Sample seminar on Linkedin Training created for MGIC subscribers September 2012. The normal seminar is 90 minutes, and this presentation was reduced by 1/3 for a "webinar". For custom Linkedin, Facebook or Twitter training, contact Mindfull today!
1. 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.
expect clarity
2. 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this “Free Sample Seminar” may appear to be out of date.
expect clarity
3. 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.
expect clarity
4. Today’s Agenda - LinkedIn
LinkedIn’s importance for Mortgage professionals
Steps for success with LinkedIn
Duration: 50 minutes followed by 10 minutes for questions & answers.
• What
is
LinkedIn?
• Advanced and Power search
• Basic
features
and
func+onality
techniques, keywords
• Dashboard
• Networks and Groups
• Profile
• Questions and Answers
• Profile
privacy
seGngs
• Recommendations
• Company
page
• Applications
• Organize
connec+ons
• Today News, Signal
• PREMIUM
ACCOUNT
benefits
expect clarity
5. 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
expect clarity
7. 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?
expect clarity
8. #1
B2B
Lead
Genera+on
Channel!
*source BtoBOnline Nov. 2011 Pardot research
expect clarity
9. Professional
Networking
(B2B)
Connect
with
others
in
LinkedIn allows you to
posi+ons
related
to
real
present yourself to these
estate
and
lending:
related professionals, as
– Appraisers
well as the opportunity to
– Mortgage
brokers
answer their questions in
– Bankers
your areas of expertise.
– Home
Inspectors
– AXorneys
This builds credibility and
– Title
companies
respect, and it will lead to
– Contractors
future business.
– Builders
&
Developers
expect clarity
11. 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!
expect clarity
13. 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
100% complete your
5. Add
your
educa+on
profile = 40% greater
6. Have
50
or
more
chance of achieving
connec+ons
networking success!
7. Add
3
recommenda+ons
from
your
network
expect clarity
14. 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
expect clarity
15. LinkedIn
Professional
Headline
A key word search for “loan officer” is shown “highlighted”
in these search results.
expect clarity
16. 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!
expect clarity
20. 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.
expect clarity
21. 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”!
expect clarity
25. 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?
expect clarity
26. 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!
expect clarity
27. Organize
Your
Connec+ons
CREATE FOLDERS
• Organize Leads
• Organize Partnerships
• Organize Referral Sources
• Organize Clients
• Send group messages
• Create group updates
expect clarity
30. 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
expect clarity
31. Make
Recommenda+ons!
learn.linkedin.com/profiles/recommendations/
expect clarity
32. 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
expect clarity
33. 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/
expect clarity
34. 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
expect clarity
36. Make
direct
contact
with
key
people
http://www.linkedin.com/business
• 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
expect clarity
37. 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.
expect clarity
38. 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/
expect clarity
39. Join
Groups
www.linkedin.com/directory/groups/
expect clarity
40. 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
expect clarity
41. 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
expect clarity
42. 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!
expect clarity
43. Ques+ons
-‐
Also
Known
as
Answers!
www.linkedin.com/answers/
expect clarity
44. 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”
expect clarity
45. 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.
expect clarity
46. 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/
expect clarity
49. APP: CardMunch – Business Card
Convert
business
cards
to
address
book
contacts,
and
then
add
them
as
connec+ons
on
LinkedIn.
expect clarity
50. LinkedIn
for
Sales
People
in
30
Minutes
a
Week
• Review
and
Accept
/
Ignore
• Ask a Question that you really
Connec+on
requests
would like an answer to
• Review
Weekly
Group
Updates
• Add a company to those that you
• Invite
new
connec+ons
from
follow
previous
week
• Add a comment or post in one of
• Write
one
recommenda+on
for
the Groups that you are a member
someone
that
impressed
you
this
of
past
week
• Review your Company Profile and
• Add
a
Status
Update
to
your
profile
modify or add to it as appropriate
• Answer
a
Ques+on
in
the
Ques+ons
• Follow a competitor’s company
area
expect clarity
51. 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
expect clarity
52. 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!
expect clarity
53. Ques+ons?
William W. “Chip” Leakas
Speaker & Author
@mindfullseminar
mindfull
50 Jordan Street, Suite 120, East Providence, RI 02914
Email: cleakas@mindfull.net
www.mindfull.net Tel: 888.406.2115
www.facebook.com/mindfullseminars
www.twitter.com/mindfullseminar
www.linkedin.com/company/mindfull
expect clarity
Notas del editor
Welcome to all of the Loan Officers and Brokers who have joined us today. We realize your time is valuable, and we feel that we have some very powerful “tips, tricks, and techniques” using “LinkedIN” to help you connect with more prospects, homebuyers, and business referral partners in today's competitive real estate market. You will leave here today with new knowledge about Social Media and a distinct competitive advantage you can use immediately. You may want to take some notes! I will be providing a copy of today's presentation via the Loan Officer who invited you here today - along with my contact information and handouts of the links and websites we will be using in today ’s demonstrations
Today ’s Agenda – what we hope to cover: I could probably talk for 2+ hours about Linkedin and the other Social Media platforms when you look at the list of topics above. We are going to go “beyond the basics” and talk about some of the “power tools” and resources built into LinkedIN that you can take learn to take full advantage of. I am going touch briefly on what I feel are the MOST IMPORTANT aspects of optimizing Linkedin and Twitter so that you can achieve your goals.
My Name is Chip Leakas
World ’s largest online social/professional network LinkedIn gives you the keys to controlling your online identity. Have you Googled yourself lately? You never know what may come up. LinkedIn connects you to your trusted contacts and helps you exchange knowledge, ideas, and opportunities with a broader network of professionals. letting you control the first impression people get when searching for you online. TRUSTED CONTACTS!!!!!!!! ***You cannot connect with people you don ’t know! Network of Trust! Exchange knowledge, ideas, and opportunities Broader network of professionals Personal Profile Business Page ***LIKE FACEBOOK!!!!!!!!! Launched in May 2003 – just did IPO! Download the LinkedIN App here on iTunes
All of these occupations relate to real estate and the real estate transactions process. These people can send you business, as well as help you to better serve your clients. Here is why this is so important… Use Power Search to find and connect with the people that can refer you business! Schedule time each day to “build your connections”!
FACEBOOK can ’t do this! Who has viewed your profile! Who “links to you”…your connections 1, 2 and 3 times removed…
FACEBOOK can ’t do this! Who has viewed your profile! Who “links to you”…your connections 1, 2 and 3 times removed…
Experience is Key Upload a professional image Create a compelling headline Update your status ! Give recommendations first, then get yourself recommended Answer Questions first, then ask questions… Get connected! Display your custom URL everywhere! Join Groups by The Dozens Complete the “specialties section” with as many “key words and key phrases” as possible! View “settings 10 Tips to Maximize LinkedIN Experience is Key: Post a Picture: Get Yourself Recommended: Recommend Others: Answer Questions: Ask Questions: Connect, connect, connect: Get it Out There: Join Groups by The Dozens: Show your Expertise:
Control your Visibility? Privacy… Who can see your activity, what others see when you view a profile, what connections can be seen, twitter links, recommendations, photos, etc. Types of emails you receive, frequency, who can send to you, etc. Your groups, visibility, companies you follow, applications you use
POWER TOOLS!!!!!!!!!! Market and Competitive Intelligence
SO IMPORTANT!
E-mail Your Connections Directly Just start typing a name and let the LinkedIn Outlook Connector fill in the rest. Keep Building Your Network Instantly send an invitation to connect from any Outlook e-mail. *If your company uses Outlook, depending on how tight and controlled your I.T. team is, you might have some difficulty downloading and installing LinkedIn ’s Outlook toolbar, but I hope not, because it’s a great tool! Here ’s what you can do with LinkedIn’s Outlook Toolbar: Build your network selecting from people you email often See suggestions of who to invite based on email frequency Invite with one click to build your network faster Update your Outlook contacts with LinkedIn profile information Receive notifications when your contacts change their LinkedIn profiles See when people you e-mail frequently are not in your network See LinkedIn mini-profiles for everyone that emails you Use the LinkedIn dashboard to stay up to date with your network Access LinkedIn with one quick and easy click
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. http://stik.com Referral Marketing Write a personal, custom message (resist using the templated introduction). Why are you asking for the referral, what it means to you, and what can you offer in return… ( “give to get referrals”!)
http://www.linkedin.com/company/add/show Components of a Company Profile Overview Careers Products & Services Analytics Key Statistics Company Description Company Employees New Hires Recent Promotions and Changes Popular Profiles
PREMIUM BUSINESS ACCOUNTS $25/mo Business $50/mo Business Plus $100/mo Executive Job Seeker $16-$25-$40 Recruiter $50 - $100 - $500
#1: Identify the Best Group Opportunities Evaluate the groups you ’ve joined or intend to join and focus on the top 3 to 5 groups that most accurately represent your target demographic. Also, you’ll want to choose groups that don’t have a huge membership. I recommend that you choose groups that have at least a few hundred members , but no more than a few thousand if you really want to maximize your visibility. Plan to proactively visit each of your top groups 2-3 times a week. Don ’t wait for the daily or weekly updates that come to your email inbox. Identify your best opportunities and plan to make frequent and consistent appearances! #2: Target the Most Popular Discussions in Each Group The most “popular” discussions within a group generally get the most visibility. These are the topics where members are most actively engaged and they feature discussions that you will want to weigh in on. The most popular discussions are at the top of the group discussion page, and typically there will be quite a few comments associated with them for you to review and learn from. #3: Start Your Own Discussion #4: Follow Up and Follow Through #5: Start Your Own Group
#1: Identify the Best Group Opportunities Evaluate the groups you ’ve joined or intend to join and focus on the top 3 to 5 groups that most accurately represent your target demographic. Also, you’ll want to choose groups that don’t have a huge membership. I recommend that you choose groups that have at least a few hundred members , but no more than a few thousand if you really want to maximize your visibility. Plan to proactively visit each of your top groups 2-3 times a week. Don ’t wait for the daily or weekly updates that come to your email inbox. Identify your best opportunities and plan to make frequent and consistent appearances! #2: Target the Most Popular Discussions in Each Group The most “popular” discussions within a group generally get the most visibility. These are the topics where members are most actively engaged and they feature discussions that you will want to weigh in on. The most popular discussions are at the top of the group discussion page, and typically there will be quite a few comments associated with them for you to review and learn from. #3: Start Your Own Discussion #4: Follow Up and Follow Through #5: Start Your Own Group
Signal allows you to filter and browse only relevant status updates from your LinkedIn and Twitter streams, find trends! Target updates from colleagues, competitors, etc., Search for keywords Saved searches - real-time stream of updates from every employee in your company. Or, perhaps even better, a competitor ! Shared links on status updates You can target updates from colleagues, competitors, etc., and narrow or expand your view based on the following filters: Network, Industry, Company, Time published, Location, School or just most popular hash tags. You can also search for keywords , topics or people across the stream of network updates, and tap into an auto updated real-time stream of filtered content. Additionally, you can save your real time searches for quick and easy access. Imagine saving searches to allow you to check in every day and see a real-time stream of updates from every employee in your company. Or, perhaps even better, a competitor ! Signal also mines all the shared links on status updates and shows you the most popular links, many of which are the hottest news stories on that topic, updated to the minute, and you can see who ’s shared any of those Trending Links.