0055: LinkedIn to Profits: Leveraging the power of Linkedin to Attract High Paying Clients, Media Attention, & Speaking Engagements with #1 International Bestselling Author & CEO Tracy Enos

Ea interviews, episode 55, inspiration, transformation, success stories and the imperfect action round. Seven days a week. Join Mario Ficcini for today's Expert Authority Effect interview. Expert Authority World. I'm excited to have another great VIP guest on the show. Today we're going to be talking about LinkedIn to profits. Have you ever wanted to attract more people with your LinkedIn profile? Have you ever looked at LinkedIn and wondered, what more can I be doing? I know I personally have. Have you ever wondered what's the difference between a paid account and a free account? Why would you want to be doing these things? What is this publishing? What are all the new features? We're going to be covering all of that and probably more in just a second. I have none other than Tracy Enos and she's going to be sharing with you right after we thank our sponsor. Congratulations, you got started with your cell phone and I welcome you to the live streaming game. Now you're comfortable on camera and going live regularly, but I caution you don't get stuck in startup mode. This is why I stepped up my game with Wirecast Pro and advise you do Too get your 30 day free trial at eainterviews.com Wirecast Here she is, ladies and gentlemen, the lovely Tracy Enos. Tracy, how are you doing today?

Hey, I'm fantastic, Mario. It's a wonderfully wet day here in Kansas City, but I love it because it's not 30 below zero.

Well, that's true, you know, always have to have that good outlook.

Right.

Tell me about your business. How did you start it? Why did you get into it?

Well, actually I didn't start doing the LinkedIn thing. I had been laid off.

Downsized twice in four years by corporate America. And I think it was 2012, November of 2012. I was kind of living off my savings and I just really didn't know what I wanted to do. But I had been doing some things with the last company I worked with. We found a lot of our demo or promoters for the Sam's Clubs and Costco's using LinkedIn and Craigslist. They fill out an app and we would. As a regional manager at the time, it was my responsibility to find and hire and train these folks. And so I spent a lot of time in LinkedIn back then, but then when I lost my position, actually everybody in the field lost their position that that fall. I just didn't know what I was going to do. Twice in four years, things looked a little bleak. And then I got a phone call from my sister in Law and said, you, sister Terry is starting to lose her short term memory. You need to come see her. So my sister had brain cancer and we still don't know where she got it from, but I love her to death. And she was the big entrepreneur in the family. And so I went out to California and her and I sat down with a glass of wine and we talked shop. And she told me, she goes, you just need to take a risk and go for it. Look, you've already been doing it and you're teaching people how to do stuff for free, so why don't you just get paid for it? And she had a similar situation being a graphic artist working for a big advertising firm in San Francisco. She just wasn't. It just wasn't her thing and she just wasn't feeling fulfilled at the job. And so she started her own business and learned how to watercolor and opened up her own art gallery in San Jose. And very successful. I mean, she was selling, you know, paintings all over the world. So I took her advice. And I didn't start out that way. I actually was a local marketing agent or, you know, we had a local marketing direct, you know, a digital marketing agency. So we did websites and, you know, we did some social media, set up people's social media. You know, we did the reputation marketing, we did all that kind of thing. And I kind of just fell into getting, you know, into LinkedIn, going to network groups, networking groups, and I got my first LinkedIn client that way and I really decided I'd like to do this thing. And I know I was having a hard time finding clients here and so I turned to LinkedIn and I started finding my clients all over the United States and Canada and people who could afford to pay me or wanted to pay me or didn't take months to make a decision to work with me. And that's how it started. And I haven't looked back since.

Well, it sounds like you're very happy you took your sister's advice.

I did. I am very much so. She since passed on, but I remember her every day.

Sorry to hear that. But she sounds wonderful.

She was, yes.

So Facebook versus LinkedIn. I'm just gonna change this up a little bit here. Why LinkedIn over Facebook?

Well, you know, I find that you can build a relationship on LinkedIn. I think it's a little bit more difficult on Facebook. Facebook, to me, yes. They have business pages. Yes. You can use the ad platform. And I'm not saying for a lot of folks that Facebook isn't A viable platform for them to find good clients or customers. But I find in the business that I'm in, the folks that I coach, that LinkedIn is a place for. Not only that you can create content, you can build your brand, you can showcase your authority and you can connect with these folks and start building a relationship with them. It's hard to do on Facebook. I mean, Facebook pages mean you post something in your business page and you know, depending on how big you're following, you're still only going to get a couple percent of people are even going to see it, let alone engage with it. With LinkedIn, you can see who it is that you can engage with, you know, and send them a message immediately or ask to connect with them. You could do that too in Facebook through Messenger. But it's a lot easier for me. I say, you know, in LinkedIn, there's so many more things that you can do in LinkedIn that you can't do in Facebook. And I think it's just a more robust platform. But it's something that needs to be done over time. It's not an overnight strategy. It is something that you should be consistent with.

I want to bring up the stat that I know about because you said something that was very important and I loved how you said it so nonchalantly because I know it's part of you, but so many new entrepreneurs and even I'd say middle of the road entrepreneurs, maybe they're not brand new, but maybe they're looking to get to that next level. They're still dealing with, how do I find the right client that will actually pay me? And you touched on that. So how would you say LinkedIn differentiates from Facebook? Let's talk sheer profits and targeting and affluent people.

Well, first you've got to do some foundation work. You can't just go into LinkedIn and go, I'm going to look for this person and magically find them. It doesn't work that way. So you really need to sit down before you get active in LinkedIn and really define who that person is. So, you know, define the demographics. And LinkedIn has, we'll talk about the free and paid, the differences there. But on the paid program, you have an opportunity to take your demographics that you've listed and use the search filters in LinkedIn to find those people. And what I mean by that is LinkedIn is a search engine much like Google, doesn't act the same as Google, but you can use some of the same filters that Google has in LinkedIn. And this is how you find those folks. And then from there you really need to also define the psychographics. And what I mean by that is what are their pain points, what are their biggest desires? We can even go as far as define, you know, are they men, are they women, what age group, you know, what kind of problems do they have in their business that they're looking solution, looking for solutions for, you know, what publications are they, you know, reading online and offline? What, what is their, you know, take on, you know, religion and politics? If, if that's what, you know, if you can dive that deep. And I mean, I could go on and on with, you know, questions that you could ask about your, you know, perfect prospect, but this is a start. And then using those search filters in LinkedIn, you use those demographics to find them and then you take your psychographic information and that's how you develop content articles and messaging.

Well, I love that you're touching on the perfect avatar, the perfect prospects. And I do love the different features within LinkedIn because so many people think these are just websites. I'm going to go there, they're social networks, blah, blah, blah. But at the end of the day, YouTube, Google, LinkedIn. I don't think Facebook is really designed as a search engine in the sense Google, LinkedIn and YouTube would be. But a lot of people don't realize it. And what I was trying to get at, and maybe I should have asked it better, was the differentiation not just how niche down you can get with people, but the type of people that are on LinkedIn. The biggest differentiator, Facebook, Facebook being more social and LinkedIn being for business people. And I'm curious, do you know the newest stat for the average income for someone on A versus B? I know what it was when of the time I was thinking of it, but I want the newest one now.

Well, you know, it's hard to get those stats because it's. Well, I will tell you what, I think the stats have been lowered a little bit because the fastest growing demographic on LinkedIn is the millennials. And we're talking more like college grad to, you know.

Your late 20s. So they're not quite making that income yet. And so I think, you know, what used to be over like $100,000 or $106,000 is like dwindle down to more around the $80,000.

Oh, wow. That much?

Yeah. And then I think Facebook is hitting around, you know, anywhere between 40 and 50,000.

The stat I was thinking of, wow, that's a lot different. I Thought you were going to say 101. The one I remember was 109. But. But at the end of the day, it doesn't matter as much about that. It's more if you're targeting business people.

Yes, it's the who. The who on LinkedIn. So, for example, another stat is 92% of all Fortune 500 CEOs are on LinkedIn. Now, that doesn't mean they're active, but they're there. But there's ways get in front of them, you know, but that doesn't mean they're active, but they're on LinkedIn. And so, you know, so are a lot of, a lot of companies. They don't. They're private companies. And Fortune, you know, 500 companies are also on LinkedIn and they have company pages where you could actually go to the company page and click on the employees within that company and start your search from there. So you kind of doing a backwards. A little bit. But, you know, if once you get comfortable with navigating your way through LinkedIn, and it's a huge resource and I don't think people should be, you know, disregarding it. I mean, it's been amazing for me for seven years and I, you know, as long as they are there, I'm going to continue to use LinkedIn.

So you said they're on 92% of Fortune 500 CEOs are on LinkedIn, but they're not active with it. Right.

Do you think they're spending all their time on Facebook?

Do you think they're spending all their time on Facebook?

No, they're too busy to play. They're not doing that. Their staff is, but they're not like, I'll give you an example. My brother's not a Fortune 500 CEO, but he is an attorney, and there are attorneys on LinkedIn. But because he's a certain type of attorney, he's not allowed to have a LinkedIn. I mean, a Facebook account or an Instagram account or a Twitter account.

On LinkedIn.

Yeah, they're actually running the business. They're not sitting there doing stuff all day long for no reason.

Yeah, they got better things to do. However, the people that report to the CEO, they are. And a lot of key executives in those companies are also active in LinkedIn. So you're getting past the gatekeeper. But you can also move up the chain of command if you've got, if you can say the right things to the right people and, and then they're the ones that, you know, make the decision to bring it forth to the CEO or the decision maker and says, hey, you know, I got somebody that we met on LinkedIn.

Yeah. Even if they do literally print out the sheet of paper for the weekly, weekly meetings and say, hey, here's the profile, right? So tell me more about who you're helping and how you're helping them. Wow.

I've helped everybody from the solo entrepreneur to the Fortune 50 CEOs and their staff. So I've gone, I've worked with SaaS companies out of San Francisco, 40, 50 million dollar companies, down to the guy that's making $50,000 a year and wanted to double that.

And what's the biggest thing you're doing for them? Are you working with them ongoing? Is it more getting them set up or is it tweaking things as time goes on?

Quarterly, We've done it all. We've, you know, one of our favorite things that we like to do here, which is, you know, challenges a lot of folks is actually writing their profiles or rewriting their profiles. We do all the work behind the scenes, like I just mentioned, brainstorming keywords and all that foundation work, and then we write the profiles. And a lot of times that's all they want is because I got a client right now that we just, you know, this is his second time coming to me, rewriting his profile, and he says, I got CEOs of these large companies that they're going to do their due diligence and they're going to go check out my social media. And so I've had several clients like that. And it's just for branding purposes. And they don't do much more with it than that, but it makes them look good. Because look, if you start Googling somebody's name, more than likely LinkedIn, because it's such an authority site, is going to pop up even before your Facebook or your Twitter or your Instagram, even before your website. In many cases that's a good thing.

To know because a lot of people I've talked to, and I've fallen in this trap too, you get so comfortable on some other platform. I'm not going to name one, but you know, LinkedIn is so powerful, but I find that there's less people using it than all the other ones. What's something you could say to everyone listening to this if they're spending more time on other ones, what's the big benefit, you know, that they could see in the next week or two of starting to invest more time on LinkedIn deliberately?

Well, you Know, once you have like your own internal system down, like what your daily activities are going to be in LinkedIn, it shouldn't take you any more than 30 to 45 minutes to maintain something really good. And those activities could include after we've created a client focused profile. Okay. People really want to know at the end of the day what's in it for them. They don't care about you and your accomplishments. Although you will probably put some of that in there because again, it's a personal profile. So on a company page. And you've got to make sure that somebody feels like they know I can trust you. That's the only way they'll build a relationship with you, right? Or even get on the phone with you or do business with you at the end of the day. But you need to do other activities too, like go in there and start growing your network. Go in there and use Sales Navigator and find the right folks and connect with them, send them a personalized message and then start a conversation with them. Don't go straight for the jugular and ask them for business or a phone call or a meeting. You've got to, you know, you've got to sit down. Like how would you, if you were, you know, meeting somebody for the first time in person, you're not going to go straight, cut to the chase and tell them about your stuff. You're going to build some rapport, right? Secondly, you should do some other things too, like getting active in the newsfeed. Start posting content. You know, you may not get a lot of engagement right away, but if you're posting, you know, two, three times a week, you're going to start to see some engagement. And you should tailor that type of content according to what we already talked about, our psychographics, right? To what the pain points are, you know, agitate the problems, get in on video. But it doesn't always have to be about business. You know, share something like with family, like what was it today? I just shared something about. This is my third podcast this week and I did that on Facebook too. But for Facebook, I just got a lot of vanity, you know, oh, you look great or this or that. Well, in LinkedIn, got already like five people asking me, you know, send me a message. How do you use LinkedIn to get on podcasts? See, that's going to equate to money, you know, so also you want to, you know, eventually start writing articles because articles and your activity in the newsfeed and your activity, you know, engaging with other people's Content sits on your profile. So if you say something really cool or you're connecting with somebody that you know, it really could be a hot prospect or you're engaging with other people's content or you're writing awesome articles, more often than not, they're going to go back to your profile and check you out first before they start engaging with you. That's opportunity right there. And if your profile sucks, you possibly lose, you know, a six figure contract. I mean, and I'm serious about that. There's so many more other activities that you can do. And their sales navigator also has some awesome features. Features as well. And I don't know how far you want to dive deep into this because that's kind of. I could talk about LinkedIn all day long, but you know, there's so many cool things that you do. But at the end of the day, list out certain activities like your notifications. LinkedIn is going to notify you people notify people's birthdays, their job changes, their work anniversaries. They're going to notify you. When somebody engages with your content likes or comments or shares, go in and engage with those people. That's how you build rapport and that's how you build trust relationships and that's how you get new clients. You know, that's when you can turn around, you send them a message or two. Hey. And then ask for the meeting or a phone call. I mean, it's really not that hard. It's just taking the time, 30 to 45 minutes a day and just do it.

Let me ask you about when you start doing these activities and you're listing off so many good ones of them. What have you found is the typical time frame of what is the typical time frame of what you're finding? If you reach out to someone today, obviously they're probably not going to be a client tomorrow. But would you say 30 to 60 days is typical? Is it maybe 60 to 90? Should we be expecting three to six months? Or what are you finding is that sweet spot when you start doing these activities? And I know it might vary, but what have you found is the sweet spot for a reasonable expectation for seeing a return on your time?

Well, here's what I think. I think you need to first define your own sales funnel and all your other marketing activities. So how long does it take from a first touch of a prospect to get them through your sales funnel to actually close a deal? So I can't really say that because maybe you connect with somebody and they respond to your connection and you said thank you and you start a conversation and then get on the phone. Then after that, it's a matter of how long it takes to close, depending on your product or service and the price of it, I'm sure. I mean, I know some of my past clients, their sales cycle for any one prospect could be literally a year to 18 months. So that's when I say, good, you're using LinkedIn to find them, get them to your demo of your software and then you take that offline and then you put them in your CRM and your system at that point. But LinkedIn isn't there just for you to. I've had people that would hire me right away. I mean, that happens. But I've been doing this for a while, but didn't start like that. But there will be low hanging fruit. So if you start getting active in LinkedIn, there will be people that will be ready like right now if you, if you're, if your profile looks great, if you're saying the right things to the right person, they're gonna jump, you know, jump for, and move forward immediately. But in most cases you have to build a relationship just like you do with any other marketing platform. I don't care if it's email in person, you know, newsletters, direct mail, whatever it is, whatever marketing facet that you're going for, it takes time to build a relationship. LinkedIn is not.

So it sounds like the best thing you're saying to do is start today and just keep rolling with it.

Fail forward. Look, I don't, every post that I do doesn't equate to business. You know, sometimes like I had a Christmas post with me and my kids in there at the Christmas tree behind us and we, I don't get to take pictures very often. My voice, because they're teenagers, you know, they want to take their own Snap pack, Snapchat pictures. But not with good old mom. Right. And so, but that, I mean, it was just a Christmas photo and I got business out of it because I had a business spin on it, you know, so like the post I did right now, I don't know if I'll close any deals, but I certainly started a conversation, didn't I?

You did, you did. And it was fun learning. Thank you for telling me the behind the scenes story of it too, because I know what it was like when I saw it yesterday, but promoting the interview and it's a cool story, so I appreciate that. Tell me about the biggest transformation you've ever had. With a client, biggest customer success story. Where were they when they came to you and what happened after working with you?

Well, I actually met this person at a networking event. And then a year later they sent me a message on my Facebook business page, not on LinkedIn, which of all things is funny, and said, hey, are you still doing that LinkedIn thing? And so I said yes. And so we got on the phone that day and I closed him. But much like the CEOs, he was a CEO as well. Much like other CEOs, he just wanted his profile for branding. And so we started out that way and then we were done with it, his profile. And he goes, well, what can we do next? I said, we need to get a couple articles. So he gave me a couple articles and I formatted them and made them look good. Put a call to action in his bio in it. And then he took off for about a month and he came back and he goes, okay, I'm ready to do the next thing. And we took him from 260 connections to over 5,000 connections in five months and targeted not just anybody and everybody targeted. He had over 400 opt ins for his book. And of course his CRM took over promoting his programs and his trainings and stuff like that after that. But he ended up working with me for nearly four years and we generated speaking engagements. Like I got him into EO Entrepreneurs organization to speak. He had already been in Visage. Is that called Vistage? That's right.

I got him speaking engagements in the Caribbean when paid with oil company. We got him radio interviews, podcast interviews. I mean it was just amazing. And we put butts in seats at a couple of his events. All using LinkedIn was great.

That is very exciting. Congratulations on that. You got me smiling ear to ear because you're not just saying, oh, we took them from, we got a couple more here. You're saying here, here, here, you know, speaking engagements, more leads, got the profile branded. You touched upon the book what is ever since you published your first book, what impact has it made in your company?

Wow. Gosh. Last year, so I published my book like well, I pre published my book on Amazon right before I went to go speak at Dan Kennedy's GKIC conference in Cleveland in October and I hit number one internationally.

Congratulations.

Thank you very much. Well, when I got so I couldn't, you know, effectively walk on stage and say I'm a bestselling author when I really wasn't. So I'd already pre sold over a hundred copies in like two weeks. It was great. And so. And even at the event, I had more people ordering copies from that. So I did my spiel and I walked out of that room with lots of money, more than I had seen in 90 minutes worth of work. So it was fantastic. And then what led to me is, you know, when I finally hit the publish button and we uploaded it, what happened was, is I started getting podcast requests. And last year, because of my book, I did about 25 podcasts and speaking engagements alone, which equated to about a quarter. Quarter of my clients.

Wow.

Clients just from being on podcasts.

That's huge.

Holland. I had a girl from Holland, I did a podcast in London and one of her listeners was from Holland and I worked with her. It was great. Great.

Well, I'm happy to hear that. So we're going to jump into the imperfect action round. I got rapid fire, 60 second responses coming up. It is so much fun.

But.

But first, yeah, we're going to mention the sponsor and that's all well and good, but guess what you get to do.

What? You get to be the second person. I'm testing this new thing out where I have these 12 questions. I'm not going to ask you all of them, but I'm going to ask you. Let's go with what is something you'd like to get off your chest.

Besides the fact that I have ornery teenagers?

Well.

All right. I got a new book coming out hopefully in 2020. It's called Rock My Scars. Back in 2015, I sustained third degree burns to my left arm from nearly my elbow to my armpit. And had it not been for LinkedIn and the foundation that I built, I wouldn't be sitting here talking to you today. Probably would have to go find a job.

So Rock My Scars is about my. About my childhood, all the adversity that I've gone through. I've been in orphanage, foster home, been molested at the age of seven by my foster father, and all through adulthood and all the hiccups and obstacles along the way, including that. And then I gained like 60 pounds. And so I'm well on my way to losing that. And once we get there, then this book is coming out.

Okay, well, thank you for sharing that. I know you've told me privately some of that and I guess I'm the one who asked the question, but I'm sincerely sorry to hear that. But I'm also. But I'm excited to hear. Excited to hear the good part of it.

Yeah. Makes it made me who I am today and I'm not sorry. It made me, you know, tenacious and stubborn and, you know, you knock me down for a little bit and I get right back up and keep moving, moving forward.

All right, very good. Well, I appreciate you for playing along. I just came up with those the other day and some of them are pretty deep. And I guess I should think about that because it affects me too. But we're gonna go to the whatever we do next and we'll be back with the imperfect action round. Instead of trying to get your prospects attention, why not be so captivating they can't look away? That's a quote from my book, Video marketing for business owners that I created as a reminder for both my clients and myself for success on camera. And that's why I use Wirecast Pro for my professional productions. And I advise you do as well. Get your 30 day free trial today at eainterviews.com forward/wirecast and start filming your show professionally the way your brand and audience deserves. Once again, that's eainterviews.com forward/wirecast. All right, ladies and gentlemen, we are back with Tracy for the imperfect action round. Tracy, are you ready to take imperfect action?

Always.

So the first question that I have for you is what is the fastest path to the cash?

The fastest path to the cash is get your profile made over and then go, you know, sign up for sales Navigator and learn how to use sales Navigator. Find the right potential client and get in there and connect with them with a personalized message and start building relationship with.

Very good. Second question, what is the biggest problem you see your prospects making and what's the fastest way they can fix it?

Their profile. That hands down is the one thing that most of them have a horrible profile. Some have, you know, started and doing good and you know, we can, you know, make some tweaks and, and whatnot. But that's, that's it. That's the one thing that I find. Every single one of my prospects has that profile. And the fastest way to do it is get a mentor and somebody to help and walk you through it. Done with you and it'll be done in lickly split.

Excellent. You're knocking these out of the park. Third one and the last one is how do you maximize customer lifetime value?

Well, we don't own platform, right? So at the end of the day, you really want it. Get those prospects and your connections off of LinkedIn and into your own email client or autoresponder or whatever it is that, you know, you put those Folks, and what you want to do at that point is you want to start offering them additional products and services outside of that so they come back, they keep coming back, or improve upon your current offers. And then what you want to do is implement a referral program. And I can't stress this enough, and I tell you what, I'm guilty of it too, and we're going to be start doing that later on this year is we're talking, you know, referral program could be, you know, emails and, you know, and even LinkedIn messages, sending them a physical newsletter in the mail, a birthday card, maybe an anniversary card for their work or their wedding or something like if you get those details, staying in front of them and then offering something for them for a referral to, you will start growing your business where you're not always having to go out and find new leads. New leads, new leads, cold leads.

Well, I appreciate you for sharing that with us. I am excited to implement more of this myself. I was looking at my profile the other day and I added a few extra keywords, but I'm sure I can improve it just like any everyone else listening.

So can I give you a quick tip?

Oh, yeah, please do.

Everybody will benefit from this, I promise.

You were checking me out and I did something wrong, didn't I?

No, you didn't do anything wrong. Now remember when I mentioned how people find you based off of certain things that are in your profile or Google? Okay, Your head, your name. And it does violate the terms of service with LinkedIn. They just haven't caught up with you yet. After your name, get rid of your, that long title that you have, just keep your name in it. And if you have any credentials like you want, like mba, dds, you know, dm. What, what? Dvm, It's a veterinarian. Dvm. Any of that, that's fine. And, and that's allowed by LinkedIn. But anything other than that, websites, some big long thing that you have after yours or emojis or anything like that, LinkedIn will catch up with you and they will ask you politely to take it down or change it. And if you don't, they will suspend your account.

They already. Okay, thank you.

You're welcome.

I've noticed they've changed stuff over the years and. Yes, okay, cool.

And believe me, they will catch up with you. Because I had a gentleman that came to me and he didn't, you know, hire me to help him, but three years later he gave me a phone call and said this and this and this. Happened. I said, I warned you three years ago. It took three years for them to catch up with you.

Wow. Okay. Well, I do appreciate sincerely the last thing I. Well, a couple from the last. Let's talk about books. Which book has made the biggest impact on your life and business?

Oh, it's a brand new book that I just got that was actually a recommendation from a past client of mine and it is from Frances Scoville.

I can't remember her last name. Shin. I think it's Frances Scoville Shin how to Play the Game at Life or something like that. I can look it up real quick. But it was. She was born in 1871 and died in 1940. And a lot of this stuff in this book reminds me of a lot of what you know, like the secret talked about. It's all about mindset and manifestation. Now there's a lot. If you're not very spiritual or if you're not Christian, some of it might turn you off. But she does in this book have some great trainings and teachings on how to really create your own health, wealth, happiness, love. It's fantastic. And I've been reading it every morning when I get up, first thing I do, grab my coffee, read before I do anything else. And in the last two weeks it's made a huge impact on how I perceive things and how my day goes. It's amazing. I just love the book.

Fantastic. So where can people find you?

They can find me@tracyenas.com I thought you.

Were gonna lead with LinkedIn for real. I was. I was curious what you were gonna say. I really was.

Well, all the links there to my social media is on there.

We'll make sure they're in the show notes too. But other than your website and LinkedIn, is there anywhere you'd like them to directly go to?

Yeah, absolutely. There's. I now have. If you all want a copy of my free book, the best selling book, I also got a couple bonuses in there. And one of the bonuses in there is actually what I only give to my private clients. The reason I'm doing this is because there's a couple new LinkedIn features. Once they roll out a beta here in 2019, I will be doing 2.0 of the book and that will be live videos in LinkedIn. So kind of like three years behind what Facebook did. And then also for those who like to write articles but are struggling to get anybody to see their articles or their content, you will now have an opportunity to get people to subscribe to your content. And your articles. That's amazing. Now you don't have to go out there and spend days and you know, weeks trying to promote just one article. Fantastic. Fantastic. And so that will be 2.0 coming up here in 2019. So you can go to linkedintopublishing.com Excellent. Well and let me tell you that book real quick. That book is by Florence Scoville Shinn and it is the Game of Life and how to Play It.

Excellent. I'll make sure that gets into the show. Notes Tracy it has been an absolute pleasure. Thank you for sharing with us.

Thank you Mario.

We will see you on the next episode and have a great day and God bless. Congratulations. You got started with your stuff. Cell phone and I welcome you to the live streaming game. Now you're comfortable on camera and going live regularly but I caution you don't get stuck in startup mode. This is why I stepped up my game with Wirecast Pro and advise you do too get your 30 day free trial at eainterviews. Com Wirecast.