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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changing, updating the “user interface” so many of the examples in this “Free Sample Seminar” may appear to be out of date.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: cleakas@mindfull.net Tel: 888.406.2115