Welcome to the Small Business Big mindset podcast, where we dive into tactical strategies to grow your business and make an impact on this world. A huge part of success is keeping your mindset and vision on track. So this is a major part of our process. And this podcast. Let's do this. Welcome to the Small Business Big mindset podcast this week we have Dan mod founder of six three media Dan, welcome to the show.

Thanks, Erin. I'm super happy to be here. I always love hanging out with you and creating content. So I'm glad we get to do it just mano a mano a mano

how awesome. So listeners for those of you that do not know, Dan and I used to host a live a weekly live show on LinkedIn called Power Hour, along with our colleagues, Claire Davis and Matt Zhan. So this is like super special that Dan and I get to kind of buddy up and chat today. So Dan, will you let us know a little bit about you and your background? And how you got started?

Yeah, definitely. So I spent about 10 years in b2b sales and marketing. Before I finally quit my job and started working for myself, my first job out of college, I worked for a multilevel marketing firm, I was assigned a zip code and told to walk down Main Street and hard to close businesses in their place of like in their office. And I was like, sales sucks. I don't want to do this. So I got into marketing from there. And I was like, this is much better. I really enjoy this. I started off as entry level marketing role, I worked my way up in the same agency up to Director of Marketing, I took over a portion of the agency business. So as I kind of like moved into more of a management role, I kind of got pushed back into a sales role. And I just had such bad past experiences from it. I was like, I don't want to do this, I don't want to cold call people. I don't want to like be doing all these things. This is not attractive to me. So I kind of like so it was coming I prepared myself I was like I need to I need to quit my job. I literally quit my job because I hated sales. And then I got home and I started setting up in the office that I'm standing in right now in my home office. And I was like, crap, I need to do sales. Because I mean, right? If I'm gonna work for myself, I need to support my family. If I'm gonna be able to do that I need to focus on building and growing my business, which heavily relies on me being able to find clients to do so. So I you know, I quit my job because I hated sales. And I will I said, Well, how can I do this, right? I don't want to go. cold call people. I don't want to go use automation to spam people on LinkedIn, or even send like nine touch email sequences to a list of emails that I scraped from off from online. Right. So I was like, there has to be a better way. What is that way? How can I make this work for me? And it took me a long time to figure it out. I'd say like the better part of three years before I really truly had my system dialed in. And my focus was on well, how do I just build better relationships? How do I use my personal brand? I went all in on LinkedIn, how do we use my personal brand to just build relationships, get to know people that that matter, right, that will help me right, just like you and everyone else that we've collaborated with over the years? How did these relationships impact me from a marketing perspective, from a business development perspective, just everything, I realized that that was the part that hate about sales is because I was always in bad sales roles, ones that were just kind of like hard closing, or, like just trying to open up conversations, or even a one point my career more of like an order taker. And I never really had that true sales experience of being like, I get to own relationships with people, I got to build relationships with them, get to know them more than just beyond, like, buy my stuff, get to know them and their families. And that was something that really truly resonated with me. And that's what helped me kind of overcome that thing of sales sucks to now I'm like, sales is great, because it's not sales. It's just networking. It's just me getting to chat with people that I like, and work with people that I like and help them because hey, here's what I'm really great at. And here's how I can support you.

Yeah, and I love that. And we've had this conversation before where you know, you are such a you're such a connector, right? And it's like, and you really love getting to know people and what makes them tick and the story behind what they're doing. You know, and so I love that you turn that amazing tree that you have an interval away that can grow your business, and you can help other people grow there. So that's incredible. And that's really what we want to talk about during this episode is it really is social selling, right? And so on your platform of choice is LinkedIn. LinkedIn is I mean, I spend most of my time on LinkedIn rather than than the other platforms. You know, I was on Facebook and running Facebook ads and then I was like Instagrams, the thing. I'm on Instagram, you know, and then but honestly, LinkedIn is seems to be where it's at for Are a lot more people than we're used to be. So can we kind of dive into there? Like, what is it about LinkedIn? And then also like, you know, if you're going to sell on LinkedIn, please, please, please, for the love of Mike share with us like, how, like how to get started? I don't know, where do you want to start? It's such a big topic.

Yeah, I guess let's let's kind of like dive into LinkedIn first. I'm with you. I'm actually I've deleted all the other apps from my phone. I don't log into any other social platform, I exclusively use LinkedIn. And purely why chose LinkedIn over the rest is just because I think that LinkedIn over the years, like what are they been in business for, like, LinkedIn is been around for like 1215 years, something like that. started off as like a an online resume, right, like, and I think that people always kind of see it as the same thing until they actually kind of get involved and start creating content and start engaging and start building a community there. But it's, I mean, like, the one thing that LinkedIn really has going for it is the fact that it's it's centered around business, right? Like there Yes, like on Facebook, there are definitely communities that are business centric, on Twitter, the same on any social platform. But there's no other social platform that is literally dedicated exclusively to business, right, like building promoting your business, building business, focus relationships, finding events, well, whether it's, you know, digitally or in person, or, I mean, everything, it's the sole purpose for people to be there is to talk about business to talk about their business. So it's really kind of this cool thing that just can't be experienced anywhere else. And it really does. I think social media does this for, like, all social platforms do this, but it kind of lowers the barrier to entry. Because like, in traditional sales, you talk about like the gatekeeper. You know, when I used to walk down Main Street, I'd walk into the building, the business owner wouldn't be sitting at the front desk, right, you have to talk to the person in the front desk to get an introduced introduction to the person in the back. As long as someone is active on LinkedIn, you can build a relationship with anyone, regardless of who they are, regardless of who you are, as long as you say the right thing. And that's really where the power of LinkedIn comes from. It's just like, you have access to anyone in the world, as long as they're on the platform, which is most people, but you you can, you can start talking to the CEO of Google, like you can talk to anyone you want. Now, obviously, it's a lot harder to get in touch with them. But again, it goes back to if you say the right thing. And a lot of that time that comes down to what does that person care about? And what do you care about? And where do those, where's that intersection? Where do you align? And that's not always business. In fact, I'm an advocate of not being business first, because it's a lot easier to talk to someone, and then identify like, Oh, do you do this? I do this cool. How can we help each other out?

Yes, for sure. And how do you start those conversations, you know, or let's back up even? How do you first you have to identify who you're looking for. Right? And then once you have a solid idea of exactly who your your target audience is, your target contact is, you know, do you is it just as simple as kind of going through their profile and picking up on anything that you guys have in common? You know, like, and then you kind of like, start from there? Or how do you try to frame it like when you're teaching people how to do this?

Yeah, definitely. So I. So I guess I'll kind of go through, there's five principles that I've developed for LinkedIn social selling, and the first one is audience exactly to your point, right? Like, you have to know who you're who you're going after, who is your ideal client, who are the people that you actively want to build relationships with? Whether you are looking for a customer or a business partner, or a collaborator or an investor, right? There's, there's so many different kinds of business relationships that that we can try and build, establish and maintain through LinkedIn. So it really comes down to what am I right? Am I trying to find a client? Or am I trying to find a business partner? Or who am I trying to find, so knowing who those people are, who those those key influencers for your business are, is gonna be the first step, because that dictates the copy that you have on your profile, which is the second principle, the content that you produce, how you engage people, and how you prospect in general, which are the five principles that I teach. So yeah, 100% knowing knowing who they are. Basically, it comes down to a combination of both creating relevant content and, and, and engaging people, both privately and publicly. So replying to comments or sending people DMS. So that's kind of like the the winning formula right there. So when you start posting relevant content, relevant people start to engage with you. And because they've seen your content, it's super easy for you to DM them and say, Hey, thanks for the comment or love what you said blah, blah, and right, that's your opportunity to connect and start a conversation. So rather than just kind of like going down, you know, building a list and saying like, right, these are the people that I want to reach out to and I'm going to cold message them. Man, tell them, here's what I do. You are organically finding them through content and conversation. And now we're now we're no longer strangers on the internet, were at a very, like I always kind of use the metaphor of LinkedIn is like a, an in person event, right? Like you just came out of a session and you're walking up to the bar to grab a drink, and you see a person next to you the next you ordering the same beer, and you make a comment on that. And then 10 minutes later, you're down to discussion about how you two are in the same industry and like how you could potentially work together, right? So it's like, all about this this serendipitous, like introductions, right, like meeting people, because you were talking about the same thing in the same circles. So I always use that for like, that's how I find my people, I know who I'm going after, I'm not going to create the content that attracts that type of person, or talk to people who are saying the same things. Because that's where I'm gonna go find my people. And in finding them, it's through content through conversations. So I literally just pick up where I left off. It's not like I have to try and figure out like, what is this person going to? Like? I don't have to try and guess like, what's their favorite sports team? Or do they have kids? Yes or no? Like, what topics can I kind of say to them, that'll that'll help me start the conversation? They're already engaged, like in a conversation with other people, you're just kind of walking into the circle and just kind of taking you like being becoming a part of the conversation that's already happening. Yeah,

that's great, because so many people will start out as like, oh, we went to the same school, let's start chatting about that. But which can work. However, it is a longer road, right? And so with the way that the tactic that you're explaining, it's like, start with the content, and then you're already reaching the people you want to reach. And then you can kind of like kick up a conversation that way, rather than it's like, yes, you can go like, Oh, go Gators, we went to the same school and you know, and then it kind of like, meander your way over. And so the part of that is, you have to create content and post content that people are going to engage with. And I think that's all a lot of the battle, right, is that you're creating this content and getting people to engage a lot of people are lurkers. And so you might not know like, oh, you know, they may not comment they might not like the news may not share. So what do you have any tips on that? Like, you know, that's part of social selling, right? You got to post stuff that people are actually going to engage with?

Yeah, definitely. So So I'll kind of go into the the lurkers comment because Lurker, right? There's, there's a bunch of people who are on LinkedIn daily, who are not creating content or even engaging, right, they're not even kind of just reacting. And I actually do this on any other social platform. I just sit there and I scroll feed. That's all I do. I never I never react. I never comment. I'm never on there. But like, when I when I am right, that's actually why I deleted them. Because I was like, What am I doing is a waste of time for me. So I like I, you know, there's there's a lot of people who do that, and there's no way to start a career because you don't know that they're there. So there's no way to start the conversation. It's not like they commented on your post or someone else's post that you know, and you're like, oh, I can pick up off that, right. So what's really cool about LinkedIn, well, you need this is the actually, the only reason I can justify having a paid version of LinkedIn is because they actually let you see who views your profile. So people can look for forever and ever. And a lot of creators will be like, I got this message the other day, from someone who said, it told me that they've been following me for 18 months, and I've never even heard of them before, right? Like they were lurking, they were viewing your content daily, constantly, but never showed up. So you didn't know that they were there. But when they come and view your profile, they're kind of like coming out of hiding. They're poking their head out to like to see what's going on in your profile. And that's where you can see that they're viewing your profile. So like I have a hole, or like I simply just message those people I quickly go look at their profile, is this person qualified? Do I actually want to start a conversation with them? Because if I don't think that, that I can help them or they can help me then I don't want to waste their time or mine. So I want to make sure they're qualified. I know who my target market is. Cool. Like, let me go just say, Hey, I noticed that you checked out my profile I saw right like I can comment on their tagline or something that I found in their like in their profile as like kind of fodder to start the conversation. But I've done this with literally just saying like hey, so are you checked out my profile I did the same you open to connecting and that's still it definitely anything that's customized will convert at a higher rate. But that message alone like will can account for a significant amount of of new connections who are relevant because they viewed your profile and you qualify them as someone who you want to be connected with

and that doesn't come across as like awkward to like oh man, he saw me looking at his profile. I've like

yeah, it's it's funny because it feels awkward, right like and I thought this too before I even started and then I started doing it and no one said anything to me no one said anything to me. And then one person actually did say something about it, but it was more of the fact that like hey, like I really love the way that you did this. I've like always wanted to do it but felt it was creepy for me to reach out to people. But now seeing you do it like it's really not that bad. So it's it's funny, right? Like it's like in our head like it feels weird. Like it's the like Oh, you're creeping on me. But like, there's so many analytics tools out there and especially like, as a marketer, like I know, like everything that's going on behind the scenes. So like it like, as long as you're genuine as long as you're a human being, and this goes for really anything across the board. People are okay with it. So

cool. Okay, so you've made a connection, whether it's through content that you've posted, and they've commented on, or, you know, you get some sort of conversation starter based upon similarities. So when, when do you dive in with the cell now? When do you?

I don't, that's my,

so explain to us. Yeah. Like, how then, do you kind of get to the point where you're like, Okay, I can help, I can help you. Maybe you can help me, you know, that point point of the conversation?

Yeah, definitely. So and then that was the biggest thing I struggled with. And that's why I think it took me real solid three years to kind of figure out how this system works. But essentially, what I've developed is the three step, no pitch framework. So because I had that same question, right, like, cool, I can have, and I've wasted a lot of times, like, I would talk to people for a week, right? Because I'm, I'm like, I log in in the morning, and then and then I'm kind of like, done, right? So I sometimes have conversations for like weeks with people, because by the time they get back to me, and then I get back to them, and then like one of us drops off, and then we pick the conversation back up. You know, I can go on forever and ever and ever. So I'm like, Wait, how do i Where's Ray? Like, where's the balance? How am I focused on building this relationship, but also making sure that there's positive outcomes for both of us? I don't again, I don't want to waste their time or mine. So the three step pitch framework was really designed to say, Well, alright, well, how do I minimize the amount of time that I have to talk to this person, but help them figure it, like, help them realize, like, Hey, you seem cool, right? Like, you seem cool. I think that it would be beneficial for us to connect, and like, let's see where it goes. So it's like, how do I kind of hyper shorten that process? And I think even call it like, the, I'm cool. You're a cool like factor. And it's just like, if you both kind of have the vibe of like, hey, I really liked this person, and I feel like we'd get along, then most likely, they feel the same way. So if I just throw it out there, and I'm like, Hey, like, Would you be down to chat? Like, I do this sometimes, like after just to like two or three, back and forth? Right, like, nice, nice intro. Like, I get to ask another question, learn a little bit more about them. I've had them so I know that they're like that. There's some sort of opportunity for us to work together in some sort of capacity. So I'm like, why not? Let's just hop on it rather than me try and like, question you and make me feel like I'm interrogating you like let's hop on a call, right? Like, let's let's get to know each other. If nothing comes out of it, then no big deal. So then I started booking a bunch of networking calls that ended up going nowhere. And I was like, alright, well, I again, like right, where am I going with this? How do I figure this out? Right? So I started figuring out well, okay, I need to have extreme structure within this call, right, I need to turn this I set up this casual call, I can't kind of like do a bait and switch and try and turn it into a sales call. That's never going to work. So I need to have this call be focused on an introduction is just networking, finding opportunities to work together. So I started outlining Well, well, how can I actually help this person? And I made a shortlist of like, three things like, here are the things that I can do to help you. Because I, what I noticed is like, I'd be on these calls, and everyone would ask the same question. So how can I help you? Right? Everyone just wants to help each other out. And every time I tried to answer that question, I was like, Well, I don't, I don't want you to help me, I want to help you. So it's like, it got to this weird point, right? Like, I was like, here are the things I can help you so. So rather than getting into that point, I was like, Alright, I'm gonna have extreme structure to my call. And I learned this from like sales processes and actually like doing homework and like buying courses and hiring coaches and all these things. But I said, How do I take the the bits and pieces that actually advance the conversation, but don't make it feel like I'm pushing someone into trying to buy stuff from me, right. So basically, hop on a call set up the agenda right off the bat. Hey, awesome, you know, super glad we got a chance to connect. We've got 30 minutes. So I really just wanted to kind of, you know, sit down, share my story here a little bit more about you so that we we kind of get to know each other a little bit better. And then like the last five minutes just go through, like, how we might be able to help each other out in the future and what next steps look like how does that sound to you? So I'm doing a couple of things here. I'm basically setting up the structure for the call to set expectations to know like, Alright, here's like how this call can be mutually beneficial. I'm also asking them like, are you okay with this? Does this sound good to you? So they get a chance to agree and buy into it? Right? And say like, because if people agree upfront, they're more likely to follow through and then the third thing is is there anything that they wanted to cover right I don't want to try and like command this call this is a mutual call so what do you want to get out of this call? Let's let's agree established like what we both want to get out of this call upfront. So we can make this the most productive 30 minutes we have together. So then we dive into it, we spend some time well I write like, I'm gonna exactly like I just did wouldn't like at the beginning of this podcast, I introduced myself, right. That's my founder story. That's the same story that I tell to every single person that I meet because it helps me describe who I am, where I've come from, and what I do today and how I help people. So it's it's very non invasive way of me being able to share like, Hey, this is what I'm an expert in and how I think I can help you, without me trying to like push my services or product down someone's throat. At that same time, I'm getting to hear about their story and what they do. And I can use this as an opportunity to actually qualify them. Because I've already looked at their profile, I know demographically, they have the right job title, they're based in the right location, they have the right amount of work experience, you know, whatever kind of C's and T's you have to cross and I's you have to.in order to get to this point. But demographics are one thing. And then there's the whole thing of psychographics. Cool, this person is my ideal client. But do they actually need my help right now? are they struggling to do X, Y, Z? Are they really excited about accomplishing this, but I think I can help them get there faster, right? So you're using this for you're just having a conversation, they're kind of spilling the beans and letting you know, like, here's what I'm here's what I'm focused on. Here's what I'm struggling with. Here's what I'm excited about TV, news, all those things to help you kind of identify. All right, I from the very start of this call, I wanted to get three things, here are three ways that I think I can help this person in them telling me their story, I've already kind of crossed off one or two of those. So there's really only one thing I think I can truly help this person with. So when you kind of get to the end of that call, you're starting to wrap up now you know exactly what you need to do. And then you say, here's the way that I think it can help you. And it has to be value driven. It has to be like, right, like, here is how I think it can help you there's there's no strings attached, there's no nothing, right. So usually, that's like a lead magnet or an introduction to someone or whatever you can do, right. And I started doing this and it started working really well. But I still kind of like had this gap missing. I was like there's there's still like a final piece missing. And it really was like there doesn't need to be a sales component of it. But it can't be a part of that networking call. So I was like, right, well, I need to move them into a sales call. But just me giving them like a free guide or something is really enticing enough for them to want to be like yeah, I'd actually like to learn more about your service, right? I'm still kind of having that hard step into like, right now we're moving over to a sales conversation. So I was like, alright, well, what do I do next? Right? Like how do I how do I still make this kind of like a smooth transition into to being focused around helping you, here's exactly how I do it and enticing them to say like I'm willing to invest in something like that. So really, it's it's about kind of creating a subtle kind of like onboarding experience, right, like, so you're, what you're doing is you're offering something of value, whether that be like, A, and I've done this a number of different ways. I've done it with like a social media audit, or Aaron, you and I have even done like a pro, like I sat down and did like a profile review with you. So there's a lot of ways that you can offer something for free, right. And don't just call it a lot of people make the mistake of calling it like a free consult. But like everyone offers a free consults. So it has to be something specific, it has to be branded, right, like, I'm going to, I think I used to call it like my my LinkedIn profile tear down, right? Like it was this branded experience. It was this, you know, like a checklist of the things that I'm going to walk you through, here's exactly what we're going to do together on the next call, and here's what you're going to get out of it. And hey, it's not going to cost you anything. But if you choose to move forward, right, here's what's kind of those next steps are. So what you're doing is you're actually like making them become a client for free, you're starting to walk them through your onboarding process without any commitment to them. Well, providing a deliverable that they can take home something that they can physically write, like, here was here was the value, you can't see me because we're not sharing video, but like, I'm holding something in my hands metaphorically, right, here is something of value that I took away from this conversation, this discovery call this third step the sales call. So that's what you kind of have to use as your call to action. Right? Like, you're DMing people, Hey, you seem cool, let's chat, you hop on a call, you get to know them a little bit better, here's how I think I can help you, it's it's really cool process is gonna only take you 60 minutes, we're just gonna sit down, I'm gonna give you XYZ and at the end, you're gonna have this deliverable that you can take home, whether you choose to work with me or not after that is totally up to you. But no matter what, you're gonna get something of value that you can take away. And by doing this, you are literally walking people into making this decision. Because now that it's like, I have this cool thing, I really want to do it. I've spent a lot of time with Dan, but I don't have the time to do it myself. I'd rather just pay you to do it. So it takes this entire journey of not knowing someone into building relationship and adding value to them to the point where they can't see work, like not having that value continuing being on with you. So it's this really kind of seamless, cool process. It took me a long time to figure out

no, but it makes a ton of sense, you know, because then you're creating that trust factor. You're increasing your camaraderie. They're getting, you know, a deeper look into what you can do and it's becoming more obvious to them of how you know you might be able To, to help them as well. And you know what I'm assuming it's like, pick something that's like, semi automated or semi, you know, that you've like figure it out so that it's something that's not going to like, take up a ton of your time, right, you know, something that's like you're giving it away for free. So it's got to be something that's pretty turnkey, you know, for your business, right?

Yeah, the whole process really has to become that way, right? Like, to the the very first message that you send, right, like if I have, and I like to customize them, but I always have my template, right. So the same thing I said, with connecting with profile views. Hey, so you checked out my profile, I did the same, you're open to connecting. And I can customize that and make them better and increase my conversion rate. But I always have that go to that stamped in my head, I can type that out without thinking about it. Someone comments on my post, hey, thanks for the comment, you open to connecting, again, I can customize that make it better and increase my odds of having a better conversation and the likelihood that they'll respond to it. But right like it's my go to I have it stuck in my head boom, it's there ready to go? The same thing exactly why the the introduction call is always the same, you have your like, Hey, here's what we're going to cover on this call. Here's the introductions. And here's the takeaways from that call, that sent the discovery call that third step of the process, same thing every single time, right, you're going to kind of pull them into the call, you're gonna walk them through the process, you're going to offer them give them a deliverable and tell them exactly what next steps they can take from there. Even the follow up messages you send, you want to make sure that all of this is repeatable. So it's got to be something that can be done on the call itself. So if you have like a template that you can just like boom, copy and paste, bring it up, share your screen, and literally fill it out on the call with them. And if it maybe takes 510 15 minutes after the call to kind of wrap up and send over, that's kind of where you want to cap out, you don't want to spend an hour on a call with someone and then three hours either like preparing the report before the call, and then afterwards, because that's just way too time consuming, right. So it's always about like, the most efficient way through this entire process is being able to build a structure that you can use over and over and over again, but have the flexibility to adjust your message or your the way that you present it based on the person that you're working.

Now this is gold, and thank you so much for getting super specific. I love it. When you know, that's why like I choose my guests wisely, because I know that people are not going to just be like, you know, do flat, you know, like, oh,

you should post five times a week.

Exactly. I'm like, I never hear that again. So I really, really free.

I'm actually I'm trying to post last now I'm like how re going back to efficiencies. Like if I post if I move from five posts a week to three posts a week, what happens? What happens to my views? What happens to my traffic? What happens to the amount of calls that I can vote? Can I get away with doing less? So like I'm always about? How can I make it?

Exactly? You know, because why? It's like if you're, you know, some people are like I post every single day and I'm like awesome. How's that working for you? Besides eating up your time? If it works great, but ya know, I love that you just kind of like experimenting to see what works. So where can people find you online? If they want to work with you find our you know, find more information, especially about this pitch free framework that you went over? Do you have that somewhere where people can grab info about it?

Yeah, definitely. So the best place to connect with me would be my obvious choice for social media. So on LinkedIn, I am one of several Danmarks I connected with all the other Danmarks I could find on LinkedIn years ago, I still don't know what I'm going to do with that. But it's I'm going to do something fun with that eventually. But you should be able to easily find me because Aaron and I are connected. So you'll see your mutual connection. My background is we're not sharing screen but a bunch of books in the background. Do me and told me that you found me through Aaron and I respond to every single one every person that DMS me unless you send me a crappy sales pitch. So you can DM me ask any questions, feel free to reach out. I also have you could links to my website as well as I have a free guide. And both in there we'll kind of like start to walk you through that framework. But the full framework everything step by step is built out in my course called the LinkedIn social selling place

awesome. So on the show notes will include a link to your LinkedIn page as well as your website you'll get more info. So there's something that we ask every single guest at the end of every single discussion, which is if you could only listen to one music artists for the rest of your life who would it be?

Oh my God, that's the worst question because I get I'm like weird I get into these modes where like exclusively listen to one artist or sometimes even like the same like songs just over and over and over again. And then I get bored and then I move on. Right so what I would say today wouldn't be the same like a year from now. I really really love a band called Moon who they are. They started off as like street performers in New York City. It's to saxophonist And a drummer. They call it cave music, but I just call it like, the best way to describe it is basically acoustic like house music. I'm gonna have to check that out. It's like techno on like saxophones. It's really cool.

Oh my gosh, check that out because my son plays sax, and then Joey plays the drums. So I'm like, I'm all over it. Like I check it out. And we have a playlist, the Small Business Big mindset playlist, where I add the music that everybody says to this question, to the playlist, and I can tell you, that band is not a part of it. Yes. I will add it.

Yeah, all of a sudden, you're gonna be like listening down this playlist. And like, there, you know, there might be like, a little bit of like, different and then all of a sudden, like, you're just gonna hear like screeching horns, and you're like, Wait a second. What's

this? What's the background music while I'm working? Like no, sorry.

Yeah, right. Alright, hold on. I need to stop working. And I just start dancing. Yeah, exactly.

It's like your breakdown music. Dan, thank you so much for taking the time I had such a blast chatting with you today you shared so much amazing things that we can actually implement and take action on.

Awesome. I always love hanging out with you, Erin. So thankful that you, you know to be able to come on and, and hang out and talk about LinkedIn social selling, because you know, it's one of my favorite things and I could talk about it all day. Thanks, Dan.

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