Trevor Turnbull — A Simple LinkedIn System To Grow Your Business

Welcome to the Hustle and Flowchart podcast with your hosts, Matt Wolf and Joe Fear.

Hey, what's up everyone? Welcome back to the Hustle and Flowchart podcast.

My name is Matt Wolf.

I am here with my co host, Joe Fear.

Hello there.

And we've got a very special guest with us today. He is the LinkedIn Ninja Master. He's the guy that anytime we have questions about LinkedIn, we contact him. Trevor. His name is Trevor Turnbull. He' founder of LinkedIn to leads, which is a lead generation training and consulting company to find qual that finds and qualifies and connects clients to their target audience using the number one network for business professionals, LinkedIn.

LinkedIn.

He's also the instructor of the very popular Linked Influence program which trained over 20,000 people on LinkedIn.

That is 20,000 people. That's a lot of people. Yeah.

And he's also the founder of the 30 Day Sales Machine which is a step by step training and support system that will empower you to consistently generate traffic, referral, referrals and sales using the power of LinkedIn.

And he's a father of a three and a half month year old, not year old, month old, three and a half month old. And he doesn't sleep anymore, so he's a zombie. And for some reason he's still awake talking to us, so that's cool.

I'm not gonna lie. I literally just slapped through that entire introduction you guys just did for me.

You needed it. It was probably our longest introduction we've ever had. Actually.

That's probably the longest nap he's had in a while too.

Good point.

Exactly, exactly. I had to give you guys the bio to be able to pump my tires because I'm a humble Canadian. Right. We don't like to do that for ourselves.

We always hassle Trevor with the A and don't, you know.

It'S fun.

Yeah. But thanks for joining us, man. I'm looking forward to diving in and talking about LinkedIn today.

Yeah, no, me too. And I know Matt, you and I chatted like, geez, I think it was almost like a year ago today or a year ago. A year and a bit ago even that you and I did a webinar together about Linked and of course everything's changed since then. So it's good that we're doing a little refresher here now.

Yeah, that would be random if it was a year to the day.

I think it's a year and a bit actually because I think we did our webinar together in Like February of last year.

Yeah, that sounds about right. Sounds about right.

No, this is Perfect because, yeah, LinkedIn does. I feel like every time I log into LinkedIn it looks different. There's some. They bought a new company or, you know, like slideshares in there now.

And what was the other one they just bought?

There's another one.

We were just looking at something the other day that was like a LinkedIn company.

Linda.

Yes, Linda, that's it. That's exactly what it was like.

They're just swooping stuff up. I mean, and it's funny how so many people kind of ignore LinkedIn as a way to actually legitimately connect with people and connect, you know, make money eventually.

Well, I mean, LinkedIn has some very, very powerful features that you don't get in the other social networks. And that's some of the stuff we're going to talk about today, is some of the things that you can do with LinkedIn that Facebook or Twitter or MySpace or Google.

MySpace.

Am I going too far with MySpace and Google your region? Yeah, but there's some very powerful things that you could do with LinkedIn that you can't do on these other ones.

All right, so let's start this thing off with you, Trevor. What's the main reason why someone should stop ignoring LinkedIn or use it properly? Yeah, the benefits.

You know what, when we were chatting before we hopped on here live, I think you guys kind of, you know, hit it on the head as far as why people maybe don't pay as much attention to it as they should. And it's because there's so much buzz out there about all these other tools, right? Like Facebook. There's no doubt massive audience, right? Facebook ads, everybody knows that they can convert if you follow a system. And of course, it's always changing. Instagram's the hot thing, Snapchat's the hot thing. Whatever it is. LinkedIn's always just kind of been there, right? It's not sexy, it's not super social, it gets a lot of bad press as far as actually how antisocial it is in a lot of cases. But the truth is, is that it is the best and biggest social network for business professionals. And when I say that, I mean, like, for example, the program you mentioned when you, when you introduced me, the 30 day sales machine, when I launched that about two years ago, I initially thought my clientele, my members were going to be like mid-30s type thing, 40s type thing, you know, socially savvy on the Internet, that type of thing. The Average person that's in my program is probably 55 to 60 years old.

Wow.

And they're not obviously just getting started in their careers. They're decision makers, they're CEOs, they're owners of companies. Right. And they're starting to get on there even more now because of course of all these changes that have been happening, like the acquisition by Microsoft was a huge one, is now you've got LinkedIn very tightly integrated or at least starting to be rolled out to be integrated into their tools. Microsoft Outlook, I didn't even know that word. Excel, like, you know, we're not seeing it completely yet, but we're going to. Right. And I use this example all the time where if you're a CEO that's always been really resistant to joining LinkedIn and you're in your inbox, which you're using Outlook because what, like 70% of, you know, traditional business owners and professionals use Outlook still as their email client.

Right.

But you see this little widget that says LinkedIn and it's, you've got an email up from your clients and it shows that your clients is connected to your direct competitor. What's the first thing you're gonna do? You know, you need to get on LinkedIn, right. Otherwise competition is gonna be running over top of you. So that kind of mindset and what's happening with that is creating this like massive influx of not just people, not billions and billions like you see on Facebook, but influential people that can actually make decisions that are in charge of budgets. Well, think about people on LinkedIn and.

That'S actually, I'm totally ignorant and had no clue that it was acquired by Microsoft.

Yeah, I didn't either.

Yeah.

So just the fact that we're talking.

I mean that's how under the radar LinkedIn is. Even though everyone knows what LinkedIn or thinks they know, but it's integrated with some of the biggest companies and networks out there. Like you were saying Lynda.com, that's, I mean just think about the demographic of people who are on there. They're savvy professionals. They're not, it's not like a Udemy where nothing wrong with Udemy, but that's, you know, they're cheaper courses, they're just like, hey, something quick typically. But then you go to Linda and it's like a full blown, like you'd be certified in something pretty big. Like I knew an attorney, really well respected one in San Diego that recorded at Linda's headquarters for a whole course. I'm like that's all next level stuff right there. And the fact that LinkedIn's tied in with that now, that tells you something.

And one of the, there's actually an interesting stat too around that kind of stuff is that, you know, a lot of people, I forget what the number is Exactly. It's over 80% of people that were surveyed by LinkedIn as to why they use LinkedIn or why they log into LinkedIn on a daily basis was to increase their skills in a certain area. Right. So they know that LinkedIn is a place where they can go and find information and training and articles that will actually help them in their job or help them in their careers. And Linda is obviously just an extension of that. And of course, that's why with what I teach, you know, we really focus it around adding value. Like even in the way that I use LinkedIn when I connect with people, I don't try and sell them anything. I just try and add value. And a lot of times that's free training. Hey, go check this out. And that gets them into a funnel, right? So it's just such a, such a great tool if you use it like a human being, but a strategic human being, if that makes sense.

Why don't we get into that? I mean, I think that's a good way to start is because literally as we were pre chatting before this call, I log into LinkedIn maybe once every two weeks. I get the email. I mean, I just don't focus on it, nor does Matt. He probably does less than me. But I had like 13 people just hanging out there wanting to be my connection. And you know, I have 1300 people, but that's all just like.

And I'm just like, I don't know what to do.

I guess I'll accept you, I'll make that network bigger. But so what's your process? And just, I guess, you know, how should people actually focus on LinkedIn?

Yeah, I believe, like before we started talking, you kind of mentioned you had a sort of LinkedIn funnel or LinkedIn sort of flow that you walk people through.

Yeah, yeah, definitely. And just know that I'm sure almost everybody listening to this is in the exact same position that you guys probably are, where you see the potential. Potential? Maybe, you know, maybe, maybe not even. But you're working on so many other things that LinkedIn just always becomes an afterthought and it's just another thing you got to spend time on and nobody's really perfected a process. So I'm not even gonna get there until somebody's proven that it works, you know, And I think that's what I've really done. And I think that's why my program's done so well. And we have a lot of great case studies to prove it. But let me give you the breakdown of kind of how this works so that people can kind of see it from a 30,000 foot view.

Yeah, perfect.

Essentially, like, you know, LinkedIn is your online. People look at it as their online resume in a lot of cases. Right. So they'll speak about themselves as, I've done this and I've done that, and these are my credentials and all that kind of stuff. Right. Instead of actually looking at it for what it is, which is just another tool to allow you to communicate to your target audience how you can add value to them. So who do you help? How do you help them? Why should people trust you? How can they find out more? Where are you located? In some cases, like Realtors, obviously you want some reference to your home market and that type of thing. And when you look at it that way, it really shifts the way that you actually use it. And it always starts with the profile, which I've got a great resource that I'll give you guys a link to as well. Perfect. That you could share with your audience. But the profile is the foundation of everything. Because if your profile doesn't address all those things, it doesn't matter how proactive you are on LinkedIn, if somebody lands on your profile and they don't know what you do or how you might be able to add value, why would they ever want to connect with you? Right. And once you have that established, there's really a strategic way you can go about using LinkedIn that really ties into this whole buyer's journey that I've outlined. It's a really simplified version of a buyer's journey that I believe every sales process goes through, which is awareness, consideration, evaluation, becoming a customer and then becoming an advocate or providing you with referrals. And that's the best kind of buyer's journey that you can ask for. And the starting point is the awareness. So you've got this shiny new profile that's speaks to your target audience. You have to go and put your profile in front of the right people. And there's tools that you can use that will allow you to view profiles up to a thousand a day, even if you wanted to be that aggressive with it. And one of the unique features of LinkedIn compared to other social networks is you can actually see who's viewed your profile.

That's a very intriguing feature, you know, in a lot of ways, because people always want to see who's checking them out. Like, there's, that's, you know, if you think of the dating apps, that's what make those so popular, right?

Well, I think that's what interests me the most with LinkedIn is I'm literally looking at it right now, and I think Matt just looked at my profile. Maybe that's something someone else. I don't know, but it's like, I never know. Are they looking at me? Are they connections? Yeah.

Well. And in my webinars, what I always try and overcome for people too, is that the logical thing to think with that section is when you go in there like you just did Joe, and you're like, geez, how'd this person come across my profile? Instead of taking that approach, why don't you control who's actually gonna look at you by looking at their profiles first? Because that's where a lot of the traffic can come from is because. And just think of that, right? Like, if you know that your target is entrepreneurs between the age of 30 and 40 that are located in San Diego, then make a point of looking at the profiles of those people joining the groups that they belong to. And as they look back at you, if your profile says how you can actually help their business now, instead of just random people or your mom looking at your profile, it's entrepreneurs that might subscribe to your newsletter or might join your online training program or join your meetup group at the local bar or whatever it might be. Right.

I like it. Yeah.

Yeah. So, and that's a very subtle, passive way to use LinkedIn, where you're not even proactively reaching out. You're not doing any kind of sales tactics or any kind of connecting or anything like that. But of course, that would be the next step. But at the very least, if people just increase their activity on LinkedIn, they would see some opportunities come from that. And then beyond that, though, sending connection requests to those people we're talking about, you can do up to 50 per day based on the limits that LinkedIn sets essentially for how much you can do from that. Your connection request rate, so how many people actually accept it will typically vary between, you know, 25 to 75%. And that's a wide range.

Pretty large still for just someone off the street, you know, for sure.

Yeah. So even think 25% or even say 20%, that's 10 people every day.

Oh, yeah.

If you were sending 50 a day. So, you know, you add that up over a month, you got 300, you add that up over three months, you get 900. All of a sudden you're building a nice little network of connections, right?

Yep.

And there's so much that you can do with that too, if you're doing it in the right way. And I know. And again, I'll address the immediate pushback that I always get from this, which is, well, I'm not going to send connection requests to people I've never met in person before. And I think that's a massive mistake, especially in today's world. Because the power of LinkedIn comes directly from your first degree contacts. The more people you're connected to, the more people you're going to be connected to. Second degree, the more people that you can help, that you can assist, that you can provide value to, that you can get your content in front of. All of these things are impacted by you growing your first degree network. So whatever apprehensions people have about like the awkwardness of inviting somebody to connect, tweak your messaging in the way that you are connecting and, and consider it a part of doing business. Like, yeah, I liken it to the fears that people have at networking events. Like they don't want to go and put themselves out there. But you know, the people that were super successful coming out of university, they were usually the ones that knew the right people. And a lot of times they put them out selves in situations where they would just go shake the hand of the person that they wanted to meet.

Yeah.

And that's what.

And sending a request on LinkedIn is a hell of a lot less intimidating than walking up to somebody you've never met in person.

For sure.

Interesting.

And there's subtle little things. And I actually teach this on a webinar that I do. I'll keep you guys posted on when we're going to do our next live webinars. But.

One of the approaches that we teach is this permission based method. It's one line in a connection request that just says, would you be open to connecting with me on LinkedIn as opposed to let's connect, you know, like whatever the default is on LinkedIn.

Right.

So you might use some reference that says, hey, we're both entrepreneurs in San Diego. I'm looking to expand my network on LinkedIn. Would you be open to connecting on LinkedIn? And if your profile actually spoke to what you did and the podcast that you ran and the newsletter that you have and these events that you host, and I'm speaking directly to you guys.

Oh, yeah, I know we are.

It's hitting home, you know, you're gonna get people that'll be like, hell yeah, I'll connect with these guys. Why wouldn't I? You know?

Yeah.

So your connection request rates could be 70%. You know, it should be.

Yeah.

This is, this is amazing.

So far, these are the best kinds of podcasts when people just like consult for us for free.

This is why we do these.

There you go.

Yeah, cool.

Yeah, sorry, go ahead. Go ahead, Joe.

No, you got it. I was just getting prompted to go for the next one.

Next step. Yeah. So next step, obviously you get these people to connect with you, you're building this first degree network. One of the common mistakes I always see, and again, I go through this in detail in a webinar I'll keep you guys posted on, but is to make sure you follow up. A lot of people are guilty of accepting connection requests and then never responding. So those 15 that are in your inbox right now, Joe, do you plan on sending them any messages?

I was not, but I should.

I know, right.

All right, so what kind of message should I send them? Because I know I should for sure.

So usually what we teach is to have like a two step message approach. One might be an immediate message that goes out within 24 hours. That's just like, hey, appreciate having you in my network. Look forward to connecting at some point soon. Like if you're in a local market, maybe we'll meet up at a local networking event one of these days. Take care of. No call to action, just a friendly follow up.

And this is automated. You can automate this inside of LinkedIn, correct? No, that's going in through like you just have something preset, basically.

Yep, yep. So there's a lot of ways to handle it. Right. One might be just using like a text expander tool where you're just copy pasting type thing, those kind of things. And think about the time that that takes every day. Right. So you get 50 new connections. It's 30 seconds for you to send out those, those 15 messages. Right, got it.

Right on. Okay.

Yeah.

And then from there what we teach is that within like three, four days, and we usually, we actually have a tracking system that we use and we teach our members, we give them a tool and stuff, but within three to four days, you're following up with the next message. And that next message again should always just be value approached. Right. So like we have what we call the ask method and I know there's actual training programs on this that we were talking about this before about, like, surveying your people that you're reaching out to and that type of thing. And we essentially teach the same thing in a LinkedIn message, right? So if you're reaching out to these people and saying, hey, here's what I do. I work with entrepreneurs and we help them figure out how to automate and sell scale their business. And one of the common pain points that we hear are these three things. Da, da, da, da, da, da, da, da, da. Right, Danny, resonate with you? I'd love to hear your feedback. Gets a conversation going. Now, that's an approach if you wanted to have a conversation happening on LinkedIn, right. The other approach might be just link them out to a survey, right? Say, hey, I'd really appreciate if you'd fill out the survey. I'm writing an article on this topic. And your answer, I might even include your answer in the response. That's another great way to do it, especially if you're contributing to any kind of publications that have some name recognition, like an entrepreneur or Forbes or anything like that. But even your own websites, you know, if you're publishing content, your own website, and you're telling people that, you might actually quote them and their answers, oh, huge.

Yeah, love it.

Okay, so that's how you can get some responses there. And then one of the things that I do is explain to people what I do and that I have resources that they can have access to in the initial message. I might just drive them straight to a piece of content on my website. So no opt in, nothing like that. Right? And then, of course, this is where it ties into sources outside of LinkedIn. But if you've got pixel tracking on your website, you can then be retargeting those people with ads to your lead magnets or to your webinar, whatever it might be, right? This all kind of ties together. But the nice part about using this from a LinkedIn perspective is, again, you're having real conversations. You're not just sending out.

Praying emails hoping that your open rate will be greater than 20%. You know, these people will get it. They've already accepted your connection requests. They're reading your responses.

Dude, you got my head spinning right now. I'm just like, I want to just go do this now. Like, I'm just thinking of what you said I want to get in front of. Because, like, with our EGP letter, for instance, right now we're targeting mainly online entrepreneurs, people like you, people like A lot of the friends we know, but these messages resonate with offline businesses because we have some of those subscribers. That's just not the network we're currently in so much so that's like a small business owner. We want to start getting into that market, and this is the perfect approach and just make it a consistent thing every day. Start these connections, start the conversation. I think that's the big thing, is you're starting a real conversation, and then from there, you know, sky's the limit. You do whatever after that.

And I think that's the best part. And you guys know this better than anybody because you do your podcast as a result of, you know, wanting to be able to connect with people and be able to start conversations and to learn and then to pass on knowledge and all that. This is just another source to get in front of those people, to ask them questions, to potentially find future podcast guests.

Oh, yeah. Oh, yeah.

You know, maybe they end up in your email list and they end up buying, but even if they don't, there's still a ton of value, you know.

Oh, yeah, absolutely.

And the spinoff effect of that. So. And then. Yeah, the other side of this too is that, of course, as you build your first degree network, all those people that you become first degree connected with, you can export all that data, which means that you get all of their email addresses. And while I don't advocate any kind of cold spammy email strategy, you can of course put those emails into Facebook and create a custom audience, and then you can run ads to those people as well.

So that's powerful if no one understands what that is, it's literally creating your own audience and then targeting your ads specifically to those people. Yeah, exactly. And that's where the money's made when it comes with advertising on Facebook.

Yeah. And I'm going to actually bring up the question because I actually asked this question before we started recording and might as well bring it up again here. So if I export a list from LinkedIn and then I import that list into Facebook, and now I can target my ads to just those people that were on my LinkedIn. The problem is I don't know how many of Those people on LinkedIn are actually, you know, legitimately my target market. Right. There could be just a ton of people that. That targeted me on LinkedIn and added me as a connection, but aren't really somebody who would be a potential lead for my product. So how do I make sure that those people I'm exporting from LinkedIn and importing into Facebook are actually people that would be interested in my product.

Yeah, no, it's a great point. And it really comes down to actually looking at LinkedIn strategically as a marketing and networking and list building tool instead of just randomly connecting with just anybody. Right. But the truth is that you probably don't even know who potentially could buy your products or subscribe to your service or whatever it might be. You have a good idea. You have a general typical demographic that does, but you don't know who you're connected to that might know somebody who owns a business that this would be perfect for. So there's always those spinoffs where it's really tough to judge, aside from the obvious ones, where it might be your family.

You know, who might expect everything for free forever.

We all have to charge my family more.

There you go.

That stops them from asking.

Exactly. But yeah, so I guess to answer your question though, Matt, is like, this is a lot of times what becomes an aha moment for people is that they always look at LinkedIn as a. Yeah, I don't even really know who I've connected with. I had a few people that wanted to connect with me and for a year I was accepting everything and then I decided not to for a while and now there's 400 connection requests in my inbox. I don't even know what to do with it.

You just described me to a T. I know.

I did.

So if you actually were to look at that and go, okay, you know what? I'm going to actually take the time to go through all those connection requests that came into me and not be judgmental as to whether these people could actually buy my stuff because they might know people that might want to buy my stuff and just start building your network and allowing that to kind of sort itself out on the back end. Right, right. Because. And that's the best part about the retargeting and getting people into your email list because, you know, I'm an advocate for to say that, like, email marketing is still the number one way that I drive traffic to all of my sales material and the number one way I sell is by webinars. It's not LinkedIn. LinkedIn is just the source to go and find the right people. That's it.

Got it, Got it.

It's a great source for that and it allows me to filter those people into all the other channels that I use to actually build my business.

Yeah, yeah. For me, my LinkedIn strategy was the same strategy that I had when playing Pokemon was I was Just trying to collect as many as I could.

I love it.

Well, yeah.

I'm like, my. Before I started doing LinkedIn training, like, however long ago it was, like, seven years ago, I just, like, connected with as many people as I possibly could because that's what I thought you were supposed to do. And I did the same on Facebook, too. And then eventually I stopped that because it was getting annoying, and then I just completely stopped accepting connection requests on Facebook altogether, which is probably wrong. Somebody will teach me why I shouldn't do that, too, but.

Oh, I do the same thing. And I feel like. I mean, that's a whole nother topic.

But, yeah, I go back and forth.

I'm back and forth constantly on Facebook, but we're not talking about Facebook.

That's right.

Screw Facebook. Yeah, yeah.

Right on, dude. This strategy, was there more to it or was that pretty much it there?

That's essentially the gist of it. The rest of it is just the management and the consistency of it. Right. And I guess the other thing, too, is because you mentioned it, too, Joe. Like, when you hear about this initially, your initial thought is like, holy crap. Yeah, yeah, I'm in. You know, but there becomes scalability issues on this eventually, too. Right. Like, you can't spend four hours a day in LinkedIn. It's just insane. Ten to 15 minutes is more than enough. Right. But when you start to see that this is working and you're connecting with the right people and those people are answering your messages or they're answering your survey, or they're ending up on your email list as a result of it, eventually. You want to outsource this.

Yeah. Okay.

That's one of the things that I've really perfected with my agency and the services that we offer to our members is we have project managers and virtual assistants on my team that do this every day. They send connection requests, they monitor responses, they send scripted replies, and just pass along qualified leads to our clients.

So when I'm looking on LinkedIn and I see, like, oh, Richard Branson just looked at your profile. It was probably some outsourced worker that looked at my profile.

Yeah. I don't know if Richard Branson's got a LinkedIn strategy that way, per se, but, yeah.

And I don't even think his VA's look at my profile, so.

But there's no doubt. And, like. And I'd like to say that, yeah, you know, people are really savvy, and everybody's doing this a lot, and it's starting to create this. You Know this nature of LinkedIn where people are going to ignore it because it's just getting too busy, but the truth is that most. It's, like, untapped still. Nobody's really doing it well or aggressively yet, for sure. And as soon as they do. This is the other thing. And this is the great part about LinkedIn, even though it drives people crazy, is because they keep changing and they're always adding things and deleting things and all that. They. They eliminate the spammers really fast, you know, because what we teach is to teach you how to scale what we're teaching with within the guidelines of not being a dickhead part of my life.

Sure.

Because we don't like those people either, you know, so we try and teach people how to do this the right way without doing it aggressively. That will piss people off because nobody wants to do business with those people anyways. Right?

Yeah. It's a slow and steady approach.

Yeah.

And you might have a new request in LinkedIn, actually, Mr. TR, I don't.

Accept requests from people from San Diego.

Dang it.

It's your commercials, right? We get these California commercials, like, all the time. I'm here in Canada.

I would never know that. That's great. We don't get any Vancouver commercials, but.

No, I wouldn't imagine.

No, but I want to go there.

They're actually. They're actually pretty great commercials, the California ones. They really make you want to go there. They kind of. They kind of make light of the fact that, like, yeah, we're always in board meetings and they show two people, like, running out into the surf on the surfboard.

No, it's funny. I have seen that commercial and it's got, like. Yeah, I've seen those. It shows, like, snowboarders and surfers, and I think, like, Arnold Schwarzenegger, like, finishes it off.

It's so good.

Yeah, I think Arnold's like, at the end, he's like, yeah, I don't remember, but I think Arnold Schwarzenegger gives the call to action at the end of the commercial.

Ostendavista. I'm going to eat tacos. All right, so question. I'm on your profile in LinkedIn right now, and I'm looking under the section bottom or side? Right, Just right side. Says people also viewed Arianna Huffington and Bill Gates. So does that basically mean. Yeah, they've. So people, your audience are also interested in those folks, essentially?

Yeah, yeah, I suppose so. Yeah. Because I see, like, when I go to that, and you'd think I'd see a Similar thing. But I see, you know, some competitors to what I do. Essentially. I see Lewis, how's on here, I see people that have worked with me.

And for me on here, some guy named Michael Aski. I don't know who he is.

Michael Aski.

He's a buddy of ours.

Now, I have a question.

Okay.

Is there, when it comes to LinkedIn, do you see LinkedIn as a useful tool for sharing content? Like when I make a blog post or podcast episode or something like that, is it worthwhile to go onto LinkedIn and. And share that content in? Because they have like a newsfeed type thing kind of like Facebook. And I've noticed that I've never really gotten traction sort of sharing things there. I'm curious what your thoughts are on that.

Yeah, I think your best bet with that would be to publish those as LinkedIn articles and then share those, because then you're not getting lost in the mix of a newsfeed that is LinkedIn, which I don't think think people spend a whole lot of time on. I don't know what the exact stats are, but it's a hell of a lot less than a Facebook newsfeed, for example. So if you're just sharing a link over to your podcast or your website, it's getting lost in the mix, like a Twitter tweet real fast. Right. Whereas if you're creating articles that have brief summaries of your guests with a photo of you talking to the guest, or just a photo of them, and then a link to the podcast article or even like put the MP4 right into it, you can actually embed MP4s and videos and stuff right into your post. It's just another source of traffic. Right. And then one of the other nice parts about it too. And you can see it on my profile there, Joe, if you're still got it up.

Yep.

Is right. Still above the fold, I believe if you see the same thing, you see your articles and activity.

Yep, yep.

Yeah. So you can see my articles on there. You can see. See my activity, you can see the things I've shared. And that again, is just another thing because, you know, with what I teach about your profile, a lot of times this is the path that people get to your profile. They look at who's viewed their profile, they see you, and they get intrigued by your headline, whatever that happens to be, right. Helping San Francisco or San Diego entrepreneurs scale and automate their business. You know, and they click through, they land here. What's the first thing they're going to look at. They might look at your background photo. That might be call to action because again there's a whole strategy to how I teach this. And again I'll give you guys a link you can share with your audience but you know, address a pain point there. Provide the solution in your headline. You scroll down, what's the first thing that you see for an image is an article. If that article speaks to the audience that you're actually going after, they're going to want to click through. They're all just complimentary pieces that to be able to further explain what you do. So you gotta capture people's attention and basically tell them the story. So this is another source.

So we're basically saying let's go to Trevor Turnbull's LinkedIn profile and model what you know, pretty much.

Yeah, no it's. Or look at the resource that I'm going to give you guys. We will go through it yourself. You know, because it's step by step. I actually created like a seven video series on how to fully optimize create like an irresistible LinkedIn profile to attract your ideal client.

That's awesome.

And it's got examples of backgrounds, it's got examples of headlines, it's got a full transcript with timestamps in there of a report.

Oh perfect. Yeah, I was actually, my next question was going to be diving into a little bit about how you would design the profile. But instead let's just, let's just tell people.

Yeah, yeah, just use the.

Is that the link that we just created? The evergreenprofits.com LinkedIn?

Yeah.

Cool.

Yeah, I think that would be the one. Yeah.

Okay, cool. So if you go to evergreenprofits.com LinkedIn you can find his, his blueprint to build the ideal LinkedIn profile.

Love it.

Yep.

Did you want to.

I had a question about LinkedIn paid ads. Do you?

Yes.

Do you have any luck? I've tried it a few times and have had zero luck.

I found it to be very expensive the one or two tests I've done. But I'm curious what your thoughts are too.

I'm sure there's a way though.

I probably used it as much as you guys. I've read one set of ads and I know that there's people that have been successful with this. In fact, I know I've met a few of them before at different conferences and in most cases what I found is that the people that are successful with LinkedIn ads have large budgets number one, but they're also selling high end product Products. Right. Like the individual I'm referring to sold franchises. So when they were selling franchises, they were. There was a $50,000 fee for it, right?

Yeah.

So if they made one sale off of a $50,000 ad budget, it paid for itself.

That makes sense then. Yeah.

But if you're selling memberships to a newsletter or something like that, it just doesn't make sense. So my answer to that is no. I haven't dove into it because we been so focused on perfecting the model without having to pay for ads that I just didn't even want to experiment because it was just too damn expensive.

Yeah.

Cool.

All right, so just kind of our last couple wrap up questions that we like to ask everybody. Do you have a book that you would recommend or that you find yourself reading over and over again?

Oh, boy. That I find myself reading over and over again. Yeah. I mean, you know, actually a lot of.

A lot of people have like a book that they read, you know, once a year, once every other year. Do you. Do you find any books, do you have any books that you kind of constantly find yourself referring back to? And if not, if you don't, do you have any sort of book that you can recommend people check out on some of the topics we've talked about today?

Yeah, well, you know what? Like, I work very closely with a couple of sales trainers that have really influenced a lot of the mindset of how I go about my sales strategies too. So I will mention one here too, is the guy's name is Eric Lofholm. He's in California as well, actually. Eric's in Sacramento, I believe.

But he's got. I can't remember what his main book is, but the one that I always kind of brush up on and remind myself of is called Sales Scripting Mastery. So it's Eric Laugholm. L O F H O L M.

We've actually met Eric. He was at one of you. Yeah, he was actually at one of Henry's meetings one time.

Oh, okay. Your name sounds very familiar.

Cool. Yes. Eric's somebody I've hosted on a few webinars before. He's done the same for me. And the nice part, we really complement what we teach because you can think about this like Sales Scripting Mastery. That's what we're doing when we're drafting messaging scripts for LinkedIn too, is we're not selling, but everything that we're doing is being done purposefully. Right. And that's what this really teaches. And I really like it because it's got Lots of strategies and tips in here from a business standpoint on how to actually lead those conversations and how to sell without selling.

I like it. Yeah, that's a common theme. I mean, on our podcast we're constantly getting books and most of them are. It's either mindset, a lot of mindset, but there's a lot of scripting or copywriting related books for sure. Just says it's. That's just another reason any business owner should know. Good copywriting.

Yeah.

Yeah, definitely.

Good stuff. Well, I think that's it, huh, Matt? Anything else lingering?

I don't know. You've got your favorite question that you always like to ask people.

Yeah, I like to stump people with this one.

This one always stumps people.

What is one question that us or someone else should ask you, but they just don't normally ask you? You're like, why don't they ask this question? But it's like, it's something you would love to educate people on. They just don't ask you.

Oh, man. You know what?

I got a good one for you because.

There'S a guy actually locally here in Vancouver, I think he's about to launch his podcast. But he, his whole concept was like the struggle behind the entrepreneur. Right. So, you know, the one question that a lot of times doesn't really come up because it's an awkward thing to really bring up for yourself is, you know, what is one thing that you struggled with that you contribute to getting you to where you are today?

Mm, got it. So I have a follow up question.

Sure.

What is the one thing that you've struggled with that got you to where you are today?

Good question.

Yeah. And you know what, even to expand on that too, I would say like, where what is. What is the one thing? Or when what is the thing that made you hit rock bottom or something around that effect, you know?

Yes.

I know you never really talk about this when you're talking about business stuff, but I like that question because it always comes back to allowing somebody to relate to you, you know? Oh, yeah. And because I don't claim to be a guru and I know you guys, you know, that was a joke and I like it.

That was a joke. Not really a joke.

No, I know it's. But it's funny.

Yeah.

And. But I always just like to, you know, come across as being a normal person. Right. Like, I started a website development company. We ran it for three years. We basically, you know, made $0 for three years. I went through a divorce in 2009. My second wife that I'm with now. We had two losses for kids. And throughout all of that stuff, it's. I've just tried my best to look at all the positives. And I know that's one of the ways that I actually met you. Matt was through like a leadership program, self development and that type of thing.

But yeah, Joe and I were together. Yeah.

Yeah. So, you know, like. And I know Joe, you and I had that conversation too. And when I was in San Diego recently about you guys taking in foster kids and that type of thing. But we forget about these things a lot of times that, you know, I'm not perfect yet. I found a way to make my entrepreneurial dreams come true through consistency and learning from smart people and, and being okay with failing and just getting back up and doing it all over again. So if I could encourage anybody listening to this, it would be, you know, no matter what phase you're in, know that me, you, the guys on the other end of the mic here have all been in the exact same spot or worse, some cases.

Yeah.

So trust in those that have been there and are willing to be vulnerable enough and say, hey, it's not always rose petals. It's true, but makes you stronger.

Awesome, awesome response.

Great man.

Awesome response to the question that you asked yourself.

That's why we asked that one, though. Awesome, Trevor.

All right, so everybody needs to go to evergreenprofits.com LinkedIn. That's where you can get the profile. Basically your blueprint for how to sort of craft the perfect LinkedIn profile. Other than that, is there somewhere else you want to send people to check out or any other sort of calls to action you want to add in here?

You know, that's the best place to go to get some of that training. And then, of course, we'll be. What we talked about here is how I run my business as well. So, like, when you go to that page, it's going to ask you to opt in to be able to get that information. And of course, the information I'm going to give you is going to be jam packed with value. In fact, everything that people always tell me that consult with me on this kind of stuff, say, you need to stop giving away so much stuff. But I like being that guy. I'd rather be that guy. I'd rather give away everything and have people want to join my program because the support's so great. That's what I'm trying to build for my community.

Yeah, absolutely.

And so the only other call to action I would say is send me a connection request on LinkedIn. I say this after every video I do, every webinar I do. I want to build my network on LinkedIn. Of course, it helps my business grow, but it also helps me connect with people and know what they do and what their pain points are and how I can help them. So I'm on LinkedIn.

Perfect. I did.

I did.

All right, Trevor.

Awesome, man.

Cool, man. Well, great chatting. And I know we'll do it again soon. And I just opted in to get that or that training, so for the LinkedIn stuff. So I'm like, I'm gonna dig in tonight.

Awesome. And hopefully we'll be up in Vancouver sometime soon.

We'll make it happen.

Absolutely. You guys are always welcome. You Americans are always welcome in Canada.

I see what you're doing there. That's cool.

Just. Just keep letting us in. That's all we ask.

I have no problem with that.

There we go.

We'll chat soon.

All right, dude. Talk to you soon.

Thanks, guys.

Hey, thanks so much for tuning in to this episode of the Hustle and Flowchart podcast. Now, if you don't know already, myself and my partner, Joe Fear, every single week, we put together this killer weekly newsletter that's completely free. If you go to theweeklyprophet.com, you can get on this weekly newsletter. And what we do with this newsletter is we scour the Internet. We read every piece of content, listen to blog posts, check out new software and tools, and we distill down the best of the best into a weekly newsletter and deliver it directly to your inbox every single week. So head over to theweeklyprophet.com and make sure you're signed up to receive that weekly newsletter. You're going to love it. Thanks so much again for listening to the Hustle and Flowchart podcast. We'll see you in the next one.