The community is changing. Here's why... and what it means for you.

Apr 8 • Start Here

When I started the Warm Leads Playbook, I genuinely believed the barbershop story said it all.

A barber. A staffing agency. No ad budget. Just two people helping each other win.

That's the kind of thing that sticks with you, because it's simple, it's human, and it works.

I still believe that. Relationships are still the whole game.

But this quarter, I learned something I didn't expect:

relationships at scale only work if you build something underneath them that doesn't forget.

That doesn't get busy.

That doesn't drop the ball when life gets complicated.

Here's what I mean. In Q1 of this year:

A prospect I was working, went quiet for 18 months. But then their company had a huge merge. They then had a security incident. They also had an office relocation. A human probably would have moved on. BUT the system didn't. When they landed in Florida and started researching for help... we were still there. We won that deal.

Another scenario here wasn't as warm as the previous one... it was cold (really cold). We attended a conference and we did research on attendees of the event. We sent a well researched email to a attendee while at the event, he was a former counterintelligence professional and that turned into a booked meeting. He enjoyed our email so much that he then sent a referral to Ohio State prospect, and even tried to buy the system that we built for that research.

Here's what it did for content: A brand new LinkedIn account (no existing network) hit 8,072 impressions in two weeks and brought in 6 new leads that liked/commented.