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Your job title on LinkedIn won't get your firm that $100k contract. But this will. I've been deleting a lot of old Linke...
17/06/2026

Your job title on LinkedIn won't get your firm that $100k contract.

But this will.

I've been deleting a lot of old LinkedIn connections recently. (Just a best practice I recommend everyone do at least every few years.) As I was going down the list, it struck me how many of these people I'd met years ago who are now doing something completely different.

Recruiter --> Life Coach
Agency owner --> AI real estate guru
Marketing consultant --> Support staff at a union

(You get the picture.)

And it reminded me why b2b buyers will take years before they decide to hire your firm:

We've all had that experience of working with someone who suddenly retires or gets tired of doing that thing and now they're unreachable and you're stuck trying to fix this critical software changeover without expert support.

(Don't you hate it when that happens?)

No-one wants to get burned by a partner firm or vendor. Especially if their job is on the line.

So what do buyers do? They wait. A long time. And watch. Watching to see if you can check the trust box so they can verify you're the real deal.

And you know one massive, massive signal that tells a buyer you're worth hiring?

That you, as an expert-led firm, are showing up in the same circles as your buyers. And sharing your expertise. Over years.

Not: "Oh I posted for a few months back in 2022 and it didn't do anything."

No crap.

Buyers don't buy on the first few posts. They wanna know if you're in this for the long-haul.

"Experts" who hate their jobs or who are tired of the same ol' thing don't share insights on LinkedIn long-term. "Experts" who put in the minimum effort don't do this.

They might dabble for a few days or weeks. But eventually they lose interest.

You know who doesn't lose interest? True experts. They learn from industry reports. Take notes from their own client experiences. They're invested in growing themselves, their firms, and their clients over years.

And they put themselves out there over years. Decades, even.

Dabblers don't win $100k contracts.

Long-term, invested experts do.

Your next buyer is vetting you today for a need they'll have next year.

Good thing you're not a dabbler, right?

-----

This post 100% written by me, a human. Zero AI used. Yes it took me a couple hours but it was worth it.

Knowledge is knowing a tomato is a fruit. Wisdom is not putting it in a fruit salad. - Miles KingtonYour b2b buyers are ...
16/06/2026

Knowledge is knowing a tomato is a fruit. Wisdom is not putting it in a fruit salad. - Miles Kington

Your b2b buyers are doing 81% of their research before they ever talk to a human. (source: Demand Gen Report)

Buyers are showing up more educated than ever thanks to ChatGPT, Google searches, and online content.

Which means information content can't be all you do anymore. That's the kind of content where you're sharing just stats or news or basic truths about your industry. Hear me correctly please: yes, you should still share this stuff. But it can't form the basis for your content anymore.

Because your buyers already know a lot of what you know. They want something meatier. They want...........

(drumroll please)

⋆｡°✩ Wisdom ✩°｡⋆

Specifically, your wisdom.

--> Buyers want to know how you THINK, not just what you know.

They are -- after all -- hiring you as an advisor for their business. They wanna know you've seen a thing or two. (Remember the Farmers insurance ads? They play exactly into this.)

And how do you prove you've seen a thing or two? Think back to the Farmers ads. Every single one was a crazy story about an insurance situation delivered by actor J.K. Simmons.

There's a reason they picked a single person to share the stories. Because it builds affinity for that person and the brand.

So if you wanna stand out in the age of commoditized information, that's your new play:

1. your leader(s)
2. sharing stories
3. that show how you think

Because buyers aren’t just evaluating what you know anymore. They’re evaluating judgment. And when you think about it, judgment really only shows up through stories.

And if you don't have stories, well, I'm just going to be real with you: your firm is becoming harder to differentiate.

15/06/2026

I invest a LOT into LinkedIn. But there’s one other platform I publish on that most people totally overlook.

YouTube.

I think a lot of B2B professionals don’t even bother with YouTube. After all, it’s not like we can all be the next Gary Vee.

But just because you won’t get 100k views doesn’t mean it’s not a worthwhile platform.

Brooke Miles and I had a fantastic chat about turning YouTube views into clients and how to make the most of video.

She talks about how she looks for content gaps by looking for videos with more views than subscribers in niches that are relevant to her business.

At first, she really doubted it would actually work, but she made the video.

It currently sits at over 400,000 views, and raked in over $5,000 worth of ad revenue.

That’s in addition to the numerous clients she got from that video, which stack up to way more than 5k.

If you want to learn more about how she did it, and how to take advantage of content gaps (on LinkedIn & on YouTube), check out the podcast we did together. Link in the comments below.

👋 Hi, I'm Justin Vajko.
📈 I’ve built my business on LinkedIn.
🔔 Follow me to grow your pipeline with content.
📩 DM me “video” to book a free video content session.

12/06/2026

If you go to a networking event in person and have a conversation, you start with the basics: “Hey, how are you? I’m Justin. What’s your name? What do you do? Tell me about your family.”

You talk like a real human does. Not, "Here's a bunch of my achievements. Please work with me."

But we forget to do that on linkedin.

That's why a few personal details in your headline are important -- because so few people do it. And it builds rapport before someone even has met you.

And rapport is how you start more conversations.

11/06/2026

I have this client who recently told me she’s sick of LinkedIn.

And she’s not the only one.

As someone who has been on LinkedIn for years…

*hides my screentime*

…you have to invest a LOT of time on LinkedIn to get it to work for you.

(and just when you think you’ve got a routine down, the algorithm changes everything you thought you knew)

For most people, it feels like playing a horrific networking game.

All the stress of networking (does this person like me? am i making sense? is my message getting heard?) without any of the fun in-person aspects.

Just metrics telling you all the people who have scrolled past your latest post you spent hours writing.

But the thing is, she knows she can’t just quit LinkedIn, so something has to change.

For her, the change is video.

Here’s why:

→ Video is more effective than writing. Harder to fake. You get more credibility.
→ Can be used in e-mails to make her newsletters stand out.
→ Can be added to her website as a valuable resource.
→ Video will make her more interested in LinkedIn again. Changing things up keeps it fresh.

After we talked, I felt like cheering. These reasons are exactly why I’m still on LinkedIn & why video really does work.

It was nice to hear from another true believer.

And once you believe video works on LinkedIn, we’ve got a process to make it as easy as 1-2-3.

👋 Hi, I'm Justin Vajko.
📈 I’ve built my business on LinkedIn.
🔔 Follow me to grow your pipeline with content.
📩 DM me “video” to book a free video content session

10/06/2026

I always say the best way to get a prospect to buy is a face-to-face meeting.

The 2nd best thing is video because you're hearing and seeing them.

During COVID, when we couldn't see people in person, what did we turn to?

Zoom.

And that honestly opened up a lot of doors for CEOs and founders.

After all, you can only take so many one-to-one meetings.

If you are successful, whether you're a freelancer, a business owner, or anyone else, your time gets filled up quickly.

In fact, I spend a lot of time trying to not overbook myself and schedule too many 1-to-1 meetings.

But if I do a 60-second, high-impact video and I put that out on LinkedIn, even if only 100 people watch it, that’s WAY more people spending time with me without actually meeting me.

It’s a very good way to scale your time and build trust with people.

In fact, it’s the ONLY way to scale time.

Who knew LinkedIn videos were a way to skirt the laws of physics?

Technically, you can have a million different conversations in a million different places just by posting 1 video.

People like Gary Vee can spend hours in someone’s life without meeting them once.

That kind of trust & time scaling is powerful. And it can only happen with video.

👋 Hi, I'm Justin Vajko.
📈 I’ve built my business on LinkedIn.
🔔 Follow me to grow your pipeline with content.
📩 DM me “video” to book a free video content session.

Dear Founder: being invisible is not the same as being humble. Not a lot of people know this about me, but I spent the f...
09/06/2026

Dear Founder: being invisible is not the same as being humble.

Not a lot of people know this about me, but I spent the first 13 years of my life in France. Let me tell you, as a kid with ADHD with his own ideas about what fun looks like, the French school system was vicious to me.

French schools are run on a shame system: you stand out, you get your head cut off. I remember one time looking across the classroom at a troublemaker in my fifth-grade class who had yet again gotten in trouble. The teacher picked him up by his head by his ears and then dropped him back into his chair. This intensity is accepted and normal in French grade school.

By middle school, the ante was upped; I was constantly stressed about missing homework, missing deadlines, or just plain forgetting something. I dreaded Sunday afternoons because I always got a pit in my stomach -- because of school the next day.

Needless to say, this intense stress caused me to hate standing out. I never wanted to be called on because it was always bad news. It meant I didn't know my stuff, which meant I was about to be shamed.

I suspect I am not, dear reader, the only one. You too have probably experienced a form of stand-out shaming. Standing out doesn't feel right, and I would argue it probably comes from the way you were raised. You know, "stay humble" and all that.

But the truth is, if you run a professional service business, you will get passed over as an option if you don't choose to stand out.

Humility is great. Jesus was humble. (I'm a big fan.) But being invisible is not the same as being humble.

If you don't write that post or create that video, you disappear. B2B buyers today are doing over 81% of their research online before they ever reach out. (source: Demand Gen Report) If they don't see any of your content or know what you think, how are they going to choose you? They just won't. You might think you're being humble by not standing out, but you're actually losing business.

That's why I recommend a system that is

low-friction for you

⋆｡°✩ AND ✩°｡⋆

high-trust for your buyers.

This system IS NOT ANOTHER FREAKING A.I. (ahem).

It's just someone asking you questions while you answer and then having someone else take care of the work you shouldn't be doing: editing, posting, etc.

Because I believe that the best way for b2b professionals to stand out on linkedin is to capture you in honest conversation.

08/06/2026

Everyone says the key to getting engagement is doing engagement on LinkedIn.

But anyone who has tried that knows you can’t just spam random comments & pray for results.

I had a great, in-depth conversation with Allison Ditmer about LinkedIn engagement strategies and how to turn comments into connections.

She says the first thing to consider changing is your profile page.

When you leave a comment, the first thing people are going to do is click on your profile to visit you.

If your profile doesn’t have a strong message, you’re just going to blend right back into the crowd.

In 3 seconds or less, they need to be able to look at your page and quickly determine:

1) Who is this person? What do they do? Who do they help?
2) Is this someone I can work with?
3) Is this someone I can refer somebody else to?

If you want to learn how to achieve this & get in the weeds talking LinkedIn strategy, check out the podcast we recorded together. Link below.

And if you’re in the industry and want to hop on a podcast with me, DM me. I’m always down for new conversations.

👋 Hi, I'm Justin Vajko.
📈 I’ve built my business on LinkedIn.
🔔 Follow me to grow your pipeline with content.
📩 DM me “video” to book a free video content session.

05/06/2026

My clients always think they need a longggg list of equipment to start doing video.

I used to think that, too.

Back in 2022, when I first got into video marketing, I thought every video shoot had to have a ring light.

We were working with this broker out in LA, doing remote video shoots with his we**am.

And like 30% of the session would be trying to set up this dang light.

The poor guy was in his 70s and very tech-averse, so each session we’d be like: “Maybe move it a little to your left? Okay, now tilt it down. Wait, back up a bit. Thanks, oh wait, you just moved. Umm, how about a little to your right?”

But eventually, we realized he had this big, beautiful window that stretched all the way around the room.

And I said, “Hey, let’s try opening your windows.”

Bam. After that, we didn’t need the ring light.

That’s a lesson I still use in my business. You don’t need a lot of lights (or any lights at all).

All you need is

1) your phone

and

2) a desk tripod.

And we’ll coach you on how to adjust the tripod. It’s a super easy way to fix any framing issues.

It’s a $10 tool, link in the description, we share it with all our clients.

But yeah, that really is all the equipment you need. A $10 framing tool, your phone camera, and a big, beautiful window, and we’ll help everything look amazing in the remote video session.

👋 Hi, I'm Justin Vajko.
📈 I’ve built my business on LinkedIn.
🔔 Follow me to grow your pipeline with content.
📩 DM me “video” to book a free video content session.

04/06/2026

I was talking doing some market research and talking with an entrepreneur last week.

At the end, he was asking me about what we do (video), and he asked, "Can't AI do that?"

My friend, you'll want to sit down for this.

AI can’t…

→ Move the moment where you say, “we almost lost the client,” to the first 3 seconds because nobody’s waiting 22 seconds for the payoff.
→ Add an on-screen title because without it, nobody scrolling knows if this is about hiring, leadership, or your weird story about a conference in Phoenix.
→ Remove the random audio crackle from your guest’s USB mic that somehow only happened during the best answer.
→ Cut the 14-second detour where you explain background context that your ideal buyer already knows.
→ Add screenshots and zooms because a face talking for 60 seconds starts to feel like Zoom fatigue.
→ Rewrite captions after AI confidently turns “M&A” into “M and Aye” and your client’s company name into something unrecognizable.
→ Remove the frame where you blink mid-sentence and accidentally look like you deeply regret your own opinion.
→ Pick the clip where you explained why clients make bad buying decisions instead of the spicy hot take AI thought would get more views.

There always needs to be a human to get that last 10-20% over the line. AI will mess up simple things that will make you look like a fool if you publish them directly.

You still need a human (with taste!) to do the work.

AI slop videos might work on Facebook grandmas, but it's not going to convince anyone to buy from you in B2B.

👋 Hi, I'm Justin Vajko.
📈 I’ve built my business on LinkedIn.
🔔 Follow me to grow your pipeline with content.
📩 DM me “video” to book a free video content session

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