1 00:00:00,000 --> 00:00:05,580 Alright, welcome in to Vision Pros Live. 2 00:00:05,580 --> 00:00:08,640 I'm Jackson Callum, I'm your show host. 3 00:00:08,640 --> 00:00:13,760 We will be doing interviews for visionary entrepreneurs and guests, guest leaders who 4 00:00:13,760 --> 00:00:16,120 are building fantastic visions out there. 5 00:00:16,120 --> 00:00:20,680 Ultimately, I just want to go through some of the things that might help you with your 6 00:00:20,680 --> 00:00:21,680 vision. 7 00:00:21,680 --> 00:00:24,760 If you have a vision that you're pursuing, drop a link in the comments and let us know 8 00:00:24,760 --> 00:00:25,760 what that is. 9 00:00:25,760 --> 00:00:32,240 If you're a business or a brand, if it's a non-profit that you run, be happy to promote 10 00:00:32,240 --> 00:00:35,680 it, be happy to talk to you about it, and if you'd like to apply to be on Vision Pros 11 00:00:35,680 --> 00:00:56,960 to be interviewed about that vision, then by all means, feel free to reach out. 12 00:00:56,960 --> 00:00:58,200 What is up everybody? 13 00:00:58,200 --> 00:01:00,320 Welcome in to Vision Pros Live. 14 00:01:00,320 --> 00:01:01,800 I'm really excited to be here. 15 00:01:01,800 --> 00:01:04,720 As always, I've got an excellent guest on deck. 16 00:01:04,720 --> 00:01:06,520 He's going to be a lot of fun to talk to. 17 00:01:06,520 --> 00:01:10,280 We're talking about something extremely controversial in the market right now. 18 00:01:10,280 --> 00:01:12,640 We're talking about automation. 19 00:01:12,640 --> 00:01:17,160 Some of you are just going to leave right now because you're like, I don't want to talk 20 00:01:17,160 --> 00:01:18,160 about automation. 21 00:01:18,160 --> 00:01:20,480 Listen, that's how we breathe. 22 00:01:20,480 --> 00:01:22,400 We breathe thanks to automation. 23 00:01:22,400 --> 00:01:25,360 We think and we take turns as human beings. 24 00:01:25,360 --> 00:01:26,440 There's so much automation. 25 00:01:26,440 --> 00:01:31,280 We multitask with lots of different things going on around us. 26 00:01:31,280 --> 00:01:36,880 There's certainly a lot of automation tricks and spam and negativity and ethical things 27 00:01:36,880 --> 00:01:38,800 that are being practiced out there. 28 00:01:38,800 --> 00:01:41,280 At the end of the day, automation is simply a fire. 29 00:01:41,280 --> 00:01:42,280 It is simply a resource. 30 00:01:42,280 --> 00:01:47,320 Whether we use it for good or for bad is up to you as an individual and up to me as a 31 00:01:47,320 --> 00:01:48,320 provider as well. 32 00:01:48,320 --> 00:01:52,360 How are we going to utilize this stuff to expand our visions and help people with their 33 00:01:52,360 --> 00:01:53,360 growth? 34 00:01:53,360 --> 00:01:55,560 Without further ado, I'm going to bring my friend Art Hoffman on. 35 00:01:55,560 --> 00:01:59,920 I'm excited to talk to him about what he's doing in the world of automation and how it 36 00:01:59,920 --> 00:02:04,920 can ultimately help visionaries expand their visions and business owners, professionals 37 00:02:04,920 --> 00:02:07,480 expand their lead gen opportunities as well. 38 00:02:07,480 --> 00:02:09,800 Art, welcome to Vision Pros Live. 39 00:02:09,800 --> 00:02:10,800 Appreciate it, man. 40 00:02:10,800 --> 00:02:11,800 Thanks for having me. 41 00:02:11,800 --> 00:02:12,800 Absolutely. 42 00:02:12,800 --> 00:02:17,880 We're going to get started with a question about strangers. 43 00:02:17,880 --> 00:02:20,600 I want to talk to you about this because there's a lot of psychology behind what we 44 00:02:20,600 --> 00:02:21,600 do. 45 00:02:21,600 --> 00:02:23,800 Why is it so scary? 46 00:02:23,800 --> 00:02:24,800 We're talking about automation. 47 00:02:24,800 --> 00:02:25,800 We're talking about LinkedIn. 48 00:02:25,800 --> 00:02:29,000 We'll come back to what your brands are, but I want to talk first about this. 49 00:02:29,000 --> 00:02:34,440 Why is it so scary for people in general to target strangers with their marketing? 50 00:02:34,440 --> 00:02:35,440 Why do you think that is? 51 00:02:35,440 --> 00:02:38,320 It's the fear of the unknown, fear of rejection. 52 00:02:38,320 --> 00:02:43,840 I think it's what we all inherently feel as human beings when it comes to, we don't want 53 00:02:43,840 --> 00:02:44,840 to be told no. 54 00:02:44,840 --> 00:02:46,960 We don't want to be not liked. 55 00:02:46,960 --> 00:02:49,960 We don't want to be ignored. 56 00:02:49,960 --> 00:02:51,840 We want to be seen. 57 00:02:51,840 --> 00:02:56,560 We want to get those likes on our Facebook accounts and all the rest of the images that 58 00:02:56,560 --> 00:03:01,720 we put out there, to use today's terminology, we want to go viral. 59 00:03:01,720 --> 00:03:06,200 We want everybody to see us and we want everybody to recognize us. 60 00:03:06,200 --> 00:03:11,000 Unfortunately, when you're talking to a stranger, you don't know how they're going to react. 61 00:03:11,000 --> 00:03:12,760 We know how our family is going to react. 62 00:03:12,760 --> 00:03:15,440 We know how our friends are going to react. 63 00:03:15,440 --> 00:03:20,960 I think when it comes to people that we don't know and dive it in to say a target demographic 64 00:03:20,960 --> 00:03:27,520 that maybe you think is the right thing, you really just don't know until you get in there. 65 00:03:27,520 --> 00:03:29,520 That's what I think everybody fears. 66 00:03:29,520 --> 00:03:32,520 I think it just comes back to you, it's the fear of rejection. 67 00:03:32,520 --> 00:03:34,840 It's the fear of being told no and nobody wants to have that happen. 68 00:03:34,840 --> 00:03:35,840 I think you're right. 69 00:03:35,840 --> 00:03:37,960 I think it has a lot to do with it. 70 00:03:37,960 --> 00:03:41,680 For most people, and generally speaking, I think that is a great reason why people, and 71 00:03:41,680 --> 00:03:47,200 some people might attempt to take a type of high road where they say, well, I don't target 72 00:03:47,200 --> 00:03:51,840 it, or, one, I don't target people, it's just a word guys. 73 00:03:51,840 --> 00:03:52,840 It's a game of semantics. 74 00:03:52,840 --> 00:03:54,040 We're talking about reaching out. 75 00:03:54,040 --> 00:03:58,040 We're talking about potentially helping people and we're going to go into a question about 76 00:03:58,040 --> 00:04:03,200 that, but I do think that some people feel like, well, I don't help strangers because 77 00:04:03,200 --> 00:04:08,360 I have no relationship with them and therefore, who am I to provide a solution to a complete 78 00:04:08,360 --> 00:04:09,360 stranger? 79 00:04:09,360 --> 00:04:10,880 Well, I don't know. 80 00:04:10,880 --> 00:04:15,160 It depends on your background perhaps and my background of religion. 81 00:04:15,160 --> 00:04:20,920 I am my brother's keeper and that brother expands beyond my basic family. 82 00:04:20,920 --> 00:04:26,840 So with that said, I have my reason, but why do you believe, or why should we be targeting 83 00:04:26,840 --> 00:04:27,840 strangers? 84 00:04:27,840 --> 00:04:29,920 Everybody's a stranger until they're not. 85 00:04:29,920 --> 00:04:32,000 That's as simple as it comes. 86 00:04:32,000 --> 00:04:36,240 Until you introduce yourself to someone, until you put yourself out there, until you say 87 00:04:36,240 --> 00:04:40,360 hi, hello, nice to meet you, what can I do for you? 88 00:04:40,360 --> 00:04:42,200 Everybody's a stranger at that point. 89 00:04:42,200 --> 00:04:45,560 And then they become not a stranger anymore. 90 00:04:45,560 --> 00:04:48,000 And to your point earlier, you know, yeah, you're your brother's keeper. 91 00:04:48,000 --> 00:04:49,080 I get that. 92 00:04:49,080 --> 00:04:52,520 And that is what we were meant to do. 93 00:04:52,520 --> 00:04:58,480 I don't think that we as human beings, being the social people that we are, we're meant 94 00:04:58,480 --> 00:05:04,440 to just sit back and walk past every other human being on this planet and never interact 95 00:05:04,440 --> 00:05:05,440 with them. 96 00:05:05,440 --> 00:05:06,800 That's just not how we're built. 97 00:05:06,800 --> 00:05:13,640 And I think to be helpful in any way, shape, or form, put yourself out there as being of 98 00:05:13,640 --> 00:05:19,600 assistance, being that, you know, that resource to someone may not be now, may not be a year 99 00:05:19,600 --> 00:05:23,480 from now, but at some point in time, they're going to look back and go, Hey, I remember 100 00:05:23,480 --> 00:05:29,160 when art said this or when, when Jackson said that, and he was, he was truly honest 101 00:05:29,160 --> 00:05:30,160 about it. 102 00:05:30,160 --> 00:05:31,160 Now is the right time. 103 00:05:31,160 --> 00:05:32,160 So guess what? 104 00:05:32,160 --> 00:05:36,000 I'm going to reach back out and all of a sudden, again, they're not a stranger anymore. 105 00:05:36,000 --> 00:05:38,360 So we're only strangers until we're done. 106 00:05:38,360 --> 00:05:39,360 That's, that's it. 107 00:05:39,360 --> 00:05:40,360 Well said. 108 00:05:40,360 --> 00:05:45,680 So art Hoffman, AKA Will Rogers, right? 109 00:05:45,680 --> 00:05:47,400 Never met a person I didn't like. 110 00:05:47,400 --> 00:05:50,280 I like to be friendly and make friends as individuals. 111 00:05:50,280 --> 00:05:51,640 I love it, man. 112 00:05:51,640 --> 00:05:56,200 So if you don't know the Will Rogers reference, you know, let me date myself, you know, go 113 00:05:56,200 --> 00:05:59,240 back and look up who Will Rogers was. 114 00:05:59,240 --> 00:06:03,300 Some of your young ins would benefit tremendously from learning about that man. 115 00:06:03,300 --> 00:06:09,160 So in link advisors, your CEO of in link advisors, and you're the co creator of cold 116 00:06:09,160 --> 00:06:10,160 click. 117 00:06:10,160 --> 00:06:14,360 I'd love to know more about that or rather, I'm sorry, the creator of cold click. 118 00:06:14,360 --> 00:06:15,360 Yeah. 119 00:06:15,360 --> 00:06:16,360 Let's talk about it. 120 00:06:16,360 --> 00:06:20,160 If you consider my wife owning half of it as being co creator, why not? 121 00:06:20,160 --> 00:06:23,240 No, it's, it's for all intents and purposes. 122 00:06:23,240 --> 00:06:29,400 I did create the process and we'll start with in link advisors in link advisors was the 123 00:06:29,400 --> 00:06:36,640 marketing company that I created to kind of just encompass what cold click is all about. 124 00:06:36,640 --> 00:06:40,280 So it kind of holds on to cold click and holds on to some other things that we're working 125 00:06:40,280 --> 00:06:41,280 on. 126 00:06:41,280 --> 00:06:46,120 But basically it's, it's a marketing company for using link in for lead generation. 127 00:06:46,120 --> 00:06:47,120 Okay. 128 00:06:47,120 --> 00:06:51,560 And everybody talks about how popular that has become and how saturated it could be and 129 00:06:51,560 --> 00:06:52,720 all these other kinds of things. 130 00:06:52,720 --> 00:06:58,280 And I'll argue with you if, if it is saturated, then meeting somebody in a bar is even more 131 00:06:58,280 --> 00:06:59,560 saturated. 132 00:06:59,560 --> 00:07:00,560 Okay. 133 00:07:00,560 --> 00:07:01,560 And even what? 134 00:07:01,560 --> 00:07:04,040 Meeting somebody in a bar is even more saturated. 135 00:07:04,040 --> 00:07:05,040 Oh, right. 136 00:07:05,040 --> 00:07:06,040 Okay. 137 00:07:06,040 --> 00:07:08,680 Then cold prospecting on something like LinkedIn. 138 00:07:08,680 --> 00:07:11,680 So in link advisors is our company. 139 00:07:11,680 --> 00:07:12,920 That's our marketing entity. 140 00:07:12,920 --> 00:07:20,640 If you will, a cold click is the process that we employ on LinkedIn for lead generation. 141 00:07:20,640 --> 00:07:26,440 We're trying to not cold call because nobody loves doing that, but yet you're still cold 142 00:07:26,440 --> 00:07:32,760 outreaching to people within a target demographic to do nothing more than introduce yourself, 143 00:07:32,760 --> 00:07:37,080 your product, your service, whatever it might be to strike up that conversation. 144 00:07:37,080 --> 00:07:38,080 Right? 145 00:07:38,080 --> 00:07:41,320 You're, you're trying to say, Hey, this target demographic is who I want to get to. 146 00:07:41,320 --> 00:07:45,240 I need to start talking to those people to find out if my product or service is right 147 00:07:45,240 --> 00:07:48,120 for them and if they're interested in my product or service. 148 00:07:48,120 --> 00:07:49,400 So let's figure that out. 149 00:07:49,400 --> 00:07:51,000 And that's what cold click is. 150 00:07:51,000 --> 00:07:54,000 It's using 100% LinkedIn to do that. 151 00:07:54,000 --> 00:07:59,560 And we do it strictly through the direct messaging platform and things like events, webinars, 152 00:07:59,560 --> 00:08:01,920 those types of things on the platform as well. 153 00:08:01,920 --> 00:08:07,120 To just once again, get your idea, your product, your service out there so that you can introduce 154 00:08:07,120 --> 00:08:11,560 yourself to other, to as many people as humanly possible that might be interested in what 155 00:08:11,560 --> 00:08:12,560 you add to it. 156 00:08:12,560 --> 00:08:13,560 Love it. 157 00:08:13,560 --> 00:08:14,720 We're going to circle back to that. 158 00:08:14,720 --> 00:08:19,080 Going down the vision route, your jersey stands out to me, the one behind you, the Hoffman 159 00:08:19,080 --> 00:08:20,080 jersey. 160 00:08:20,080 --> 00:08:21,080 Absolutely. 161 00:08:21,080 --> 00:08:26,520 So you've gone from obviously playing sports at some level, which I'd love to hear about, 162 00:08:26,520 --> 00:08:31,600 love the audience to understand and who your coaches were are certainly hot topics that 163 00:08:31,600 --> 00:08:33,480 I'm excited for people to hear about. 164 00:08:33,480 --> 00:08:38,120 And then, you know, of course, the vision of shifting to the process of, you know, okay, 165 00:08:38,120 --> 00:08:43,520 how did I go from sports to blessing people's lives in the form of, of helping them understand 166 00:08:43,520 --> 00:08:47,440 how to connect with their audience and allows them to grow their businesses. 167 00:08:47,440 --> 00:08:48,800 So let's hear it, man. 168 00:08:48,800 --> 00:08:49,800 You got it. 169 00:08:49,800 --> 00:08:53,880 I'll give you the short and nitty gritty of my very, very blessed life. 170 00:08:53,880 --> 00:08:58,480 So if you actually pan out a little further over here on this far right side of me, that 171 00:08:58,480 --> 00:09:00,360 right there, that was the movie I was in. 172 00:09:00,360 --> 00:09:04,760 And if I can do this correctly, that right there at the blue hat is me. 173 00:09:04,760 --> 00:09:05,760 I was a child actor. 174 00:09:05,760 --> 00:09:08,000 I grew up in Southern California. 175 00:09:08,000 --> 00:09:12,840 My parents lived in San Fernando Valley area and I always begged to be on the camera. 176 00:09:12,840 --> 00:09:17,080 My parents fought against it and they said, hey, you can start modeling. 177 00:09:17,080 --> 00:09:19,320 So I did a bunch of modeling as a kid. 178 00:09:19,320 --> 00:09:24,240 And you could possibly imagine, I was one of those kids in Miller's outpost, for example, 179 00:09:24,240 --> 00:09:25,240 that were in the store. 180 00:09:25,240 --> 00:09:27,600 So you walk in there, you see those posters. 181 00:09:27,600 --> 00:09:28,600 That was me. 182 00:09:28,600 --> 00:09:34,960 Um, yeah, I was also the kid in the underwear ads and JC Penney's, you know, that was me 183 00:09:34,960 --> 00:09:35,960 too. 184 00:09:35,960 --> 00:09:38,760 I tried out for Oscar wiener and I didn't get it. 185 00:09:38,760 --> 00:09:39,760 There you go. 186 00:09:39,760 --> 00:09:40,760 There you go. 187 00:09:40,760 --> 00:09:45,480 So I was a child actor that for lack of a better way of putting it was, I was successful. 188 00:09:45,480 --> 00:09:49,960 I, my claim to fame was I was Winnie Cooper's boyfriend on the Wonder Years for a couple 189 00:09:49,960 --> 00:09:50,960 of episodes. 190 00:09:50,960 --> 00:09:55,520 Um, that was kind of not the pinnacle of my career, but it was one, it was a point that 191 00:09:55,520 --> 00:09:57,880 people recognize and they understand. 192 00:09:57,880 --> 00:10:02,040 And I think back and I go, okay, so I had this, this childhood where my parents allowed 193 00:10:02,040 --> 00:10:05,720 me to pursue all the dreams and passions and hopes that I wanted to. 194 00:10:05,720 --> 00:10:08,200 Um, I had a successful career in acting. 195 00:10:08,200 --> 00:10:10,840 I started playing football when I got to high school. 196 00:10:10,840 --> 00:10:15,080 Uh, I was successful enough doing that in high school that I decided, Hey, you know 197 00:10:15,080 --> 00:10:16,080 what? 198 00:10:16,080 --> 00:10:21,440 I'm going to be stupid enough to walk on it, Colorado state and try to get playing time. 199 00:10:21,440 --> 00:10:22,440 Right. 200 00:10:22,440 --> 00:10:26,520 511 white kid for lack of a better way of putting it, who was really fast, really smart, had 201 00:10:26,520 --> 00:10:29,000 good hands and ran great routes as a wide receiver. 202 00:10:29,000 --> 00:10:36,080 So yours truly walks on and I got to come in the year that urban Meyer was my freshman 203 00:10:36,080 --> 00:10:38,520 year football coach as a wide receiver. 204 00:10:38,520 --> 00:10:43,280 And they was shadowing him because I came in on a non-athletic scholarship. 205 00:10:43,280 --> 00:10:45,240 I was there with no scholarship at all. 206 00:10:45,240 --> 00:10:47,040 So I was basically a walk on. 207 00:10:47,040 --> 00:10:53,640 I came in in the fall of 1994 and I basically shadowed urban Meyer around the practice field 208 00:10:53,640 --> 00:10:56,880 for lack of a better way of putting it for the better part of that season. 209 00:10:56,880 --> 00:10:57,880 I didn't play. 210 00:10:57,880 --> 00:10:59,280 I wasn't even on the team at that point. 211 00:10:59,280 --> 00:11:03,960 I walked on in the spring and I basically just sucked it all up, right? 212 00:11:03,960 --> 00:11:07,000 Listen to everything as much as you possibly can. 213 00:11:07,000 --> 00:11:11,880 I didn't realize he was going to go on to the things that he did and that our school was 214 00:11:11,880 --> 00:11:12,880 going to go on to. 215 00:11:12,880 --> 00:11:18,080 This was the first year right after they had done pretty decent. 216 00:11:18,080 --> 00:11:20,720 Sonny Lubick was our head coach. 217 00:11:20,720 --> 00:11:24,880 And then that particular season, they won the WAC championship for the first time in 218 00:11:24,880 --> 00:11:25,880 school history. 219 00:11:25,880 --> 00:11:27,200 So that was a big one. 220 00:11:27,200 --> 00:11:31,080 Then spring ball rolls around and I walk on and I'm out there playing. 221 00:11:31,080 --> 00:11:34,960 And again, I'm in shorts that are bigger than me because they were probably built for a 222 00:11:34,960 --> 00:11:37,400 300-pound lineman. 223 00:11:37,400 --> 00:11:42,200 And I felt like the first day I was so nervous that I felt like I dropped every frickin' 224 00:11:42,200 --> 00:11:43,200 ball. 225 00:11:43,200 --> 00:11:48,280 I was running around and I was doing everything, but I felt like I dropped 900 of the 1,000 226 00:11:48,280 --> 00:11:50,880 passes that were thrown to me that day. 227 00:11:50,880 --> 00:11:51,880 And I'm walking off the field. 228 00:11:51,880 --> 00:11:56,080 I'm super dejected and I hear somebody trotting up behind me and it was Coach Myers. 229 00:11:56,080 --> 00:12:01,080 And he comes up and looks down at me and he goes, hey son, you want to play football 230 00:12:01,080 --> 00:12:02,080 here at Colorado State? 231 00:12:02,080 --> 00:12:03,080 And I said, yeah. 232 00:12:03,080 --> 00:12:05,920 And he goes, catch the ball. 233 00:12:05,920 --> 00:12:08,400 He put an explicative in between catch the ball. 234 00:12:08,400 --> 00:12:10,600 But catch the ball. 235 00:12:10,600 --> 00:12:11,600 Okay? 236 00:12:11,600 --> 00:12:12,600 He trots off. 237 00:12:12,600 --> 00:12:14,600 That was the end of the story. 238 00:12:14,600 --> 00:12:15,600 That was all I needed. 239 00:12:15,600 --> 00:12:19,240 I just needed one person to employ me in the right direction and say, hey, just do your 240 00:12:19,240 --> 00:12:20,240 thing. 241 00:12:20,240 --> 00:12:22,120 Long story short, many, many years passed. 242 00:12:22,120 --> 00:12:26,480 I was a special teams player the year one year with another gentleman on our team. 243 00:12:26,480 --> 00:12:30,240 A lot of the guys that I played with ended up going off to play in the NFL, guys you 244 00:12:30,240 --> 00:12:34,960 recognize, Joey Porter and Clark Hagan said the Pittsburgh Steelers, for example, were 245 00:12:34,960 --> 00:12:38,080 probably two of some of the prominent ones. 246 00:12:38,080 --> 00:12:40,280 But then everybody obviously went their separate ways. 247 00:12:40,280 --> 00:12:45,920 So I graduated college where I met my wife at the time and we said, hey, let's move down 248 00:12:45,920 --> 00:12:46,920 to Phoenix, Arizona. 249 00:12:46,920 --> 00:12:49,880 Here we are 25 years later. 250 00:12:49,880 --> 00:12:50,880 Not my wife still. 251 00:12:50,880 --> 00:12:54,320 However, I've got three wonderful kids because of it. 252 00:12:54,320 --> 00:12:58,200 And we get down here and I say, all right, well, I guess I better find something to do 253 00:12:58,200 --> 00:12:59,200 with my time. 254 00:12:59,200 --> 00:13:05,840 And she comes home as a teacher that was doing her student teaching, not getting paid. 255 00:13:05,840 --> 00:13:11,400 And I'm fresh out of college, this is January of 1999 without a job for two weeks. 256 00:13:11,400 --> 00:13:15,880 And she's like, are you going to find a job so we can have money coming through the door? 257 00:13:15,880 --> 00:13:17,840 And I said, yeah, I guess. 258 00:13:17,840 --> 00:13:21,960 So I ended up falling into the financial advisory world, ironically. 259 00:13:21,960 --> 00:13:26,520 So I interviewed at places like Merrill Lynch, Morgan Stanley and UBS and all the rest of 260 00:13:26,520 --> 00:13:27,520 them. 261 00:13:27,520 --> 00:13:29,720 And Morgan Stanley was the first company to offer me a job. 262 00:13:29,720 --> 00:13:35,040 So I took it and spent four years there, ended up being recruited back over to Merrill 263 00:13:35,040 --> 00:13:37,560 Lynch for six years after that. 264 00:13:37,560 --> 00:13:41,600 Then I took my practice independent back in 2009. 265 00:13:41,600 --> 00:13:42,800 Real quick question, Art. 266 00:13:42,800 --> 00:13:46,520 So these financial advisors that exist right now, are they the types of people that would 267 00:13:46,520 --> 00:13:48,640 benefit from LinkedIn automation? 268 00:13:48,640 --> 00:13:49,640 Without it now. 269 00:13:49,640 --> 00:13:50,640 Without it now. 270 00:13:50,640 --> 00:13:51,640 They have. 271 00:13:51,640 --> 00:13:56,440 50% of our clients right now are financial advisors, insurance, relitters, things like 272 00:13:56,440 --> 00:13:57,440 that. 273 00:13:57,440 --> 00:13:58,440 So yeah, without us. 274 00:13:58,440 --> 00:13:59,440 That makes sense. 275 00:13:59,440 --> 00:14:00,440 Sorry to send you three experts. 276 00:14:00,440 --> 00:14:01,440 Okay, go ahead. 277 00:14:01,440 --> 00:14:02,440 Yeah. 278 00:14:02,440 --> 00:14:07,840 So I started my practice independent and 2014-15 year olds around and I'm like, I got to start 279 00:14:07,840 --> 00:14:09,320 bringing in some more clients. 280 00:14:09,320 --> 00:14:11,680 I got to figure out a way to use something. 281 00:14:11,680 --> 00:14:15,120 So I went back to my old cold calling techniques and that's where I built everything is when 282 00:14:15,120 --> 00:14:16,240 I was a financial advisor. 283 00:14:16,240 --> 00:14:18,640 I had a process for everything. 284 00:14:18,640 --> 00:14:22,160 So if you, if I called you and you didn't answer, you went into this file. 285 00:14:22,160 --> 00:14:25,680 If I called you, you answered and said, yes, and look here, said, no, you went there. 286 00:14:25,680 --> 00:14:27,240 I had a whole process for it. 287 00:14:27,240 --> 00:14:31,280 So I started looking around at doing that potentially again. 288 00:14:31,280 --> 00:14:34,400 I realized real quickly with the do not call list, you couldn't get very far. 289 00:14:34,400 --> 00:14:38,200 So somebody pointed me towards LinkedIn and I said, great, let's try it out. 290 00:14:38,200 --> 00:14:43,560 So I got on the LinkedIn and I started applying the same concepts, but using nothing more 291 00:14:43,560 --> 00:14:46,080 than the direct messaging platform. 292 00:14:46,080 --> 00:14:52,760 So as I went through and built this out from 2015 to 2017, I started realizing very quickly 293 00:14:52,760 --> 00:14:57,200 that the targeting and demographic information on LinkedIn is crisis. 294 00:14:57,200 --> 00:15:01,360 And if you have a process around it, you're going to get in front of the right people, 295 00:15:01,360 --> 00:15:05,640 for whatever product or service that you're looking for, the hardest part was following 296 00:15:05,640 --> 00:15:06,640 up. 297 00:15:06,640 --> 00:15:09,600 And I will tell you this, this is a phrase that I came up with years ago, sales fail 298 00:15:09,600 --> 00:15:10,800 when you don't follow up. 299 00:15:10,800 --> 00:15:15,400 So if you're out there selling anything yourself, product, service or whatever, you have to 300 00:15:15,400 --> 00:15:16,400 be the shiny object. 301 00:15:16,400 --> 00:15:21,000 And I tell people that all the time, you've got to be the one to call back to re-engage, 302 00:15:21,000 --> 00:15:24,740 to send them something, email them, call them, whatever the case is. 303 00:15:24,740 --> 00:15:27,520 So I started coming up with that whole system in the background. 304 00:15:27,520 --> 00:15:30,960 That's all part of ColdClick as well is that follow up process. 305 00:15:30,960 --> 00:15:37,800 And ultimately, when you go through and implement these things religiously, to say the least, 306 00:15:37,800 --> 00:15:43,360 you're going to find yourself with a snowball effect of a prospect pipeline that is so full 307 00:15:43,360 --> 00:15:45,920 that you probably couldn't get through it all in a lifetime. 308 00:15:45,920 --> 00:15:47,840 And that's the idea. 309 00:15:47,840 --> 00:15:50,160 So that's where ColdClick came from. 310 00:15:50,160 --> 00:15:54,280 They came from my cold calling techniques and about a year and a half into one of my 311 00:15:54,280 --> 00:15:56,360 buddies in my office came in and he says, what are you doing? 312 00:15:56,360 --> 00:15:57,840 I'm like, I'm just cold clicking. 313 00:15:57,840 --> 00:16:00,440 And he's like, cold clicking, what the heck is that? 314 00:16:00,440 --> 00:16:02,160 And I said, well, I'm not cold calling. 315 00:16:02,160 --> 00:16:03,160 I'm just clicking online. 316 00:16:03,160 --> 00:16:05,160 I'm calling, I'm clicking on LinkedIn. 317 00:16:05,160 --> 00:16:07,080 And he's like, that's pretty cool. 318 00:16:07,080 --> 00:16:11,880 So about a year or so passes and I'm like, hey, let's try and trademark it. 319 00:16:11,880 --> 00:16:14,480 My wife convinced me to try to get it trademarked. 320 00:16:14,480 --> 00:16:16,000 And yes, there we are. 321 00:16:16,000 --> 00:16:18,640 Cold click, it's trademarked, it's mine. 322 00:16:18,640 --> 00:16:20,080 But the idea is still the same. 323 00:16:20,080 --> 00:16:21,640 You have to have a process. 324 00:16:21,640 --> 00:16:24,200 And you have to have a process from beginning to end. 325 00:16:24,200 --> 00:16:27,520 And here's what I also figured out going back to my blessed life. 326 00:16:27,520 --> 00:16:32,600 I've had coaches throughout my entire career, parents, mentors, acting coaches, football 327 00:16:32,600 --> 00:16:38,640 coaches, coaches within my industry for financial advising, teaching me how to run meetings, 328 00:16:38,640 --> 00:16:43,960 how to make cold calls, how to present certain products, you name it, how to be a manager. 329 00:16:43,960 --> 00:16:44,960 All of these things had coaches. 330 00:16:44,960 --> 00:16:48,280 I had coaches towards even the end of my financial advisory stuff. 331 00:16:48,280 --> 00:16:50,200 I still have a coach now. 332 00:16:50,200 --> 00:16:53,760 And the whole purpose of that is that we need that guide. 333 00:16:53,760 --> 00:16:56,000 We need somebody to hold us accountable. 334 00:16:56,000 --> 00:17:01,080 We need somebody to teach us things that we may be missing because of our own blind arrogance, 335 00:17:01,080 --> 00:17:03,040 whatever the case might be. 336 00:17:03,040 --> 00:17:06,240 And that's where cold click comes in as well. 337 00:17:06,240 --> 00:17:10,000 I'm not here to tell you that I reinvented the wheel because I did. 338 00:17:10,000 --> 00:17:15,480 All I did was found a very efficient way to use it and everybody can. 339 00:17:15,480 --> 00:17:18,440 So again, if somebody wants to do this, they can. 340 00:17:18,440 --> 00:17:21,280 They could go create their own system. 341 00:17:21,280 --> 00:17:22,960 They could be sequenced however they wanted to. 342 00:17:22,960 --> 00:17:25,000 It could say whatever messaging they wanted to. 343 00:17:25,000 --> 00:17:29,640 But the problem is everybody does not want to do that. 344 00:17:29,640 --> 00:17:35,120 All they want to do as salespeople in general is talk to people about their product or service 345 00:17:35,120 --> 00:17:40,040 so with the hope that they can close that business and make them a client. 346 00:17:40,040 --> 00:17:41,680 That's all they care about. 347 00:17:41,680 --> 00:17:47,400 They don't want to do everything else that comes before that, which is a process that 348 00:17:47,400 --> 00:17:51,120 if I illustrated before you blow your mind, you'd be like, Oh, you're right. 349 00:17:51,120 --> 00:17:53,240 I've got to buy my target demographic. 350 00:17:53,240 --> 00:17:55,400 I've got to go in and send the messages. 351 00:17:55,400 --> 00:17:57,680 I've got to reply to people that reply to me. 352 00:17:57,680 --> 00:17:59,440 I got to reply to the people that don't reply to me. 353 00:17:59,440 --> 00:18:01,040 I've got to put those people in this. 354 00:18:01,040 --> 00:18:04,200 I mean, the process, it could be endless and it's repetitive. 355 00:18:04,200 --> 00:18:07,920 It'll go on and on and on and on and on as long as you want it to. 356 00:18:07,920 --> 00:18:10,880 So that's the concept behind it. 357 00:18:10,880 --> 00:18:12,440 That's where it came from. 358 00:18:12,440 --> 00:18:13,440 That's awesome. 359 00:18:13,440 --> 00:18:22,840 So you must describe that process, the pre-process you're talking about as eating glass and linked 360 00:18:22,840 --> 00:18:28,400 in zone, Reed Hoffman defined it as pushing a plane off of a cliff and repairing it as 361 00:18:28,400 --> 00:18:29,400 it's going down. 362 00:18:29,400 --> 00:18:30,400 Yeah. 363 00:18:30,400 --> 00:18:31,400 Right. 364 00:18:31,400 --> 00:18:32,400 It is a lot. 365 00:18:32,400 --> 00:18:34,960 In flight or in fall, whichever you want to do, you're going to be trying to build the 366 00:18:34,960 --> 00:18:35,960 plane as you're following. 367 00:18:35,960 --> 00:18:36,960 I agree. 368 00:18:36,960 --> 00:18:37,960 Yeah. 369 00:18:37,960 --> 00:18:38,960 Absolutely. 370 00:18:38,960 --> 00:18:40,640 So wise words, wise words. 371 00:18:40,640 --> 00:18:45,680 In your wise words, your quote, sales fail when you don't follow up. 372 00:18:45,680 --> 00:18:50,840 I was meeting today with the, one of the founders of Flowchat, Sean Malone. 373 00:18:50,840 --> 00:18:52,400 We had a great conversation. 374 00:18:52,400 --> 00:18:57,000 One of the things they love about their program as well is that they have an amazing email 375 00:18:57,000 --> 00:18:58,480 nurturing sequence. 376 00:18:58,480 --> 00:19:02,040 And I happened to catch one of the case studies because I was evaluating, is this a newsletter 377 00:19:02,040 --> 00:19:05,680 I want to see regularly or is this one that goes to that filtered messaging? 378 00:19:05,680 --> 00:19:06,680 Right. 379 00:19:06,680 --> 00:19:07,880 I mean, it was really on point. 380 00:19:07,880 --> 00:19:09,080 I was, I was shocked. 381 00:19:09,080 --> 00:19:13,440 And so I watched the interview a little bit, skipped ahead, but this lady said on there, 382 00:19:13,440 --> 00:19:16,840 you know, she's talking about all the secrets to success and she has this amazing case study 383 00:19:16,840 --> 00:19:17,840 with them. 384 00:19:17,840 --> 00:19:20,480 And, you know, but she, she, it's not the case study. 385 00:19:20,480 --> 00:19:23,280 She says it point blank on the interview. 386 00:19:23,280 --> 00:19:27,080 The key is follow up, follow up, follow up, follow up, follow up. 387 00:19:27,080 --> 00:19:28,720 You know, nobody wants to hear that. 388 00:19:28,720 --> 00:19:34,240 I even asked my team, I asked five people, what was the key to her success? 389 00:19:34,240 --> 00:19:35,240 Nobody heard it. 390 00:19:35,240 --> 00:19:37,800 Even though she said it four or five times in a row. 391 00:19:37,800 --> 00:19:38,800 Right. 392 00:19:38,800 --> 00:19:44,280 And so she says, her corporate sales background and her ability to follow up that ultimately 393 00:19:44,280 --> 00:19:50,200 drives the business forward, but it is so helpful when you can automate these initial 394 00:19:50,200 --> 00:19:56,400 sequences that can be such a distraction and a nuisance from our ability to be consistent. 395 00:19:56,400 --> 00:20:01,840 You know, if we're stuck, you know, writing the addresses on the envelopes or we're stuck 396 00:20:01,840 --> 00:20:03,320 dialing the system, right? 397 00:20:03,320 --> 00:20:06,480 I'm not a bad person just because I don't want to push the buttons anymore. 398 00:20:06,480 --> 00:20:10,040 I want a system to automate that, that ability to get to next person. 399 00:20:10,040 --> 00:20:15,920 So yeah, I know I love what you're doing to piggyback on that a little bit from my own 400 00:20:15,920 --> 00:20:17,400 LinkedIn starting point. 401 00:20:17,400 --> 00:20:18,720 I was with restaurant connect. 402 00:20:18,720 --> 00:20:21,920 This was almost, I don't know, like 10 years ago, eight years, something like that. 403 00:20:21,920 --> 00:20:24,000 It all gets, becomes a blur. 404 00:20:24,000 --> 00:20:26,800 But I realized a little LinkedIn hack. 405 00:20:26,800 --> 00:20:31,600 I realized, I thought, you know what, before I became productive, I was looking at who 406 00:20:31,600 --> 00:20:33,400 was viewing my profile. 407 00:20:33,400 --> 00:20:35,200 You know, I was addicted to it. 408 00:20:35,200 --> 00:20:37,240 And I love to see like, who's seen my profile? 409 00:20:37,240 --> 00:20:38,880 You know, this makes me feel important. 410 00:20:38,880 --> 00:20:42,520 So I'll just go ahead and waste some time looking at that list, maybe make something 411 00:20:42,520 --> 00:20:43,520 happen. 412 00:20:43,520 --> 00:20:44,520 And then it dawned on me. 413 00:20:44,520 --> 00:20:47,040 I'm probably not the only person who does this. 414 00:20:47,040 --> 00:20:53,320 So I started to open restaurant owners profiles, but I would just open as fast as I could. 415 00:20:53,320 --> 00:20:55,480 100 profiles, boom, boom, boom, boom, boom, boom. 416 00:20:55,480 --> 00:20:57,520 And I would click and close 100 profiles. 417 00:20:57,520 --> 00:21:01,720 The hardest thing that we had with selling our software was we couldn't get past the 418 00:21:01,720 --> 00:21:03,220 darn gatekeepers. 419 00:21:03,220 --> 00:21:08,080 And so now that I've done that, I would look the next day and see who's looked at my profile 420 00:21:08,080 --> 00:21:09,080 or the same day. 421 00:21:09,080 --> 00:21:14,600 And sure enough, five or six owners had looked at my profile and I would call the restaurant. 422 00:21:14,600 --> 00:21:19,400 And I would say, Hey, you know, I'm calling to talk to John. 423 00:21:19,400 --> 00:21:21,400 He was just checking out my LinkedIn profile. 424 00:21:21,400 --> 00:21:24,800 You know, can I, can I find out there's anything I can help him with? 425 00:21:24,800 --> 00:21:26,280 He would put me right through. 426 00:21:26,280 --> 00:21:31,520 And I would get to John and I would say, Hey, John, you know, I saw that you were looking 427 00:21:31,520 --> 00:21:36,600 at our profile and what we do with, with restaurants, you know, can we, can we talk about that? 428 00:21:36,600 --> 00:21:38,600 Almost everybody met with me. 429 00:21:38,600 --> 00:21:42,760 And I was, I'd never had anything that got me in the door like that. 430 00:21:42,760 --> 00:21:47,640 So I ended up, I was going to go to my business partner and say, All right, he was this great 431 00:21:47,640 --> 00:21:48,640 plan. 432 00:21:48,640 --> 00:21:49,640 It's going to be awesome. 433 00:21:49,640 --> 00:21:50,640 He can pay for it. 434 00:21:50,640 --> 00:21:51,640 You know, I go to, I go to Fiverr. 435 00:21:51,640 --> 00:21:54,840 I found somebody for $3.33 an hour. 436 00:21:54,840 --> 00:21:56,600 I got ready to present it to him. 437 00:21:56,600 --> 00:22:03,240 And then I was like, am I really going to ask him for $3? 438 00:22:03,240 --> 00:22:04,240 How embarrassing. 439 00:22:04,240 --> 00:22:09,800 You know, junior co-founder, I come like, I'm asking him to pay for my $3 system. 440 00:22:09,800 --> 00:22:13,200 And it was one hour a week was all I needed from a VA to do this. 441 00:22:13,200 --> 00:22:19,960 And so I ended up taking that big bold step of courage, you know, as a 22, 23 year old. 442 00:22:19,960 --> 00:22:27,480 And I paid for my own LinkedIn guru kid that goes to the database for me. 443 00:22:27,480 --> 00:22:32,640 And, you know, I felt like, you know, Richard Branson, you know, at this point, investing 444 00:22:32,640 --> 00:22:36,080 my three bucks in this guy, giving him my asset, right? 445 00:22:36,080 --> 00:22:37,080 My LinkedIn profile. 446 00:22:37,080 --> 00:22:40,680 Oh man, heaven forbid something goes wrong in my LinkedIn profile. 447 00:22:40,680 --> 00:22:44,880 You know, my whole life was shattered if I lose this super awesome profile that nobody 448 00:22:44,880 --> 00:22:46,680 knows about. 449 00:22:46,680 --> 00:22:53,040 I mean, your system is, I've been very impressed with what we've learned and our team's been 450 00:22:53,040 --> 00:22:55,280 very impressed with what you're doing. 451 00:22:55,280 --> 00:22:59,720 You know, we're gearing up to work with Cold Click as well and start integrating your stuff 452 00:22:59,720 --> 00:23:01,680 with what we're doing at first class business. 453 00:23:01,680 --> 00:23:03,400 I've known you for a while now. 454 00:23:03,400 --> 00:23:09,400 We've been kicking your tires, you know, checking out the car, seeing how things go. 455 00:23:09,400 --> 00:23:13,080 We're really happy with the relationship, how it's unfolded and the mutual respect that 456 00:23:13,080 --> 00:23:14,280 exists. 457 00:23:14,280 --> 00:23:19,440 I want to know from you, for our audience, what's your vision for entrepreneurs that 458 00:23:19,440 --> 00:23:23,880 as far as working with Cold Click, what is it that you want them to learn? 459 00:23:23,880 --> 00:23:28,720 What is it that you want them to be able to achieve with, you know, what makes you excited 460 00:23:28,720 --> 00:23:29,720 for them? 461 00:23:29,720 --> 00:23:35,120 More than anything else, I think when you start talking about what I want for these entrepreneurs 462 00:23:35,120 --> 00:23:39,280 is I want them to understand that no is not an option anymore. 463 00:23:39,280 --> 00:23:43,320 No, I tell people it just means not right now. 464 00:23:43,320 --> 00:23:50,520 And as a young entrepreneur scared of strangers, we're still fearing that no work, right? 465 00:23:50,520 --> 00:23:55,640 And we're also fearing it in ourselves and a lack of confidence saying, hey, I don't 466 00:23:55,640 --> 00:23:58,520 know if I can make this work. 467 00:23:58,520 --> 00:24:00,120 I don't know if I can make this happen. 468 00:24:00,120 --> 00:24:01,800 There may not be enough times in the day. 469 00:24:01,800 --> 00:24:06,120 And I want to point out something to you earlier that you mentioned about the automation side 470 00:24:06,120 --> 00:24:07,120 of it. 471 00:24:07,120 --> 00:24:10,280 Automation does not mean dehumanization. 472 00:24:10,280 --> 00:24:16,280 It just means that you're allowing something to do a repetitive process for you that you 473 00:24:16,280 --> 00:24:19,680 would normally do on your own or could potentially do on your own. 474 00:24:19,680 --> 00:24:21,440 And that's where the automation comes in. 475 00:24:21,440 --> 00:24:23,600 It doesn't mean dehumanization. 476 00:24:23,600 --> 00:24:25,960 And you have to be human in this whole process. 477 00:24:25,960 --> 00:24:29,120 So entrepreneurs, tons of great ideas. 478 00:24:29,120 --> 00:24:33,280 And there's millions, tens of millions, hundreds of millions of great entrepreneurs in this 479 00:24:33,280 --> 00:24:34,560 world. 480 00:24:34,560 --> 00:24:40,000 And they don't ever get past that first step because they always fear what they don't know. 481 00:24:40,000 --> 00:24:45,080 And that's where I will tell them that be afraid, but also embrace it because there's 482 00:24:45,080 --> 00:24:50,320 people, there's processes, there's services out there for lack of a better way of putting 483 00:24:50,320 --> 00:24:55,400 it that can help you attain and reach your goal just like you did with your stuff. 484 00:24:55,400 --> 00:25:01,960 Well, you're like, hey, for $3.35 per hour, I could really get some automation here. 485 00:25:01,960 --> 00:25:04,640 Well, your automation at that point was a human. 486 00:25:04,640 --> 00:25:05,960 So guess what? 487 00:25:05,960 --> 00:25:10,000 Now if you take that automation, like people are trying to do right now with things like 488 00:25:10,000 --> 00:25:14,200 chat GPD, they're not dehumanizing it. 489 00:25:14,200 --> 00:25:18,600 They're basically going in and saying, hey, I need to speed this process up. 490 00:25:18,600 --> 00:25:21,840 Give them 0.8 a point, whatever, faster. 491 00:25:21,840 --> 00:25:25,240 And then I'm going to go in and I'm going to put the human touch on them, what I would 492 00:25:25,240 --> 00:25:27,360 say, my voice, if you will. 493 00:25:27,360 --> 00:25:30,640 And that's where I think most entrepreneurs need that encouragement. 494 00:25:30,640 --> 00:25:32,040 They need that support. 495 00:25:32,040 --> 00:25:37,880 They need to know that they can go find somebody to help them and support them throughout all 496 00:25:37,880 --> 00:25:39,040 that they're doing. 497 00:25:39,040 --> 00:25:45,400 Even if it is going back to what I was mentioning earlier, a coach, whatever the case might be, 498 00:25:45,400 --> 00:25:47,840 you have automation that's there. 499 00:25:47,840 --> 00:25:49,680 Coaches don't come in without a game plan. 500 00:25:49,680 --> 00:25:51,160 That is a form of automation, guys. 501 00:25:51,160 --> 00:25:52,800 It's a playbook, right? 502 00:25:52,800 --> 00:25:54,440 That's their automation. 503 00:25:54,440 --> 00:25:55,520 Everybody's got to learn it. 504 00:25:55,520 --> 00:25:59,000 So if everybody's clicking, then everything is good. 505 00:25:59,000 --> 00:26:00,120 I love that. 506 00:26:00,120 --> 00:26:07,080 So then let's go in and talk about some of the goods, the bads, and the ugliest of LinkedIn 507 00:26:07,080 --> 00:26:08,200 and automation. 508 00:26:08,200 --> 00:26:11,280 I call LinkedIn a spam jungle. 509 00:26:11,280 --> 00:26:15,160 I have a lot of fun picking on the platform. 510 00:26:15,160 --> 00:26:17,280 I feel like they've done a lot of things wrong. 511 00:26:17,280 --> 00:26:20,320 I think a lot of that has to do with being bought by Microsoft. 512 00:26:20,320 --> 00:26:24,800 And I know that Bill Gates' favorite customers, according to him, are the ones who hate the 513 00:26:24,800 --> 00:26:25,800 most on the platform. 514 00:26:25,800 --> 00:26:27,920 Because he knows they're not hating. 515 00:26:27,920 --> 00:26:32,800 They're trying to ask sharply for the system to improve. 516 00:26:32,800 --> 00:26:37,240 And it would be fantastic if we did see LinkedIn improve. 517 00:26:37,240 --> 00:26:40,160 One of the big improvements on the good side that they recently made, at least from my 518 00:26:40,160 --> 00:26:44,960 profile, is I now have the ability to finally schedule my posts. 519 00:26:44,960 --> 00:26:46,560 That was freaking annoying. 520 00:26:46,560 --> 00:26:48,840 I don't have time to be on social media during the day. 521 00:26:48,840 --> 00:26:51,520 I'm interacting with real human beings during the day. 522 00:26:51,520 --> 00:26:57,040 So if I get a creative vibe, it's usually something that comes at a very awkward hour. 523 00:26:57,040 --> 00:26:58,040 Nobody's going to see it. 524 00:26:58,040 --> 00:26:59,720 It's not going to help anybody. 525 00:26:59,720 --> 00:27:06,000 And it's going to make me look unbalanced to people who have limited perspective on what 526 00:27:06,000 --> 00:27:07,520 balance happens to be. 527 00:27:07,520 --> 00:27:10,360 I told those shower thoughts. 528 00:27:10,360 --> 00:27:13,040 Those are shower thoughts. 529 00:27:13,040 --> 00:27:14,160 That's right. 530 00:27:14,160 --> 00:27:19,600 So that's some of the good that exists. 531 00:27:19,600 --> 00:27:21,000 Question for the audience. 532 00:27:21,000 --> 00:27:26,680 If you had, if there was a child or somebody that you didn't know and you were at the Grand 533 00:27:26,680 --> 00:27:31,560 Canyon and they were walking towards a cliff blindfolded, what would you do? 534 00:27:31,560 --> 00:27:32,560 Stop them. 535 00:27:32,560 --> 00:27:33,560 I would. 536 00:27:33,560 --> 00:27:34,560 Yellow. 537 00:27:34,560 --> 00:27:35,960 You might yell at them. 538 00:27:35,960 --> 00:27:36,960 That's right. 539 00:27:36,960 --> 00:27:37,960 It might not be calm. 540 00:27:37,960 --> 00:27:38,960 It might be like, holy crap. 541 00:27:38,960 --> 00:27:41,080 Well, that's a stranger. 542 00:27:41,080 --> 00:27:42,080 That's a stranger. 543 00:27:42,080 --> 00:27:45,600 And you happen to be saving their life in that instance. 544 00:27:45,600 --> 00:27:52,360 Now, some people can't catch the vision of how an automation tool or a business thing 545 00:27:52,360 --> 00:27:54,800 associates with saving a life, but I can. 546 00:27:54,800 --> 00:27:55,920 I absolutely see it. 547 00:27:55,920 --> 00:27:58,280 I see the value of what you're doing. 548 00:27:58,280 --> 00:28:02,200 People are losing their hopes and dreams right now economically. 549 00:28:02,200 --> 00:28:04,520 COVID has crushed businesses. 550 00:28:04,520 --> 00:28:08,600 But even before that, the pain and suffering that exists in this world because of the lack 551 00:28:08,600 --> 00:28:13,280 of success that people have due to their lack of coaching, their lack of strategic providers, 552 00:28:13,280 --> 00:28:16,360 their lack of systems, I can't tolerate it. 553 00:28:16,360 --> 00:28:17,960 I'm not willing to tolerate it. 554 00:28:17,960 --> 00:28:20,880 So you'll notice at the bottom, we've got a thread going down there. 555 00:28:20,880 --> 00:28:24,320 LinkedIn done wrong is killing your business. 556 00:28:24,320 --> 00:28:28,280 If you have LinkedIn not going correctly, it is killing your business. 557 00:28:28,280 --> 00:28:32,440 And authentic automation is not an oxymoron. 558 00:28:32,440 --> 00:28:34,280 It's more like the holy grail. 559 00:28:34,280 --> 00:28:36,240 So those are the things that we want to talk about. 560 00:28:36,240 --> 00:28:37,480 Good, bad, ugly of LinkedIn. 561 00:28:37,480 --> 00:28:39,080 Art, where do you want to take it from here? 562 00:28:39,080 --> 00:28:41,720 I'm going to take, I'm going to first share a slide with you guys. 563 00:28:41,720 --> 00:28:44,000 This is from a normal presentation that I do. 564 00:28:44,000 --> 00:28:45,440 So bear with me one second here. 565 00:28:45,440 --> 00:28:47,040 I'm going to share my screen. 566 00:28:47,040 --> 00:28:51,960 While you're doing that, while you're sharing the screen, I was looking up an old, I don't 567 00:28:51,960 --> 00:28:55,520 know, a comic colleague, because I only, I went to dinner with him once. 568 00:28:55,520 --> 00:29:02,480 He was the parent dealer for home security systems for a sub dealer I worked with in 569 00:29:02,480 --> 00:29:03,480 San Antonio. 570 00:29:03,480 --> 00:29:07,560 And he came to visit us because the sub dealer that I was helping with growth became his 571 00:29:07,560 --> 00:29:13,160 number one sub dealer for the month and for a couple of weeks in a row after we got some 572 00:29:13,160 --> 00:29:14,160 things rolling. 573 00:29:14,160 --> 00:29:16,040 So this guy came and met us. 574 00:29:16,040 --> 00:29:20,720 Funny personality, of course, anybody running companies at that large, you know, has, has 575 00:29:20,720 --> 00:29:23,440 a thing or two up their sleeve regarding success. 576 00:29:23,440 --> 00:29:27,680 Well, he was facing an FTC charge at the time. 577 00:29:27,680 --> 00:29:29,240 And he was talking us through that a little bit. 578 00:29:29,240 --> 00:29:31,840 And I was like, man, like that's some, some big stuff. 579 00:29:31,840 --> 00:29:34,920 Again, I don't, I don't know who the wolves are and who the sheeps are. 580 00:29:34,920 --> 00:29:36,880 I don't, I don't want to call anybody out. 581 00:29:36,880 --> 00:29:38,240 It just is what it is. 582 00:29:38,240 --> 00:29:42,520 And I looked him up the other day, like yesterday again. 583 00:29:42,520 --> 00:29:49,640 And I saw that he lost, he lost his, he lost his fight and his fight was over cold calling 584 00:29:49,640 --> 00:29:52,520 and calling the do not contact list. 585 00:29:52,520 --> 00:29:55,960 He faced an $8 million fine. 586 00:29:55,960 --> 00:30:00,000 Doesn't surprise me for no, it doesn't, but it surprises a lot of people on the audience. 587 00:30:00,000 --> 00:30:01,000 Right. 588 00:30:01,000 --> 00:30:02,000 Facing it. 589 00:30:02,000 --> 00:30:05,400 What caught my attention in this article is like, Oh man, like that, that's probably 590 00:30:05,400 --> 00:30:06,400 not good. 591 00:30:06,400 --> 00:30:10,400 Two things, because of the funds that he had, he only paid $88,000. 592 00:30:10,400 --> 00:30:11,400 Got it. 593 00:30:11,400 --> 00:30:17,080 I'm looking at that going like, how do you, how do you escape an $8 million fine on a 594 00:30:17,080 --> 00:30:18,080 second time? 595 00:30:18,080 --> 00:30:19,880 How do you deal with that one? 596 00:30:19,880 --> 00:30:20,880 Exactly. 597 00:30:20,880 --> 00:30:21,880 Right. 598 00:30:21,880 --> 00:30:26,000 I'm looking at that and thinking, huh, there's some loopholes to learn about here. 599 00:30:26,000 --> 00:30:28,080 But it too, I was awesome. 600 00:30:28,080 --> 00:30:31,880 So I'm like perplexed, you know, and just flabbergasted at this. 601 00:30:31,880 --> 00:30:36,040 And then number two, I noticed he's a CEO of a solar company now. 602 00:30:36,040 --> 00:30:39,040 You know, and I'm like, I thought he might be in prison or something. 603 00:30:39,040 --> 00:30:41,960 I had no idea, you know, what, what the situation could be. 604 00:30:41,960 --> 00:30:47,040 But you know, what it really, what it really opened my eyes to as well was like, okay, 605 00:30:47,040 --> 00:30:51,160 yes, when we, when we're utilizing these resources and we're doing the best that we 606 00:30:51,160 --> 00:30:56,680 can to learn how to use them in ethical fashions, you do risk being shut down by a number of 607 00:30:56,680 --> 00:30:58,040 different entities. 608 00:30:58,040 --> 00:31:01,760 You can have your Facebook account banned for almost, you know, nothing easy because 609 00:31:01,760 --> 00:31:03,880 they're trying to protect the business owners too. 610 00:31:03,880 --> 00:31:04,880 Right. 611 00:31:04,880 --> 00:31:05,880 From themselves. 612 00:31:05,880 --> 00:31:06,880 They're trying to protect bank accounts. 613 00:31:06,880 --> 00:31:08,480 There's a lot of systems. 614 00:31:08,480 --> 00:31:10,400 You can lose your money, rhyme or reason. 615 00:31:10,400 --> 00:31:12,840 It doesn't mean you're a criminal mastermind. 616 00:31:12,840 --> 00:31:19,160 But I was looking at that and thinking, wow, if this guy can survive an $8 million fine 617 00:31:19,160 --> 00:31:25,320 from the federal government and find a way quickly to have bounced back and found a business 618 00:31:25,320 --> 00:31:31,280 like, you know, if you lose or get your LinkedIn account banned or something because X, Y or 619 00:31:31,280 --> 00:31:38,120 Z happens, don't panic, don't freak out, don't give up, follow up, follow through, get back 620 00:31:38,120 --> 00:31:39,120 on the horse. 621 00:31:39,120 --> 00:31:40,240 You know, keep riding. 622 00:31:40,240 --> 00:31:44,400 I see so many people give up and fold the cards and I just, I don't ever want to be 623 00:31:44,400 --> 00:31:48,560 that guy who gives up and folds the cards because I made a mistake in life. 624 00:31:48,560 --> 00:31:51,360 So good, bad and ugly are, let's see it. 625 00:31:51,360 --> 00:31:53,600 Here's, here's the good, the bad and the ugly. 626 00:31:53,600 --> 00:31:54,600 My screen's not sharing. 627 00:31:54,600 --> 00:31:59,040 I think you guys might have to say or enable it, but I can tell you what the good, the 628 00:31:59,040 --> 00:32:00,360 bad and the ugly are here. 629 00:32:00,360 --> 00:32:01,360 Okay. 630 00:32:01,360 --> 00:32:05,600 The good with LinkedIn is that look at it as a giant networking. 631 00:32:05,600 --> 00:32:06,600 Okay. 632 00:32:06,600 --> 00:32:11,640 You're going to walk into this networking room and everybody's there to engage. 633 00:32:11,640 --> 00:32:15,880 Everybody's there to see if there's opportunity for business, whether it's you buying their 634 00:32:15,880 --> 00:32:19,920 product or service, vice versa, collaboration, you name it, right? 635 00:32:19,920 --> 00:32:22,480 B2B, B2C, B2Everything, right? 636 00:32:22,480 --> 00:32:25,360 That's the way I like to look at it, but it's this giant room. 637 00:32:25,360 --> 00:32:30,680 And how you figure out where you need to be is using the search criteria and the demographic 638 00:32:30,680 --> 00:32:32,640 information on LinkedIn is phenomenal. 639 00:32:32,640 --> 00:32:33,640 Remember, okay? 640 00:32:33,640 --> 00:32:38,160 You're going to be able to find that breakout room where your people are going to be as 641 00:32:38,160 --> 00:32:39,160 I like to call it. 642 00:32:39,160 --> 00:32:40,160 Okay? 643 00:32:40,160 --> 00:32:41,520 So that's the good with LinkedIn. 644 00:32:41,520 --> 00:32:45,320 It also puts everybody in one spot at your fingertips. 645 00:32:45,320 --> 00:32:47,360 That's the other good about it. 646 00:32:47,360 --> 00:32:52,080 Billion plus people on the platform now, all across the world, doing what they need to 647 00:32:52,080 --> 00:32:54,640 do to try to earn business from there. 648 00:32:54,640 --> 00:32:55,640 Here's the bad. 649 00:32:55,640 --> 00:32:56,640 Everybody's trying to use it. 650 00:32:56,640 --> 00:32:57,640 Okay? 651 00:32:57,640 --> 00:32:58,640 Yeah, everybody. 652 00:32:58,640 --> 00:32:59,640 And that's fine. 653 00:32:59,640 --> 00:33:06,440 But for those of you that have watched Groundhog Day, you can be Ned Ryerson if you want to 654 00:33:06,440 --> 00:33:11,320 in that giant networking room and run around handing out your business card to everybody. 655 00:33:11,320 --> 00:33:12,320 Right? 656 00:33:12,320 --> 00:33:13,320 I'll sell you this. 657 00:33:13,320 --> 00:33:14,320 I'll sell you this. 658 00:33:14,320 --> 00:33:15,320 Just buy, buy, buy, buy. 659 00:33:15,320 --> 00:33:16,760 You can do that if you want to. 660 00:33:16,760 --> 00:33:20,920 You're not going to be successful because nobody wants a stack of business cards. 661 00:33:20,920 --> 00:33:28,240 What they want are people that are true, genuine, and authentic, that care about them first. 662 00:33:28,240 --> 00:33:29,240 Okay? 663 00:33:29,240 --> 00:33:33,200 So when I go through and I tell people, you need to design messaging that is more about 664 00:33:33,200 --> 00:33:38,280 them than it is about you so that you can build that relationship, it would be the equivalent 665 00:33:38,280 --> 00:33:43,160 of walking into, again, I'm going to use a proverbial metaphor of a bar and saying, 666 00:33:43,160 --> 00:33:46,600 look, I'm going to find my future soulmate out of all these people. 667 00:33:46,600 --> 00:33:49,240 Do you think my future soulmate is going to want to hear about me first? 668 00:33:49,240 --> 00:33:52,400 Do you think they're going to want to tell me about themselves and feel like they're 669 00:33:52,400 --> 00:33:56,320 heard and feel like they're understood and feel like they're appreciated? 670 00:33:56,320 --> 00:33:57,800 And that's the constant. 671 00:33:57,800 --> 00:33:59,120 I know that you care. 672 00:33:59,120 --> 00:34:00,120 You know that I care. 673 00:34:00,120 --> 00:34:01,120 Exactly, right? 674 00:34:01,120 --> 00:34:02,680 So that's the good, the bad. 675 00:34:02,680 --> 00:34:03,680 Here's the ugly. 676 00:34:03,680 --> 00:34:10,240 The ugly is that LinkedIn has a lot of limitations and there really is one concept that you have 677 00:34:10,240 --> 00:34:13,520 to remember if you don't want to get in trouble on LinkedIn. 678 00:34:13,520 --> 00:34:17,400 If the automation that you're using, again, you're not dehumanizing it, but you're maybe 679 00:34:17,400 --> 00:34:23,640 using some automation that's in there, can be, cannot be done at the same rate that a 680 00:34:23,640 --> 00:34:28,600 normal human being could do it, that it's going too fast and you will get in trouble. 681 00:34:28,600 --> 00:34:29,600 Okay? 682 00:34:29,600 --> 00:34:31,760 What I mean by that, I'm going to use your example that you had earlier. 683 00:34:31,760 --> 00:34:36,040 You would go in and you would open somebody's profile, visit that restaurant owner's profile, 684 00:34:36,040 --> 00:34:39,520 close it, go to the next one, the next one, the next one, the next one, the next one. 685 00:34:39,520 --> 00:34:44,280 Are you going to sit there eight to 12 hours straight doing nothing like that every single 686 00:34:44,280 --> 00:34:49,280 day over your normal human being would lose their mind, right? 687 00:34:49,280 --> 00:34:53,680 So again, if you're going to use automation, make sure that you're using good automation 688 00:34:53,680 --> 00:34:58,400 that has regulations in there that allow you to be true, to be genuine, be authentic. 689 00:34:58,400 --> 00:34:59,400 Thank you. 690 00:34:59,400 --> 00:35:00,760 Appreciate the quote there. 691 00:35:00,760 --> 00:35:01,760 I'll set. 692 00:35:01,760 --> 00:35:06,960 You have to be that way and it's got to be done at a pace that a normal human being 693 00:35:06,960 --> 00:35:07,960 could do. 694 00:35:07,960 --> 00:35:08,960 Here's the key. 695 00:35:08,960 --> 00:35:09,960 Okay? 696 00:35:09,960 --> 00:35:11,880 And this is another great thing about LinkedIn. 697 00:35:11,880 --> 00:35:14,320 Traditional advertising talks about click through rates all the time, right? 698 00:35:14,320 --> 00:35:16,040 And let's talk about that real fast. 699 00:35:16,040 --> 00:35:18,760 And impression is you see that advertisement, right? 700 00:35:18,760 --> 00:35:21,280 You see it on your screen and you just see it there. 701 00:35:21,280 --> 00:35:22,280 Nothing else happens. 702 00:35:22,280 --> 00:35:26,040 You see it, it registers something in the background that's considered to be an impression. 703 00:35:26,040 --> 00:35:27,600 They put it in front of you. 704 00:35:27,600 --> 00:35:33,200 That's the equivalent of you sending your connection request message to a stranger. 705 00:35:33,200 --> 00:35:34,200 Okay? 706 00:35:34,200 --> 00:35:35,200 So you're on LinkedIn now. 707 00:35:35,200 --> 00:35:39,360 You've identified this target demographic and you say, Hey, I want to impress myself 708 00:35:39,360 --> 00:35:40,360 upon them. 709 00:35:40,360 --> 00:35:41,360 I'm going to invite them to connect. 710 00:35:41,360 --> 00:35:44,520 So I'm going to send them a connection request on LinkedIn. 711 00:35:44,520 --> 00:35:46,000 That's an impression. 712 00:35:46,000 --> 00:35:51,080 You can only do about 100 to maybe 300 of those a week on LinkedIn nowadays. 713 00:35:51,080 --> 00:35:52,080 Okay? 714 00:35:52,080 --> 00:35:53,240 Here's the big difference. 715 00:35:53,240 --> 00:35:56,880 You could send out tens of thousands, if not millions of impressions with advertisements, 716 00:35:56,880 --> 00:35:57,880 right? 717 00:35:57,880 --> 00:36:01,800 And you're really trying to get people to do what's called click through. 718 00:36:01,800 --> 00:36:06,280 They're trying, you're trying to get them to click on the ad, go visit the ad, give 719 00:36:06,280 --> 00:36:11,920 information, information like email addresses, phone numbers, other ways that you can get 720 00:36:11,920 --> 00:36:16,040 to them, if you will, you want those click through rates, right? 721 00:36:16,040 --> 00:36:22,040 Traditional advertising campaigns, less than 1% of the people that are impressed upon actually 722 00:36:22,040 --> 00:36:24,320 click through and you could do millions of them. 723 00:36:24,320 --> 00:36:25,320 Okay? 724 00:36:25,320 --> 00:36:26,720 That's again, that's huge. 725 00:36:26,720 --> 00:36:33,840 However, on LinkedIn, 25 to 30% will click through and become a connection of yours, where 726 00:36:33,840 --> 00:36:39,440 now you have access to email addresses, phone numbers, you name it, all the demographic 727 00:36:39,440 --> 00:36:43,520 information on their profile, where they went to school, you know, what awards they have, 728 00:36:43,520 --> 00:36:47,440 all these talking points or what I like to call relatability. 729 00:36:47,440 --> 00:36:48,600 You did this earlier, Jackson. 730 00:36:48,600 --> 00:36:50,720 You asked me to explain these things back here. 731 00:36:50,720 --> 00:36:52,080 There's a reason why I have them here. 732 00:36:52,080 --> 00:36:53,080 It's relatability. 733 00:36:53,080 --> 00:36:54,480 It makes me a human being. 734 00:36:54,480 --> 00:36:58,320 It makes me, it gives me something to talk about, right? 735 00:36:58,320 --> 00:37:04,040 Every LinkedIn profile has relatability on it that you can find as somebody that's truly 736 00:37:04,040 --> 00:37:08,800 and honestly and genuinely trying to know who this person is that is a stranger to you 737 00:37:08,800 --> 00:37:12,240 now, they're telling you things that you can relate to. 738 00:37:12,240 --> 00:37:15,720 And whether it's you guys went to the same school, whether it's you grew up in the same 739 00:37:15,720 --> 00:37:19,800 community, whether it's they live there now, whether they work for a company that you work, 740 00:37:19,800 --> 00:37:21,360 there's tons of relatability there. 741 00:37:21,360 --> 00:37:23,280 That's what strikes up conversation. 742 00:37:23,280 --> 00:37:27,760 So when I send a message to someone for one of my clients that is truly and genuinely 743 00:37:27,760 --> 00:37:31,520 about that person or trying to get in touch with it says, Hey, Jackson, thanks for connecting 744 00:37:31,520 --> 00:37:32,520 with me. 745 00:37:32,520 --> 00:37:36,280 I noticed that you are part of this particular group or organization. 746 00:37:36,280 --> 00:37:37,280 I am too. 747 00:37:37,280 --> 00:37:40,680 I have a firm belief that what they're doing is meaningful in this world. 748 00:37:40,680 --> 00:37:44,280 I was hoping you and I could continue that conversation off of LinkedIn, get to better 749 00:37:44,280 --> 00:37:45,960 know each other, see how we can help out. 750 00:37:45,960 --> 00:37:48,720 All of a sudden now it's you going back to your restaurant example. 751 00:37:48,720 --> 00:37:52,160 Hey, I'm calling to talk to our business owner that owns this restaurant. 752 00:37:52,160 --> 00:37:54,520 I noticed he was looking at my profile on LinkedIn. 753 00:37:54,520 --> 00:37:55,520 Can I talk to him? 754 00:37:55,520 --> 00:37:56,520 Sure. 755 00:37:56,520 --> 00:37:57,520 Let me grab him for you. 756 00:37:57,520 --> 00:37:58,520 Yeah. 757 00:37:58,520 --> 00:37:59,520 That's the relatability factor. 758 00:37:59,520 --> 00:38:01,440 People don't understand that, but that you can do that all day long on LinkedIn. 759 00:38:01,440 --> 00:38:03,200 So click through it again. 760 00:38:03,200 --> 00:38:08,600 Get them to connect with you because 98% of people that connect with you do not disconnect 761 00:38:08,600 --> 00:38:09,600 from you. 762 00:38:09,600 --> 00:38:13,720 No matter even if you've made them mad, even if you've seen 10 messages and said, Hey, 763 00:38:13,720 --> 00:38:15,160 I want to, I want to get to know you. 764 00:38:15,160 --> 00:38:16,920 I want to go on to earn your business. 765 00:38:16,920 --> 00:38:18,960 They still don't disconnect from you. 766 00:38:18,960 --> 00:38:25,120 To be fair, LinkedIn makes it very hard to disconnect from people. 767 00:38:25,120 --> 00:38:27,600 But that is a value, right? 768 00:38:27,600 --> 00:38:36,000 That is an advantage to those who are a bit more pushy with how we insist on providing 769 00:38:36,000 --> 00:38:37,000 value. 770 00:38:37,000 --> 00:38:40,920 And again, if you truly believe somebody is running towards a cliff with their life, 771 00:38:40,920 --> 00:38:44,000 then by all means run and tackle them. 772 00:38:44,000 --> 00:38:46,000 Save them from themselves in those scenarios. 773 00:38:46,000 --> 00:38:51,640 And I know that's hard with so many people out there utilizing these tactics to manipulate, 774 00:38:51,640 --> 00:38:52,640 right? 775 00:38:52,640 --> 00:38:57,840 To be inauthentic, to be disingenuine, to bring partial truths only to then turn around 776 00:38:57,840 --> 00:39:00,760 and ultimately hurt you and your business. 777 00:39:00,760 --> 00:39:03,200 I'm glad you brought up this connection rate. 778 00:39:03,200 --> 00:39:06,920 That is one of the things that is hot. 779 00:39:06,920 --> 00:39:08,360 It's beautiful to know about. 780 00:39:08,360 --> 00:39:13,360 And it's also so important to be wary of is that, yes, the traditional advertising means 781 00:39:13,360 --> 00:39:17,360 of 1% click-through rate, right? 782 00:39:17,360 --> 00:39:18,640 Compared to what you said. 783 00:39:18,640 --> 00:39:24,920 I've seen most automation campaigns, people are lucky to get a 3% to 5% click-through 784 00:39:24,920 --> 00:39:26,360 rate. 785 00:39:26,360 --> 00:39:33,120 But there are powerful campaigns that can stretch from 25% to 40% click-through rates 786 00:39:33,120 --> 00:39:36,160 and response rates, depends on how your profile is set up. 787 00:39:36,160 --> 00:39:41,800 I've also noticed that in some different testing we've done with being parts of different companies, 788 00:39:41,800 --> 00:39:47,680 some of the companies that are very heavy on making fast offers and talking, you know, 789 00:39:47,680 --> 00:39:50,920 like, oh, we can make you this much money, this fast, blah, blah, blah. 790 00:39:50,920 --> 00:39:56,080 They get phenomenal response rates from a percentage standpoint. 791 00:39:56,080 --> 00:39:59,360 But the quality of response is awful. 792 00:39:59,360 --> 00:40:00,880 The people, right? 793 00:40:00,880 --> 00:40:06,520 The get rich quickers are the ones that are falling victim of that because they have their 794 00:40:06,520 --> 00:40:08,560 own addiction to wanting to win fast. 795 00:40:08,560 --> 00:40:10,840 Well, let's rewind real quick. 796 00:40:10,840 --> 00:40:15,600 When a business becomes so powerful in terms of their attraction, their messaging, their 797 00:40:15,600 --> 00:40:22,400 offers that they can convert a 1% click-through rate because they inspire and because they 798 00:40:22,400 --> 00:40:26,520 build irresistible offers and because they meet people where they're at and they don't 799 00:40:26,520 --> 00:40:28,680 need a whole threshold of people to talk. 800 00:40:28,680 --> 00:40:31,880 They just need a few people because they're so valuable. 801 00:40:31,880 --> 00:40:38,520 There's extreme virtue in building your business to where you can convert the 1% and your formula, 802 00:40:38,520 --> 00:40:39,520 right? 803 00:40:39,520 --> 00:40:43,520 I'm not going to ruin that with, if I can get my business attractive to the 1%, how much 804 00:40:43,520 --> 00:40:45,240 more attractive will my business? 805 00:40:45,240 --> 00:40:46,680 I don't know if I lost you, Jack. 806 00:40:46,680 --> 00:40:48,000 I don't know if that was you or me. 807 00:40:48,000 --> 00:40:49,000 There we go. 808 00:40:49,000 --> 00:40:50,120 We're in the gap. 809 00:40:50,120 --> 00:40:52,360 The water project's awesome. 810 00:40:52,360 --> 00:40:55,160 Also art is very into sustainable farming. 811 00:40:55,160 --> 00:40:58,040 We had a good conversation about that. 812 00:40:58,040 --> 00:40:59,160 We got one minute, brother. 813 00:40:59,160 --> 00:41:01,040 So I'm going to put that one on hold. 814 00:41:01,040 --> 00:41:04,600 I'm going to let the audience connect to you on that one. 815 00:41:04,600 --> 00:41:08,320 You know, I'm looking forward to the day where, you know, who knows, whether it's a year out 816 00:41:08,320 --> 00:41:13,640 from now or six months out from now or longer that we start planning something, some type 817 00:41:13,640 --> 00:41:20,280 of cool charity or promotional event that we do to do something cool for sustainable farming 818 00:41:20,280 --> 00:41:21,280 for some community in need. 819 00:41:21,280 --> 00:41:22,280 I think it would be awesome. 820 00:41:22,280 --> 00:41:24,120 And thank you for sharing your vision. 821 00:41:24,120 --> 00:41:26,320 Art, where should people be connecting with you? 822 00:41:26,320 --> 00:41:28,320 What events do you have coming up that they should be aware of? 823 00:41:28,320 --> 00:41:29,320 Absolutely. 824 00:41:29,320 --> 00:41:30,320 So you can always find me on LinkedIn. 825 00:41:30,320 --> 00:41:33,000 I'm Art Hoffman in Link Advisors on LinkedIn. 826 00:41:33,000 --> 00:41:34,480 You can track me down there. 827 00:41:34,480 --> 00:41:35,800 And I suggest that you do. 828 00:41:35,800 --> 00:41:36,880 Reach out. 829 00:41:36,880 --> 00:41:45,040 You can reach me also at Arthur at inlinkadvisors.com or info at inlinkadvisors.com. 830 00:41:45,040 --> 00:41:48,920 You can find us at cold-click.com. 831 00:41:48,920 --> 00:41:49,920 That's our website. 832 00:41:49,920 --> 00:41:50,920 Perfect. 833 00:41:50,920 --> 00:41:54,840 Ideally, if you feel like doing the old human thing and calling me or us here at the office, 834 00:41:54,840 --> 00:41:55,840 go for it. 835 00:41:55,840 --> 00:41:58,640 602-609-6445. 836 00:41:58,640 --> 00:42:00,000 Reach out to us that way. 837 00:42:00,000 --> 00:42:02,000 We still talk to human beings, I promise. 838 00:42:02,000 --> 00:42:06,840 I was going to say, I dare y'all to be human and call a human on the phone. 839 00:42:06,840 --> 00:42:09,720 That would be the coolest thing ever. 840 00:42:09,720 --> 00:42:16,240 You would be the most courageous person that we've met through a podcast episode. 841 00:42:16,240 --> 00:42:20,440 That's what Todd Herman of LaserWay did when he found out about video power. 842 00:42:20,440 --> 00:42:21,640 He called us right away. 843 00:42:21,640 --> 00:42:23,600 That's what powerful leaders do. 844 00:42:23,600 --> 00:42:27,760 They reach out without fear to the other lions that exist out there because at the end of 845 00:42:27,760 --> 00:42:33,080 the day, we're all lions, part of different prides, and lions don't need other lions. 846 00:42:33,080 --> 00:42:35,480 So you've got the ability to hang out. 847 00:42:35,480 --> 00:42:37,480 I highly recommend giving it a try. 848 00:42:37,480 --> 00:42:38,480 Give him a call. 849 00:42:38,480 --> 00:42:40,480 I'm waiting for the phone to ring, guys. 850 00:42:40,480 --> 00:42:41,480 That's right. 851 00:42:41,480 --> 00:42:42,480 All right. 852 00:42:42,480 --> 00:42:44,000 Great to have you, man. 853 00:42:44,000 --> 00:42:45,000 Thanks so much for being here. 854 00:42:45,000 --> 00:42:46,000 Vision Pros. 855 00:42:46,000 --> 00:42:47,000 Go out there. 856 00:42:47,000 --> 00:42:48,000 Build your visions. 857 00:42:48,000 --> 00:42:49,000 We appreciate you. 858 00:42:49,000 --> 00:42:50,960 If we can do anything for you, don't hesitate to reach out. 859 00:42:50,960 --> 00:42:51,960 Everybody take care. 860 00:42:51,960 --> 00:42:52,960 Have a fantastic day. 861 00:42:52,960 --> 00:42:53,960 Thank you, guys. 862 00:42:53,960 --> 00:42:54,960 Appreciate it. 863 00:42:54,960 --> 00:42:56,460 Thank you for being here today. 864 00:42:56,460 --> 00:42:59,200 I'm really happy that you tuned in to Vision Pros Live. 865 00:42:59,200 --> 00:43:05,520 I'm looking forward to seeing your reactions as these episodes continue to move forward. 866 00:43:05,520 --> 00:43:07,000 We optimize them as the months go by. 867 00:43:07,000 --> 00:43:09,000 This is going to get more and more fun. 868 00:43:09,000 --> 00:43:11,360 We'll have more and more engagement as well. 869 00:43:11,360 --> 00:43:13,960 We'll invite people to participate in the show. 870 00:43:13,960 --> 00:43:30,040 Thank you for giving us your time and attention.