Ana Calin runs "How We Grow," a Substack at the intersection of consumer psychology and business strategy. She is also one of the more deliberate LinkedIn operators we have tracked: clear positioning, consistent format, high engagement relative to audience size. We pulled her approach apart to see what is actually driving results.
Ana Calin builds LinkedIn visibility through tight positioning around buyer psychology, a consistent posting format that mixes short observation with a debatable point, and active engagement in comment threads. The combination creates a feedback loop where each post extends her reach into audiences she does not yet own. Operators who study her account will find a replicable model for building inbound without a large following.
What she is actually known for
Calin's central topic is how people buy. The cognitive and emotional machinery that explains why a buyer says yes or no. That specificity pays off because her niche is a mechanism (how buying decisions work) rather than a category (B2B, SaaS, marketing). Mechanism-based positioning travels further because it applies across industries and job titles. A founder, a sales lead, and a consultant can all see themselves in the content.
Her Substack extends the same positioning. Someone who finds her on LinkedIn knows what they are signing up for before they click Subscribe.
The format pattern
Across the posts we reviewed, Calin uses a recurring structure: a short, confident observation in the first one or two lines, followed by a reframe that makes the observation debatable. The hook pulls the reader in; the reframe generates comments.
She opens with "This is boring, but it'll make you insanely good at negotiating" -- self-deprecation that defuses the anxiety a reader feels when a creator promises results, paired with a specific outcome. Pattern-breaking from the first word.
What follows is typically a walkthrough of a principle grounded in a real behavioral mechanism rather than a general tip. The structure is: observation, mechanism, implication. Three beats. Most operators stop at observation and implication. The mechanism is what gives readers something to push back on or add to, which generates replies rather than passive likes.
The engagement strategy
Calin does not rely on reach alone. From what we can observe in her comment sections, she is an active participant in her own threads. She replies, asks follow-up questions, and occasionally shifts the direction of the conversation with a second take. That behavior has a compound effect: it keeps the post visible in the feed longer, and it builds a reputation as someone who actually shows up.
The operators who generate the most inbound are rarely the ones with the biggest audiences. They are the ones who treat the comment section as a core part of the post, not an optional add-on -- and that is consistent with what we found in our analysis of LinkedIn top creator patterns.
Calin's comment behavior fits that pattern. The posts that generate the most replies are the ones where she has responded early and specifically, not with a generic "great point" but with a question or a small addition that escalates the debate.
What the Substack thread mechanic tells us
The email notification we analyzed came from Substack's subscriber chat feature: Calin dropped a link to a new post directly into a thread, framed with a single line of copy. The mechanic is worth noting because it is a different kind of engagement surface than a LinkedIn post.
Substack's subscriber chat is a warmer surface. The reader has already opted in at a higher trust level, so the friction of engagement is lower.
Operators who are building on LinkedIn alone are leaving that second layer untouched. Calin runs both surfaces simultaneously: LinkedIn builds reach, Substack deepens the relationship. Inbound comes from both channels consistently reinforcing the same positioning, not from any single post or email.
We saw the same dynamic in our breakdown of how Chenell Bassett runs her newsletter alongside LinkedIn: LinkedIn is where people find you; the newsletter is where they decide to trust you.
What operators can take from this
Three things stand out as directly applicable.
First, mechanism-based positioning. If your LinkedIn bio describes a category ("I help companies grow"), test replacing it with a mechanism ("I help founders find the one constraint capping their conversion rate"). Mechanism-based positioning attracts the specific buyer who has that specific problem.
Second, the three-beat post structure. Observation, mechanism, implication. The observation earns attention. The mechanism earns engagement. The implication earns the follow.
Third, the warm-channel layer. LinkedIn is where people discover you. A newsletter, a subscriber chat, or a community is where they decide to trust you. If your LinkedIn content is working but your pipeline is not converting, the gap is probably in the warm layer. Calin's Substack is doing that work. Most operators have nothing equivalent.
LinkedIn is where people find you. The newsletter is where they decide to trust you.
The number that matters
Calin's engagement rate relative to follower count is meaningfully above the platform average for operators in her tier. We see this pattern consistently across the profiles we audit: tight positioning plus consistent format plus active comment participation produces an outsized engagement-to-follower ratio, which in turn drives algorithmic distribution to audiences she does not yet own.
A post that generates 80 comments from relevant buyers is worth more than a post that generates 800 likes from a general audience. Calin's content consistently skews toward the former. If your engagement rate is flat, see our 5-minute bottleneck test for a quick diagnostic on where that gap usually lives.
FAQ
What is Ana Calin's LinkedIn strategy focused on?
Ana Calin's LinkedIn approach centers on mechanism-based positioning around buyer psychology, a consistent three-beat post structure (observation, mechanism, implication), and active participation in her own comment threads. She pairs LinkedIn reach-building with a Substack newsletter to deepen relationships with readers who discover her through the feed.
How does Ana Calin use her Substack alongside LinkedIn?
Calin uses LinkedIn as a discovery channel and Substack's subscriber chat as a warm engagement layer. Once a reader subscribes to her newsletter, she can reach them through thread posts and direct chat at a higher trust level than the LinkedIn feed allows. The two channels reinforce the same positioning and compound over time.
What makes Ana Calin's LinkedIn content generate high engagement relative to her follower count?
The combination of a specific, debatable hook, a mechanistic explanation that gives readers something to push back on, and active follow-up in comment threads keeps her posts visible longer and generates reply threads rather than isolated likes. That comment-section activity signals relevance to LinkedIn's algorithm and extends distribution to new audiences.
What can operators learn from Ana Calin's LinkedIn approach to build inbound pipeline?
The main takeaways are: replace category-based positioning with mechanism-based positioning so the right buyers self-select; use a three-beat structure (observation, mechanism, implication) rather than stopping at observation and implication alone; and build a warm channel (newsletter, community, subscriber chat) behind your LinkedIn presence so discovery converts to trust. Without the warm layer, LinkedIn engagement rarely turns into inbound pipeline.
This article was first published on the Chime blog. For more on LinkedIn pipeline tactics, visit the Chime blog.
