[Top Agency Series] Humanizing Your Brand: Secrets Unveiled With Joshua B. Lee

Joshua B. Lee is the Founder and CEO of StandOut Authority, a company dedicated to humanizing marketing by helping entrepreneurs and executives grow their brands through the power of LinkedIn. Known as “The Dopamine Dealer of LinkedIn,” Joshua has managed nearly $1 billion in ad spend and driven over 35 trillion online impressions, building influence for high-powered professionals in a noisy digital world. With over 20 years of experience, he has founded 16 companies, worked with platforms such as MySpace and Google, and continues to transform how professionals create genuine human connections online.

Here’s a glimpse of what you’ll learn:

• [06:31] What led Joshua B. Lee to found StandOut Authority
• [10:52] Common LinkedIn mistakes and how to fix them
• [13:36] Partnering with Delphi and how AI clones are reshaping training content
• [15:44] Why personalized connection messages matter on LinkedIn
• [21:15] The three “triggers” for outreach messages that open real conversations
• [29:45] Why your About section should be a narrative, not a resume
• [31:22] How Joshua’s Costa Rica video hit over 1.2 million views
• [37:44] Why using LinkedIn automation tools is risky
• [40:57] Decoding LinkedIn profiles and strategy — dos, don’ts, and what truly drives visibility
• [56:05] The story behind Joshua’s upcoming book, Humanize Your Brand
• [59:28] The story of a $1.3M bet that almost cost Joshua $10M

In this episode…

In an era where automation and spam dominate digital platforms, professionals struggle to build meaningful relationships online. How do you create real impact, stand out from the noise, and build trust in a world that’s more disconnected than ever?

Joshua B. Lee, known as the “Dopamine Dealer of LinkedIn,” shares how to shift from selling to connecting by humanizing your brand. With two decades of digital marketing experience and a deep understanding of the LinkedIn algorithm, Joshua emphasizes authentic connection over automation. He outlines practical tactics such as using engagement triggers, optimizing LinkedIn profiles for emotional resonance, and leveraging LinkedIn Events for lead generation. All of these strategies are centered around building advocates instead of cold leads.

In this episode of the Inspired Insider Podcast, Dr. Jeremy Weisz interviews Joshua B. Lee, Founder and CEO of StandOut Authority. They discuss crafting a powerful LinkedIn presence, fixing common mistakes, and building trust in a skeptical world. Joshua explains how to grow authority, attract opportunities without hard selling, and use LinkedIn to create meaningful, lasting connections.

Resources mentioned in this episode:

• Joshua B. Lee: LinkedIn | Website
• Peter Diamandis on LinkedIn
• Dan Sullivan on LinkedIn
• Balance is BullSh*t: How to Successfully Integrate Work & Life by Joshua B. Lee
• Dara Ladjevardian on LinkedIn
• Delphi
• Russell Brunson on LinkedIn
• ClickFunnels
• Jim Kwik on LinkedIn
• Kwik Brain
• Dr. Benjamin Hardy on LinkedIn

Special mentions:

• Josh Berman on LinkedIn
• Abundance360
• Perry Belcher on LinkedIn
• Rachel B. Lee on LinkedIn
• Sebastian Maniscalco on Instagram
• Perry Marshall on LinkedIn

Related episodes:

• “Permission To Be Yourself with Ed O’Keefe Founder of TimeCollapsing.com” on Inspired Insider Podcast
• “[One Question] Building a Platform to Empower Others with Jason Swenk Host of The Smart Agency Master Class Podcast” on Inspired Insider Podcast
• “[Direct Response Series] Triggers, Toll-Free Triumphs, and Tales From a Marketing Legend With Joe Sugarman” on Inspired Insider Podcast
• “[Direct Response Series] Boardroom Inc: Light Bulb Moments after 1.3 Billion pieces of direct mail with Brian Kurtz” on Inspired Insider Podcast

Quotable moments:

• “Metrics don’t build relationships. People do.”
• “How do you stand out in a noisy digital world? By being human and authentic.”
• “LinkedIn is not a numbers game. You don’t need millions of followers to create a massive opportunity.”
• “It’s not about the number of followers; it’s about how you leverage and use them.”
• “In a world of AI, content isn’t king anymore. Quality is queen.”

Action steps:

1. Personalize every LinkedIn connection request: Start your message by thanking someone for engaging with your content or visiting your profile. It makes outreach more human and begins relationships on the right foot.
2. Use LinkedIn’s three engagement triggers: Reach out to people who viewed your profile, liked your content, or posted recently via Sales Navigator. These signals show interest and are low-hanging fruit for starting conversations.
3. Revamp your LinkedIn headline: Use a formula like “I help X do Y so they can achieve Z” to attract ideal clients and repel the wrong ones. This positions your value clearly and effectively.
4. Leverage the featured section and banners: Add calls to action, downloadable resources, and videos that showcase your authority and direct people to take the next step.
5. Host events through your company page: Use LinkedIn Events to invite thousands of connections, gather emails, and drive leads. Stagger invites to build algorithm momentum and boost organic reach.

Episode Transcript

Intro 00:15

You are listening to Inspired Insider with your host, Dr. Jeremy Weisz.

Dr. Jeremy Weisz 00:22

Dr. Jeremy Weisz here, Founder of InspiredInsider.com, where I talk with inspirational entrepreneurs and leaders. Today is no different. I have Joshua B. Lee. You can check him out at StandOutAuthority.com. And Joshua, before I introduce you, I’d like to point out other episodes of the podcast people should check out.

You know, I’ve known of and known Joshua a little bit over the years, but Ed O’Keefe reintroduced us, so thank you, Ed. He’s been one of the only people, Josh, on my podcast who’s been on more than once, anyone who has seven kids multiple businesses and built multi seven figure businesses in different niches like they should be on have carte blanche on coming on so.

Joshua B. Lee 01:08

Even had time for two podcasts.

Dr. Jeremy Weisz 01:10

I have no idea how he has time for anything. But amazing guy those those episodes are really. He wrote the book Time Collapsing, which is one of my favorites. And so check out that episode. Another one is there’s so many good ones.

Jason Swenk was a good one. He has. He built up an agency to eight figures and sold it and started a company that was buying up agencies, and got to, I don’t know, a $150 million valuation. And then he actually just posted, I don’t know if you saw just what we’re talking about. Josh was all about being authentic and he did a post about how it collapsed.

Joshua B. Lee 01:50

Yeah.

Dr. Jeremy Weisz 01:50

I don’t know if you saw that.

Joshua B. Lee 01:52

I did a lot with me. Was that resonated a lot. I’ve been there, so I get it.

Dr. Jeremy Weisz 01:57

Yeah. And it’s like most people wouldn’t share any of that, actually. They just kind of sweep it under the rug. And. But he shared kind of the lessons and what went wrong with it.

And so that was great too. He’s been on twice as well that many more on InspiredInsider.com. There’s going to be a fun episode if you can’t tell. We’re going to go through a lot of stuff. But before I formally introduce Josh, I’m going to.

This episode is brought to you by Rise25. At Rise25, we help businesses give to and connect to their dream relationships and partnerships. We do it in two ways. One, we’re an easy button for a company to launch and run a podcast.

We do the strategy, accountability, and the full execution production. People know my background in biochemistry and as a chiropractor, but I started podcasting 15 years ago and that turned into a separate business by accident. I never set out to start a separate business in the podcasting space or anything like that, but I found it’s an amazing way to share with the world the amazing people I, I know or get to know. So the number second thing we do is we are an easy button for companies gifting. So we make gifts and stay top of mind for clients, partners, and prospects.

Simple and easy and affordable and sometimes even people send it to their staff. All you do is give us a list of your people, and we do a campaign of gifts to them with your branding, and we curate the products and everything like that. So we kind of call ourselves Josh, the magic elves that run in the background to make it stress free so people can build amazing relationships and focus on running their business. You know, like I was saying, the two things I will never stop doing is profiling the people I admire on a podcast and sending them sweet treats in the mail. So go to Rise25.com or email us at [email protected].

Joshua B. Lee 03:52

You know, I mentioned to you earlier that, you know, Rachel and I are going to be working on or working on a podcast. I think I know who I’m going to be talking to real soon, even more so after this call. So I just had to say that just because, like y’all, I’m excited about it.

Dr. Jeremy Weisz 04:08

So I’m looking forward to your book and we’re going to talk about it. You know, it humanizes your brand, humanizes your brand. And we’ll talk about it. By the time you listen to this, it may be out okay. So we’ll talk about it as if it’s there.

But I want to formally introduce Joshua B. Lee. And he’s really a game changer in the world of personal branding, digital influence and human connection. So if you’ve wondered and I know a lot of people do wonder about this, Josh is like, how do you stand out in a noisy digital world? How do you build a personal brand that creates real opportunities and leverage LinkedIn like a powerhouse? Anyone who’s not using LinkedIn and they have a business I think is just missing the boat.

I and this is not what I do, but I do geek out on LinkedIn stuff. And this is why I love having Josh on because I’ve seen this being the most powerful tool for creating connections in the business world. And I know someone through a podcast called The Dopamine Dealer on LinkedIn. With over two decades in digital marketing, he’s built 16 businesses, managed nearly $1 billion in ad spend, driven 35 trillion online impressions. But he does, you know, really acknowledge that metrics don’t build relationships, people do.

And that’s why he founded StandOut Authority. So he helps executives, entrepreneurs, industry leaders humanize their brands and turn the engagement into a real impact. Now, obviously, he’s helped, you know, there’s a lot of thought leaders that I know and respect that he’s worked, that he works with Joe Polish, Dan Sullivan, Sally Hogshead, Peter Diamandis, but he’s also worked with companies like Google and AWS and Oracle and other companies like that. So you can check it out. StandOut Authority. So Josh, thanks for joining me Jeremy.

Joshua B. Lee 05:53

Man, I’m excited for today’s conversation. I mean, you and I probably were talking way too much even before we kicked this thing off, so.

Dr. Jeremy Weisz 05:59

Oh, like we bet.

Joshua B. Lee 06:00

I can only imagine where the conversation is going to go now.

Dr. Jeremy Weisz 06:02

Just start off and talk about StandOut Authority and what you do. And what I’m going to do is and you’re in for a treat because I have some things that I have pulled up. Okay, I’ve pulled up LinkedIn and there’s some profiles that he knows, okay. And there’s some profiles he doesn’t. And we’re just going to pull up and go through them and see what could be improved with it. Real real time. So just start off and talk about StandOut Authority and what you do.

Joshua B. Lee 06:31

You know, StandOut Authority was kind of a reset button for me. You know, Jeremy, you know, to be able to go in because as you say, you know, from, you know, managing ad spend, being able to move traffic around. Well, one of my first clients was Myspace, right. Like, it’s crazy to be able to think about that. My wife always tells me that I age myself. The Mohawk doesn’t give it away.

Dr. Jeremy Weisz 06:52

Five. Like what? What year is it?

Joshua B. Lee 06:54

That? 2004-2005 was when we started working with them to actually help them build up one of the first monetization tools for Myspace to be able to actually monetize that traffic. And we had a relationship back then with a company called overture, who became Yahoo! And how Yahoo’s not really even around that much anymore. But, you know, again, it was crazy. We were like, it’s.

Dr. Jeremy Weisz 07:15

Kind of crazy. That’s the case too.

Joshua B. Lee 07:17

It is. You know, it was one of those platforms that was there. It was everything. And then, you know, we see these things go away. You know, I hell, I’ve even heard Myspace might be actually coming back, so I’ll, I’ll have to connect.

I was on another podcast with a good friend of ours. I think, you know, Eric Berman. I didn’t realize Eric’s brother, Josh Berman, actually someone I knew at Myspace, he was there, one of the original crew. So that was fun being able to go into that and really have that deep conversation and, you know, reliving 20 years ago. But, you know, like Jeremy, I spent years monetizing traffic, and I think the biggest thing was it didn’t.

I didn’t actually know how many people I helped. I might have made a whole bunch of money. I might have sold a whole bunch of junk. But did I create opportunity? Did I actually give people what they needed? And I think that led me to a point where I was seen as successful, but I didn’t feel successful.

And so when I went through a reset in my life, I was running multiple different companies at the time, monetizing hell every acronym. When I first reset, I was like, okay, what am I going to do? And I really wanted to change from monetizing to humanizing. How do we actually change what I had spent a decade plus doing to actually shift it from selling to how do we actually educate, inspire, and draw our audience?

How do we actually get someone to choose to work with you rather than being sold into working with you? Because, dude, I don’t know about you, Jeremy, but like, I hate being sold, right? Like, it’s just I don’t think anyone likes it. And I mean, honestly, I hate selling people too. So I’d rather have a conversation that creates a, you know, that really builds a relationship and a relationship creates opportunity.

Today’s world. So that’s where StandOut Authority was born. It’s like, how do we actually come in to really empower the human beings behind these brands and allow people to get to know them and actually want to be able to work with them rather than, you know, being caught in a funnel again? And that’s what we did at StandOut Authority. We realized on LinkedIn it was a platform where everyone was just like, oh, let me spam a thousand people and really hope that we get one sale. That’s why we all hate LinkedIn. We always get the hey Jeremy or I’m sorry. It would say, hey Dr. Jeremy, you know, I see you like.

Dr. Jeremy Weisz 09:26

With the emoji that I have in my signature.

Joshua B. Lee 09:30

Yes. Like I see you like wearing shirts. Me too. Let’s connect. And I said, dude, this is so wrong, right? Like there’s a better way to do it. And so that’s kind of where I had my shift and it was like, how do we actually go there and actually do the things that our parents taught us how to be able to treat other human beings, just do it online.

And that’s kind of where StandOut Authority is born. And I really started being able to work with men and women. I used to read their books on how to be able to start my own companies, and I found there was so much power you could actually be a light in such a dark space of just automated crap to be able to actually really go in and really start these conversations, because it’s the only platform that, you know, guys like you and I are actually on. If you want to talk to someone at a major fortune 100 company, the chances of you actually talking to that person is ten X versus any other platform.

Because most times in today’s world, those leaders, those business decision makers, they’re not using their platforms anymore. And if they are, they have some of their lackeys going through and just reposting their stuff from somewhere else because they were told they should. And so that’s what we do at StandOut Authority.

Dr. Jeremy Weisz 10:33

Yeah. And you, I want to talk about some of the mistakes people make. And you just mentioned one. But before we dig into that, how do people typically engage with you from a service side? I could see here if you’re watching, listen to the audio.

There’s a video here. We’re on StandOut Authority. You have some training. You have services. What are the ways people engage with you?

Joshua B. Lee 10:52

Typically we’re done for your service, right? We come in to be able to become the human beings that we’re representing. So, you know, we’ve actually recently changed it to where we had it. Like you work your brand or signature service or elite where going through we’re actually defining who what your personal brand is, redoing your LinkedIn, owning your messaging. Right.

How do we actually understand your mannerisms, your tonality, your vocabulary and be able to have real conversations creating content? I mean, this is the one thing you mentioned, Peter Diamandis like he said, no one had ever gotten his content as well as we did. Right? Like, that’s a huge reward for us, for someone to be able to say that. And that’s what most of our clients say, that we go to so many people all the time, and no one ever can get my voice the way that y’all have done it.

And so that’s what we do, right? We’re going through to really understand someone’s voice, who their audience is and how to actually build those relationships. And honestly, first and foremost, I’m not here to get you clients right. We’re here to be able to build advocates for our clients because an advocate can bring them thousands of opportunities. I think that’s the big difference that we’re making.

Advocates are so much more clients than more than a 1 to 1 client. And so when you’re looking at these, these different aspects, that’s the big thing. And what we started doing now, Jeremy is like, oh come in. You know, we have a monthly service. We work with you for six months.

Most of our clients stay with us for a couple years. We’re now going through and going, all right. First thing, we want to go in and understand who you are. Let’s go ahead and build your personal brand and give you an entire package that you can actually be able to go through and see. Look, you even found a link that was broken. Thank you.

Dr. Jeremy Weisz 12:29

Well, no, it’s not broken. Actually. It’s just me.

Joshua B. Lee 12:31

Just not signing.

Dr. Jeremy Weisz 12:32

You have to be invited. Yeah, okay. Be an exclusive member of the StandOut Authority because I’m looking here. He’s watching me go through like we’re looking at the service. But they have training as we do.

Joshua B. Lee 12:44

We do and we go through and train a community.

Dr. Jeremy Weisz 12:46

But you have to be like, I’m not VIP yet, so like.

Joshua B. Lee 12:50

We’ll get you in there.

Dr. Jeremy Weisz 12:50

Don’t worry, you have to be in the VIP community. But they have one.

Joshua B. Lee 12:53

Jeremy, I’ll tell you. So one of our clients is the CEO of Delphi. I, I don’t know if you’ve heard of Delphi.

Dr. Jeremy Weisz 13:00

I had them on.

Joshua B. Lee 13:01

Okay.

Dr. Jeremy Weisz 13:02

I actually did an interview with him. I go, I don’t want to even interview you. I want to interview you. I’ll let you talk about what they do. But I interviewed his video clone for the podcast, so that’s what I did.

Joshua B. Lee 13:15

This is the funny part, right? Dara, the CEO of Delphi who builds video clones in everyone’s voice, hired us to build out his personal brand and run his LinkedIn content. So that says anything? Yeah, no, but I mean, that’s that whole piece, right? Being able to go through. So like we’ve actually got the Josh clone coming out here soon too.

Dr. Jeremy Weisz 13:36

Oh nice.

Joshua B. Lee 13:37

I think that it’s going to totally change everything because I don’t think we’re going to have the training services that you and I grew up on. Right. Being able to go through, hey, here’s your weekly sessions. The clone has every piece of my knowledge, and it’s going to be able to take someone through based on how they listen and how they grow. Oh, there we go.

Yeah. He was actually just here in Austin. But yeah. Love, Dora. He’s an amazing human. If you haven’t checked out Delphi or this podcast, y’all are missing out because it’s probably one of the best I’ve seen. That is.

Dr. Jeremy Weisz 14:08

That’s me with his AI clone.

Joshua B. Lee 14:09

I can tell because I’ve seen the picture.

Dr. Jeremy Weisz 14:11

I definitely. I’ve had him. I had him on for like ten minutes just to, like, chat. But the majority of it is with his clone. So if you want to check out what Josh is talking about here, you can go to Delphi.

Joshua B. Lee 14:25

I mean, look at the people that he’s working with. I mean, it really is amazing. I even know some others that haven’t been released yet. And it’s fantastic to be able to see the level of human beings. A lot of my friends got Lewis Howes on there, you know, Brian Tracy, Ben Greenfield, I mean, like, look, it’s the people that are really creating change in this world. Brendon Burchard they’re the ones that are stepping up and really joining Delphi right now.

Dr. Jeremy Weisz 14:51

Yeah, it’s pretty cool. So mistakes people make. You mentioned one connection. We’ll start from the basics right. Reaching out to someone.

You know. I was having a little bit of a debate with someone the other day who was actually on a podcast. The person was a guest, and I was saying I always send personalized connection requests, messages to people. And if someone wants to get hold of me, I want a personalized connection request message. And I really and I, you know, look through every one and I accept him or not accept him.

And the ones that are, I don’t know, I kind of feel it’s a bit lazy if you don’t send it. But they were saying no, they were saying, oh, when I send personalized messages as opposed to none. I get more acceptance with none. I’m like, that sounds crazy to me.

Joshua B. Lee 15:44

But you know why, Jeremy? Because of what they’re doing, I got kids. So I always say they’re playing Pokemon online. They’re trying to catch them all.

And this is the whole piece, man. I mean, like, you can send it, but this is why everyone goes, I hate LinkedIn. My feeds suck. I get spammed all the time because that’s what they’re doing. They’re sending non-personalized connections to as many people as possible because they’re trying to think it’s a numbers game and it’s not.

I mean, look at the one of the biggest proponents out there, Gary Vee, he will tell you right now, LinkedIn is not a numbers game. You do not need millions of connections and followers to create massive opportunities, not only for yourself, but for your company. And so like, this is the thing that I think most people need to pay attention to and where I’m going to be honest, if you go back in, I mean, LinkedIn’s been around longer than any other platform out there. They just turned 21 last year, so they’re turning 22 this year right there. Of drinking age right.

So they can have fun. And everyone’s like oh my god LinkedIn. But here’s the thing right. Like you really have to be able to understand that half of those connections that we all started off with, we were just collecting them all. They’re not even relevant to who we want to connect. And this is something I’ve got. It was Perry Belcher at the last and final ever. Traffic and conversion summit. Right. He was up there and he’s like every single platform it goes through and they’re all for you pages.

Everything is moving to. Every algorithm is for you. It’s not not being able to go through. They’re showing you who they believe based on how they know you, who you, what kind of content you should see. And I’m sitting in the background and I was like, damn, Perry should have talked to me because it’s not every single platform.

LinkedIn is the only one that will show your content to your connections first and see how it resonates before it shows it to anybody else. And so that’s why your connections and actually sending those personalized connection requests, Jeremy, are so, so important. Because if you just got a whole bunch of people that don’t resonate with your content, they don’t, you don’t add value to them and they don’t add value to you. You’re that’s why you don’t get any visibility on LinkedIn, because you’re not not building the right, you know, database of just networking opportunities on that platform. And that’s why I tell a lot of, I hate to use the word but cold my list, because you only have 30,000 connections you can do.

I’ve actually cut that in half at least once or twice before, just because I was going back in and going. These people don’t engage. They are not relevant to what I do now, so I don’t need to be able to go on there and go, oh, look at me, I’ve got 30,000 followers. I’d rather have 15. It’s the same thing with the email list, right? I’d rather have 15 with a high open rate than have, you know, 100,000 that never read my emails.

Dr. Jeremy Weisz 18:36

So mistake one when you’re connecting with someone, not being specific, not being personal with the connection itself. Another mistake is just I mean, it kind of goes in the connection thing was just trying to get numbers up, which is going to hurt your engagement. And, you know, the algorithm of people actually seeing your stuff. What other mistakes do people make with LinkedIn?

Joshua B. Lee 19:04

Well, and I’ll say this right. Like here, I don’t want to make a mistake without giving a solution. Jeremy. So what I would suggest is I look at three different ways of being able to connect. I hate cold calling and I hate cold email.

So, like, I don’t want to do it to anybody else. And that’s what that blank connection request is. The spray and pray as I kind of call it. And so what I look for are triggers, right. Did someone look at my profile? LinkedIn is the only platform that we can see. If someone looks at our profile. Right. That’s an opportunity. That means someone’s looking for me or looking for someone like me, Right.

That’s the only reason why they would go to my profile second. Did someone engage in my content again? That’s it. They’re interested in what I’m posting or the last piece. The last trigger is using Sales Navigator, which is a LinkedIn built in CRM system, and they have this little button on there.

Once I’ve identified my audience and they have filters on there, y’all like all the filters that Facebook got rid of, LinkedIn still has and and more. And so once you have that, it’s like $100 a month, you know, and you can actually click this one little button that says post it on LinkedIn in the last 30 days. So now I can see my ideal audience and that they’re active on LinkedIn. And so our trigger points are, hey Jeremy, I saw you checked out my profile. I just want to reach out and say thank you, man.

You know, too often we don’t appreciate that. Love to connect with you. Find out what pushed you to look me up. Right? I’m asking a question. I’m starting a conversation. Or. Jeremy, I saw you like my recent post, man. Thank you. Love to find out what pushed you and engage.

Or the last one man. Jeremy, I saw your post on your interview with Joshua B. Lee. Man. Dude, it was amazing. Thank you so much for really adding. All I’m doing is thanking someone for taking action, right? They’ve taken action. I thanked them and started a conversation with them. Those are our three outreach messages, right? Unless it’s like I’m meeting them at an event or something of that nature, that’s how we reach out.

That’s how we start every single conversation with a thank you. Because in a world where our human algorithm online has been conditioned to, we’re in a pattern of like, comment, share, post, like comment, share post. When you thank someone for something they take for granted, it creates a stop gap in their pattern and now you have an opportunity for connection. Most people just get caught up in that pattern. And so that’s why I just wanted to make sure I gave a solution.

Dr. Jeremy Weisz 21:15

No, I love that because I get on LinkedIn stuff and I tell people this, if you search, people go, well, I don’t go on LinkedIn. Well, it doesn’t matter because when you search someone’s name, usually LinkedIn is the first or second result, even above someone’s website. So even though you don’t go on, if you are someone searching for you online, they’re going to go to your LinkedIn. And then it decreases credibility and authority whether you go on there or not. So that’s to say I want to get into the profile itself, but I love what you said there because even though I.

Well, I was going with that if I geek out on LinkedIn and I don’t what you just said I don’t even do or I’ve not thought of that’s that’s great. And it’s kind of like considering it for paid ads. It’s like retargeting. It’s like if you aren’t retargeting, which is the cheapest traffic, if someone’s already visiting your site, anyone who knows what they’re doing in paid ads would be like, that’s literally the first thing they will have you do. It’s the lowest hanging fruit. They’ve already checked you out and followed them around. And I’m not doing this on LinkedIn.

Joshua B. Lee 22:27

So the organic return.

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