Behind The Revenue

Chad Kodary (00:01.912)
What's going on everybody? Oh, we are on another episode of a behind the revenue with the famous, the man himself, Dennis, you, uh, Dennis, I know I've been following your journey for quite a while now. It's I I've known you, you've been on past podcasts and webinars with us. Then it's just for the viewers. Uh, what is it that you're doing right now? Um, and what type of business are you running? I know you're, you're doing bullets metrics, right? If I'm not mistaken, still at blitz metrics.

Dennis Yu (00:18.111)
Mm-hmm.

Dennis Yu (00:29.802)
Yeah. Well, that's a lot of stuff there, but the main thing is we're helping home service businesses become more Googleable. So the idea of, are you Googleable?

Chad Kodary (00:37.442)
oooo

Chad Kodary (00:42.756)
Now Google above me can mean different things. Is this SEO or you running Google ads or you're doing a little bit of everything?

Dennis Yu (00:50.334)
If you're a plumber in Dallas, you want to show up on Google. So whether it's in the map results or videos or social media or your personal brand, or people also ask or YouTube or ranking in the regular search results. Like there's how many different ways can you show up on Google? Do you even know? Most people don't know.

Chad Kodary (01:11.416)
Well, I mean, I've been doing SEO for a long time. I stopped doing SEO a couple of years ago, but there is, I know Google pretty much owns the world. So obviously they own YouTube. So any videos on YouTube are gonna be there, right? Any articles, search results, images, all the socials and videos from the socials and stuff like that, tweets come up on, so a bunch of stuff.

Dennis Yu (01:24.278)
Yeah.

Dennis Yu (01:31.167)
Mm-hmm.

Chad Kodary (01:36.084)
Why don't you tell me this and I'm curious as I want to dive deeper into this. So are you, would you consider yourself an SEO agency, a brand agency? Yeah.

Dennis Yu (01:43.05)
No, no, I think SEO is dead, but I think Google's never been stronger. To do SEO is, I think, a scam. And I believe I can credibly say that because I am a search engine engineer. I built the analytics at a search engine 20 some years ago. That search engine was called Yahoo. And a lot of the people I train went to Google. So I have a very different view than all these SEO experts, because my job was to protect the search results from people like you that were trying to manipulate them.

Chad Kodary (01:47.757)
It's never been straw, I mean.

Chad Kodary (01:57.296)
Very true.

Dennis Yu (02:13.238)
Right? Do you think you'd fool me? All the different tricks and your PBNs and the way that you hide things in the minus 50 and the great text and all that stuff and buying links and going to Fiverr. Do you really think me as a search engine can't see that?

Chad Kodary (02:13.775)
So no backlinks, no keyword stuffing, no location pages, no cannibalization.

Chad Kodary (02:26.324)
I'm sorry.

Chad Kodary (02:32.768)
Uh, true, very true. So what's the new SEO strategy? What is it? There's gotta be a way to get ranked online, right? There's people are doing it every day. So how do you do it? What's what's the secret sauce?

Dennis Yu (02:37.966)
It's yeah, yeah. You do it by here it is. It's this simple, but people don't do it. And you probably have never heard this definition. It is to show Google and the community that you actually do the thing that you say that you do. So if you are a drain cleaner and fountain valley, Arizona.

You should actually show pictures of your technicians, videos of your technicians in Fountain Valley, cleaning and driving around and going from place to place, you should show the owner and their favorite restaurant and the other companies that they work with, like these plumbers, they're friends with the roofers and the landscapers and the HOAs and like all these other sorts of people. Show Google beyond the doubt that you do the thing that you say that you do in the city that you do. And then.

Chad Kodary (03:27.836)
So you're saying.

Dennis Yu (03:34.166)
When you put that on YouTube and Twitter and Facebook and your GMB and your website and Quora, Instagram, Twitter, Reddit, TikTok, Snapchat, then you are showing beyond a shadow of a doubt that you have corroborating evidence that you do the thing that you say that you do. And it just happens to be that if you do that, then that generates real back links from other people in your vertical or in your geo that you show that you're a plumber because you went to this conference in Chicago that all the plumbers got together at.

Chad Kodary (03:56.357)
that.

Dennis Yu (04:01.254)
And you take pictures and you hang out and you learn from other master plumbers and learn from service Titan, the other people that serve the industry. And in your city. So if you're in fountain Valley, which is next to Scottsdale, you talk about how you're hanging out at the Nordstrom in Scottsdale and seeing all the Cougars and how dangerous that is, right. Or your favorite place to have steak or how your kids grew up here and you go to fountain, they go to fountain Valley high school or whatever it is, right. You're showing that you do the thing in the city that you do. That's it's that simple. Right.

Chad Kodary (04:30.096)
What do you say to people that are scared of social? Because a lot of, like my parents is an example, they won't touch social media. My mom just got on Facebook. My mom's 70 something years old. There's a lot of companies that are owned, especially in the service industry, that are owned by elderly folks, right? By 50 plus, right? And a lot of them, yeah, okay, okay. But what do you, but you, you're,

Dennis Yu (04:38.527)
Yeah.

Dennis Yu (04:41.95)
Right? Sure.

Uh huh. Yeah. Uh huh. Sure. I'm elderly. I'm turning 50 this year. I'm getting my AARP card. I'm old.

Chad Kodary (04:56.44)
You're technical, you're savvy or in the mix, right? There's a lot of people that are not. What do you is that what is that what your service provides? You basically help those people get with.

Dennis Yu (05:04.77)
So do you think that your 70 something year old geriatric mom should be dancing on TikTok? And let's just say that, you know, she was an electrician just for sake of argument. Should she be dancing on TikTok? And should she be making short form videos or things like that? No. Should she try to become Gary Vaynerchuk and make a hundred videos a day? No. But any of us that for business do a certain thing, we need to have proof that we do it. Now here's the difference.

Chad Kodary (05:14.908)
Sure. No.

Chad Kodary (05:22.9)
No.

Dennis Yu (05:33.63)
If you actually show that you do the thing and you have videos like on my cell phone. Here, let me show you an example. So yesterday I was with a guy who's a pool cleaner in Henderson and here's all these videos of him walking around these pools. You see this? He's actually doing this thing. Now he's like, we're cleaning the pool pump. This is the jacuzzi. Oh, now we're going to drive over this part of town and this is a gated community. Oh, and this pool is nasty. So he's literally, we're just following him around, driving around in the car.

Chad Kodary (05:49.605)
Yep.

Chad Kodary (05:57.296)
He's documenting.

Dennis Yu (06:02.518)
He's explaining what he's doing. He's explaining how he's licensed and all that kind of stuff. He's showing that he does what he does. That video is captured once on my cell phone. Then all of it can be repurposed into TikTok and Facebook, Snapchat, YouTube website. You only have to make the content once. We're not making content for Facebook. We're not making content for the website. We're making content once.

Chad Kodary (06:19.908)
Got you.

Chad Kodary (06:25.648)
You're not trying to go viral. You're not creating. Well, you're not trying to create specifically because usually tick tockers.

Dennis Yu (06:30.546)
This pool guy, he's old, right? This guy might be in his sixties. Do you think he's going to, like, should he do anything to try to be cool on social media? No, he needs to literally do the thing that he does. He's, he's got that net thing that's like with the long pole and he's scraping, they're pulling the leaves out of the pool and he's hiring other people. He just hired three technicians last month and they're going around under different routes and cleaning the pools. And all they're doing is showing Chad that they do the thing that they say they do.

Chad Kodary (06:38.202)
No.

Chad Kodary (06:50.788)
He's a businessman.

Chad Kodary (06:58.916)
Gotcha. Fair enough.

Dennis Yu (06:59.798)
He's not doing it for social media. In fact, he's not even mentioning, hey, what's up Facebook? Is your pool dirty? I'm going to come clean your house for a first time special for only $49. Like, no, I'm just saying, hey, Adam, how did you become a pool cleaner? He says, well, I got started because of this, this and that. And so Adam, the name of your pool company is Big George's Pool Cleaning. What? And you have a dog here?

Chad Kodary (07:10.064)
No ads, nothing. Just pure organic.

Dennis Yu (07:27.69)
which I'm assuming is Big George. Like, how did you come up with the idea of Big George? Well, Big George is my dog, you know, blah, the whole story about the dog. And so we're just having a conversation. He and I are having a conversation. He's not looking into the camera. He and I are just having a chat. And then one of our young adults is on the side. We're not even looking at the camera. One of the adults is on the side and they're just recording it on cell phone video, as if like you were there just kind of standing with us as we were talking. You were part of our conversation.

Chad Kodary (07:35.148)
Those are creating... Yeah.

Chad Kodary (07:54.404)
Well, I can tell you one thing I know by doing that definitely builds major, major brand credibility, trust rapport. Like, so if somebody is going to use them, if they, once they find them, if they are going to use them, that stuff helps tremendously.

Dennis Yu (07:59.691)
Yeah.

Dennis Yu (08:06.686)
Yeah, because then they can say, you know what? Wait, that house they were showing, that's just two blocks from where I am. Or that restaurant, that Mexican restaurant they had lunch at, I drive by that place every day.

Chad Kodary (08:16.656)
So you mainly focus on local businesses, right? You're not dealing with SEO or not SEO, but this type of service on a national level or.

Dennis Yu (08:25.522)
I mean, we've done it for Quiznos, Starbucks, Allstate Insurance. Some of these guys have thousands of locations, but like there's one that has the smoothie chain and they have 90 something locations.

Chad Kodary (08:35.056)
See what you're saying.

Chad Kodary (08:39.64)
And you're basically doing this strategy, but that location is the one that's taking videos and doing all of those things. I got you. Oh no. Yeah. Maybe a lot of smoothies.

Dennis Yu (08:45.911)
Yeah. Do you think I'm personally going to every single one of their stores and every one of those neighborhoods? No, what we do, we have the people at the, at the front desk, you know, the Stephanie, the bubbly 22 year old and she's making, what kind of smoothie do you want today, Chad? Do you want your regular blueberry acai smoothie with the extra protein powder? You know, and so you do the work. And so we're just having them film what they're doing. We're just documenting behind the scenes. What is a day like?

Chad Kodary (09:05.008)
Got you.

Dennis Yu (09:12.926)
in a customer's life or in the life of one of their technicians as they go about and doing the thing that they do in the city that they do. And then all that stuff gets captured across all the locations. Now, do you think that HVAC technician knows how to edit videos and mess with websites and no, but can, can a young adult capture this stuff on the cell phone? Upload that centrally to our library. And then we've got an army of VAs.

Chad Kodary (09:30.461)
Not a chance. No way.

Dennis Yu (09:42.146)
from the Philippines and Pakistan using AI software, using tools that we built. So it's not all AI and it's not all VAs, it's the smart mix of both. And then all that kind of stuff gets processed in what we call the content factory. And then we run ads against it. What do you know?

Chad Kodary (09:55.965)
Now you're talking some of my language here that I want to dive deeper into because I know you said AI, it's a trending topic, there's a lot going on about it. I'm personally using it, but I have found it at least in the video creation space because I've tried things like HeyGen and Opus and I tried vidIQ was another one I tried last night. There's a couple of the softwares that I've personally tried, personally used.

Dennis Yu (10:13.683)
Yep.

Dennis Yu (10:19.586)
Uh-huh.

Chad Kodary (10:21.072)
Hey, hey, Jen, I'll stick with this one for a second, because it's more of not just like splitting up clips using AI. It's more of that's the it's complete different technology, right? It's like facial recognition. Like, there's a lot that goes into it. I Yeah, I don't I don't think it's there yet. I would I signed up for an account. It's close, but it's there you go. Okay. There you go. Yeah. So close. I literally said it. I said on a podcast also, I was talking.

Dennis Yu (10:23.916)
Yeah.

Dennis Yu (10:27.182)
Sure.

Dennis Yu (10:33.002)
Right, right, generate the avatar, streaming avatar, all that, yep.

Dennis Yu (10:38.698)
It's close, six months away. Yeah. They have mail merging. They just announced that last week. Yeah, that's great.

Chad Kodary (10:49.252)
with somebody else also, and we were talking about this specific topic and I said, six to 12. I was actually speaking with Kevin Anson and he's, he does a lot of videos for click funnels and stuff like that. And I flat out asked him, I was like, are you scared that, that AI is going to take over video in the next six to 12 months? Like, are you scared of your business? Like, is that going to affect you?

Are people just going to upload their stuff into, into Heygen and all these other softwares and create like, look, text to video just came out recently, right? I think it was called Sora. Is that what it's called? Store? Like it's, it's going to happen. It's it's we're very close, but Heygen. So going back to the story to Heygen, I used Heygen, um, created a bunch of videos. I even created a love note to my wife, which was really funny. Um, that I posted on social. Um, and, uh, it's.

Dennis Yu (11:16.446)
Yep. Sora, yeah.

Sure.

Chad Kodary (11:36.632)
I, my goal for me was I create the ads for our company DashClicks. I don't want to create the ads for our company DashClicks. It's very time tedious. Uh, it's yeah, it's not, it's not fun. I have other things to do. I don't want to sit in front of the camera and record videos all day. So my goal with Hey Jen was cool. Let me create an avatar. I did. Let me fine tune it and pay an extra 75 bucks a month or whatever it was. I did.

Dennis Yu (11:48.462)
A human shouldn't be doing that. It's a waste of your time.

Dennis Yu (11:54.422)
Yep.

Chad Kodary (12:03.84)
Right. Let me go to chat. GPT and create prompt structures so I can then take the script and just load it up. So I don't even have to create the scripts. Right. I did. Yeah, I did.

Dennis Yu (12:09.29)
Yep. All that tools make it easier to get stuff out for sure. You don't have to be in front of the camera for that. Absolutely. All those are great.

Chad Kodary (12:16.62)
Yeah. And then I exported it and it wasn't there. I personally could not, I couldn't use it for ads because I felt that it was, it almost, people knew it wasn't real. So it almost seemed like impersonal, right? And that's why I'm saying that I just don't think it's there yet. I think when it gets there, I'm dying to use it. I am dying to use it.

Dennis Yu (12:36.47)
Yeah. Well, Hey Jen is great to be able to show your face in a streaming studio like way like this, the mail merge where it says, Hey Dennis, how is your San Diego carpet cleaning business? I noticed that you had 72 visits to your GMB last week. Like, yeah, that can do that. And it can actually do it to the point where it looks real. For sure. That's not, but that's not the point. The point is, does it satisfy?

Chad Kodary (12:43.973)
Yep.

Chad Kodary (12:47.416)
Yep. It's cool.

Chad Kodary (12:57.3)
It does look real, don't get me wrong, for anybody watching this. Yeah, it-

Dennis Yu (13:04.302)
Google standards of are you Googleable, right? E A T for the SEO people. So if you are that pool cleaner in Henderson, Nevada, we want to see that you're actually out at these different pools and you're scraping the leaves out and you're adding chlorine, you're out like moving around. So, HGN doesn't do that, but you know what? I've seen a couple tools in the last couple of weeks. I'm not allowed to say who they are, but these are walk and talk videos.

Chad Kodary (13:08.329)
Mm. Okay.

Dennis Yu (13:33.674)
where it looks very close to these people that are actually doing things. And then they have it where they have multiple people that are involved. And this is not the Sora thing. This is like, if you and I were to hang out in Miami and eat steak at my favorite Brazilian place, it's not quite ready to make it look like you and I are sitting down and we're slicing the meat and eating, like it's not there. The AI will be there by the end of the year, but even then that won't be enough.

to be able to fool Google. Even if it looks really good and it fools humans, you know why?

because you have to show that you actually do the thing that you say you do in the city that you do. And if there's not real reviews, if those aren't real technicians of yours that are fixing the broken pipe or whatever it is, no amount of auto-generation and editing and AI and 4K and whatever is going to overcome the fact that you don't start from the actual experience. So if you start from the actual experience, then think of all these AI tools as really just lots and lots of really smart VAs.

Chad Kodary (14:32.965)
Yes.

Dennis Yu (14:40.066)
That's the way I view it. I view this as more VAs.

Chad Kodary (14:41.368)
Yep. What's an AI tool that you're using right now that you can talk about that's that you like what the script. Okay. That's yeah.

Dennis Yu (14:46.87)
Dscript. Dscript is a Swiss army knife, a video, because it started out as a podcasting tool. It was started by the founder of Groupon, believe it or not. The dude who did all these coupons at him in Chicago, and he came out with this podcasting tool and then they added video to it and then they started adding all these things. If you go to their homepage, you'll see me on it. And it shows how like Overdub is able to put words in your mouth and sounds pretty good, change the tone of it. You can, like, for example, I could be reading a script like this and my eyes are looking down.

Chad Kodary (14:53.776)
Yep.

I didn't know that. Okay.

Dennis Yu (15:16.726)
But then it'll create eye contact. So while I'm looking down, it'll look like I'm actually looking in the camera. It'll get rid of ohms and ahs. I can, there's all, like all the kind of stuff you would want as a video editor that you would do in Premiere Pro and After Effects and anyway, I don't want to list all the features, but the point is...

Chad Kodary (15:20.516)
Yep.

Chad Kodary (15:33.144)
Yeah, no, I'm familiar with Descript. I've used it before too. And Descript is very cool.

Dennis Yu (15:36.63)
But the point is that these are all video editing tools and they start from the source of real experience. Now where things like HeyGen and these other sorts of avatar driven tools are, they're starting from, you know, you get, you know, I give this tool the permission to use my name and voice and blah, blah. And so it will generate what's called synthetic content. So, and there's nothing wrong, I see nothing wrong with synthetic content. I don't see people being penalized for using synthetic content, but...

if you create synthetic content, because let's say that, actually I don't have this thing here, but I'll often film in the studio and I'll generate, I'll put on Post-it notes a list of a hundred things that I want to do. We're doing a course on whatever and I don't want to sit in the studio for three hours and record Chapter 3, we're going to talk about how to get a knowledge panel. For a knowledge panel, you need to have the entity home and the entity home requires blah blah. And next we're going to talk about this and we're going to talk about that. I don't want to do that because there's no value add in doing it.

Because I already have all that. I already have these, look. I already have these freaking manuals of pages and pages of all the SOPs and how we do everything. So do I want to sit here and narrate all that? No, the AI can narrate it as me. And there's nothing unethical about that.

Chad Kodary (16:49.988)
Nope.

Chad Kodary (16:53.66)
That's something that I feel, yeah, that's perfect. There's absolutely nothing unethical about that. Yeah.

Dennis Yu (16:57.866)
It's a waste of my time to do that. But the one thing I can't do, this is the thing everyone's going to miss. I think you're missing it too. The AI doesn't replace that you have actually achieved success in the real world. If you've done that, the AI can take your content, repurpose it. It's like having a million VAs creating any kind of derivative content that you want, including your name and lips saying whatever you want, but if you didn't actually do the thing, then what's the AI going to do? Lie?

Chad Kodary (17:28.76)
I think there's gonna be a lot of issues as AI gets crazier and crazier with trust. I think AI is gonna, yeah. Yeah, exactly, that's what I'm saying.

Dennis Yu (17:37.074)
Yeah, it all goes back to trust. Now, now you wonder like, did Trump really say that? Did Biden really fall down the stairs? I don't know. Maybe he did. Is he really that senile? I don't know. I mean, it seems like he did sort of like freeze up like a robot. I don't know.

Chad Kodary (17:47.232)
like the, for what, like the Sora thing for me, that was like, I, I kind of knew it was coming. You feel these things like it's, you know, they're coming, right. But when you see it, like it's, it's insane. And I, I remember I was scrolling through, I think like Tik TOK or Instagram emails or something like that. And somebody was talking about, that's how I found out about it. Like it was like the day after it came out.

Dennis Yu (17:56.238)
Sure.

Dennis Yu (18:09.014)
Yeah.

Chad Kodary (18:11.196)
And they were basically showing how right now we can create up to a one minute video that's text to speech and it's like Pixar quality. And in my mind, probably I haven't used it personally.

Dennis Yu (18:19.566)
Kind of. It's usually a diffusion model and it's very realistic looking, but there's all kinds of things wrong. You can read all the blogs where people are talking about where it's missing and where it is cool. And we could spend hours talking about that.

Chad Kodary (18:30.184)
Yeah. I haven't used it personally, so I'm not sure, but I do know that in the next six, 12, 18 months, whatever it is, it's going to get better. Right. And that's the scary part because now you're wiping out a whole nother. I feel like AI is literally wiping out industries. What and it's trending.

Dennis Yu (18:41.91)
Yeah, of course.

Dennis Yu (18:52.714)
No, it's wiping out bad marketers. It's wiping out spammers. It's, I love AI tools because I like, I listen, but not because they're cool. I teach on AI all over the world. I'm going to be the keynote speaker in affiliate world in a week in Dubai, in front of 150,000 people teaching people how to use AI tools for SEO. So if anybody's supposed to know, I would think it'd be me because I'm teaching on that. But here's why I'm bullish.

Chad Kodary (18:55.977)
Oh, okay.

I love it too, don't get me wrong.

Dennis Yu (19:21.558)
And it's not because look at all the cool stuff and now, you know, Gemini Pro 1.5 takes a million tokens and GPT 4.5 only has, you know, 128,000 tokens. Like, yeah, I can talk about that, but here's what the main thing is. Here's the thing that people don't understand.

When you really do have the trust and you have done the thing that you say you do, AI is a multiplier. It helps the rich get richer. For example, in a week when I'm on stage in Dubai, I'm bringing Dan Henry on stage. Dan Henry is super well known in the digital marketing space and he and I are going to make one minute videos together on stage in front of thousands of people. And these other people are going to make one minute videos of us and put that on their social.

And that's going to create so much proof that no matter how many deep fake tools you have, it'll never overcome the fact that Dan Henry and I were on stage together in Dubai and that he and I are sharing that we've been friends for years and talking about some of our best techniques to use these tools and clothes and whatnot. I'm trying to generate a signal so strong that no amount of AI tools can replicate the real experience. So I was with Roger Wakefield last week in Dallas.

He's the plumber who sold his company for $40 million and also is the best known plumber on the planet. All the plumbers know who he is. He's what we call a lighthouse. And he and I are eating steak. We are with Dell, the founder of Dell Frisco, probably the most famous steakhouse guy on the planet. Like the guy himself, like he's named after Amy. Now you ever, it's like having lunch with Gordon Ramsey, his name is the name on the restaurant, that's the guy. Right. His name is Dell.

Chad Kodary (20:43.461)
Wow.

Chad Kodary (20:53.508)
Yep. I'm on it.

Chad Kodary (21:03.832)
His name is Del Frisco? Oh wow, I didn't know that. Yeah, I've been there before.

Dennis Yu (21:06.71)
He's the guy who started Del Frisco. I mean, you know, it's a big steak chain and he started other steak chains too. Bob's steak house, that was his. Right. Anyway, I don't, I love eating steak, but the point is I am, I want everyone to do this and think about this. Don't, don't get all caught up in the noise of all these cool AI tools. You'll never, you'll just be like distracted all the time. Here's the thing. I am creating indelible evidence that I am friends with these people.

and I'm capturing it on video, I'm putting it on social media, I'm tying it together by linking together our knowledge panels and websites in such a way that I'm trying to show so much proof and trust because I know the coming tidal wave of AI is going to wipe out all the shitty marketers. And I'm excited about that. Yeah. Cause they're just going to, they think that they can get, get away with

Chad Kodary (21:51.32)
Yeah, I agree with that. I agree with that 100%.

Dennis Yu (21:56.866)
using these AI tools to generate all this fake stuff in the same way they have gotten away by buying links, for example, and that has worked. Yes, in low competition markets, but it's only going to last so long. And every time Google does a house cleaning, all these people are, you know, run scry, screaming and crying because they've been using spammy techniques. I never use spammy techniques. So I'm never afraid of the latest Google updates.

Chad Kodary (22:12.836)
Yeah.

Chad Kodary (22:18.992)
Yep, agreed. Yeah, white hat everything.

Dennis Yu (22:21.642)
Yeah. And, and I was with a few engineers in Google, the guy who runs a search quality team and some of these other people, I had to sign these NDAs. I spent three days with engineers in Google. Okay. And this is some, this was a month and a half ago.

Chad Kodary (22:33.732)
What about how long ago was this?

Chad Kodary (22:38.157)
Okay, so it's reset.

Dennis Yu (22:39.678)
Yeah. And I basically, without like violating anything that would get me in trouble, I basically said, so you can see all these people are using these AI tools to generate all sorts of nonsense, right? The world is being astroturfed with all this fake content that's just being generated, especially like, it doesn't matter, like you can write a million blog posts in once, right? In one click, right? What do you think about that? And they said, we can detect it. We can tell if it's chat GPT. We can tell if it's this other thing.

And I said, but why don't you do anything about it? And this is what really pissed me off. They said, well, even though they're using these AI tools, it's not exactly unhelpful content. So people that are using it just to trick Google, yes, that's against the guidelines. But if it still is marginally helpful, if it's like an editor that it's like helping tune your content for grammar and readability and whatnot, then that actually can help you. But once everyone is doing that.

the advantage goes away. And so I said, that's probably the thing that's gonna wipe out people. It's not that Google's penalizing you for using AI tools, it's that everyone's content is already being helped in the same way, so how do you stand out?

Chad Kodary (23:50.316)
Yeah, I feel like especially AI with content tools, you can see it with companies like Jasper. You know, they were the first ones into the market and I don't know how well they're doing now in business. They were like a unicorn, they were skyrocketing, they were, yeah. Exactly. Yeah, they got super lucky, yeah. Yeah.

Dennis Yu (24:04.19)
Well, they raised all the money and they literally did it a few days before OpenAI launched, so they were very, very lucky with the timing. I'm friends with Dave and Austin and those other guys, so I know, because I remember when they did the toolbar thing before they started that office, which is right above Voodoo Donut in Austin.

Chad Kodary (24:18.632)
Yep. They got in right in time. We use Jasper. Very lucky. Are they? Yeah. And then they had to switch it to Jasper. Are they still?

Dennis Yu (24:21.206)
Very lucky. They got sued by Disney because it was called Jarvis before, right?

And before that, it was another tool. They, they had another name for it, right? They changed the name three times. Anyway.

Chad Kodary (24:33.72)
And are they still with the company? Dave and Austin and all them?

Dennis Yu (24:36.934)
Yeah, they raised a ton of money, took some cash off the table. They've been releasing new features. Although I believe that any of these third party tools have a very limited lifespan because the AI tools by definition are moving to generic intelligence. Like general intelligence where it can do everything. And now it's a matter of plugins, not standalone tools. Everything's like WordPress. It's a plugin driven market, right?

Chad Kodary (24:40.176)
Good.

Chad Kodary (24:56.24)
Got you.

Chad Kodary (25:00.536)
Yep. Well, very true. Well, I think when Jasper first came out, it was the wow factor because nobody has had really seen it like that in the format with the templates and stuff that they were creating, right?

Dennis Yu (25:11.102)
Yeah. I had an open AI license three years ago. I had it before Jasper launched and I was playing with it. It was very hard to use. And the tokens were too expensive and it was slow, all that stuff. It was really just for copywriting.

Chad Kodary (25:16.012)
Yeah, us too. We didn't do anything with it.

Chad Kodary (25:24.396)
It's crazy how, how much AI is evolving and it's, it's evolving so fast. It's at like a super rapid pace where you almost can't keep up with it. Like for us at dash, like, like we're, you know, we have thoughts of creating these, you know, AI tools and integrating them into dash like, dude, the second we think about it, it's like, oh, somebody's already launched it and there's like 30 other companies doing the same thing and it's with, it's within like days it's nuts. Yeah.

Dennis Yu (25:40.311)
Don't.

Dennis Yu (25:50.11)
Yeah, I would never try to compete in that space.

Chad Kodary (25:54.028)
It's crazy. But well, would you, or what if all your competitors are also integrating AI into their softwares?

Dennis Yu (26:02.674)
Everyone's integrating AI. We're integrating AI in all our processes. I'm friends with the founders of a lot of these AI tools, but you know, the whole skate to where the puck is going, think, play chess multiple steps ahead, rather than like beat the people that try to generate more fake video or whatever it is, what's the thing that you can do that's a competitive advantage? Guess what? It's as simple as serving your customers better. I don't care whose tool it is. I'll use any combination of tools. I use everybody's tools. We built our own tools.

Chad Kodary (26:25.144)
Yep. Very true on that.

Dennis Yu (26:30.794)
And when other people have tools that are better than ours, I feel sad because I've invested millions in building various tools, you know, because we needed it. But when someone else has a better tool, like Descript has a better tool than our thing, I'm like, well, I guess I pissed away all this money, but I'm going to use this tool because it's going to help us serve our customers better.

Chad Kodary (26:47.308)
Yep. I like that. So where do you, where do you see to having that, that talk with the guys over at Google? I'm sure, I'm sure at some point they're going to do something about it. There's going to be a Google update in, I never will.

Dennis Yu (27:00.45)
They said they will, but they wouldn't mention when, and they wouldn't mention when their generative results are going to be the default, right? Cause you know, the whole generative AI, you know, all the Gemini stuff. And you can see like now you have a choice. Sometimes it'll say like, you want the regular search, you want the generative AI. Knowledge panels, like knowledge panels. Like when you look at generative AI, those are basically dynamic knowledge panels. Right. For the people that know something about SEO and Google won't say when they even said like Danny Sullivan, who's the search lead is on before.

Chad Kodary (27:06.608)
Yep.

Dennis Yu (27:29.718)
You know, he was the Google guy. He, he said that it's still in test and we don't know when we're going to roll it out because it's only in the U S and Australia, I think, or no, it's not even in Australia, it's only in a couple of places. I'm not worried about that. I'm pretty sure they will roll it out. I'm pretty sure that knowledge panels will be the default answer in Google. And then when people are doing voice search or they're wearing goggles or whatever the thing is, it's going to be a different realm of trying to rank to be Google-able.

But I don't see Google going away. I don't see OpenAI killing them or anything like that.

Chad Kodary (28:00.078)
Oh no.

I don't think so either. What do you think about...

Cause I like this AI topic. Um, what do you think about, uh, voice AI? And I know they just released like an FTC notice at the, or, well, not, not FTC. Um, was it FTC? I forgot the name, the acronym for, um, the company, but anyways, uh, like air.ai as an example, I went, I tried it. It doesn't sound real. There are companies. Um, I know, um, uh, Jeff, if I'm not mistaken, uh, is it Jeff or

Dennis Yu (28:27.058)
Right.

Chad Kodary (28:38.98)
his name. Jeez, I'm doing blank. Jeff Hunter. Thank you. Yeah. Jeff Hunter is promoting a company that also does an alternative to air AI. I think it's called TalkBoss or something like that. And you see him all day, you know, posting videos of, you know, having conversations with these. And they, they sound very real, right? They sound very real. But what now what? There is the delay there. Yeah, but it's, it's close. And it, I don't

Dennis Yu (28:39.426)
Jeff Hunter? Oh, yeah.

Dennis Yu (28:57.482)
Yeah. Still too much of a delay, but it's close. Yeah.

Chad Kodary (29:05.6)
I don't see that. I don't see the government allowing. They already released notices that I don't think it's cause it's very similar like robo calling, right? And robo calling has been banned for years, right?

Dennis Yu (29:15.882)
Yes, but that's outbound calling. Now think of it this way. This is just an extension of when you call a number, it says press one for this. Press two for that. Press three if you want to talk to an operator. It's the context. It's not that they're using AI. So voicemail menus and the Microsoft paperclip, oh, it looks like you're opening a Word document and writing a resume, can I help you with that? There's nothing wrong with that.

Chad Kodary (29:26.179)
So you're saying to use it in a different context.

Dennis Yu (29:41.11)
What's wrong is if you're deceiving people or if you're interrupting people. So I'm getting tons of garbage DMs on Twitter, Instagram, and LinkedIn. These bots are saying, would you like to generate another 10,000 leads and be really influential and have a million followers? And it'll say like, Dennis, you, you know, I really admire what you've been doing with the content factory and how you've been doing digital marketing for 30 years, I would love to book a call with you for 15 minutes and explore how we can work together. And so the AIs are now.

Chad Kodary (29:41.348)
Yeah, that's fine.

Chad Kodary (29:56.965)
I hate this.

Dennis Yu (30:10.87)
generating images and even voice that sound believable that is under the name of whoever it is. So there's a friend of mine and his name is Angus. I won't say his last name, but he's reasonably well known in online marketing and he does coaching. And he used a bot to just do cold outreach, but it sort of personalized. And then I replied with voice, because that's what I love to do to these bots. I reply with here, I'll just literally show you.

Chad Kodary (30:40.656)
So you're saying you get like a DM or a message, like a written message, and then you reply back with voice, like a voice note.

Dennis Yu (30:44.362)
Oh yeah. Yeah. Here's what we do. So... Where is it here?

Dennis Yu (30:53.486)
Why is it not showing up here? I thought it was here.

Chad Kodary (30:58.284)
And basically when you reply back, you know, let's say, okay.

Dennis Yu (30:59.978)
Here it is. Yeah. Okay. So here's this whole conversation, right? And based on how it's written, like it's written so well, you're like, this is, I don't know if you're real or not. So you can't really tell me what do you say to the bot or if you don't know who it is, if it's a bot or not, what do you say to determine if they're real or not? And this is what I do. I reply with voice. This is what I did last night with this, with this one guy. And this is what happened. Hey, is this actually Ben or is this a VA? Or a bot.

Chad Kodary (31:12.356)
Yeah.

Chad Kodary (31:22.655)
Mmmm

Dennis Yu (31:28.682)
And then he replied. Yo, what's up? It's Ben. Thank you, man. So I thought, okay, I think it's real.

Chad Kodary (31:37.404)
Is that real? At this point, I still don't know because there's some crazy stuff out.

I don't even know if that's real or not.

Dennis Yu (31:47.598)
But it's like all the ones asking you for money, hey, I'm stranded at the airport in Nigeria, can you please send money to this thing? Like, reply back with the name of that. Tell me about what did, when we had lunch last time, what was it that you ordered, do you remember? Right? I always ask those kinds of questions, right? Cause I'm always like, I'll send you money, but you have to first prove that, you know, whatever.

Chad Kodary (31:51.765)
Oh, that's bullshit, yeah.

Chad Kodary (32:01.948)
I'm going to go ahead and close the video.

Chad Kodary (32:10.52)
Yeah. See, like I didn't even, I didn't think about the use case because you know why I didn't think about the use case of it being for inbound mainly.

Dennis Yu (32:19.702)
Mm-hmm.

Chad Kodary (32:20.004)
because I see everyone only using it for outbound. Like the majority of the people that I see on the web, all the marketers, right? All the marketers are mainly using it for outbound trying to book appointments and book leads. That's what they're doing it for. And it's trending right now. There's companies that are opening lead generation companies that are literally just using that. Yeah, that's exactly what it is, right? Yeah, that's exactly what it is. But inbound is very cool.

Dennis Yu (32:28.79)
Yep.

Dennis Yu (32:39.598)
They're spamming. Yeah. They're just spamming whatever you want to call it. They're spamming.

I'm a big fan of Inbound. You know how many phone calls I make? You know how many cold emails I send? And like, I've got the clients of the clients, the best clients you've ever, you know, in the world of digital. How many, like, hey, let's hop on a 15 minute discovery call. Do you think I did to get like a Nike or a Rosetta Stone or Starbucks or whatever? Zero. What I do is I speak at conferences. I write articles. We get referrals. How do you think we got Nike?

Chad Kodary (33:04.44)
Yeah, never. Never.

Dennis Yu (33:13.646)
because of the work we did for Adidas at the Olympics. And they're in the same town, so they talked to each other. And the folks at Nike said, hey, we saw what you did in Adidas. Can you meet with us? Because we want to talk about this new shoe campaign we have. Like, love to. Can you give me some free shoes? Yeah. So it's based on trust. Everything's based on trust. The funny thing is like every time I hear these AI people talk about, oh, look at this tool, look at that tool, look at that. I'll say, yeah, but are you leveraging trust, actual trust? Or are you just looking at some cool tool that will try to

fake whatever it is. And if it's fake stuff, look, I'm an engineer, so if anybody should be interested and know how this all the latest stuff is, it would be me, but I don't give a crap about that.

Chad Kodary (33:44.516)
Yeah.

Chad Kodary (33:54.852)
You actually changed my perception.

Dennis Yu (33:55.306)
And it's worked for me for 30 years. Am I like outdated? I feel like I'm ahead of most people, yet I'm saying I'm a very old fashioned kind of person and I think that old fashioned values are going to win when it's all this AI this and AI that.

Chad Kodary (34:07.64)
Yeah, you changed my perception on a lot of things during the skill, which is for the better.

Dennis Yu (34:11.342)
Do you want to chase the, the squirrel thing? Like all the other people that are freaking chasing the red ball. Do you really want to play that game?

Chad Kodary (34:19.228)
Wow. How, and I wanna know more about the calling for inbound. How are you seeing people use it for inbound? Like what context are they using it for?

Dennis Yu (34:32.482)
Well, inbound means that you have reputation and you've shared something. Like, for example,

Dennis Yu (34:40.558)
Perry Marshall and I have the number one bestselling book on social media on Amazon. It happens to be on TikTok. And he and I have the bestselling book in Facebook ads and Google ads. It's on my shelf here. See, he and I, there's a lot of trust here. So if you know about Google ads, then you know about Perry Marshall, who's the OG, who started the whole industry of Google ads off of his training, right? Number one for Google ads, then into Facebook ads and now in the TikTok. And he, so we're leveraging his trust.

So when this book is out, well it is out, it's the bestseller, you know, it shows story after story of success on TikTok and it's all driven by the relationship, so I only have like 3000 followers on TikTok, I think I have like 40,000 likes on TikTok, I'm nobody. But I've interviewed the top TikTokers and asked them to share what their techniques are and I found that there's commonality between all the things that these guys said.

And so we digested them into core concepts and then we link back to those zoom calls, those, you know, 45 minute zoom calls, we turn to a chapter each. So it's definitive, it's authoritative, it's based on real experience and it's not dependent upon me. What I'm doing, Chad, and anyone else listening is I'm leveraging the authority of other people by having co-created long form video content that shows beyond a doubt that.

We were with these other people and they are sharing how they achieved a certain piece of success, which then causes people to reach out to me. And to Perry saying, Hey, I read your book on TikTok. Do you think TikTok will work for my business? And I'll say, well, you saw in the book, if you have this, and this, then you can put it into the machine. Just like if you have this, and this, you can put it into the Facebook machine and it'll just amplify what you already have, right? It's the same thing. So inbound is people come to you.

because you shared how you achieved a certain result and they want that same result. They fit that category person, which is X, Y, Z. I help X achieve Y via Z. I help this particular kind of company with this particular kind of problem, achieve this particular kind of result via this one, two, three, four, five step checklist. And so when you publish that out there, people who fit that category of X, you know what, I'm just like that plumber. I'm a plumber in Phoenix, Arizona. I'm a plumber in Denver, Colorado. I saw what you did for this other plumber.

Dennis Yu (37:08.014)
And you tune their LSA and you rank better on Google. Like, uh-huh. And this is how you did. You made their phone ring more. And how do you do it? This whole checklist. So if you publish what you do for that particular niche, doing the thing that you say you do, this is true for all agencies. If you serve, you know, veterinarians, you're this guy, Brandon, and you serve veterinarians and you have lots of examples.

of how veterinarians have been winning, not because it's a sales pitch or testimonials, but you actually show, here's how we do it, you publish it. Here's exactly how I do it. Here's how I hire VAs. Here's how I set up my landing pages. Here's the templates that I use on WordPress. Here's everything. Here's how I use DashClicks. Here's how I audit these two. Here's like everything, all of my knowledge. Here it is. That will drive more veterinarians to brand it. Right? My buddy Caleb is one of the top sellers of life insurance in the world.

Chad Kodary (37:51.632)
100%.

Dennis Yu (37:57.11)
The guy's 29 maybe, I don't know, something like that. And he's literally been interviewing all the top people in the world of life insurance and this particular aspect of life insurance called infinite banking. Basically, like you put money above the policy so you can use it as an investment vehicle and he's interviewed the top people in the world on that. And so people who are wealthy.

and have just sold their company or they got out of a divorce or this like something, they just came into like all this cash and they want to not pay taxes on it or whatever. They come to him to be able to put it inside life insurance. Why? Because he shared exactly how he's done it for lots and lots and lots of people. He's the keynote speaker at NAFA, which is the big insurance financial association. Like all these guys are members of this one thing. He's their main speaker. Right? That drives inbound.

So when you are very clear on X, Y, and Z, I help X achieve Y via Z, all the people in that category of X will come to you. Right?

Chad Kodary (38:55.828)
So what I've taken from our conversation, and Tommy from Right or Wrong, personal brand and personal everything, I think, and videos and content and experiences and all that stuff, that will always be here. That will never change. You can't really change a human experience.

Dennis Yu (39:17.698)
People do business with people.

Chad Kodary (39:19.136)
Exactly. 100%. Do you think saying that, do you think that AI could possibly be just a trend that's happening and maybe in three to five years?

Dennis Yu (39:27.946)
No, the technology is always getting, no, technology is always advancing. Right. Even Google said last year, because people were saying, Oh, it's Google's going to penalize everyone who's even using AI in any sort of aspect. And Google said, there have always been tools that come along that allow you to do your job better. Why would we discourage that?

Chad Kodary (39:33.093)
Okay.

Dennis Yu (39:50.442)
Now there is a lot of hype around AI, but AI is not a fad. Just like, you know, the cell phone is not a fad or people using Gmail instead of postcards, you know? No, but G, but I'm not all hyped up about Gmail. Oh, Gmail's so good. Gmail's way better than having to lick stamps and write letters. Well, yeah, it is, but I'm not all hyped about it. So the fact that you use Gmail and you send emails or you use Vendasta or high level or whatever your favorite tools are.

Chad Kodary (40:03.27)
The tech is there.

Dennis Yu (40:20.722)
It's not the hype of it. Like, do, do I say like, Hey Chad, I'm an expert at using Gmail. No, it's just like, we use it. I'm, I know call rail better than anybody else. There's secrets to how to use call rail for call tracking.

Chad Kodary (40:34.214)
I just track calls dude. I don't

Dennis Yu (40:36.098)
Dude, it's a thing that you do, but I'm an expert in call rail. Yeah, good for you. So that's how these tools are becoming. It'll soon be like that, right? It'll just be taken for granted. Like, do you, like imagine the iPhone just came out and it was super cool. And you want to show everyone that you had the iPhone. Like, you know, it's hard to get, you got to wait in line, right?

Chad Kodary (40:44.604)
Fair enough. Yeah, I like that.

Chad Kodary (40:57.172)
I remember when I first got the iPhone, the first iPhone. I remember.

Dennis Yu (40:59.862)
Yeah, it was like super statusy. You know, it was like super cool because you had one and the other people didn't have one, right? So you want to show it off and it had this whole vibe factor. But now like you see other people, like even homeless people have iPhones.

Chad Kodary (41:11.764)
Yeah. Hahaha. It's true.

Dennis Yu (41:14.058)
So the fact that like the hype is because of the novelty, but when it becomes common practice. So when you use this thing to call your friend, it somehow talks to a satellite up in space and goes back down to earth and it's facilitates this communication. And that's a magical sort of thing. Isn't it? There's some crazy magic that has to happen to be able to talk to the satellites in space. But are we like,

Chad Kodary (41:35.195)
It is.

Dennis Yu (41:41.518)
The cell phone talks to the satellites in space. No, you just press the button. It's an incoming call. You answer it. You never even think about the fact that there's all this magic that happens, right? So if we're using the AI tools, we're talking to it, it's like, Hey, go order, go order me that, you know, a baby back ribs from chili. And it does it. And you're not even going to think twice about it. Right. Right now it's like, Oh yeah, I can use the AI and it can order baby back ribs from Chili's. Yeah. Um, I could still like.

Chad Kodary (41:51.825)
I have...

Dennis Yu (42:10.238)
Right now, I've got to go into the app and the door dash and click on the thing and order it and it'll say the guy's coming in 23 minutes, but now I can speak it and it'll like figure it out and say, okay, Dennis, it's going to be $23. Okay. Like, okay, yeah, do it. All it does is doing the same thing that I've already been doing anyway, just made it more efficient. So why would people be all hyped up over getting the existing thing done faster?

Chad Kodary (42:34.62)
I think people like seeing new things. Like going back to the Jasper example, it was new, right? It was new, especially to people that are not developers that didn't really know about like open AI and stuff like that, right? So that was a new thing. And it was like, if you looked at their ads, their ads would get thousands and thousands of comments. Because yeah, yeah.

Dennis Yu (42:40.811)
Yeah.

Dennis Yu (42:52.638)
I know Austin ran the same ads. He was spending $1.2 million every month. Austin Distel and I told Austin, cause he's their head of marketing. I said, Austin, dude, I've been hit with that same ad like 90 times. Aren't you going to like change it out? I'm sure it's burnt out by now in frequency. Yeah. But he said, dude, it doesn't matter. I mean, it's working so well and I'm on vacation that I'll just let it keep running. Like, all right, more power to you. I mean, you raised all the VC money. Of course you can do that. You and Dave, you know, you, you got that.

Chad Kodary (43:05.384)
frequencies probably this is going through the roof

Chad Kodary (43:12.192)
Yeah.

Chad Kodary (43:16.074)
Yeah, it's

Dennis Yu (43:17.966)
office in downtown that's got like almost nobody in it, but you kept it anyway, because you're making so much money, because you have the, they made the, uh, proof toolbar. Remember?

Chad Kodary (43:26.558)
Yep, yeah, we use proof it's on our DasVix website.

Dennis Yu (43:28.906)
Yeah, that was the first time they became a client of ours, which was like 10 years ago.

Dennis Yu (43:36.406)
But it, but who cares about the hype? Cut away the fluff. Talk about, look at where actual value is being created. And then you won't be distracted by all this chasing the red ball nonsense.

Chad Kodary (43:38.864)
Yeah.

Chad Kodary (43:46.616)
Yep. I like that you said that it's just a tool and it's just helps you do things better and more efficient. And I think that people are not thinking about it like that. At least I also wasn't thinking about it like that. It was, it was this like cool thing, right? Yeah. It's you're right. Okay. I have a different, I have a different perspective now.

Dennis Yu (44:02.166)
Just get off the hype train.

Dennis Yu (44:07.19)
The sales bros would have you believe that it's all about the latest tool because they make money selling that nonsense. I look at real business owners who are using tools to drive real value. Like I look at when the, when the ordinary plumber is using these tools to be able to book calls through service Titan and dispatch technicians through their route management system, that's when I'm going to sit up and pay attention. Until then, it's just hype.

Chad Kodary (44:11.322)
Yeah.

Chad Kodary (44:31.736)
Yeah. What's your favorite tool that you use? Not AI related, just in general.

Dennis Yu (44:37.362)
It's one that almost nobody uses. My number one tool is Boomerang for Gmail, which is a plugin in Chrome. And I answer 800 plus emails a day, which is crazy because the number of messages that come in. And I know there's like different techniques and you have a VA, executive assistant, whatever, but the way I never lose track of a single message or a follow up, cause you know, like maybe I'll send a note, like I sent a note to one of your guys, Chad, on the last two podcasts that I did.

Chad Kodary (44:39.557)
What is it?

Chad Kodary (44:52.068)
That is crazy.

Dennis Yu (45:07.106)
that never got turned into articles or I never got the video from it or whatever it was, I don't think he works for you anymore. And I said, Hey, so and so, where's the, where's the video that we did on the DashClicks podcast? And he didn't get back to me, but I didn't have to remember to follow up. What I did was when I sent the message, I hit the box saying, return that email to me, check only if he doesn't reply within, and then I checked four days.

Chad Kodary (45:14.352)
Probably not, or we would have got it.

Chad Kodary (45:36.442)
Oh, that's cool.

Dennis Yu (45:37.098)
Right? So then it comes back to me saying, so-and-so didn't reply to your email. And then that's when I reply saying, hey, where is it? Or did you do the thing? Or you say it in a nice way, of course. Right? Yeah.

Chad Kodary (45:43.74)
It's like a little nudge, little reminder. Yeah, I'll get you that podcast, by the way. I think the person that interviewed you, Daniel, might've been his name. Yeah, he doesn't work anymore. So if you emailed him, probably went to a dead email, which probably is also not a good idea, but we will get you that podcast and this podcast too. Oh yeah, no, yeah.

Dennis Yu (45:54.806)
Yeah.

Dennis Yu (46:02.474)
No, I wasn't using that as a way to like hammer you. I was just saying, I use it as a way to, I never lose track of anything because instead of me having to remember or use folders and tagging systems and that no one has time for that, right? I just have the system remember for me based on that level of importance and when I need it by. So I normally set a boomerang for a week. And some things where it's like, I don't want to deal with, I know in three months from now, I need to work on this other thing. So I'll set it to boomerang for me.

Chad Kodary (46:10.716)
That's cool though.

Dennis Yu (46:28.63)
or turn it into a calendar appointment. So that way I never lose track of stuff and I always know what the priority is.

Chad Kodary (46:28.956)
That's crazy.

Chad Kodary (46:34.264)
have to check that out. All right. Uh, this is a lot to take in. Um, this was a fun conversation, probably one of my favorite podcasts that we've shot so far. Um, I know we're running out of time here, Dennis, if anybody wants to reach out to you or work with you, where's the best place to reach you, Google him. There you go.

Dennis Yu (46:50.574)
Google me. And you'll see a whole knowledge panel pop up and then you can choose whatever your favorite place is on there.

Chad Kodary (46:57.556)
Love it. All right, ladies and gentlemen, thank you so much for your time, Dennis. Thank you for your time. We appreciate you and I'm sure we'll have you on here in the near future. Have a good one.

Dennis Yu (47:06.634)
Awesome Chad, appreciate you.