Many years ago now I was on Andrew Warner's Mixergy podcast a few times.

Many years ago now I was on Andrew Warner's Mixergy podcast a few times.

We discussed growing my consulting practice, value-based fees, imposter syndrome, client retention and more. Andrew and I became friends. We met up for dinner in San Francisco a couple of times.

Then life happened. A few years passed. Andrew moved to a farm.

The other day I got a text from Andrew. He was intrigued by a comment I made on LinkedIn about a new part of my consulting work that I call Boring Sales Growth (https://lnkd.in/gRMnaSj9) and using AI to balance high-tech and high-touch.

"Can I call you about this right now?"

"How do you integrate AI without losing your soul?"

So we jumped on an impromptu call.

Besides being great to catch up, it felt a little like being back on Mixergy...Andrew always asks the best questions and the best follow-ups.

He pushed me: "What's the real difference between companies succeeding with AI versus those screwing it up?"

Here's what I told him:

Every day I watch companies commit business suicide with AI. My clients are seeing real value creation and revenue growth when we take a hard look at what scales without killing what got their business to where it is today.

You can't AI the client golf outings. The fishing trips. The 1:1 client engagements.

Imagine sending your best client or prospect an automated avatar video instead of picking up the phone. Come on, people. Don't be stupid!

The boring stuff? That's what should scale. The follow-up reminders. The data entry. The administrative tasks that eat up your people's time.

The relationship stuff? Keep that human.

AI should handle the paperwork so your people can focus on the relationships that actually drive revenue.

Smart companies use AI to protect and improve what got them here, not replace it.

Andrew said "Ahh I get it now! This is the opposite or boring."

Bingo.

I told him I'm writing my next book about this. We agreed to keep exploring together, maybe find new ways to work together, and I told him I'm coming to visit the farm.

"You'll love it!" he said.

What are you automating that should stay human?