Envelope-to: andrew@sterlingcal.com
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Date: Fri, 24 Oct 2025 17:03:37 +0000 (UTC)
From: Collin Stewart <predictablerevenue-newsletter@mail.beehiiv.com>
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Message-ID: <v_Hr0dOdQT263jQPv1pECA@geopod-ismtpd-54>
Subject: Why Customer Interviews Miss the Biggest Opportunities
Reply-To: Collin Stewart <collin@predictablerevenue.com>
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To: "andrew@sterlingcal.com" <andrew@sterlingcal.com>

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Hello Andrew,=20

**Book update**: we=E2=80=99re at 240 pre-orders, which is a great number, =
but wouldn=E2=80=99t it be better if it was a nice round 250? I need your h=
elp, the book launches on the 28th (Tuesday!) and if you=E2=80=99ve been on=
 the fence about pre-ordering, now=E2=80=99s your last chance to grab the p=
re-order bonuses that have taken me months to build. So here=E2=80=99s my f=
inal hard press.=C2=A0

This book will help you strengthen your product market fit, turn customer d=
ev interviews into customers, and figure out how/when to build yourself out=
 of the sales role. My goal was to draw a line between The Mom Test and Pre=
dictable Revenue. Isn=E2=80=99t that worth $20?=20

We have a [paper book](https://www.amazon.com/Terrifying-Art-Finding-Custom=
ers-Sleep-Deprived/dp/1774586134) made with 100% real paper (I=E2=80=99m pr=
etty sure), an [audiobook](https://www.audible.com/pd/The-Terrifying-Art-of=
-Finding-Customers-Audiobook/B0FVMNRTPZ) recorded by yours truly, and a [ki=
ndle version](https://www.amazon.com/Terrifying-Art-Finding-Customers-Sleep=
-Deprived-ebook/dp/B0FN8FBHZP/) made with 100% real electrons.=C2=A0

On top of that, you=E2=80=99ll get access to the 10 pre-order benefits I=E2=
=80=99ve built over the last few months (screenshot at the end of the post)=
.=C2=A0

I'll be honest - I didn't expect the response to these bonuses. Founders ha=
ve been telling me the VC Investor List alone is worth the price of pre-ord=
ering. The Founder Sales Guide has become the most downloaded resource (it'=
s essentially my entire methodology in one place). And the Monthly Fireside=
 Chats? Those are always a highlight of my month.=C2=A0

But here's the thing: these bonuses end when the book launches. After that,=
 you get the book. Period.

I'm not doing this to be difficult - I'm doing it because the people who be=
lieve in the work before it's "proven" deserve something extra. You took a =
bet on me and this book when it was just an idea. These 10 resources are my=
 way of saying thank you.=20

If you've been on the fence, this is decision time. Lucy loved it and you w=
ill too.=C2=A0

View image: (https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,forma=
t=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/3151fb8b-4133-4=
9ed-bff2-490d70789fb5/CleanShot_2025-10-24_at_07.27.11.png?t=3D1761316044)
Caption:=20

Source: [Library Journal](https://www.libraryjournal.com/review/the-terrify=
ing-art-of-finding-customers-a-sleepdeprived-founders-guide-to-revenue-1818=
925) (gated content)

_Onto the email=E2=80=A6=C2=A0_

I can't spell HTML.

That's not self-deprecation - it's just true. I'm not an engineer. But righ=
t now, I'm elbow-deep in Windsurf, n8n workflows, MCP servers, and AI codin=
g tools, building automations like my startup depends on it.

Because it does.

Every founder knows the playbook: interview customers, validate ideas, buil=
d what the market asks for. I followed it perfectly for CARB.IO. Talked to =
SDRs, managers, industry experts. Asked all the right questions.

Nobody - not a single person - mentioned the problem that became our entire=
 competitive advantage.

I only found it because I stopped asking and started doing the work myself.

And if you're a founder trying to avoid getting disrupted in the next 24 mo=
nths, you probably need to do the same.

## **The Pattern I Keep Seeing**

Here's what happened when I started CARB.IO. I didn't start as the CEO with=
 a vision deck. I started as an IC doing manual outbound work, trying to fi=
gure out how the hell to get meetings booked.

I got into manual mode because there weren't any tools available that could=
 serve the process. And I had just burned my engineers out building a CRM t=
hat nobody wanted, so I couldn't ask them to build anything else. I could f=
eel something interesting but I still spent a good year using manual tools,=
 figuring things out, trying to see where the gaps were.

Taking on the process myself helped me see that cold email would evolve int=
o tools to help you send more emails. But here's what my non-DIY competitor=
s (who have done much better than I have) missed: SDRs would need help mana=
ging the conversation after someone replies (not just sending a ton of emai=
ls).

This is one of the reasons CARB did so well. Managers and users loved that =
we were solving two problems: sending emails AND what happens after a prosp=
ect replies. Our bigger, better-funded competitors were just helping compan=
ies blast tons of email.

Our insight into post-reply being critical shaped the product and is one of=
 the reasons we grew so fast. (We eventually failed for technical prioritiz=
ation reasons that I've [documented](https://foundersedition.co/p/the-early=
-sales-playbook) well were my fault, but that's another story.)

Here's the key thing: I'm confident I wouldn't have seen this without doing=
 it manually.

The post-reply problem came up in literally none of the customer developmen=
t interviews. I interviewed SDRs, managers, experts in the space. Nobody "s=
aw" this problem.

But I did. Because I was on the tools, doing the work of today, and thinkin=
g about what the knock-on effects would be.

If you're sending a ton of email and getting a ton of replies, the knock-on=
 effect is that people are going to forget to follow up on some of those em=
ails. I saw it because, despite my beautiful Gmail labels-based sales dev p=
rocess, our team (myself included) were still letting things slip through t=
he cracks.

Every single time I've followed this pattern (going back to IC work, gettin=
g hands-on with the bleeding edge) I've found something interesting to star=
t.

So when I started feeling that itch again recently, I didn't ignore it. I w=
ent back in.

## **The Shift Nobody's Talking About**

Ten years ago, there was a massive efficiency unlock happening. People were=
 moving from manual spreadsheets and paper processes to basic software. Bei=
ng able to click around in a CRM instead of managing a filing cabinet? Revo=
lutionary.

That benefit isn't novel anymore.

In fact, clicking around in software is starting to feel... annoying. I not=
iced it in my own workflow. After a sales call, I'd go to send my client a =
recap. I'd copy the transcript, paste it into ChatGPT (even though I have a=
 GPT project set up for this), wait for it to format, then copy it back out=
.

And I thought: I don't want to do this annoying work.

That friction - that "I don't want to do this" feeling - is the signal.

Because here's what I'm seeing: People are going to expect AI agents to do =
the work for them. Not help them click faster. Not organize their clicks be=
tter. Actually do the work.

The question isn't whether this shift is coming. It's whether you're positi=
oned to build for it or get disrupted by it.

## **Living in Tomorrow**

Right now, I'm using AI coding tools to build agent workflows in n8n. I'm a=
utomating call recaps. I'm building sales agents that update next actions. =
I'm training these systems to handle the work I used to do manually.

But here's where it gets interesting.

Step one is using an AI prompt to generate the to-do list. But if I can get=
 that prompt to extract the work clearly enough, then when computer use age=
nts get good enough (and they're getting close), I'll be able to use my wee=
kly call to program the work.

Think about that. Not "take notes about the work." Not "create tickets for =
the work." Actually describe what needs to happen and have agents build it.

This isn't science fiction. This is 12-18 months away.

## **Building for the Knock-On Effects**

Here's the framework that's working for me:

Start with a change happening today. AI agents are getting exponentially be=
tter at understanding and executing complex workflows.

Think about the secondary and tertiary effects:

* How will consumer expectations shift? (They'll expect instant onboarding,=
 zero manual setup)

* How will business expectations evolve? (They'll expect your system to imp=
ort their existing setup automatically)

* What will become the new normal? ("Why can't your tool just clone my curr=
ent workflow?")

This paints a version of the future for yourself.

Then ask: "If all these are true, what gaps will be created in my market th=
at I'm well positioned or excited to solve?"

For me, that gap is building tools that leverage AI agents to eliminate man=
ual work. More coming on this in a later email=E2=80=A6

## **The Climber Mindset**

I was listening to Chapter 4 of Dirtbag Billionaire recently, and something=
 clicked. The author talked about not being a planner but being a climber -=
 seeing the next wall and working out the right path as you go.

You can't plan for a future you haven't experienced. You have to climb into=
 it and feel your way forward.

That's what going back to IC work gives you. You can't strategize your way =
into understanding AI agents. You have to use them. Break them. Train them.=
 Watch them fail and figure out why.

Then you extrapolate forward: If agents can do this now, what becomes possi=
ble in six months? In a year? What problems will exist in that world?

And you start building for those conditions today.

## **The Work**

So here's what I'm actually doing:

I'm spending time every week building with Windsurf, n8n, and AI coding too=
ls. I'm automating my own workflows. I'm training agents to handle the anno=
ying work I don't want to do anymore.

And I'm documenting the journey - not because it's sexy content, but becaus=
e the act of building is giving me the insights I need to see what's coming=
 next.

You have to live in tomorrow to build for tomorrow.

What version of the future are you building for? Hit reply and let me know =
- I read every response.=20

Collin=20

PS - if you thought I wasn=E2=80=99t going to ask you to buy the book one m=
ore time, you were wrong.=20

I am once again asking for=E2=80=A6 you to stop overthinking this and just =
pre-order the book.=20

Please.=20

[Here=E2=80=99s the link](https://www.amazon.com/Terrifying-Art-Finding-Cus=
tomers-Sleep-Deprived/dp/1774586134).=20

PPS - as promised - here=E2=80=99s a screenshot of the whole pre-order bene=
fits list:=20

View image: (https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,forma=
t=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/3212bc9e-e675-4=
680-82c6-030d97313ab1/CleanShot_2025-10-24_at_07.36.01.png?t=3D1761316579)
Caption:=20


=E2=80=94=E2=80=94=E2=80=94

You are reading a plain text version of this post. For the best experience,=
 copy and paste this link in your browser to view the post online:
https://foundersedition.co/p/why-customer-interviews-miss-the-biggest-oppor=
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icle" aria-roledescription=3D"email" aria-label=3D"email_name" lang=3D"en" =
style=3D"font-size:1rem"><table role=3D"none" width=3D"100%" border=3D"0" c=
ellspacing=3D"0" align=3D"center" cellpadding=3D"0" class=3D"gg"><tr><td al=
ign=3D"center" valign=3D"top"><table role=3D"none" width=3D"670" border=3D"=
0" cellspacing=3D"0" cellpadding=3D"0" class=3D"aa" style=3D"width:670px;ta=
ble-layout:fixed;"><tr><td class=3D"bodyWrapper" align=3D"center" valign=3D=
"top" style=3D"padding:10px 5px 10px 5px;"><table role=3D"none" width=3D"10=
0%" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" align=3D"center"><tr><=
td align=3D"center" valign=3D"top" style=3D"border-width:0px 0px 0px 0px;bo=
rder-style: solid; border-color: #FFFFFF;border-radius:10px 10px 0px 0px;ba=
ckground-color:#FFFFFF;" class=3D"c"><table role=3D"none" width=3D"100%" bo=
rder=3D"0" cellspacing=3D"0" cellpadding=3D"0" align=3D"center"><tr id=3D"h=
eader"><td style=3D"padding:15px 15px 0px 15px;"><div style=3D"padding-top:=
0px;padding-right:0px;padding-bottom:20px;padding-left:0px;"><table role=3D=
"none" width=3D"100%" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" alig=
n=3D"center"><tr><td class=3D"f" align=3D"right" valign=3D"top"><p> October=
 24, 2025 &nbsp; | &nbsp; <a href=3D"https://link.mail.beehiiv.com/ss/c/u00=
1.r7o6LfRLXwQ-3g4cvdmKtd8SJB4D4z2stBRrWAMoYsgUA-K4fwQNX0VTWhP0DSOLkG-10pE1o=
KOfjMl19RxiLOaFa46BTkkjsHIFQxFByyQIusC89NoG8CBVfQbpkDVCF0I0QN3gUpy8eeH1NDEA=
Eaz1tDKsv5wGimetJWrC4mJTlJDt3r94M1Ac1faHzdO2uc0u7fdMQo3Ap0rGS1y1u-A5PKbOUCe=
hJnSGD-LmXaFOR9Mwv_kOTXeMGEzT0q0fSHVpxgh_YrKDCXRSzHSrsm7e5P9c5BrfkRK0oFq9Q1=
-CV0SHfCRs4SUoD9TB7NyFB66y2a1z80LunDi5TkYPCZ2Qb1ZsYJNFW1Bi03HmmVoWR2Z86tGcc=
0MhqFhc9kvpsFvUgBaveYzrU0S50rb43XVFxfVbcOK7E-c6cAOcHM86Un7CdDedxlb_ASzoKqFD=
UiaUXS9cd_7XKIqM2evFsdk8xBbFSK702Pr-iOjIWYtRGo60-q7qEX5iMTi_dmIYKAGrjtMYfjZ=
0rjRtvZFnfUmWy7SfeDRmJv9R3EfJB04oDFVJPjx6SpFsheZK9xywRnHt9OpxaoedXNxNjIMY-d=
bzS4Zt-9CI8okUfSsr1ZUW1-w-IO8nDlP_M8BJCUYUy8XT_bU0rmoEBI0a-uBHlRypTBpiIZYQ6=
WmWf9zQUVte-ScsWz5a9dD2fm_xUu_Nml0WAQW_UK-vpMwCG5CyUnfRTUaBvInBj0qVyHinkzKf=
AHkClKA3JWYh8ZcclA_lhuzvlGXBWfRhe1vASea6uQJg-uXz7q9e-9b2_dlep--atw_XPjcsvfj=
0wM5dp0XBygAw1a_Hbg7nSru2SNsELFFVjI0m2LOWb5trxKs3HtaE2yisI6lzwjEcUJWmbLbXrC=
NOZUXM5AsgRRPPFCm_QA/4l0/fMSgZ5-GT0G9xsHSWDwDiA/h0/h001.KM8UP4vyDz-0BjNH5On=
U2yVpwI0TAs2P23cvBMYI7YM"><span class=3D"translation_missing" title=3D"tran=
slation missing: en.templates.posts.email.header.read_online">Read Online</=
span></a></p></td></tr><tr><td class=3D"dd" align=3D"center" valign=3D"top"=
 style=3D"padding:15px 0;"><table role=3D"none" width=3D"100%" border=3D"0"=
 cellspacing=3D"0" cellpadding=3D"0" align=3D"center"><tr><td align=3D"cent=
er" valign=3D"top"><h1 style=3D"text-align:left;font-family:'Trebuchet MS',=
'Lucida Grande',Tahoma,sans-serif;font-weight:Bold;font-size:32px;color:#2A=
2A2A;padding:2px 0;line-height:38px;"> Why Customer Interviews Miss the Big=
gest Opportunities </h1></td></tr></table></td></tr><tr><td align=3D"center=
" valign=3D"top" class=3D"dd"><table role=3D"none" width=3D"100%" border=3D=
"0" cellspacing=3D"0" cellpadding=3D"0" align=3D"center"><tr><td align=3D"l=
eft" valign=3D"middle" class=3D"mob-stack"><table role=3D"none" border=3D"0=
" cellspacing=3D"0" cellpadding=3D"0" align=3D"right" class=3D"social-mobil=
e"><tr><td align=3D"left" valign=3D"middle"><table role=3D"none" border=3D"=
0" cellspacing=3D"0" cellpadding=3D"0" align=3D"left" style=3D"width:100%">=
<tr><td align=3D"center" valign=3D"middle"><a href=3D"https://link.mail.bee=
hiiv.com/ss/c/u001.UY7-jEMcRLZ5W6M0bzLpmxH7-WTt-1gChtTcndEMyBoSwgSdDaOALV1M=
AeTHOBSUWCqEjdMxJtRDlZvsKnAu88fuP77Fa517iEnn6h_MBezQgMvxskx33SNQau56e_Jap9y=
xFivmbz-lyXZQQ_lj21f79A2y1NnI26XjPAIq7CbFqKb03_jDmxRR32dXHRptqesga3fViV3naF=
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v393xwmBwomSk9_0K5l4bB8-pRt1uBosXPVS51gwiqv2NFdstevRsx-FV1MVWb6S7YvuGO3BbTD=
XxVcPbcMzHOrf1pCmh9jIUcDeAqSSaDxB_etuWJJ7hSfxTtzVvjUpJReuUG0s4DClPT05xg/4l0=
/fMSgZ5-GT0G9xsHSWDwDiA/h1/h001.3fad8k9rjJuwQvp9KaSVzJspmpcvfqTxAVbjBjSxiHM=
" style=3D"text-decoration:none; display:block;"><table role=3D"none" borde=
r=3D"0" cellspacing=3D"0" cellpadding=3D"0" align=3D"center"><tr><td align=
=3D"center" valign=3D"middle" style=3D"border: 1px solid #E5E7EB; border-ra=
dius: 100%; width: 18px; height: 18px; padding: 8px;"><img style=3D"display=
:block; width:100%; height:100%; max-width:18px; max-height:18px; object-fi=
t: contain;" alt=3D"share on facebook" width=3D"18" border=3D"0" src=3D"htt=
ps://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,format=3Dauto,onerror=
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ble></a></td><td width=3D"8" style=3D"width:8px;">&nbsp;</td><td align=3D"c=
enter" valign=3D"middle"><a href=3D"https://link.mail.beehiiv.com/ss/c/u001=
.eT_HH9j2kUx6jXW0PHemwzOjQOpuqUKCn7LAbiCzlo1oxUN44u16xvalV9lCzdHNf-2oVWwF8n=
FIujoz8Z4ultPayspV7EV3WtW764jIYdEnzLs7DFB6GytzvbNipLAQjKlJ1dGoF20Ul2Ui21MeB=
BhxTK-jJHDowFHp3oPi-ellvhD_Wjo1hOIN1j2hPnS5FAq5u3YcEsFajj3p9zi-S4n5Za73vsLl=
MNq-e77gt2659S91WShY2oaiv2APyJgdPB08BiJZEoYieUfyI_s8jL_Qh0J-8cisJ2XQ4Um6QdK=
Iir5_A5eAwLwnMiDFMvSMXFW-SF-hbLRGFks28tbNH39Ueks0kgTYzj8E5Dg-iAJ7QKga8uJW5H=
gU7qNpdgjWw0PO4aTi79rLYArIJPDWKNbA4M_vHThOJe6h2ut_uLw/4l0/fMSgZ5-GT0G9xsHSW=
DwDiA/h2/h001.HH0cWnOzTAGDCqrFcgx7J8-4nMx1b138c5zBhF-S4mw" style=3D"text-de=
coration:none; display:block;"><table role=3D"none" border=3D"0" cellspacin=
g=3D"0" cellpadding=3D"0" align=3D"center"><tr><td align=3D"center" valign=
=3D"middle" style=3D"border: 1px solid #E5E7EB; border-radius: 100%; width:=
 18px; height: 18px; padding: 8px;"><img style=3D"display:block; width:100%=
; height:100%; max-width:18px; max-height:18px; object-fit: contain;" alt=
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//media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,format=3Dauto,onerror=3D=
redirect,quality=3D80/static_assets/header/x.png"/></td></tr></table></a></=
td><td width=3D"8" style=3D"width:8px;">&nbsp;</td><td align=3D"center" val=
ign=3D"middle"><a href=3D"https://link.mail.beehiiv.com/ss/c/u001.UY7-jEMcR=
LZ5W6M0bzLpm9U9S1JYcj8zH88ooT01vXOKGqw1BJYJi8XJOykB3s2LWl1rCZfKcz3DAnKFS5Ac=
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001.lVVZhtmIl1W2KiY_k7xoLGpZHz21Cwqz1Trw0rPY514" style=3D"text-decoration:n=
one; display:block;"><table role=3D"none" border=3D"0" cellspacing=3D"0" ce=
llpadding=3D"0" align=3D"center"><tr><td align=3D"center" valign=3D"middle"=
 style=3D"border: 1px solid #E5E7EB; border-radius: 100%; width: 18px; heig=
ht: 18px; padding: 8px;"><img style=3D"display:block; width:100%; height:10=
0%; max-width:18px; max-height:18px; object-fit: contain;" alt=3D"share on =
threads" width=3D"18" height=3D"18" border=3D"0" src=3D"https://media.beehi=
iv.com/cdn-cgi/image/fit=3Dscale-down,format=3Dauto,onerror=3Dredirect,qual=
ity=3D80/static_assets/header/threads.png"/></td></tr></table></a></td><td =
width=3D"8" style=3D"width:8px;">&nbsp;</td><td align=3D"center" valign=3D"=
middle"><a href=3D"https://link.mail.beehiiv.com/ss/c/u001.UY7-jEMcRLZ5W6M0=
bzLpm5Vsol3-4mO68bGpSvtYIyCFMPHZM3NHfCQCEvGpU3U82219i03ZXpcWbsDp4yL-p4wFphx=
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SusU7T8XapblDbyR3frp7qbSBT5HunMaOoWaV-HvIfr7hHB5EkW7T-v-J9cnHfGj4teNKp1pdwl=
nKLSpxZLnUMkJw_8KsId3rSiT7ap34OGCk5gZxI4CPCMcUaTXPbx77G_vnteL81u8qFBr4-i7vH=
LPyImzXbtnOiJu_8cZUfUd72oUNIDH8k00BY/4l0/fMSgZ5-GT0G9xsHSWDwDiA/h4/h001.EEF=
6HFei7kxcSItKGTHhv6hS5sn845JJta2hgDY4f5w" style=3D"text-decoration:none; di=
splay:block;"><table role=3D"none" border=3D"0" cellspacing=3D"0" cellpaddi=
ng=3D"0" align=3D"center"><tr><td align=3D"center" valign=3D"middle" style=
=3D"border: 1px solid #E5E7EB; border-radius: 100%; width: 18px; height: 18=
px; padding: 8px;"><img style=3D"display:block; width:100%; height:100%; ma=
x-width:18px; max-height:18px; object-fit: contain;" alt=3D"share on linked=
in" width=3D"18" height=3D"18" border=3D"0" src=3D"https://media.beehiiv.co=
m/cdn-cgi/image/fit=3Dscale-down,format=3Dauto,onerror=3Dredirect,quality=
=3D80/static_assets/header/linkedin.png"/></td></tr></table></a></td></tr><=
/table></td></tr></table></td></tr></table></td></tr><tr><td style=3D"line-=
height:0;"><div data-open-tracking=3D"true"> <img src=3D"https://link.mail.=
beehiiv.com/ss/o/u001.QDl44NxZBc1mRkS74rGpGQ/4l0/fMSgZ5-GT0G9xsHSWDwDiA/ho.=
gif" alt=3D"" width=3D"1" height=3D"1" border=3D"0" style=3D"height:1px !im=
portant;width:1px !important;border-width:0 !important;margin-top:0 !import=
ant;margin-bottom:0 !important;margin-right:0 !important;margin-left:0 !imp=
ortant;padding-top:0 !important;padding-bottom:0 !important;padding-right:0=
 !important;padding-left:0 !important;"/> </div></td></tr></table></div></t=
d></tr><tr id=3D"content-blocks"><td class=3D"email-card-body" align=3D"cen=
ter" valign=3D"top" style=3D"padding-bottom:15px;"><table role=3D"none" wid=
th=3D"100%" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" align=3D"cente=
r"><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align=
:left;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><spa=
n style=3D"color:rgb(44, 62, 80);">Hello Andrew, </span></p></td></tr><tr><=
td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;wo=
rd-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=
=3D"color:rgb(44, 62, 80);font-weight:700;"><b>Book update</b></span><span =
style=3D"color:rgb(44, 62, 80);">: we=E2=80=99re at 240 pre-orders, which i=
s a great number, but wouldn=E2=80=99t it be better if it was a nice round =
250? I need your help, the book launches on the 28th (Tuesday!) and if you=
=E2=80=99ve been on the fence about pre-ordering, now=E2=80=99s your last c=
hance to grab the pre-order bonuses that have taken me months to build. So =
here=E2=80=99s my final hard press.=C2=A0</span></p></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color=
:rgb(44, 62, 80);">This book will help you strengthen your product market f=
it, turn customer dev interviews into customers, and figure out how/when to=
 build yourself out of the sales role. My goal was to draw a line between T=
he Mom Test and Predictable Revenue. Isn=E2=80=99t that worth $20? </span><=
br><br><span style=3D"color:rgb(44, 62, 80);">We have a </span><a class=3D"=
link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.UY7-jEMcRLZ5W6M0bzLpm=
zKZu4CMZ-4VPqYNLlg6yrGxR2XQhddm9dZyX6mpnTOell2BYjET-Y8l9HDSfj1AJQh-u__Ozm5n=
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MLJl_1JyOhalKmp_E_pGGs7qlYgrWWKHdd72_HyBIt6I6j49f1UEW73KozhGd0l6r3VbRqtnUjb=
HU_ar7-xatwLYEUKG95xSuZgpqtVIahM2HgdE5qOfk/4l0/fMSgZ5-GT0G9xsHSWDwDiA/h5/h0=
01.TALDMLV43v1PG2MydtYbkn4IWS_-FDZY56lzYNHGZd0" target=3D"_blank" rel=3D"no=
opener noreferrer nofollow"><span>paper book</span></a><span style=3D"color=
:rgb(44, 62, 80);"> made with 100% real paper (I=E2=80=99m pretty sure), an=
 </span><a class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.U=
Y7-jEMcRLZ5W6M0bzLpm04vmmRSyVncMOcNJdp9zq24jH5xvvONI687q-9yl7yfhLqLmTmVQ1Wu=
-PQYhDSrzzFna1cMwzieQVvvwZw1JXBL5OtsxCyEtdbDWNT92QW3Kynrs1-eLglTHiCETyn-p8-=
zwb-FtxcdFLGuTC60RMbWH7h1BSpvu665i0NVr8SUsJRw2GqzRJFFfvRsjWw6pQGnA_1qDPM4Vu=
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7lfF7bpPRdM1Zy-ID0WONQwGS4cnNgivRhSYiTLXKqvuHDlCmaD8LRYOVj8SCY/4l0/fMSgZ5-G=
T0G9xsHSWDwDiA/h6/h001.E4eSW-P40ODLqkNSQ1xkFhDl-7SSpDY5XQwfEr7uCcY" target=
=3D"_blank" rel=3D"noopener noreferrer nofollow"><span>audiobook</span></a>=
<span style=3D"color:rgb(44, 62, 80);"> recorded by yours truly, and a </sp=
an><a class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.UY7-jE=
McRLZ5W6M0bzLpmzKZu4CMZ-4VPqYNLlg6yrGxR2XQhddm9dZyX6mpnTOell2BYjET-Y8l9HDSf=
j1AJTxWMnLq4Q6ppU6T14pTHiDkFI4EOvuFWV3LQNDY-dK9uJVIQnBPqRKCdXGj8K55WZj0y8fl=
TvUd8Pvp86TTHWirw57vIaDW2Ac9o1WQW4ynWPPHmv3ay5AlSUNrHvFdWc2NZLew51NGBm_Cd1b=
puzhnPP4BbJiSoKgngvg_xG11nNFvoZST94vTkrM_L5_FAFW3FqJEXMtoG66ronMTLrp7pLFcjp=
diuTlgDbQcgJEL_kmvEz91mzHQv2I7swyfzkUAEABeiWSA8yLAQRoLEdU/4l0/fMSgZ5-GT0G9x=
sHSWDwDiA/h7/h001.4RrZPd5Kof4k2Z36jDogqe-wFys6jJV9Rnssc9U4lVM" target=3D"_b=
lank" rel=3D"noopener noreferrer nofollow"><span>kindle version</span></a><=
span style=3D"color:rgb(44, 62, 80);"> made with 100% real electrons.=C2=A0=
</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0=
px 15px;text-align:left;word-break:break-word;"><p style=3D"mso-line-height=
-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">On top of that, you=E2=
=80=99ll get access to the 10 pre-order benefits I=E2=80=99ve built over th=
e last few months (screenshot at the end of the post).=C2=A0</span></p></td=
></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-al=
ign:left;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><=
span style=3D"color:rgb(44, 62, 80);">I&#39;ll be honest - I didn&#39;t exp=
ect the response to these bonuses. Founders have been telling me the VC Inv=
estor List alone is worth the price of pre-ordering. The Founder Sales Guid=
e has become the most downloaded resource (it&#39;s essentially my entire m=
ethodology in one place). And the Monthly Fireside Chats? Those are always =
a highlight of my month.=C2=A0</span></p></td></tr><tr><td class=3D"dd" ali=
gn=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word=
;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62=
, 80);">But here&#39;s the thing: these bonuses end when the book launches.=
 After that, you get the book. Period.</span></p></td></tr><tr><td class=3D=
"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:br=
eak-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rg=
b(44, 62, 80);">I&#39;m not doing this to be difficult - I&#39;m doing it b=
ecause the people who believe in the work before it&#39;s &quot;proven&quot=
; deserve something extra. You took a bet on me and this book when it was j=
ust an idea. These 10 resources are my way of saying thank you. </span></p>=
</td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;tex=
t-align:left;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%=
;"><span style=3D"color:rgb(44, 62, 80);">If you&#39;ve been on the fence, =
this is decision time. Lucy loved it and you will too.=C2=A0</span></p></td=
></tr><tr><td align=3D"center" valign=3D"top" style=3D"padding-bottom:20px;=
padding-left:15px;padding-right:15px;padding-top:20px; " class=3D"dd"><tabl=
e role=3D"none" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" style=3D"m=
argin:0 auto 0 auto;"><tr><td align=3D"center" valign=3D"top" style=3D"widt=
h:630px;"><img src=3D"https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-d=
own,format=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/3151fb=
8b-4133-49ed-bff2-490d70789fb5/CleanShot_2025-10-24_at_07.27.11.png?t=3D176=
1316044" alt=3D"" height=3D"auto" width=3D"630" style=3D"display:block;widt=
h:100%;" border=3D"0"/></td></tr></table></td></tr><tr><td class=3D"dd" ali=
gn=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word=
;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62=
, 80);">Source: </span><a class=3D"link" href=3D"https://link.mail.beehiiv.=
com/ss/c/u001.UY7-jEMcRLZ5W6M0bzLpm_UYSWVUzSM2v9uCXiCC1tqs1KE31ICdSH1xCmX8q=
zQXjGzQMOnokbQAsvyh5R-acty3LgyqHBc_rRtmSmEK4Nj5NQnCjgmR0lmgtMbKCL9sQeKJrfEO=
38MW9DJ1CEGlS_PSVrtH8LZyBejtEBgSTlXVp3Tk59zlggNFJ_VVvrRPJffnaVJnPw8ktpc_XEv=
FzkpztoAn1sNPCtYZavPDozUEG5qs77R5Kl2lIjOFs40MTTblFgGGQY9XafWAno2StOHaFmGqJH=
Y8e1fcL0vUt5PukXk4KUwv-dIxp5gTVdwCbgvNiWqIQ-qopcendEDwdaaO51LqbrwQwQXV9eKf0=
5xaFqOIizm5DsD4lXcXqi1cx5bJfsw1FRTLFhyqTudpbQ/4l0/fMSgZ5-GT0G9xsHSWDwDiA/h8=
/h001.oELeZ9IK8Yza1euqBIGrttBvULY0d5LAjLVCCCMhCLA" target=3D"_blank" rel=3D=
"noopener noreferrer nofollow"><span>Library Journal</span></a><span style=
=3D"color:rgb(44, 62, 80);"> (gated content)</span></p></td></tr><tr><td cl=
ass=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-br=
eak:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"co=
lor:rgb(44, 62, 80);"><i>Onto the email=E2=80=A6=C2=A0</i></span></p></td><=
/tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-alig=
n:left;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><sp=
an style=3D"color:rgb(44, 62, 80);">I can&#39;t spell HTML.</span></p></td>=
</tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-ali=
gn:left;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><s=
pan style=3D"color:rgb(44, 62, 80);">That&#39;s not self-deprecation - it&#=
39;s just true. I&#39;m not an engineer. But right now, I&#39;m elbow-deep =
in Windsurf, n8n workflows, MCP servers, and AI coding tools, building auto=
mations like my startup depends on it.</span></p></td></tr><tr><td class=3D=
"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:br=
eak-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rg=
b(44, 62, 80);">Because it does.</span></p></td></tr><tr><td class=3D"dd" a=
lign=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-wo=
rd;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, =
62, 80);">Every founder knows the playbook: interview customers, validate i=
deas, build what the market asks for. I followed it perfectly for CARB.IO. =
Talked to SDRs, managers, industry experts. Asked all the right questions.<=
/span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0p=
x 15px;text-align:left;word-break:break-word;"><p style=3D"mso-line-height-=
alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">Nobody - not a single p=
erson - mentioned the problem that became our entire competitive advantage.=
</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0=
px 15px;text-align:left;word-break:break-word;"><p style=3D"mso-line-height=
-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">I only found it becaus=
e I stopped asking and started doing the work myself.</span></p></td></tr><=
tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:lef=
t;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span st=
yle=3D"color:rgb(44, 62, 80);">And if you&#39;re a founder trying to avoid =
getting disrupted in the next 24 months, you probably need to do the same.<=
/span></p></td></tr><tr><td id=3D"the-pattern-i-keep-seeing" class=3D"dd" a=
lign=3D"left" valign=3D"top" style=3D"color:#2A2A2A;font-weight:normal;padd=
ing:0px 15px;text-align:left;"><h2 style=3D"color:#2A2A2A;font-weight:norma=
l;mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);font-we=
ight:700;"><b>The Pattern I Keep Seeing</b></span></h2></td></tr><tr><td cl=
ass=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-br=
eak:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"co=
lor:rgb(44, 62, 80);">Here&#39;s what happened when I started CARB.IO. I di=
dn&#39;t start as the CEO with a vision deck. I started as an IC doing manu=
al outbound work, trying to figure out how the hell to get meetings booked.=
</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0=
px 15px;text-align:left;word-break:break-word;"><p style=3D"mso-line-height=
-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">I got into manual mode=
 because there weren&#39;t any tools available that could serve the process=
. And I had just burned my engineers out building a CRM that nobody wanted,=
 so I couldn&#39;t ask them to build anything else. I could feel something =
interesting but I still spent a good year using manual tools, figuring thin=
gs out, trying to see where the gaps were.</span></p></td></tr><tr><td clas=
s=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-brea=
k:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"colo=
r:rgb(44, 62, 80);">Taking on the process myself helped me see that cold em=
ail would evolve into tools to help you send more emails. But here&#39;s wh=
at my non-DIY competitors (who have done much better than I have) missed: S=
DRs would need help managing the conversation after someone replies (not ju=
st sending a ton of emails).</span></p></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, =
80);">This is one of the reasons CARB did so well. Managers and users loved=
 that we were solving two problems: sending emails AND what happens after a=
 prospect replies. Our bigger, better-funded competitors were just helping =
companies blast tons of email.</span></p></td></tr><tr><td class=3D"dd" ali=
gn=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word=
;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62=
, 80);">Our insight into post-reply being critical shaped the product and i=
s one of the reasons we grew so fast. (We eventually failed for technical p=
rioritization reasons that I&#39;ve </span><span style=3D"color:rgb(44, 62,=
 80);"><a class=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.r7=
o6LfRLXwQ-3g4cvdmKtd8SJB4D4z2stBRrWAMoYsjjrvILpR_ErLhJgkf1U6h4HNZK1DiP9FgGO=
Hv-VVDmaRJF1GTgWyBPNYYUHeXusnJzlbRPVpUtJ7-Us7m_lluDsD8gXMCwaWJgFx5Re3PEDfOf=
_hOrlbaoRIjtUIpPHqldLH8hEjxW8BpRXZkoAtK6jIW4d0MNr2lPAHAjtB1wIg7a5lZ8eQ-yZXD=
tJgO-66Nz2naOAHqcHKyK8W_A0aLs_phDP9HLgLdA4L8MfXGPIR-ufvkOslk1FT1rZeJNW2PGj-=
6JrYfteYJoAWjCiCS9VoS53GaKpbgTcAz5hZrmgdkeo3cbbmNLJdFqYejAIdTVyt3GsYSqPe_Jb=
Qbqy2pxy_xgeCcZFdU6B_glW78QUs60-bMGUH-esiKgTb-9sjFXHDJe0OyuhbYtbjoUTUZll2vd=
31W1gjXtRyOMs40sbaA9esYVAWFONcY4r6yhIJW-s8gZc245u9DlZqIU0YAJPU-lOwxaWtiZk6n=
oXKu087jDsw94W7J1yyt38GEL0WuDqG50DvPnsZB2Ua-_WPrZqL4y6YQhhVwRDg8SVfYfYH3Qrq=
zGUIcWvRlI6neC1Wd9moxbBuUxIsHjaKNrKbCzxK6tk92BSv2XVMKlwJ7fszaXodCfC90uonsOL=
-5rsBL9G2QOExELM45xjeueg8ltNiYzQfQYXJHmccjsdPBqh9wisPM8dqBCH99ETnqOlsjcLUVC=
Gd27GdcfiARB-ypzrZI7Pft-EXM7J5VYjpNAvEPLVyP889Yl9_nRUL6ObxzMj-DBUafuY_mfb6f=
0M4gGRTGBUOZB65JWofT-ugkTe96mOyP9n-18Hr5Gb7gSaDs/4l0/fMSgZ5-GT0G9xsHSWDwDiA=
/h9/h001.2Y1fj3Pz_STkRmDMyCbplecnrrziJ-fK5mMVvmbNg_A" target=3D"_blank" rel=
=3D"noopener noreferrer nofollow"><span>documented</span></a></span><span s=
tyle=3D"color:rgb(44, 62, 80);"> well were my fault, but that&#39;s another=
 story.)</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"p=
adding:0px 15px;text-align:left;word-break:break-word;"><p style=3D"mso-lin=
e-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">Here&#39;s the=
 key thing: I&#39;m confident I wouldn&#39;t have seen this without doing i=
t manually.</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=
=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p style=3D"ms=
o-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">The post-=
reply problem came up in literally none of the customer development intervi=
ews. I interviewed SDRs, managers, experts in the space. Nobody &quot;saw&q=
uot; this problem.</span></p></td></tr><tr><td class=3D"dd" align=3D"left" =
style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p style=
=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">But=
 I did. Because I was on the tools, doing the work of today, and thinking a=
bout what the knock-on effects would be.</span></p></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color=
:rgb(44, 62, 80);">If you&#39;re sending a ton of email and getting a ton o=
f replies, the knock-on effect is that people are going to forget to follow=
 up on some of those emails. I saw it because, despite my beautiful Gmail l=
abels-based sales dev process, our team (myself included) were still lettin=
g things slip through the cracks.</span></p></td></tr><tr><td class=3D"dd" =
align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-w=
ord;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44,=
 62, 80);">Every single time I&#39;ve followed this pattern (going back to =
IC work, getting hands-on with the bleeding edge) I&#39;ve found something =
interesting to start.</span></p></td></tr><tr><td class=3D"dd" align=3D"lef=
t" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p sty=
le=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">S=
o when I started feeling that itch again recently, I didn&#39;t ignore it. =
I went back in.</span></p></td></tr><tr><td id=3D"the-shift-nobodys-talking=
-about" class=3D"dd" align=3D"left" valign=3D"top" style=3D"color:#2A2A2A;f=
ont-weight:normal;padding:0px 15px;text-align:left;"><h2 style=3D"color:#2A=
2A2A;font-weight:normal;mso-line-height-alt:150.0%;"><span style=3D"color:r=
gb(44, 62, 80);font-weight:700;"><b>The Shift Nobody&#39;s Talking About</b=
></span></h2></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding=
:0px 15px;text-align:left;word-break:break-word;"><p style=3D"mso-line-heig=
ht-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">Ten years ago, there=
 was a massive efficiency unlock happening. People were moving from manual =
spreadsheets and paper processes to basic software. Being able to click aro=
und in a CRM instead of managing a filing cabinet? Revolutionary.</span></p=
></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;te=
xt-align:left;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0=
%;"><span style=3D"color:rgb(44, 62, 80);">That benefit isn&#39;t novel any=
more.</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padd=
ing:0px 15px;text-align:left;word-break:break-word;"><p style=3D"mso-line-h=
eight-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">In fact, clicking=
 around in software is starting to feel... annoying. I noticed it in my own=
 workflow. After a sales call, I&#39;d go to send my client a recap. I&#39;=
d copy the transcript, paste it into ChatGPT (even though I have a GPT proj=
ect set up for this), wait for it to format, then copy it back out.</span><=
/p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;=
text-align:left;word-break:break-word;"><p style=3D"mso-line-height-alt:150=
.0%;"><span style=3D"color:rgb(44, 62, 80);">And I thought: I don&#39;t wan=
t to do this annoying work.</span></p></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, =
80);">That friction - that &quot;I don&#39;t want to do this&quot; feeling =
- is the signal.</span></p></td></tr><tr><td class=3D"dd" align=3D"left" st=
yle=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p style=3D=
"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">Becaus=
e here&#39;s what I&#39;m seeing: People are going to expect AI agents to d=
o the work for them. Not help them click faster. Not organize their clicks =
better. Actually do the work.</span></p></td></tr><tr><td class=3D"dd" alig=
n=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;=
"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62,=
 80);">The question isn&#39;t whether this shift is coming. It&#39;s whethe=
r you&#39;re positioned to build for it or get disrupted by it.</span></p><=
/td></tr><tr><td id=3D"living-in-tomorrow" class=3D"dd" align=3D"left" vali=
gn=3D"top" style=3D"color:#2A2A2A;font-weight:normal;padding:0px 15px;text-=
align:left;"><h2 style=3D"color:#2A2A2A;font-weight:normal;mso-line-height-=
alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);font-weight:700;"><b>Livi=
ng in Tomorrow</b></span></h2></td></tr><tr><td class=3D"dd" align=3D"left"=
 style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p style=
=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">Rig=
ht now, I&#39;m using AI coding tools to build agent workflows in n8n. I=
9;m automating call recaps. I&#39;m building sales agents that update next =
actions. I&#39;m training these systems to handle the work I used to do man=
ually.</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"pad=
ding:0px 15px;text-align:left;word-break:break-word;"><p style=3D"mso-line-=
height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">But here&#39;s w=
here it gets interesting.</span></p></td></tr><tr><td class=3D"dd" align=3D=
"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p=
 style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80)=
;">Step one is using an AI prompt to generate the to-do list. But if I can =
get that prompt to extract the work clearly enough, then when computer use =
agents get good enough (and they&#39;re getting close), I&#39;ll be able to=
 use my weekly call to program the work.</span></p></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color=
:rgb(44, 62, 80);">Think about that. Not &quot;take notes about the work.&q=
uot; Not &quot;create tickets for the work.&quot; Actually describe what ne=
eds to happen and have agents build it.</span></p></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color=
:rgb(44, 62, 80);">This isn&#39;t science fiction. This is 12-18 months awa=
y.</span></p></td></tr><tr><td id=3D"building-for-the-knock-on-effects" cla=
ss=3D"dd" align=3D"left" valign=3D"top" style=3D"color:#2A2A2A;font-weight:=
normal;padding:0px 15px;text-align:left;"><h2 style=3D"color:#2A2A2A;font-w=
eight:normal;mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, =
80);font-weight:700;"><b>Building for the Knock-On Effects</b></span></h2><=
/td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text=
-align:left;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;=
"><span style=3D"color:rgb(44, 62, 80);">Here&#39;s the framework that&#39;=
s working for me:</span></p></td></tr><tr><td class=3D"dd" align=3D"left" s=
tyle=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p style=
=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">Sta=
rt with a change happening today. AI agents are getting exponentially bette=
r at understanding and executing complex workflows.</span></p></td></tr><tr=
><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;=
word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span styl=
e=3D"color:rgb(44, 62, 80);">Think about the secondary and tertiary effects=
:</span></p></td></tr><tr><td style=3D"padding-bottom:12px;padding-left:37p=
x;padding-right:27px;padding-top:12px;" class=3D"ee"><div style=3D"margin-l=
eft:0px;" class=3D"edm_outlooklist"><ul style=3D"font-weight:normal;list-st=
yle-type:disc;margin-bottom:12px !important;margin-top:12px !important;padd=
ing:0px 0px 0px 0px;"><li class=3D"listItem ultext"><p style=3D"mso-line-he=
ight-alt:150.0%;padding:0px;text-align:left;word-break:break-word;"><span s=
tyle=3D"color:rgb(44, 62, 80);">How will consumer expectations shift? (They=
&#39;ll expect instant onboarding, zero manual setup)</span></p></li><li cl=
ass=3D"listItem ultext"><p style=3D"mso-line-height-alt:150.0%;padding:0px;=
text-align:left;word-break:break-word;"><span style=3D"color:rgb(44, 62, 80=
);">How will business expectations evolve? (They&#39;ll expect your system =
to import their existing setup automatically)</span></p></li><li class=3D"l=
istItem ultext"><p style=3D"mso-line-height-alt:150.0%;padding:0px;text-ali=
gn:left;word-break:break-word;"><span style=3D"color:rgb(44, 62, 80);">What=
 will become the new normal? (&quot;Why can&#39;t your tool just clone my c=
urrent workflow?&quot;)</span></p></li></ul></div></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color=
:rgb(44, 62, 80);">This paints a version of the future for yourself.</span>=
</p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px=
;text-align:left;word-break:break-word;"><p style=3D"mso-line-height-alt:15=
0.0%;"><span style=3D"color:rgb(44, 62, 80);">Then ask: &quot;If all these =
are true, what gaps will be created in my market that I&#39;m well position=
ed or excited to solve?&quot;</span></p></td></tr><tr><td class=3D"dd" alig=
n=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;=
"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62,=
 80);">For me, that gap is building tools that leverage AI agents to elimin=
ate manual work. More coming on this in a later email=E2=80=A6</span></p></=
td></tr><tr><td id=3D"the-climber-mindset" class=3D"dd" align=3D"left" vali=
gn=3D"top" style=3D"color:#2A2A2A;font-weight:normal;padding:0px 15px;text-=
align:left;"><h2 style=3D"color:#2A2A2A;font-weight:normal;mso-line-height-=
alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);font-weight:700;"><b>The =
Climber Mindset</b></span></h2></td></tr><tr><td class=3D"dd" align=3D"left=
" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p styl=
e=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">I =
was listening to Chapter 4 of Dirtbag Billionaire recently, and something c=
licked. The author talked about not being a planner but being a climber - s=
eeing the next wall and working out the right path as you go.</span></p></t=
d></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-a=
lign:left;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;">=
<span style=3D"color:rgb(44, 62, 80);">You can&#39;t plan for a future you =
haven&#39;t experienced. You have to climb into it and feel your way forwar=
d.</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding=
:0px 15px;text-align:left;word-break:break-word;"><p style=3D"mso-line-heig=
ht-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">That&#39;s what goin=
g back to IC work gives you. You can&#39;t strategize your way into underst=
anding AI agents. You have to use them. Break them. Train them. Watch them =
fail and figure out why.</span></p></td></tr><tr><td class=3D"dd" align=3D"=
left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p =
style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);=
">Then you extrapolate forward: If agents can do this now, what becomes pos=
sible in six months? In a year? What problems will exist in that world?</sp=
an></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 1=
5px;text-align:left;word-break:break-word;"><p style=3D"mso-line-height-alt=
:150.0%;"><span style=3D"color:rgb(44, 62, 80);">And you start building for=
 those conditions today.</span></p></td></tr><tr><td id=3D"the-work" class=
=3D"dd" align=3D"left" valign=3D"top" style=3D"color:#2A2A2A;font-weight:no=
rmal;padding:0px 15px;text-align:left;"><h2 style=3D"color:#2A2A2A;font-wei=
ght:normal;mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80=
);font-weight:700;"><b>The Work</b></span></h2></td></tr><tr><td class=3D"d=
d" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:brea=
k-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(=
44, 62, 80);">So here&#39;s what I&#39;m actually doing:</span></p></td></t=
r><tr><td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:=
left;word-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span=
 style=3D"color:rgb(44, 62, 80);">I&#39;m spending time every week building=
 with Windsurf, n8n, and AI coding tools. I&#39;m automating my own workflo=
ws. I&#39;m training agents to handle the annoying work I don&#39;t want to=
 do anymore.</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=
=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p style=3D"ms=
o-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">And I&#39=
;m documenting the journey - not because it&#39;s sexy content, but because=
 the act of building is giving me the insights I need to see what&#39;s com=
ing next.</span></p></td></tr><tr><td class=3D"dd" align=3D"left" style=3D"=
padding:0px 15px;text-align:left;word-break:break-word;"><p style=3D"mso-li=
ne-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);">You have to l=
ive in tomorrow to build for tomorrow.</span></p></td></tr><tr><td class=3D=
"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:br=
eak-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rg=
b(44, 62, 80);">What version of the future are you building for? Hit reply =
and let me know - I read every response. </span></p></td></tr><tr><td class=
=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;word-break=
:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color=
:rgb(44, 62, 80);">Collin </span></p></td></tr><tr><td class=3D"dd" align=
=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word;"=
><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, =
80);">PS - if you thought I wasn=E2=80=99t going to ask you to buy the book=
 one more time, you were wrong</span>. </p></td></tr><tr><td class=3D"dd" a=
lign=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-wo=
rd;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, =
62, 80);">I am once again asking for=E2=80=A6 you to stop overthinking this=
 and just pre-order the book. </span></p></td></tr><tr><td class=3D"dd" ali=
gn=3D"left" style=3D"padding:0px 15px;text-align:left;word-break:break-word=
;"><p style=3D"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62=
, 80);">Please. </span></p></td></tr><tr><td class=3D"dd" align=3D"left" st=
yle=3D"padding:0px 15px;text-align:left;word-break:break-word;"><p style=3D=
"mso-line-height-alt:150.0%;"><span style=3D"color:rgb(44, 62, 80);"><a cla=
ss=3D"link" href=3D"https://link.mail.beehiiv.com/ss/c/u001.UY7-jEMcRLZ5W6M=
0bzLpmzKZu4CMZ-4VPqYNLlg6yrGxR2XQhddm9dZyX6mpnTOell2BYjET-Y8l9HDSfj1AJQh-u_=
_Ozm5nzjGP54xQkGt8BkBwNf31D79F3CPl6rqE0csmgiDjAQi8JfWYU1YHq8qLIL3rukeIoNRtP=
c66neihCiQ-9xchQDhpEmGm0BdyFg1kVTvEDUOwOymK-8vfxeTQ5bhUUxlChqPETVKY_7EI0W9y=
tsPpjPMLJl_1JyOhalKmp_E_pGGs7qlYgrWWKDuxDk6_NOVZqapd-7pvOLLgRuLxmkIGWcGxv26=
4zBGrRtGjoyPesuydAHlURBHUE9Dmjxk_At3sJEoIx65NRYE/4l0/fMSgZ5-GT0G9xsHSWDwDiA=
/h10/h001.ca3lpyFoyfB9Eq3_1MPAPp1kFHiRpKaXMzPBTfvAiOI" target=3D"_blank" re=
l=3D"noopener noreferrer nofollow"><span>Here=E2=80=99s the link</span></a>=
</span><span style=3D"color:rgb(44, 62, 80);">. </span></p></td></tr><tr><t=
d class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;wor=
d-break:break-word;"><p style=3D"mso-line-height-alt:150.0%;"><span style=
=3D"color:rgb(44, 62, 80);">PPS - as promised - here=E2=80=99s a screenshot=
 of the whole pre-order benefits list: </span></p></td></tr><tr><td align=
=3D"center" valign=3D"top" style=3D"padding-bottom:20px;padding-left:15px;p=
adding-right:15px;padding-top:20px; " class=3D"dd"><table role=3D"none" bor=
der=3D"0" cellspacing=3D"0" cellpadding=3D"0" style=3D"margin:0 auto 0 auto=
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030d97313ab1/CleanShot_2025-10-24_at_07.36.01.png?t=3D1761316579" alt=3D"" =
height=3D"auto" width=3D"630" style=3D"display:block;width:100%;" border=3D=
"0"/></td></tr></table></td></tr></table></td></tr></table></td></tr><tr><t=
d align=3D"center" valign=3D"top"><table role=3D"none" width=3D"100%" borde=
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</table></td></tr><tr><td height=3D"10" style=3D"line-height:1px;font-size:=
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