17 – How to Find Your Clients on Social Media

I've got a truth bomb for you. Posting on social media and hoping your ideal clients magically find you, that's not a very effective strategy. After all, if you're building from scratch and no one is even in your audience, then you were literally just shouting into the void. So in this episode, we're breaking down exactly where to actually find and connect with the people who need your expertise online. And also, we are going to introduce you to two other groups of people that you need to find who are critical for the growth of your business. Okay, really quickly before we get started. If you're here, you've probably started to realize that you have an entrepreneurial spirit inside of you. A spirit that will always feel stifled in the confines of a job. Or perhaps you have a unique expertise that you know will make a positive difference. The question that's likely circling in your head is, how do I get started? It's not that you don't have any ideas. The problem is that you have too many ideas. There's an endless list of things that you could do. But where is the best place to start? Because if everything is a priority, then nothing is. Well, just like when we were teachers, Natalie and I firmly believe in a strength-based approach. So we've designed a short quiz to help you gain clarity on exactly which business model is right for you. Once you've completed this three-minute quiz, you're going to know the ideal business model based on your strengths. And you're going to learn three simple action steps to start building your business without quitting your job. Yet. You can find a link to this free quiz in this episode's description. Hey everyone, I'm Tom Schimmer. And I'm Natalie Vardabaso. Welcome to another episode of the Unleash Yes Podcast. We are both former educators who unleashed our entrepreneurial spirits to build a learning-based business. However, it feels just like yesterday that we were laying awake at night, consumed with doubt and crippling fear at the prospect of leaving our jobs behind. And yet, we took the leap, learned many hard lessons along the way, and have now found not only freedom but international impact. Now, we want to break down all of those lessons learned for you so you can unleash your entrepreneurial spirit too. Welcome back, Yes Club. Still making it happen. I love it. We're going to make Yes Club happen. Since we've last created an episode, Natalie and I have literally been around the world. The last episode you listened to we made in advance, even though we had already returned from our trip. But we've been around the world. We've been to Abu Dhabi, to Bangkok, and now we're working back in the United States. Yep. What has been a highlight for you and all of our travels? Well, I'll tell you what's not been a highlight. It's returning to the balmy winter cold that has set in across most of North America. Yeah, no kidding. That has been awful. But there has been so many highs from our trip around the world. We did all of the things that we said we would do in our previous episode. But the good news, the best news of all, isn't the things that we previously did. It's the fact that you actually signed a three-week contract for next year, three separate weeks that we get to go back to Bangkok. Yeah. Because I feel like we only truly scratched the surface there. There's so much going on in that city. We definitely did. Two more weeks this year, three more weeks next year. Yeah. Looking forward to that definitely. And coming back, thesters will be landed on February 2nd. Mm-hmm. It was a snowstorm. Yeah. It was a snowstorm. It was a storm. It was a shock. It was a shock. It was a shock. It was exciting to know to get those contracts because that's exactly how a learning-based business works. You work with people that are aligned with your expertise. You do great work. And it leads to more work. Yep. If you had told me 15 years ago that some international school in Bangkok would hire me for three full weeks of PDI. I probably wouldn't have believed you. I'm too. I'm bringing my bag along for the trip. That's right. But we're getting ahead of ourselves here. As we do. As we must. I always like to say, let's check in with one another. Yes. Let. So in honor of Valentine's Day, this is the question I want to ask you today, Tom. Mm-hmm. Who was your biggest celebrity crush growing up? Well, I've mentioned a couple in the past. But I'd say that growing up, pound for pound, as a teenager, my biggest celebrity crush was Daisy Duke. Oh, Daisy. From Duke's of Hazard. The original Daisy Duke. Oh, not the Jessica Simpson. Not Jessica Simpson. Okay. Glad to clarify that. I don't know the actor's name. No, you're there. But in my mind, it's just Daisy Duke. Daisy Duke. And when, as I've said many times, when an item of clothing starts getting named after a character, you know you've arrived. So the Daisy Dukes. But anyway, growing up as a teenager, you know, our one of the most popular shows on TV and Daisy Duke was the main character. Okay. Good to know. Good to know. Or maybe just the shorts, but regardless. Details, details, Natalie. I think I've told you this before. My celebrity crush growing up, I saw a movie called Pirates of the Caribbean. And I was introduced to this actor by the name of Johnny Depp, who everyone knew at the time. But it was new to me. I was so obsessed. This actually explains a lot about my personality that I started a fan club. Oh. With several girls in my high school, we had a binder. Yeah. And every weekend, we'd watch one of his movies and we had this whole ranking system. And we'd like write these, like, analog blog posts on pieces of paper about the movie and what it meant to us. So yeah, I was a diehard Johnny Depp fan. It's interesting that your point of reference, unless there's a reminder that we are recording downtown. You can hear the sirens in the background. It may be for you. It probably isn't for you, but just check your review mirrors if you're driving. It's interesting that your point of reference for Johnny Depp is Pirates of the Caribbean. My reference for Johnny Depp was when the Fox Television Network just started in the late 80s and the early 90s. And Johnny Depp was a star of 21 Jump Street. There it is, filming Vancouver. And that was the first time I got to know Johnny Depp. And he was really good in that show, by the way. It was actually a really good show. Yeah, it was. I watched it. It was always funny when you would see the BC Transit Skytrain going across background. Fun fact, Antibers was an extra in 21 Jump Street. But I digress. Shut up, Dan. Alright, here we go. So on today's episode, we're going to tackle one of the trickiest problems when you're trying to start a new business, a learning based business in 2025, which is trying to figure out how to find your clients online. And we all know that here in 2025, social media is not going anywhere. And that if we tap into it, it is the most low cost, starting a profile is free, and efficient ways to find your clients. Now, this typically leads people to a misconception, which is from a reference to this old, I think it was Kevin Costner movie that if you build it, they will come. Yeah, filled of dreams. Yeah, right. One of your faves. If we just put these amazing posts out there and share our brilliant expertise with the world, they're going to flock to us. And magic's going to happen. And for anyone who's tried posting on a new social media account, you know that's not true. Yeah. It simply doesn't work that way, which then brings up all the questions. Okay, so I need to go maybe find some people. Where do I find them? Especially when you have a niche where you don't feel like your clients are online. So we often, we help educators. And we know a lot of people have some stories they tell themselves about, "This is our own online," or "This specific kind of teacher definitely is an online." And it can start to really lead them down this whole of, "I know I should use social media, but it doesn't seem to be working for me." I think part of what happens to people is they expect immediate results. And they kind of get influenced by the influencers and the explosions and quote unquote going viral. But that's a mistake that we see a lot of our clients make is that thinking they need to either explode or they need to hunt down their people. And that ends up bringing a kind of desperate energy to a social media space. Right. And you end up inadvertently or even intentionally pitching people constantly that's often referred to as a pitch slap. Because it's just like, "Oh, enough already. Like, stop pitching me and just connect with me or just reach out or just comment on the pose." So these pitch slap, so to speak, are off-putting and what'll end up happening is you'll actually spiral into a self-fulfilling prophecy. You'll start telling yourself people aren't on social media. But it isn't the fact that they're not on there. It's that desperate energy is brought to social media and people are repelled by it. So you've got to really think about this idea of the type of energy that we bring to it. So some of the best people to connect with online are actually, you know, they aren't necessarily your ideal clients. Right. They're not that person directly, especially when you're first starting out. So we're going to talk about that listener as we get into it. We'll talk about why sometimes the best people to connect with may not be directly your people. I think it's so important that you name the energy side of this because when we have a learning based business and we know that social media can be a great tool, we somehow conveniently forget the idea that social media was a relationship-building networking platform. So as soon as you try to coerce it into a different purpose, it's weird. So if you've always opened your DMs and seen that sales pitch, you know what that feels like when it's not aligned with anything you could care less about. One of the worst ones ever saw was a man that talked about how he helps middle-aged woman to lose weight. And I was like, "Excuse you, sir." And block like absolutely not. So wrong on so many things. - So, don't be that man. - Yeah, don't be that man. So today, in our episode, by the end of this episode, you'll know exactly where to find your ideal clients online, how to build a relationship with other people who are critical to your business growth, and a simple action plan to start growing your audience today. - Now, a lot of what we're gonna share today comes from not only a bit of my story and how I started out in my learning based business, but some success that we're seeing with a number of our clients inside the boot camp right now. So, a difference between my start in learning based business and Tom's, he started a bit more on the conference circuit. It was a slow build over time. I went all in. I had a breaking point with my job. I, for my mental health, decided this is a direction I had to go to be well, but I was starting from basically scratch, and all I had was social media. I did not have money to go to conferences, and I had a pretty small audience. I had maybe a thousand or a couple thousand on Twitter. That was the biggest one. My Instagram was probably sitting at about a couple hundred people, Facebook at a couple hundred people, but it wasn't curated. These were like random people that I'd work with at restaurants or I'd gone to school with or I grew up with. They weren't like clients or anything like that. So, I started working with a business coach 'cause I knew I had to figure this out. I didn't have a way or money or time to get clients in a different way. I couldn't do paid ads or anything like that. I had to leverage these organic networks that I had. And I learned some transformative things that we're gonna share with you today. That worked and it blew my mind because within two months, I went from completely no audience basically organized around a specific niche, which was for me, I wanted to move into the assessment niche, did not have an audience in that space. In two months, I went from that to landing 15 clients and basically having $20,000 equity in my business. When I look back and you describe how you went about that, that was an incredible story about how you just really curated your audience, your followers and made those authentic connections. We've even seen this now with the clients that we're working with. We have an instructional coach who's based out of Switzerland that we're working with and she's had a 97% engagement increase with her posts and a 5.3% increase in her followers. But that doesn't sound like a lot. When people say, "Oh, only 5%, but she has 1,900 followers." So a 5% increase is really you're talking about 100 new followers per week. Now, I think something to think about listeners is that when we talk about social media, we're so used to the influence of having millions of people following them. When you look at your following, think about those as actual people who are interested in what you have to say. And we talk about this with our clients all the time, which is if I had 500 followers, you would say, "Oh, that's not very much, Tom." But if I said 500 people walked into a room to listen to you talk, you go, "Wow, I have a huge audience." It's all the psychology behind it, right? So she's getting that. And this is all happening purely organically, right? It's this 97% increase in engagement. She's got the 5% growth in her followers. We have another two clients that we're working with who started with much smaller audiences who are also seeing considerable growth despite having less than 20 people. They're seeing now 50, 600% increase in their engagement of their posts. And it's not because they found a clever way to write better posts. It's because they've employed a strategy that we're gonna talk about on today's episode. - Absolutely. All right, Tom, well, let's get into it. Let's talk about it. - Now we're gonna walk you through how to find three critical groups of people to grow your business. Namely, your ideal clients, their influencers, and your allies. Okay, so let's start with your ideal clients. What's really critical is you need to know both their role and their interests. And you need to be specific. We need to think about who are these people, what role do they have in the education system, what are their interests, what are they curious about? And you can find them directly by searching on your platform. Almost every social media platform has a search feature. And you can type in keywords. Now you can do this directly or indirectly. So if you're gonna do this directly, you use keywords and it's easiest if you go on LinkedIn or any platform, honestly, we'll help you find the search for those ideal people. But the key is to make sure you use keywords and multiple keywords because in different jurisdictions, different roles have different titles. So for example, you might type in the term, term vice principal, but in many places in the United States they call them assistant principles or associate principles, right? Instructional coaches. There's all sorts of different titles go to different jurisdictions. So be thoughtful about not just typing in the role generically, but being specific to find those people and think of other titles that might actually help them, help you find them, I should say. - Absolutely, that's such a good point. And you don't have to know what all those titles are. You can even just jump on like Google or chat GBT and say come up with 10 different titles that people use for administrators and education. And the trickiest group to find is like those middle level leaders, they're called instructional coaches, learning leads, literacy leads, numeracy leads, consultants, like you name it. - Helping teachers, like those old resource teachers. Like I've seen literally everything. So actually figuring out what are all those keywords that align with that typical group of teachers that you're looking for? And the tricky thing is a lot of people still just have teachers on their profile, even if they're doing something else. So teachers are really good place to start. It's like your gateway drug for keywords. And then you definitely can narrow it down from there. But something else I think it's really important to mention here is that you can also find groups of people directly when you know their role and their interests. When you look for basically ways that they're gathering already and answering, asking questions. So an example of this is Facebook groups. We roll our eyes at Facebook because it's been around for so long, but I know you talk a lot, Tom, about like the need to go back into the OG social media platform and talk about Facebook. - Well, I think the thing about Facebook is we may be conflating the quality of the platform with Zuckerberg. And some of the things that maybe happened during the pandemic and other and political stuff and all of that. But the point is Facebook has features that a lot of different platforms don't have. Namely those Facebook groups. And they really are over the years. They really are curated to be really targeted audiences. And a unique place that you can find those clients. So I think Facebook is something that does get a little bit dismissed too quickly. But it has the most users globally. There's more people, I think it's three billion when we looked at it, three billion with a B people on Facebook, which tells you that you're people are going to be there. - Absolutely. And so if you're curious, if you're like, okay, well, I'm not sure. I want to help this specific teacher with this specific need. Here's a great Facebook group to start with that I recommend to everybody who wants to dabble in this space. Go find a Facebook group called Teachers Ask Teachers. It's massive. I can't remember how many tens of thousands of people are in there. It's basically a group for teachers who have problems to post their question and solicit help from the group. So you're not only going to scroll through and see people asking questions directly related to your expertise that you can help, but you're also going to have the opportunity to answer and show like your expertise. You can post a question and you can smoke out all the people in the group that need help with that specific thing. And then you can kind of follow up and say, hey, I'm working through this with a group of people or in one-on-one, whatever your delivery might be, but it's such a great way to find people. And another one that my sister actually told me about recently, because she does a lot of learning in online group spaces. I never considered this one, but it's so brilliant. Reddit. - Yeah. - Think about what Reddit is. It's people who come together in these different channels. And then they ask very specific questions to solicit support from the group. Great way to go find people that you can offer your expertise to or ask a question and then make them come to you very, very quickly. So Reddit's another one that it's really been on my radar. And we have a client right now that's finding a lot of success on Substack. I'm not as familiar. I don't think you are either. It's more of a blogging platform as far as we know. But again, you can curate, you can click by interest and find articles, blogs that people have written and see what the comments are, who those people are. You can even go back to your social media platform and find those people and follow them over there and say, "Notage your comment on Substack." - It feels a little bit, again, I'm not familiar with this well, but it feels like a blog site that has the opportunity to curate a community and connect and follow people. So I think that's a really positive place as well. But again, the overarching message here listeners is that your people are everywhere. There's no platform where you're not. The three billion people on Facebook, you can't tell me that your niche is not on Facebook. They of course are, but we've got to find a way to connect with them. Now the other way we can do this is indirectly, right? So directly we're connecting and that's pretty straightforward. But indirectly are ways that you can get into people's sort of, get on their radar a little bit, get in their sphere and begin to connect indirectly that way. So think of others who are in your niche, your area and begin to, like who's commenting on their posts? Do you see a post about your niche? And then you see people in the comments, they're commenting about that post. You could go in there and start to comment on their comment or you could answer the question that the post was posing 'cause a lot of times social media posts will end with a call to action. What do you think? So you can just answer the question and start to engage with people in the comments. This is particularly effective with very high profile social media. You know, I don't want to call them influencers because that's a little reductive for somebody like Mel Robbins, right? who has a big following. It's not likely Mel Robbins is going to comment on your comment, but someone in her comments may be in a sphere and the same niches you and you can begin to to connect that way. So it's it's commenting, it's answering questions, it's sending connection requests or follow requests and commenting on the posts and commenting on the commenting. And remember that when you're you just want to keep posting for those people indirectly. So when you're commenting, have that ideal client in mind and know that tangentially or sort of indirectly, they're going to end up in your sphere and you may have the opportunity to connect with them further. Absolutely. So something you might have noticed from everything Tom and I just described, nothing in there involved your own posts. Right. Every single thing we described is what the marketing specialists would call outbound because you're actually going out to find these people in spaces they're already engaging and kind of like pull up a chair beside them and be like, hey, I also want to have this conversation as opposed to just going to hunt them down into pitch and to go after them. So I hope you really are noticing through the things we're suggesting, they're a lot more relational and it's a lot about going to them rather than having this mindset if I need all these people to come to me because if you start in a space of a authentic comment, a really thoughtful authentic direct message, when you post, that person's a lot more likely to engage and to actually care about what you have to say. So we always forget that social media is still just a giant social network at the end of the day. You wouldn't go into a party and start like screaming your pitch from the corner of the room. So we have to be careful about doing that online. That's not really how you find your people. That leads us to our second of the groups of people that we want you to get, we want to help you focus on. So we talked about finding your ideal clients. Now a lot of our clients have said to us, I hear you and I want to. I genuinely cannot figure out where these people are though. I feel like there's these big broad spaces or they're super niche spaces, but there's just not the niche space for my people. Maybe they're not putting their titles in their bios. So I can't search for them. I can't find any groups related to them. So these next two groups we're going to tell you about are ways that you can get to the people that maybe aren't as direct and as overt as you might be thinking. So the second group we want to talk about is actually going to find the people that influence the people that you want to have an impact on. So case in point, if you are thinking about helping like high school math teachers, you could search principal, vice principal, assistant principal. Are those high school math teachers? No. But if a high school math teacher wanted to invest in your support or do some kind of professional development from you, who's going to have to approve that spending? The principal. So by getting these people in your circle to start to see some of the things that you eventually post, they're not directly going to be the person who's going to invest, but they might go, you know what? I've been feeling like my high school math program really could use some help. And I like what you're saying. This really resonates with me. I wonder if I could put this out to some of my math teachers and see if they might be interested. So now you've also done something really important in this space, which is word of mouth marketing. When people hear about what we offer from other people already in their circle that have an influential role in their work, they're going to listen. They're going to sit up. Oh, my principal is really into this online person they found. I'm going to go follow and it's going to build trust with my principal because they already condone and think this person's awesome. So thinking about who are those people who influence the person I want to influence? And how do I get into their space? So this could also mean going after teachers if you want to get to principals, if you want to get to, you know, those instructional coaches, those middle-level people. Because if you have a bunch of teachers who are in your circle and loving it and loving what you're saying, people who are leading the teachers are going to think very carefully about, hmm, if all the teachers are really into this one person who's talking about math in this one way, I want to go figure out more about them so I can learn this content so I can help the teachers with that. So thinking about not just going so aggressively blinders for like my ideal client is this very niche person, but who are the people around those people? All of them will have an influence and will start to lead toward a mouth marketing. Yeah. The third strategy is to look for allies. And we're looking for people online who are actively commenting on other creators posts and seeing that they are quite active in that space, you can comment and find them comment on their comments, comment on their posts, make a connection request, follow them. Again, it's the idea of getting on their radar and getting into their space. Comment like, you know, think about being one of the first to comment, for example on LinkedIn, we know that when you're when you see a post, get in there, make a comment, you can be commenting on a comment. It's just trying to get into that atmosphere or that sphere with people. And what will likely happen is as you start to come across people and they notice that you're commenting on their posts or their comments, they're going to start to comment on your posts and your comments that you're making as well. And you'll see this somewhat law of reciprocity happen where you'll begin to capture them into your world and pretty soon the connection develops a little bit organically. A really important clarification here, when we're talking about looking for people actively commenting, we mean people that have nothing to do with your niche. Yeah. Not even related to education. These are people who are talking about like email marketing or I don't know some corporate training thing that they do that's got nothing to do with education. And you might be asking like, but wait, why would I bother? Like, why would I spend my time there? The key word to what Tom just said is they are actively commenting. These are people who have made the choice to show up daily on social media. They're probably trying to build their own following, which is totally fine. You can actually think of them as an ally rather than competition. Because when you see them as an ally, something's going to happen for you in the algorithm that is so critical. So if you notice, this person's consistently writing long comments and other people's posts, you comment back to their comment, you send a connection or a follow request, you send a DM to start to build the relationship. They're very likely to take that same habit they've already built of writing long comments and do it on yours. And the algorithms then going to go, oh, this person putting out these posts is generating interest from their audience to the point that they're writing long comments. This must be a really good post. I'm going to push it to all of their connections, all of their follows, all of their followers. Sorry. And I know based on these early comments that are coming in, even if it's not related to the niche, that people in their network probably need to see this. And most of the social media now is organized around what's called a most relevant view. And it determines relevancy based on how many people quickly engage with your post when you post it. So you need to get some people in your network that are super users, that comment, that engage, that right-long things, even if it's got nothing to do with your niche, but you do it in service of getting your post in front of people that are in your niche. Yeah. It is, I know it sounds like a little bit of trickery and trying to play the game, but it is just, you know, it's one of those things where the more you're engaged with the platform, the more you're going to see that come back to exponentially. A note on the DIV being trickery, because I totally see where you're coming from and I feel like I've struggled with this mindset. I have, I think it's really intentional that we use the word "alley" here, because when I think of these people, I'm also showing up in this social media space trying to have something to say, trying to have people want to engage with me. So we're actually more like than we are different. So when I look at those people, I think, okay, if I connect or follow, I'm going to see their post too. I'm going to comment too. And it's all of us as creators helping each other in the service of our different niches. So I actually see it more as like an abundance community-based thing than I do like a coercive thing. No, what I'm suggesting is that it can feel that way when we talk about algorithm and trying to be on the platform, but the bottom line is it's much more organic. You get out of it what you put into it and the more you're in there and in that space. So, listeners, like I said, it can feel that way, like there's some sort of hack, but there isn't. There's no hack. It's showing up being consistent and finding all of these different strategic ways to to to comment. The other thing that we can look for are strategic partners. People who you are inspired by who have a lot of influence and maybe have a big following in a similar niche to you. Right? I remember, while I wasn't it wasn't the social media space in the 2000s, it was the connections I made with people like Ken O'Connor and Tom Gusky. Those connections led to other connections led to other opportunities and pretty soon we're presenting at the same conferences together and that sort of happens. But all of the things that used to happen prior to social media can happen on social media. They just happen faster. And that's the key is that when you build a relationship with people, it actually allows you to borrow their audience, especially on social media because they start amplifying your poster. They connect with you. They've got huge followings or much larger followings that you have. And you're going to start to borrow their audience that way as you they're almost making you known to their audience indirectly. So it's a way to sort of draft off of them for sure. And one of our clients just mentioned in the last week or so that she had done this with Jennifer Gonzalez and. called to pedagogy, for anyone who's not to connecting. - And made a great connection with her through email and looks like she's gonna have some opportunities to write a blog post and maybe more opportunities down the road. So we'll see how that goes, but that's a way to sort of borrow an audience from somebody who has a lot more followers than you, but again, it's somebody that you're inspired by. So you look forward to connecting to them. - So as you build this relationship with them, and it's so key to always start from the relationship, no pitch laps, remember. When you start to build a relationship with them, a strategic partner when you're launching an offer can be someone that you say to. I'm gonna be launching this online group coaching program, for instance, I have an email that I'd love for you to send to your list, talking about me, what I do. If people through that email decide to invest in my program, I'll give you a 25% cut of all of the investment that comes from that. So you can start to make this a financially mutually beneficial situation down the road, and there's a way to kind of do that strategically, maybe we'll talk about it on a different episode, but I know for me this is something I did in my first month, a little sneak behind the scenes thing here. I had one of our friends and colleagues who's also in the assessment space, she had a pretty big following, mostly through her word of mouth network for her years of leading PD. So I just said to her, hey, this is what I'm thinking of doing, here's who it's for, do you know anyone in your network that you think would be really aligned with this, and she was like, oh my gosh, I can think of 10 people who would be perfect. So all those people, she emailed them directly, they immediately hopped on a call with me, four of them, like didn't even want to talk, they were like, if she recommends you, I trust her completely, I'm in, let's do this. And so don't underestimate the power of a strategic partner, which again, you can find those people through social media. Yeah. All right, well in summary, we have talked about three key groups that you really do need to find online if you want to grow your business. The first group is your ideal clients, and you can find them by going into spaces where they're already gathered around similar interests and asking questions. This is spaces like Facebook groups, Reddit, or just even using keywords and figuring out how to find them through social media. The second group is to think about how can you also connect with your ideal clients influencers? Other people working in their space directly, that will see your work, like your work, and likely tell their colleagues about it. So they'll start following you. The third group we talked about was allies. So we can seek allies by connecting with other online creators who are likely to comment on our posts, boosting it through the algorithm, and by also finding inspiring potential strategic partners to help us borrow their audience. All right, listeners, here's your challenge. Try this for the next week. Every day this week, do these four things to try to, I think do two things. One is to grow your following and grow your organically, but it's also to get used to being on social media, 'cause for some listeners are likely not huge social media users for the purpose of business or the purpose of professionalism. A lot of people use social media as kind of a fun thing, and an escape thing. But here's a way that you can begin to curate that audience and begin to build your following in a little more strategic way. So the first thing we want you to try is to get on your social media platform, and we would suggest that you pick one, and we talked about that, picking one in the last episode about picking that one and going deep with it, send 10 connection requests or follows or whatever the platform's situation is or circumstances are, send them to your ideal clients, send them to decision makers, and/or send them to allies. Just find a way to send those 10 connections. Second one is direct message 10 people with genuine engagement, right? Not spam, nothing weird, nothing, no pitch slaps, but just genuinely connecting with people and say, hey, usually it's ask a question or make mention of a post they had, or say I was really curious about what you said, what you meant by when you said this or something, but direct message 10 people with genuine engagement, and then leave 10 thoughtful comments on posts that are within your niche, okay? And last thing is to try publishing at least one post that shares your expertise. So this is something professional, not just a post about what you had for dinner or where you went to an vacation, but truly something about that reveals your expertise. So 10 connection requests, direct message 10 people with genuine engagement, 10 thoughtful comments on posts in your niche, and one post sharing your expertise with everyone. So 10 people with genuine engagement, 10 thoughtful comments, and then leave 10 thoughtful comments on posts. So 10 people with genuine engagement, 10 thoughtful comments, and then leave 10 thoughtful comments, and then leave 10 thoughtful comments, and then leave 10 thoughtful comments on posts. So thank you once again for listening to the Unleash Yes podcast. Keep saying yes to your dreams, and we'll see you in two weeks.