Search Interviews:

Jeremy Weisz 12:58 

I love what you said Liana about kind of when you first joined, you had a student mindset, even though you had experience, but you had a student mindset, you’re like, there’s always something to learn, there’s gonna be a gem or anything, and I’m gonna learn something. And your process for networking. Sounds like, really, your goal is to add value. That’s it, you want to choose a couple groups in you set a time aside every single day to do that. And you do that by adding value to people answering, but asking questions as well. And people do take notice of that. So that’s great. Now, back to you’re doing this while you’re running your agency, as well. Yes. So how do you segment your day? Talk about your schedule a little bit?

Liana Ling 13:50 

Sure, again, I think you need to figure out when you’re most productive as well. So for me, I actually found that it was either later at night or earlier in the morning, because I never, if I have to do in the middle of it, it’s just not going to happen. Right. So for me right now, I struggle with this because I really try hard to be a morning person. But the rest of my household is a little bit. But yeah, I try and do it in the morning. And because for me, I found that I’m actually most productive in the morning. So my schedule right now, actually is, I wake up at around, I try and wake up around five. I know it sounds crazy, but I try and makeup around five because for the last year again, this is a whole other story. But for the last year, my husband and I walk about almost up to about almost five miles now every single day. And I found the best time to do this in the morning, especially when it’s hot outside. So that’s the best time to do it. And I also find that it kind of gets my day going and nobody’s bothering you like nobody’s up. So when I’m done with that, then I can just jump in, prepare for my day. And I’ll often go in off and have that 15 minutes in the morning when I go in, because I can see everything that’s happening, I can think a little like I’ve spaced to think to actually network inside of there. And then the mornings tend to be, like dealing with team stuff, dealing with clients stuff, like just dealing with stuff that has to happen that day. And I keep my afternoons for things like meetings, recording, trainings, attending masterminds, more like kind of more deeper networking type of events, and then I really do try and keep Fridays free to do what I want to do. So what I like to do is I like to interview people on my podcast on Fridays, because I just I love it. But I found that if I do it on other days of the week, it just doesn’t work for me. And I’m now pretty successful about just really almost keeping Fridays, pretty clear, unless I don’t want it to be.

Jeremy Weisz 15:54 

How have you found balancing running AdSkills with running your agency?

Liana Ling 16:01 

Yeah. So again, I think it’s all about to what drives you and what’s best for you. Because for some people, they need to focus on one thing. So I just want to make that really clear that over the years, I figured out what makes me tick, and what helps me to perform at a very high level. And with that, I always have to be involved in multiple projects, like I’m a multi-passionate person. And even when I was on mat leave, I was like doing a ton of other volunteer projects and things like because I just needed that for my sanity. And that’s what I’ve learned over the years. So for me, it actually works amazingly well. Like I still can’t believe I get to do this as part of my quote-unquote job. I just scheduled all in like one of the things I’ve been using lately is an app called Reclaim, because it has, I don’t know if it’s true AI, but I put in habits I put in stuff that has to do in there. And I tell it, how hard to defend my time. And then when people need to schedule stuff, it just moves stuff around. So I really stick by my calendar. And I put stuff in there like this is when I’m doing strategic planning for AdSkills. And this is when I’m doing stuff for my agency or this and then I use automation and I have a team. You mentioned SOPs at the beginning of this that’s like sounds I love SOPs, so I kind of delegate a lot of things too to my team as well. So all that kind of works in harmony so that I can be as productive as possible. And still also have play time and creative time. And things like that. So it may sound like a lot, but it’s what works best for me. And I’ve just found that I just really keep pushing harder and harder of like, how can I get more efficient? And how can we run things better? And so I just keep getting better and better and better at that. And it just keeps getting easier. It just in terms of like managing my time, I guess I would say.

Jeremy Weisz 17:54 

We’ll talk about maybe apps or software you like you just mentioned Reclaim app, what other apps do you like whether it’s for business or productivity and or software to use? You mentioned automation, SOPs? What are some of the things you use?

Liana Ling 18:10 

Yeah, so like I said, I mentioned, I use Reclaim for my scheduling link. And also for my calendar. I literally live in Slack. I know a lot of people don’t love slack, but I love Slack, I have Slack for all of my teams. The trick with Slack though, is to have the ground rules set up. So I will check Slack like I used to check email certain times of the day, but that’s when I would check Slack. So I love slack. I use Zapier to connect stuff for automations. But I’m actually moving away from that I’m learning how to use something called, it’s a little bit more techie. But it’s way cheaper than Zapier. And it’s also like what a lot of people use in the kind of the AI space so I’ll use that. Another piece of software that I’ll use on the ad side is Reveal bot, I found it extremely helpful just to help me with, it really helps us set the boundaries and helps us manage campaigns like literally 24/7. So I put my brain into that. I use to chat stuff like a lot so I use the OpenAI ChatGPT I also use another software called Matt Because it has GPT four and has closed inside of there but you don’t have the restrictions that you have in ChatGPT so I use both of those like a lot because I talk a lot more to chat up to now, in terms of being helping me with a lot of different things. Those are kind of the software that I deal with on like every single day. For project management we use ClickUp I’ve just found that ClickUp is like fantastic for just a whole bunch yeah and automation And then for social media, I’m actually more in the native software, because I find that that works best. So I’m in Facebook and Instagram and TikTok, and just started in Threads. And so that’s kind of what I do there.

Jeremy Weisz 20:14 

You mentioned AI. And I know you in the world you live in this comes up over and over the end. So I love to talk about the impact of AI. And talking about the good versus the bad.

Liana Ling 20:28 

Yeah. So the good part about AI is, I think, number one, it’s something that is able to handle a massive amount of data. And just give us whatever we want from the data. I mean, I think that people just can’t get their head around how much it can actually handle, and then process and then what you kind of can get out of it. So that’s something that I noticed immediately. The second thing about it is what I find with AI amazing is it’s actually bringing it may sound kind of a bit woo-woo here, but like it really does bring your it can bring your dreams to life. What I mean by that is what I’ve learned, it’s not about the coding and all the technical stuff, to unlock AI, it’s all about your imagination, the better you can imagine and the more specific that you can imagine what you want, that’s when AI can come in, and like it can literally make it real, like almost anything that I have thought of is that, oh, I wish I could do this, or I wish I could do that. AI can do that, you just have to talk to the right person or find the right tool and do it. And that’s how we keep getting to these new breakthroughs every single week, or day or hour even. And that’s what I find so exciting about it. Because it’s just limited by your imagination in terms of the problems that you have, and like what you need to solve and so I’ve been able to solve all and improve a lot of things very quickly with AI. And then I think the third thing is it’s enabling us to be better communicators. We can talk about the cons of this, but really what I’m finding is if you can put your ideas into there, some people are just well, I think a lot of us we just we’re very poor communicators, right? A lot of problems arise because of communication problems, right? So I find that chatGPT has been excellent to just take our ideas and take our words and turn them into phrases and styles that people connect with. And you can just communicate much more directly with them. I’ve done this so many times and like not just for ads, but for my own stuff where people said, oh my gosh, like that story or like I love that story. I really connected with it. I could never and I’m an English major, like I could never have written it right without chatGBT. So those are three main things that I love about it.

Jeremy Weisz 22:51 

Then what do you see as some of the cons?

Liana Ling 22:54 

Yeah, so I think some of the cons is? Well, what I’ve been noticing is because it gives you kind of like that instant gratification that instant hit of solving your problems, because you can go on there and ask it like code questions like you can ask it almost anything. I think what it’s actually doing is robbing us of learning how to figure stuff out. Because I thought about this, I thought wow, like my son’s in high school. And he’s learning how to use ChatGPT and all these other things. And he’s never going to experience like, even like picking, I don’t know if you remember the days when we didn’t have GPS, and I had to figure out where to go just from a paper map, right? Like after writing down my hand or whatever, where am I going? I’m so lazy now just going GPS, like we’re not using that part of our brain or just like literally figuring out how to fix like, some electrical thing in your house or your car because it’s all automated or just like going through that whole process of problem-solving in that way. I think we’re really going to lose, we’re gonna lose that skill. Because it’s like Star Trek now. Right? You just asked and then I’ll just tell, tell it to. So I’m trying to figure out ways to just keep that part of my brain kind of going. The other thing is anything also because it’s so instance makes people even lazier. You’re supposed like, you’re not supposed to take it as gospel, okay, like you have to do the research, you should be editing it you should be adding your own humanity and creativity into it. But we’re kind of going back to the days when everybody just spun articles, right on the internet. And I think that’s what we’re gonna see. We’re just gonna see like, a ton more garbage out there, which makes it even harder for us who are doing like original content and creative ideas to stand out from the crowd but so I think there’s that and then it’s just adding to the overwhelm. Like I mean, we thought marchek was bad, right when that was like kind of coming out and now it’s like, This is crazy. Like every hour there’s like new SaaS coming out. I can’t even keep up with it anymore. Even with all the people I follow, like, there’s always something new coming up. And it’s just, it’s huge overwhelm right now, because that’s the stage that we’re in. So I’ve been trying to help people to refocus in terms of just how to choose what you need and how to apply it in your agency, because otherwise, you’re going to spend 24/7, just trying out different software.

Jeremy Weisz 25:24 

How should people start in the paid ad space, start to use it make sure they’re utilizing AI?

Liana Ling 25:30 

Yeah, I think it’s the same thing, it’s the same approach is you have to take a look at, you need to know what your processes are. And then you need to figure out what are your problems? Or identifies either what are your problems? Like, where are you stuck? Where do you have challenges? And then number two, when you have processes, what are things that you’re doing manually that are like take, maybe you’re doing maybe five to 10 times repeatedly? And then taking look at that opportunity to automate and use AI. Because I think they all go together AI and automation. So you take a look at that inside of your agency and say, okay, well, is there a software or can AI help me with this, either to automate this and or make it better. And if you start from there, then you’ll actually improve your agency, as opposed to, oh, I spent all day playing with this software. And I can do this, but it hasn’t helped you. It hasn’t helped your team. It’s not helping your clients results, like it’s not really helping your agency, you just played with it, which is fine, if that’s your play time. But if you’re really trying to improve your agency, improve the efficiency, improve results, I think you have to start from solving problems, which is like basic marketing and kind of basic business building, right.

Jeremy Weisz 26:43 

In your agency journey, one of the things you did was you wanted a proven process, right. So you went out and you thought franchise was the best start. Talk about what was good about that model? And maybe what needed improved that you said you outgrew it eventually.

Liana Ling 27:05 

Sure. So I always worked in groups, I always had a job where there was a team and you have your boss there, because I was actually terrified to become a sole practitioner as a lawyer. I didn’t know how to get clients. I thought well, how like, who am I going to talk to like, I don’t know what I’m doing right? Who am I literally there’s nobody to talk to. And that actually was the biggest driver for me to look at a franchise, it was my fear of being alone. And also wanting to replicate that feel of like, oh, if I have something, I can just go down the hallway and talk to a colleague. And that’s what the franchise provided for me. Because the one that I went with WSI, I found at the time, I noticed that they were very friendly. I didn’t hear stories of like, oh, they’re stealing my stuff, or you know, stabbing you in the back, they all seemed very, very friendly. Somebody had a podcast actually incited I listened to like all the episodes, and they just seem like wow, like, they seem just like a very supportive community, especially all the top people in there. And then the second thing was a process because they had sales training they had everything to support you. It was sort of sold to me as you can just show up, you can pay for appointments, you just have to show up, right, of course not everything is as easy as I say. But I mean that’s what I loved that’s what drew me towards it. And that’s why I felt it was a smarter move. Also, the fact that franchises versus going out on business on your own, just tends to have a higher success rate. So, after talk, by the way, before I do any type of decision, I talk to as many people as possible, just to get all different types of opinions. So that was the prevailing opinion and my intuition said let’s do it. So that’s why I loved about it. And I spent the first year networking and reaching out to like, who I wanted to connect with, so I could learn and I could learn faster. So that’s why I loved that I felt like there was a support there. They gave me training, like the sales training I got there I still use today it was really been life-changing for me to learn all of that. And then just having the marketing training and they already had a marketplace of suppliers so I didn’t even have to look for them. So I kind of cut my teeth there with having all of all of that support. For me anyway, I again, this was, I’m a new entrepreneur. So I think I had a lot to learn about the environment that I worked best in and I felt, again I don’t want to disparage you know, the company and others still around and I met some amazing people in there. But I found that over time it was moving more towards I’m just selling like I’m just selling services that the suppliers are handling and I’m just being a project manager and like I wanted to get my hands dirty and I also wanted to learn stuff that I was seeing other people doing outside of the franchise, that was very interesting to me. At the time, it was stuff like, oh, how to get like 10,000 fans, that kind of stuff. But we weren’t really covering that stuff inside of there. Because they were really more focused on web design and SEO and like Google PPC. So I just felt it just wasn’t the right fit for me anymore. So that’s when I just started to go more out on my own. Because I just started learning more and more and more things. And that’s why I felt, to me it felt I was outgrowing it, because I was learning and I was progressing much more faster with the trainings that I had bought outside of the franchise, and just being more excited about it. So the way the franchise works is you buy for a certain location, right? So I was experimenting kind of outside that location. And then like I say, I even took like a job as a CMO for a little bit, you know, kind of learning more things. And so I was trying a lot of different things out there before I figured out what I do really well and kind of refocused what I wanted to do.

Jeremy Weisz 31:07 

So, Liana, for the model of the age of the franchise is more, you find the client and they may have a kind of a network of providers that would provide the service. So you don’t need to have to necessarily build a team around the different services, they already have kind of ready-made team. So you sell it, and then you project manage it or just you communicate and make sure the team is handling and you’re communicating with the end client. So it helps you so you don’t have to build like a huge team up around the services. You can offer SEO, you can offer web design, or whatever else. And is that accurate?

Liana Ling 31:49 

Yes, that’s accurate. The other thing too is it gives you confidence when you’re starting out because you can use their case studies, right? You can say hey, like I’m using their system, I’m using their case studies and they give you a website, so they take care of all of that. And as a new entrepreneur, like a lot of us feel like we don’t have anything, how are we going to sell all this? Right? How am I going to get experience? I mean, that’s what a lot of the newer media buyers come in to add skills talking about, like, what am I going to do? I don’t have anything, so we teach them how to do that. But back then that was, again, I think a lot of it came out of fear. Because I’ve always been an employee my whole life. So a lot of it just came out of this is what stopped me from panicking at the time.

Jeremy Weisz 32:30 

What did you learn? You said some of the valuable stuff with the sales training, right? And that’s basically they train you off for sales, it helps you and helps the franchise, what did you learn that you still use today from the sales piece?

Liana Ling 32:44 

I use the entire system. So a gentleman named Marvin email came into there, and he did sales training. And I have to tell you, and he’ll say this too. I thought he was crazy. It was like, what are you having us do? This is not gonna work. And he said, okay, like, just lean in here, like, you know, just suspend your disbelief for a weekend. Can you do that? And I’m a systems person. So I listened to him. And I went out and I started following the system. And it just kept working. So that’s why I became a believer.

Jeremy Weisz 33:20 

What’s an example where you thought he was crazy? Like, what was he saying that you thought was…

Liana Ling 33:24 

The entire system I just thought was crazy. So yes, I was a litigator, you know, so I’m not shy, but I never saw myself as a salesperson. So, for example, the first part that he teaches, which I just again, I love it today, he calls it Tiger tools. And it’s about how you can build rapport with anybody. And it’s based on classical conditioning and really understanding and like doing different things and like giving a gift and it like there’s these things that just work because it’s psychology, and I was like, that’s nuts, right? Like, how is that going to work? Right? And it’s like, I feel so stupid doing it. So part of it is the G and Tiger is given a gift, because when you give somebody a gift, what are you conditioned to do? Like if I give you a gift, Jeremy, what are you going to do?

Jeremy Weisz 34:12 

Thank you, then, I don’t know, there’s reciprocity there for sure.

Liana Ling 34:17 

Exactly. Right. You’re trained to say so your parents probably trained you to say thank you. And you immediately feel that you have to reciprocate or something. So he’s like, bring a little gift. And because it doesn’t even matter what it is like just bring something so that they feel that way and what they’re going to get back to you is their time. And also you’ll be remembered for that gift rather than a salesperson. So I would bring lottery tickets like hey, you want to have a chance to win $5,000 today. Or I would bring coffee cards? Oh, I don’t know how you take your coffee. Hey, your next coffee is on me and I mean it works like crazy. Some people I thought were like going to kick me out because I was going on the different offices He’s like, this is the best thing that happened to me all day long, right? Another thing that I also thought he was crazy about was compliments. So, again, this is about building rapport. And he said, compliment somebody, and it doesn’t even have to be true. And I was like, what? And then he proved it. Like, every time I do this with somebody, if I give you a compliment, wow, like, you look really sharp. And that white shirt. Thank you, you’re smiling right now. And you do look sharp, and that white shirt, Jeremy, but you immediately feel good, right? And he said, just they found he says, I used to tell people how to be genuine. But it really doesn’t. Because you just make people feel better. And one of the problems in society is, most of us don’t feel like we don’t feel great about ourselves, right? When we look in the mirror, we just see stuff that has to be fixed. So if you can make somebody feel better about themselves, you’re almost like healing one of the like, the mental diseases that everybody has. So again, and it helps to build rapport. So he’s always he’s like a couple of different those little tricks there. Right. And so that that was that I use that all the time, like, I use a whole system. Another thing that works really well for me, is he calls it set the agenda. So when you’re talking to somebody, the first thing you do is you tell them what you’re going to do. And then you have to get agreement congruency that you can go ahead with the agenda. And now I do that for every meeting, right? And the trick is you have to also let the other person talk first. So let them talk first. And then at the end part of your agenda is well, I’ll tell you a little bit about myself. So when I started telling me about myself and my agency, I reflect back what they said to me. So they said, oh, like I’m looking for like someone who’s really organized a go getter and like very creative. Instead of saying, oh, like we get all these results for people, I’ll talk about how well actually the way we work with you. We’re like, we’re very creative, we’re very organized. And pretty much works every time. So it’s really become an if I taught it, I actually paid him to teach me how to teach this because I found that my clients needed it, other people need it. And so I still share this whole approach with people to this day. Because it just works. I’ve done it, where I’ve like crushed sales records on just even doing on the phone.

Jeremy Weisz 37:27 

It’s funny you say that, Liana, I love that. Thank you for sharing that. I had some friends who were raising money for their company, and one person would be at the slide deck, the other person be asking questions of whoever it was the VC. And they were just like, you were saying, asking what are they looking for whatever. And as one person was asking that the other person was adding that into that stuff into the slides. So they were delivering on the size exactly, not everyone’s gonna be a fit to work with them. But they were tailoring it to what the VC was saying, just like you were saying, so you can use it on a lot of different levels. I would love to hear some, walk us through some of the stuff that you do. So we can understand better on that end. And there’s a couple things I wrote down to talk about. There’s in the coaching space, you have a lot of people that coaching space, there’s one that’s unique. That is a female photography company, and I’d love for you to start there and what you’ve done with them and how you’ve helped them.

Liana Ling 38:35 

Sure. So there’s a company named Three Boudoir and it’s owned by some friends of mine, Amber McCue and Joanna and they it’s interesting because I know Gemma, you’re like what’s Boudoir? But I love talking about them because it’s been a great challenge for me to advertise a Boudoir company and stay compliant because again with my legal background, I’m really into compliance, right? So Boudoir is actually its intimate kind of sensual photos and I mean I looked it up it’s actually from France when women would take pictures like in their dressing rooms or the private salon so there is nudity involved, right.

Jeremy Weisz 39:23 

As you’re talking here. I’m bringing up the website you can see the AdSkills website you can see Power Up Strategy, and we’ll pull it up.

Liana Ling 39:32 

Yeah, so Three Boudoir, I think what people think is like it’s not porn, okay, let’s just be very clear. It’s not porn, it’s not glamor shots. It’s a very specific style but what I love about Three Boudoir is they kind of take it and say like this is really about female empowerment. Like Jeremy, you said like who orders this right? So Three Boudoir is for women only. And women will buy this to like, maybe surprise their partner, they might buy it as a gift to their partner before they get married. But really, it’s about doing it for yourself. It’s about self-love, and just really feeling very empowered when you do it, and you’re feeling sexy and Joanna actually used to work at Playboy. And so she also helped train the whole team to on like, how to teach people how to pose because they help you with all that. So it doesn’t end up being awkward. Yeah. And we talked about being, you know, a little bit more safer on social media, and on the website, so, but you can see, like, they’ve really expanded when I first started working with them, it’s just a few cities, but now you can see they’re in more than 25 cities. And they built this incredible team of also like female entrepreneurs, women working with them, and they really, like they really, truly believe and live out what the culture and everything that they do. So I’ve actually been running their Facebook ads for years.

Jeremy Weisz 41:14 

Like you were saying with this how do you balance what’s going on here with compliance?

Liana Ling 41:21 

Yeah. So it’s, it’s been tough, because you’ll see, we can’t even put up pictures that other people are putting up a bathing suits. Because it will get you’ll get marked as adults. So what we’ve done is I’ve gone through and found photos that they still look sexy, but you’re wearing a sweater like so your clothes, okay. And it evokes like that one at the top there, where you just saw with the white sweater, I’ve used that one in an ad. I’ve also used the video of like, they have a behind-the-scenes video, again, everybody’s it’s like very more behind the scenes, you’re not seeing poses and stuff like that, I use that as well. So I figured out where the line is, of what we can do. Also, what I love to do, too, sometimes is I’ll take, like, I’ll just take like a black square, and I’ll just put like a headline on it and put it in their brand. So it’s just text on top of there as well. And we kind of do a little bit like, hey, like if you want to see more, you have to kind of opt in to our email or something because it’s like, it’s too hot for Facebook type of stuff. And that’s what I recommend people do to like, when you have a very high-risk area here, you need to go kind of bland, you need to go kind of bland in your email, so sorry, in your ads, so that you don’t get shut down. And it’s a bit longer journey. But what you need to do after that is then you can give them real stuff once you’re in your email list. So I talked about doing this for weight loss as well, like get it in, just get it through the door, and then get their email address. And then you can send them all the stuff you want. Or you can send them all the before and after pictures you want to once they’re on your email list. I’ve also done this with messenger ads to a certain extent. So we’re also running messenger ads for them as well. Part of it is also to be a little bit more engaged with people. So we’re kind of testing using the landing page versus using Messenger. But in Messenger also is the way, I feel like the deeper you go into Messenger, the less risk it ends up being like somebody from Facebook really going to go through all of that. So you can start to send a little bit more risky stuff in there. I’m still very conservative, though in the messenger I’d still rather send like the hardcore stuff, you know, by email. But yeah, but I’ve been working with them for years, and we’ve been shut down. I think, I think if I recall, maybe twice, but we were fortunately able to get back and we really haven’t had a disapproved ad in like over a year now.

Jeremy Weisz 43:47 

Talk about the Messenger ads for a second. I don’t know if you have to hop on another call if you have another minute or not good. Okay. Because you do some obviously, you have a lot of coaching people in the coaching space, and there’s stuff you’re doing in the coaching lead gen with Messenger ads, can you talk about that?

Liana Ling 44:05 

Yeah, Messenger ads, I feel like Messenger is having a comeback. And what I really like about it is because number one I think that’s a lot faster to get up and running. So you can run a messenger ad and you get people into messenger and you can use software like ManyChat is one that a lot of people love to use to automate the responses back and forth in there. So you don’t need a landing page. You just doing a message, saying hey, send a messenger that kind of go in there and you just start asking them questions back and forth and as marketers we know that’s just making little mini commitments, but also messenger ads still have like an insane open rates. Most people on email get what like 20 30% open rate, whereas Messenger it’s more like 80 or 90% open rate. So, I think a lot of the problems people have nowadays is just obscurity, like you don’t have enough people looking at your message so why not? Use something where you know people are probably opening it. So that’s why I really like about them, we’re testing longer ones versus shorter ones, it depends on the campaign, like, if you’re going straight to a call, like, if you have a sales team, it’s probably better just to do it shorter, because you just got to get them onto the sales teams calls. We do find it works best, though, when it’s coupled with humans. So do the automation. But make sure you have humans who are really good and savvy on social, and Instagram and Facebook, where they’re proactively reaching out to people, they do not sound like robots, you’re sending friendly messages that keep the conversation going so they know how to move them into the sales call. We’re testing a little bit about using AI inside of there. But I still feel that you can’t quite replicate somebody jumping in and then saying like, hey, how’s it going? And just having that normal conversation, I don’t think we’re there yet. So we’re fine. But we’re finding that that’s really the two things you need. If you have automation, and you’ve got humans, interacting with people the same time, it can be quite powerful.

Jeremy Weisz 46:07 

So one last question, Liana. And first of all, thank you everyone, check out check out to learn more. And I do want to mention that on AdSkills, I always tell everyone to go you know, not just from a learning perspective, but actually, if you’re looking to hire, you can go to the hiring tab and they have an AdSkills matchmaker and you can actually, you know, browser certified ad buyers for free. And so I tell a lot of agencies and companies check out that piece of the website.

Liana Ling 46:39 

Yes, yes, it’s called Ad Matchmaker. And David Klein manages that. So it’s not just oh, it’s a little service that we have on the side here, David Klein actually manages it with his team. And what happens is, this goes into a pool of certified Media Buyers. And because we have a program where you can come in, and it’s called, it’s a higher level program than our normal membership. And these media buyers go through a lot of different training, they go through a really hard test, they go through a pretty hard test, and then they get certified and only the certified people are able to apply for these positions. And we also have somebody who, from the matchmaker side works directly with your company, if you’re looking to hire somebody to literally, do the matchmaking there as well. So we’ve had some really great was testing out like a different way of pulling people in here and asking about you. Actually, if you go to the hire tab on the website, and just go on the lower right-hand side where it says hire an ad buyer, you go there, that’s where you want to go in order just to talk about what your needs are. And yeah, so it’s great on both sides, it’s great for people are looking for media buyers, and it’s a wonderful opportunity for people who are not just beginners. But advanced we get requests for people from all the way from just beginners all the way to oh, like, are you very, very experienced, or we’re looking for CMOS, and we’ve had people like Grant Cardone pretty much grant Cardone media team has been hired through here. Audra, Jeff Learners, just can name some of the bigger companies out there, they’ve come through and posted jobs to hire people from here.

Jeremy Weisz 48:35 

Love it. Thanks for sharing that. Last question as mentors. And maybe one thing you learned, I know you mentioned, David Schloss, you mentioned Justin Brooke, you mentioned Louis Schiff, any piece of advice you’ve gotten from them or takeaways from mentors?

Liana Ling 48:53 

Wow. One of the best pieces of advice is, I still use it to this day, is when I had the privilege of working with Louis Schiff for a couple of different years. And he wrote this book called Business Brilliant. And what was really cool was he was almost like coaching me on stuff that he wrote inside of there. And the advice, there’s two pieces of advice that I really took from him on there. One is, in his research, he learned that the self-made super successful people are, they identify as being really good at only one thing, we don’t have time to go into too much. But if you compare that mindset with sort of like the middle-class people, they’re like, oh, I’m good at all these different things. He said, the super successful people know what they’re really exceptionally good at. And they figure out a way to make money with that. And then they just surround themselves with people who kind of fill all the holes that you don’t need, and that’s something that I continually strive towards is learning what I’m really exceptionally good at, and how can I lean into that more and really leverage that in my businesses. And the second thing that he really drilled home with me was how you can use failure as a stepping stone to success and changing your attitude towards how can you embrace failure like a gift because again, that’s self-made super successful people talk about failure all the time, with their inner circle. And I’ve really challenged my inner circle to do this. And for us to really talk about failure a lot more and how I can build that into the culture of my teams. And I’m forever grateful for him for like, kind of learning those things even though it was tough on sometimes it was really tough. It’s really hard thing to kind of go through and change how you feel about failure. But it’s been responsible for a lot of the amazing things that I’ve been able to do in my life and in my business.

Jeremy Weisz 50:50 

Liana I want to be the first one to thank you. Everyone, check out, check out and thanks Liana and we’ll see everyone next time.

Liana Ling 50:59