Content System Framework

LEOMAX
Business Development Frameworks
REF: LMX-FW-05
Content & Authority Series
© 2026 مؤسسة ليوماكس
Content · Authority · Personal Brand
THOUGHT
LEADERSHIP
CONTENT SYSTEM
The LEOMAX Authority Framework: Build Your Personal Brand as the Go-To Expert in Your Industry - with a proven 12-week content engine designed for Saudi founders
449
Saudi Riyals
11
Pages + Templates
35
Templates
12
Week System
LEOMAX
Page 2 of 11 · Market Intelligence
THE SAUDI/GCC CONTENT LANDSCAPE 2025-2026
34M+
Saudi social media users in 2025 - GSMA data
95%
Saudi internet penetration - among the world's highest
3.2 Hrs
Average daily social media time for Saudi users
#1
Saudi Arabia - world's highest Twitter/X usage per capita

Platform Performance by Content Type - Saudi Market

Platform Saudi Monthly Active Users Best Content Format Best Post Time Audience Mindset
LinkedIn 6M+ professionals Long-form text + carousel Tue-Thu 8-10am Business / learning mode
Instagram 14M+ Reels + carousel Thu-Sat 7-10pm Inspiration / entertainment
Twitter/X 12M+ Short threads + opinion 8-11pm daily Opinion / news / debate
YouTube 22M+ Long tutorials + vlogs Fri-Sat afternoon Deep learning
TikTok 9M+ Short educational + behind-scenes After Isha prayer Discovery
Snapchat 20M+ Behind-scenes + Stories Morning + evening Personal / youth

The Arabic Content Advantage

Most Saudi professionals face weak Arabic content competition. Here's why going Arabic-first wins:

  1. 85% of Saudi professionals say they engage MORE with Arabic content on business topics
  2. Arabic business content has 40-60% less competition than equivalent English content
  3. Ramadan creates a massive content consumption surge - pre-schedule 30 days of content for Ramadan
  4. Arabic educational content builds deeper community trust than English equivalents in KSA
  5. Bilingual content (Arabic post + English caption) signals that you serve both local and international markets
Pro Tip

Write your Arabic content natively - never Google Translate from English. It shows. Your audience reads both languages and will notice the mechanical phrasing immediately. Authentic Arabic signals you belong to this market.

What Thought Leadership Actually Means in Saudi Arabia

The Core Distinction

"In the West, thought leadership is about having original ideas. In Saudi Arabia, it's about being trusted enough that people want to know what you think."

The 3 pillars of Saudi thought leadership:

PILLAR 01
Knowledge
You clearly know more than your audience about your topic. Demonstrated through depth, not just volume, of content.
PILLAR 02
Track Record
You've done it, not just studied it. Your experience is visible and referenced. Results are specific and attributed.
PILLAR 03
Network
The people who know you validate your authority. In Saudi market, who endorses you matters as much as what you say.

What kills thought leadership fast:

  • Posting about your awards instead of your insights
  • Content that is 100% promotional - people unfollow promotional-only accounts
  • No Arabic content while targeting a Saudi audience
  • Inconsistency - disappearing for 3 weeks and returning as if nothing happened
  • Copy-pasting generic motivational quotes that have no connection to your expertise
LEOMAX
Page 3 of 11 · Foundation
THE AUTHORITY FRAMEWORK

Why Thought Leadership Matters for Saudi Founders in 2025

73%
of B2B buyers research the founder before engaging with the company
8M+
Saudi LinkedIn users - highest professional engagement in MENA
higher close rate when the client already knows and trusts your content
The Core Principle

Content authority = inbound leads. Cheaper than ads. Higher trust. The "give to get" principle: share your expertise freely and consistently - attract the clients who pay for implementation and results.

The 3 Levels of Content Authority

LEVEL 01
Visibility
People know you exist in your field. They recognize your name. Your posts appear in their feed. First step - can't skip it.
LEVEL 02
Credibility
People trust your perspective and expertise. They read your posts carefully. They start quoting you in conversations.
LEVEL 03
Authority
People seek you out before making decisions. Inbound leads arrive. You don't chase clients - clients find you. This is the goal.

The LEOMAX Content Authority Stack

5
Proof Content
Case studies, client testimonials, measurable results - converts curious readers into paying clients.
4
Engagement Content
Short posts, questions, reactions, polls - builds relationships and signals to LinkedIn's algorithm.
3
Bridge Content
Medium-length posts (300-600 words) - connects your expertise to real business scenarios your audience faces daily.
2
Pillar Content
Long-form posts and articles (800-2000 words) - establishes deep expertise and earns the "save" and "share" actions.
1
Foundation: Clear Positioning
Before any content: define precisely who you are, who you serve, what transformation you deliver, and what makes your perspective unique.
LEOMAX
Page 4 of 11 · Platform Playbook
PLATFORM STRATEGY - LINKEDIN & BEYOND

LinkedIn Mastery for Saudi Professionals

The LinkedIn algorithm in 2025 rewards:

  1. Native content - text posts and carousels outperform external links by 5-7×
  2. Conversation in comments - reply to every comment within 60 minutes of posting
  3. Consistency - post 3-5× per week for 90 days before expecting significant growth
  4. Personal perspective - LinkedIn punishes copy-paste content; write in your own voice
  5. Carousel posts (multi-slide image posts) - highest save and share rate on the platform

The LinkedIn Post Anatomy

Breakdown of highest-performing Saudi professional posts:

LINE 1
The Hook
One sentence that stops the scroll. Use numbers, a surprising claim, or a question.
LINES 2-3
The Tension
Build the problem or context - make them feel the pain or curiosity.
LINES 4-8
The Insight
Your perspective, story, or lesson - your authority zone. Be specific.
FINAL LINE
The Close
A question, lesson, or subtle CTA - invite response and signal completion.

7 LinkedIn Hook Templates (the first line - the most important):

  1. "Most [target audience] make this mistake: [mistake]"
  2. "I spent [time] learning [thing]. Here's what actually matters:"
  3. "[Number] of my clients thought [wrong belief]. Here's the truth:"
  4. "I lost [thing] because I didn't know this."
  5. "Unpopular opinion: [contrarian take]"
  6. "The difference between [level A] and [level B] is one thing:"
  7. "[Arabic hook] - [3 words that create curiosity, then the reveal]"

Instagram & Twitter/X Strategy for Saudi Business Owners

Instagram - Best Content Types
  • Carousel educational posts: Highest save rate. Use "Save this for later" CTA.
  • Before/After case studies: High engagement in KSA - show transformation visually.
  • Behind-the-scenes: Meetings, site visits, team moments - humanises the brand.
  • Arabic quote graphics: High share rate, especially on Fridays.
  • Client wins/testimonials: With client permission - strong social proof format.

Caption Formula: Hook → Context → 3-5 value bullets → CTA → 5-10 relevant hashtags (Arabic + English)

Twitter/X - Thread Template

Saudi Twitter/X is uniquely opinion-driven. For business thought leadership:

  • Post during peak hours: 8-10pm is peak Saudi Twitter activity
  • Join trending conversations with a professional business angle
  • Thread format performs extremely well (10-tweet structure below)
  • Quote tweeting with your commentary builds reach fast
10-TWEET THREAD STRUCTURE
Tweet 1: Controversial/surprising claim - Thread on why 👇
Tweets 2-8: One point + specific example per tweet
Tweet 9: "The biggest insight:" - your main takeaway
Tweet 10: Follow CTA + reply invitation
LEOMAX
Page 5 of 11 · Content Strategy
YOUR 5 CONTENT PILLARS
How to Define Your Content Pillars

Pick 5 topics at the intersection of three circles: your expertise + your audience's pain + your business offer. Every post should serve at least two of these three purposes simultaneously.

Example Pillars: Business Consultant

01
Business Strategy
Your core expertise. Frameworks, decision models, growth strategy. This is where you demonstrate the depth that justifies your fees.
02
AI & Technology
The future your clients need to understand but don't yet. Position yourself as the translator between technology and real business results.
03
Saudi Market Insights
Local relevance builds local trust. Vision 2030, regulatory shifts, sector-specific dynamics. What the global frameworks miss about Saudi.
04
Founder Mindset
Personal stories, lessons, beliefs. Creates emotional connection. The pillar that turns followers into advocates - and advocates into clients.
05
Client Results
Case studies, testimonials, before/after transformations, specific metrics. Proof that you don't just talk about results - you deliver them.

Content Pillar Planning Framework

For each of your 5 pillars, work through these four questions before you write a single post:

TOPIC
What is the specific subject? Be narrow - "AI in Saudi retail" beats "technology."
AUDIENCE PAIN
What specific frustration does this address? Write it in your client's exact words, not yours.
10 POST IDEAS
List 10 post angles before you feel ready. The 10th idea is always better than the 1st. Don't filter yet - generate.
LINKED OFFER
Which of your services does this pillar ultimately support? Every pillar should have a clear commercial purpose.

The 70-20-10 Content Rule

70% - Educational
20% - Personal
10%
70% EDUCATIONAL
Teach something valuable. Frameworks, how-tos, analysis, insights. This builds credibility and earns saves and shares - the highest-value LinkedIn signals.
20% PERSONAL
Stories, opinions, behind-the-scenes, honest reflections. Builds trust and emotional connection. People buy from humans, not content machines.
10% PROMOTIONAL
Services, offers, case studies, direct CTAs. Keep this rare - the moment your audience feels sold to constantly, they stop engaging.
LEOMAX
Page 6 of 11 · Content Calendar
THE 12-WEEK CONTENT CALENDAR
Publishing Rhythm: 3× Per Week on LinkedIn

Post Monday, Wednesday, Friday. Optimal times: 8-9 AM (morning commute) or 7-8 PM (evening engagement peak) Saudi time. Consistency beats perfection - showing up reliably matters more than any single viral post.

WEEKS 1-4
Foundation Month
Establish your positioning and expertise pillars. Let your audience know who you are and what you stand for.
WEEKS 5-8
Build Month
Go deeper on each pillar. Share case studies. Grow engagement. Start receiving inbound messages.
WEEKS 9-12
Authority Month
Thought leadership pieces, industry insights, lead conversion. You're now a recognized voice - act like one.
Week 1
Introduction Arc
  • Mon: Who I am + what I stand for (Personal)
  • Wed: The biggest mistake [your audience] makes (Educational)
  • Fri: A result I'm proud of - one client story (Proof)
Week 2
Problem-Awareness Arc
  • The problem nobody talks about in your industry
  • 5 signs your business needs [your service]
  • How I think about [key concept] differently than most
Week 3
Expertise Arc
  • Step-by-step: How to [solve common problem]
  • The framework I use with every client
  • My honest take on [current industry trend]
Week 4
Trust-Building Arc
  • A mistake I made early in my career (vulnerability + lesson)
  • What [N] clients taught me about [topic]
  • Weekend reflection - what I'm reading/thinking about

Weeks 5-12: Go Deeper

Repeat the four-week structure with variation - each cycle you go deeper on each pillar, introduce more specific case studies, and engage more actively with comments. By week 8, you should be receiving inbound enquiries. By week 12, you have 36 published posts, a documented audience, and proof of what resonates.

Monthly Milestone Posts

  • End of Month 1: Summary post - what you've learned from writing publicly. Transparency builds trust.
  • End of Month 2: A bold opinion piece - "I disagree with the conventional wisdom on [topic]." Bold stances attract engaged followers.
  • End of Month 3: Comprehensive guide - your best educational content yet. Pin it to your profile. This becomes your flagship authority piece.
The Critical Truth About Consistency

Most consultants give up between weeks 3 and 6 - when they're posting consistently but engagement is still low. This is the exact moment when you must not stop. LinkedIn's algorithm rewards sustained consistency. Your audience compounds. The accounts that "blow up overnight" are almost always accounts that quietly showed up for 6-12 months first.

LEOMAX
Page 7 of 11 · Post Templates - Full Text
35 LINKEDIN POST TEMPLATES
How to Use These Templates

Replace [bracketed text] with your specific content. Never post verbatim - make it yours. Write in your own voice: how you speak in a client meeting is how you should write on LinkedIn. The template is the structure; your experience is the content.

GROUP A - EDUCATIONAL POSTS (Templates 1-5)
1
The List Post
"[Number] things I wish someone told me about [topic] when I was starting: 1. [Lesson] 2. [Lesson] 3. [Lesson] [3-5 more lessons] The most important? [Final lesson]. Which one resonated with you?"
2
The Myth Buster
"[Common belief about your industry] - this is completely wrong. Here's the truth: [Truth 1] [Truth 2] [Truth 3] I learned this after [personal experience / number of clients]. What misconception in [your field] frustrates you most?"
3
The Framework Post
"I use this simple framework with every [client / project / situation]: [Framework Name] - [3-5 steps]: Step 1: [Action] - [why it matters] Step 2: [Action] - [why it matters] Step 3: [Action] - [why it matters] [2-3 more steps] Most [audience] skip step [X]. That's where they lose. Save this if you found it useful."
4
The Data Post
"[Surprising statistic] - this changed how I think about [topic]. Here's what the data says and what it means for [audience]: [Data point 1]: This means [implication] [Data point 2]: This means [implication] [Data point 3]: This means [implication] The bottom line: [Your conclusion]. What does this change for you?"
5
The How-To Post
"How to [achieve specific outcome] in [timeframe]: Most [audience] [do it the wrong way]. Here's the better approach: 1. [Step] - [specific action] 2. [Step] - [specific action] 3. [Step] - [specific action] [2-3 more steps] Result: [What they'll achieve]. DM me [keyword] if you want the full guide."
GROUP B - STORY POSTS (Templates 6-8)
6
The Failure Story
"I made a [SAR X / years / clients] mistake last year. [What happened - 2-3 sentences describing the situation] What I should have done: [lesson] The reason I'm sharing this: [why it matters to them] [Closing question or lesson]"
7
The Client Win Story
"Six months ago, [client type without naming] came to us with [specific problem]. [1-2 sentences: what the situation looked like] What we did: [brief description of solution - no jargon] The result: [Specific, quantified outcome - revenue, time, percentage] in [timeframe]. The lesson: [What this teaches about your space]"
8
The Behind-the-Scenes
"What a typical [day / week / project] looks like for us: [Time/Stage]: [What happens - specific and honest] [Time/Stage]: [What happens] [Time/Stage]: [What happens] The part no one shows you: [Something real and unexpected] What do you think? Does this match how you imagined [your type of work]?"
LEOMAX
Page 8 of 11 · Post Templates - Arabic & Engagement
35 POST TEMPLATES - CONTINUED
GROUP C - ARABIC-FIRST POSTS (Templates 9-11)
9
Arabic Educational Post - منشور تعليمي بالعربية
"كل يوم أسمع نفس الخطأ: [خطأ شائع بصيغة مباشرة] الحقيقة؟ [النقطة الأولى] [النقطة الثانية] [النقطة الثالثة] الدرس: [جملة واحدة قوية] شاركني: ما أكثر خطأ تسمعه في [مجالك]؟"
10
Arabic Story Post - قصة بالعربية
"قبل [مدة زمنية]، كنت [الوضع السابق]. [جملتان: ما الذي تغيّر وكيف؟] الدرس الذي تعلمته: [ما تريد مشاركته] لو كنت في نفس الموقف اليوم، سأفعل [ما تعلمته]. ما القرار الذي غيّر مسار مشروعك؟"
11
Bilingual Power Post - منشور ثنائي اللغة
"[Arabic hook - one punchy line / سطر عربي قوي] [English translation or complementary insight] [3 Arabic bullet points / نقاط عربية] [English summary sentence] إيش رأيكم؟ / What's your take?"
GROUP D - ENGAGEMENT POSTS (Templates 12-13)
12
The Opinion Poll
"Hot take: [Your contrarian or strong opinion about your industry]. I've seen [evidence / experience] that proves this. The argument against it: [Steel-man the counterargument] My response: [Your stronger point] Do you agree or disagree? Tell me in the comments."
13
The Question Post
"Quick question for [target audience]: [Direct, specific question relevant to their world] I'm asking because [genuine reason - research, curiosity, client pattern]. Drop your answer below - I'll share the results in a follow-up post."
GROUP E - AUTHORITY POSTS (Templates 14-15)
14
The Case Study Post
"Client challenge: [Specific problem in 1 sentence] What they'd tried before: [1-2 failed attempts] What we did differently: [Your unique approach] The result: [Quantified outcome] in [timeframe] The key insight: [What made the difference]"
15
The Thought Leadership Opinion
"[Statement that industry professionals debate] My position: [Your clear stance] Here's why I believe this: 1. [Specific reason with evidence] 2. [Specific reason with evidence] 3. [Specific reason with evidence] The implication for [audience]: [What they should do differently] Disagree? I'd genuinely love to hear your case."
GROUP F - EXTENDED LIBRARY (Templates 16-35 - Reference Format)
  • Listicle Post - "[N] resources / tools / books every [audience] should know about - with why each matters."
  • Resource Share - "The [tool/framework/book] that changed how I work: [what it is + why it matters to your audience]"
  • Milestone Post - "Today marks [X] years / [N]th client / [milestone]. What I know now that I wish I knew then:"
  • Prediction Post - "[Your field] in 2026: 3 things I believe will change, and what to do about each right now."
  • Tool Review Post - "I tested [tool] for [time]. Honest review for [audience]: what works, what doesn't, verdict."
  • Event Takeaway Post - "I just attended [event]. The one insight nobody else is talking about: [insight + implication]"
  • Book Insight Post - "One idea from [book] that changed my approach to [topic] - and how to apply it in [context]."
  • Process Post - "How we actually [deliver service / run project / onboard clients] - step by step, no fluff."
  • Partnership Announcement - "[Partner] and I are working together on [initiative]. Here's why this matters for [audience]."
  • Hiring Post (Authority Builder) - "We're looking for [role]. More importantly, here's what we believe about [topic] and why it shapes who we hire."
  • Client Testimonial Share - "[Quote from client] - this message arrived last week and I want to share it because [lesson it illustrates]."
  • Week in Review - "This week: [1 win + 1 challenge + 1 lesson]. Sharing because [audience] asked me to be more transparent."
  • Monthly Reflection - "[Month] is done. What worked, what didn't, and what I'm changing going into [next month]."
  • Collaboration Ask - "I'm researching [topic] for [purpose]. If you have experience with [specific thing], I'd love 10 minutes."
  • Community Building Post - "If you work in [field] in Saudi Arabia / GCC, drop a comment - let's connect and build a smarter network."
  • Challenge Post - "I'm doing [challenge] for [timeframe]. Here's why, what I expect to learn, and I'll report back on Day [X]."
  • Ramadan Special Format - "رمضان كريم - In this month of reflection, here's the one business lesson that's shaped my approach to [topic]."
  • National Day Special - "On Saudi National Day, a reflection on [aspect of Saudi business/opportunity/transformation] I'm proud to witness."
  • Vision 2030 Angle Post - "Vision 2030 is changing [specific sector/aspect]. Here's what it means practically for [audience] right now."
  • Direct Offer Post (use sparingly - max 1× per month) - "If you've been following my posts on [topic] and want to go deeper, I'm opening [N] spots for [service]. Here's who it's for:"
LEOMAX
Page 9 of 11 · Workflow & Systems
CONTENT CREATION WORKFLOW

The Weekly Content Ritual (2 Hours / Week)

The Core Principle

2 focused hours per week is enough to build a significant LinkedIn presence. The problem is never time - it's the absence of a system. This ritual creates the system.

SUNDAY
30 min · Plan
Choose your 3 posts for the week from your content calendar. Write a working headline for each. Note any current events, news, or client conversations worth referencing. Open a blank doc and drop rough bullets for each post - not finished writing, just seeds. Done. Close the doc.
MON · WED · FRI
20 min each · Write + Post
Pick up the rough bullets from Sunday. Write the post in full. Use one template from Pages 7-8 as a structure if needed. Write in your voice, not AI-polished - authentic beats perfect every time. Add 3-5 relevant hashtags mixing Arabic and English. Post at the optimal time: 8-9 AM or 7-8 PM Saudi time. Do not obsessively check likes for 2 hours after posting.
DAILY
10 min · Engage
Reply to every comment on your posts - even a simple acknowledgment signals to the algorithm that your content drives conversations. Comment thoughtfully on 5 posts from people in your target audience or industry. Connect with 3 new people who fit your ideal client profile. This 10-minute daily investment compounds significantly over 12 weeks.

The Content Idea Generator

Never run out of ideas. Apply these six questions to any topic from your content pillars:

Question 1 - What is the most common mistake my clients make in this area? The answer is always a post.
Question 2 - What is counterintuitive about this topic? What do most people get backwards? Contrarian takes perform extremely well.
Question 3 - What would I tell my younger self - or a client starting from zero - about this? Experience creates insight.
Question 4 - What question do clients always ask me about this? If they ask it repeatedly, your audience is asking it too.
Question 5 - What result am I most proud of in this area? Behind every result is a story. Stories are the best content.
Question 6 - What has changed in this field in the last 12 months? Recency is relevance. Be the person who explains what changed.

Brand Voice: What Makes Your Content "Yours"

Write as if to one person. Not "business owners" - imagine your single best client. Write to them. Everything else is just picking the right words.

Short paragraphs win on mobile. Most LinkedIn reading happens on phones. 1-2 sentences per paragraph. White space is not wasted space.

Your unique angle comes from your story. You have lived and worked experiences that no one else has. Specific details - real numbers, real client situations, real places - make generic advice unforgettable.

End with a hook or a question. Every post should close with either a clear takeaway, a question for your audience, or a call to the next action.

LEOMAX
Page 10 of 11 · Performance Tracking
12-WEEK CALENDAR & PERFORMANCE SYSTEM
التقويم وقياس الأداء

Weekly Content Planner - Reference Guide

Week Phase Monday Post Type Wednesday Post Type Friday Post Type Template #
1 Foundation Personal intro story Educational list post Client win (proof) 11, 1, 7
2 Foundation Myth buster Framework post Question / engagement 2, 3, 13
3 Foundation How-to (Educational) Arabic educational Industry opinion 5, 9, 15
4 Foundation Failure story Data post Week in review 6, 4, 27
5-6 Build Case study Behind-the-scenes Bilingual post 14, 8, 11
7-8 Build Prediction post Arabic story Opinion poll 19, 10, 12
9-10 Authority Thought leadership opinion Resource share Client testimonial 15, 17, 26
11 Authority Vision 2030 angle post Community building Monthly reflection 34, 30, 28
12 Authority Comprehensive guide (pin) Milestone post Direct offer (1× only) 3+5, 18, 35

Content Performance Tracking Table - جدول قياس الأداء

Wk Post Topic Platform Impressions Engagement % Comments Saves Leads Notes
1
2
3
4
5
6
7
8
9
10
11
12

The Monthly Content Review - 30 Minutes at Month End

  • Which post got the most impressions? Why?
  • Which post got the most engagement (comments + saves)? Why?
  • Did any post generate a DM or inquiry? What was the topic?
  • What content pillar performed best this month?
  • What should I do MORE of next month?
  • What should I stop posting?
  • Am I on track with the 12-week calendar?
  • Is my Arabic content getting engagement from Saudi audience?

Content-to-Lead Conversion Tracking

  1. Add UTM parameters to any link in bio or content to track traffic source
  2. Ask every new lead: "How did you find out about us?" - record in your CRM or spreadsheet
  3. Tag posts in your CRM when a lead mentions a specific piece of content by name
  4. Calculate: Content-generated leads ÷ total new leads = Content Conversion Rate
Your Content Conversion Rate Target

Start at 5% (content contributes to 5% of new business). Aim for 20% within 12 months of consistent posting. World-class content-led businesses attribute 40-60% of their pipeline to content. That starts with tracking from Day 1.

LEOMAX
Page 11 of 11 · Action Worksheets
WORKSHEETS
WS-1: My 5 Content Pillars
Define the 5 topics you will own. Be specific - narrow topics build stronger authority than broad ones.
# Pillar Topic Audience Pain It Addresses 5 Post Ideas Related Service Offer
1
2
3
4
5
WS-2: My Brand Voice Guide
Define your content identity before you write your first post.
3 Words I AM3 Words I'm NOT
Example of a GOOD post for my brand
Example of a BAD post for my brand (what to avoid)
WS-3: Monthly Content Review
Complete at the end of each month. 12 of these create a clear picture of what works for your audience.
Month Posts Published Best-Performing Post Worst-Performing Post Followers Gained Leads Generated Key Lesson
Month 1
Month 2
Month 3
WS-4: My Content Pillar Definition Sheet
Go deeper on each pillar before you start posting - clarity here saves weeks of unfocused content.
Pillar # Pillar Name Core Topics (list 3-5 specific sub-topics) Target Audience Reaction (what should they feel/think/do?)
1
2
3
4
5
WS-5: 12-Month Content Goal Setting
Set measurable goals before you begin. Review quarterly and adjust based on what the data shows.
Period Impressions Target Followers Target Leads from Content
Q1 (end of March)
Q2 (end of June)
Q3 (end of September)
Q4 (end of December)
Annual Total