In this interview, host Joe Apfelbaum argues that generating revenue comes from building relationships, not chasing leads. He explains how LinkedIn influence and AI‑assisted rapid commenting can secure attention from decision‑makers, especially for recruiters, staffing agencies, and fractional executives. The conversation promotes the "99 LinkedIn Hacks" playbook as a concrete set of tactics. Joe introduces his "5 I's of feeding" framework, a systematic way to make introductions among network members, illustrating how he connects people like executive recruiters to each other. Lance Lefort highlights the community’s stickiness, noting that the group’s infectious energy drives reciprocity, with members contributing value back to the Evvii AI ecosystem and participating in seminars and webinars. Overall, the dialogue emphasizes relationship‑centric prospecting, AI‑enabled engagement, and a thriving, reciprocal community as the engine for sales and revenue.
Chapters
You don't need leads. You need relationships, you need clients, and you need conversations with the right people in order for you to generate millions in revenue. So I tell people, I'm gonna help you do that by gaining influence on LinkedIn and helping you prepare for showtime. I think if you're an executive recruiter or you run a staffing agency, a sales trainer, or you're a fractional CFO, CIO, if you're a person that needs more exposure online, we help our clients be able to get tons of exposure that leads to actual sales and revenue for their business. People think they more— they need more leads, but the truth is You don't need more leads, you need more clients.
One of the facets I think that's really cool is you can rapidly comment on posts. So if you are on LinkedIn and want to get attention, you can source out people that, you know, if it's a job seeker, they can look at companies they want to apply for, find people that are in that potentially affecting the hiring decision on a, on a, on a, on a specific job vacancy, and then comment rapidly. And the AI tools help you comment quickly. So it's not, it's not a chore. It's not, oh my gosh, I have to get on LinkedIn today and do 5 or 10 posts and that's going to take me an hour. It's literally minutes, you know, if not seconds sometimes.
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I have something called the 5 I's of feeding. The 5 I's is I number 1 is Lance, who would you like to meet? I'd love to make some introductions this week. And I do a lot of networking and I meet a lot of people that might be really good clients for you. Who would you like to meet? And you might say, Joe, I want to meet other executive recruiters that I can do business with. Awesome. I know a guy named Michael North. Do you know him? Yes. I know another guy named Rick Clote. Do you know him? I know another guy named Gary Perlman. Do you know him? I know, I know Wayne. There's so many people that I know that I can introduce you to that are executive recruiters.
That stickiness, I think, of that community for me is kind of like the the behind-the-scenes unexpected superpower of what you've built. And again, and I've said this too many times, I really feel it's your infectious energy is going through the group and they wanna contribute back. So it's really cool to see that reciprocity. They're clients, but they're also saying, hey, I wanna add value to what we're doing with Evvii AI or with other things I've learned out in the community that might be valuable to the existing people. And it's, you know, I'm a big fan. It's amazing during the week that I can hop into 3 or 4 or 5 hours of different seminars or webinars if I need to, or if I want to. And there's a group there always, and it has built a community.
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