← The Marketing Millennials
The Marketing Millennials
How to build a $1M GTM Fractional Business (From Marketingland 2025) | Ep. 382
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Welcome back to the Mark Millennials podcast. Today we're running one of the best talks from mark Milan Festival 2025. I'm Daniel. But today Sangram is giving a talk that breaks down how to build a fractional businesses that generates 250k to over a million dollars. This has real frameworks, real numbers tactics. You want to start today, so grab your notebook and let's dive in. Welcome to the Marketing Millennials, the no BS Marketing podcast. I'm Daniel Murray and join me for unfiltered conversations with the brains behind marketing's coolest companies. The one request I tell our guests stories or it didn't happen. Get ready to turn the off.
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Thank you so much and welcome Demandland. This has been something that I've been working on almost for a year and a half, and a lot of you are here because you're trying to build a fractional business. So maybe just to get started in the poll, type in if this is the first time you're trying to build a fractional business or maybe that you have been doing it for a year or two or longer. So I just get a feel for how many of you are actually trying to build a new business business. A lot of people would go from a W2 job to saying, well, it seems like I have 10, 20, 15 years of experience. I want to start a fractional business. I don't know what it means, but I know I want to want to do it. And today that's what I'm going to help you figure out how to do this. But there are also a lot of people who are coming to this that we talk to all the time that have been doing some sort of consulting or fractional business for a period of time, like a year or two or three or longer. So it'd be really cool if you're in the chat if you could drop that in. So I get a feel for it. And as you go through it, just recognize this is probably the best time to do this. And the reason is because if you are in the world right now of figuring out what should I focus on? And let's say you have 10, 15, 20 years of experience. This is very specifically on those lines. Then you have a lot to offer. There's something that nobody can take away from you is your experience. There's something that nobody can actually be in. The position that you are in is because you have the battle scores to show that you have been in this particular industry for 10, 15, 20 years or this type of role, which makes you Incredibly valuable. You can't really drop in an AI agent to act like a 15 year experience legal tech, CMO, you just can't do that because it wouldn't know what that all it means. I've actually tried it, trust me on a prompt I'm like, all right, act like a cmo, tell me. And it's, it will give you all the buzzy language around it. But when you have gone through the trenches and when you have gone through building somebody's business and when you have created pipeline that is 10, 20, 30, 40, 50 million, there is context that you have, there is ability to diagnose and solve issues or look through patterns that come so naturally to you because you have the experience. So if you have 10 plus years of experience in whatever field it is and you want to build a fractional business specifically around 250k $2,000,000, this is for you. And I'm going to share that with a few examples. I'm going to show you exactly how I have done it because that's literally a lot of times what people will ask and why, why you should even listen to me for this specific thing. And most importantly, I'm going to leave you with practical ways to implement that you can literally do today, if not tomorrow. You can literally start some of these things today to get to it. And I'm going to do some math exercises with you too. And it's good to see a lot of people are in starting new because that's, that's literally again probably the most exciting time to be. And if you have been doing, I think this is going to help you think about how do you productize your offering, how do you package it, how do you price it? So it's going to give you some of those elements as well. So let's start, start with this. You want to build a fractional business and today I'm going to talk through three different ways to do this. But most importantly, I think this is the part a lot of people don't get is where do you start this thing? And I'm going to share that is because Brian and I, we've written multiple books and the last book move became a Wall Street Journal bestseller. I've written enough content, there are 70,000 you can look up on LinkedIn. There are 70,000 people who have gone through the courses online as founder of two companies that have all over $100 million in exit. So I'm sharing this purely from experience. I'm not sharing this as a chatgpt or a 20 year old trying to say, hey, here's all the things you could do. I've actually done this. This is what really is very much an experiential thing. I'm actually part of this experience right now. So I want to make sure that everybody knows that none of this, what I'm talking is going to be theory. This is actual practical stuff, literally step by step going through it. But the most important thing I had to wrestle with is why am I doing this? And I want you to think and think hard about it. Why do you want to start a business? Because ultimately being a fraction is not just going to get another job from a W2 to 1099, it is literally how you literally are going to become a business owner. So so few things to think about. And this is where I fumbled. I didn't start with the end in mind. So if you are doing this, then what is your end in mind? Is it more lifestyle business? Is it two, three clients? Is it variety of projects? Is it you're tired or you don't know or you literally are trying to figure out how do you make some side money? Like whatever it is, what I'm sharing with you in this is actually how you build a true business, that is your business. You become a small business owner, welcome to the economy in general way. And you have to think about that and in mind like what kind of business you want to build. And I'm going to give you some practical examples of it. Second thing is you have to figure understand that you are actually now a business owner, which means you're not running the business, you're owning the business. And it has very tremendous amount of implications what that means when you're running, let's say you are a marketing or sales or whatever different roles that you have been. When you are running certain areas of a business, you are only focused on that part of it. Whereas owning a business means you have to literally take a step back and really truly understand why you do what you do. So it's very important to understand that you are becoming a business owner. So you should, you should have a little bit of energy around what you're trying to do. More so than hey, I'm here to help. And number three, this was the hard one for me. Your time has to equate your energy. A lot of people are doing a lot of consulting work and you may have tried that and done that where you're just trading time for money. But again, if you have 10, 20, 30 years of experience, your time is way More valuable than the money that somebody might spend for an hour. So sometimes your advisory work, you might think you're not worth it. But the work you do in advising, for example, and I'll give you specific examples, that one call might be worth $5,000 and you might say, oh, I'm not worth $5,000 for one call like that. That's crazy talk. Well, first of all, you may not have $5,000 calls every day, every hour of the working hours. So it's not equal to that. Two, if you have 10, 20, 30 years of experience in an industry on a specific problem, yes, you are worth probably more than 5,000 because you can see the patterns and you have again, the battle scars to show that you can help them solve problems. So the value that you start thinking about yourself has to be different. And your energy and time has to start working in the right direction. So again, you have to start thinking about, you're going to be a business owner, you're owning a business, and your time has to translate with the energy. Now, why this is important, before I walk into the ways to do this is like some of you might still be wondering, I'm not sure is this the right thing? Is it? Because I'm in between jobs and I'm calling myself fractional. So drop in. Are you in between jobs in the comments and looking to do this, or are you really trying to build and become a small business owner? And as I can see through the comments and things like, if you are truly trying to become a business owner, this is the most important thing for you to recognize that the market has shifted. If you haven't seen it yet, there are lots of layoffs. There are lots of different ways companies are trying to do. And the most important is the market has shifted, meaning people are going through efficient growth, meaning they want people to do more work for less. Any one of you doing less work because of AI? I don't think so. We all are more busy than we have ever been. And the CEOs that we talk to and the PE firms when we work with them, they're no longer looking for. They feel like, well, they can't really get a high quality CMO or a CRO or an executive or director, VPs of high caliber for the price they're looking for because they're trying to taper down the cost per employee. That metric is really true. And then ultimately, what companies are starting to move in the direction is that they would rather pay for a service than a software. So we believe there's a rise of services instead of software as a service, there's a rise of services as a software. Meaning somebody would rather pay you 10k a month. Just go with me here for a second. Let's say somebody, let's say you are like a 300k executive. It's hard for somebody to hire somebody at 300k in this economic condition unless you like it's just your P backed and you have a lot of money and the company's going crazy instead. But if you could get somebody for 10k a month, that company, you know what? Yeah, 10k per month for one day a week makes sense. So from your perspective, the math is if you can get 3 clients for 10k a month, that's 30k most likely you're gonna make more money than what you would have done in full time. So on your end it is only three clients from there and it's only 10k. So it's a win win situation from an OPEX perspective. So it is absolutely the best time to do it. And when we look at what our company is really struggling with, we did a whole study around this and this gets into like why this is important so we can get to how to do this is literally this idea that the number one thing that's stopping companies from hitting their goals and you might actually support it and drop it in the comments if you support this or not. But our research at GTM Part Research shows that 68% of the gravity leaders said that hey, if my CEO and my executive team, if they knew and we all agreed on the same goals, not just a spreadsheet goal but how we are going to go about doing it and what ICP we should focus on and how should our deals process and what segment of the market we should dominate. We would hit our numbers. They didn't say AI, which I was looking for an answer. They didn't say market which I thought would be an easy thing to blame. They didn't say people resources which would be an obvious thing to raise. But they literally said I don't need any of that, I need more clarity. And which is why again when you have 10, 20 years of experience, you can bring that because of the patterns that you have seen over the time. So couple of things to layer in on. If you are going to build a fractional business you got to have frameworks and one of the frameworks that you can literally use, this is like giveaway. You can take a screenshot, use it. I'm sure the slides will be sent over Is simply this. If you want to build a build, if you're doing something, go to market and you want to build a fractional business, you gotta have a framework that gets people going. And so here's a framework we did through our research that there are 15 go to market problems. So every time we would go on a call, when somebody would say, hey, I want you to help us with certain things, we'll literally pop open this framework and say, oh, tell us more about it. Instead of saying, oh, tell me more about your business, who you are, what you do, what your ARR looks like, all these superfluous questions. Instead we literally get into the business and say, oh, our research shows there are 15 go to market problems. Which of these do you face? And they immediately are drawn in and they're circling on three of them and debating. And now we are in the business with them and we are talking the same language and no longer selling. So frameworks allows you to have a conversation that leads to projects and work as opposed to an open ended, let's just talk about what problems you have. Nobody wants to talk about that. We all got problems, but we don't want to bring all those problems in the world. Here's another one, we kind of bring it, which is called the SaaS value of debt, saying what value of death are you in? Are you in your create but not market or market but not sell. This is literally, as you can see, it's emotional in nature, but again, a framework. So frameworks is the way business are transformed and you can charge more for it, which is where we will go into in a second of how you price it and package it. But frameworks is literally the first takeaway for you, is that do you have a framework? Can you use a framework to answer those questions? Because if you can, then it makes it all the more different, which is why we have this notion. And an agenda item for everyone is like, hey, look, we're not trying to point fingers at departments. We are going to help you solve a go to market problem. As soon as we say that, the marketing leader, the sales leader, everybody feels at ease and they are like, okay, we are here to solve business problems. So again, language, words have the power of life and death. So you got to figure out what problems and how you solve it, but use frameworks to do that. And then the other big takeaway for you, this will be my second big takeaway for you already, which is of all the work we have ever done. We have found that everyone wants one of these eight things. So you can again take a screenshot of this and start working through it. Even if you use all your experience and say I can do this really well and blow that up and actually do deep work on it, you can build a million dollar business. But every single work that we have done, we had over again 70,000 people who have gone through our programs. We have thousands of clients that we have helped and represented over the years. And what we have seen is that they're only looking for one of these or multiple of these eight outcomes. And that's what people pay for. They pay for outcomes. So these are all very self evident. Either they want a growth playbook or they want an icp. They want to build alignment on trip, they want dashboard or, or they want insights with their customers. It's a very, very straight up what problem they're trying to solve. So all of these words are very carefully crafted. You can literally build an entire business on even just one of these eight outcomes that you can deliver. So with that being said, you might be asking, well okay, but how do I get hired? How do I become a leader? Well, for that you need a few things. You need credibility, which I think you have. If you have 10, 15 years of experience, you gotta leverage that up. You gotta have references, make sure your LinkedIn has recommendations from your existing people that you have worked with. And even if you have worked with the current clients or just have been a W2 employee, still get recommendations and references, your experience, you probably already have it. You need to put in writing about and sharing lots of examples around it. And again, you gotta show results to those outcomes that you are trying to map. So these eight outcomes, whatever you're doing, you need to go back to your LinkedIn again and say, can I actually put my update my LinkedIn to show any of these outcomes and that's how the results are shown. So the first thing is your LinkedIn, your LinkedIn. Most people, your first five clients, this is important. Let me make sure you pay real good attention to this. Your first five clients are already in your network. They just don't know this is what you do. Let me say that again. Your first five clients are already in your network. They're going to pay you for the next six months or at least a year. They just don't know that you actually are a fraction leader. So part of it is announcing that you're actually going to do that with a clear point of view. Again, think about this as a way of thinking or a framework that you might use and making sure you have results around it. So that's how you literally open up. And LinkedIn as you have seen a lot of may have seen that the algorithms have changed quite a bit. The way to make sure your entire network knows about what you're doing is through a new job thing that you're doing. Like hey, I started a new, I'm a fractional xyz. But again this just don't go open ended with it because then people don't know what exactly you would do to help them. They say oh okay, he's doing something new. But if you actually are very specific and I'll give an example of that in a second, then people know, oh I should talk to Sue, I should talk to Sarah about this. And so here are the three ways of building business straight up. One is you do unlimited selfies of yourself, write how good you are all the time and you use AI to send as many emails and calls all the time. And you might be thinking I'm kidding, you might be laughing right now. If you are just drop it in the chat. But the reality is a lot of people are doing that. Lots and lots of people are getting a lot of engagement on it but they are absolutely not helping deliver any good things. Things. It's a very hard thing to do, it's very self serving. Most people are not get yucked out about it but there is a market for that kind of thing. That's not how we did it, that's not who we are and that's not what we recommend. But there is a way to do that and I've seen people do it. The second is you may already have years of experience which in your case, and I'll use an example of Lydia who's one of our fractional leaders who, who has 12 to 15 years of experience in legal tech. So if you go to Lydia's LinkedIn profile she will say I'm a legal tech go to market leader. So what is she doing? She's niching down on that ICP for legal tech again. How many clients does she need? Maybe 3 to 4 clients. And how much they need to pay? About 5 to 10k a month. And what would that be? More than what a CMO makes. So it's a very clear brand specific. So second is if you're an authority like we have written three books, we're writing the next one, we have done courses, we have a framework. If you have your own brand yourself around the framework, it takes time but that is good. The third is through connections through pe, VC network and those things, as I said, your first five clients are literally waiting to work with you. They just don't know you exist to do these kind of work because you haven't announced that to them yet. That's literally what happened to us. And we know hundreds of examples of it, but you have to do it in a specific way. And the last thing way to do it, which is what we recommend now more so than anything, is to build on other people's brand. This is what we didn't know. There's an EOS implementation. So you can actually be a EOS implementer. You can go check them out. It's like $50,000 or something. There's a story brand if you only do marketing, story brand with Donna Miller, they do some certified branding around it. Or John Maxwell certified if you want to be a coach. I think they charge 5k per person per year or something like that. So other people brands, you can use their frameworks that actually you still can do the work and you have your way of doing it, but it's other people's brand. And these are the three ways to you to build the fractional. Now, the first one is the longest and it's yucky, but works. The second one is that you must. You can fake through it because this is. You already got to have a brand or a book or connections around it. And the third one is the fastest and the most focused way of going forward. This is important to note how and how long you have to do it. If you have next six months, then maybe you should try the second or third one. If you don't have the second one, then you're literally left with the third one is the way to go about it. We believe that's much more valuable. Now, before I share a couple of examples of it, here is a very important quote that has changed the directory of my life. It is by James Clear. He wrote it in the Atomic Habits and he said you don't rise to the level of your goals, you fall to the level of your systems. What is he saying? He's saying that, look, everybody has the same goals. You want to be healthier, stronger, happier, be financially free. And all of it. Everybody has the same goals. Every company wants to grow, every. Nobody is saying, hey, how do I lose more customers? Right? Like it's just how it is. You all humans, we're all trying to do better. Even AI bots are trying to do better. But we fall to the level of our systems, meaning we are actually what is Your system, how are you going to get there? How are you going to build a brand? How are you going to create a framework? How are you going to get your first client, how are you going to. That's a system. So the goal might be I want to have a million dollar, but what's your system to get there? And that's what this is about. This is about getting your mindset to become and think like an owner. To build a system. And to build a system what you need is you need a brand funnel, community differentiator, a newsletter, lots of different things. You want to be all times on all of it. And you need multiple streams of revenue like a workshop or advisory or courses. All the different things that we have experimented with and tried and made sure that our revenue stream is. So if you want to be a fraction leader, you may start small. Get the first five clients through your network by saying this is what I do and here's how I do it and here's what I stand for. And you would typically get at least 10, 20 calls and you will may likely have three to five clients in the first 30 days. It's very likely that that would happen. But over a period of time you need to make sure that the well doesn't dry up and you have workshop and advisory and courses, just multiple streams of revenue. So I want to give you and walk away in the end with what is the content strategy we tried how do you put a funnel? What was a productivity calendar and how do you build a tech stack for US it's a $6 million is what we have generated in the last three years. What does the tech stack look like? These are the most common questions we get. So I'm just going to share that with you and if you have anything specific just drop it in the chat. We'll do the Q and A on that in the end as well. So here's an example of it. We started writing on substack so you could literally start substack for $0. So this is like the third takeaway for you. You need people to subscribe to your email and you need to find a way to be in front of them. If you just set up wait on algorithms to work in your favor and you write a great post on LinkedIn and nobody reads, it's lost. But if you write an email it's going to go to somebody's inbox and like chances are if they follow you, they, they will read it. LinkedIn may change completely. So why, why worry about that? So we Started writing about it. And now we have 175,000 people who read our GTM Money research, people who follow us and are certified in our process. They can use, like Heidi over here, our research and write content around it. And that drives them to buy courses or advisory or research with us. So this is where you use original content that you create and end up becoming an expert in the area that you want to focus on. Here's, and here's some. And here's something I want you to consider. And I wanted to put this slide very specifically. Do not confuse your buyers by saying, well, I do advisory. Oh, and I do this. And I can do fraction work and I do some marketing. Yeah, I can run ad. They're confused. So that's like the complexity that we fell into. And I want to make sure you don't. Make sure you're very clear about here's the one thing I do, here's the funnel, here's how you can work with me, and here's the process we're going to follow. Because when you do that, the complexity is not there. It's very simple and people can make a decision, yes or no, and you'll get a feedback on it. But if you have multiple products, multiple funnels, multiple processes, the complexity just keeps going up. And that's what kills most businesses. Again, you are a business owner. It's not about launching more campaigns anymore. It actually is about what is the one thing that you'll be remembered for that people will pay money for and that you can follow and do an excellent job. I call it the Brand Demand Delivery System. What does your brand stand for? How are people going to find you to create that demand that you need and how are you going to deliver on it? That way they know that what you said is what you delivered and that's what the simplicity scaling method is all about. So for us, the funnel is very simple. If you go to my LinkedIn today, you can see we have two different ways people can come through, but multiple different ways. But it's really the same funnel. The funnel, literally, if you go to my LinkedIn, you will see in the feature section the courses that people take. We give it away for free so people can sign up. And when they see how we work, we give them an assessment to do. They can come through the assessment again into the course or through GTM Monday, our research note. And again comes to the LinkedIn and against to the course. So all of that is goes to the one single funnel. That way we are dropping everybody in every way into this one thing. So what's your one thing that you can drop in? Is it your, your phone number or is it something that they can actually see and say, you know what, I think there's some interest to it. I'll give you a couple of examples. You should follow these people on LinkedIn. These people are doing it the best. Sarah and Sue Foley. Sarah Ellen short on the left, she has in the feature section how people can work with her. She has this work doula thing going on, this GTM advisor and then she's a fractional cmo. Sue Foley, on the other hand, she's a GTM OS certified partner and she has an assessment right below her her in the LinkedIn and people are able to generate leads and they get direct people coming to it. Most people's LinkedIn is messy. People don't know what it is. When they come to your LinkedIn profile, it's your resume you need. People should know how to buy from you and with you. Right? Like so when somebody comes to Sue's profile, they know what sue stands for and they can go and do the assessment and she gets the lead from it and they know she's a GTMO certified partner and, and same is for Sarah. When they come to Sarah's LinkedIn, they see what Sarah is all about and they look at the three different offerings and they get to make a choice if they want to work with it. So if you go back to your LinkedIn and you feel LinkedIn is made up of the most popular post you did, which is what we did before, it doesn't matter. Once on my LinkedIn I talked about becoming a US citizen and I put it out and I got thousands and thousands of views and likes on it. And so I made it a featured section. And then the coach that was over, he's like, what are you doing? So are people going to hire to become an immigrant attorney or what? Why is this your featured post? I'm like, well it's kind of nice. And I got like a 10,000 100,000 views on this and likes on this. He's like, okay, great, you know you became viral. Okay, so what. But how are people going to buy from you? What would what is this is your most priced possession when they come to your profile. So is the right content. Go back to your LinkedIn, go look at my LinkedIn, look at Sue's Linking, look at Sarah's LinkedIn. These are practical ways to streamline because your LinkedIn is your resume. You don't Even need a website to get your first five clients. If you're new, you really can build a million dollar business just by making sure and none of them have a huge following. You can see there's a couple of thousand people but they both have built a million dollar business close to that right now. Like Sarah literally posted on LinkedIn recently that she used to make X amount of dollars as a cmo. She's making more than that now and it's not even half the year. So it's a very possible thing. People are doing this but doing it with the right clarity around it. The assessment gives them a lead, they go through that. So in interest of time I'm going to share the tech stack and then we're going to get into more Q and A. A lot of people ask like what is your tech stack to get to 6 million in three and a half years. And we go back and look at it. We do not have any paid tools, we do not have a CRM as a fractional leader I don't need more tools. I don't have a marketing automation. As you saw we use all of our courses is through thinkific which is 150 bucks a month. We use Zoom for calls, Fathom for recording, Riverside for some high quality content that we create in slack. GTM Monday which is 175,000 subscribers is free. We get the email list, we can send them as many emails as you want. We never have to pay for it. It's beautiful. I have no idea how they, I mean I know they make money if you have paid subscription but it's all free so it works. We create amazing content. Every Monday we write new research. So I have a video or graphics designer that we use on a fractional basis. We have a couple of executive assistants who help us with different areas. Brian and I are the two founders and we have our movebook which is our framework going back to the three ways. The middle is how we do it. That's our tech stack. Probably a thousand bucks a month or so is worth how much we spend on all of our tech and that ends up being the best way we are able to run a very lean and profitable business. So this is not something that you have to kill everything to do it but you have to be very surgical about who you are, what your clear icp, what target market you're going to go through. Like as I said that Lydia would goes after legal tech. Like sue is based out of Australia. Sarah is in more or less supply chain and she does fractional work at some of these areas. Very, very clear in all three of them and has a very specific purpose for what they do. And again, you don't need 5,000 leads. You need 3 to maybe 5 clients paying you 5 to 10k a month and that you will end up making more money than you made in full time. So this tech stack thing is actually a way of showing it. Now the last thing we get asked a lot about is well, how do I balance between being delivery and delivering all the work I do? Because it takes time versus demand gen. So here's how I do it. And so this is literally I put together just for this conversation because I get this asked so many times and it's a real problem because when you are working W2, you have your calendar is full with all kinds of meetings and now you have to create your own calendar. You're a business owner, right? So here's what I do. I typically block off my calendar before 10am so that I can do what I need to do. Very, very focused on it. Work with my EA if I need to, but it's really about that. Then I open a BP 10 to 4 typically for sales calls if I need to. And then I block off on purpose Monday and Friday because that's when I know I'm delivering something or working on some research or I just want my Friday off like I really do. I don't want my Friday to be. I want to do what I want to do on Friday. So sometimes I'll take it off, sometimes I just work on things. But Fridays, where I don't think most sales calls anyway happen. So I don't want to create a perception that I'm available all the time anyway. So that works. And my week and my. And it's the math like you have to just create do a math equation on this one. I try to have one strategic conversation every single week. I make sure it's on my whiteboard right here that it helps me. I want to have about three to five meetings a week. And on an average we push through one deal or so a week or not. And again, these deals could range anywhere from 10k per month. Advisory, business advisory, fractional work that we sent to other people now that we have work coming in. Or we would actually price it in a way where it takes care of us for multiple different months. It could be rolling over a period of time over 30, 60, 90 days, not just month to month. So we do that. That's how our metrics are. And then when it comes to content, which is ultimately what people say, well, how do I get people in it and how do our people start? So for us, we just said we're writing a research note every Monday. So that's one piece of content that just happens. I typically write once a week here based on the conversations I'm having. So it's very much in like very much authentic as opposed to just made up from weeks ago. I share a framework or an idea around it. Once a week I see some results or celebrate someone and it's a combination of those five things that I do. You could choose to use one of the research and have a point of view on the research. As a matter of fact, nobody says this. This is very important. This might be the fifth takeaway for you. If you don't write up single post, but just comment on the most important people in the industry that you're trying to navigate into. And you just comment Every single day, 5 to 10 comments on different people who have lots of views and lots of engagement. You are going to have people who say, oh, who is this person? No, the John over here is writing really amazing comments to this. And that's deep. It's not just saying congrats, it's actually going deep. Let me see who John. And they'll come to your profile so you can actually get other people's following and all of that to your LinkedIn profile, which then if you have it set it up, they would know what you do and potentially work with you. So the comments are actually more powerful than writing comments. If you're not written content not into it, you actually can respond really deeply towards it. Because I bet again, if you have 10, 20 years of experience, you will actually be able to have deeper content and that you're writing as opposed to just fluff content. So that's what you do. And the last thing I'll say is that, hey, look, if you're not having fun, what are you doing? If you are working, whatever you're doing and if you're not having fun, I think you just stop and rethink about it. Everything I said to you is really a mindset thing. And see, this is another screenshot you can take. We create and when we help other people, we literally help them think through these 15 limiting beliefs that is stopping them from becoming the true business owner or achieving some of it. And one of them is really that the own not run concept, which is how do you own something and make something out of it. And a lot of people also have a lot of fear about it. So how do you create hope as your optimism, as your strategy as opposed to fear? So again, you can take this screenshot as something people printed and put it out there in front of them every time they hit a roadblock or hit a no. Or feel a lull or all the things that happen to it. So to finish off before we get into Q and A, there are really three ways to build your business and you can choose any way you want and you have. I've shared with you which ways are slower and faster. But if you want to build on somebody's brand like there are multiple brands, you can also build it on GTMOs. You can go to my LinkedIn and see how to do that. The featured section, you will see that. But if you have a brand yourself and if you have an authority or connection, you can literally be clear about it. Get your ICP clear about it, who you do, what you do about. Look at Sarah, Sue Foley's, Lydia's, Don's, the several people I shared examples for. They're actual people on LinkedIn and you can see there and how they have done it and try to replicate it because nothing worse than people not knowing what you do, which is what's stopping you from actually moving in this direction. So that being said, thank you so much and I'm open to any questions that you might have.
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