Meeting Title: Brainforge Sales Strategy and ICP Review Date: 2026-01-02 Meeting participants: Luke Scorziell, Luke’s Notetaker, Robert Tseng
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1 00:01:37.440 ⇒ 00:01:38.480 Robert Tseng: Hey, Luke.
2 00:01:39.640 ⇒ 00:01:41.070 Luke Scorziell: Hey, Robert, how’s it going?
3 00:01:41.630 ⇒ 00:01:42.730 Robert Tseng: Good, how are you?
4 00:01:44.170 ⇒ 00:01:45.010 Luke Scorziell: Pretty good.
5 00:01:46.050 ⇒ 00:01:47.540 Luke Scorziell: Finishing up lunch.
6 00:01:47.540 ⇒ 00:01:48.740 Robert Tseng: Yeah, nice.
7 00:01:50.540 ⇒ 00:01:57.570 Luke Scorziell: So, I’ll be back in my, like, normal… Non-holiday.
8 00:01:57.830 ⇒ 00:01:59.870 Luke Scorziell: Schedule by Monday.
9 00:01:59.870 ⇒ 00:02:05.209 Robert Tseng: Yeah, yeah, I think everybody just needed a few more days to wind back up, but…
10 00:02:05.320 ⇒ 00:02:10.290 Robert Tseng: I’m… I’m thankful for the… the downtime. I feel like I got to do a lot of thinking done.
11 00:02:11.330 ⇒ 00:02:17.759 Robert Tseng: During… during this week, so hopefully it pays off on the, on the sales side, but.
12 00:02:18.120 ⇒ 00:02:18.920 Luke Scorziell: Yeah.
13 00:02:18.920 ⇒ 00:02:19.260 Robert Tseng: Yeah.
14 00:02:19.260 ⇒ 00:02:28.699 Luke Scorziell: Yeah. Yeah, it sounds like you and you, Tom, are doing just so much execution-wise on the, normally that the holiday was actually a good rest.
15 00:02:29.970 ⇒ 00:02:33.200 Luke Scorziell: Not just from work, but then actually, like, good planning and stuff.
16 00:02:33.440 ⇒ 00:02:34.090 Robert Tseng: Yeah.
17 00:02:34.440 ⇒ 00:02:34.780 Luke Scorziell: Let’s.
18 00:02:34.780 ⇒ 00:02:40.980 Robert Tseng: I mean, we need to get ourselves out of the client stuff more, but that’s… that’s Udam’s problem to figure out, so…
19 00:02:41.320 ⇒ 00:02:41.890 Robert Tseng: Yeah.
20 00:02:41.890 ⇒ 00:02:42.650 Luke Scorziell: Yeah.
21 00:02:44.820 ⇒ 00:02:50.920 Luke Scorziell: Well, it was kind of random, too, but… I don’t know if I was reading this book, reading it for church.
22 00:02:51.210 ⇒ 00:02:51.900 Robert Tseng: Huh.
23 00:02:51.900 ⇒ 00:02:53.479 Luke Scorziell: And I kinda thought of you.
24 00:02:54.070 ⇒ 00:02:57.009 Luke Scorziell: Just, called Lead With Prayer. Have you read this before?
25 00:02:57.010 ⇒ 00:02:58.739 Robert Tseng: Oh, cool, I have it, yeah.
26 00:02:59.130 ⇒ 00:03:00.750 Luke Scorziell: I think you would,
27 00:03:01.810 ⇒ 00:03:04.300 Luke Scorziell: I think you’d really like, because the second half…
28 00:03:05.000 ⇒ 00:03:09.120 Luke Scorziell: Which I haven’t gotten to yet, but I read, like, a whole bunch this morning. It was on, like.
29 00:03:09.730 ⇒ 00:03:13.130 Luke Scorziell: Creating, like, organizations that lead with prayer?
30 00:03:13.130 ⇒ 00:03:13.890 Robert Tseng: Huh.
31 00:03:13.890 ⇒ 00:03:16.380 Luke Scorziell: Like, business-wise, nonprofit-wise.
32 00:03:16.730 ⇒ 00:03:20.309 Robert Tseng: No, that sounds, sounds like a book that we need.
33 00:03:20.310 ⇒ 00:03:26.969 Luke Scorziell: Yeah, it was pretty, like, because I was in the shower, too, this morning, and I was just, like.
34 00:03:27.690 ⇒ 00:03:28.649 Robert Tseng: I was like.
35 00:03:28.770 ⇒ 00:03:32.719 Luke Scorziell: Should I say we should pray over, like, who our ICP should be, but then.
36 00:03:33.330 ⇒ 00:03:34.450 Luke Scorziell: Is that, like, too.
37 00:03:34.650 ⇒ 00:03:41.770 Luke Scorziell: Because I’ve never worked in a company before, or been in a situation where it’s like, you know.
38 00:03:42.100 ⇒ 00:03:43.700 Luke Scorziell: An option, per se.
39 00:03:43.700 ⇒ 00:04:03.560 Robert Tseng: Yeah. Oh, we totally should. We should save some time for prayer at the end, when we get to the ICP stuff. What I’m gonna show you is pretty much gonna basically… it’ll just highlight, like, the next thing to figure out is really this ICP stuff, so… But as far as, like, measuring the business and, like, all the incentives and everything, I feel like I got everything
40 00:04:03.560 ⇒ 00:04:07.509 Robert Tseng: mostly there, so I do want to share that with you and kind of get your thoughts on it.
41 00:04:07.690 ⇒ 00:04:09.320 Luke Scorziell: Yeah, sweet. Love to see it.
42 00:04:09.990 ⇒ 00:04:10.780 Robert Tseng: Cool.
43 00:04:11.020 ⇒ 00:04:17.640 Robert Tseng: So, I have my… finally got my… I don’t know if I told you, but my luggage was, like, lost for a few days, but…
44 00:04:17.640 ⇒ 00:04:18.740 Luke Scorziell: Oh, you did say that, yeah.
45 00:04:18.740 ⇒ 00:04:23.499 Robert Tseng: Yeah, so… Peter was in it, it finally came, praise the Lord, and like…
46 00:04:23.720 ⇒ 00:04:30.170 Robert Tseng: Yes, that would be disastrous. Even though this little computer is only $500, like, if I lost this thing.
47 00:04:30.400 ⇒ 00:04:41.170 Robert Tseng: That would be… I mean, now I’ve backed up everything, so… but I was, like, panicking. I was like, there’s… that’s worth a lot more than $500 to me right now, so…
48 00:04:41.170 ⇒ 00:04:41.760 Luke Scorziell: Huh.
49 00:04:41.760 ⇒ 00:04:44.769 Robert Tseng: But yeah. Anyway.
50 00:04:44.770 ⇒ 00:04:46.949 Luke Scorziell: That’s a relief. That’s a huge relief.
51 00:04:46.950 ⇒ 00:04:50.129 Robert Tseng: Yeah, yeah, thank God. Yeah, I think,
52 00:04:50.580 ⇒ 00:04:54.420 Robert Tseng: Okay, so where will I start? I will start,
53 00:04:55.880 ⇒ 00:05:05.199 Robert Tseng: Okay, I’m just gonna drag this over, and then if there’s too much going on, just kind of follow me where I’m here. So, a couple things, yeah, just as far as, like.
54 00:05:05.340 ⇒ 00:05:08.339 Robert Tseng: I just think our Notion workspace is kind of just, like.
55 00:05:08.620 ⇒ 00:05:25.580 Robert Tseng: I don’t know, it shouldn’t always give me problems, so I… I’m still a traditionalist, prefer to work in Google Docs and Sheets and stuff. But, I think we don’t ask for, like, one place for… because he’s not really in the loop on things, and I just want to give him, like, one running list of all the different relevant docs that he should be looking at, so… just FYI, put that there.
56 00:05:25.610 ⇒ 00:05:31.379 Robert Tseng: As far as, like, kind of meeting agenda, I kind of, like, set something here. I can pull that up here.
57 00:05:31.580 ⇒ 00:05:49.200 Robert Tseng: So when we run these weekly business reviews, the idea is, like, you know, if I, for whatever reason, I’m not there, like, some… you would be able to run it, and we can kind of, like, go through… we can walk through what a simulation would be like, but this is about, like, a one-hour meeting, I think, to basically replace what we did on Mondays. So,
58 00:05:49.700 ⇒ 00:05:58.290 Robert Tseng: Yeah, I, you know, this is mostly the same, but this is kind of just, like, running through kind of what we put together here. The expectation is that everybody would have
59 00:05:58.940 ⇒ 00:06:04.719 Robert Tseng: You know, the data kind of updated for that week.
60 00:06:05.150 ⇒ 00:06:18.440 Robert Tseng: ideally before the meeting starts. Take a few minutes and just look through everything. Ideally, it would do before the meeting starts, so everyone have already gotten a chance to review it. But yeah, we’re gonna just kind of go through each section and kind of talk through
61 00:06:18.560 ⇒ 00:06:35.500 Robert Tseng: you know, like, these different purposes. So, for, like, sales, you know, I think we’re just really kind of diagnosing the health of the pipeline, just making sure that, you know, we’re at the top line, we’re still, like, having positive growth in terms of the number of opportunities that are created.
62 00:06:35.700 ⇒ 00:06:39.020 Robert Tseng: I think I’ve gotta call this…
63 00:06:39.550 ⇒ 00:06:47.880 Robert Tseng: New leads added. I think opportunities is a bit… Thank you.
64 00:06:48.090 ⇒ 00:06:51.280 Robert Tseng: Indeed.
65 00:06:52.570 ⇒ 00:07:01.319 Robert Tseng: Yeah, okay. I’ll keep making the language clearer if it becomes hard to follow.
66 00:07:02.340 ⇒ 00:07:07.480 Luke Scorziell: And lead, I guess we can go to this after, too, but… Yep. Is that just, like…
67 00:07:08.370 ⇒ 00:07:14.259 Luke Scorziell: Someone that now is in the pipeline that we’re emailing that has responded with, like, some kind of intent to…
68 00:07:14.760 ⇒ 00:07:24.139 Robert Tseng: I think whatever our lowest bar is for, like, adding someone into HubSpot, I would consider it. Obviously, it’s not everybody, but, it’s…
69 00:07:24.420 ⇒ 00:07:32.750 Robert Tseng: at least somebody who we’ve hit with a message. So even if they haven’t responded, I would consider them a lead, but we can kind of review the…
70 00:07:32.880 ⇒ 00:07:35.330 Robert Tseng: Yeah, I think that would be too strict otherwise.
71 00:07:36.600 ⇒ 00:07:46.440 Robert Tseng: So… Let’s go to… Oh, maybe this is…
72 00:07:50.510 ⇒ 00:07:55.415 Robert Tseng: Yeah, closed…
73 00:08:12.920 ⇒ 00:08:14.810 Robert Tseng: Yeah, so, like…
74 00:08:14.910 ⇒ 00:08:24.060 Robert Tseng: we have… the earliest stage is, like, an account that we haven’t actually reached out to, which nobody is really doing this diligently, because I think only…
75 00:08:24.300 ⇒ 00:08:42.579 Robert Tseng: I mean, I don’t, frankly, I’ve never heard anybody else on the team doing, like, real lead research, or, like… I mean, I kind of stock different accounts on LinkedIn that I’m interested in, like, getting in touch with. Like, that’s how I got my first conversation with, UVersion, but, like, yeah, I don’t really think anybody else uses this.
76 00:08:42.600 ⇒ 00:09:01.579 Robert Tseng: But I would not consider that a lead at that point. It becomes a lead once we’ve sent that message, and there is, like, some paper trail that started of us reaching out to them, or it’s, like, an inbound. An inbound message is also a considered lead. So any sort of, like, initial, kind of, like, message one way back and forth, I think would be considered a lead.
77 00:09:01.740 ⇒ 00:09:10.100 Robert Tseng: And pretty much the next stage after that is, like, we’re pushing them to either a qualification call or a discovery call. I think the lines are kind of blurry there. Like, to me.
78 00:09:10.320 ⇒ 00:09:24.950 Robert Tseng: Qualification call could very much just be, like, because on LinkedIn, some of our campaigns are like, hey, would just, like, love to learn more, and sometimes I’m just getting on a call with somebody just to, network with them, and I’m, like, not really clear if there’s an opportunity yet.
79 00:09:25.260 ⇒ 00:09:33.450 Robert Tseng: express, like, a problem that they’re trying to solve, but, like, maybe somebody told me to talk to them, or, like, I just needed to get my foot in the door. So that, to me, is a qualification call.
80 00:09:33.550 ⇒ 00:09:45.950 Robert Tseng: Because on that call, I’m trying to be helpful and build that connection, but also looking for an opportunity. If there is no opportunity, then I probably wouldn’t do a follow-up with them. I would just try to be helpful on that first call, and then just call it that.
81 00:09:46.110 ⇒ 00:09:50.739 Robert Tseng: But if there’s a real opportunity to assess, I would consider that a discovery call.
82 00:09:51.410 ⇒ 00:09:58.570 Luke Scorziell: So qualification is essentially, like, you’re networking with someone to see if there’s potentially an opportunity. Discovery is…
83 00:09:58.770 ⇒ 00:10:04.970 Luke Scorziell: talk to someone, and then it’s gotten to the point where they would actually like to learn more about how Brainforge can help.
84 00:10:05.260 ⇒ 00:10:17.080 Robert Tseng: I mean, a lot of these times, these are the same stage, these are not two separate calls. Like, a lot of the time, like, if they’re, you know, hopping on for a discovery call, I’m also qualifying them already. But ideally, like, in the future, we’re doing more volume.
85 00:10:17.180 ⇒ 00:10:33.889 Robert Tseng: before I hop on a discovery call, we would… we would have already qualified them. I think there are ways to qualify leads without me or Uten being on a call. But for now, I just, you know, I guess we haven’t really had a good way of doing that, like, nobody else has really been able to qualify.
86 00:10:33.890 ⇒ 00:10:39.109 Robert Tseng: Appropriate, like, effectively, so we just, we just kind of take the call regardless.
87 00:10:39.110 ⇒ 00:10:44.780 Luke Scorziell: And is qualifying, I mean, obviously, there’s, like, the ICP, but is that…
88 00:10:45.290 ⇒ 00:10:49.020 Luke Scorziell: Like, they’re in the revenue size that we’re looking for as a company.
89 00:10:49.020 ⇒ 00:10:49.590 Robert Tseng: Yeah.
90 00:10:50.020 ⇒ 00:10:53.380 Luke Scorziell: And, like, is that pretty much… or what are you looking for when you’re qualifying?
91 00:10:53.590 ⇒ 00:10:59.830 Robert Tseng: Yeah, I think that’s all part of it. So… yeah, revenue size is part of it, like…
92 00:11:00.110 ⇒ 00:11:07.310 Robert Tseng: Right, if they’re… you know, I… I met up with coffee with somebody in New York, like, a couple weeks ago. He reached out to me on Upwork.
93 00:11:07.500 ⇒ 00:11:19.610 Robert Tseng: I met up with him because he’s working at a company that I was interested in working with, but he was actually reaching out to me because he was working on a startup, that he wanted to work on. He’s like, hey, I actually need data help there.
94 00:11:19.660 ⇒ 00:11:37.569 Robert Tseng: to me, I’m like, dude, you have, like, a thousand users, and there’s no way you’re gonna be able to pay us, like, to do any real work, so we could, like, I would just, you know, I tried to be helpful with him there, but then after that, we didn’t… we didn’t really follow up. I just gave him the option of, like, he can do, like, per hour consulting with me.
95 00:11:37.660 ⇒ 00:11:43.290 Robert Tseng: If he wants, but I bill… I bill at, like, $2.50 an hour or whatever, so…
96 00:11:43.290 ⇒ 00:11:43.920 Luke Scorziell: Yeah.
97 00:11:43.920 ⇒ 00:11:57.799 Robert Tseng: Yeah, so, like, that’s… that’s kind of… that was, like, those are the options I gave him, and then… and that was that, right? So, there is, like, one… so that’s an interesting proposition, like, I… I do want to… don’t always shut the door if they’re not in the right budget.
98 00:11:57.940 ⇒ 00:12:06.469 Robert Tseng: Because we do have a current partner now, it’s called OneSource, you might see it in some of the platform meetings, where, similar situation.
99 00:12:07.410 ⇒ 00:12:20.509 Robert Tseng: also felt like they were… just wanted some advice, but, like, didn’t really want to… didn’t have, like, a clear deal ahead of us, so I just offered to do, like, hourly-based consulting. So now I meet with this,
100 00:12:20.720 ⇒ 00:12:34.719 Robert Tseng: lady every other week. Yeah, I mean, she pays me $2.50 an hour to chat with me, and then she’s also a partner for us now in bringing us onto, like, deals that they’re pitching on. So, like, to me, that was, like, a good outcome, because…
101 00:12:34.740 ⇒ 00:12:45.850 Robert Tseng: Yeah, like, yeah, we may not have, like, a… like, an engineering kind of scope of work for them, but, like, there’s still opportunity to collaborate, and I don’t mind if they’re willing to do that.
102 00:12:46.190 ⇒ 00:12:48.479 Luke Scorziell: Yeah, yeah, okay. Yeah.
103 00:12:49.230 ⇒ 00:12:53.700 Luke Scorziell: And it’s interesting, because right now, it sounds like we’re still in a phase where…
104 00:12:55.150 ⇒ 00:12:58.549 Luke Scorziell: like, you and you, Tom, are obviously heading up the sales
105 00:12:59.430 ⇒ 00:13:05.009 Luke Scorziell: But then we’re kind of doing the outreach for you, but it’s… it’s not yet to the point where we have, like.
106 00:13:05.210 ⇒ 00:13:09.219 Luke Scorziell: A salesperson getting on the phone first to qualify them.
107 00:13:09.500 ⇒ 00:13:10.429 Luke Scorziell: Yeah, no.
108 00:13:11.090 ⇒ 00:13:11.690 Luke Scorziell: Okay.
109 00:13:12.220 ⇒ 00:13:13.000 Robert Tseng: Yeah.
110 00:13:15.020 ⇒ 00:13:20.679 Luke Scorziell: Which would, I guess, at that point, be, like, a bit of a different… like, at that point, we might not take any networking-type…
111 00:13:21.610 ⇒ 00:13:22.240 Luke Scorziell: Or…
112 00:13:22.240 ⇒ 00:13:22.560 Robert Tseng: Yeah.
113 00:13:22.560 ⇒ 00:13:23.180 Luke Scorziell: I don’t know.
114 00:13:23.400 ⇒ 00:13:39.500 Robert Tseng: Yeah, maybe at that point, possibly, but not… not, like, a huge thing, because, like, really, two calls every other week, that’s, like, $500 a month. Like, that to me is, like, not really worth much. So, like, yeah, I’m not trying to do that as, like, a way to scale a business, so…
115 00:13:39.500 ⇒ 00:13:40.110 Luke Scorziell: Sure.
116 00:13:40.110 ⇒ 00:13:40.740 Robert Tseng: Yeah.
117 00:13:40.740 ⇒ 00:13:41.520 Luke Scorziell: Cool.
118 00:13:41.520 ⇒ 00:13:58.369 Robert Tseng: Yeah, like, we are just kind of small. I mean, I don’t want to draw these lines too… too hard. I mean, eventually we want to do more exclusions, but… but yeah. So, that’s that. I think those are really the only two that are important to talk about. After that, the sales process for us is pretty straightforward. They get on a discovery call with us.
119 00:13:58.370 ⇒ 00:14:14.889 Robert Tseng: They’re waiting on us to kind of put together a proposal, we send some sort of proposal. Occasionally, they’ll want a demo, especially if they’re kind of being pitched on the AI engineering work, so we might do a second follow-up call with the demo, and then after that, it’s just nudging and, like, proposal reviews until they commit. So, that’s pretty much it.
120 00:14:15.520 ⇒ 00:14:16.339 Luke Scorziell: Oh, cool, okay.
121 00:14:16.340 ⇒ 00:14:27.630 Robert Tseng: Yeah. At any point, they could drop out, because they might go with someone else, competitor, get ghosted a lot, they decide to hire internally, like, we have a few of these other things that
122 00:14:27.630 ⇒ 00:14:42.370 Robert Tseng: we haven’t been diligently tracking, but we have all of these, like, loss reasons out there already. So, to me, like, this is, like, kind of, you know, just to kind of picture what all the different stages are, I think, is important to have enough context to go and, like, go back into this.
123 00:14:43.250 ⇒ 00:14:48.150 Luke Scorziell: Yeah, okay, sweet. Yeah. So we’re basically looking for 20…
124 00:14:48.460 ⇒ 00:15:01.099 Luke Scorziell: active leads a week that we’ve qualified, hopefully prior to reaching out to them, think are… would be a good fit, and… Yeah. And then our messaging. So it’s not that we need to get 20 people to get back to us.
125 00:15:01.100 ⇒ 00:15:11.379 Robert Tseng: Yeah. So, this isn’t… this isn’t cleaned up, obviously, but, like, I would consider… these were all supposed to be active deals. When I look at… come to HubSpot, I look at in progress, I would expect, like, around 20,
126 00:15:11.850 ⇒ 00:15:14.809 Robert Tseng: You know, net new, or, like, logos in total.
127 00:15:15.520 ⇒ 00:15:20.330 Robert Tseng: And, there could be multiple deals on the same client, because
128 00:15:21.860 ⇒ 00:15:24.999 Robert Tseng: I consider new contracts, new deals, so…
129 00:15:25.000 ⇒ 00:15:25.560 Luke Scorziell: Yeah.
130 00:15:25.560 ⇒ 00:15:43.240 Robert Tseng: That also kind of factors into it. So, it’s not… I’m not asking for, like, 20 new ones every week. At least that’s not… I tried to build, like, a realistic forecast here. So, like, yeah, I just think that, in total, it should be around 20 active leads at any given moment, whenever I jump in here and take a look.
131 00:15:43.420 ⇒ 00:15:47.840 Robert Tseng: You know, expectation is more like 4 to 5 new per week.
132 00:15:47.860 ⇒ 00:15:51.780 Robert Tseng: I feel like that’s pretty low, like, you know, you and I both have been in
133 00:15:51.780 ⇒ 00:16:08.899 Robert Tseng: stages where we’re just jumping on the call. Yeah, I’m just, like, calling, like, dozens of people. When I was building all the pipeline myself, like, I would… I would, you know, I would easily add 10 new logos a week, just from hustling. So, like, I do think that’s a really low number, and we should definitely get it up, but I’m not gonna be a huge…
134 00:16:08.900 ⇒ 00:16:10.260 Robert Tseng: Stick clear about that.
135 00:16:10.300 ⇒ 00:16:13.329 Robert Tseng: Yeah, but so really, like.
136 00:16:13.380 ⇒ 00:16:25.119 Robert Tseng: So that’s the number of logos, this is actually dollar value, and then this kind of, like, is more of just a straight calculation of, like, what does that really look like per lead? So, one qualification here is, like.
137 00:16:25.160 ⇒ 00:16:34.059 Robert Tseng: this is the total deal size. So, obviously, at this point, it’s an estimate, and yeah, I think, like.
138 00:16:34.270 ⇒ 00:16:38.350 Robert Tseng: We just have to do our best at estimating.
139 00:16:39.100 ⇒ 00:16:52.949 Robert Tseng: I have some assumptions to how the estimate is made. I mean, we don’t take on anything under $5K, and, you know, typically our average contract, like, length is about 3 months, so at minimum, they should be 5 to 15K, but that’s not really what we’re going for. You know, everybody…
140 00:16:52.950 ⇒ 00:16:59.340 Robert Tseng: we’re trying to get to bigger numbers here, right? So, I’ll kind of jump over here, where
141 00:16:59.350 ⇒ 00:17:09.269 Robert Tseng: Yeah, maybe before, like, if I take a 4-week average, like, our average revenue per… our average contract size was, like, $25K the past 4 weeks.
142 00:17:09.490 ⇒ 00:17:12.330 Robert Tseng: I think that’s still conservative. I think that’s pretty low.
143 00:17:12.339 ⇒ 00:17:29.829 Robert Tseng: like, ideally, we want to be getting up to the… I mean, you told Utah, like, you guys are talking about 100K kind of deals. I’d still, you know, maybe we’ll get one or two of those, but I… just, like, the straight average, if we can just double… if we can get to around…
144 00:17:29.860 ⇒ 00:17:39.949 Robert Tseng: like, a more than $50K kind of contract value, I think that’s pretty good for the quarter. So, I can explain these scenarios a bit more closely, but that’s kind of where I pulled this number from.
145 00:17:40.200 ⇒ 00:17:43.659 Robert Tseng: But yeah, I’m being very conservative with this estimate here.
146 00:17:44.140 ⇒ 00:17:50.799 Luke Scorziell: Yeah, and are the… is this primarily something that… Jed would hold…
147 00:17:50.960 ⇒ 00:17:53.590 Luke Scorziell: And I’ll be checking in with him, or should it be, like.
148 00:17:53.770 ⇒ 00:17:58.619 Luke Scorziell: Do you imagine it… me and Jed being together, or whoever’s in the sales coordinator role?
149 00:17:58.790 ⇒ 00:18:09.080 Robert Tseng: Yep, great idea, good question. So, I think, like, this is kind of where I want to, like, weave together the WBR and the OKR kind of doc. So.
150 00:18:09.280 ⇒ 00:18:13.290 Robert Tseng: This particular, like, revenue per lead situation.
151 00:18:13.410 ⇒ 00:18:21.200 Robert Tseng: I think there’s two, there’s two, key results that matter here. One is here, where,
152 00:18:21.240 ⇒ 00:18:33.459 Robert Tseng: this is the expected revenue based off of, like, what we know about them at the lease stage, versus, like, what the actual, you know, the actual deal value is. And maybe there’s a cleaner way to write this, so I’ll kind of change that.
153 00:18:33.580 ⇒ 00:18:39.320 Robert Tseng: But you’ll notice in the forecast, I now have, like, I just kind of…
154 00:18:40.170 ⇒ 00:18:55.030 Robert Tseng: I would say this is mostly right. I still think that I’m underselling, kind of, the actual potential revenue the past month, but, you know, that aside, like, I would assume this is the current… you could look at this column D as, like, the current state of the business, from based on the past month.
155 00:18:55.030 ⇒ 00:19:01.579 Robert Tseng: So, our pipeline was obviously, like, empty pretty much by the end of December, and…
156 00:19:01.980 ⇒ 00:19:13.929 Robert Tseng: Yeah, I think, like, what we consider to be our realized new revenue, this is really just… we typically bill by month, and so this is just, like, a monthly revenue divided by 4.3 to get to a weekly calculation.
157 00:19:15.060 ⇒ 00:19:17.599 Robert Tseng: So I kind of showed you, like, this, like.
158 00:19:18.460 ⇒ 00:19:36.979 Robert Tseng: you know, how much… like, what’s the expected revenue from, like, our pipeline today, on a weekly basis? Like, that’s kind of, like, the… what I want to take… I want to look at. So, making sure that the variance between these two numbers is not too high. So, I guess I didn’t actually put the number in there, but, if I were to…
159 00:19:37.000 ⇒ 00:19:39.470 Robert Tseng: just do, like, I don’t know, like…
160 00:19:40.570 ⇒ 00:19:55.079 Robert Tseng: Alright, that’s more than 25%, so I don’t know if that’s the right target to hit, but, like, there’s something about how we basically want to get good at estimating, like, this… like, what we’re estimating and what we’re actually getting, it needs to be pretty close, like, ideally, right? So…
161 00:19:55.080 ⇒ 00:20:00.830 Robert Tseng: Like, I want that to be, like, a metric that you care about, like, some result that you care about, because…
162 00:20:01.390 ⇒ 00:20:11.629 Robert Tseng: You know, I want you to get good at estimating, like, deal sizes, because I think that’ll give you… that, to me tells… that tells me that you understand the business well.
163 00:20:11.680 ⇒ 00:20:25.919 Robert Tseng: And then, like, you know, obviously I could… I feel like I could better trust, kind of, your… your, decisions on, like, pipeline and stuff, so I don’t really think that’s a JED-level question, but what JED could help you with is more on the,
164 00:20:26.250 ⇒ 00:20:30.730 Robert Tseng: Where’s the other deal size, resolve here.
165 00:20:31.560 ⇒ 00:20:36.589 Robert Tseng: Yeah, well, I guess, actually, this is also under view, so…
166 00:20:36.980 ⇒ 00:20:40.369 Robert Tseng: Yeah, I mean, I kind of just expected revenue.
167 00:20:43.580 ⇒ 00:20:56.769 Robert Tseng: per new lead should be, like, above a certain amount. So, I guess that amount is to be determined. I’ll fill this part out last. But yeah, I guess my point is, like, there are now two key results
168 00:20:56.940 ⇒ 00:21:03.579 Robert Tseng: And, like, how I think about this from a systems perspective is, like,
169 00:21:04.240 ⇒ 00:21:22.599 Robert Tseng: like, this weekly business review is for us to kind of have the discussions on, like, what we need to calibrate, but, like, when we’re assigning individual results for people to own, like, I would look at this, and if you hit these targets, like, this contributes to your individual, like, kind of performance goals, right? So, if this result is achieved.
170 00:21:22.600 ⇒ 00:21:32.190 Robert Tseng: then you get, like, this… this is a… kind of gets stacked onto your individual bonus, I guess, for the, you know, when we’re doing the performance eval… evals.
171 00:21:32.190 ⇒ 00:21:44.630 Robert Tseng: Whereas, like, the rest of this is more kind of, like, how’s the company doing as a whole? If we are hitting above the target, according to the forecast, then the team gets, like, there’s, like, a team component, too.
172 00:21:44.630 ⇒ 00:21:52.300 Robert Tseng: So, like, a team bonus component. So, I think, like, I broke it up this way because, like, I felt like there needed to be…
173 00:21:52.360 ⇒ 00:21:59.229 Robert Tseng: Like, the performance of the team overall, which is kind of measured at this level, which is just straight up, like.
174 00:21:59.420 ⇒ 00:22:07.770 Robert Tseng: You know, it’s more… it’s more straightforward revenue that we’re… that we have, that we’re… that we’re… that we’re winning, and also, like, the number of meetings that we’re booked.
175 00:22:07.930 ⇒ 00:22:18.269 Robert Tseng: And then, like, at the individual level, kind of how everyone’s activities, like, that contributes to results that are,
176 00:22:18.380 ⇒ 00:22:24.360 Robert Tseng: Kind of tied to these different metrics that we’re measuring in the WBR.
177 00:22:26.060 ⇒ 00:22:28.320 Luke Scorziell: Okay, so primarily…
178 00:22:31.380 ⇒ 00:22:34.380 Luke Scorziell: First, focus on my specific metrics.
179 00:22:34.550 ⇒ 00:22:35.490 Luke Scorziell: of…
180 00:22:35.860 ⇒ 00:22:42.659 Luke Scorziell: which then should lead to the team metrics kind of being in a spot that’s healthy. But, like, if the…
181 00:22:43.290 ⇒ 00:22:47.530 Luke Scorziell: WBRs… Maybe off a little bit, but then…
182 00:22:49.290 ⇒ 00:22:51.799 Luke Scorziell: I guess I’m hitting my metrics, or whoever else is.
183 00:22:52.380 ⇒ 00:22:56.730 Luke Scorziell: Then it’s just kind of diagnosing why… what’s not?
184 00:22:57.210 ⇒ 00:22:59.760 Luke Scorziell: like… Working between the two?
185 00:23:00.530 ⇒ 00:23:14.089 Robert Tseng: Yeah, so I guess, like, yeah, I think that’s a good way to put it. So, obviously, there are more inputs than key results, and, like, the purpose of that is… I think key results are more kind of like a second degree.
186 00:23:14.300 ⇒ 00:23:26.480 Robert Tseng: kind of measurement, where it’s not something I need you to report on every week, but it’s part of the storytelling of, like, whether or not these inputs are the right inputs. Because if these things are holding true.
187 00:23:26.650 ⇒ 00:23:44.959 Robert Tseng: Like, I got these straight out of the bottle that I had built, and then if these things are holding true, then we’re going to achieve these things, and then to me, like, the forecast is gonna hold true. So, whereas, like, obviously the inputs is more of, like, a deconstructed version of it, but it’s still something that I want to have visibility on.
188 00:23:45.020 ⇒ 00:23:51.980 Robert Tseng: Week to week, so that I can, you know, if something is going in the wrong direction, I can easily spot, like, where it’s going wrong.
189 00:23:53.090 ⇒ 00:23:57.429 Luke Scorziell: Yeah, and the inputs are, by input…
190 00:23:57.600 ⇒ 00:24:01.879 Luke Scorziell: I’m kind of assuming you’re meaning, like, things that we can pretty actively control.
191 00:24:02.750 ⇒ 00:24:20.469 Robert Tseng: Yeah, these inputs are just, like, straight-up things that we’re… we can… they’re logged somewhere. Like, we know, like, all the active leads are in HubSpot, so you could go to HubSpot and get these numbers. Like, I wouldn’t expect you to put these in. Like, this is more something for, like, Jed to put in or whatever, but he should know every… the number of leads that we have.
192 00:24:20.660 ⇒ 00:24:36.649 Robert Tseng: And, like, the dollar value that we’ve ascribed to every lead, like, this is just straight out of HubSpot. The ICP conversations, like, this is a little bit, maybe, less straightforward right now, because we don’t have, like, a… like, an automated ICP screener that, like, that kind of feeds every…
193 00:24:36.650 ⇒ 00:24:52.220 Robert Tseng: active lead in, and then, like, kind of says whether they’re an ICP or not, although that’s very easy to build once we can actually kind of, like, write out the doc of what the ICP should be. So, like, you know, that’s kind of how this would be filtered into the ICP conversations.
194 00:24:52.230 ⇒ 00:24:58.420 Robert Tseng: Qualified discoveries, pretty straightforward. This comes straight out of just, like, you know, Google Calendar. Ricoh has that information.
195 00:24:58.420 ⇒ 00:25:20.499 Robert Tseng: he’d be able to look at our Utah and My Calendar, and then you eventually, if you end up jumping on calls as well, yeah, like, we could pull the number of calls there, and then, like, deals stage changes, like, that’s also straight from HubSpot. So I think, like, you know, these are just, yeah, I guess what I mean by inputs. These are, like, things that we definitely are measuring that we could get very easily.
196 00:25:20.760 ⇒ 00:25:21.310 Luke Scorziell: Huh.
197 00:25:21.670 ⇒ 00:25:22.470 Luke Scorziell: Okay.
198 00:25:24.610 ⇒ 00:25:27.279 Luke Scorziell: And, like, so then with outputs.
199 00:25:27.800 ⇒ 00:25:28.350 Robert Tseng: Yep.
200 00:25:32.770 ⇒ 00:25:36.959 Luke Scorziell: That’s kind of the effect of… or maybe you can explain your thinking on that to me, too.
201 00:25:36.960 ⇒ 00:25:41.239 Robert Tseng: Yeah, so the outputs are like, okay, we do all these things, and then this is more like, kind of.
202 00:25:42.250 ⇒ 00:25:43.100 Robert Tseng: Walt.
203 00:25:43.330 ⇒ 00:25:43.960 Luke Scorziell: Like, the result.
204 00:25:44.050 ⇒ 00:25:51.630 Robert Tseng: Yeah, well, what’s the result? Like, obviously, we’d be sending, like, proposals. So, actually, this is totally off, like, I think I just made up these random numbers, so…
205 00:25:52.170 ⇒ 00:25:57.690 Robert Tseng: Okay, I’ll just… I’ll just play it a little more conservatively. Let’s say we end up getting to…
206 00:25:57.910 ⇒ 00:25:59.560 Robert Tseng: Something like that.
207 00:26:00.930 ⇒ 00:26:16.380 Robert Tseng: Yeah, where it’s, like, on a weekly basis, we’re sending out proposals, and that, like, number kind of continues to increase. I actually think 2 is too low. We’re definitely sending at least, like, 4 for a week right now already. So, I’m just gonna say…
208 00:26:16.610 ⇒ 00:26:26.509 Robert Tseng: Something like that. I might adjust it. And then, like, whereas, like, MRR that’s added is more lumpy. It doesn’t happen every week. We’re, like, closing…
209 00:26:26.870 ⇒ 00:26:39.560 Robert Tseng: one deal at the beginning of the month, and then it ends up taking, like, 2 or 3 weeks before we close another deal, or something like that. At least it’s just not that regular right now. And so I’m just kind of assuming that will still be the case for the first quarter.
210 00:26:40.540 ⇒ 00:26:48.560 Luke Scorziell: Yeah, and okay, sweet. And this is stuff, too, that, like, I mean, we’re gonna have to have a pretty open line of communication just to know…
211 00:26:49.480 ⇒ 00:26:58.099 Luke Scorziell: Cause, like, if… if… someone… Because there’s a… I mean, there’s different variables, right, to…
212 00:26:59.520 ⇒ 00:27:03.140 Luke Scorziell: The size of the deals that people will get, in the sense of, like.
213 00:27:04.280 ⇒ 00:27:13.479 Luke Scorziell: There could be… the marketing team’s not finding the right leads who don’t have the budget to spend on what we need. Or then, is there also a world in which it’s like.
214 00:27:13.840 ⇒ 00:27:18.909 Luke Scorziell: the delivery team scoping out? Are you guys scoping out, like, the size of the…
215 00:27:19.860 ⇒ 00:27:21.409 Luke Scorziell: the project? I guess, I don’t know if that…
216 00:27:22.020 ⇒ 00:27:40.150 Robert Tseng: Yeah, so that’s why, kind of, back to the OKR sheets. Now I’ve included something on delivery. I put my name in for now, but Utah and I both do this, because we’re the ones that are, like, kind of, we know what’s going on on every, kind of, client. But, like, yeah, so there is, like, kind of, delivery source expansion referral opportunities, so…
217 00:27:40.580 ⇒ 00:27:44.410 Robert Tseng: I think this is a lot easier for us to control, because we know, like.
218 00:27:44.670 ⇒ 00:27:58.859 Robert Tseng: we know the client already. Once we get in their business, like, I know everything about their business. I know how much money they’re making, and what their budgets are, and everything. So, like, I wouldn’t actually, like, throw anything into HubSpot unless I considered it to be a real opportunity. So, I’m not worried about, like, our bills
219 00:27:59.180 ⇒ 00:28:16.630 Robert Tseng: qualify stuff on the delivery side. It would just be nice if more people on the delivery side were actually kind of sales-minded and doing this for us, but we’re just not there yet. But yeah, on the marketing side, I don’t want to penalize marketing for, like, not sourcing the right
220 00:28:16.630 ⇒ 00:28:34.279 Robert Tseng: leads, so I think there’s two… there’s two things that I thought about here. One is, like, for Ryan, Ryan will just, like… we need to get the volume of the content right out, and we just need to, you know, create pipelines. So, I don’t mind him just, like, creating a bunch of pipeline, and that’ll work in tension against, like, what you’re describing here, which is, like.
221 00:28:36.280 ⇒ 00:28:45.359 Robert Tseng: He’s trying to increase the pipeline overall with, like, marketing source leads, but then you’re also trying to, like, dial… kind of, like, calibrate him and, like.
222 00:28:45.360 ⇒ 00:29:00.170 Robert Tseng: Tell them, hey, these are not quality leads that you’re bringing in, like, we need to adjust some of the content here. And that’s why it’s under the branding objective, which I feel like is more, kind of, for you to own. But as far as, like, the volume of, like, getting pipeline in, like, he needs to drive that.
223 00:29:00.790 ⇒ 00:29:07.459 Luke Scorziell: Okay, yeah, so, so basically, bias for quantity of content right now, like we talked about yesterday.
224 00:29:07.460 ⇒ 00:29:08.849 Robert Tseng: Yeah. And then as…
225 00:29:08.890 ⇒ 00:29:11.170 Luke Scorziell: As the leads are coming in, if we’re finding, like.
226 00:29:11.530 ⇒ 00:29:19.550 Luke Scorziell: only 50% or 40% are meeting what would actually be someone that we could turn into a client, then it’s, hey, go back to…
227 00:29:20.220 ⇒ 00:29:26.410 Luke Scorziell: the content and see, like, what are we doing wrong that we need to? Or what can we adjust?
228 00:29:26.750 ⇒ 00:29:28.200 Luke Scorziell: Take a bump that number up.
229 00:29:28.790 ⇒ 00:29:29.440 Robert Tseng: Yeah.
230 00:29:29.970 ⇒ 00:29:30.290 Luke Scorziell: Okay.
231 00:29:30.290 ⇒ 00:29:38.389 Robert Tseng: So, to, like, kind of… I like that we’re kind of… you’re asking these questions, and I’m kind of trying to answer it with the different pieces, rather than kind of just…
232 00:29:38.810 ⇒ 00:29:55.680 Robert Tseng: kind of saying whatever, saying… sharing the whole thing all at once, because I think it makes it a little bit clearer how this all kind of fits together. So this is, like, Q4 average, right? This is, like, our actual MRR, this is our monthly revenue, and then this is our, you know, this was our, you know, I kind of…
233 00:29:56.030 ⇒ 00:29:59.860 Robert Tseng: thumbed around and got, this is basically the budget that I told you you currently have.
234 00:29:59.930 ⇒ 00:30:06.019 Robert Tseng: If we do well, like, I think… so I created 3 scenarios here in this forecast.
235 00:30:06.040 ⇒ 00:30:20.239 Robert Tseng: this is, like, the worst scenario. This is, like, the business is shrinking, which, I mean, at our current trajectory, it is shrinking, which, you know, whatever, that’s just a reflection of the end of the year or whatnot, but, you know, if we don’t… yeah, like, I think in a…
236 00:30:20.240 ⇒ 00:30:32.380 Robert Tseng: to me, this is the worst scenario. Business… business ranks, then, you know, hard choices have to be made. People will have to be, like, let’s or whatever. Like, that’s just kind of the… the risk of that. But assuming that we perform.
237 00:30:32.380 ⇒ 00:30:40.400 Robert Tseng: which I don’t think is very much effort, which is, like, why I want to, like, demo… I want to show… walk through this, like, later in more detail. Like, the base scenario…
238 00:30:40.440 ⇒ 00:30:52.610 Robert Tseng: With the same number of people, I think your budget would pretty much double, and I want to keep it that way. I don’t want to hire anybody at that point. So that means, like, the whole team, I mean, basically, your team gets, you know, that, like, almost
239 00:30:52.610 ⇒ 00:31:11.049 Robert Tseng: has, like, a… almost doubled the budget if you’re, you know, if you’re performing kind of the way that, you know, we’ve modeled out here. And, like, that should fund people’s bonuses at the team level, and also individually, if we’re… because if, you know, this is only going to hold true if we’re hitting
240 00:31:11.050 ⇒ 00:31:20.650 Robert Tseng: most of these results. And then this is, like, the dream scenario where we actually get to close to 250K MRR by the end of Q1.
241 00:31:20.740 ⇒ 00:31:38.660 Robert Tseng: That assumes that we’ve already hit all… we’ve surpassed all of these… pretty much all of these results. And, you probably would not be able to get here until… unless we made a mid-month adjustment and hired more people, like, on your team. So, like, I think, you know, we’re still not, like, a big corporation, so we’re not gonna make
242 00:31:38.660 ⇒ 00:31:45.590 Robert Tseng: adjustments at a quarterly level, like, but I’m just, like, anticipating if this does happen, we will need… we will need to give
243 00:31:45.590 ⇒ 00:32:04.359 Robert Tseng: I mean, your budget will pretty much go from 50K at this point, and you probably could use more people on your team by then. So, I think I’m trying to keep this true, where I’m assuming that 20% of our revenue will go into your budget, pretty much, for your team.
244 00:32:05.170 ⇒ 00:32:06.010 Luke Scorziell: Cam.
245 00:32:06.010 ⇒ 00:32:06.590 Robert Tseng: Yeah.
246 00:32:06.820 ⇒ 00:32:07.930 Luke Scorziell: Sweet, and…
247 00:32:09.320 ⇒ 00:32:14.760 Luke Scorziell: Yeah, no, I’m curious for you to walk me through the… Yeah. I think that this is helpful because…
248 00:32:15.410 ⇒ 00:32:20.280 Luke Scorziell: I think what’s happening is… probably I’m bringing in a lot from the different people that I’ve worked with.
249 00:32:20.550 ⇒ 00:32:21.180 Robert Tseng: Yeah.
250 00:32:21.180 ⇒ 00:32:22.840 Luke Scorziell: And,
251 00:32:23.830 ⇒ 00:32:31.669 Luke Scorziell: Yeah, and then I’m kind of understanding your thinking more on how this is all supposed to work together. So I think even just knowing the, like.
252 00:32:34.530 ⇒ 00:32:40.879 Luke Scorziell: yeah, I’m kind of like… I feel like I’m at the stage where it’s like, I’ve, like, sort of gotten my feet wet, but not really, but, like, we’re kind of… Yeah.
253 00:32:41.040 ⇒ 00:32:46.689 Luke Scorziell: I’m like, I feel eager to, to start pushing stuff out, but… Yeah, okay, so…
254 00:32:51.190 ⇒ 00:32:53.580 Robert Tseng: You want me to walk through how each of these scenarios plays out?
255 00:32:53.900 ⇒ 00:32:55.269 Luke Scorziell: Yeah, maybe that would be helpful.
256 00:32:55.270 ⇒ 00:33:00.590 Robert Tseng: Okay, great. So this, to me, is, like, kind of where we’re at. I take a look at, like,
257 00:33:00.800 ⇒ 00:33:02.820 Robert Tseng: Maybe I can go to HubSpot from here.
258 00:33:04.710 ⇒ 00:33:05.540 Robert Tseng: Oops.
259 00:33:12.750 ⇒ 00:33:22.140 Robert Tseng: Yeah, I mean, I just… I think I just got these numbers straight from HubSpot of, like, okay, in the month of December, we just had, like, a few leads, the pipeline was kind of drying up or whatever.
260 00:33:22.810 ⇒ 00:33:27.289 Robert Tseng: I assume that it takes us about 30 days to close a deal.
261 00:33:28.540 ⇒ 00:33:31.509 Robert Tseng: From when it becomes a…
262 00:33:31.690 ⇒ 00:33:34.939 Robert Tseng: Like a lead to when it’s closed one.
263 00:33:35.640 ⇒ 00:33:43.379 Robert Tseng: And then, I’m assuming a 10% close rate, and then average contract length is about a month, trim percentage.
264 00:33:44.680 ⇒ 00:33:48.670 Robert Tseng: This is about 15%, so meaning that we lose 15% of our revenue every month.
265 00:33:48.890 ⇒ 00:33:53.349 Robert Tseng: Yeah, from just, like, contracts expiring or whatever.
266 00:33:53.640 ⇒ 00:34:01.100 Robert Tseng: At all… assuming all that is true, how this formula works is it basically takes,
267 00:34:01.270 ⇒ 00:34:20.829 Robert Tseng: Yeah, like, what the new pipeline that was brought in on a weekly basis, so assuming it’s about this number, times the close rate, so 13,000, and then you kind of discount the… based off of the leads… the days from lead to close one, so that you’re having, like, a weekly… a weekly number here.
268 00:34:20.870 ⇒ 00:34:23.620 Robert Tseng: And so this is basically saying, like.
269 00:34:23.790 ⇒ 00:34:27.059 Robert Tseng: From this much pipeline created each week.
270 00:34:27.340 ⇒ 00:34:35.380 Robert Tseng: I’m expecting it to become… or, like, it’s… yeah, I’m expecting it to become, like, $1,000 a week, right?
271 00:34:35.389 ⇒ 00:34:39.029 Luke Scorziell: I know that, formula again, so…
272 00:34:39.030 ⇒ 00:34:39.600 Robert Tseng: Yeah.
273 00:34:43.209 ⇒ 00:34:45.609 Luke Scorziell: It’s 137,000 times.
274 00:34:49.929 ⇒ 00:34:52.659 Luke Scorziell: But 10… Okay, yeah.
275 00:35:02.220 ⇒ 00:35:06.809 Robert Tseng: Yeah, the last time I showed you this, I didn’t do the divide by 3 months.
276 00:35:06.940 ⇒ 00:35:13.929 Robert Tseng: I didn’t do that, and I think that just… that just was not right.
277 00:35:14.730 ⇒ 00:35:16.340 Robert Tseng: Even now, it deals.
278 00:35:16.340 ⇒ 00:35:20.700 Luke Scorziell: What is 7 divided by… So…
279 00:35:20.940 ⇒ 00:35:23.399 Luke Scorziell: That’s, that’s just the weekly…
280 00:35:24.220 ⇒ 00:35:28.910 Robert Tseng: Yeah, that’s to turn it from a 30-day to a weekly kind of, number, yeah.
281 00:35:29.390 ⇒ 00:35:30.810 Luke Scorziell: Decent, average.
282 00:35:30.810 ⇒ 00:35:31.350 Robert Tseng: Yeah.
283 00:35:32.180 ⇒ 00:35:38.680 Luke Scorziell: Okay, so it’s the… Yeah, percentage of that, like, potential pipeline
284 00:35:39.460 ⇒ 00:35:43.669 Luke Scorziell: The… or the amount that we would expect based on the close percentage.
285 00:35:43.690 ⇒ 00:35:45.070 Robert Tseng: Yeah. Per week.
286 00:35:45.820 ⇒ 00:35:57.870 Luke Scorziell: Divided by a… by the number of months. But this is… Oh, because we’re calculating… that it… each…
287 00:35:58.600 ⇒ 00:36:01.030 Luke Scorziell: Deal value is $137.
288 00:36:01.660 ⇒ 00:36:02.150 Luke Scorziell: No.
289 00:36:02.150 ⇒ 00:36:02.680 Robert Tseng: No, this is…
290 00:36:02.680 ⇒ 00:36:04.190 Luke Scorziell: The value is 25.
291 00:36:04.600 ⇒ 00:36:12.389 Robert Tseng: Yeah, this is assuming it is 25, but then you have to kind of divide by the contract length so that it’s actually all looking at just one month.
292 00:36:13.210 ⇒ 00:36:13.900 Luke Scorziell: Got it.
293 00:36:14.160 ⇒ 00:36:14.750 Robert Tseng: Yeah.
294 00:36:15.980 ⇒ 00:36:21.220 Luke Scorziell: So, what we’re looking at is, like, 25 divided by… Rage.
295 00:36:24.540 ⇒ 00:36:26.450 Luke Scorziell: So, like, 8… 8 grand.
296 00:36:27.900 ⇒ 00:36:31.010 Robert Tseng: Yeah, if a contract value was $25K,
297 00:36:31.230 ⇒ 00:36:35.259 Robert Tseng: Over 3 months, that’s, like, around 8K a month, right?
298 00:36:35.690 ⇒ 00:36:37.210 Luke Scorziell: Yeah. Okay.
299 00:36:37.210 ⇒ 00:36:50.269 Robert Tseng: Which is on the small side. Okay, obviously, I go first at this point, but, like, I’m just, you know, that’s… I think this is… yeah, just trying to show that. And then this number, I got straight from, like, our forecast,
300 00:36:51.840 ⇒ 00:37:01.714 Robert Tseng: Assuming… I still ate…
301 00:37:05.270 ⇒ 00:37:08.590 Robert Tseng: Yeah, I guess this is, like, from this scenario where, like.
302 00:37:09.340 ⇒ 00:37:16.490 Robert Tseng: I’m assuming that we actually added this much revenue over 4 weeks. So, like, because this… This was…
303 00:37:17.650 ⇒ 00:37:23.750 Robert Tseng: Like, the dates on this forecast don’t kick in until next week, like…
304 00:37:23.860 ⇒ 00:37:27.080 Robert Tseng: I had to use, like, a future state and, like, basically.
305 00:37:27.650 ⇒ 00:37:30.699 Robert Tseng: Calculate my own 4-week rolling average to get there, so…
306 00:37:30.850 ⇒ 00:37:42.169 Robert Tseng: Yeah, there are… there are still assumptions that are based in this, but this is, like, as close to a four-week current snapshot that I can get without going too much, into the past. So.
307 00:37:42.640 ⇒ 00:37:42.980 Luke Scorziell: Okay.
308 00:37:43.320 ⇒ 00:37:52.289 Robert Tseng: Yeah, so, like, this is, like… which I think is reasonable. This is, like, assuming we close a $30,000 deal in the next month, which I think is very likely.
309 00:37:52.610 ⇒ 00:37:57.100 Robert Tseng: Yeah, like, that to me would be an average month. So, like, I…
310 00:37:57.670 ⇒ 00:38:15.610 Robert Tseng: Yeah, like, that could be two clients, or that could be one. And then we have a couple of deals that are kind of already there, so it’s possible we will get… we will hit that number within the first two weeks of the year. But yeah, if… assuming that we’re only bringing in $30K in revenue, like, that’s the expected realized revenue… new revenue, per week.
311 00:38:15.980 ⇒ 00:38:28.689 Robert Tseng: Makes sense, yeah. And so then the cost, or like, the ratio, or the, you know, it’s like, we expected this much, but the actual was about this much, and so the variance is by about 40%.
312 00:38:28.730 ⇒ 00:38:40.410 Robert Tseng: So there are, like, a bunch of reasons why we could say this is actually off. Maybe it’s like, hey, in reality, we didn’t actually, like, maybe the closer rate was actually higher, like, you know, we could basically just
313 00:38:40.410 ⇒ 00:38:51.330 Robert Tseng: try to, like, play these scenarios to try to, like, get to, like, how, like, how did we actually get to this 1800 number? So, I mean, I think there… we would have to look into it, but .
314 00:38:51.330 ⇒ 00:38:51.940 Luke Scorziell: Mountain.
315 00:38:52.140 ⇒ 00:39:05.389 Robert Tseng: Yeah, I think it’s hard to kind of see a through line to it. I think I’d rather just try to estimate it for now, and it is what it is. But I think this is a good check, because, like, it’s like, I don’t want to penalize the team if that’s not actually true. It’s like…
316 00:39:05.390 ⇒ 00:39:17.899 Robert Tseng: But if this is consistently under, like, over time, and we’re always below by 40%, then that, to me, is clearly we’re just… our assumptions are off. But I think more than… more likely than not.
317 00:39:17.930 ⇒ 00:39:22.460 Robert Tseng: we would… well, yeah, I mean, actually, I’m a pretty conservative, kind of,
318 00:39:23.600 ⇒ 00:39:35.579 Robert Tseng: a forecaster anyway, so I… my… my forecasts tend to underperform. I… I know that from my… from my experience, so I think it’s just what it is. But if someone else built this, it might… it might be… it might swing 40% the other way.
319 00:39:35.750 ⇒ 00:39:38.200 Luke Scorziell: Yeah, okay. Well, probably better to…
320 00:39:39.410 ⇒ 00:39:46.129 Luke Scorziell: Well, yeah, I mean, we can… all of this is gonna be new, I guess, for me, to just hop in and see how the business is…
321 00:39:46.730 ⇒ 00:39:48.529 Luke Scorziell: is doing, so… Yeah.
322 00:39:49.020 ⇒ 00:39:49.620 Robert Tseng: Yeah.
323 00:39:49.980 ⇒ 00:39:58.299 Robert Tseng: But then this number is, like, pretty much just straight at your budget, divide by 4.3. It’s like, this is what the cost of the go-to-market team is. Like.
324 00:39:58.300 ⇒ 00:39:59.159 Luke Scorziell: Per week, yeah.
325 00:39:59.160 ⇒ 00:40:04.739 Robert Tseng: Yeah, so, like, it’s like, how do we get this to a place where
326 00:40:04.940 ⇒ 00:40:09.180 Robert Tseng: Well, I mean, I think this is, yeah, this is a reflection of, like.
327 00:40:10.950 ⇒ 00:40:24.170 Robert Tseng: I think of our current go-to-market team state, like, I think it’s just that, we’re… I think… I think we are just, like, underperforming for, like, the people that we have. I think we have been getting by because…
328 00:40:24.520 ⇒ 00:40:32.620 Robert Tseng: we were blessed with some lucky deals towards the end of Q4. It’s not repeatable, like, if we just ran…
329 00:40:32.620 ⇒ 00:40:50.759 Robert Tseng: our current operation, we, like, we would be just bleeding cash, like, off of the sales side. So, hopefully, you know, this is, like, you know, by working with you more closely, we’re gonna turn this around. But, like, I do think that we have too many… like, yeah, it’s just, we’re just… I do think this is a reflection of our actual performance, so…
330 00:40:51.040 ⇒ 00:40:54.159 Robert Tseng: Her current efficiency, therefore, is 23%, yeah.
331 00:40:54.160 ⇒ 00:41:00.320 Luke Scorziell: Yeah, okay. Yeah. And the efficiency, obviously, we would like to be above 100%.
332 00:41:00.320 ⇒ 00:41:01.450 Robert Tseng: Yeah, yeah.
333 00:41:01.700 ⇒ 00:41:03.140 Luke Scorziell: So,
334 00:41:09.660 ⇒ 00:41:10.200 Luke Scorziell: And…
335 00:41:10.200 ⇒ 00:41:10.800 Robert Tseng: Yeah.
336 00:41:11.510 ⇒ 00:41:17.119 Luke Scorziell: Okay, yeah. So, I mean, and this is, like, the crux of, like, why I’m coming in anyways, right? Yep.
337 00:41:17.500 ⇒ 00:41:17.960 Robert Tseng: Yeah.
338 00:41:17.960 ⇒ 00:41:24.930 Luke Scorziell: To figure out how do we turn this into a… Something that’s working versus something kind of random So…
339 00:41:25.340 ⇒ 00:41:25.930 Robert Tseng: Yeah.
340 00:41:26.470 ⇒ 00:41:39.790 Robert Tseng: So, to me, it’s like, okay, if we just operated the way we were right now, like, the business would shrink by the end of the quarter. It would turn into, like, about 140, 140, right? And, like, you know, that… yeah, that would not be great. Like, that to me is just, like.
341 00:41:39.890 ⇒ 00:41:54.309 Robert Tseng: well, if the business is shrinking, and, like, this is horribly inefficient, then, like, you know, things need to change. So, yeah. And so, I mean, to me, this is not even the worst case scenario. Like, I think this is, like, below the worst-case scenario. This, like.
342 00:41:54.540 ⇒ 00:41:59.450 Robert Tseng: this cannot happen. Like, we’re definitely making changes. So, to me, the…
343 00:41:59.450 ⇒ 00:42:23.039 Robert Tseng: the worst case scenario is, like, okay, we… we turn… we turn things back on, we’re hitting more leads, like, our pipeline is up again, so same actual revenue per new lead, but just, like, pipeline is actually kind of reasonable. Like, I… I mean… I mean, this is not really reasonable. This, to me, is, like, one person’s worth of work, because, like, I’m just going off of myself. And then assuming that nothing else changes, like.
344 00:42:23.260 ⇒ 00:42:42.030 Robert Tseng: our… the timeline of the lead to close has not changed, but maybe, like, we’re closing at a higher rate, which is… you know, I think we’re actually more like 15 to 20% than we are actually 10%, so this is actually, I feel like, a very fair estimate of, like, this is kind of where we actually are right now.
345 00:42:42.250 ⇒ 00:42:42.850 Luke Scorziell: Huh.
346 00:42:44.280 ⇒ 00:43:00.520 Robert Tseng: Yeah, then we do all of that, and just simply… just by, like, the team adding new leads, we should get back to… we would get to this scenario, which is, like, close, er, but, like, you know, to me, this is the worst… this is… this, to me is the worst case scenario.
347 00:43:00.820 ⇒ 00:43:16.360 Robert Tseng: Then, like, the base scenario, which is, like, okay, we have healthy lead pipeline because we’re turning on content channel again, we’re, like, being more disciplined and, like, actually driving more leads, like, I believe this is totally a fair… I mean, I think this is how much we can actually drive.
348 00:43:16.360 ⇒ 00:43:25.539 Robert Tseng: Assuming, you know, average contract size is 30K, which is basically 10K a month for 3 months, which is fairly standard. That’s basically the type of deals that we have right now.
349 00:43:25.710 ⇒ 00:43:32.210 Robert Tseng: And… Yeah, if we do that, and we assume that we’re able to speed up
350 00:43:32.470 ⇒ 00:43:48.179 Robert Tseng: Our close… our close rates, because now, like, the team is really involved in pushing, kind of, these… these deals along. We’re booking meetings faster, we’re able to get proposals faster, and just kind of that… we… we shorten… we shorten it, shorten the cycle.
351 00:43:48.280 ⇒ 00:43:55.990 Robert Tseng: And then, you know, inevitably that means that we’re closing at a higher rate, because maybe, like, the quality of the pipeline has also gone up.
352 00:43:56.120 ⇒ 00:44:14.200 Robert Tseng: then I think we’re… yeah, like, that… that to me is a great scenario. So, maybe it doesn’t even have to be that good. We can even say that maybe we don’t close any better. Maybe it still stays at 15%. Like, that’s… so, like, to me, like, I’m trying to set this base scenario as, like, this is the team’s performance. If the team
353 00:44:14.350 ⇒ 00:44:20.920 Robert Tseng: If the team, outperforms this, then the team gets a… the team gets a… gets a team bonus.
354 00:44:22.350 ⇒ 00:44:30.650 Robert Tseng: That’s, like, on top of the, the individual bonuses that are unlocked from these key results. Does that make sense?
355 00:44:30.820 ⇒ 00:44:31.400 Luke Scorziell: Yeah.
356 00:44:31.400 ⇒ 00:44:31.960 Robert Tseng: Yeah.
357 00:44:32.840 ⇒ 00:44:36.830 Luke Scorziell: So… From this, then, it’s really…
358 00:44:41.910 ⇒ 00:44:45.849 Luke Scorziell: I mean, us defining the ICP and defining… well, not even… I mean.
359 00:44:46.230 ⇒ 00:44:53.360 Luke Scorziell: Maybe that’s just jargon for right now, but, like, defining what a good lead looks like for… Ryan, Judd…
360 00:44:53.580 ⇒ 00:44:58.400 Luke Scorziell: And then I guess myself. And then Hannah… is Hannah doing… well, Hannah’s gonna go on my…
361 00:44:59.130 ⇒ 00:45:01.119 Luke Scorziell: But that’s probably not for another, like, 6 months.
362 00:45:01.120 ⇒ 00:45:12.060 Robert Tseng: Yeah, it’s like 6 months, yeah. So, yeah, I do have something, so we can talk about, like, how each person’s contributing to that. I think Ryan is purely just gonna be on content to kind of push
363 00:45:12.490 ⇒ 00:45:28.449 Robert Tseng: like, I expect the quality of Ryan’s leads to be lower than, like, Jed’s. Jed’s is gonna supposedly be more calculated, because we’re building the lead list for him, helping him pre-qualify a bit, and then he’s doing outreach directly to them. So,
364 00:45:28.580 ⇒ 00:45:29.220 Robert Tseng: his…
365 00:45:29.350 ⇒ 00:45:34.270 Luke Scorziell: Yeah. Ryan’s leads are coming in from, like, people commenting on, like, the LinkedIn post that we do.
366 00:45:34.270 ⇒ 00:45:38.939 Robert Tseng: Yeah. Like, profile views, like, I want to capture, I want to capture everything, like,
367 00:45:38.950 ⇒ 00:45:55.299 Robert Tseng: views, comments, and, and views, comments, likes off of our, of our, off of our LinkedIn, LinkedIn content. Yeah, that… that… that would… that’s pretty much what marketing source pipeline would be. Obviously, there’s also events, which get you a bit more targeted.
368 00:45:55.300 ⇒ 00:46:03.440 Robert Tseng: And, like, other things that we kind of throw into the mix. So it’s not only going to be purely content, but those to me are all marketing things that are under Ryan.
369 00:46:03.530 ⇒ 00:46:05.390 Robert Tseng: Or that he should be executing on, yeah.
370 00:46:05.390 ⇒ 00:46:08.559 Luke Scorziell: So, like, a page view is a… would be a lead?
371 00:46:08.610 ⇒ 00:46:18.540 Robert Tseng: A patient review is not necessarily a lead, unless he kind of puts it into the… like, unless we have a sequence that hits that viewer.
372 00:46:18.940 ⇒ 00:46:25.409 Robert Tseng: Then he can bring it in to… bring it into HubSpot. But I also don’t want HubSpot to be full of, like.
373 00:46:25.860 ⇒ 00:46:27.139 Robert Tseng: I don’t know, like…
374 00:46:27.280 ⇒ 00:46:34.679 Robert Tseng: Okay, take it for what it is, but, like, we get a lot of views from people in India. Like, I… most of the time, like, I don’t think those are real…
375 00:46:34.810 ⇒ 00:46:52.090 Robert Tseng: those are not real leads, like, those are just, like, random people, like, so I think there should be a little bit of pre-filtering before they get added. It can’t just be, like, a… like, I don’t know, like a college student in India who’s looking for a job. Like, that to me is not, like, a lead, right? Like, there have to be some basic checks on, like.
376 00:46:52.090 ⇒ 00:46:55.120 Luke Scorziell: It’s a real business that they’re tied to, and whatever, but yeah.
377 00:46:55.200 ⇒ 00:46:55.890 Robert Tseng: Yeah.
378 00:46:55.890 ⇒ 00:47:00.949 Luke Scorziell: Okay, but, so, I guess the… the underlying part of that question is that
379 00:47:01.280 ⇒ 00:47:05.210 Luke Scorziell: It’s someone that engages meaningfully with us on LinkedIn that.
380 00:47:05.210 ⇒ 00:47:05.840 Robert Tseng: Yes.
381 00:47:06.040 ⇒ 00:47:06.630 Luke Scorziell: Okay.
382 00:47:06.750 ⇒ 00:47:09.830 Luke Scorziell: Yeah. And then we can set up automations to target.
383 00:47:10.210 ⇒ 00:47:11.779 Luke Scorziell: Someone after they’ve done.
384 00:47:12.270 ⇒ 00:47:16.099 Luke Scorziell: like, a comment, or we can have Ryan… Yeah. Okay.
385 00:47:16.930 ⇒ 00:47:17.530 Robert Tseng: Yeah.
386 00:47:19.130 ⇒ 00:47:31.490 Robert Tseng: Well, I think at base, we should just respond to everybody, but then, like, we… not everybody ends up making it into the pipeline. Like, yeah, so… and you have to build in some more custom automation and filtering in order to, like.
387 00:47:31.970 ⇒ 00:47:33.440 Robert Tseng: triage, like…
388 00:47:33.610 ⇒ 00:47:53.520 Robert Tseng: which commenter… like, everybody who comments on our post should get a reply. Like, I think that’s just, like, that’s just table stakes. Every viewer on our profile should get some follow-up message, some connection request. Yeah, I think… I think, to me, those are all kind of table… table stakes things that we should… that we should do, just to continue to, like, expand… expand the network.
389 00:47:53.800 ⇒ 00:47:56.939 Luke Scorziell: And are those things already happening, or are those things that we need to…
390 00:47:57.760 ⇒ 00:48:04.220 Robert Tseng: No, I mean, they were… yeah, I just assumed that they’re not happening right now. Yeah.
391 00:48:04.720 ⇒ 00:48:08.500 Luke Scorziell: Cause that’s… Something that we can do through…
392 00:48:08.950 ⇒ 00:48:15.030 Luke Scorziell: Is it… HeyReach would do that, or HubSpot? Or do we have to, like, literally every time someone views
393 00:48:15.510 ⇒ 00:48:19.810 Luke Scorziell: Then we hit… we send them a message, and then that’s on Ryan’s department.
394 00:48:20.310 ⇒ 00:48:36.520 Robert Tseng: Yeah, well, I mean, I guess we should prioritize, like, yeah, I don’t think we need to switch it all on at once, because I think it would take long. I think that, obviously, the content creation is most important, but let’s say you put out a post. I think, at minimum, everybody who comments, like, needs to get a response, and they should be… we should connect with them.
395 00:48:37.540 ⇒ 00:48:42.679 Robert Tseng: Yeah, because they could be a qualified leader. If they’re not, like, I want to be able to, like, get some sort of, like.
396 00:48:42.930 ⇒ 00:49:01.040 Robert Tseng: understanding from you guys, like, hey, are the… are the quality of the people that are commenting just, like, nowhere near ICP, and, like, why is that? Like, what do we need to adjust? I think comments and likes are for sure. Views are, like, yeah, those are, to me, probably the next… the next kind of, like, group to… to collect as well, because not everybody
397 00:49:01.040 ⇒ 00:49:10.840 Robert Tseng: who is qualified is going to actively engage. So, like, we definitely should, like, look at viewers, too, because I think there’s a lot of high-quality, leads… leads from that as well.
398 00:49:11.910 ⇒ 00:49:12.430 Luke Scorziell: Hmm.
399 00:49:12.430 ⇒ 00:49:13.569 Robert Tseng: So yeah, I think…
400 00:49:13.630 ⇒ 00:49:28.969 Robert Tseng: I had included that here in the forecast, where, total, visitor engagement. So this 150 number, okay, we average around 100 profile views between Utom and I, per week right now.
401 00:49:29.020 ⇒ 00:49:44.029 Robert Tseng: So I just kind of kept that number flat. And then conversations referencing content, like, the benefit when we were posting more regularly was that we could easily, like, link to our content and use that as, like, a reason to go back to
402 00:49:44.040 ⇒ 00:49:59.699 Robert Tseng: messaging people in our network and be like, hey, we recently posted about this topic that we talked about, like, a few months ago, thought it’d be interesting for you. Like, that was, like, a way that we would re-engage with people. Or people would just randomly be like, hey, like, I saw you posted about this, like.
403 00:49:59.700 ⇒ 00:50:14.820 Robert Tseng: and instead of commenting on the post, they would just DM us directly. So I think there’s, like, this is, to me, is a good leading signal of, like, whether or not our content is helpful or relevant to people. And then I kind of just included a 50% multiple to the profile views, because
404 00:50:14.830 ⇒ 00:50:21.870 Robert Tseng: I think this kind of captures all the other stuff of, like, comments, likes, engagement, and other types of engagement.
405 00:50:22.220 ⇒ 00:50:23.550 Robert Tseng: Yeah.
406 00:50:24.060 ⇒ 00:50:28.899 Luke Scorziell: And… Like, in a management sense.
407 00:50:29.220 ⇒ 00:50:34.179 Luke Scorziell: Would this be, like, something that in a one-on-one with Ryan, we might go over together to see, like.
408 00:50:34.620 ⇒ 00:50:41.290 Luke Scorziell: How are things going? In each of these, with, like, the posts and the comments, and…
409 00:50:41.500 ⇒ 00:50:43.059 Luke Scorziell: Yeah. And who we’re having.
410 00:50:43.330 ⇒ 00:50:52.799 Robert Tseng: Ryan, like, may… I mean, I’m just… like, Ryan sometimes kind of, like… I feel like he… he, like, dumbs himself down sometimes, but, like, he…
411 00:50:52.970 ⇒ 00:51:06.160 Robert Tseng: he does this already, like, you look at his own stuff, like, he posts random stuff, he’s doing that. He’s commenting on everybody’s, like, stuff, like, he knows how this game is played, he’s just not doing it for us, so I don’t…
412 00:51:06.160 ⇒ 00:51:16.259 Robert Tseng: Yeah, he’s, like, liking everybody’s comments, and he’s commenting on everything, so, like, he knows what we’re doing. Like, he should know what to do. Yeah.
413 00:51:17.570 ⇒ 00:51:23.339 Luke Scorziell: Alright, I mean, yeah, I think from what I’ve seen from Ryan, it’s… he’s pretty.
414 00:51:23.720 ⇒ 00:51:29.129 Robert Tseng: I mean, his engagement is… I mean, a lot of this is, it’s, like, bot… it’s bot stuff, but, like.
415 00:51:29.130 ⇒ 00:51:29.500 Luke Scorziell: skill.
416 00:51:29.500 ⇒ 00:51:35.100 Robert Tseng: Like, but he… but yeah, he knows how to play the game. Like, he should… he should know how to do this, yeah. Yeah.
417 00:51:38.370 ⇒ 00:51:40.439 Luke Scorziell: So funny, okay. Yeah.
418 00:51:41.290 ⇒ 00:51:41.900 Robert Tseng: Oops.
419 00:51:46.960 ⇒ 00:51:52.770 Robert Tseng: Yeah, and then, like, this one we haven’t talked about yet. I’m gonna add this to Jed’s plate as well, but,
420 00:51:53.400 ⇒ 00:52:03.289 Robert Tseng: This is more… it’s not as helpful until we start posting again, but this is, like, us, actually commenting on, like, us, on people’s…
421 00:52:03.400 ⇒ 00:52:07.120 Robert Tseng: People’s posts, like, other influencers,
422 00:52:07.690 ⇒ 00:52:23.100 Robert Tseng: or even, like, on the people who engage with us, this just helps the distribution, it gets, like, our con… it just kind of amplifies the… the reach of our content. So, what I mean by that is, like, I used to have this LinkedIn tracker, I had… wait, is this one?
423 00:52:31.760 ⇒ 00:52:36.999 Robert Tseng: I… Since we are interested.
424 00:52:42.150 ⇒ 00:52:47.879 Robert Tseng: Okay, look, some of this does need to be clear. But, okay, well, I basically had, like, a spreadsheet of, like.
425 00:52:53.330 ⇒ 00:53:10.179 Robert Tseng: like, Tier 1 influencers, people who had more than 10,000 followers in a particular niche that seemed to be reaching the same people that we want to be reaching to, and I would… we would just be active on… on their posts as well, because they’re posting at least 3 times a week.
426 00:53:10.180 ⇒ 00:53:23.140 Robert Tseng: we go in there, write a helpful comment, and that kind of helps bring, you know, engagement and visibility to our content as well. So, it’s kind of just, like, riding on their coattails, because they already have, like, a wide distribution network.
427 00:53:23.670 ⇒ 00:53:24.260 Luke Scorziell: bone.
428 00:53:24.260 ⇒ 00:53:34.660 Robert Tseng: Yeah, so, like, that helps, and then, obviously, LinkedIn prefers if you don’t just comment on your own posts, but you’re also engaging with the people who engage you, so, like.
429 00:53:34.760 ⇒ 00:53:48.429 Robert Tseng: you know, not everybody who’s commenting on our posts will actually be, like, posting themselves, but if they are, and they’re active LinkedIn users, that’s great. Like, LinkedIn finds that very favorable, and we can… we should do that as well. And then this is more just, like.
430 00:53:48.450 ⇒ 00:54:06.079 Robert Tseng: profile viewers, we should just do the same thing and, you know, try to… they say, like, they need to see you… people need to see you three times before they remember… before they remember you. So, as much as we can, like, leave an impression in people’s minds, like, I think that’s basically what this should be. But,
431 00:54:06.160 ⇒ 00:54:17.690 Robert Tseng: yeah, I do… I do think that this is something I want to turn… turn back on. Like, I just want, either Ryan or Jed or both to just spend, like, an hour a day just kind of just…
432 00:54:18.360 ⇒ 00:54:21.900 Robert Tseng: Commenting on… on people’s stuff, pretty much.
433 00:54:22.390 ⇒ 00:54:23.010 Luke Scorziell: Damn.
434 00:54:23.650 ⇒ 00:54:24.180 Robert Tseng: Yeah.
435 00:54:29.140 ⇒ 00:54:30.840 Robert Tseng: Okay,
436 00:54:31.370 ⇒ 00:54:51.240 Robert Tseng: Yeah, and then I’ll just kind of quickly go through the bull scenario. So the bull scenario is just like, okay, well, quality of the pipeline… quality of the leads increases, so pipeline naturally increases. Not expecting us to do huge volume once again, I think that’s just not really our play, but let’s say the average, like, deal size continues to go up because we’re dialing in on a better ICP, and…
437 00:54:51.430 ⇒ 00:54:59.969 Robert Tseng: Maybe we get better at closing them as well, because once again, if the ICP definition work gets better, then we should close at a higher rate.
438 00:55:00.140 ⇒ 00:55:06.170 Robert Tseng: then, yeah, then that would… that would be a great scenario, for us, like, and I think…
439 00:55:07.220 ⇒ 00:55:17.630 Robert Tseng: yeah, like, I… that’s… this is what I… this is what I’m aiming at, so I’m gonna… I wanna figure out stuff throughout the quarter that will try to get us here, which I think really are…
440 00:55:18.150 ⇒ 00:55:22.190 Robert Tseng: Yeah, okay. But yeah, I think, like, the team should just…
441 00:55:22.330 ⇒ 00:55:27.580 Robert Tseng: this is a team’s target, and this is more like my target, and where I’ll be kind of pushing the team from.
442 00:55:27.990 ⇒ 00:55:28.670 Luke Scorziell: Bam.
443 00:55:28.700 ⇒ 00:55:29.690 Robert Tseng: Yeah.
444 00:55:31.120 ⇒ 00:55:39.369 Luke Scorziell: Okay, sweet. I think that, yeah, this makes a lot more sense, having you walk… walk me through it all, I think, than, not that it didn’t make sense before, but I think now I can…
445 00:55:39.370 ⇒ 00:55:39.890 Robert Tseng: Yeah.
446 00:55:39.890 ⇒ 00:55:47.250 Luke Scorziell: More of your, you’re thinking through it. And… Okay, so there’s…
447 00:55:50.690 ⇒ 00:55:52.020 Luke Scorziell: probably top…
448 00:55:52.880 ⇒ 00:55:57.740 Luke Scorziell: Well, there’s kind of the management piece, and, like, I think the way that I’ve been thinking about everything so far is, like.
449 00:55:59.060 ⇒ 00:56:06.500 Luke Scorziell: in my world, there’s… Kind of doing some of the strategy and… Messaging stuff.
450 00:56:06.980 ⇒ 00:56:13.700 Luke Scorziell: Then there’s overseeing JED, overseeing Ryan,
451 00:56:14.620 ⇒ 00:56:19.059 Luke Scorziell: And helping them be more strategic about the outreach and messaging that they’re doing.
452 00:56:19.250 ⇒ 00:56:22.909 Luke Scorziell: So I’m… I think I’m just kinda…
453 00:56:23.060 ⇒ 00:56:25.120 Luke Scorziell: churning out what I have in my brain.
454 00:56:25.120 ⇒ 00:56:39.620 Robert Tseng: Okay. Yeah, on the Jed side, I feel like I’ll still be pretty hands-on in helping you there, because, like, I just don’t really feel like… I feel confident that he’s the right person, and whenever we’ve had this situation where we’re dragging our feet on someone, it never really turns around. So, like.
455 00:56:39.620 ⇒ 00:56:56.290 Robert Tseng: It’s possible… I mean, like, I want to help us to make an informed decision on him very quickly, so, like, I’m trying to… I’m trying to make it very clear by Monday, like, what he needs to action. I’m gonna give him one week to basically, like, figure out if he can really action it, and if not, then…
456 00:56:56.390 ⇒ 00:57:02.499 Robert Tseng: I’d rather move on from it and find someone else. So, like, I think that’s kind of where he stands.
457 00:57:03.940 ⇒ 00:57:21.749 Robert Tseng: Yeah, so I definitely would prefer you just focus on Ryan, get the content going, because… and then we’ll spend our time, kind of, like, doing the ICP work together. But as far as, like, pushing Jet on outreach and stuff, like, I don’t… I don’t mind, kind of, driving that, just… I know it’s hard to kind of do that with both people.
458 00:57:21.750 ⇒ 00:57:23.990 Robert Tseng: As you’re just wrapping up, so…
459 00:57:24.230 ⇒ 00:57:35.440 Luke Scorziell: Yeah, because I think based on our conversation yesterday, what I’ve been thinking about with Ryan, is basically…
460 00:57:35.740 ⇒ 00:57:41.040 Luke Scorziell: taking those two, and I guess maybe we’ll have another ICP conversation now or later.
461 00:57:41.040 ⇒ 00:57:41.660 Robert Tseng: Yeah.
462 00:57:41.830 ⇒ 00:57:44.699 Luke Scorziell: is… you have, like, the ABC commercial.
463 00:57:45.250 ⇒ 00:57:49.639 Luke Scorziell: type, and then you have maybe the uVersion type, which is an app.
464 00:57:49.770 ⇒ 00:57:59.689 Luke Scorziell: obviously the version type, I don’t know that we have as much, content and meetings for, but at least doing some, like, mining within the ABC to see
465 00:58:00.420 ⇒ 00:58:08.960 Luke Scorziell: just come up with the different pain points and different things that, like, maybe come up in multiple meetings with them, that then we can start turning into content pieces.
466 00:58:10.190 ⇒ 00:58:15.399 Luke Scorziell: And… So that’s kind of the… what I’ve been thinking, is maybe even giving, like, Ryan some…
467 00:58:16.360 ⇒ 00:58:26.310 Luke Scorziell: assignment a little bit of, like, here’s, you know, watch a couple of the… like, specifically, let’s watch ABC, and then maybe you can give me some other ideas for, like, the app focus.
468 00:58:26.440 ⇒ 00:58:30.900 Luke Scorziell: Companies, and then look for those messages, and then develop content.
469 00:58:31.270 ⇒ 00:58:34.350 Luke Scorziell: based on that, and then it looks like…
470 00:58:34.610 ⇒ 00:58:38.489 Luke Scorziell: I guess we’re aiming for, like, 4… 4 LinkedIn posts or so a week.
471 00:58:39.020 ⇒ 00:58:41.489 Robert Tseng: Yeah, something like that to start would be great, yeah.
472 00:58:41.530 ⇒ 00:58:48.790 Luke Scorziell: And then… with… And then, typically, is it then,
473 00:58:48.910 ⇒ 00:58:53.960 Luke Scorziell: Hannah, we’re kind of looping in to design some kind of, like, content.
474 00:58:54.210 ⇒ 00:58:56.369 Luke Scorziell: Or, like, image or static for…
475 00:58:56.370 ⇒ 00:58:57.020 Robert Tseng: Yep.
476 00:58:57.300 ⇒ 00:58:58.160 Luke Scorziell: Each post?
477 00:58:58.300 ⇒ 00:59:14.689 Robert Tseng: Yeah, any… anything that’s just, like, yeah, you need a carousel or something, or you need, like, some visual piece to, like, to add on to the content, yeah, you should… you should just reach out to her. So, I kind of, like, estimated it out, so… I don’t know you’re gonna say for a week, but I’m saying maybe it’s…
478 00:59:14.840 ⇒ 00:59:24.560 Robert Tseng: maybe it’s 8 a week to start, and it’s, like, two posts… well, I kind of… one for me… one for me, one for Bhutan, so they could just be, like, kind of reposted to the same thing, whatever, I’m not really…
479 00:59:24.690 ⇒ 00:59:35.530 Robert Tseng: I’m not… don’t really care too much, like, how this is measured, but I just wanted to put this out here. I feel like Utop and I should each create our own piece on a weekly basis, at least, still.
480 00:59:36.760 ⇒ 00:59:52.649 Robert Tseng: yeah, like, to not only be purely posting, like, brainforge stuff, I think is important. So I still need to kind of… like, I’m not gonna be completely separated from content, like, I think I will be more involved in it than I was before. But yeah, as you guys are creating content pieces, like.
481 00:59:52.680 ⇒ 00:59:59.280 Robert Tseng: You know, maybe there’s some mix of, like, problem, solution, service, where we can… kind of…
482 00:59:59.600 ⇒ 01:00:11.969 Robert Tseng: we can do more workshops to kind of, like, talk about how we’re going to create content that meet, leads at the different stages, but this is… yeah, I guess I just wanted to show that I included that in the forecast.
483 01:00:12.370 ⇒ 01:00:20.250 Luke Scorziell: Okay, yeah, right, and then… okay, yeah, so I think I was…
484 01:00:20.910 ⇒ 01:00:25.779 Luke Scorziell: Knowing, or being reminded that it’s you and you, Tom, that we’re writing posts for is helpful.
485 01:00:25.780 ⇒ 01:00:26.380 Robert Tseng: Yeah.
486 01:00:26.860 ⇒ 01:00:33.670 Robert Tseng: It doesn’t necessarily mean we have to do two separate things. Sometimes, just, like, him posting and I repost is, like, fine too. Like, I… yeah.
487 01:00:33.670 ⇒ 01:00:34.310 Luke Scorziell: Okay.
488 01:00:34.310 ⇒ 01:00:34.760 Robert Tseng: Yeah.
489 01:00:34.760 ⇒ 01:00:37.470 Luke Scorziell: And then, are there, like, different personas that each of you is…
490 01:00:37.940 ⇒ 01:00:40.570 Luke Scorziell: Like, trying to give out, or that we could, like, leverage…
491 01:00:40.570 ⇒ 01:00:53.869 Robert Tseng: I feel like we should, yeah, but we have not really, like, defined that. Like, Ryan has, like, in his custom QPTs for each of us, they’re… they are worded differently. One is more tailored to Utam’s writing style, one is more tailored to mine.
492 01:00:54.880 ⇒ 01:01:01.539 Robert Tseng: Supposedly. I don’t think it’s very clear, like, what the differences are, but… Yeah, I mean…
493 01:01:02.200 ⇒ 01:01:05.550 Robert Tseng: I guess that’s… that’s the only… that’s the only difference so far.
494 01:01:06.140 ⇒ 01:01:06.940 Luke Scorziell: Yeah, okay.
495 01:01:06.940 ⇒ 01:01:07.640 Robert Tseng: Yeah.
496 01:01:07.640 ⇒ 01:01:15.470 Luke Scorziell: Sweet. And then… Yeah, I know the initial…
497 01:01:15.650 ⇒ 01:01:18.069 Luke Scorziell: Thing that you’d said at the beginning of this conversation is.
498 01:01:18.230 ⇒ 01:01:21.789 Luke Scorziell: going through all this will then lead us nicely into the ICP.
499 01:01:22.480 ⇒ 01:01:23.170 Robert Tseng: Yeah.
500 01:01:23.370 ⇒ 01:01:26.739 Luke Scorziell: So, yeah, I guess, what would… what do you think would be good next?
501 01:01:27.050 ⇒ 01:01:33.600 Robert Tseng: Yeah, so on the ICP side, like, was there anything else I wanted to say here?
502 01:01:34.170 ⇒ 01:01:40.910 Robert Tseng: Yeah. Well, anyway, so I think that is still kind of, like, the… The missing piece of, like.
503 01:01:43.620 ⇒ 01:01:54.190 Robert Tseng: yeah, like, that needs to get going so that everything else can kind of, like, build on top of that. Yeah, I mean, I kind of riffed on a couple ideas, like, last time that we talked, but
504 01:01:54.500 ⇒ 01:01:57.979 Robert Tseng: Yeah, I think it’d be good to kind of just…
505 01:02:03.970 ⇒ 01:02:07.640 Robert Tseng: go through a bit of an exercise and figure out… yeah, I mean, like.
506 01:02:08.000 ⇒ 01:02:09.869 Robert Tseng: I’m not gonna… yeah, and…
507 01:02:10.700 ⇒ 01:02:17.050 Robert Tseng: Yeah, so maybe we’ll do, like, a bit of a, like, a Figma, like, whiteboarding kind of session together,
508 01:02:17.900 ⇒ 01:02:19.200 Robert Tseng: Just so I can kind of…
509 01:02:19.560 ⇒ 01:02:23.539 Robert Tseng: at least send you down the right… right path as you’re kind of looking.
510 01:02:24.490 ⇒ 01:02:31.779 Robert Tseng: Yeah, so I think what could be helpful is I’ll go into Figma, I’m sure… Oh my god.
511 01:02:37.630 ⇒ 01:02:40.740 Luke Scorziell: We can also, you know, take a… Well, Bruce.
512 01:02:40.740 ⇒ 01:02:57.050 Robert Tseng: Yeah, we should take a little breather, yeah. I’ll share this link with you, and then we’ll… breather. So, this was, like, when I was, like, running through ICP stuff with the delivery team, and this is what I meant by, like, I wrote… we wrote down problems and mapped solutions to them, and tried to, like.
513 01:02:57.830 ⇒ 01:03:00.460 Robert Tseng: Kind of, like, put something together here.
514 01:03:00.700 ⇒ 01:03:04.410 Robert Tseng: So, maybe it’d be good for you to kind of…
515 01:03:04.560 ⇒ 01:03:10.570 Robert Tseng: just kind of look through it. I think these are still, like, relevant problems, and kind of picks up on some of the bigger themes.
516 01:03:10.640 ⇒ 01:03:29.849 Robert Tseng: But yeah, like, I think we should… we’ll take a breather, come back, and then we can… we can do some more of this exercise to kind of, like, map out all the different types of ICPs that we’ve reached so far. Like, I don’t… yeah, I think sometimes it’s more about looking back and trying to understand, like, who we’ve…
517 01:03:29.980 ⇒ 01:03:34.659 Robert Tseng: Talk to our, like, who we worked with already, and then, like.
518 01:03:34.850 ⇒ 01:03:38.240 Robert Tseng: Maybe from there, it’ll be clear on, like, what… how we should narrow it down.
519 01:03:39.650 ⇒ 01:03:40.310 Luke Scorziell: Yeah.
520 01:03:40.760 ⇒ 01:03:42.650 Robert Tseng: Okay, that’s actually super helpful.
521 01:03:42.870 ⇒ 01:03:48.550 Robert Tseng: I’ll share this one. I think you are… you already have access to it, but I’ll reshare it with you.
522 01:03:48.550 ⇒ 01:03:49.190 Luke Scorziell: blank.
523 01:03:49.650 ⇒ 01:03:50.200 Robert Tseng: Hmm.
524 01:03:50.200 ⇒ 01:03:56.140 Luke Scorziell: Y’all did the whole, storyBrand thing, too, right? Over the summer?
525 01:03:56.140 ⇒ 01:04:01.070 Robert Tseng: Yeah, we did. So we should kind of… we can pull that up and go back to that as well.
526 01:04:06.000 ⇒ 01:04:09.110 Robert Tseng: Yeah, so…
527 01:04:30.500 ⇒ 01:04:37.139 Robert Tseng: Yeah, this is why I don’t like Notion. It feels like it’s always, like, having an error when it’s trying to… I don’t know for me, so…
528 01:04:37.580 ⇒ 01:04:43.990 Robert Tseng: But, okay, we’ll take a… take a few minute break, and then maybe come back in, like, 10 minutes, that goal?
529 01:04:44.660 ⇒ 01:04:45.670 Luke Scorziell: Yeah, that sounds good.
530 01:04:45.670 ⇒ 01:04:46.270 Robert Tseng: Cool.
531 01:04:46.460 ⇒ 01:04:50.790 Robert Tseng: Well, I mean, I’ll… I’m gonna stay on the call, but, like, I’m just gonna camera off.
532 01:04:51.450 ⇒ 01:04:52.630 Luke Scorziell: Yeah, sounds good.
533 01:04:52.630 ⇒ 01:04:53.260 Robert Tseng: Yeah.
534 01:04:53.690 ⇒ 01:04:54.850 Luke Scorziell: Walk around a little.
535 01:18:24.510 ⇒ 01:18:25.500 Luke Scorziell: Wait.
536 01:18:33.290 ⇒ 01:18:35.080 Luke Scorziell: Oh, here, my airplanzer.
537 01:18:40.400 ⇒ 01:18:41.270 Luke Scorziell: Can you hear me?
538 01:18:45.830 ⇒ 01:18:47.659 Luke Scorziell: Bizarre, let’s see…
539 01:18:56.020 ⇒ 01:18:56.860 Robert Tseng: Try that?
540 01:18:57.780 ⇒ 01:18:58.769 Luke Scorziell: Oh, that’s better.
541 01:18:58.960 ⇒ 01:19:00.020 Robert Tseng: Perfect.
542 01:19:00.020 ⇒ 01:19:02.079 Luke Scorziell: Butter on the… now I can hear you.
543 01:19:02.080 ⇒ 01:19:02.790 Robert Tseng: Okay.
544 01:19:02.790 ⇒ 01:19:03.610 Luke Scorziell: Huh.
545 01:19:03.980 ⇒ 01:19:05.150 Robert Tseng: It’s weird.
546 01:19:05.270 ⇒ 01:19:08.299 Robert Tseng: Maybe it’s because I left my headphones for too long, and then…
547 01:19:08.640 ⇒ 01:19:13.839 Robert Tseng: I’m, like, disconnected or something. But it looks like they’re connected still. I’m just kind of surprised.
548 01:19:14.330 ⇒ 01:19:15.140 Luke Scorziell: Yeah.
549 01:19:17.290 ⇒ 01:19:18.050 Robert Tseng: Yeah.
550 01:19:19.640 ⇒ 01:19:26.949 Robert Tseng: Yeah, I think it’d be great. We should take some time to pray. I think I would, I would, I would appreciate that. I feel like I’ve not really done that in a while.
551 01:19:27.760 ⇒ 01:19:28.620 Luke Scorziell: Yeah.
552 01:19:31.310 ⇒ 01:19:39.620 Robert Tseng: And then we can go into this exercise. I… Yeah, maybe, like, some… guiding…
553 01:19:41.070 ⇒ 01:19:45.159 Robert Tseng: Kind of things to consider would be, like.
554 01:19:48.390 ⇒ 01:19:57.909 Robert Tseng: Yeah, ask… asking God who He wants us to work with. Yeah, I think it’s easy to kind of get lost in strategy land and just, like, look at things from a very…
555 01:19:58.430 ⇒ 01:20:03.480 Robert Tseng: Rational, or whatever, like… .
556 01:20:04.640 ⇒ 01:20:06.479 Luke Scorziell: Yeah, like, what makes the most sense.
557 01:20:06.480 ⇒ 01:20:13.199 Robert Tseng: What makes the most sense, where the biggest… where the biggest, like, dollar value opportunity is, and, like, I…
558 01:20:14.620 ⇒ 01:20:21.349 Robert Tseng: And perhaps you don’t have as much context on the business and stuff, but from your own experiences, too, I’m sure you’ve had to kind of, like.
559 01:20:22.180 ⇒ 01:20:28.359 Robert Tseng: make tough decisions for yourself on who you work with, who you don’t, so I think all of that is, like, fair.
560 01:20:28.590 ⇒ 01:20:33.149 Robert Tseng: game to bring. I think this whole, what we call ICP, is really just about, like.
561 01:20:33.330 ⇒ 01:20:36.290 Robert Tseng: Yeah, like, who does… who does God want us to…
562 01:20:38.620 ⇒ 01:20:42.579 Robert Tseng: like, serve in this next, kind of, season of Rain Forge.
563 01:20:44.030 ⇒ 01:20:45.080 Luke Scorziell: Hmm. Yeah.
564 01:20:45.140 ⇒ 01:20:49.929 Robert Tseng: So… I think,
565 01:20:51.990 ⇒ 01:21:05.980 Robert Tseng: one thing I’ll share for myself, personally, is, like, I… you know, obviously, you know, I was in law school, and I’m kind of just, like, wrestling with a lot of different things, on, like, what I should do with my time in the future, and…
566 01:21:06.520 ⇒ 01:21:09.830 Robert Tseng: Yeah, I guess, like…
567 01:21:15.980 ⇒ 01:21:21.890 Robert Tseng: And it’s… and I don’t… I think this is a trap that kind of gets…
568 01:21:22.320 ⇒ 01:21:25.559 Robert Tseng: That’s typical for consulting is, like.
569 01:21:25.770 ⇒ 01:21:31.560 Robert Tseng: Because you’re not really all-in on any one client, you’re kind of, like, always, like.
570 01:21:32.540 ⇒ 01:21:35.579 Robert Tseng: shopping around, I guess? Yeah.
571 01:21:36.140 ⇒ 01:21:38.439 Robert Tseng: Not only does it kind of rob
572 01:21:38.650 ⇒ 01:21:47.120 Robert Tseng: like, contentment from, like, the job, because you’re always kind of trying to squeeze more out of it. But then, it’s like, kind of goes both ways. Also, like.
573 01:21:47.920 ⇒ 01:21:55.380 Robert Tseng: Client situations are pretty dynamic, they change too, and, like, the window for working together is short.
574 01:21:56.080 ⇒ 01:22:02.190 Robert Tseng: Which I don’t think is always a bad thing, I think it’s also… Oh, blessing, like, I’d rather…
575 01:22:02.420 ⇒ 01:22:05.840 Robert Tseng: Kind of move on when it’s no longer working, rather than…
576 01:22:06.490 ⇒ 01:22:14.139 Robert Tseng: get stuck in a situation, like, for years, and like, I don’t know, I’m sure you have friends that are kind of…
577 01:22:14.660 ⇒ 01:22:19.100 Robert Tseng: seem like they’re miserable in their jobs, they’ve been there for years, so,
578 01:22:19.230 ⇒ 01:22:23.090 Robert Tseng: Yeah, like, it’s… it’s… I think there’s… those are some of, like, the…
579 01:22:23.240 ⇒ 01:22:30.300 Robert Tseng: nuances of… of the, of the job as well. Yeah, and I…
580 01:22:30.900 ⇒ 01:22:36.389 Robert Tseng: I guess, like, why the law school thing kind of matters to me in this is, like.
581 01:22:38.060 ⇒ 01:22:40.589 Robert Tseng: Oh yeah, it’s just, to me, it’s like another client.
582 01:22:41.200 ⇒ 01:22:46.239 Robert Tseng: To… to think about. Or rather, to me, it’s a… it’s another dream to kind of, like.
583 01:22:46.840 ⇒ 01:22:59.750 Robert Tseng: not like I want to be a lawyer, but, like, I would like to, like, work with legal-adjacent organizations. Like, I still want to, like, get them as a client somehow, like, I… I don’t really know how it all fits together, and I haven’t had that much time to prepare.
584 01:22:59.990 ⇒ 01:23:08.280 Robert Tseng: For it. Like, I think people are always shocked when I, like, say that I started law school without knowing how I’m gonna finish.
585 01:23:08.830 ⇒ 01:23:12.769 Robert Tseng: Yeah, I was, like, talking to a… Brennan Med School, and…
586 01:23:12.920 ⇒ 01:23:14.780 Robert Tseng: The other day, and she was like.
587 01:23:15.320 ⇒ 01:23:22.020 Robert Tseng: I… I, like, she spent her entire life, like, prepping mentally and practically preparing herself.
588 01:23:22.230 ⇒ 01:23:38.749 Robert Tseng: to go to med school and, like, become a doctor. Like, it doesn’t make sense to her, like, how. I just, like, stumbled into school, and I’m sure… I am unsure if I will… I will continue. So, I think it was still helpful to hear her perspective, and…
589 01:23:39.120 ⇒ 01:23:43.519 Robert Tseng: Kind of, like, how… Kind of the confidence she has in, like.
590 01:23:44.220 ⇒ 01:23:50.860 Robert Tseng: kind of over the years, not only it being her own personal desire, but seeing, like, God kind of confirm
591 01:23:51.440 ⇒ 01:23:59.420 Robert Tseng: That this is where he wanted her, over the years, too, so I’m sure that’s reassuring.
592 01:24:00.570 ⇒ 01:24:06.610 Robert Tseng: Yeah, it’s not… yeah, I think it’s just a different experience. But, yeah, so I think those are some of the things that I…
593 01:24:06.750 ⇒ 01:24:12.529 Robert Tseng: I’m thinking about, as well as we’re kind of getting the new year started again.
594 01:24:13.270 ⇒ 01:24:13.920 Luke Scorziell: Yeah.
595 01:24:14.670 ⇒ 01:24:20.949 Luke Scorziell: Yeah. Yeah, no, that’s a lot to… that makes sense, too. I think that’s… Kind of,
596 01:24:21.130 ⇒ 01:24:22.889 Luke Scorziell: Like, a taste of that within…
597 01:24:23.650 ⇒ 01:24:28.839 Luke Scorziell: Well, within my last job, too, though, because we worked with… well, I had a couple clients that I stayed on
598 01:24:30.420 ⇒ 01:24:38.570 Luke Scorziell: mostly, so, like, I worked with BCG and… Bane, for…
599 01:24:39.170 ⇒ 01:24:42.629 Luke Scorziell: About 6 months each, and then I switched to doing private equity.
600 01:24:42.830 ⇒ 01:24:46.250 Luke Scorziell: I don’t know, I was in the private equity world, then, like, those clients.
601 01:24:46.250 ⇒ 01:24:46.800 Robert Tseng: Yeah.
602 01:24:46.800 ⇒ 01:24:50.859 Luke Scorziell: I got to know a lot better, I developed relationships with them, I was working with them all the time.
603 01:24:51.100 ⇒ 01:24:58.589 Luke Scorziell: But more fun, but… I didn’t like the job very much at all.
604 01:24:58.590 ⇒ 01:24:59.310 Robert Tseng: Really?
605 01:24:59.510 ⇒ 01:25:02.800 Luke Scorziell: Or, well, cause I was… I was working… I think I would…
606 01:25:02.940 ⇒ 01:25:06.279 Luke Scorziell: There would be a world where I’d be interested in being a consultant, but I think…
607 01:25:06.760 ⇒ 01:25:09.980 Luke Scorziell: or I guess that’s kind of what I’ve been doing, but,
608 01:25:10.450 ⇒ 01:25:20.679 Luke Scorziell: I didn’t really like the, like, recruiting side of, like, just purely, like, you’re reaching out to… I… it just was kind of mind-numbing, and I didn’t have a lot of…
609 01:25:20.840 ⇒ 01:25:21.610 Luke Scorziell: Leadership.
610 01:25:22.190 ⇒ 01:25:23.360 Robert Tseng: Sure, yeah.
611 01:25:24.650 ⇒ 01:25:40.160 Robert Tseng: Yeah, I imagine it’s a lot more, narrow than, like, BCG and Bain were, because they have… I mean, I don’t know, but you also don’t really get to choose your project, you get staffed wherever. Whereas, like, private equity, like, the focus is, like, alright, we just do this, and, like, just go and…
612 01:25:40.310 ⇒ 01:25:40.900 Robert Tseng: Yeah, yo.
613 01:25:41.500 ⇒ 01:25:42.909 Robert Tseng: You only go after that, yeah.
614 01:25:42.910 ⇒ 01:25:47.169 Luke Scorziell: with some of, like, the consulting projects, I’d be trying to reach experts and, like.
615 01:25:47.490 ⇒ 01:25:50.009 Luke Scorziell: Wind tunnel testing, and, like.
616 01:25:50.010 ⇒ 01:25:52.340 Robert Tseng: Oh. I would do, like…
617 01:25:53.040 ⇒ 01:26:01.709 Luke Scorziell: I remember, like, that was one of my favorite ones, was the wind tunnels, and then there’d be, like, airplane maintenance. I had another one that was, like, the different kinds of connectors on…
618 01:26:01.820 ⇒ 01:26:07.269 Luke Scorziell: power lines, there’s, like, swage versus crimp connectors, and…
619 01:26:07.380 ⇒ 01:26:12.759 Luke Scorziell: And so that was really interesting, but then the two private equity firms that I worked alongside, they…
620 01:26:13.730 ⇒ 01:26:15.579 Luke Scorziell: we’re mostly, like, SaaS.
621 01:26:15.910 ⇒ 01:26:16.710 Luke Scorziell: And…
622 01:26:16.710 ⇒ 01:26:17.460 Robert Tseng: Oh.
623 01:26:17.460 ⇒ 01:26:22.690 Luke Scorziell: specialize in, like, super obscure SaaS, so we’d be looking at, like, like…
624 01:26:23.520 ⇒ 01:26:30.269 Luke Scorziell: logistics management softwares in, like, Norway for fishermen and stuff like that.
625 01:26:30.270 ⇒ 01:26:31.580 Robert Tseng: Yeah.
626 01:26:31.580 ⇒ 01:26:34.019 Luke Scorziell: And then… but then it’s like, it turns out that apparently, like.
627 01:26:34.640 ⇒ 01:26:41.210 Luke Scorziell: for large swaths of the summer, everyone in Norway takes time off, so no one’s working, so you can’t even… so it was…
628 01:26:41.310 ⇒ 01:26:49.070 Luke Scorziell: But, yeah, I did like the… working on the consulting projects more, because you… Yeah, you got to…
629 01:26:49.980 ⇒ 01:26:54.639 Luke Scorziell: speak to so many people and, like, learn about so many different things. So I like that, but I…
630 01:26:54.640 ⇒ 01:26:55.260 Robert Tseng: Yeah.
631 01:26:55.260 ⇒ 01:27:01.139 Luke Scorziell: The hard part… And what’s been appealing for me, I think, about Brainforge, too, is that I’ve been, like.
632 01:27:01.340 ⇒ 01:27:04.849 Luke Scorziell: Kind of operating on my own for the last, like, year and a half.
633 01:27:05.030 ⇒ 01:27:06.120 Robert Tseng: Yeah. It’s like…
634 01:27:06.780 ⇒ 01:27:13.140 Luke Scorziell: I think just having a team of people, like, even us getting to meet and talk, it’s, like, so refreshing, because most of the time I’m just sitting
635 01:27:13.260 ⇒ 01:27:16.059 Luke Scorziell: By myself, trying to figure out a problem, and it’s like…
636 01:27:16.390 ⇒ 01:27:16.840 Robert Tseng: Yeah.
637 01:27:16.840 ⇒ 01:27:22.240 Luke Scorziell: At some point, you just… Like, your brain can only take you so far.
638 01:27:22.660 ⇒ 01:27:36.430 Robert Tseng: Yeah, no, I… I feel that. I think I told Rachel if this thing with Routon didn’t work out, I would have… I would have quit this. Like, I was at my limit a little, like, I guess more than a year ago, so… I was like.
639 01:27:36.700 ⇒ 01:27:49.049 Robert Tseng: Yeah, I mean, the lifestyle was okay. Like, frankly, I made more money when I was running Pugo than I did at Brainforge currently, so it was… it was better from that sense, but I was just like…
640 01:27:49.330 ⇒ 01:27:59.919 Robert Tseng: I didn’t like making every decision, I just… I don’t… I’m not a solopreneur, I just don’t really care to be that. Like, I… I feel like I do better. I mean, I still have my hands on a lot of different places, but, like, I…
641 01:28:00.060 ⇒ 01:28:03.180 Robert Tseng: I do like having, like, a team.
642 01:28:04.590 ⇒ 01:28:10.050 Robert Tseng: yeah, like, to me, it’s about working with people and, like, whatever, so I think that’s… that was important to me.
643 01:28:10.420 ⇒ 01:28:15.050 Luke Scorziell: Yeah, yeah, no, totally. That’s kind of what… like, I had one…
644 01:28:16.230 ⇒ 01:28:20.970 Luke Scorziell: One contractor that I started working with really closely last year.
645 01:28:21.220 ⇒ 01:28:24.760 Luke Scorziell: And she was… she’s great. She’s the one that I’m, like.
646 01:28:25.130 ⇒ 01:28:31.189 Luke Scorziell: whenever I… anyone mentions bringing in someone else to Brainforge, I’m like, man, I wonder if she’d be interested.
647 01:28:31.190 ⇒ 01:28:32.989 Robert Tseng: Hey, yeah, wait, what does she do?
648 01:28:33.540 ⇒ 01:28:38.789 Luke Scorziell: She… her name’s Maya. She… worked at an agency…
649 01:28:39.120 ⇒ 01:28:42.659 Luke Scorziell: Well, she spent a few years working with an agency that helped, like.
650 01:28:42.820 ⇒ 01:28:48.600 Luke Scorziell: Entrepreneurs and startups, and basically did, like, consulting with them on their marketing, and then…
651 01:28:48.600 ⇒ 01:28:49.070 Robert Tseng: Okay.
652 01:28:49.070 ⇒ 01:28:54.969 Luke Scorziell: Then she went in-house at an agency, hated it, left.
653 01:28:55.280 ⇒ 01:28:59.550 Luke Scorziell: Learned a lot, but then has been doing freelance for herself since, like.
654 01:28:59.740 ⇒ 01:29:01.970 Luke Scorziell: April, I think, of last year?
655 01:29:02.150 ⇒ 01:29:08.650 Luke Scorziell: Okay. 2024, or 2025, I happened to reach out to her in April.
656 01:29:08.930 ⇒ 01:29:13.820 Luke Scorziell: I think right after she… we had already connected, like, a year before, but…
657 01:29:14.160 ⇒ 01:29:24.190 Luke Scorziell: I reached back out to her and was like, hey, you know, I kind of need some help on some projects, I don’t know if you’d be interested. Then she was like, oh, I just left, like, yeah, let’s connect. So then we ended up working on stuff basically the whole summer together.
658 01:29:24.320 ⇒ 01:29:29.360 Luke Scorziell: Oh, okay. And I, like… She takes, like…
659 01:29:29.460 ⇒ 01:29:34.090 Luke Scorziell: She’d… it’d be the type of thing where, like, you have a meeting with her, or I’d have a meeting with her.
660 01:29:34.360 ⇒ 01:29:38.139 Luke Scorziell: tell her something I was thinking about, and then she’d then, like, Slack or email me.
661 01:29:38.380 ⇒ 01:29:39.090 Robert Tseng: Huh.
662 01:29:39.090 ⇒ 01:29:43.570 Luke Scorziell: like, a whole docu… she’s like, hey, you know, just after our meeting, like, I worked on this, and like.
663 01:29:43.710 ⇒ 01:29:47.830 Luke Scorziell: you know, this is kind of what I think we should do, and I was just, like, blown away, because it’s like.
664 01:29:48.180 ⇒ 01:29:54.790 Luke Scorziell: most people you… like, I remember hiring another designer, and it was, like, I literally had to sit on a Zoom call with her for, like.
665 01:29:55.100 ⇒ 01:29:57.229 Luke Scorziell: 2 hours to, like…
666 01:29:57.550 ⇒ 01:30:03.109 Luke Scorziell: help her map out exactly how the thing should be designed, and I was like, at this rate, I’ve just done it myself.
667 01:30:04.810 ⇒ 01:30:06.030 Luke Scorziell: And,
668 01:30:06.470 ⇒ 01:30:13.820 Luke Scorziell: Which, like, I get that, you know, there’s moments like that, but, yeah, I like mine a lot. So she, she does, like, a lot of middle funnel stuff, like.
669 01:30:14.020 ⇒ 01:30:18.780 Luke Scorziell: She’s built landing pa- landing pages, outreach systems,
670 01:30:19.270 ⇒ 01:30:25.739 Luke Scorziell: I think we kind of paused working together, because she wanted to get More on, like,
671 01:30:26.650 ⇒ 01:30:29.909 Luke Scorziell: Paid media, and learn how to do…
672 01:30:30.070 ⇒ 01:30:33.810 Luke Scorziell: all of that. And then it’s interesting, too, because, like, she also is, like.
673 01:30:34.110 ⇒ 01:30:39.140 Luke Scorziell: like, when we were working together more, we were trying to kind of go for more of, like, the AI
674 01:30:39.790 ⇒ 01:30:44.880 Luke Scorziell: company profile, because I think she… she likes that a lot.
675 01:30:45.500 ⇒ 01:30:55.240 Luke Scorziell: So, I… I don’t know, I have no clue, because I haven’t… I was supposed to talk with her at the beginning of December, but then it didn’t work out with our schedules, so I have another call scheduled with her in, like.
676 01:30:56.420 ⇒ 01:31:01.830 Luke Scorziell: to… or, like, next week, maybe? Two weeks? And I’ve… I, like, want to…
677 01:31:02.170 ⇒ 01:31:04.580 Luke Scorziell: Just float the idea of, like.
678 01:31:05.670 ⇒ 01:31:07.779 Luke Scorziell: You should come in and…
679 01:31:07.780 ⇒ 01:31:13.989 Robert Tseng: Yeah, I mean, I have her profile pulled up here. I’m actually mutually… is she Christian, too?
680 01:31:14.860 ⇒ 01:31:16.420 Luke Scorziell: Maya Chung?
681 01:31:16.830 ⇒ 01:31:17.620 Robert Tseng: Huh.
682 01:31:17.620 ⇒ 01:31:19.600 Luke Scorziell: Oh, that’s funny, how did you find her? Or…
683 01:31:19.730 ⇒ 01:31:21.639 Luke Scorziell: Did you just search her in my connections or something?
684 01:31:21.920 ⇒ 01:31:23.050 Robert Tseng: Oh, yeah, yeah.
685 01:31:23.050 ⇒ 01:31:24.139 Luke Scorziell: Oh, nice. I don’t know.
686 01:31:24.630 ⇒ 01:31:25.310 Luke Scorziell: Yeah.
687 01:31:26.600 ⇒ 01:31:32.730 Luke Scorziell: I don’t think she’s… Christian? But…
688 01:31:32.970 ⇒ 01:31:37.150 Luke Scorziell: Yeah, I mean, I’m pretty sure she’s not. But she went to USC.
689 01:31:37.600 ⇒ 01:31:38.120 Robert Tseng: Yeah.
690 01:31:38.120 ⇒ 01:31:38.770 Luke Scorziell: She’s just like.
691 01:31:38.770 ⇒ 01:31:39.470 Robert Tseng: Cool.
692 01:31:39.470 ⇒ 01:31:44.560 Luke Scorziell: super… Yeah, she’s great. Like, if… if…
693 01:31:44.890 ⇒ 01:31:50.870 Luke Scorziell: she was down, and you guys were down, I would be like… Pretty stoked to,
694 01:31:51.510 ⇒ 01:31:52.679 Luke Scorziell: To work with her.
695 01:31:53.120 ⇒ 01:31:59.650 Robert Tseng: Okay, I don’t mean that, okay, yeah, I mean, I’m definitely open to that. I think, eventually I want somebody…
696 01:31:59.870 ⇒ 01:32:11.770 Robert Tseng: to do partnerships, because that’s a big part for us. Yeah, so, seems like she had some partnerships experience. I mean, I know she wants to do pay… I mean, if she’s just, like, a marketing kind of generalist and wants to
697 01:32:12.080 ⇒ 01:32:15.130 Robert Tseng: Kind of… Other stuff, yeah.
698 01:32:15.750 ⇒ 01:32:16.990 Luke Scorziell: a hustler…
699 01:32:17.260 ⇒ 01:32:21.689 Robert Tseng: Yeah. Super hardworking, super smart. That’s, that’s all we need, yeah.
700 01:32:21.690 ⇒ 01:32:25.540 Luke Scorziell: Yeah, like, literally, because we were working on a…
701 01:32:27.050 ⇒ 01:32:33.589 Luke Scorziell: Yeah, she’s just fun, like, a hot… I was work… one of my biggest clients was a hot tub client for the last, like, year, and
702 01:32:34.280 ⇒ 01:32:35.520 Luke Scorziell: At some point.
703 01:32:36.150 ⇒ 01:32:39.200 Luke Scorziell: She was just like, we should just try… she, like, scripted…
704 01:32:39.300 ⇒ 01:32:52.929 Luke Scorziell: she was doing all the organic social, and so she was, like, scripted her own, like, ads, and read them aloud, and, like, sent stuff to the company to, like, have them read their… like, just super took a lot of ownership, and, like.
705 01:32:52.930 ⇒ 01:32:53.800 Robert Tseng: Oh, love that.
706 01:32:53.800 ⇒ 01:32:54.560 Luke Scorziell: Yeah.
707 01:32:54.990 ⇒ 01:33:01.629 Luke Scorziell: was never… also just easy to work with, and was never someone that I had to be, like.
708 01:33:02.200 ⇒ 01:33:03.610 Luke Scorziell: You know,
709 01:33:04.490 ⇒ 01:33:12.290 Luke Scorziell: pushing, or whatever, and then when… when she was very open and transparent with me about when she wanted to take a step back, too, so…
710 01:33:12.430 ⇒ 01:33:13.280 Luke Scorziell: Yeah.
711 01:33:13.640 ⇒ 01:33:19.500 Luke Scorziell: So, yeah, I’ve been, like… because I know she told me that she was taking a few weeks off, so I was like, I don’t want to, like.
712 01:33:19.790 ⇒ 01:33:26.420 Luke Scorziell: Bug her on her time off. Sure. I’ve also been like, Please don’t take any other…
713 01:33:27.140 ⇒ 01:33:30.339 Luke Scorziell: Or just, I don’t know, I don’t know what her schedule looks like right now.
714 01:33:30.340 ⇒ 01:33:32.290 Robert Tseng: Okay.
715 01:33:32.540 ⇒ 01:33:33.880 Luke Scorziell: So, anyways.
716 01:33:33.880 ⇒ 01:33:35.790 Robert Tseng: And she’s in LA as well?
717 01:33:36.340 ⇒ 01:33:40.920 Luke Scorziell: She’s… this is the other reason why I thought she would be interesting for Brainforge, is,
718 01:33:41.390 ⇒ 01:33:44.260 Luke Scorziell: She, like, travels all over the world all the time.
719 01:33:44.690 ⇒ 01:33:45.600 Robert Tseng: Okay.
720 01:33:45.600 ⇒ 01:33:48.710 Luke Scorziell: That was the one thing that I… I would say I was, like.
721 01:33:48.940 ⇒ 01:33:51.110 Luke Scorziell: Could get a little annoying,
722 01:33:51.540 ⇒ 01:33:56.809 Luke Scorziell: But she… her and her boyfriend just seemed to, like, They’ll be, like, in…
723 01:33:56.930 ⇒ 01:34:03.540 Luke Scorziell: Italy for a week, or a month, and then go to Japan, and then they’ll be in, like, Peru.
724 01:34:03.940 ⇒ 01:34:04.490 Robert Tseng: Yeah.
725 01:34:04.490 ⇒ 01:34:07.530 Luke Scorziell: They were in Peru, like, last month, and
726 01:34:07.950 ⇒ 01:34:11.010 Luke Scorziell: And then she was in LA for, like, a couple weeks.
727 01:34:11.540 ⇒ 01:34:13.080 Luke Scorziell: But it originally is from…
728 01:34:13.080 ⇒ 01:34:17.809 Robert Tseng: She doesn’t have a home base, she’s just, like, kind of digital nomad, full, like, full-on digital nomad, yeah.
729 01:34:17.810 ⇒ 01:34:21.480 Luke Scorziell: Homebase is LA, and but I…
730 01:34:22.780 ⇒ 01:34:27.340 Luke Scorziell: Back east, I think in, oh, shoot, where…
731 01:34:28.280 ⇒ 01:34:31.039 Luke Scorziell: Like, pretty close to New York, I think, and Connecticut.
732 01:34:31.410 ⇒ 01:34:33.389 Robert Tseng: Oh, huh, okay.
733 01:34:33.660 ⇒ 01:34:37.440 Luke Scorziell: So, yeah, because one of my buddies got married…
734 01:34:38.200 ⇒ 01:34:47.160 Luke Scorziell: back there, and they happened to be there at the same time, and we were on a call together. Yeah. And they were like, oh my gosh, I think you’re, like, 30 minutes away from me.
735 01:34:47.640 ⇒ 01:34:49.370 Robert Tseng: Yeah.
736 01:34:49.820 ⇒ 01:34:54.980 Luke Scorziell: But, anyways, yeah, so… That’d be a good thing to pray about, too, I guess. I’m like…
737 01:34:55.230 ⇒ 01:34:55.910 Robert Tseng: Hmm…
738 01:34:56.470 ⇒ 01:35:00.830 Luke Scorziell: Cause… Yeah, even when I was talking to Anna about
739 01:35:01.590 ⇒ 01:35:07.749 Luke Scorziell: she just would always… Anna’s just, like, it seems like you and Maya are just, like, built to work together, like…
740 01:35:08.440 ⇒ 01:35:10.490 Luke Scorziell: Just… I don’t know. So,
741 01:35:11.440 ⇒ 01:35:13.889 Luke Scorziell: Like, I was pretty, pretty bummed when she…
742 01:35:14.850 ⇒ 01:35:19.300 Luke Scorziell: wanted to focus on our own stuff. But I also… I think it was good for me, so…
743 01:35:19.300 ⇒ 01:35:19.930 Robert Tseng: Yeah.
744 01:35:21.580 ⇒ 01:35:26.350 Robert Tseng: Yeah, I mean, all good, I mean, we’ll… yeah, we definitely pray for that, and…
745 01:35:26.460 ⇒ 01:35:32.850 Robert Tseng: I mean, I’m definitely open to you bringing in your people, like, I think we…
746 01:35:33.830 ⇒ 01:35:50.709 Robert Tseng: I’d rather have, like, a couple full-time people than, like, 4 part-time people, you know? So, you know, that she… I mean, she seems like she could… she could do a lot of what our team needs, so, I mean, we’ll… we’ll kind of… I’ll be open for that.
747 01:35:51.130 ⇒ 01:35:55.510 Luke Scorziell: Yeah, I’ll connect with her and see what… But,
748 01:35:56.120 ⇒ 01:35:59.689 Luke Scorziell: what she says, so… I don’t know. Alright, yeah, I’ll just…
749 01:36:00.310 ⇒ 01:36:02.060 Luke Scorziell: Hold it with an open hand, I guess.
750 01:36:02.250 ⇒ 01:36:02.940 Robert Tseng: Yeah.
751 01:36:04.470 ⇒ 01:36:09.360 Robert Tseng: Okay, well, yeah, let’s just do some time praying. I think I kind of gave a little bit of…
752 01:36:09.720 ⇒ 01:36:13.630 Robert Tseng: some things I’m thinking about, but feel free to pray about whatever you want.
753 01:36:13.830 ⇒ 01:36:19.250 Robert Tseng: I think that, you know, maybe we just go back and forth for a few minutes,
754 01:36:20.380 ⇒ 01:36:27.259 Robert Tseng: at least for Zoom prayer, what I found helpful is, like, if we limit prayers to, like.
755 01:36:27.830 ⇒ 01:36:34.359 Robert Tseng: 30 to 60 seconds, and then if you want to, like, come in, you jump in multiple times. Otherwise, like, I feel like it’s just, like, a…
756 01:36:34.670 ⇒ 01:36:36.199 Robert Tseng: It’s already disengaging, like…
757 01:36:36.220 ⇒ 01:36:37.170 Luke Scorziell: That’s… yeah.
758 01:36:37.170 ⇒ 01:36:44.529 Robert Tseng: Yeah, you know, like, it’s like a monologue over Zoom, like, I get bored. I mean, Udon talks a lot, and I get… I tune out after, like.
759 01:36:44.600 ⇒ 01:36:57.569 Robert Tseng: After a minute, every time he goes on into his monologue, so… I mean, that’s just me. If you… but if you feel led to pray longer, go ahead, but just saying, you don’t need to fill… fill the space, like, I’m… I’m cool with going…
760 01:36:57.700 ⇒ 01:36:59.690 Robert Tseng: Back and forth on it, yeah.
761 01:36:59.970 ⇒ 01:37:02.720 Luke Scorziell: Yeah, okay, cool. And I… Okay. Yeah, sweet.
762 01:37:03.170 ⇒ 01:37:05.250 Robert Tseng: Alright, so let’s do that and kind of…
763 01:37:05.960 ⇒ 01:37:11.639 Robert Tseng: go from there. I can open us and, yeah, just kind of jump in whenever you feel like it.
764 01:37:15.220 ⇒ 01:37:28.800 Robert Tseng: Dear Heafather, Lord, we just thank you for, yeah, just this time, start of a new year. Yeah, we’re just, like, eager to get going. But Lord, we just thank you for this past week, week and a half of rest,
765 01:37:29.010 ⇒ 01:37:31.560 Robert Tseng: Travels to be with loved ones, but also
766 01:37:31.900 ⇒ 01:37:34.609 Robert Tseng: Time to kind of step away from the…
767 01:37:36.230 ⇒ 01:37:42.890 Robert Tseng: the daily routines and the hustle and bustle that comes with this very dynamic style of working.
768 01:37:43.380 ⇒ 01:37:50.780 Robert Tseng: Laura, I just pray over, kind of, yeah, just our conversation today, and some of the things we’re thinking about, for…
769 01:37:51.050 ⇒ 01:38:04.489 Robert Tseng: you know, we’re calling it ICP, but really, Lauren, it’s, we just want to be, just asking you to kind of just lead us to who you want us to, work with, in this coming, coming year, and, you know, this coming quarter.
770 01:38:05.140 ⇒ 01:38:07.830 Robert Tseng: So yeah, as I kind of mentioned, there’s…
771 01:38:08.050 ⇒ 01:38:19.470 Robert Tseng: Yeah, just some of the nuances of kind of what we deal with as consultants. Kind of being an outsider, our position is never really guaranteed when we’re working, approaching clients.
772 01:38:19.470 ⇒ 01:38:37.959 Robert Tseng: so much of the opportunity is, like, kind of just talking to the right person at the right time, where there is a need, and we’re… if there’s some desperation, there’s, you know, they need… they need someone to bail them out. And, I think there’s a lot of things that go along with that.
773 01:38:38.000 ⇒ 01:38:51.869 Robert Tseng: the… it’s typically time-sensitive projects, people are stressed, there is something dysfunctional in the organization, which is why they need… they need help. But Lord, you’ve just blessed, the Brainforce team to just be able to…
774 01:38:51.870 ⇒ 01:38:59.239 Robert Tseng: Yeah, steward these relationships well, and just kind of step into these, chaotic situations, and… and, yeah, just…
775 01:38:59.290 ⇒ 01:39:06.970 Robert Tseng: Just do something, to build something that works, and… Yeah, that… that kind of…
776 01:39:07.710 ⇒ 01:39:19.469 Robert Tseng: I would say more often than not, leaves organizations in a better place than they were before. And I’ve been blessed by so many of the friendships that I’ve developed through, kind of.
777 01:39:19.580 ⇒ 01:39:28.149 Robert Tseng: couple years of doing this type of work, and so, Laura, I just want to just ask you to, you know, kind of, yeah, in your timing to
778 01:39:28.630 ⇒ 01:39:35.029 Robert Tseng: And trust us with more as, as, as, as our team grows.
779 01:39:35.940 ⇒ 01:39:36.640 Luke Scorziell: Hmm.
780 01:39:49.370 ⇒ 01:39:52.920 Luke Scorziell: Heck, I just wanna… Thank you for…
781 01:39:53.460 ⇒ 01:39:57.099 Luke Scorziell: Yeah, just the space, and the moment to get to…
782 01:39:57.390 ⇒ 01:40:00.559 Luke Scorziell: pray God, and just praying before you,
783 01:40:00.960 ⇒ 01:40:08.480 Luke Scorziell: Yeah, all the hopes, dreams, desires, and, expectations that we have for this coming year, God, this quarter, and…
784 01:40:09.040 ⇒ 01:40:14.710 Luke Scorziell: I know just for me, like, the excitement, the nerves, the… everything about getting to start,
785 01:40:15.580 ⇒ 01:40:21.720 Luke Scorziell: And… yeah, partner together, Lord, with you and Brainforge to just…
786 01:40:22.210 ⇒ 01:40:27.310 Luke Scorziell: yeah, I get to help lead and transform our marketing guide, and I just pray…
787 01:40:28.120 ⇒ 01:40:30.279 Luke Scorziell: Yeah, would you just speak,
788 01:40:31.640 ⇒ 01:40:36.020 Luke Scorziell: Yeah, to us, Lord, in ways that don’t necessarily make sense to our…
789 01:40:36.140 ⇒ 01:40:39.800 Luke Scorziell: Rational minds, or, you know, exactly what we think.
790 01:40:40.010 ⇒ 01:40:47.549 Luke Scorziell: should work out, in terms of, you know, the ideal client that we want to target, or, the messaging that we want to use, Lord, but…
791 01:40:48.010 ⇒ 01:40:55.819 Luke Scorziell: Yeah, I just pray for your clear guidance and clear, direction, Lord, that as we just entrust
792 01:40:56.810 ⇒ 01:41:06.650 Luke Scorziell: yeah, this quarter to you, Lord. Entrust the work that we’re doing, and the people that we’re leading, and the finances, God, that you’ve given us to
793 01:41:07.130 ⇒ 01:41:13.139 Luke Scorziell: steward, God, Yeah, that you would just lead us in your timing and your ways, too.
794 01:41:14.210 ⇒ 01:41:17.589 Luke Scorziell: the people that… that you have on your heart for us to help God.
795 01:41:17.910 ⇒ 01:41:21.889 Luke Scorziell: So yeah, I just pray also that in our own hearts, would you just…
796 01:41:22.640 ⇒ 01:41:28.969 Luke Scorziell: Yeah, clear a space, to hear from you, and yeah, to just,
797 01:41:30.020 ⇒ 01:41:31.950 Luke Scorziell: Know where it is that you’re pointing.
798 01:41:34.230 ⇒ 01:41:40.709 Robert Tseng: Yeah, Laura, I just want to, kind of just echo that prayer of just making room for you,
799 01:41:40.950 ⇒ 01:41:45.360 Robert Tseng: Yeah, oftentimes, we can get just stuck in planning and strategy, and…
800 01:41:45.750 ⇒ 01:41:55.629 Robert Tseng: Yeah, especially where the stage where Luca is right now, and trying to learn our business, so much of it is jumping into calls and almost drawing a needle from a haystack, looking kind of
801 01:41:55.850 ⇒ 01:42:00.270 Robert Tseng: Sifting through all these notes and transcripts and trying to put the pieces together.
802 01:42:00.560 ⇒ 01:42:08.700 Robert Tseng: or, you know, our documentation doesn’t… the paper trail doesn’t go very long. It’s, it’s… yeah, we…
803 01:42:08.860 ⇒ 01:42:12.710 Robert Tseng: We’ve, kind of fumbled our way to get to where we are, and it’s…
804 01:42:13.080 ⇒ 01:42:17.529 Robert Tseng: I think, yeah, there’s some grit and hustle in it, but Lord, it’s really just been…
805 01:42:18.600 ⇒ 01:42:22.839 Robert Tseng: Yeah, just your… your grace, getting us through it. I…
806 01:42:22.950 ⇒ 01:42:26.509 Robert Tseng: I just remember, yeah, some of the…
807 01:42:29.360 ⇒ 01:42:36.040 Robert Tseng: The difficult decisions that we’ve made along the way, especially working with clients,
808 01:42:36.730 ⇒ 01:42:51.980 Robert Tseng: Yeah, when things got too heated, kind of taking a step back and being the first to kind of apologize, to kind of take responsibility, just admit fault to things when, you know, in this profession, a lot of it is about deflection.
809 01:42:51.980 ⇒ 01:42:57.709 Robert Tseng: And trying to, list the story so that we look good, or in order to…
810 01:42:57.780 ⇒ 01:43:13.660 Robert Tseng: you know, basically kind of fluff your feathers up and try to make enough of a good impression to get the deal, and then consultants kind of run away with the money. That’s a lot of people’s experience, and something that we hear often from our clients, so…
811 01:43:14.970 ⇒ 01:43:27.700 Robert Tseng: Yeah, Lord, you’ve given us opportunity to redeem that by just leading with honesty, with our… with our clients, transparency with our own people, and, yeah, to not, yeah, be…
812 01:43:27.860 ⇒ 01:43:34.039 Robert Tseng: Yeah, just trying to… Be so opportunistic and maximizing.
813 01:43:34.170 ⇒ 01:43:51.589 Robert Tseng: just only economic gain for us all the time. There have been many opportunities when we’ve, chosen to prioritize the relationship instead, and, you know, by your grace, it’s just kind of worked out for the better. So, yeah, Lord, even though
814 01:43:51.730 ⇒ 01:44:06.979 Robert Tseng: running a bigger operation, with budgets, with bigger ambitions, means that we need to have some more rigor and discipline with how we kind of operate. But Lord, I just pray that we would not lose that,
815 01:44:08.700 ⇒ 01:44:20.659 Robert Tseng: That priority of, ultimately, we’re in the business of serving people, and so just really understanding the people, the organizations that we’re serving.
816 01:44:21.720 ⇒ 01:44:24.150 Robert Tseng: Is… is,
817 01:44:24.290 ⇒ 01:44:36.600 Robert Tseng: is the most important. And so, I just pray that we would continue to just seek your wisdom and discernment for everyone that we talk to, whether it’s a first conversation with a lead.
818 01:44:36.670 ⇒ 01:44:44.310 Robert Tseng: Or a client that’s been working with us for over a year that maybe we’ve taken for granted a little bit in our own hearts, and…
819 01:44:44.460 ⇒ 01:44:52.770 Robert Tseng: Yeah, Lord, would we just… just really see, and just honor the relationships, that you’ve… that you’ve entrusted us with?
820 01:45:08.940 ⇒ 01:45:09.810 Robert Tseng: Thank you.
821 01:45:21.710 ⇒ 01:45:29.509 Robert Tseng: Yeah, well, I just want to pray into, kind of, a couple of the personas, or the accounts that we’ve talked about. One just being ABC, and…
822 01:45:30.010 ⇒ 01:45:32.899 Robert Tseng: Yeah, Laura, we just thank you.
823 01:45:33.020 ⇒ 01:45:37.579 Robert Tseng: For Scott, Scott Harmon is an advisor.
824 01:45:37.840 ⇒ 01:45:39.539 Robert Tseng: Just who was a friend.
825 01:45:39.690 ⇒ 01:45:43.610 Robert Tseng: A friend that, Yeah, just…
826 01:45:44.180 ⇒ 01:45:51.080 Robert Tseng: He’s an old retired CEO of a company, and just wanted an opportunity to… Kind of…
827 01:45:51.470 ⇒ 01:45:57.450 Robert Tseng: have ears up on the ground and hear what’s going on with the exciting AI industry that.
828 01:45:57.670 ⇒ 01:46:01.640 Luke Scorziell: He kind of missed out on in his career, and .
829 01:46:02.000 ⇒ 01:46:12.830 Robert Tseng: Yeah, thankful for Tom’s kind of patience and willingness to meet up with him. So many coffee chats, with just this retired man in Austin.
830 01:46:12.930 ⇒ 01:46:18.849 Robert Tseng: That didn’t really… You know, there was no lead qualification score, there was no…
831 01:46:19.630 ⇒ 01:46:26.039 Robert Tseng: Discovery call, like, nothing of any of the process that we put in place, but back then, just being willing to
832 01:46:26.240 ⇒ 01:46:35.709 Robert Tseng: You know, with the time that he had, and the passion for, kind of, what we were seeing in organizations, just connecting with this, you know, with this now friend.
833 01:46:36.640 ⇒ 01:46:40.030 Robert Tseng: Over, kind of, the work that we were doing.
834 01:46:40.530 ⇒ 01:46:41.450 Robert Tseng: And…
835 01:46:41.600 ⇒ 01:46:52.259 Robert Tseng: Yeah, thanks to him, we got an intro to ABC, which is the largest home services provider in Texas, and 50-year-old company, and
836 01:46:53.070 ⇒ 01:47:07.469 Robert Tseng: Yeah, truly an old family business, kind of not run with the same rigor, discipline that we’re used to seeing in the software, in the SaaS… in the SaaS business and the VC-backed startup world that Utam and I come from.
837 01:47:08.490 ⇒ 01:47:17.250 Robert Tseng: But truly, just like a relationship-driven business, and people who, yeah, good people who want to…
838 01:47:17.840 ⇒ 01:47:35.369 Robert Tseng: who are now part of a long-standing lifestyle business and have opportunity to continue to grow their footprint and continue to be a household name in this region. And yeah, Lord, we just… we just, we’re thankful for
839 01:47:35.790 ⇒ 01:47:46.959 Robert Tseng: the opportunities that we’ve had to experiment with some of our early, kind of, AI engineering, kind of, practices with them, and now some of the
840 01:47:47.080 ⇒ 01:47:51.960 Robert Tseng: New opportunities to, kind of consult and different… across the business.
841 01:47:52.250 ⇒ 01:47:53.979 Robert Tseng: And Laura, we just…
842 01:47:54.350 ⇒ 01:48:07.199 Robert Tseng: we know that these are not people that we would have found via email, or LinkedIn, or any sort of online presence. This is very much a old phone call and referral, kind of friend-inducing a friend type of business.
843 01:48:07.200 ⇒ 01:48:15.399 Robert Tseng: But getting… becoming a friend of this type of business and org… is… has just been, such a joy to work with.
844 01:48:15.630 ⇒ 01:48:33.059 Robert Tseng: And so, yeah, Lord, we just ask for your favor, and that we will be able to find, more organizations like this. Yeah, would we not overlook, kind of, older businesses, those that are hard to reach that, and, yeah, just continue to believe and, just…
845 01:48:33.120 ⇒ 01:48:43.050 Robert Tseng: The… to network with people of all generations, and not just people who we narrowly think would make us the… the best intro, but to even…
846 01:48:43.270 ⇒ 01:48:45.399 Robert Tseng: Kind of return to some of…
847 01:48:45.580 ⇒ 01:48:50.600 Robert Tseng: That openness that we had before to, even meet with a retired
848 01:48:50.810 ⇒ 01:48:58.649 Robert Tseng: A retired old man, in, for, for coffee, if that’s what it takes to, to be helpful and,
849 01:48:59.650 ⇒ 01:49:05.319 Robert Tseng: Yeah, to, to make, to make a new friend in this, in this, in this journey.
850 01:49:10.100 ⇒ 01:49:14.190 Luke Scorziell: Yeah, I got, yeah, thank you for, I feel like.
851 01:49:15.070 ⇒ 01:49:19.609 Luke Scorziell: Word of friend… friendship is getting highlighted for me, and just the way that,
852 01:49:20.590 ⇒ 01:49:24.899 Luke Scorziell: Yeah, Robert’s describing becoming friends with clients, and, just how…
853 01:49:25.750 ⇒ 01:49:28.919 Luke Scorziell: Yeah, referrals even coming through Friends Guide, and
854 01:49:30.110 ⇒ 01:49:32.109 Luke Scorziell: Yeah, just thank you that,
855 01:49:34.370 ⇒ 01:49:40.780 Luke Scorziell: Yeah, you just move through, like, you can move through LinkedIn, and that’s how I met Maya, and you can move through…
856 01:49:41.720 ⇒ 01:49:50.099 Luke Scorziell: word of mouth, you can move through email newsletters, God, you can move through whatever it is, Lord, that you want to do to connect us to the people.
857 01:49:50.350 ⇒ 01:49:55.259 Luke Scorziell: The onus to be connected to, and yeah, I just,
858 01:49:55.430 ⇒ 01:49:59.650 Luke Scorziell: Pray, too, is we get to, like, look over messaging and…
859 01:49:59.950 ⇒ 01:50:04.189 Luke Scorziell: Think through different pain points or ways that we can…
860 01:50:04.580 ⇒ 01:50:10.039 Luke Scorziell: Yeah, really, just, I guess, it’s ways that we can serve, people and, clients, Lord, and…
861 01:50:10.270 ⇒ 01:50:14.800 Luke Scorziell: Yeah, would you just highlight messages and ways of going about
862 01:50:15.370 ⇒ 01:50:24.979 Luke Scorziell: Things and ways of speaking to people that, yeah, no amount of research Or… Yeah, insights, or…
863 01:50:25.740 ⇒ 01:50:31.180 Luke Scorziell: you know, testing or whatever could get us to the level of understanding that you can, Lord, of
864 01:50:31.290 ⇒ 01:50:38.680 Luke Scorziell: The clients that were… Yeah, but honestly, way more than even we know, and… of…
865 01:50:38.920 ⇒ 01:50:43.600 Luke Scorziell: who we want to work with, and I know just so many times for me, It’s just, like…
866 01:50:43.900 ⇒ 01:50:45.230 Luke Scorziell: You know, taken…
867 01:50:45.920 ⇒ 01:50:53.110 Luke Scorziell: whatever kind of comes my way from… from you, Lord, and just seeing, in retrospect, how you’ve put that together, and so…
868 01:50:53.780 ⇒ 01:50:59.599 Luke Scorziell: Yeah, but oftentimes, Lord, it’s not the ones that I think, need to happen, or that I’m trying to force.
869 01:50:59.770 ⇒ 01:51:04.870 Luke Scorziell: something happened right away, but yeah, just even on your timing, Lord, that you make things.
870 01:51:05.070 ⇒ 01:51:09.759 Luke Scorziell: Come to fruition, and so, yeah, just pray for that.
871 01:51:09.910 ⇒ 01:51:16.200 Luke Scorziell: Yeah, almost… just, like, the phrase that comes to mind is, like, known… known like a friend that… .
872 01:51:16.420 ⇒ 01:51:16.820 Robert Tseng: Yeah.
873 01:51:16.820 ⇒ 01:51:19.329 Luke Scorziell: Yeah, that I feel like in a lot of marketing, there’s, like, so much…
874 01:51:19.630 ⇒ 01:51:22.640 Luke Scorziell: Manipulation, or just treating people like…
875 01:51:23.430 ⇒ 01:51:36.180 Luke Scorziell: like, they’re just kind of, pawns to be… once we make, like, this move, this move, and this move, then they’ll do this, but… God, we know that the way that you unlock hearts, is just by showing us how known and understood we are, and…
876 01:51:36.420 ⇒ 01:51:41.410 Luke Scorziell: That, yeah, you really see our problems and our day-to-day struggles,
877 01:51:41.720 ⇒ 01:51:49.580 Luke Scorziell: So deeply, and, that level of trust that you established with us through that, Lord, allows us to just begin to trust and obey.
878 01:51:49.840 ⇒ 01:51:54.470 Luke Scorziell: you, and to just receive more of your love and your kindness, Lord, and so…
879 01:51:54.640 ⇒ 01:52:02.530 Luke Scorziell: Yeah, I just pray, for supernatural power and ability and, Yeah, vision to…
880 01:52:03.810 ⇒ 01:52:12.769 Luke Scorziell: purposefully or even accidentally got right in a way that appeals to clients that we might even have no business working with, at this stage of
881 01:52:13.080 ⇒ 01:52:19.519 Luke Scorziell: Brain Forge, but that, yeah, because of your favor and your provision, Lord, that you,
882 01:52:20.740 ⇒ 01:52:26.450 Luke Scorziell: Yeah, well, it’ll just gift us the ability to, because, you’re guiding us, and we’re leaning on you, and so…
883 01:52:26.630 ⇒ 01:52:30.660 Luke Scorziell: Yeah, I just want to surrender, all of the…
884 01:52:30.780 ⇒ 01:52:37.909 Luke Scorziell: just numbers that we went over, Lord, the, quarterly, like, revenue metrics that we’d like to hit, and the…
885 01:52:38.200 ⇒ 01:52:41.719 Luke Scorziell: Monthly recurring revenue guide, and yeah, just to clarify that,
886 01:52:43.080 ⇒ 01:52:46.510 Luke Scorziell: Yeah, like, in the world where we get one big client that…
887 01:52:47.300 ⇒ 01:52:51.850 Luke Scorziell: Does all that, or if there’s a million clients, or if, you know, some… whatever else…
888 01:52:52.040 ⇒ 01:52:55.900 Luke Scorziell: God, that we would just rather have you in your way than,
889 01:52:56.200 ⇒ 01:53:00.189 Luke Scorziell: whatever plans and strategies that we could devise, Scott, and we…
890 01:53:00.570 ⇒ 01:53:03.750 Luke Scorziell: Yeah, just come before you and release, just,
891 01:53:04.370 ⇒ 01:53:10.090 Luke Scorziell: Yeah, our own expectations, our own desires, and our own wants, and…
892 01:53:11.120 ⇒ 01:53:16.040 Luke Scorziell: Yeah, just come before you, knowing that you are the one that takes care of us, and
893 01:53:16.210 ⇒ 01:53:18.780 Luke Scorziell: Picks care of all the people that,
894 01:53:18.900 ⇒ 01:53:20.739 Luke Scorziell: are involved with Brain Forge, and…
895 01:53:20.940 ⇒ 01:53:23.880 Luke Scorziell: all of our clients, Lord, and…
896 01:53:24.360 ⇒ 01:53:29.700 Luke Scorziell: Yeah, that we just get to be a part of the things that you’re already doing.
897 01:53:29.990 ⇒ 01:53:35.340 Luke Scorziell: And so, yeah, just… I want to just give that to you, and just ask, Lord, for your supernatural…
898 01:53:36.230 ⇒ 01:53:42.319 Luke Scorziell: Penmanship and guidance, as we, go about, yeah, defining some of this stuff.
899 01:53:47.890 ⇒ 01:53:52.380 Robert Tseng: Yeah, just to conclude, yeah, or I just,
900 01:53:52.620 ⇒ 01:53:56.080 Robert Tseng: Thank you for, yeah, I guess…
901 01:53:56.570 ⇒ 01:54:03.040 Robert Tseng: Yeah, that, that phrase, like a friend, and… Yeah, whether it’s…
902 01:54:03.310 ⇒ 01:54:06.449 Robert Tseng: Yeah, people that have come and joined.
903 01:54:06.570 ⇒ 01:54:13.509 Robert Tseng: Rainforest, and… The clients that we work with, or just… Yeah, it’s, it’s…
904 01:54:14.540 ⇒ 01:54:19.019 Robert Tseng: It’s through your, kind of, defined orchestration that, kind of, all
905 01:54:19.240 ⇒ 01:54:27.699 Robert Tseng: These people have gotten to cross paths, and it’s, it’s incredible that, you know, you’ve used… you’ve used this platform to kind of,
906 01:54:28.640 ⇒ 01:54:39.449 Robert Tseng: to bring these people together, and Lord, if we pray that they’re… yeah, we just kind of release any kind of fear and anxiety to you, Lord, that…
907 01:54:39.830 ⇒ 01:54:47.020 Robert Tseng: Yeah, especially kind of on… Yeah, which I’m on my side, like, just wanting to see, like, well.
908 01:54:48.070 ⇒ 01:55:03.270 Robert Tseng: But yeah, we want to obviously make sure that there’s enough for everyone to kind of be taken care of, and it’s just ironic that the more you grow, that kind of that… the… the voice of, kind of, scarcity continues to creep up on you, and…
909 01:55:03.510 ⇒ 01:55:06.619 Robert Tseng: You never feel like you have enough, and so…
910 01:55:06.810 ⇒ 01:55:08.869 Robert Tseng: Yeah, Lord, I just pray that
911 01:55:09.280 ⇒ 01:55:16.739 Robert Tseng: Yeah, we would remember, kind of, how you provided for each of us individually, even when we didn’t have a plan, or we’re just getting started, and
912 01:55:17.040 ⇒ 01:55:30.729 Robert Tseng: Yeah, I think it still feels like, you know, everything could vanish in… in smoke over… maybe not overnight at this point, but pretty quickly. But Lord, we… we trust that,
913 01:55:31.480 ⇒ 01:55:35.759 Robert Tseng: Yeah, you are a good father, and… Yeah, everything…
914 01:55:35.870 ⇒ 01:55:42.669 Robert Tseng: you know, regardless of what happens, you will take care of your beloved, and yeah, Lord, we…
915 01:55:43.070 ⇒ 01:55:45.250 Robert Tseng: We pray that we would,
916 01:55:47.470 ⇒ 01:55:55.080 Robert Tseng: Yeah, not just Chase, metrics, just… In vanity, and…
917 01:55:57.890 ⇒ 01:56:01.710 Robert Tseng: Yeah, or just to make a statement to the world.
918 01:56:02.290 ⇒ 01:56:06.430 Robert Tseng: But yeah, Lord, that it would be… continue to be an intentional,
919 01:56:08.030 ⇒ 01:56:16.420 Robert Tseng: Just journey of, yeah, just asking, YouTube… To add…
920 01:56:16.780 ⇒ 01:56:21.500 Robert Tseng: And take away, as you… as, as you see fit.
921 01:56:21.660 ⇒ 01:56:29.060 Robert Tseng: we’re… Fortunate to not be under any sort of investor pressure to
922 01:56:29.220 ⇒ 01:56:33.960 Robert Tseng: That forces our hand to, tell the typical
923 01:56:34.290 ⇒ 01:56:37.640 Robert Tseng: Lucy back to Silicon Valley story,
924 01:56:37.940 ⇒ 01:56:40.879 Robert Tseng: But rather, we get to,
925 01:56:41.220 ⇒ 01:56:52.260 Robert Tseng: yeah, really lean into what you are saying and doing, and, to set the course of this ship, accordingly. And so,
926 01:56:52.820 ⇒ 01:57:03.390 Robert Tseng: yeah, even though there are more heads to align on, Lord, I pray that you would continue to be, and you are, head overall of Brainforge, whether or not,
927 01:57:04.130 ⇒ 01:57:04.930 Robert Tseng: people…
928 01:57:05.340 ⇒ 01:57:16.390 Robert Tseng: recognize you as so or not. We know that you are… you are king, and you are the true CEO of the organization, and
929 01:57:16.530 ⇒ 01:57:22.110 Robert Tseng: Yeah, where we just… we’re… we just want to be your hands and feet, in this world.
930 01:57:22.430 ⇒ 01:57:25.159 Robert Tseng: Yeah, Lord, we just thank you and pray that this is Jesus’ name. Amen.
931 01:57:26.170 ⇒ 01:57:26.910 Luke Scorziell: Amen.
932 01:57:30.560 ⇒ 01:57:31.330 Robert Tseng: Oh.
933 01:57:31.480 ⇒ 01:57:40.279 Robert Tseng: Yeah, no, thank you for that, and yeah, definitely feel like… I was highlighting…
934 01:57:42.540 ⇒ 01:57:49.290 Robert Tseng: Yeah, some of the things that don’t scale, and the things that are not really seen on paper, yeah, being reminded of.
935 01:57:49.510 ⇒ 01:57:52.999 Robert Tseng: Ultimately, this is a business about relationships, like…
936 01:57:53.200 ⇒ 01:57:57.929 Robert Tseng: Our ideal customers, our clients are the ones that we have good relationships with, and…
937 01:57:58.130 ⇒ 01:58:06.229 Robert Tseng: Yeah, I guess one thing to kind of develop expertise around knowing how to describe their problems and, like, find the solutions, but…
938 01:58:07.880 ⇒ 01:58:09.490 Robert Tseng: Yeah, I think, like…
939 01:58:14.110 ⇒ 01:58:17.750 Robert Tseng: Yeah, I… If there’s no…
940 01:58:18.080 ⇒ 01:58:26.700 Robert Tseng: All of those things could be true on paper, but if there’s no relationship, you know, they don’t… people don’t want to work with you, and… that’s just what happens, so…
941 01:58:26.950 ⇒ 01:58:27.620 Robert Tseng: Wow.
942 01:58:27.730 ⇒ 01:58:28.500 Robert Tseng: Yeah.
943 01:58:31.510 ⇒ 01:58:33.520 Luke Scorziell: Yeah, it’s interesting, I think,
944 01:58:35.430 ⇒ 01:58:39.739 Luke Scorziell: That definitely was standing out, and then just, I don’t know…
945 01:58:40.550 ⇒ 01:58:42.629 Luke Scorziell: Yeah, that Bible app deal of, like.
946 01:58:45.950 ⇒ 01:58:52.569 Luke Scorziell: just, like, maybe there’s, like, something bigger in it, or… I don’t know, I don’t know. Just some kind of sense was coming up, I think, for me.
947 01:58:52.910 ⇒ 01:58:53.830 Robert Tseng: Yeah.
948 01:58:54.950 ⇒ 01:59:01.530 Luke Scorziell: But, yeah, and then just trusting, I think, because maybe an anxiety that I have is, like, I have to, like, find the perfect, like.
949 01:59:02.410 ⇒ 01:59:10.379 Luke Scorziell: pain points and things to write about, but maybe more trusting that, like, as we just start pushing stuff out, then Jesus will…
950 01:59:11.130 ⇒ 01:59:16.579 Luke Scorziell: like, divinely, kind of, be working through.
951 01:59:17.250 ⇒ 01:59:17.890 Robert Tseng: Yeah.
952 01:59:18.470 ⇒ 01:59:19.470 Luke Scorziell: So…
953 01:59:19.470 ⇒ 01:59:28.850 Robert Tseng: I think people get frustrated, because after we got a lot of ideas with the teams, I think I execute all the time, but there have been moments in this journey where, like.
954 01:59:29.050 ⇒ 01:59:37.550 Robert Tseng: We’ve posted stuff that’s just so cringey, and I’m like, oh, this is so bad. Like, when we’re… I was really pushing the team that still just posted recently.
955 01:59:37.680 ⇒ 01:59:42.000 Robert Tseng: And then someone was like, hey, this was a really good insight.
956 01:59:42.360 ⇒ 01:59:53.830 Robert Tseng: And I was like, what? How… how is… how is this helpful? And she ended up being a client of ours for 3 months, so… and she’s a friend of mine now in New York, which is… it was hilarious. It’s like…
957 01:59:53.830 ⇒ 01:59:54.809 Luke Scorziell: Oh, really, that’s so funny.
958 01:59:54.810 ⇒ 02:00:06.870 Robert Tseng: She came in through… she came in through the content that, like, Brian was fishing out early in the year. This was, like, early, early, like, March, but it was really bad. Like, I don’t… I don’t even want to go back and look at
959 02:00:07.130 ⇒ 02:00:11.460 Robert Tseng: Because you’re gonna… you might go back and look at some of our early stuff here, and I’m like…
960 02:00:11.600 ⇒ 02:00:19.689 Robert Tseng: I don’t even think that would help you. Like, you should just… you should just not even look at that. So… but anyway, it’s… That’s funny.
961 02:00:19.690 ⇒ 02:00:24.239 Luke Scorziell: I did, like, a writing challenge for myself of writing every day on LinkedIn for, like, a month.
962 02:00:24.240 ⇒ 02:00:24.810 Robert Tseng: Yeah.
963 02:00:25.010 ⇒ 02:00:29.220 Luke Scorziell: And, and then I kept doing it a little bit, but it was funny, because, like.
964 02:00:30.610 ⇒ 02:00:38.369 Luke Scorziell: I would see people off LinkedIn, and then they’d come to me and be like, oh my gosh, like, I’ve just been thinking about, like, what you wrote, like, thank you so much for.
965 02:00:38.370 ⇒ 02:00:40.159 Robert Tseng: Or, like… Yeah.
966 02:00:40.710 ⇒ 02:00:43.080 Luke Scorziell: like, I had one of Anna’s friends
967 02:00:43.250 ⇒ 02:00:47.230 Luke Scorziell: This is, like, months after… like, probably 6 months after I wrote this post.
968 02:00:47.360 ⇒ 02:00:53.009 Luke Scorziell: he’s like, I think about your post every time I park my car, because I’d written a post about how, basically, like.
969 02:00:53.510 ⇒ 02:01:03.030 Luke Scorziell: I don’t have street park, or I don’t… I have to park on the street at my apartment, and so it’s always, like, a 10-minute walk, at least, to get back to my car, or to my apartment after I park, which is really annoying.
970 02:01:03.150 ⇒ 02:01:06.709 Luke Scorziell: But I just, like, had to accept at some point that, like, you know, that’s just…
971 02:01:07.190 ⇒ 02:01:13.189 Luke Scorziell: you know, if I just embrace it, then it… and he’s like, yeah, I’ve… every time I park my car, I think about
972 02:01:14.280 ⇒ 02:01:17.630 Luke Scorziell: So, it’s… yeah, you never know. So, yeah.
973 02:01:18.830 ⇒ 02:01:22.560 Luke Scorziell: But… Wait, okay, hmm.
974 02:01:23.340 ⇒ 02:01:27.530 Luke Scorziell: supposed to… Chat with someone at 3.15.
975 02:01:27.530 ⇒ 02:01:33.270 Robert Tseng: No, no, yeah, I think we can call it. It’s okay, we can do this exercise later.
976 02:01:33.490 ⇒ 02:01:34.280 Robert Tseng: Yeah.
977 02:01:34.550 ⇒ 02:01:40.030 Robert Tseng: I guess, my ask would be…
978 02:01:42.150 ⇒ 02:01:44.660 Robert Tseng: Do you want to try, kind of, like.
979 02:01:45.170 ⇒ 02:01:59.320 Robert Tseng: I’m trying to think of, like, what we could… I mean, I’m probably gonna do some stuff over the weekend, too. You don’t necessarily have to, but, I’ll try to, like, put out some stuff on the ICP stuff. I’ll get some of the docs organized.
980 02:01:59.320 ⇒ 02:02:00.030 Luke Scorziell: Damn.
981 02:02:00.690 ⇒ 02:02:04.090 Robert Tseng: Yeah, hopefully we can make this a little easier to contribute async.
982 02:02:04.370 ⇒ 02:02:10.860 Robert Tseng: I was planning to push out, kind of, this… Review doc over the weekend.
983 02:02:11.020 ⇒ 02:02:19.790 Robert Tseng: I’m gonna get, like, a couple more people to look at it, so it might make minor tweaks. If you have anything else you want to leave comments-wise, feel free to put it there.
984 02:02:20.220 ⇒ 02:02:20.920 Robert Tseng: Wow.
985 02:02:22.040 ⇒ 02:02:24.770 Robert Tseng: a gap. Otherwise, like…
986 02:02:24.880 ⇒ 02:02:26.980 Robert Tseng: Ready to kind of lock this in.
987 02:02:27.080 ⇒ 02:02:30.989 Robert Tseng: Kind of use this, starting, starting next.
988 02:02:31.840 ⇒ 02:02:34.200 Luke Scorziell: Yeah, no, I think,
989 02:02:36.010 ⇒ 02:02:44.200 Luke Scorziell: I think where it’s at now makes sense, and I… I left a few comments, but I don’t think they probably make sense anymore, relative to what we talked about.
990 02:02:44.660 ⇒ 02:02:45.499 Robert Tseng: Oh, really? Okay.
991 02:02:45.760 ⇒ 02:02:51.440 Luke Scorziell: I think I left… I was just curious about the definition of a lead, and then just… is it, like, the quantity or quality of…
992 02:02:51.440 ⇒ 02:02:52.120 Robert Tseng: Sure.
993 02:02:52.120 ⇒ 02:02:55.610 Luke Scorziell: Because if I… initially, I was thinking if it’s people that message us back.
994 02:02:56.200 ⇒ 02:02:56.620 Robert Tseng: Yeah.
995 02:02:56.620 ⇒ 02:02:59.440 Luke Scorziell: You know, that might be, like, a 5%, 5-10%.
996 02:02:59.580 ⇒ 02:03:04.230 Luke Scorziell: I mean, 4, I don’t… it could be a higher, I don’t know. But,
997 02:03:05.360 ⇒ 02:03:13.680 Luke Scorziell: Yeah, so… I… I’ll continue to let it stew, but then… and then maybe I’ll just use that Figma board to come up with some pain points.
998 02:03:14.000 ⇒ 02:03:16.380 Luke Scorziell: And then just… have…
999 02:03:17.380 ⇒ 02:03:21.579 Robert Tseng: Yeah, feel free to just throw whatever you want there, and we can keep status.
1000 02:03:22.110 ⇒ 02:03:22.710 Luke Scorziell: Okay.
1001 02:03:22.880 ⇒ 02:03:28.479 Luke Scorziell: Cool. And then, yeah, maybe the first couple, like, iterations of posts.
1002 02:03:29.380 ⇒ 02:03:32.170 Luke Scorziell: We can, spill the sparkling water.
1003 02:03:32.600 ⇒ 02:03:33.370 Robert Tseng: Oh.
1004 02:03:34.440 ⇒ 02:03:37.760 Luke Scorziell: Just a little bit on my computer. Nothing too bad.
1005 02:03:38.170 ⇒ 02:03:41.530 Luke Scorziell: And then, yeah, so…
1006 02:03:42.170 ⇒ 02:03:45.479 Luke Scorziell: Or I can workshop with Ryan, too, because obviously he’s written a lot of posts, so…
1007 02:03:45.930 ⇒ 02:03:49.170 Luke Scorziell: He knows. But, yeah. So, okay.
1008 02:03:49.550 ⇒ 02:03:54.400 Luke Scorziell: That all sounds good to me. So I’ll probably… maybe I’ll try to work on that over the weekend a little bit, slash Monday.
1009 02:03:55.870 ⇒ 02:03:57.530 Robert Tseng: Alright, sounds good. Talk to you later.
1010 02:03:57.530 ⇒ 02:03:59.089 Luke Scorziell: So, alright, see you, Robert.
1011 02:03:59.300 ⇒ 02:03:59.880 Robert Tseng: Yep.