Joe Lonsdale: American Optimist · Ep 166: Eric Glyman on Ramp's Meteoric Growth, Selling Outcomes vs Products, and the Future of White-Collar Work
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Built a system that blocks out-of-policy spend and measures how much time clients spend in the app, then returns that time to users
“We used to spend 80% of our time getting ready for the 20% of the time we were actually with our clients, that needs to flip. And 20% needs to be prep. 80% needs to be with the clients”
“The key to the initial meeting ... is for the advisor to spend the vast majority of the time listening to the client and then synthesizing and reflecting their comments back to them”
“If it takes another 10 minutes or another half an hour to basically uncover something that the client can benefit from knowing earlier, then we need to spend that time to do it.”
“Trust so that you can have good healthy conflicts ... then commitment ... then accountability ... we spend a lot of time on that pyramid”
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