- Duration: 31 min
- Platform: meet
- Source: Read.ai 01JWEFD7AP3H8H9VBVHGXFGDYG (https://app.read.ai/analytics/meetings/01JWEFD7AP3H8H9VBVHGXFGDYG)
Transcript
[Michael Houck]: Hey, man. [UNKNOWN_SPEAKER]: How you doing? [Michael Houck]: I’m all right. [UNKNOWN_SPEAKER]: How are you? I’m good. [Michael Houck]: kind of a hectic week, but, um, I’m back in Philly at my parents’ place now for a couple of weeks before I move wherever I’m going to move. [Andrew Safranko]: Did you, uh, was it Hawaii to Philly? [Michael Houck]: No, it was Hawaii to Utah to Arkansas to Philly. Oh my God. [Arpan Nanavati]: Hey guys, how’s it going? What’s going on, man? [UNKNOWN_SPEAKER]: How you doing brother? [Arpan Nanavati]: Good, good, good, good. Sorry, last time I rescheduled, but excited to get this kicked off. Yeah, no, you’re totally fine, man. [Michael Houck]: Will, is your co-founder joining us as well? Let me see. I don’t think so. [Arpan Nanavati]: I don’t think so. I don’t see him on the invite, but that’s okay. We can brief him later. Okay, cool. [Michael Houck]: I can send over the recording if he wants to take a look at the transcript or through chat GPT or something. Okay, so you’ve got Andrew and Andrew here. Our Andrew duo. So yeah, if you guys maybe want to do quick intros, and then Andrew asks, we can jump in. You can take the lead on the rest. [Arpan Nanavati]: Nice to meet you, Arpan. [Andrew Safranko]: My name is Andrew. One day. I’m going to be working with you on your writing. So I’ve gone through, I think you’ve sent some stuff, and I’ll take you through sort of what we do from an onboarding perspective. But yeah. I’m one of Houk’s writers here. Been in tech all my life and writing on the side and now writing professionally. So I’m familiar with your space, which is cool. I think you guys are up to something really interesting. And yeah, I feel like legal and real estate is always one of the last industries to be disrupted, I find. People always want to go after the other ones. And legal and real estate are the ones where they last and then they get disrupted crazy. I look forward to working with you guys. [Andrew Cheng]: Awesome, awesome. Yeah, it’s nice to meet you, Arpan. My name is Andrew as well, and I am the content operations manager. So I’ll be mostly responsible for scheduling as well as doing any reactions on your accounts. So it’s great to meet you. [Michael Houck]: And Arpan, I know that you said on our first call that you wanted to avoid us going out and engaging with other people’s content from your account. When Andrew says reactions, he just means like replying to the replies. If we wanna do that, I know that you maybe don’t wanna do that either. [Arpan Nanavati]: So we can hold off on that if that’s the case. Yeah, so the objective is just to generate leads and not to like increase followership or top leadership or any of that stuff. It’s just talking about the pinpoints which in turn should help us create leads. Pinpoints and how we’re solving them. Those pain points, example by example, sometimes philosophical examples, sometimes factual examples, sometimes just macro examples, et cetera, et cetera type of stuff. So yeah, I don’t really want to engage. If there’s an option to disable comments, might as well do that. Because I don’t really care about people commenting and engaging and hiding behind their keyboards and trying to have a debate. [Michael Houck]: Yeah, we don’t want to get involved in any troll wars in the comments, so we’ll avoid that for sure. No problem at all. Okay, cool. With that said, I think Andrew will take the lead. As he said, he’s going to be your partner, your writer on this. So I think I’ll come around and we’ll talk about next steps and how we get things started at the end. But the majority of this conversation will just be Andrew and you talking about sort of like goals and content pillars. I know we talked a little bit about that and you obviously filled out the form, but sometimes it’s good to talk it out live. [Andrew Safranko]: So that’s what that’s it. [Andrew Safranko]: Yeah, let’s go through it. Cool. Perfect. So basically what happened is I’ll just kind of take notes as you kind of give answers to this space. And then this is, this is what we’ll have access to after we’re done too. So within our notion, just sort of where we’ll keep ideas, where we’ll keep drafts, right? But we’ll do a combination of whatever you prefer in terms of communication, whether it’s through Slack, Notion, whatever, email. Some people do email, which is interesting as a writer, but it is what it is. Okay, so as Hauk mentioned, we’re gonna just kind of take you through a bit of what you’ve already given us from the intake form, but kind of flesh that out a little bit more. It’ll allow me to kind of kickstart getting you some ideas on what we’ll focus on. And then that also lead to drafts in the very near future. So you mentioned your main goal was to get leads. So I’ll just put that there, but I don’t know anything else beyond leads you guys are looking for. [Arpan Nanavati]: I mean, it’s pretty straightforward, but [Andrew Safranko]: Just simple, plain and simple, leads. [Andrew Safranko]: Okay, cool. And then in terms of this being a success for you guys, I feel like I’m going to answer the question, but I want to hear from you. Make sure we get it all out here. So obviously leads is obviously the number one goal. Any sort of like interaction or is it literally like, okay, how do we get our posts to convert over to the website to then convert into customers? [Arpan Nanavati]: Yeah. Posts convert to website or DM or email. We have a really cool email, get shit done. Company. We should leverage that. Cool. Okay. Okay. And then you kind of gave a bit of this in your intake form. [Andrew Safranko]: I wanted to just expand on this a little bit more just to kind of understand a little bit more specifics around your audience. Who would you say typically, obviously your website kind of gives a bit of that as well from like SMBs to firms to in-house counsel, but any sort of like examples of what you might think would be an audience. [Arpan Nanavati]: I think for this exercise, let’s focus on tech startups and in-house counsel. They’re the ones that generally hang out on LinkedIn. So yeah, it’s just tech startups and in-house counsel. So there’s in-house counsel is still tech startups, right? If you think about tech startups, or at least it’s startups will not have an in-house legal team, and later state startups will have an in-house legal team. [Andrew Safranko]: And then is it solely startups? So call it, you know, series A, B, C, or does it go beyond that at all? Like, you know, IE, anything? [Arpan Nanavati]: Even from idea state. So we do formation, cap tables, funder agreements, all that stuff. So anywhere from you know, bunch of friends hacking together all the way down to later stage. Okay. [Andrew Safranko]: Um, what would you say your audience comes to you for if they were to come to you? Um, so what would they be looking for from you guys in terms of advice, content, thought leadership, et cetera? Like what would they be looking for? [Arpan Nanavati]: So we haven’t done this, uh, uh, in to, you know, what would the audience look for? So I don’t really know if I have an answer to that. But what I can tell you is our ICP has pain points. And when we talk about those pain points, either DM, direct one to one, etc, it creates a lot of interest. [Andrew Safranko]: What I guess in terms of your sales conversations, how are you connecting with your clients? Like, how are they looking at you and getting that like, aha moment? Like, what are the kinds of things you might say So it’s a purely referral-based channel right now, if you think about it. [Arpan Nanavati]: A lot of VCs and a lot of just founders within that network and the key pain points we talked about is, you know, cut your legal, layman terms, it’s a tech-enabled law firm and it creates efficiency in terms of saving your legal bills. If you think The problem is the inefficiency of law firms, which is the biggest pain point. We’re not a product. You know, I think, Michael, we spoke about this last time. We’re not a self-serve product. No one’s clicking around. No one’s logging in. We’re literally a legal service. So just like you call a law firm or a lawyer at a law firm, you would want to connect with us and get your legal work done. The way we get it done is we leverage AI to get that work done. And that’s why it becomes faster. In turn, it becomes more efficient. In turn, it saves money and saves time for the user. So it just comes with a no bullshit, no mental masturbation type of model. [Andrew Safranko]: I love it. Very cool. In terms of content pillars, this is kind of where it’ll help me formulate ideas to kind of get the topics off the ground here. Where would you like to start in terms of topics, like what kinds of things would you like to talk about? [Arpan Nanavati]: Pain points always lead, right? So the more we talk about pain points, the more people become aware of the solution to those pain points. And that, in turn, helps us get in the door. I think I’d shared a few tweets from other folks that talk about similar things and similar pain points. I’ll share it right here again. And those are the same type of content pillars. It’s just folks talking about pain points with legal services, how expensive it is, how shitty it is, blah, blah, blah. [Andrew Safranko]: And that’s exactly what we need to do. Got it. OK. So it’s cost, efficiency. [Arpan Nanavati]: It’s wellness. Just the business model is not outcome-based business model. It’s an hourly-based business model. Whenever you call a lawyer, they’ll tell you it’s going to take economics of hours. I don’t know what that means for me. I don’t care how many hours it takes, that’s your job, that’s your problem, that’s your internal thing, but they kind of surface that outside. For me as a founder, I’m a consumer of the service. But you go to a doctor, doctor will never tell you it’s going to take X number of hours to get you fixed. Doctor is going to tell you this is what you need to do to get it fixed, and if it’s surgery, here’s the cost of surgery. Doctor is not going to tell you, I’m going to build, for five hours of surgery or 50 hours of surgery right so it’s just lawyers are the only ones that kind of talk in terms of their business model and what you know the economics of their business model are like with consumers which is completely misaligned in terms of outcome so I’m sharing a few tweets here with you that talk about the same pain points and pillars as well as the Yeah. [UNKNOWN_SPEAKER]: Got it. [UNKNOWN_SPEAKER]: OK, cool. [UNKNOWN_SPEAKER]: Yeah. [Andrew Safranko]: So there’s plenty and plenty of examples like this. [Arpan Nanavati]: I think there was another big article by, I forget who it was. Oh, yeah. What’s this? Ethan. So just within these three tweets and this one blog post, we’ll have content that you can just recycle. [Arpan Nanavati]: Got it. [Andrew Safranko]: Definitely keep them handy. [Andrew Safranko]: Yeah. Perfect. Thank you. Yeah, this helps me get where your mind is at with all this as well. [UNKNOWN_SPEAKER]: Cool. [Andrew Safranko]: Okay. Of like your perspective on this. I know obviously there’s a sense of like, okay, the industry is just broken. Like people are just charging insane amounts of money. Is there anything unique about what you’re saying versus sort of like what you’ve just shared as an example with the tweets and the article? Like, would you say there’s anything beyond? [Arpan Nanavati]: It’s an objective truth. Everyone knows that legal work is inefficient. It’s just, there have been no solutions. So within this industry, there’s just no, you know, call it unique perspective, because again, it’s a service, it’s not a product. So there’s no like unique insight that comes with it. Yeah. [Arpan Nanavati]: Okay, cool. [Arpan Nanavati]: But what we can do is like, we can pitch our solution, which is it’s, it’s a fixed model, fixed pricing model, which means are the outcomes of the customer is what we’re to, we don’t align to the business model, which is that of the incumbents. Yeah. Yeah. I definitely want to dive deeper on that because I like your perspective on that. [Andrew Safranko]: I think that is the unique perspective, to be honest with you, right? It’s the idea that you can actually give service and people will know exactly what to expect versus just, I’m going through this with a lawyer at the moment where like, I’m waiting five weeks at a time to get a response from them. And I’m like, Is this normal? And I’m starting to search up Read.AI, what are other people saying about this, right? Anyway, that’s a whole other rabbit hole. Okay, very cool. We picked up a bit about your content voice. So here are some notes here in terms of what you’ve shared. But beyond these notes, if there’s anything else you can think of, I think I’ve kind of got it. [Arpan Nanavati]: You have the notes, but just like a clarification, just within the legal industry, you cannot share on another board. Like this is from the FTC. So if you start shitting and do personal attacks, like we’ll get a notice from FTC. [Andrew Safranko]: No, that’s not our goal here at the agency. We don’t do that in general with anyone. [Arpan Nanavati]: So don’t worry about that. We’re good. Or just like, like if anything, you should keep this tone and keep it generic in terms of like who you’re trying to like direct to without, you know, saying you’re a lawyer, right? You can say, a law firm, but you cannot say you’re a lawyer. Right. That’s like a very nuanced thing. Like as soon as it becomes personalized to someone, uh, within the legal domain, like you’ll get. Def lawyers coming after you. Yeah. Also coming after us. Makes sense. [Andrew Safranko]: Like, instead of just saying you’re a lawyer, like just keep it generic. [Arpan Nanavati]: Yep. [Andrew Safranko]: We’ll just keep it very high level. [Arpan Nanavati]: Like they can’t come after us because it’s not a personal defamation or personal attack. Right. Yeah. [Andrew Safranko]: It’s more like lawyers tend to do this versus your lawyer tends to do this. [Arpan Nanavati]: Law firms, not even lawyers. Yeah. I mean, lawyers work for the law firms at the end of the day. And the client has a relationship with the law firm, not the lawyer, right? Like the engagement letter that the sign is with the law firm, like Gunderson or Wilson or et cetera. They’re not signing a letter with uncle Bob. At Converse, for example. Yeah, for sure. And that’s good. [Andrew Safranko]: That’s good to know. And just to give you perspective on the process as we slowly finish off this onboarding, you’ll see it. I mean, obviously, you’ll see everything before it gets posted. It’ll be required from your approval, right? So either yourself or your co-founder as well, right? So you guys will have the final say on everything that gets sent out to the ether. So we’ll work hand-in-hand and ensure that the messaging is… [Arpan Nanavati]: One tip I’ll give you is you can either use Symfony or you can use, you know, O3 or one of these things, which is anytime you have a draft, instead of me approving it, run that draft through O3 or 4.0 and say, is this mismarketing? So that way, you know, you’ll know right away. We can reduce that one cycle. [Andrew Safranko]: Okay, sounds good. Actually, let’s do this. I’ve got the narrative here, so we don’t need that. Is there anyone, so you’ve shared the tweets, outside of the tweets you’ve sent, anyone come to mind that you enjoy or that you think the voice works for what you’re doing here in terms of showcases? [Arpan Nanavati]: Travis, I really like his did that and we’re kind of doing that similarly, or at least that’s our vision. We have the same type of blocks. Like for example, when we tried to go get insurance, no one knew how to insure us because AI workers is doing legal work. So like, where’s the professional liability? Like it was, it was first of its kind for the insurance industry to insure us. It was first of its kind for the bar associations to license us as well, because they’ve never seen or heard of a non-lawyer wanting to set up an AI law firm. So those type of things, which I think Uber went through that similar journey. They were the first to kind of move the industry where regulation didn’t exist for what they were trying to do and what customer wanted. And I really his tonality which was he wasn’t like really shitting on them and at the same time like he wasn’t backing off it wasn’t like a friendly ordeal relationship it was like you know where we’re going and we don’t care about your feelings right right yeah makes sense cool um anyone else just out of curiosity all right let’s keep it simple cool okay I’m done okay um yeah I mean again you gave a lot with an intake form, which is great. [Andrew Safranko]: I think I’ve got a lot of what I can use here, which is fantastic too. And thank you for those tweets. I’ll definitely incorporate that. Yeah, I think I’m good for now. The next part of this is just quickly, Michael, we’ll take you through a bit of like our process and what to expect over the next couple of weeks. Okay. [UNKNOWN_SPEAKER]: Yeah. [Michael Houck]: Well, first, I guess anything else that you feel like we didn’t cover, Arpan, that we should take a note of before we hop into next steps? [Arpan Nanavati]: No, I think this is plenty. I think the next step is just to look at content. [UNKNOWN_SPEAKER]: Yeah. [Michael Houck]: OK, cool. So here’s what we’ll do. We’ll get to work on the first batch of posts and more research into what’s happening in the space as well. Andrew will keep doing that. I set up a Slack channel for us. I think you did not join, so I will resend the invite to that. That’s where we we will share ideas and post a review and things like that. [Arpan Nanavati]: As Andrew said, if you’d prefer that- Do you have a Discord by any chance or you guys use Slack? Sorry, what was that first part? Discord. Do you guys have Discord or do you guys use Discord? [Michael Houck]: No, we don’t use Discord. [Arpan Nanavati]: We can do email if you’d prefer. No, I’ll do it in Slack. Okay. We just use Discord internally, so. [Michael Houck]: Okay, that’s fine. Cool. Okay. So hop in that Slack channel and then that’ll be where everyone is. So for scheduling, if we have any questions or to get your feedback on posts, the best way to give feedback is like if Andrew sends over a couple ideas and wants your unique POV, just record like a couple minute long rambly voice note right into Slack. That way we get sort of the nuances and it really makes the voice sound more like you. [Arpan Nanavati]: Makes sense. [Michael Houck]: And I mean, that’s pretty much the big thing. We’ll get started on the first batch. We’ll send it over to you for review. And then we’ll start getting things scheduled. So there’s not a ton else besides that. [Arpan Nanavati]: Okay, cool. Awesome, awesome. Andrew, just one more thing to keep in mind is we’re not a legal tech. We’re a legal service, right? So this is kind of a new domain where does the work and it provides a service versus provides software and it’s like a mindset shift that even we you know have to deal with on a daily basis internally because it’s such a new thing and number two is a lot of these AI companies will give you a product which is again a self-service product so you as a customer is the human in the loop In our case, customer is not the human. So the engagement model, the experience is similar to what they experience today, which is they call their lawyer, they call their lawyer at Tiffany or the email, whatever. And then that lawyer goes into their AI platform and does the work and gets it back to them. So just keep that in mind, which is we’re not a legal tech, we’re not a software company, because we don’t have client using the platform at all. We’re a service company, which uses software to make the service very efficient. Yeah, makes sense to me. Okay. [Andrew Safranko]: Thank you for that. Good to know. Okay. Yeah, I’m good on my end. And we’ll copy paste the same thing on Twitter. [Arpan Nanavati]: Not through my account, but through our symphony account on Twitter. [Michael Houck]: Yeah, we can do it through whichever account you want. And we can copy paste. If you end up wanting to, cause I know you want to prioritize LinkedIn. If you end up wanting to prioritize Twitter more than, you know, we currently are. [Arpan Nanavati]: Let’s just do copy paste and then see where it ends up. Let’s do LinkedIn, copy paste that on Twitter and we’ll play by the year. [Michael Houck]: So Andrew will be in touch to get accounts set up so we can handle scheduling automatically and things like that. [Arpan Nanavati]: Gotcha. Gotcha. Okay, cool. Awesome. Like no replies, no engagement at all. It’s like a blast and done. Blast and done. Blast and done. [Michael Houck]: All the way. It’s a broadcast. [Michael Houck]: Broadcast channel. [UNKNOWN_SPEAKER]: Yeah, exactly. Correct. All right, cool. [Arpan Nanavati]: Awesome, guys. [Arpan Nanavati]: Well, good to connect. And I’ll see you guys on Slack. Yep. Good to chat. See you on Slack. Nice to meet you. Later. Bye-bye. [UNKNOWN_SPEAKER]: part of it.