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LinkedIn Essen+als Learn how to op+mize your LinkedIn profile and connect with more qualified business referral partners and prospects. LinkedIn +ps, tricks and techniques to grow your business.
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Customized Training?
• This “Free Sample” of a Mindfull seminar was given to MGIC subscribers on Sept. 19th, 2012.
• Our normal seminars run approximately 90 minutes, and this content was reduced by 1/3 for a 50 minute “webinar”.
• We can customize and co-brand all of our training materials, workbooks, invitations and flyers for organizations with a minimum of 25 confirmed seminar attendees.
• Facebook, Linkedin, and Twitter are constantly changing, updating the “user interface” so many of the examples in this “Free Sample Seminar” may appear to be out of date.
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Legal Disclaimer • The information presented in this webinar is based on the opinions and
research of the Mindfull and do not necessarily represent the opinions of MGIC. All examples are hypothetical and are for illustrative purposes only. Our training is not intended and should not be interpreted or relied upon as legal advice. We encourage you to seek legal and compliance advice from a qualified professional.
• MGIC EXPRESSLY DISCLAIMS ANY AND ALL WARRANTIES, EXPRESS OR IMPLIED, INCLUDING WITHOUT LIMITATION WARRANTIES OF MERCHANTABILITY AND FITNESS FOR A PARTICULAR PURPOSE REGARDING THESE MATERIALS AND OUR TRAINING PROGRAM. IN NO EVENT WILL MGIC BE LIABLE FOR ANY DIRECT, INDIRECT, INCIDENTAL, PUNITIVE OR CONSEQUENTIAL DAMAGES OF ANY KIND WITH RESPECT TO
THE TRAINING OR MATERIALS PROVIDED.
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Today’s Agenda - LinkedIn
• What is LinkedIn? • Basic features and func+onality • Dashboard • Profile • Profile privacy seGngs • Company page • Organize connec+ons • PREMIUM ACCOUNT benefits
• Advanced and Power search techniques, keywords
• Networks and Groups • Questions and Answers • Recommendations • Applications • Today News, Signal
LinkedIn’s importance for Mortgage professionals Steps for success with LinkedIn Duration: 50 minutes followed by 10 minutes for questions & answers.
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Introduc+ons
Chip Leakas • Speaker, Author at Mindfull My Background • Since 1996, eCommerce and eMarke+ng Consultant with
a specialty in Social Media Marke+ng • Since 2009, I have trained over 1,200+ Real Estate and
Lending professionals on Facebook, Linkedin, TwiXer and Blogs
• My background includes eMarke+ng for Realtors, Title Companies, and Lenders
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LinkedIn success formula
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What is LinkedIn? (Facebook with a +e!) • LinkedIn is the world’s largest professional network with over 175+ million
members and growing rapidly. • Rolodex on Steroids! • 22 million people a day visit Linkedin
• Average time on Linkedin is 17 minutes!
TRUSTED CONTACTS • You cannot connect with people you don’t know! • Network of trust • Exchange knowledge, ideas, and opportunities • Broader network of professionals
Establish your professional profile • LinkedIn profiles rise to the top of search results • Have you “Googled” yourself lately?
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#1 B2B Lead Genera+on Channel!
*source BtoBOnline Nov. 2011 Pardot research
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Professional Networking (B2B)
Connect with others in posi+ons related to real estate and lending:
– Appraisers – Mortgage brokers – Bankers – Home Inspectors – AXorneys – Title companies – Contractors – Builders & Developers
LinkedIn allows you to present yourself to these related professionals, as well as the opportunity to answer their questions in your areas of expertise. This builds credibility and respect, and it will lead to future business.
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hXp://www.linkedin.com/nhome/
1. Menu 2. Search 3. Status 4. News 5. Newsfeed 6. People
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Linkedin - Status Update
ONCE A DAY! Appears in the “newsfeed” on the home page! VERY IMPORTANT to tell a STORY about what you are working on.
How does your product or service solve a problem for your target audience?
Share a LINK and describe why you feel this is important and why your target audience should contact you to “learn more! *Always include your phone number and email in EVERY status UPDATE!
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hXp://www.linkedin.com/nhome/
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Maximize your LinkedIn profile! 1. Upload a picture 2. List all jobs or posi+ons
you have held with detailed descrip+ons
3. Have 5 or more skills on your profile
4. Add an execu+ve summary 5. Add your educa+on 6. Have 50 or more
connec+ons 7. Add 3 recommenda+ons
from your network
100% complete your profile = 40% greater chance of achieving networking success!
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LinkedIn Professional Headline Your professional headline is a snapshot of you. • Think of it as your LinkedIn elevator pitch.
• You have 7 seconds in to catch the onlooker’s eye, then another 13 seconds to compel them to take action.
• You have only 120 characters in which to do this.
– Example: Title | What You Do | Value Proposition | Unique Success | Trust and/or Credibility
• My Headline: – Speaker, Author at Mindfull | Social Media Seminars, Training,
Workshops | Web Savvy Marketer
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LinkedIn Professional Headline
A key word search for “loan officer” is shown “highlighted” in these search results.
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Search Engine Optimization
Want to appear on the first page of BOTH the Linkedin search results page, and any search engine such as google, bing, yahoo, etc… ?
– Test your “keywords and key word phrases” to see who appears there now! What can you learn and apply about this person to your profile page”? – Example; “Loan Officer”…make sure this “keyword phrase” appears in ALL of these LINKEDIN areas;
• Headline, Title, Summary, Experience, Skills, Expertise, recommendations, websites “anchor text”, honors and awards!
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Tag your skills and expertise
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Link to your website – “keywords”
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Claim your “vanity url”
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LinkedIn Profile SeGngs
• Click each of the tabs above! • Adjust your profile settings for maximum exposure! • Make sure your individual settings are for “everyone” to
view your profile.
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Building your network!
Connect your personal email account, or outlook contacts! Connect with “co workers” from current and past employers Connect with people you may know (1st and 2nd degree connections) Quantity VS. Quality strategy? How large a network strategy? Goal? To create a “relationship” not to make a “sale”!
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Prospecting using Linkedin search!
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Advanced Search – Power Search
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Advanced Search by Keywords
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Leverage Linkedin Connections! 92% of prospects never respond to a cold call or email 84% of your prospects WILL respond to cold calls or email when you leverage connections!
Who do you know, who knows, who you want to know?
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Contacts Notes - Important Details Examples of “tags” are Prospect, Customer, Partner, Realtor, Attorney, etc. You have heard of CRM (Customer Relationship Management)…. How about PRM (Prospect Relationship Management)? Use Linkedin “Notes” to capture information about your new contacts!
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Organize Your Connec+ons
CREATE FOLDERS
• Organize Leads
• Organize Partnerships
• Organize Referral Sources
• Organize Clients
• Send group messages
• Create group updates
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Tag and Filter – messaging all
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Linkedin to CRM or OUTLOOK “sync”
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Linkedin add on: Outlook Toolbar
Access Your Connections In Your Inbox See the latest LinkedIn ac+vity and profile photo from any connec+on that sends you an e-‐mail. *Outlook 2010, 2007, or 2003 required
Quick search from anywhere Look up people instantly from any website -‐ Search for names, +tles, companies, and job pos+ngs -‐ Save searches for the future
http://www.linkedin.com/outlook
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Make Recommenda+ons! learn.linkedin.com/profiles/recommendations/
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Ask for Recommenda+ons! What is more powerful than a personal recommendation?
Call or email people in advance to let them know to expect your request!
A similar popular referral or recommendation resource used today on Facebook is called Stik and Branchout
http://stik.com
http://branchout.com
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7 reasons businesses should use LinkedIn
1. Search engine reputa+on management
2. Increase brand visibility 3. Lead genera+on 4. Decision maker lead tracking
5. Targeted ads 6. Recrui+ng new talent 7. Product feature
http://learn.linkedin.com/company-pages/
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hXp://www.linkedin.com/company/add/show
• New products and services tab: Including video
• Product and services pages: For categories; industry, geography, job/role, companies you follow
• Recommendations = Facebook like button
• Network view: People + recommendations
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Advanced Search for Companies
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Make direct contact with key people
• A Basic (free) account is for anyone who wants to create and maintain a professional profile online.
• With a premium account, you can send InMails to reach anyone on LinkedIn, get hundreds of additional search results, save and organize profiles, and see more information about who's viewed your profile.
• Varies; $20-$40-$75-$500/mo
http://www.linkedin.com/business
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Open Link *premium feature OpenLink Network Extend the reach of your Premium Account ….you can send free messages to all OpenLink members. Being a part of the OpenLink network allows anyone on LinkedIn to send you a message for free, even if they are outside of your network. How do I use it? Go to your Accounts & Settings to opt-in. The OpenLink icon will display on your profile and in search results.
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Leverage the Power of LinkedIn Groups
• Did you know that if you’re a member of the same group as another user, you can bypass the need to be a first degree connection in order to message them?
• In addition, group members are also able to view the profiles of other members of the same group without being connected.
• You can be a member of 50 groups, so join more groups to enable more messaging and profile viewer-ship capabilities.
www.linkedin.com/directory/groups/
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Join Groups
www.linkedin.com/directory/groups/
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Group “types” strategy • Industry Groups – the industry you are in • Vertical Groups – groups you are “targeting” • Local Groups – advanced search
geographically • Professional Groups – relating to your skills or
expertise • Parallel Groups – same target audience, but in
different industries Examples; referral partners
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Groups are your 24/7 “virtual trade show”
• Use other social media channels to promote your group such as Facebook and Twitter
• Create a group engagement strategy
• Use the announcement feature
• Develop thought leadership on LinkedIn
• Take advantage of answers and status updates
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Group “engagement” strategy Discussions - Listening , Lurking, Observing • Participating, Contributing • Thought Leadership, share knowledge, expertise!
• Always comment with phone and email address!
Content is “king” don’t sell, educate to add value, earn trust and respect, increase visibility!
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Ques+ons -‐ Also Known as Answers!
www.linkedin.com/answers/
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Answers develop thought leadership!
Generally, the first person to answer a question… “gets the business”! Attorney’s and CPA’s ask mortgage and Real Estate questions all the time! Example; “Real Estate held in Trusts”
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Linkedin.com/classmates Explore Possibilities See what alumni in your field have accomplished since graduation – and expand your sense of what’s possible for you. Make Connections Reconnect with old friends, and reach out to alumni in your field for their industry expertise and career opportunities. Find Opportunities From mentoring to jobs, your fellow alumni often are ready to help.
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Linkedin Applica+ons • SlideShare Presenta+ons • Reading List by Amazon • Box.net files • LinkedIN events App • Wordpress Blog • TwiXer status updates • Real Estate Pro
http://learn.linkedin.com/apps/
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LinkedIn Today News
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LinkedIn’s Signal
http://www.linkedin.com/signal
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APP: CardMunch – Business Card Convert business cards to address book contacts, and then add them as connec+ons on LinkedIn.
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LinkedIn for Sales People in 30 Minutes a Week
• Review and Accept / Ignore Connec+on requests
• Review Weekly Group Updates • Invite new connec+ons from previous week
• Write one recommenda+on for someone that impressed you this past week
• Add a Status Update to your profile • Answer a Ques+on in the Ques+ons area
• Ask a Question that you really would like an answer to
• Add a company to those that you follow
• Add a comment or post in one of the Groups that you are a member of
• Review your Company Profile and modify or add to it as appropriate
• Follow a competitor’s company
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7 Quick Start Marke+ng Strategies & Tac+cs
Step 1: Iden+fy an objective
Step 2: Iden+fy target clients that can help me fill this objec+ve
Step 3: Iden+fy target groups that contain the target clients & join them
Step 4: Iden+fy the needs of target clients and learn their hopes, dreams and fears
Step 5: Help target clients by sharing resources, news, ques+ons, comments, etc.
Step 6: Engage target clients and then connect.
Step 7: Create an opportunity for a value add experience with a soo sell
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Seminar Survey and Feedback • Did you learn something today you can put to immediate use? • Do you know anyone/groups/organizations who could benefit
from a seminar like this? • Would you like a copy of today’s presentation? • Would you be willing to post a status update on Facebook (or
Tweet) what you thought about today’s presentation? (do it now!) @mindfullseminar and add #mindfullseminar
• *Shameless plug… please mention mindfull and my name in a status update on Facebook, LinkedIn and Twitter!
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Ques+ons? William W. “Chip” Leakas Speaker & Author
@mindfullseminar
mindfull 50 Jordan Street, Suite 120, East Providence, RI 02914
www.mindfull.net www.facebook.com/mindfullseminars
www.twitter.com/mindfullseminar
www.linkedin.com/company/mindfull
Email: [email protected] Tel: 888.406.2115