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Adam Houlahan Launched A LinkedIn Agency With The LinkedIn Playbook

Adam Houlahan’s first book, Social Media Secret Sauce, launched his speaking career and helped him build a strong personal brand and platform. When Adam decided to launch his LinkedIn Agency, he already knew he was going to write a book to help him grow it.

In this episode, you’ll hear how the book’s reception outstripped his expectations and has allowed him to grow a global firm with offices in Australia and North America. He also shares some of his best tips for how authors can use LinkedIn to promote themselves and their books.



Josh Steimle: Today my guest is Adam Houlahan. Adam is the CEO of the LinkedIn agency, Prominence Global. He's also the author of three Amazon bestselling books, Social Media: Secret Sauce, the LinkedIn Playbook, and his latest book Influencer: the 9-Step Guide To Becoming Highly Influential In Any Industry.

Adam, welcome to the show.

Adam Houlahan: Thanks, Josh. It's great to be here with you.

Josh Steimle: None of us when we were a little kid said, hey when I grow up, I want to start a LinkedIn agency because there was no LinkedIn and there was no social media or any of that. So, tell us a bit about your career path and how you ended up where you are.

Adam Houlahan: Yeah, sure. It's an interesting story. I've been in business myself now for over 30 years. I've heard of a few different businesses and a few different industries. And at one point in the journey, I decided I wasn't actually going to start another business. I was going to work for someone else and run someone else's company.

And it was while I was doing that and this company was very different, anything I'd ever done as a manufacturer of organic skincare products, believe it or not. And They were selling their products all over the world and this regional-sized company doing about a million dollars a month in online sales.

And so, I was researching, what competitors around the world were doing really well. What was making them different than the, as it turned out, it was a bad. Kind of 10 years ago. They were good early adopters of social media and that just piqued my interest and the back end, like how she didn't really know anything about social media at all.

I had a Facebook account, like probably everybody and I religiously looked at it about once a month and but through that journey, I got to speak to some of the real key players, in the social media space. And the more I did, the more I personally resonated with LinkedIn it was a clunky platform, to be honest, it still is.

But it just made sense to me from a business perspective. And then came a point where I didn't like this idea of building someone else's business and decided, it was time to get back into my own thing. And so, I thought I'd just start out just a little bit of a brilliant side hustle, and by this time I knew LinkedIn pretty well. And I thought I'll just help some people with their LinkedIn journey and then decide what I was going to really do. And anyway, here we This is about seven years journey now. And now that little side hustle is a global business, a globally recognized brand and a, a big team of, I think, 17 people we have now all over the world that are helping entrepreneurs all, all over the world with their LinkedIn journeys.

What do you focus on most with LinkedIn? Is it profile building, connections, or is it content? Or is it all of that?

It's all of that, Josh, but it's, you almost got the actual sequence even, right? It's it starts with building a profile, but our process is really designed. To come at it from LinkedIn's angle.

Meaning what we mean by that is that knowledge, you must serve LinkedIn's algorithms and needs first before you serve your own. And that's the mistake most people make in not doing that. So, we do everything in alignment with LinkedIn's algorithms, or at least our best understanding of their current algorithm.

From a profile point of view and then how a connection strategy should be implemented after that a content strategy after that and a conversion strategy. So, it's a four-part process that goes through those four steps here.

Josh Steimle: Did your first book come after the business or did the book come before the business?

Adam Houlahan: Interestingly enough, it came before the business. But it was, and it was a very generic book called social media secret sauce. And it was really designed at that point, just around all this information that I'd learned. In that journey or sharing with you earlier. And at the time, it was more about how you build a follower base, and it was on multiple, whether you wanted to do that on Twitter or LinkedIn or Instagram or whatever.

So, it was very much. I think we've all evolved past it, which is why I discontinued the book that it's not just about building followers these days. It's more about building a line community. But yeah, the first one came out before the business.

Josh Steimle: So, you wrote the book and that was the first one. Why did you write that first book? What was the motivation? You had the information, but was there a larger goal involved?

Adam Houlahan: There's definitely a goal. And the goal ended up in how you and I met the goal was to leverage the book to get invited, to speak at events around the world about social media.

And I can't remember exactly where now, but you and I met in Malaysia at the social media week. And I was invited like you from. I thought the Malaysian government to come to that event as I was to many other events around the world. And that book really was the door opener to that. And that sounded like built my initial online profile was around being a speaker on social media.

Josh Steimle: You started the business before you wrote the second book, is that right?

Adam Houlahan: Yeah. So, I basically started the business and started writing the LinkedIn playbook at the same time. So, it was social media sacred source really gave me a great platform of an online presence and lots of.

Credibility through speaking at lots of events and podcasts and all those types of things. But it was very it was a very generic book as I was mentioning. So, I needed, I knew I knew the power of being a published author through the first book. And so, I knew that. Put out a book that was very focused on LinkedIn, that those invites and the things I was speaking about became much more targeted around LinkedIn.

And so, I really, I started writing it before I started the business, but already knew I was going to go into the business. And I launched the book a few months after starting a business. And Josh, I have to say if I thought that the first one was a big door opener.

It just went just crazy. It just led to a real influx of people asking us about, how we could help them with their LinkedIn journeys. More invites to major events around the world and podcasts and all that sort of thing. And it really was the if I could have a crystal ball of how I would launch a business again, in the future, it would be off the back of launching a very targeted book around a, a niche of experts.

Josh Steimle: You were smart that you had the business and the book while you were launching those so many entrepreneurs, they start the business and then 10 years later, they say, I should write a book to help promote my business, or they write a book. And then they get all this attention, but they don't have a bucket to put that attention into because they haven't started a business yet.

So, they're getting all this attention and they say, I don't even know what to do with this attention, but it sounds like you had a strategy there where you knew that the book was going to be helpful, and you set up that bucket to capture that attention. With the book. What was your process for writing the LinkedIn book, as you were thinking through it, were you thinking I'm going to use this to grow this business? And so, I need to write it a certain way.

How many strategies were there in linking the book to the business to make sure that the book helped the business?

Adam Houlahan: Yeah, it's a good question. And there was a very strategic approach to how I wrote the book and what would I do. Back at that time, a lot of LinkedIn agencies were really focused on charging people to just help, optimize their profile, and how to position themselves on LinkedIn. And that was really what their business model was. I wanted to aim for something that was a much higher value than that. And so, I basically wrote the book that was giving away the secrets of what everyone else was charging for.

And. So basically why, what I meant by, it just went crazy. Suddenly, the people could just buy a $30 book that step-by-step took them through the process of what a lot of other agencies were charging them to do. And you can imagine, I got quite a few conversations from people who weren't happy about that process of giving them.

Practically for free what everyone was charging for. And the other, the reason for that, Josh was one. It was, I knew it wasn't high-value work to do as an agency. So, one, I wanted to say to people, “Hey, look, you don't need to pay us to do that. Here's a simple way to do that yourself. Once you've got that in place.”

We can help you on this next level above that is far more valuable to you. And of course, was something that we could price at a much higher level of revenue sort of generation that also just really catapulted us to the next level, as far as the type of agency that we work.

Josh Steimle: When you publish the book, you already had the business, you publish the book. How did you link the book directly to the business? Was there promotion of the business in the book or was it just that people read it and then they looked at your bio in the back and said, oh, he runs a LinkedIn agency...

How intentional were you about connecting those two?

Adam Houlahan: No, we made sure that it led to a lead magnet, which was they've got people, onto our website, into our database, into our indoor art sort of world, so to speak.

And of course, one thing it was. Yeah. Suggesting people connect with me on LinkedIn. So yeah, there was very much, an intention in the book to take people from, as, the sites like Amazon and whatever don't really share the details of who purchases your books. So, it's not easy to glean that data unless you're selling your book on your own.

Which of course means you don't get that global reach. So, it was very intentional to, to get those people, to signal their interest that that not only have they read the book, that we're now, in our communities or at least follow me on LinkedIn or in our database where we were just sharing more good value information by emails and things like that on a regular basis.

Josh Steimle: How did you promote the book? How did you get it into the hands of the right people?

Adam Houlahan: So, we started to run webinars and of course speaking at those events, I would be honest I pro I'm like guaranteed. Given away more copies of the book than I've ever sold.

I'm sure you've heard this from many other authors, but it's the best business card you can ever build. So, I was very happy to give away copies, which is not to say, we haven't sold thousands and thousands of books.

On Amazon, whenever I went to an event, I would give the people in the audience, a copy of the book or depending, or I might do a deal with the event organizer where they would purchase them at wholesale to give to the audience in lieu or the speaker fee or something like that.

But where we got the biggest leverage was from webinars. And in the early days though, they were little, I think the very first webinar we had, I think we had 20 people on it. Now we run a, we run one virtually every month and our last one we had 2,511 people registered for.

Yeah.  I run one every second month from I'm based in Australia. And then our team that is based in Minnesota in North America, they run one every other month. Between the two types of events. We run online like that. We probably get to get in front of 15,000-16,000 people every year.

And of course, we give people at those events, opportunities to download the book, which is what I mean by, we give away a lot more than what we sell.

Josh Steimle: What was the impetus for the last book, Influencer, that you wrote? What was the motivation behind it?

Adam Houlahan: Influencer is like a sequel to the LinkedIn playbook.

So, the LinkedIn playbook is really around your profile and your, connection strategies and stuff like that. And influencer was very much. It's very much about your content journey LinkedIn interestingly enough, there have been massive changes on LinkedIn in the last 12 months though, a lot of changes happening in the world.

But the emphasis LinkedIn's now put on the platform is very much aligned with what we've always been doing, which is around high-level content strategies. So, influencer was like, if you've read the playbook and you've got your profile and your connection stuff happening, this is the holy grail that, you know, if you have that in place and you start using these content strategies, that's, what's going to really move the needle for you. So, it was like a next step beyond the first.

Josh Steimle: What are some of the lessons that you've learned along the way, writing these three books, starting out with one going all the way to the third one?

What were things that you on the third one was doing that you said, ah, if I had only known this on the first one or things that you were able to improve upon?

Adam Houlahan: By the time I got to the third one I had a much better concept of how to pre-frame a book before I start writing. So, the first two were just about, to be honest, where we're like a brain dump. It was just all this information that I had in my head.

And of course, I used a professional editor and everything to take. Written and put it into some sensible format, but the flow of it was very much a brain dump sort of approach. With influencer, I had a very specific, I worked with a guy that I'm assignment Bowen is known as the model's guy is quite reasonably well-known in North America and Australia.

And he creates these visual models. And this modeling technique frames the core center of the book and then how it builds outwards from there. And we use that framework to write the book.

Josh Steimle: With this last book Influencer, when did this one come out?

Adam Houlahan: Interestingly enough, Josh, today's an interesting one. It's the first day of spring here in Australia. But it's also the other lesson I learned early on with writing books about any form of social media is that they've. The date, things changed so much. So, Influencer is, has been updated in early January this year that this is the latest version we see 20, 21, not the top of there.

And the LinkedIn playbook was updated the year before. 2020, as you can see. So today, literally today we start the process of rewriting the LinkedIn playbook, which will get released in January 2022. So, to come back and answer your question, the influencer was written three years ago and then updated.

Earlier this year. And really my methodology going forward now is I don't really intend to write a new book, but every year I'm going to update each one of those books. So that they're up. Each of them is updated every second year. If that makes sense.

Josh Steimle: There's a good strategy there because then you can rerelease and then you can do a marketing push and say, “hey, we've got the latest version and it's updated.”

And of course, as you said, LinkedIn is changing so many things so quickly that on the one hand, that's frustrating because you must rewrite the book on the other hand. It's great because it allows you to rewrite the book and add more value to people. Whereas if they weren't updating, you'd have no reason to rewrite it. So it gives you a marketing excuse.

Adam Houlahan: It does. And rewriting a book is not as much work as writing one from scratch, obviously. But it's exactly right. You hit the nail on the head that the whole point is it been, every January, every year we have a brand-new marketing push to start our year.

We build all our marketing around the fact that, in January, every year we're releasing an update of the book. Of course, we have big communities of people that we. That we can reach out to and engage, and we could run a webinar that we know will get thousands of people on it.

And which is also why every, every book I've written out, as on rerelease becomes a, an Amazon bestseller within a week of launch because of it, this big audience that kind of know what's coming and happy to go and download it as soon as we release it.

Josh Steimle: Yeah, that's great.

In terms of updating the book, do you have a team that helps you out with that or do you do it all yourself or how do you manage that?

Adam Houlahan: The content of that is one hundred percent me. But I do have an editing team that puts the structure of the book together.

But all the ideas and the initial sort of writing of it is definitely one hundred percent me.

Josh Steimle: Talk to us a little bit about your writing process. What does your habit look like? What's your routine? Do you work at a certain time of day or how do you make sure the work gets done?

Adam Houlahan: Obviously also having a reasonably sized business to run at the same time. I want to plan it well in advance. So, we know we're going to do this we got to release the book in. January every year. So, we work backward from there. If I was going to write a book from scratch, I'd give myself six months on-ramp to do that. Whereas on a rewrite it's four months, hence why today?

It's, it's literally four months from the 1st of January. And so, my editing team has already done a little bit of work. I now take it over and do. The brain dump of what must come out of the old book and what new information needs to go in. And then, of course, they jumped back in and put that back into, a sensible format that makes sense for everyone to read in a sensible flow, as far as time goes on a real morning person.

As of right now, it's 7:00 AM here in Australia and I'm two hours into my day. So, I do it all myself around about 6:00 AM. And I would put aside about a two-hour time block per day and from 6-8:00 AM, because I know that's when my, I'm at my best, as far as the writing capability.

And I deliberately do it in the spring. There's just something about spring where it's just a great time of year, especially here in Australia, I'm in the north path part of Australia, which is the warm part. It's the opposite of north America.

So, it's warm enough right now to go to the beach. And so, I'll often just grab a laptop. I'll get down to the beach. A 10-minute drive from where I live and I'll sit on the beach at a park bench, and I'll literally write the book in front of the beach.

Josh Steimle: That's pleasant circumstances for writing.

And that's where you do a bunch of your videos too, are you often posting videos from the beach, right?

Adam Houlahan: Exactly. That exact same place that you see those videos. If you imagine a park sitting behind that nice park benches and everything that's where they get written.

Josh Steimle: So, when you were writing your books, did you ever get stuck?

Did you ever run into writer's block? And if so, how did you push past that.

Adam Houlahan: Yeah, I have to say not so much with the rewrites because it's just updating some information and taking out some stuff that's obsolete, but certainly in the first ones the one I wrote Certainly the first book social media secret sauce.

Definitely. I did. I'll also say I had a writing coach at the start of it. So, I worked through a lot of frameworks things with Andrew. Who's Andrew Griffin. It's the guy's name. He's probably known as the number one business author in Australia. And I was fortunate enough to have Andrew guide me through the process.

And whenever I did get stuck, I could reach out to him, and he would give me some tips and things on it. But what I found really. The best for me. And this is just for, it may or may not be helpful, but I didn't write the book from the front to the back. I'd some days I would just, I had my framework chapter framework, and some days I'd get up and I would just have a blockage around.

Chapter two or whatever it was, but I had some good thoughts on chapter seven. So, I would just jump in and write now I wrote every chapter it's individual documents. And then we brought them all together in the end, but it didn’t stop. I didn't write it from the start to the finish. I just found that there were just some days where I was more in tune with one topic over another.

And so, I just wrote to that topic on that at that time.

Josh Steimle: You said you block out two hours for writing. Were you always able to fill up those two hours or, I know sometimes what I'll do often is I'll say I'm going to write for 15 minutes and I know that sometimes that's going to turn into four hours, but other times I'll write for the 15 minutes.

I'm like, eh, I just don't feel like it. I'm done. And I'll just leave it at the 15 minutes for you where you did you have an easy time filling those two hours. Did you ever go more than the two hours? Did you ever go less and why?

Adam Houlahan: I never went less. I occasionally went more, but the other challenge that I always have is that I just, I have a busy day, generally speaking. I've got other things booked into my schedule all through the day, so it's not easy for me. I say two hours of writing. It's often 90 minutes of critical thinking and 30 minutes of writing.

And then other times it'll be the other way around. It's the other mornings I just get up and I just knew exactly what I wanted to focus on, and I'd smash out probably 90 minutes of. Pure, typing and only 30 minutes are critical thinking. So, the productivity of those two hours was always good, but it didn't necessarily mean it was almost never meant.

It was just two to four hours of writing. It was all over the place as far as what happened in those two hours.

Josh Steimle: When it came to publishing, did you self-publish? Did you work with a hybrid publisher or traditional publishing? What was the route that you chose?

Adam Houlahan: A hundred percent. I always was going to go the self-publishing route because I didn't want to be dictated as to what I couldn't do with a book.

I knew that I wanted to use it, the book which is very much a lead generation tool. I want it to be able to go to events and, be able to give away as many copies as alive. So yeah, I was. Very much from a place of understanding that the true value of the book was not generally about sales and having a publisher manage all that.

It was very much about being strategically using it as a, as a business card in, an alleged generation.

Josh Steimle: Speaking of updates to LinkedIn, what are some of your favorite updates that LinkedIn has made in the last twelve months?

Adam Houlahan: I'll tell you this there's been so many. But I think my favorite by far is what's called creator mode because it leads to if you are a good content creator, and you have a reasonable understanding of. How to write content that stays in a niche that creates a moat, gives you a massive amount of organic traction.

Really what Dean is looking for are content creators who create content for a particular audience and create a mode that is very helpful in making sure you get to that right audience. And you're getting, really high levels of views on that content. LinkedIn is very open to, unlike many other platforms where you know, what rates you get is relative to how much you pay.

If you are a really good content creator LinkedIn's happy to give you a massive free organic traction as a guide all the clients that we get to work with an average of somewhere between 25-50k people seeing their content and their profile every month. And this. No paid ad strategy that goes behind that it's all purely organic and it's all done through this creative tool that LinkedIn's released

Josh Steimle: If there are any features that you could wish LinkedIn would implement right now, what are you waiting for? What are you hoping for?

Adam Houlahan: I’ve been waiting a long time and I'm thinking I probably going to be waiting a bit longer, but a decent CRM the backend, ability to manage, conversations in LinkedIn is very clunky.

And yeah, there, there are some awful. Third-party tools that manage that better than LinkedIn. But I'd love to see it implemented into LinkedIn. And give us a bit more functionality around managing conversations, as I'm sure you can imagine. Josh, when you are getting 25,000-50,000 people interacting on content and whatever.

The volume of conversations that come off the back of that is quite higher than normal. And so, managing that in a clunky sort of message feed can be problematic.

Josh Steimle: One of the things I've struggled with on LinkedIn over the years is groups.

Groups seem to have so much promise. You look at Facebook groups and you think, why isn't LinkedIn.

The leader in this really should be killing it on groups and yet they just don't seem to be putting the time into that. Although they're putting so much time into other features and they're doing so many great innovations.

Do you have any insights into groups and where you see that going down the road?

Adam Houlahan: We've given up on groups as far as LinkedIn goes. I'll share with you that we have our own, LinkedIn community and we have that on Facebook, believe it or not. And you can imagine exactly.

Josh Steimle: This is the thing it's this is insane. I'm with you.

Adam Houlahan: Yeah. And let you're right. Linked if Facebook just does groups so much better than LinkedIn LinkedIn's had two or three goals improving it, but it's flopped every time. Yeah. LinkedIn changes all the time though. So, what I would say is that right now, I don't believe groups are the best bang for your buck timewise but there was also a time when we used to say company pages weren't worth the time and energy, but now they are.

So don't discount that at some point, LinkedIn, won't get it right. You've got to remember. You've got. The marsh and power of Microsoft behind LinkedIn. At the time when it comes to the top of their, to-do list there and they make a real crack at doing it LinkedIn groups will come into their own at that point.

Josh Steimle: I have been very impressed with Microsoft's handling of LinkedIn. You see this so often, especially with Yahoo, where they acquire companies for billions of dollars. And then they kill them, and they ruin them, or they just shut them down. Do you think? Why did you spend all that money to ruin a perfectly good idea?

And when LinkedIn was acquired by Microsoft, I thought, oh, here it comes. It's going to stagnate. It's going to be terrible. And I've been pleasantly surprised at how much innovation has been done around LinkedIn and how many good features they've come out with. Done it perfectly every single time, but I feel like they're hitting about 90% on the innovations they're coming in.

Adam Houlahan: Yeah, and you're right. They don't get it right. Every time I give you a good example. You can almost take this as breaking news that LinkedIn stories were released a year or so ago. They're disappearing in 30 days’ time that LinkedIn's canning LinkedIn stories. What they're saying is shutting it down to relaunch it, which is code for this didn't work.

And yeah, you're right though, that 99% of the time that the new features and functionality are good. And, yes, they've taken away a few free things that, we might've liked and enjoyed in the early days, but I think what they've replaced them with the free tools available on LinkedIn that as long as you know how to utilize them properly, I think LinkedIn has only gone ahead strength and strength from the point at which Microsoft dropped, what was it? $26 billion to purchase it.

Josh Steimle: And a good investment. LinkedIn's kicking off wet, like 6-8 billion a year or something. I can't remember what it is, but it's a lot.

Adam Houlahan: I think it's small, like a, I think it's more like 13 billion now, but it was a good investment.

Josh Steimle: Thinking about the average entrepreneur author, launching their first book, what are some LinkedIn strategies that an author could use to help promote their book on LinkedIn and get the word out there if that's where their audience happens to be?

Adam Houlahan: Josh, you make a good point. LinkedIn is only a good platform if your audience is on LinkedIn and not every, not every industry or or business is going to be there. With the provision that they are then, there's one of the best ways is through your profile to, to, positioning yourself as a, as an author in your position description.

If you look at my profile… In the way, it's formatted to what most people would do. A lot of people have as I shared with you earlier, I've had multiple businesses over the last 30 odd years, but you won't see anything about any of those businesses on there. And a lot of people use it like a resume and have every job they ever had right back to another paperboy.

And you'll see, mine has, about our company right now, prominence global. It has about this webinar that we run. It's one of the biggest webinars in the world now, and that it has about my two books. And so, my pro, every time I get people… I get thousands, obviously, thousands of people viewing my profile every month, and all of them are seeing that information about those books.

As I shared with you earlier, I've had multiple businesses over the last 30 odd years. But you won't see anything about any of those businesses on there. And a lot of people use it as a resume and have every job they ever had right back to when they were a paperboy. And you'll see, mine has, about our company right now, prominence global.

It has about this webinar that we run. It's one of the biggest webinars in the world now. And then it has about my two books. And so, my pro, every time I get picked, I get thousands, obviously, thousands of people viewing my profile every month, and all of them are, seeing that information about those books and they can link through to Amazon to purchase them or come to the web events where we're able to give them.

It's downloading, things like that. So yeah, I think though that the real value of your book is more the more people you can get it in the hands of the better provided, like you said, that your book has a next step. You've got it. You've got to have something in the book that takes people from, being, a consumer.

And let's be honest. Most people purchasing books these days are purchasing eBooks. So, you already talking a few dollars of revenue as opposed to, if you can get one client know in our world, somebody working with us in our programs are going to be investing in. So, between 1600 and 11,000 up to $11,000 a month any, they won one client of that.

And then that, that, by far outweighs every book you're going to sell in the history of, the life of that book. So, the really important thing is to get it in the hands of people as easily as you can. And you have a next step that takes people to a higher value service that you offer.

Josh Steimle: Fantastic. Tell us a little bit more about the influencer book.

You gave us a kind of a sneak peek at it, but is there a formula, is there a method can you give us a little bit of the value of that book and who it's for, who can profit from it the most.

Adam Houlahan: Yeah. So as in the title, so it says the nine-step guide.

So, it does take you through a formulated process. And it basically is the process we use with our clients in our higher-level programs. It's we literally give the formula that we use when we implement this for people so that people can. Do it themselves.

Of course, it's more work to do it yourself than work with someone like us. But the methodology of it is very much you do this, but the book down, implement it through this, but the book down implemented. It's really designed as a. Even though the first book's called the LinkedIn playbook and it is a step-by-step guide.

Influencer is the same. And I've had so much feedback from people that said, look when I do it, the way you say in the book is, stop here, go and do it. Don't just read it from cover to cover when they did that. They always came back and said, yeah, I really got great traction from doing that.

So yeah, there's a framework to it. And I guarantee if you were listed as a reading, please do that. Just don't read it from cover to cover. It's designed to, it's designed to be, almost like a step-by-step guide to stop and implement along the way.

Josh Steimle: Great. Adam, thanks so much for being on the show today.

If people want to connect with you, if they want to learn more about the programs that you're offering, where's the best place for them to go?

Adam Houlahan: Certainly, follow me on LinkedIn. Yeah, you'll find me, but just type my name in there. And you'll find me very easily. Apart from that though, Josh on our website, you can easily get in contact with us there too.

Josh Steimle: Perfect Adam. Thanks so much for being with us here today on the Published Author

Adam Houlahan: My pleasure, Josh. Thank you.


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