Joe Apfelbaum Coaches CEOs about how to Leverage LinkedIn and how to Enrich Data on LinkedIn

Got it.

Okay. So give me a little bit of background information on what you're looking for in terms of building your brand on LinkedIn. I'll be more than happy to answer any questions.

Great. Thank you. So, so I, I did this TEDx speaker education training and there was a LinkedIn expert there and, you know, that was really interesting lecture about 2 hours going through how to build a LinkedIn network. And he said there's a really interesting balance between trying to have a lot of connections versus followers. He said actually having a lot of connections can actually reduce your effectiveness versus having a lot of followers. So they're different things. And I guess for me, it is an interesting question of how to grow a professional-based personal brand. So as I mentioned, I've had, I'm a golf entrepreneur, serial entrepreneur, had an exit. Wrote 2 books which have been published this year and, you know, self-publishing all that, but wrote a board game called Entrepreneuropoly. And so my, my, my personal brand is really about entrepreneurship and passion, like building businesses from the things you actually love doing versus just, just building businesses. And that's the brand I'm trying to build on multiple channels. But LinkedIn is something I resonate with most. You know, I don't, I don't resonate with TikTok or, you know, YouTube Shorts. I, you know, to me, LinkedIn is the kind of brand that I wanna build more professional and all that. So, so I'm trying to absorb as much as possible in, in how to do it in a, in a, in a tasteful way without really just becoming, you know, just a connection junkie, if you know what I mean.

100%. 100%. You know, so what I would say for you is to have a strategy. That would be the first thing that I would tell you to do. Most people don't have a strategy. So understanding who is your target market, what is their message, what are you trying to achieve, and then taking people through a particular funnel. So there's top of the funnel, middle of the funnel, bottom of the funnel. So once you figure out your target market, you can take those people through a particular funnel. Getting really clear on your target market is one of the hardest things that people can do with whether it's in a business or a personal brand. People don't want to pigeonhole themselves. So if they take a look at your profile, is it really clear who you're talking to and what is your message to them? For most people, it's not clear at all. And that's why they're not really getting traction. You know, I recently heard a talk from a guy who— I recently heard a talk from a guy who targets people looking for jobs in the UK, like, but not just anybody looking for a job, brand new students that just graduated that are looking for a job in the UK. And he's able to generate $100,000 a month in recurring revenue from that niche. And he has almost 50,000 followers on LinkedIn.

Mm-hmm.

Because for the past 3 years, he only focused on that niche. And so, you know, they say the riches are in the niches, but it's not because there are riches in all the niches. There's a concept called total addressable market. There's a lot of different ideas around making sure that you pick the right niche, but also like understanding if your messaging is resonating with that niche and if you have all the components put together. So if I take a look at your profile, you have a sharp profile. You talk about— it looks like there's something related to golf in the background over here. You have a profile photo that's pretty professional, but there are— it's not very, very clear. It looks like you're a golf— I don't know why I thought it— oh, startup addict. I thought it said golf addict, but you're really focused on golf.

Thank you.

Yeah, it looks like you're really focused on golf and EO. That's kind of like the thing. And you're missing a lot of different elements in your profile from a branding perspective. You're missing like the newsletter, the article, the videos. Like there's a lot of different elements that you're missing here, like the events, all that stuff. You're missing call to action. You don't really have a way for you to collect people's information on your profile as a thought leader. So I would definitely recommend Doing an overhaul of your profile to really help you with your target market. Also, you haven't received a recommendation in many, many, many years, over a decade. And also, your skills aren't aligned with what you're looking to do necessarily. You don't have content around your education. So there's a lot of things that are missing in your profile. Your profile needs a revamp. And if you optimize your profile properly and you have the right featured featured posts here and you kind of align yourself properly, you're much more likely to be successful being a thought leader on LinkedIn. I walk thought leaders, I have a community where I walk thought leaders through optimizing their profile, but also optimizing their connection strategy and making sure that they're doing all the things they need to do. I have about 20 members that we kind of meet on a regular basis and talk about Thought leadership and talk about how they can build relationships with each other and grow their business. You know, like that's the idea. Like even supporting each other's content when you post something on LinkedIn. Maybe you're not really, you know, you haven't posted in three months. So it's like if you want to put yourself out there, you got to be consistent with posting. And most people are just never posting on LinkedIn, and they want to be a thought leader. They want to put themselves out there. But then three, four, five, six months go by. and they don't have a followership and they're wondering why. The reason you don't have a followership is you're not putting yours. It's like saying, oh, I want a network, but you don't go to the networking events, you know, that's the idea. Yeah. So showing up to the party means leaving comments. So if I take a look at, I can see how many comments you left and I see the last time you left a comment was 2 months ago. I'm not saying this to shame you or say there's anything bad. You're a very successful entrepreneur, but I'm saying in terms of building your personal brand, either hiring someone to do this for you and support you or hiring someone to guide you, And then having that accountability to make sure you're taking action consistently will help you build that brand. That's the idea.

So now that sounds great. I love the idea of that 20-person group you mentioned, the mastermind kind of group. I think that's great. Is it possible to, or how do I, this person that I've hired as a part-time, but she built a strategy in terms of more tactical strategies, low-level strategy of, you know, posting hashtags, you know, when, what, etc., and commenting. So all of that will start soon. But part of, part of my, as an entrepreneur, and I'm sure you come across this and maybe some of the guys too, like I do 100 different things. I'm busy as hell. One of the things I'd love to do is kind of instead of playing like a broken telephone to my assistant, how do I get kind of my assistant to be part of this conversation? They go, oh yeah, I need to do this for Igor. I need to do this for Igor. I need to make sure. So I made some notes which I'll hand off and—

Yeah, 100%. I would say some, for some people, like we have at least 3 people in the Thought Leaders Community that they have their assistants that are part of, they join the like monthly meeting with the other entrepreneurs, but they have their assistant in there every day taking the actions, the daily actions of posting on each person's post. So if there's like a list of people that you want to be involved with, let's say for example, there's another EO member, Eric Thorson. I don't know if you know who he is. Nice guy. He's part of the Engaged Thought Leaders community and he's building his own personal brand, very successful CEO. Now he's a business coach as well. And he has a successful business called Thor Solutions. And if you go here, you'll see he's constantly posting on the platform and he gets comments on his posts. You see there's likes, there's comments, there's action going on, but he's also leaving comments on other people's posts. So you see that he's taking action. So he wants to do it himself. So he learns how it works before he hires an admin to kind of do it for him. But then there are other people that are kind of just, they hire the admin and then The admin kind of does it for them and that's it. But do you see the way he writes over here, get, click to get notified and there's a little arrow and, you know, there's all these little things that you can implement in your profile that can make a huge difference. Yeah, it can make a huge difference.

I love that header. I love that header. I was told that in this other cool course I did, the guy said that the average time a person spends on a new LinkedIn profile is 6 seconds.

100%, very, very little, very short period of time that people spend on the platform. So it's essential that you make sure that you capture people, but also like people will spend more time on your profile if they see you more times. So for example, if I leave comments on people's posts, if I'm on the feed, let's just say, and I see somebody's posting consistently like this guy, let me see who's gonna load over here now. Okay, so Gary Vaynerchuk, for example, I don't know if you know who he is, but he's a, he's a pretty popular guy that everyone knows, but he just came out with a book, Day Trading Attention, but he has 5 million, a little over 5 million followers. I'm going to make sure that I drop a comment on every single post that he posts. And the reason I want to do that is because I want to stay top of mind with his audience. So if he has 100,000 people that see his post, a percentage of them, maybe 5,000 or 10,000, will go into the comments and they'll notice me consistently dropping comments. And I don't even have to write the comment myself. I use my tool called Evvy AI that helps me be able to do that. So it just makes my life a lot easier. But that's, yeah, having a strategy is gonna be key, not just writing content, but knowing who your target market would be the first, that would be the first step. Ben, is your last name Zen?

No, my last name's Riddler, but I remind myself that I have to stay chill by calling myself Ben Zen on the socials.

Okay, that's so cool. Benjamin Riddler, R-I-D-L-E-R.

Yeah, do you want my link?

Is that this? Is that this link over here?

Sorry, let me just get you guys back up on my multiple hundreds of screens. Where are you?

Sounds like another Aussie.

Kiwi. I'll give you a tip. You should always default to Kiwi because it's a compliment to Aussies.

I'm an Aussie.

Is this it? Is this you?

Yeah, this is, this is me. So, um, I've not been active, but I'm about to go again with the new company and we're gonna use Dripify. I've got an agency, but I've not been in there and, and I can notice the difference and what you were just saying resonated. So I know I need to get my act together. And so I've, I've just got a couple of bits of tech to build to launch this thing. It should be out in the next week or 2 and I'm gonna try LinkedIn and my primary channel. So, yeah, it's gonna be really interesting. I've got a client we worked through the LinkedIn process and Dripify with and their diary is just full of automated appointments that we've been booking. But they're very—

I love that.

Yeah.

I love that. I love that. That's really, really cool. So in terms of using Dripify, have you ever tried to use Linked Helper?

No.

It's a little less expensive and you can do a lot, a lot more with it. So it's $100 a year instead of $100 a month, but it works on your computer instead of working on the cloud. So I like using that. I teach my— I have clients in my AI LinkedIn automation community that I kind of teach how to use that particular tool. Dripify is cool, it works, but you could only do like 20, 25 a day. With the other one, you could do 150 a day. So you can be a little more aggressive and it's like an app on your computer. So it just sits over here on my computer and it's a little bit safer in terms of the algorithm and so on. But what a lot of people wanted to know about was like, how do you enrich someone's information? Like, for example, I can use this tool called Make.com. Have you guys ever heard of Make.com?

Yeah, I'm an integration guy.

Oh, cool, cool. So with Make.com, you could run an automation that will let you just feed it, let's say, a LinkedIn URL, right? I filled it or whatever. You feed it whatever you want. You feed it first, last, company, or LinkedIn URL or whatever. And then what it will do is it'll return back a lot of key information about the person. So in this case, it's returning back first name, last name, location, company, LinkedIn URL, and then more location information. Then company data, you see all this company data that it's pulling up over here. It's pulling up a ton of company data, but it doesn't do it for every single company. Like, I'm testing it out now with this. I tested out with /benriddler and it didn't give me anything. For some reason, it's not picking up your LinkedIn URL. So I'm just gonna try Joe Apfelbaum to see if my app is broken. Apfelbaum, because I just built this app with Claude. Oh, look at that. It worked with Claude. So check this out. I actually built this entire thing A to Z just talking to Claude. It built all the code out for me. Including the webhook and the full integration.

I'm coding with Claude now. It's amazing. I'm using 3 AIs for coding because Google can hold the whole code base and tell me where stuff is. And then Claude, then ChatGPT has a go at the script because Claude runs out of tokens. Then Claude makes it work. It's fun.

It's crazy. It's crazy. I should show you this entire conversation I had to build this prototype because when you, when he asked the question like an hour ago, I was like, I think I could build it in the next 15 minutes. I think I can build a tool that does that. You know, because initially he asked what's a LinkedIn, you put in the LinkedIn URL and it gives you all the information. So now what he wants to do is he wants to put a name, a first name, last name, but that's something I already built. So I built it on a spreadsheet and I'm using make.com. So I'll show you the other integration that I use, the other tool that I use. So this is very simple. So I have a, I'm like going deep into the world of putting together APIs and integrations like this. So for example, But it's your— oh, that's your world. Okay, I didn't know, Ben. Okay, that's cool. But look at this, I built an enrichment tool that does the following. So this is a little— this gets a little more complicated over here. So let's say you want to be able to pull from 5 different data sources at once and be able to find which has the best data source. So I put it— I have it go through a list of all my LinkedIn connections. On a spreadsheet, and then it can check. I basically disabled it, but it can check People Data Labs, it can check Drop Contact, it can check Snov, it can check Rocket Reach, it can check Reverse Contact, and it can tell me which ones have the best ones and then update the spreadsheet with the right information. And I don't, and I don't have to feed it much info. But when you export your connect— have you, Ben, have you ever exported your connections from LinkedIn yet?

Currently, I haven't touched my LinkedIn, but I've got like over 5,000 connections or so.

I see. That's amazing. So this is, I'm gonna teach you how to do it right now. You're gonna have fun with this, Benjamin. You're gonna have fun with this. Click on me and you do the same thing, Igor, when you get a chance. Click on me.

Yep.

And anybody else watching this, let me see if there's anybody else there in the chat. Somebody's asking a question. Oh, you put that in the chat. Okay. And I'm gonna go to the participants. Okay, cool. So click on Me on the top right of LinkedIn, but from a desktop, and then click on Settings and Privacy. Let me know when you're there.

Yep.

Okay, once you're in Settings and Privacy, on the left side, it's going to say Data Privacy. Click on that. Yep. Then on the center, it's going to say Get a Copy of My Data. Click on that. Am I going too fast for you, Igor? Are you following? I can't hear you because I think you're muted.

Sorry. Data archive.

Yes, so don't do those.

I'm trying to see where it is again. I'm gonna—

Oh, I'll just drop the link in the chat that goes directly to that place so you don't have to go crazy. Yeah, don't get the whole thing, Ben. Don't get the whole thing because that's just going to take too long. So instead, what you could just do is you can just check off your connections because because that's all we really need in order to enrich our connections. And then from there, just press request archive.

Done.

Okay, so I sent you guys the link directly, which for those listening in, it's linkedin.com/mypreferences with one word, /d/download-my-data. Okay, that's the URL. So it's linkedin.com/mypreferences/d/download-my-data. And if you go there, you'll see it says Connections from a desktop, and then you press Request Archive, and then in 15 minutes it'll prepare an archive, which is essentially it's collecting all your connections, putting it into a zip file, and within the zip file there's one file called connections.csv, which stands for comma-separated values, CSV. Now you take that CSV file, you send it to me, and what I can do is I can turn it into a connections dashboard that looks something like Joe Apfelbaum's connections dashboard, like this dashboard right over here. So this will have first name, last name, LinkedIn URL, company, position, and from there I can enrich many, many, many pieces of data. So for example, I can enrich your company information. I could enrich how many followers you have. I could enrich your entire profile. I can create a whole JSON with tons of information that I can then send to AI to start building a whole profile about you and then feed it into your CRM to do tons of stuff. I'll give you an example. So if I go to ChatGPT right now and I go to Ben's profile, let me go back to the chat where Ben sent me his profile. So this is Ben's profile. So if I go into Ben's profile, and I want to, I want to just write a whole thing for my CRM. It's hard for me to be able to collect all this information. I mean, I could use make.com with an API and collect all this even without a cookie. But if I wanted to collect all this information right over here, you see, I'm just opening it up so I can copy and paste. I'm just going to copy and paste this information into ChatGPT just raw like this without even giving it anything else. But you can get all the actual details properly. But let's just say I wanted to, you know, just write a quick prompt and then just paste this in like this. And what it's going to do, it's going to tell me about you, about your company, who your ideal client is, some fun facts about you, where you went to school, what skills you likely have, a blurb about how I can introduce you to my clients, something about you that's a little personal, like for example, you have a strong interest in design-led thinking. Having spent time in the Stanford d.school with the IDEO. You're also a lifelong learner, continually seeking new knowledge to apply to ventures. I also have details I should know about you when I'm having a conversation, like you're highly engaged in fostering culture and innovation. You have a keen interest in AI and potential of transformed business operations, and you enjoy discussing leadership strategy and business growth. And then here are 5 questions if I'm gonna have a conversation with, and I can keep going on and on and on and on with things that I can pull from the AI. using Perplexity, but I'm using ChatGPT. So this is not even tapped into the internet. This is like, this is just raw data from your LinkedIn profile without even me getting all your data, Ben. You know, I'm just getting—

Yeah, I could automate that because I have a kind of a vision of how I want to take this to market and I've rebuilt the product to suit taking it to market and getting it to go viral. So people land in the product instead of in a funnel. So I could use triggers and go HighLevel to get GPT to do all this and add it to the database. Yeah.

100%. I'm using, I'm, so this I built in HighLevel, this thing that I built in Claude, this is the HighLevel builder. You're talking about high, you said HighLevel, right?

Yeah. Yeah. Yeah. I'm just, just switching from HubSpot to that now. I've got an automation expert on the team who can make it fly. And so we're just looking to connect it all up now. So you've just, wow, you've just given me so much value in half an hour, mate. It's 15 minutes. Wow.

No, it's my pleasure. So I built this little thing here that pulls all my connection data right inside Claude, but I built it into HighLevel. And then with— and because I have the webhook, I can just put it to that person's contact automatically. So enrich the whole thing like this with a copy info button all right here. But what I like to do is I like to try different data solutions, you know, like to answer what's-his-name's question, he asked, He asked like, how do you enrich from people's names? And there's a big problem with being able to enrich with people's names if you don't have their company name. Because there are, if you look at how many Alan Friedmans there are, there's 10,000 Alan Friedmans. There's no way it's gonna get it right just from Alan Friedman. He's like, oh, I just want first and last. That's not helpful. You can't just do first and last and expect the AI to get John Doe. How many, how many Alan Friedmans are there on LinkedIn? I don't know. Let's check. And the reason I'm choosing Alan Friedman is because he was my partner. But Alan Friedman, I'm going to search Alan Friedman. And then you click on people just to kind of see how many people exist on LinkedIn with the name Alan Friedman. So you need to have a better identifier over here. It shows 687 Alan Friedmans. So which Alan Friedman is it? Like, how's it going to know, right? And you need another identifier. Even if you have an email address, if it's a personal email address, Chances are it's not connected to their professional network and because of GDPR stuff, they, even if they had it, they can't give it to you, you know, like it's a problem in certain countries to identify people based on their email address. So it's, if it's not a business email, but if it's a domain, like for example, I have the list of the Inc. 500 fastest growing companies in America. I have their first name, last name and domain. So if I have their first name, last name and domain, I know who they are. because there's only typically gonna be one person in that company with that name. It gets a bit problematic when you have big companies like Google or Microsoft. Go ahead.

I got a question there. So I've got a database from my last company, results.com, about 80,000 subscribers. And my next one's gonna be in the same business execution space. I'll have a company name and their name. But, you know, they've probably moved on to different companies, but LinkedIn will have historic data too, won't it?

So It will, but you could also pull, you could also do like a Perplexity search. So if you want to give me a sample of that data, I'll show you how I enrich it right now with Perplexity. But if you— okay, okay, cool. But if I, for example, say give me the LinkedIn URL for Ben Ridley, and what's your old company name? Last company, not the recent one.

Results.com, but it got rebranded to Results BI and they rebranded the LinkedIn. So I don't know what it'll pick up after I exited. They sold the URL off.

Okay, let me just see. Let me just see. I couldn't find the specific URL. Okay. That's why.

What? Ben Ridler. R-I-D-L-E-R.

Okay, I'm sorry. Okay. So I misspelled your last name. That's the issue.

Yeah, but that won't happen from the spreadsheet.

Right. Okay, I couldn't find Ben Riddler. What about Benjamin Riddler?

Let me see what I'm called.

Oh, I did Ridley again.

It's all right. I've been called worse.

I'm sorry.

No, you're all right, man. I'm I'm I'm I'm. Popping because I've been so focused on the—

Look at that. Look at that. I found you. So look at that. I found you. So Ben Riddler is associated with results.com, not Results BI. His relevant information is the co-founder of results.com, company that provides business execution consulting, described as a business execution software company under the leadership of Riddler, blah, blah, blah, blah, blah. Did he sell the company? And what is his LinkedIn URL? Yeah, based on the results, this is your LinkedIn URL regarding selling the company. The sale of the company can provide clear information. He's now described executive chairman of MeetingZen, a meeting automation tool that indicates that he has moved on to a new venture. Okay, cool. So let's see if this is actually you.

That's cool, man.

Yeah, so it didn't give me, it didn't give me the right URL. It didn't give me the right URL for you because it gave me Ben Riddler. Did you change it from Ben?

I'll drop it in the chat.

No, you did drop it in the chat. And when you dropped it in the chat, it was accurate. But when I clicked on it on Perplexity, it's not working. I don't know why.

I have changed email address.

No, but I got a 404 from Perplexity, maybe because it included the 2 in the URL. Yeah, it included the 2 in the URL. That's the issue. You see, it included the Yeah. So I would have to be smart enough not to include the brackets in the, in the thing. But yeah, I definitely can say give me his LinkedIn URL as a JSON. Give me his LinkedIn URL as a JSON. Let's see what it does. Yeah, so now it gave it to me properly. So now it's programmatic. So that's what you would have to do is if you wanted to import it into make.com into a database, You would just say, give it to me as a JSON. And now you could say, give me, give me all. So this is what I would do. I would say, give me all his, all his personal and business info in a JSON. That would be great for targeting him as a prospect. Let's just see what it does. I apologize. I can't give you personal information. Okay, how about this? Give me first, last, LinkedIn, company, website, email, cell as a JSON. Let's just see what it does. It's doing research on your ass. It said it can't give me personal stuff. Oh, but it found your first, last, company website. Update data to current company details. And use an API to enrich data. And then let me see, I'm gonna make believe that I'm using the API to enrich data. Oh, I don't have that over here. But I'm going to use, I'm going to use an API to enrich the data right now. Let's just, I'm going to show you how to use an API to enrich the data. So I'm going to go here. I'm going to go here. I'm going to go here. And I'm going to go paste your LinkedIn URL in here as if it's like using an API. I'm going to mimic that it's using an API, you know what I mean? And I'm going to pick the name from LinkedIn, like as if it was As if it was doing this, just to kind of see what it would do if I gave it your information like this. Do you get what I'm doing?

Yeah.

I'm going to cut this out. So I don't have your email here. Let me see what I can pull up on you. Company, I'm going to say results.

.com.

Okay, now what I'm gonna do is I'm gonna go into make.com. I'm gonna enable the PDL thing here, and I'm just gonna run once. And let's see if it does it.

Results.

Oh, it gave me an error. Let me see what it picked. Oh, it picked the wrong person. Okay, let me find somebody else. Let me, let me just write yes here because I didn't write yes to enrich here, and instead I picked a random person down over here. See who I did. This person here, this— yes, I'm gonna say no to this person. My bad, that was user error. Let's try, let's try to hit the results again. Okay, it looks like it enriched you. Alright, so I'm gonna take the enriched data as if I use this API, you know what I mean? So I just use an API called PDL. People Data Labs, and I just enriched the information from your name and the profile data that I got about you. I'm going to put into Perplexity as if it used the API. You're in Phoenix? Oh no, you're not.

I'm in New Zealand.

So why is it enriched connections? Let's check over here. Ben Riddler. Okay, so let's see what it says. Oh yeah, you're in New Zealand and it has all your information here. Let's just see. All right, copy. I'm going to paste it in here. API to enrich data. Here is his data from the API. Add it all to the JSON. All right, so let's see what it does. Oh my God.

It's all right, man. I know where it's going. And I do, I do this shit.

But I have, I have all your personal information there. In the JSON, can you add accurate information from this info into the JSON with all the right parameters? All right, now it did it. Okay, now we got it right. Now it said you're a male. I thought you were a female. What happened? You changed.

Look, you know, it's up to me. I can choose on a daily basis, I believe.

Can you include email in the JSON that I provided? Oh, look at that. That would include ben@results.com. Oh, and what about 214-577-8032? Is that you?

No.

So that was, so that's dirty data that cost $0.25, that data, just FYI. So it was dirty data.

What? Yeah, I've got such a big use case for this, for what I'm about to take to market. I've just reached out to you on LinkedIn. Like, yeah, I've got with what I've built and what you can do here, I think we put those 2 things together and as my Argentinian product manager Carlos Caballero used to say, when we get to there, all the girls are pretty. Like I can see that.

Wow.

Wow. Wow. Wow.

Okay. Well, that solves that problem. There are other databases that you can access where you can upload lists. Like I upload this person's connections into Apollo and it enriched all their LinkedIn URLs. But again, the data is also very dirty. You know, like the problem with data, and I'm gonna say this for everybody listening because this is being recorded for everyone. The problem with data is that data gets dirty very, very fast. You know, people, things change very quickly. So you have to have a reliable way of getting information and then knowing that the information's not always gonna be reliable, even if you're getting it from a reliable source because it changes. People change emails, people change websites, people change companies, people even change their LinkedIn URL. I mean, you ever change your LinkedIn URL? People do it all the time. So you need a reliable source. And what I would say is getting clean data is expensive because you need to use third-party stuff to get it. Igor, go ahead.

So question. So now that you've done all this enrichment, you've basically built out profiles and, you know, let's say filled your CRM. How do you, what's your next step? How do you, do you fit it into your top of funnel or do you have another use case? What's your—

It depends on, I would just rely on the strategy for that. Like it depends on what my goal is with the person. So for example, if I'm targeting HVAC CEOs, so what I'll do is I'll want to send them to watch an interview that I did with a CEO of a company that I helped build to $200 million and then sell. So I'll have them watch that as the first step. So my goal is to take all the CEOs, let's say I have 1,000 CEOs and I want them all to watch that. Once they watch that, then they now have a relationship with me. If they didn't watch that, I'm gonna try to do whatever I can to get them to spend an hour with me and watch that because that's top of the funnel. That's the first step. See, don't buy anything from me. Just watch how I help this other CEO get to $200 million and sell his business if that's something you ever wanna do. And now I need to do 5 different touchpoints in order for me to get them to do that. Once they get there, then I have to, I want to invite them to a live presentation I'm doing specifically for HVAC CEOs, a case study on showing them exactly how someone takes their business practically to $200 million in revenue from, let's say, $5 or $10 million. And so then I take them that and a percentage of those I get to invite, say I'm having another one, it's only for HVAC industry, blah, blah, blah. That's middle of the funnel. And then bottom of the funnel, I wanna have a call with you. I wanna learn more about your business and build a relationship. And so then I push them to, and I take a 5-prong approach. I'm not just sending out an email to somebody because you know this better than I do. You, we all have 10,000, 15,000, 20,000 emails waiting that we never even got to. We're never even gonna read ever, never. It's, we're never gonna get to, period. So it's a combination of, I say WhatsApp, depending if it's international or not. In the US, it's not as popular. In the US, it's more SMS, but it's gonna be hard to SMS people in London or whatever. It's gonna be more WhatsApp in London or Telegram. There's, there's, if it's the US, it's SMS. So there's like text messaging slash WhatsApp. There's of course email, but not just hitting them up on their business email, but finding other ways to be able to get through to them. So sometimes filling out a contact form on their personal website to pierce that thing where they guaranteed to get delivery. LinkedIn direct message. So I don't know if you've ever received a direct message, but I receive them all the time. Often I'll ignore them if they're salesy, but if they seem to be an influential one from an influential person, I'll check it out. The other touchpoint I would say is making a phone call. I know a lot of people are allergic to making calls, but especially people in the older generation like me, that, that it was a time that There was a time that, and I need to wrap up in like a minute. So, but there was a time where I didn't have caller ID. So I'm used to picking up my phone. I'm still from, you know, like 1979. So I'm like an older model. But most of the people that I'm gonna be working with aren't in that older model. You know, typically they're in their 40s, 50s, and 60s. The people that I'm working with right now, that's gonna change. So phone calls still really work. You just have to make sure that you're not selling anything when you're on the phone and you're not a robot talking because they're gonna hang up on you. But if you pick up the phone, you're like, hey, I sent you a thing on LinkedIn. Did you see it? Just curious. And the reason I'm asking you is because I helped this other CEO with $200 million, sell his business for $200 million, and I sent you an email, but you weren't picking up. So, you know, I figured I'd just pick up the phone and call. Am I totally off base here? Or whatever you're gonna say, make sure your script is solid and that you have confidence and that you're good. And then I would say finally, the other thing is having some other way of getting through to them, whether it's, Email, whether it's a mutual introduction, getting introduced through a mutual introduction, commenting on their posts. It's not about that one touchpoint anymore. It's about doing many touchpoints. So to answer your question, that's the way. So everyone, thank you so much for joining me here today. I hope this was insightful and I hope you got value from this and I look forward to staying in touch with all of you. If you want to find me—

Awesome. Thank you.

Oh, thank you. If you want to find me on LinkedIn, my cell phone number is in my about section, so feel free to WhatsApp me. All right, talk to you guys soon.

You'll be hearing from me. Thank you.

Looking forward. Talk soon. Bye, everyone.