Meeting Title: Robert - Ryan Date: 2025-10-22 Meeting participants: Ryan Brosas, Robert Tseng
WEBVTT
1 00:04:14.790 ⇒ 00:04:15.630 Ryan Brosas: Hey.
2 00:04:18.320 ⇒ 00:04:21.049 Ryan Brosas: A… Hi, Ryan.
3 00:04:21.860 ⇒ 00:04:22.830 Robert Tseng: How are you?
4 00:04:23.160 ⇒ 00:04:24.910 Ryan Brosas: Doing fine. How about you?
5 00:04:26.010 ⇒ 00:04:27.450 Robert Tseng: Doing okay.
6 00:04:28.420 ⇒ 00:04:30.070 Ryan Brosas: Awesome. Yeah.
7 00:04:30.780 ⇒ 00:04:38.410 Robert Tseng: Yeah, you wanna… you wanna walk me through, kind of, yeah, like, I… I just…
8 00:04:38.590 ⇒ 00:04:42.929 Robert Tseng: I guess I… my objectives are, I want to know how…
9 00:04:43.250 ⇒ 00:04:53.639 Robert Tseng: you’re spending your time, I think there’s just, like, a lot of over… I mean, I think, obviously, things have shifted a lot the past couple weeks, so I just want to better understand this so I know how to calibrate.
10 00:04:54.180 ⇒ 00:05:05.719 Robert Tseng: Sure, sure, sure. So, basically, my time goes to, like, on 3 buckets, so CRM development and automation. That’s pretty much more on HubSpot.
11 00:05:05.720 ⇒ 00:05:16.649 Ryan Brosas: And, like, that 10% to 20% more on dashboard development, so that’s still on… on HubSpot. And, like, the… well, this is, like.
12 00:05:16.650 ⇒ 00:05:26.600 Ryan Brosas: On events, so events is more of, like, DTM-related, or, like, scraping and, like, enriching leads.
13 00:05:26.920 ⇒ 00:05:32.569 Ryan Brosas: And then, pushing campaign to, like, pay rich or do it manually.
14 00:05:32.710 ⇒ 00:05:36.130 Ryan Brosas: Depends on the timeline or the event.
15 00:05:36.250 ⇒ 00:05:44.389 Ryan Brosas: So, yeah, I think that’s pretty much how I… my effort, or, like, my focus right now is more on
16 00:05:44.440 ⇒ 00:05:57.780 Ryan Brosas: CRM development and automation on, like, dashboard development, which is the… which is focuses, well, focusing on… on this week, because, we want to use the dashboard to
17 00:05:58.130 ⇒ 00:06:03.220 Ryan Brosas: to our, weekly, or the Monday meeting.
18 00:06:03.370 ⇒ 00:06:12.710 Ryan Brosas: So, that’s one that, Otam is wanting to prioritize this week, so that’s where my time ghosts.
19 00:06:13.510 ⇒ 00:06:31.590 Robert Tseng: Okay, yeah, I think, like I mentioned on the call, the… what’s dropping off is the top of funnel. We’re just, like, not getting enough leads, so… I think Hannah, I’ve walked… she was in person, so I’ve seen what she does. I think she’s handling all the messaging that pretty much happens after the initial connection, so…
20 00:06:31.590 ⇒ 00:06:42.339 Robert Tseng: I think that… that separation is fine. I think if you’re building lead lists and also setting up the campaigns for the initial connection, specifically for LinkedIn, I think that’s… I think that… I think that’s fine.
21 00:06:42.340 ⇒ 00:06:52.859 Robert Tseng: We’re not… we’re not… we’re not running any email, like, we literally just have LinkedIn, and we have, like, applica… like, job apps on Upwork, Contra, or whatever, right?
22 00:06:52.860 ⇒ 00:06:53.290 Ryan Brosas: Yeah.
23 00:06:53.290 ⇒ 00:07:10.019 Robert Tseng: Yeah, I mean, I think the automation and… I think the automation is pretty much set, and, like, the dashboarding work is… is kind of all ongoing. But yeah, I think, like, want to structure your time so that you’re…
24 00:07:10.060 ⇒ 00:07:16.040 Robert Tseng: helping fill the… fill the funnel. Like, I… like, I’m right now, having to…
25 00:07:17.100 ⇒ 00:07:19.749 Robert Tseng: Go back in and do top of funnel stuff.
26 00:07:19.850 ⇒ 00:07:34.800 Robert Tseng: mutual intro and circle back, like, Utam and I should be doing that. I don’t… I think, realistically, we’re pretty backed up this week, so I don’t think that’s gonna work. So we… we need other top-of-funnel campaigns for you to be able to, work. Like, I think…
27 00:07:35.560 ⇒ 00:07:43.950 Robert Tseng: Obviously, there… you have the event campaigns, I mean, those… Those are fine, like…
28 00:07:44.100 ⇒ 00:08:03.799 Robert Tseng: Hannah knows the sequence after we get the connection from the events, so I think I’m not worried about that. I’m more concerned about, like, okay, well, like, that’s… that’s… that’s our only… that’s our only top-of-funnel campaign. So, yeah, I think we… we need… we need to have a couple other top of funnel things that are… that are going.
29 00:08:03.920 ⇒ 00:08:08.790 Robert Tseng: Yeah, so what, like, what kind of, what, what are our options here?
30 00:08:09.470 ⇒ 00:08:19.189 Ryan Brosas: Yeah, so, for the options, I think, you mentioned last meeting that we want to target new roles or something?
31 00:08:19.330 ⇒ 00:08:26.509 Ryan Brosas: And I think that is already… I already made, like, a clay workflow for that, and I think we can…
32 00:08:26.510 ⇒ 00:08:28.960 Robert Tseng: I’ve seen a couple messages here. Is that still on?
33 00:08:29.640 ⇒ 00:08:46.520 Ryan Brosas: No, because, I did that to, like, demonstrate or, like, an example of how we can implement that, but if that is, like, the interest of, like, our, our focus right now, we can fully, like.
34 00:08:46.830 ⇒ 00:08:50.519 Ryan Brosas: like, Implement that campaign as well.
35 00:08:52.930 ⇒ 00:09:04.219 Robert Tseng: Okay, I think I need a couple options, like, can you put together a few options for… for us to, like, kind of, like, pick what would, like, what we can use? Like, I… I haven’t had the time to, like.
36 00:09:04.600 ⇒ 00:09:07.800 Robert Tseng: create new playbooks. So,
37 00:09:08.300 ⇒ 00:09:26.099 Robert Tseng: assume that mutual intro and circle back. I mean, those will… Utam and I will… we’ll continue those on our own. Like, I’m just… I’m just, like, messaging 10 people a day. Like, I think that’s… that’ll be enough for… from that side, and I expect him to do that as well. But, like, I… I don’t…
38 00:09:26.560 ⇒ 00:09:31.920 Robert Tseng: Like, yeah, I think the… engaging with someone on a new role change, like, that’s…
39 00:09:32.490 ⇒ 00:09:40.060 Robert Tseng: that could work. I mean, the initial sequence, it’s okay. We need a follow-up sequence after that, so I… but I think…
40 00:09:40.120 ⇒ 00:09:49.849 Robert Tseng: just need a… just need a… I mean, that’s just, like, a one-time setup. Like, before, I used to have, like, an always-on campaign that was just, like, constantly looking at people’s…
41 00:09:49.850 ⇒ 00:10:02.909 Robert Tseng: job cap… job status, and if they were changing jobs, I was shooting them a message. I also had one before that was on… I mean, this was all before I started working with UTAM. Like, I… I think those are pretty simple things to have that are always on.
42 00:10:02.910 ⇒ 00:10:06.140 Robert Tseng: I don’t think they’re that… like, they don’t really…
43 00:10:07.140 ⇒ 00:10:14.710 Robert Tseng: they’re… well, I mean, they’re not as targeted as, like, some of the other things that we do, so I think that’s just, like, that’s just…
44 00:10:15.340 ⇒ 00:10:23.219 Robert Tseng: I don’t think that those would take so long, that’s kind of what I’m saying. Like, I think it probably took me, like, 5 or 10 minutes to set those up. So, like, but I think those are…
45 00:10:23.320 ⇒ 00:10:30.500 Robert Tseng: Okay, those are nice, those are good to have, but, need… needing, like, a couple… like, we…
46 00:10:31.380 ⇒ 00:10:36.950 Robert Tseng: I mean, the… we’re just not… we’re just not having enough… we’re just not having enough leads, so I just need…
47 00:10:37.150 ⇒ 00:10:54.920 Robert Tseng: either we’re sending more job applications on Contra, on Upwork, on Catalint. We have 3 platforms there. We have… we have… we have those levers, like, we have… we have more LinkedIn messages that we can send, like, LinkedIn types of campaigns. We have email lists, like, I think I need to… you should…
48 00:10:55.390 ⇒ 00:10:58.290 Robert Tseng: we have all these different levers, I just need to know, like.
49 00:10:58.470 ⇒ 00:11:02.240 Robert Tseng: What can we do for… with all of these different options?
50 00:11:03.470 ⇒ 00:11:12.340 Ryan Brosas: Yeah, so right now, we’re kind of, like, slowing down on, on emails and stuff. We can definitely turn on the…
51 00:11:12.590 ⇒ 00:11:18.010 Ryan Brosas: The lookalike campaigns for the email and other stuff, like…
52 00:11:18.170 ⇒ 00:11:24.629 Robert Tseng: I don’t think lookalike campaigns work. I don’t think we’ve… we haven’t had… we haven’t had any success there, so I don’t want to turn those on.
53 00:11:25.180 ⇒ 00:11:26.530 Ryan Brosas: Okay, so…
54 00:11:26.530 ⇒ 00:11:26.860 Robert Tseng: Yeah.
55 00:11:27.030 ⇒ 00:11:45.990 Ryan Brosas: Yeah, I think we, we can continue the job application. I think I did that for a couple of days, then we kind of switched the focus on… on events, and yeah, I think, yeah, that’s what we focused… but it was, like, getting, like.
56 00:11:46.100 ⇒ 00:11:47.039 Ryan Brosas: We are getting.
57 00:11:47.040 ⇒ 00:12:04.499 Robert Tseng: But you can see the events… the events are, like, 30% response rates. It’s, like, way better than any other, like, campaign we’ve run. Like, everything else has been under 5%. Like, there’s, like, no… there’s no comparison. Like, I… I mean, I’m not expecting every campaign we run to be like the event one, but that’s why we’re doing the events, because…
58 00:12:04.500 ⇒ 00:12:12.669 Robert Tseng: every time we do it, we get a… we get a great hit rate. I think health has brought in, like, 50 leads or whatever, like, it’s just… I mean, there’s, like.
59 00:12:12.780 ⇒ 00:12:22.079 Robert Tseng: And that’s just one conference, so we’ll keep doing conferences that we’ll keep adding. I think that’s pretty automatic for you guys now, like, you know how to run those.
60 00:12:23.110 ⇒ 00:12:32.490 Robert Tseng: Yeah, the job application, like, on LinkedIn is… I don’t really think those are… those don’t work either. We’ve gotten zero… we haven’t gotten any,
61 00:12:33.240 ⇒ 00:12:34.600 Robert Tseng: We haven’t gotten any…
62 00:12:36.580 ⇒ 00:12:46.560 Robert Tseng: Yeah, there have been no opportunities from that. Like, I think we’ve had conversations with people, but I can’t think of any companies that we’ve actually worked with off of the job application, campaign.
63 00:12:47.230 ⇒ 00:12:50.690 Ryan Brosas: Yeah, so… Yeah.
64 00:12:51.810 ⇒ 00:12:55.100 Ryan Brosas: Okay, Hmm…
65 00:12:55.740 ⇒ 00:13:10.389 Ryan Brosas: Yeah, I think, if you want, like, help, like, on the circle back, or, like, mutual, I think I can, like, help there, also, because, if that is the most, like.
66 00:13:10.610 ⇒ 00:13:14.489 Ryan Brosas: logically, like, you know, effective.
67 00:13:14.760 ⇒ 00:13:19.129 Ryan Brosas: play that we have, I think we could focus on that more.
68 00:13:25.860 ⇒ 00:13:37.919 Robert Tseng: I… from what I’ve seen on the mutual intro, like, the tracker has been filled up with a lot of stuff from people that have added things. I think my conclusion, after people have tried
69 00:13:38.400 ⇒ 00:13:44.040 Robert Tseng: I’m just looking at the mutual instrument tracker right now, there’s, like, 100 people there. I think it’s not…
70 00:13:45.540 ⇒ 00:13:46.700 Robert Tseng: I think…
71 00:13:47.490 ⇒ 00:13:56.060 Robert Tseng: I think it’s better if Utam and I run it, because we just have not had, like, good
72 00:13:58.640 ⇒ 00:14:02.290 Robert Tseng: like, when I look at somebody that’s a mutual, like, I know
73 00:14:02.520 ⇒ 00:14:09.860 Robert Tseng: who to ask, and I… it’s, like, hard to… communicate, like.
74 00:14:10.630 ⇒ 00:14:19.970 Robert Tseng: don’t use this lead, use that lead, and like, I don’t know, it’s just, like, when I see a name, and I see the list of mutuals.
75 00:14:20.100 ⇒ 00:14:32.029 Robert Tseng: I know who to go after. I don’t feel like that’s been replicated well. Maybe that’s just because we haven’t given it enough time, but of the 100 leads, that we’ve gotten through this playbook.
76 00:14:32.790 ⇒ 00:14:34.599 Robert Tseng: I just feel like…
77 00:14:34.790 ⇒ 00:14:47.009 Robert Tseng: the ones that I’ve added have been more, have, like, led to better conversations. Like, I… I feel like this is not… there’s, like, there’s… there’s too much context
78 00:14:47.640 ⇒ 00:14:51.679 Robert Tseng: That’s just, like, if you don’t know the person that you’re looking at.
79 00:14:52.020 ⇒ 00:14:57.430 Robert Tseng: And you don’t know what they do, you don’t know who the mutuals are, like, you’re not gonna be able to…
80 00:14:57.790 ⇒ 00:15:01.980 Robert Tseng: like, find the right person. That’s… That’s…
81 00:15:02.490 ⇒ 00:15:07.559 Robert Tseng: my conclusion from… from Sid, from,
82 00:15:08.960 ⇒ 00:15:14.460 Robert Tseng: I forgot, her name is Sol or something, and then from Hannah, like, trying it.
83 00:15:14.860 ⇒ 00:15:16.240 Robert Tseng: Yeah, like, I just
84 00:15:18.430 ⇒ 00:15:25.840 Robert Tseng: I say that because I don’t think it’s effective for you to do the mutual intro, and I’m not… it’s not a knock on you, I just, like, think that it’s…
85 00:15:25.970 ⇒ 00:15:27.670 Robert Tseng: We have not had success.
86 00:15:28.330 ⇒ 00:15:28.960 Ryan Brosas: Yeah.
87 00:15:28.960 ⇒ 00:15:48.489 Robert Tseng: Like, in the… in the list that I’ve created that’s been, like, 20 people, I probably got, like, 12 responses, but the 100 people that, the rest of the team put together, I think I’ve… I highlighted… I’ve gotten 3 responses. So it’s just, like, the… the ROI, like, doesn’t make sense. Like, it…
88 00:15:48.510 ⇒ 00:16:00.980 Robert Tseng: I was expecting more, like, a 60% response rate off of my own kind of, like, trial, but, like, the team is doing, like, you know, less than… less than 5%. So, like, it just… once again, it, like, doesn’t seem like it’s affected.
89 00:16:02.340 ⇒ 00:16:18.359 Ryan Brosas: Yeah, yeah, I… oh, yeah, it’s more like you know, how to, like, talk to the target, or, like, tailor it. So, yeah, well, yeah, I agree with that. If it’s not, like, you know, the ROI is not… we could, like.
90 00:16:18.430 ⇒ 00:16:26.160 Ryan Brosas: go somewhere else, so… Yeah, I’m not sure. I could, like, make, like, send the…
91 00:16:26.610 ⇒ 00:16:35.260 Ryan Brosas: clay campaigns that I could set up with you guys, and we can start with that.
92 00:16:35.580 ⇒ 00:16:39.620 Ryan Brosas: Yeah, I think, more of my option is more on, like.
93 00:16:39.730 ⇒ 00:16:47.769 Ryan Brosas: The neural campaign, and, well, the visual stuff that we are running.
94 00:16:47.970 ⇒ 00:16:56.559 Ryan Brosas: Yeah, I think I will just provide, like, the clay campaigns that I could run, and we can start with that.
95 00:16:58.520 ⇒ 00:17:02.280 Robert Tseng: Wait, like, yeah, just walk, like, what, walk me through this, like, what are you thinking?
96 00:17:02.800 ⇒ 00:17:08.950 Ryan Brosas: Because, right now, if you’re… if I can’t run the…
97 00:17:09.200 ⇒ 00:17:19.740 Ryan Brosas: what you call this, the 12, because I understand your logic behind it, because, yeah, I know that, you know, time is expensive, and…
98 00:17:20.190 ⇒ 00:17:38.809 Ryan Brosas: And we can run also, like, the lookalike, because it’s not really effective to us. I could, like, look for other, clay campaigns that could work on our current situation. For example, the, that… the one that we
99 00:17:39.320 ⇒ 00:17:47.309 Ryan Brosas: The new role and other stuff that we could… hit… Potentially, like, the event-based or…
100 00:17:48.360 ⇒ 00:18:00.079 Ryan Brosas: event-based campaign more, like, I will search more of, like, event that is happening within your area, then we could launch that, or focus on more on that.
101 00:18:00.310 ⇒ 00:18:09.150 Ryan Brosas: That we miss, like we did on the previous one, like we missed you or something, and we can double on that.
102 00:18:12.440 ⇒ 00:18:27.170 Robert Tseng: Yeah, okay, so… I hear what you’re saying. Okay, we… yeah, maybe that would be a better use. Because the event campaign is working the best, like, we have the most leads coming from that, you’re gonna… you’re gonna go and basically find more events,
103 00:18:27.170 ⇒ 00:18:39.259 Robert Tseng: doesn’t have to be in our area, I think it just has to be within the industries we care about. So, before, Hannah was sending, like, I don’t know, like, random one-off events, but if we have a way to be able to just, like, mass
104 00:18:39.650 ⇒ 00:18:48.179 Robert Tseng: get events and be able to qualify and filter through the events, like, I think that could be helpful. That would give us, you know, more…
105 00:18:48.330 ⇒ 00:18:50.570 Robert Tseng: Blake?
106 00:18:51.080 ⇒ 00:18:53.190 Robert Tseng: Runway before we…
107 00:18:54.800 ⇒ 00:19:04.949 Robert Tseng: hear of an event, because basically, all of the events are just, like, things that I hear about that I think are actually good fits, but I tell you, like, a week or two weeks in advance, because I’m not, like, looking
108 00:19:04.950 ⇒ 00:19:15.259 Robert Tseng: for them. So, I just… I just hear about them from clients or from other leads that are, like, telling me that they’re going to these events and stuff. So, yeah, I think having a…
109 00:19:15.260 ⇒ 00:19:25.119 Robert Tseng: a better way to be able to source events. Like, that… that will make… that will help us to always have an event campaign running, because, you know.
110 00:19:25.810 ⇒ 00:19:27.060 Robert Tseng: You will have…
111 00:19:27.200 ⇒ 00:19:40.790 Robert Tseng: you know, you’ll be able to project events out into the future, rather than just me sending a Slack message whenever I see a random event. So I think that’s… I think that’s fair, like, we should… I think we should do that.
112 00:19:41.090 ⇒ 00:19:48.220 Robert Tseng: And, like, yeah, maybe that… there’s a way in Clay for you to be able to go and, like, figure… figure out, like, those events.
113 00:19:48.490 ⇒ 00:19:54.079 Robert Tseng: So, I think that’s… that’s… that makes sense to me. What was the other thing that you said?
114 00:19:54.380 ⇒ 00:19:57.650 Ryan Brosas: The… Neural, also?
115 00:19:58.320 ⇒ 00:20:07.800 Robert Tseng: Oh, the new roles? Yeah, new roles, yeah, we should turn on. It should just be, like, hey, congrats on the new role, or whatever. Like, I think we should just have that. But I think we need a…
116 00:20:15.270 ⇒ 00:20:17.960 Robert Tseng: Yeah, we need a sequence with that, so it’s like…
117 00:20:18.100 ⇒ 00:20:29.769 Robert Tseng: yeah, congrats on the new role. Most of the people will not respond. People that do respond, they say thanks. I think we need to have, like, a couple more steps to… to… to share with them, right? So this is, like.
118 00:20:29.980 ⇒ 00:20:34.329 Robert Tseng: So yeah, I think… I think we need to work through a sequence, just like…
119 00:20:34.610 ⇒ 00:20:54.120 Robert Tseng: for Hannah, I’m telling her, for middle of funnel, every lead needs to receive 3 things from Rayforge. So, we kind of need to either parallel that with this new rule campaign. It can’t just be a congrats message. Like, a one-time message with no follow-up doesn’t really mean anything. So, like, we kind of need to have something there. I don’t think…
120 00:20:54.220 ⇒ 00:20:56.690 Robert Tseng: It should be the same sequence, because…
121 00:20:57.180 ⇒ 00:21:12.329 Robert Tseng: congratulating somebody on a role that I haven’t talked to in years, and then, like, sending them 3 things about Brainforge seems a little bit too much. There was no… there was no intent there, like, it’s not like we went to the same event, we’re working in the same industry, like, there’s a lot of…
122 00:21:12.330 ⇒ 00:21:17.679 Robert Tseng: Like, I think that feels too much, so I think we need to pair it back, but there… yeah, I think…
123 00:21:17.700 ⇒ 00:21:27.499 Robert Tseng: if you’re gonna turn that on, there needs to be a sequence, even if it’s just one or two follow-ups afterwards that are light touch, not very heavy, like, I think… I mean.
124 00:21:27.610 ⇒ 00:21:34.529 Robert Tseng: I… that… that’s… I think that needs to be… that needs to be in place, like, as… as well.
125 00:21:35.470 ⇒ 00:21:49.640 Ryan Brosas: Yeah, I agree. Yeah, I can make, like, a, like, a notion based on that also, and also for the event, and also, like, including the link for the clay that I will make.
126 00:21:52.940 ⇒ 00:22:10.650 Robert Tseng: Okay, I mean, I personally, like, when you send me, like, a bunch of links, I can’t click into all of them, they’re just… I prefer to consolidate, and then if you have, like… I watch Looms all the time, so whenever you have a way to, you know, communicate that to me, like, with a Loom, I would prefer that.
127 00:22:10.650 ⇒ 00:22:21.520 Robert Tseng: just so I can understand, like, how the sequence works. I’m a visual person. I don’t really just pull up spreadsheets and understand, like, what I’m looking at, unless there are clear instructions at the top, so…
128 00:22:21.520 ⇒ 00:22:38.230 Robert Tseng: I think that… that would be helpful, which is why I kind of… I build all of my sequences out in Figma, but, you can build it out however you want, I just… I just… I’m just, like, telling you, I… if you’re gonna send me, like, 3 links or something, I… I usually don’t click on all of them, I just click on one and my guess at, like, what’s going on.
129 00:22:39.450 ⇒ 00:22:43.460 Ryan Brosas: Yeah, yeah, sure, understandable. So, yeah, I can, like.
130 00:22:43.570 ⇒ 00:22:50.840 Ryan Brosas: do include a Loom video out of it, so I can… so you can, we can… well, well…
131 00:22:51.030 ⇒ 00:23:05.030 Ryan Brosas: you can see that much more, but I will also include, like, a notion so we can document some stuff, because Rico, preferred that way, so I will, include…
132 00:23:05.160 ⇒ 00:23:06.479 Ryan Brosas: a little more soon.
133 00:23:07.260 ⇒ 00:23:07.900 Robert Tseng: Okay.
134 00:23:08.210 ⇒ 00:23:15.330 Robert Tseng: Okay, so those two things, that makes sense. And then job applications. When you’re talking about job applications.
135 00:23:15.830 ⇒ 00:23:31.360 Robert Tseng: you’re just talking about Contra, right? We’re just… Contra, Upwork, Catalint. I know you haven’t done anything in Catalint, so, I mean, Upwork is mostly Gig Radar, so it’s… I think there’s nothing really much to do there. Contra, you’re, like, manually applying the stuff, like.
136 00:23:31.830 ⇒ 00:23:36.290 Robert Tseng: The volume looks low, it looks like it’s less than 5 a week, like…
137 00:23:36.670 ⇒ 00:23:41.150 Robert Tseng: before, I was, like, manually applying to, like, 20 a week,
138 00:23:41.390 ⇒ 00:23:49.559 Robert Tseng: when I was getting started, so, like, I… I’m just trying… and I know how long that took me. It probably took me, like, 2 hours to apply to 20, like.
139 00:23:49.720 ⇒ 00:23:55.039 Robert Tseng: 2 hours a day to apply to 20 a week, like, it was… it’s… it’s not… so…
140 00:23:55.690 ⇒ 00:24:01.020 Robert Tseng: I… I don’t… yeah, I’m not… I’m not really sure what that looks like for you, but I have…
141 00:24:01.280 ⇒ 00:24:10.310 Robert Tseng: I’ve done that, like, I applied on all these platforms, so I got, E. Yeah, if there’s…
142 00:24:11.610 ⇒ 00:24:21.779 Robert Tseng: Well, I have no benchmarks. I haven’t looked at it in a while, like, I don’t really know our volume, and that’s why I wanted a Slack alert, because I wanted
143 00:24:21.970 ⇒ 00:24:24.850 Robert Tseng: to see,
144 00:24:25.040 ⇒ 00:24:34.819 Robert Tseng: I mean, I’m not asking for the automation by Monday or anything, I’m just saying I don’t have an opinion on the job application stuff right now, because I don’t… I’m not…
145 00:24:34.880 ⇒ 00:24:47.589 Robert Tseng: I have no sense of the… of the performance. I don’t know how many we’re sending, I don’t know what our reply rates are, like, I don’t know what our success rates are. But, yeah, like, I just… I just feel out of the loop there, so it’s hard for me to, like, give an opinion there.
146 00:24:48.190 ⇒ 00:24:56.550 Ryan Brosas: Understood. So, well, basically, the job application for Contra and Upwork, we are basing on…
147 00:24:56.790 ⇒ 00:25:06.339 Ryan Brosas: Otams, he is sending some links, so basically we applied to those links, but yeah, I agree with…
148 00:25:06.340 ⇒ 00:25:09.139 Robert Tseng: deals off of that. My… I think… I think no, right?
149 00:25:09.630 ⇒ 00:25:10.370 Ryan Brosas: Yeah.
150 00:25:10.370 ⇒ 00:25:27.190 Robert Tseng: Upwork has never landed a deal, and Contra has never pulled in a deal. Like, I understand we’re talking in more conversations, we’re having leads, but, like, I’m trying to understand, like, the benchmarks at every stage of the funnel. Like, for my Upwork account, I know, like, we’re probably sending something around, like, 20,
151 00:25:27.190 ⇒ 00:25:37.330 Robert Tseng: 20, applications, whatever, for my Upwork account per month. I believe that we are… I have, like, a 50… close to 50% response rate.
152 00:25:37.330 ⇒ 00:25:48.520 Robert Tseng: And then I’m probably closing, like, 2 or 3, or whatever. So, it’s like a 10%, like, close rate from the volume. Like, I know that about my account, I don’t know about these other things.
153 00:25:48.910 ⇒ 00:25:56.419 Ryan Brosas: Yeah, so basically, It’s pretty low, so we want to… us, you know, as our…
154 00:25:56.650 ⇒ 00:26:01.719 Ryan Brosas: Yeah, it’s pretty low, and we want to, like, push more volume on that, I guess.
155 00:26:02.000 ⇒ 00:26:11.819 Ryan Brosas: So… Yeah, also, like, I was talking about the LinkedIn before, the link in what we are, like.
156 00:26:12.980 ⇒ 00:26:17.079 Ryan Brosas: looking for a job on LinkedIn, then, like.
157 00:26:17.300 ⇒ 00:26:22.099 Ryan Brosas: Adding the, the relevant, like, decision maker.
158 00:26:22.390 ⇒ 00:26:27.589 Ryan Brosas: But, yeah, it was tough, so we didn’t really have, like, a clear metrics of
159 00:26:28.140 ⇒ 00:26:31.160 Ryan Brosas: Of effect… of how effective that is, but yeah.
160 00:26:31.660 ⇒ 00:26:38.320 Ryan Brosas: Yeah, we can… we can definitely, like, double down on all of those, like, the job
161 00:26:38.420 ⇒ 00:26:52.500 Ryan Brosas: on the job, on, on Contra, or, like, adding, or turning on the, the profile for data engineering for UTAM on, on, on GigRaider.
162 00:26:52.630 ⇒ 00:27:00.690 Ryan Brosas: Because it isn’t been turned on at this moment, so I think that is, like, an additional
163 00:27:00.850 ⇒ 00:27:05.330 Ryan Brosas: Proposal, that we could potentially, you know, get some
164 00:27:05.700 ⇒ 00:27:17.010 Ryan Brosas: After he, you know, got a… Like, one deal… Or, like, the initial, like, Testimonial from a client.
165 00:27:17.180 ⇒ 00:27:20.069 Ryan Brosas: I think that’s, like, a potential there.
166 00:27:20.520 ⇒ 00:27:25.090 Ryan Brosas: Yeah, I think that’s pretty much all.
167 00:27:30.370 ⇒ 00:27:43.360 Robert Tseng: Yeah, I would say LinkedIn job posts, like, don’t do that. Like, we’ve never gotten anything from there. Yeah, if Utah says differently, you just, like, tag me or whatever. Like, I just… I don’t believe that that works. We’ve never gotten anything there. Upwork…
168 00:27:43.570 ⇒ 00:27:45.469 Robert Tseng: I mean, yeah, I think we should…
169 00:27:45.910 ⇒ 00:27:58.909 Robert Tseng: I don’t know, we’ve activated Utah’s account for, what, 4 months now? And we’ve paid, like, I don’t know, we paid, like, 500 bucks a month or something, and he’s gotten zero deals, so I’m, like, I wanna… I wanna switch, I mean…
170 00:27:59.220 ⇒ 00:28:07.649 Robert Tseng: I’m not… I’m not optimistic that… that… that it’s… that it’s going… going well. Like, Contra, at least he’s gotten some leads, like, I… I don’t really know, like…
171 00:28:08.170 ⇒ 00:28:24.489 Robert Tseng: My point is, like, I… I don’t… I don’t feel good about the job… the job application strategy. Like, I just don’t really think it’s… it’s been penning out. So, I’m… I’m open to having my opinion changed, but the way that we’re doing it right now is clearly just not working, so…
172 00:28:24.650 ⇒ 00:28:37.330 Robert Tseng: Like, they’re just… like, I don’t… I don’t necessarily think more volume is gonna change anything. Like, I… I don’t really know enough about the platforms to… to… to be able to make the adjustments,
173 00:28:38.650 ⇒ 00:28:41.660 Robert Tseng: Yeah, I wouldn’t… I wouldn’t consider that a priority.
174 00:28:42.370 ⇒ 00:28:43.090 Ryan Brosas: Oh, okay.
175 00:28:43.920 ⇒ 00:28:52.230 Ryan Brosas: Yeah, I think, if that is not our priority, I could just focus down on events, and the…
176 00:28:52.420 ⇒ 00:28:56.540 Ryan Brosas: The new role, and adding more sequence on that.
177 00:28:56.720 ⇒ 00:29:07.730 Ryan Brosas: Yeah, I think that’s pretty much, I would, pretty much focus on that for the next week, so we could add more leads to our pipeline.
178 00:29:08.590 ⇒ 00:29:17.480 Robert Tseng: Okay. All right, yeah, let me, last thought here is, like, I know we talked a lot about a lot of different things. I know that you’re… you’ve been able to, like.
179 00:29:18.300 ⇒ 00:29:21.330 Robert Tseng: Touch all these different… channels.
180 00:29:21.660 ⇒ 00:29:28.789 Robert Tseng: I would say that, like, this… at this point in the year, we’re, like.
181 00:29:28.930 ⇒ 00:29:48.479 Robert Tseng: we just want to double down on what works. And so, when you’re telling me you want to focus or double down on something, I’m always going to ask, like, well, what’s the performance, right? Like, if you’re telling me you want to double down on job… job posting, that to me doesn’t make sense, because we haven’t gotten anything out of jobs, right? So, like, I think…
182 00:29:48.580 ⇒ 00:30:06.900 Robert Tseng: I want you to kind of sift through the noise a bit when you’re telling me, like, what you want to double down on, because I’m gonna ask, like, well, how… like, why… why should we double down on this one? Like, has it shown some traction? Are we getting new leads? Like, I think…
183 00:30:07.270 ⇒ 00:30:24.249 Robert Tseng: there’s different ways to talk about, potential. There’s actual contract value, which is the most important to me. If you tell me a channel has brought us real dollar, like, I will… I will agree with you on whatever you say. If not, and it’s like, we’re still warming this up.
184 00:30:24.410 ⇒ 00:30:42.959 Robert Tseng: we haven’t gone… we haven’t gotten any contract value from it, but we’ve had X number of leads, we’ve set up X number, like, Y number of meetings with them. Okay, I’m, like, open to that. It’s like, okay, maybe we’re just not closing those leads. We’re getting leads, but we’re not closing them somehow. So that’s… that’s a channel worth continuing to work… to… to work on.
185 00:30:43.020 ⇒ 00:30:49.430 Robert Tseng: Like, that’s… that’s the way that I want to kind of frame things with you, like.
186 00:30:49.690 ⇒ 00:30:59.840 Robert Tseng: so that you’re not doing, like, 10 different things at once, but you’re, like, focusing on the channels that are working, right? Like, I don’t always want to be giving
187 00:31:00.640 ⇒ 00:31:08.159 Robert Tseng: like, I think you… you… you should… like, you’re seeing things at a level that I’m not seeing, like, day-to-day.
188 00:31:09.710 ⇒ 00:31:23.440 Robert Tseng: I was more involved in pushing Top of Funnel maybe, like, a month ago. Obviously, like, kind of business has shifted. I’m, like, running delivery again on some of the clients, and so I just have not been able to give it the attention that it needs, and so…
189 00:31:23.670 ⇒ 00:31:27.890 Robert Tseng: I… I just… I need the…
190 00:31:29.460 ⇒ 00:31:36.620 Robert Tseng: I need that level of, like, understanding about channel performance so that I can help
191 00:31:37.090 ⇒ 00:31:40.459 Robert Tseng: Say whether something is a priority or is not a priority.
192 00:31:40.610 ⇒ 00:31:41.860 Robert Tseng: Because…
193 00:31:42.750 ⇒ 00:31:53.169 Robert Tseng: that’s… that’s the time that I’m, like, not… That I’m not spending right now. I’m not, like, digging into every channel and, like, figuring out all those metrics, but if I…
194 00:31:53.330 ⇒ 00:32:05.049 Robert Tseng: If I had the time to do so, like, that’s how I would approach it, so that I can understand all of the different levers, all the different channels, the performance across every channel, what has been working, what has not been working.
195 00:32:05.050 ⇒ 00:32:13.819 Robert Tseng: conversion at different stages, and that’s how I prioritize, like, what’s, like, what’s working and what’s not. So, I’m just, like, kind of…
196 00:32:13.840 ⇒ 00:32:19.650 Robert Tseng: Spending the time to, like, Walk you through this… this exercise so that…
197 00:32:19.800 ⇒ 00:32:27.220 Robert Tseng: When we are trying to make adjustments, like, you’re able to make an informed opinion about what
198 00:32:27.480 ⇒ 00:32:32.600 Robert Tseng: Efforts you want to focus on, in a way that, like.
199 00:32:32.810 ⇒ 00:32:37.469 Robert Tseng: you know, Utam, Nai, or anyone else on the team can understand.
200 00:32:37.960 ⇒ 00:32:39.659 Robert Tseng: Does that… does that make sense?
201 00:32:39.910 ⇒ 00:32:47.029 Robert Tseng: If you feel like I’m wrong or this is not helpful, like, let me know, but, like, I felt like I needed to have this conversation with you so that
202 00:32:47.330 ⇒ 00:33:05.780 Robert Tseng: you know, you’re not just, like, whiplashing to, like, whatever Slack message that gets dropped, because I know that those channels are very noisy, they can be very chaotic and confusing, and sometimes we just need to step out of that, have a call, really break it down, and that helps you to sift through the noise better.
203 00:33:06.670 ⇒ 00:33:24.239 Ryan Brosas: Yeah, I agree with that, because, yeah, we tried a lot of stuff, and we are prioritizing our resources to much… to those, to those, you know, performing well right now. Yeah, I think I agree with most of what you said, and it all makes sense.
204 00:33:25.280 ⇒ 00:33:25.940 Robert Tseng: Okay.
205 00:33:26.050 ⇒ 00:33:31.669 Robert Tseng: Cool. So, yeah, I mean, I know this was, like, kind of a all-over-the-place kind of conversation. I mean…
206 00:33:31.840 ⇒ 00:33:42.559 Robert Tseng: I… hopefully this was more helpful than it… I don’t know, like, but, yeah, if you ever have questions, like, about this, and you’re kind of working on something, and you’re just like.
207 00:33:42.910 ⇒ 00:33:54.429 Robert Tseng: I don’t know what to prioritize. Yeah, I think you should just… you should just message me. I’ll always make time to, like, kind of hop on a huddle or something.
208 00:33:54.700 ⇒ 00:34:04.140 Robert Tseng: Yeah, especially because I’m leaning heavily on you and Hannah right now to kind of keep the sales pipeline going. So,
209 00:34:04.300 ⇒ 00:34:12.579 Robert Tseng: yeah, there’s never an inconvenient time on this, and I want you to feel like you have clarity on, like, what you’re focused on.
210 00:34:13.550 ⇒ 00:34:19.259 Ryan Brosas: We’ll do. We’ll, we’ll DM you or ping you on Slack.
211 00:34:19.929 ⇒ 00:34:29.989 Robert Tseng: Okay, cool. Yeah, alright, I think that’s… that’s all I had to talk about. Yeah.
212 00:34:32.040 ⇒ 00:34:33.089 Ryan Brosas: Yeah, thank you.
213 00:34:33.090 ⇒ 00:34:33.969 Robert Tseng: Anything else?
214 00:34:34.469 ⇒ 00:34:36.389 Ryan Brosas: Hmm…
215 00:34:38.529 ⇒ 00:34:42.459 Robert Tseng: I think none for now. I will… None for now.
216 00:34:42.469 ⇒ 00:34:43.889 Ryan Brosas: Yeah, yeah, not for now.
217 00:34:44.639 ⇒ 00:34:47.709 Robert Tseng: Okay, alright. Thanks, Brian.
218 00:34:48.130 ⇒ 00:34:50.119 Ryan Brosas: Thank you, Robert. Have a great day.
219 00:34:50.440 ⇒ 00:34:51.480 Robert Tseng: Yep, talk to you later.