How Dan Mott's Three-Step Approach Redefines Social Selling

[00:00:03] Hector: Hello and welcome to another episode of the how to scale a business podcast. My name is Hector Santia Esteban and I am your host for today. Your guide. We're here with Mr Dan Mott. He is the creator of the manifest a million challenge and a social selling expert. And we're going to talk about how to generate business from social media.

[00:00:22] Hector: So. Dan, thanks for hanging out with us today.

[00:00:24] Dan: Yeah, you bet. I'm excited to dig into this is one of my favorite topics. So I could talk about this all day. The real challenge is how do we keep it to a reasonable time?

[00:00:32] Hector: Well, that is always the challenge. And, we'll do our best to scoop into the ocean. But Dan, I'd love for you to quickly catch us up on, on kind of how you got here.

[00:00:41] Hector: and I know that you've done it for yourself and helped a number of people kind of. Do this as well. So I'd love for you to catch us up quickly on on that journey. And then we can kind of get into some of the tactics.

[00:00:50] Dan: Yeah, you bet. So I spent my entire corporate career in, I guess 50, 50 sales and marketing, right? I spent my entire first half of my career trying to escape sales. I hated sales so much and I was like, all right, marketing sounds better. I'm going to get into marketing. And I worked my way up from entry level marketer all the way up to director of marketing.

[00:01:08] Dan: I started running a marketing agency. And then my bosses came to me and they were like, we want you to call people. And I was like, no. And they said tough. And I said, I quit. Then I started working for myself and I realized, well, that is never going to go away. Now I am stuck in sales. There is no escaping it.

[00:01:23] Dan: So I spent a lot of time kind of like eating dirt, trying to figure out a way that I felt good about. I didn't want to cold call people. I didn't want to do kind of any of the spammy sales tactics and, you know, buy lists and reach out to hundreds of people, hoping that I would convert like one or 2 percent of them.

[00:01:39] Dan: I really enjoyed marketing because I could get to know people, build relationships and connect with people. That's what really mattered to me. So it was like, how do I combine the best of these both worlds? So I spent a lot of time figuring out a system that was going to work for me. And I, I realized that the common thread was the relationships that you build with people.

[00:01:58] Dan: And I took that to kind of build my programs and my frameworks that I teach other people. But in the process, I used it for so many other things to find employees and partners and everyone else I needed kind of along my journey, not just potential clients. And in doing so, I actually met my partner and co founder of my other organization, marketingops.

[00:02:19] Dan: com. And in three years, we kind of took my sales expertise and, The community that my partner, Mike had built to grow to 1. 25 million. And our plan is to double it this year. So it's kind of like the best of both worlds, right? Like working for myself as a, as a coach and coaching other solopreneurs on how to implement sales processes.

[00:02:41] Dan: Well, also building a legitimate sales process and system for an organization. How do you distill the core fundamentals and the framework behind how to actually do sales? Well, have a process behind building relationships at scale. And that's really kind of like where my sweet spot is.

[00:03:00] Hector: Well, it seems like at least for me, the Holy Grail, if not, because maybe that's just me, but also I literally got off a call a few minutes ago talking about how do we scale my efforts as a, as a salesperson, I am the business development department for our organization and you know how to similarly I can do sales calls, but I would prefer to not be, cold calling or pounding the pavement or, Whatever that looks like.

[00:03:28] Hector: And so I think this is a really fitting time, both selfishly, but I'd imagine that there are a lot of people who are in a similar boat. right before we hit record. You said that there were essentially, I don't know if it was three mistakes or three somethings that people weren't getting right.

[00:03:42] Hector: And I'd love for us to just kind of jump right in with this because, I think the tactics will go really far for a lot of listeners.

[00:03:50] Dan: Yeah, definitely. Well, you and I were specifically talking about LinkedIn, right? So when it comes to social media and social selling, there's really right. Like, cause we can talk about sales at kind of a broader strategy. So let's really hone in on like. LinkedIn, and how do you do social selling?

[00:04:05] Dan: Right? Specifically, how do you build relationships on a social media platform that result like move someone from stranger to customer? And I think a lot of people get there's get this wrong because there's really three primary systems that you need. You need creating content. So that is a system. How do you create content?

[00:04:22] Dan: What goes into your message? How frequently do you post? What type of content are you posting? Is it written? Is it media? Is it video, image, whatever? The second is an engagement strategy. So how do you actually respond to people who comment on your post? How do you follow up with people, send them DMs? How do you engage on other people's content?

[00:04:41] Dan: And how do you Collaborate and partner with them to help get more reach and and influence more people. And I think that's where most people stop, right? Like, let me pump out a bunch of content. Let me get really engaged in the comments and let me build some really strong relationships. And all this stuff is 100 percent necessary.

[00:04:59] Dan: But without the third and final piece, you're Missing out on a lot of opportunity, which is to prospect, right? So, like, you can go create content, you can go engage people, but you're kind of just waiting for partners to send referrals to you or people to kind of raise their hand and say, yes, I'd like to learn more from you, you take a more proactive approach and you say, this person is. Reacting to or commenting on my post. They're viewing my profile. They're sending me a connection request on LinkedIn. These are all soft hand raises. And with those, you no longer need to do any cold outreach because you're only reaching out to people who are familiar with you and your content and what you have to say.

[00:05:42] Dan: So you really need this third system, this prospecting system on top of the content that you're creating on top of all the engaging that you're doing on social media to really kind of take. Out of all these people who are engaging on my content, who's really the cream of the crop? Who is most likely to benefit from my services, from my offer, whatever I have to support them.

[00:06:01] Dan: So having this proactive system, that is the sales process itself. You need that if you really want to make, like, if you want to get Consistent and repeatable results from sales from social selling specifically.

[00:06:13] Hector: let's get into the content side and let's go into each of these three and I'd love for you to answer. Where the, let's call it white space or like the gray areas are in the sense of there's a lot of people who are doing things, but I think that there's such a challenge in this sort of world with with time and efficiency and how much output can you actually, you know, how much content can you get out there?

[00:06:38] Hector: And so people, I think a are either hesitant to do it because they're like, I don't know if it's gonna work. So if we can increase their odds of, it working, or we can kind of get more squeeze out of the juice, what are the small hinges that swing the big doors, if you will,

[00:06:53] Dan: Yeah. I mean, it's, it's easy to get sucked into LinkedIn, right. And think more is more when truly less is more right. Like people, and especially like a lot of like LinkedIn coaches or experts out there. Really on any other social platform, I think their strategy kind of hinges on just being on the platform and engaging as much as possible, spending as much time as possible and as business owners.

[00:07:17] Dan: We know that's not realistic, right? Like I spend very little time on LinkedIn. I go in and I post. I engage within a half hour, three times a week. I dedicate my An hour and a half to two hours to prospect every week in two different time blocks, and I spend one hour batching all of my content. Like, that's it.

[00:07:34] Dan: I don't have more time to waste. I have to do all the other things that it requires to run my business. So when you say, All right, I'm going to squeeze the amount of time that I'm spending doing sales and marketing into a small of a bucket as possible. How do I now get the best results out of that? It's the It's really about having a very systematic approach, right?

[00:07:56] Dan: It's, it's very easy to get caught up into checking out someone's profile and being like, is this the person, right person for me? And then sending them a DM, what do I say to this person? Are you like, you slow yourself down by doing all this work. So by having exactly who I'm going to reach out to.

[00:08:10] Dan: I know exactly who I'm going to say. I know exactly how to qualify them. You can really kind of start to make moves and truthfully, it doesn't take much. Especially like if you're one man show and you're doing like both you and I are doing all the prospecting ourselves for organizations. So how do we get the most out of that time can probably only have about 10 to 15 active leads and opportunities at a time.

[00:08:35] Dan: So when everyone in a world where everyone's telling you, like, go email thousands of people, go send hundreds of dms every single day, like that's absolutely the wrong approach. You just don't have the time to do that. So you need to get very picky and selective about who you're reaching out to and, and, By doing that, you know exactly who they are and exactly how you can help them and exactly what you need to say to move them from, Hey, nice to meet you to here's how we can work together.

[00:09:01] Hector: can you help to crystallize how, someone might move through this process from you identifying them to what the message might look like to, you know, how that followup process. I, think that. could be really vague in some people's heads because I know for me, I'm like, that's, that's just becoming clear now.

[00:09:18] Dan: It sounds a lot easier than it really is, especially without the guidance. Right? So the 1st things 1st is, well, where do you find a lead? Right? And again, I go back to, you. Create your content, engage in the comments, build relationships because that will help you find leads and then you'll start to if you know where to look, they'll start to pop up.

[00:09:36] Dan: So again, it's who is already commenting on your posts, who is already sending you connection requests, who is already viewing your profile like these to me are soft hand raises where you can now reach out to them. Yes, you're being the first one to kind of engage and send the private message. But like again, they're already familiar with you and your content, so it's not just completely cold.

[00:09:55] Dan: yeah. I actually have templates that I, I just have a free guide online. I'm more than happy to point people to it, but I have templates for all of these. Right. And they're a good place to start. But as you do so more and more, you can find messages that are going to work better for your business. So essentially you want an icebreaker.

[00:10:11] Dan: You want a reason to connect one common thread. Like, and it can be as simple as, Hey, I saw you viewed my profile and been noticing your name pop up. Just wanted to reach out and say hello, right? Like, that's, that's an easy way just to get the conversation started. It's, it's non salesy.

[00:10:23] Dan: You're not kind of saying like, Hey, buy my shit. It's just like, Hey, I saw you pop up and I just yeah. I wanted to get to know you a little bit better. So the first part is starting the conversation because it's not a conversation until there's two people actually involved. Then from there, and I very much take kind of like a kind of casual approach, right?

[00:10:42] Dan: Like I'm not trying to sell anyone in the DMs. I purely want to network with people. So I'm just looking to like. To get to know you a little bit better, I am again, looking for a common thread. What are you interested in? Whether it be about work or personal or like, how can we relate to one thing? Because if we can relate to one thing, then we can, we can actually have a conversation.

[00:11:01] Dan: So the best way to keep the conversation moving is by talking about it. responding and asking a question. So it's like playing ping pong, right? Like if you don't swing the paddle and the ball just goes past you, then the conversation's dead. So you always need to read at reiterate with a question to be able to keep the conversation moving.

[00:11:19] Dan: And honestly, it doesn't take more than three or four back and forths for you to build just enough rapport to be like, and I call this the you're cool. I'm cool factor. Let's hang out. Like, right. I'm just looking to see like, I'm sharing my story. I'm getting to know this person. I'm asking questions, learning more about them.

[00:11:34] Dan: Hey, you seem cool. Like I just like to meet new cool people. Would you be down for a call sometime? So, so that's really all it takes, right? Is go find people who are already engaging in your content, send them a connection request. like, Hey, I saw that you commented on my post. I saw you checked out my profile, like what's up, ask a few questions, right?

[00:11:53] Dan: And tailor it to them specifically. If you can look at their profile or even if they're, if they're telling you more information, just ask deeper questions, right? Like. Tell me more about that. Like, why, like, why did you do that? Or why did you start your business? Or why did you do this thing? And then after three or four conversations, right?

[00:12:08] Dan: Like we're asynchronous, we're going back and forth, but it seems like we're cool. So let's just keep this conversation going on a call and move it to there.

[00:12:16] Hector: Am I just the cynical one that goes, I'm not going to go back and forth on with somebody, you know, for messages. And I, and I guess my way around that is like using voice, And kind of either sending a video or an audio. So, Is that the way around it? Or is, is it that I'm just an extra cynical person and don't like people as much as some others?

[00:12:43] Dan: You kind of have to like networking and engaging with people if you're going to be in a, like a sales facing role. But yeah, I mean, right. The idea is to find. I always say, right, if you're not going to have fun, if you're not going to enjoy the process, then you're never going to be successful at it. So you need to find a way that you actually enjoy the process.

[00:13:01] Dan: And that is just, that can be who you're talking to, or how you're talking to them, or what you're talking about. Right. Like, so you can filter it down to like, here, here are the types of conversations I want to have because I actually enjoy them and then just put your energy and focus in there. And that will certainly help you.

[00:13:18] Dan: So like, right. If you, if you don't feel comfortable, like, messaging someone with words, if it's just easier for you to brain dump and do a voice recording, then, then do that because that's, what's going to work best for you. it's a little bit hard, it's getting easier, but like with video too, right?

[00:13:31] Dan: Like if it's easier for you to shoot a video message, then do that, right? So you always have to go to like, what is your comfort level? what excites you? What lights you up? Or what is the least amount of friction to get into this? Because the more friction you have, the harder it is for you to do, the harder it is for you to do, the harder it is to make it a habit. And if it's not a habit, you're not going to be successful. Doing good.

[00:13:52] Hector: Really, really good stuff. and I imagine that there's so much depth that we can go into, you know, improving your content and how to make better content, but we'll have to save that for another episode. Dan, when we get back from break, I want to get into these, the next two, because you said that, a lot of people are Less are doing two and even fewer are doing three.

[00:14:12] Hector: And so I imagine that there are a lot of mistakes and maybe some nuances that we can get into. And, we're going to get into that though, right after this quick break.

[00:14:20] Hector: Hey, y'all. Today's episode is brought to you by Amplify Media, and we are a podcast and content creation. Well, we like to think of ourselves as a platform builder because chances are if you listen to this, you have a passion, a product, a mission, a message, something that you want to get out to the world, but you may not have the time, the team or the tech skills to be able to do it.

[00:14:37] Hector: Well, if that's the case, we can help. Go to amplifymedia. com. That's A M P L A F Y media. com. You can also check the show notes for the link. And with that, let's get back to Dan. Dan, let's just jump right back in because we got a lot to cover here. So the second one is the, you know, the second piece is engagement.

[00:14:56] Hector: And once again, I think that at its surface people go, Oh yeah, that sounds simple, but where are people missing it? Or what are, what are people doing wrong when it comes to the engagement phase that you've sort of found out over, over your time,

[00:15:11] Dan: Yeah. So engagement comes in a couple different levels, right? There are the easiest one is people are going. If you post content and people are going to comment on it, then reply to that, right? Reply to every single person that engages in your content because that increases the likelihood that they'll come back and continue to support you.

[00:15:31] Dan: But it's also a great way to build relationships in public. So then that way you can follow up and send DMS. You can continue, right? Comments lead to DMS, DMS lead to phone calls, phone calls lead to clients. The next part is going out and engaging on other people's posts, which again, this is, this is pretty easy, but I think that it very quickly become right.

[00:15:52] Dan: There's you can get very strategic about it. like, I can just scroll my feed and just engage with people in my, in my content. I can, on LinkedIn specifically, I can ring someone's bell and I can right now I'll get notifications for their posts and I'll go comment on their posts from there, right?

[00:16:05] Dan: Like that's kind of the easiest entry level way to get into it, but it's not very strategic. So from there, if you start to look at introspectively, right, like who are my clients, who am I going after, who are my ideal clients and who else also targets these same people who has a lot of good influence with these same type of people that I want to engage with, right, this becomes a way for you to tap into different micro communities and networks that will help you reach the people that you are looking to reach.

[00:16:39] Dan: So. Now you can say, all right, I can go comment on other people's posts, or I can go hyper strategically comment on other people's posts. We're targeting the same exact people as I do and have more engagement than me, because if I go engage on that content, then those people are more likely to see me. So the first part is like going to build your, like, I refer to this as my tribe, right?

[00:16:58] Dan: So like who is my tribe? Who are those people that are potential partners or collaborators that reach the same people as me that I can go hang out with and share knowledge with, right? Like, Hey, I should be creating content with them, but also like the easiest thing is just go go comment on their posts.

[00:17:14] Dan: And I think there are a lot of people out there who are already doing this. So right. It's just about how do I, how do I get even more strategic about it? I think leaving a comment on someone else's post like this is really good, but if you go through and start looking at all the comments that are on there, or like I'm not engaging with.

[00:17:35] Dan: That person's right, like say like if you like me and you share like a great ICP Hector, like me going to comment on your post is going to be mildly effective. But if I start to scroll through your comments and I start respond just like you do, right? You respond to everyone who comments on your post, but if I start responding to those people as well, like now I'm having direct conversation in public with them, that is a super easy way for me to just like.

[00:18:01] Dan: Start the conversation in the DMs from there. So I might go scroll through your post, check out everyone who's commenting. I'm going to look at their tagline. I'm going to look at what, right, because I want to qualify them first. Like, is this person truly, like, in my ICP? Do I want to network with them? And then I'm going to see what they comment, and then I'm going to respond to that comment.

[00:18:18] Dan: But what I'm going to do is I'm going to take my response to them and I'm going to split it right in half. And I'm going to give them the first part and I'm going to respond to that in public. And then what I'm going to do is I'm going to follow up. I'm going to send them a connection request or if I'm already connected, I'm going to send them a DM and I'm going to give them the second half of that comment.

[00:18:34] Dan: So right, like they came and they engaged on your post. And then I come in and I respond to them and then follow up with a DM, continuing the conversation. So, right, like, before they've even responded to my DM, we're already, like, into a conversation. They saw something that you, you mentioned.

[00:18:51] Dan: They had a response to it. I came in. We're like, we have this, this beautiful conversation that is just starting off. And now we're moving into the DMs to be able to keep going from there. So this is one of the ways that you can basically create. Unlimited leads because there are only so many people who are going to view your content Or comments on your posts view your profile and send you connection requests But there are if you you can just find more and more people who are posting content who are in the same Like who are attracting the same icp as you That have a shit ton of comments and you can just keep commenting and keep dming and keep commenting and keep engaging

[00:19:25] Hector: what would be some ways that we would find. Those posts, you know, it might be, and maybe it's simple, but like, how would they find the posts with their ICPs?

[00:19:39] Dan: so it really kind of like starts off by Right. Like i'm just trying to think of and it's been a very long time But like how do you start from zero right like assuming like you just signed up for linkedin today? The first natural thing is like, you're going to go connect with your friends, people that you know.

[00:19:51] Dan: then from there you can start to see like, all right, well, who's in the same field as me? Who's in the same industry as me? Who who's doing the same thing as me, right? For you, it's, it's podcasters. For me, it's, it's anyone in sales. So we go and just find our friends, the people we already know, and we just go see who's commenting on their posts and whose posts are they commenting on, right?

[00:20:10] Dan: Like who, who are they engaging with? Who are they following? Who are they? Right? Like, so you kind of just start to look at it as like a spider network. So like, who is the next person in line? Who's the next person in line? And you can, you can find this organically just by searching. You can even go as far as just ask that person and be like, Hey, like, who do you follow for that?

[00:20:27] Dan: For podcasting? Who do you follow for sales? Who do you follow for this? And then you start to slowly build that up over time and you just make a list and you save it somewhere, right? So it can start with one person and then that one person might lead to a second one. And then that second one might lead to a third one.

[00:20:41] Dan: And then you start to build that list up and it gets 10, 15, 20, a hundred. And then from there, what you can do is you can start to sort it and you can say, all right, well, who's really like, right? Like there's probably out of those 100 people, there's probably 20 of them, 80, 20 rule that are really the best fit for you.

[00:20:57] Dan: So now you start to scrub your list down to those 20 people and you say, right, how do I get more people? How do I get people with larger engagement? How do I get people who have tighter audiences that I'm going after? And you just continue to iterate and improve on this process as you go. So

[00:21:10] Hector: Yeah, that's a great tip, you know, as opposed to what my first thought was, Oh, you would search, you know, sort of things. But I think in your sort of, in your method, you're finding people who are active and engaged on LinkedIn and by, you know, following those, that sort of comment and posting thread or web, as you called it,

[00:21:31] Hector: That's who you're going to find. Those are the profiles that you're going to run into. So great stuff. is there anything else on engagement that before we move on to the last one? Is there anything on engagement? Perhaps I have one question on this and it's about the bridge. So if there's anything, you know, else there, throw it in there.

[00:21:49] Hector: But I'm curious on the bridge between, Engagement and I think what you said the third one is prospecting, you know, how might you take more people from the engagement phase into a sales call phase or how might you leverage, your engagement to make your prospecting better or easier?

[00:22:06] Hector: You know, I'd imagine that that, that connection can go a really long way.

[00:22:11] Dan: Yeah. So. The way I teach it is really that a lead is different than an opportunity. So a lead is a potential for an opportunity. It's a person that you want to talk to or are actively talking to who an opportunities can be a lot of different things. So let's just, for the sake of like clarity, let's, let's just say, right, we're just looking at potential clients as opportunities who might be a good fit.

[00:22:37] Dan: Potential fit for for my service, my product, whatever it might be. So they are a lead up until you have an initial conversation. Once you have that call with them, then you can identify. Is there an actual opportunity here or not? I can start to ask those questions. Do they have the challenges, the pain points that I might be Product service typically solves for do they have the budget to be able to afford it?

[00:23:00] Dan: Do they have the time? Do they have the desire? Right? Like, so you can start to qualify all these things out. So ultimately, a lead is a person that you're talking to where there might be an opportunity. But once you get on that call, Now you've identified. Is there an opportunity? Yes or no. And you keep kind of like moving through the process from so.

[00:23:18] Dan: if you back it out, you look at the entire sales process, there are going to be very many steps along the way from stranger to client, someone who's actually paying you money. And every single step along the way is a potential opportunity for them to drop off.

[00:23:33] Dan: Right? So you want to move people through that process as fast as you can. Yeah. Whether it's good or bad, right? Like you just want them through your pipeline as fast as possible. You either want a definitive yes or a no, because yes, if they're paying you no, okay, no problem. Like you don't have to spend any more cycles, like working with them.

[00:23:50] Dan: So by taking that into consideration and getting really, really tight on who is my ICP, and there's, there's two different qualities. There's what you can see and what you have to ask. So I can look at someone's profile. I can look at someone's website. I can look at a lot of different things that are publicly available to me.

[00:24:09] Dan: And that's my first checklist. And I'm going to say, does this person meet this criteria? How long have they been working for themselves? How, what is their title? Where do they live? What are they, this, that, whatever, right? And this is gonna be different for every single business. And it takes a lot of really work to dial in, like, Really, who am I going after then from there, you get on the call with them and you can kind of ask the questions and right, you're going through the second round of qualification to really know, like, is this that's why you don't know if there's an opportunity or not until you ask those questions.

[00:24:38] Dan: So, at this point, you've checked your list off of yes, they meet all the criteria to be a perfect client for me. I've talked to them and I asked them all the right questions and they're perfect. Let's go. Let's move them forward. So if you get really, really dialed in on that, what you can see stuff from the very start of the process, before you even start the conversation, whether you choose to DM them or they DM you, you can look at the profile.

[00:24:59] Dan: You can look at their website and say, do they check every single box? And if you are hungry or for more leads, you might be more lenient to kind of say like, and they check four out of the five boxes. So yeah, I'll go for it. I'll talk to them. They might be a good fit. But the tighter you are around this process, the more picky you are, and the more kind of higher your standards are for who you're going to potentially work with from the start, you are going to spend significantly less time in the sales process.

[00:25:26] Dan: For every single lead as well as your entire overall process, right? So like if I spend less time doing sales, but making more money, it's because I know exactly who my ICP is, where to find them and exactly what to say.

[00:25:39] Hector: I'm like, man, what a great bow to leave it on. I mean, because that's, that's really it, right? I think with people can unlock this sort of machine where they have people who are noticing them, right? I think that's, that's a big part of it is people, you know, are trying, they're jumping around trying to get people to take their call because, you know, they don't, Nobody knows who they are.

[00:26:01] Hector: And that's what the content does. And the engagement starts to create those connections. And, you know, you talked about the sort of follow up process. I think it really lays it out. It's, it's so great. Is there anything else? that you feel aids to this process that we haven't really hit on today?

[00:26:19] Dan: One of my favorite things to say, and I think it, we hit on it a little bit, but it's, it's worth repeating because I think It's the most important part of the process. I hated sales for a very long time and I was very unsuccessful as a result of it. But when I built a process that worked for me, that I felt comfortable about, that I felt excited about, I, that was like the switch, right?

[00:26:43] Dan: I became so much more successful purely because I enjoyed the process. So if you don't like selling, if you don't like sales, then you need to fix that. Whatever you need to do, whether it's probably need a tighter system, but you need to figure out what's going to work best for you. What are you most comfortable with?

[00:26:59] Dan: Right? And that's as simple as like, do I like writing messages to people? Do I like sending video messages? Do I like to, send voice memos? It's all those little things that add up along the way. If it feels like a drag, you're never going to be successful at it. If you actually enjoy the process and you don't have to waste all of your time doing it, You're going to be significantly more successful.

[00:27:18] Hector: Great, great stuff. I've got one more question for you, Dan, but before we get there, if people want to get deeper in your world or follow up with you, where's the best place to go?

[00:27:30] Dan: Yeah. You bet. best place to find me is on LinkedIn. It is the only, social media platform I use both for work or even personal. So, that is very much my world from a social perspective. come hang out, you know, as your icebreaker for me, drop the name, right. Of the podcast or Hector's name.

[00:27:46] Dan: And, you know, like that'll be kind of how we start the conversation. So kind of, right. Even just to implement some of the things we talked about here. And, I'm more than happy to kind of share any of this stuff. I do have some resources right in my featured section there as well. I did mention a guide that I offer.

[00:28:01] Dan: It is basically the first step in this process, right? It's the templates and the process around. How do I start conversations with people who are engaging on my content, sending me connection requests and viewing my profile? I'll give you a template and everything you need to just get those conversations started.

[00:28:15] Dan: So that way you can talk to more people in the DMS and just start to feel more comfortable and excited about actually prospecting on LinkedIn.

[00:28:24] Hector: Yeah, it goes down in the DMs, right? That was a song that the kids, you know, Listen to at one point. I'm not a kid anymore. These days. I just can only pretend, Dan. my last question for you is, in your opinion, what is the secret to scale in a business?

[00:28:40] Dan: the secret to scaling a business. I don't know that it's a secret at all. I am very much a systems and data person. So I fully believe that it is. Frameworks and systems. It is the ability to build and scale outside of ourselves, right? And especially like when, right, like I typically work with solopreneurs, people who work for themselves.

[00:29:03] Dan: you can also scale by having people, but it's, it's really about creating repeatable processes. So that's what it's about, right? and I think more importantly than what it does internally for us, it creates a very consistent experience for our customers, for our prospects, for everyone that we reach.

[00:29:20] Dan: And that experience is what keeps people coming back or recommending people to us.

[00:29:28] Hector: Great stuff, everyone. I want to thank you for being here. I appreciate you hanging out. We would be forever grateful for a rating or review wherever you get your podcasts. If you know someone who needs to hear this, hit that share button and let's let's grow the community together. But go get connected with Dan.

[00:29:43] Hector: Dan. follow them on LinkedIn, check out some of those resources and we'll see on the next one.