The Sneaky LinkedIn Method: 300 DMs, 53 Calls, 16 Clients (THIS MAKES BANK) transcript

All right, guys. We are about to get into something really, really good. Really, really good today. Now, I know it is a Saturday morning or it's a Saturday morning for me. I don't know what it is for you. Maybe it's a Wednesday, maybe it's a Tuesday. Um, it's a Saturday morning for me, but I was like, you know what? I had such a good conversation with one of our clients yesterday, Cle. Um, and we were walking through, she was like, "You know what, Casey, this is how many clients I need to like live the life that I want to live." Um, and so what I did from that number, she gave me the number, I just did some backwards math, some reverse engineering and said, "Okay, we need then this many sales calls.

We then need to outreach to this many people." So, we came up with all the numbers that we needed. Right? So, she had her goal, which I'm about to actually walk y'all through. She had the goal amount of clients that she needed. We reverse engineer to say, "Okay, this is then how many people we need to talk to to then get this many people on a sales call." Right? After we did that math, basically I like to help all of our clients leave with an action plan, right?

So I was like, "Okay, now that we have the number," which for us was 300 people she needed to go talk to. I was like, "Now that we have this number, here's the plan to talk to 300 people." And basically that plan, I was like, "You know what? This is really good. I want to share this with more people." So, this is what we're about to get into today. This plan though, super high level. Um, so you could kind of see what we're about to talk about today.

This plan was basically like, hey, we need to use LinkedIn to find the right people. Then we need to talk to them. And how are we going to do that and save you time? We're actually going to leverage a VA. And not in the ways that y'all think we're going to leverage a VA, but we're going to leverage a VA that's going to cost, you know, a couple bucks an hour, maybe max 10 bucks an hour. We're going to leverage the VA to help you with this activity.

So, while you sleep or while you go do other things and fulfill for your other clients, the VA is helping you start these conversations because we know, again, we just did some math here and I'll show you guys how we did this math so you could do it for yourself. But we know if you can talk to 300 people, you can get this many people on the phone, you could close this many deals. Now, after we went through that, the biggest piece of this conversation, which I'm going to show you today, was I showed her exactly how to build a playbook so that her VA can run smoothly.

Right? Again, I like to make sure all of our clients leave with an action plan. So, we don't just reverse the numbers. It's like, okay, now that we have where we're trying to go, let's walk through exactly how to get there. So, how to get to the 300, you're going to bring in a VA. That VA is going to start helping you with some things. Then the next question might be like okay Casey well how do I bring in a VA like how do I train this person so that they can uh actually help me right so this is the process we walk through now let me make sure if I am live if you can see me if you can hear me or if you're in the chat last time we had a lot of people in the replay chat here's what I'mma do uh you guys killed it last time with all the resources this is what I'mma do if you're watching this live or you're watching this as a replay.

What I'm going to do is take the entire transcript of this conversation and I'm going to make it a full and complete playbook. I'll probably share this on my email list. I don't know if I'll share this on LinkedIn because I want to see who's actually live with me and I want to reward you guys. So, here's what we'll do. I'm actually going to start my other transcriber so I can make sure that we get this transcribed for you guys.

But what I'm going to do right after this call, I'm gonna send this to my team and we're gonna make a full playbook because this one is going to be very heavy and he heavy notes intensive, y'all. Um, so I won't let you guys or I won't make you guys need to take notes or anything like that. What we'll do is transcribe this. So what I need you to comment is Clera. Actually, if you comment CEDRA, I will send you over a full playbook on what we're about to talk about today, which is about to be how to get leads, how to start conversations, and how to train up your VAS to help you monetize immediately.

So, with that, let's get into it. What's up? What's up, guy? What's up, guy? Guy, I remember you. Um, I see Guy in the chat. I see Kevin in the chat. I see Rachel in the chat. I see Perry Menopause practitioner in the chat. What's up? Uh, conceited much. What's up? Just comment Cle, y'all. And I got you. I got you guys. We're gonna put something together for you. You guys know I don't play when it comes to when it comes to this stuff.

Now, let's set the scene here. Let me uh share my camera. Let's set the scene here, right? So, first, what I like to do, and actually, let me come back here. The first thing I was going through with Clera was like, "Okay, Cle, we know we need this many clients. So, the first thing that I need y'all to understand for this conversation to even make sense is how many clients do you actually need, right? How many clients do you actually need?

For Cle, this number was 16. She wanted 16 new clients, right? And again, she came up with that number because basically I asked her, "What is the number you want to be making a month for you to feel free? We call it our freedom number internally, right? But what is the ideal number that you want to be making?" So, she had her ideal revenue or excuse me, income number, profit number, right? And from there, we backwards track to okay, that would mean you need this many new clients, 16 new clients, right?

Let me call out here. I said a difference. There's a difference between revenue and income, right? Revenue and profit. There's a difference between revenue and take-home. I know some of y'all are nodding right now, right? But where I like to focus, where the industry does not like to focus a lot is on the profit. is on the actual take-home, right? Because if we just optimize for revenue, we're not thinking about our team members.

We're not thinking about uh cool expenses or experiences, and we're also not thinking about oursel, right? So, what we like to optimize for, at least in our company, is profit. If we can optimize for profit, we can continue to scale. We can bring on new team members. We can do cool things for our clients. We're actually having an event in Houston that we're spending some money on, right? So, if we optimize for the right thing, that allows us to do more of the things that are going to actually help us scale the business and help us live a better life.

Right now, I call this out because I did not optimize for profit for a long time. This is probably actually uh the first sort of like season over the last few years that we've really been optimizing for profit and it has changed the game and how we play business. So, please that's another whole another conversation for another day. If you want me to dive into that conversation, I'm happy to have that conversation. But again, Cleger did that work.

She came back to me with like, "Okay, Casey, it's 16 clients that I need." Boom. Perfect. All right. So, I need you guys to do that work. What is the number for you? Right? What is the number that you know monthly? I like to just do a monthly number. You could do a yearly number. What is the monthly number for you? If you made 10K, 20K, 100K a month, this would be like ideal, right? A million dollars a month, whatever the number is.

Get clear on what that is. Even more so, get clear on why that is. I hear people say outrage or I won't say outrageous. I see people say numbers all the time. And when I ask them why, they don't really have a reason, right? This conversation actually happened. Somebody told me they want to do a million dollars a month. I'm like, perfect. Why? It's like because like I want to, right? And I think if we don't or I know if we don't have a deep why associated with the number that we're actually trying to shoot for when it gets hard, we're going to give up on that number, right?

But if we have a deep why on why I want that number, we're going to keep pressing. We're going to keep going, right? So get your number, understand why it is that number, and then once we have the number, it's like, okay, well, what do I need to do? This for her again was 16 clients. Perfect. So now she came to me, Casey, I need 16 clients. How do I get my 16? And I said, okay, Clera, let's just do some reverse engineering.

If we need 16 clients, we probably then the reverse engineer is me thinking about how many people do we actually need to get on a sales call? How many sales conversations do we actually need to have? And this is some back uh of the envelope math for you guys. Write this down or again, if you comment, I will send this to you. So you don't need to write it down. But some back of the envelope math. If I need 16 clients, generally even the worst salesperson can close 30% of conversations, right?

So if you're having 10 conversations, generally industry average is that you're going to close three of those conversations. So if I go out and I try to sell 10 people on my services, I can probably expect to close three. Now to be clear, a founder or the leader or the offer owner, the CEO generally closes a lot more, right? So that industry average is really based on a salesperson, a salesperson who isn't the the founder in the face, right?

But even worst case scenario, I like to go very conservative. So all we did was take Clear 16 and I said, "Okay, 16 divided by.3 or 30%, how many people do we need to talk to?" I believe that number came out to like 53, right? 53. I can actually show you guys uh some of this right now. Boom, boom, boom. Let's see. Let's do this. Guys, I am uh I am new to this whole whole live sort of thing here. Um, but I think I think I'll be able to show you guys some of this.

All right. Okay. So, if we're looking at this, right, here's my calculator. You can actually see the math is still up there, right? But this is what I want you to do. 16. And again, I want you to just take the goal number that you have, right? 16. whatever clients that you need to talk to. I want you to divide it by.3 and that's going to give you the number of people you need to go talk to. Now again, you should be closing a lot more than just 30%.

But just back of the envelope math, take your ideal client number, divide it by.3, that gives you the amount of people you need to talk to. So again, for Cedra, this was okay, we need to go out and talk to 53 people. And again, to be clear, this is a goal for Clea over a whole year, right? So, she has some time to do this. But when we saw these numbers, we were like, "Oh, wow." Like, she talks to hundreds of people all the all the time, right?

And so, when we got clear on, okay, we actually need to only go talk to 53 of the right people. This helped me and Clear's conversation continue to progress. Um, let me make sure that we're not saying anything in the chat. All right, I see you guys saying Clea, profit first. Clear. Awesome. Uh, slay your stress guy. I see you guys. Tiffany. Um, also, did I mention guys, I don't I don't know if I mentioned the background behind me.

I just jumped right into it. You guys know I love just talking game. I love talking numbers. Um, but I don't know if I talked about the background behind me. I am in Napa Valley today. Um, so I am in the Napa Valley today. Um, I have actually been here for about like five days or so. Um, just hanging out, doing some work. I'm actually here uh on business. Um but you know, I was like, it's very early here on the West Coast, but I couldn't sleep thinking about this conversation.

So, I was like, let's just pop up the stream and and go live. So, that is the the background. I'm here in the Napa Valley. I'll also call this out because I hope I was talking to one of my friends last night and I was telling them how much joy I am having in this season of business and I was like this is my biggest hope for everyone in the world that we have work that brings us joy right I tell my team this all the time I am very bullish on content I'm very bullish on building a brand but to be clear I don't think that is the path for everyone what I do believe I hope and I pray is that the outcome for everyone is joy.

Is work is activities is people or experiences that bring people joy. Now, we've all heard the saying, there's a thousand ways to skin a cat. I think there's a thousand ways to get to work that brings you joy, right? Again, I'm bullish on making content and building the business that that you enjoy. But even I tell my team this all the time. I do not believe I you will never hear me say that everyone should take this path.

Now there are some people that know that this is the path they should take and I'm very bullish on pushing those people to do so. But especially when I have moments like this where I'm working and people are like you're working on vacation whatever. I'm like man I love what I do. I love talking to y'all. I love giving value. And when I have experiences like this or moments like this I should say I reflect on that a lot.

Right? And so if you are a person that's like, "Hey, I know I should be making content. I want to build my brand. I want to put myself out there." Then my YouTube, my content, all this stuff is for you. If you're like, "Uh, I don't know about building a brand. I'm not I'm not so sure about putting myself out there." My content is not for you. And I hope you hear me that there's a thousand ways to skin a cat, right? One of my goals even for our team members, I have a an amazing team.

One of my goals uh for our team members is how can we overpay our team? They don't know this and maybe they'll watch this, maybe they won't be watching this because it is a weekend, but I have this new goal that I'm going to introduce to them. Um we have a retreat in a couple weeks and I have this new goal to make all of our team members internal millionaires. So I've been strategizing how can we make everyone a millionaire within our team, right? within our core team because again there's different joy KPIs that even my team members have right I don't believe their joy KPIs are sitting on YouTube on Saturday and Sunday mornings and doing random things right they have different pathways that they want to do and explore to to get to joy in their own life right to build houses and have marriages and have kids and do different things and I want to help them get there so that was a little tangent but I did need to call out like my background why I'm in Napa and also some of of the things I've been reflecting on this morning.

Maybe you need to hear that, but if you are a person, and only you know this, if you are a person that's like, I know I need to be making content, like I want to share more. I want to do this thing, but I've just been holding myself back because I'm scared or probably fear, right? Like, let's just be honest. What's under all the things is just fear. What's under you saying, "Oh, it's not perfect yet, or it's not good, or I need to take a class first." under all of that is just fear.

So if you are one of these people that have has been holding back, you sharing your impact online because of fear, because of you looking silly, because of you looking like a cringe person, because of you feeling like, I don't know how to do this and I'm scared, right? If you have some fear around it, all of my content is for y'all. If you don't want to play this game of building a brand, sharing your ideas, being put up for scrutiny every day, what I'm doing every day is putting myself up to be scrutinized for random people on the internet to have an opinion about me.

Right? I am used to this. I've been doing this for six years now, so I'm used to it. But if you are not willing to do that, please do not enter this game in this arena. And please know there's a thousand other ways to probably get to where you want in life. You just got to get clear on what you want and decide what pathway you want to take to get there. All right, I'm off my high horse. Right. Wow. Now I've just shaken the camera.

Sarah Jackson, I see you. Sarah Jack Caroline, I love that you treat your team so well. Um, please don't take my word for this. Right. I see people get online and talk about their team and or even their kids, right? I see people talk about different people in their lives and again this is just my words. I would hope that maybe there's a day where you guys can even talk to my team and you guys can ask them and they can share in their own experiences, right?

Um but I don't want to sit on some high horse and and and and take words out of their mouth. I do believe that I treat them really well. I know that I think about the team a lot um and I change a lot of things in my life to support our team. But again, I don't think that matters more than what they actually feel. This is like I have a partner, right? What matters more is what my partner feels than what I feel like I'm doing for my partner, right?

Or if you're a parent, what matters more is how the kids are actually impacted by the actions more than your intention. Right? So, I have great intention. I can leave it like that. I have great intention with our team, but what matters most is the impact uh and what they actually feel and what they would say. Right? So, um that is that's that. So anyways, if you're just tuning in, comment Cle and you will get all the notes from this, guys.

Comment CDRA and you will get all the notes from this. To be clear, I'm in the Napa Valley right now. I'm about to head on a Napa wine train here in a second. So, I was like, let me let me do this live before I go enjoy my day. Um, but anyways, so Cle, she knew her freedom number, right? Um, from her freedom number, she said, "Okay, I need to then sign 16 clients." Again, freedom number is what is the number you want to be making per month.

From there, we said, "Okay, I need to sign 16 clients." Once we understood she needs to sign 16 clients, we did the back of the envelope math to say, "Okay, how many sales calls do you need?" The average person can close 30% of sales calls. Even if you're booty, booty booty. So, we did 16 divided by.3. That gave us 53. She need to talk to 53 people. Again, Cedra is rocking on LinkedIn. And I'll actually show you guys her LinkedIn here in a second.

Clear's rocking it. But we needed to talk to 53 people. So then we did some more back of the envelope math and we came up, which I'll put this all in the guide for you guys. I don't want to go into all this math right now. We came up with, okay, if we need to get 53 people on a sales call, then that means we need to talk to 300 people. We need to talk to 300 people. And if you commented, I'll get you just what maybe what I can do is make you guys like a little calculator so you can just figure out all these numbers on your own.

Just comment cla and I'll I'll make a calculator and send it over to you guys. So what we got to again is a rockstar in our brick by brick programs. I get to have moments like this with all of our students. Uh this is why I love this game because I love the clients that we work with and I love being stretched like this. So, what we got to is, hey, Clera, to get to the number that you desire for your take-home, for your life, we just need to go out and talk to 300 of the right people.

Boom. Right? This was revolutionary for both of us, it was like, okay, now we have the number. Now we have where we're going. And the next step of this conversation was, okay, how do we get to the 300? So, here's a piece that I actually want to start showing uh you guys today. So, now that we have our number, we're now like, "Okay, we need 300." My first step was, "Okay, Clera, what we're going to leverage is LinkedIn to find the right people to reach out to." She's like, "Okay, Casey, I got you." But I wanted to make sure she actually got me, right?

So, I was like, "Do you know how to find the right people on LinkedIn?" And she asked me back a question like, "Well, what do you mean? Like, how would you go find the right people?" And I was like, "Perfect question." Right? And so I led her through this process, which I'll lead you guys uh through here. Let me actually change this really quick. Boom. Let me change this to just be this window. All right. So, she asked me a great question.

Um I love when our clients ask really good questions because it allows me to have really good answers, right? Or at least try to. So, let me actually show you guys Cladra. [clears throat] Again, guys, if you're just tuning in, we are getting to work this morning. This is a working session um while I'm here in the Napa Valley. So, this is Clera. Clear is awesome. If you guys are not connected with Cle, please go connect with her.

If you guys actually want to see Clra in action, we actually did a a video here on my channel. It was probably like two or three months ago. It was an amazing video. Go watch it. Especially if you are a coach or a consultant or anything like that. Cle just shared everything that's working for her in her business and and she's been rocking it. So this is Clera, right? And I told Clea, she was like, "How do you find the right people on LinkedIn?" So I pulled up her page.

I'm like, "Cleed, you are a perfect client for me, right? You are a perfect client for me." And so this is what I would do. Basically, what I do and what I have done is I pull up LinkedIn PE LinkedIn profiles, excuse me, of the perfect clients. And whether they are your clients or they're not, right? Right? I'll show you somebody who is not a client of mine who is also pretty perfect. Whether you're cl clients or not, this is the process I want all of you guys to go through.

Once you have the number that you need to talk to, I want you to start going to find your perfect people on LinkedIn. Because what's going to happen is all you're going to do, and this is exactly what I told Clea, you're going to start a Loom or you're going to start a Zoom. You're just going to talk to yourself as you go through these profiles around what makes this perfect or excuse me, what makes this person perfect on LinkedIn because what we're trying to get to is you just talking about the people what you see on their LinkedIn and we're going to use the transcription from you just talking about five or 10 profiles.

We're going to use that transcription. We're gonna throw it into Claude. Then we're going to say, "Hey Claude, I want to bring on a VA to help me find the perfect people on LinkedIn." actually talk through what makes a person one of my perfect people. I have the transcription of that. I went through five profiles. Here are the five or 10 profiles. Here's my transcription. I want you to read through this and make a full playbook for my VA because what we're going to do is just hire on a VA.

They're going to help you connect with these people. Now, they're not going to do the conversation part. That is you. And it has to be you, my friend. This is me. I'm always in my DMs or doing voice notes or doing messages. If you give away your voice to the VA to start the messages, you're gonna tank it. I always say we earn trust in pebbles. We lose trust in buckets. So, we're not leveraging this VA to have the conversations, but we are leveraging the VA to just find us the right people.

Because again, to be clear, Cadra over a whole year just needed to talk to 300 people. Guys, this could be like 10 people a day for a month, right? where the VA is actually taking their time finding the perfect 10 people every day and even just sending you their LinkedIn links, right? But how do we get and you then you take it from there. But how do we get to something like that? We have to give very clear instructions, very clear directions to the VA, give them a full playbook.

They could go out, they could go find our 10 perfect people a day and within 30 days at least even Cedra has the the 300 that she needs to go talk to. Right. Let me let me come in the chat. Make sure you guys are are hearing me on this, right? Comment comment 300 if you guys are following along. If you guys are are hearing me on this, if you guys are are following along, comment 300 right now because I want to make sure this makes sense.

Again, we start with our freedom number. How much do I need to be making a month to feel free or to achieve the things I want to achieve, right? To buy the house, to support the kids, whatever. From there, I say, "Okay, how many clients do I need?" For Clear this was 16. From there, I say, "Okay, how many sales calls do I need to do?" for collegi it was 53. Then from there I we do some more math. I won't get into that.

But then I was like okay let's I need to then talk to 300 people. Okay, how can I talk to 300 people? I can use LinkedIn because LinkedIn unlike any other social platform tells me where people went to college. It tells me what what people are doing, what industries they're in, what titles they're in. People ask me all the time why am I so bullish on LinkedIn? Because guys, I like to make money. If I don't make money, I don't get to do all the cool things that we get to do in our business or my life.

So, I'm very upfront about this. I like to make money and LinkedIn allows me a lot more assets, a lot more information about a potential person that I may be able to help because if I'm able to help that person, help the right person, impact or excuse me, income follows impact. So, I love LinkedIn because it gives me more information and a larger compass, per se, a larger direction to say, is this the right person? Is this somebody I can help?

Instagram, Tik Tok, Facebook, they just give me photos. Maybe they give me some clues to say, is this somebody I can help? But LinkedIn gives me so much more information. This why I'm so bullish on it, right? So, if I can talk to 300 of the right people, we leverage LinkedIn to find those right people and then I'm going to leverage the VA to help me find the people. I am going to talk to them. Guys, if you guys want to be lazy in this game and outsource all this stuff to a VA, then do it.

Do it. You're not going to get much results from it. You're not. If you've ever been on LinkedIn, you know when somebody's just spamming you with automated messages or their VA. So, if you actually want to make money, I'm only talking to the people that are willing to get in the field and do some work. I think we have all gotten way too lazy when it comes to making money. You guys just want to like I don't know. And I really attribute a lot of this to all these influencers telling you how easy this game is.

This game of business is not easy, guys. It is way easier than it was probably 30 years ago, but it's not easy. And like the hardest part about this is that you need to actually go talk to people. So, if you are not willing to talk to people like on Zoom, on LinkedIn to get the number that you desire, then you're not cut out for this game. And that is okay. There's a thousand ways to go skin a cat. If you are just willing to talk to people, voice note people, send video messages to people, get them on a Zoom call, then this is a video for you or or I'm the person for you.

Right? So again, so I told Clea, Clera, what I do and what I would suggest you do is go find clients that you've worked with that are awesome and go through their LinkedIn. What makes what clues can we get from their LinkedIn? Also, go find people that you haven't worked with that you think are awesome and what clues can we get? So I'm about to do this right now. Clear is one of my clients. So this is how I would go through it.

If I was training a VA to help me find the right people to talk to so I can close more deals, I would say, "Hey, Clear is one of our awesome clients. I want to find more clients like Cedra. Let's see what we can see about Cle. We could tell that she has a really good headline and that she's probably trying to leverage LinkedIn to close clients or close more deals, right? Um I can see that she is a coach and we work pretty well with coaches, especially coaches that are using uh LinkedIn.

Again, these are all the things that I would be looking for and the clients that work best with me. So, you have to get clear on who the best clients are for you and go through their LinkedIn. See what clues you can find. Maybe for you it's a title. Maybe they have SVP or VP. Maybe for you it's a company they work at, Amazon, or they work at a hospital, right? Whatever that is, you need to be clear on those things, right?

I can also tell for me, Cedra is pretty active on LinkedIn. Having 11,000 followers on LinkedIn is a big is a big number, right? So, I can tell for me, for somebody like me, she's pretty active. I can tell she's posting every day. This is a great sign for the folks that I work best with. They're posting every day. They're active. Um, they have some featured links, right? They're clearly using LinkedIn to gain clients.

These are the people that I help best, people that are trying to leverage LinkedIn to increase their income, right? Those are exactly who I work best with. I will also say most of my folks are college graduates, right? They're college graduates. Um, I'm not saying that only college graduates we work best with, but mo it can give some clues, right? They have a profile picture. They have a banner. Clearly, you can see they're a coach, right?

And they're helping. So, that's Cle, right? And this is the sort of thing I would be going through and recording on my transcript because what you're about to see is we're just gonna throw it in cloud and it's gonna make a VA or it's gonna make a VA. I'll show you another awesome client. So, this is Jeie. Jeannie is an awesome client that we work with in in the arena in our brick by brick programs. You can also see that Jeanie looks like she owns her own business, right?

It also looks like she is on LinkedIn trying to find clients. She has a hey get a friend brand read right here. She has a cool headline, right? She has great featured section right here. This is awesome genie if you are watching this. And clearly she's active on LinkedIn, right? these are signs and signals for me. You have to find the signs and signals for you. But please go look at some of your really good clients or go look at clients you would love to work with and start seeing some of the similarities or keys that they have on LinkedIn.

Right? A lot of my folks are experts. So you will see that a lot of people have long positions in other corporate roles. Right? So Jeanie was a marketing exec for 20 years and now she's doing her own thing. this is the sort of people that I work best with. Right? So, these are some more uh examples of of some of those things. Right? So, um we actually have some regions too that we uh sort of pull a lot of great people from, but I don't like to nail down on that.

Um but there are some some locations that we generally do. Dr. Pam is an awesome awesome individual. She's one of the great folks in the arena in our brick by brick programs. Again, you can see that she's crushing it on LinkedIn. Almost 50,000 followers here. You can see she has she is leveraging LinkedIn to to get people places and to to grow her line of business, right? Uh she's a physician. She's an expert. These are again signals and clues to who we work best with.

Experts trying to leverage LinkedIn to grow their own thing, right? Um you could tell she went to, like I said, a lot of our folks were did go to college. Um, obviously Dr. Pam is a medical doctor. Um, so she has experience there. So again, I for the sake of time here, I'm only gonna do these three. I was just transcribing this, so you're about to see how we can just throw this in the cloud. But what what what I would tell you is to go and do this for 10 people. 10 people who either are your clients or they are not your clients yet.

Right? Yesterday, I was actually talking to Frank, and I'll send this to Frank, right? I was talking to Frank in the DMs. Frank is not a client of ours to be clear, but Frank is a perfect client. How do I know this? Even just from his LinkedIn, like I said, he's growing. He's active on LinkedIn. He has a really simple and clear offer. He has a profile photo, right? He has a a sort of like offer or thing that he solves here.

I help uh produce meals that connect teams, impress clients, and close deals. I love that, right? And clearly Frank is active on LinkedIn. And so Frank and I were messaging yesterday. Again, how do I know? He's probably a pretty good person that I can help because I'm very clear on some of the signals that I can get from somebody's LinkedIn profile. Right? So that is that that is that. So again, go look right now. Go do that for 10 people and then I want you to uh record yourself while you are doing that.

Right? I want you to record yourself while you're doing that. So now what I'm going to do is actually take that transcription. It is loading right now. I'm actually going to take that transcription that I just did. I just recorded myself to be clear. I just while I was doing that and I just went through those three or four profiles. I recorded myself so you guys can see this. All I'm going to do is take that transcription and drop it into Claude.

Now I am going to talk out loud to my Claude. I will share my screen here in a second. Um, it is loading, but this is basically what I would say to Claude or whatever AI tool you use. Hey Claude, I am trying to make a playbook for a VA to help me find the right people to talk to. So now I've gotten clear on how many clients I need to close, how many sales calls I need to have, and then how many of the right people I need to talk to to get those sales calls.

So I'm very clear on those numbers now. Um, and I want to leverage LinkedIn to find the right people. Now, this is a transcript of me going through profiles of some of our clients that are awesome and I want to find more of them and some people that are not yet our clients, but I was going through their profiles. I was finding different signals that allow me to see that this is probably a good client for us. And so, I want to send you that transcript.

But again, what I want you to do is make this a full playbook for a VA that comes in. Maybe they know nothing about my business. They know nothing about LinkedIn, but they're able to go through this framework or this playbook, excuse me, and find me the right people to talk to every day. Now, I am a a believer in putting principles over just actions. So, in the beginning of this playbook, I want you to list out principles that this VA should always follow.

Feel free to ask me any questions to build out a really robust playbook for this VA to go out and find the right people for me to talk to on LinkedIn. Guys, if you comment Cedra, I will send you that full prompt, right? So, that was me. I use Whisper Flow a lot. Um, but that was me just talking to Claude. I don't know if you guys do that as well, but that was me just talking to Claude. Um, and now I'm going to drop in my transcript.

All right, let me share my screen here now that I have my transcript. Again, I use a lot of uh different tools to help me with uh transcriptions and things like that. So, let me go here, properties, and we're just going to go full display. All right. Sorry, guys, for the little uh for the uh what do you call this? I hope that the OBS is showing now. All right. Let's make sure that this is showing. All right. So, it's showing for you guys now on clog.

I know that the screen is uh cut off. I like to zoom in a bit. To be clear, guys, I will always uh be pretty transparent on this. We also leverage these lives to cut them for YouTube videos. Um and so I'm I try to do a double whammy. So, if people don't make it live, we also cut it for a YouTube video in like two or three weeks. Um, and so those are sort of the settings that I try to use for for the YouTube video. But if you ever can't see something, I know Morgan just called something out.

If you ever can't see something, just let me know. All right. So, as you guys can see here, what I'm only doing is I have my transcript. I just recorded myself going through those LinkedIn profiles and I have the entire thing that I just said out loud. So, you guys just heard me read out this prompt out loud, right? Okay. And then I have my transcript in here. Now, I have uh certain projects that I build a lot of these things in.

So, let me actually let me do my main project. Right. So, I have that. So, now I will just send it. I also wouldn't probably use Fable for something like this. But, uh this is the the whole thing. Now, let's see what we what we get back here. Right. So again, I want to call out something that I did say in this prompt. One of the things that I did say was I want you to also lead with principles. This is a leadership lesson as we wait for uh Claude to build us something out here.

This is a leadership lesson. If we can have principles for our teams to follow, I don't care if it's a VA or you've hired in a leadership team. If we have principles for our team to follow, they can follow those a lot easier than they can just like tasks, right? I'll use an example here. We ghostrite uh for a lot of people that y'all know. We do a lot of uh YouTube stuff for people. We've done Instagram stuff for people.

So, we'll help them script the whole video, put out the idea, all that stuff, right? So, we work with a lot of these folks. And what I found myself doing early on was the team that helps me or that does I should say to be clear that does all these things for our clients. What I was doing um for a while was just giving them feedback. Oh, I don't like this. Oh, I don't like this. I don't like this thumbnail. I don't like this transcript.

I don't like this instead of giving them principles to follow. When I was just giving them, hey, Casey doesn't like this. That actually stifled their creativity more than me giving them feedback back and saying, does it follow this principle? Does this follow the stop, say, share principle? Right? And that allowed our team to grow, become more creative, and maintain autonomy. So, a little leadership lesson there. Um, what exactly is the VA allowed to do and where does the handoff start?

They're only allowed to source. Let's say that. What's the VA's daily sourcing quota? They're going to do 10. Which of these are hard disqualifiers? We're not doing other ghost riders. We're not doing dormant accounts. No job seekers. Um, or they are already in our world. Yep. Where should the playbook and the daily list live? blah blah it'll can live on Google Sheets. Perfect. So I also the second part of that qu that prompt which I really strongly advise you to do whenever you're prompting is to say and ask me any questions you need to make sure that this is a very robust playbook right and so it it'll it'll go through uh some of this stuff and guys it will build a pretty good playbook.

We will see I do have to run uh here in a second. We will see if it'll generate us up something here here. Um [snorts] but if it doesn't this is this is where I will I will wrap us right to be clear what we just went through was how can we what are some ways right now there is many ways that Craig and I actually talked about there's many ways that we talk about in our brick-by cohorts I am not going to overwhelm you guys with all the ways in this one video I'm not going to do that would not serve you and I al also have to go run right there are many ways to monetize on LinkedIn what we're talking about in this video is once you have the number of clients that you actually need, we just do some backwards math to say how many sales calls do you need to take then to close that number of deals.

Divide that number by.3. You'll get the number of sales calls. And then from there, you need to do some math to say, okay, if I need this number of sales calls, what's my reply rate? Um what's my connection rate? Like you go through a couple other uh formulas that Cleger and I went through and you get a number that says, "Okay, this is how many people I need to talk to." For Clear it was 300. I need to talk to 300 of the right people and then I will get 16 clients, right?

And so then all we went through is how can I talk to 300 of the right people? We can leverage VAS and LinkedIn to find us the right people, right? So I just like to leverage them to source me the right people and then I go out and have the conversation. Why do I go have the conversation? Because it's going to have the highest ROI and I don't want to lose trust in this market. If we lose trust in this market, it's harder to get people to transact.

It's harder to get people to transact, right? Um, all right, guys. The playbook is still building out and I do have to run. I got to go grab uh some food before I head out on this Napa wine train. Guys, I know this was a different style, a different flow. I'm thinking about popping up stream tomorrow morning, too, before I head out. So, if you guys liked this, if you guys like this, um, please let me know in the comments.

I want to get some feedback on on this. Um, but let's let's see. There's a lot of VAS on LinkedIn. There's tons of VAS on LinkedIn. Um, Clera, Clea, Clera, awesome. Yo, Clera is in the chat. Clear's in the chat. I love it. I love it. I love it. All right, guys. I want to make sure I don't have any questions. I don't have a VA, so I'll do this myself. Bev, the best way to do this is by doing it yourself. To be clear, who's going to do it better than you?

But the one thing that I will call out Bev that said this, the best way to do it is by doing it yourself, but please record yourself doing it as much as possible. So when you are ready to scale or hand this off, you can hand them hundreds of profiles that you've done this with or transcripts that you've done this on, right? So when you are just doing this activity, why not just pop up Zoom, click record on Zoom, and just go through the activity that you're doing and just talk out loud.

And then maybe over time you have 20 of these videos that you can pop into Claude and build a really good playbook on. Right? So I'm always thinking people say build a business to to sell it or exit. I'm always thinking how can I build systems and have processes that I'm building to hand off. So whether or not I actually do hand them off, I'm always trying to build the systems uh and processes with the frame in mind that I may be handing it handing it off.

Right? I love this. Can we get the calculation stuff? Yes, you can if you comment. Clera, what I'll also add on, guys, u my team helps me a lot with LinkedIn. So, if you want to just go on LinkedIn and message me, I might be able to get it to you faster. I am about to go uh explore Napa a bit, but when I come back, I'll make you guys up some stuff and I'll send it. Um I will be very transparent uh that I act a lot faster in my LinkedIn messages, but then I will come back over here on YouTube if you've commented and I will I will get that to you.

Thank you, Kim. Um, I highly recommend Brick by Brick program. Casey is the real deal. I appreciate that. I really do. We put a lot of time into Brick by Brick. To be clear, we are about to start scaling Brick by Brick October 1st. Um, but we put a lot of and time into it. I put a lot of intention into it. Um, but I'm able to do it at this level because I love it, right? And that's my hope and prayer for everybody that you find work that really fires you up.

There will be good days. There will be bad days with anything in life. And so I hope the number one thing that you're focused on is how can I find something that brings me joy, not moments of happiness, but joy, right? Because we all know life is just one of these. Business is just one of these guys. And so have something that you're going after that brings you immense immense joy. It's been such a game changer for me to use Whisper Flow.

Yes. So I use Whisper Flow all the time. I know there's a lot of tools that you can use, but it just helps me talk out all my thoughts um and get to some really, really good, really good things. All right, actually guys, I might have something for you here. I might have something for you. The playbook has been created. Let me change my properties really quick here. Really quick here. [snorts] All right, so let's see what we what we got here.

And let me change my settings really quick for my YouTube. Put it like there. Awesome. All right. So, look at what we got. LinkedIn sourcing playbook. I won't go through this whole thing. If you comment again, if you comment or message me on LinkedIn, Cedra, um I'll just send this to you, but I do have to run. Guys, look, it starts with the principles. We are hunting for the right person, not for more people. That is a great principle.

And I didn't even say that. Income follows impact. I probably did say that in the transcript. Trust is earned in pebbles and lost in buckets. I said that probably 12 times on this video, right? Um, no evidence, no entry. I like that. For every person, you must log. Read behaviors, not titles. This is very, very good. We are not people in our community that optimize for titles or revenue. We optimize for the actions that you do or do not take.

And that is a signal to me of what type of person and leader you are. I don't care what your background is. I don't care what awards you won. I don't care what titles are in front of your first name. I do not care. What I care about is the actions that you do or do not take. And I look at that as seeing who you are. Right? The number never bends beyond the bar. Um, get 1% sharker every week. I freaking love this. Right?

So, again, you guys can see how I'm leading with the principles here for a new team member. And then we're getting into some of the action. Look at how good this playbook is, guys. Again, I will send you guys this playbook if you commented or if you comment or if you just message me on LinkedIn, I'll send that. I'll send over a calculation. I put together a whole little package for you guys. Guys, with that, I do have to run.

My partner is looking at me like I got to go. I do have to run. Um, so with that guys, I hope you guys enjoyed this live. Give me some feedback. And also, 80% of you guys are not subscribed to this channel. Please subscribe. It helps me show my team we should be doing more on YouTube. So, please subscribe, share this with a friend, uh, give me some feedback, reply to my emails. I am the person that replies back to all my emails.

But with that, guys, have a good weekend. I'll see you in the next one. Peace.