Driving Qualified Leads With LinkedIn Content: A Proven Formula  ## Metadata - Author: [[Social Media Marketing Podcast]] - Full Title: Driving Qualified Leads With LinkedIn Content: A Proven Formula - Category: #podcasts - URL: https://share.snipd.com/episode/4ed78617-c122-4217-b70a-bee1194be9bc ## Document Notes ## Highlights - **300-Word Text Post That Made $10K** - Mandy posted a problem-solution text post that had low engagement but generated $10K in pipeline in about eight days. - The post had no image or video and was purely strategic text focused on a specific audience problem. Transcript: Mandy McEwen For sure. So I have been posting on LinkedIn for over a decade now before I even created Luminetics. I had my agency, Mongrel Marketing, or I have my agency still. This is not new territory for me, but we have been getting more strategic over the years with the types of posts that we are creating. And I'm always testing out new formats and new structures of posts, et cetera. So we started switching things up and focus more on problem solution type posts recently. And it's funny because when you do that, it's not like that viral worthy type of content. So you don't get as much engagement, which is kind of annoying, but you can't worry about the vanity metrics. What does happen is you get actual leads that turn into revenue. So this is what we did just recently. We had a problem solution type of post, didn't get a ton of engagement, the worst one of the week actually. And yet it led to 10K in pipeline in probably eight days from that post. And with LinkedIn right now with the algorithm, it's showing posts a lot later also. Like you'll see posts that show up from like two weeks ago organically, you know, without even ads. ([Time 0:04:10](https://share.snipd.com/snip/564a395a-2286-4d7a-879e-f8230e07e83c)) - **Start With ICP And Profile Optimization** - Know your ICP deeply by analyzing sales and customer call transcripts to find recurring pain points. - Make your LinkedIn profile a mini landing page that signals value, credibility, and results to that ICP. Transcript: Mandy McEwen Absolutely. And this is crucial because anything I'm about to tell you is not going to work if you don't have the fundamentals in place. First thing is you need to know your ICP inside and out. So your ideal customer profile, your persona, who are you targeting? Who is the perfect customer for you? What keeps them up at night? What are their pain points? You need to be super, super clear on this. An easy way to do this is to look at all your past calls, take the transcripts, pop them into your favorite AI tool, and ask for the problems, the key points, the things that are noticing And coming up time and time again, right? Easiest way to do this. But you really need to understand them inside and out. Then you need to make your profile speak to that ideal customer. Talk about this is the value I provide people and businesses like you and results that I've achieved for people like you. That's the concept, right? So then your profile, your LinkedIn profile should not be all about you and how amazing you are. It should be a little bit of that, of course, because I need to trust you, but it should really be a mini landing page for you and your business, showing people this is exactly how I help People like you. And here's why you should trust me. So back it up with case studies, testimonials, et cetera. So those are really the fundamental things you need to have in place. And then obviously you need to have a legit offer. ([Time 0:06:10](https://share.snipd.com/snip/8790b998-12ff-4a56-bc35-db2e0330c9b9)) - **Audience Quality Beats Vanity Metrics** - Vanity metrics like impressions and likes don't directly equal revenue; audience relevance matters more. - Use LinkedIn analytics to check who viewed your profile and whether the right job titles and companies are seeing your posts. Transcript: Mandy McEwen Most people, it almost seems like we're just posting for the sake of posting. And I know we've been talking about this for years as we've both been in the social media industry for years. And that's just one thing that is a common challenge with people. They just feel like they need to get up content and they don't take the extra step to think through what is the intention of this content. So most people are just, here's a helpful tip. Here's a new blog post. Here's a snippet from a video. Here's something random. They're not thinking about dissecting the root problem that their customers are facing and really digging into that and then giving them an alternate solution to solve that. They're just, they're not going deep enough in that. So it's more surface level stuff. It's like, oh yeah, this was helpful. Cool. And then they move on to the next thing because they can't picture themselves in that exact scenario. So you're not triggering that emotional response of that is me. That is 100% me. Michael Stelzner Most posts don't do that. Got it. And then what about the metrics? You know, you kind of alluded earlier when you were telling the story that maybe the metrics that used to matter don't matter anymore because you were talking about engagement a little Bit. So talk to me a little bit about what are the metrics, do the metrics that used to matter still matter, which predominantly for us are going to be like views or whatever that number is, That total reach, right? And then comments, are those the metrics that still matter when it comes to qualified leads? Mandy McEwen Yes and no, because you have to have a good mix, right? So the impressions on LinkedIn, obviously that's what everyone is looking at, impressions, but that doesn't mean that impressions drive revenue. Now you can't have the same type of post over and over again that are low impressions without mixing it up. So in some degree, it matters because we need to have diverse content, some of them that naturally is going to get a lot of impressions because it's a certain type of post or format. And then those ones that are specifically for generating leads. And so that's a kind of a tricky question to answer because overall, I would say like, no, at the end of the day, the number of likes, the number of comments, the number of impressions doesn't Necessarily equate to revenue. However, you have to be getting impressions and engagement and likes overall for you to grow your audience, right? Obviously, there's lots of other ways to grow your audience, like reaching out to people and sending connection requests, but people get way too caught up in the vanity metrics. And that's all they're looking at. All they're looking at is impressions. ([Time 0:08:51](https://share.snipd.com/snip/286a79dc-ad9d-4a71-b9ba-8bad7d23e78a)) - **Use 80/20 Problem-Solution Posts** - Write 'niche problem' posts that are ~80% problem and 20% solution to trigger the prospect's nodding reaction. - Call out the problem, explain why it happens, then lightly introduce your solution or approach. Transcript: Mandy McEwen We call this the niche problem posts, the specific one. And what it is, is essentially we are calling out the problem and our ideal customer, and then we're digging a little bit deeper. So we like to do it as a little 80% problem, 20% solution is how we're kind of framing this, right? And then the goal, I already mentioned this earlier, it's literally to get prospects to nod their head. That's me. That's your main goal is to be like, dang, yep, yep, yeah, oh, yep. Like that's what you're trying to get. And so you're just really like digging in there. So you're calling that out. You're breaking down why that problem happens. And then you're lightly introducing your solution. But you don't do that until you really, really get to like the nitty gritty of this is the problem and this is why it's killing you. Michael Stelzner Do you have an example that you could share? Maybe something you've done for your business or for some of your clients just so people can understand this? Mandy McEwen Absolutely. So with me and our company, we have a program called the Modern Social Seller. And essentially it's from A to Z, LinkedIn personal branding and social selling for sales teams. So we start off with saying in this example, like cold outbound isn't dead, but it's definitely on life support. And the number one cause a spray and pray approach that treats people like prospects or treats prospects like a list and not like people. And then we go on and on. And it's like, you think it's the right thing to do, but here's what's actually happening. And so we get into like, this isn't working. This isn't working. This isn't working. And then we kind of say why it's not working. And everyone knows this language, the spray and pray. And then we get into the details of eventually someone suggests there's a better way like LinkedIn. Right. And then we kind of paint that of what that is. And then we kind of reintroduce it at the end. Because when you don't do something like this, you're doing spray and pray, which leads to an invisible sales team. So we're calling it something. We're calling the problem something. Go into it a little bit more. That's exactly why we built the modern social seller system, a system that does X, Y, Z. Here's how, right? ([Time 0:14:58](https://share.snipd.com/snip/356595e2-a699-406c-b884-b103bb6ff7d5)) - **Mine Call Transcripts With AI** - Use AI to analyze sales call transcripts and extract common themes, FAQs, and pain points as source material for posts. - Iterate with the AI and your team; invest time upfront to refine the messaging before rapid content creation. Transcript: Mandy McEwen Yeah. Valid question. We have built custom GPTs for everything, including this, the Lumi post writer, which helps with this. And we have a membership. It's just 97 bucks a month. And we do this for our clients. But if you can do this yourself too, you can literally pick whatever AI tool you like, get all of your transcripts. Transcripts of what exactly? Transcripts, sorry. Transcripts of sales calls and customer calls. Okay. Because what we're trying to do, and then you prompt it, right? You can literally just ask it for a prompt for this. And it will give it to you or Google it. Like there's tons of people talking about this. But essentially, like we're trying to call out certain things. Please read these last 25 sales calls, the transcripts. And I want you to identify common themes. What are frequently asked questions? What are the biggest pain points and challenges that come up? You know, what are the patterns that you're noticing here? And it's literally going to dissect all of this and tell you these are the patterns I'm seeing. This is the most common theme. These are the problems that people are facing. And then you can take it from there and kind of like reverse engineer this. Okay, these are the main problems. I'm going to go back to AI and ask it for, give me five different ways that I can call out this problem that's going to capture their attention. And you just keep having back and forth conversations with whatever LLM you use, whatever AI tool you use best, you can literally do this. And then it helps, obviously, if you're like, here's my company, insert URL, here's what we do. Here's our solutions. I need you to help me tie this together. Right. And then you, this is a process, right? This isn't something that like I worked with someone on my team with this. This isn't something that I just like, I want to go to AI in five minutes later. No, no, no, no. Like we spent hours dissecting this with AI. So you guys still have to put in the work here. And I've been doing this for 15 years, right? I didn't just start my company yesterday. So this still takes time for you to really get to the heart of this is the problem, this is the solution. And this is very strategic, smart copy, copywriting skills are going to get them to be like, raise their hand and say, that's me. ([Time 0:19:09](https://share.snipd.com/snip/774f5968-9afa-4346-8f56-2bc7fd01367f)) - **Name The Problem And List Symptoms** - Name the problem in familiar buyer language and list three to five symptoms that make the issue tangible. - Giving the problem a concise label builds credibility and helps prospects quickly self-identify. Transcript: Mandy McEwen Yeah, for sure. They're doing all the things, right? So it's saying, your team's cold outreach is getting harder. What's going on? They're doing all the things. They're sending this, hundreds of cold emails, calls and mails, blah, blah, blah. But here's the hard truth. The problem might be the message or the attack of the rep. The real problem is you're still operating on spray and pray. Michael Stelzner Here's it looks like and then we detail what it looks like so the real problem just so we're clear you're calling it a name in this case spray and pray but it could be anything like you're Giving it actual name as if as if it existed for all time right i mean is that kind of what we're saying here but that is the there's two names here that is a name everyone knows okay so that Mandy McEwen Is something that like most people in the industry and the sales, they know what spraying prey is, right? Because like you blast it out. So that's a name that everyone knows, but then I'm also calling it your invisible sales team at the end. Right. So I'm not calling out invisible sales team in the beginning because I don't know what that is. So I'm not naming it something till the very end because then they can be like yeah she's right it's total our sales team is invisible but if i said that in the beginning they'd be like what Is she talking about you know but they know what spray and pray is so i'm also using language i know we talked about this also like we're also using language that our buyers use this is where The transcripts come in this is where ai can help you you literally need to AI, I want you to use the exact same words and phrases that my customers use. And if you don't say this to AI, they're going to paraphrase stuff and they're not going to give you back exactly word for word. So I'm glad that I thought of this right now because you literally need to say like, give me the exact phrases and words that my prospects are using on these calls. Michael Stelzner Yeah. So for the marketing community, especially the social marketing community, the algorithm, you know, would be like an obvious problem that you could talk about, like the algorithm Is repressing your reach. Right. And we kind of personify the algorithm as this like horrible algorithm that's out to make sure that everything you do is not seen unless you pay big daddy social media. You know what I mean? Like this is the kind of phrases everybody uses. Right. And we personify the algorithm as the problem. Other examples could be like email. We call it the spam traps. You know what I mean? Like getting stuck in the Google spam or promo tab, right? The promo tab or the email hell. I mean, these are the kinds of phrases that everybody talks about. Right. And you got to know what those problems are. But then what I'm hearing you say is you could relabel these problems as part of a bigger problem or an unseen problem, right? And that's valuable. And when you do something like that, so if I was to talk about the algorithm problems and I wanted to relabel it, I could say the real problem is you've fallen into the promotional trap. I could call it the promotional trap. And it just so happens the algorithms captured you inside the trap because they knew you were promoting. Is that an example of what we're talking about? Kind of like reframing it into something that makes sense to the audience, but kind of does that important reframe to help them understand that the problem maybe isn't what they think It is? Is that kind of where we're going with this? Mandy McEwen Yeah. And we're really like dumbing it down to Mike. So we're simplifying it also to where it's like we're simplifying it in a tiny little phrase with maybe just a few words where they're like, yep, that's it. Michael Stelzner They've never heard those words before, but those words make sense in the narrative. Right. Mandy McEwen And then it makes you look like the expert because you're giving us a name. So it's like instant credibility and trust because they're like, well, this person obviously knows what they're talking about. They already have a name for this that I've never heard before. And it makes perfect sense. So you instantly have credibility too. Yeah. Michael Stelzner Kind of like everybody uses the word ICP now, right? Because they used to call them avatars. And before that they called them who knows what, you know? So, okay. So let's talk about the symptoms thing a little bit, because I feel like this is related somehow to what we've been talking about. Mandy McEwen You actually said some of the symptoms that I have in mind, right? So it's like, here's what it looks like, right? The real problem is, you know, you're operating on sprain break. Here's what that looks like. And then I literally list out what it looks like. Reps blasted template and emails to long untargeted lists. They sprinkle in personalization, like, saw you brought in a new CRO, but it feels fake because literally everyone's doing that right now with AI. Messages go cold, zero context relationship. Buyers don't recognize the sender. It might be marked as spam or they ignore it. And even if they open it, they check LinkedIn and they see someone with no credibility and no presence. So they're not going to. So and then that is like painting the picture before I get to the bottom of saying you have an invisible sales team, because I literally just told them that their sales team is invisible. That's why this isn't working. People aren't going to answer. People are, they're really, you know, they're thinking that everyone's blasting them with AI robots these days. Like no one trusts anyone, you know? I love AI, but it's harder and harder to stand out. And if you don't have a person, this is my thing. If you don't have a personal brand and you're not using LinkedIn strategically to build relationships, you're going to blend in like everyone else, which means you have an invisible Sales team. ([Time 0:24:33](https://share.snipd.com/snip/ac5665cc-588b-4efa-8c2e-c320a79e3cef)) - **Prove Results And Use A Clear CTA** - After naming the problem, list specific outcomes and proof points that show the result of solving it. - Close with a clear CTA: either 'send me a message' for demos or a link to a landing page when promoting posts. Transcript: Mandy McEwen So when we do that, that is when we can then call out the most teams don't realize, but they have an invisible or most, you know, sales leaders don't realize this, but they have an invisible Sales team because we just told them that they basically have an invisible sales team, then we're naming it. So that comes after like the symptoms part. Michael Stelzner And that's where we're given a new name to the problem. That what yeah right that's the new name yeah how hard is it to come up with this new name i mean like how long did it take you guys to come up with this it's funny he said it's like it took a little Mandy McEwen Bit it took a little bit to come up with this i'm not gonna lie because we were like what can we call this where you know i'm like well they're not visible and he's like invisible i'm like Yep you nailed it it's invisible. So it wasn't something that I instantly just like went to AI and I was like, what can we call this? You know, this was from our heads, no AI included, but it took a little bit. It took a little bit. We already had the name. So you don't normally want to do this, but because my product name, it's a curriculum essentially with multiple products inside of it. My product name is the modern social seller or modern social seller system which is literally what we're trying to do for our prospects is take them from invisible to a modern social Seller team so we literally just named the solution like the thing that they want as our product name that doesn't always work out though right and in that case you're gonna have to come Up with two different names. Like one, the issue that they have now, and then the thing that they need, it doesn't necessarily need to be your product name. It just needs to paint that picture of this is what you need to be doing. Michael Stelzner Right. Couldn't you argue it's actually better to not call it the name of your product? Yeah, absolutely. Because here's, this is my marketing mind. If you say what you need is social media marketing world, for example, that are going to just instantly know that you've been promoted to. But if you say what you need is professional development, you know, and you need training, like, let's just say hypothetically, you need to keep up with the latest and greatest of what's Happening in the world of marketing and AI. What you really need is you need, you need an intensive professional experience or something you know what i mean i don't know or is that too specific because that's the we're getting To the solution here i've actually pivoted haven't i we're naming the problem and i've already transitioned over to the solution yeah i think that was me though that's because we were Talking about oh yeah you did that okay so hold on a second let's back up the train a little bit well then so we've got to name the problem but we have to make sure the problem is not the name Of our product. That's the key thing, right? Yes. So in this case, the problem is that if we're going with this theme that I just threw out there, the problem is that your marketing strategies are outdated or you're relying on outdated Marketing strategies, right? And we could come up with a better name, right? But you could call it something as simple as that or is that not good enough? Mandy McEwen I mean, yeah, if you think it would resonate with people. Michael Stelzner Or you can make it a big, ugly name. You know, I can't come up with one on the flyer, but it needs to be something that you could use over and over again, presumably, right? Ideally, it's a trap. I mean, that's kind of what I'm hearing from you. Like if you have an invisible sales team, you're stuck in some sort of trap that we're trying to personify so if we can somehow use ai to help us personify this trap right or bias or whatever And we can help people realize i've accidentally stumbled into a pit you know what i mean that's probably the ideal situation i'm thinking i'm free-flowing with you a little bit here Absolutely but does that sound accurate yes okay so then once we've called out that problem and we've like given it a name what's next so a little bit after that you might have a couple Mandy McEwen Sentences or two that just kind of like drill in on that if you want and then you introduce, that's why either it's, that's why we built XYZ or that's why you need a blank. And the reason that ours is the same is because this isn't like a trademark thing. There are literally people that are using this exact same phrase, like modern social selling. It just happens to be the name of the product, but it's because it's, it's a broad phrase that anyone, people are using it. It's not like social media marketing world where it's just yours. You know what I mean? Right. If it was that, I would have never done that. So you're calling it something that everyone can be like, yeah, that's right. I need what are in your marketing case. I'm trying to think of like what we could call it. Algorithm, algorithm, you know, something like algorithm. Michael Stelzner Or you need an algorithm buster strategy or something like that. Yeah, exactly. Right. Something along those lines, right. You need to bust. Yeah. Mandy McEwen Algorithm buster strategies, right. Michael Stelzner You need a log algorithm, whatever. Yeah. But you can come up with it. But ideally what I'm hearing you say is it should be something that you could use over and over again in all of your messaging. Right. So you want to be careful, probably test it. Right. Because if it doesn't resonate in your next post, you could name it something different. Right. Absolutely. Yeah. Mandy McEwen And try to keep it shorter. Right. So like three to four words tops, because we're going to repeat this over and over again. It might get kind of annoying if you pick something that's like seven words long. Right. So try to keep it simple and simple, like keep it stupid, simple, like the kiss that we always talk about, like literally just simplify this for people so anyone can instantly resonate With it and they know what it is without them thinking, hmm, I wonder what they mean by that, you know? Michael Stelzner So then what do we do when we introduce the solution? Because this is where I need your salesmanship a little bit, right? Because so many people do not like promoting themselves here, but somehow you've got to do a little bit of this here. And this is going to be the key to attracting the prospect, right? Mandy McEwen We also have to remember, Mike, that we're not just pitching ourselves. We're literally giving people tips on what they need to be doing to solve their problem. It just so happens that we do that, but they can go and do it anywhere else. So as an example, that's how I built the modern social seller system. And then we bullet point out what it is. Reps build buyer facing profiles that create credibility. They show up before or after outreach. So they recognize when it counts. They post useful content that shows they understand their prospects. Outreach starts genuine human conversations instead of getting ghosted. So I literally just gave them four things that they need to be doing so they can use our system or they can go do it themselves. Michael Stelzner In this particular case, you're zooming in on desired outcomes a little bit here, which is an important copywriting concept, right? You are effectively saying this is the result of what happens when people, sales reps in this case, go through your program, right? They're writing social posts that are more designed to attract prospects. They are dot, dot, dot, dot. Right. So it sounds to me as if using some of those desired outcome phrases that might come out of your research would be important here. Is that right? Mandy McEwen Yes, absolutely. Yeah. And that if you could use their words, that's even better. Ri... ([Time 0:31:50](https://share.snipd.com/snip/da4bfd86-97e7-4cfe-92cc-30ccdc40d933)) - **Put Links In Lead-Gen Posts** - For lead-generation posts include the external link in the post rather than burying it in comments, even if reach dips. - If the post will be promoted via LinkedIn ads, always include the link in the post. Transcript: Mandy McEwen So it's so funny. I just had this conversation before you and I got on here. LinkedIn literally just came out. Like, I don't know what his job title was. Some leadership role at linkedin algorithm department if you will he was just on video not long ago like a month ago saying that we don't penalize posts with external links we don't do Believe it if if if exactly if it provides value oh okay i will say this though we tested it. We've been doing this a long time. You will get a decrease in reach. However, it's going to be way better than what you're going to see if you put it in the comments because people don't, they're not going to go and sort through your comments and click on Them. A lot of people aren't. So there's two things here. When it's a lead generation post, put the link in the post, period. Like don't, that's my point blank recommendation. If you're trying to generate leads, put the link in the post. If you're just trying to get visibility, then don't put a link in the post. If you're just, you know, because you can't have every post be a lead generation post. That's what we're focused on right now. Absolutely put the link, but test things out. You don't need a link in every post. Send me a message if you want a 15 minute demo, right? Like switch it up. But in this particular case, because I was making these organic posts with LinkedIn ads in mind, right? So eventually we promoted. So the 10K was organic. It came organically pipeline. Then we promoted the posts in LinkedIn ads. So these are, these are meant to be promoted. That's why we have the link. If it was just organic, I do send me a message. I do both organically. So you need to test this out though. ([Time 0:40:41](https://share.snipd.com/snip/1432c87c-d516-48a1-8cd9-687f3f5b7360)) - **Write 300-Word, Readable Text Posts** - Write longer, spaced text posts around 300 words with short paragraphs and bolded keywords to aid skimming. - Use simple text-formatting tools to bold key words and keep no media to minimize distraction for reading. Transcript: Mandy McEwen Long. The one I gave you the example, the shorter one was 331 words. I knew you were going to ask me that. So I had to hold up the word counter right now. It's 331 words. Some of them are a little bit longer. Michael Stelzner That's not that bad. 300 words. Doesn't seem super huge. Mandy McEwen No, it's not. But for like social media, though, you know, for people that are used to posting on Instagram and TikTok, they're not doing ones that long. I guess this one was 294. So I would say like close to 300 is like average. I'm posting these other ones in here now. And I'm like, actually, they're not too bad. They're all around the same. What's this one? Michael Stelzner Are you using short paragraphs? Are the paragraphs really short too? Like one sentence per paragraph kind of thing? Mandy McEwen All space. Yeah, a lot of them are spaced out. Not every single sentence is spaced, but because of LinkedIn with scrolling. And that's why we do no image or no media in these, because we want them to not get distracted with anything else. We want them to read it and have no distractions. And we want them to easily be able to skim it fast. So we actually use a text generator tool. There's tons of them. You can go to like lingojam.com is one, but it will bold certain words and it will italicize certain words that we then paste into these posts. So when we're calling out the problems, here's four signs your sales team is invisible, whatever. Then we're bolding like the very first word or the very first bullet number one, it's like bolded and we go in a little bit more detail. Everything is like one or two lines together and then a space. Michael Stelzner I didn't even know you could do that. Is that something that you can do natively on LinkedIn? Bold stuff? Mandy McEwen You can't do it natively. You have to use a tool. ([Time 0:42:38](https://share.snipd.com/snip/c1524b95-a39a-427e-aa01-11c5e77358cc)) - **Publish Niche Posts Weekly** - Post one niche problem post per week while publishing other content types (videos, personal posts) across the week. - Aim for these posts to be roughly one in five of your weekly posts if you publish five times a week. Transcript: Mandy McEwen It's funny. So I'm glad you asked that because I'm little. I probably shouldn't. I'm not going to get on to now for saying this out loud. It needs to be once a week. And I have been so crazy busy the last two weeks that it has died because I posted all of them that we made. And then Dylan's like, you need to make more of these. I was like, I know you're right. And I haven't. Michael Stelzner Is this all that you're posting though? Mandy McEwen No, no, no, no, no. I post tons of, I post more videos than anything to be honest. Michael Stelzner That's what I'm looking for the pie chart. Like what percentage of your posts is this kind of stuff? Mandy McEwen Here's ideally what it needs to be and what's going to start happening as of next week. It's going to be one post a week is going to be like this. And I post minimum five times a week. So I don't always post on the weekends. Michael Stelzner So one in five is what I'm hearing you say. Mandy McEwen Yeah, let's just say one in five. Michael Stelzner But if you're not posting five times a week, then maybe it should be one in two or one in three potentially, right? Mandy McEwen Yeah. Well, if you're trying to get leads right now on LinkedIn, then you should be posting this weekly, in my opinion. Right. You know, but sprinkle it in with some other things because we also got to show the human side of you. Like I do a lot of posts showing me who I am as a human. And that's what makes people, you know, the organic people that led to the 10K, they were following me already. They knew who I was. Right. But I'm also getting leads right now. That's I'm also getting cold leads from these exact same posts, not just warm. So it's working for both warm audience that have been lurkers or following me forever. And then all of a sudden they're like, I've been following you for years. And that post really resonated with me. And I was like, I've never seen your name before. Huh? Okay. You know, I'm like, this is the post that got you to reach out to me. Like, that's fascinating because I've been posting tons of other, what I thought was awesome content. Apparently not, you know? And then new people that don't even know that I exist are also, this is working for them as well. ([Time 0:44:27](https://share.snipd.com/snip/cc551ca1-d295-44e3-8b1d-7de67ed0b7b8))