies, learn or teach their people AI. Is that what you did?

21:25Jon Cheney:Yes and no. And here's where my original business plan served me well. Because I had built this image of I am the general AI proficiency institute. And not only that, I'm a.org, right? And there's just this added level of trust to a.org and an institute and whatever. And it enabled me to get the big deals with businesses. They said, oh, well, you obviously are an institute. I mean, yeah, we'd love to work with you. I mean, I got those kinds of things. I had governments from Australia reach out to me and say, hey, seems like you're the worldwide standard on this. Can you assess all of our people?

22:01Jon Cheney:And I'm like, absolutely I can, right? And I'd never done that before for a government. But yeah, I mean that's part of my culture. I've got to say this to you. When I first heard about you, I didn't even realize that it was you that was mentioned on Joe Rogan. But when I first heard about you and understood your business, I expected to find some shysty looking online education site. Then I hit your site and it has such a good feel to it that it does communicate like trust and like you said, like a nonprofit vibe to it. But at the same time, I see that it's a real company. It's all design. Does Replit do that too?

22:44Or is this your taste?

22:46Jon Cheney:That site is completely designed in Replit. It is hosted by Replit. Like I'm using nothing else outside of that to make that happen. Wow. Yeah, that is such – it's such a good site that elevates your brand instead of making it look like another education site. But that still doesn't mean that people are going to come to you and say, you know what? We're a government agency. We're looking to hire people. How did you find them? They found me. And that is where another place where AI can just make you an expert in things. my maybe one advantage that I have on maybe just an average person who's just getting started is I had been a CEO of a company that raised money and been through an exit.

23:25Jon Cheney:And I had been there for eight years and, you know, I I've been around the block. And so I knew things that mattered. And, you know, some things that matter to, to appear and to show up in search results is you got to have stuff like SEO and now GEO, right? I had Franklin Covey reach out to me the other day and they said, Hey, um, we'd love to work with you. We need, you know, we need some help on this stuff. I was like, awesome. How'd you find us? And they said, chat GPT, right? Chat GPT said, you guys are, you guys are one of the best out there. I was like, amazing. That means that my work on GEO.

23:56Jon Cheney:And by the way, what, how did I do this on Replit? I found actually the best company out there that does GEO. There's a great funded company out of Silicon Valley. It's just as awesome GEO. I don't remember the name of the company right now, but I, I handed that website to Grok and to ChatGPT. And I said, do as much research as you can in this company, figure out exactly what they do and report back to me. Tell me down at the technical level, what are they doing? And then I had them, and then I had Chat's response and Grok's response, and I gave them to each other. I said, improve each other's responses and then meld them together.

24:30Jon Cheney:And then I took that and I gave it to Replit. I said, here is an ultimate guide to GEO. Install all of this on my website. Done. And so what are the things that installed on your website? Oh, it just installed all the just, you know, the meta tags and the robot text LLMs and the FAQs and all the things that the chat GPT, all these GEO engines are looking for. Right. And so it just had the structure. It had all the data that was there and it's nothing more than just certain files and tags and things that have to be done in a way that, you know, are, you know, appropriate and optimized for that.

25:03Jon Cheney:And so because I did all of that stuff, people were finding me. I looked at my Google analytics this morning. I sent it to my team because I was actually happy about it. But it said that out of the let's say I'll just tell you the numbers. In the last week, I've had 876 people visit our website from organic search. I've had 412 people go direct. So they're finding me on a podcast or LinkedIn or something like that. 166 people found us via organic video, 105 via organic social, 44 via referral and 35 unassigned. So we're talking 16, 1700, maybe not quite that much. 12, 34. Yeah. Maybe 15, 1600 in there of total visits in the last week.

25:45Jon Cheney:Over half of those are organic. And Oh, I love it. That means that replic structure my site in a way that actually works. And you know what? I know that now they actually have built in SEO into this system. And I interviewed Corey Hine, who's got marketing skills that are on GitHub that basically will do SEO for you, including creating pages. So there are ways now to automate it. But you did nothing off-site. You didn't go to Reddit the way that the Zapier team showed me that they're doing. You didn't go to other sites and ask them to link to you. None of that. No. No, I haven't gone and done any of these backlink strategies, which I've done in the past with past businesses, right?

26:22Jon Cheney:I just for this one, I went out and did that. And I also one thing I'm good at is I'm good at making noise. Right. And so I called up my local news agency, you know, KUTV, you know, to Channel News. I said, hey, I built a business in a weekend, did a million dollars. You guys want to do a story on it? They're like, yep. Awesome. Now I've got a news story. Now I've got a very verified, you know, really nice referral source that comes. And then, you know, someone did a story based off of that and then other things. And then obviously, you know, stuff like Joe Rogan, other things that started getting better, you know.

26:49Jon Cheney:But bottom line is you can make yourself look really, really legit quickly if you're not afraid to just call up. News anchors and people, their job is to go find stories. If you've got a cool story, call them up. Tell them. Maybe they'll do a story on you and you'll get business from it. You know, one thing I've been trying to get Amjad from Replit to do and his team to do is find more case studies like you. And then just introduce them to people like me so that my audience who is trying to figure out what can we build with these tools has some examples of what's possible. Otherwise, it feels like this is the place to build an MVP before you go and build your actual business.

27:26But it's not. It's like a full business. In fact, even when he talked about you on Rogan, he said, yeah, John went over and he created an MVP and something like that. It was more than that. The business is built on Replit. If anything, he undersold what he does. And I've been trying to get his team to introduce me to more people like that. Okay. Let's talk a little bit about the evolution of the business. So it started out with you getting a customer directly and teaching their people. At some point, you said, I'm actually not just going to be the teacher who comes in. I'm going to get referral.

27:59I mean, I'm going to get ongoing revenue, recurring revenue. What's the thing that allowed you to earn recurring revenue from customers? What's the service?

28:07Jon Cheney:Yeah, so I came up and I remember the moment I came up with it. I was on a call with somebody and I had been selling these, you know,$15 ,000 AI training days, right? And people would pay me 15 grand to just come in and teach their 20 employees or their 50 employees or whatever it was to, you know, how it works. And we do an eight-hour kind of AI, whatever. And I was talking to somebody and I happened to know this guy. He was an old neighbor and owned a pool company. And, you know, good one, doing about$20 million a year. You know, he's doing great. And he said, man, John, we need help with AI.

28:41Jon Cheney:can you come in and teach us and show us? I said, yeah, absolutely. And I said, you know, I just thought on the spot right there because he asked me the question. He said, well, what do you do ongoing? Like, do you come in and teach us again? I said, absolutely I do. Right. And I said, yeah, you know, we have this fractional chief AI officer model. Right. And when I'm saying we at this moment, it's still just me as a solo guy. Right. Plus my, you know, Claude and everybody else helping me out behind the scenes. but I said, yeah, we've got this fractional chief officer model. It's about the same price.

29:14Jon Cheney:It's 15 grand a month. And, but then you get me ongoing. And so, yeah, we'll do some trainings. You won't get as much training in this first one, but I'll help you build stuff and we'll figure out how to actually optimize and work with your people. And he's like, that's what I want. Send me a contract. And I was like, okay. And I sent him a docusign that day and it was paid by the end of the day. Done. And I was like, that's cool. That's$180 ,000 a year. That's a big contract, All of a sudden, my hockey's sticking on my ARR. And I said, I wonder. And so I called a few other people that I've been working with, and I said, hey, I've got this new thing.

29:49Jon Cheney:And four more businesses signed up. Meaning the existing customers, you sold them the same thing that you sold to the other one. And now, so far, what we're talking about is, for people who are just listening, he's nodding, yes, this is enthusiastically, this is the way that he found his recurring revenue model. Fumanda, I understand you went beyond teaching to actually become more of a CTO to having some kind of frameworks that you're installing. What is that? Yeah, you know, the fractional chief AI officer model that I came up with, I realized that there were three kind of buckets that made sense.

30:20Jon Cheney:And I said this on the first call, and it has stuck, right? But it's STE is the kind of framework that I like to say. It's strategy, transformation, and education. I was already doing that education piece a bunch, right? I had been teaching people and coming in and helping them get up to speed. But I also had been doing strategy as well with a lot of these CEOs. Before a call or before an education seminar thing I would do with people, I would sit down with the CEO. I had the benefit of, again, having been a CEO for a decade. I had experience. I had ideas. I could actually consult at a decently high level.

30:52Jon Cheney:I was able to say, look, this is what I think it means for your business. This is how things are going to change. Here's technology. This is what it means. And then that transformation piece in the middle there is, hey, and I'm really good at building. I can build stuff super fast. I can vibe code. I can show you guys how to do it and work with you, work alongside you. But ultimately, I want you to really start becoming an AI first company where AI is doing things. It's taking tasks away from you. It's saving you money. It's saving you time. It's giving you back time, all of those things. And so ultimately, that framework has worked really well, and we still do it to the day.

31:24So you're not implementing your own software. You're just continuing to do what you did before, more strategy, more getting their people onboarded into this new world?

31:35Jon Cheney:So I guess this is as good a place as any to announce our new direction here. So obviously, you know, the open claws of the world and every agent system, you know, opened everybody's eyes up. They're like, whoa, this is the future. This is really what we need to do. And obviously, open claw was really scary to touch in the beginning. um but you know we we set up nemo claw right which is nvidia's secure infrastructure sitting on top of open claw and we started using it in our own company and we used open call in sandbox environments and we we tried a bunch of things right but now jarvis runs my company right and and it's incredible jarvis says your a that's the name that you gave your ai that's our ai and we're not going to sell it as jarvis because you know disney likes to sue people so we're calling at Jenna for Jenna IPI.

32:22Jon Cheney:So Jenna, we're launching it in about 10 days or so here. And, um, but basically it is an agent that can run your business and it is incredible. It allows you to talk to your business. And, uh, and so basically the way that this happened is, you know, fractional, a fractional chief AI officer operates a lot like a consultant, right? And so you're really trading a lot of time for money. And, and that, you know, has a very linear growth pathway, right? I don't like that. I'm a SaaS guy. That's what my previous startup was. So I want to turn that curve up a little bit and add some parabolic momentum.

32:54Jon Cheney:And so I said, hey, you know, guys, we need to turn the things that we're doing with these companies into systems and processes that we can then systematize and turn into marketing engines and growth engines and operations engines and things that sit inside of Jenna, right? That Jenna then has access to all kinds of tools and things that it can then, you know, plug into a company. So now we've already been doing this with our current clients and we've been using it internally and it just it saves us so much time it is amazing our clients love it it's it's incredible but we're turning we so we've we've turned the corner of saying okay yes this ste model still is there but now it is assisted by software so now we we really believe that jenna becomes uh the ai infrastructure for our clients right and that becomes also much stickier no one wants to turn that off and essentially what that is is neoclaw with your twist on it, customized for what you've seen your customers need over and over.

33:48Exactly. Like what?

33:49Jon Cheney:NVIDIA, you know, builds this nice structure, this harness, right, that makes it safer and more enterprise ready. Okay. And so then we spin these things up. There's, you know, look, it doesn't matter if you're selling, you know, oil rigs or, you know, paint or, you know, if you're a one man band, we actually have a one woman band doctor that works with us and she does all kinds of skin things, dermatologists. Anyway, they all have invoices that they hate sending out and they all have customers they need to communicate with and they have new customer requests come in and they have people send requests for information and the people want to buy things.

34:30Jon Cheney:There's just so many similarities between all of these businesses. They all need their website redone. They all need SEO and GEO set up. And, you know, so we just have all these tools and things that work across all of these different businesses. Now, we do then work part of why we don't just charge, I don't know, five grand a month and go sell it as a software alone is we still do bring the fractional chief AI officer with it to help set it up. It takes time to get it integrated into the systems and to work with, you know, NetSuite versus QuickBooks versus this system and HubSpot versus Salesforce.

35:01Jon Cheney:And you have to do some connections and things like that. But then every business has their own stuff, their own custom things that need to be done. And so we then train Jenna, their instance of Jenna, to work within their framework and their systems. And by the time it's up and running, and it usually takes a few weeks to get it up and running, their CEO is sitting there and just talking like, tell me about this. Oh, my gosh. You just identified this pattern we have never seen before, and we've never been able to even ask this question. And they can correlate things in ways that just hasn't been possible until you can connect a central nervous system into the middle of it.

35:32You know, it's interesting. My business partner, Jesse Pooji, had sent me all these different companies that basically supported other software to show how big this type of business can get. And I think that we're finally seeing an opportunity to do one of these types of companies here in AI, and it's probably around OpenClaw. Open Claw has tremendous power, but it's also a blank sheet that needs to be connected and configured. And I could totally see a humongous business being built around just implementing this in businesses with customization and maintenance and everything else. That seems like a huge business.

36:12Jon Cheney:This is our billion-dollar idea. That's exactly it. Yeah, I mean, honestly, you can see businesses that are built to billion-dollar ideas with this in other areas. All right. We're going to go into software, but let me see if I understand the framework, fill in the gaps wherever I'm missing, and we'll give people this whole playbook in the comments if they want it. All right. Number one, interview with AI. We talked about this before. Two, have a business plan that doesn't just take into account where you are today, but also what's the future. You mentioned earlier, if you're going to sell it one way or another, you need to think about it in the beginning, or if you're going to implement features, you need to know about them in the beginning.

36:44Next, forget about these Facebook ads. Just go and reach out to customers on LinkedIn. Keep it simple. Then start selling, look for recurring revenue opportunities. For you, the$1 ,500 ongoing training. Once you've got one - 15 ,000. Oh, I had a missing a zero. 15 ,000. I love that you stopped me to say that. Okay. Actually, let's pause on that. Well, we'll come back to it. I'm curious about this thinking big thing because it's very easy to say, I'm just teaching. I should sell for less. You're always selling for more than I expect you to. When you're selling, sell this framework for you as a strategy education transformation, then ultimately look for that bigger opportunity.

37:24And the big thing that you saw was sell software to assist the service that you just sold. So essentially, you see what people want, create the software. Am I missing anything in there?

37:33Jon Cheney:Yeah, no, you nailed it. The one thing I'll point out on the software piece is the software is what makes it sticky, right? Right. What we, you know, we had a few early clients that are like, Hey, great. Thanks for building all this stuff out. You know, we're good. Right. And we're like, okay, cool. We made 60 grand. That's good. But we were good. And in four months we transformed their company. Right. And so we said, okay, what can we do to start building in, you know, something that's going to make us stay around for years and years and years. Right. And, uh, you know, selling annual contracts as opposed to these, you know, 30 days by 30 day, whatever, you know, and we, of course I, I, I put a, you know, I got rid of barriers like, hey, we're not going to make you sign an annual contract or it's not going to be a certain project.

38:13Jon Cheney:Like, you want to fire me like any other employee? That's fine. Because that's about the price we're charging, about an employee, right? 10 to 15 grand a month. Our average customer at this point is 17 ,000. But monthly. With some of them being, you know, obviously higher. So the real big thing that has turned that and that Jenna obviously is going to open up even more. But all of our clients now we've installed in Jennifer, they're never going anywhere. We've changed their lives forever. We're a core piece of their business now. I totally understand that. Usually as a consultant, you turn that over to somebody else, right?

38:47You might install HubSpot. Now HubSpot's a core piece of their business. Here, you've got it yourself. Okay. And then the other thing that I kind of missed and brushed past, actually, no, let's talk about pricing. How do you think about pricing? Why do you charge more than others who are doing the same type of AI transformation?

39:04Jon Cheney:You know, I really just looked at what would they have to pay if they were bringing someone internal, right? You know, I believe that every company, every single company should have somebody in charge of AI. I don't care if it's, you know, director of AI implementation or a chief AI officer. Somebody needs to be in charge of AI, and their job is to go around and keep people accountable. Hey, we have these tools. What are you doing? You know, are you trained on this? Do we need to do training on that? Do we need to do this? Why are you still doing this manually over here? AI can do that easily.

39:34Jon Cheney:You got to have somebody that's in charge of this. And I also was bringing a level of sophistication in terms of, I'm not a 22-year-old out of college. I've been around the block. I've built companies. I've sold them. I know how to run a business. And so I just said, you know what? In order for me to provide ongoing support, and really this is what drove it in the beginning. In order for me to actually provide ongoing support, it's got to be worth my time. So I'm going to charge it kind of at a, you know, a good, good employee, 15 K a month to start. And, um, and then we'll, we'll go from there.

40:05Jon Cheney:And, and, you know, it's kind of like, you know, once someone runs the four minute mile, like it's easy to run the four minute mile for people that are at that level. Right. And I have never, I have never felt like, Oh man, I really want this client. I'm just going to charge him 4 ,000. Cause I think that's all I can get. I'm like, look, there's so many companies out there that are willing to work at this level and they might be a little bit bigger. That's okay. Those are the companies I'm going to work with for it to be worth it for us. We need enough resources. And honestly, I've even said, man, I don't want any clients under 20 grand now.

40:35Jon Cheney:I've said that because it does take a lot. I've got a team now that's working and delivering and to really make an impact. We're not selling snake oil here. We are really making an impact on these companies. And so you got to have the resources. You got to have enough money that you can put other people on it and bring software in and do everything and have the time to actually make an impact. And that number is why it landed there. The anchor for this was a human being. I think every company needs this human, this role. Instead of hiring somebody full-time internally, hire me part-time. I'm going to be stronger than a full-time person because I've got all this experience.

41:12Okay, the anchor was a really big one. Brand seems like a really important part of everything you do, even the way that you talk about your experience. I had a funded company. I am somebody whose time is valuable. All of that. The website has this feel to it. You chose a.org. What's your philosophy on brand?

41:29Jon Cheney:Well, let me answer this in a different way. Software is almost useless. It's almost worthless now because anybody can create it. My eight-year-old made his own version of Roblox and built 20 games inside of it. And he did that in a day with Replit. You know, I just said, he said, I want to play the computer, dad. I said, no, but you can use this Replit tool. And he spent like$400 of credits just building crazy stuff all day. But I was like, whatever. It would be way cheaper for me to let him go play Roblox or Minecraft or whatever. But I wanted him to learn. And so I loved that. But anyone can do it now.

42:04Jon Cheney:Anyone can build that software. And so because of that, well, what's the moat? Distribution, right? And how do you get distributed? Well, people need to know about you, right? Very simple principles here, right? Gary V talks about all the time, right? his new book, Day Trading Attention. You don't even have to read the book. Just think about that concept of day trading attention. And by the way, read the book. It's good. But if people don't know about you, they're not going to buy from you. Simple. If they know about you, they might buy from you. So now you're at least in the conversation. And so your brand has to be something that's memorable.

42:36Jon Cheney:It's easy. It has to make sense. It also has to be trustworthy. That's a big thing. Stay away from the paper cuts, right? Death by a thousand paper cuts happens to a lot of companies. I'll land on their site and I'll say, these guys don't even have their pricing, you know, figured out and they don't, you know, their buttons don't work and their, their Instagram button at the bottom, I click on it and it doesn't go anywhere. It goes to the top of the page. And I'm like, okay, so these guys, you know, they might be big. They might've, it's possible they've been around for 10 years, but they never took time to get their website right.

43:02Jon Cheney:And so if that's how they do their work there, then what's the rest of their work like? I do notice that by the way, about distribution, you being on social every single day is part of your distribution. You You feeling comfortable and saying, this is what I'm selling. You even being comfortable with some of your social posts, really not getting a lot of likes, is part of your philosophy. Okay. I got the playbook. And by the way, we'll have a link for it below to anyone who wants to get it. We'll just obviously we're doing it for free. Let's talk about software. A few tools that you use. Replit we talked about.

43:33Zapier, another tool. What else are you using that you like?

43:36Jon Cheney:You know, we've mentioned it a couple times, but I actually love Grok for market research. Why? Why? Because Grok is plugged into X and X has all kinds of people on there from every age range and every political persuasion and just about every industry. There's just not everybody, but it's pretty dang good cross section. And Grok has access to be able to say, what are people thinking about this? So you can take that business plan that you make in chat GPT and drop it into Grok and say, tear this apart for me. What are people thinking? What are people going to say about this? How will people respond?

44:06Jon Cheney:And it's pretty dang good. So I use that for market research. I love that. I also love MidJourney. I don't know why I love MidJourney. It's just a fun, maybe it was an early tool that I just got enamored with. But I try all the different platforms that are out there. And MidJourney is a fun one for creating that. I mean, Nano Banana is amazing. And there's other great ones out there. But I just have a good time with that one. You know, the tools that I used when I created the business in a weekend were, you know, Chad GPT, Grok for sure, you know, pressure testing, my business plan. And then so that's really what I do.

44:38Jon Cheney:I create it, pressure test it, and then get it into Replit, right? Get into Replit, start building things. Then when I needed images or I needed logos, then I'll go to some of these other platforms that allow me to be creative and get my images. And you need hero images. You need a logo. You need product images. You need just all kinds of stuff. And then at some point, you actually do want to get real people in there. Like if you go to my website today, you'll see my face there and you'll see my team there. And we have people now and it's great. And that helps. That helps. Any out there tools that you're especially excited about?

45:12Anything that's a little bit weird?

45:14Jon Cheney:I mean, I would say NemoGlaw is pretty out there for a lot of people. You know, a lot of people are scared to use it. And I was terrified. I have never installed it on a personal machine. Like I just, you know, everything I'm doing on a virtual machine so that if I need to, you know, and I don't give it access to everything. So there's right ways to do it. There's right ways to do it. But I would say NemoClaw is an out there tool people know about, but not a lot of people are using because they're afraid of it. Are you using Claude Code at all? Or are you not touching any of those tools? I know how to use them.

45:45Jon Cheney:Of course, I go in and I try everything. My job now is to really know about what's going on out there. And so there's a lot of tools I'll go out and I'll try the Base44s and the Lovables and the Bolts and Claude Code and Codex and everything. I have Codex on my machine. I do use that. I like that. Claude Code is awesome. And Claude Agents are great. I think that Claude is the best. Replit under the hood uses Claude, right? I mean, Claude 4.7 is the latest now, and it's excellent. It's amazing. But the Claude code experience, while it certainly is accessible to a normie like me, I feel like it's a little bit more accessible to developers.

46:23Jon Cheney:And that's why I just built my processes on top of Replit. And so I'm just so dang good with Replit. I've never run into something that Replit couldn't do. and I've never felt the need to go try other things to build. What's a weird thing that you're doing on Replit that I wouldn't have anticipated? Obviously, yeah, tell me. So I built a video game just to see if I could, like a full-on, it's called Moon Command. And go to mooncommand.ai, it's free. I just, I wanted to see if I could do it, right? I just decided to do that and that was hard. That was hard. There were crazy things. I had it because it's multiplayer, right?

46:59Jon Cheney:you and I could jump on and we could play against each other right now. And so in order to have live real-time syncing of the game, there were all kinds of web sockets and things and communication and chats and real-time stuff that took me to, you know, Replit has their system kind of monitors. You know, how good are you? Are you a level one developer, a level two, level three, four, and five? And before I built the game, I was a level four. I had built hundreds of apps on there, and that game took me to a level five. I do actually really like the personal projects on this. I want to encourage everyone on my team, just create a personal project on any one of these tools.

47:33Because for work, you tend to be more precious. For fun, you realize, I could destroy this and it's not such a big deal. I don't have to answer to anybody else. I could say, yes, implement the user accounts on it. No, I don't want to do that. Whatever it is. And you get to play with it. Okay. You mentioned when you got to over$100 ,000 revenue, you decided you were going to splurge. At that point, when you hit a million-dollar run rate, was it all profit? It was essentially just you, right? You plus a little bit of software?

48:03Jon Cheney:It was mostly profit. Yeah. In the beginning, it was 99 % type margins, like really. And even this, I would work in Replit. But what I would do is part of the contract was I need a company card. So I would put all Replit charges and everything were on the company. It's your account. I'm doing it for you. And so any additional cost accrued, it wasn't coming out of my pocket of that$15 ,000. That's what you're paying me to be in the room, right? And so, yeah, that was basically I had six CAIO jobs at the same time, which is why I said, okay, you know what? I'm okay to – let's switch to 40 % or 50 % or 60 % margins by hiring some people and building systems into that.

48:44Jon Cheney:And so that's where we are today, closer to about 50 probably. What's the revenue right now? It's growing very fast. we're um we're sitting at about four and a half million in annual recurring wow and by the way for for reference sake i hit a million let's see we're in april so i hit a million in september what is that eight nine months so i went one to four in nine months we will absolutely be at 10 million uh we'll be at one million a month by december for sure do you think anyone else could do this or is this one of these opportunities that comes and goes then you were early and so you were able to do it.

49:19Jon Cheney:I had somebody ask me the other day, how many, how many more years do you think this type of business could be launched and started? And my answer was five, five more years for people to be able to bring others, bring other businesses on board to AI. And then it becomes what, at least in a big way, right? You know, to, to, to have a great success. There are hundreds of millions of businesses in the world that need this. If I help a thousand of them, I will be wildly successful and rich from it. Right. That means there's room for thousands more. I cannot believe how open, how generous you are with this.

49:52And I appreciate you coming on and doing this interview. For anyone who wants to go over to your website, it's genaipi.org. And, of course, John's a really good follow on LinkedIn. Thank you, John. Thanks so much, Andrew. Happy to be here. Thanks. Bye, everyone. Subscribe for more.