0:00I find that building something meaningful often takes either real technical depth uh and or deep cusper insight and integration with customers. And yes, we can now, you know, use AI to code something in a few hours, but that's a small piece of the puzzle.
0:15If you're trying to make money with AI, this is probably where you're stuck. The tools are everywhere. Everyone's so positive about one person businesses, and building is cheaper than ever. But the hard part is knowing what to build and what a real customer will actually pay for. So over the past year on my Silicon Valley Growth podcast, I've spoken with more than 50 [music] AI founders, CEOs, and researchers, including people behind billiondoll [music] companies, products used by millions and the tools reshaping how we
0:45work. A lot of them build their companies in the past 2 years, which [music] is the most fascinating thing, proving that this AI thing is actually working and it is helping people make millions. And I kept asking all of them some version of the same question. So where are the biggest opportunities right now? And [music] one answer kept coming back. Look where everyone else isn't looking.
1:07My advice would be don't run to where everyone else is running. Try to find the lanes that are most empty. Try to find the the most boring industries that are most ripe uh for applying some of these uh uh technologies.
1:21That's Salcan, the founder of K Academy.
1:23His point is simple. Look for a process that wastes time or loses money in an ordinary business, especially one still held together by phone calls, email, and a spreadsheet. In this video, I'll show you how to find those overlooked niches.
1:38How to turn what you already know from your current job into an advantage, [music] and how to package one painful workflow into something a business will actually pay for. I'll rank seven areas I'd look at [music] from the ones you can realistically test this week to the ones that take a little bit more expertise and time but solve much more valuable problems. But first let's look [music] at where the gap actually is. So let's say a dental practice they can open Chad
2:06GBT and [music] any company can really do that and so can a small accounting firm. Goldman Sachs surveyed small business owners this March. 76% said they were already using AI, but only 14% had actually built it into their [music] core operations. That's the gap. And this dental practice still misses [music] patients because nobody picked up the phone at lunch. They still haven't figured out how to build an AI robot that will pick up the phone and make everything work. The construction manager still builds estimates by hand.
2:36Yes, they might be using AI, but it's not [music] automated yet. My accounting firm still chases me with documents over email. Let me give you a cool example.
2:43So this year I talked to Alex Mashrab, a phenomenal entrepreneur, the founder of Hicksfield. They've been growing like crazy and he told me about a large property company that was already using AI for advertising. But once he looked at their business, the bigger opportunity had almost nothing to do with content.
3:00In this industry, there is a very specific um workflow of a customer. Like customer needs to learn about about the property. Then they need to go to the website and get all the details. Then they need to call. Then they need to show up. Then they leave deposit and the whole customer journey. No one is actually building solution specifically for this industry to like cover this journey end to end with agents. And the
3:29reason why agents are going to deliver lots of value in this specific business is that customers who want to maybe let's say rent apartment especially in certain price points they want to make a decision rather quickly.
3:42So every day of delay, every day of just moving from one stage to another is just lost revenue. And I'm confident there are many more examples like that.
3:51What stood out to me was how much money the company loses between one step and the next. Someone sees a listing and waits too long for a reply. They book a viewing, then spend three days waiting for a paperwork. The same kind of delay shows up in all sorts of traditional businesses. It seems like the tools to fix all of this already exist. I'm Jad Masad, the CEO of Replet, explained what will still set builders apart. What do you think is going to happen when everyone's building an app?
4:16I think domain knowledge is very important. So if you're you have excellent domain knowledge in on YouTube and so you need to imbue you need to give that domain knowledge into the agent. You need to prompt it in a certain way so that you're downloading your domain knowledge and that is your competitive advantage.
4:35But at the same time what open AI models are training on on what I know and then they're so much better at defining what a good YouTube video is. I think you still have tacet knowledge that is not necessarily expressed in all your videos and all the content out there. Um, that CFO at the VC firm has a lot of knowledge and skills he built up over the years that he can make into an app
5:04that you can't find on blogs and you can't find online. And so I think every one of us as we go through life, we build up a lot of experiences that LLMs do not get to experience because they're not embodied.
5:18People tend to underestimate how useful ordinary work experience can be. After a few years in an industry, you know which customer calls twice, which document always comes back wrong, and which weird exception slows everyone down. Most of that knowledge never makes it onto the internet. Now with prototypes being cheap to build, choosing the right problem matters more than ever. I asked the legendary Andreing, founder of Corsera, where he thinks the best opportunities are for an individual that wants to build. I
5:48don't think it's one size fits all. But because the cost of building has plummeted, um, I encourage people to learn AI, build fast, and talk to customers. I find myself building things I don't know every week, every weekend because I or someone on our team have some problem and I have some idea for building some AI thing to automated. Last weekend I
6:17had really I was using a frontier model to analyze a lot of our key business metrics because I didn't have time to do it myself but it was kind of measuring you know deandized key business metrics.
6:27What's happen with AI is the cost of building has plummeted and so the challenge is shifting to deciding what to build which I've been calling the product management bottleneck and so people you know founders engineers product managers they can talk to customers get a sense for the taste of judgment on what to build and then build with AI and iterate quickly I think that's just a ton of exciting things answer gives you a pretty practical place to start look for a recurring problem that costs a business time or
6:56money and when I say bor boring niche. I don't necessarily mean an entire boring industry. Sometimes it's just one annoying workflow inside a normal business that someone still has to do every single week. And maybe you are the person doing that single boring process which makes you actually the best founder because you know the process inside out. This is how I started my company Lingua Trip where we help people study abroad because I was that student booking all the schools and I didn't have this technology back then. We did
7:25everything by hand, but it is just the proof of this pattern. When you're inside the process, when you're the person doing everything by hand, you're the one to solve the problem. So, this is your inspiration to start. Even if you think that, you know, I'm just an employee. I don't know how to start a company. You have all the information to do that. So, a lot of people are asking, how do I get AI to actually do work, not just chat back and forth? This part of the video is brought to you by Omniscent. You open COD or chat GPT and
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8:51It is also linked in the description.
8:53And here's some interesting data for you. The OECD found generative AI adoption was the highest in information and communication while more traditional and physically intensive sectors were further behind. And even among small businesses already using generative AI, only 29% said they were using it in the core activities of the business. Andre Horovitz, a top investment firm in Silicon Valley, looked at more than 600 US industry categories from laundromats to veterary clinics and reach a similar
9:22conclusion. Cheaper software can make small, highly specialized markets viable. So I went through seven areas I'd look at and rank them using three things. How easy they are to start in, how valuable the problem is to the business, and how much industry expertise you need to actually solve the problem well. And there is a pattern.
9:40The easiest opportunities are lower on the list. As we move toward number one, they become more specialized, the cost of getting things wrong gets higher, and domain expertise matters more. So, let's start with number seven. Local marketing for physical businesses. This is probably the easiest one on the list today. And it's not about, okay, make me 30 Instagram posts. We all know that doesn't work. Like, the AI generated social media post ideas are so bad, but it's good at spotting patterns. But it's a that's a topic for another video.
10:08Bring all customers back. Respond to inbound emails, turn missed messages into appointments. For these tasks, you can show a before and after pretty fast, and you don't need years of industry expertise to get started. Number six, home services, HVAC, roofing, pool companies, repairs. We have tons of them here in Silicon Valley, and they still operate really manually. Like the guy comes to clean our pipes, he still writes um all the estimates on the piece of paper. But the money that they're
10:36making, oh my god. I don't know if you want to hear this, but they cleaned one of the pipes. Yes, they brought like the special machine. $750. Welcome to Silicon Valley. Maybe that's an offline opportunity that can compete with all of the AIS. Anyways, I like all of these boring industries because the money leak is usually really obvious. Somebody misses a call, an estimate goes out 2 days late, nobody follows up because the competition is real. That makes the ROI easy to explain to an owner and you can start with one narrow workflow. Number
11:06five, property management. You already saw this with Alex Mashraov. There are more moving parts here. There's listing, inquiry, viewing, paperwork, deposit.
11:14That makes the workflow harder to automate end to end, but it also creates a lot more places where time and money can disappear. Number four, payroll and small business bookkeeping. I personally invested in a startup a couple years ago that was automating bookkeeping with AI and later they raised money from OpenAI and all the other firms. And by the way, when you see this and you think, "Oh, that means there is no place for me on the market." That actually means the opposite. That means there's market opportunity. And market really appreciates having different competitors
11:43with different perks. So, I don't know, maybe that's your sign to start. And we're getting into work that repeats constantly and is directly connected to money, deadline, documents, approvals, reminders. The value is higher, but so is the cost of getting something wrong.
11:57So, knowing the industry starts to matter a lot more. My friend who started that company, he's not a CPA, but he started hiring a lot of CPAs and tax consultants. Number three, freight and logistics. That industry is super boring, but oh my god, they have so many call spreadsheets, status updates, documents, moving between different companies all day. And there's a lot here to automate, and there is a lot of value if you get it right. But this isn't a market I would enter completely cold. You need to understand how the pieces fit together, and it can be quite
12:27difficult. Another piece of business advice like this actually applies to any industry. Ideally, you know some people.
12:32Ideally, you have a friend who owns a company. Ideally, I know you work for that company. As a creator in the US who's been doing this for 12 years, I can say that in the creator economy, everything also runs on personal relationships because people trust people that they know. Um, so don't be discouraged by lack of success in the first few years. You're just learning how the industry works. You're making necessary connections and your goal is for other people to see how useful you can be to their businesses. It doesn't happen overnight. Even in the AI era
13:01where information travels fast. Anyways, number two, document workflows for small law firms. As someone who went through the immigration process, I saw how broken it is and it is still very broken in 2026 because your lawyer has to manage so many documents for different people and uh my pile was like that for my O1 visa. There is intake, there is sorting, there's status updates, there is reminders, there is a huge amount of repetitive work around the actual legal work. But this is also where the
13:29expertise barrier comes very real. AI can organize the workflow. Legal judgment stays with the lawyer who remains responsible for the work. And finally, number one, dental and medical billing. Oh my god, I had a couple of very prominent doctors here on my podcast working for top institutions and they both were saying how broken the system was. And it is number one not because it's easy. It's almost the opposite. There's forms, codes, rejected claims, resubmissions. The work repeats
13:57constantly. Mistakes cost real money.
14:00And you really need to understand the industry. And that's exactly why I find it super interesting. And the more people I talk to inside the industry, the more they tell me the solution has to come from outside. So if you start working with a small clinic that you know and come up with solutions and can scale that, this is actually the best way you can do it. And of course, if you have experience working inside that industry, it does become your advantage against someone who just built their first AI agent over the weekend. I don't mean that everyone should go straight to number one. Of course not. Everything
14:28depends on the level of your ambition and how you reason uh starting a business for yourself. For me, I always try to solve problems that I understand that I encounter daily and I know what a great solution looks like because if you don't know what great looks like, it's kind of hard to program your way to a good solution. In an ideal world, of course, you want the most valuable problem on this list that you already understand unusually well. And whichever one you choose, keep the offer narrow.
14:53AI for dentists could mean almost anything. I help dental practices follow up with every new inquiry tells the owner exactly what you solve. One thing before we keep going, if you want the full version of what we just went through, I put it in my newsletter, Future Proof. We take the use cases and the exact workflows from every one of these conversations and turn them into something you can actually apply. Plus, how I'm using this stuff in my own team.
15:19This week, I'm sending the full ranked list of these seven niches and the onepage map I'd used to find where a business is losing money between steps.
15:26The one I described with a property company. It's free. Link is in the description. You get that one and you can read the previous issues and see what you missed. and keep watching because at the end I'll pull all of this into a five-step 90-day plan. How I choose one niche, set the first paying client, and figure out if you can actually make money before quitting anything. But first, there is an obvious problem with this ranking. The opportunities near the top are also some of the hardest businesses to change. A dental office or an accounting firm
15:54isn't going to rebuild its entire workflow because somebody walks in and says AI agents. Fair, but that doesn't mean they aren't already experimenting with AI. Eddie Kim is the co-founder and head of technology at Gusto, which serves more than half a million small businesses, and he sees something very different. Here's what he said. A lot of small businesses start starting to use AI to help run their business. Um, and I think maybe even a little bit more so than your average like tech uh startup or enterprise business. And I think the
16:23reason why is because uh just out of necessity, right? Small businesses have so much less resources. They have to be a lot more creative. That creates a very practical opportunity. Take the AI tools the business is already experimenting with and turn them into a process the team can actually use every week. And this is where that expertise score really matters. You don't necessarily have to enter one of these industries from the outside. The easiest way may be to already be inside. Jesse Jang, the CEO of Decagon, has already seen
16:53customer support employees move into new roles designing and managing AI systems.
16:58Uh for us what we're seeing actually with a lot of our customers is that people kind of grow into new roles that are much more exciting. So it could be like there's now this concept of like a conversation architect or AI architect and their whole job is to use Decagon to design the way that their AI should behave and you know that that requires a little bit of a different skill set. You have to be fairly good at reasoning. You have to be fairly good at communicating and they were customer support before those people.
17:24Yeah. Uh so before they were kind of you know either managers, CX managers or um you know they were in charge of kind of their original knowledge base or they were in charge of kind of the old school chat bots and so their their roles have kind of evolved as well.
17:39If this becomes a side hustle, describe it in the owner's language. An auto shop owner cares about getting missed calls answered and appointments booked. The technology behind it is secondary. So, the offer could be, "I'll respond to every missed inquiry, collect the details your team needs and pass along qualified leads." With one client, that's a side hustle. If the same offer works with several small businesses, you can standardize it into a product test service and charge monthly. A useful starting question is, "Which manual task
18:09does this business already spend money on?" In Eddie's example, AI helped surface a potential tax opportunity and prepare the paperwork.
18:16Yeah, and that's one of the ways that we're leveraging AI. Um, we're using AI to analyze um, all the things that we know about a small business and proactively letting them know of things that they should be doing or they things that they should know about um, to help improve their business. And what you just referred to is called the R&D tax credit.
18:36When you're co like uh, developing something, you're developing something. It's it's it's a tax credit that's um, given to any business in the US that's doing some sort of qualified research. And we helped this one company called Cabana Pools uh where we use AI to let them know that they are actually potentially eligible for this R&D tax credit. And not only did we do that, we actually helped them uh fill out the forms uh also very much assisted through AI that they then submitted to the government
19:05agency and ultimately got uh like I think it was like $50,000 in R&D tax credits, not just one time, but year after year.
19:13And this is where pricing gets interesting. If AI lets you finish in 20 minutes what used to take 2 days, that doesn't mean the client suddenly got less value. They're still getting the same result. Ali K. Miller put the rule much more simply. Stop selling hours.
19:27You said you're personally like 10x more productive, right? In the past, some tasks 2x and some tasks I'm like, "Oh my god, where did the time go?" Um, it feels like the concept of an hour has changed. Like something that I talk about with my team a lot is just like, "What is time? What is time? What are we doing? Should we ever charge by the hour again? Like, yeah, it's a very weird.
19:49We're actually switching that in my team cuz we used to pay by hour and I'm like, we should pay by video cuz I don't care if you spend 5 minutes on this video. If you have a process set up, then we made that same. When did you make that shift?
20:02Yeah. But still, but like now is the time. Yeah. Right.
20:05Yeah. I think paying by output and at a minimum quality level um is the right play. Um, and so if you are someone who's like, I don't know, you're building AI SEO strategies for smallmedium businesses in your neighborhood, which is perfectly lucrative right now and still is a really nice business opportunity, or you're building websites for restaurants in your area, whatever it is. Maybe before it took you two days of work, you are still giving the same level of value
20:34to that end buyer. They were no more likely to solve their own problems. So, why would you charge 148th of what you used to charge just because you can do it in one hour instead of two days?
20:46For your first client, start with someone you can speak to this week, a former employer, a client from your day job, your accountant, or a friend's company. Ask them to walk you through the mess. What happens after a missed call? How do they prepare an estimate?
21:00How do they chase missing documents? If the same complaint comes up several times, build a small pilot around that one workflow and show a clear before and after. At that stage, the client only needs evidence that you can make the problem smaller. Once you have a niche, a problem, and an offer, give yourself a limited test. Daniel Priestley suggests 90 days. Deliberately do some side hustles that are open and shut within 90 days.
21:26So, open and shut side hustles might be I'm going to promote a workshop and it's going to be $300 and there's going to be 30 people there and I'm going to organize it and deliver it and everything's going to go open and shut in 90 days and it's like there's no pressure of continuity like I have to do this for you.
21:44Exactly. It's just a complete start finish thing. You might say, "All right, I'm going to be a um AI consultant to some small businesses, and I'm going to do that for 90 days and see whether I whether I can do that." Um, and it's it's not going to be a business. It's just something I'm it's a project for 90 days. I'm just testing it out to see how that works.
22:04Um, or I might, you know, see if I can sell 100 items of clothing in the next 90 days. And but at the the the commitment is it finishes at 90 days. So you're you're able to start, have a go, finish all in 90 days. If you make a grand, if you make two grand, fantastic. But it's about the learning of going through a value creation cycle.
22:26Okay. So where would you actually start?
22:27If you're completely new to this, I stay closer to the bottom of the ranking.
22:31Local marketing, home services, maybe property management. The problems are easier to see. You can talk to an owner quickly. You understand the problems better, and you can test one result without needing years of industry experience. But if you already work in accounting, logistics, legal, or healthcare, I would not ignore that experience because the industry feels boring. That's exactly what lets you move toward the more specialized end of the list. So, the goal is to find the highest value boring problem that you understand better than most people. And
23:00once you picked it, I'd run the same five-step 90-day test. First, choose an industry and know well enough to recognize its small recurring problems. Then map out one customer journey from the first inquiry to payment and make every point where someone waits, copies information or follows up manually. Third, find out what the business already spends on that problem, staff, agencies, freelancers or software.
23:24Fourth, package one clear result, faster responses to new leads, missed inquiries turned into booked appointments, and finally give it 90 days. Talk to real customers, test one offer, and build one working pilot. By day 90, you need three answers. Did anyone pay for it? Can you repeat the result? Can you deliver it faster for client number two? Three yeses and you have something worth pursuing. And the next good AI business may still look incredibly ordinary from outside. And that's the whole point. The boring part might actually be your
23:54advantage. Thank you so much for watching up to the very end and I'll see you soon on Silicon Valley