Justin Zimmerman joins the show to share his insights on building a community and the importance of authenticity.  He emphasizes the power of small, consistent actions and the value of personal connections. Justin also discusses the future of sales and the role of influencers in the industry.  He talks about his journey of building his own business and the lessons he has learned along the way. Justin also introduces a tool he has developed called "hand raised" that helps capture event intent and generate qualified leads. **Key Takeaways:** - Building a community starts with creating a sense of belonging and connection. - Consistency and authenticity are key to building strong relationships. - Going to market first and establishing a brand can lead to better product development. - Webinars are a powerful tool for generating leads and capturing event intent. - The traditional webinar model of driving registrations and hoping for attendance is flawed. - First-party data collection and segmentation are crucial for effective lead generation. - Justin has developed a tool called "hand raised" that captures event intent and connects with sales. **Quotes:** - "Consistency over intensity, small daily doses of action lead to big results." - "People respond to people, not brands." - "Go to market first and establish a brand before launching a product." - "Hope is one of the biggest risks in webinars." - "Event intent is some of the most killer overlooked underutilized intent." - "How do you find prior to register prior to attendance? That's what we're really looking for." - "I've learned so much about what works and what's missing in those pain points." - "I've developed a tool called 'hand raised' to capture demand and connect with sales." - "Print something off, give yourself a sales pitch, and capture leads in real time."