From $280K Salary to a $3M a Year Business Using LinkedIn with Matt Lakajev

There's no correlation to likes and leads. It's just made up. He did a post that got like eight likes. And he closed like £25,000 off that post. Really? A average user on LinkedIn makes three times as much money as every other platform. It's where all the people with the money are. The whole of LinkedIn is just four lines, the entire thing. You can't lie on LinkedIn. Because on LinkedIn, it shows your mutual connections. Yeah. And it shows where you used to work, where you went to uni. But why aren't more leaders, business owners on LinkedIn? Matt, welcome to Built To Lead. Thanks for having me. It's going to be fun. Yeah, I'm excited. So you went from earning 280K a year working with Zoom to building a seven-figure business in under 12 months and now earning over three million a year, which is amazing. How big is your team now and how involved are you in the business? Ah, cool. So one, two, three, four, five, six people. Nice. Yes, six people. I'm clean. Yeah, so lean and how involved am I? We kind of like have our kind of set roles within the business of what we do. So me, it's very much like creating content and then like coaching people. So that's what I very much do. I have a co-founder, Steve. He's kind of like the tech guy. He doesn't really post. And so he helps me get also with marketing strategy and building product. And so we kind of have that nice balance. So we actually have a, we're a coaching business, but we've also built a SaaS platform that we give to our clients to do LinkedIn DMs. Because we coach people how to use LinkedIn to grow their business. And so that's, yeah, that's kind of how, how we structure things. Awesome. That's exactly why I've got you here today to talk about LinkedIn. I always say Matt from LinkedIn, just that's your name. So let's get into it. Why, why did you start with LinkedIn? Cool. Yeah. So I started my businesses in November or December 2022. Yeah. Before that, I was like within other business partner. I just didn't work out even though we actually just, I booked way too many meetings for that business. And we had no one to scale operations. So we kind of broke the system, which was funny. Yeah, we used to do telephone bill auditing. So we used to find, say, Wesley, Mission, Queensland. And we'd give us all your Telstra bills. And there'd be like 100,000 pages. And my business partner used to work at Telstra. So we'd analyze them all and we'd show them how to save like 50%. And then let me sell my phone system. But I booked too many meetings there that we just destroyed the operations, which was funny. I mean, it's a good problem. Yeah, it's a bad way. We didn't have anyone's operations, so it was funny. But then after that, I kind of decided that I wanted to do my own thing. And I'd always been quite good at sales and lead generation in particular. And so I started just doing cold calling, cold emailing for people. And I remember there were two clients that I had. One I booked 50 calls for. And another one probably had 50 calls. And neither of them closed any deals. And I was like, what the hell is going on? Like I booked you 50 calls. And I kind of realized over time. And also spending a lot of time going to B&I and networking group, which I really enjoyed, was that most people, like the actual issue isn't really sales. So they can't actually generate their own leads. They can't generate demand. Because the whole generating of demand process, like, is a skill in amongst itself. And I used to think people needed like 10 meetings a week. But most more businesses, if they get two or three new neckline meetings a week, they're like, that's crazy. That's huge, yeah. That's huge. And so I had this thought one day when I was at B&I, because I heard someone say that. And they're like, I just need like a couple of meetings a week. And in my mind, I was like, you just did that and linked it. And what do you mean? You just message people. And then I was like, and then I just kind of fought through it. And that was when I joined, like, Taki more like Black Belt group. Because like, I used to, he used to be a custard reminder, my cafe back in 2015. And we used to do CrossFit together and stuff. But I had no idea what he did. Then I found out about this like coaching thing. And I was like, yeah, I've got to show people how to do it themselves. And so I joined there in like May 23. And then I launched like our thing. And I sold in like 25 people into it into August. And then we did like 100 grand or 96 grand a month in November. I think it was like after. It's crazy great. Yeah, yeah. And so, but it was just like, I just thought, this is just the easiest place. Because I was like, okay, why is LinkedIn good? It's text only. You don't have to get good at video. Videos really hard to get good at. You've got to have certain level of charisma and a lot of skills. So it's written only big fish and a little pond. No one posts there because they're too scared of the co-workers bagging them out. Really hard. The third thing is the average user on LinkedIn makes three times as much money as every other platform. So it's where, yeah, so it's where all the people with the money are. And you also, you can't lie on LinkedIn. And so if you do make an account that has 50 mutual connections with someone else. And you've been there for 10 years, you can't fake it. So the level of scamming and stuff on there is extremely low. When you go on Instagram, someone could just get a fake private jet in LA and just take photos. So you actually don't know how much money someone makes. But with LinkedIn, you can literally search them, search their job workplace to see how much money they make. And now with AI. And so you can be like, they make 250 grand a year. Cool. I can sell to them. So if you're a mortgage broker, or a financial planner, and you only work with families that make 300 grand a year, you can guess to make how it, so they're at a Royal KPMG. Why no much money they make? And so it's a very. So for me, it didn't make sense why you wouldn't do it. So I just like, oh, that makes sense why I wouldn't. So then I just went after the journey of doing that. So why aren't more leaders, business owners on LinkedIn? Like they're on it. I feel like everybody's on it. But they're just not using it. And this is me, like I. Definitely. And on it, I have a profile I've started, obviously, with your help and your team's help to be on there more. But for a long time, it was my business crew with Instagram. And you know, the follow is on there. So why aren't more business owners on there? I think most of it's just biology. Like there's availability bias. So a good example of this is when I live in Crosnest, when I walk around, there's lots of cafes. So someone would just think to themselves, well, if everyone's like, you know, got cafes, they must be really successful. And so that's like availability bias. But they're actually not. Like they're all selling. I used to own a cafe. You make no money. No one should ever open a cafe. It's the worst business thing to ever open. So there's availability bias. So when you go on Instagram and say Instagram in particular, you're like, everybody's there. I've got to do it. And now it's YouTube. YouTube's becoming the thing where everyone's like, I've got to be there. No one's on LinkedIn. And so you wouldn't think that why would you do it? But one of my friends, Dan, who owns this company called Barrel One Coffee Roasters, like his part of his strategy, I used to work with him in coffee with good mates, he just opens a cafe where there's no other cafes. And he crushes. He opened up in Brookfell in the, in the, in the, around the back. Warehouse area crushes. He opened in Chroma, like in the middle of nowhere next to a squash, next to a paddle field crushes. So there's this availability bias that comes into it where you're like, okay, well, no one's really doing it. And the second thing is that the actual platform itself feels like it's built on Windows 95. Yeah. It's so bad. Yeah. It's like, when you, when I go to Instagram, like I actually don't have social media on my phone, I tell you all of it. Oh really? Yeah, because I just can't, when I go on Instagram, it's like I'm like on drugs. Like I can't, like, it's just so much stimulation. Yeah. And so like, with, say, and so you're on there and you're like, okay, well, this platform feels good. It feels good to post. You know, rewards you with like all these things from the data. And that makes you feel good. So it's like the most addicting. But you go on LinkedIn and you're like, this is prehistoric. So Instagram feels like a brand new Mac computer. Our LinkedIn feels like Windows 95 when I was back at school. And so because of that, people would think to themselves, why would I use this thing? It's like, okay, it's stupid. You know, it's got all the cringe job posts. You know, there's LinkedIn lunatics on Reddit. Like, there's all these things. But like, the way you win is you, you'd be a big fish and a little pond. Like, I don't think I'm that good of a content creator. But like, I've got over 100,000 followers on LinkedIn now. And we've booked through my account. My LinkedIn profile. I booked 5,000 calls in probably two and a half years. Like, just organic. I've never, I've never spent any money on that. Ads ever. So how did you do that? It's just content and deams. Yeah. So just very simply put, like, now I post about four times a day, but I wouldn't suggest anyone else to do that. Yeah. Wow. Yeah. I wouldn't just anyone else to do that, though. Like, caveat is that if anyone goes to my LinkedIn and sees what I'm doing, don't do what I do because I'm running experiments all the time. I'm just running crazy shit. But like, you know, you just need to post content. And then when you make a post, and I can give you examples of posts that I've worked with clients this week that I've got leads. Yeah. Like, you write stuff, address your ideal clients. They either view your profile, which you can see if they view your profile. LinkedIn, you can't see that on Instagram. They engage in your content. Or they connect with you. Yeah. So those three things happen. So if I write about, you know, but you just had Jack Henderson in here. So I've been writing some content for him. So I wrote a post for him the other week that was 250k per YG. Here is now the porosy about life. So who's going to look at that post? Someone on 250k. Yeah. That's his ideal client. So he got like, I think he's most successful in LinkedIn post ever. 1600 engagements. And so he messages people for that engage on the stuff they're interested in it. And so then you start a dialogue and a conversation with them to actually network with them. So it's from like the content talking to people to like saying, "You want to call?" The other thing is I obviously set up a funnel on LinkedIn. So I do a lot of lead magnet funnels where I put out a lot of free stuff. And you know, when I put out free stuff, like you just have a, I don't, we don't do calls anymore because you stop calls. We'd run like an application flow. But when I did do calls, it was just like a VSL funnel. So I was literally like, here's the lead magnet, the free thing. Do you want to, you know, we wrote a book called The Cell by Chat Playbook for LinkedIn. Someone gives name email phone number, redirects to a page. Do you want to book a call? And so I was like, yeah. And then the other probably amount that it came from is like, I've built about a nearly 60,000-person email list. [BLANK_AUDIO] And on the email list, obviously I run campaigns to book calls, so it's the same as every other platform. It's just like the mechanics are just slightly different because of the user interface is different. So if someone's listening and they have been on it but not posting, how would you recommend they get started? Just the very first post you want to do is just an introduction post. It really just depends on who they are, where they're at, but let's pretend they want to do their first post, easiest post, I did it with a client like two weeks ago. He just posted a photo of you and your family looking really happy. And then just say, hey LinkedIn, second line, I've been on here eight years and I've never properly introduced myself. My name is this and then you go through like four, three or four years of like this year, I did this, this year I did this, this year I did this and now what I do is I help these people do this. I'm going to be posting here very often and it's probably one of the most successful post formats, just a reintroduction post. It's pretty simple when you think about it. Quite extremely simple, like it's, but it's just a format, like every platform has formats. LinkedIn has formats, but if someone's going to do their first post, that's what I'd suggest doing, but it just depends on what type of business they've got, what they want to do, what their resources and stuff. And to see quick growth on LinkedIn, what would you recommend, how many posts a week, what sort of content, is it a different strategy for each person or. So I only work with people, so I won't talk from the employees standpoint at all. I only work with people that have established businesses and have, you know, 10 to 20 years of deep industry experience, because I fundamentally believe that they can produce content that other people cannot because, you know, how many, I was researching you before we came here and like how much experience you had in real estate, managing big teams and offshore. So you have so much deep experience, like in what you've done, so you can write things from your experience that chat you but you can't. It can't actually write it because you lived it. And so you, so the best way to get, like, really leads on LinkedIn is I did this research thing the other day, while I was looking at a whole bunch of clients post that got leads. If you use I, just say I in the hook. Oh, yeah. So you always have to use I, yeah, because it's from your perspective. Yeah, okay. So whatever you say has to say I, and I was like 96% of the hooks that I analyzed the generate leads all used I. That's so interesting. Yeah, it's crazy. Yeah, we've got, I've got a bit of an unfair advantage because I have data that LinkedIn doesn't. Yeah. So LinkedIn cares. The $17 billion revenue in 2025, I think it was one third is from ads. Rest is from LinkedIn sales navigator and recruiter and stuff. And so of the ad money, the ad money is time on platform. So how much time is someone spending on the platform scrolling and reading your content. And so the content that gets the most views usually is like the shitty Warren Buffett billboard post. Yep. Or this the really classic one is like someone will do like Ikey guy or some crap like that, right? Even though it means a lot, but people will read in the back, oh, that makes me feel really good. I feel like educated. I'm on LinkedIn. You know, I'm not an Instagram like those people like, you know, people come there to feel kind of smart. Yeah. Like that stuff gets a lot of views and stuff, but it doesn't actually get leads. So what we have as data is I have, okay, this is the post. And then this is the amount of leads the person gets off the back. So actually have and likes don't equal leads. It's not even a correlation like at all, there's no correlation to likes and leads. It's just made up. The platform wants you to once you the platform is metric is eyeball on this for attention and ads. So they that's how they measure. Why would the platform want you to post post the redirects them to somewhere else and not read the post? Well, that's not even in their incentive. Yeah. So I've had clients who one guy who was a personal trainer in the UK, he did a post that got like eight likes. And but he showed like a transformation of a, he worked with legal firm partners to get them fit. So usually they're 40 or 60s. Yeah. Bit overweight and he's like, I'm going to get you. He was kind of like a very military guy. He was a hot high ticket. He'd been doing it for a long time. And he closed like 25,000 pounds off that post really because he got three clients and I had like no likes because the legal firm partner, that's who you worked with, usually in the US, they looked at it and they're like, Oh, I'm going to talk to this guy. Yeah. His name is Phil Peter. Maybe not the post, but they've clicked a link or just the call and also liking post engagement doesn't correlate to leads like because a lot of people, if you sell to someone to help them quit their job or you're a career coach, why are they going to like that post and inform their employer? Yeah. Doesn't like. It doesn't make sense. There's, so it's just, I've just seen the data over like three years. We worked with like 2500 people like I can see like night and day like what will get leads and what go and get leads and the views doesn't have a correlation. It's not even like, especially engagement that doesn't have any correlation like this morning, I got a message in our chat from a guy Chris, we've started working with him. He's in boardroom as well. Yeah. And so he, he wrote a post like 12 likes, but it got 5,000 views, which is really high. Yeah. And he asked me, just asked me, I was messaging him WhatsApp before and he's like, why did this happen? And I was like, because all of your other clients read the post and they deeply affected them and they just didn't engage. Yeah. That's great. Because they'll click on his profile to look at what he does and he can see who views his profile. So it's like, so there's, so what you see on the outside of the exterior isn't actually the mechanics of what makes money. And most LinkedIn creators don't make any money like ever. So when people want to get into LinkedIn marketing, they, the LinkedIn algorithm start showing them LinkedIn creator marketing content. But I know all those people personally and they don't make any money because they all message me saying, how do I make money? Yeah. And I've coached dozens of them. Oh, you have. Yeah, dozens. We've like 10X their income. We don't work with competitors anymore. We stopped. Yeah. But like, they actually don't make money. So these posts that have 500, that likes and that person doing stuff and business owners looked at me like, oh man, why aren't I posting this crazy infographic or carousel? It didn't make any money. Nothing. Meanwhile, like a client of ours, Bill, he's a recruiter for engineers post a vote for him. I just chatted to an engineer in Alabama, making 120K, who doesn't want to earn 180K to big firm. Oh, it's that. Okay. Yeah. And so, and it's just text. Yeah. Not even an image. Oh, really? Yeah. Is there a big difference between text and image like this? It turns on the target market and stuff, but honestly, not really. Yeah, okay. Like, if you have an image and it complements the text, yes. So like, that's what really matters. But if you just do text by itself, I, I, you, text go viral all the time. Yeah. Because people come to LinkedIn, like video doesn't work on LinkedIn. Yeah. Like, it's not, it's because when people go to LinkedIn, they open up their phone. When you open up Instagram, in your brain, you're expecting sound to come out. Yeah. So you're, you're ready for that YouTube. Same thing. Yeah. So you've got headphones in. Yeah. But when you people open up LinkedIn, they're doing it, maybe in an office setting or whatever setting that they're in. And they don't want sound to come out. Yeah. Because you don't have your headphones in. And so when you scroll or when a video comes up on LinkedIn, they've got really bad UI where like, you have to click on the tile of the video to read the text and watch the video. I've tested a few videos. Yeah. It's shocking. It just doesn't. No. It doesn't suit the platform. Like, they cut off bits of it. They cut off video feed, which is just, I just don't understand. Yeah, nice. Why? Like, it's just your lane. Yeah, it's just, it's just people go there to consume text based stuff to feel smart. They're new algorithm, the way they've done is really good. It's interest based and like it promotes more educational, insightful stuff. It's actually really good. Like, and algorithms themselves are getting better and better and better. Like, I can talk, go into that of how that works. But they're getting better for people that actually have experience. Okay. It's worse for people who are 20 years old who are just making just random things. Yeah. It's getting worse because algorithms work on what you're interested in. Yeah. And if you wrote a post saying we've played, how many people have you placed in roles? I'll just write content. 150? Cool. Cool. So like, and what do you call them? EA's VA is what's the term? It depends what the position is. Yeah. Cool. But EA is what we're focusing on. Perfect. There's 650 EA's with Australian CEOs over the past X years. Here's the five things you need to do to hire an EA that will actually take time off your calendar. Where can anyone else read that? Like it's like, impossible. They can't chat to you to you. And then it's coming from you, which is building your personal brand from your experience. But someone else could like write, you know, this is how you hire VA's or whatever. There's no proof. Yeah. And so it's, they're getting better. Is it picking up on AI generated content? Yeah, they've got it like an AI slot button now. So like, yeah, it's very, I don't really like the fact that they have an AI slot button though, because it, it creates like, you know, kind of like a bullying thing. Yeah. So if you like click on someone's thing, I fucking it's AI slot, it's like, other people can click on it. No, no, yes. So if you see someone's post and you think it's AI slot, you can click the three dots and click AI slot. And LinkedIn has used the word AI slot. No, like no joke. Well. It's not good because what it does is, I saw LinkedIn's one of cheap product people talk about the other day. What it does is like, people who first go on platform are uncomfortable and they don't know what to post. So they use chat to be to post because they think that's the right thing because they, they can't patent match what's good and what's not. It's like, they don't know what's good. And so when some creator goes and says AI slot, you're just like putting that person down, which is not good. Like it's, that's not the way that you should do stuff. And the other problem, it's bad, it's bad. It's like, and so what they should do is you should say, looks like AI generated content. LinkedIn should then inform the person and say, hey, just letting you know, like it seems like this is AI generated, we don't really promote AI generated. It's much better if you write the content yourself. Here's what you should check. So they should instead of creating that like aggressive like why would you do that? Yeah, yeah. Let's talk about the DMs because I get probably one of the reasons why I haven't focused on LinkedIn so much is because the DMs like just so random. Yeah, they're so bad. Yeah, you probably get pitched from EA companies or VA companies all the time and you're like, I own one. 100%. Would you like to save 20 hours a week and we can do so for six and I'm like, have you looked at what I do? No, it's yeah, that's the reason why people don't think it works because they get such shit ones and they're like, how can it work? But that's why it does work because they're also shit. So how do you cut through? You just go to be a human. Like you just it so that the key to a DM is like, I am like of the fundamental theory that if someone reads the platform, you can get a 100% reply rate from your DMs if they actually read it. As long as your DM is 100% personalized and 100% relevant. So I'll give you an example. A really bad DM feels like the shitty real estate brochure you got in the mail. Yep. You've worked in real estate, right? You know, you're probably questioning why do we send these really shitty brochures out in people's mail boxes and then you just get it out and you put it in the bin. Like a good DM feels like a handwritten letter. So I know friends Alex sent me a handwritten card because he moved over to I think it was LA. Yep. And I got a handwritten card in the mail and I was like, oh my god. And then yeah, I felt super special and I read it and he did me a postcard and I read the whole thing and I was like, man, I feel so special. So you have to write a message that feels like that. And with AI now, it's like even easier and I can roll, I can roll plan and give you some messages if you want. Like that's how you need to do it. It needs to be feel so personalized that the person feels special when they receive it. And then when they feel special, they're going to go and tell their partner about it and they're going to remember you. So you're just trying to, what we're trying to do is like we're trying to separate like, we're trying to create prediction error in the DMs. What you expect in LinkedIn DMs is a shitty message. So that's what you're going to expect. But what happens when you get a nice one? You read it. Yeah. Well, probably for you, you don't read them at all because they're also bad. I do now because I'm actively trying to make an effort of LinkedIn. So I do read them now. What happens if someone's not even reading their DMs? Yeah, then you can't do it. Yeah, you're just an omnis game. It's like, play generation is just, you know, most people just don't do enough. They just don't send enough DMs. Yeah. It's just that so they'll send 10 about, didn't work. And I was like, so you went to the gym and you picked up like one weight and you're like, this kills me though, like someone will get a VA or something and be like, it didn't work. And there's so many variables. Was it the person? Was it your onboarding? Was it? And they're going, no, it's just not for me. Like, so you hired one person and it didn't work. You're never going to hire another person ever again. Like there's so many variables to why something does or doesn't work. I think I think this comes down to just like human beings and people don't take personal accountability. Yeah. Like, you know, like they're just, they don't want to admit that they like with LinkedIn, just if you think about this from just a, I guess a philosophical or a biological standpoint. Okay, let's say you could go to an event in person and all of your ideal clients were there in person. And you just had to walk up to them and start a conversation with them. Would you claim that you cannot make money? Like, and so would you claim, would you claim that? Yeah. So, so if you walk around, that's your fault because you can't walk up to someone and say, hello, how are you? And just have a conversation with them. LinkedIn is that it's just in a digital space. And so people would just get somebody isn't really awkward in a digital space, which is really strange. Like, and you see, you just have to write messages that people relate to. So a very easy example to write for a message, you know, if you connect with someone and you could say, oh, hey, Jess, thanks so much for connecting. I saw you connected with Frank Grief. I actually want to put a while back. He's an awesome, awesome dude. I saw you actually run this stuff for a business. Like, I'm really curious and you ask him a question. Why would they not respond to that? Like, like, they just, you get like 100% response rate, but people don't know how to craft the message in a way because most people like, when they're doing lead generation, they're very like, they're coming from a scarcity mindset. And so when you come from a scarcity mindset, like, you just want to pitch straight away. But you actually have to like, you know, you can't go in really hard. You actually just have to have a conversation with the person. It's like, you probably don't lots of in-person networking. Have you done B&I or any of those different ones? Everyone knows the person who walks around the room and who's just pitching everyone. And everyone's like, got a sour thing about them. And no one says it, but you all know. Like, it's, and so that's the issue. It's just that most people do that online. And it's because they don't have anyone's like, guide them. And there's no social cues. There's no tonality. You can't read a room. And it's also not natural. Like, it's not like the best people's DM, like if someone's going to get a DM set up, get a 19 year old. Best because they just text their friends all day. Because that's all they do. They're native. It's one of my questions around having a team, many LinkedIn for you. And how would you train someone that's not the founder? You don't really need it that much. So we built LinkedIn Ninja like a DM tool. Yeah. So it's astal because of this actual issue. Like, I'll give you an example. So one of my clients Nick orchard. So he runs a coaching business for nonprofit middle leaders. Wow. Okay. And that's that's what he does. Subniche. Yeah. The more niche, the better. Yeah. And so this is his whole entire client acquisition process. Nick hosts a post talking about burnout in nonprofit spaces. I suppose a photo of him and his daughter, him somewhere. Ideal clients engage on the content. Like our tool tells you that engages on the content. We've got a skill and a Claude skill called the one shot DM. Okay. So it creates a one shot message that you send to people. Yeah. And you actually send it to them. I can actually probably pull up and read the message. But like the message and so it creates a script, like a message, like a handwritten letter. And then you just need to review and just hit the send button. Like it. So we have a draft setting that says set up the draft. So you know, we don't do automation just because LinkedIn doesn't allow it. And so for him, all he does is he creates a one shot DM. And so the DM goes something like this. He'll learn before he say goes to do something. He'll say, Hey, Jess, I just I really want to shoot this message real quick. I'm just about to hit hit up. Well, he's just in the quiet hour. I've recently discovered it. It's like pretty amazing. Anyways, I saw you like my post about this. And then you just say, look, I work with quite middle leaders to help them coach blah blah blah. I've worked with say the Smith family, this people and this people, we actually allow like one middle leader to come through my program. Like for free. Just to see it's actually works. It actually works. But I can't remember his exact script. And then he's like, look, let me know if you potentially interested or not have it have a chat. All right. I've got a bounce. I definitely got to hit out this quiet hour. It's just so much better for I pick my daughter up from school. See you. And you just, yeah. And you just send us like 30 people. Yeah. And so you just get it's like he the other day was like, I have like a 100% response per 100% yeah. Yeah. Cause it's human and real. Yeah. Wow. Okay. And the person engaged on his post so that he knows they're active on the platform. Yeah. What else does your this program do? What do we do as a program? Well, no, like the link ninja. So it's a software. So it connects to LinkedIn. It's a DM inbox. Yeah. It's connected to AI. Okay. So you can say AI, hey, read all my messages and find me. All the people I need to file up in the past six months that I forgot about. And I'll go read it. So it has like the messages connected to it. Think of it like a CRM. So it's like stages in a CRM like HubSpot or grow high level or whatever it is. So we've got opening chats. And there's a list. These are people you've messaged or they've messaged you. You haven't got back to each other. Yeah. And then there's I think it's the first one's qualified. So opening, chatting, qualified discovery, um, one, I think they're stages. Yeah. So it maps directly to GHL as a stage thing too. Yeah. So you pull it across. Yeah. And so it essentially allows you to move people through stages. Cause sometimes when you're having a conversation on LinkedIn, maybe six months, we will go call with them. And then we've also got tags in there so you can tag. So if you're running a workshop and you invite people like we've got client Lisa, she runs like a cleaning business. And now she coaches people how to build a cleaning business. She's running a, we set up a campaign two days ago that she's reaching out and then she's getting inviting people to a workshop this next week. So she'll tag all the people that come through and then it also shows you who engages on your content. Okay. So in the actual UI, if I could show you, I could put something below after maybe something, yeah, it shows you how many times someone's engaged on your stuff. So you can look at who's engaged on my stuff in the past three days and then it can surface them. So you can set up a cron, which is like a job every day with AI. Hey, find all the people that engaged on my post in the past 24 hours. The ones that are connected to me reread the conversation we've had, then send them the next message in the thing and it just loads them all in drafts. And then that you go just as the business owner, click, click send, send, send. So you just get you just eyeball it. So good. Yeah. So DM getting the DMs right, we really teach people like, okay, you post stuff, people engage on it, they view your profile, and they also connect with you. There's the variables that happen. So we just review your content every day and every week to make sure that's happening. And you keep increasing it because you find what topics work formats work for you. And then after that, then you just start conversations with people. So the first thing you do is you need to know who do I chat to, who is even might or client, why would you talk to someone who, you know, their business is too small for you? Maybe you work with people maybe two, three mill above or something like that. So and only maybe executives. That's the only people. And then from there, you're like, okay, cool. Now I'm going to send a message. I just need to get a reply. So you then just A, B test the reply rights. And then after your reply, then you just need to choreograph. the meeting or the workshop where it is. So do you need sales navigator connected to be able to search? You should definitely have everyone should definitely have sales navigator. It's like 99 bucks a month. Yeah. Just because you can enrich and get better profile data on the person. Also, LinkedIn allows you to send more messages. Okay. If you're using it, and they also don't like, if people LinkedIn is known, if you have a free account, they can just like randomly block your account. Yeah, just randomly. And so when you pay them money, they way less likely to do stuff. Just because like, it's not the greatest platform of all time. So you definitely want sales Nav, because you can use it to filter between people a lot better and send more messages. And with sales Nav, what people can do with LinkedIn already is you can connect with 150 people a week manually. So you could find, let's say, what's an example of business that you work with? A heap of real estate. So real estate real estate in Sydney. Do you mostly work with the founders, the owners? Yep. So, and what size are they usually? Uh, some are small. So cool. Like 10 people, something. 10 people up to like huge agencies. Cool. So you'd start by building a list in Sydney, because you're in Sydney. Yeah. Of the real estate people that are of this size who are the business owners? Yeah. And then there might be like, I don't know, 2000. Some of that. For example, and then every week or each day, you just connect with 30 of them. Yeah. And then LinkedIn is a, it's a permission base platform. So they have to give you permission to talk to them. So I have to accept your connection request. So if you just click send on 30 a day, and then it's usually 30% accept. So you get 10. Yep. Then you can message them. They've given you permission. So that's 50 a week, 2500 a year. Of your exact ideal clients you can connect with. And then you can message them anything you want. I've noticed you can connect with people in send a message at the same time. It's better to just click connect. Okay. Because to try to like send a message and think of what to send that's different to each person is like it, I've found for most people, it just, it's better to click the care button. Yeah. Because otherwise like you can, but I found it just slows people down. Because if you think, even if you can increase your acceptance rate by a little bit, 50 new conversations per week to have with people, let's say you send them three fire ups, that's 150 messages a week. That's a lot of messages. Yeah. Like that you can send. And then over a year, that's 2500 people. And then you can send them more messages as that. Because they've given you permission, because they've accepted your connection request. So that's why I like the platform work. Because it's permission based. And so lead magnets work on LinkedIn. Yeah. So there's a couple of different options. So LinkedIn's kind of nerfed like the big lead magnet posts. So now within the actual chat, like, so what you used to be able to do in the text is you'd say comment this and I'll send you the thing. There's no automation. So you can't automate it like Instagram, which is kind of annoying. Yeah. There's other ways around it. But that's I grew really big by lead magnet posts. It was huge. But now you can't put it in the text, but you can put it in the image. So they actually read the text. And if you say comment for this, you can't send it to you. Like it actually, I've tried like four times recently and they've updated their docs. But in the image, if you say comment, this is still works. Yeah, which is fun. Yeah, exactly. But there's actually like a way better way to do it is you just put a link in the post. So like, so it doesn't it doesn't nerf it really bad like Instagram and Facebook and stuff. So I'll an example is the other week, I'm kind of running this. I'm running a lot of experiments, but I did one post that got 4,000 views, which for me isn't that lot, a lot, but I got 142 options on my lead magnet. Really? Yeah. Wow. Yeah, it's crazy. No ads. Yeah, that's insane. The amount of money that it's in Facebook ads. It's literally insane. Yeah, it's I can't wait to because I only work with a small group of clients. I can't wait to get them to do this like because now with AI like we've built a system where you can just you can just you literally just say, I want this landing page and it just literally makes it in all your branding and connects it to your go how that works immediately in what include in court. But we just my business partner Steve built like a funnel kit. So he built like 12 templates. So you give your branding and style guide just sitting on your computer. Yeah, Steve's funnel kit and you literally just connected it up and you just describe the page that you want and it makes this because Steve's also a designer. Yeah. He's really designed. And so it literally just automatically generates the landing page. Yes. And so then you can just put it in. So I'm doing like a landing page in like a poster day now just because I get any so many options. Yeah. It's like it's insane. Yeah, so you don't even need the comment to get this. There's other strategies too. You can just say DM me for the thing. Yeah. That works. Yeah. Which is different. And so DM me for the thing. But even the comment like for example, Chris Taylor yesterday posted a post and that we put it together and he said comment for this free resource. He got 35 comments from his ideal client. He's good. Because with LinkedIn, it's not like Instagram where you don't even know how much money they make. Yeah. With LinkedIn, it says leadership consultant in the headline. It's like all that's his ideal client. And then you can look back and you can be like, they've been a leadership consultant for 15 years and they've worked with these companies. So he's like, well, they have money. They've been in business for 15 years. So like the quality of lead is like that you can distinguish between the quality of lead or what better. I love that. What's the most important thing you've found if someone wants to scale a business with a small team? I can say from my perspective, like I'm super ADHD and like super creative type, genuinely need to get diagnosed. But like I would say for me, it's just not doing anything that I'm really shit at. It's just like completely offload everything that I just cannot do. I just don't do it. I don't even do email. I don't read my emails. Like I read them once a month. I'll like casually go there or my account will be like, Matt, I really need you to read this email. Okay. But I just I just I'm of the thing I've just delete things. I'm a big fan of Derek Severs. He was at the border event two years ago and actually got to. So Derek Severs wrote a book called Anything You Want. And it's like one of the in my opinion, the best business book that exists. It's an Aaron 20 minutes to read. Yeah. Oh, I love that. If you read it, you'll be like Taki Moore's whole philosophy comes I swear from Derek. Like it is like very similar. Yeah. But he grew a business called CD baby. He helped people buy and sell CDs online. I think he sold it for 20 or 30 million dollars. Yeah. And he gave the entire thing to charity. And then he moved to New Zealand with this kid and just lives there in reclusion and a recluse. And he he has no social media. He has a website. And but if you email him, he responds to you. So he literally just emails people all day. Like and he's any writes every book he writes is you read a book called Hell Yeah or No. Useful Not True. But they're tiny. Yeah. Like super tiny books. Yeah. And so like, I remember what I was going with that. But yeah. A lot of inspiration from him around like how do I just remove things that it's not even keep small. It's like how do I just not do things? Like what can I just remove? I want to do that. You could get team to do. There are. But even just the you just don't want a big team. Not really. I don't know. It's quite fun. It's quite fun. I find it fun. I think with the AI now, like you can outsource and enable a lot of people to get more things done. Yeah. If there's like focus around things. So like for like we say with my own content production, we don't have a content team. We do like four posts on LinkedIn a day, one newsletter every day that goes to sub-stack. I do one YouTube video a day that becomes like just like you can just multiply things like a lot if there's a lot of focus on it. Yeah. And I think but I wouldn't say I'm like the best at scaling things because I've learning but you've done pretty well. Yeah, we've done well and stuff. But I think for us recently, it's just been we just recently switched back to our only high ticket. Okay. Yeah. And now this is what's really helped us for the past years. We kind of started going a bit lower ticket and we work about 2,500 people. But I kind of like burned out working with new people. So I just don't do that anymore. Just because like I when I coach people, I take a lot of like I empathize a lot with them and if they don't win, it really affects me. Like and so now I only work with people that I know we can help. And so ever since we've made that change, it's actually everything is much easier. So I think just having I think just when the actual system of the business is simpler, that in itself just makes just less complexity. Even though I know I could hand things off also. But when there's less complexity, I think you can like you can make it better. Yeah. I think that makes you a great leader though because you know what you want. You've got a small team and everyone knows what's happening. Like you are delegating things, but everyone's on that same path of like we're not going to grow a big team. So like everyone's on board with doing what you know you need and you're you're focusing on the right people. Yeah. And I don't think I wouldn't say like never we would do that. It's just that right now it's just not required. Yeah. Like it's like I but I can see some highs and stuff that we will need. We potentially want to get like I do want to get someone with video. Yeah. So that's something that I do want to get. Do you need to grow now the platforms like Instagram and I don't ever need to grow now, but I've recently just started cross posting everything. Okay. And so that's one thing that Olivia handles which I can't do even I've wanted to do that for like a year. So we just get together you know every day or every couple of days and we're just Okay, cool, we're adding this channel now and how do we do this because with content I kind of just like but you just need kind of like one seed of content and you can cross post across many things. So I'm just thinking through kind of how to do that. But I do think that for people, if you don't even have one platform going, you just gotta focus on one. Like it's just getting one platform right. Like it's really hard. - Yeah. - Like it's just, it's just very difficult. Like, and I would say that like Instagram is like way harder than LinkedIn. 'Cause you have to video. - That's true. - Yeah, video is really hard to do. And I looked at like someone like Laura Higgins, right? Amazing at content. Her brand and everything are aesthetic. - She's the best. - She's just amazing, but I look at the effort. And I'm like, like this is like also 'cause she's a woman, she's got like, she talks about, you know, putting on makeup and everything. So I don't have to do that. So that's even easier. But I can imagine that plus video, plus this, like and I look at her videos and I'm like, these look amazing, but oh my God. Like, and I know you can obviously get people to, you know, put it together and all that kind of stuff, but you still gotta see the idea and do it. - Yeah. - Yeah. And so I think that just the effort level is like a lot less. So you just have to, like write stuff. - Yeah. - Like the only thing that matters on LinkedIn, like if you're gonna, just the first four lines. - Okay. - So on LinkedIn, the hook is three lines above the fold. - Yeah. - So if you do three lines, each less than 56 characters, each line means you'll get three lines above the fold. On a mobile phone. Then your whole point is you do three lines, catches someone attention, and then there's a dot, dot, dot more button. They click that. The fourth line has to be a re-hook, which gives them a payoff immediately. - Yeah. - And that's it. Like the whole of LinkedIn is just four lines, the entire thing. And so you just have to focus, like yesterday, or two days ago, I did a coaching call, our clients and I'm just sitting there and I'm like, we're only writing four lines. That's it. So you just sat there writing four lines. Like, 'cause that's the only thing that matters is capturing your ideal client's attention. I can talk through like the strategy behind that. - So you don't like anything else. - You do, yeah. But you just write four lines, the whole 80% of your time is spent on the four lines, 80%. 'Cause the rest of it doesn't matter. 'Cause if you read the first three lines of a post, then you click the more than you read the next line, you're like, oh, that's good. You read the whole thing. - Yeah. - And the whole thing should never be bigger than one mobile screen. So 24 lines maximum including spaces. - Okay. - 'Cause you want to compress it into, 'cause you know, you go platform and you click the more button and there's an essay. - Yeah. - Oh yeah, not. - You just, you just, you just go, not, yeah. You just go, not. And so you just fit it into like less than 24 lines and that means when they click the more button, if I'm looking at my phone, I click the button and it only shows up this big. And then they read it. - Yeah. - So the readability is like a lot higher to you and get people skipping through it. And that's the art itself. Being able to compress language to portray a lot of meaning to another human being in the smallest amount possible while it makes sense. - Yeah. - That's like kind of an art form in itself. - Yeah. Let's talk about YouTube. You recently recorded a six hour. - It was actually three months ago and I finally just posted it. - Oh really? - Yeah, yeah, yeah. - What's it about six hours, that's a long time to talk about LinkedIn? - I could talk for like three days. 'Cause that was, I was like, 'cause I did it with Sean. He's like Taki's video guy. We were together and I did it with him. - I was like, yeah, yeah, he beats me with them all. - He does. - Sorry. - I'm trying to catch up. But I went out of there, I was like, dude, this has got to be like, we need to be 12 hours and he's like, nah, man. I'm like, nah, we have to be 12 hours. But now the point of the thing is, like for a content strategy for myself, just and I don't think other people need to do this. I'm just like the mad scientist. So no one should ever copy what I'm doing. 'Cause I'm like, I'm a content creator, like really. I think most business owners though should be content creators first. - I agree. - Who own a business. But I'm like the content content creator. So, but for me, I was like, okay, I've got to be serious on YouTube and also for my own content. So that's my strategy now is I've got my main channel. And that's why I'm gonna put out high production stuff. And so I wanted to have a pillar video that I could send to. And it's got nearly 7,500 views in two days. I'm pretty stoked, pretty stoked by it, to be honest. But like I wanted a pillar video that like marks and shows that you're serious, like a brand. 'Cause like a lot of my other videos, it's valuable content, but it doesn't look good. - Okay. - You know, 'cause if you're rocking to a room and you're really wearing like a, you know, a Rolex and really nice clothing, you're having people immediately take you seriously. Like, it could be shit, your video, but they take you seriously. I kind of didn't have that. So I wanted a main channel that had that. And then I've also started another show called the AI Brand Show. I think I messaged you about it. We just, we just delayed it a little bit just 'cause we wanted to get that video out. But it's where I go to a founder, like in Australia. And I did it with Jack Henderson and Christian and, Christian Stevens and Readham Saeed, that two mortgage brokers. But I essentially sat with them and rebuilt their whole LinkedIn strategy life. And that's gonna be, yeah, it was pretty fun. That's what it's gonna be, but-- - You can do mine. - Yeah, I can. I just need to get my, once I've got my capacity, I'm like, I'm gonna keep doing it. But what I found is like, I want to work with the person for a couple of weeks before to get them results. So when we start the video, that's what worked well with Jack. I already wrote him six viral posts. And so when I recorded the video, it was much easier. It was easier to do, yeah. So that's my strategy there for YouTube. But I've also started another channel where I'm just posting videos every day. - Oh, wow. - Yeah, so it's just like mini videos, five to 15 minutes every day. So that's like, I think about it like I started watching Survivor with my life recently. I watched it so good. I watched it when I was a kid and I loved it. Boston, Robin, Amber, shipped them for days, so good. But I wanted to start watching it with a, and then season 50 was coming out. And so I was like, okay, season 50 is gonna be like, amazing, like, and so I was like, okay, let's watch it. And but it was only one a week. We look forward to it. Yeah, if we look forward to it, every week was so fun. But we were like, well, I still want to watch it. So we went back on Amazon. And then Amazon had like from season 30 above. So we binge like 18 seasons. - Oh, wow. - And then I eventually had to get a US VPN 'cause they had no more on Amazon to like buy it on YouTube in the US. And then so I could pull it over. And we ended up watching so many series. So and then but we still watched the season 50 and we'll still watch it when it comes out in September, season 51. But like I think of that with YouTube, you want to have like the pillar stuff that's like really amazing, the people look forward to, how that's scarcity. But then you want also the binge bank that people can go. So that's kind of my, I went to YouTube. That's why I'm thinking for YouTube. - Yeah, it's definitely that content that people want to binge. And I just think of like Instagram, like people spend so much time on Instagram. Like guilty, I do. But once people see it, it's kind of, it's just gone. Like it's just disappears. Whereas YouTube, people search for it. They can go back and they can watch it. So I think that's very smart from them. - I think Alex Somozzi kind of, thanks, I think Alex Somozzi, he started doing the more Mozi channel. - Yeah. - But I think the reason why he started doing it, 'cause like there's a lot of Indian Bollywood kind of channels that like crush. And they post like a hundred times a day. Like it's like crazy. Remember there was a Mr. Beast video, ages ago that I saw, and like someone showed him a channel that had so many views and he's like, how much does a day do you post? And like it was him reacting to that? - Yeah. - And I think that made a big impression. - Yeah. - I'm like a lot of people. And I think now 'cause the whole notion of views doesn't equal leads. Views gives you a certain level of prestige and authority and so does followers, but doesn't equal money. - Yeah. - Like one of our clients who books the most meetings has like 2,500 followers. So like it doesn't equal. What matters is like you're how strong you are and your nation, your domain. Like how strong you are there. But I think before people would used to be self-conscious of how many views they got in my video. But if your video gets like a hundred views and you get a lead, it's like. - Oh yeah, that's pretty good. - Yeah, absolutely. So that's the focus of you. Like for you and the business moving forward, it's more content. - Yeah, so now it's currently, I'll just go through what we're doing now. Okay, so now four posts a day on LinkedIn. So what I do is I go for a walk every morning, like a bush walk and I kind of like speak to AI very random, but it's very productive. - Do we still flow or just? - No, I hook up, I've hooked Claude to my computer. So I use Claude code through terminal. So it can access everything and I've set up remote control on my phone. So I can walk and I can build things and send agents. Kind of like remote desktop, but it's a bit better. So I usually go for a walk every morning and then I do some crazy mad scientist shit, like while I'm walking, like in the bush 'cause I find creativities a lot better. And then I come back to my computer and I'll record one or two like YouTube videos and then become the daily ones. And then what happens from the YouTube video is I then turn that into a newsletter. So it takes what I said, and I've got a way to structure it, but in the newsletter, I don't have LinkedIn on my phone or as I show you, but it takes screenshots of what I'm doing the video. 'Cause I use like an iPad whiteboard next to me. So I always say what, why, how? And then so I'm what, why, how? And it takes a screenshot. And then it takes more and then I show a screenshot of a LinkedIn post and it puts it in there. So it's images and text. And so it's that, yeah, it's pretty, it's actually pretty useful. And so I put that out, but then that then also becomes content for my other couple of posts during the day. So then I can create that same thing. What a real hack you can do really simple is, if you do it like a YouTube video, You can still put it behind. Find a lead magnet page. I do that all the time. - Oh, okay, yeah. - Yeah, so I wrote nine hooks for clients that got leads and then I wrote a LinkedIn post saying, get the nine hooks that got leads. Click on this link, name, email, phone number. And so I just used that pillar thing to create multiple other things and then I'll usually repurpose one or two other posts that I've done from while ago 'cause LinkedIn I post the same post five to 10 times. Like over time, yeah, you can, it works fine. Yeah. - We just change any of it. - Like a couple of words, depending on feeling, if I read them, I'm like, oh, I change this now. I will, otherwise I can just repost it. And so that'll be like four there. And then the newsletter goes on sub-stack and then I've got shorts on Instagram. I'm then posting the LinkedIn posts on Facebook and then YouTube. And so we're just starting the content distribution thing happening. Lead magnets on YouTube have been working crazy. - Really? - Yeah, so posting on YouTube posts, we had like 15 comments to yell it down on YouTube and I was like, whoa, that's crazy. Which was funny. - Yeah. - Yeah, so just starting that because I want to capture people kind of everywhere but it's just starting from the seed and the way I'm producing the content, just this is even more of a hack, is that my clients are asking me a question and so I just answered their question in a video. So Rob, who's a recruiter, he's like Mark, can you write me 10 posts? And I was like, okay, and then the video starts, I'm gonna write 10 posts for Rob, he's a recruiter client of mine. He already booked 20 meetings this week. Let's do it. And so I just literally record the video and then I give it to the client with the material. So I'm just recycling kind of like an FAQ thing. Yeah, but I've just kind of just started this, before that I was doing heaps of LinkedIn and stuff but I've just kind of started this kind of, this is the kind of thing 'cause I think that when you've got a nexus in the middle and you keep doing the same thing over and over every day, then I just need to expand the surface area that it covers and I'll probably eventually post on TikTok, X and all that kind of stuff. We just haven't done it yet. - Yeah, yeah. Well, 'cause you can work with clients all over the world, can't you? - Yeah. - Yeah, primarily though, we only work with people Australia, US, Canada and UK. We have worked with people everywhere. I literally, I ran an analysis of, I spent the day on Cloud Code. We've worked with 2,500 people. I looked at the people who have made the most money with us, they paid us the most money who I enjoy working with, who get best results and who want to keep paying forever. And it's parents. - Really? - In parents in Australia and New Zealand, US, Canada and UK, who have 10 to 20 years experience in their industry. They are the people who we want to work with. And they already have started posting on LinkedIn. - Okay. - They're like the people. Yeah. - Parents. - Yeah, parents like way better. - They've obviously got jobs, they're parents with. - Most of the time they already have a business. Most of the time they're recruiting firm, financial planner, or they're like, they've been an executive or like at a high brawl and they kind of, they want to do their own thing, but they're already an operator. - Yeah. - So like, and I found working with parents 100 times easier. It's so like working with like younger people, they just, they, they, I've helped, we've helped lots of young people like, you know, we helped a 17 year old make 100 or 200 grand. Like, you know, like we've helped people, but they don't stay. Because the culture that we have is more of like, we're not as like intense, rowy like, to buy lambos kind of thing, we're not that. We're actually more chill, like than that. And it's more relaxing. - I find you people. - Yeah, and you can kind of, you can kind of dip out and dip in and, you know, you can still, you still have another business coach. We're just linked in specialists. And so, and so a lot of younger people, what they do is they, they come in and they kind of conquer like the LinkedIn thing and then they kind of bounce because they want another place with younger people. - Yeah. - Like, not saying that like, old, it's just that, I've just found that from the data. - Yeah, yeah. - I don't think a lot of like, business owners just don't look at their data. Like, especially not on LinkedIn, for sure. But their ideal client, like, they probably have a good idea of who they're like in their, in their own mind, they have a good idea, but they're not looking at the data. - This is like the, this is the first thing that I do, like with every client that we build out with them. Yeah, it's like the my, 'cause I always have it done with you kind of component of working with people, but like, I build out people's niche that they're going after. It's like the most important thing to do. And I do it based off like, I've gone really deep into tribal science of what actually classifies a tribe. And I'm just, I'm convinced after seeing data with clients that you can't niche to a regular niche or a demographic, you have to niche based off tribes. So a tribe is, it's called the kind of the IAM test. So I would say I'm married, I identify that with that. And I would say I'm in an interracial relationship with an Indian woman with my wife. If someone wrote a post then saying to anyone in an interracial relationship with an Indian wife, I'm gonna read it. - Yeah, of course. - 'Cause I identify with that. But what, but if someone said two business owners looking to make more money, I'm not that. I don't see myself as that. I see myself as a dog owner, a coffee snob, like I'm CrossFit enthusiast. And so what you actually have to do when you're niching is it's called like tripping. So I've essentially gone through and collected all tribal science. Like I based off scientific literature. And I kind of like pull people's tribes together because you can use words within tribes. Like the reason I was able to write content for Jack Henderson that did so well is I just cheated. I just used all Australian words. Like in the content, because then, 'cause people when they're looking who to work with, they wanna know like are you in the know? - Yeah. - Like are you like one of us? 'Cause if you're not, you're an outsider. So humans we subconsciously, we just judge people like that. We're always looking, it's why when you're Australian and you go overseas and you're here in Australian voice, it's like a dog whistle. - Yeah. - Yeah, and so you can do that with words in the content. So what I do is I build out somebody's called tribe dossier document, but I use a lot of science underpinnings with it and then I need to like define like who are the categories of tribes you're going after? Because you're only gonna write things your ideal clients actually give a shit about. - Yeah. - And that's, but people don't use that language within it. So that's what's real, like when you mention niching and categorizing, you could, you should look at like who have been your best clients, but like how do I, what tribes are they in? So if they're a parent, certain age group, certain location, like those things all make up that. And so then how do I put words in there that only these people would resonate with? - Yeah, good tip. We've got to start wrapping it up, but I feel like you could talk about LinkedIn forever. So we'll put these-- - It's fun. - It's our video. - Yeah, just put the six hour video below. - Yeah, yeah. - There's also like, there's also like 23 resources that people opt into on the video. Yeah, so there's just like, there's all that tribe stuff, everything underneath. - Okay, perfect. We'll put them in the show notes. Something we ask every guest on the podcast is if you had to start your business from scratch today, what would be the first three hires you make and why? - Oh, first three hires. - I know you've got a lane team, but maybe set these two lovely ladies that you've brought. My current team right there, probably first people. I would say, yeah, Olivia helps me with like, I would say like, sales, admin, customer success. And Tara's having everything with sales now. And just like, kind of like, preventing and chatting to people and like, relationship building and stuff. This is very vague. And I would say the other one would definitely be my business partner, Steve, 'cause like, having someone, I'm not technical, but having someone technical is like, invaluable. It's like, we serendipity met. Like it was luck. - Really? - Yeah. - I'd say the guy that was in Thailand, we were great. - Yeah, he's like a freaking genius. Like, he is like, yeah. So like, me and him together, like that. But I think finding co-founders, I worked with the co-founders before. That's not, yeah. - Yeah, really difficult. But if I didn't have Steve, I would want to find a tech person. - Okay, so tech, admin. - I would say, not admin, like operations, I would say-- - About content. - No, I just do it all. - You do it, okay. - Oh, you don't need to do anything. Like, say like, operations like managing just what's happening. Just like, I would call it, say, rhythm of the business. - Yep. - This is the rhythm of what's happening at all points. I would say tech person and then sales. - Yeah. - Like, it kind of like that-- - With that sales, you don't have much. - But I've got a coaching business. So that's unique to us. Like, I couldn't really talk about other people. So I think that's all realistically that's needed 'cause AI can do a lot of operational movements and things like that. I'm trying to think like, what are the cool things and what kind of take off my plate? - Yeah, absolutely. This has been awesome. Thank you so much. - Appreciate it. - Where can people find you if they want to connect with you? - Probably LinkedIn. - Yeah, that would make sense. - LinkedIn, I just go to my YouTube and then just like watch the, I've got like, everything there is like free. - Yeah. - And so you can just watch like, if you want to get into LinkedIn, I'll just go to my other channel. It's just called How to Make Money on LinkedIn. - Okay. - That's like my most fresh, newest things every single day. - Perfect. - And so like, you can just watch those videos and you get like, that's what I'm thinking about daily. - Yeah. - The newest stuff. - Yeah, awesome. We'll put all the links in the show note, but thanks for watching. - Thanks having you on. - Appreciate it. - Yeah, thanks for coming. - Thank you. - Thank you.