Salesforce Career Makeover: Why AI Resumes Fail the "Blink Test"

Recruiters spend 5 seconds on your resume. Is yours failing? If you’re using AI to "write" your Salesforce story, you’re blending in when you need to stand out. In this episode, Josh Matthews performs a live career intervention, moving past the fluff to reveal the "Identity Crisis" killing your chances in 2026.

Whether you are a Salesforce Admin, Consultant, or Architect, this episode of The Hiring Edge is a step-by-step tutorial on turning a generic profile into a high-authority asset. Josh is joined by Gabie Caballero and Scott Stafford to diagnose why "straddling the line" between solopreneur and job-seeker is your biggest liability.

Key Takeaways for Your Salesforce Career:

• The AI "Dead Giveaways": Why AI-assisted formatting makes you look like a "dilettante" to hiring managers paying $150k+.
• The Resume "Blink Test": Tactical fixes for your layout, including the "No-No's" of bolding and why you must center your header.
• Identity & Focus: Josh’s "Ding-a-Ling" wake-up call on perfectionism - why procrastination and perfectionism is fear fueled.
• The "One Thing" Strategy: Why you must pick one lane (Solopreneur vs. Full-time) to win, and how to handle "conflict of interest" on your LinkedIn.
• Numbers Over Fluff: How to replace generic bullets with success stories, project values ($10k–$500k), and verifiable statistics.
• LinkedIn Sync: How to align your profile with your resume to pass "backdoor reference" checks.

Stop Procrastinating. Pick a Lane. Get Hired.

Follow Along Digitally: Josh performs a live edit of Gabie’s resume. To see the exact formatting changes, LinkedIn audit, and a very cute puppy, watch the full program on LinkedIn or https://joshforce.com/YouTube.

Transcript

Makeover Goals And Setup

SPEAKER_03 0:00

What you're about to watch is an absolute makeover of a Salesforce professionals LinkedIn profile and their resume. And not only that, it's also their focus, their direction, how they're going to earn revenue in 2026. For our audio listeners, there are some visuals to this. We do our best to describe them vocally. But if you want the full experience, head on over to Josh Force on YouTube and check out the full program and video. Thanks for listening. I'm your host, Josh Matthews. Today we have Scott Stafford and we have Gabby Caballero. Thank you both for joining us. Okay, we're gonna go ahead and start sharing some of your assets right now. And we're gonna start with your resume. Okay. All right, Gabby. I gotta tell you, I really appreciate you being on this show and I appreciate the bravery because I have a tendency to tear things up, right? It's all Scott will attest to this. I have a tendency to just kind of go all out. The good news is you're starting from a really good position here. I think that you're starting with some really good information. So we're not gonna get, it's not gonna be too rough, but I think that we're gonna need to make some changes that will help you. First of all, I can tell that I can tell automatically this was an AI written. It doesn't mean the whole thing was written by AI, but it was definitely an AI-assisted resume. Is that correct?

SPEAKER_00 1:28

That's correct. I use Gemini to help me.

SPEAKER_03 1:31

Okay. And so some of these dead giveaways are that it's not great, it's good.

unknown 1:36

Okay.

SPEAKER_03 1:38

So surprise of surprises. Now, when I see an AI-generated resume, I kind of go like, wow, I don't get to actually know if this person knows how to write.

SPEAKER_01 1:51

Okay.

SPEAKER_03 1:52

And people who are making$120,$180,000,$250,000 a year, I kind of want to know, do you know how to write?

unknown 2:02

Right?

Cleaning Contact Info And ATS Basics

SPEAKER_03 2:03

We'll find out if you can talk too. But the the thing that this does is it just kind of uh homogenizes the format. So this resume, and I think I saw an older version of your resume, which looked like it was just a drop, boom, click, make a resume style, and you've updated it a little bit. So here are some things that anyone who's got one of these AI-generated resumes can do from the outset. Here, let me drop into here where I can actually do some stuff. Okay, so the first thing that we can do is we can center your name, we can center all of your information. I am terrible at this stuff, so I'm gonna do my best. And for those of you who are listening, one of the things that we see on resumes that identify them as AI resumes often are um too many bullets for one. Um we see uh titles such as sales, Gabby has Salesforce Certified Administrator and AI specialist. She's got that above her uh, whoops, I'm messing things up. She's got that above her um contact information. That's definitely, I think, a no-no, right? We want to take that out. We want to drop that down underneath. This is gonna be ugly, just so you know. So maybe maybe you don't need to watch it, right? Um, but we don't even need to tell them that it's email anymore because we know it's email, right? We don't need to tell them that it's LinkedIn. I think it makes sense to hyperlink LinkedIn. Like that's the easiest thing in the world, isn't it? Yep. Where'd my hyperlink go? Right there. Okay. Oh, yeah, yeah, yeah. All right, I'm clearly not good at this stuff. I'm just gonna talk it through. You want to take your Gabby Caballero, LinkedIn, and you just want to hyperlink the word LinkedIn. Okay. AI should still be able to read that hyperlink. Does that make sense? Okay. And Scott, if she's not you, Gabby, you can just nod and Scott, you can say something because I can't see you guys right now. So we're gonna hyperlink LinkedIn. And what that's gonna do is it's gonna make it a little bit cleaner, a little bit less cluttered, right? We can have trailhead. We can hyperlink trailhead. Again, keeping the link in. We want the information to be nice and clean, but we also want the information to be able to be read by what we call an ATS or an applicant tracking system. I use one, it's built on Salesforce. I use a symbol layer on top of that. And so you guys can see right now already how that's cleaned up a little bit. Yeah, right? Looks good. All right. And then I like that you've got a title here. So, Gabby, uh, again, for my our audio listeners, she's put a subject heading, and what this does is it orients the reader. Gabby Caballero. Okay, what is she? What does she do? Well, they have to start dropping down and scrolling halfway down a page or nearly to the bottom to figure out, like, oh, she's like a Salesforce consultant, right? So all this does is get them set up. Okay, I'm about to read this resume. This is a certified Salesforce certified admin and AI specialist. Okay. Then we jump into the executive summary. You didn't do a bad job, Gabby. Okay. You didn't do a bad job at all. Okay. One of the things, again, AI resume, what do we see? Well, we see that it bolds things for us. Willy-nilly. I see this all the time, especially on uh on resumes from our friends from India, whether they live here now or not. Okay. Now, some things that you've done really, really well is you've kept your bullets under your jobs um fairly short, nice and tight, about three, three to four on each one. So good job there. But we've got to start at the very top, which is executive summary. Now, are you an executive? I don't know. I don't think you are. I think you're a professional. So let's just call it a professional summary. Okay. Um, results driven. I'm gonna read it out. Results driven bilingual Salesforce consultant and certified administrator with a proven track record of leading CRM transformations in digital strategy, expert in bridging the gap between complex business requirements and scalable technical solutions with extensive experience in sales cloud, service cloud, and AI-driven enhancements. A collaborative leader recognized for driving technical proficiency through hands-on configuration strategic system enablement. That's great, but I don't know who you are. And I really want to know what's up with um GC up in here. Okay. Does that make sense? So I've got some little cool prompts that uh let's go ahead and bring you guys back into the fold here, too, by the way. I think that would be better if we can do that. There we go. Hey, now I can see your reactions. Okay, so let's talk about this. All right. So, first of all, I like to know four things in a professional summary. I want to know what you're ideally suited to.

SPEAKER_01 7:21

Okay.

SPEAKER_03 7:21

Right? Ideally suited to digging ditches on hot days in the desert in the summer, right? Like, tell me what you're built for. I know what I'm wired for, right? Scott, we talked about what you're wired for.

SPEAKER_01 7:35

Yep.

SPEAKER_03 7:36

Right? So, Gabby, you need to think about what are you actually wired for? We have personality, we have our behaviors, we have our history and our experience. That's part of it. Sometimes we've got a lot of experience in something that we're not actually ideally suited to. I am not ideally suited to reading sheet sheet music, even though I play music. I'm not ideally suited to coding, right? I am ideally suited to my job, and thank God for that. Thank God for everybody that works with me, because otherwise it would suck for all of them. So, what are you ideally suited to? And we start there. Ideally suited to blankety blank blank. I'll let you fill in the blank, okay? Um, a willingness actually accomplishes this by okay, so that's what you're suited to, and how do you do it? So, how do you accomplish these things? Like, I'm ideally suited to um, you know, Salesforce consulting because of blank, right? And I do this, like then you talk about sort of your style, right? How do you do that? And and the the prompt here is really simple. It's like accomplishes this by right, ideally suited to blank, accomplishes this by blank, right? And for you as a consultant, let's brainstorm what are some of those things consultants have to do.

SPEAKER_00 8:51

I said people in the comments will definitely have answers. What what was your question? What do consultants do?

Reinventing The Professional Summary

SPEAKER_03 8:58

This is great. I was gonna say they listen, consultants listen. So, you know, consult good consultants really ask great questions, right? They gather requirements, they pay attention, they push back when you need to, things like that, right? So we want to talk about what are you ideally suited to? We want to talk about how you accomplish that. Then we want to know what's the crappy stuff that you're willing to do. And that's a sentence that starts like this a willingness to blank.

SPEAKER_01 9:28

Okay.

SPEAKER_03 9:29

Willingness to blank, right? Willingness to fall on the sword. I'm not saying say that. I'm just saying like you, this is where you describe like a willingness to do, and then you list the boring things that nobody wants to do that you're willing to do. It doesn't mean you like it, but you're willing to do it. Doesn't mean you're ideally suited to. It's okay. You're willing to do it. You're a hard worker and you care. Okay. And then the last one is known for. Now you have this great line: a collaborative leader, recognized for driving technical proficiency through hands-on configuration strategic system enablement. No doubt about it. You absolutely are a collaborative leader. Yeah. But you're saying it like you're just saying it about yourself. Are you known for being a collaborative leader?

SPEAKER_00 10:14

I think so.

SPEAKER_03 10:17

Well, you know or you don't. Do people tell you that, hey, it's really great to work with you? I like collaborating with you. It's good to collaborate. Yes? Okay. So if we talked to a few of your peers and one of your bosses in the past, would they say that Gabby is collaborative?

SPEAKER_00 10:34

Yeah, of course they would.

SPEAKER_03 10:36

Great. Okay. Now we're getting somewhere. So now you get to say, known for being a collaborative leader. That's very different, guys. That's very different. I could say I'm funny and I might not be funny. Well, I think I'm funny. So I'm just gonna say I'm funny. I've got a good sense of humor. Right. And meanwhile, I'd have to ask, am I known for having a good sense of humor? Well, if I'm not, I probably shouldn't say it. I should probably say the things that I'm known for. What are the things that someone can verify through reference checks? Backdoor references. And by the way, if our listeners don't know what a backdoor reference is, it's a reference that you didn't ask them to do a reference on you for, right? It's basically, oh, I know a guy over there, or I know a gal over there. I'm gonna go ahead and give give them a call and see uh and see uh if this person's any good. Okay. That's a backdoor reference. So what that means is you have to have real things that you are known for. All right. We're only at the top of this resume right now, and I think that we should keep going. All right, here we go. Core competencies, platform configuration, expert, okay, AI implementation and everybody listening. There's a little sentence, deeply experienced in agent forest readiness and Einstein integrations. Solution architecture, skilled in designing Salesforce environments using the signature success methodology, business analysis expert at leading stakeholder workshops to translate needs into actionable CRM roadmaps. Okay, all of these are great, but they sound like job description bullet points. And so you're focusing your resume on core competencies instead of core accomplishments. Don't you think that's a bit different? I mean, I do. I think it's a very, very different thing to have an actual accomplishment be the thing that hits smack dab in the middle of your first page of your resume. So I would go there or I would go right into your experience first. Does that make sense?

SPEAKER_00 12:37

That makes sense. I'm just thinking of scannability, right? Because, you know, recruiters are looking at all these different resumes. Where do I need to position this stuff so that they can easily see like my top skills or my top, like you said, accomplishments?

SPEAKER_03 12:54

Yeah, well, you can do all this and take away the sentence, right? I mean, a recruiter who's been put on the job to recruit someone like you is gonna know what a BA does, what AI implementation is, and what platform configuration is. And if they don't know that, then you should fire them and you should call me and I'll help you out. Because you don't, I really don't need someone to tell me that they're deeply experienced in agent force readiness and Einstein integrations. I just want to know can you do AI implementation or can you do um agent agent, you know, agent force readiness? Uh can you structure your data in a way that agent force is is actually gonna work when you layer it in? Do you know what I mean? Does that make sense?

SPEAKER_00 13:33

Yeah, that makes sense.

SPEAKER_03 13:34

Okay. So we can we can kind of cut to the chase here and we can say AI implementation for projects ranging from$20,000 to$500,000, implementing agent force for healthcare, a nonprofit, and um whatever military.

SPEAKER_01 13:57

Right.

Competencies vs Accomplishments

SPEAKER_03 13:58

Now we're really exposing numbers, and this is gonna take us to one of the next leading points, which is that numbers matter. Numbers are so critical on a resume because without them, we're only using one side of our brain. The only number that we see are dates. Oftentimes the dates aren't great. Why? Well, because people job hop. It's a contract, three months, six months, ten months, right? All the numbers are doing on our brain is saying that this person moves around a lot. So we want other numbers, success stories. How did this person crush it? We want details, if that makes sense. Like real, real details about what's going on. Okay, let's take a look at some of these core competencies again. So I'll ask you platform configuration. So which platforms have you worked on, Gabby?

SPEAKER_00 14:52

Well, mainly sales cloud, a little bit of service cloud.

unknown 14:55

Yeah.

SPEAKER_03 14:56

Okay. Great. So here we're just gonna say uh we can say uh sales cloud and uh service cloud, platform configuration. Right? And I actually like this stuff. I I like all of these things that you've said. Um like it looks good. I I just think that we want to kind of get to some cool things. So how many sales cloud configurations have you done? Would you say?

SPEAKER_00 15:35

Or more. I don't I mean, I've been around for a long time, you know, so I've done okay.

SPEAKER_03 15:42

So you're gonna want to get clear.

SPEAKER_00 15:44

When I'm when I'm trying to clean it, when I'm trying to that's the other problem I'm getting stuck with with my resume, is how do you narrow it down so it's not four pages when you have you don't have that problem.

SPEAKER_03 15:55

We're fine. No, you don't have that problem right now. Let it go. Okay, you're okay. I'm gonna help you, and we're gonna get there. We're already halfway through the program, by the way, guys. And thank you everyone for joining us today. You're listening to the hiring edge. We are with Gabby Caballero. We are diving into her resume. She's been willing to expose herself to get the Josh Matthews treatment, which by the way is often painful, but usually very, very freaking helpful. And that's what she's exposed herself today. So uh we can't thank Gabby enough, and we can't thank you enough for joining us today. This is fantastic. Thank you for being here. We really appreciate everyone who's visiting and everybody who's watching this, either after the show or on one of the other platforms. All right. So, Gabby, what you're sharing is that you're not familiar with what your actual numbers and statistics are. Okay. That's fine. Most people don't know that information when I ask them. But if you are the kind of person who can answer it when asked, you're going to be pushing yourself at least in that top 25% of people who are interviewing. Does that make sense?

SPEAKER_00 16:55

Correct. Okay.

SPEAKER_03 16:56

Okay. So we want you to think about that. And how do you do it? Well, you're not on your own. You can call past clients and you can talk to people that you've worked with, and you can um, you know, investigate and look at, just sit down and think. Oh, yeah, I worked on that project and I worked on that project. And take some notes, gather the information, take a couple of days to do it, and then start putting it into your resume. Core competencies, sales cloud, service cloud platform configuration, 10 plus uh configuration projects ranging from 10,000 to$170,000, uh lasting anywhere from three weeks for a quick start up to you know four months. Right? Right. We talk like that. Guess what questions I don't have to ask in an interview. Instead, I can spend time just getting to know you and verifying the information. Instead of asking you, and then you're like, I don't know, I think 10 doesn't sound confident, right? Okay, okay. Same thing with all of these bullets, AI implementation, solution architecture, et cetera, et cetera. All right, let's go on and talk in general about two things. I want to make sure, guys, everyone listening, please do this. Match your LinkedIn profile, match it to your resume as closely as you can.

SPEAKER_01 18:22

Yep.

The Power Of Numbers

SPEAKER_03 18:23

Gabby, on your resume, it does not have some of the jobs that you've listed on your LinkedIn. I don't know if we have to go into it, but I'm gonna leave it at that and just say it begs questions. And when I say it begs questions, it means it's it's creating more questions than it's answering. Does that make sense, guys? Yep. Give us a thumbs up if that makes sense. Throw up a heart if that makes sense to you in the live audience. We'd love to know uh what you actually think about that. So it doesn't have to match perfectly because Gabby's got a really interesting history. Gabby has done um content creation for Salesforce Ben, right? This is just from memory. You've um let's uh now I'm gonna go back. That's that ain't it. Uh let's see, what else have you done? Content creation, uh Sales Blazor Community Advisor, right? So you you've you were a systems trainer at Ambient. You've done some interesting things, and not all of these things are necessarily on your resume, and nor should they all have to be. But if it's anything like community advisor, Salesforce Bend Content Creator, you know, those are tiny little bullets at the bottom of your resume. You can stick them in there. But if we're looking at systems trainer, full-time ambient, nine months of work there, but then I go to the resume and it's not there. I'm like, what happened to Ambient? Where did it go? I don't know. Now I'm thinking, why is she not including that?

SPEAKER_00 19:49

Because it was a Microsoft dynamics project. So, but I could put it there, yeah, sure.

SPEAKER_03 19:56

Okay. So we'll tell if you don't want to take it off your, I'm just saying, like you can take it off of your LinkedIn or you can add it to your resume, right? You could do kind of one of those. Um, I would kind of do one of those things, if that makes sense. We just want it to sync. Again, as a recruiter, we are scanning this resume. I'm gonna give it five seconds, then I'll give it another five seconds, and then if I'm really interested, I'll give it another 10. Not I I can't speed read a novel to save my life, but I can speed read a resume so freaking fast, man. And I can tell immediately, okay, it's AI driven. I don't see numbers. She's not in the details of statistics, and I'm seeing some job movement. That's what I get in five seconds on the resume, Gabby. So, what we want to do now is fix that. We want to see like highly skilled, well-certified, well-regarded, consistent, highly competent in the details. Does that make sense?

SPEAKER_00 20:58

Yep, that makes sense.

SPEAKER_03 21:01

Anyone here ever read, throw, give me a heart. If anyone here has ever read Malcolm Gladwell's Blink, which I think I like all of his books, but that's a really neat book. And it's the idea that we can like just capture information, kind of get a sense of something really fast. And for those of us, like you guys, some of you could like look at the way my my Salesforce uh org is set up and be like, oh my God, why do they do it that way? Or oh my God, it's so smart how they set that up for Josh, right? And I can do that with resumes and I can do that with behaviors. So we want to be sort of catering our information for those people who are running those blink tests. They're gonna automatically know. Okay. All right, so let's dive now into GC Consulting LLC. And here I'm gonna help you out, Gabby, because you're such a wonderful person. Um, I want to make sure that you're getting the right uh vibe being presented through here. So you've this is just six weeks. Okay. GC Consulting is Gabby Caballero consultant. It was a smart move. You actually set up an LLC. That's a smart move from a tax perspective and from a professional perspective. But you're going to have a small challenge because if you currently have clients right now, and those clients are, excuse me, and you're trying to get a full-time job, some clients can view a side consulting position or a side consulting business as a conflict of interest, in particular if it's for an another SI. Does that make sense?

SPEAKER_00 22:34

Yes. And I'm already running into that issue in my conversations, Josh. So I'm glad you brought that up. But that is correct. I've had that come up. Um so what do you suggest I do there?

SPEAKER_03 22:45

Yeah, we just go like this. We just go ad hoc. I'm sure there's a hyphen in here, or maybe it's one word. I don't know how to do ad hoc. Ad hoc Salesforce consultant projects. You're right. And then you just list a couple projects. Don't try and sell your services on your resume. Leading business transformations through AI-driven CRM strategy. No, don't do that. Do you have a project through this company right now?

SPEAKER_00 23:11

Um, I'm working on some, but no. I'm not, I mean, I'm working on getting some, but not active at the moment.

SPEAKER_03 23:16

Okay, so you have not landed one yet?

SPEAKER_00 23:19

No. I was in the process of landing one and it's it goes away.

SPEAKER_03 23:23

It's okay. It goes, it goes away. It's just gone. Okay.

SPEAKER_00 23:26

Okay.

SPEAKER_03 23:27

It's gone. I really think it's important that people, you can see we're on your um this right now, solopreneur. You don't do that. Right? We say senior consultant.

SPEAKER_02 23:39

Okay.

SPEAKER_03 23:40

If you're gonna keep this on here, you keep it as senior consultant. You leave it off of the resume, you get rid of self-employed. Is that a thing that you type in? Or is it something you have to do?

SPEAKER_00 23:50

Yeah, it's through LinkedIn. You can just create a job.

Aligning LinkedIn And Resume

SPEAKER_03 23:52

So it's Yeah, I wouldn't say self-employed. You know, just say consultant, senior, you know, lead consultant, two months. I wouldn't even like, unless you're how do I put this? You gotta pick one and go for it. If you're trying to do the solopreneur thing and you're trying to land a full-time job at the same time, you are literally competing with someone who is either a hundred percent in on the solopreneur thing or a hundred percent in on landing their next job. And you're not gonna win, not quickly, not the best job, not the best clients. Does that make sense? Because like if I'm like I'm the Salesforce Recruiter.com slash accounting, you know, it's like where am I gonna win, man? Right? I gotta compete with companies like Mason and Frank that are like 200 people doing this stuff. How am I gonna compete with them if I'm also doing accounting or I'm also working full-time or part-time somewhere else? I can't do it. So I'm a big believer that, yeah, go get a deal, go get a contract, but don't try to sell that on LinkedIn. If you're number like, let me ask you, are you like 80% focused on trying to land a new job, Gabby?

SPEAKER_00 25:22

I wouldn't say 80%. I think what is it? I think I'm 50-50 right now, you know.

SPEAKER_02 25:30

Okay.

SPEAKER_00 25:31

50% I can go full-time consultant. I mean full-time independent, which is kind of what I really would like to do. And 50%, like, okay, for the right role, I'd be willing to to do another corporate stint, you know, or okay.

SPEAKER_03 25:49

Okay. So um that's a problem.

SPEAKER_00 25:53

Yeah, I'm straddling the line.

SPEAKER_03 25:57

Well, you're you're straddling the line, and you're you're you're not gonna you're not um you're not crossing either of them. Right. This goal is to cross one of the lines, pick it and then go for it. Literally. I mean, you can hook your resume out to some jobs, great. But you think about all the places that people can go and get some part-time help or contractor help or consult, you know, Salesforce consulting, right? Well, we need a badass resume. Your LinkedIn profile doesn't have a logo yet.

SPEAKER_00 26:32

Yeah, I have to create that's five.

SPEAKER_03 26:34

Well, yeah, but hold on. That's five minutes on Canva, right? I mean, literally. That's two minutes on Nana Banana.

SPEAKER_00 26:42

It it takes time because I have to, I have not decided what name I want. I want everything to be. I'm a perfectionist, so I want a beautiful logo. I want it to look nice, you know?

SPEAKER_03 26:52

Okay, well, let me do the wake-up call. Dingle lingle link, let it go, get over it. Because no one gives a shit about your freaking logo, Gabby Caballero. No one cares. And I'm sorry, no one cares at all. Yep. No one cares, man. Right? Are you in business? Have you done business with others? Did they like your work?

SPEAKER_01 27:13

Yep.

SPEAKER_03 27:14

Are you easy to work with? Your perfect perfectionism is fine right up until it becomes a liability. So, you know, most good qualities are great, but all good qualities maximize too much, become a liability. Throw me a heart if you agree with that, everybody. Okay. So if you're a perfectionist, what happens when you're a perfectionist? Well, this was a 20-hour project and you just burned 30 on it. And now you're too shy to go back and say, this was really a 30-hour project, and I'm only charging you 20. Can you pay me 30? You're not going to do that. Instead, you've just cut your wage by 33%. Congratulations. Now you're a business person. How do you like it now? Right? Great. Now you're not making 45 bucks an hour or 80 bucks an hour or$150 an hour. Now you're making 30. And think of all that time that you had to spend on your beautiful logo. Do you know what I mean?

SPEAKER_01 28:09

Yep.

Side Business Or Full-Time Role

SPEAKER_03 28:10

I have never gone like, oh my God, I am really gonna go with this company because that logo is just freaking amazing. So let me tell you what's actually happening psychologically for you right now. Okay. You are nervous and afraid that you're gonna miss an opportunity. Correct?

SPEAKER_00 28:30

Yep.

SPEAKER_03 28:31

There's something out there, and if you're not playing uh chess in the park nine games at once, you're afraid you're gonna miss out on it. Meanwhile, you're going to start losing games because one of those people that you're playing chess against is only playing one game. They're putting all their thought into it. Okay. So I think the the idea here is if you want to build a business, that's great. Do it while you have revenue and income. Right. Do it when you know you can walk right in the door with a client. I started this job in um 2017, I think it was 2017, 2018, maybe it was 2018. I left Robert Half. I was a vice president there. And the day I realized that I'd broken the record for whatever it was, some sales revenue record. Um, by the way, it was a record that I had set myself at that company like seven years earlier. So that day I that was my last day at Robert Half. And I made a couple phone calls and I got a$20,000 fee to go find an office manager for a law firm. I'd never done that before. That was seven years ago. He's still there, by the way. Okay, he's still there. I made a good placement. And then it was like, okay, I can do this. I'm going out on my own. And then that was in October. And then by January, I was like, okay, I'm going all in on Salesforce because it looked like SAP back in the day. It was like easy to get jobs and hard to find people. I'm like, I can do that. Right. And then I went all in and I called my business, the SalesforceRecruiter.com, and I didn't look back, man. And I worked 90 hours a week, three years in a row. I think I had like five weekends off and maybe one week of vacation, and it grounded out. And it was hard. I had a big battery, bigger battery back then than I do at 53, right? But I had a big battery and I just went all out. But I didn't do that and look for a job because I wouldn't be talking to you right now, here, right now. So you, my love, must choose and for a month, dedicate yourself with all the passion and make no excuses for yourself. I my goal today is to finish today. In the next two hours, I'm going to have a logo. What do I have to do to do that? I have to go to Canva. I have to go to Fiverr, right? Great, do it. And just remember, good is good enough. And as my old boss back when I was doing construction said, it ain't a fucking piano. Okay. Like this thing does not have to be perfect, right?

unknown 31:10

Okay.

SPEAKER_03 31:11

I'm going to go back. Um, we're at uh 1243. Again, everybody, you're listening to the hiring edge. We're here with Gabby Caballero and Scott Stafford, and we're talking about Gabby's career and talking about her resume. We're also talking about her LinkedIn profile and something that a lot of people are facing right now, which is struggling between, oh my God, I am not bringing in money. What am I going to do? Right? I'm going to start a business. Okay. I'm going to apply to jobs. But meanwhile, you know, people don't want to hire people who are starting their own business. Right. And people don't want to wanna engage uh contractors and consultants who are applying to full-time jobs because you're posing a risk on both ends. And not a small one, a big one, enough to exclude you early in the process. Now, if you're getting interviews, Gabby, I think that's awesome. And I think you mentioned the other day that you are. That's great. So get the interviews and win the offer. And then you can make some decisions. Candidates don't get to make any decisions until the offer is in hand, right? Okay. Another thing, until you land a client that can pay your bills, or until you land a job that can pay your bills, you're not winning. It's a pass fail grade on this. And sorry, it's harsh. But you're doing it and you're all out and you're competing with people who are going all out for the thing, or you're not, right? You're practicing every day, you're leveraging things every day. You're getting outside of your comfort zone every day, every day outside of your comfort zone, guys. Every day. Because what's familiar is just going to hold you back. Because the world ain't the same, is it?

SPEAKER_01 33:06

No.

Focus, Perfectionism, And Speed

SPEAKER_03 33:06

No, man. It's different. It's weird. It's a little bit scary. We don't know what's going to happen. You know, um, we like we literally, we we don't know what's going on. We don't know what jobs are gonna be here in six months or nine months. Gabby, you're in a position that a lot of people are in right now where the the uh ecosystem is not hiring a bunch of Salesforce admins because um Benioff and the market, and you know, Sam Altman and everybody else in big tech has been like, why would you do that? We can automate this for you, okay? But what you're gonna find is there are going to be people that are gonna be late bloomers to this. And so there's still a market. And I think you said something just when we were warming up or right before the show, Gabby, that like people aren't hiring right now. Well, I'm gonna tell you, everybody, guess what? Not true. I've got like five open orders right now. That's about what I like to carry. I don't like to carry 20. No, that's about what I like to carry right now. These people are hiring, right? It's just they're taking longer and they're more careful and they're more specialized, and they've all wanted a horn on the front of their horse's head.

SPEAKER_00 34:22

That's what I'm yeah.

SPEAKER_03 34:25

Okay.

SPEAKER_00 34:25

So how do we put the horn in front of our heads, Josh?

SPEAKER_03 34:28

Well, the first thing that we have to do is we have to focus our energy on one thing, my friend, and you're doing two. Now stop it today. Yeah, right now, stop it. Because you've got whatever number of years of how many years of Salesforce?

SPEAKER_00 34:47

More than ten.

SPEAKER_03 34:49

Yeah, but how many years altogether? Like if you squeezed it all, like full-time 10 years of experience, just doing Salesforce only for 10 years?

SPEAKER_00 34:59

Yeah, no, it's probably less than that, actually.

SPEAKER_03 35:01

If it's probably like three and a half or four.

SPEAKER_00 35:05

I would say more like five, but five?

SPEAKER_03 35:07

Okay. Five spread over ten. Okay. So you have to are one, articulate better what your accomplishments are. And your resume and your um LinkedIn don't do either of those to a degree that you need it to, right? Okay. So let's cover that real quick. This might go a little bit longer, but it might just shut us off at one. I don't really know. Let's let's give it a go here, guys. Okay. Screen, window, and away we go. Here we go, sharing. All right, guys. So uh let me jump back in here, Gabby, on your resume. And we're we're just gonna wrap up the resume part real quick. Okay. First things first. We know that uh it looks like AI made it. We want you to write yourself, just write on your own. Um, if your AI doesn't yet know how to sound like you, you can teach it and then it doesn't matter. Then you could do whatever you want. My AI knows how to sound exactly like me because it has listened to um or it's read um right around a thousand pages of my writing and um transcripts. Okay. So like it knows how to talk like me. Um we want these dates to kind of get minimized. I'm looking here, we've got uh six months. Okay. Here we've got um two years. We do have a gap of six months there between UKG and JM.

SPEAKER_00 36:34

We've got No, well that's that was ambient. So there was no gap.

SPEAKER_03 36:38

So put that in. Okay. And then ask yourself you've got to you've got to do a couple things here, and I'm gonna tell you exactly how to do it. I'm just gonna type it up so everybody can see. Right here, okay? First sentence, one sentence. Everybody see this? First sentence Who are they? JM Family Enterprises is a blankety blank full of blankety blank people that do blankety blank, right? Okay, sentence two. Why am I here? Recruited to blankety blank. Blanky blank blank. Okay? Why are you there? Top three, third sentence. What did you accomplish?

SPEAKER_00 37:22

Okay.

SPEAKER_03 37:23

What did you accomplish? What did you do? We don't want job bullet points, right? Job description bullet points. Oversee this, add users, blah, blah, blah. Right? We want to know what you accomplished. Accomplishments have numbers. I climbed Mount Everest once. I climbed Mount Everest 10 times. Oh wow. Right? I did a Salesforce implementation. I did seven Salesforce implementations. Okay. I did seven Salesforce implementations ranging from$100,000 to$1 million. I was the lead architect on three of them, and I completed those projects on time and under budget. Wow.

unknown 38:03

Yeah.

Market Reality And Differentiation

SPEAKER_03 38:03

Context. Quantification. Do you see? What did you accomplish? Now you don't have to put all that stuff in here. What did you accomplish? Okay. And the last thing is how did you do it? How did whoa? Fat fingers. How did you do it? Four sentences. JM Family Enterprises is a blankety blank recruited to blank blank blank their system for blankety blank. Um, this is what I did, you know, did this, improved efficiency by this much, and did this and that, the other thing. And I did it by having, you know, call stakehold stakeholder workshops and blah, blah, blah, and all this other stuff. Okay. And then the rest underneath that five key accomplishments. Crushed it, right? This is just where you put the cool stuff, man. And the cool stuff almost always has a number. And it almost always ends in resulting in resulting in blank. In other words, we want to hear what you did. Like, how did it benefit the company? And so companies, people working for companies read your resume. What did you do and how did it benefit this place? So you developed comprehensive CRM transfer transformation roadmaps to deliver measurable business value. Developed a comprehensive CRM transformation roadmap that, when implemented, delivered X amount of business value, including X percent increase in efficiency, X percent increase in sales, X percent pipeline blottaday, blah, blah. Do you see what I mean? This is the how you did it. Collaborative with sales leadership to define success criteria and improve team performance, success criteria, which improved team performance from this to that. Make sense? Numbers? Okay. You're gonna apply that to everything. Every job gets that kind of a treatment. Who are they? Why am I here? What do you do there? How did you do it? What are your accomplishments? If the accomplishments don't have a number, get rid of it. Move on. Next bullet. Okay. All right. That's it for the resume, Gabby. We've only got a few more minutes. Let's jump into the LinkedIn. You've been a real sport because I'm giving you the what four, aren't I?

SPEAKER_00 40:23

Hey, I grew up with two brothers. I'm used to getting roasted. Well, my little brother's a sweetheart. My older brother's something else.

SPEAKER_03 40:29

So well, if roasting actually helped people, I'd want to get roasted all the time. So I don't want this to feel like a roast. I do want it to feel like help. And I do want you to know that whatever pain you're going through with me right here and Scott online is actually helping a lot of other people at the same time. So let's talk about your um LinkedIn. Can everybody see the LinkedIn page?

unknown 40:54

Yeah.

SPEAKER_02 40:55

Yeah. Yep.

SPEAKER_03 40:56

Okay. First of all, I think it's great. I think it's beautiful. I think it looks really nice. I love your banner. I love that you're an agent, plazer, innovator. This is fantastic. This is a great banner. Gabby, if only more people did it. Okay. The hashtag open to coffee circle, get rid of it.

SPEAKER_00 41:13

Okay. It's playing around.

SPEAKER_03 41:16

It's just weak. You know, I mean, it's like, I'm open to coffee. Are you open to coffee? It's like great. This is how people who aren't making money get together and hang out and spend time. People who are busy, who are accomplishing things, who are closing deals, earning money, don't aren't open to coffee. And you know why? Because they're busy. Because they're working. I'm not open to coffee. Sorry. No thanks. I've got my Xevia energy drink right here, zero sugar energy drink. I'm just fine. Thank you very much. If I can help you and make money, let's talk. If you can help me and earn money from me, let's talk. But otherwise, it's too soft.

SPEAKER_00 41:52

Okay.

SPEAKER_03 41:52

Okay.

SPEAKER_00 41:53

Next, this.

SPEAKER_03 41:55

I fix, I actually really like this. I think she did a great job, audience. I fixed the we bought Salesforce, but nobody uses it problem. Pipe, principal consultant, pipe, AI readiness and strategy pipe. Now accepting clients and coffee chats. Okay. We're going to fix some of that. Oh, and by the way, I forgot to tell you put Fort Lauderdale on your resume.

unknown 42:20

Okay.

SPEAKER_03 42:22

Because some companies won't hire someone from certain states. They need to know where you are. You don't have to put your street address. You shouldn't put your street address, but we want to know where you are. Okay. All right. I actually wrote a slightly different one for you. It's really similar. It's a little bit more professional. And it sounds like this. Salesforce adoption and AI readiness consultant type fixing underused Salesforce orgs. That is really straight to the point. It's a single line. It's easy to read. You can use both you can use all caps on some of these words if you want. I do on mine. If you go to my uh whatever Josh Matthews LinkedIn page, you'll see that I do that. Right? Um, anything that's like now accepting clients uh denigrates your brand. Um and it cheapens it. And you're a highly valuable, deeply experienced consultant. You are worth lots of money and lots of opportunity, Gabby. Okay? Just know that.

SPEAKER_00 43:33

So don't cheat.

SPEAKER_03 43:34

Just because it's hard doesn't mean that you adjust and start getting like, hey, uh, anybody want to hang out, open a coffee. No, you're highly selective. You only work with certain kinds of clients, you know when they're the right client for you. You don't take just anything, right? Now, everybody else, yeah, if there's an opportunity, take it. If you're not working, you're hungry, take it. Because something's gonna happen to you inside your internal motivation. Your self-respect, how you feel about yourself. I don't care if it's not the perfect dream job, get over it. Do the work, get the job, get the paycheck. You might not like your boss. Great. That's an opportunity to fix yourself, to figure out why you don't like your boss or why, uh, you know, how to communicate with them better, or how to adjust your expectations of how people interact with you, or what you can do. What about you is causing that issue, right? Like everybody met Zuka at the start of this show, and Casey's literally taking the massive brunt on puppy training with her, and she's doing an amazing, incredible job. And sometimes Zuka will start like behaving like a puppy does and biting, doing all these things, or like getting into trouble. And Casey's like, hey, you know, should should I get rid of that or should I move that? And not always, but sometimes I'm like, you know what? No, like leave it. Like it's an opportunity for her to learn, which Casey totally gets. And she's incredible with the puppy. So these challenges that we face, guys, they're opportunities to learn. All you beautiful, lovely, cute puppies out there.

SPEAKER_02 45:09

Okay?

Four-Sentence Job Story Framework

SPEAKER_03 45:10

Right? Like just accept that things are challenging and now do something about it. Get focused, get clear, pick one lane, play the game, play to win. Does that make sense? Okay, so we're gonna fix this little that's my long way of saying, yeah, we're just gonna adjust your headline a little bit. Everything else looks pretty darn good, Gabby. I mean, I I I'm not a fan of this solopreneur thing. And I don't think that leading with community advisor and content creator and all that stuff is the smart move. It's great that you're in.

SPEAKER_00 45:43

Chronological. So that's why it puts it like that, you know.

SPEAKER_03 45:46

Yeah, I know. But whatever. Like it's I mean, count how many hours you actually spent with Salesforce Ben content creation. How many hours total?

SPEAKER_00 45:56

Well, I don't know. It depends.

SPEAKER_03 45:58

Come on, quick. Come on. No, no, no, no. Right now, quick. You're in an interview. How many hours have you actually spent doing social media?

SPEAKER_00 46:03

Now I haven't created any content this year.

SPEAKER_03 46:06

Have you ever created content for Salesforce Ben? And when was it?

SPEAKER_00 46:09

Yes, I did last year several times.

SPEAKER_03 46:12

Last year was two months ago. When?

SPEAKER_00 46:14

It was at Dreamforce. I did a live uh Okay. Any of these engagements have been like a couple of hours, right?

SPEAKER_03 46:22

Okay, get rid of it, man. That is not you don't define yourself by two hours of work and have that Trump actual meaty accomplishment work that you've done. Don't do that. Okay. We're not gonna do that anymore. All right.

SPEAKER_00 46:36

Well, you know what the funny thing is, Josh? That those two hours paid me a lot more than my regular job.

SPEAKER_03 46:42

So don't ever tell anybody that. Keep that to yourself, man.

unknown 46:49

Okay.

SPEAKER_03 46:50

All right. Listen, guys, we're we're we're coming to the end of the show here. The goal of this program was to do a couple things. One, hang out with people I really like. Two, share some really good factual information about what you should be doing and how you should be thinking and approaching your LinkedIn and your resume, right? What does that actually look like? And I wanted to get real brutal with with Gabby because by by uh I'd say like 80% of recruiters out there are gonna look at her stuff and be like, oh, she looks really good. Nice LinkedIn profile, nicely formatted resume. Yep, she does Salesforce administration, great. Okay. Everybody knows that we here at the SalesforceRecruiter.com, we place and recruit the top 10% of people. So we're not looking for average, we're looking for great. We're not looking for good. Good can go to the community pool. Okay. We're at the resort, baby. Do you know what I'm saying? Nothing wrong with community pools, by the way. Don't get all weird. Um, but I'm just saying, like, we want the best of the best. And Gabby has everything in her to be able to not just be great and amazing, but to be able to articulate it in a way that guys like me and people like my clients will look at it and be like, wow, she looks like a really great choice. I definitely want to talk to her. That was the point of this whole thing. The other part of this whole thing was quite simple, which is uh pick a lane, people, pick your battle. Uncle Dennis always said, you know, life is just full of different games. You have to pick which ones you want to play and which ones you want to play to win. If you're not working, you play the job game and you play to win. You don't stop, you don't quit. Okay. Everybody, all of those out there who have a partner who's being really supportive of you, if you've recently lost a job, they will get tired of you no matter what, if this goes too long. They will. The support will start to fade. And then you're gonna start feeling lonely too. So if you're out there, if you're hurting right now, if you're feeling um challenged, if you're worried about the market, these are a few final thoughts from Josh that I want you to really focus on. Okay. Thought number one, exercise. It doesn't have you don't have to thrash yourself with an inch of death to exercise. Get out and walk for 20 minutes.

SPEAKER_00 49:09

I've been walking every day. It's amazing.

LinkedIn Headline And Positioning

SPEAKER_03 49:12

Good. Get your sleep. Get out in the sun in the morning. I don't care if it's 20 degrees out, get out in the sun, put on a coat, walk the dog, walk yourself 20 minutes in the sun, get an SAD lamp, get a full spectrum light, put it on in the morning so that you don't fall into winter depression with all these horrible storms that everybody's experiencing in places other than where we live, right, Gabby? So, you know, you've got to look after your mood, and that's good food, exercise, sunshine, hydration, good sleep. Start there. If you don't do that, nothing else is gonna kind of flow your way in a way and at a speed and at a tempo and with a cadence that you want. You're not gonna be super fresh for those interviews when those at bats come. When that pitch comes in, man, you've got to hit that ball. And you wanna be in peak performance. So get into peak performance mindset right now, which is I need a good battery. For that, I need sleep, I need water, I need good food, and I need um exercise. Okay, to keep the blood moving. So you start there. Number two, avoid sewer rats. Sewer rats are what we used to call people back when I sold cars in 1996. These are the people that hang out and like, oh man, this place sucks. Oh, that uh, they were terrible. Yeah. It's so hard to sell a car. And man, baby, but bitchers and complainers, whiners and whingers, get rid of them, cut them out of your life. Oh, this new boss, blah, blah, blah. Yeah, yeah, they suck. Yeah. Stop it. Make new friends, let them go. Don't be those people. Be a company man, be a company woman. You'll find that the people that you don't like, the people that made decisions that annoyed you, the people that cut your friend loose that you don't like. You could actually find reasons to like them. You could actually help them and then they'll help you. Ingratiate yourself. I'm not saying kick ass. I'm not saying be not being unethical or change who you are. I'm saying change what you do and change who you spend time with. That's not the same thing as changing who you are, people. Does that make sense? Throw me a heart. Okay. All right. Scott, did we have any comments? Um we might not have.

SPEAKER_01 51:25

Just really quick. Um, you deliberately went ahead and you made the resume look like it was from a human. You centered it. You made it like immediately when we looked at it, I go, that's not AI anymore. And a lot of people were like, is that necessary? Uh, do you really need to center stuff or to find your own kind of like human flair in there? And if you could just address that, because that's basically what you do with the resume. You just looked at it and you made it human.

SPEAKER_03 51:51

Look, if you want to look like AI made you, then you can show up and you can do work and just have AI do your job for you. But if you think that you're going to be getting 120 grand instead of 80 grand or 60 grand or 70 grand, good luck with that. Right. Because we've already said on our shows that it's human, the the human part is what matters right now. Can you orchestrate AI? Great. Now can you make it human? Can you really do this? Like, honest to God, guys, can you do this if you can't? If you have to chat GPT every single answer, good luck with that. If you can't push back on GPT and be like, no, dude, you're wrong. Right? I say, I tell GPT and Perplexity and Gemini that they're wrong somewhere between two to 10 or 15 times a day, like all the time. And you know why? Because they're wrong. And their memory context, their context memory is it fluctuates. It's not, it's not reliable. It might get there, but it's not reliable right now, guys. Right. So I'm gonna tell everybody a lot of people listening to this show might not know this, but people who push back on doctors get better health care.

SPEAKER_02 53:01

Yeah.

SPEAKER_03 53:01

Okay. So you got to push back, but but people who are in a lower socioeconomic class, meaning they're in the poverty line or just above the poverty line, or have less education, have um they sort of like this white coat uh fantasy that if you wear a white lab coat, then like you're really smart and everything that you say is smart. But half the doctors graduated in the bottom half of their class, and a lot of doctors are underslept and overworked, right? And they're gonna give the grease to the squeaky wheel. For anybody who's ever had an ill um partner or parent or child or loved one, you guys already know that the care system isn't great unless you're standing up for that person. Where's their lunch? Where's their medication? You guys said you were gonna do this. What about this? This room's not acceptable. Here's why. But what do you mean you're not getting an internist on this? This is insanity. I want an internist to come in by the morning. Can you do that? You can. Great, thank you. If we don't do that stuff for our loved ones, we're screwed. We have to apply that same kind of methodology here to GPT. Oh, GPT is so smart. Okay. But it's wrong enough. And you have to push back all the time. So if you can do that, you can make your, you can actually make your um resume and your LinkedIn profile and your user stories and all these other things actually sound like you and make sense and be real because you verified it. You got to read it. Okay. Does that so yeah, you have to change it? Sorry, long answer, Scott, but yeah, you have to.

unknown 54:45

Yep.

SPEAKER_03 54:45

You have to change it. Otherwise, you're just a consultant with six years experience. La di-da. Great. I've got 400 more to look at. Right? So, um, okay, we're I'm seeing a message here from Michelle Norton. Telling them they're wrong only makes them more conciliatory. You need to tell them in a positive way how to behave instead of telling them they're wrong. Okay, so I like that, Michelle. And yeah, I think you're, I think you're right. It's like, uh, yeah, I'm not sure about that. You can push back and say, but didn't you just say this? But please refer to earlier in the thread. This was the context, and that's inaccurate. Mine knows me, so it talks to me with like zero fluff. Like it just knows me. It's like having a my own personal robot, right? It totally gets me. I'm like, no, you're wrong. Read the thread. And they're like, oh yeah, you're right. Sorry. How's this? And it doesn't have common sense. Remember, we humans do. Yes, Aaron. All right, Tim, thank you for coming. Uh Hilda, uh, Hilda, Hildi? Is it Hilde?

unknown 55:44

Oh no.

SPEAKER_03 55:45

Michelle, Larry. Larry is guys. Uh Larry is a wonderful person. He's so sharp. He's so smart. He's so giving, so caring, just like Gabby. Um, Larry is new to the market.

SPEAKER_01 55:57

Um, always has cheese.

SPEAKER_03 56:00

So cheesecake. Cheesecake, not cheese. Um, so uh look, I'm giving my thumbs up to Gabby. I'm giving my thumbs up to Larry Lee. These people are amazing. Lisa, thank you for joining us. She had a question. How do you decide what to put under core accomplishments and what to put under the actual position? Core accomplishments, Lisa, that's just like core accomplishments. I don't always agree with putting core accomplishments up at the top. Gabby did it on her resume, and I wanted to honor that. That was a format that she was comfortable with. I think that if you have those core accomplishments in your most recent job, then you can just put them right there. Okay. Um, let's see what else. Confidence is the toughest thing. Tell me, Scott, if you're seeing something out else on here, anything else that's like a question.

Human > AI: Push Back And Verify

SPEAKER_01 56:45

Would have really needed to hear again that you have to decide you're what you're gonna do. So if you're looking for a job, you're looking for a job. If you're trying to start a business, you're starting to start a business. You in this market, you can't do both. So I I was just thinking with Gary.

SPEAKER_03 57:00

But you can, but you you you can't do both well, right? If you're gonna do it, look, I've I've been like go all in, and I'm just seeing a message from my friend Justin Jackson. Justin Jackson's a trainer in the ecosystem. He's a really wonderful, wonderful guy. Um, he's uh, you know, I got to meet him up at Southeast Dreaming. And he wrote, Um, I feel like I hear this from you every other month, Josh, and I'm still resistant to it, even though I know it's true. And he's actually referring, I think, to um being focused on the one thing. It's okay to be a dilettante, Justin. It's okay to have a lot of interest. I don't know if you guys can see, but I've got three, four guitars on the wall, a drum kit right behind me, a keyboard there and a grand piano out there and a ukulele sitting in the corner. I can't make up my mind. It's okay to have a lot of different hobbies, but when we're not already super successful in one area, we need to figure out what are we good at, double down and just go all in. Period. And we have to do what uh AsianEfficiency.com, and I really love these guys. You can check them out. They've got a podcast. It's called The Productivity Show. It's called doing the one damn thing. Do the one damn thing. Do it till it's done, get it done, knock it out, then move on to the next thing. Otherwise, you're gonna major in a lot of minor things. The resume won't be done, the logo won't be done, right? And now you don't have a logo that you like or a website that you like or what have you. Um, to answer Justin's comment is just a response to the comment. Yeah, I do say it a lot, and there's a reason for it. It's because it's practically impossible to do a lot of things all at once unless you're like Elon Musk, right? If you have the brain and the finances and the network and the trust and the investors to do all of these things, and you can power yourself up to work 20 hours a day in incremental five-minute segments, and you've got staff that can execute for you, then go for it. But if you're a one-man, two-man, three-person show, you've got real problems because you're competing with much bigger companies. So I would challenge anyone out there to just try it. Let's try this, everybody, for two weeks. Okay. Let's just say I'm only gonna do this one thing for two weeks. Because what you're gonna find is you're gonna start scratching these itches. We talked about this, Scott. Do you remember yesterday? We we talked a little bit about this. Yeah. Most people who are doing a lot of different things, and Gabby's play, we brought this up. Most people who are doing a lot of different things, they are afraid that they're gonna miss out on something. FOMO, get over it. Get over it. You don't get to go to every party. You don't. Sorry. Right? But you could be the bell of the ball at one of them. Why don't we do that instead? How many? Let's see uh by a show of hands or whatever, how many um balls did Cinderella go to? Anyone where she met the prince? She went to one ball. Okay. She didn't go to two balls that night. She didn't go to two parties, she didn't go to 12, Justin. Okay. Like you're probably gonna win by going to one ball and and and being the darling of the ball. Do that. I don't know what else to say. Everybody knows this. Okay. Well said, guys. All right, guys, let's get out of here. Um, if you like this show, do me a favor subscribe to our podcast. You can go to thehiringedge.ai and subscribe and hit alerts.