How To Get The Most Out Of LinkedIn For Real Estate Professionals

1. How to get the most out of LinkedIn for Real Estate Professionals
Nov 12, 2013
Sascha Ambrose
LinkedIn Sales Solutions
au.linkedin.com/in/saschaambrose
©2013 LinkedIn Corporation. All Rights Reserved.

2. 1. The LinkedIn Landscape
2. What is Social Selling?
3. Becoming a Social Selling Pro
2

3. LinkedIn: Worlds largest professional network
North America:
85M+
Latin America
and Caribbean:
20M+
Europe, Middle
East and Africa:
50M+
Asia Pacific:
49M+
Australia:
5M+
250M+ +2 new
200M+
Members Worldwide
Monthly Unique Visitors
Members Per Second

4. LinkedIn’s Australian population is one of the most
influential, educated and affluent on the web
85k
81%
1
High Net Worth Individuals
$150K
LinkedIn Member Median
Household Income
Sources: 1 AU internal LinkedIn data, Sept 2012 2 Nielsen 3 LinkedIn Audience Research Dec 2011
2
University Grad or Post Grad
3

5. The world and buyers have changed
What once worked, will not work anymore
%
75
%
57
%
97
Purchases
influenced
by social
Buying decisions
are made before
sales rep involvement
Of the time cold
calls do not work
7% worse every year
since 2010
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011
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LSS
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6. Social Selling
When professionals leverage
social media to connect with
prospects and clients in a
meaningful way to generate
business.
©2013 LinkedIn Corporation. All Rights Reserved.

7. Becoming a
Social Selling Pro
“Moving from Resume to Reputation”

8. Your Brand
Why optimize your profile?
Do you want your profile
looking like this?
Or this?

9. TIP 1 Upload a professional photo
Profiles with photos are 7 times
More likely to be viewed than those without

10. TIP 2 Write a compelling headline
Make it descriptive who you are, what you do, and the value you
provide.
LinkedIn Sales Solutions All-Stars
Chris Keneally
Enterprise Account Executive, LinkedIn
Sales Solutions, Transforming Sales
Departments through Social Selling.
Danielle Pedro
Account Executive, LinkedIn Sales
Solutions: Helping sales teams
transform their performance through
social selling
Examples from Other Standouts
Carey Smith
Steelcase: Aligning your workplace to
support your corporate objectives

11. Why? Viewers look at headlines first.
Source: EyeTrackShop – Nov 2011

12. TIP 3 Customize your public profile URL
Put it on your business card and in your email signature file.

13. TIP 4 Add your contact information
Only your direct connections can see
All LinkedIn members can see

14. TIP 5 Customize links to websites
Provide a call-to-action that direct
customers to do something at the
destination page such as:
 Subscribe to an eNewsletter
 Download a market report
 Take a survey

15. TIP 6 Tell your story in your summary
Showcase your expertise. Convey your passion.
Provide a “Call to Action.”
Summary
As a sales professional, throughout my career I have always been passionate about building
relationships and adopting new concepts that better myself, my company and my client’s
experience.
Your passion
During this time, I have had the privilege of working alongside talented individuals at major
companies, such as Staples and ADP, in various offices throughout North America.
Your background
I now work at LinkedIn, as a Sales Solutions Account Executive, in New York City. As of July
2013, LinkedIn passed the 238 million members mark, and we continue to add members at a
rate of two members every second! We continue to strive to connect the world’s professionals,
making them more productive and successful.
LinkedIn Sales Solutions affords me the opportunity to work with sales organizations to share
how social selling can generate sales opportunities that otherwise may have gone unnoticed.
Social selling changes the game by allowing users the ability to discover the sales insight
necessary for a sales organization to effectively engage prospects and close deals. This is
made possible by leveraging LinkedIn’s flagship product, “Sales Navigator.”
Your company
My areas of expertise include: B2B sales, prospecting, lead generation and relationship
building, focusing on the mid-market space.
If you would like to learn more about how we can transform your sales organization through
social selling, please contact me via InMail!
A call-to-action

16. TIP 7 Update your current and past positions
 Demonstrate how you
help your clients
achieve great results
 Use keywords
 Include rich media
 Show your career
trajectory

17. TIP 8 Add rich media
 Turn your profile into a sales opportunity by:
 Enhancing your profile visually
 Adding relevant content that highlights your professional knowledge

18. TIP 9 Add your education
Showcase your education
Which will also allow you to…

19. Tap into your alumni connections

20. TIP 10 Ask for recommendations
Especially from satisfied clients… which adds to your credibility.
Client recommendations for an insurance agent. Names and photos changed to protect privacy.

21. Your Activity
TIP 1 Proactively Develop Your Network
Build trusted relationships who can support your professional objectives
http://inmaps.linkedinlabs.com

22. Always personalize your request to connect
 Reach out in a friendly
and professional
manner – even if you
know someone well.
 This will differentiate
yourself from your fellow
professionals.

23. TIP 2 Contribute Insights
Share ideas through status updates, and participate in groups
23

24. Example of valuable content for Real Estate:
©2013 LinkedIn Corporation. All Rights Reserved.

25. TIP 3 Potential Leads:
View Who’s Viewed Your Profile
 LinkedIn Sales
Navigator subscribers
get:
- Full list of visitors from
past 90 days
- Keyword insights allows
you to tailor your profile

26. Identify what your network sees as valuable
Content is interacted 7X more than job posts

27. Gaining Influence
Levels of Social Selling Maturity
©2013 LinkedIn Corporation. All Rights Reserved.

28. LinkedIn Sales Navigator powers social selling
Who
What
How
Who are the
right people?
What to
talk about?
How do I get
a warm intro?
250M+
2B+
Billions
members
member updates
per week
of connections
©2013 LinkedIn Corporation. All Rights Reserved.
LSS
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29. Summary: Social selling best practices
Build your Profile
Your personal marketing site
Grow your network
Activate your referral base
Contribute insights
Build your reputation
©2013 LinkedIn Corporation. All Rights Reserved.

30. How to get started with social selling, TODAY
Go to: linkd.in/1dX2cOZ

31. Thank you!
©2013 LinkedIn Corporation. All Rights Reserved.