The Real (Not So Easy) Path to Thought Leadership on LinkedIn with Dale Dupree

WEBVTT 1 00:00:00.040 --> 00:00:00.240 Yeah, 2 00:00:04.440 --> 00:00:08.029 welcome back to be, to be growth. I'm dan Sanchez with Sweet fish Media and 3 00:00:08.029 --> 00:00:12.960 today I'm here with dale Dupri, who is the founder and ceo of the sales 4 00:00:12.960 --> 00:00:16.860 rebellion and I have to say dale, welcome back, Welcome back to the show. 5 00:00:17.340 --> 00:00:21.580 Thanks dad. I appreciate having me out. It was cool when I got on here because 6 00:00:21.580 --> 00:00:25.040 we had this like reunion of sorts, but it's the first time that we've ever met. 7 00:00:25.050 --> 00:00:29.560 So it was, it was pretty fun. The power of linkedin, which is the topic that 8 00:00:29.560 --> 00:00:33.070 we're gonna be covering today. As you know, we've been on this month long 9 00:00:33.070 --> 00:00:36.310 deep dive into thought leadership and I've said it so many times in so many 10 00:00:36.310 --> 00:00:39.820 interviews now that's kind of like, wow, this is a month, a month is a long deep 11 00:00:39.820 --> 00:00:45.400 dive. But I've been especially excited about this episode because I love 12 00:00:45.410 --> 00:00:48.160 linkedin and if you're listening to this, hopefully you love Lincoln too 13 00:00:48.170 --> 00:00:50.650 because fearing to B two B marketing, you're not on linkedin. I don't I don't 14 00:00:50.650 --> 00:00:52.930 know what you're doing, this is this is where it's happening, this is where the 15 00:00:52.930 --> 00:00:55.500 sales is going on, this is where the marketing and the influence is really 16 00:00:55.500 --> 00:01:00.020 happening a lot. I'm excited to talk to dale because while I've had a lot of 17 00:01:00.020 --> 00:01:03.860 success on linkedin over the last year, sometimes it's fun to talk to somebody 18 00:01:03.860 --> 00:01:07.940 who's been at it longer than you. And so I've been going hard at linkedin. 19 00:01:07.940 --> 00:01:11.570 I've grown some, I've learned some things, I'm I'm probably not like a 20 00:01:11.570 --> 00:01:15.740 baby or a toddler when it comes to figuring out a good rhythm with Lincoln 21 00:01:15.740 --> 00:01:18.510 and how to get the most out of the platform. So, it's going to be fun for 22 00:01:18.510 --> 00:01:23.350 me personally to figure out how to grow thought leadership on linkedin 23 00:01:23.350 --> 00:01:28.460 specifically with Dale to pre, who's been doing it for Quite a few years now 24 00:01:28.460 --> 00:01:33.130 and it has an audience of what I think it's a 50, followers now. Like, it's 25 00:01:33.140 --> 00:01:36.790 it's substantial. And you've grown even more in the last couple of months. It's 26 00:01:36.790 --> 00:01:41.440 really picked up some steam here and I see your post all the time. They're 27 00:01:41.450 --> 00:01:47.750 they're long, they're weighty, they're often very fun and and story driven and 28 00:01:47.750 --> 00:01:51.460 so I can't wait to kind of pick your brain on the world of Lincoln and 29 00:01:51.460 --> 00:01:56.360 specifically how to become a thought later on linkedin. I will say that part 30 00:01:56.360 --> 00:01:59.540 of the reason why I even wanted to do this interview specifically is because 31 00:01:59.540 --> 00:02:02.100 I actually googled how to become a thought leader on linkedin. And I was 32 00:02:02.100 --> 00:02:06.420 telling dale before, before I tapped to record that the top article for how to 33 00:02:06.420 --> 00:02:09.330 become a thought leader on linkedin is from hubspot, I won't say the author, 34 00:02:09.340 --> 00:02:14.260 but this these are like, it's, what does it say? It's a nine easy steps to 35 00:02:14.260 --> 00:02:17.910 become a thought leader on linkedin. I'm like, one, it's never easy, but 36 00:02:17.910 --> 00:02:21.710 these are the steps optimize your linked in profile so that your industry 37 00:02:21.710 --> 00:02:26.190 can find you, it's uh, use skills endorsements and recommendations to 38 00:02:26.190 --> 00:02:30.190 validate your expertise, connect with other experts. And I'm like, and then 39 00:02:30.190 --> 00:02:33.970 the list just goes on and on with like, really trite information, you're like, 40 00:02:33.970 --> 00:02:38.350 great, so do all the stuff everybody does when they sign up for linkedin. I 41 00:02:38.350 --> 00:02:42.150 don't think so, how is this the ranking article for this? It's not it's not 42 00:02:42.150 --> 00:02:45.460 anything good. So, I'm like, today, we're going to put out some stuff 43 00:02:45.460 --> 00:02:48.760 that's a little bit more meaty, a little bit more juicy from someone 44 00:02:48.760 --> 00:02:52.340 who's actually been there and done it. And I can't wait to kind of like, even 45 00:02:52.340 --> 00:02:55.940 go a little bit deeper and ask things from, as somebody who's, who's done 46 00:02:55.940 --> 00:02:59.460 kind of the basics already have gotten in the rhythm of it and kind of pick it 47 00:02:59.460 --> 00:03:03.490 apart and get some more advanced techniques than a get some endorsements. 48 00:03:03.500 --> 00:03:10.170 So dale, if somebody approached you and said like, dude, love what you're doing 49 00:03:10.170 --> 00:03:13.830 on linkedin, um I kind of have something going, I've been posting some 50 00:03:13.830 --> 00:03:17.570 content here and they're like, what are some of the things I need to do to get 51 00:03:17.570 --> 00:03:21.520 started? Or are there questions I should be asking myself if I want to 52 00:03:21.520 --> 00:03:24.480 kind of grow a following on linkedin and kind of become a thought leader, 53 00:03:24.480 --> 00:03:27.590 Not that I would ever call myself that, but, you know, that's, that's kind of 54 00:03:27.590 --> 00:03:32.110 their aim with uh, building an audience on linkedin. What should they be doing? 55 00:03:32.460 --> 00:03:38.430 One of the first things to mentioned and recommend is detachment from the, 56 00:03:38.440 --> 00:03:42.780 from the outcome of what they're about to enter into. Because I hear so many 57 00:03:42.780 --> 00:03:47.460 people say things like I really want to gain a following on the social media 58 00:03:47.460 --> 00:03:52.400 website and and build a brand on the social media website. And I think when 59 00:03:52.410 --> 00:03:55.260 when we say things like that out loud, it's great to proclaim like this is 60 00:03:55.260 --> 00:03:58.530 something that we want, but I think we put a lot of pressure on ourselves in 61 00:03:58.530 --> 00:04:02.210 those moments and we typically cause ourselves to collapse in them as well 62 00:04:02.210 --> 00:04:09.160 too. There's way too many stories of burnout and during the process of 63 00:04:09.160 --> 00:04:14.650 building a personal brand or a social presence in entrepreneurs or or just 64 00:04:14.650 --> 00:04:18.649 individuals in general, that that wouldn't want that label either. Right. 65 00:04:18.660 --> 00:04:23.460 The problem with that is that there's hundreds of thousands, if not millions, 66 00:04:24.240 --> 00:04:28.260 of those stories and and and the the big issue is that everybody is looking 67 00:04:28.260 --> 00:04:31.680 for this. Like how do I get rich quick? What do I do? I just do a bunch of 68 00:04:31.680 --> 00:04:35.400 click funnels that have 99 cent purchases of digital assets until like 69 00:04:35.410 --> 00:04:39.730 someone spends a million bucks, you know, what do I do? Do I get on social 70 00:04:39.730 --> 00:04:44.190 media and go viral? And suddenly I'm, I'm this big famous thing and everybody 71 00:04:44.190 --> 00:04:48.430 wants to be, you know, in my, in my circle and they'll buy from me then, 72 00:04:48.440 --> 00:04:56.650 right? No, I do. It just grind grind grind. Oh man, James. Hopefully James 73 00:04:56.650 --> 00:05:00.890 last night. That's a, that's a common. I love, I love Gary V, but that's how 74 00:05:00.890 --> 00:05:04.390 people take Gary v. Sometimes it is right? It is. And that's the problem. 75 00:05:04.390 --> 00:05:09.830 It's this like fake hustle culture that that somehow like just going as hard as 76 00:05:09.830 --> 00:05:15.450 you can for as many hours as possible with these elaborate strategies in mind, 77 00:05:16.040 --> 00:05:19.440 somehow we'll make you ultra famous or ultra successful on these platforms. 78 00:05:19.440 --> 00:05:22.850 Well, here's the problem dan already pointed it out is that a lot of these 79 00:05:22.860 --> 00:05:28.320 ultra elaborate schemes to bettering your linkedin presents are nine of the 80 00:05:28.330 --> 00:05:34.210 most dumbed down, you know, watered down concepts like build a profile. 81 00:05:34.220 --> 00:05:39.790 That's in my list of things like that. That's a like literal have that. That 82 00:05:39.800 --> 00:05:45.630 if you don't, you can't be on linked in any way, right? You can't be on twitter 83 00:05:45.630 --> 00:05:50.740 anyway. You can't can't have any presence if you don't build your 84 00:05:50.740 --> 00:05:54.350 profile, right? That's so, that's insane, right? And the email you used 85 00:05:54.350 --> 00:05:58.240 to sign up doesn't matter that much guys because you can change it at any 86 00:05:58.240 --> 00:06:03.920 point. So why are we giving advice like this? But the advice we should be given 87 00:06:03.920 --> 00:06:07.470 is that when the copier warrior said, you know what, I'm going to post on 88 00:06:07.470 --> 00:06:11.190 linkedin every day because he was sitting with James Carberry and a 89 00:06:11.190 --> 00:06:14.360 restaurant trying to figure out the next steps of his life because he had 90 00:06:14.360 --> 00:06:20.300 literally just come out of a very intense 90 days that changed everything 91 00:06:20.300 --> 00:06:25.060 for me and, and we didn't sit there and go, okay, what are the best strategies 92 00:06:25.060 --> 00:06:29.930 for posting on Lincoln? I just recognized? And, and, and he encouraged 93 00:06:29.930 --> 00:06:34.810 this in me that I had something on the platform. And then if I, if I leaned 94 00:06:34.810 --> 00:06:38.780 into it instead of and embraced it instead of just kind of doing, going 95 00:06:38.780 --> 00:06:44.070 through the motions of it and put very small habits around that concept, such 96 00:06:44.070 --> 00:06:49.410 as every morning at 5:30 a.m. I'm going to I'm going to get on social because I 97 00:06:49.410 --> 00:06:53.800 wake up about 4 30 About an hour earlier in that in between 4:35. So I'm 98 00:06:53.800 --> 00:06:56.940 gonna do my morning routine. I'm gonna head over to my phone about 30 minutes 99 00:06:56.940 --> 00:06:59.730 to an hour into being awake and I'm going to post content. I'm gonna do 100 00:06:59.730 --> 00:07:06.080 that every day. There was no massive like this many comments and and do this. 101 00:07:06.080 --> 00:07:11.250 It was just going to go on gonna post. And eventually that turned into a 102 00:07:11.260 --> 00:07:15.120 community effort as well too. Because I would go on, I would post and I would 103 00:07:15.120 --> 00:07:18.980 head to these 40 people pages and I would read their latest post and I 104 00:07:18.980 --> 00:07:22.860 would comment on it, Right. And that was my literal strategy. And I never 105 00:07:22.860 --> 00:07:27.430 once said I want to have 60,000 followers by the year 2021. I never 106 00:07:27.430 --> 00:07:30.990 said that instead. I just said I'm gonna be raw, I'm gonna be real. I'm 107 00:07:30.990 --> 00:07:35.490 gonna be me, I'm gonna be a rebel. I'm going to develop a brand through 108 00:07:35.490 --> 00:07:39.330 authenticity for this genuine effect. I'm not gonna do it to get rich quick. 109 00:07:39.330 --> 00:07:42.770 I'm not gonna do it to go viral. I'm not gonna do it for some like strategic 110 00:07:42.770 --> 00:07:45.980 narrative instead, I'm going to do it because it's authentic. I'm gonna do it 111 00:07:45.980 --> 00:07:50.810 because it's the real dale. I'm gonna do it because it's everything that a 112 00:07:50.810 --> 00:07:56.260 community that might be out there searching for is looking to find and I 113 00:07:56.260 --> 00:08:01.230 am the answers to those things. If I am dale, if I am myself, no strategy can 114 00:08:01.230 --> 00:08:04.770 create anything around that unless you're the church of scientology, right? 115 00:08:04.770 --> 00:08:08.800 Unless you're like creating some kind of cult and and then from creating some 116 00:08:08.800 --> 00:08:12.220 kind of cult then yeah, there are some indoctrination strategies. You could 117 00:08:12.220 --> 00:08:16.500 definitely chill on, you know, to help with that process. But humans are 118 00:08:16.510 --> 00:08:22.170 attracted to familiarity to audacity to this change agent, this thing that's 119 00:08:22.170 --> 00:08:27.110 not uh like I like this but it feels different like this feels like 120 00:08:27.110 --> 00:08:30.430 something I would do, but it feels different like that's what people are 121 00:08:30.430 --> 00:08:33.960 looking for, right? And most of us have it in us naturally and it's not a play 122 00:08:34.640 --> 00:08:38.530 because of that. Nobody can fake that kind of activity. Nobody can fake that 123 00:08:38.530 --> 00:08:43.780 kind of attribute. Right? So that be my best advice for people getting started. 124 00:08:43.789 --> 00:08:47.710 Would you say that the proper mentality for actually becoming a thought leader 125 00:08:47.710 --> 00:08:50.870 is actually not approaching it for you wanting to be the leader, but for you 126 00:08:50.870 --> 00:08:56.430 to help the most people, I would say it like this, I love that thought break it, 127 00:08:56.440 --> 00:09:02.290 I would break that out even like even further, I would say when I am done 128 00:09:02.300 --> 00:09:06.460 with with this thing, whether that's thought leadership or not, when I'm 129 00:09:06.460 --> 00:09:08.960 done with Lincoln, what do I want to have gained from it? 130 00:09:10.040 --> 00:09:13.940 And when I sit there and I reverse engineer an outcome. So for me this is 131 00:09:13.940 --> 00:09:14.860 literally what I said. 132 00:09:15.940 --> 00:09:20.600 I believe that there's a silent majority of people just like me and 133 00:09:20.600 --> 00:09:23.990 that they inhabit a place like linkedin because it's a B two B space and I sell 134 00:09:23.990 --> 00:09:29.190 copiers. And I said, and I bet that that people, I bet sometimes people sit 135 00:09:29.190 --> 00:09:38.080 in their car and and as uh £230 male with a beard that's white, sit and sit 136 00:09:38.080 --> 00:09:41.570 in his car and one just like me somewhere else. They're out in the 137 00:09:41.570 --> 00:09:45.510 world and maybe their colors, different ethnicities, different sexes different. 138 00:09:45.510 --> 00:09:50.090 But somebody that can identify with me As the guy that sits in his car after 139 00:09:50.090 --> 00:09:56.120 25 nose and just breaks down and cries like a little baby because that's a 140 00:09:56.120 --> 00:10:01.450 natural emotion and it's a, it's a state that we put ourselves in by going 141 00:10:01.450 --> 00:10:05.040 out there and trying to build this outcome that were desiring to get in 142 00:10:05.040 --> 00:10:07.890 the first place, this legacy that we're trying to leave. I bet there are people 143 00:10:07.890 --> 00:10:11.290 out there that aren't flipping through $100 bills on instagram all the time, 144 00:10:11.290 --> 00:10:15.540 that some days they don't have those $100 bills Because the commission ran 145 00:10:15.540 --> 00:10:20.190 out and it's dried up and nobody's buying right that because, I struggled 146 00:10:20.190 --> 00:10:25.190 with addiction for a few months there when I was making $5,000 a day with my 147 00:10:25.190 --> 00:10:29.580 sales. That that I put myself into a bad position and now I have now I have 148 00:10:29.580 --> 00:10:33.640 a habit that I can't break, that I struggle with depression and that I've 149 00:10:33.650 --> 00:10:38.960 been suicidal out in the field, making calls, going through the daily grind, 150 00:10:38.960 --> 00:10:41.970 getting yelled at by my boss, being in all these terrible situations that I'm 151 00:10:41.970 --> 00:10:47.680 putting myself in in most cases like the constant rejection of sales. And I 152 00:10:47.680 --> 00:10:52.810 literally sat there and said, I believe that that exists outside of myself and 153 00:10:52.810 --> 00:10:57.910 there's not a voice for those people. I looked everywhere for that voice and 154 00:10:57.910 --> 00:11:01.760 the only way I ever found it was to my father and through my six mentors ever, 155 00:11:02.140 --> 00:11:06.700 right in my own backyard. Alright, even my silent mentors that were authors or, 156 00:11:06.710 --> 00:11:12.110 or big names like they were not talking about these issues. And so boom there. 157 00:11:12.110 --> 00:11:16.250 That's my literal expectation of getting elected, finding some of those 158 00:11:16.250 --> 00:11:22.250 people and giving them an outlet or their own voice was my thought process 159 00:11:22.250 --> 00:11:25.920 will look at me now Dude, I mean I started a company two years ago because 160 00:11:25.920 --> 00:11:29.430 of, of the traction I created on linkedin and I'm able to train sales 161 00:11:29.430 --> 00:11:33.440 people all over the world. And so thought leadership cool. Like I'm 162 00:11:33.440 --> 00:11:37.620 flattered that you think I'm a thought leader bro, I truly am one of those 163 00:11:37.620 --> 00:11:42.460 things that people can say about, you can't say about yourself, right? Yes, 164 00:11:42.840 --> 00:11:45.250 so, but what I've been aiming to do and what I've been trying to do and what 165 00:11:45.250 --> 00:11:50.020 I've wanted to do this whole time is to be a servant leader is to give the 166 00:11:50.020 --> 00:11:55.110 people that are listening, the ability to identify and say yes dale, let's go 167 00:11:55.110 --> 00:12:00.110 dale, let's change this thing down because that's the only way that we 168 00:12:00.110 --> 00:12:03.030 create, the kind of outcome that we desire in the first place is by 169 00:12:03.030 --> 00:12:09.100 igniting a little spark that turns into a flame that burns the world. And the 170 00:12:09.100 --> 00:12:12.800 best way to do that is to going back to your original statement of serving 171 00:12:12.800 --> 00:12:18.000 others and, and building that trust with people. Yes, like in my mind, I 172 00:12:18.000 --> 00:12:23.540 thought on a very macro and micro level, but I don't just want to say that I 173 00:12:23.540 --> 00:12:27.660 want to serve these particular individual people that exist out there 174 00:12:28.140 --> 00:12:30.860 and I want to serve the people that know those people exist and want to 175 00:12:30.860 --> 00:12:34.160 support them just the same, but don't necessarily struggle with those things. 176 00:12:34.740 --> 00:12:38.270 And, and, and so I branched out, you know, from that, from that literal, 177 00:12:38.270 --> 00:12:44.710 very defined, uh, ideal person that I wanted to speak to write, I found my 178 00:12:44.710 --> 00:12:48.350 niche, I found my target and I created it and I said in my head, how can I 179 00:12:48.350 --> 00:12:53.770 serve these people? 100% my reasoning and logic. So I mean I'm always trying 180 00:12:53.770 --> 00:12:57.340 to break things down to the more in the smaller bite sized steps. So there's a 181 00:12:57.340 --> 00:13:01.000 lot of things you just said. So let me see if I can kind of recap kind of what 182 00:13:01.000 --> 00:13:05.340 happened there. Concisely essentially, you did have a mentality, you said that 183 00:13:05.340 --> 00:13:08.490 you wanted to be a servant leader, you wanted to seek to serve, I think where 184 00:13:08.490 --> 00:13:13.330 the words you used and then you had to identify a group of people. It helps if 185 00:13:13.330 --> 00:13:16.350 those people are like you right, because you can identify with them, 186 00:13:16.350 --> 00:13:19.700 you're gonna have stories, you can share with them that there, you're 187 00:13:19.700 --> 00:13:22.220 gonna be able to share yourself and they're gonna be like, oh my gosh, I've 188 00:13:22.220 --> 00:13:26.150 felt that exactly same thing I've been in the exact same moment. I've 189 00:13:26.150 --> 00:13:30.870 literally cried in my car. So it helps if you can obviously have been through 190 00:13:30.870 --> 00:13:34.880 what they've been through and you you essentially found and kind of rounded 191 00:13:34.880 --> 00:13:39.260 up the problems that they had and they weren't general problems, they were 192 00:13:39.260 --> 00:13:44.530 problems that weren't being addressed. And then you essentially found ways to 193 00:13:44.530 --> 00:13:49.040 serve. So when you think about helping them and serving them, you mentioned if 194 00:13:49.040 --> 00:13:54.900 you already, but how do you help them? Like what do you do? So creating that 195 00:13:54.900 --> 00:13:59.760 community to me is like the biggest act of service. So for people out there 196 00:13:59.760 --> 00:14:03.330 that want to start a company and they want to start a business, so they want 197 00:14:03.330 --> 00:14:05.760 to build a brand for themselves, even 198 00:14:07.640 --> 00:14:11.720 they have to recognize that like one of the best things that they can do for 199 00:14:11.720 --> 00:14:16.260 that, that level of success that they're trying to achieve for 200 00:14:16.260 --> 00:14:22.090 themselves is to entrust it into others and recognize that it's it's people 201 00:14:22.090 --> 00:14:25.070 that build that for you, like you you don't get rich because you went out and 202 00:14:25.070 --> 00:14:28.910 made a bunch of money, You got rich because people gave it to you. That's I 203 00:14:28.910 --> 00:14:32.720 always say that so many people hate it when I say that too, because it 204 00:14:32.720 --> 00:14:36.600 contradicts so much of what the world would tell you, right, that your hard 205 00:14:36.600 --> 00:14:40.250 work, sure it is based your efforts, your fruit is based on your hard work 206 00:14:40.250 --> 00:14:44.100 and it makes it a difference. And in regards to like how hard you're working 207 00:14:44.110 --> 00:14:47.740 compared to how hard you're not right, or the other guy that's competing with 208 00:14:47.740 --> 00:14:53.240 you and vice versa, right? But at the same time to it is up to those people 209 00:14:53.250 --> 00:14:57.060 and how they perceive you and it is the action of those people involving 210 00:14:57.060 --> 00:15:01.650 themselves into what it is that you're doing, that creates that success. So if 211 00:15:01.650 --> 00:15:06.850 you're going around working 100 hours a week, but you're a scumbag And you're 212 00:15:06.850 --> 00:15:09.840 literally just trying to do this to get a ton of people signed up for your 213 00:15:09.840 --> 00:15:15.820 thing to pay 99, a month. Because that that's all the desires your dollar and 214 00:15:15.820 --> 00:15:18.680 that they know in two years, if they get up to 10,000 people in that they're 215 00:15:18.680 --> 00:15:23.160 a millionaire and then they can do whatever they want, right? If that's 216 00:15:23.160 --> 00:15:25.780 your that's your outlook. If that's your goal, like, you're gonna fail, 217 00:15:25.790 --> 00:15:29.660 either you're going to fail, get into that success or you're going to fail in 218 00:15:29.660 --> 00:15:33.500 that success, because I'm not going to say that it doesn't work, right? Plenty 219 00:15:33.500 --> 00:15:35.860 of there's plenty of people out there that I look at their wealth and I look 220 00:15:35.860 --> 00:15:39.780 at their success and my cat, I would never do any of these things. I would 221 00:15:39.780 --> 00:15:43.160 never support you because I see exactly what you've done and what you're doing. 222 00:15:43.540 --> 00:15:47.510 The women that, that you've harmed the men that you've harmed right in 223 00:15:47.510 --> 00:15:51.930 relationships. I see your reputation. I see what you do. I see what it is, 224 00:15:51.930 --> 00:15:56.840 right? So there has to be this very conscious effort toward the concept of 225 00:15:56.840 --> 00:16:00.870 those people that you're trying to serve. Who are they? Why do you want to 226 00:16:00.870 --> 00:16:04.370 serve them and then build around them something that they can buy into, 227 00:16:04.370 --> 00:16:07.140 something they can live in something they can enjoy that doesn't end up in 228 00:16:07.140 --> 00:16:11.780 them being like, man, you turned into a dick, excuse my french. Right? Like I 229 00:16:11.780 --> 00:16:14.050 thought you were better than this. I thought you were different when I 230 00:16:14.050 --> 00:16:17.870 bought into you. But look at you now like, I don't like this. I don't like 231 00:16:17.870 --> 00:16:23.510 what I see here, right? Like why do we do that so often? Especially in the 232 00:16:23.520 --> 00:16:27.870 thought leader culture, it's very prevalent, right? So so I just to take 233 00:16:27.870 --> 00:16:32.410 it a step further, you know it's it's that thought that big wide net that 234 00:16:32.410 --> 00:16:35.540 you've got to think about right and narrowing and casting that wide net, 235 00:16:35.540 --> 00:16:38.370 narrowing it down to the people that you want to serve that can come into 236 00:16:38.370 --> 00:16:42.070 your community that can help build it alongside you. What are some jerk moves 237 00:16:42.070 --> 00:16:43.160 that thought leaders make, 238 00:16:44.240 --> 00:16:45.560 they're just grained on you 239 00:16:47.040 --> 00:16:51.400 man. There's like the part of the success there so specific that people 240 00:16:51.400 --> 00:16:54.670 are going to know who I'm talking about. Let's just take let's say this for 241 00:16:54.670 --> 00:17:00.720 example somebody makes a ton of money through a successful idea and then and 242 00:17:00.720 --> 00:17:05.569 then we idolize them. Okay so we started saying oh my God look what this 243 00:17:05.569 --> 00:17:11.790 guy did this. His advice is so or her advice is so valuable, we have to 244 00:17:11.790 --> 00:17:17.470 listen to everything they say on this topic. Well, meanwhile they made the 245 00:17:17.470 --> 00:17:21.579 money off of you, not your audience that you're trying to sell to. They 246 00:17:21.579 --> 00:17:25.670 made it off at you and the group of people that you hang around with and 247 00:17:25.670 --> 00:17:29.990 that you identify as right, So and there and then they're coming to you 248 00:17:29.990 --> 00:17:33.130 and selling you. Oh, but because I did that, I know how to speak to your 249 00:17:33.130 --> 00:17:38.680 audience, eat my shorts, kevin. That is a lot of guys sure there might be some 250 00:17:38.680 --> 00:17:42.850 basic look at me in front of my Ferrari in my garage. Yeah, I remember that guy 251 00:17:42.850 --> 00:17:48.860 is ty Lopez. That's what it is. A huge piece. Ty Lopez, Russell Branson. I 252 00:17:48.860 --> 00:17:53.440 mean there's a bunch of them, right? There's a bunch of them. So it's to me 253 00:17:53.440 --> 00:17:57.650 it's just this, this identity, their identity is that they're this wealthy 254 00:17:57.650 --> 00:18:01.710 thing. But like the sucker is the person that's watching them thinking 255 00:18:01.710 --> 00:18:06.060 that somehow they're wealthy truly because there is no legacy and money. 256 00:18:06.940 --> 00:18:10.620 There's only legacy and actions, there's only legacy and the experiences 257 00:18:10.620 --> 00:18:14.000 that we've provided and what we've helped other people built in the name 258 00:18:14.000 --> 00:18:18.440 of bettering the community, not in the name of like fast cars, lots of sex, 259 00:18:18.440 --> 00:18:21.530 all the things that the earth offers us in the first place, this world offers 260 00:18:21.530 --> 00:18:27.150 us what really creates value and leaves legacies is the way that when people 261 00:18:27.150 --> 00:18:30.890 remember you, what they remember, did you take advantage of me or did you 262 00:18:30.890 --> 00:18:35.530 help me? Right, that's literally the thought process. So most that leaders 263 00:18:35.530 --> 00:18:38.640 suck at that. So when you talk about building community, like what are some 264 00:18:38.640 --> 00:18:41.450 elements of community and how is it different than building an audience? 265 00:18:42.640 --> 00:18:47.900 I think community is a little bit more, They're in charge, they're they're more 266 00:18:47.910 --> 00:18:51.400 involved because of that. They're in charge, they're the they're the thought 267 00:18:51.400 --> 00:18:57.090 leader, really, you do as they say, is the bigger picture perspective, right? 268 00:18:57.100 --> 00:19:00.470 When you have a community an audience, you can do the same thing with, right? 269 00:19:00.470 --> 00:19:03.240 But like, you're kind of taking a consensus with an audience with a 270 00:19:03.240 --> 00:19:08.130 community, like they're taking action to, you know, for example, your we're 271 00:19:08.130 --> 00:19:11.660 about to launch a product and we're going to our community and saying we 272 00:19:11.660 --> 00:19:13.270 want this to come from your mouth, 273 00:19:14.540 --> 00:19:16.980 we already know that people will listen to us and they'll watch what we say, 274 00:19:16.980 --> 00:19:20.170 but we believe that your value is much mightier 275 00:19:21.240 --> 00:19:24.500 and and we entrust that within our community and we give it to them and we 276 00:19:24.500 --> 00:19:28.560 enable them through that process. Community also like creates subcultures, 277 00:19:28.570 --> 00:19:32.280 audiences are are typically just audiences like they're a fan of your 278 00:19:32.280 --> 00:19:37.160 thing. Community can create subcultures like inside of the rebellion, there's a 279 00:19:37.160 --> 00:19:40.600 group of people that love to barbecue and they're either students or they're 280 00:19:40.600 --> 00:19:44.450 just people that are brought into the culture. But they get together, we have, 281 00:19:44.460 --> 00:19:48.090 you know, a slack channel and they banter now and then talk about this, 282 00:19:48.090 --> 00:19:51.000 talk about that and they're like their own little private thing. There's not a 283 00:19:51.000 --> 00:19:54.990 lot of a minute either, right? But it's, it's fun to see, right? There's like 284 00:19:54.990 --> 00:19:58.540 the coffee culture people, there's right? There's there's all these little 285 00:19:58.540 --> 00:20:02.220 subcultures that can be created that also people identify with you and your 286 00:20:02.220 --> 00:20:06.380 thing, but then they identify you with everything to an extent and you become 287 00:20:06.380 --> 00:20:11.260 part of their ecosystem in those moments. You know, it do truly like 288 00:20:11.640 --> 00:20:15.390 this is why colts are created communities turned into that, right? 289 00:20:15.390 --> 00:20:20.090 But we believe in a healthier mindset around this that buy into us and our 290 00:20:20.090 --> 00:20:22.800 ideas. That's what we're asking for sure. But we want you to bring your 291 00:20:22.800 --> 00:20:27.100 ideas to it. We want you to say, yeah, there's some gaps here, guys and let me 292 00:20:27.100 --> 00:20:30.340 tell you what they are so that we can here and we can get better and we can 293 00:20:30.340 --> 00:20:34.190 learn from you at the same time as well too. That's a difference. Like we're 294 00:20:34.190 --> 00:20:38.970 not, we're not trying to manipulate an audience. We're trying to enable a 295 00:20:38.970 --> 00:20:43.180 community and do it and doing it through their own actions, their own 296 00:20:43.180 --> 00:20:46.860 worth makes a lot of sense to find a lot of thought leaders. What they 297 00:20:46.870 --> 00:20:52.540 really want is like a an audience, you know, someone that is just listening to 298 00:20:52.540 --> 00:20:57.100 their every word, but I'm like, the real way to be truly influential is to 299 00:20:57.100 --> 00:21:00.740 go and help a lot of people serve them and then help connect all the people 300 00:21:00.740 --> 00:21:04.000 that do end up following you because you've helped so many people, Right? 301 00:21:04.000 --> 00:21:07.580 That's this kind of natural. Um but then connecting them to each other 302 00:21:07.590 --> 00:21:10.080 because they can actually help themselves more than you can help them 303 00:21:10.080 --> 00:21:14.410 sometimes. Right, They can give more specific feedback. They can have great 304 00:21:14.410 --> 00:21:17.100 conversations. I mean, James has been doing this with a couple of groups 305 00:21:17.100 --> 00:21:21.310 where he'll take, you know, VPs and marketing and just help them help each 306 00:21:21.310 --> 00:21:24.940 other. But it's in those small, little micro communities as you were talking 307 00:21:24.940 --> 00:21:28.760 about those little niche one offs that are part of a broader community, but 308 00:21:29.040 --> 00:21:34.080 our small groups that can talk to each other and actually actually help, how 309 00:21:34.080 --> 00:21:38.420 do you find those forms? Do you have, Like, do they connect to you through 310 00:21:38.420 --> 00:21:43.070 your website? Do you ask people to join you on your slack communities? Like how 311 00:21:43.070 --> 00:21:47.120 are you building community and pulling them from Lincoln to build more 312 00:21:47.120 --> 00:21:51.960 community in a in a digital world. It's, you know, it's slack, it's discord. 313 00:21:52.740 --> 00:21:55.740 It's all the popular communities that are out there. Like, if you think back 314 00:21:55.740 --> 00:22:02.420 to Anybody that's listening to this that was born in 1985 to 1990, or maybe 315 00:22:02.420 --> 00:22:07.550 even like, 1980s and 1990s can relate. And that at some point, you were on a 316 00:22:07.550 --> 00:22:11.390 message board and you met a bunch of people on that message board on the 317 00:22:11.390 --> 00:22:16.560 internet, and you built something pretty strong with those people. Matter 318 00:22:16.560 --> 00:22:21.820 of fact, This coming Thursday, a guy I met on a message board who have had a 319 00:22:21.820 --> 00:22:25.460 friendship with since, like, touring in my band days, like, back when I was 18, 320 00:22:25.940 --> 00:22:29.820 it's coming to town with his family were hanging out right? Like we made 321 00:22:29.820 --> 00:22:33.250 friends that way back there. Like there's a generation of us that like 322 00:22:33.250 --> 00:22:39.230 nose how to connect through virtual mediums for sure because of that. Like 323 00:22:39.230 --> 00:22:43.040 you see something like slack or facebook groups or discord and you 324 00:22:43.040 --> 00:22:45.230 think to yourself like, oh, I can get behind that, I can do that. That'll 325 00:22:45.230 --> 00:22:50.180 work because you're used to it already. There's a whole group of people that 326 00:22:50.180 --> 00:22:52.730 don't understand it. And the thing is is that it's it's own like living 327 00:22:52.730 --> 00:22:55.850 breathing ecosystem. So when you, when you invite people to come into your 328 00:22:55.850 --> 00:23:00.110 community, you don't just set up 80 freaking channels and say, all right, 329 00:23:00.110 --> 00:23:04.220 everybody go talk this talk that you set up four and you say like this one's 330 00:23:04.220 --> 00:23:08.860 for advice, this one's for networking. This one's for like your niche, Like 331 00:23:08.860 --> 00:23:13.040 prospecting is created, prospecting one of our niches. This is for banter any 332 00:23:13.040 --> 00:23:18.290 general thing you want to say, lament. Talk about headed here, right? Be 333 00:23:18.290 --> 00:23:22.220 specific to those four categories and you'll have people coming out the 334 00:23:22.220 --> 00:23:25.830 woodworks, like in the right places, asking questions, getting involved, 335 00:23:25.840 --> 00:23:31.300 speaking, throwing ideas down, meeting other people, deeming them right. Even 336 00:23:31.300 --> 00:23:33.830 through the process of like reading and learning a little bit about them. Like 337 00:23:33.830 --> 00:23:39.530 dang. I got to get in touch with this person. This is awesome. So the way 338 00:23:39.530 --> 00:23:44.010 that we do it is that we encourage, we encourage rebels to be rebels. Like our 339 00:23:44.010 --> 00:23:48.060 hashtag like rise rebels or ready up rebels. 340 00:23:49.140 --> 00:23:52.990 One of my first hashtags that ever used is the idea of like giving people their 341 00:23:52.990 --> 00:23:55.860 own identity and voice. Like our opening our slack channel is the best 342 00:23:55.860 --> 00:23:58.650 thing that we ever did. So we had a private slack channels, just the 343 00:23:58.650 --> 00:24:04.220 company and we took the literal company, private slack channel. We opened the 344 00:24:04.220 --> 00:24:07.630 four rooms up renamed him essentially, you know what they are now. And of 345 00:24:07.630 --> 00:24:11.760 course we have a, we have two channels that are still private to people like 346 00:24:11.770 --> 00:24:16.830 our winds channel are gone channel and then our, just our coach this channel 347 00:24:16.830 --> 00:24:20.550 so that they can still communicate on the back end with us and we don't have 348 00:24:20.550 --> 00:24:23.960 to switch over to text or anything like that. Right? So like you can, you can 349 00:24:23.970 --> 00:24:29.830 use a Platform like slack to duel, engage, engage your company internally 350 00:24:29.830 --> 00:24:33.620 and then engage your community as well too. So we're sitting at like seven, 351 00:24:33.630 --> 00:24:38.840 almost 800 strong in the slack without like advertising it bro, you know, just 352 00:24:38.840 --> 00:24:42.520 literally telling people through a couple of posts and typically just in 353 00:24:42.520 --> 00:24:46.730 comments in our content that hey, are slack channels open if you want to come 354 00:24:46.730 --> 00:24:51.140 chill And we have a mass 700 plus people in it in the course of just a 355 00:24:51.140 --> 00:24:54.900 couple of months. And and again, I think that that's that shows you also 356 00:24:54.910 --> 00:24:58.800 what a community desires. They want their voice to be heard. They want more 357 00:24:58.800 --> 00:25:02.440 engagement with you than just the one post you to put on Lincoln. They want 358 00:25:02.440 --> 00:25:06.350 to hear your voice, right? Because a lot of times they think like, oh, this 359 00:25:06.350 --> 00:25:08.910 content is good, but what's this guy like anytime I meet somebody, I'm 360 00:25:08.910 --> 00:25:11.850 always flattered when they're like, yeah, I just want to tell you, you're 361 00:25:11.850 --> 00:25:15.750 exactly like you are on the internet and I'm really excited about that. That 362 00:25:15.750 --> 00:25:18.360 makes my heart full because that's I don't do this for some kind of 363 00:25:18.360 --> 00:25:22.100 celebrity status. I do this to see other people succeed and I bring who I 364 00:25:22.100 --> 00:25:26.050 am every day. And my story is my authenticity, my vulnerability because 365 00:25:26.050 --> 00:25:30.330 I want to see people become better. So for me this isn't a game either. And 366 00:25:30.330 --> 00:25:34.060 that's what that leaders in general, Miss this isn't a game. I'm not playing 367 00:25:34.060 --> 00:25:39.810 some kind of game. I'm living this out. This is a lifestyle, rebellion is not 368 00:25:39.810 --> 00:25:43.440 just a word, it's not just a phrase and it's not not fleeting, it's something 369 00:25:43.440 --> 00:25:47.190 that's here to stay because other people will adopt the mindset and they 370 00:25:47.190 --> 00:25:50.820 will they will engage through community efforts and that will carry the legacy 371 00:25:50.820 --> 00:25:57.080 on past my lifetime, josh. What do you think is the most irritating thing for 372 00:25:57.080 --> 00:26:00.480 B. Two B buyers right now? Man Logan, I love talking to you about this. You 373 00:26:00.480 --> 00:26:05.240 know That the number one challenge right now is that many customer facing 374 00:26:05.240 --> 00:26:09.540 teams in the B two B. Space right now are forcing their potential buyers too 375 00:26:09.540 --> 00:26:13.120 by the way that they want to sell, buyers don't want to buy that way. 376 00:26:13.120 --> 00:26:17.790 Right now. They want to by the way they want to buy. We need to enable those 377 00:26:17.790 --> 00:26:21.530 buyers, we call this buyer enablement at sales reach. We need to enable those 378 00:26:21.530 --> 00:26:26.360 buyers to make better decisions quicker in a comfortable environment that's 379 00:26:26.360 --> 00:26:29.910 more personalized for them to move forward with that process. Dude, that's 380 00:26:29.920 --> 00:26:33.560 awesome. I couldn't agree more since I've been using sales reach in my own 381 00:26:33.560 --> 00:26:37.920 sales process. It's allowed me to really enable the buyer to move more 382 00:26:37.920 --> 00:26:41.310 quickly in really two ways. One they don't have to download a bunch of 383 00:26:41.310 --> 00:26:45.700 attachments. I can send them to one page with the proposal case studies 384 00:26:45.710 --> 00:26:49.520 different resources because let's face it, the proposal is just one part of 385 00:26:49.520 --> 00:26:53.420 the sales conversation and probably only one sales enablement piece of 386 00:26:53.420 --> 00:26:57.060 content that you're sending. So it makes it easier on them. And then the 387 00:26:57.060 --> 00:27:00.580 other thing is, you know, we're selling to our champions and then we're making 388 00:27:00.580 --> 00:27:04.540 them have to re give our pitch to the entire buying committee. So one thing I 389 00:27:04.540 --> 00:27:09.220 do is put a Custom 2-3 min video on the top of my sales reach page that says, 390 00:27:09.220 --> 00:27:12.500 hey, here's all the resources, tie it back to the conversation. Here's the 391 00:27:12.500 --> 00:27:15.950 proposal. Let me know if you have any questions and it allows me to give a 392 00:27:15.950 --> 00:27:19.280 little bit of kind of a mini pitch to the rest of the buying committee, 393 00:27:19.290 --> 00:27:23.180 introduce myself, which helps me build trust and credibility and helps the 394 00:27:23.180 --> 00:27:28.020 buyer not have to repeat the entire pitch from scratch. So if anybody is 395 00:27:28.020 --> 00:27:31.250 looking to do the same thing in their own sales process, I'd highly suggest 396 00:27:31.250 --> 00:27:34.500 they reach out to you and the team over at sales, reach for anybody listening, 397 00:27:34.500 --> 00:27:41.180 just go to sales reach dot io to talk to josh and the team, it's fantastic. 398 00:27:41.180 --> 00:27:43.760 Thought about community and bringing them together. They want to hear your 399 00:27:43.760 --> 00:27:47.500 voice. They want to connect with others. Ultimately, because you have a shared 400 00:27:47.500 --> 00:27:53.050 sense of the problem, right? You can empathize with them, they can empathize 401 00:27:53.050 --> 00:27:57.740 with each other and then help each other overcome those problems. One of 402 00:27:57.740 --> 00:28:00.290 the important things you said earlier that I think we want to want to circle 403 00:28:00.290 --> 00:28:04.500 back around to is around messaging, right? I do find that there's a lot of 404 00:28:04.500 --> 00:28:08.880 people and me, even myself, I like messaging is not easy. Like trying to 405 00:28:08.890 --> 00:28:13.420 have a focused message is not an easy task. I'm a marketing general. So I 406 00:28:13.420 --> 00:28:17.240 talk about a lot of things marketing most people know me for podcasting 407 00:28:17.250 --> 00:28:20.440 because of sweet fish media. Um I've been talking about a lot about thought 408 00:28:20.440 --> 00:28:23.000 leadership recently, so I'm starting to become a little bit more well known for 409 00:28:23.000 --> 00:28:27.670 that, but when you say messaging, like what is all of that entail? Like what 410 00:28:27.670 --> 00:28:34.260 are the different elements of messaging that are important to you and the sales 411 00:28:34.260 --> 00:28:39.860 rebellion that you've made, messaging is so important, right, Jeff and I are 412 00:28:40.240 --> 00:28:43.940 really getting deep my business partner into this whole concept, even at this 413 00:28:43.940 --> 00:28:47.320 point we're a couple years in, right? But we've we've always thought sat back 414 00:28:47.320 --> 00:28:50.220 and thought about like the brand, the overall brand that people see like what 415 00:28:50.220 --> 00:28:55.670 are people experiencing? Like what what's happening that that's like for 416 00:28:55.670 --> 00:28:59.460 somebody when I read something that's impacting them on a totally different 417 00:28:59.460 --> 00:29:03.490 level than we're used to, how are we accomplishing those things? We're not 418 00:29:03.490 --> 00:29:09.390 doing it by just like saying stuff that we like we're doing it by providing an 419 00:29:09.390 --> 00:29:13.250 intrinsic value through those words, through that that messaging through 420 00:29:13.250 --> 00:29:18.140 that identity. And so like we look at it as like relics almost like inside of 421 00:29:18.140 --> 00:29:21.190 the organization, right? And really that's what they are. They're these 422 00:29:21.200 --> 00:29:26.190 relics that we have. So for example, like our book and in our Refuge app, 423 00:29:26.190 --> 00:29:28.860 which is about to release their going to be our to us are going to be the two 424 00:29:28.860 --> 00:29:34.150 cornerstones of that whole process for us in general, just like where people 425 00:29:34.150 --> 00:29:39.540 can get super involved with our relics with our our legend, even like the 426 00:29:39.540 --> 00:29:42.800 things that we're creating at a foundational stance. So like the copier 427 00:29:42.800 --> 00:29:48.280 warrior copy of warriors, the original rebel, right? So you have the copier 428 00:29:48.280 --> 00:29:52.440 warrior, he creates this idea of a rebellion and then he dies. That's like 429 00:29:52.440 --> 00:29:56.850 what we've played out in our head, he dies and what comes from him is me, who 430 00:29:56.850 --> 00:30:00.910 you see today dale, the leader of the sales rebellion. But this idea too is 431 00:30:00.910 --> 00:30:04.060 that like Dale doesn't exist anymore, right period because he died with the 432 00:30:04.060 --> 00:30:08.150 copier warrior and we've handed the baton off to people, right, people that 433 00:30:08.150 --> 00:30:10.770 come and join the rebellion to become rebels. So there's a video on our 434 00:30:10.770 --> 00:30:14.410 website or on our Youtube channel that when you get there, welcomes you and it 435 00:30:14.410 --> 00:30:17.960 says it's me talking. And I said, I never thought that the things that I 436 00:30:17.960 --> 00:30:22.630 did as a sales rep would be more than just something that that would change 437 00:30:22.640 --> 00:30:26.460 the trajectory of my success, but that could be adopted by sellers everywhere 438 00:30:26.940 --> 00:30:31.190 to change the trajectory of their individual success. And we basically at 439 00:30:31.190 --> 00:30:35.490 the end of it, we have this this sign off of me taking my hat off my copy 440 00:30:35.490 --> 00:30:40.230 warrior had off and everyone else putting it on over and over again. And 441 00:30:40.240 --> 00:30:44.300 so for us like we've created this image, this vision, this, this brand, this 442 00:30:44.300 --> 00:30:49.280 thing, these relics that you see, we use a lot of different terminology and 443 00:30:49.280 --> 00:30:52.990 the weather. We phrase things right. We put change the game as a hashtag and 444 00:30:52.990 --> 00:30:57.420 everything. We call our pipeline system, a living pipeline. We call our pitch 445 00:30:57.420 --> 00:31:03.360 concepts and theories, reason we call our our our sales process and and 446 00:31:03.360 --> 00:31:07.860 framework the rebel invasion. We created all these things that are very, 447 00:31:07.860 --> 00:31:11.480 they're identifiable. They're fun, they have a branch, then they have a glow, 448 00:31:11.480 --> 00:31:15.490 their relics right? And its language is what it is. It's like people start 449 00:31:15.490 --> 00:31:19.950 saying things like I want to be a legend, I want to choose legendary, I 450 00:31:19.950 --> 00:31:24.180 want to climb my mountaintop. I want to become something that people will 451 00:31:24.180 --> 00:31:27.600 remember and passed down for years as a warrior inside of the sales world. Like 452 00:31:27.600 --> 00:31:31.070 when, when people see our stuff and they hear the way that we presented, 453 00:31:31.260 --> 00:31:35.010 they become a part of that whole process alongside of us. Dude, we hear 454 00:31:35.010 --> 00:31:38.860 him say it all the time to write, we hear, we hear them in our coaching 455 00:31:38.860 --> 00:31:42.340 calls, we see it in their content, we, we watch it come out and like and 456 00:31:42.340 --> 00:31:45.620 that's it is that we tapped into even with the way that we are positioning 457 00:31:45.620 --> 00:31:50.720 are our own language that we've created. You know, in this by in concept of what 458 00:31:50.720 --> 00:31:55.790 intrinsically motivates somebody. It's easy for them to adapt to it and adopt 459 00:31:55.790 --> 00:31:59.730 it because they already believe it. Most people do. They just haven't been 460 00:31:59.730 --> 00:32:04.320 given permission by anybody to say it and to have it as a brand. That is just 461 00:32:04.320 --> 00:32:08.230 a thought. But now it's a visual right now, it's a movement and and really, 462 00:32:08.230 --> 00:32:11.970 that's our take on it as an organization. We are constantly trying 463 00:32:11.970 --> 00:32:15.270 to figure out how to go deeper into that. So, like I was saying, with a 464 00:32:15.270 --> 00:32:19.450 book and Refuge, we've started doing that. The Rebel Refuge is a place to 465 00:32:19.450 --> 00:32:22.860 come and find comfort. It's a place to get away from the monotony and and 466 00:32:22.860 --> 00:32:28.600 gamify your sales walk. It's a place to get away from the stale boring nous of 467 00:32:28.610 --> 00:32:32.080 sitting around and doing typical sales outreach every day and get a daily 468 00:32:32.080 --> 00:32:36.390 challenge that makes you do something outside of your comfort zone. Right? So, 469 00:32:36.390 --> 00:32:39.820 we're doing that in the way that we're providing product to people, even, you 470 00:32:39.820 --> 00:32:43.600 know, as we evolve the organization, but everything we're trying to seep in 471 00:32:43.600 --> 00:32:47.530 in every little way and everything that we do, and in the way that somebody 472 00:32:47.530 --> 00:32:50.810 thinks about the rebellion and thinks about their own sales walk, there's so 473 00:32:50.810 --> 00:32:55.590 many different layers, two good messaging, right? And so many of them 474 00:32:55.590 --> 00:32:58.780 just came, came out as you were talking. And I love it because you're so 475 00:32:58.780 --> 00:33:02.120 passionate about it. And I used to read your stuff thinking that it was over 476 00:33:02.120 --> 00:33:05.720 exaggerated, but it's not really over exaggerated. If you if you were here 477 00:33:05.720 --> 00:33:08.800 with me and felt the intensity of dale, maybe you can hear it in the audio, but 478 00:33:08.800 --> 00:33:12.360 I could certainly see it in the uh, hear it and see it with my own eyes. 479 00:33:12.540 --> 00:33:16.830 The details just kind of an intense guy. Like Dale's authentic, like he said 480 00:33:16.830 --> 00:33:22.660 like as authentic on video and live uh, in a conversation as he is in his, his 481 00:33:23.040 --> 00:33:27.460 crazy what seems like over the top Lincoln post. Um, but some of the 482 00:33:27.460 --> 00:33:30.970 things I picked up and all of that is that one like the messaging really 483 00:33:30.970 --> 00:33:33.610 stems from a lot of things. There's almost like a foundation in there and 484 00:33:33.610 --> 00:33:36.930 your foundation is one, you know who you're talking to, you know what their 485 00:33:36.930 --> 00:33:42.120 problems are. You have a mission around those problems and you have a story of 486 00:33:42.120 --> 00:33:46.690 why you care about those because it's your story. It's your, they were your 487 00:33:46.690 --> 00:33:52.160 problems and around that comes your beliefs. You have a lot of beliefs and 488 00:33:52.160 --> 00:33:55.460 you share a lot of them individually on linked in all the time. In different 489 00:33:55.460 --> 00:34:00.070 ways. Like the belief of being a servant leader is a better way to be, 490 00:34:00.080 --> 00:34:05.160 to do, to do sales, right. And then around that comes the language. And you 491 00:34:05.160 --> 00:34:09.250 said a few things that you called them relics. I've heard, um, in a book I 492 00:34:09.250 --> 00:34:12.820 read called Primal branded. He calls it sacred words. Everybody has sacred 493 00:34:12.820 --> 00:34:16.420 words like, remember I think you were even borrowing some from like pop 494 00:34:16.420 --> 00:34:20.360 culture. I think you say like this is the way right, very Mandalorian, but at 495 00:34:20.360 --> 00:34:23.889 the same time it's kind of like your, your brand is very, I don't know, it's 496 00:34:23.889 --> 00:34:28.030 almost has a, has a video game flavor to it. It has like, um, I don't know, 497 00:34:28.030 --> 00:34:31.179 it's just really fun. I don't know how else to like call it. It feels like 498 00:34:31.190 --> 00:34:35.860 like a 1980s video games sometimes. And I, I dig that. I love that kind of like 499 00:34:35.860 --> 00:34:40.460 game culture. Like um, gosh, what was that movie ready player one kind of 500 00:34:40.460 --> 00:34:44.960 feeling right, super fun. But like baking in and almost stealing some 501 00:34:44.960 --> 00:34:48.550 language from some places you make up some of your own that kind of dresses 502 00:34:48.550 --> 00:34:52.219 it up. It makes it more fun and you can pack a lot more meaning into your 503 00:34:52.219 --> 00:34:57.060 message, right? So when you say be a servant leader, be a legend, it's not 504 00:34:57.060 --> 00:35:00.200 just the words like the words have meaning to it because you've been, 505 00:35:00.210 --> 00:35:04.830 you've been saying stories that are built around your mission which are 506 00:35:04.830 --> 00:35:07.730 built around your story, which are all all come back to the problem and the 507 00:35:07.740 --> 00:35:12.340 audience that you're talking to. So when you say be a legend, it packs a 508 00:35:12.340 --> 00:35:17.410 punch, right? It has meaning to it that goes beyond uh just the words 509 00:35:17.410 --> 00:35:20.650 themselves, which is just so much fun to see. And it's been fun to see. You 510 00:35:20.650 --> 00:35:23.960 kind of like flush this out over time and I know you guys have more yet to 511 00:35:23.960 --> 00:35:27.250 come. I know you're probably working on that with your business partner to even 512 00:35:27.260 --> 00:35:33.090 make it more sharp. Let's dive into some tactics. You are, you post a lot 513 00:35:33.090 --> 00:35:37.970 on linkedin. And it's funny because I used, I take seasons of waking up at 4 514 00:35:37.970 --> 00:35:41.180 30 in the morning and I know if I wake up 30 in the morning and you're, I 515 00:35:41.180 --> 00:35:42.560 think you're, are you East coast? 516 00:35:43.940 --> 00:35:48.430 Yeah, so like, like I get up freaking early at 4 30 in the morning and I hit 517 00:35:48.430 --> 00:35:53.160 it sometimes at 4 45 start posting on linkedin and generally like dale dale 518 00:35:53.160 --> 00:35:57.620 has already beat me there. Sometimes I beat him there to some of these messes, 519 00:35:57.630 --> 00:36:01.180 like forums we've been in, where we like share posts and stuff, but like 520 00:36:01.190 --> 00:36:05.770 hardly a day went by when like I was getting ahead of dale. Usually he was 521 00:36:05.770 --> 00:36:08.780 posting ahead of me and it already started his day way ahead of mind. I'm 522 00:36:08.780 --> 00:36:12.190 like, uh, it was always kind of a game for me, but let's dive into some of the 523 00:36:12.190 --> 00:36:16.120 tactics, what do you think is working well on linkedin now that maybe didn't, 524 00:36:16.130 --> 00:36:19.880 didn't work? Um, or that's just knew like, what do you, what do you paying 525 00:36:19.880 --> 00:36:23.740 attention to right now on linkedin? Yeah. What I've, what I've been 526 00:36:23.740 --> 00:36:27.730 noticing is that it's these small things, right? What I started to lean 527 00:36:27.730 --> 00:36:30.550 into is like, why do people get banned from London? There's a lot of people 528 00:36:30.550 --> 00:36:35.300 getting like band or, or having things disabled. Yes. Like I've been saying 529 00:36:35.300 --> 00:36:40.830 that happened constantly. Um, you know, a post getting taken down or, and, and 530 00:36:40.830 --> 00:36:44.210 a lot of that, you know, is fueled by, um, you know, people reporting things 531 00:36:44.210 --> 00:36:46.680 right? But for the most part, a lot of the stuff I was saying, I started 532 00:36:46.680 --> 00:36:49.360 wondering myself, like, what's happening here? Matter of fact, I had a 533 00:36:49.360 --> 00:36:52.920 person hit me up and say, you're really good at linkedin is literally what they 534 00:36:52.920 --> 00:36:55.790 said. They called me and said that. They said, why do you think I just got 535 00:36:55.790 --> 00:36:59.280 banned from it? And I said, well, tell me what your activity has been like 536 00:36:59.290 --> 00:37:03.330 recently, Did you post on something? And, and he told me that he had been 537 00:37:03.330 --> 00:37:08.630 viewing a ton of people's profiles, but not sending connection requests and 538 00:37:08.630 --> 00:37:11.240 then they banned. It's weird and it's going to be more like taking things 539 00:37:11.240 --> 00:37:15.850 like the requested, they banned you or something, what's what's going on? 540 00:37:16.630 --> 00:37:22.220 Right. Exactly what my thought was, right. So, but, and he was sending 541 00:37:22.220 --> 00:37:25.430 connection requests to, Right? So I married the two together to an extent 542 00:37:25.430 --> 00:37:29.910 as well too. I came up with a couple of iterations, but I started to think if 543 00:37:29.910 --> 00:37:35.840 linkedin pays attention to what or where I should say I I honed into was 544 00:37:35.840 --> 00:37:40.640 like, where does Lincoln look for negative things they don't want 545 00:37:40.640 --> 00:37:44.530 happening? And where do we hear the buzz around those things and like what 546 00:37:44.530 --> 00:37:48.540 are they? And and that's helped me to really understand the living algorithm 547 00:37:48.540 --> 00:37:52.400 a little bit better because I believe Lincoln has the first living algorithm 548 00:37:52.400 --> 00:37:54.250 ecosystem and we're learning that 549 00:37:55.430 --> 00:38:00.630 as B two B content creators, because like B2B content isn't something that 550 00:38:00.640 --> 00:38:03.040 five years ago you were out looking for 551 00:38:04.120 --> 00:38:10.080 period, But I mean, anybody that can think back to 2016, like books, you 552 00:38:10.080 --> 00:38:13.940 read books? Yeah, I read books, right, but now it's like, do you go on 553 00:38:13.940 --> 00:38:18.060 linkedin to learn everything you possibly can, literally, that's where 554 00:38:18.060 --> 00:38:22.240 it's so much so that the platform has come a long way. So in my mind, I think 555 00:38:23.320 --> 00:38:26.120 the platform, one of the biggest things that they want is they want, if you're 556 00:38:26.120 --> 00:38:31.290 out looking at a bunch of people's profiles, you're probably a robot and 557 00:38:31.290 --> 00:38:37.130 they don't like that, right? You're probably you're probably a lurker and 558 00:38:37.130 --> 00:38:40.510 and it's okay to be a lurker to an extent, like the feed, but you're 559 00:38:40.510 --> 00:38:44.540 probably a lurker in the way that like, you could be scraping data off of those, 560 00:38:45.020 --> 00:38:49.040 those pages and never interacting with them and taking it outside of linkedin. 561 00:38:49.040 --> 00:38:52.590 So I started thinking about all these little things, right? And and so what I 562 00:38:52.590 --> 00:38:57.860 started to do was different habits. So for example, I usually get like 15 to 563 00:38:57.860 --> 00:39:03.240 20,000 views of my profile for like the 90 day period or whatever it is that 564 00:39:03.240 --> 00:39:09.150 they do For one month or whatever it is. And so I usually get about 15,000 and 565 00:39:09.150 --> 00:39:13.090 my average like 15 and 20 is where I usually land. And that number started 566 00:39:13.090 --> 00:39:19.160 dropping when the algorithm change to like four or 5000 literally. Well over 567 00:39:19.160 --> 00:39:24.060 the course of the last six months I've got it back up 15-20000 and I've done 568 00:39:24.060 --> 00:39:28.460 that by saying like, well what was it, what was I not doing to make like the 569 00:39:28.460 --> 00:39:30.920 algorithm can't just change and suddenly I can't be found anymore. 570 00:39:30.920 --> 00:39:34.020 There's got to be something else that's going on here. And so I started 571 00:39:34.020 --> 00:39:36.610 thinking about all the things that people are doing wrong, that they don't 572 00:39:36.610 --> 00:39:40.450 like. And I started to say to myself, okay, so what if I went to somebody's 573 00:39:40.450 --> 00:39:45.130 profile and I messaged them So I started I literally started doing that. 574 00:39:45.140 --> 00:39:50.640 I started going to 20 profiles a day and that I was connected to and just 575 00:39:50.640 --> 00:39:51.840 saying, Hey What's up? 576 00:39:52.920 --> 00:39:57.530 Literally if I had some good stuff to say I would too, but have no pitches. 577 00:39:58.020 --> 00:40:02.130 Just a quick like look uh looking on their profile, seeing a couple things, 578 00:40:02.910 --> 00:40:06.370 hey, what's up? We've been connected for awhile, never message you. Or maybe 579 00:40:06.370 --> 00:40:10.670 I had a string of messages already And I just kind of kept the conversation 580 00:40:10.670 --> 00:40:13.550 going and I started doing that every morning, just like 20 people will. Now, 581 00:40:13.550 --> 00:40:19.840 it's like super habitual and I probably send like per week like 500 to 1000 582 00:40:19.840 --> 00:40:22.730 messages. And now the part that sucks about that is that right now I probably 583 00:40:22.730 --> 00:40:28.730 have 2000 messages I need to respond to literally because of that activity. But 584 00:40:28.740 --> 00:40:33.270 algorithm has literally been conquered by me again, you know, from the 585 00:40:33.270 --> 00:40:37.500 perspective of like what they wanted per se. So like engaging with so it 586 00:40:37.500 --> 00:40:40.490 doesn't have to be random people like you if you don't have 55,000 587 00:40:40.490 --> 00:40:44.760 connections, well I only have 15 direct, the rest are followers, But if you 588 00:40:44.760 --> 00:40:50.750 don't have 15,000 direct connections And you only have 500 go chat with them 589 00:40:50.760 --> 00:40:55.270 making a cadence, like be involved with them on on on linkedin and that will 590 00:40:55.270 --> 00:40:58.650 help Lincoln will reward you for those things, I guarantee it and then get 591 00:40:58.650 --> 00:41:03.810 into their activity, feeding height. Yeah, exactly. That's really 592 00:41:03.810 --> 00:41:06.930 interesting. So you're taking it down to the D. M. Level now? I used to I 593 00:41:06.930 --> 00:41:11.770 definitely paid attentions, I found out that like if you want people to see 594 00:41:11.770 --> 00:41:16.250 your content then go to other people's content and leave a comment, chances 595 00:41:16.250 --> 00:41:19.100 are because they're probably gonna reply to you, link to is gonna be like, 596 00:41:19.110 --> 00:41:23.050 oh dan. And so and so we got a little something they're having a conversation, 597 00:41:23.050 --> 00:41:27.350 maybe I should show dan's posted that person, right? And the more people you 598 00:41:27.350 --> 00:41:33.470 can get to see your post and it creates a rhythm, it kind of sends a signal to 599 00:41:33.470 --> 00:41:38.050 the algorithm that more people should be seeing your content. So you don't go 600 00:41:38.050 --> 00:41:41.300 out there and just be like, oh nice, nice post. Nice post. Nice post. It's 601 00:41:41.300 --> 00:41:44.870 not like you want to scam the system, you want to leave meaningful content. I 602 00:41:44.870 --> 00:41:48.300 try to I go onto my feet and just try to help as many people as I can, either 603 00:41:48.300 --> 00:41:52.150 by encouragement, encouraging them, giving my two cents, leaving something 604 00:41:52.150 --> 00:41:56.040 helpful, like critiquing something, even like pushing back on something 605 00:41:56.040 --> 00:42:00.480 they say sometimes um that's real content, but it used to be the way I 606 00:42:00.480 --> 00:42:03.690 used to pump the algorithm, I noticed that doesn't work as well anymore. Like 607 00:42:03.690 --> 00:42:07.600 leaving comments on other people's posts doesn't have the same effect as 608 00:42:07.600 --> 00:42:11.430 it used to. So it's interesting you've taken it to dems and that seems to be 609 00:42:12.700 --> 00:42:15.430 taking it to the next level. Are you still leaving a lot of comments on 610 00:42:15.430 --> 00:42:16.170 people's posts? 611 00:42:18.000 --> 00:42:22.550 I would tell people that are commenting not to every day shows up in somebody 612 00:42:22.550 --> 00:42:28.160 news comments. So like you probably only see me in your comments once every 613 00:42:28.160 --> 00:42:33.490 other week right now. And that's a literal strategy because if I'm showing 614 00:42:33.490 --> 00:42:36.970 up in your comments every day, I might, I might tell the algorithm something 615 00:42:36.970 --> 00:42:40.480 incorrect, right? I might say like, oh dale needs to be paired with dan all 616 00:42:40.480 --> 00:42:45.820 the time, right? When that might choke me from other people. So, but if I'm 617 00:42:45.820 --> 00:42:50.690 with dan twice a month right, then it's gonna look at that that activity 618 00:42:50.690 --> 00:42:54.690 differently now, I'll like content, I'll go I kind of like like some 619 00:42:54.690 --> 00:42:58.980 people's stuff here and there that I've already left a comment for, But every 620 00:42:58.980 --> 00:43:04.200 day I try to be in 25-50 different people's content and and sometimes I 621 00:43:04.200 --> 00:43:08.810 try to do second connections on purpose, 3rd Degree connections on purpose 622 00:43:09.900 --> 00:43:14.770 to just open the algorithm up for myself. Biggest problem is I'm not, I 623 00:43:14.770 --> 00:43:17.930 don't have enough followers to post content, so I've had to go out and like 624 00:43:18.800 --> 00:43:22.300 Find people because like literally I can get to the end of my content stream 625 00:43:22.310 --> 00:43:26.330 and in the course of like 30-45 minutes, right? Which is a crazy thought because 626 00:43:26.330 --> 00:43:29.910 I should be seeing tons of second connection content and whatnot. But I 627 00:43:29.920 --> 00:43:34.520 remember I only have assert a very small amount of first connections, I 628 00:43:34.520 --> 00:43:39.440 have a lot of followers, right? So and Lincoln doesn't necessarily give you 629 00:43:39.440 --> 00:43:42.140 your followers content. It does, I've seen that it does that from time to 630 00:43:42.140 --> 00:43:45.420 time, but it doesn't the other side of it to dan that I would say like so like 631 00:43:45.430 --> 00:43:49.590 leave your comment but like don't just say like yo that was tight. Sometimes I 632 00:43:49.590 --> 00:43:51.110 will say that I'm not going to lie, but like 633 00:43:52.400 --> 00:43:55.990 make a conscious decision to say you talked about like saying something 634 00:43:55.990 --> 00:44:00.580 audacious or riling people up a little bit and I love that theory. But like 635 00:44:00.580 --> 00:44:04.620 what I would truly tell people to do is like leave a content comment that's 636 00:44:04.620 --> 00:44:08.720 like your content. So I have somebody one time that I was on like Elena Card 637 00:44:08.720 --> 00:44:13.620 owns Post and I just kind of like gave an opposite opinion because I don't 638 00:44:13.620 --> 00:44:17.480 necessarily agree with all the same things that the Cardone family does in 639 00:44:17.480 --> 00:44:21.690 a very respectful manner To ignite a great conversation and literally 640 00:44:21.690 --> 00:44:25.350 someone commented in there and said, dude, I love finding these little 641 00:44:25.350 --> 00:44:30.600 comments that you make because I put 1250 freaking characters in each one. 642 00:44:30.990 --> 00:44:34.340 And they say it's like literally it's literally like reading miniature 643 00:44:34.340 --> 00:44:38.800 content from you like inside the feed and that's that turned a light bulb on 644 00:44:38.800 --> 00:44:43.000 for me. I was like, yo, This is a good idea. And so my follower account has 645 00:44:43.000 --> 00:44:47.320 continued to rise. I have not gone stale. I still get like 500 two, 646 00:44:47.570 --> 00:44:52.590 followers a week When I get about 500 to 1000 connection requests a week and 647 00:44:52.590 --> 00:44:56.100 I decline about 70%, 648 00:44:57.690 --> 00:45:02.340 So don't be overzealous about who you connect with, right? Don't be 649 00:45:02.340 --> 00:45:06.600 overzealous about where you're posting your comments When it comes to like 650 00:45:06.600 --> 00:45:09.950 consistency on the same page. Like switch it up, try something new, go 651 00:45:09.950 --> 00:45:13.470 somewhere else. Find Gwen Stefani's linked in and say something about one 652 00:45:13.470 --> 00:45:17.940 of her hit singles in the 90s, like do something different that you're not 653 00:45:17.940 --> 00:45:21.470 doing that. The algorithm will pick up on the other side of this, that I would 654 00:45:21.470 --> 00:45:24.810 say is a really good actual move is every time someone sends you a friend 655 00:45:24.810 --> 00:45:29.340 request send him a message and every time you request a connection and they 656 00:45:29.340 --> 00:45:33.050 accepted, send him a message immediately because so many people are 657 00:45:33.050 --> 00:45:36.140 on Lincoln there like connect, connect, connect, connect. And they never ever 658 00:45:36.150 --> 00:45:40.160 send a message after they're connected with you. And it's because they're, you 659 00:45:40.160 --> 00:45:42.190 know, they're going through and just building their network and trying to 660 00:45:42.190 --> 00:45:45.450 get as many connections they can write, but they're missing a couple of the key 661 00:45:45.450 --> 00:45:48.410 components and one being that Lincoln wants to see you build connection with 662 00:45:48.410 --> 00:45:51.270 a person or else they're just kind of going to be like, yeah, you've got 663 00:45:51.280 --> 00:45:54.750 55,000 followers and they're fake, right? That's they're going to be their 664 00:45:54.750 --> 00:45:59.200 thought process, yep, totally makes sense one. How much time do you spend 665 00:45:59.200 --> 00:46:03.800 on linked in a day? On average, Just look at that the other day, But so I 666 00:46:03.800 --> 00:46:07.730 have three blocks before and after hours are worth two of them are, and 667 00:46:07.730 --> 00:46:10.910 then there's one in the middle of the day, depended on my training schedule. 668 00:46:10.920 --> 00:46:15.220 It'll vary The one in the middle of the day is usually only like 30-40 minutes 669 00:46:15.220 --> 00:46:19.700 max and it's literally just like responding to comments And then the 670 00:46:19.700 --> 00:46:23.270 before ours kind of seeps into the morning because I usually, I'll have 671 00:46:23.270 --> 00:46:28.960 like a 20 minute block of white space where I'll hit comments that have come 672 00:46:28.960 --> 00:46:32.310 in in the last hour of my first post because I still believe in those 673 00:46:32.310 --> 00:46:35.980 metrics, I believe that you should comment and then you should tag the 674 00:46:35.980 --> 00:46:39.440 person you're responding to in your content and your comments right now. It 675 00:46:39.440 --> 00:46:43.140 helps to feed the the algorithm a little bit and it helps to show up in 676 00:46:43.140 --> 00:46:47.300 the feed a little bit more to it's a dumb hack, but like it works, so just 677 00:46:47.300 --> 00:46:54.850 do it. Um but I probably spend an average of 2.5 to 3 hours a day on 678 00:46:54.850 --> 00:46:58.410 Lincoln. Um but people that just heard me say that I want you to also 679 00:46:58.410 --> 00:47:03.320 understand that um my business will hit a million in revenue either by the end 680 00:47:03.320 --> 00:47:08.700 of this year or the start of next year and and that's we're not even three 681 00:47:08.700 --> 00:47:14.060 years old yet. And, and that's because of linkedin. And so the time I spend on 682 00:47:14.060 --> 00:47:19.160 it to me is like working hours essentially, right? I'm not on it, just 683 00:47:19.160 --> 00:47:26.330 perusing doing, I have a very succinct methodology between me and my team that 684 00:47:26.330 --> 00:47:30.350 I'm carrying out. And it's more than just a process or system. I love being 685 00:47:30.350 --> 00:47:33.980 on the platform. I love seeing other people's successes. I love learning 686 00:47:33.980 --> 00:47:37.810 from other people's failures and learnings. I love the opportunity to be 687 00:47:37.810 --> 00:47:43.290 able to connect with other people. I love the, the view that I get from the 688 00:47:43.290 --> 00:47:47.700 seat that I meant of the network that I'm connected to. I freaking love it. 689 00:47:48.180 --> 00:47:51.830 And because I'm bought into that there's a power they're there because 690 00:47:51.830 --> 00:47:54.900 there's a passion there. There's an excitement there, you know, So it's 691 00:47:54.900 --> 00:47:57.580 more than just like, how much time do I spend spend on it? It's like, how much 692 00:47:57.580 --> 00:48:01.970 meaningful and purposeful time do I spend on it? And that's every single 693 00:48:01.970 --> 00:48:06.000 second. If you think about it, you're spending time with your potential 694 00:48:06.570 --> 00:48:11.100 customers, right, ideal buyers. It's all good time spent. It's not time 695 00:48:11.100 --> 00:48:14.300 wasted. I've spent the same amount of time. I thought you were gonna say more. 696 00:48:14.300 --> 00:48:18.060 I was wondering, I'm like Z over. I'm like, is he putting in for like five 697 00:48:18.060 --> 00:48:23.450 hours, six hours, maybe some days. But in general, When I was growing the most 698 00:48:23.450 --> 00:48:27.020 on linkedin, I was putting in 2-3 hours. That's just how much time it takes. And 699 00:48:27.020 --> 00:48:30.740 for people who think that's ridiculous. It's kind of like, well that's that's 700 00:48:30.740 --> 00:48:37.040 what it takes to do good, genuine social media marketing and growth and 701 00:48:37.050 --> 00:48:40.500 not just to build an audience, but to really serve people, which is what gets 702 00:48:40.510 --> 00:48:45.950 you the attention that you want. It's what gets the perception that you want 703 00:48:45.960 --> 00:48:49.650 right? And I don't just do it because it's good perception necessarily. It's 704 00:48:49.660 --> 00:48:53.180 it's just the right thing to do if you help enough people that help you get 705 00:48:53.180 --> 00:48:58.190 what you want. We've gone a long time. It's been a long longer episode, but 706 00:48:58.190 --> 00:49:01.070 it's been a ton of fun dale. There any final thoughts you have for people who 707 00:49:01.070 --> 00:49:06.200 want to go hard on linkedin. I mean, I honestly just to sum it up, but just 708 00:49:06.200 --> 00:49:11.200 tell people that there's a lot of risk in this concept of putting all your 709 00:49:11.200 --> 00:49:16.710 eggs into linked in and and hoping that you become some kind of popular or 710 00:49:16.710 --> 00:49:21.330 famous. And so I would be a lot more intentional with the time spent, I 711 00:49:21.330 --> 00:49:25.770 would be a lot more thoughtful In the ways that I'm approaching the platforms 712 00:49:25.780 --> 00:49:31.170 would not pay 999 for a course either. I would learn through other people's 713 00:49:31.170 --> 00:49:35.180 mistakes for sure. But there's plenty of content already on linkedin to help 714 00:49:35.180 --> 00:49:39.190 you to become what you need to be to start, get some revenue, then hire a 715 00:49:39.190 --> 00:49:44.340 coach, get some direction, then hired a coach, hit a couple of walls, then hire 716 00:49:44.340 --> 00:49:48.830 a coach. Right? But but to start, I would tell you that it's simple that to 717 00:49:48.830 --> 00:49:53.700 go out there and be who you are, genuinely empathetically vulnerably, 718 00:49:54.070 --> 00:49:57.830 you're going to attract a trot, no matter no matter how, quote unquote 719 00:49:57.830 --> 00:50:02.020 good your content is that if people can, when they see it and they read it, that 720 00:50:02.020 --> 00:50:05.200 they can think this is something different. That's sure there's a couple 721 00:50:05.200 --> 00:50:08.850 strategies there, right? That we didn't even talk about, like you got to stop 722 00:50:08.850 --> 00:50:12.250 the scroll. But the only way to stop the scroll is not to copy paste what 723 00:50:12.250 --> 00:50:15.780 someone else did to stop the scroll. You've got to do it in your own accord. 724 00:50:15.780 --> 00:50:19.540 You got to do it in your own way. You got to do it in in that jet. That place 725 00:50:19.540 --> 00:50:23.550 of genuine authenticity, radical authenticity is what people need to 726 00:50:23.560 --> 00:50:27.440 lean into remember too. That like linkedin and social media. They don't 727 00:50:27.440 --> 00:50:30.020 control your fate. There are plenty of millionaires and billionaires out there 728 00:50:30.020 --> 00:50:35.490 that never touched social media. It's just an avenue to help you to get to to 729 00:50:35.500 --> 00:50:39.080 the same outcomes or sometimes different outcomes that you might be 730 00:50:39.080 --> 00:50:43.410 thinking are more your cup of tea. But to find those things, believe those 731 00:50:43.410 --> 00:50:46.860 things understand that there's more than one route to get to those places 732 00:50:46.860 --> 00:50:51.750 as well too. And by doing that, you won't set yourself up in this box. 733 00:50:52.020 --> 00:50:57.210 Instead, you'll set yourself up in this ocean, this vast place that has a lot 734 00:50:57.210 --> 00:51:03.840 of opportunity that you get to go and visit every day and find new untouched 735 00:51:03.850 --> 00:51:08.170 territories in areas where you can build that reputation, create that 736 00:51:08.170 --> 00:51:13.690 consistency, dive into that community and attract the type of reader and 737 00:51:13.690 --> 00:51:16.450 follower that you're looking to. The one that engages with you. The one that 738 00:51:16.460 --> 00:51:21.100 also takes action. The one that thinks on a bigger scale than just, you know, 739 00:51:21.100 --> 00:51:23.690 I want to make money, right? Unless that's what you're trying to get on 740 00:51:23.690 --> 00:51:26.180 linkedin to do is teach people how to make money. That's cool too, I guess. 741 00:51:26.760 --> 00:51:31.150 But if you if you dive into what's intrinsic for people, if you if you use 742 00:51:31.160 --> 00:51:35.040 extrinsic motivators around that, you know, to to tie it in as well too, so 743 00:51:35.040 --> 00:51:40.300 that they see not just something that they can they can align with and that 744 00:51:40.310 --> 00:51:43.580 that feels very similar to their own thoughts and feelings but that also 745 00:51:43.580 --> 00:51:48.940 creates an outcome for them. Like they've never experienced as well too. 746 00:51:48.950 --> 00:51:56.780 Man that worked. This is awesome. Those are the defining moments for what it is 747 00:51:56.780 --> 00:52:00.790 that you're building one person a day. That's what we focused on when we 748 00:52:00.790 --> 00:52:05.660 started. Let's impact one person a day. That's all we cared about. One person 749 00:52:05.660 --> 00:52:09.170 will read this one person will feel this one person will be moved by this 750 00:52:09.180 --> 00:52:14.670 who is it going to be today? So so keep in mind set of servant leadership in 751 00:52:14.670 --> 00:52:18.720 that respect. Remember that there's one person that's out there that is lost 752 00:52:18.720 --> 00:52:24.810 that is broken, that is lonely, that is frightened, that is in a place that you 753 00:52:24.810 --> 00:52:28.980 and I never want to be in. If we've been there, we never want to go back 754 00:52:29.350 --> 00:52:33.030 and so go out there and find those people that are that are scared about 755 00:52:33.030 --> 00:52:36.750 building their business that are, that are freaked out about going into sales 756 00:52:36.750 --> 00:52:40.840 for a tech company that are wanting to do something bigger with their life and 757 00:52:40.840 --> 00:52:47.290 can't figure out the way to do it. Go and find that tribe, allow it to be to 758 00:52:47.290 --> 00:52:51.200 become something bigger too than just an audience. Right? Let's break that 759 00:52:51.200 --> 00:52:56.230 down. Right. Make it a community like we just talked about, allow them to be 760 00:52:56.240 --> 00:52:59.610 involved, allowed them to be engaged to laval them to move the same mountains 761 00:52:59.610 --> 00:53:04.730 that you're moving alongside you and more than anything else. Everybody 762 00:53:04.730 --> 00:53:09.230 listening rebel. Rebel against all the typical norms, the stereotypes, the 763 00:53:09.230 --> 00:53:13.320 generics, the white noise, rebel against these things become the sweet 764 00:53:13.320 --> 00:53:19.500 fish media of the podcast world and rebel. Take it all the way to the bank 765 00:53:19.500 --> 00:53:23.620 to don't just do it a little bit lean into the thing that makes you authentic 766 00:53:23.630 --> 00:53:28.380 rebel against the status quo and the things that are normal and create that 767 00:53:28.390 --> 00:53:32.480 distinct outcome that you're looking for. Find the rebels in your industry 768 00:53:33.150 --> 00:53:38.510 and rebel. It's kind of a message I have at the end. That's great. And just 769 00:53:38.510 --> 00:53:41.490 for everybody who's listening to this and isn't, doesn't happen to be one of 770 00:53:41.490 --> 00:53:44.930 those 60,000 people that already connected to on linkedin. What's the 771 00:53:44.930 --> 00:53:49.130 best way to what you're like? You are all on linkedin. Yeah slash and 772 00:53:49.130 --> 00:53:53.030 backslash, copier warrior. When you go to linkedin, you can add sales 773 00:53:53.030 --> 00:53:57.130 rebellion, pretty much anywhere outside of Lincoln to youtube instagram 774 00:53:57.130 --> 00:54:02.720 facebook tiktok twitter, I'm out here come chill sales rebellion dot com. 775 00:54:02.730 --> 00:54:06.180 Google deal Dupri, come find our community. You can find our slack 776 00:54:06.180 --> 00:54:10.560 channel on our website, Get involved, have some fun with us, come rebel 777 00:54:11.350 --> 00:54:14.070 awesome. Gayle. Thank you so much for joining me on GDP growth. 778 00:54:18.250 --> 00:54:21.870 One of the things we've learned about podcast audience growth is that word of 779 00:54:21.870 --> 00:54:26.540 mouth works. It works really, really well actually. So if you love this show, 780 00:54:26.540 --> 00:54:30.460 it would be awesome if you texted a friend to tell them about it. And if 781 00:54:30.460 --> 00:54:34.780 you send me a text with a screenshot of the text you sent to your friend meta, 782 00:54:34.790 --> 00:54:38.430 I know I'll send you a copy of my book, content based networking how to 783 00:54:38.440 --> 00:54:41.880 instantly connect with anyone you want to know. My cell phone number is 784 00:54:41.880 --> 00:54:48.270 40749033 to 8. Happy texting.