EP 550 The Anti-AI AI Business | Online Entrepreneurship Without the Hype

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You are about to discover how a
34-year-old former marketing manager

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in Portland built what I'm going to
call the invisible B2B prompt agency

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model and made $47,000 in her first six
months by selling something her clients

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didn't even know that they were buying.

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She never once mentioned artificial
intelligence or ChatGPT or AI.

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She never used the word prompt.

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She didn't even describe
herself as an AI consultant.

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What she did was reframe an entire
invisible s- service into something

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enterprises were already desperate
to pay for, and she's not alone.

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Right now, there are

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200 people doing this same thing,
and most of them are invisible to

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you because they don't operate in
the AI space that you think they do.

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The Dark Horse Entrepreneur Podcast.

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What is up?

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What is up?

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What the hell is up, my Dark
Horse friends and family?

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Welcome back to another episode of
the Dark Horse Entrepreneur AI Escape

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Plan, where we break free from the
grind, we share some AI-powered tips

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and some side hustle strategies,
all designed to support my amazing

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parents out there that are chasing
freedom like modern-day trailblazers.

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And if you know someone that dreams
of ditching the grind but still makes

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time for those bedtime stories, go
ahead and forward this episode to them.

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The gap between your current reality and
where you want to be isn't closing because

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you're selling the wrong thing to the
wrong people using the wrong language.

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Most people are trying to monetize
AI by competing in the bloodbath

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with the freelancers on Fiverr and
undercutting each other at $50 per

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project, and, you know, you-- Let's
be honest, the using price as a

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mechanism is a race to the bottom.

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Many of them are out there
building GPT wrappers, and we

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talked about in the last episode.

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They're creating, quote-unquote,
"AI tools," and they're

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stuck in 2024 thinking.

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But the real money, the kind that
comes with retainers, not as one-off

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projects, this real money exists
in a completely different market.

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It exists where enterprises have
problems that are so persistent and so

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expensive and so visible on their balance
sheets that they're willing to pay

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five figures a month without flinching.

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Yeah.

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Yeah.

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Right.

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I have your attention now.

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Yeah.

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See, here's what most
people don't understand.

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Enterprises don't buy AI.

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They never have.

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They buy outcomes.

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Specifically, they buy time,
accuracy, and consistency.

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They, they buy the ability to scale
human work without hiring more humans.

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A Fortune 500 company doesn't care
if you're using ChatGPT four or

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five or whatever from OpenAI, Claude
from Anthropic, or a Rube Goldberg

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machine powered by sentient hamsters.

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They don't care.

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They care about one thing: Does
it solve our bleeding problem?

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And does it integrate
with what we already have?

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Now, this is where the
invisible model lives.

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You're selling enterprise workflow
automation, you're selling operational

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efficiency, and you're selling,
quote-unquote, "custom API integrations"

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that connect using existing tools,
tools that are already out there.

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Think things like Zapier, Make.com, or
direct API calls into their Salesforce

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or HubSpot CRM in ways that saves their
teams 15, 20, sometimes 30 hours per week.

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The fact that the engine running
underneath is a carefully

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architected prompt workflow is
completely irrelevant to them.

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They don't care.

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It's invisible.

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It's infrastructure, and they will pay
you handsomely for it because they've

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already tried just about everything else.

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Now, let me mis-- let me be specific here
on how this works, because specificity

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is where most side hustlers stumble
and bumble and fall and faceplant.

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Your client is going to be a
mid-market SaaS company They'll

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have, I don't know, 80 employees.

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Their customer support team works
about 60 hours per week writing

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personalized email responses, right?

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Not copying and pasting templates,
actually writing the responses.

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This is because their product is complex,
their customers are sophisticated,

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and a template-based response is
gonna tank their net promoter score.

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The team is burning out.

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The manager has requested a new
hire, and it's been denied twice.

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The budget exists, not for hiring, but
for tools and operational improvement.

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And this is where you step in.

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This is where you enter from stage left.

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You don't call yourself
an AI prompt engineer.

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You don't say you're going to leverage
Ge- GPT to automate e- email responses.

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You say something like this: "I
specialize in custom workflow automation.

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I'll build

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a system that ingests your customer
support tickets, uses retrieval-augmented

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generation to understand the context
of your product from your internal

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documentation, and generates first
draft responses that your team

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can then review and send in 30
seconds instead of 10 minutes.

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You'll cut response time by 80%,
you'll reduce cognitive load on

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your team, and this will measurably
improve your CSAT scores."

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You see what happened there?

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Did you, did you hear that?

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G- go ahead and hit that re- rewind
button there about 30 seconds or

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so and re-listen to that, 'cause
you need to see what happened.

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You just described a prompt workflow
without ever mentioning prompts.

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You spoke all in outcome language.

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You tied it to metrics they actually
track and give a damn about.

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You made it visible and material.

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And notice, net promoter score and CSAT.

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They aren't just buzzwords,
they're the exact KPIs that SaaS

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operators are actually tracking
in their RevOps dashboards.

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When you speak their language before
they have to teach it to you, that

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is a sale just about half closed.

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The second layer of this model
is that you're not selling

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projects, you're selling retainers.

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This is the invisible part that
makes the entire model profitable

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After you build the initial workflow,
you don't just poof, disappear.

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Your role becomes workflow
optimization specialist or automation

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consultant, titles that sound
institutional, not like a freelancer.

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You charge, I don't know, 2,500
bucks to 5,000 bucks per month to

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continuously improve their workflows.

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You monitor performance.

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You fine-tune the system based
on new types of tickets that

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tend to emerge over time.

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You handle version updates when
the underlying AI models change.

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You add new automations as their business
evolves, as their product evolves.

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The monthly recurring revenue, your MRR,
is what separates this model from every

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other AI side hustle that's out there.

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For the enterprise, this is a steal.

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They're getting what amounts to a
part-time specialist without salary,

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without benefits, and without overhead.

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One client on a $3,000, uh,
monthly retainer is $36,000 per

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year of monthly recurring revenue.

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Three clients is six figures.

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Five clients and you're in the 200K range.

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This is why a 34-year-old in
Portland stopped looking for

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clients after six months.

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She had landed two enterprise retainers
and was very selective about her capacity.

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But here's the catch, and this is
where the floor is gonna drop out.

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The enterprises that you're targeting,
they're not gonna find you on Twitter.

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They're not gonna see your YouTube
video ads about AI side hustles.

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They find you because
you appear institutional.

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They find you because you've strategically
positioned yourself in the spaces where

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their decision-makers already exist.

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This means LinkedIn presence, but not the
entrepreneur, he says with air quotes.

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It means belonging to
industry associations.

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It means being quoted in
industry publications.

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It means having a website that
looks like a boutique consulting

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firm, not a freelancer's portfolio.

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And increasingly, it means being
able to check boxes that enterprise

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procurement teams require, things like
SO2 compliance, documented data handling

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practices, and then enterprise-grade
security standards, right?

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The last point is often the deciding
factor when the, the company's legal

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team steps in to get involved, and
when you're not prepared for that

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conversation, well, that deal is
going to die right there on the vine.

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This requires front-loading work
that doesn't immediately pay.

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You need to build credibility
first so that you can monetize it.

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You know what stops most people
from building something online?

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Not talent, not ideas, not even money.

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It's friction.

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Seriously.

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You've got an idea for a business, a
side hustle, maybe a service you wanna

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offer, and suddenly you've got 14 tabs
open asking, "Which website builder?

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Which domain?

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Do I need email?

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Hosting?

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Why does this suddenly feel like I'm
assembling IKEA furniture without

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instructions?" Three hours later, still
no website, still thinking about it.

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That's why I like Hostinger.

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Hostinger makes getting started
ridiculously easier because everything

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lives in one place: your website,
domain, email, the whole deal.

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And this part is wild.

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The AI actually helps build the first
version of your website for you.

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You literally describe what
you want, and boom, you're not

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staring at a blank screen anymore.

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Look, if you've been sitting on an idea,
stop letting setup friction beat you.

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Go to hostinger.com/darkhorse20 and
use code darkhorse20 for 20% off.

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That's hostinger.com/darkhorse20.

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Build the thing.

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Stop overthinking the thing.

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The Dark Horse Entrepreneur Podcast.

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Most side hustlers, they're gonna
skip this step because they want

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the money now, and I get that.

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They are gonna go out there, and
they're gonna build a Fiverr profile,

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and they're gonna start building.

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They're gonna go on
Upwork and start building.

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But the invisible model requires you
to be patient, to be strategic because

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you're building a consulting brand.

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You're not a freelance gig account.

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The genuinely shareable
mechanism here, I think, is this.

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Enterprises have a workflow
optimization bucket that sits

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separately from the hiring bucket
on the spreadsheets, and they also

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have a software purchasing bucket.

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This bucket is almost always
underspent because it's hard

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to know what to spend on it.

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They don't have all their
projects predefined.

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Most of them don't.

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But once you show them what's possible,
once you demonstrate that you can

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quantifiably reduce hours on a specific
repetitive process, they'll spend

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this budget probably aggressively.

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And at this point, you're not
competing with all the other

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AI consultants out there.

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You're competing with the alternative
of hiring another employee, and

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hiring almost means losses because
of the time to productivity ratio,

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the cost benefits, and the long-term
salary commitment that comes with it.

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Now, the uncomfortable truth that
no one wants to talk about is this.

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The enterprises that are easiest to sell
right now are the ones who already have

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significant AI skepticism internally.

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Hear me out on this.

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They're the companies where the marketing
is hyping AI, but the operations

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team doesn't quite trust it yet.

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There's, there's a,
there's a tension there.

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There's resistance.

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They need proof that it works
within their specific context

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before they're gonna go all in.

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This, my friend, is your entry point.

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You come in as a, a translator,
the person who understands both the

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potential and the legitimate concerns.

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You deliver a small scoped workflow
automation as proof of concept.

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It works, and then it hits your metrics.

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Suddenly, the operation team becomes your
best advocate because you've solved the

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problem without making them feel like
they're being replaced by a machine.

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And then here's where the moral
compass can get a little tricky.

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You're building systems that will
eventually eliminate some of those jobs.

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Not immediately, not obviously, but over
time, as the workflows improve and you add

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more automations and more integrations,
the need for certain roles will diminish.

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You might be facilitating the very
displacement that triggered your

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client's resistance in the first place.

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You're not being deceptive about it.

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The outcome is real, and it's
valuable for the company.

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But you're aware of something your
client might not fully want to come to

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grips with, might not fully reckon with.

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You're building the infrastructure
for efficiency that will eventually

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mean Fewer people need to do the work.

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The enterprise realizes this as,
"We'll redeploy the team onto higher

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value work." Sometimes they do,
let's be honest, which is awesome.

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Sometimes they just reduce the
headcount and let the efficiency

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drop straight to their bottom line.

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This doesn't change your business model.

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It doesn't make the value you're
providing any less real to the company.

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But it does mean you're building something
that has consequences you can't fully

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control once it's deployed, and this is
the invisible part that no one talks about

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when they're promoting AI side hustles.

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You're not just automating work, you're
participating in workforce transformation.

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The fact that you're framing
it as workflow optimization

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doesn't change that reality.

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It just makes it invisible to
yourself and to your clients, okay?

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So where does this leave you?

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If you're motivated by income, if you
want to build something that pays well

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and scales predictably, this model works.

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If you're motivated by impact,
impact means I help humans, then

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you need to be honest about what
impact means in this context.

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It might mean helping a company operate
more efficiently, which has real value.

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It might also mean that that person who
is spending 60 hours per week on email

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responses gets let go six months from now.

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Both things can be true simultaneously.

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The model is invisible because
nobody talks about this part.

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The marketing emphasizes the
upside for the enterprise.

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The side hustle narrative emphasizes
the upside for you, but there's a human

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cost distributed a- across people whose
jobs are being made more efficient.

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You can build this business.

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You absolutely can.

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The economics work.

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The market is real.

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The enterprises are out there
waiting for someone just like you.

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Just don't pretend it's
going to be costless, okay?

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The invisible business isn't vis--
invisible because of the technology.

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It's invisible because many of
us just choose not to see it.

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And, and if you're ready to break free
from the freelancer trap and build a real

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consulting business that works around
your family's schedule, go ahead and jump

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over onto the AI Escape Plan newsletter.

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It can be your roadmap.

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It's designed specifically for my, uh,
burgeoning entrepreneurs, my parent

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entrepreneurs who are ready to break
free from the nine-to-five grind.

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Each issue delivers practical
AI-powered strategies to start, grow,

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and streamline your side hustle, all
designed to protect your family time

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while still boosting your income.

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You could call it your roadmap
to more money, more freedom,

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and more of what truly matters.

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Speaking of matters, why
does this matter, Tracy?

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Why are you even spending
time on this episode?

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Well, we're living through the biggest
transformation of how work gets

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done, I've mentioned this a f- quite
a few times, since the Industrial

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Revolution, or maybe since the
internet even became available to us.

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But most people are approaching it
like Consumers of AI tools rather

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than the architects of AI solutions.

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The invisible B2B model represents
a fundamental shift from selling

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technology to selling transformation.

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What bigger paradigm
could this be a part of?

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I think in many ways, this
is about the rebalancing of

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enterprise level capabilities.

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For the first time in history, a parent
like you or any, any entrepreneur working

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from their kitchen table can deliver
solutions that previously required teams

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of specialists with millions of dollars
of infr- infrastructure behind them.

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The companies that win in the
next few years to decade won't

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be the ones with the best AI.

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They're gonna be the ones who can
bridge the gap between AI capability

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and business needs the most effectively.

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The future belongs to those who
can make powerful technology

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invisible by focusing relentlessly
on the problem that it solves.

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So all that said, here's your
Whisker wisdom for this week.

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The most profitable businesses are built
on problems so obvious that everyone

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sees them, but solutions that are so
elegant that they almost seem invisible.

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So here's your specific
action for this week.

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Identify one business process that
you encounter pretty regularly,

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whether it's in your current
job, a company you know about, or

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even around household management.

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Something that takes more than
five hours per week and involves

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a repetitive decision-making
process, a repetitive task.

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Don't try to think about
an AI solution yet.

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Just document the process step by step.

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Time how long each step takes.

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Note where the delays tend to happen.

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Note where the errors tend to happen.

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That documentation is going to become
your first process audit, and it's

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exactly what enterprises out there
will pay you thousands of dollars

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to create within their business.

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Look, the 34-year-old from Portland didn't
set out to build an invisible business.

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She just focused on solving real
problems for real companies using

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the best tools that she could find.

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The fact that those tools happened
to be AI was really irrelevant to

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00:16:27,014 --> 00:16:30,396
her clients, and that's exactly why
they paid her some premium rates.

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While everyone else is fighting over
scraps in the AI consultant space,

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you could be building something that
enterprises truly want, results that

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they can measure, problems that they can
solve, and efficiency that they can bank.

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The invisible advantage is real.

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The market, I think it's wide open, and
your family's freedom is waiting just

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00:16:48,901 --> 00:16:50,918
on the other side of you taking action.

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Think successfully and take action.

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00:16:53,874 --> 00:16:56,054
Hey, my Dark Horse entrepreneurs,
thanks for investing your

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00:16:56,054 --> 00:16:57,294
precious time with us today.

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00:16:57,364 --> 00:17:00,404
I know that between soccer practice
and bedtime stories, every single

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00:17:00,414 --> 00:17:03,624
minute counts, and that's exactly
why I created the Dark Horse Insider,

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00:17:03,634 --> 00:17:07,724
your weekly dose of digital marketing
strategies, all designed specifically

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00:17:07,724 --> 00:17:11,464
for my busy entrepreneurs, especially
my busy parent entrepreneurs.

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00:17:11,584 --> 00:17:15,004
If you're ready to turn those small
pockets of time into profitable momentum,

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00:17:15,174 --> 00:17:17,764
head on over to darkhorseinsider.com,

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00:17:18,794 --> 00:17:19,794
darkhorseinsider.com,

329
00:17:20,104 --> 00:17:23,394
and join our free newsletter because
we Dark Horses do not just run the

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00:17:23,394 --> 00:17:25,524
race, we change how the race is won.

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00:17:26,104 --> 00:17:28,934
Until next time, think
successfully and take action,

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00:17:30,694 --> 00:17:31,144
darkhorseinsider.com.