How to get paid for getting prospected

Welcome to The Did You Know Podcast by Varisource, where we interview founders, executives and experts at amazing technology companies that can help your business save a lot of time, money and grow faster. Especially bring awareness to smarter, better, faster solutions that can transform your business and give you a competitive advantage----https://www.varisource.com

Welcome to the Did You know Podcast by Varisource, where we interview founders and executives at amazing technology companies that can help your business save time and money and grow. Especially bring awareness to smart, harder, better, faster solutions that can transform your business. 1.5s Hello, everyone. This is Victor with Varisource. Today we have another exciting episode of the Did You Know Podcast. And I know we obviously work partner with a lot of different amazing companies, but rarely do I have this type of excitement about a new business model that I've never seen before her before. But I'm excited to have Ryan, who is the CEO and founder of a company called Request For Meeting. Request For Meeting essentially help companies get paid to get pitched. And Ryan, welcome to the show, man.

Thanks, Victor. That was a really nice intro. Very concise, very detailed. It was incredible. I'm blown away. What's up? Everybody listening?

Yeah. And I definitely practiced for a good 2 hours to make sure I get it exactly, precisely right for you, man. But yeah, obviously 1.1s it's interesting. How we met was I've been following a lot of your content, right on LinkedIn and Social, and you've been a great content creator before you even launched this new business that we're excited to talk about. But why don't you give the audience a little about your background because, again, just the videos, the content, the wigs, everything you're doing is just amazing content and how did you kind of get into all that? Thanks.

I appreciate it. Yeah. So little backstory for me. If we're going to go way back, when I was in college, I was too much of a list to try and do something in the entertainment industry. But I always want to do stuff with your sketch comedy or video and stuff. And I learned

all these 1.6s

I always want to do that stuff, but. 2.2s It's a risk. It's super hard to break in and do that stuff. And so when I got my first sales job, I was a BDR at this company called Dine out in Manchester, New Hampshire. I just kind of did that stuff to get meetings with people, and then I moved into marketing and started doing stuff with marketing and doing that to get meetings with people for marketing. And it's sort of just translated over and moved over and followed me throughout my career. This idea of how do I give people information but entertain them at the same time? And that's kind of my mission and objective with everything. I see so many businesses that are out there that they're too serious and don't put enough personality into the things they're doing, and we're trying to do the opposite. It's, like, kind of why I have people working for me and why I'm trying to build my own company doing this.

Yeah, it's easier said than done, I think. People, of course, have this view of they want to be professional, right. 1.3s They don't want their brand to feel like it's not serious or whatever. By the same time, then everybody is so serious, it just becomes, like, boring. Yeah.

The thing, I think that if you're hearing this, like, oh, man, I wish I could do more fun, silly stuff or it doesn't have to be silly either, but the whole thing you want to do is be consistent. You know what I mean? Like, too many people will go put a post up online and do something that's, like, really beatty and, like, serious and inspirational. Then they do a silly post a week later. And the thing that makes the post silly for them is saying that it's silly. It's better to show people than tell people. Like, I don't go and say, like, this post is hilarious, and then, like, do crappy sound effects and stuff. Like, no, I just do stuff and let my body of work fully, get people to understand who I am and what kind of person I am.

Yeah, well, all these content. You might break into Hollywood one day and forget this entrepreneurship. Maybe. But, 1.3s

I mean, if we make money and get this business out to ground, maybe we'll make a little studio or something eventually. The cool part about the Internet and what's happened over the past. 1.4s Two decades is you don't need to be in Hollywood or New York to do stuff in media anymore. You can do it from your home. I'm up in my attic in New Hampshire right now doing a podcast with you that will get hurt by hundreds of thousands of people. You know what I mean? You don't need to you don't have to be like, happenstance and be waiting tables and busting your ass for ten years to do this stuff. You can do it yourself.

Yeah, it's amazing. Obviously, you were a successful SDR, and then you had that Epiphany that all founders and great entrepreneurs had, where you're like, Man, I got to go. And even though I'm successful at what I'm doing, I got to go and build this thing. And again, before that pitch of just helping companies get paid to get pitched, it is so enticing. I'm sure everybody wants to hear about it, but then walk us through that founder journey, right? Where did you have the Epiphany where you're like, you know what? I need to go build something like this?

Yes. So about seven years ago, I was the first business hire at a startup called Lead IQ, which you guys probably have heard of them before. I was the VP of Marketing Growth, and I did a lot of stuff to build up the go to market functions of that company. We see this thing called rate by pitch, and what it was, basically, is every quarter, I'd let everyone send in cold emails to us. I'd get sales leaders and sales experts to come on, and we'd break down the cold emails american Idol style. Like, we'd rip them apart and be like, hey, this is how you can make this email better. This is what I like. You know, I always try to balance out the panel. I'd be like, hey, you on this call. You're gonna be the Simon Cowell of this and be a real jerk. And then, like, you know, we have the cool Randy Jack Me dog person. But we did this for, like, literally five or six years and August of 2020, we did one, and. 2s For years we've been telling people to personalize our outreach. And what it turned into basically, was every email we're reviewing was just template. It was the same message. It's basically, hey, prospect, something about yourself, something about your pitch. Can we get 15 minutes of chat? What do you think? Like, it was the same template that everyone was basically using for this stuff. And the problem is, I could teach everybody do personalisation when they're doing sales and prospecting, and all it takes is the reps that don't to ruin it and teach prospects not to answer Cold emails and calls. So this was happening in August. I was like, Man, I'm so sick and tired of having to do this over and over and over again. And the other thing that happened is we did a state of prospecting report and the average reply rate for Cold emails was less than 1%. And the average reply rate for Cold calls was less than 3%. I mean, victory. You get a call from somebody on your phone and it's not saved on your phone, do you answer it?

Not really, no.

Yeah, same with me. And what they do is sales reps today, they buy sales engagement software, they throw a contact in it, and they basically bang out a bunch of activities at you for 60 days. Usually it's like 15 to 20 steps. But the reason they do is because it works. 60% of revenue comes from outbound prospecting for these companies. And the other part of it is persistence works. You get a boost in replies when you get to step nine or ten of your sequence or keens. So I just kept thinking like, It's so insane in business. We would never do you know, it takes 220 touches to get a meeting with somebody. On average sales 2.4s lofted a report that said an SDR will reach out to every 220 activities they do a result in a meeting. Well, we would never do those odds and anything else in the world. 1.1s

What do you mean? I love getting 1000 pictures a day, all day long.

Yeah, I was just thinking like, okay, something has to replace cold email and cold calling. And the problem is prospectors, they have jobs to do too. They're not jerks, they're just doing their job, you know what I mean? And a lot of them are really cool people. I was in that community. I'm still in that community. I love the people that work in sales, but the people that are getting prospected left and right, they don't want to talk to you. Like if you're listening to this, you're probably thinking, I bet some people are probably listening to this with their headphones on and they're probably going to get interrupted with a call. 3.3s Yeah, I had to put my phone on do not disturb to do this recording with you. And 1.3s it's not like it's just people have been taught to ignore prospecting. So there has to be something that changes here. What we're trying to do is build something where you get cold prospected, you send them to request for meeting. We. Push that seller into paying your company a fee to get an answer from somebody. And when you get an answer from somebody, we charge the sellers card. It could be a yes answer, could be a no. You request a meeting and try and get a response from them, get a meeting, and all the money that gets collected elected. We pull that all together and then pay it out as an annual bonus to all your employees because you're taking the time. It makes them stay your company longer. I mean, if you work somewhere for eleven months and you're thinking about leaving and you know you're going to get a paycheck for three or $4,000 at the end of the year from all the meetings that you've or pitches that you've taken and responded to, why would you leave? You're going to stay and hang around for a little bit. So that's kind of the premise. I'm trying to make sure that's win win for sales, win win for the sales reps company, and win win for the company that the person is working for and the employee.

Yeah. And again, just the overall concept. Obviously, you've been an expert and visionary in this space for a long time through your experiences and all those kind of email breakdowns and everything. So I think you're a great person to be building this thing. 1.1s I want to spend a couple of minutes on what you said about turning this into a company. Like kind of 1s getting pitched. Whether you're an It procurement, HR, finance, sea level, you're getting pitched all day long about tons of stuff, but actually turning those companies who are trying to pitch you into a I wouldn't say company perk, but a benefit and actually financial reward 3.2s for the business. That is just fascinating. Walk me through. Let's break down a couple of different roles. So let's say HR. How can HR people benefit or utilize your program to provide additional value or benefits to the employees?

Yes. So the way that we do it right now, you're probably hearing this and be like, wait, so my employees are going to answer sales pitches they used to not answer. And the answer to that question is yes. But here's the thing. They're not going to take more meetings. They're already taking meetings with people and stuff. What you can do is you need to figure out a way to be different with the benefits that you offer. I mean, most companies are remote still after Covet. You don't have ping pong tables, beer on tap, and stupid pizza parties on Fridays or something to get someone to want to stay at your company anymore. So you have to find a way to differentiate and. 1.6s The other part to think about is how many employees work at your company that are introverts, that get called and emailed by sales reps all the time. I got talked to my friend Joe who works at a publicly traded company and has pretty good decision making part power. The dude super shy, like the last thing he wants to do is talk to a stranger that's interrupting him during the day. And he's on the East Coast now and gets calls from reps on the West Coast at six or 07:00 p.m. When he's having dinner with his kids and stuff. Like you start thinking through the process of this. You want to build something that's 1.1s not only protecting your employees, but also making it so that there's more incentive for them. The way I look at it, if you look at the whole chess board, companies spend a ton of money to get meetings. They spend on average $3,500 to get a meeting with somebody, and they do it through Google AdWords, Facebook, 1s go through all LinkedIn ads, webinars, data, technology. It all adds up. And why are we paying all these companies where you could just be paying the person you're trying to sell to and help them? That's what we're trying to do here, and that's how to think about. If you're an HR person, you're missing out on an opportunity of something that you're already doing. It doesn't change your behavior that much. It just you take ten minutes a week and look at pitches that you're receiving. Answer them, and at the end of the year, your reps will get an extra paycheck. Your employees, top down, will get an extra paycheck at the end of the year.

Yeah, I'm here for the people, and so I'm going to ask the tough questions. Obviously, this is something you and I also asked you when we met. I heard about the idea was that isn't this to some degree going to incentivize then the buyers or the company to then want to take on more meetings even though they know they're not going to maybe be interested, but they're going to be incentivised to take on more meetings. I don't know if that's good or bad, but knowing that they're going to get money out of it, what do you think about that scenario?

Yes. So with meetings, 1.7s you get paid regardless if you take the meeting or not. So people that don't work in sales, you don't know this, but at most companies you do account based selling. What that means is your company gives you a stack of names of companies, and those are the companies you're allowed to work at a bigger company, and you're not allowed to get a new company till you get to know from that company that you're working. 1.9s The power of no is super important in sales. Because if I go and prospect, you Victor, and you say, hey, listen, we're not really in the market right now. We have a contract with your competitor. X provider hit us back up in May. I can then go to my boss and say, hey, can I get a new account? This one's in a contract. They're locked in and they'll do it. That's like how these teams are operationalized. The value of no is super important and super valuable. There's no incentive for someone to take a meeting or not. The only reason you take a meeting is if you think it helped the company and you're interested in it. We don't pay someone for a meeting. Now we are working on something where when we get enough companies on and on board it, your employees will be able to list out their calendars out on our website on request for meeting. And sellers can just log in there and skip the cold email and the cold call. And the incentive for them to want to do that is the more meetings that you get requested, the higher your rate goes up. So if I'm someone right now out of the gate, it's $20 for a question meeting with everyone that joins our platform. But if you're a CEO or director and you're having a tough month, you're getting maybe your counter is really booked up. It might cost $80 to request a meeting with somebody and that rate will change and that $80 will get distributed out to all the employees at the end of the year and make the bonus even higher. So that three to $4,000 number we're talking about at the end of the year might be five or six if you're really popular and a lot of people want to sell to you.

Yeah, that is is truly amazing. So 1.2s I always wonder so you talk about then the because obviously a lot of these decision makers don't want to be sold or pitched, but they will because just of their title and things like that. But they also at the same time they also there's no way for them to know about every single tools and you know, solution out there in the market that can best help their business. So to some degree I've heard even people tell me that they learn about new solutions from getting pitched. And so there is I guess 1s how would you for the business, the company, the decision makers? I feel like your solution also helps them bring they have a choice. Like if they want to learn more about these solutions in certain areas, they can utilize your platform to actually have choices. Is that kind of how you see it as well? How do you help the people that says, you know what, I don't want to talk to every people that pitch me, but I do want to learn about what's in the market. So you don't know what's out there. It's

funny, I was talking to somebody they work in a company that's in the dairy space. Like they make like milk and like products like chocolate and they're like a food company. They have suppliers that reject them and do outbound prospecting all the time. And when I was talking with them, one of the problems is that their suppliers, a lot of that industry, it's all legacy relationship based. So if you hire someone that's a buyer at that company and they know somebody when that person leaves, which the average employee will leave a company within 18 to 25 months when they join a company, 1s you lose those relationships with those suppliers. This indexes that this puts this somewhere. So that like maybe you answer a pitch and say no, but you might go back six or seven months later and search for chocolate supplier or kombucha supplier or whatever you're looking for in that space. And you can see all the pitches that happen to your right now. The employee ignores the email, deletes it and then they leave the company. You're not going to go rummage through trash to look for the person's email. 1.7s

Yeah. That is kind of like a database of all the people that pitch you and if you ever want to find a solution, you might be I mean, there's so many directions. I mean, honestly, I told you before, it's a game changing idea, obviously, you know, got to execute. But yeah, we were excited to partner with you on that, but the kind of pivot a little bit and pick your brain on the overall, obviously. First of all, you mentioned that 1.7s for what you do if this thing takes off, I'm not quite sure if all these sales, marketing tools companies are going to love you or hate you. Yeah,

the thing is, a good way of thinking about is we're taking customer acquisition costs. So all the money that you spend to get a customer to become a customer, we're taking all that and saying, don't use all these things, just do it here. I mean, I'll give you an example, Victor. There are over 200 companies out there that sell your and my cell phone and email address out to other companies so that they can do cold prospecting, cold calling with us. 1.3s Are you going to buy that data when you can literally just buy an answer from the person instead? Like, that's a good way of thinking about it. Are you going to go buy a tool that's going to allow you to email someone 30 times in 60 days if you can just send one and get a response and pay $20 for it? 1.1s That's what's coming. We are, but like, if this goes correctly and we can get people to buy in, this should replace cold emailing and it should replace cold calling. That's like a long term goal here. And then when someone gets in the funnel, hopefully they flip over and manage everything using their source after. But that's how to think about it.

Yeah. That is game changing. That's a big ambition. I feel like it can't the way that you and I see this whole thing, it can absolutely happen. 2.1s I don't know if Airbnb is the right example, but meaning it's just so out there. It's so different from traditional to completely 180. And so 1s yeah, I think it's kind of the adoption of people willing to take that approach. 1.3s What's kind of your thought on how to get the company to really understand the concept and really adopt this model?

Yeah, actually, one of the things that's been happening so so far we've been working, we've been kind of starting to get companies on where we're quietly putting them on beta one at a time and watching what happens with some of the smaller companies. We've had eleven that have agreed to participate. We've got another 30 that we're talking to you right now. 1.8s The way I kind of think about it, it's really about educating people. People don't realize how often they get prospected. So, average employee, the company gets prospected three times a day. They're about 260 business days in a year. So you do the math out and you add follow up. Like, let's say someone is reaching out. Each person is going to interact with about 75 reps a year. 75. And some of them are going to call an email more than once. Cool thing about request for meetings, if someone emails you, you sent a request for me and then they email you again, you keep sending them the request for meeting, and they'll eventually get the hint and fill it out. That's the way it works on this. You have to start educating the market about how often we're getting prospective. We don't realize it. I mean, think of LinkedIn too. You ever log in to LinkedIn and look at your messages like, we I have 600 messages. What the hell happened here? 1.4s It's everywhere. Brian, what did you say?

200 homes from me?

Yeah, exactly. 1.6s But it adds up every little interaction you have. This past week, I've been getting hammered at text. I got some text messages from people trying to prospect me that. They're probably doing some experiments with it, but they're trying it out. And I'm just, like, less than a five person company right

now. Yes. 1s That's amazing. So kind of let's Pivot A Little bit, because outside of Building a request for Meaning, you have such a view into the whole maybe sales marketing 1.2s world. 1.4s What's kind of some thoughts that maybe you never shared with anyone, or just kind of some thoughts you have in your mind that you always think of all the time as far as the current state of marketing, sales, what people are doing wrong, or what? You continue to see that, hey, after so long, it still hasn't changed. What are Some Expert Thoughts that you have that you want to share?

All Right, so controversial take here, but that's what we do on the podcast. We give hot takes. Yes. Okay. One of the things I think that a lot of companies make the mistake of in Marketing is trying to measure everything. 2.5s Nothing is better than brand marketing. Like, I don't care about demand, Gen, SEO. That stuff helps. But your brand is super important, and you can't measure what's in someone's head. If I keep going to Victor and talking about, like, hey, X Product, X Product, X Products, and Victor eventually comes to my website and fills out a form, you're never going to know what the intent was that Got Victor there doing Stuff with brand marketing, but it's super valuable. And one of the things I love is airbnb. Just recently it's funny you brought them up earlier. They just recently shifted a Ton of their marketing toward more brand marketing as opposed to Legion. And their Bookings and Everything have Boosted a ton this past quarter.

And what's the difference for people that are Not Marketing experts, but they're interested in this? What's the difference between brand marketing and let's say, Legion? Brand

is basically making People aware that you exist. And it could be anything from us doing a podcast. It could be a piece Of Content that you read. It could be Seeing Something over and over and over again. Now, here's the cool part about brand marketing. That's changed over the past. 1.2s 15 to 20 years. People don't like brands. They like the people that work at Brands, especially in B to B. So if you want to get your brand more likable, you need to have the people that work at your company talk to people and be in things. Like I'm doing it right now for my company. I get it. I'm a CEO and a founder. So I'm supposed to be the face of the company and doing stuff. But, like, you have people on your teams everywhere. If you're a B to B company, for example, every sales person your team if you're having them work million dollar deals, you should have them also being like putting content out on the internet. And it shouldn't be about sales. It should be about whatever your customers want. They have valuable conversations with people all the time that are your customers and they should be sharing stories like that. They should be talking about. Like, I had this one customer I talked to that did X, and they tried this and it ended up working out great for them. That's a nice little quick piece of content. But if you have all these people that you get attached to and you like and they work in Bat for that team, you'll get attached to that team and love them. And that's called brand affinity. And it's the future of what you need to be doing in marketing. It's not the future because it's already happening now. But, like, I've been saying this for five years now. People, don't go and get excited about TBS. I get excited about Kona Bryant. And when Kona was on, that's a data reference now, because coding shows done on TBS. But, like, no one says, man, I love HBO. They like Game of Thrones. And the actors and the characters that are on Game of Thrones. 1.5s

So, yeah, no, I love it. Maybe another thing to pick your brain from my own curiosity, too, is, you know, content creation is not easy. I mean, there's more than enough tools out there to do content creation talk, video, audio, 1s images, and all of these different things. And a lot of people and there are somewhat simple enough to use right. Canva and all of these things. But it's like you still a lot of these people you're talking about salespeople, they may not know they ought to talk. When you get them in front of customers, they are to talk. You ask them to record a video or do a LinkedIn boat. It's like a whole foreign language to them. Right. So how do people maybe who doesn't have those skill sets, you think they can either get started or like you said, they should be promoting the brand or building that brand awareness. But how could they do it? Because for someone like you, it comes naturally, right? You have this entertainer kind of this innate ability, but for them, they don't even think about it. Right. And so even if they say, you know what, Ryan? You're right. But how do they do it? How can they get started? How do they do it?

Yes. It's a good comparison of this, actually, and I'm actually not a big fan of this, but look at the rise of reality TV in the past two decades. Right? 1s Are you a reality TV guy, Victor? No, I'm not either. Like, I don't really watch it, but the market does. That's why they keep making these shows. It's why they keep making these things. Documentaries have completely risen up to during the past five or ten years, primarily, honestly, because it's just easy to get in, and streaming makes it even easier for this stuff. 1s You literally just need to document things that are happening your life and put them out there. If you're a salesperson, maybe you're not like, I'm going to grab a mic and do this naturally. Instead of prospecting somebody over and over again, emailing and calling them. Ask them if they want to make some contact with you. Say, hey, can we hop on Zoom? I'm going to ask you one question. I'm going to hit record. I'm going to ask you a question and I'm going to stop the recording. That's my LinkedIn video for this week. I'll tag you, and our brand will tag you. And the cool part is, whatever your answer is to this question, we're going to put it on the Internet. It will be on LinkedIn and stuff. And employers that might want to hire you or get you a higher paying job or a better opportunity or get your brand awareness for your brand. If you like, where you work, all that stuff will translate over and do that. You just have to take the skills that you do in your work life and translate it over. If you're a good writer, maybe you're an introvert, but you're a technical writer or you like writing blogs or something, just correspond with somebody over email. If you're an engineer and you don't like doing stuff, go build something with someone and then put it out on product time. Like, do little cool projects like that. Whatever your skill set is, you can just like, find a little lane to go in and make it public. The worst thing we could do. Everyone so secret now, and they like trying to like, we're going to do a big launch. You know what I love? No one remembers when Instagram launched or Twitter or Facebook or Snapchat. Like, no one cares about launching. It doesn't matter. The thing that matters is getting something out in front of the public and getting it at that. I mean, I've done. You know how many videos I've made no one looks at? And I'm like, oh, I thought that was good one. That sucks. But you know what I do? I move on and do the next one, and eventually it works out. 1.4s

Yeah, if you ever started a course, man, I would sign me up for that.

Maybe I should do that at some point. But I feel like people just get discouraged about stuff and it's like, it's okay. The cool part is if no one saw something, it means that you can just do something else. Like it's not like no one saw seize your failure. You know what I mean? Yeah. 1.4s

I think maybe it's how people like the environment, right? They feel like if they post a content, they get zero likes or zero views. They're like, I'm a failure. People are going to think I suck. Like, no, I don't want to do it. And that will hurt my brain because nobody watches my videos. I think it's just some of those inherent things, maybe through the way we're taught or the way we've been very corporate last 1015 years. But no, absolutely. Also for us, at least for me, I'm hybrid where we created some TikTok videos and created some things. I think I'm fine doing it, but I also recognize how it does take time. It's not something you just recorded and maybe more natural to somebody, but it takes time and it takes some creativity, it takes some thinking, 1.3s and then on top of everything else you need to do. So the fact that you're kind of doing it all and a lot of videos you did again, it's very, I would think like a video studio did it.

Thanks, man. Yeah, I just record it with my phone a lot of the time. The stuff I've been doing lately. So for requests for meeting, I've been making a documentary style that's a little bit more about like some of the videos are silly, but it's like, it's basically like narrating what's going on in my life right now with this company and trying to make it work. And they're pretty cool. Most videos they put out will get nine or 10,000 views during their run time. It's fun and it's cool and I like doing it, but if I didn't like doing it, you also can just outsource stuff. Like if I didn't feel like editing, I could go up on fiverr and get someone to edit a video for $20. And that like if you have no, let's say you're starting with zero, everyone here should have a personal brand. If you're listening to your HR, recruiting, sales, engineering, I don't care what you are, you should have a personal brand. 1s Here's the two ways that you can build up an audience. The first one is cross pollinate. And this is literally all marketers do think about. You ever go to a webinar and you see like a company doing a webinar victor and then they have another guest on from another company. Usually those two companies will work together, do some activity together, share email list, share their leads, and they cross pollinate. And that's how you build up an email lead list, how it all starts. It's the same thing with making content if you're building a brand online. Victor is doing it right now with me being in a podcast. Like, if you post this. 1.2s Do you think I'm going to hide or you think I'm going to post it to my thousands of followers? Too right. We're cross pollinating on this stuff, and that's kind of the cool part about this. Use network effect. So, like, go do something with somebody else to start with, and you'll slowly build up your base. The second thing is, there's this theory that was conducted when Johnny Carson retired from tonight's show back in the early 90s. He had been doing he did over 30 shows over 30 years, and they surveyed people at the University of New Hampshire. They cold called people and said, hey, how are you taking Johnny Carson retiring? And some people compared it to a family member dying. The reason is because when you watch someone on TV every night at 11:00 P.m. Every night for 30 years, you feel like you know them. And what that is, is that's what I call media friend theory. I didn't invent that. That's like, literally the theory. It's published. You get a connection with somebody if you consistently see them. So go do stuff with other people and then get the stuff that you do consistently. Put it out as often as possible. On LinkedIn, I'd say do it two days, two times a week. I do more than two now because I need, like, my audience to help me and stuff. But whatever platform you want to build

a week on LinkedIn, if not more. Or like, what is the theory, guys?

Yeah. All right, well, a couple of things here. I'm not sure how long we're going, so I'm trying to be concise. Give my call to keep going.

Yeah, we're wrapping up in a few minutes. But no, this is great, though.

Okay, cool, dude. I can go longer, too. Whatever. I just don't know. I want to respect your process, but okay. On LinkedIn, 1.8s LinkedIn makes money when you spend time on LinkedIn. If you're not on LinkedIn, you can't fill out and apply for jobs, which is what they charge for. You can't click ads, which is what they charge for. You don't keep your data current. They can't sell LinkedIn sales. Navigator to salespeople. That's one of the billion dollar industries. They have advertising, job postings go down the list, all this stuff that's out on LinkedIn. If you leave LinkedIn, 1s LinkedIn doesn't make money. So LinkedIn wants and rewards people that put content on their newsfeed that make them stay on LinkedIn longer. That's why it's kind of leaning down now, but that's why videos have kind of blown up over the past couple of years on LinkedIn now that people are in the habit of hanging out and using it to consume content. Text poster back. Polls are pretty popular now for data points. There's reasons that LinkedIn does everything to get you to stay there twice a week because they cycle through each person on LinkedIn probably has a couple thousand connections between colleagues. They worked with. If they're in sales, they added that person that was a customer. You go down the list on this stuff two days a week, I think is a general good rule of thumb. I'd say once every six days at the minimum. If you have to do something because it gives you runtime for your content. I put a piece of content yesterday. Twice. They posted a post in the morning that was focused on HR, and I posted a video in the afternoon. 1.2s Not going to get as much runtime on that because I crowded those two posts together. But if I did one post on Monday and then another one on Thursday, I probably would get more impressions on both posts. Like, they're not going to fill up your post with Ryan O'Hara three times. You'd be pissed off.

Yes, no, I could probably watch you every day. So 1.9s but no, the interesting thing is always at the end of these shows as we kind of wrap up here and obviously we would love to extend this conversation into a webinar with O'Brien so he can show you guys the platform and how you actually make money from people pitching you, which is just freaking awesome. But the interesting thing is the last question I always ask Guest, is obviously you have a lot of experience and knowledge and expertise. Like if you were to think about one advice, whether it's personal or business, to share with the general audience, right? We have startups, we have business owners, we have SMB, we have mid market, we have it, we have procurement, pretty broad audience. But 1.3s it's interesting, I say it's funny because you already given out so many great advice throughout the whole conversation. That's why I'm like, hey, but if you had to think of one where you just really passionate about that you want to share with people, whether that's a personal or business advice, especially this crazy world and economy, what would it be? Right,

okay. In the professional world, the best advice I can give anyone is to be yourself. Anytime that you're failing, it's probably because you're not being yourself. And this is true for me, too. I've had failures and done things that are outside of my characteristics. You want to grow, obviously, and improve and change and do that stuff. Totally cool, do that. But if you're not yourself, it translates everywhere. It translates to your internal relationships at the places that you work. It translates with your external relationships with customers, 1.4s recruits, people you're hiring, all that stuff. You got to be yourself. If you put on a fake face and do anything that's not you. 1.3s It will come back and bite you in the ass. I think about it. How many people cold call and do a phone voice? Like, I see sellers do this all the time. Like, hey, Victor, how's it going? It's Ryan. You know what stuck, Victor, is if you and I get to know each other, I have to talk like that for the rest of my life with you. 2.6s It's that simple. I think if you're yourself, 1.5s you're more comfortable, you'll be more confident. You can explain if you're feeling just like, if you have any discomfort or something that's going on, maybe your boss gives you an assignment for something like, hey, we need to go set up a procurement process for these thousand employees that we have or something. And you're sitting there and being like, oh, man, I'm not completely comfortable. I don't know how to do this. You need to say that. And don't just hide it. Like, just be yourself and communicate and be open.

Yeah. I love it, man. We got so many great nuggets out of this conversation. And again, we're super excited to partner with you in these even early stages. And an amazing idea. I think it's going to be a billion dollar idea for sure. So love to be on that journey, brother, and forward to catching up. Again,

I appreciate the support and we're really excited. If anyone wants to do stuff with us, my email is just Ryan Atrequestremeeting.com. Hit me up.

Great. Thank you, Ryan.

All right, thanks.

That was an amazing episode of the digital podcast with various source. Hope you enjoyed it and got some great insights from it. Make sure you follow us on social media for the next episode. And if you want to get the best deals from the guests today, make sure to send us a message at sales@varisource.com.

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