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[Music]

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Hello, welcome to the XMACNA Podcast.

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Today, in a special edition, a first

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time with an external guest and we

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are here in the new studio visiting

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our partners here at Instituto Mix.

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I'm here with Rômulo Carneiro, our

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operations director, our director of the

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factory, and Alex Cavalheiro. It's a pleasure

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to be here with you. Oh, the pleasure is all mine.

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Thank you for the invitation. For me, it's very

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important to be here, we are

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sharing a bit of our

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journey, a bit of our experience

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especially with the partnership with you, right?

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So it will be a great pleasure, we will have

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a conversation, a nice, cool chat.

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I even wanted to bring Rômulo in right away

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to the start of the conversation, because Rômulo

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he is on the front line of work there at

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working with the Belas, right, which is

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our army of digital sellers

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who work for Instituto Mix and

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this experience of applying artificial intelligence

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at scale in a company of the

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size of Instituto Mix, right, in one of the

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largest franchises and

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franchisors in Brazil. And how has it been

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this experience from the point of view

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here of the technology of putting so much

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people on the street and then pass the ball to

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Alex so he can tell us

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how things have been on the side of

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over here, right? Understanding here how it has been

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how this changed the life of

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Instituto Mix, of the franchise sellers

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franchises. Perfect, everyone. Well, it's a

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pleasure to be here in this conversation, right, Lucca?

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From the work perspective, right, from the

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factory specifically, it's very

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rewarding, right? The idea of XMACNA

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has always been to find partners who can

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understand that the application of

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Artificial Intelligence within the

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company's cognitive processes is something

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that adds to the work routine that already

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exists. Instituto Mix, as you said,

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right, is an institute that is spread out, right, in

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it practically has students in almost 75% of

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Brazilian municipalities, right? Besides, you

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didn't mention it earlier, so it's

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spread throughout the entire territory

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national. From the moment we

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have the opportunity to work with a

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partner who understands that

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artificial intelligence does not

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replace human work, but rather, it

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comes as an ally for the

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development of routines for the

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management processes of such a company

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spread across this Brazilian continent

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right? The Brazilian geographic size, this

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makes XMACNA's work

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really be accepted within a

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market that is extremely important, and the routine

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of work is the most qualified routine

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possible because we create processes

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to have speed and scale. We can't

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spend 2 hours, 5 days here

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to serve at the scale level that

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Instituto Mix demands. So we

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created a very synergistic process

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important with all the collaborators at

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Instituto Mix, who have an incredible quality of

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service delivery. And then we

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create processes so that this

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service really is as

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fast as possible

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today, in 5 minutes we can

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activate a new digital employee for

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any unit anywhere in Brazil. So

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I only see one word to explain

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synergy, synergy, synergy. Tell us

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Alex, how is that going? Well, I think

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that as co-founder of the company, my big

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challenge is

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to make the whole business chain

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more and more efficient, right? And today we

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have the purpose of changing the lives of

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our students through education. That is

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Our big purpose, but

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we have the purchase journey and the

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consumption journey of our students’ experience

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our students. So, starting with the

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purchase journey, not just of our pro

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clients, but any other client, what

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do they want today? What do we

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want today, man? To be served quickly and well.

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I think that sums it up for any

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client today, right? And today, FD has

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managed to do this very, very

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well. I never... I have over 20

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years of experience in education, I

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never managed to serve all my

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clients quickly and well. Man, today

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I can safely say that we

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are managing to do this thanks to FD.

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Thanks to the partnership we had with

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XMACNA and Alex. Well, for those who don't

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know Instituto Mix, well,

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probably knows it and doesn't realize, right?

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knows someone, has someone in the

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family who has participated and so on.

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But I believe there are many people who

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are listening to us and don't know your

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journey, your story. Tell us

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a bit about, well, what it was like to found

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such a, such a, such a big organization

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of this size, anyway. Sure, so I went to live

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in the United States at 17, 18 years old and

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So I stayed there for almost 6 years and

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I came back to Brazil, decided to get into the field

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of education, which is something I am

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passionate about. I have a

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very big purpose, which is beyond just

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working on something you love, but you

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can add value to people's lives and

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man, achieve success looking at all this and

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today we managed to have almost

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more than 3 million students all over

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Brazil. So, my journey has always

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been about trying to identify problems and

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from problems, try to create some

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opportunities, right? So, I have several

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companies here today, okay? And all of them

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were born from some problems that we

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identified. So, behind a

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problem, there is an opportunity, right?

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So, that's one of the things I've always

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my mindset has always been about that and

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today, basically, I started as an

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education entrepreneur and today we have

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this network all over Brazil, right?

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But it was always about looking at the challenges and

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seeing opportunities. That was the path

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I always followed and today I can

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say that today we are the largest network of

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prison education in Brazil.

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Now, this week, in fact, we

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officially launched for the network, we

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We have the University Center Instituto.

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Mix is a big dream I had, you know?

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We were born big, you know? Today we have a

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a university center that will already

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start with almost 600 branches, so

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this is a strength, this is synergy

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for the market in a very positive way.

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So we will be bringing to our

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students now undergraduate, postgraduate, and

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we are also launching, you know, courses in the area of

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traffic, okay? We have a company within

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the group called Aprovat, which is a

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company regulated by Detran, by

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Cetram, where we will offer courses

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in the traffic area. So all the

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franchises will offer that. With

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that, new challenges arise, because we

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currently have within Instituto Mix more

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than 100 vocational courses. We

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now have within the undergraduate program, through

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the university center, more than 100

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degrees.

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Plus some postgraduate courses, another 22

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courses in the area of traffic courses. It will

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be a very big complexity and

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that's where FD comes in to help us, because

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we can, with FD, serve the

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our client quickly and give them

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the correct information, because the FDs

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are prepared for that. So I think that

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For me, this is a very

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important strategy so we can be

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growing more and more, right? Perfect, Alex.

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I think your

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reflection is very interesting, and listening to you now,

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I'm reminded a bit of our conversations

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right? The phrase there on the wall at Instituto

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Mix is: 'People first', right? When you

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talk about your mission, transforming people's

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lives, I think this has a lot of

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synergy also with XMACNA itself.

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We are living through a great revolution.

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Right? Lucca often says that AI came to

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be a transformation of the same scale

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as fire, as

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electricity, anyway, we are going through

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a moment of transformation. So,

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within this partnership, today we have

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this partnership for the qualification of the

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commercial sector, but countless possibilities

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that we are already, right, discussing

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expansion to be able to take care of the

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students, to prepare these students for this

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social transformation that will come, that is already

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underway due to the action of

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Artificial Intelligence. We have been

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talking behind the scenes, right, about

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artificial intelligence applied to

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the pedagogical monitoring of students.

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Uh, when the student, uh, finishes their

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In the course, we have an intelligence

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artificial that is accessible to him

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to make the work easier, that is,

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to transform people's lives through

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education and technology at the moment

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when technology is extremely

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evident in the current scenario, right? So I think

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it's very synergistic and especially this

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issue of the diversity of fields that the

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Instituto Mix has been working on since

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from the professional training process to

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the university world, right? So I think

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this characteristic is very

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interesting to highlight, right? Without

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a doubt. No doubt, I think that today

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technology for me was a

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very important moment in my

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professional journey.

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As an entrepreneur, as a professional, as a

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CEO, I started to face many challenges. I

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believe that today most

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entrepreneurs are experiencing many

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of these moments. Man, every day is more

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challenging. But I said: man, how am I

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going to solve these challenges? And then

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at the time I did a mentorship with a

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female executive and she told me something

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that was very important. She said: look,

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guys, you entrepreneurs, you need to

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understand that your business does not

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It's just another activity you do. Uh-huh.

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So, if you are in the field of

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food, if you are in the field of

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construction, if you are in the field of

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Education

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you have to understand that you are in

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education, but you also need to have a

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core of

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technology. Cool, construction and technology.

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Because technology will come to

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increase your

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efficiency, improve the experience of

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your employees, clients, the whole chain

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and become a company that will

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engage with the changes that will

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happen, because the only certainty we

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have from now on is that things will

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change faster and faster. Excellent. And

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if we are not in this movement, man,

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you're either in or you're out. Man,

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yes, so I want to be part of the

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change. I don't want to be left out of the

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change. Expert, these are choices we

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have, and I decided to start this

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journey of change, and I don't

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regret it at all, okay? Because this

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has positioned us as who we are today. Cool,

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right? And there are many more opportunities

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to come from these transformations. But

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if I had stayed out, man, my

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The company had become obsolete, yes.

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We had possibly paid a

273
00:10:22,720 --> 00:10:25,079
very high price during the pandemic. So,

274
00:10:25,079 --> 00:10:26,440
so this transformation that we

275
00:10:26,440 --> 00:10:28,360
started back then is what is

276
00:10:28,360 --> 00:10:31,360
driving us into the future, okay? And I have no

277
00:10:31,360 --> 00:10:33,440
doubt, okay? This is one of the tips that

278
00:10:33,440 --> 00:10:35,720
I give to any entrepreneur, okay?

279
00:10:35,720 --> 00:10:39,320
Care about the future, man. Change with

280
00:10:39,320 --> 00:10:41,519
the trends. And so, I've been doing

281
00:10:41,519 --> 00:10:43,560
a lecture recently here in the region.

282
00:10:43,560 --> 00:10:45,720
And I asked some questions, to ask

283
00:10:45,720 --> 00:10:48,800
about them, those, and so, I ask some

284
00:10:48,800 --> 00:10:50,120
questions for those who are following us

285
00:10:50,120 --> 00:10:52,760
here, who are entrepreneurs. Do you know how many

286
00:10:52,760 --> 00:10:54,680
leads you received this

287
00:10:54,680 --> 00:10:58,480
month? This week? Do you know how much it cost

288
00:10:58,480 --> 00:11:01,760
for you to get a lead? What is the cost

289
00:11:01,760 --> 00:11:04,600
What are the channels that generate the most

290
00:11:04,600 --> 00:11:07,399
results, that generate more leads, that

291
00:11:07,399 --> 00:11:09,440
convert more? What is the response time

292
00:11:09,440 --> 00:11:11,360
you are having with your

293
00:11:11,360 --> 00:11:13,880
client? So, if you don't have

294
00:11:13,880 --> 00:11:17,160
these answers, man, be concerned, man,

295
00:11:17,160 --> 00:11:19,279
because you will have a lot of difficulty.

296
00:11:19,279 --> 00:11:21,920
Because today one of the biggest assets that

297
00:11:21,920 --> 00:11:24,320
any company has today, folks, are the

298
00:11:24,320 --> 00:11:27,240
leads, the clients, the prospects.

299
00:11:27,240 --> 00:11:28,920
And if you are not valuing your

300
00:11:28,920 --> 00:11:31,480
biggest asset today, folks, possibly

301
00:11:31,480 --> 00:11:34,399
This will cost you a lot today.

302
00:11:34,399 --> 00:11:36,399
Tomorrow, and it will only get harder.

303
00:11:36,399 --> 00:11:39,320
Okay, we've been following this nationwide.

304
00:11:39,320 --> 00:11:41,360
All the channels, and we have this

305
00:11:41,360 --> 00:11:43,279
information right at our fingertips today. I, as

306
00:11:43,279 --> 00:11:45,399
CEO, we had a meeting, I showed you

307
00:11:45,399 --> 00:11:47,920
all. I can manage this

308
00:11:47,920 --> 00:11:51,399
online. Many times I keep monitoring

309
00:11:51,399 --> 00:11:53,120
and managing because for me this is

310
00:11:53,120 --> 00:11:54,800
important. So, if I don't

311
00:11:54,800 --> 00:11:57,200
monitor this, man, there's a big

312
00:11:57,200 --> 00:11:59,800
chance that I, or that I won't

313
00:11:59,800 --> 00:12:01,680
be able to perform very well. So,

314
00:12:01,680 --> 00:12:03,440
these are some questions

315
00:12:03,440 --> 00:12:06,519
simple, but they have a big impact

316
00:12:06,519 --> 00:12:09,079
on the business. For example,

317
00:12:09,079 --> 00:12:11,040
for example: we reached the

318
00:12:11,040 --> 00:12:14,320
indicator: if 10 clients come in

319
00:12:14,320 --> 00:12:16,680
interested. I already did this calculation.

320
00:12:16,680 --> 00:12:19,120
Okay, 10 interested people wanting

321
00:12:19,120 --> 00:12:21,959
to buy a course from Instituto Mix. If I

322
00:12:21,959 --> 00:12:25,120
serve these people within 5 minutes, my

323
00:12:25,120 --> 00:12:29,560
conversion rate can reach 40%.

324
00:12:29,560 --> 00:12:31,720
For me, calling this person or talking

325
00:12:31,720 --> 00:12:34,560
to them and converting to a visit at the

326
00:12:34,560 --> 00:12:37,320
school. If I answer after an

327
00:12:37,320 --> 00:12:40,720
hour, it drops to 10%. Wow, and if I

328
00:12:40,720 --> 00:12:42,160
call after two days, I

329
00:12:42,160 --> 00:12:43,480
can hardly even talk to them anymore.

330
00:12:43,480 --> 00:12:45,399
to this person anymore. That's interesting.

331
00:12:45,399 --> 00:12:48,480
information because that's exactly the role

332
00:12:48,480 --> 00:12:52,000
of the SDR qualifier, as you said at the

333
00:12:52,000 --> 00:12:54,399
beginning of your talk, right? Which is to do

334
00:12:54,399 --> 00:12:57,000
this service, this reception. It's the gateway

335
00:12:57,000 --> 00:13:00,199
for the client to enter your company.

336
00:13:00,199 --> 00:13:02,480
So you have a qualification

337
00:13:02,480 --> 00:13:05,519
that's humanized, fast, and focused on

338
00:13:05,519 --> 00:13:07,480
solving the problems that that

339
00:13:07,480 --> 00:13:10,480
client presents in an

340
00:13:10,480 --> 00:13:13,880
efficient and polite way. It's really an

341
00:13:13,880 --> 00:13:16,519
important alliance that is formed and

342
00:13:16,519 --> 00:13:18,600
then exactly within this perspective

343
00:13:18,600 --> 00:13:20,880
that XMACNA, with its processes,

344
00:13:20,880 --> 00:13:23,279
I think has been contributing, right, with this

345
00:13:23,279 --> 00:13:25,839
acceleration, with this speed and with

346
00:13:25,839 --> 00:13:27,600
this qualification. So I think it's very

347
00:13:27,600 --> 00:13:29,279
interesting, this moment that we

348
00:13:29,279 --> 00:13:31,199
are building this partnership, for sure.

349
00:13:31,199 --> 00:13:32,760
for sure, I see it like this, that

350
00:13:32,760 --> 00:13:36,440
ah, I think it was when XMACNA came in

351
00:13:36,440 --> 00:13:39,120
into our partnership, right?

352
00:13:39,120 --> 00:13:41,040
like that, and it was very productive because

353
00:13:41,040 --> 00:13:43,320
we had, as I mentioned, the

354
00:13:43,320 --> 00:13:44,839
we've been investing for a long time in

355
00:13:44,839 --> 00:13:47,199
technology, but we also have

356
00:13:47,199 --> 00:13:49,480
worked on several fronts, man, and so, we

357
00:13:49,480 --> 00:13:51,759
have an LMS today that I consider

358
00:13:51,759 --> 00:13:53,440
one of the best in the Brazilian market today.

359
00:13:53,440 --> 00:13:56,399
Okay? And it was produced by us. We also have

360
00:13:56,399 --> 00:13:59,399
some CRM solutions, some, uh, the

361
00:13:59,399 --> 00:14:00,800
tools that we wanted internally

362
00:14:00,800 --> 00:14:02,759
man, these are fantastic tools, but

363
00:14:02,759 --> 00:14:04,160
we were having a certain

364
00:14:04,160 --> 00:14:07,079
difficulty with AI, yeah

365
00:14:07,079 --> 00:14:08,240
Artificial Intelligence. So, when we

366
00:14:08,240 --> 00:14:10,199
met XMACNA, it was a great

367
00:14:10,199 --> 00:14:13,399
partner to come in exactly in one of the

368
00:14:13,399 --> 00:14:15,360
difficulties we were having. So,

369
00:14:15,360 --> 00:14:17,519
I think you really came in

370
00:14:17,519 --> 00:14:20,120
into our story, right?

371
00:14:20,120 --> 00:14:22,000
so that we could really speed up

372
00:14:22,000 --> 00:14:24,120
the process more and more. And I always

373
00:14:24,120 --> 00:14:28,680
say, man, if you want to go alone, you

374
00:14:28,680 --> 00:14:31,000
might even go faster. But if you

375
00:14:31,000 --> 00:14:32,920
want to go further, you have to be

376
00:14:32,920 --> 00:14:35,199
with people who will really help you

377
00:14:35,199 --> 00:14:36,800
with the challenges we'll face on the

378
00:14:36,800 --> 00:14:38,839
journey, right? So I think today XMACNA

379
00:14:38,839 --> 00:14:41,959
comes into Instituto Mix

380
00:14:41,959 --> 00:14:43,360
so that we can really go much

381
00:14:43,360 --> 00:14:46,560
further, right? And preferably, that we

382
00:14:46,560 --> 00:14:48,600
can have an even better journey each time

383
00:14:48,600 --> 00:14:51,720
more enjoyable, with fewer obstacles, right?

384
00:14:51,720 --> 00:14:53,519
And I think that's our goal.

385
00:14:53,519 --> 00:14:55,560
Amazing, amazing! And the cool thing about this

386
00:14:55,560 --> 00:14:57,839
partnership is that it really is a partnership

387
00:14:57,839 --> 00:14:59,639
to remove obstacles from the way, to make

388
00:14:59,639 --> 00:15:02,399
things happen, right? And we even

389
00:15:02,399 --> 00:15:04,279
in the XMACNA launch campaign

390
00:15:04,279 --> 00:15:05,680
when XMACNA was being born

391
00:15:05,680 --> 00:15:08,360
It was a superpowers campaign.

392
00:15:08,360 --> 00:15:11,680
Because, what if you could be in

393
00:15:11,680 --> 00:15:13,600
two places at the same time? And if you

394
00:15:13,600 --> 00:15:15,480
could read your client's mind?

395
00:15:15,480 --> 00:15:17,360
Because AI gives you

396
00:15:17,360 --> 00:15:19,320
superpowers, right? And today you have a

397
00:15:19,320 --> 00:15:21,720
superpower, which is being able to read the

398
00:15:21,720 --> 00:15:24,880
service of everyone, of all the great

399
00:15:24,880 --> 00:15:27,399
of everyone, of all the SDRs in Brazil

400
00:15:27,399 --> 00:15:29,880
entire country. And not just read individually,

401
00:15:29,880 --> 00:15:32,920
but also extract the data and

402
00:15:32,920 --> 00:15:34,519
organize that data there, turn

403
00:15:34,519 --> 00:15:36,759
that into a KPI, an indicator, and understand

404
00:15:36,759 --> 00:15:38,560
where the gap is. So it started

405
00:15:38,560 --> 00:15:40,160
with the CEO at the top. He has

406
00:15:40,160 --> 00:15:42,199
a new superpower. He can read the mind

407
00:15:42,199 --> 00:15:44,399
of each of the salespeople who are there

408
00:15:44,399 --> 00:15:47,600
at the SDRs' front line. But this goes all the way to the

409
00:15:47,600 --> 00:15:49,000
salesperson at the front. We have a story

410
00:15:49,000 --> 00:15:51,759
from a franchisee, from a franchise

411
00:15:51,759 --> 00:15:53,440
very small, but that had hit

412
00:15:53,440 --> 00:15:56,199
a goal like that. Usually the goal was

413
00:15:56,199 --> 00:15:59,399
around 40, 45. She hit over 60 in the

414
00:15:59,399 --> 00:16:01,720
month. And where did they come from, where did

415
00:16:01,720 --> 00:16:03,920
most of the sales come from? It wasn't from

416
00:16:03,920 --> 00:16:05,839
online. It was actually because she had

417
00:16:05,839 --> 00:16:08,240
time to work offline, referrals.

418
00:16:08,240 --> 00:16:11,160
So tell me, how is this

419
00:16:11,160 --> 00:16:13,519
possibility of boosting a

420
00:16:13,519 --> 00:16:14,759
team this big, right? A team of

421
00:16:14,759 --> 00:16:16,720
thousands of people all over Brazil and

422
00:16:16,720 --> 00:16:18,600
the challenge of standardizing this as well,

423
00:16:18,600 --> 00:16:21,040
service across thousands of attend

424
00:16:21,040 --> 00:16:23,040
thousands of attendants and receptionists,

425
00:16:23,040 --> 00:16:25,199
so, following up on this question, Alex,

426
00:16:25,199 --> 00:16:26,920
let me, I think it would be interesting

427
00:16:26,920 --> 00:16:29,639
to also consider the time aspect, right? How

428
00:16:29,639 --> 00:16:31,639
the digital employee, when we

429
00:16:31,639 --> 00:16:35,040
say FD, right, digital employee, how

430
00:16:35,040 --> 00:16:37,279
it gives the employee who is there on the

431
00:16:37,279 --> 00:16:39,480
frontline, because you as a manager are

432
00:16:39,480 --> 00:16:41,319
very important, but that employee

433
00:16:41,319 --> 00:16:43,560
who is there dealing with things daily, how

434
00:16:43,560 --> 00:16:46,720
do they gain the power to have more time

435
00:16:46,720 --> 00:16:49,360
to focus on what really matters, which is

436
00:16:49,360 --> 00:16:51,399
the FD setting up the ball for them at the

437
00:16:51,399 --> 00:16:53,360
penalty spot, so they just have to push it into the

438
00:16:53,360 --> 00:16:56,000
goal, right? Following up on what Lucca said,

439
00:16:56,000 --> 00:16:58,880
I think that nowadays I have seen

440
00:16:58,880 --> 00:17:00,639
I've talked to many business owners,

441
00:17:00,639 --> 00:17:02,440
and one of the difficulties they have

442
00:17:02,440 --> 00:17:04,799
when they implement a CRM, when

443
00:17:04,799 --> 00:17:07,160
they introduce something new to the team, first

444
00:17:07,160 --> 00:17:09,120
there is resistance from the team to

445
00:17:09,120 --> 00:17:12,880
implement it, and then it's a journey that

446
00:17:12,880 --> 00:17:15,319
has to be done very, very carefully,

447
00:17:15,319 --> 00:17:17,760
and analyzed, because we

448
00:17:17,760 --> 00:17:20,000
need to show the team what the

449
00:17:20,000 --> 00:17:23,559
role of the digital employee is. This is

450
00:17:23,559 --> 00:17:25,439
one of the big challenges, because many

451
00:17:25,439 --> 00:17:27,319
Sometimes you implement it and don't tell them.

452
00:17:27,319 --> 00:17:29,120
Man, you don't say what he's going to do.

453
00:17:29,120 --> 00:17:30,480
And the first thing it will cause in the

454
00:17:30,480 --> 00:17:32,480
team is what? The fear of losing

455
00:17:32,480 --> 00:17:35,280
their job. So we need to show

456
00:17:35,280 --> 00:17:38,360
that the FD isn't here to compete with

457
00:17:38,360 --> 00:17:40,520
them. It's here to be an assistant

458
00:17:40,520 --> 00:17:43,320
for them, man. Because if I can't

459
00:17:43,320 --> 00:17:44,760
manage, for example—let me give an example.

460
00:17:44,760 --> 00:17:47,280
If I get 100 leads a day and I can't

461
00:17:47,280 --> 00:17:49,039
respond to these people quickly,

462
00:17:49,039 --> 00:17:50,280
man, man, possibly my

463
00:17:50,280 --> 00:17:52,320
conversion will be low, man. And if I have

464
00:17:52,320 --> 00:17:53,840
a low conversion, I'll get a

465
00:17:53,840 --> 00:17:55,960
low commission too. Now, if I have

466
00:17:55,960 --> 00:17:57,120
a personal assistant, which is the

467
00:17:57,120 --> 00:17:58,960
digital employee to help me to

468
00:17:58,960 --> 00:18:01,440
serve these guys quickly, give the

469
00:18:01,440 --> 00:18:03,520
necessary information to them and

470
00:18:03,520 --> 00:18:06,400
schedule for me, checking my

471
00:18:06,400 --> 00:18:10,480
calendar and scheduling according to them in

472
00:18:10,480 --> 00:18:11,880
my calendar, man, I'll be much more

473
00:18:11,880 --> 00:18:13,600
efficient, man. And by being much more

474
00:18:13,600 --> 00:18:15,039
efficient, I'll sell more, I'll have

475
00:18:15,039 --> 00:18:16,799
more commission. My quality of life

476
00:18:16,799 --> 00:18:18,679
will be better. I won't be

477
00:18:18,679 --> 00:18:20,159
needing to do that work that

478
00:18:20,159 --> 00:18:21,640
is often

479
00:18:21,640 --> 00:18:24,280
exhausting, exhausting. I usually say

480
00:18:24,280 --> 00:18:26,159
that that's... that's... that's the kryptonite of

481
00:18:26,159 --> 00:18:28,200
So, man, you start to improve.

482
00:18:28,200 --> 00:18:30,159
The quality of the salesperson, but

483
00:18:30,159 --> 00:18:31,799
you need to show this to them. It's a

484
00:18:31,799 --> 00:18:33,400
job that's not simply

485
00:18:33,400 --> 00:18:35,520
forcing it down their throat. So you need to

486
00:18:35,520 --> 00:18:37,400
follow up, you need to show these

487
00:18:37,400 --> 00:18:40,400
important steps. And the main thing

488
00:18:40,400 --> 00:18:44,400
is: what is the role of the FD? The role of the FD

489
00:18:44,400 --> 00:18:46,480
for us today at Instituto Mix, is

490
00:18:46,480 --> 00:18:49,600
doing the SDR role. Fantastic.

491
00:18:49,600 --> 00:18:51,480
He responds quickly and does it well, and he

492
00:18:51,480 --> 00:18:52,480
manages to

493
00:18:52,480 --> 00:18:54,960
schedule. We had a problem with the

494
00:18:54,960 --> 00:18:56,080
sales team, they used to say the

495
00:18:56,080 --> 00:18:57,640
following: people don't want

496
00:18:57,640 --> 00:18:59,679
to get a call anymore. They just want to be

497
00:18:59,679 --> 00:19:02,559
served through WhatsApp. And the FD is

498
00:19:02,559 --> 00:19:04,720
showing that's not true.

499
00:19:04,720 --> 00:19:07,760
Today, out of every 10 FD appointments,

500
00:19:07,760 --> 00:19:09,559
he manages to schedule six.

501
00:19:09,559 --> 00:19:12,280
Before, out of every 10 appointments, we

502
00:19:12,280 --> 00:19:13,640
couldn't even call one person.

503
00:19:13,640 --> 00:19:16,200
Why? Because when the person

504
00:19:16,200 --> 00:19:17,840
said they didn't want to, they wanted to be

505
00:19:17,840 --> 00:19:21,360
served by WhatsApp, our salesperson

506
00:19:21,360 --> 00:19:24,000
would serve them on WhatsApp. The FD says:

507
00:19:24,000 --> 00:19:25,960
no, I don't do service through

508
00:19:25,960 --> 00:19:29,200
WhatsApp. I need you to either take

509
00:19:29,200 --> 00:19:31,559
a call from us or get to know the

510
00:19:31,559 --> 00:19:33,640
our company. What does the client say?

511
00:19:33,640 --> 00:19:35,520
No, it's okay. So call me, then, that's it.

512
00:19:35,520 --> 00:19:37,280
You get it? So, like, man, you say...

513
00:19:37,280 --> 00:19:40,240
I don't... to the person, in a way, let's say...

514
00:19:40,240 --> 00:19:42,960
Respectful, in a way that the person won't...

515
00:19:42,960 --> 00:19:44,840
Get upset with us, man. It's very...

516
00:19:44,840 --> 00:19:45,919
Important. But sometimes our...

517
00:19:45,919 --> 00:19:47,760
Salesperson doesn't have that courage, man, and the...

518
00:19:47,760 --> 00:19:49,440
FD, in a very subtle way, says that...

519
00:19:49,440 --> 00:19:51,000
To the client, and the client says, 'No, it's fine.'

520
00:19:51,000 --> 00:19:52,400
So I want to get a call, man.

521
00:19:52,400 --> 00:19:54,400
So this shows us that...

522
00:19:54,400 --> 00:19:57,400
You follow the steps of a service...

523
00:19:57,400 --> 00:20:00,039
Not skipping steps is very important, man.

524
00:20:00,039 --> 00:20:02,400
And what does our salesperson do? He already...

525
00:20:02,400 --> 00:20:04,960
Wants from the first... we have a...

526
00:20:04,960 --> 00:20:06,760
Strategy that we call the 10 steps of...

527
00:20:06,760 --> 00:20:09,360
Sales. Our salesperson, many times, he...

528
00:20:09,360 --> 00:20:10,640
Is on the first, he already jumps to the fifth and...

529
00:20:10,640 --> 00:20:13,080
Already goes to the tenth. The FD doesn't, man, he...

530
00:20:13,080 --> 00:20:14,840
Will respect the 10 steps because he...

531
00:20:14,840 --> 00:20:17,120
Won't skip any steps. And not skipping...

532
00:20:17,120 --> 00:20:20,039
Skipping steps for our client at the end is...

533
00:20:20,039 --> 00:20:22,159
Very important because he... he wants...

534
00:20:22,159 --> 00:20:24,360
To know the company, he wants to know the...

535
00:20:24,360 --> 00:20:26,120
Courses. He wants to know what the course...

536
00:20:26,120 --> 00:20:27,720
Will do. He wants to know what...

537
00:20:27,720 --> 00:20:29,840
That will impact his life and...

538
00:20:29,840 --> 00:20:32,000
Many times the salesperson doesn't do...

539
00:20:32,000 --> 00:20:34,280
That anymore for many reasons, man, because he...

540
00:20:34,280 --> 00:20:36,320
Has so many people to serve or sometimes...

541
00:20:36,320 --> 00:20:37,799
because of having a million

542
00:20:37,799 --> 00:20:39,880
things on his schedule. So, man, we

543
00:20:39,880 --> 00:20:42,520
took out what was, let's say, the

544
00:20:42,520 --> 00:20:44,919
kryptonite from his schedule and delivered the

545
00:20:44,919 --> 00:20:46,880
rbook. It's what the guy wants to get

546
00:20:46,880 --> 00:20:48,600
a call, the guy wanting to buy.

547
00:20:48,600 --> 00:20:50,440
So this really optimized the process

548
00:20:50,440 --> 00:20:53,400
internally for us today and for sure this is

549
00:20:53,400 --> 00:20:55,000
we are reaping the benefits of this today.

550
00:20:55,000 --> 00:20:58,080
It's already perfect. And not to mention, I think

551
00:20:58,080 --> 00:21:00,640
that it also covers the other side, right? The

552
00:21:00,640 --> 00:21:02,600
internet is the place where people knock

553
00:21:02,600 --> 00:21:05,600
on the door, asks how much it is, and disappears, right? And

554
00:21:05,600 --> 00:21:08,039
disappears. Then the salesperson, two hours later,

555
00:21:08,039 --> 00:21:09,799
replies, and the person doesn't care anymore.

556
00:21:09,799 --> 00:21:11,840
because they just wanted to know the price. So even

557
00:21:11,840 --> 00:21:15,080
this strategy of filtering out, right, of

558
00:21:15,080 --> 00:21:18,120
leaving them at a lower priority level

559
00:21:18,120 --> 00:21:20,240
those curious people who just want to know the price.

560
00:21:20,240 --> 00:21:22,279
Then the digital employee has two

561
00:21:22,279 --> 00:21:24,640
missions in this case. The first is to

562
00:21:24,640 --> 00:21:27,039
respond quickly, saying: Hi, how are you?

563
00:21:27,039 --> 00:21:28,960
You want to know the price, but here,

564
00:21:28,960 --> 00:21:30,480
tell me a bit more about yourself, how did

565
00:21:30,480 --> 00:21:32,679
you find out about the Institute? What is your

566
00:21:32,679 --> 00:21:34,799
current situation? So he can

567
00:21:34,799 --> 00:21:37,520
break through with that client who often

568
00:21:37,520 --> 00:21:40,960
is rude or poorly conditioned

569
00:21:40,960 --> 00:21:43,760
in that process and extract from that

570
00:21:43,760 --> 00:21:46,320
client what their pain point is when looking for

571
00:21:46,320 --> 00:21:47,799
which is a pain that is often greater

572
00:21:47,799 --> 00:21:50,440
than the price, right? And on the other hand

573
00:21:50,440 --> 00:21:52,559
the one who really doesn't want it

574
00:21:52,559 --> 00:21:55,039
quickly, they can put them in a

575
00:21:55,039 --> 00:21:57,000
different group so the seller doesn't

576
00:21:57,000 --> 00:21:59,559
waste two, three, four, five calls

577
00:21:59,559 --> 00:22:01,480
there with that person who in the end

578
00:22:01,480 --> 00:22:03,440
won't convert, so I believe

579
00:22:03,440 --> 00:22:05,799
there's also the side of adding the Red

580
00:22:05,799 --> 00:22:07,640
Bull and removing the kryptonite. I liked that

581
00:22:07,640 --> 00:22:10,279
analogy, excellent, right? But also of

582
00:22:10,279 --> 00:22:12,760
really doing a requalification

583
00:22:12,760 --> 00:22:14,880
of those who are not really on the right path

584
00:22:14,880 --> 00:22:16,919
and at the same time separating the wheat from the chaff

585
00:22:16,919 --> 00:22:19,159
which is important, right? No doubt

586
00:22:19,159 --> 00:22:21,880
No doubt, I think we live today

587
00:22:21,880 --> 00:22:25,039
with people having less and less

588
00:22:25,039 --> 00:22:27,679
time, less patience, and people

589
00:22:27,679 --> 00:22:29,440
want faster information, right?

590
00:22:29,440 --> 00:22:31,279
We're all like that, I think

591
00:22:31,279 --> 00:22:33,720
yeah, yesterday we said something that is

592
00:22:33,720 --> 00:22:35,080
true. Man, I want to buy a

593
00:22:35,080 --> 00:22:38,520
service, man. If the company is bad and

594
00:22:38,520 --> 00:22:40,200
takes too long to serve me, to sell the

595
00:22:40,200 --> 00:22:42,480
service, imagine when I buy, when

596
00:22:42,480 --> 00:22:45,080
I'm a client. So that's the conclusion

597
00:22:45,080 --> 00:22:47,000
people have today, man. So if you

598
00:22:47,000 --> 00:22:49,320
aren't good in the first contact, man,

599
00:22:49,320 --> 00:22:50,960
man, you probably lose a lot of

600
00:22:50,960 --> 00:22:52,080
people because that's the conclusion

601
00:22:52,080 --> 00:22:53,960
A lot of people have this today, right? So...

602
00:22:53,960 --> 00:22:55,320
So, if the guy can't

603
00:22:55,320 --> 00:22:56,679
serve me quickly to sell, imagine

604
00:22:56,679 --> 00:22:57,919
when I want, when I have a

605
00:22:57,919 --> 00:22:59,720
problem with the product or service, right? How

606
00:22:59,720 --> 00:23:01,080
is it going to be? It'll be impossible to talk

607
00:23:01,080 --> 00:23:03,480
to this company, right? And the cool thing is that

608
00:23:03,480 --> 00:23:05,320
in the kryptonite idea that I

609
00:23:05,320 --> 00:23:09,000
found, I'm going to use, I'm going to steal, and in the

610
00:23:09,000 --> 00:23:11,640
successful activity of a good salesperson

611
00:23:11,640 --> 00:23:14,360
who is disorganized, but has the

612
00:23:14,360 --> 00:23:16,840
drive, can do it, has, can do it, has a

613
00:23:16,840 --> 00:23:19,960
commercial side, anyway, as he

614
00:23:19,960 --> 00:23:21,840
keeps succeeding, he keeps scheduling

615
00:23:21,840 --> 00:23:23,200
he'll have less time, he has to

616
00:23:23,200 --> 00:23:24,640
Drive more, he has to visit more.

617
00:23:24,640 --> 00:23:26,799
He... so, what happens? He has, he...

618
00:23:26,799 --> 00:23:28,960
He goes... they go... the call he has to...

619
00:23:28,960 --> 00:23:31,080
Tasks pile up, so he manages to...

620
00:23:31,080 --> 00:23:33,279
Schedule fewer. What does he do? He has to...

621
00:23:33,279 --> 00:23:35,279
Skip these steps. So he will...

622
00:23:35,279 --> 00:23:37,720
Jump from one to five, to four, because...

623
00:23:37,720 --> 00:23:39,679
He needs to handle that flow of...

624
00:23:39,679 --> 00:23:41,520
Service. Then the service gets worse.

625
00:23:41,520 --> 00:23:44,200
It doesn't work, he lost that lead. So...

626
00:23:44,200 --> 00:23:47,279
The cost... Look at the cost you have when...

627
00:23:47,279 --> 00:23:50,320
You don't serve this client...

628
00:23:50,320 --> 00:23:52,679
Interested, in the first 5 minutes...

629
00:23:52,679 --> 00:23:55,679
There. Because, man, we are often...

630
00:23:55,679 --> 00:23:58,080
Getting this lead on social media, anyway.

631
00:23:58,080 --> 00:23:59,600
This guy is searching on the internet

632
00:23:59,600 --> 00:24:01,840
someone mentioned it to him at a bar, he went

633
00:24:01,840 --> 00:24:06,039
he checked right away, it's exactly this L

634
00:24:06,039 --> 00:24:08,559
depressing, if this L is perishable, he doesn't

635
00:24:08,559 --> 00:24:11,919
respond right away, well, his FD doesn't

636
00:24:11,919 --> 00:24:13,799
cost money, it saves you money

637
00:24:13,799 --> 00:24:16,760
saves your image and makes the

638
00:24:16,760 --> 00:24:18,520
salesperson, once again, able to focus

639
00:24:18,520 --> 00:24:21,039
on what he likes to do, right? Because

640
00:24:21,039 --> 00:24:22,960
quality of life is there too, right?

641
00:24:22,960 --> 00:24:25,080
because you're selling a lot and

642
00:24:25,080 --> 00:24:26,520
there's a lot of back office work

643
00:24:26,520 --> 00:24:29,000
to do, a lot of things in the CRM

644
00:24:29,000 --> 00:24:30,840
you do it, fill it out perfectly, leave it for

645
00:24:30,840 --> 00:24:33,200
later, that's it, we're even, we're even

646
00:24:33,200 --> 00:24:35,679
changing the name a bit, we're not

647
00:24:35,679 --> 00:24:37,520
anymore, we're even changing our

648
00:24:37,520 --> 00:24:40,440
company career plan, because in

649
00:24:40,440 --> 00:24:43,000
theory, today we're not anymore, our

650
00:24:43,000 --> 00:24:45,559
it's not just a salesperson anymore, now it's

651
00:24:45,559 --> 00:24:48,840
Today our, the sales team today is

652
00:24:48,840 --> 00:24:51,760
transforming into a sales analyst

653
00:24:51,760 --> 00:24:54,840
sales, man, that's cool, because he

654
00:24:54,840 --> 00:24:58,840
gets a lead quickly there, in that lead the

655
00:24:58,840 --> 00:25:01,840
client asks what he wants, the

656
00:25:01,840 --> 00:25:03,720
So there's already a service flow

657
00:25:03,720 --> 00:25:06,520
set up with a lot of information, so

658
00:25:06,520 --> 00:25:08,120
I don't need to go to the client and

659
00:25:08,120 --> 00:25:09,760
ask, man, which course do you want

660
00:25:09,760 --> 00:25:11,960
man, I already know which course he wants, the

661
00:25:11,960 --> 00:25:14,360
What does he want with the course, the FD today?

662
00:25:14,360 --> 00:25:16,399
Our digital employee uses Spin

663
00:25:16,399 --> 00:25:18,720
Seller for... So, man, I already know all

664
00:25:18,720 --> 00:25:20,640
the information. So, I'm no longer the

665
00:25:20,640 --> 00:25:22,440
almost like a salesperson. Man, I have to

666
00:25:22,440 --> 00:25:23,960
be the sales analyst. You have to

667
00:25:23,960 --> 00:25:26,760
analyze that and, based on it,

668
00:25:26,760 --> 00:25:28,320
I have to call my client

669
00:25:28,320 --> 00:25:30,679
follow up, basically, to do

670
00:25:30,679 --> 00:25:33,600
what? The course schedules, the conditions

671
00:25:33,600 --> 00:25:35,840
financial. So, man, I have to more or less

672
00:25:35,840 --> 00:25:37,799
almost be a sales analyst

673
00:25:37,799 --> 00:25:40,039
and a closer, almost, in sales, because

674
00:25:40,039 --> 00:25:42,120
man, most of the service has already been

675
00:25:42,120 --> 00:25:44,880
done, man. Now, what happens

676
00:25:44,880 --> 00:25:47,520
many times, right? If the person doesn't

677
00:25:47,520 --> 00:25:50,080
have this analysis and starts asking

678
00:25:50,080 --> 00:25:52,440
the client: 'Man, which course do you want?'

679
00:25:52,440 --> 00:25:54,320
It's already been answered, man. It's already been answered.

680
00:25:54,320 --> 00:25:56,159
Man, that's a terrible experience for the

681
00:25:56,159 --> 00:25:58,440
client, right? So today, really, we

682
00:25:58,440 --> 00:26:00,559
are changing this mindset. Man, you

683
00:26:00,559 --> 00:26:03,440
don't need to be that salesperson anymore and

684
00:26:03,440 --> 00:26:05,919
so, this saves time, right? Because a

685
00:26:05,919 --> 00:26:08,200
service that would take half an hour will

686
00:26:08,200 --> 00:26:10,399
take 10 minutes, man, because 20 minutes

687
00:26:10,399 --> 00:26:13,279
have already basically absorbed the

688
00:26:13,279 --> 00:26:15,600
information. And today, guys, when I

689
00:26:15,600 --> 00:26:17,799
serve a client today, right? Anyone

690
00:26:17,799 --> 00:26:19,480
who is serving me here today, when I

691
00:26:19,480 --> 00:26:22,000
When I serve a client, I have their name.

692
00:26:22,000 --> 00:26:24,320
By phone, and when I serve the client

693
00:26:24,320 --> 00:26:26,240
I know what they want, what they

694
00:26:26,240 --> 00:26:29,440
are looking for, what their conditions are, what they, the

695
00:26:29,440 --> 00:26:31,760
their profile, behavior, man, it's

696
00:26:31,760 --> 00:26:33,399
totally different from regular service, right?

697
00:26:33,399 --> 00:26:35,039
So, man, the possibility of

698
00:26:35,039 --> 00:26:37,720
conversion, for me, it's 10

699
00:26:37,720 --> 00:26:39,159
times higher when I have all the

700
00:26:39,159 --> 00:26:41,320
information instead of just a lead, a

701
00:26:41,320 --> 00:26:43,840
cold one, just with name and phone, right? And you have

702
00:26:43,840 --> 00:26:47,120
to be ready for the cannon of leads

703
00:26:47,120 --> 00:26:48,720
that is Instituto Mix, right? Because if you

704
00:26:48,720 --> 00:26:50,760
are a franchisee, you are getting leads

705
00:26:50,760 --> 00:26:53,440
every day, by the thousands. If you don't have

706
00:26:53,440 --> 00:26:56,120
someone at the front to receive them, man, you're

707
00:26:56,120 --> 00:26:57,440
burning money. You invest in a

708
00:26:57,440 --> 00:26:58,799
franchise, a successful franchise, the

709
00:26:58,799 --> 00:27:00,480
franchisor is doing their job,

710
00:27:00,480 --> 00:27:02,720
doing the marketing, people are coming

711
00:27:02,720 --> 00:27:04,919
naturally to the website. If you are taking

712
00:27:04,919 --> 00:27:06,440
a day to answer this guy, two days

713
00:27:06,440 --> 00:27:08,120
to answer this guy, and then you say, man,

714
00:27:08,120 --> 00:27:11,919
it's not selling, how does this work, and

715
00:27:11,919 --> 00:27:15,720
it's even hard to think how you operate

716
00:27:15,720 --> 00:27:18,279
at the scale that Instituto Mix has, it's

717
00:27:18,279 --> 00:27:19,600
to have a tool like this that can

718
00:27:19,600 --> 00:27:21,760
deliver that. I shared with you a

719
00:27:21,760 --> 00:27:24,399
bit of my experience, okay? When I

720
00:27:24,399 --> 00:27:27,039
started to create the movement, and we

721
00:27:27,039 --> 00:27:29,679
We created one that we have, which is the CRM.

722
00:27:29,679 --> 00:27:32,399
Ours, right? Me, as the CEO of the company, I...

723
00:27:32,399 --> 00:27:35,240
I said: man, I'm going through a...

724
00:27:35,240 --> 00:27:36,799
Very big problem, which is what? I don't...

725
00:27:36,799 --> 00:27:39,000
Know those questions I asked for...

726
00:27:39,000 --> 00:27:40,880
Earlier. I put myself in that...

727
00:27:40,880 --> 00:27:42,240
Situation. Man, I don't know how many leads...

728
00:27:42,240 --> 00:27:44,440
I have. Man, I don't know how much a...

729
00:27:44,440 --> 00:27:46,799
Lead costs today. I don't know which channels...

730
00:27:46,799 --> 00:27:48,519
Are the best communication channels that bring me...

731
00:27:48,519 --> 00:27:49,960
More leads. If it's Instagram, if it's...

732
00:27:49,960 --> 00:27:52,600
Facebook, if it's Google. Man, I didn't know.

733
00:27:52,600 --> 00:27:53,919
I didn't have this information. I said...

734
00:27:53,919 --> 00:27:56,360
Man, so it's unlikely I won't...

735
00:27:56,360 --> 00:27:57,720
Be able to be efficient here going...

736
00:27:57,720 --> 00:27:59,480
Forward if I don't have something to help me. So...

737
00:27:59,480 --> 00:28:00,600
We started to create these...

738
00:28:00,600 --> 00:28:02,799
Strategies. I'll give an example: today...

739
00:28:02,799 --> 00:28:04,480
Some pains we had at the front line...

740
00:28:04,480 --> 00:28:07,279
Of the franchise, right? That we solved now.

741
00:28:07,279 --> 00:28:11,960
I had a lead that came in through...

742
00:28:11,960 --> 00:28:15,320
Google, came in through Facebook, he...

743
00:28:15,320 --> 00:28:17,799
Came in through Instagram. So, think about it...

744
00:28:17,799 --> 00:28:21,760
Well, man, Instagram is in the hands of the...

745
00:28:21,760 --> 00:28:24,840
Franchisee, who sometimes isn't there 24 hours...

746
00:28:24,840 --> 00:28:27,519
At the franchise, sometimes takes a while. He...

747
00:28:27,519 --> 00:28:29,360
Had to take a screenshot, ask for the...

748
00:28:29,360 --> 00:28:30,799
Client's phone number. Man, that's a...

749
00:28:30,799 --> 00:28:33,480
Bad experience on Instagram. He would...

750
00:28:33,480 --> 00:28:35,799
Take a screenshot, send it to the secretary.

751
00:28:35,799 --> 00:28:37,480
They printed it and handed it to the salesperson.

752
00:28:37,480 --> 00:28:40,760
The salesperson had to go there to get it. Call, man.

753
00:28:40,760 --> 00:28:43,720
Look at the delay, man. Time. Today, what

754
00:28:43,720 --> 00:28:45,640
happens with the home channel? We do the

755
00:28:45,640 --> 00:28:48,240
what, man? On Instagram, the person is

756
00:28:48,240 --> 00:28:50,720
being served by the FD on

757
00:28:50,720 --> 00:28:53,080
Instagram itself, man. For the client, they are

758
00:28:53,080 --> 00:28:54,600
on the channel they want, the one they like.

759
00:28:54,600 --> 00:28:56,840
Exactly. But our fran, our

760
00:28:56,840 --> 00:28:58,720
team, they are serving through the RM along with

761
00:28:58,720 --> 00:29:02,000
the FD. So, the FD serves, schedules, and through

762
00:29:02,000 --> 00:29:04,080
their channel, man. But look at the, the

763
00:29:04,080 --> 00:29:06,360
time, the pain we had before and the

764
00:29:06,360 --> 00:29:08,440
that was solved now. So, this is

765
00:29:08,440 --> 00:29:10,519
a delay for the market that is, man, you

766
00:29:10,519 --> 00:29:13,080
this is super expensive today, right? And for, for

767
00:29:13,080 --> 00:29:14,640
the person, right, man? You serving right here

768
00:29:14,640 --> 00:29:17,320
on Instagram. Oh, send me your phone number.

769
00:29:17,320 --> 00:29:20,480
After a long time, right? Then you, you send the

770
00:29:20,480 --> 00:29:22,360
phone number. Then, after another long time, someone

771
00:29:22,360 --> 00:29:23,559
messages you on WhatsApp and you don't even know

772
00:29:23,559 --> 00:29:25,720
who it is, man. This, man, this is very

773
00:29:25,720 --> 00:29:27,279
bad, right, man? So, this is what

774
00:29:27,279 --> 00:29:29,200
we used to go through. Today, thank God, we

775
00:29:29,200 --> 00:29:31,080
managed to solve all this with the

776
00:29:31,080 --> 00:29:33,600
solutions we have, both the CRM

777
00:29:33,600 --> 00:29:35,760
as well as omnichannel and the FD part that came

778
00:29:35,760 --> 00:29:38,440
to help us. So, look, look at the

779
00:29:38,440 --> 00:29:41,279
customer journey in the previous model

780
00:29:41,279 --> 00:29:43,679
and the customer journey today, man. We

781
00:29:43,679 --> 00:29:45,919
it became much more efficient, and this

782
00:29:45,919 --> 00:29:47,919
is reflected in the business numbers, man, which

783
00:29:47,919 --> 00:29:50,919
is great, you sell more, you grow more, you

784
00:29:50,919 --> 00:29:53,360
get more results. My franchisee

785
00:29:53,360 --> 00:29:55,840
today is much more satisfied because

786
00:29:55,840 --> 00:29:58,039
his life became easier. I think that

787
00:29:58,039 --> 00:29:59,679
these are the results you start to reap.

788
00:29:59,679 --> 00:30:01,480
You start removing obstacles from the path and the

789
00:30:01,480 --> 00:30:02,960
journey gets easier, right, man?

790
00:30:02,960 --> 00:30:04,120
So I think that's one of the things that

791
00:30:04,120 --> 00:30:07,480
we've been doing to... And look, when

792
00:30:07,480 --> 00:30:09,320
you buy a franchise, you're going

793
00:30:09,320 --> 00:30:11,200
after someone else's successful experience

794
00:30:11,200 --> 00:30:14,000
of an entrepreneur, of the whole process,

795
00:30:14,000 --> 00:30:15,480
all the technology, everything that's

796
00:30:15,480 --> 00:30:18,720
included there. But it's rare for you, I think,

797
00:30:18,720 --> 00:30:20,279
that even in Brazil, only Instituto

798
00:30:20,279 --> 00:30:22,559
Mix, maybe in the world, because it's something very

799
00:30:22,559 --> 00:30:24,640
new to buy a franchise that already

800
00:30:24,640 --> 00:30:27,080
comes with a trained employee. We

801
00:30:27,080 --> 00:30:29,679
invested a lot, a lot of time together

802
00:30:29,679 --> 00:30:32,120
creating the perfect employee to

803
00:30:32,120 --> 00:30:34,720
do this qualification. And it doesn't stop

804
00:30:34,720 --> 00:30:36,840
there, right? There are a number of other

805
00:30:36,840 --> 00:30:38,320
other technologies and employees that we

806
00:30:38,320 --> 00:30:39,919
keep adding there to the Instituto Mix solution.

807
00:30:39,919 --> 00:30:41,640
So, if you're

808
00:30:41,640 --> 00:30:43,480
looking for a franchise to

809
00:30:43,480 --> 00:30:44,880
buy, looking for a business to

810
00:30:44,880 --> 00:30:47,039
invest in, a good business, well...

811
00:30:47,039 --> 00:30:49,519
And you will also need a list

812
00:30:49,519 --> 00:30:51,120
of minimum people there, right? And now the

813
00:30:51,120 --> 00:30:53,039
we're already checking off, no, the SDR

814
00:30:53,039 --> 00:30:55,559
maybe this person will be

815
00:30:55,559 --> 00:30:58,200
empowered by a digital salesperson

816
00:30:58,200 --> 00:30:59,679
How has this change been

817
00:30:59,679 --> 00:31:02,799
in mindset of bringing in digital employees

818
00:31:02,799 --> 00:31:04,559
to a franchise package, right? To

819
00:31:04,559 --> 00:31:06,600
a package you sell with processes

820
00:31:06,600 --> 00:31:09,000
technology, etc., etc., in this process too

821
00:31:09,000 --> 00:31:10,480
Taking advantage of what Lucca said, I think

822
00:31:10,480 --> 00:31:12,440
that's what's cool about this chat, we

823
00:31:12,440 --> 00:31:14,320
were talking yesterday, right, about the

824
00:31:14,320 --> 00:31:16,840
possibility of taking your best

825
00:31:16,840 --> 00:31:19,679
salesperson, cloning them and putting there a

826
00:31:19,679 --> 00:31:21,480
digital employee so that this

827
00:31:21,480 --> 00:31:23,240
digital employee qualifies the

828
00:31:23,240 --> 00:31:25,399
sales process. We'll talk

829
00:31:25,399 --> 00:31:27,559
in a bit about the journey and how

830
00:31:27,559 --> 00:31:29,360
the journey isn't over yet, right?

831
00:31:29,360 --> 00:31:31,200
How we're already thinking ahead about the

832
00:31:31,200 --> 00:31:34,000
future, but the idea for the next

833
00:31:34,000 --> 00:31:35,960
employees that we've already been considering

834
00:31:35,960 --> 00:31:37,519
is to take what is the best

835
00:31:37,519 --> 00:31:39,399
franchisee experience and create a

836
00:31:39,399 --> 00:31:41,159
digital employee to help the

837
00:31:41,159 --> 00:31:43,240
work of the franchisee as well. What is

838
00:31:43,240 --> 00:31:45,840
the best experience of the advisor

839
00:31:45,840 --> 00:31:48,760
pedagogical? So, in this process, I think

840
00:31:48,760 --> 00:31:51,960
artificial intelligence as a copilot

841
00:31:51,960 --> 00:31:55,399
of humans makes the franchisor

842
00:31:55,399 --> 00:31:58,120
able to take the best cases already

843
00:31:58,120 --> 00:32:00,519
arrive with the solution of a well

844
00:32:00,519 --> 00:32:03,159
trained copilot so it can help to

845
00:32:03,159 --> 00:32:05,039
we really like the example of the boy

846
00:32:05,039 --> 00:32:06,880
little one, right? If you have a small child, he

847
00:32:06,880 --> 00:32:08,440
will run, will hit his hand on his head and

848
00:32:08,440 --> 00:32:10,760
no, no, hold here. So what the

849
00:32:10,760 --> 00:32:13,120
copilot does is this, putting a hand

850
00:32:13,120 --> 00:32:16,200
so that the human employee

851
00:32:16,200 --> 00:32:18,279
can follow that path of

852
00:32:18,279 --> 00:32:20,519
best experiences, right? No doubt. No

853
00:32:20,519 --> 00:32:22,880
doubt, I think today this is a key point

854
00:32:22,880 --> 00:32:26,320
very important for us, because

855
00:32:26,320 --> 00:32:29,240
today we have a sales team

856
00:32:29,240 --> 00:32:30,840
okay, so it's usually made up of

857
00:32:30,840 --> 00:32:33,000
some roles inside, so I

858
00:32:33,000 --> 00:32:35,639
usually have the manager, who is the

859
00:32:35,639 --> 00:32:38,159
leader. Then I have the salespeople. Then I

860
00:32:38,159 --> 00:32:40,240
have the people who do the

861
00:32:40,240 --> 00:32:42,679
assistants, who come in to generate

862
00:32:42,679 --> 00:32:46,240
some situations, leads. And then we

863
00:32:46,240 --> 00:32:49,799
have the SDR today, okay? Practically the SDR

864
00:32:49,799 --> 00:32:51,519
we no longer have this person on the

865
00:32:51,519 --> 00:32:53,480
team, because we already have

866
00:32:53,480 --> 00:32:56,720
been planning our team with an FD

867
00:32:56,720 --> 00:32:58,480
inside the team

868
00:32:58,480 --> 00:33:00,240
So today, within our team

869
00:33:00,240 --> 00:33:03,440
sales team, the FD is already a reality, okay?

870
00:33:03,440 --> 00:33:05,919
because we planned, he is already part

871
00:33:05,919 --> 00:33:08,480
From commercial planning, this... let's

872
00:33:08,480 --> 00:33:10,519
say, this digital employee who comes

873
00:33:10,519 --> 00:33:12,840
precisely to speed up the whole process

874
00:33:12,840 --> 00:33:15,080
right? So, like... So, today we

875
00:33:15,080 --> 00:33:18,679
have other pain points within the network, okay? One

876
00:33:18,679 --> 00:33:21,760
of the pain points, okay, is the advisor part

877
00:33:21,760 --> 00:33:24,600
pedagogical. And then we discussed and are

878
00:33:24,600 --> 00:33:28,440
now working with one of the next

879
00:33:28,440 --> 00:33:30,440
precisely to improve the

880
00:33:30,440 --> 00:33:33,760
experience of our student in the requirement

881
00:33:33,760 --> 00:33:35,519
because after he becomes a student, man, and

882
00:33:35,519 --> 00:33:37,320
then you have to follow up, we need to

883
00:33:37,320 --> 00:33:39,039
still serve him, keep serving

884
00:33:39,039 --> 00:33:40,720
quickly and serve well, right, man? But

885
00:33:40,720 --> 00:33:42,679
we also have challenges. We have

886
00:33:42,679 --> 00:33:44,679
schools with over 1,000 students, man.

887
00:33:44,679 --> 00:33:47,399
So, man, if 10% reach out, that's 100 people

888
00:33:47,399 --> 00:33:49,200
calling per day, and sometimes, how do you

889
00:33:49,200 --> 00:33:50,960
answer this guy? You have a whole

890
00:33:50,960 --> 00:33:52,480
school structure to operate, to

891
00:33:52,480 --> 00:33:54,559
maintain, and sometimes, many times, our

892
00:33:54,559 --> 00:33:56,240
pedagogical coordinator, who is the one

893
00:33:56,240 --> 00:33:58,240
responsible today for hiring a good

894
00:33:58,240 --> 00:34:00,919
instructor, motivating the instructor, following up

895
00:34:00,919 --> 00:34:03,159
the classrooms, he doesn't do his job

896
00:34:03,159 --> 00:34:05,120
because many times he is so

897
00:34:05,120 --> 00:34:07,200
involved in getting back to these

898
00:34:07,200 --> 00:34:09,480
students, which are basic information, that

899
00:34:09,480 --> 00:34:11,440
he doesn't do his job, man. So, the

900
00:34:11,440 --> 00:34:12,879
idea is for us to bring in an advisor

901
00:34:12,879 --> 00:34:15,119
pedagogical, an FD from the pedagogical advisor

902
00:34:15,119 --> 00:34:17,280
To specifically serve these

903
00:34:17,280 --> 00:34:19,800
students quickly and efficiently so

904
00:34:19,800 --> 00:34:22,040
that he, the pedagogical coordinator,

905
00:34:22,040 --> 00:34:23,520
can really be following up

906
00:34:23,520 --> 00:34:25,879
the instructors, making us bring

907
00:34:25,879 --> 00:34:27,359
efficiency to the classroom as well, right

908
00:34:27,359 --> 00:34:28,639
so I think this for us is very

909
00:34:28,639 --> 00:34:30,639
important. I have no doubt that we

910
00:34:30,639 --> 00:34:32,720
together with the advisor, we will have

911
00:34:32,720 --> 00:34:34,280
more. Then I think we will have

912
00:34:34,280 --> 00:34:35,919
all the franchise employees will

913
00:34:35,919 --> 00:34:38,040
have a personal assistant, it will be an FD

914
00:34:38,040 --> 00:34:39,639
to help with their daily routine, right? I

915
00:34:39,639 --> 00:34:41,200
think this is very important, I think

916
00:34:41,200 --> 00:34:43,320
that we can already move on to the

917
00:34:43,320 --> 00:34:46,040
scenes of the next chapters, right? We

918
00:34:46,040 --> 00:34:48,480
have been building in this conversation the

919
00:34:48,480 --> 00:34:50,839
trajectory of Alex, the trajectory of the

920
00:34:50,839 --> 00:34:54,280
Instituto Mix, right? And besides that, how

921
00:34:54,280 --> 00:34:57,119
XMACNA has also been working and

922
00:34:57,119 --> 00:34:59,320
in this more recent story, right? Of these

923
00:34:59,320 --> 00:35:02,119
last, uh, 5 months that maybe feel like

924
00:35:02,119 --> 00:35:03,760
it's been 50 years, right? I think we are

925
00:35:03,760 --> 00:35:06,240
almost in a JK policy here, right? These

926
00:35:06,240 --> 00:35:08,640
five very intense months and the result

927
00:35:08,640 --> 00:35:11,640
of this, uh, partnership, the result of this

928
00:35:11,640 --> 00:35:15,160
closeness, right? New chapters arise, right?

929
00:35:15,160 --> 00:35:18,079
Now an opportunity arises here to

930
00:35:18,079 --> 00:35:21,200
build a partnership together

931
00:35:21,200 --> 00:35:23,160
more consolidated from a new

932
00:35:23,160 --> 00:35:27,000
company where the two join forces

933
00:35:27,000 --> 00:35:30,800
to shape people's lives from

934
00:35:30,800 --> 00:35:33,839
education and Artificial Intelligence

935
00:35:33,839 --> 00:35:35,040
I wanted you to share a little bit

936
00:35:35,040 --> 00:35:37,160
of this spoiler about our coming here

937
00:35:37,160 --> 00:35:39,560
cool, cool, so today at Instituto Mix

938
00:35:39,560 --> 00:35:41,839
as I said before, about 8

939
00:35:41,839 --> 00:35:43,839
years ago I basically started to

940
00:35:43,839 --> 00:35:45,960
understand that my core was not just

941
00:35:45,960 --> 00:35:48,680
education, it was also technology. In this

942
00:35:48,680 --> 00:35:50,520
scenario, we started to look for some

943
00:35:50,520 --> 00:35:53,720
solutions. One of them was the LMS. We have our

944
00:35:53,720 --> 00:35:56,480
own LMS today. But whenever I

945
00:35:56,480 --> 00:35:58,920
when I created something, I thought:

946
00:35:58,920 --> 00:36:01,119
man, I'm going to create a remedy to

947
00:36:01,119 --> 00:36:03,760
heal my arm. Uh-huh. But I have

948
00:36:03,760 --> 00:36:05,160
other people who also have arm pain

949
00:36:05,160 --> 00:36:06,560
too. So I'll think of a remedy

950
00:36:06,560 --> 00:36:08,359
for them too. So we

951
00:36:08,359 --> 00:36:10,520
always thought about creating White

952
00:36:10,520 --> 00:36:12,880
Label solutions. And man, this was very important

953
00:36:12,880 --> 00:36:15,040
for us. Today we have hundreds of

954
00:36:15,040 --> 00:36:17,240
clients using our LMS today and

955
00:36:17,240 --> 00:36:19,680
solving their pains too. At the same time,

956
00:36:19,680 --> 00:36:21,440
to that, we started identifying, we created

957
00:36:21,440 --> 00:36:24,880
some tools, for example, the CRM.

958
00:36:24,880 --> 00:36:26,640
We created some White Label tools.

959
00:36:26,640 --> 00:36:28,079
And we've been helping. Today we have

960
00:36:28,079 --> 00:36:29,880
hundreds of clients in this area. When

961
00:36:29,880 --> 00:36:32,000
We got to know XMACNA, we

962
00:36:32,000 --> 00:36:34,359
realized that within this movement that

963
00:36:34,359 --> 00:36:36,560
we were moving forward, we had

964
00:36:36,560 --> 00:36:39,079
a great partner who could

965
00:36:39,079 --> 00:36:40,839
help and boost everything we

966
00:36:40,839 --> 00:36:42,480
were doing. We created a

967
00:36:42,480 --> 00:36:44,119
company called Skill

968
00:36:44,119 --> 00:36:46,480
pro. It's been almost a year since we

969
00:36:46,480 --> 00:36:48,319
launched this company, Skill Pro. It

970
00:36:48,319 --> 00:36:50,560
has been having a really great journey

971
00:36:50,560 --> 00:36:53,599
so far. And then when we met

972
00:36:53,599 --> 00:36:55,920
XMACNA, we formed a partnership and

973
00:36:55,920 --> 00:36:58,440
brought the FD product from the machine

974
00:36:58,440 --> 00:37:00,800
as a solution for this company as well

975
00:37:00,800 --> 00:37:04,359
Skill Pro. Now, with the recent

976
00:37:04,359 --> 00:37:06,359
conversation we're having now, I

977
00:37:06,359 --> 00:37:09,920
think XMACNA will join us to

978
00:37:09,920 --> 00:37:11,640
so we can add up and gain

979
00:37:11,640 --> 00:37:13,880
speed, especially when it comes to

980
00:37:13,880 --> 00:37:15,760
artificial intelligence. We are

981
00:37:15,760 --> 00:37:17,640
talking a lot about FD here, right? But

982
00:37:17,640 --> 00:37:20,560
there are hundreds of opportunities within

983
00:37:20,560 --> 00:37:23,800
social intelligence inside the

984
00:37:23,800 --> 00:37:25,520
companies today, right? So I think what

985
00:37:25,520 --> 00:37:28,160
XMACNA will do is really add to

986
00:37:28,160 --> 00:37:29,880
us with this new challenge that we

987
00:37:29,880 --> 00:37:32,200
are going to have now, and building up, being

988
00:37:32,200 --> 00:37:34,160
our partner in this big challenge, right?

989
00:37:34,160 --> 00:37:35,640
So it's my great pleasure to

990
00:37:35,640 --> 00:37:37,520
welcome you, okay? I think that in this time we

991
00:37:37,520 --> 00:37:39,359
We know each other, we've been through

992
00:37:39,359 --> 00:37:41,440
big challenges, but it was clear

993
00:37:41,440 --> 00:37:43,599
this energy we have together, right?

994
00:37:43,599 --> 00:37:46,319
So, there's no set day or time, I say

995
00:37:46,319 --> 00:37:48,079
that today, inside Instituto Mix, we

996
00:37:48,079 --> 00:37:52,119
have the dog year, right? One year for us at

997
00:37:52,119 --> 00:37:53,920
Mix is like seven years at any other company.

998
00:37:53,920 --> 00:37:55,800
Right? And we noticed that XMACNA

999
00:37:55,800 --> 00:37:58,200
also has the dog year, right? So we

1000
00:37:58,200 --> 00:38:00,319
have this same energy and with

1001
00:38:00,319 --> 00:38:01,920
certainty, this was one of the things that

1002
00:38:01,920 --> 00:38:04,000
made us create this

1003
00:38:04,000 --> 00:38:06,480
synergy and we're moving forward in this

1004
00:38:06,480 --> 00:38:08,359
next step, right? So, from now on

1005
00:38:08,359 --> 00:38:10,599
we'll have new challenges, right? But

1006
00:38:10,599 --> 00:38:12,680
together, what we've talked about since

1007
00:38:12,680 --> 00:38:14,599
the beginning when we talked, man, there is

1008
00:38:14,599 --> 00:38:16,839
dating and marriage, right? So

1009
00:38:16,839 --> 00:38:18,280
I think marriage has come for us and

1010
00:38:18,280 --> 00:38:19,920
we're really happy about it, okay? And I

1011
00:38:19,920 --> 00:38:21,520
have no doubt you will add

1012
00:38:21,520 --> 00:38:23,960
a lot, not just at Instituto Mix, but

1013
00:38:23,960 --> 00:38:26,280
also at Skill Pro today, with, with, with

1014
00:38:26,280 --> 00:38:28,160
several opportunities we have throughout

1015
00:38:28,160 --> 00:38:31,359
Brazil. The word synergy really sums up

1016
00:38:31,359 --> 00:38:35,480
well, right? Because, by, eh, by chance

1017
00:38:35,480 --> 00:38:37,960
really, entrepreneurial professionals from

1018
00:38:37,960 --> 00:38:40,599
education with a very similar purpose

1019
00:38:40,599 --> 00:38:42,760
with this drive to make things happen, this

1020
00:38:42,760 --> 00:38:45,880
restlessness, and we brought together, eh, the solution

1021
00:38:45,880 --> 00:38:48,960
from Skill to what was built, the

1022
00:38:48,960 --> 00:38:53,200
CRM that was already built in hundreds

1023
00:38:53,200 --> 00:38:55,319
serving hundreds of units

1024
00:38:55,319 --> 00:38:57,520
thousands of companies all over Brazil, the

1025
00:38:57,520 --> 00:38:59,800
we integrated the digital employee so well

1026
00:38:59,800 --> 00:39:01,119
inside in various processes

1027
00:39:01,119 --> 00:39:02,880
not only in customer service but also later

1028
00:39:02,880 --> 00:39:05,680
in qualification, organization, so, uh

1029
00:39:05,680 --> 00:39:07,680
all the bureaucratic part of the CRM that

1030
00:39:07,680 --> 00:39:09,560
before, a salesperson was too lazy to

1031
00:39:09,560 --> 00:39:11,000
fill it out or would fill it out later, it was

1032
00:39:11,000 --> 00:39:12,640
outdated, sometimes a bit too summarized

1033
00:39:12,640 --> 00:39:16,280
too much. The FD does it perfectly on the spot and

1034
00:39:16,280 --> 00:39:18,720
we see the whole market, uh, following behind

1035
00:39:18,720 --> 00:39:20,440
I remember even receiving from the

1036
00:39:20,440 --> 00:39:22,200
product director at HCK Content a

1037
00:39:22,200 --> 00:39:25,400
article from Mark And Dren, who is one of the

1038
00:39:25,400 --> 00:39:28,640
gurus, uh, from Silicon Valley

1039
00:39:28,640 --> 00:39:30,680
there, one of the big investors, saying

1040
00:39:30,680 --> 00:39:33,720
how much the CRM market

1041
00:39:33,720 --> 00:39:35,960
commercial was about to be disrupted, uh

1042
00:39:35,960 --> 00:39:38,040
companies like Salesforce, uh, would

1043
00:39:38,040 --> 00:39:40,720
lose their place to technologies that

1044
00:39:40,720 --> 00:39:44,040
would be born AI-first, uh, putting not only the

1045
00:39:44,040 --> 00:39:45,680
customer service, but also qualification. He said

1046
00:39:45,680 --> 00:39:47,359
look, the guy is planning what you

1047
00:39:47,359 --> 00:39:49,880
are doing and she had already noticed the

1048
00:39:49,880 --> 00:39:51,680
we were operating at this scale with Instituto

1049
00:39:51,680 --> 00:39:53,560
Mix, they already knew a partner of ours, uh,

1050
00:39:53,560 --> 00:39:57,000
for a long time and we have, of course, to

1051
00:39:57,000 --> 00:39:59,960
guys, your future, because when you see it working

1052
00:39:59,960 --> 00:40:02,520
it's very impactful for you who have to

1053
00:40:02,520 --> 00:40:04,680
manage a sales team, for you who

1054
00:40:04,680 --> 00:40:07,880
have 2, 5, 10, 200, 1000 salespeople to

1055
00:40:07,880 --> 00:40:10,839
for you who have one, two, 10, 1000 stores

1056
00:40:10,839 --> 00:40:12,760
when you get a solution like this that is

1057
00:40:12,760 --> 00:40:16,079
end-to-end, all set up. You just have

1058
00:40:16,079 --> 00:40:17,599
to put the lead into the system

1059
00:40:17,599 --> 00:40:18,960
and you still have all the data from this. You

1060
00:40:18,960 --> 00:40:20,760
can analyze it at whatever level of detail you

1061
00:40:20,760 --> 00:40:22,280
want. How was the service

1062
00:40:22,280 --> 00:40:23,880
from Rômulo now? How was the

1063
00:40:23,880 --> 00:40:25,760
service from the franchise now? How was the

1064
00:40:25,760 --> 00:40:27,599
service from the master now? How was the

1065
00:40:27,599 --> 00:40:29,800
service from Brazil? All this with

1066
00:40:29,800 --> 00:40:33,240
just a few clicks, guys. It's revolutionary. It's

1067
00:40:33,240 --> 00:40:35,520
that's it. Ah, following this line, Lucca, I think

1068
00:40:35,520 --> 00:40:37,839
that one of the big challenges we

1069
00:40:37,839 --> 00:40:39,960
have today is making the

1070
00:40:39,960 --> 00:40:41,800
sales team use a CRM in an

1071
00:40:41,800 --> 00:40:43,599
efficient way, right? Yeah. And now we have

1072
00:40:43,599 --> 00:40:46,480
with FD, man, all of that is solved, okay?

1073
00:40:46,480 --> 00:40:48,319
because if the lead comes in there, I have some

1074
00:40:48,319 --> 00:40:50,119
steps in the service process. So, man,

1075
00:40:50,119 --> 00:40:52,760
saving the contact, FD itself handled it

1076
00:40:52,760 --> 00:40:55,800
it, it already updates the contact, and soon

1077
00:40:55,800 --> 00:40:58,160
it schedules, man, it schedules, so already

1078
00:40:58,160 --> 00:41:01,160
so FD, it turns out that today the salesperson

1079
00:41:01,160 --> 00:41:02,480
doesn't even need to change the

1080
00:41:02,480 --> 00:41:04,800
steps of the service anymore. So, man, the

1081
00:41:04,800 --> 00:41:06,280
The salesperson just needs to check the schedule

1082
00:41:06,280 --> 00:41:07,160
basically to see the

1083
00:41:07,160 --> 00:41:09,079
appointments that the FD made for him

1084
00:41:09,079 --> 00:41:10,680
and there check the service history

1085
00:41:10,680 --> 00:41:12,200
to see how the service went

1086
00:41:12,200 --> 00:41:14,760
so this took away from the salesperson, which is a

1087
00:41:14,760 --> 00:41:16,079
of the big challenges for large

1088
00:41:16,079 --> 00:41:18,079
companies. Today, companies say, man,

1089
00:41:18,079 --> 00:41:20,119
my salesperson, he doesn't, he, well, he serves the

1090
00:41:20,119 --> 00:41:21,400
customer, but he doesn't say he did, right?

1091
00:41:21,400 --> 00:41:23,880
Man, today the FD is doing that, right? So

1092
00:41:23,880 --> 00:41:26,520
man, this is really disruptive, okay?

1093
00:41:26,520 --> 00:41:28,040
Disruptive for the market because I, at least,

1094
00:41:28,040 --> 00:41:29,560
haven't seen any solution

1095
00:41:29,560 --> 00:41:32,599
that gets to this essence with these

1096
00:41:32,599 --> 00:41:35,440
details, right? And this partnership, this

1097
00:41:35,440 --> 00:41:37,920
collaboration, this union, right, that we're

1098
00:41:37,920 --> 00:41:40,119
doing now. I think it will

1099
00:41:40,119 --> 00:41:43,400
make it more and more possible, and believe me

1100
00:41:43,400 --> 00:41:45,880
in a short period of time, we

1101
00:41:45,880 --> 00:41:50,040
will have a fully AI-first CRM, right?

1102
00:41:50,040 --> 00:41:52,720
What was being planned, what

1103
00:41:52,720 --> 00:41:55,760
was being conceived, is very

1104
00:41:55,760 --> 00:41:59,200
close to happening. A way

1105
00:41:59,200 --> 00:42:02,119
to manage business processes internationally

1106
00:42:02,119 --> 00:42:04,599
for any company's commercial processes

1107
00:42:04,599 --> 00:42:07,280
using as a reference one of the largest

1108
00:42:07,280 --> 00:42:10,119
franchises in Brazil, showing that this

1109
00:42:10,119 --> 00:42:13,560
solution is the answer to this new revolution

1110
00:42:13,560 --> 00:42:15,520
that we created, saying that it is the

1111
00:42:15,520 --> 00:42:18,000
Artificial intelligence and transforming

1112
00:42:18,000 --> 00:42:21,359
the lives of companies and people, because

1113
00:42:21,359 --> 00:42:24,119
qualifying people, changing a strategy

1114
00:42:24,119 --> 00:42:25,480
where I no longer have a salesperson. I

1115
00:42:25,480 --> 00:42:28,839
have a sales analyst. That means

1116
00:42:28,839 --> 00:42:31,640
qualifying, thinking about people first

1117
00:42:31,640 --> 00:42:33,400
so we can think about processes later

1118
00:42:33,400 --> 00:42:34,839
and then we think about the

1119
00:42:34,839 --> 00:42:37,280
financial aspect, right? So we will

1120
00:42:37,280 --> 00:42:40,200
be able, with this partnership, to very

1121
00:42:40,200 --> 00:42:42,760
quickly launch a product in the market

1122
00:42:42,760 --> 00:42:45,520
that will really be very disruptive

1123
00:42:45,520 --> 00:42:47,920
that will fulfill, I think, this mission that

1124
00:42:47,920 --> 00:42:50,640
is uncommon between the two companies of

1125
00:42:50,640 --> 00:42:52,440
transformation. I think that's it.

1126
00:42:52,440 --> 00:42:54,839
Perfect. Excellent, excellent, everyone. Well,

1127
00:42:54,839 --> 00:42:57,760
I really wanted to thank you all for the chat. A

1128
00:42:57,760 --> 00:43:01,319
pleasure. Alex, do your promo on your

1129
00:43:01,319 --> 00:43:03,160
social networks, where, if someone wants to

1130
00:43:03,160 --> 00:43:04,400
find you, learn a little more about

1131
00:43:04,400 --> 00:43:06,160
Instituto Mix. If someone

1132
00:43:06,160 --> 00:43:09,160
wants to know a good place to

1133
00:43:09,160 --> 00:43:11,400
invest, create a franchise that already comes

1134
00:43:11,400 --> 00:43:12,960
even with a trained team, that we

1135
00:43:12,960 --> 00:43:15,280
are training here. That's it. So, actually,

1136
00:43:15,280 --> 00:43:17,319
that's how it is. I see that today, we

1137
00:43:17,319 --> 00:43:18,960
talked about technology, we talked

1138
00:43:18,960 --> 00:43:20,240
about innovation, we talked about

1139
00:43:20,240 --> 00:43:22,400
many things, right? But the essence of it all

1140
00:43:22,400 --> 00:43:23,960
that we're doing, man, man

1141
00:43:23,960 --> 00:43:26,119
Basically, what is it, man? It's to simplify the

1142
00:43:26,119 --> 00:43:28,480
lives of people, man. Exactly, to create a

1143
00:43:28,480 --> 00:43:30,240
positive experience, man. So, man,

1144
00:43:30,240 --> 00:43:31,760
any business you start today,

1145
00:43:31,760 --> 00:43:33,520
no matter how innovative it is, if it

1146
00:43:33,520 --> 00:43:35,359
doesn't fulfill this role, it won't have

1147
00:43:35,359 --> 00:43:37,800
sustainability, man. It won't, it

1148
00:43:37,800 --> 00:43:39,640
won't work out, it won't succeed.

1149
00:43:39,640 --> 00:43:41,160
So, I think like this, so this is one

1150
00:43:41,160 --> 00:43:42,559
of the most important things I consider

1151
00:43:42,559 --> 00:43:44,119
into account. Everything we're

1152
00:43:44,119 --> 00:43:45,920
talking about, everything we're doing, man.

1153
00:43:45,920 --> 00:43:47,240
Simplifying and improving people's

1154
00:43:47,240 --> 00:43:49,160
lives, man. Because when you serve

1155
00:43:49,160 --> 00:43:51,520
quickly, man, the person feels good, man. Everyone

1156
00:43:51,520 --> 00:43:53,200
likes to be served quickly and have

1157
00:43:53,200 --> 00:43:55,040
the right information. Even if it's not

1158
00:43:55,040 --> 00:43:57,280
what you want, but, man, it was right, it was

1159
00:43:57,280 --> 00:43:58,480
the correct information was given to the

1160
00:43:58,480 --> 00:43:59,880
people, right? So, I think that

1161
00:43:59,880 --> 00:44:01,440
this is one of the most important things

1162
00:44:01,440 --> 00:44:02,920
of everything we've been talking about and

1163
00:44:02,920 --> 00:44:04,640
everything we're going to build, right? We

1164
00:44:04,640 --> 00:44:07,559
are going to simplify people's lives.

1165
00:44:07,559 --> 00:44:09,079
We're going to make people's lives more

1166
00:44:09,079 --> 00:44:11,160
easy. So, I think not only for the

1167
00:44:11,160 --> 00:44:13,440
end customer, but also for the sales team, the

1168
00:44:13,440 --> 00:44:14,720
business owner, and everyone who is in the

1169
00:44:14,720 --> 00:44:16,000
chain, right, man? So, I think like this, so

1170
00:44:16,000 --> 00:44:18,119
this is very important to me. Well, uh...

1171
00:44:18,119 --> 00:44:20,280
My social media is practically

1172
00:44:20,280 --> 00:44:23,520
Today I have my Instagram and

1173
00:44:23,520 --> 00:44:26,119
Alex Cavalheiro, right? So I have

1174
00:44:26,119 --> 00:44:27,760
Instagram

1175
00:44:27,760 --> 00:44:29,640
I'll share the link here with you later

1176
00:44:29,640 --> 00:44:32,680
Here, put it below. Here we have

1177
00:44:32,680 --> 00:44:34,559
my YouTube as well, there's Instituto Mix

1178
00:44:34,559 --> 00:44:36,359
So, today inside Instituto Mix we

1179
00:44:36,359 --> 00:44:38,720
have a very strong purpose today

1180
00:44:38,720 --> 00:44:40,240
which is to change people's lives through

1181
00:44:40,240 --> 00:44:42,200
education. We've been doing this

1182
00:44:42,200 --> 00:44:44,720
with excellence. Today we have more than 3

1183
00:44:44,720 --> 00:44:47,079
million students, right? And one of the things

1184
00:44:47,079 --> 00:44:49,559
that I'm passionate about is

1185
00:44:49,559 --> 00:44:52,079
education. I always have a lot of faith in

1186
00:44:52,079 --> 00:44:54,119
God, right? And I always ask God to

1187
00:44:54,119 --> 00:44:55,599
use me as an instrument to enter the

1188
00:44:55,599 --> 00:44:57,040
lives of people to make people

1189
00:44:57,040 --> 00:44:59,000
better, you know? And that's what education is, man.

1190
00:44:59,000 --> 00:45:01,400
Man, your role is to enter people's

1191
00:45:01,400 --> 00:45:02,839
lives to make them better people

1192
00:45:02,839 --> 00:45:04,640
So that's one of the things that

1193
00:45:04,640 --> 00:45:06,960
I carry as, let's say, as a

1194
00:45:06,960 --> 00:45:08,920
rule in my life, right? And for sure

1195
00:45:08,920 --> 00:45:10,559
inside Instituto Mix I managed to

1196
00:45:10,559 --> 00:45:13,040
identify with that. We have there with

1197
00:45:13,040 --> 00:45:14,640
professional courses more than 100

1198
00:45:14,640 --> 00:45:17,520
professions, right? We have

1199
00:45:17,520 --> 00:45:20,599
fantastic, beautiful stories of students who

1200
00:45:20,599 --> 00:45:23,760
started with nothing, man, and today are

1201
00:45:23,760 --> 00:45:25,559
Successful people are those who

1202
00:45:25,559 --> 00:45:27,520
managed to fulfill themselves as human beings

1203
00:45:27,520 --> 00:45:29,440
As a professional, I say that today

1204
00:45:29,440 --> 00:45:32,520
within Instituto Mix we deliver

1205
00:45:32,520 --> 00:45:35,119
ah, something more important, one of the

1206
00:45:35,119 --> 00:45:36,480
most important things for a human being

1207
00:45:36,480 --> 00:45:39,440
which is a profession. Many times, the

1208
00:45:39,440 --> 00:45:41,160
person who doesn't have a profession, man,

1209
00:45:41,160 --> 00:45:44,319
is not accepted by their family, they

1210
00:45:44,319 --> 00:45:46,640
are not accepted by society. So,

1211
00:45:46,640 --> 00:45:47,880
so we give them a

1212
00:45:47,880 --> 00:45:49,839
profession, something dignified so they can

1213
00:45:49,839 --> 00:45:51,839
feel good, so they can feel happy, so

1214
00:45:51,839 --> 00:45:53,520
they can feel useful. So I have the

1215
00:45:53,520 --> 00:45:55,800
greatest pleasure today of being the CEO of

1216
00:45:55,800 --> 00:45:58,119
Instituto Mix. People

1217
00:45:58,119 --> 00:46:00,800
passionate, passionate, man, it's different.

1218
00:46:00,800 --> 00:46:03,400
We have the IM way of being, which is, it's

1219
00:46:03,400 --> 00:46:04,960
exactly that. It's an energy, it's a

1220
00:46:04,960 --> 00:46:06,800
commitment we have to enter into

1221
00:46:06,800 --> 00:46:08,280
people's lives to make people

1222
00:46:08,280 --> 00:46:09,880
better. And we've been doing this with

1223
00:46:09,880 --> 00:46:12,400
a lot of excellence, okay? So I think the

1224
00:46:12,400 --> 00:46:14,240
our franchisees, when they join,

1225
00:46:14,240 --> 00:46:15,520
one of the things I always ask

1226
00:46:15,520 --> 00:46:16,720
them is: man, why did you join

1227
00:46:16,720 --> 00:46:19,040
here? And most of them joined for

1228
00:46:19,040 --> 00:46:21,400
a purpose, the purpose of changing people's

1229
00:46:21,400 --> 00:46:23,000
lives, the purpose of doing something that

1230
00:46:23,000 --> 00:46:25,599
fulfills them as a human being, as a person. And then

1231
00:46:25,599 --> 00:46:27,599
Just to wrap up, I have

1232
00:46:27,599 --> 00:46:30,119
a phrase in my office that you saw

1233
00:46:30,119 --> 00:46:32,960
right? The phrase sums up as follows:

1234
00:46:32,960 --> 00:46:34,839
Take care of

1235
00:46:34,839 --> 00:46:38,480
people. Take care of the quality of education and

1236
00:46:38,480 --> 00:46:41,760
profits, in that order. So that's the

1237
00:46:41,760 --> 00:46:43,319
really sums up who we are today at

1238
00:46:43,319 --> 00:46:45,160
Instituto Mixta. We take care of

1239
00:46:45,160 --> 00:46:47,359
people first, quality of education and

1240
00:46:47,359 --> 00:46:48,680
then profits. And then things

1241
00:46:48,680 --> 00:46:50,319
happen, right? Profit will always come

1242
00:46:50,319 --> 00:46:51,960
when we respect these steps.

1243
00:46:51,960 --> 00:46:53,720
And that's one of the things we've

1244
00:46:53,720 --> 00:46:54,880
done with a lot of love and care. Very

1245
00:46:54,880 --> 00:46:56,400
thankful to you as well. I'm very happy

1246
00:46:56,400 --> 00:46:59,800
about that. I think now for the next

1247
00:46:59,800 --> 00:47:01,440
steps, we will have big challenges.

1248
00:47:01,440 --> 00:47:03,200
Okay, but I have no doubt that we

1249
00:47:03,200 --> 00:47:05,920
are super motivated, engaged, and prepared

1250
00:47:05,920 --> 00:47:08,040
for this, right? That's the most important thing, right?

1251
00:47:08,040 --> 00:47:10,000
Excellent, count on us. Hey, thank you very

1252
00:47:10,000 --> 00:47:12,119
thanks Alex, thank you, thank you Rômulo.

1253
00:47:12,119 --> 00:47:14,280
Thank you, listener. See you soon, bye.

1254
00:47:14,280 --> 00:47:17,599
Bye, bye.

1255
00:47:18,340 --> 00:47:20,000
[Music]