How Justin Rashidi Hires for “Smart Problem Solvers” Over Experience

[00:00:02] HSB - Justin Rashidi - Host: Hello, and welcome to another episode of the How to Scale of Business podcast. My name is Hector Esteban, and I'm your host for today.

[00:00:09] HSB - Justin Rashidi - Host: Our guest, Justin, and he's the co-founder of cex. And , we're gonna talk all things growth. And Justin, welcome to the show.

[00:00:18] HSB - Justin Rashidi - Guest: Yeah, thanks for having me. Excited to be here.

[00:00:21] HSB - Justin Rashidi - Host: I was looking at, , you know, doing some research and seeing some of the clients that you've worked with and some of the things that you've done. It's really interesting 'cause it's like, at first it's really impressive because it's like, whoa, some of these are the biggest companies and institutions in the world.

[00:00:34] HSB - Justin Rashidi - Host: And then you look at like what you do and I'm like. don't know what they do though. So they probably do, like, that usually means that like they end up doing everything, you know, like, it's like, it looks like they have their hands in a little bit of everything. , and also stuff that's probably way beyond my pay grade.

[00:00:48] HSB - Justin Rashidi - Host: So, , I'm excited to dig in and, and learn, catch us up on maybe some of the important stops for you personally along the way. And then, you know, more specifically what you guys do at cx.

[00:01:00] HSB - Justin Rashidi - Guest: I think people pigeonhole us more. So like, the easiest one is we're a marketing company or a marketing agency. , That's like the easiest way to understand it, the more accurate way of understanding. And what we do is like, we're really like business consultants. , And we specialize in marketing, sales, and then technology. , And they generally like go together, , in some capacity. Like there's a straight line between like almost everything that we do. And so companies have problems, like at the end of the day, like companies have tons of problems. , Every scale of company, they are facing different issues, right. , They lack resources. They lack talent. They lack these different things. , And so we're a partner that can help, like, support your team, , either through like fully doing something consulting, et cetera, to help you like basically solve problems.

[00:01:43] HSB - Justin Rashidi - Host: Now the listeners are like, all right, I understand why Hector thought exactly that, because it, seems like the. I would imagine that most businesses, they have certain types of problems or there are a lot of similarities, and also there is a uniqueness . To each problem in the sense that you have a, a business in an industry in a certain stage.

[00:02:02] HSB - Justin Rashidi - Host: And so you guys are really able to bring, your resources to that specific problem and help solve it. , Which I'm sure takes a lot of different forms.

[00:02:11] HSB - Justin Rashidi - Guest: Yeah, let me tell you the problem everyone has and then let tell you like what it actually means. So the problem that like people come to us is they're like, they wanna be growing more. Right. And so like generally by default people think they have a marketing problem. , But that's not necessarily true, right?

[00:02:25] HSB - Justin Rashidi - Guest: Like you could have a marketing problem, but like, it's actually because you have a data problem, you aren't fracking things correctly. You have a CRM problem because like the sales team isn't like working. You have a marketing and a sales integration problem. You have a, campaign, how to invest money, how to. When like you, like take away like the layer of like, what does it mean that like we're not growing it like manifests in like a bunch of different forms. And so, , then what we can kind of come in and help them, , like not on the operation side so much, but like, , if you're facing problems in these general areas, like we have a pretty good idea of like, okay, like you have this problem, you have this problem, you have this problem, you have this problem.

[00:03:02] HSB - Justin Rashidi - Guest: like, if you cannot answer these questions, like you face those problems, that we can help you solve those problems. , Because once you're like in the situation where you're like, well, I don't know why I'm not growing. and then you start asking questions. Is it because like, I'm not doing enough SEO.

[00:03:13] HSB - Justin Rashidi - Guest: Is it because our ads aren't doing this? Is it because, like whatever. Right? There's all these different problems that can exist in that space. , And so like having people who've like gone through those problems a bunch of times can like help you, like, these are like the four things that you need to focus on to like unlock like actual growth.

[00:03:28] HSB - Justin Rashidi - Host: Being like, , when you look at how you solve stuff, is it that you guys are walking people through a, a general framework, you know, some, consultant agents, and not to pigeonhole you in that, but you know, they've, they've got, hey, first you do, you know, step one, and then you do step two, and then you do step three or, other sort of consultants.

[00:03:47] HSB - Justin Rashidi - Host: Or that form of, providers has, , more of a tool belt where they kind of go, okay, you know, this is sort of the right tool to deploy for this particular business because they have this issue in this, you know, particular iteration. Are you guys more of a, like a recipe or do you guys have more of like a tool belt sort of.

[00:04:05] HSB - Justin Rashidi - Guest: Yeah, it's more, it's closer to tool belt than like recipe. Like recipes break as soon as like, there's some edge case and every business has an edge case. Right. even in like if you're just serving restaurants, even like there's edge cases on restaurants or like some standard template that could be given for a large industry.

[00:04:19] HSB - Justin Rashidi - Guest: Right. , For the companies that like we're working with, yeah, they all have like face. Different problem. They have different personnel. They have different cost of goods, like they have different margins, they have different delivery costs, like different sales processes, right? , One sales process doesn't speak to the next sales process, right?

[00:04:36] HSB - Justin Rashidi - Guest: One acquisition system doesn't speak to the other. , And so like, yeah, we're usually coming in and providing tools. , And if we don't have the tool, then we like bring in people to help us and stuff.

[00:04:44] HSB - Justin Rashidi - Host: Are there ones that you find going back to frequently or more often now than before?

[00:04:51] HSB - Justin Rashidi - Guest: The biggest one is that people just don't understand their business metrics, like enough. , And like what levers like tie into those business metrics. and that's what I'm saying, like, so generally like we start by like understanding like what is your core business what is your product, what is your margin, how long does it take to sell?

[00:05:05] HSB - Justin Rashidi - Guest: Like is it track to consumer and you're gonna sell it right away, right. Is it retail and like there's some like offline purchase behavior, right? Or is it like true V two B where like we're running through different types of sales processes. , And like actually like having that type of understanding, like you start to think of everything as like an investment more so. , And so like once we have a, core understanding of like, the business, right? And like how it actually functions. And this is why I think like marketing kind of like falls apart is because like you have a lot of people enter marketing because they're thinking marketing is like creative and you know, like all these other things.

[00:05:34] HSB - Justin Rashidi - Guest: And, and it is those things, but like actually, like at a really core level, it starts to get really close to like investment. is like the application of dollars, , in a business, right? And so like if you don't know how the business function, like you can't actually apply, like leverage to the levers that are gonna to function correctly.

[00:05:49] HSB - Justin Rashidi - Host: Yeah.

[00:05:49] HSB - Justin Rashidi - Host: ' at the end of the day, it's about finding what works, doing more of that, doing less of what doesn't. and I know from my own experience and my own sort of just bullshit in my head of, like me wanting to just do things. And then in my bringing that investment brain going, but that it's not, paying off.

[00:06:06] HSB - Justin Rashidi - Host: Like there's no ROI, like, you just want to do it because it looks cool or it's vanity or you know, pick all, whatever it is. And there's

[00:06:13] HSB - Justin Rashidi - Host: all these mark.

[00:06:13] HSB - Justin Rashidi - Guest: I feel safe is a big one.

[00:06:14] HSB - Justin Rashidi - Host: perfect. Yeah, because they've done it before or, or it's familiar or whatever. And so yeah, I think that being able to, understand what's working and then, Do more of that, essentially, , actually requires a lot of, data.

[00:06:28] HSB - Justin Rashidi - Guest: Yeah. And then like, you also have to have a lot of confidence that like you're making the right decision too, right? Because it's like if you're telling someone to like, stop an activity, you better be certain that like, that activity is not working right. and that's where like a lot of, like the fear comes in of like, oh, like we could tell someone, like, you could spend, you could literally save a million dollars by not doing this thing. And it takes a lot of like. Massaging of feelings when people ask, like also what we do, I was like, honestly, I do a lot of therapy. I'm sitting talking to people about like how they feel about stuff or our team is right. , Because it's like, well, I'm scared if we turn this off, we're actually gonna have lower performance.

[00:07:00] HSB - Justin Rashidi - Guest: Like, how do we mitigate, like, moving people through different phases, like developing the skills and these different things that they need in order to like grow.

[00:07:07] HSB - Justin Rashidi - Host: Yeah, one of the things that I've, this is a selfish question that I've, had a challenge with, but I would imagine that other marketing creative or, even just, you know, business leaders that reach a certain level of scale is getting, , the team to do these things or working through the team, especially in sort of a, creative, , you know, field and industry.

[00:07:26] HSB - Justin Rashidi - Host: How much are, systems and processes, you know, a part of what you guys do or, where do those, , come into play with regards to working with your clients?

[00:07:35] HSB - Justin Rashidi - Guest: It's a good question. execution should be a system and a process should be ideally, almost always be. your team should be able to function in a process because process drives like more efficiency. The process needs to be flexible, like for, at least for our case, right? Like, I think it's, very different depending on the business because of like the way that we work. Our processes need to be more flexible. Like in general, you want your, like if you have a company where you can run a process a hundred percent and 10, and it always outputs the right thing. Like you wanna run a type process. the way that like we work because like there's so many external variables in our process, , like our process naturally has to be flexible and we need people who are I always say like, we just hire for like really smart problem solving people. Like I would rather someone who's like hardworking problem solving and diligent and smart. Than someone with a bunch of experience because, , we need that person. Like they naturally understand like the things that could come up and how to think through problems. And when you have like really great problem solvers on your team, then you can have a more flexible process and that costs more money

[00:08:34] HSB - Justin Rashidi - Host: I agree with all that. One of the, the curiosities that I have, and especially as things are progressing so much with AI and technology and yada yada, I mean, pick your sort of sector. , But what sort of data should business owners be paying attention to that most of them aren't.

[00:08:52] HSB - Justin Rashidi - Guest: I think most people probably don't understand their margins. Like well enough, I mean, there's like only like a few core , metrics for like every business, which is like, how much does it cost to acquire the customer? What is your margin that you on, like delivering that product? How much more stuff will they buy from you?

[00:09:07] HSB - Justin Rashidi - Guest: Like, so basically like, , it gets into like your, your ltv, like your gross margin, and that's like basically every business. I think the, problem is like people don't understand how to think through those and like put them together, right? It's like, do you have like a large LTV and it's all in one purchase or do you have an LTV that's like over five years? Right? , How do you think about like acquiring a customer where like it's all in one purchase versus acquiring it where it's like it's consumer product. Are you fine losing money on some. How do you think about payback periods? it's very strange because like those core things about like CLTB margins, they should like inform almost like all of your decision making.

[00:09:45] HSB - Justin Rashidi - Host: and so few , of the decisions are being based on those,

[00:09:49] HSB - Justin Rashidi - Guest: Yeah, a lot, times, I mean, people don't have them. They're unsure about them and they don't trust them. There's all sorts of like funny things that come

[00:09:56] HSB - Justin Rashidi - Guest: up

[00:09:56] HSB - Justin Rashidi - Guest: with people.

[00:09:56] HSB - Justin Rashidi - Host: well, when you create that frame, that lens through which you make your business decisions, you know, knowing, okay, we are a business, right? We have a podcast company, so like, you know, we have long LTV, we've had clients that have been with us for years, you know, and so for us.

[00:10:13] HSB - Justin Rashidi - Host: When you go, oh, am I making decisions in the business that, drive, that, that if I know that that's the sort of business, are we, building out the processes and systems to make sure that all of our retention is, 10 out of 10, a hundred out of, you know, like whatever it is.

[00:10:27] HSB - Justin Rashidi - Host: And I'm like, hmm. I don't know that we've brought that much like urgency or clarity or that it's had as much weight as it should have. , When it comes to actually. Looking at what, drives the business as opposed to, oh, we need more revenue. Or, oh, can we sign more clients? Or, you know, like, there's all these other things that are, I'm frankly just pulling numbers outta my ass.

[00:10:49] HSB - Justin Rashidi - Host: 'cause I wanna pat my ego on the back a little bit, , as opposed to thinking about what's, like you said, what's gonna drive real margin.

[00:10:56] HSB - Justin Rashidi - Guest: Yeah, you're in a very interesting industry because like media is like, , the margin on media is technically like 99%. Right? The cost to like really produce these shows is not marginal. Right. , You're selling like ad space, like generally. so it's like, how are you supposed to think about like, the cost of production, right?

[00:11:12] HSB - Justin Rashidi - Guest: Like, how much should go into the cost of reduction? Does increasing production costs increase, like the lifetime value or like, , retention, , in terms of listeners and stuff, right? Do your sponsors like get more, if you spent 10 times what you spend now on the production of the show, like, would it yield better results or would it not?

[00:11:27] HSB - Justin Rashidi - Host: we are in a, client facing. Service. we get put on, on the marketing budget for most of our clients. Most of our clients are in service providers. And I guess here's just, here's our usual time where we go to commercials.

[00:11:39] HSB - Justin Rashidi - Host: So, we work with businesses as a business development tool. You know, Companies have the opportunity to become their own media company. And to that point, not only can they use the media as marketing for their own business, but then it also becomes an asset that they can leverage and it becomes inventory that they can now sell or, , leverage, , you know, in other ways through sponsorships or partnerships and things like that.

[00:12:04] HSB - Justin Rashidi - Host: But our main model is we serve, you know. Doctors and lawyers and surgeons and consultants and a lot of marketing agencies, helping them find more clients. And so that for us, our, clients are the, you know, or the people that we're trying to serve are these, businesses. And it's a little bit different.

[00:12:21] HSB - Justin Rashidi - Host: It's an interesting, to your point, we have an interesting model. , One of the other things that I wanted to get thoughts on is how. AI is changing things. If it's something that you're seeing is making a real impact at the level of, of what you're doing. , Are you in the hype train?

[00:12:39] HSB - Justin Rashidi - Host: Is it the no hype train? how are you feeling and approaching ai, , with regards to what you guys are.

[00:12:45] HSB - Justin Rashidi - Guest: we do a lot of like AI implementation. , So like we are certified providers of AI implementation for like the. Government of the United States.

[00:12:53] HSB - Justin Rashidi part 2 - Guest: It's definitely under hyped in that. People dunno how to apply it. It's overhyped in that people think that it's gonna take over everything. so like the under hyped is I think there's a lot of confusion around will AI do my job, like my entire job? Like, all of a sudden you, you don't have to have like any specialty, , and we don't necessarily view ai, like from our perspective, we don't necessarily view AI like that.

[00:13:14] HSB - Justin Rashidi part 2 - Guest: We see AI as like cutting out a lot of like the middle layer or like a lot of the execution. you still need people to like sit at the input, right? Like strategy, what you should be doing, how you should be doing it, right? , You have AI execute a lot of that, and then you actually still need to sit out the output layer, which is like verifying, correcting, making changes.

[00:13:32] HSB - Justin Rashidi part 2 - Host: It seems like I was working

[00:13:33] HSB - Justin Rashidi part 2 - Host: with my operations, leaders today and essentially. She was like the AI keeps making mistakes and it was like, well, We tried to make the AI too smart is essentially what it was. And it was like we had to really separate functions and like think it's like people think it's really smart and it's actually like really dumb in a interesting way in the sense of like, it can be very.

[00:13:55] HSB - Justin Rashidi part 2 - Host: Smart or narrow and specific in its role. And then outside of that is sort of where you need the human to be able to stitch these together or move things between the two. you let an AI run the whole process,

[00:14:08] HSB - Justin Rashidi part 2 - Host: you know, that's when you have real problems.

[00:14:11] HSB - Justin Rashidi part 2 - Guest: I think

[00:14:11] HSB - Justin Rashidi part 2 - Guest: process is going to become like, , we were talking about like processes and systems at the beginning. , And I actually think that it's gonna become even more important because I think that where we're at in like the AI cycle, we see better results when it's tightly scoped, So like, just this one thing that it will do, and then you, stitch, you put that like a bunch of them together to run multiple functions. , And this produces like a significantly better result than like, do this, then this, then this, then this. Like these 10 different things, right? If it's like, this is the exact steps to do this one thing, it can actually execute that pretty well.

[00:14:43] HSB - Justin Rashidi part 2 - Guest: , What happens right now is everyone's like, well, I want the AI that kind of like goes everywhere and does everything. I'm like, it just doesn't really exist. Or like, the quality of the results that you're going to get will be significantly, like for every level of like data that you add, the result quality, like will drop some percentage.

[00:14:57] HSB - Justin Rashidi part 2 - Host: Yeah, I think, it's important

[00:14:58] HSB - Justin Rashidi part 2 - Host: to think of it like people too. you know, Jim Collins, good to great. I think one of the lessons in there is like the right people on the right seat on the bus, and so for me it's always like. A lot of business owners try and get one person to do everything, and I'm like, they're not a unicorn.

[00:15:14] HSB - Justin Rashidi part 2 - Host: It's not,

[00:15:15] HSB - Justin Rashidi part 2 - Guest: Oh yeah, it's, IM.

[00:15:16] HSB - Justin Rashidi part 2 - Host: Superman. And in the same way if you try and get an AI to do all of the functions, but you've gotta get like, even more narrower. But, you might have an AI to do sort of, one is good at research, but it's not gonna be the one that writes for you. And then one is good at writing, but.

[00:15:30] HSB - Justin Rashidi part 2 - Host: We've realized that we need a proofreader, we need like an AI to be, you know, someone that verifies and cleans up and all the, you know, really stripping down the functions. that's allowed our process to actually be that much better. , As opposed to we would be

[00:15:46] HSB - Justin Rashidi part 2 - Host: faster, but the output was like shitty.

[00:15:48] HSB - Justin Rashidi part 2 - Guest: Yeah, it's worse.

[00:15:49] HSB - Justin Rashidi part 2 - Guest: And people, now like call it AI swap and stuff, right? People like know that it's, AI and it's, not that great. And there's like some element of the human touch, that really does make it go from good to great. I think people think about AI too broadly in reality, it's like.

[00:16:02] HSB - Justin Rashidi part 2 - Guest: The way that, like I always been pitching people about is like, don't you just wanna like not do those tasks that take a bunch of time, that take up a bunch of time, well, you know, why you think it's so much about like, all the stuff that I can do? Like, shouldn't it just solve like some easy problems for you that you don't like, like uploading spreadsheets and changing spreadsheets and moving documents here and, , proofreading , client review stuff, right?

[00:16:22] HSB - Justin Rashidi part 2 - Guest: Like simple stuff that's like kind of a pain. why are people so obsessed about having it, like do some crazy stuff when I'm like. it could just do all the stuff that you don't wanna do. And when I talk to people about that, they're like, that makes more sense. I'm like, yeah, it does make more sense.

[00:16:35] HSB - Justin Rashidi part 2 - Guest: Like I don't wanna be moving these documents around or changing file names or whatever, right? I actually do wanna send my own email sometimes because I write with my own voice, there's like all these weird use cases where I was like, I think people think about like stop being working.

[00:16:50] HSB - Justin Rashidi part 2 - Guest: And I'm like, they should just think about what tasks do I no longer wanna do that I should stop doing.

[00:16:54] HSB - Justin Rashidi part 2 - Guest: And that a, I can do.

[00:16:55] HSB - Justin Rashidi part 2 - Host: Yeah,

[00:16:55] HSB - Justin Rashidi part 2 - Host: I was just talking with Wilson's there. He's a, professor and , it was just interesting 'cause he is an older gentleman and I don't think he would disagree with me saying that, you know, he is older than us, , on the call and, the use cases just seem to be much harder for, for that generation.

[00:17:13] HSB - Justin Rashidi part 2 - Host: Right. But I feel like, , that's something that I think younger people tend to be better with is just identifying those use cases. . And I would imagine that it's probably even harder for them to do that within their business because they've done it that way for so long, and this is the way that they've done it.

[00:17:29] HSB - Justin Rashidi part 2 - Host: And I can just see the, change management or the adoption coming a little harder for organizations that are more established perhaps. , What are you. Counsel to those types of organizations or the ones that go like, oh, this is a fad, or, we don't do ai, or we're a, I've seen some businesses that like, they're a, we're a non-AI, you know, organization.

[00:17:52] HSB - Justin Rashidi part 2 - Host: how do you respond

[00:17:53] HSB - Justin Rashidi part 2 - Host: to those sorts of ideas?

[00:17:55] HSB - Justin Rashidi part 2 - Guest: I don't talk to them.

[00:17:56] HSB - Justin Rashidi part 2 - Guest: they're probably not my target market. I don't talk to people, people I talk to like generally. Wanna be implementing it. If they did say something like that and I had to try to convince them, then I would talk to them about, what are all the tasks that you're doing poorly now that like, you cannot get your people to do that you wish that got done.

[00:18:14] HSB - Justin Rashidi part 2 - Guest: Why don't you start on the task that like, you can't even get to. So instead of trying to like remove people from processes and do this, there's a lot of tasks that get done really poorly because people can barely get to them. And that's another great, like, starting spot, and this is where we actually do talk to organizations where it's like, oh, we have this problem where we can't get the customer reviews and we actually get like all these customer reviews.

[00:18:35] HSB - Justin Rashidi part 2 - Guest: We have problem with, , cross communication between our teams because the marketing team will send out like this communication, but we have this frequent like, , customer support question. this is like a literal use case. And I'm like, yeah, like we can automate it reads all the FAQs every single day, right?

[00:18:51] HSB - Justin Rashidi part 2 - Guest: And it will proofread all the marketing copy and give them all the copy feedback as if it came from the support team. And now your support team and your marketing team like each other, right? Because they're not like at odds. And there's like these simple like problems that like actually exist, like quite a bunch in organization with communication and workflows, , that people can't get to.

[00:19:08] HSB - Justin Rashidi part 2 - Guest: And that's another great place to like start, which is like, what are all the places where there's so much friction, that you can't get to that

[00:19:14] HSB - Justin Rashidi part 2 - Guest: you wish?

[00:19:15] HSB - Justin Rashidi part 2 - Host: I've never been so fired up to

[00:19:16] HSB - Justin Rashidi part 2 - Host: go implement and augment processes. So anyways, , Justin, I've detoured , this conversation selfishly. Are there things that we haven't talked about today that business owners who are wanting to scale,

[00:19:31] HSB - Justin Rashidi part 2 - Host: , Should be thinking about or doing?

[00:19:33] HSB - Justin Rashidi part 2 - Guest: It

[00:19:34] HSB - Justin Rashidi part 2 - Guest: depends on the size of scale. I'm, I consider myself still pretty small. So, I mean, I think you go through stages, right? So the first things that like people are thinking about are like, how to get the first deals, how to close deals, how to make business, how to generate pipeline.

[00:19:45] HSB - Justin Rashidi part 2 - Guest: , And then I think quickly after that, like you start worrying more about like, finance, operations and people. , So like right now I'm in the stage where like, my advice would be like, Hey, like if you're in the first stage, like make sure that you're still thinking about the second stage because it comes up quickly.

[00:19:58] HSB - Justin Rashidi part 2 - Guest: , if you start to develop pipeline, the need for people like comes very fast. , And having systems and thoughts around like how to hire, how to train, , how to get, like you're saying, the right people into the right spots. It's like essential, it's like crazy. the trope of like, oh, your team is everything.

[00:20:13] HSB - Justin Rashidi part 2 - Guest: And then like one day you wake up and you, you start saying it to yourself, I feel like team is everything. and it kind of just like comes slowly. I don't know why. It's like, at least for me it did. oh yeah, I'm doing it all myself. I'm like highly specialized or whatever, and then all of a sudden I'm like, oh no, I can't do anything anymore.

[00:20:25] HSB - Justin Rashidi part 2 - Guest: Like everyone else has to wear everything. And that's like a big, I think, learning curve. I think that people don't realize if like you are actually starting to get like business success like that phase comes very quickly

[00:20:35] HSB - Justin Rashidi part 2 - Guest: and you should think about it earlier.

[00:20:37] HSB - Justin Rashidi part 2 - Host: Yeah, it's a practical

[00:20:38] HSB - Justin Rashidi part 2 - Host: and a very emotional process. 'cause like practically. You need the people, you need the process, you need the SOPs, you need to like be able to hand it off. And then it's an emotional thing. I've even found it with, you know, some team that like, I was more quicker to delegate.

[00:20:51] HSB - Justin Rashidi part 2 - Host: But some people are just, it's a very hard identity sort of

[00:20:54] HSB - Justin Rashidi part 2 - Host: based thing. To let go of whatever it is that they're doing. And so, that's a great advice for, business centers. . Justin, as we wrap out here, I've got two questions for you. , The first is if people want to follow up with you, get more connected

[00:21:11] HSB - Justin Rashidi part 2 - Host: involved.

[00:21:12] HSB - Justin Rashidi part 2 - Host: Where's the best place for people to go?

[00:21:14] HSB - Justin Rashidi part 2 - Guest: , LinkedIn or.

[00:21:15] HSB - Justin Rashidi part 2 - Guest: X Twitter, whatever people call it now. , I'm like a silent watcher on social media. I say that like people DMing me there is like

[00:21:21] HSB - Justin Rashidi part 2 - Guest: the best way to get response.

[00:21:23] HSB - Justin Rashidi part 2 - Host: A silent watcher. , Okay, , we'll link that up. Do you have the handle on x just for those who are driving

[00:21:28] HSB - Justin Rashidi part 2 - Guest: Yeah, yeah. It's Rashidi, R-A-S-H-I-D-I

[00:21:32] HSB - Justin Rashidi part 2 - Guest: life, LIFE, But I'm a silent watcher. , I'm like, I'm on there, but I'm too busy to post sometimes. and that's why I trying to do these podcasts because someone's like, just go talk on podcasts. I was like, alright man, I'll try. I read a lot on there stuff, but I have a lot of conversations.

[00:21:45] HSB - Justin Rashidi part 2 - Guest: I actually message a bunch of people on there and like, I have a bunch conversations, but I have like a hundred followers.

[00:21:49] HSB - Justin Rashidi part 2 - Host: A silent watcher. Yeah. And maybe I group

[00:21:51] HSB - Justin Rashidi part 2 - Host: myself in there too, and maybe that's why I do these podcasts as well. my last question for you, Justin, is in your opinion, what is the secret

[00:21:59] HSB - Justin Rashidi part 2 - Host: to scaling a business?

[00:22:01] HSB - Justin Rashidi part 2 - Guest: Transformation maybe

[00:22:03] HSB - Justin Rashidi part 2 - Guest: self transformation. I don't know if this is like too philosophical, but like the best part of, like what we do is that we get to see what good companies and what bad companies do. And one of the things that, like I, quickly noticed was that, , companies that stop growing, they always grow to the scale of the leadership. So like, if leadership no longer wants to change, you will always go to that size, like whatever size that is. And that could be like, I don't wanna hire a team. Like I don't want to like fully delegate. , And so I think a lot about, like with myself, I have to continually evolve to the next level if I want my company to evolve to the next level. And I think about that, like new levels, new devils, and the different skill sets. And it's like a constant game of transformation.