The "Result" Lead: How to Grow Your Business in 2026: 5 Strategies for Rapid Scaling

Hopefully I'm okay. Yeah, I was attacked by sneezing in here, but I recovered.

Good, good, good, good, good, good.

I was like, you know, wearing your, your shoulder—

yeah, my sling. Well, I'm supposed to be wearing it for one more week, but it's too hard to type with that on because it gets in the way. So while I'm at my desk, I'm just going to not wear it and get yelled at by everybody.

Yeah, I saw you this morning, you were not wearing it. You were like showing off about the workout and everything. That's right. Look at him, he's doing good.

That's right, that's right. Well, I'm glad.

Thank you so much for taking the time to meet with me. I know you've been traveling and you're a busy man, but I want to get things going, Toby.

Okay. All right, so we sent you over some— I'm gonna pull it up here real quick. I sent you the playbook, right?

Uh, yes. Uh, well, I— that was— yeah, you did, you did. I have the— at least the first version. I don't know if we want to review that, but yeah, yeah, I have it in here.

Okay. Yep. That's right, that's right. Um, so any questions on that?

Well, it has been a while since we reviewed it, but I mean, I've been using few of the stuff, especially some of the scripts, uh, that you put in there. But okay, uh All right, so, um, I do have questions. I don't know if that would be part of the— this action plan that you sent me, the playbook. But my question is regarding to network organizations that I've been visiting, and I don't know if this right now would be a good time to talk about.

Yep, let's go over your networking because this is what we have to work on right off the bat.

Um, okay, so I have been visiting different networking organizations, like different Chamber of Commerce, like the Plano, North Dallas, Frisco, McKinney. Sorry, I haven't visited Allen. I don't even know if Allen has a Chamber of Commerce.

Every, every city has Chamber of Commerce, so you're good.

I know, I know.

Thank you.

Yeah, so I, I actually would like to see— you can give me your feedback about which one should I join, because I can't join all of them. But I was impressed with the one in Plano, and the reason why— in Frisco too— the reason why was because of not only because of the, you know, the group of people that attend to the weekly meetings, but when you go to the website, the number of events that they have, they have different events. Not only like the rebound tournaments, they have more other stuff. Like last week I went to one that it was for business owner, just woman division, perfect, in the Grandscape area. Yep, it was awesome. So I, I think I like that because of, I mean, the Plano and the Frisco, uh, they have a lot of events during the month. I mean, when I compare, I went to the one in McKinney. McKinney was— is, um, a lot of people. Even though that day I went to visit was only 95 people, and they say, oh, it's because it's a spring break, usually we're about 150 people.

Yeah.

Oh my gosh, just to listen to everybody's 30-second introduction, it was like All day.

Yeah, all day long.

See, what do you think would be a good criteria to make that decision? If you have any feedback about that or any other.

So number one, what I like, what I heard you say that I really liked is that you went to an event that was predominantly women. So women-owned businesses should be one of your profound avatars. Women will do business with women because women are trying to show their worth. They're trying to create a footprint in entrepreneurship. And when you have women helping women, it's empowering throughout the whole community. So if I was in your shoes and what we tell business owners is find people of your character, whether it be women, whether it be Asian, whether it be African-American, whether it be of Afghanistan, Pakistan, whatever your culture, whatever your environment is, get like kind because you all have already a common denominator.

Okay, that makes sense. So talking before, you know, that's a good point because I did that, the one that I went last, last week, it was through the Plano Chamber of Commerce, but I have two other options related to only a woman organization. I, I've been accepted to another one that is, uh, is, is international actually.

Okay.

Uh, I was accepted. I can't remember how much it is for the membership, but it's not cheap. But also, I, I am part of the, uh, energy—

it's only for energy women, which is again right back into your alley because you are oil and gas. So, so we got women-owned Yeah, yeah, yeah. I don't know, women-owned oil and gas. You're now bringing in common denominators that gives you a leg up, and it gives you street cred or credit credentials that, that people want to listen to you because you know what you're talking about. This is, this is perfect.

Okay, okay, that's good. And I, I also, I'm gonna renew my Society of Petroleum Engineers membership. Okay, because that's not only for women, but it's for— yes, oil and gas industry.

Yep.

Okay, so, uh, okay, so that's good. Do you think I should join? So then the Plano and the Frisco Chamber of Commerce, or—

I, I tell you what, what, Yvette, um, because we're trying to grow and build, we want to stay skinny and thin, uh, financially. I would, I would not join the chamber because what are they— they're pretty expensive, especially Plano, Frisco, those guys. Our big bucks?

It's like, uh, no more than $500 for the year.

Oh, for the year? Okay, okay.

I think, yeah, because that is, uh, maybe like somebody like you. Yeah, they— you would be paying more because they want like a sponsorship or more than one employee. I'm just myself.

Perfect. Then, yeah, for $500 a year, here's what it gets you. Now you get the whole database of all the businesses in the chamber Then we dump them into the CRM, which is— we're going to go over week 1 and week 2 foundations. But then you dump them into the CRM. We sort them out by women-owned first, women-owned oil and gas, women-owned energy second. Then we go find them on LinkedIn and then we start connecting. Okay.

Okay. Well, I need help on that side. I don't know how to do that.

That's why you have me.

Okay, great. I like that. So I wanted to also— I have a question here for you. They say like, how to bring value to my network?

Solving a problem.

I want to bring value to my network, but I said, because let's say if I, if I join any of these chambers, uh, when I, I think I might be wrong, but I just— for me to bring value to them and then for them to feel like more comfortable giving me referrals.

Yep.

I think I need— I'm the one who needs to start giving them referrals, kind of like to build that trust, or maybe trying to have more like a one-on-one with them, like coffee or 15-minute Zoom meetings and stuff like that. Um, would you agree with that, or—

I would not. Let me tell you how you do this. Okay, so you're gonna give away free value. You're going to, in your LinkedIn post, into your social media posts, you're going to give away HR nuggets, HR solving problems. You're going to give away more than you want in return. So what we want to work on is what does Yvette do? What problem does Yvette solve? We're going to come up with a category, a topic, and then for the next 30 days, You're going to be sending out to people problems to be solved. Here's how you solve this problem. Here's how you resolve this issue, whether it's employee turnover, whether it's benefit, whatever it is. Well, I'll come up with topics.

I have some ideas about that.

Yep.

Perfect.

Perfect. Write them all down. And then what you're going to do to create value, you have to be the subject matter expert. So in that aspect, as you're giving away nuggets, information, content, they're like, holy cow, that Yvette girl, she knows what she's talking about. I need to call her because we have a problem and I need her help. Because right now they don't know you can solve a problem. Oh, I can hire employees for you. Everybody can do that. Indeed can do that. CareerBuilder can do that. LinkedIn Jobs can do that. What does Yvette do that those can't do? What is the problem that Yvette solves?

The differentiator.

That's right. The differentiator. The category of one. Yep. Remember the category of one. Yep.

How to utilize that.

That's correct. So that's what we'll do first. And then you start throwing this out there. So as you join the chamber and in your bio, you're going to have your problems that you solved for businesses. And we're going to be very laser. Women-owned first and foremost businesses. Here's what I solve for them. Women-owned energy, oil and gas. Here's what I solve for them. And then everything else becomes just a byproduct. You are now the go-to guru of women-owned businesses. You've got all these testimonials, all these accolades. And then every guy like me that says, you know what, I don't want to mess with it. I'm hiring Yvette. Because I see the post, I see the accolades, I see the responses, I see the content. Until we prove that you are the subject matter category of one, nobody's going to call you.

Okay, okay, uh, that sounds good. Uh, yeah, I just have another point in here really quick that says increase lead generation and conversion rates. I, I need to of course work on that lead generation. The franchisor just recently, recently, last week, they started sending us some real kind of more real leads to our CRM system that we use. So I, so far they just sent me another one this morning. So, so far I have 3 leads. These leads that they are sending me, I, I call them, I email them I called them again last week. So this week I have to follow up and do it. Let me ask you this, or I qualify them.

Yep. So let me ask you this. So give me an example of one of the leads that you have. What's the name of the person, the name of the company?

Okay, that they, they provide me with that. Okay, let me see here.

Give me an example of that.

Let me move this to the other screen here. Okay, so one is, for example, um Fabiana. Well, no, let's talk about this one because Ken, stranger, stranger. Okay, Ken, Ken like the Barbie's boyfriend Ken, and then strangers.

Okay, all right. And I'm laughing the way you described it. I would have never thought to go to Barbie's boyfriend Ken, but that's great.

Well, because I don't know if I pronounced exactly right.

You did, you did perfect. What's the name of the company?

Uh, CMA Technology Solutions, and they are in— he's located in Louisiana. Okay, Louisiana. And he's the chief technology officer.

Okay, he can't help. So, so here's— let's, let's talk about that real quick before we go more. He's the chief technology officer means he's IT, he's not HR. He's not a viable lead. He can't help you. He can't make decisions. And that is a BS lead. I want you to know this straight up. And I want you to start—

I don't think he's— No, he's IT. I don't think he's a decision maker. He's not a decision maker.

He's technology. He's not operations. So you got to remember. So let's do this. Let me do this with you real quick because I like you so much. I'm going to make you a rock star.

Thank you, Tommy. I like you too. I'm going to make you a rock star. Otherwise, I wouldn't be paying so much money. All right, let me have access to you.

All right, hold on.

Uh, when you're doing that, I went to their website last week and I said, let me see just for fun.

You said Ken Stranger, right?

How many opening positions they have?

You said Ken Stranger, right? What's his last name?

Yeah, it's Stranger, like S-T-I-N-G-E-R. Stranger.

So S-T-I-N-G-E-R.

S-T-I-N-G-E-R. Yep.

Okay. All right.

And he's with, um, CMA Technology Solutions. CMA. C as in Carl, M for mom, A for apple. CMA Technology Solutions.

Gonna find this boy out of Louisiana, right?

Mm-hmm. Um, you finding him on, uh, LinkedIn?

I'm looking. Okay, I'm looking. The boy ain't there.

I'm gonna put his name anyways.

Did they give you a LinkedIn link?

Uh, I do have it. I can send it.

Put it in chat. Yeah, put it in the chat because you—

yeah, I just put his name on the chat, but I can put—

no, no, the link. Yeah, yeah.

Okay.

Um, I wanna, I wanna show you what I would do and how I want you to do Okay, because I didn't contact him.

Oh, that's fine. I, I look at him, I look at him on LinkedIn. Uh, okay, let's see if this works. So he's not one of my contacts, but let's see if this works. Can you click? I put it in the chat.

Got him. Okay, Chief Technology Officer, CMA Technologies, Baton Rouge, Louisiana.

He's been there many years. He's been 26 years. Yep, he's been working there for almost 30 years. He's probably like, I mean, like, he's been with that company for a long, long time.

All right, now here's, here's the deal. So, um, he is technology, but if you look over to the right, Chad Lamari is the CEO. Ben Cherambonier is the founder. Brandon Wanscombe is the director of recruiting services. Okay, these are your contacts. A technology guy is going to either ignore you or pass you off with no credentials. So your first thing—

quick, I don't know if this is relevant, but the reason why the franchisor sent me Ken as a lead is because he clicked on something that the campaign— the franchisor running a campaign, and they— he apparently clicked on a link or was opened an email. He showed interest somehow. It shows some interest, right? I just—

right.

Yeah.

And that's fine. But here's the deal. So, so maybe the company— and you said you went to their website— maybe the company is looking to hire. But here's what your move is. Yeah. Is you want to get it. So And if we look at Justin Moore, is the Vice President of Recruiting Services at CMA Technology. These are the people you need to build the relationship with. So you need to connect with them first and do not solicit them when you connect with them. Only connect.

How do I connect with them? Email?

No, just through LinkedIn. Through LinkedIn. Yep. And don't— and now put them in your database. So you connect. And let them be, okay?

Without sending a message, just send the connection, correct?

Correct. Then once they connect, they're going to start seeing your post, they're going to start seeing your content. Once they connect, they're going to start seeing your stuff. And then at that point in time, do you reach out and say, I see that you're looking to hire, here's some services that we can provide to help smooth out this transition.

I love it. I love it because also, if, uh, what's his name, Chad?

Yep, Chad Lemire.

Something— if he posts something, I can say I like it.

Yeah. Oh yeah. Oh no, you like, you comment, you, you engage with them. Yes, that's correct. But you got to connect first. And here's what I want to tell you, what everybody else does They connect and they immediately solicit. Do not do that. You connect, you like, you comment, you share. Hey, hey, Chad, I saw you posted this article. Here is what I learned from it. Here's what I got from it. Amazing insight. I mean, put them on a pedestal. Same thing with Justin. Same thing with, um, Brandon Waskom, who's the recruiting services director of recruiting.

I was going to ask you that. So the people that I'm going to connect are anything related to HR?

Yep. HR, recruiting, staffing, operations. You want to connect with all them and you want to become their newest best friend on social media. Okay.

Okay.

They're going to start seeing you and then they're going to, because you're in their algorithm, when you post, it's going to show them.

Yeah.

Okay.

Yeah, I like that.

All right, speaking— so let's go over real quick your— did you get HubSpot all set up?

Did I get what set up?

HubSpot, your CRM set up?

Um, no, I'm using the FranchiseSource CRM.

Okay.

Which is, it's called Dynamics 365. 65.

Did Randy look at that with you?

No, we haven't.

Okay, so we need to get on a call with Randy. We need to understand your CRM to see how we can integrate your contacts and your— because if it doesn't track your activity, so what the CRM would be HubSpot, GoHighLevel, the minute you connect with somebody, it's now an opportunity is what we call them in Go HighLevel. It's now an opportunity. And then as that opportunity grows, every time I connect, every time I comment, every time I email, that activity is tracked. So we can see, hey, we've reached out to Justin Moore 8 times. He responded once. Well, then there's a problem. But I commented one time on Brandon and that guy's blowing me up. Maybe that's my guy.

So what's the name of the CRM software you You use GoHighLevel. GoHighLevel.

Yes, ma'am.

Okay.

Um, and there are free versions. I think there's a free version or a very, very, very cheap version that you, you, you don't need what we have. We have high-end because we do all our ads. We do— we'll get you there, but you don't need to start there. Uh, we do need— so we need— I need Randy to dive into your proprietary CRM with DocuSign, so that we understand what it can do and can't do to guide and direct you on what you're missing or not. Maybe, maybe it works perfect, but we just need to give you— we need to understand it so we can guide and teach and train you on it to implement what you need done every second of every minute of every day.

Okay. Yeah.

Okay.

I like that.

All right.

He gave me— I met with Randy and Nick, your other right, right hand.

Yep.

So yeah, uh, so we went through, um, the, uh, the tracking reports, the dashboard, the accountability dashboard, which is, I mean, more work for me to do. Besides that, I have to do this scorecard for dogs every Friday, but now I do this.

What we're going to try to do is integrate DOCSIS without violating. We need it to where you only input it once and it transfers over for you. So we'll, we'll keep working on that. The other thing, so let's go back to CMA Technology. The other thing that you will, you need to do is when you have a company like CMA that's provided to you on that same side, you'll see more profiles for you. You'll also see other companies along that line and in that same. So just because they gave you one lead, when you click on, say, Justin Moore. So when you click on Justin Moore's name, who is the vice president of recruiting.

Okay. I just contact on Justin Moore.

Yeah. And now you have to the side I just went over there and we have all that staff.

Excuse me. Sorry.

And you now have a whole list of individuals within CMA that you can— the more you get your name in front of them, the more you'll find the right person. And then you can also, you can take this. So you can take Justin Moore, Vice President Recruiting Services at CMA Technology, dump that into my AI that you have access to and say, I need more like kind people on LinkedIn. Go find them for me.

Okay. I don't have access to— I don't know what AI tool you're talking about. I don't have access to that. Okay, um, but I would love to. One thing that I want to say, and I don't know, uh, if this is relevant, Dobby, but, uh, for example, one of the things that I like to do is like, for example, CMA— never hear that company before, right?

Right.

So I went to their website and the first things I go to the career, I want to see how many full-time remote positions they have.

Correct.

This particular company, zero. They have only 2 opening positions and they were, uh, here in the United States. So I approached them anyway because maybe that's something they haven't been considered, right? That's probably what the previous guy was like, because I can find— they're looking— I know exactly because I remember they're looking for a network engineer and they're looking for a help desk person. I remember because I did my homework and I said, yeah, do we have those positions. Yes, we can fill those roles. But my point is, I always like to look at the— if it's possible to look at the website to see how many opening positions. Are these people already familiar with the outsourcing model, with the, you know, offshoring model, or not? And do they have a lot of, uh, opening positions? Because to me, I was like, oh, that could be a really good potential client because they can— they need 20, 20 roles and I can help them. I would be the one person to go for to fill those roles. So, uh, you see what I'm saying? That's my way of thinking too, to see, okay, so, uh, yeah, it could be— I'm not gonna say no, but I'm just— well, should I move to another company that spend my time more into other companies that could be more they have more potential to, you know, I would love to do, I mean, you know, only find one role, but I would like to find 20, 30, 50 roles with the, with one company.

And well, we don't know, we don't know what we don't know. They may be in expansion mode, right? So never discard until you're so busy that you can cherry-pick. The one thing that, um, hold on, I'm looking at something real quick. I don't want to follow him. Um, what I would like for you to do is send me the email that you sent to these— to the leads. I want to read the email, how you formatted it, how you positioned it.

I need help with that, and I will—

I will fix it. Yep. So, and I don't know that it's broke, but if there's anything to be enhanced, I'm going to show you how to do that. So send me when you get a lead. Don't, don't— if you get a new lead, don't send anything, let me know. But send me the emails that you sent out to these individuals or any communication you did. Send that to me first, let me give you critique on it, and then you'll know what to do next.

Okay, yeah, I will. And I, I, I think I actually can send you the voicemail script that I use. Okay, exactly. But you know I will send you the voicemail.

Okay, so send me those. Send me the emails and the voicemails. Um, okay. And then any new jobs that come up or any new client you want to reach out to, send that to me via email. Hey, Toby, here's who I got. Here's who they are. How would you go about it? And I'll tell you my scripting, and then you can make it you.

Perfect. I like that. Okay, um, uh, the AI tool you're talking about, um, I'm going to email it to you here. I have access to that, so I'm, I'm going to send a message to Randy to, to, uh, to see if we can connect the CRM, the CRM software, the GoHighLevel and the Dynamics.

Yep.

And also Is he will be able to show me the AI tool you're talking about? Because I use ChatGPT, I use mainly we use ChatGPT, but that's fine. I was— I know the time is almost over, but I wanted to see if, uh, you know, right now is the taxes time, so I'll be— if the bookkeeping— I hate bookkeeping— are using QuickBooks Online, but I'm being honest, it's like, oh, it's like, who likes to do bookkeeping? But it's— I need to do it. Uh, but I hear someone the other day that they use AI. I don't know if it was Cloud, but there's a way that you can actually use one of those AI tools to help you to do the bookkeeping, to categorize these expenses and stuff, and even to track the mileage. I've been driving a lot lately, to track the mileage on your car. And also, like, if you come back from a meeting with a bunch of business cards, you just put it on, you just take a picture or something and put it on, give it— I don't know how it works, but the AI will download all the contact information into the CRM. I was like, wow, that's awesome. You don't have to do it manually. So maybe I'll mention to Randy.

Yep.

Okay.

So on your taxes, all you need to do is take your P&L out of QuickBooks. So take your December 31st, 2025 profit loss statement, turn it into a PDF, dump it into your AI and say, hey, go in there and categorize this for my 1040 EZ Form. Because how much money did you earn in 2025? So easy peasy. So you're just going to do a 1040 And you— what you're going to do is you're going to take your LLC, and that's going to be on your Schedule C.

I have a C corp.

Oh, you have a C corp? Okay, then go into it, dump all that into there, and say, I have a C corp, how to tell me the allocations. And here's how you get really, really simple: which boxes on my tax return, which line item goes into which box? And it'll tell you line 14-4-1, put this amount. Line 16-A, put this amount. Line 22, put this amount. So if you ask it specifically, tell me of my P&L which line item goes into which box on my 1040 form. Okay.

Oh, okay. So, um, that's— is that something also Randy can help me if I have questions on that?

Uh, no. I would have to help you. Yeah, that's over Randy's, uh, head. I can help you with that.

So, um, okay, so because I haven't categorized mainly anything on—

so if you want, so do this, send me your 2025 P&L, your year-to-date 2025 P&L. I'll dump it into AI and send you back the report.

Okay, but so you don't have to have categorized everything, it will, or you can run the P&L report.

It'll do it all. It'll do it all from the P&L. That's correct. Okay. Ah, well, let me rephrase this. Our AI will do it all from the P&L.

Okay, so I will send you the P&L for 2025.

Perfect. Okay.

Okay. And all right. Okay, so yeah, I'm sorry we went over the time, but I wanted to see because I know you are a fan of AI, using AI to make your life easier. Me too. I wanted to use it to make our life easier.

So do, do 2 things for me. Send me the emails you sent out to the potential candidates, to the leads, to the leads, and then send me your 2025 year-to-date P&L. Okay.

P&L. Yes.

Okay. All right.

All right.

Thank you.

Well, I wanted to talk to you more often, like hopefully next You know, until I get on track on my— how to do all these things.

Well, you— so here's the deal. You're going to have my AI. You can talk to it all day long, every day, okay? And it'll answer you just like me.

Yep. Okay, that you're twin. Yes, I remember that.

Okay.

Yeah.

All right.

Okay, thank you, Toby. Appreciate it. Take care. Bye.

Really?