Outbound Marketing Strategies for LinkedIn and Email Growth – ep 91

Mostafa Hosseini  00:03

Hello and welcome in this episode you will discover why you should start doing outbound marketing ASAP how to create a good offer for your business. Why you should take a week off every quarter to see what breaks in your business and you will watch Mustapha yours truly get exposed and coach by coach by Dr. Connor.

Welcome to daily confidence for entrepreneurs. My name is Mostafa Hosseini. And we are here with another amazing guest and amazing topic. My guest today is Dr. Connor Robertson. Welcome, Connor. Thank you for having me. Great to have you. And today’s topic is how to leverage email and LinkedIn for your business and take it to the next level.

As usual, if you’re watching or listening, please make sure to like and subscribe to the show on whichever channel you’re watching. If you have any questions, put them as a comment and as we’re going live or after and we’ll get back to you. If you know anyone that could benefit from this conversation, if you know any business owners today’s topic, and the guest is really hot and tagged them in a comment and have them you know, tap into the wisdom and knowledge that we’re sharing here today and are shared the link with them. Now, I’m also sharing the checklist with the step by step process with four simple retention formula.

This is a program that allows you to keep your customers have them come back, create recurring revenue and get referrals for them. The item number five on the checklist allows you to grow your sales by about 20% in 90 days or so. So if you’re interested in that, in a comment, put down retention, and we’ll send you the link to download the checklist. Now let me do the proper introduction here for Dr. Connor. And we’re going to dive into a very interesting conversation.

Dr. Connor Robertson is a serial entrepreneur specializing in outbound marketing acquisitions and organic growth. He started working at 10 years old for his parents recruiting firm and learned how to scale small businesses. Today, he’s a partner in nine different companies, including get direct data.com. patient, patient reno.com and syntax.com. Let’s welcome Dr. Connor.

Connor Robertson  02:19

Thank you for having me. I’m excited to be here. This can be good show here. We got the new stream yard version here, which is new for me. So I’m excited. Thank you for having me.

Mostafa Hosseini  02:27

Great to have you. So let’s dive right into it. Connor, what is your story? How did you get to where did you start? And how did you get here?

Connor Robertson  02:34

Yeah, I think I think that’s a good part to start for everybody. Right? At the end of the day, I grew up in a family of entrepreneurs. And my parents are, you know, both went to school kind of normal job. My mother was a nurse father was a computer programmer. And they both started a company together in 2000, which was probably the scariest thing they’ve ever done at that point, which is, hey, let’s both quit our high paying good, you know, stable jobs and create a company.

So that was my introduction. And I was born in 93. So I would have been seven years old at that time, I got to watch them build a company, you know, first job with them was shredding paper for I think like $6 now or $7 Now or whatever the whatever the going rate was at that point, you just sit there and just shred paper over and over again.

But you kind of learned through proximity when you watch other people build businesses, especially family businesses. And for them it was it was actually pretty cool to have the family all tied in together. And so I got to watch them grow that to you know, substantial size, open multiple locations, hire over 50 people and just grow something to a level that I’ve never been able to be exposed to previously.

So I took that knowledge, basically went to school in University of Western Ontario, left a year early, went to chiropractic school did my five year doctorate practice for two years in Pennsylvania. And then basically overnight, it decided, hey, let me take all this stuff I learned from my parents, all the businesses to coaching people, consulting with people learning from them, and put that into a business.

So then I started healthcare consulting with Keith Cronin, who’s now my business partner and co founder of sin tax and get direct data and a few of our other entities. And today we specialize mostly in outbound marketing organically. So that’s LinkedIn email, tax, voicemail, all the organic channels in that has stemmed mostly from the stuff I learned from my parents in the recruiting world.

So just took everything I learned from them, transition that fully over into these new business models, figuring out how to monetize it, and the whole vision that we have at syntaxes low cost acquisition without running paid traffic. That’s basically it.

Mostafa Hosseini  04:29

Love it. So tell me more about what you do today and who you serve. Yeah,

Connor Robertson  04:33

so we serve a very specific audience b2b service based companies that have a $5,000 offer or greater and are selling something online just like you we’re looking for people that have good product market fit people who are excited about what they do and we can kind of jive with right I want to wake up and enjoy my job every day.

 Not you know, hate hate the people that we’re working with. Right? So it’s it’s a good process we have but we are very specialized in b2b outbound marketing. So we have to core offers that we run offer number one is called Pay Per positive reply. It’s an offer where we generate leads for people using outbound email marketing, we get paid on performance, we don’t do retainers, we’re performance based, and the other offers called Pay Per intro.com. And that is basically the same offers link as the email service.

But on LinkedIn. And for me, I’ve always been a big believer in the more performance based you can be the less retainers the better. I really believe in trying to have skin in the game from everybody. And so today syntax exclusively does performance based work, we no longer do retain services.

Mostafa Hosseini  05:34

Love it. Love it. That’s a valuable service. And we’re going to talk more about it. Now. For the people that are watching. Tell us about what is up outbound marketing, and why is it important? Yeah,

Connor Robertson  05:47

so there’s really only two types of marketing that I see. You know, I’m sure you can categorize marketing into a bunch of different different ways. But there’s really inbound and outbound right inbound, as you placed an ad somewhere, whether that’s Google ads, YouTube, Facebook, Instagram, tik, Tok, whatever, and somebody sees an ad, and they come to you, that would be considered inbound marketing, we do exactly the opposite of that we do outbound marketing.

So the way that that works is we’re grabbing contact details of people somewhere on the internet, social profiles, emails, phone numbers, whatever. And we’re going outbound to them. So the big premise with inbound marketing, when you’re running ads is, hey, do you have this problem? Here’s a solution. That’s the inbound channel, the outbound channel, what we’re doing is we’re going to them saying we have this solution, here’s the thing that we have, here’s the solution, do you have the problem.

So it’s just an inverted way to do to do marketing. And I’m a big believer, I think, similar to you, with you with your pipeline stage, you know, calling service and reactivation service. It’s the same model, there’s high volume, high touchpoint outbound activity that you’re doing every single day to stimulate business. And to me that’s a little bit more predictable than Let’s stand up a bunch of ads on Facebook and blow budgets out of the water and spend 10s of 1000s of dollars without a concrete or tangible results. So that’s outbound marketing to me.

Mostafa Hosseini  07:02

Love it. So inbound versus outbound outbound is when you go to people, you say, do you have this challenge? Do you have this problem? Is this an issue that yeah, it’s an issue? Well, we have a solution, would you be interested to learn more about it and how we can help you? And if they’re interested, then that’s when you, I guess could deliver more love it. So what do we need to get started with email and LinkedIn outbound marketing.

Connor Robertson  07:26

So they’re two totally separate kind of models. We’ll talk a little bit about email first. Generally speaking today, big kind of big disclaimer here, too, if you’re somebody who’s going to do email marketing, and you plan on using free Gmail accounts, that’s at gmail.com, not G Suite, and not Zoho, but just real like@gmail.com accounts on May 30, which is in you know, 33 days, Google has an update call coming, which is called the LSA update, the less secure apps update, when you log into something with your Google account. Previously, you would just you have to solve a captcha and you could get into that application on May 30.

Google is actually getting rid of that. So one of my big disclaimers to people is if you are currently sending cold email to prospects using at Gmail accounts on May 30, it’s going to stop working, Google has rolled out a new thing called the app password, what that is, is you can log into Google, it’ll give you a long, I believe it’s a 16 digit password that you can plug into whatever you’re using the Gmail for. And now you will no longer have that issue.

But if you don’t do that, you will lose access to all your Gmail accounts or any of your sending accounts on or before May 30. So if that’s something that you’re doing today, make sure you change that. It’s very, very important. So that’s my little disclaimer up front.

Mostafa Hosseini  08:37

So what happens if I’m using just personally sending the emails back and forth to the calendar and the rest of us,

Connor Robertson  08:42

so same thing, so on May 30, you’re going to go to log into your Gmail account, Google Calendar, your actual Gmail account. And it’s going to say, if you haven’t set up to, if you haven’t set up, the less secure apps app password, it’s gonna say, in order to use your Google account, your Gmail account, you must do this process today, or we’re not going to let you do anything with your account.

Mostafa Hosseini  09:01

So any with any any existing integrations,

Connor Robertson  09:05

it will affect 100% of existing integrations, every integration that currently is tied to your Gmail account, that is currently using less secure hours, we’ll have a problem with connectivity, you will probably get a bunch of notifications on May 30.

From those applications that say, Hey, your accounts been disconnected. You might get an email from Google, there’s a lot it’s kind of speculative as to how they’re going to notify people. But your connection from that Gmail account to the actual application will definitely stop working after May 30.

Mostafa Hosseini  09:36

So I’m gonna run on Calendly and Google Calendar, do I need to go and set something up new from scratch?

Connor Robertson  09:43

No. So what you’re going to have to do is you’re going to when you go to Calendar, let’s say you log in on on May, April, June 1, I guess that would be you’re gonna see that, hey, your accounts been disconnected. You’re gonna have to go back in there, put in your username and password for Google and you’re gonna have to reconnect it and it’s gonna give you a 16 digit password now instead of the normal, whatever your password has been selected, so that’s something that everyone will have to do for every application. There are a couple applications that connect to Google today that are not less secure app applications.

For example, you gave Calendly. As an example. Calendly operates on OAuth. Oh, auth is a very expensive security measure that Google has about $75,000 to get, oh auth approved. And that will allow you to connect to those applications without it breaking. So if you are account user, and it currently does operate on OAuth, you are probably not going to have this issue. But if you’re connected to let’s say, a smaller CRM, or maybe you’re a go high level user, that’s a common application for online companies.

That will they don’t have Oh, auth. So that’s going to break on those days. So just keep in mind, it’s not the end of the world. But you do need to reset it on on June 1, or after May 30. And that’s just that’s just coming. So that’s kind of like the out there. Disclaimer, we talk about email and LinkedIn. And that is for sure out there as you need to perfect dress. So

Mostafa Hosseini  11:02

again, if you’re watching or listening, if you get a notification from Google saying your you need to re log in reauthorized, reset up and re integrate an app or to that’s not something to be missed. You have to take action on that. Definitely,

Connor Robertson  11:16

especially for calendars, right? If you’re someone who relies heavily on sales calls and integrating with Google Calendar, do not you will see a dip in your sales if nobody can book in your calendar because the the integration is broken. So try to try to get that fixed as soon as possible. I’ll go back to answering your question, because I think it’s super useful, right?

Like email, LinkedIn, what’s the difference? How are the strategies different, right? So when you email, here’s how it works. Generally speaking, you get five domains, five inboxes per domain, right, you never use your primary domain, you always use something slightly different. Just so that you don’t burn that domain, we set up five domains, five inboxes per domain, and you typically want to warm or ramp up those inboxes for about 14 days, that’s 14 calendar days, Google and all the other ESPs, the email service providers are looking at new accounts and saying, hey, this person opened the account yesterday, and they sent 10,000 emails today, that’s highly suspicious.

So you need to ramp up your accounts. But once you’ve ramped them up for 14 days, you can send 25 3040 emails per day per account very conservatively, and tell people about your offer, you can pull list of people from LinkedIn, you can email them, hey, this is what we specialize in. Here’s how I can help you do you have this kind of problem? If they say yes, you’re going to reply back to them with a calendar link or some way for them to jump on the phone with you. If they say no, or maybe later, you’d put them into your CRM, and you’d follow up with those people in the future.

So though, that is the fundamental way for people to run, email marketing outbound, the whole goal is how do you scale it? Well, there’s three things you can do more domains, more inboxes, or a combination of the two, right? You could say, hey, I want to send 1000 emails a day or 10,000 emails a day, the only difference there is, Do I have enough emails to send to? And do I have enough sending accounts, actual inboxes that I can send from?

So that’s the whole email marketing strategy. On the LinkedIn side, it’s the exact same process, you have a LinkedIn account, you connect a LinkedIn account, you run some automation outbound to people, Hey, this is the problem that I solve. This is the kind of work that we do, do you have this problem? They say yes or no, the people say yes, boom, push them directly into your sales funnel. So it’s the same model both ways. But everything is contingent on you going outbound to your customers, or prospects in this case, telling them what you do, and then telling them how you can help them.

Mostafa Hosseini  13:33

Love it. So what about the age of the domain does not matter. So

Connor Robertson  13:37

the age of the domain used to really matter. That was a massive factor for a long time. Google is a little bit less sensitive to the age of the domain today, in most ESPs email service writers are less sensitive, because they know that people spin up new businesses, micro businesses all the time. So they’re a little bit more lenient on just age, the major factors that they look at other than age, bounce rate, they want to see less than 3% of the emails, you send, bounce.

So you got to clean your email list before you send to it. That’s one thing. And the second thing is open and reply ratio, you want to make sure you have at least a 30% open rate and at least a 1% reply rate what they reply doesn’t matter positive negative out of office auto responder, doesn’t matter what the reply is. Just the fact is that you’ve got a reply that tells Google and the other ESPs hey, this person sent a bunch of emails and the people are replying back so there’s clearly something of value there.

Mostafa Hosseini  14:32

Okay, so we do we have to be around 30% for open rate.

Connor Robertson  14:36

We don’t You don’t have to be most of the service providers that that emails are going out of have a ranking system based on IPs. So think about it this way. In school you know, you always had the people are the smartest kids, right? The eighth the eighth grade eight people and then the Grade B people in the C’s, right?

They group you on your sending reputation Google does this they group you into Hey, You’re an A plus, you never have any bounces, everyone replies to you got great open rates, great reply rates, and they group you into that that category, you can do anything you want when you’re in a plus, if you start having spam complaints, or you know, a lot of bounces, or a lot of deliverability issues, they start knocking you down a few grades.

And so they group all the A’s with the A’s, the B’s with the B’s, and the C’s with the C’s, if you find yourself in D, or F category, right, you’re not gonna be able to send emails anymore. So just like anything else, you always get a rating. The higher the rating, the better it is, the lower the rating, the worse of it. So that’s, that’s a simplification of how Google analyzes email behavior. Love

Mostafa Hosseini  15:40

it? And then is there a way for us to find out what kind of classification we have with Google? Yeah,

Connor Robertson  15:45

so one of the things that you can do that we like to test is if you have sales, copy, email copy that you want to write, you can take your email account, write that email, and send it to yourself, and another email, an email that you don’t typically interact with. So if I have Connor one@gmail.com, and Connor two@gmail.com, I could send from one to the other with that email copy.

And if that inboxes, in doesn’t go to the promotions tab, in Gmail, you know, you’re in a good spot. So that’s an easy way to test. It’s not perfect every time. But that’s an easy way to test your what we call inbox placement score, IPS, hire inbox placement scores, those those people with the a’s and the b’s, they’re going to inbox. I don’t know if you ever noticed this or not. But if you there’s always that one person that you email back and forth, and their stuff always goes to your junk folder, right?

Every time you’re like, Hey, man, I missed your email. They’re like, yeah, it’s in my junk, right? That person’s A, B, or C, maybe a D, there, they have a lower ranking. And so what’s happening is they’re being filtered out of your inbox and going into the junk folder. So the only way to fix that, most of the time is to use an warmup tool, there’s a lot of different commercial tools out there. I’m not necessarily gonna plug any one tool, but warm up inbox is well known for this, there are like a $12 subscription, I think you connect it to your email account.

And what it does is it sends emails back and forth between your account in a pool of other accounts. And that will increase that reputation. It’ll show Google, hey, I’m getting a lot of replies, I’m getting a lot of opens, it emulates that behavior.

 And so very quickly, you can, you can go up the list. Now, warm up inbox is great for consumer users or small business users. If you’re somebody who’s trying to crank out 10s of 1000s of cold emails per day, you got to come up with another solution, which is one of the kinds of things that we focused on, because it’s very expensive, warm up inbox, $12, I believe, per inbox per month, let’s say you have 100, inboxes, you paying $1,200 a month to warm up your emails, probably not right. So there’s other solutions in the marketplace that we’ve worked on, and other people have worked on to have a lower cost solution.

But if you just need one inbox, and you want to warm it up, warm up, inbox.com is probably the best place to go. If you got a bunch of

Mostafa Hosseini  17:56

emails and you need a warm up, and you have a solution for that, yeah,

Connor Robertson  17:59

we have a couple different solutions, we have an SMTP provider where you can connect with your usernames and passwords, you can sign in and you can connect them to the bot. And what that will do is every day, it’ll send back and forth emails, and it’ll increase that inbox placement score. So for example, you know, we rate it from zero to 100. Instead of the letter system, we do zero to 100. Because we’re math guys, if you have a 90% or higher, you will inbox if you have an 80 to 90%, you will inbox but you’ll probably go to the promotions tab.

If you’re under 80%, you’re going to be going to junk. So every day, we have a ranking system on our side, no one else can see it, but we can see it back and forth. And I can see exactly every single email address, how it’s performing. Is it going to go to inbox? And do we need to keep warming it up before we start sending with it again?

Mostafa Hosseini  18:48

Interesting. So I guess getting that was good. That was a that was something I learned today that I literally didn’t know about before this conversation now the warm up inbox. Yep. And that you need to, you need to send emails that are being opened and your people are replying to you. So I think I think if you’re writing copy, if you’re encouraging people to reply back to you, that would improve your score there, right?

Connor Robertson  19:13

Absolutely, absolutely. And that’s what these bots do. Right. So something like warm up inbox, it sends emails on behalf of your email, and it controls other inboxes other people like you and it opens it on behalf of them and replies back on behalf of them fully automated. So that note because I don’t want to sit here and reply to all your emails all day and you reply back so it’s all bought driven.

But there’s 10s of 1000s of these emails on a network and so they continuously boost the score. Here’s the caveat. If you use a low quality warm up tool, for example, G mass not that we’re pushing against any company but G mass is considered a tier three warm up tool. There are a lot of people on there who are known to spam people with email. When those people email other people in the warm up pool occasionally You will direct everybody’s inbox. So you got to be careful with who you warm up your inbox as well. So

Mostafa Hosseini  20:06

I just had a massive aha moment. And that’s when I get some straight up junk email ending up in my inbox. Yes. Now I’m like, How the hell did this person end up in my inbox with this thing? That is like, clearly junk mail? Yes. That’s how they do it. Right? Yes,

Connor Robertson  20:23

correct. Absolutely. And they’re moving up the ladder. So they’re going from that, that F grade. And now they’re a D or a C. And so they’re scooting by and kind of sneaking into the inbox. But what you will notice is that those ones that seem suspicious that getting your inbox over time you stopped seeing them again, they might come back once and then leave, and they come back, but they’re generally not able to hit the inbox over and over again. So that’s just that’s just the way it works.

Mostafa Hosseini  20:46

Very interesting. Alright, so let’s go back to LinkedIn. How do we overcome the limitations of LinkedIn? If you are, you know, trying to like reach out to a bunch of people? Because LinkedIn definitely has limits? Yes,

Connor Robertson  21:00

yes, it does. So LinkedIn has something called the social selling index, the SSI it’s a score, kind of like school, we’re talking a lot about math today. Um, it’s zero to 100, it’s four categories, zero to 25. And each category, every day, you get a score from LinkedIn, if your score is 75 or higher, you’re going to be able to send roughly 100 to 150 connections per week, okay.

70 connections per region. Yeah, 100, you can send 100 250 connection requests to other people each week, if you have a score over 75, if you’re under 75, it’s highly variable, what LinkedIn will let you do, they might only let you send 50 connections, they might only let you send 100. It’s it, they don’t give away their algorithm publicly to tell everybody what happens. But in general, you have a score, if you don’t know your score, you can go to Google type in what is my social selling index, and there’ll be a link in there, though, you know, the second or third article down will be a link to your LinkedIn profile.

And it will tell you your score, it’ll tell you the four categories, your score in each category, and then what your total score is. So if it is not 75 or higher, what you’re going to find is it’s going to you can you can figure out how to make the score better. For example, most people don’t post anything on LinkedIn, they just DM people, message people connect with people. Well, there’s a category called insights. And that category is solely based on liking, commenting, sharing, and posting content. That’s it. It doesn’t care about connection requests.

It doesn’t care about searches, it doesn’t care about Sales Navigator doesn’t care about any of that stuff. All it cares about, is you engaging with other people’s stuff, LIKE COMMENT, SHARE. That’s it.

So you got to grow to improve it. Absolutely. You want to be doing that all the time. You want to like comment, share, you want to post a piece of content when you can, you want to send connection requests, you want to do searches, you want to use the whole platform, just like you’d use on on Facebook, right on Facebook, you would like something you would share something, you’d add something to your story, you’d create a real there like you would you do different behaviors on the platform, whereas LinkedIn, people just connect, connect, connect, connect right over and over and over again.

And so because of that they they put some limitations in place. To your question, how do you overcome the 100 connection request, right? One way, really in one way only, and that is having the email address the primary email address of the person you wish to connect with. If you have that there are a multitude of connection tools, LinkedIn automation connection tools, where you can upload a list of all the emails of the people you want to go after. And it will actually bypass that limit on LinkedIn, which will allow you to send 3456, maybe even 1000 people per week, you got to be a little bit careful, right, just like anything else, you can’t blow it out of the water, but you can certainly go significantly faster.

And there’s a lot of tools out there. Like that. There’s expanding.io, there’s LinkedIn growth machine, which is a tool that we have, that’s a white label on expanding. There, there’s a bunch of different tools, but they all have that same feature, which is I can upload this list. It’s fully enriched. And so I can push connection requests as far as I would like. So that’s the primary way to bypass LinkedIn connections today,

Mostafa Hosseini  24:16

Robert, so I’ve done the process of uploading my contacts to LinkedIn, to connect with them. And I connected like with almost 1000 People overnight. Yeah, which was really nice and sweet. And I really liked that process. But there’s a whole bunch of them that are outstanding. Yes, I’m received Should I just remove it and add it back again? Gentle.

Connor Robertson  24:37

So basically what happens when you’re doing that what’s called a CSV upload or import on LinkedIn, you’re going to like the Contacts tab, you’re going to manage you’re hitting that little up arrow and uploading your list. What that does is actually uses LinkedIn email system to send those people an email that says hey, Mostafa is trying to connect with you.

So that actually doesn’t go through LinkedIn. It goes through LinkedIn. In email service, so it’s a totally different mechanism. So you would want to recall all the people that are pending, and then send them again, maybe 30 days later, or 20 days later, after they didn’t accept, most of the people are going to accept in the first five to 10 days maximum, right? Because they’re going to get the email. And that’s it.

Mostafa Hosseini  25:18

So what I was thinking about was like, I know the active people have accepted, but those that haven’t accepted, like in a month, do I want to even reach out, you

Connor Robertson  25:25

know, what, it’s the way I look at it is probably and the reason I say that is because remember, LinkedIn isn’t perfect at email deliverability, either. So the email that went out on your behalf through LinkedIn to them that says, hey, Mustapha, would love to connect with you on LinkedIn, that might not have reached their inbox, they might have really stringent inbox, you know, you know, spam filters, and it might never have gotten them.

So I like to upload it twice, and then kill it, right. So to do two attempts at it, if it works great. And if it doesn’t work, just stop doing it. So all right.

Mostafa Hosseini  25:56

I’m looking at my LinkedIn right now, my social selling index is 70 out of 100. Perfect,

Connor Robertson  26:02

so we just need to bump that up just a little bit. We want to get that at least 75 Plus, Like, Comment, Share on post once per day, just jump in there, click a couple buttons, good to go. Easiest thing you could do. Perfect.

Mostafa Hosseini  26:12

So I got some some awesome coaching here, gang. So like, comment and share on LinkedIn to improve your is there like so what’s your favorite automation tool for LinkedIn.

Connor Robertson  26:22

So we have a tool called LinkedIn growth machine that we helped build with another company called expand the Expand is a great automation company, they do about $6 million a year, very good at what they do. They have built a white label environment that we spent a little bit of money and time to build out called LinkedIn growth machine. We own that brand today. So that is our shameless plug for it. We use that for most of our activity today.

 If you’re somebody who wants to do crazy, crazy volume, there’s another tool out there called ulink.co u Li, n c.co. Here’s the pros. And here’s the cons, the pros of ULINK is it can bypass any limits and go super fast the cons to ULINK is you can’t become a customer unless you know a customer. You can’t find their website. It’s invite only and you have to have a code to join. So there’s some limitations there that make it incredibly difficult for people who would like to use you like it’s something we’ve moved away from just because of that reason, I want to make it easier for people to you know, scale up and then keep going. ULINK has made tremendous changes in the last year since LinkedIn is updated.

And we’re slowly testing going back to back to you and get this time. So just something to keep in mind. If somebody wants an invite. I can probably dig it up and try to get somebody an invite to that there’s no there’s no money involved with that. I think the tool is 75 bucks retail. And so you buy a single license, you connect your account username and password, and you’re off to the races. Wow,

Mostafa Hosseini  27:44

Connor, this has been a massive value bomb so far. So you’ve been just dropping a lot of amazing nuggets here so far. So do you want to create? So is there a way to go over other than the tools that we talked about? Is there another way like to overpack overcome and overcome length limits?

Connor Robertson  28:11

So I, in general, you need an automation tool. That’s really the only way to overcome that. But what I will say is that people are getting more creative and strategic today. So one thing is there’s a company called hyper eyes out there hy PRI SE I think they make custom gifs custom images. The cool thing about hyper eyes, is you can integrate that with LinkedIn.

So I could send you a message and say, Hey, Mustapha, and I can be holding a coffee cup with your name on that coffee cup in the picture fully custom. So I can pull variables from LinkedIn, put them into the custom image. And that typically will increase the rate at which people respond. So whether you’re sending a connection request, you’re sending an InMail, you’re just sending a normal message, you’re sending them a message from an event or group, it doesn’t matter what the mechanism is that customization occasionally will increase the results we used to get about 20 to 25% connection acceptance rate, that’s somebody saying yes and no this person except the connection, when we started using more hyper eyes images that went anywhere from 35 to 50%, connection accepted rate, which makes a big difference because you do the same effort, but you get double the results.

So if you’re talking about hey, how can I increase my results? Maybe not bypass the limits, but I can get better results? That’s one of the fastest ways that you could do it as customization.

Mostafa Hosseini  29:27

How do you spell that a

Connor Robertson  29:29

high price? My PE er ay S E hyper eyes.com eyebrows.com.

Mostafa Hosseini  29:35

And then you integrate that to your LinkedIn, you

Connor Robertson  29:39

to your LinkedIn automation tool. So if you’re using expanding you can there’s a spot where you can connect it with that if you’re using ULINK. They I think they have an integration. Now, all the connection tools have an integration with high prize.

Mostafa Hosseini  29:49

You can send a GIF and the image in the connection request as well.

Connor Robertson  29:54

Yes, you can send a message. You can send a connection in mail. You can send it in any anything you want, right any part of the map Since you can put it in and you can put it multiple times, you could have multiple different images you send, you could send your first message with one, Jeff and the second one with another one.

I don’t know if you’d want to do that, because that will probably look like a computer or a bot. But you certainly could do that. Yes. Love

Mostafa Hosseini  30:14

1. Love. And so I’ve just learned a ton. This this, this has been amazing. I’ve just learned some new stuff that I had no clue about. So thank you for that.

Yeah. Let’s talk about creating a good offer. Like we’re now we’re gonna let’s, let’s do it through the context of I’m reaching out to people, and I want to give them a good offer that they’d be like, You know what, hell yeah, I actually need that. Right. How do we go about that?

Connor Robertson  30:43

Cup? A couple of things. Right. First of all, I think there this whole like over research over analyze the the marketplace, I don’t think it’s really as valuable as it used to be, I don’t think you need to do tons and tons of research. To me, the best product market fit is you do outbound marketing, email, text, your pipeline, Facebook, I don’t care what channel it’s on.

You do outbound marketing. And you’re looking for one in 100 people to say yes. If you can land one and 100 people to say yes, from outbound marketing, I feel as though you have product market fit. So what I do is I create an offer, launch the offer and see if I get good responses. So instead of spending all this time on, like, branding this and creating the perfect script and the perfect that I just run some outbound test it, see what the numbers look like.

And then I can put the effort into scaling it up writing better scripts, getting a sales process in place, all those things. So outbound is a very quick way to test it. Good offers typically have three things, number one, have a desired outcome. That’s clear. For example, I set appointments for XYZ desired outcome set appointments, you’re telling the people that you do that your case, right, I call pipelines and set appointments from existing customers and extract referrals at the same time, right. Clear deliverables, right. Now, there’s two other parts to making the offer good. One is the clarity of the offer. But the other thing is the financials around the offer?

How do you pay for it? Is it done for you? Is it done with you? Is it DIY? Is it a lot of money up front? Is it a paper performance? Like how did the money work with this offer? Generally speaking, what I’m seeing today is the less retainer based service you have, and the more performance or at least a component of the offer that has performance as a win win for each people. So for example, double the investment, right? Money back or the difference, if we don’t hit this goal, like something that has some risk reversal in there, that makes people feel a little bit more confident. The last part is identification of the audience.

So I know it’s not really offer its audience now. But having a good clear audience doesn’t have to be small, but having a good clear audience so that people trust that what you’re going to do is going to work for them. So if you’re helping insurance agents, and you say well, I can also like help chiropractors and I can also help a dentist and I’m gonna do Facebook ads for one and SEO for another and I’m gonna do website for that, like people stop trusting you the same way because now you’re saying I’m everything to everyone.

Yeah, right. And it’s not a master. It’s not a jack of all trades, master of none kind of situation. I know that that quote goes much longer than that. But it’s not about being a generalist. It’s about being niched on your service. We do LinkedIn, outbound email outbound in our in our financial model is paying per result person who says yes, to us, I don’t care what industry somebody’s in, we’re niching the service we’re delivering, so that we can deliver the same thing over and over and over again and scale that business.

Just like you your service, you don’t care necessarily who the industry is, you’re looking for people with high ticket offers likely b2b, you know, coaching consultants, people that have a proven audience a list that’s a certain size, you have parameters around what you’re looking for, but you are niched on the delivery of what you’re doing, which is phone appointment setting from a warm list in referral extraction. That’s it like that’s the thing, right? That’s the core, the gist of what you’re doing. And because of that people know and associate that service with you.

That’s how you build good offers. So again, defined audience, having a good good product market fit, having a pricing structure that makes sense, and then not being super wide on a million different services so that people don’t distrust you. Those are kind of the components of the offer. Love

Mostafa Hosseini  34:19

1. I love it. I like everything you said, especially with the last point about being so wide with the list of services that you offer. Because I see a lot of companies that start offering a million different services. And then they they have an operations problem. They have a delivery problem. They have a step staffing problem, they start delivering bad service, they lose customers, and then they’re out of business. Yes, yes.

So they did like Conor was saying the best approach is like do one thing be the best in the world at that one thing, and you can make a billion dollars out of it most of the time and there’s enough people around the planet and companies that could use their service. So love what you just said. Interesting, interesting, interesting.

So could you give us like an example of an outreach kind of message that somebody that is watching or listening could like, could at least try something on their LinkedIn and get something out of it? Yeah. So

Connor Robertson  35:12

let’s say you’re listening this and you’re someone who has an info product, right? You’re your specialist. Let’s say you’re a, you’re a CPA, right? And let’s say you’re a CPA.

Mostafa Hosseini  35:22

How about how about we just use by example, your example, let’s

Connor Robertson  35:24

do that perfect. So let’s, let’s say that, like you, you run a reactivation and referral based service using someone’s existing opt in list, the message would be direct response, when I hear your offer, I hear is the most important thing, even though you might not think this is the most important me as the copywriter. And in crafting, this would be the referral extraction. The number one thing all businesses want are good referrals in a scalable way to get the referrals.

So in your case, I would say, Hey, Mr. prospect, we specialize in generating new appointments for your business with no ad spend. And we do this by calling texting and emailing your existing list of prospects that you’ve had over the last year. We also guarantee our result through a 2x ROI guarantee. Would you be interested in chatting about how we can work together?

Mostafa Hosseini  36:20

Oh, I love what you just said. I’m like, yes, let’s talk. Right? Right. So the,

Connor Robertson  36:27

the frame, right, the frame really matters in in the differentiator, a lot of people want to pull hook hook hook, they want like three or four hooks. In your case, there’s a bunch of things we could say, we could say, hey, we can email them, we can text them, we can call them we we have domestic labor we have internationally like we can, you can frame it a million different ways. But the hook for you, the thing that people want to hear in your offer is, wow, I have existing customers in my pipeline or in my CRM, that would give me referrals.

That’s what people want to hear. And so that would be the anchor point, or the hook that we put inside of your sales copy. In order for people to really jump onto that and be like, Yeah, I want that I want I want to work from a stop set, give me a call, let’s do this, you know what I mean? That’s what you want them to do. So that’s why you make the offer very specific. Love

Mostafa Hosseini  37:13

1. Now, what’s the best way to do a search and find a specific type of companies, for example, or a specific type of people that I’m going after? What’s the best way to go about that. So

Connor Robertson  37:25

I always like to start with Sales Navigator on LinkedIn, that’s a really good place to start. And there’s a lot of different data sources out there, we built a data you mentioned earlier in the show get direct data.com, we built that tool, which is basically like Sales Navigator has all the emails in the frickin world in one tool, just so you don’t have to search LinkedIn. But I think a good place to start for 99% of people is LinkedIn, go to LinkedIn, type in a keyword of someone that you think is a good fit for you. And ultimately, you’re gonna get a bunch of results back right, what I like to do is start filtering those results.

I want to go after people that are second degree connections likely that way, they’re people that I kind of know they’re in my sphere of influence proximity, I want people that are typically smaller businesses, because I don’t want to work with Fortune 100 companies, they’re way too big, right? So I’m looking for under 50 employees. And then I’m also looking for people that are decision makers, founders, co founders, owners, CXO, right, I want the whole C suite. CXO just stands for you know, all the all the middle letters, right?

CEO, CFO, CTO, all those, the CFO, you want to pull all those people and say, Hey, this is what I can do, here’s how I can help you, right? If you can do a search that outlines decision makers at the right kind of companies for you, you can pull all that data extracted out of LinkedIn, and then you can do whatever you want with it, you can email them, you can call them, you maybe can text them just gotta make sure you’re compliant on that you can LinkedIn message them, you can Facebook, message them, you can do whatever you want.

The bottom line is you want to do a good search. And I always say get your search down to 2500 people, that’s 100 pages of Sales Navigator, there’s 25 people per page, scrape all that data out of there and look at it and ask yourself, Does this person seem like they would be an ideal customer? If the answer is no, you’re targeting Trump.

Mostafa Hosseini  39:10

Love that. So go through do a search, you get 2500 people about 100 pages, extract a list and ask the question, Does this person look like the right customer? Yes, absolutely. And if the answer is no, or if you have to think about it, they’re probably not

Connor Robertson  39:27

probably not the right fit. And you probably should go back to the drawing board on who does a really good thing you can do. This is like a little micro hack for LinkedIn. If you have a customer today that you’re like that is the perfect customer. Go look them up on LinkedIn on the in go to their profile. On the right sidebar.

For most people. This isn’t everyone because you can turn this feature off. But on the right sidebar, it’s going to say recommended based on this profile. It’s going to show you other people that are similar to that profile you just put in there. So if you want to kind of growth hack LinkedIn, I’m like, hey, I want a bunch of customers or like Mustapha. I Put in your profile, I look at the right sidebar, and it gives me 1015 20 People that are similar to you, then I can message those people and say, Hey, I’m working with this guy right now. We’re getting great results, you came up as a recommended person on LinkedIn, I think we’d be great to work together.

 Can we chat? That’s not scalable, right? It’s not scalable at all. But it helps you find product market fit in the right target, because I already know your customer. So the people are showing up there are very similar to you.

Mostafa Hosseini  40:31

Is there a tool that can help us do

Connor Robertson  40:34

that? So that’s natively Right, right inside LinkedIn, you just go to LinkedIn, you type in a search that

Mostafa Hosseini  40:39

automation that I could say here, here’s 100 people that I know are on my list, I want you to go find all the recommended list. That

Connor Robertson  40:47

would be that would be phenomenal. I don’t believe that exists today. But that’s something that we could put on one of our roadmap. Yeah,

Mostafa Hosseini  40:53

here’s the next level service. Yeah. I feel like he’s not under people that I here’s what, okay, here’s the dream. 100 list. Yeah, I want you to find people that are so up on the similar, all Connor, that’s a million dollar offer. that would

Connor Robertson  41:09

that would be very cool today. And I think a lot of people like that, especially in the referral space, right, that’s a great place to be. One thing that I’ve found that is incredibly useful, is changing your email copy. If you’re in a spot where you can’t do direct response email, you don’t can just go right after the customer. Go after the referrals go after people that you think are similar to those people and just say, Hey, I saw you on LinkedIn.

This is the kind of problem I solve? Would you be willing to introduce me to anybody that you think I could help? Just like you’ve talked about before, early in the show. And if you find a couple those people, and they start introducing the other people, you’re gonna figure out real quick, who’s going to your business,

Mostafa Hosseini  41:43

if your offer is good, and people see value in it. That day, we like, you know, I don’t you know, there’s other people that could use their service. Yeah. And like, I’ve like we’ve done that to each other. Right, of course. So I had a conversation with Connor. And next thing I know, I think I introduced him like 12 people, because there was like, there is like there is there is value in what he’s doing. And I didn’t have to think about it.

All I did, here’s what I did. I was in a room in a mastermind I say, Who wants an introduction for a paper result? cold email marketing, and a bunch of people say yeah, introduce me. Yeah. And then I introduced them to Connor Yeah.

Connor Robertson  42:18

And then we ended up getting in the, into that into the program together, where we’re now networking with a bunch of similar people. So it goes both ways. We kind of pull it all together. And I think if you’re not doing jayvees, or you’re not joint marketing, co marketing with other people, it’s probably a good idea that to start looking. Absolutely. Yeah.

Mostafa Hosseini  42:34

So if you have a good offer, and what you’re doing is valuable, and people find value in what you’re doing. It’s easy to get referrals. Yeah. Now how are we doing for time you talked about hiring appointment centers, to process leads, not closers. What do you mean by that? Yeah.

Connor Robertson  42:54

So I think a lot of people are used to the the sales model of full stack sales guy, right sales lady, whatever, call people outbound inbound, pay traffic, you know, email traffic, set the appointments, close the appointments. In the online digital world, they’re starting to break the and this isn’t new, but they’re really starting to break the setting in the closing role, separate the closing roles, the person who gets on the phone to close the deal and actually run the sales process.

The setter is the person who does everything before that. Outbound markets prospects writes copy handles conversation sends the calendar links, make sure the person is confirmed for the call. And by splitting that role into two, the setter is the person who’s doing the high volume high touch point, not a lot of phone work, just a lot of like chatting back and forth on on LinkedIn, email, text, voicemail, whatever. Whereas the closer is doing the analytical art form of of closing deals. So by splitting that role into two, what I found is that closers they’re really good at sales, terrible organization, they want to do low volume, high results.

The setter wants to do totally the opposite. They want to pound 100 conversations a day and set five appointments. And that’s all they want to do. They couldn’t close a door if their life depended on it, you know what I mean? So you got splitting that role in half makes the company typically more more effective. And in your guy service for example, I would see your your grouping as a setting service and appointment setting service.

The team’s not getting on the phone and closing $100,000 deals but what your team will do is set an appointment for someone on the team to go close some deals right. A big big distinction when the appointment is set from chat to phone call. That is where the seller stops and the closer starts that is the touch point where it’s with appointment actually gets booked. So I think just most people should be thinking in their business. I have a good product. I have a good offer.

I have some Legion, very first thing hire setter, get the setter to replace all that legwork day to day, get appointments set, then hire closer and remove yourself as the founder. Those are the two ways that you can really remove yourself from the sales part of your business. But you got to do one at a time and you can’t doing both at a time. And you got to be careful when you do them both because they’re very different skill sets.

Mostafa Hosseini  45:04

Absolutely 100%. As you know, I see a lot of companies trying to get their salespeople to do to do A to Z. And most salespeople are just like, I’m a closer, I don’t want to do follow up, I don’t want to do lead gen, just send me people and I will close them for you. I think that’s a smart approach to get to get setters, like you guys like us.

We have our teams that are creating appointments and responses for the closers on the customers team. And those guys are just working on closing. Yes, right. And we click the next problem create create for our customers is a closing problem, which we help them improve their closing rates as well if they suck at it, because we create a problem of them having a low closing rate.

Yes, if we have, so we hope to help them with that as well. But I love what you just said like separating tasks, and have them specialize in something and be really good at it and let people do what they’re good at

Connor Robertson  46:00

100% That’s that’s the only way I know to scale is to break roles apart until you get to a spot where you’re in a good spot. So there should be lead generators, appointment setters closers, there should be an onboarding specialist in your company to onboard all customers and take them through a good funnel. And then there should be a fulfillment in a finance team. Those are all the categories, right?

So lead gen, appointment setting, closing, onboarding, fulfillment, and finance. Every single person in that company should live in one of those buckets and nothing else, obviously, their C suite, right that sets up topper founder co founder, but everyone should fit into one of those buckets. And when if they successfully are in those buckets, you will get performance that in you are category two, you are a die hard setting organization, right, you will set the leads are already there. They’re in the CRM, you’re not closing them. So you’re in category two, which is the setting category.

Mostafa Hosseini  46:47

Yeah. Yeah, absolutely. So let’s talk about something about the overall business thing. You talked about taking a week off every quarter and see what breaks in your business. What’s your experience with that?

Connor Robertson  46:59

Yeah, well, we’re actually going through right now, right? So both our CEO, Bryce and Keitha, who’s our CFO and co founder of one of our companies, they’re both going on vacation tomorrow, right. So as a perfect example, in our business that wasn’t planned, that’s just the way it is. But we like to have the structure breaks in the business where a couple key leaders leave, and we see what breaks.

And what that shows us is where the business is weak, because at the end of the day, if the business is contingent on one person, you don’t have a business, you just have a job with a bunch of other jobs around that job. So what I like to do is I like to focus on Okay, if that’s going to be the case, how can we systematize every single piece of the business so that it’s no longer people dependent, it’s systems dependent. So at the end of the day, if I want to leave for a month, I can leave, if Bryce wants to leave for a month, he can leave keep ones leave them on T can leave, most businesses under $5 million, are never going to solve that.

And even us like this week, you know, they leave tomorrow, it is going to be very scary. On Thursday, Friday, I’m sure we’ll be fine. But it’s gonna be one of those things, we’re going to feel it because those two guys are the two key players in the company to two of the many key players in the company. And they’re both leaving at the same time. That is how you see if you have a real company. Or if you just have a bunch of people supporting the one founder with all the skills.

Mostafa Hosseini  48:11

Very interesting. concept here, because if your business is 100%, dependent on you, and cannot run by itself or with key without key players, you’re in trouble. You have a job, you don’t have a business,

Connor Robertson  48:27

correct. And that’s why the stress test is important because you don’t want to wait until you have a real oshit situation where you got to fix it. Yeah, you don’t want to wait them.

Mostafa Hosseini  48:35

So another way to have done this, it’s like you’re in town where you take a few days off, and you’re watching what happens, right? And you tell your people that I’m off and you’re at home or you’re now I don’t know, around in a park or something and you just see what happens. So if something really breaks, you could jump back in and benefit before you’re like in Mexico sitting on a beach sipping margaritas. You come back next week your legal suits here. Yeah, exactly. Yeah. Good stuff, man. That is awesome. Yep. Connor, is there any? Did we miss anything? So

Connor Robertson  49:16

I don’t think so. I mean, I think you know, I appreciate the time to come on here and talk live. But I think the big takeaway for people should be if you’re running inbound, start running outbound. If you’re running outbound start running inbound, right, run both champ both methods and run multiple channels, run the LinkedIn channel, run the Facebook channel, run the email channel, run the TIC tock channel, there is no one like, you have to live in this lane and stay here. A lot of people get scared by learning something new.

And honestly, if you try to learn something new, it’s never going to be fun the first time so what I’d recommend is just go watch free content YouTube, like every answer you want for anything you’re doing is on YouTube, right? It’s on YouTube or on someone’s funnel or landing page or some training face. For grouper, it’s summer, just like you put out here on the daily confidence show, you put the actual training that we have here, which is syntax.com/free, cold email training with hyphens between it, which you can see on the screen. You know that training, there was literally just me explain to somebody who doesn’t run cold email, how to set it up, where do you get domains?

How do you set them up, demark, decom, SPF, all the things you need to know in order to set up email, and this information is out there for people. So just consume the information and to point out that is apply, you got to apply it you can’t just learn learn, learn, learn learn, you actually have to do it at some point.

Mostafa Hosseini  50:36

That’s so Connor. Look, tell us about your gift. And yeah, as Connor mentioned, you could go to syntax.com, that’s sy N ta C’s zed.com forward slash free dash cold dash email dash training, the link is in the comments. And it’s in the descriptions of the show as well.

Connor Robertson  50:58

Yeah, so that training that training is, is basically everything you need to know in order to run cold email for your company. Ideally, you’d be a b2b service based company that has a high ticket offer where it would make sense for you to run cold email to acquire customers. But in that training, it’s, I think, 33 minutes long, 32 to 33 minutes.

And basically what we show you is where do you get domains? How do you set up domains? How do you copyright? How do you spend hacks or modify the different copies? How do you get data? How do you clean emails? How do you sort your emails? How do you manage an inbox where a bunch of emails are come back basically shows you everything you need to know how to do and shows you kind of the math behind doing 625 emails a day, five days a week, at 625 emails a day, you will book one appointment per day, if you can consistently do that.

So for the people who want, let’s say, 30 appointments a month, well, at 625 emails a day, you will get 3530 to 35 appointments per month. So that training showed you how to hit that. And then just based on the name, how to set 100 appointments per month, we show you how to scale that to three or four acts just by having more data, more ascending accounts more volume, and just kind of keep going up. So that training is there. It’s fully free.

The only thing you gotta give us I think is your email and maybe your name, to opt in to that training. But yeah, that’s the way it works. And I hope that anyone who watches this, you liked the training and gets value out of that. Love

Mostafa Hosseini  52:24

1. Love it. So again, guys, the link is in the comments, go get access tech training, free training on how to get how to set 100 appointments per month well with cold email without spending a dime on advertising. Zero, right. Love it. Love it. Love it. So let me and here’s the deal, if you didn’t feel like doing doing that, Connor, tell us again about what you do and what your

Connor Robertson  52:51

offer is. Yeah, we really have one fundamental law from the cold email side, basically, the offer is called Paper positive reply. You can look it up and paper positive reply.com, which we can give at some point some people but basically that offer is hey, if you don’t if you like this training, and you don’t actually want to do this yourself, we work fully on contingency for people’s business. So what happens is a business owner comes to us with their high ticket offer puts up $500 us to buy domains and inboxes. So that’s a hard cost that we would have.

So you cover that. And then we exclusively work on performance we work on $50 us again, per positive reply. So if we generate you 10 A week, we’ll bill you $500 We built we only hit five a week, we bill you 250 hours, but we’re exclusively working on performance and getting paid every Friday for the work we did that week. And so that allows you to have an outsourced team that can do all the technical all the copywriting all the sending all the sorting and just deliver you somebody not an appointment. We’re not delivering points for delivering the yes, I’m interested, yes, let’s chat. And that comes right into your inbox.

And when it’s in your inbox, you can take it from there and kind of decide what the next steps are. So that’s our done for you service. I would urge lots of people to go check out the training first because honestly, 99% of what we’re doing or what you’re paying us for is implementation of that solution, right? You can do this yourself. Email is not that hard. There are some nuances, but check out the free training and I think most people will be able to figure out how to do email at scale.

Mostafa Hosseini  54:16

Love it. Love it. Now let me ask you a few questions. some personal questions. Is that okay? Sure. Go ahead. All right, what’s a new thing you’ve tried? You’ve tried recently. new

Connor Robertson  54:27

thing. Oh, that’s a that’s a good one. So I mean, a big word. I mean, we this is this is a unique one but we are recently closing a real estate deal into an LLC with no personal guarantees. I know it might sound crazy for a lot of people but like structuring financing to buy a piece of real estate that is not in your name is actually way harder than it sounds to do. So we have recently done that. We are closing date is in the next couple of days here.

But we’ve creatively figured out how to bring an Airbnb property that we purchased a home into an entity and LLC, without using personal money, which is very hard to do. But now that we got it figured out, we’re going to be able to duplicate that process. So that’s something I’ve been learning over the last 30 days on how to do so you’re using like business money, it’s all business money, the title is in the LLC, the money flows into the LLC, the down payments made from the LLC and the mortgages held the LLC. So very different kind of business model doesn’t put you at personal risk also allows you to scale in the United States after 2008.

They started capping mortgages at 10 mortgages per person. If you want to buy 100 homes, well guess what? 100 is more than 10. So you got to come up with a different way to buy properties. And so this is the strategy around buying properties that you can cashflow on Airbnb, but put them into your business instead of into your personal name makes it way easier. So it’s a hard process. But once you learn it, you’re good. And that’s been the last 30 days.

Mostafa Hosseini  55:54

So the LLC would be responsible or liable if something goes wrong, correct? Yes, definitely. Correct.

Connor Robertson  56:00

And so you there’s other strategies in there too, like insurance for the LLC is different than insurance for personal use right there. Like everything is different in the LLC, the amount of money? Yeah, just just just all the insurances, right?

Your liability insurance, your mortgage protection insurance, like everything in the business model is different. Because it’s in the LLC. So it’s been a huge learning curve. For us. It’s been almost 45 days of doing this and we’re down to the wire. So fingers crossed that we’re all good to close next week.

Mostafa Hosseini  56:29

Love it. What are your top favorite two or three books of all time?

Connor Robertson  56:35

Who I think I’ll get some flack for this, but like 10x was a kind of an interesting idea. That’s Grant Cardone book. Not that not that. I think 10x is the end all be all, but it kind of shows that most people the reason they only get a small results because they only put a small amount of effort. And I think if you actually do multiply volume in your day to day, you actually do happen to get volume back. So I think it’s a great concept. Right? Do more, get more.

I think a lot of people think there’s like some special potion to get it done. It’s low to just do more. And so I think that’s that’s a great book for that. That there are some really good tax books from Robert Kiyosaki, CPA, his name is Tom wheel worth. So whether you’re in Canada or the US, I mean, a lot of stuff applies the same way. But Tom wheelwright, he’s it. He is Robert Kiyosaki, CPA, and he has this book, a bunch of books, a whole line of them that talk about tax strategy and what you should be doing what you shouldn’t be doing.

And you start to realize that Tom, if you’re if you follow Robert Kiyosaki and use Rich Dad, Poor Dad, that’s a famous book that, you know, most people would know, the real Savage, or the real person who knows what they’re doing is Tom, not Robert Wright, the CPA, he’s the one who’s telling them what, how to how to do all this stuff creatively.

And so it’s very interesting to see that the B player that the guy is off to the side like not the CEO, but the planner, how he thinks so any anything that’s Tom will work. There’s a bunch of books, what his number one book is probably called, is one called tax free wealth by Tom Woolworth. That is a phenomenal book, hard to read, but it very helpful. So those are probably the top two books that I’ve read in the last little

Mostafa Hosseini  58:08

bit of it. Is there a third book that made a massive difference in your in your business or life?

Connor Robertson  58:14

Third book, I mean, four hour workweek was pretty cool. I think Tim Ferriss is a legend, he had some very good ideas actually ended up writing a book in the middle of COVID, called the seven minute phone call, how to get more shit done in less time. And really, that was fundamentally based around the four hour workweek, right?

I mean, he talks a lot about compression of time eliminating stuff that doesn’t matter delegating to vas, right, hiring other people, that mentality. I know a lot of people think they know how that works. But when you read the book, you start seeing actual application. So I think Four Hour Workweek by Tim Ferriss and phenomenal selection.

Mostafa Hosseini  58:45

Love it is a seven minute book, summit phone call book, is this some up for grabs?

Connor Robertson  58:53

Yeah, so we’re, we are actually reconverting that probably in the next month here to a PDF, we’re gonna give that away to people. So at some point, I’ll drop that two out on Facebook for people to have today. It’s not available on it’s still in manuscript form.

We wrote it, but we just decided to put some extra content in so that’s not available today, but will be available shortly, and it’d be totally free. And on Amazon, I think it’d be like $2 or something.

Mostafa Hosseini  59:16

Make sure you send me the copy, man 100%, we will want to read that. Alright, so what’s one advice that made a massive impact on your life or business?

Connor Robertson  59:26

That’s really good question. So probably the it’s advice that I didn’t take, right. And in the piece of advice that I didn’t take was like, slow down, right? I every time I talk to somebody who who’s looking at what I’m doing, everyone’s like, slow down, slow down, slow down. I’m not really a big believer in that because at the end of the day, it’s like whether I go faster, I go slow.

 We all have roughly the same amount of time. So for me, I’d much rather get more done and more in less time. So you know, people have provide that advice go slower, and I just think, just do whatever you want. Right? If you want to go fast, go fast. You want to go slow. Go Slow, there’s no right answer. But for me, I think you just operate at the speed that you want to operate at. I

Mostafa Hosseini  1:00:05

guess you got to find out what works for you. Yes. If you go fast, and if you go slow, whichever works, then yeah, that’s really cool. Connor, if you had a Facebook or a Google ad that everyone on the web could see, what would your message be for the people of Earth?

Connor Robertson  1:00:23

A person want to her business one? That’s a funny question.

Mostafa Hosseini  1:00:25

I’ve got one message, one message.

Connor Robertson  1:00:31

That’s a complicated one, I would say I’ve probably put something around advertising. And there’s a lot of small business owners that are looking to grow their business and don’t have the budget yet to spend. So I’d probably put out something like, grow your business without paid ads, scale with cold email, and put that out to people because it’s accessible.

It’s low cost. It allows people to grow their businesses, there’s millions of entrepreneurs in America that would love to grow business, don’t have the finances to do it. cold email is a phenomenal way to get your feet off the ground. And then you can take the money you earn and reinvest into something like advertising.

Mostafa Hosseini  1:01:05

Love it. Cars or something. We we love to talk about our mentioned that we didn’t get a chance to yet. No,

Connor Robertson  1:01:11

I think we did. I think we did a great job. I really appreciate I know what you want in an hour long here. And it’s been it’s awesome to come on and talk about this stuff. Again, for anyone who’s listening, if you want help with cold email, that training guide has all of the answers right? It’s all there. It’s not this like training, I give you two things and you can’t actually do it.

They’re all right there. It’s like me clicking through loom and explaining exactly what to do if you don’t understand I’m happy to help you you can book book time with me one on one that cost you absolutely nothing to do that. But implement implement everything in that video, it will help you scale your business, I promise. Beauty.

Mostafa Hosseini  1:01:44

Well, Connor, it’s been an honor and pleasure having a conversation with you. You shared a lot of good stuff, gang, I think I’m gonna go back to a couple spots here and do this show and go take some notes as there’s some some action items that I’ve taken, that I need to go back and take a look.

You might want to, you might want to go back and take a look as well and share this with other people that could benefit from this reach out to Connor and his team that they do amazing work and and that’s that. And again, if you want the blueprint to simple retention formula, where I shared a step by step process on how to keep your customers having them come back, get recurring revenue, and referrals.

If you’re interested in that type of retention in a comment, and I know you’re interested in it, we’ll send you the link to download it. Thank you for joining us have yourself a great day and we will see you next week.