Latest / Revenue Problem Solvers / Why Your LinkedIn Content Gets Zero Pipeline (And How to Fix It) | Eli Igra Serfaty

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Why Your LinkedIn Content Gets Zero Pipeline (And How to Fix It) | Eli Igra Serfaty · Revenue Problem Solvers

• 0:00
  Articles today are indexing off of LinkedIn meaning in SEO for
• 0:07
  Google and Geo or AEO right answer engine optimization where
• 0:12
  your brand appears in ChatGPT cloud perplexity.
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  Welcome back everybody to the Revenue Problem Solvers Podcast,
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  where we look to crack the code on growing your business by
• 0:23
  tackling challenges to keep revenue leaders up at night.
• 0:26
  I'm Karl Ortman's and on today's episode we're going to dive into
• 0:29
  a topic that is consistently confused or misunderstood, and
• 0:35
  people are still trying to figure their heads or wrap their
• 0:37
  heads around it. It's social media and revenue.
• 0:40
  Now today's podcast is sponsored by the great team at Virtual
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  Causeway. Imagine your sales team spending
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  less time chasing and more time closing because buyers already
• 0:48
  know your name before that first call.
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  Well, that's exactly what Virtual Causeway does.
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  They help B to B companies get found earlier in the buying
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  process by the right people through the right channels that
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  actually influence decisions today.
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  Now, what's the result? Well, it's fewer cold motions,
• 1:04
  better conversations and pipeline that moves faster.
• 1:08
  You can visit them at virtualcauseway.com and don't
• 1:12
  forget to mention the show for a special rate.
• 1:14
  Now my guest today is the Co founder and CEO of Maya Digital,
• 1:21
  Eli Igra Surfeiti. In 2019, Eli left a career in
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  venture capital in Israel's startup world to build something
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  that most people didn't think was a real business, a LinkedIn
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  agency. Fast forward today, My Digital
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  has trained over 500 executives and teams.
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  He works with leading companies across Israel and global as
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  well. Eli himself is recognized as a
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  LinkedIn Global Insider. He's only he's only one of a
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  small group of practitioners worldwide to hold that
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  designation. Before any of this, he spent six
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  years in the Israeli Defense Forces, rising to major.
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  So when he talks about discipline, consistency and
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  playing the long game, he's not pulling from a marketing
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  playbook. These are fundamental to him.
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  Now, his core belief is that one that most revenue leaders push
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  back on and they quietly come around to, which isn't that
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  LinkedIn is a social media platform, It's a relationship
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  platform. And the way that you show up
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  there either builds trust or it's going to kill pipeline.
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  Eli, welcome to the Revenue Problem Solvers Podcast and
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  thank you for being here. Thanks for having me Carl.
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  I'm really looking forward to our conversation.
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  Oh, me too. To kick us off, can you share a
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  little bit about the context of your robe?
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  What size industries or verticals do you work with?
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  What are the selling motions? What size companies to work
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  with? Yeah, sure.
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  So to make it simple, we start everything and anything LinkedIn
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  and only LinkedIn. So really if it start could be
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  an early stage start up all the way up to Fortune 500 companies
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  ideally already have a product, a revenue, a revenue stream,
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  teams and employees. The more that we have to work
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  with the better. We've worked in really different
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  industries from SAS, cybersecurity, financial
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  services, banking, insurance, really across the board,
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  primarily B to B. And yeah, just love working on
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  anything that has to do with LinkedIn, from company page
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  management to executive thought leadership and employee advocacy
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  and how teams can be using or companies as a whole should be
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  using LinkedIn today. It's it's really interesting
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  because the world of LinkedIn is one that I think is commonly
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  misunderstood. And if you can't tell of just by
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  listening to you, I talk very passionate about this.
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  So when I asked him, let's, let's talk about what we're
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  going to talk about and I asked about a success revenue
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  initiative like everybody or existing challenge, revenue
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  challenge you're solving or have solved.
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  It's very clear that we needed to talk about this topic, which
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  is LinkedIn. And more specifically, how do
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  you build a brand on LinkedIn that actually increases or
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  influences revenue. So maybe let's if we can start
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  here. You've said that reaching the
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  masses matters less than reaching the right person.
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  And that goes against how most people think about building a
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  brand or even brand building as a whole.
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  Can you walk us through that statement and how that comes
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  together? Yeah, I think before we dive
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  into that, it's important to understand the the state of
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  LinkedIn and where it is in comparison to other platforms.
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  So typically people think when you post content, you need to be
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  viral and get as much engagement as you can and likes and
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  comments and impressions and all of that because that's typically
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  what we see on TikTok, Facebook, Instagram and other
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  counterparts. You know, those are more social
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  media platforms and LinkedIn as you mentioned before and you
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  know, you know, is a relationship building platform
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  that has social elements to it. Now, when you go viral, it's not
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  that you shouldn't go viral or you know, you can't go viral
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  just shouldn't be the main focus.
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  Because think about it, if you have an idea that appeals to the
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  masses and then goes viral, that's essentially you know what
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  it is, Then you don't necessarily get someone who's
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  specific, you know your client or specific to their needs.
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  So you'll see many examples of people having viral posts, but
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  nothing really coming from it. You know, maybe there is no
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  opportunities or definitely no revenue coming from it where you
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  could have a post that has less engagement, maybe nothing so
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  exciting on a dopamine level but way more effective from a
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  pipeline or a revenue standpoint.
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  Right. For example my Co founder posted
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  an article a few weeks ago, got 22 likes and I think 1 repost.
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  That's not exciting at all on the social metric front.
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  But he had two CE OS who reached out and sent him a DM.
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  Now if we put that on a scale, what's more important, right?
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  Having 100,000 views or 50,000 views and no outreach or maybe
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  having much less and then having at the actual conversations.
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  So think in general today it's important to note there is a
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  recent benchmark that came out by the Shield Index, which is
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  sorry, came out a recent benchmark that came up by the
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  Shield Index talking about impressions today on the
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  platform. So you'll probably see a lot of
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  people talking about impressions being down historically to where
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  was a few years ago you may have posted and got in 10s of
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  thousands of impressions. And today, yes, people are
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  across the board from larger accounts all the way to, you
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  know, regular folks just like us who are seeing around 50 to 60%
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  less impressions than they were. If I, you know, kind of give you
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  a, a number to quantify around it, people up to 10,000
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  followers, right? It was probably, you know, the
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  majority of people in the crowd are seeing up to around 5000
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  impressions. I think, you know, the, the
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  median is around 500 or 700 impressions.
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  You know, the low thousands, right, if not high hundreds.
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  When people look at those numbers, it's easy to think,
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  well, no one's, you know, this post isn't working and people
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  aren't saying, but LinkedIn is publicly saying that they're
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  working on showing your post to the right people at the right
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  moment, right? And overtime.
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  So it's not one post and 1, you know, viral post.
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  It's a series of actions that build trust and authority and
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  credibility with your audience overtime, right?
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  You need to consistently post. It's not once every few weeks or
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  once a month. It's several times a week, you
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  know, two to three times a week. You don't have to do it every
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  day, two to three times a week over 91120 days a year from now.
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  That's how you should be looking at your presence and your
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  personal brand in general. This isn't something you know
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  that it's one and done. The more you do, the more it
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  compounds. And you know, the way that we
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  call it is I think everyone listening here is familiar with
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  ROI and the return on return on investment.
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  We call it ROL. The return on LinkedIn, the
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  time, the money, the resources that you go into building your
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  LinkedIn, building your personal brand, you know does compound
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  overtime and will come back positive to you.
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  Just how you talked about this, it takes me to where I currently
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  AM. So, you know, starting this
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  podcast last year, I guess it's almost a year ago now, because
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  somebody said, hey, Carl, you got to build your own personal
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  brand because a lot of the things that I was doing on
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  LinkedIn were much more around my experience from the company
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  perspective. And I was posting about, you
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  know, what I saw. So when I first started posting
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  about the podcast, and for context, like I post five times
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  a week. So I post five times a week
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  like, and I'll post a clip just like even on this on our
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  podcast, I'll post a clip for five days straight.
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  I'll also post a full post of like here, here's the full
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  podcast announcement. And I do that everything I do
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  that for five days a week, not 7, but I post for five.
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  And because this is like my, my brand building aspect.
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  What I will say though, is to your point, when I first started
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  posting, I would get 345000, you know, impressions.
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  And then that slowed down for a period of time, then it picked
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  back up, and now it's sort of settled in somewhere in the
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  middle. And I'm asking the question to
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  others, like, how come? And even some people saying,
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  Carl, I used to see your stuff all the time.
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  Now I don't see it. Am I like, are we doing
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  something wrong? Or is this the change of the
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  algorithm? Or am I doing too much?
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  It's a genuine question. And hopefully this is
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  translating to others going well.
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  I'm doing all the stuff Eli just said, but I'm not getting the
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  10,000 impressions. So again, you don't need don't
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  focus on the impressions. I want everyone listening and
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  thinking about their presence on LinkedIn to look at the metrics
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  as secondary. First and foremost, you need to
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  be visible, You need to be consistent.
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  So you need to have a presence. Your presence splits into two.
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  It's a combination of your posts that you create and the comments
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  that you leave on other people's posts, right?
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  And we'll talk about them more throughout the show of how that
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  strategy kies in together and how important it is to do both,
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  right? It's not just posting.
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  There's a lot that can come from commenting as well.
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  Now, if you're posting and you're consistent, you need to
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  also be tracking and looking at other metrics to understand is
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  LinkedIn working the way you want it to work?
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  For example, right, revenue teams here listening and they're
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  at a company level on your contact form.
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  Every company here should ask how did you hear of us and put
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  an option for LinkedIn, not social media for LinkedIn so
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  that people can have self attribution when they come to
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  your website. They may have not come the same
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  day that they saw a post, right? We know that typical B to B
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  sales cycles are very long, right?
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  And we know that people even before they make a decision,
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  they have a shortlist. Google and Bane talk about 80 to
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  90% of decision makers already have a shortlist in mind and
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  they go with that shortlist usually has two to three vendors
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  on it. And 80% of the time they go with
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  the number one choice that they had on that list.
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  So I'm emphasizing that because it's important to understand
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  that ties into what you're building on LinkedIn.
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  It's this long relationship that happens over time where you have
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  to build trust, credibility and authority with them, right, to
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  be able to then create these opportunities.
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  So your engagement is secondary. You should be looking at the
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  self attribution, asking in sales calls and asking, you
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  know, in general conversations with people, hey, you know, is
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  it the content is are you noticing people calling it out?
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  That's one signal. Profile views, are your profile
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  views going up? That's a very important signal
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  to look at. It's important to note that you
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  can only see it if you have premium.
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  There's always a question people ask me, is it worth to get
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  LinkedIn Premium? There are many features that are
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  nice to have. I think for anyone dealing with
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  revenue, must have LinkedIn premium for that sole feature of
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  being able to see who viewed your profile.
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  Carl, think about it. If someone viewed your profile
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  right, you had a meeting 3 weeks ago with a Fortune 500 CEO,
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  maybe sent them a proposal, haven't heard back from them.
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  Three weeks later, you noticed them, or the CFO or someone else
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  on the team viewed your profile. That probably didn't happen out
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  of nowhere, right? They're probably discussing it
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  internally. They maybe they saw a pose go
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  check if they liked or engage with anything.
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  And then it's up to you to say, well, what I do from here, maybe
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  I'm on their mind, right? Another common example that I
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  saw many times, you know, working in venture capital,
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  right? And anyone looking to raise
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  funds is are you seeing any of the VCs that you're speaking to
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  and pitching with? Are they all the sudden coming
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  to your profile and viewing it? So anyone who lands on your
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  profile is some level of intent, right?
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  They there saw a post, they saw a comment, they got your link,
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  you reached out to them and then they clicked into your profile.
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  It's an important layer to understand.
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  So we have the self attribution, we have the profile views and
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  general conversations that you're having on DMS. People are
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  sending you DMS and also, you know, are you reaching out to
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  people that are engaging with you, right?
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  Does that make sense it? It totally does.
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  And there's also a, a trend, I'll say it this way, I think,
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  and I'll say it is a trend. And maybe you're telling me it's
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  a tactic or, or whatever. How often do you open up your
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  feed and you see, you know, the thing of like comment the word
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  or DM Claude or whatever, and I will make it.
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  This, this is going to be the playbook that'll make you rich.
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  It's starting to show up more and more.
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  So it, it kind of gives me the impression that like, Oh well,
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  somebody else's, everybody else has this figured out and this
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  word like DM me and follow me. Is the is it a sneaky tactic?
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  Is it the right tactic? Or is it something that you
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  would advise people don't do this?
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  Great question. Carl.
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  The most common word people are probably seeing today is Claude,
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  right? Everyone has a Claude workflow
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  to switch your revenue team in your SDR and to make you
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  millionaires. And you ask yourself wait, why
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  aren't there more millionaires in the world today with all of
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  these genius workflows that people are just replacing
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  themselves? So it's primarily done as an
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  engagement tactic, right? If we just go try to understand
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  the algorithmic understanding behind it, they're saying great,
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  if we get everyone to comment a word, that's more comments,
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  that's juicing the algorithm and then LinkedIn is going to
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  distribute it, distribute it more.
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  Unfortunately, Carl, what's happening today?
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  I don't know if how many you've commented on and received the
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  lead magnet, but I'm seeing more and more people complain about
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  them commenting and then the send the author not even sending
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  the lead magnet. So that's already 1 issue and
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  breaking trust with your audience.
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  So if you do decide to do it, there are some quality ones.
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  I would say most time, and this is what I'm seeing from other
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  people as well, from ones that I've downloaded or from other
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  people that I see talking about it themselves.
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  They're low quality, right? It could just be something many
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  people who are also commenting don't necessarily have intent
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  for your product, right? So it's also, what are you
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  selling and why are you doing this type of post?
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  If you ask me what's preferred, my philosophy and approaches
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  make it easy and frictionless for your audience and give that
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  value away for free. You have an you have an e-book,
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  you have a workflow, you have something that can help your
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  audience and you want to attract them and you know, kind of good
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  karma or interest back to you, then give it to them without
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  commenting it, right. And if they get value from it,
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  then hopefully they will either reach out to say, hey Carl, I
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  appreciate the resource. That was super helpful.
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  Or Hey, Carl, I've tried implementing what you had in
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  this resource and I understand that it's too big for me.
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  How about you do it right? But if everyone has to leave
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  their e-mail or comment something, that adds friction.
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  And I think also for a lot of executives in general, which is
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  probably many people in our audience listening today, think
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  about yourselves, Carl. We have to remember that most
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  people on LinkedIn are silent lurkers, right?
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  They're not necessarily leaving a like or a comment on posts,
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  right? Especially the higher we go up
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  the chain, probably the less likely they are to leave that
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  public facing engagement. Does that mean that they're not
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  reading the content? No, they're there and they're
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  getting value from it. But if they have to comment to
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  get that value, you're missing out on a lot of potential
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  people. So I, it works to, you know,
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  maybe get that dopamine hit and go viral.
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  If you do end up having that success, if you do do it, make
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  sure you send it out to everybody.
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  Make sure that it's a high quality resource so that at
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  least you continue that trust and you give value to your
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  audience instead of, you know, them just getting some resource
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  and not thinking highly of you. And be careful with how many
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  people and how quickly you respond.
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  LinkedIn can think that it's maybe you're using automation.
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  If you answer and send too many messages back, that can also
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  trigger a false positive on Linkedin's end.
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  OK, that's exactly the question I wrote down here because I have
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  I have a two-part question. So I'll start with the first one
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  because a lot of those comment on is going to trigger
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  automation. And I will say this, I think I
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  probably told you this when we're doing our prep call, like
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  I use Opus clips to take our podcast and I give it.
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  And so it generates this because it saves me a ton of time from
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  breaking up the podcast and finding those clips.
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  And I was using the scheduler through Opus clips to put on to
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  LinkedIn, but I physically was checking and I physically had to
• 18:39
  push the button go and I got flagged.
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  And so LinkedIn sent me a message that said something
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  like, you're breaking our rules. And I said, hold on, here it is.
• 18:48
  It says it's OK. And then they they responded
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  said, oh, OK. If you're physically having to
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  do it and you're not just scheduling, you're not just
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  having something work on your behalf, you're good.
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  But I also call that out said should I stop doing this?
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  I don't want you to take my page down because I actually have had
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  people tell me recently, look, I was in LinkedIn jail and I
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  couldn't use my page. Is that happening more and more
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  that you're seeing with the connection of the comment and
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  then driving this automation? Yeah.
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  So in general, it's important for everyone to understand
• 19:23
  LinkedIn is the number one platform that enforces the use
• 19:29
  of automations. It's against our terms and
• 19:31
  services. And all of these platforms, they
• 19:33
  are the number one most trusted platform.
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  They do the most work on mitigating bots and fake
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  profiles where we see it very rampant on other platforms such
• 19:44
  as Twitter and Facebook. So there's a lot of work on the
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  enforcement. I will say just like you saw
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  with yourself, there are sometimes where good actors have
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  false positives and you do get flagged.
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  It happens. I can give another example if
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  you sit down Carl now and send out 40 connection requests
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  because we're going to talk about, you know, the things that
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  everybody should be doing everyday, commenting, adding
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  people to your networks, posting, etcetera.
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  If you. If you add too many people in a
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  day manually, right, you just sitting there saying, hey, I
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  heard the episode with Eli and Carl.
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  I have to go add people. You could also get flags.
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  So sometimes human actions done too quickly can be seen as use
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  of automation. OK, now what your your specific
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  example of scheduling. That's for the most part usually
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  OK and not an issue. There are many platforms that
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  integrate with the scheduling API, whether it's Buffer,
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  Hootsuite, or other counterparts.
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  LinkedIn is typically OK with that and that shouldn't impact
• 20:45
  your performance on the content. Although you can schedule things
• 20:49
  within LinkedIn. There is a native option to
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  schedule from within the platform, but I can understand
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  the ease of doing the video on Opus and then having it from
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  there. Putting the scheduling aside,
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  the other tools that are no one should be using engagement pods,
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  which is the actions of taking your profile and having
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  artificial comments automated from other profiles or you
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  leaving automated contents without human assistance or
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  involvement in those comments. Just like if you would send out
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  1000 DMS without human intervention and just automate
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  that. LinkedIn will most likely flag
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  your account and LinkedIn jail forever.
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  You will probably get one flag, there may no maybe zero flags
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  and you go straight to deletion where LinkedIn just shuts you
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  down. You will have to start from zero
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  and building out your network, your content and your entire
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  personal brand. So there are a lot of Ricks
• 21:53
  around it. I will say that there are many
• 21:55
  revenue teams, especially when it comes to sales and business
• 21:59
  development. I understand the value between a
• 22:02
  lot of these tools. Just have to understand the
• 22:03
  risks and how you're using them. Yeah.
• 22:08
  So, So what you're saying is all of these comment the word clod
• 22:13
  or or or the I replaced an entire $50,000 contract and I'm
• 22:20
  having somebody do all my LinkedIn, the outreach
• 22:22
  automation. It's probably not the right
• 22:24
  thing to do is what I'm hearing. It's you, there are ways to do
• 22:28
  those lead magnet posts without the use of automation.
• 22:31
  You could say, hey, I have this post.
• 22:33
  If you leave, you know, comment the word revenue, I'll send over
• 22:36
  the revenue checklist. You could do that and then ask
• 22:39
  people comment. You manually send out, you know,
• 22:42
  10 or 20 and it'll just take there are ways to do it again if
• 22:45
  you have it's kind of like a gated document.
• 22:48
  We all know this in B to B, right?
• 22:50
  We're having gated content, whether it's leaving an e-mail
• 22:54
  or a gated LinkedIn ad, there is understanding of where that
• 22:59
  format came from. I just think for the most part
• 23:03
  because people have lower trust and expectations because of
• 23:07
  people abusing the format. You are most likely better off
• 23:12
  just creating content consistently and giving as much
• 23:16
  value as you can to your audience.
• 23:19
  When you do that, you're going to attract them and have a much
• 23:22
  easier time having those conversations.
• 23:26
  Try if you want to get your content you can try it.
• 23:28
  You know, in different formats. Maybe off of LinkedIn?
• 23:31
  Nice. So there's a couple maybe the
• 23:34
  next, the next question I'd like to ask you before we move into
• 23:37
  like, like the some of the more tactical things.
• 23:41
  Yeah. The content types, what is the
• 23:44
  right content type or content mix?
• 23:47
  Is there a, is there a magical formulation for me to look at
• 23:50
  and the context to that is this. So for me, I've posted on, you
• 23:55
  know, trying to help because I, I truly think that I want to
• 23:57
  help others be successful as much as I can.
• 23:59
  You know, somebody's asked me, Hey, Carl, what do you do with
• 24:01
  your podcast? How do you, and I said, you know
• 24:03
  what? I just use it.
• 24:04
  I use the podcast, one for me to learn, but secondly, for these
• 24:09
  these great connections, like you're, you're halfway around
• 24:12
  the world from me right now and we've had this great
• 24:14
  conversation, but I get to learn from you.
• 24:17
  It's not something that I'm using from a gate or I'm asking
• 24:21
  something. So I'm doing this really from a
• 24:23
  learning perspective. And it's also a bit of brand
• 24:25
  building and some of the things we've been talking about.
• 24:27
  But it does bring me to the question of the content types.
• 24:29
  I've, I've posted some things where it's just a straight text
• 24:32
  of I want to help somebody find a job.
• 24:35
  Here's some great people that I know that are hiring, etcetera.
• 24:38
  That gets a huge influx of people.
• 24:41
  And now some of the comments, Hey, I, I'd like to talk to this
• 24:44
  person. OK, well, there I've given you
• 24:46
  sort of the gateway. Here's the information.
• 24:49
  Then the second part of that is there's this emergence of
• 24:51
  carousels on LinkedIn. There's also somebody like me
• 24:54
  who posts a lot of video content, like pretty well, all
• 24:57
  my posts are, are, are, are video.
• 25:02
  But then I, I remember talking to you during the prep saying,
• 25:04
  hey, look, you need to also start to post articles from the
• 25:07
  Geo side. So how does all of these content
• 25:11
  types come together? And is there this magical
• 25:14
  formula that I should be thinking about?
• 25:16
  Well, I think you kind of answered yourself, Carl, you,
• 25:18
  you brought up several formats that you've tried or that you've
• 25:21
  seen and we've discussed and how each of them perform differently
• 25:25
  or can achieve different objectives.
• 25:27
  So let's go through the formats just so that we can understand
• 25:30
  them because the answer is all of them you should be using, you
• 25:35
  should, you should be mixing them up, trying them out.
• 25:38
  And the reason why I also say all of them, Carl, is because
• 25:40
  what works for me may not work for you or for any of the other
• 25:44
  audiences or may work differently for anyone else
• 25:46
  listening to this episode. And I want everyone to
• 25:49
  understand that you should create content that is, you
• 25:54
  know, comfortable for you. And you know, if you're not
• 25:57
  comfortable doing videos, then don't start with videos today.
• 25:59
  Great. If you have a podcast, you have
• 26:01
  the videos, then you should be leveraging the videos and not
• 26:04
  only doing texts and images. So at the base we have text
• 26:07
  posts. Text posts are great.
• 26:09
  Most of the researchers out there talking about the
• 26:12
  performance of formats will say that the most best performing 1A
• 26:16
  most frequent 1 is a text an image.
• 26:19
  If we try to understand the reasoning behind that is in your
• 26:23
  feed, an image will stick out more than just text.
• 26:28
  Text can also succeed sometimes more than with an image.
• 26:31
  So you can try out both right? If you don't have a picture to
• 26:34
  put up or you know people ask does it have to be a picture of
• 26:37
  me or can it be AI? Both of them are fine, but a
• 26:41
  picture of you or people will probably perform or connect with
• 26:46
  people more than just a stock photo, right?
• 26:49
  But again, if you don't feel comfortable with taking a
• 26:51
  picture of you or don't have it at hand and you want to have an
• 26:54
  image because you feel that your text posts aren't grabbing
• 26:57
  enough attention, then try with an image and then AB test and go
• 27:02
  from there. So those are kind of text, text
• 27:05
  with image, Then we have articles, right?
• 27:08
  If we're comparing articles to posts, you should be aiming more
• 27:13
  towards posts than articles. Posts will be seen more in the
• 27:17
  LinkedIn feed than articles. You will probably most of the
• 27:22
  time not ten out of 10 * 9 out of 10 times, get more engagement
• 27:27
  and impressions on posts. Right.
• 27:29
  Even scrolling through your feed, you are more frequent to
• 27:32
  see posts than you are articles. But why should you use articles?
• 27:37
  Just like you said, Carl, articles today are indexing off
• 27:43
  of LinkedIn meaning in SEO for Google and Geo or AEO right
• 27:49
  answer engine optimization where your brand appears in ChatGPT.
• 27:55
  Claude perplexity that LinkedIn today is the number and and this
• 28:01
  will continue to be in 26 and 27 going forward.
• 28:04
  There are many researchers about it where LinkedIn is the number
• 28:07
  one most cited contributor and citations to these platforms
• 28:13
  meaning and it makes sense, right?
• 28:15
  The number one and two is LinkedIn and Reddit.
• 28:17
  Sometimes they, they're interchangeable.
• 28:19
  LinkedIn is completely anonymous, right?
• 28:22
  There's no profile or reputation or verification between what's
• 28:27
  being discussed there. LinkedIn, you have someone's
• 28:30
  experience, you have someone's reputation, you have someone's
• 28:32
  background and a lot of data that these LLMS, right, can cite
• 28:38
  and get authority from. So it makes sense that they're
• 28:40
  going to want to continue to cite LinkedIn going forward.
• 28:43
  The format that's being cited the most are articles.
• 28:47
  Posts do show up and profiles do show up, but the specific format
• 28:51
  for citations in LLMS are articles, right?
• 28:55
  So now we have posts and articles.
• 28:57
  So you should have articles as part of your mix.
• 29:00
  How much again it comes down to is it just you doing it?
• 29:04
  Do you have a team do it? Are you outsourcing it and you
• 29:06
  have someone external helping with these things.
• 29:09
  Beyond articles, you have newsletters, which is also very
• 29:12
  powerful on LinkedIn and creating a subscribership on
• 29:16
  LinkedIn to when you put out an article or a newsletter, it then
• 29:20
  alerts all of those subscribers and sends them an e-mail.
• 29:25
  That's also great. Does this replace an external
• 29:30
  blog or newsletter on Substack? No, it could also be.
• 29:33
  In addition, it doesn't have to be or or, right, but that's
• 29:37
  already within the LinkedIn ecosystem.
• 29:39
  Videos, videos. In the beginning when LinkedIn
• 29:42
  came out, they were pushing a specific feed.
• 29:46
  People were seeing a lot of impressions and engagements, and
• 29:49
  now it's kind of leveled out again.
• 29:54
  What I said in the beginning, let's put the engagement aside
• 29:57
  and the impressions aside. What does video allow us to do,
• 30:00
  Carl, that maybe text doesn't? To see each other, to hear the
• 30:05
  person, to feel that you, you know, are familiar with them.
• 30:09
  You can hear their voice. You can hear how they get that
• 30:12
  concept right. It's a different medium of
• 30:14
  communication that also to some people may be more accommodating
• 30:20
  than reading a text post, right? And if you do do video, it's
• 30:24
  important to have subtitles. Most viewers on LinkedIn are
• 30:28
  watching without sounds. I think it's around 80% that
• 30:32
  just watch without sounds. So if you at least have, you
• 30:35
  know, subtitles, they can watch the video and at least
• 30:38
  understand what's being said there.
• 30:41
  Those are videos and those are the main ones.
• 30:44
  And then also polls, I think is could be interesting for a lot
• 30:48
  of revenue teams. It's not going to explode.
• 30:50
  But why do polls help us? Because if someone answers a
• 30:53
  poll, you can get a very specific and direct answer to a
• 30:57
  question, right? If you're asking your audience
• 31:00
  what is your number one priority for 2026 or what is your number
• 31:06
  one problem, 1234, you now have people segmenting themselves to
• 31:11
  where you could then can follow up with them.
• 31:13
  Say hi, Mary, I saw you answered so and so on, the poll and then
• 31:20
  so on. Continue the conversation,
• 31:22
  right. So all of these different
• 31:24
  things, some will give us more engagement, some will give us
• 31:27
  more trust and familiarity with them.
• 31:29
  Some are easier to produce. Oh, carousels, you mentioned
• 31:32
  carousels could be awesome for engagement and more visually
• 31:36
  appealing and getting, you know, harder, complex topics across,
• 31:40
  you know, in a slideshow. But what's the main constraint
• 31:44
  that they take a lot of time, right, to take a lot of time to
• 31:48
  build out the thought behind it, to design it.
• 31:50
  And then you're thinking, what does it look good?
• 31:52
  Does it not look good? Do I have a designer?
• 31:54
  Do not have a designer? Do you outsource it to a
• 31:57
  designer? So again, it's everyone has, you
• 32:01
  know, different stages, different resources, different
• 32:04
  needs. If it's one, if don't feel
• 32:07
  overwhelmed to where you feel that you have to do it all and
• 32:09
  then you get frozen and then you don't post.
• 32:11
  That's the last thing that I want to happen to anyone
• 32:14
  listening to Carl. So that's why I said in the
• 32:15
  beginning before I broke down every single format is you do
• 32:20
  you, but make sure that you're posting right.
• 32:23
  If it's right now, just text, just start with text.
• 32:26
  If that's allowing you to be two to three times consistent going
• 32:30
  forward. And then, you know, once you're
• 32:32
  already within the groove and the rhythm, you can start
• 32:35
  naturally adding other ones as they come.
• 32:39
  So all really great information in the carousels is 1 going back
• 32:43
  to the just DM the word and it'll tell you here's how to do
• 32:47
  the whole thing anyways, not to go back and even on the videos
• 32:50
  you said about the the the transcriptions, which makes me
• 32:54
  think that ties back to those silent lurkers that you talked
• 32:57
  about of like people being able to consume without actually
• 33:00
  engaging. So I think we have to transition
• 33:05
  a little bit to like those actionable things and, and
• 33:08
  really getting an idea because there's, there's the personal
• 33:11
  versus a company page situation and the personal pages outweigh
• 33:15
  the company pages from all the research I've done.
• 33:17
  And I could be wrong. But for somebody like, as we're
• 33:20
  starting to talk about this, because it is one of the things
• 33:22
  like how do you use LinkedIn to build your brand to build
• 33:25
  revenue? So if you were to talk me
• 33:28
  through it and say, hey, Carl, here's what we do, What's the
• 33:31
  LinkedIn strategy that I should be thinking about or somebody
• 33:34
  listening to this? And they're like, Eli, there's
• 33:37
  just so much you talked about carousels and designers and
• 33:40
  there's this. And I just got to start, like
• 33:43
  what would you advise somebody who's just starting with
• 33:45
  LinkedIn or trying to maybe revamp their LinkedIn for it to
• 33:48
  be that lead magnet or that revenue generator?
• 33:50
  Where do they start? Yeah, it's you.
• 33:53
  You mentioned something, you know, important in the question,
• 33:56
  is the company page more important than the personal
• 33:59
  profile? And I think it they're both
• 34:02
  important. It's not or or.
• 34:03
  Again, it depends on who the persona is, what they're trying
• 34:07
  to achieve. I think for most revenue
• 34:11
  professionals listening and CR OS, LinkedIn needs to be looked
• 34:14
  at at a more holistic level. There is the individual level,
• 34:18
  which we'll talk about what you need to do on.
• 34:21
  You know that level, but understand it is a centralized
• 34:26
  growth engine for your company. Your company page needs to be
• 34:31
  active organically and paid, and that serves one set of audiences
• 34:36
  and objectives. You have the executives, the C
• 34:39
  levels, the VPS, and it can even be other subject matter experts,
• 34:43
  which ties into the third, which is employee advocacy and getting
• 34:46
  your employees to build on LinkedIn to talk about their
• 34:50
  work. Which when you have all three of
• 34:53
  those working together, you're then able to influence HR,
• 34:57
  sales, revenue, marketing, fundraising, really anything
• 35:01
  that your organization needs. And it's the only platform that
• 35:04
  we have today that allows us or that we're really able to get
• 35:09
  everyone, you know, cohesively and holistically onto this
• 35:13
  platform, right? So first and foremost, it's
• 35:17
  everybody's profile should be optimized and aesthetic, right?
• 35:22
  That's the first impression. I'm hoping that everyone comes
• 35:25
  out of this episode and then is now more present on LinkedIn,
• 35:30
  posting content and commenting. We have to remember that that's
• 35:33
  going to draw people to click onto our profile and come into
• 35:37
  our world. Just like we would always
• 35:39
  historically optimize our website for visitors.
• 35:43
  And we don't want to have drop offs, you know, quickly.
• 35:46
  Same thing for your LinkedIn. You want to make sure that it's
• 35:49
  aesthetically pleasing, that it's updated, that it's talking.
• 35:52
  The headline is clear of what you do, who you help beyond your
• 35:56
  position, right beyond CRO at X company, you know, talk about
• 36:02
  the value prop of the company, give you know some social proof
• 36:05
  there more keywords so that LinkedIn can index you and show
• 36:09
  you to other people. So that headline is a really
• 36:11
  important part of the profile. And then of course, the rest of
• 36:14
  it, the experience and all the other sections that you can fill
• 36:17
  out so that when your buyer or anyone of interest comes to your
• 36:21
  profile, they're able to clearly understand.
• 36:23
  Now from there, you're going to want as many people as you can
• 36:28
  to activate, right? You don't have to start from
• 36:31
  everyone on day one, but you should at least start find, you
• 36:35
  know, three to five team members or ambassadors company wide that
• 36:39
  you can train, give them resources, even incentivize to
• 36:45
  be active on LinkedIn. And this isn't only revenue
• 36:48
  teams. These aren't only SDRS and AES
• 36:51
  who unfortunately you made this. You may be surprised, Carl, but
• 36:53
  the amount of we know that AES and revenue teams live on
• 36:56
  LinkedIn, right? They're using sales Navigator,
• 36:59
  they're reaching out to people cold, warm, whatever it is.
• 37:02
  But the amount that I see not posting content or even
• 37:07
  commenting right on any profiles of interest, current clients,
• 37:14
  potential clients, partners, investors, subject matter
• 37:19
  experts that you know that within their engagement, there
• 37:22
  are other people of interest in your ICP.
• 37:25
  So it's like these small actions will have a huge influence on
• 37:29
  your outreach, on connection request acceptance rates, on
• 37:33
  your reply rates in conversations and your
• 37:36
  conversions, right? And when you activate more
• 37:40
  people in your organization, you're then able to amplify at
• 37:45
  scale the amount of touch points that you can get with your
• 37:49
  audience, right? Instead of having just one C
• 37:52
  level 1 CRO, one CEO, one company page.
• 37:56
  Even if you now have employees and other members that are all
• 38:00
  one engaging with each other to boost your content internally,
• 38:04
  but also in engaging externally, you're now able to get in front
• 38:09
  of several stakeholders, which we also know in B to B beyond
• 38:12
  the typical 9 to 12 months sales cycle and the need of
• 38:17
  frequently, consistently getting in front of people.
• 38:20
  You have to get in front of not only the champion and the
• 38:22
  economic buyer, you have other people who aren't even part of
• 38:25
  the process in the beginning. It could be procurement, it
• 38:28
  could be finance, it could be legal who they may brew it, they
• 38:33
  may stop your deal. Their research that shows that
• 38:36
  40% of deals stall because of those hidden buyers, right?
• 38:41
  And now if you're consistently creating content and creating
• 38:45
  this orbit around your ICP and they're seeing the product and
• 38:50
  they're seeing the engineers and they're seeing the marketing,
• 38:52
  they're seeing the CEO. That thought leadership, that
• 38:57
  exposure is going to help you on revenue, help you on hiring,
• 39:03
  help you with retention, help you with fundraising, and then
• 39:07
  it gives you a lot more to work with.
• 39:09
  So we have the personal profile optimization, we have creating
• 39:13
  the content and the comment thing, right?
• 39:16
  Those are the most important things that everyone should be
• 39:20
  doing. And if I kind of, you know what
• 39:23
  want to give you like a timeline of how long it should take one
• 39:28
  on a daily basis, Carl, you should be setting aside or
• 39:31
  anyone listening should be setting aside an hour a day to
• 39:34
  start, right? It could be a 30 minutes in the
• 39:37
  morning, 30 minutes in the evening, could be 15151515
• 39:42
  again. But put it in your calendar.
• 39:43
  This is a really important note. Put it in your calendar so that
• 39:47
  if you can't do it, you just move it to the next slot that
• 39:50
  you can. But if it's not in that
• 39:52
  calendar, it's very easy to miss.
• 39:55
  So you should be adding people everyday, 20 to 25 people no
• 40:01
  more right? Around 600 a 150 people a week,
• 40:05
  600 a month. Right.
• 40:07
  Why do we need to add people every day?
• 40:09
  Not only expect people to come to us through our content or our
• 40:14
  comments, Because when you post, you want to make sure that
• 40:18
  you're getting in front of relevant people.
• 40:20
  So the people that you're looking to sell to, make sure
• 40:23
  that you're adding them. Other people in that
• 40:25
  organization, make sure you're adding them.
• 40:27
  Future talent, make sure that you're adding them, right?
• 40:30
  This all takes time, especially since you can only send out say
• 40:33
  600 connection invites and people see typically between 20
• 40:38
  to 50%, you know, connection acceptance, right?
• 40:42
  So we understand that you're very limited to how much you can
• 40:45
  grow your audience by yourself. Comments, everyone should be
• 40:49
  leaving 5 to 15 comments a day. If you can do more, amazing, but
• 40:54
  break it up again, we have clients, we have partners, we
• 40:57
  have prospects, we have investors, we have larger
• 41:00
  accounts, right? There are many sales and revenue
• 41:03
  leaders who have really engaged audiences to where if you come
• 41:08
  and leave a thoughtful comment, nada.
• 41:10
  Thanks. This was an insightful post.
• 41:12
  But if you know, someone writes their five revenue tips and you
• 41:16
  add a six or you don't agree with the poster and you get into
• 41:20
  a conversation there, that can also have a very impactful, that
• 41:25
  can be very impactful on people when they're reading the
• 41:28
  comments and people read comments, right?
• 41:31
  And you should be aiming to post.
• 41:33
  We spoke about it two to three times a week, at least once a
• 41:36
  week. That's the very least, you know,
• 41:39
  if people are thinking, well, I don't have time to create
• 41:41
  content. My, my schedule's too busy.
• 41:44
  Find the time over the weekend or on a day, you know, certain
• 41:47
  days batch a few posts. Find the system that allows you
• 41:51
  to do it. You can mine through your sales
• 41:53
  calls. You can mine through podcast.
• 41:55
  If you're on there, just try to see what you can have set up
• 41:59
  before to make it a little bit easier.
• 42:02
  So those are kind of the individual steps.
• 42:05
  And I think another important note, and I'll let you ask any
• 42:10
  follow-ups there and clarifications is on a company
• 42:14
  level, start with the executives and then go to the employees.
• 42:20
  Because if you have the executive, we see many programs
• 42:24
  or organizations come to us and say, well, we're just not able
• 42:28
  to get the employees actively doing it.
• 42:30
  And that's typically because one, they just see it as another
• 42:34
  thing that marketing sending them.
• 42:35
  Yeah, like this post comment here, you know, can you guys
• 42:39
  share this or something like that?
• 42:40
  And they have more important things to do and they also don't
• 42:43
  really understand the alignment of why it's important.
• 42:46
  Now if they have their managers or their CEO sea levels posting
• 42:51
  on LinkedIn and building their brand and actively talking to
• 42:55
  them saying, guys, this isn't something on the side, this is
• 42:58
  our number one initiative. This is a main channel for us
• 43:02
  for go to market, for revenue, for hiring, etcetera.
• 43:05
  And we want you to be there and we're going to train you.
• 43:08
  We're going to incentivize you, you know, make it fun, have
• 43:11
  competition, recognize them as well.
• 43:13
  If some employees do start posting and are active, say, hey
• 43:17
  Carl, that was a great post, great job, right?
• 43:21
  Call it out in Slack, call it out at the all hands.
• 43:24
  Then when it comes from top to bottom, then it's like, OK,
• 43:28
  great. I see them doing it.
• 43:30
  They're, you know, giving the recognition.
• 43:32
  It can help me. Also internally they feel more
• 43:34
  engaged. They feel proud and accomplished
• 43:38
  of their work that they're doing and who they're doing it with
• 43:40
  and where they're doing it. So there are a lot of really
• 43:43
  positive things. And it's not just posting on
• 43:45
  social media, right? There's really a lot more behind
• 43:49
  it. There is a lot and even just as
• 43:52
  you said this because they had the fortunate ability to work
• 43:55
  with the the team at Agora Pulse, which is one of the
• 43:58
  social media platforms. And one of the things that the
• 44:01
  CEO was so big on and he we got it launched and etcetera was the
• 44:05
  advocacy side. Because what was happening
• 44:07
  before and before we had tools like this that had the advocacy
• 44:10
  was like, you get a message from marketing to say, Hey, can
• 44:13
  everybody please go copy this, paste it and carry on.
• 44:17
  So the, it was making the, the company do an extra step or the
• 44:22
  sales team or the whoever the the team is being like, I'm on
• 44:26
  calls all day, I don't have the time.
• 44:28
  So making it easy to put people on a platform.
• 44:30
  And maybe it kind of sounds like what you're saying is like pick.
• 44:33
  Do you now maybe this is a question.
• 44:35
  Do you suggest people to pick a platform just to start with, or
• 44:38
  do you suggest to them from the start natively just to get
• 44:40
  going? No.
• 44:43
  They if the question is should you, should you allow them to
• 44:46
  pick a platform beyond LinkedIn? No, it should be get them on to
• 44:51
  LinkedIn. They should understand that they
• 44:53
  should be building on LinkedIn because I think the majority of
• 44:58
  people listening here are in B to B, that LinkedIn is the
• 45:01
  number one platform for B to B. And again, it ties into what we
• 45:04
  discussed earlier of instead of having it fragmented, some on
• 45:09
  Instagram, some on Facebook, some on Twitter, it's get
• 45:12
  everyone to LinkedIn so that your buyers and your ICP and
• 45:15
  whoever's interesting to you continuously sees you from all
• 45:19
  these different angles. And it's like, wow, I keep on
• 45:22
  seeing you guys. I keep on hearing about you.
• 45:25
  I feel like I know you, right? You're all over the place now.
• 45:28
  It's not to say that you don't have to or you shouldn't be on
• 45:32
  any of the other platforms. By all means, if you have the
• 45:35
  resources, you have the capabilities, you have the time,
• 45:39
  go do it right. YouTube, great combination with
• 45:43
  LinkedIn B to B especially. But for the most part, we're
• 45:47
  usually hearing from people, well, I don't have time to be
• 45:50
  everywhere. I don't want to be everywhere.
• 45:52
  So saying if you need to pick one LinkedIn, if you're an early
• 45:57
  stage start up and you're just trying to figure it out and you
• 46:00
  need to be on one, be on LinkedIn.
• 46:02
  If you're a more mature company, right, an enterprise Oregon
• 46:05
  corporate, you have to, you know, you don't want to be ever
• 46:08
  LinkedIn. It always comes back to
• 46:10
  LinkedIn. And I really think that, you
• 46:12
  know, again, it does allow us to address the really larger
• 46:18
  business challenges that people are looking to achieve and not
• 46:21
  just the social metrics. OK, so everybody to be on
• 46:24
  LinkedIn and I use I should use LinkedIn native to start and as
• 46:28
  I grow, maybe I use an Agora pulse or I use another tool like
• 46:33
  that. So I can do the things you
• 46:34
  talked about of having everybody there.
• 46:36
  But I can now see all my channels.
• 46:38
  I can have the advocacy side and I can have my teams see the the
• 46:42
  post coming through where they can one Click to post to
• 46:44
  LinkedIn. So it, it's an important note
• 46:47
  and, and I'll take a second to clarify it, Carl, 'cause there's
• 46:50
  the, there are platforms like Agora post or other ones for
• 46:54
  amplification around the advocacy to where it's typically
• 46:57
  just let's take a message and use our employees to amplify
• 47:03
  that out right. And what I think is more
• 47:07
  powerful and what I would recommend people focus on is the
• 47:13
  personal brand building of the individual.
• 47:16
  So this approach as opposed to having them connected to a
• 47:19
  platform to where they're kind of just a funnel for the
• 47:23
  amplification here, it's taking a different approach and it's
• 47:27
  saying we want you to create your own content.
• 47:31
  Yes, it does take time. That means that that employee is
• 47:34
  going to need to write that post and post about it right now.
• 47:42
  That's why I said if you have that buy in or the incentives,
• 47:46
  then they're able to say, OK, well, I have it's not it's not
• 47:49
  just on top of my day job. There is something greater that
• 47:53
  it's going to give me if I build there, right.
• 47:56
  There's, you know, the prestige around it there his talking
• 47:59
  about his work. It can help him internally
• 48:02
  incentives, you know, maybe there's prizes that he can win.
• 48:05
  So I think if you take 3510, we work with a lot of companies
• 48:10
  with A to where we take 10 to 15 employees and we actively train
• 48:17
  them and guide them through building out their presence on
• 48:22
  LinkedIn, on coming up with the content ideas on helping them
• 48:26
  write the post so that they can create a more authentic and
• 48:31
  personal post from their perspective, rather than just
• 48:36
  taking a company message and amplifying it.
• 48:40
  They're both. They both can be important, but
• 48:43
  I think 1 serves at a more deeper level when he's building
• 48:47
  out and actually creating the type of content rather than just
• 48:51
  amplifying the message, which is also great, but sometimes can be
• 48:54
  a little bit more complex. And also these platforms can be
• 48:59
  expensive at scale. So it's really enough to start
• 49:02
  organically having people on LinkedIn, getting them to post
• 49:05
  their content. What I think is really powerful
• 49:08
  is if you once you have them doing that, then you're able to
• 49:12
  layer on top of that thought leadership ads, which is, you
• 49:15
  know, taking personal profile posts and putting LinkedIn ad
• 49:20
  budget behind it. Rather than taking a typical
• 49:24
  company post, which I'm sure everyone is familiar with,
• 49:26
  LinkedIn now allows us to take a post from a employee, anyone
• 49:32
  internal to the organization and a third party external to the
• 49:37
  organization and promote that post to the given audience that
• 49:43
  you select. So he'll see the same post just
• 49:46
  as we would see in our feed and it'll say subtly under the
• 49:49
  headline promoted by your company.
• 49:52
  And that allowed. We're seeing incredible results
• 49:55
  and gives us a lot more control over the performance of the post
• 50:00
  and the audience that's going to see it, rather than having it up
• 50:03
  just to the organic algorithm. I just looked at the time, Eli,
• 50:08
  and we're basically 50 minutes and I told you I'd get you out
• 50:11
  of here within the hour and I failed you on that one, so I
• 50:13
  apologize. Now I've I've so many more.
• 50:15
  Questions and maybe. There's a second.
• 50:17
  Maybe there's a second part of this because there's questions
• 50:20
  around like even some of the strategy of like adding, and
• 50:23
  I'll just sort of tease it maybe for the next time, like that's
• 50:26
  600 additional adding 600 people a month.
• 50:29
  Like there's, I immediately think of like, OK, if we do
• 50:33
  that, what's the feedback of people going, Ah, it's bought
• 50:36
  because we're in this trust recession aspect now.
• 50:38
  It's are the people just pitching them and all these
• 50:40
  anyways, so I've got lots more questions, as you can probably
• 50:43
  tell, but we got to get you out of here and I apologize for
• 50:46
  this. So if we move into to the to the
• 50:51
  final in the outro, I like to say this, everybody likes new
• 50:53
  and nobody likes different. And when you do both at the same
• 50:56
  time, it can either cause friction or uncertainty.
• 50:58
  So for somebody who's thinking about up levelling, how how they
• 51:01
  improve their revenue or even improve their LinkedIn game to
• 51:03
  generate revenue, what are two or three actionable things that
• 51:07
  you'd say, go do this on Monday morning after you heard this
• 51:09
  podcast and it will put you on a path for success?
• 51:13
  Awesome. Let's start with number one.
• 51:16
  First start write a post can write be several posts, but get
• 51:22
  those posts drafted and ready to go.
• 51:25
  If you already have it, you know, ready to post on Monday,
• 51:28
  post. Don't worry about the
• 51:29
  engagement. Don't worry about the success of
• 51:31
  it. You need a lot more shots right
• 51:34
  over the next 90 to 120 days before you can really start
• 51:37
  understanding. How else can I optimize this?
• 51:40
  What else interest my audience? But right now you need to get
• 51:44
  those shots happening and get the post out there.
• 51:47
  Then go leave another 5 to 10 comments.
• 51:52
  Find people, right? It can be specific people.
• 51:54
  It can be people that you see on your feed.
• 51:56
  Leave those comments. LinkedIn also today shows you
• 51:59
  impressions that you get on comments.
• 52:01
  You may even see a comment outperform impression wise a
• 52:05
  post, right? But again, metrics aside, the
• 52:08
  comment directly allows you to get in front of the person that
• 52:11
  you want. When you post, you're leaving it
• 52:13
  up to the algorithm to decide who sees that post.
• 52:16
  When you comment, you have a lot more control over who sees you
• 52:20
  and what content they're seeing. When you leave that comment and
• 52:23
  remember it should be a mini post, a power comment, you know,
• 52:27
  with value and substance behind it and not just great things.
• 52:32
  This was insightful. The third thing would be start
• 52:37
  some conversations, right? Look back at your profile views,
• 52:41
  look back at the messages that you've had and just start
• 52:46
  reaching out to people. LinkedIn will also show your
• 52:49
  content more to the people that you've been speaking in the
• 52:52
  direct messages right inside the inbox of LinkedIn itself.
• 52:56
  Just have a conversation way before you're even, you know,
• 52:59
  talking about the demo or the pitch, right?
• 53:02
  Look at the person's profile, look at the person's content.
• 53:05
  If it's someone who's been interacting with you,
• 53:07
  acknowledge their interaction, appreciate it, right?
• 53:10
  Take the time and just build that relationship.
• 53:13
  Think many people sometimes forget or think too much about
• 53:17
  what's going on or how to be on LinkedIn.
• 53:19
  It's like going to a conference or meeting someone you know out
• 53:23
  when when you're out on a on a Saturday night, it's have these
• 53:27
  conversations, build a relationship with them.
• 53:30
  Understand that it takes time, right, Just like humans to
• 53:34
  humans, online or offline, the trust, the credibility, the
• 53:37
  authority are things that don't happen overnight.
• 53:42
  And we need to show and create the environment that allows
• 53:47
  people to become aware of us and be attract, right?
• 53:52
  Attract them to us to relate to us.
• 53:55
  And then you can convert them at when the time's right to
• 53:58
  whatever opportunity is not necessarily revenue.
• 54:01
  It could be podcast, it could be a higher, could be a fundraise.
• 54:04
  It could even be a friendship, right.
• 54:07
  I've met incredible people around the world through
• 54:09
  LinkedIn and have fun with it doesn't have to always be
• 54:12
  serious and just don't overthink it.
• 54:14
  But once you're starting to be active and you have more signals
• 54:18
  and more things to work with, more actions that have been
• 54:22
  done, then you're able to make a lot more educated decisions and
• 54:25
  optimization down the line. Don't overthink it, just get
• 54:30
  started. It seems like the root of the of
• 54:32
  what you're saying. So this has been this has been a
• 54:34
  great learning experience for me and I appreciate you letting me
• 54:38
  ask the questions. If somebody does want to try to
• 54:40
  learn more about you and what you guys are doing, where would
• 54:43
  you suggest? I have a feeling that I know the
• 54:46
  answer, but where would you somebody suggest they find you?
• 54:49
  It's probably not going to surprise anyone listening but my
• 54:52
  LinkedIn, as you all can see here, I am active there also,
• 54:59
  you know, to learn from my content.
• 55:00
  But feel free if you have any questions after this episode or
• 55:06
  need any help, feel free to send me a message on LinkedIn and to
• 55:09
  reach out there. I'm always happy to help.
• 55:13
  Amazing Eli. We've, we've had some back and
• 55:17
  forth and you know, the one thing that we didn't talk about
• 55:20
  is, you know, he's still an active member in, in service and
• 55:23
  he's been deployed and, and helping.
• 55:25
  So I'm, I'm very grateful for you to do this and, and fitting
• 55:29
  me in, but also to know that you're safe And I, I wish you, I
• 55:32
  wish you nothing but safety and success.
• 55:35
  And also I'm excited to hear the new bundle of joy coming soon.
• 55:40
  So wishing you a ton of, a ton of luck there and success.
• 55:43
  But thank you for doing this. And again, I, I do think that
• 55:46
  there's probably another episode that we should, we should be
• 55:48
  doing so. Yeah, definitely this.
• 55:51
  This was great. Always happy to come back and
• 55:54
  continue. We could have gone on for hours.
• 55:56
  So I, I appreciate the time and, and it's been great, Carl.
• 55:59
  Awesome, that's going to wrap up another episode with every
• 56:02
  Problem Solvers podcast. Obviously, want to thank Eli for
• 56:04
  sharing these incredibly invaluable insights and some
• 56:07
  strategies that you can put into action on Monday or tomorrow.
• 56:10
  Remember, success leaves clues in every revenue problem has a
• 56:13
  solution that sometimes you just need the right conversation to
• 56:16
  find it. Until next time, it's Carl with
• 56:18
  Revenue Problem Solvers helping to turn your obstacles into
• 56:21
  opportunities. Thank you for investing your
• 56:22
  time with us today.