LinkedIn Jump Start Training

Hey everybody, it's Richard Milligan again, and we are in one of the most exciting pieces, um, to recruiting, and that is LinkedIn. So I'm going to call this the LinkedIn Jumpstart because most people that come into this program don't have the almost 18,000 connections that I have. Um, and for sure don't have the LinkedIn Selling Index scores that I do. My index scores ranges between 80 and 90. The industry average for LinkedIn Selling Index score is 18, which is actually kind of sad. But so before I jump off into this, I want you to understand how LinkedIn actually plays into the overall recruiting process. So I'm going to do a little bit of kindergarten art here for you on a screen share with a whiteboard. Okay, so follow me here very closely because one of the things That you know about recruiting is that you have a larger recruiting pipeline, a larger recruiting funnel, right? And we know that the more people that you put in this funnel, the more people actually come out of the bottom. But we know that we have to put a lot of people in the top to be able to have success having people come out the bottom here, right? So I'm drawing with the mouse, bear with me, but you'll get the— you'll get the idea around this. So in the top of this, this General funnel, the larger funnel that we have, we're getting referrals from MI reps. And if you're not, you should really build a relationship with your MI reps. Great place to get referrals. Probably getting some referrals from your loan officers. They meet loan officers at title companies and, and, and just at events, and they develop relationships there. And then, you know, one of the things that we're going to talk about one of our next sessions is phone scripting. Because one of the best ways that you're going to actually fill this pipeline, this funnel, is through phone calls. That's what the PC stands for, phone calls. So what I want you to understand is that coming into the top of this from another pipeline is LinkedIn. Okay, so we're using LinkedIn as a big funnel system where we will, you know, have it— it'll have its own separate funnel over here. Where we've got separate steps, a separate workflow assigned to LinkedIn. And then we're going to use a tool that I'll show you in another session that will help you build your connections very quickly. Okay. So, but understand this over here, this is LinkedIn. And then when people start leaning into the things that we're doing on LinkedIn that I'm going to show you, we move them over to our normal pipeline and we do things like reach out to them via the phone. Okay. So ultimately there's 2 separate workflows, 2 separate processes going on here. We're going to do this one in a later session. In fact, we're going to build this out on a whiteboard so that you can see every one of these next steps that I'm kind of modeling here with all these crazy lines. Okay. But with LinkedIn, we're using this as a larger filter system. We're connecting with a large audience. We're actually working them through a process and a system where we're connecting, sending a thank you. And then I'm going to teach you the concept of jabbing on LinkedIn because most of you only understand the right hooks on LinkedIn. I'll explain that in a second. But then when people begin to lean in, we move them into our general pipeline. And so there's really 2 primary tools that you're going to use again and again. You're going to use this one right here, the phone, and you're going to use LinkedIn. Again and again. And I don't know whether that's 1 and 2 or, you know, 1 and 2, LinkedIn being the number 1 and phone being the number 2, but they are both going to complement each other very well. And LinkedIn is actually going to create a lot of momentum for you. So make sure in this session you really understand, um, you know what it is. I'll give you a second if you want to frame that, hang it up on your wall. That's great art right there, whether you, whether you want to admit it or not. So let's go over to our presentation now that I have shown that to you. Just a second here. And we are on. This is a LinkedIn Jumpstart training. And what we're going to do in this training, this is going to be divided up into 3 different trainings. So we're going to, we're going to really cover the number one topic, which is How you should structure your LinkedIn profile. In this, I want you to— if you think you already know this, please slow down. 99 times out of 100, and that's a big number to say this, but 99 times out of 100, most people don't understand how to use LinkedIn. Okay, I have had a lot of success. Okay, I had— I have a leader right now that I'm working with that between November and December hired 7 people in what they consider a qualified loan officer, 3 units or more per month, hired 7 of those loan officers over the course of 60 days doing what I'm going to show you. This works. It worked back in 2014 like crazy. It works in 2018 like crazy. Now, truth be told, there's a great quote by Newt Gingrich that I heard about 6 months ago, and I'm going to butcher it, but I'm going to give you the general analysis of this quote. Okay. Newt said that we all have these islands of excellence, that these islands of success that we build bridges of excellence to get over to, and the lake of mediocrity gets up on our bridge of excellence and tears it down. Okay, so right now LinkedIn is one of those bridges of excellence that will lead to your island of success. Okay, that is something that is working really, really well in 2018. Use it. Make sure you follow the system I'm going to show you with this to a T, and you will have a lot of success on LinkedIn. Okay. Larger picture. That's why you should be using LinkedIn is because we're results-oriented. Okay. Now I'm going to teach you the value, what I call jabbing versus right hooks. Jabbing is I'm going to actually connect with you, say thank you, and then I'm going to give you things of value. I'll show you how to do that in the next session. The right hook is what most of you are really good at. You're connecting with people and then you're asking for a meeting or you're asking a question, how are things going? Or you're sending your bullet points of the things that you guys do, right? We talked about that in our previous session when we're talking about core values, core convictions, moving towards right-brain recruiting versus left-brain recruiting. If you send me your bullet points in LinkedIn to say these are all the reasons why we should meet. and it's about your, your tools of, you know, CRMs and marketing and, you know, compensation and whatever that is, then you're in the left-brain thinking category. Move to right-brain thinking. We're gonna— I'm gonna teach you how to do that with LinkedIn. Okay, and then I'm going to show you why a recruiting leader, which is who you probably are— it's who I was— branch manager, area manager, regional manager, VP, sales manager, someone who actually wears a hat that manages a team or builds a team And is responsible for recruiting at the same time, why they recruit differently on LinkedIn than a corporate recruiter does. All right. So let me tell you how I did LinkedIn all wrong. I think it's important for you to understand this. I would connect with people originally when I first started on LinkedIn, and I would connect and immediately try to set up a meeting with people, and that doesn't work very well. Okay, at one point I bought a bunch of LinkedIn InMails, and if you've bought InMails, they're about $10 each. I think LinkedIn just reduced the prices on those right now. I sent those out by the hundreds. I spent thousands of dollars testing LinkedIn InMails, and they just don't work. At one point I got my account flagged for spam. Okay, we're going to talk about that in this training, but I got my account flagged for spam, got my account shut down. Took me almost a week and a lot of creativity to get my account opened back up again. We want to avoid that at all costs. From 2008 to 2014, so 6 years, I built a whopping 500 connections per year. That's not very important, not impressive, but there are a lot of people on this training right now that are going, wow, I wish I had 3,000 because I've got 500 or 1,200 or whatever that number is. And, um, and we're going to show you how to add about 1,500 to 2,000 connections inside the mortgage industry every single month. This is a phenomenal tool and a phenomenal training that's gonna help you utilize LinkedIn very well. And then my typical post on LinkedIn was a quote. I'm a big personal development guy, so I'll pull something from Jim Rohn, or I'll pull something from some of the old school guys, Zig Ziglar, Brian Tracy, or Les Brown. It ain't over until I win. That's a Les Brown quote. If you know anything about Les Brown, you'll appreciate that. If not, you'll just think I'm weird. But my typical LinkedIn post was a quote. Okay? And I didn't get any results from this. I just didn't. The reason why I didn't is because when you post a quote, you're not documenting yourself as an attractive leader, right? We start this entire thing out with talking about the attractive leader. LinkedIn is an incredible place. Let's go back to that mantra again. Like, let's think about the things that you learned about attractive leader. Has a vision, can clearly articulate the vision, and lives and acts in accordance with the vision. You can accomplish all 3 of those on LinkedIn. That's why this tool is so powerful. Now here's the thing. In my opinion, LinkedIn has not figured out how to monetize itself very well. The things I'm going to show you that you can do on LinkedIn would cost you $10,000 to $15,000 a month. I recently showed a gentleman that's running a billion-dollar annual production team. A little over $1 billion. What, what, what I'm showing you here. And his response to me is, I'm spending $10,000 to $15,000 a month to do similar things on Facebook that I can actually do just for having a Business Pro account on LinkedIn. Okay. So at some point this could change and when it does, we'll adapt and we'll figure out another way. But for now, this is definitely a place to lean in. Okay. I love the picture of the dog that resembles the recruiting leader so well. I laugh at this video if you've ever seen it. This dog actually does eventually figure out how to get that log across the bridge by turning it sideways and raising one end up. But for so long, this was me trying to use LinkedIn as a recruiting tool. So why recruiting with LinkedIn isn't hard. I believe that every successful business builds itself on pillars. So think about any business. They have multiple revenue streams, right? Multiple places that business comes from. Take your loan officers, for example. You would never tell your loan officer, go hang your hat on that one, one real estate agent, right? You would tell them, go build multiple agents, even get outside the real estate agent, or go to builders, go to financial planners, go to some of these areas and build multiple pillars around your business. LinkedIn is a great way to establish another pillar. You can build relationships faster Using LinkedIn. That is truth. And I mean, you're going to see that again and again. It's an opportunity to share your vision. Okay. Your summary on your homepage, your profile page is a perfect place to talk about your vision, your beliefs, your core values, things that represent you. And then as you post daily, and I'll talk about this, as you post daily, You know, I'm going to show you how to do this very easily and give you some methodology around this. So don't get overwhelmed with always telling me to post daily moving forward. We'll talk about that. We'll create a workflow around that. This is a place to share your vision every single day. When you document over create, man, it gets so much easier, gang. Just, just listen to me on this. Documenting is simply identifying So I don't want, I don't want you to do this content creation. I simply want content identification. It's a slight shift. Okay. But the slight shift is simply this. You're most likely doing things today that are representing attractive leadership and nobody knows it. You're holding sales meetings and you're inspiring your people. You're doing one-on-ones and you're goal setting. You're, you're meeting with your, um, with your loan officers, your group of agents, and you're helping present, you're presenting the Board of Realtors meetings, you're attending venues that are promoting your brand, and, and you're, you're having these conversations with people inside the industry, MI reps, other loan officers, um, whoever it may be, insurance companies. You simply need to start documenting what you're doing. And it gets so much easier to post on a daily basis when now it's only about being observant Versus having to create. Okay. And we'll talk about that. And then post boldly. Now I want you to be polarizing, not Donald Trump polarizing. I think today a lot of people understand polarization completely different or see it through a different lens because everyone says Donald Trump is polarizing. And I'm not here to say Donald Trump is, you know, one, one, one thing or another thing. What I'm simply saying is that As leaders, we have got phenomenal core values that we represent. What are those? Post boldly around those. I'm not saying post boldly around having an opinion about the election or, you know, about, you know, something that's going on in the world that is, you know, being fed through social media. I'm saying post boldly about who you are. Be confident in the voice and the representation of your leadership. Okay. And then I'm going to show you how to connect and then jab. So connect to simply connect and then jab, right? That's not a typo. We go over that again. Connect to simply connect and then jab. A lot of people connect with a question mark. They'll connect and then they'll say, hey, I'd love to connect with you here. How are things going for you? Right? That's considered a right hook. Okay, you're— they— the person that you're looking to connect with is a loan officer or branch manager is going to look at that as a right hook, simply meaning that they think you're asking how they're doing, looking for them to come back with a pain point and things aren't going well. Really? Let's meet. That's what they— that's how they view that. So we're going to only connect to connect. We're going to send a thank you. Thanks for connecting. Hope all is well. And then we're going to start jabbing and we'll talk about how to jab. So LinkedIn is critical to your recruiting success. Here's, here's why. Here's what the data says. This is statistical data from LinkedIn. 128 million users in the United States. We understand that's a business social media platform. There's a reason why Microsoft paid 26 times the actual value, the going value of LinkedIn back in 2016. Okay. Microsoft sees the vision for this platform. They will figure out how to monetize it. They're figuring out parts of it now. In fact, one of the ways you're going to actually see them monetizing it is that if you have a free account and you begin to start using the account to connect with people, you're immediately going to get an alert that says you've exceeded the normal limit for the free account. You are using this for commercial purposes. Please sign up for one of our paid accounts. And that's going to happen now. That just came up within the last 4 or 5 months. It's the only successful business social media platform out there today. Now, maybe that changes, and if it does, we'll adapt, but it's the only successful business platform out there today on social media. Stats around this say 13% of people log in at least once per day. That number's growing every single month. People are 36 times more likely to receive a message if you add a photo to your profile, and it's important. To have a photo on your profile if you don't. 17 times more likely to view your profile if you list 5 or more skills. And these is not my data, this is LinkedIn data. 80% consider professional networking important to career success. So think about that. 80% of people that you reach out and connect to are most likely going to connect to you because they think it's important for career success. But almost 90% of users find it extremely useful in growing their network. So again, another reason why people are going to connect to you even though they understand you're a recruiting leader. So here are some of the trends. People are 14 times more likely to visit your profile if you have a professional headshot. That came from 2015, but look at this. In 2017, they're now 21 times more likely to view your professional— your profile if you have a professional headshot. Little things like that are big things when we're trying to use LinkedIn. Okay. So understand LinkedIn is not necessarily simple. It can be complicated. So there are 18 default privacy settings on LinkedIn. You need to understand a lot of you are blocking people from seeing your content, blocking people from seeing how many connections you have because you have your default privacy settings set up incorrectly. That's a place to look for. Um, you know, there are definitely best times and days to post on LinkedIn. So that's always helpful to understand. It takes 20 posts per month to reach 60% of your LinkedIn audience. Okay. Think about that. 20 posts. That's one per business day, basically, to reach 60% of your LinkedIn audience. So as you grow your connections list, it's going to be important that you post on a daily basis if you want to reach your audience. 50% increase in comments when a post contains a question. A nice piece of information to understand. 45% increase in engagement when a post contains a link. 98% increase in comments when a post contains an image. Now, this number can be deceiving, and I'll show you why as part of this presentation. The recruiting leader is not trying to Not trying to be the herd. We're not trying to follow what everybody else is doing. We're not in this game for comments. So understand that you're not, you're not going to get— as a recruiting leader, people see the title branch manager, area manager, or regional manager, whatever your title is, they see that title, they're going to immediately— I mean immediately— they're going to assume that you're going to recruit them. Okay. So it's really important For you to understand that, that we're not looking for comments on our posts. Bear with me for a second. I'm realizing that my headset's not plugged into my microphone. This will probably improve my audio. So we're not in this for comments. We're in this for people viewing our posts because we want them to see who we are as an attractive leader. Okay. And now images, while they're great, what I will tell you is, in my experience, your voice is the most important thing you have. Okay, post with, with, with a nice, with a nice quote on it from Jim Rohn, who I, who I mentioned here just a second ago. A nice post with, with, with something from him on that. Well, that will get you a lot of engagement and likes and comments. It's, it's not going to move the needle in helping people understand who you are as the attractive leader. Okay, so your profile makes a big difference. We've talked about a few stats around that. Primary picture and a secondary picture are a must. And now when I say these pictures are a must, the secondary picture, I think statistically it was— I didn't list that— if you have a nice secondary picture there, people are like 4 times more likely to engage with your profile. They'll click across to it. So if you've got the generic backdrop, change it. Do something different. And for those of you that are using corporate logos as that secondary photo, one thing you may do is reach out to your marketing department and make sure that you're not blocking the logo with your primary profile picture because your profile picture sits smack dab in the middle of that secondary picture. When people look at your profile, if your company logo is centered, you simply block it. You don't have really anything as a secondary picture there. So having a picture there is a must in both places. Job titles which are non-descriptive can hurt you. Okay, this is LinkedIn stats. So when I say non-descriptive, you know, you don't want to be deceptive around who you are. If you look at my profile, I've actually tricked the LinkedIn system and you'll see my name is actually Richard Milligan, comma, my first name. My last name is actually Recruiting Coach. That is a— that's a very descriptive title. People click across to my profile because of the descriptive title. So if you've got something there that's non-descriptive, it can actually hurt you. Number of experiences. It's called an experience when you're in your profile. I call it an employer. We list our employers there. Having more than 3 actually reduces people's likelihood To follow your profile through. That's LinkedIn data. Okay. So, um, that's important to understand. If you've got 5 or 6 employers on there, you can reduce that to 3. You simply take anything beyond 1 and 2 and you combine it into a 3rd one. You want to see how it's done? Simply hit my profile and I'll show you how to do that. Um, social bots will hurt you. Okay. Now I know for a fact I've looked across my general audience here. I know for a fact that a lot of people are using social bots. Now, social bot is something that actually posts on your behalf. They, they, they show up as a social bot. There's a, there's a tag there. There's a link there that says where it's coming from. And your post, if it comes from a social bot, is identical to hundreds, if not thousands of other posts. Nobody looks at that and says, oh, that's you posting. That's original content. They recognize you've paid $20 a month or $100 a month or whatever it is that you've paid, and somebody's feeding that into your profile. Okay, that will actually hurt you. Okay, I'm encouraging you, turn off the social bot. I'm not gonna make any fans in the social bot space, but you're different. You're the recruiting leader, right, who is also the local attractive leader running a group, running a team, running multiple The social bot says that it's not actually you that's on this, that's on the platform. Your summary, which is the About You part, is very important. I got that in all caps. Did you catch it? It's very important, and here's why. If you call somebody, you know what happens today? Most of the time, people immediately— you've given them permission to go check out your LinkedIn profile. They won't look at it otherwise. But if you call me and I— and introduce yourself to me via phone, then I'll move across. I'll look at your LinkedIn profile and your summary is now continuation of the conversation. If you've got your bullet points around your products, around, you know, the things that you all are doing to drive business around the, you know, whatever some of the corporate stuff is, people— I see a lot of times people have 580 credit scores. We do VA loans down to this. We do USDA loans. USDA loans. Manual underwrites. We don't have overlays. We underwrite direct to DU, right? Can you tell I spent some time inside the mortgage industry? I haven't lost the lingo. And so, um, that does not help you. Okay, the attractive leader— think about this— the attractive leader has a vision, can articulate the vision, lives and acts in accordance with the vision. So this is a great place to talk about who you are as a leader. What are your beliefs? Okay, great place to do that. And as an extension of this, I'm going to be counterintuitive to what a lot of you have heard. A lot of you will hear, don't ever put we— I mean, don't ever put I, always put we. Guess what? If you call me and I'm a recruit and I come across and I check out your LinkedIn profile, I'm not looking for we, I'm looking for you. Okay, so your positioning is different. So I tell you this because Personalization is huge in this space, in the summary. And in fact, I've been able to prove this again and again and again with several hundred recruiting leaders. The more personal it is, the better off you are because it becomes polarizing. Let me give you an example. I've got 4 kids, ages— youngest is 4, oldest is 15. And so I'm in a stage of life. If you called me and I went on across and I looked at your profile and you said you had 4 kids too, Immediately, I would, I would connect with that. Not a lot of people have 4 kids or more these days. I think the average is like, you know, 2 or less. So, um, to me, I go, oh, that's interesting, right? There's a little connector there. If you said something like, I love the outdoors and I love to fish, a lot of people say, wait a second, that's off limits. You don't have to elaborate on that, but you put that in there and guess what? I'm an outdoorsman. I love the outdoors and I love to fish. I'm intrigued by that. I can't tell you how many stories that have been shared with me with people that say, I put this little nugget, I was a Dallas Cowboy fan, a recruit reached out to me and said, hey, do you play fantasy football? True story. Okay, and, and that came from that little nugget of the fact that they were a Dallas Cowboy fan. Okay, so it's a great place to really personalize this. Now on LinkedIn, there is a place here. Where you can view your profile strength meter. Pay attention to that. That will tell you where you're at and if you need to actually improve your profile. Okay, so number of connections matters. Let me give you the basic premise around LinkedIn. Here's the basic premise around LinkedIn. You have first, second, and third-degree connections. The reason why LinkedIn did this is they want you to spend time on the platform engaging and building your profile out and building your connections list out. Because if someone's past a 3rd-degree connection— I mean, somebody you're connected to and their 1st and 2nd-degree connections— if somebody goes beyond that, you can't connect with them without buying InMail. Okay, a lot of times you can't even see them when you run filters and search results if they're past your 3rd-degree connections. Okay, so it's important to understand the number of connections matters. Okay, so I'm going to teach you the 3 phases of growth and how you get connections quickly without being stuck on the fact that I have to connect with loan officers. I'll teach you some methodology around that. And so here it is. When you're— when you have a small list like yours, I'm in phase 3. Okay, I have almost 18,000 connections to date. I'm in phase 3 of this. But phase 1 is what I call the lion phase. The lion phase is that you are a LinkedIn open networker. Okay. If you, there are people out there that actually have that on their profile. In fact, if you go and you search lion, L-I-O-N, and click the tab groups, you'll actually see there are some lion groups out there where if you jump into those groups as a member, people will connect with you to actually build your connections. Phase 1 is you are a lion. It means that you're not just connecting inside the mortgage lane. You're You're connecting inside every lane. And the reason why is because every time you connect to somebody, your audience grows. The people that you can see grows as your number of first-degree connections grows. It's important to build that quickly so that you can utilize LinkedIn appropriately. Okay. Now in phase 2, once you get to 7,000 connections, I consider you in phase 2. When you get to phase 2, now we're going to stay inside the mortgage lane. And now, because now you can see the larger audience of the mortgage lane, to now have the large— a large enough audience to connect exclusively with them. Okay, now we're going to get narrow, narrower, and we're just going to say mortgage industry. Okay, now beyond that, when you get to phase 3, which is where I am, I have pruned my entire list. And, and there's a process to do this, but there's no one here right now, um, that, that's actually, um, you know, taking this training that's in that 15+, you know, category where they need to start pruning, um, the number of connections they have. The reason why phase 3, you prune, is because LinkedIn limits you to 30,000 connections. And we want to maximize that. And you go, well, I'm at 500, 30,000 is a long ways off. I'm not concerned about that. Guess what? Last summer I was at 5,000. I'm now at 18,000. It's 2018, February of 2018 that I'm recording this. Guess what? This year I'll hit 30,000. So I'm not connecting with everybody. I'm being really strategic because when I hit 30,000, the only thing that can happen is people can follow me. I can't connect to them. If you do a simple search on LinkedIn, find out how many loan officers are on the platform. I think it's 192,000, something like that right now. How many branch managers are on the platform? I think it's like 86,000. Okay, you have a really large audience if you just take those 2 categories that you can connect to on LinkedIn. Okay. The reason why we want to do this is I made a big-time mistake in the beginning, which is I actually got my account restricted because I did not announce the fact that I was a LinkedIn open networker. I tried to stay inside the mortgage lane and I tried to connect with a really large audience inside the mortgage lane. And what happened was a lot of people said, I don't know Richard. Richard's trying to connect with me. Richard, I don't know Richard. So there's a little button they can click there. They can either click just ignore. There's another button they can click that says, I don't know this person and this is spam. You get enough people that do that, then you'll have to start entering email addresses. And then if you have to start doing that, at some point LinkedIn will— could restrict your account because you're— they say that you're spamming people. Okay, so here's the message. I know this because I actually took a picture of it. That's from me getting my account restricted. Okay. When that happens, if it happens, it's not the end of the world. Okay. What you would do is, because the best customer support LinkedIn has is not through LinkedIn itself, the platform, it's actually on Twitter. So if you ever have an issue with LinkedIn, go to their Twitter account and there's actually a customer service site there. You can actually ask them to help you unlock your account. What you have to do is verify your identity. And this— and fraud is becoming more and more prevalent on LinkedIn. So we're seeing this, you know, LinkedIn begin to create messages saying you need to click here to make sure that, you know, it's you. That will come up quite often now because people are trying to steal your LinkedIn identity, pose as you, and commit fraud through that. So this happens. It's not the end of the world. And, and you'll simply click verify your identity. They'll ask for a front and back copy of your driver's license. I know this, it happened. And it'll take about 3 to 5 business days to get your account unlocked. So my connections, this is a snapshot, a picture of June 25th, 2017. You can see I got 5,000 connections there. Woohoo! I think a lot of you would say, I can't wait to get to 5,000. This was December 29th, 2017. This has changed. If you go and you check me out today, it's changed pretty dramatically. I have, um, um, you know, right now I have 17,800 connections, something like this. I'm approaching 18,000. But as you can see here, I was right at 15,000 connections after— what was that, 5 and a half months? Less than 5 and a half months of following a process I'm going to give to you. So I'm going to give you an automated tool in the, in the sessions titled Duck Soup. Pause there. I just gave you the name of the tool. Do not go out and launch that until you watch that training. Okay? You will get your account restricted. Um, I know this. So follow the process here and make the updates you need to make by following this training. Get really excited about it. Then go watch the Duck Soup training and I'll show you how you basically put your LinkedIn account on steroids. in just a couple of seconds a day. That's it. I'm all about sustainability. You'll find that through this recruiting system. I want to keep you in 15 to 30 minutes a day of recruiting. I'm going to show you how to do LinkedIn in like 30 seconds a day. All right. And you'll add 1,500 to 2,000 connections a month if you do it right. LinkedIn Social Selling Index. If you want to check this out, you simply can Google this, LinkedIn Social Selling Index. It'll take you to LinkedIn's own site. There's a button there that says, get my score. It'll score you. Okay. If you're doing LinkedIn right, you'll regularly score between 80 and 90. Okay. And so it's important to understand this because your presence on LinkedIn as a recruiting leader is going to dictate how much success you have on the recruiting— in recruiting. Okay. All right. So here are the 3 secrets that we're going to cover. How to become the attractive leader through the lens of LinkedIn. Remember, we started all of this by talking about attractive leadership. I'm going to show you how to do this on LinkedIn and how to move people towards you. I'm going to show you in secret number 2 how jabbing works on cold candidates and why right hooks don't. Okay, so we'll talk about that. That's in the next session, not in the days— in the session you're watching right now. We're simply going to cover secret number 1. And the power of having a system or process with LinkedIn. Listen, I'm teaching you a larger system. I'm not teaching you tactics. System is everything. If you came to me, or if I came to you and I said, man, I want to lose 10 pounds and get in the best shape of my life in 2018, you know what you would probably tell me? You'd probably tell me follow some sort of system, right? That means that I would work out on certain days of the week, that I would probably do a lot of cardio on certain days, and I would lift weights on another day. And I'd follow a system around my food. I would be probably eating more meals, you know, eating leaner foods, but there would be a system around every part of that that would lead to my success. If I simply said, I want to get in the best shape of my life in 2018, and then just didn't have like steps that I was going to take or accountability within that, it just wouldn't happen. Okay. So you want to have a system and a process around LinkedIn. Don't take this light. At the beginning of 2014, I said almost 40. That's a 4 and a 0, almost 40 site visits with candidates. Okay. Using LinkedIn as the primary tool to drive it. Okay. So let's talk about becoming the attractive leader through the lens of LinkedIn. Positioning yourself as this on LinkedIn. We've talked about this already. It's polarizing. We want you to be polarizing. We want people to be drawn to you because you're being clear on who you are. Your profile tells a story about that. So ask yourself the question, what story are you telling right now? A lot of you don't even have a summary, right? So what does that mean? There's no story to be told. And where there's no story to be told, people come to assumptions on their own. Listen, if you don't create a brand of you as a leader in your market, other leaders will brand you. Other leaders will brand you. Other people will say things about you. You better be out there with your story and who you are and telling it. Okay. Because if not, someone else will tell it. You're going to— I'm asking you to use LinkedIn to articulate your vision regularly. Okay. So I'm just saying, when you have a lot of clarity around your vision, it gets very easy to even just pull a single word out, like a word like bold, and talk about how— what bold— being bold means to you. To pull a simple word out like Excellence. Maybe that's in your vision. And then talk about what excellence means to you. I want you to articulate your vision regularly through posting. Okay? And you do that through, you know, one of the things that we've already talked about in a previous session. My vision is this. I achieve and accomplish my vision by— I measure my success through this lens. You simply communicate who you are as the attractive leader. Now, this is not about beating your chest. And saying, I'm all this and being egotistical about it. I think attractive leaders are humble, but attractive leaders are very clear in who they are. Okay? So you're going to simply identify the things that you're doing. You're going to document those. Okay? But one of the things that I've worked with people through that's helped them in posting on LinkedIn is just simply sitting down and saying, what do you believe? What are some of the things you believe about loan officers? Some of the things you believe about success? What are some of the things you believe about incorporating family and work? What are some of the things— I mean, think about that. What are some of the things you believe? If you sat down and built and developed maybe a top 10 I believe statement list, posting would be really easy for you. You'd simply look at the list and say, I believe this. Okay, I'll post around that. And then make sure you answer the question. What is your why? Like, why are you doing what you're doing? That's a great way to frame who you are on LinkedIn. Like, what's your why? What are you doing what you're doing? If you know me, you know my family is super important. Been married for 19 years, have 4 kids. You know, family's everything to me. Came— I grew up, and one of the reasons why I grew up in a broken home, and, and just said, I want to break the cycle. I want to do something that's— I want to be different. So that's— I sacrifice a lot for my family. So that's one of my whys. And if you look at my posts from time to time, I'll bring in a picture of me and my son sitting in a ground blind hunting together. And we'll talk about that through the lens of business. I'll take a picture of my daughter writing me a note, my 7-year-old daughter writing me a note and putting it in my home office on my desk. And I'll talk about that through the lens of business. Okay. So we talked about this just real briefly. I want to talk about it again. Post for views, not for likes. So I've taken a snapshot of something that, that I got views on. You know, there are some sites out there— intentionally did this so that you could see this— brainyquote.com is a great place to just go and get pictures like this with quotes. You can actually shave off the Brainy Quote part there. It doesn't have to be attached. And You can even choose the photos, the backdrop that you want associated with it. Nice tool, very easy tool, doesn't cost you a thing to do it. That's free. All right, I love free when it comes to creating things because creating things can actually get pretty expensive. So right here, right, this is my voice. Mortgage peeps, be bold. Make that call to recruit someone who could change your business. Courage came. Courage. Courage can come from turning off the negative voices inside your head that keep you from taking action. Make the call. One of my beliefs is that as recruiting leaders, we need to be— we need to have a boldness quota. So I'll give you a boldness quota: 5 times per day. If you will simply meet your boldness quota in the area of recruiting 5 times per day, you will excel in the area of recruiting. So for one of those, it's one of the things that I believe. I believe that boldness in recruiting equals success. Okay, now I'm showing this to you because on this I had 868 views, which for my profile is not a lot. I typically will get on the low end 4,000 to 5,000. Now I've got posts that are getting 30,000 to 40,000, and the reason why— let me just tell you, the reason why is because I'm consistent and I'm growing my network. If I go back to summer of 2017 and now I'm in, you know, beginning of 2018, Summer 2017, I was only beginning to become consistent. I felt like a guy with a single candle standing in a dark room because I was getting 30 to 100 views on my good posts. My voice didn't change. My voice is still the same. The thing is that I've grown an audience that knows what to expect from me, and now my audience will— my audience will look at my views. I mean, will look at my posts. Now, people are a little bit concerned about my title, recruiting coach, and my company's 4C Recruiting. So they go, oh, he's a recruiter. I won't like his stuff or post on his stuff. I'm not about likes and posts. I'm about getting views. Okay. So that showed you an image which LinkedIn data says should do much better. But I want you to see why your voice matters. In that same timeline, That, that, that photo was posted with that quote, I actually posted my voice. Okay, these are things that I believe. These were really easy for me to conjure up because they were conversations that I was having with people at the time. So I didn't have to sit down and create something elaborately. I simply said, that was a pretty healthy conversation or good conversation. I'll document that. Okay, look at this. These were a couple of back-to-back posts that I made. And instead of 860-some views, this one's got 4,500, this one's got 5,100. There's no great graphics around this. And again, I'm not about the likes, okay? It's not going to hurt my feelings if I get one like and I've got 7,000 views on something, because I'm— you as a recruiting leader are wanting people to look in knowing that you can't see that they're looking in, okay? Because then the longer you do that, The easier it gets to attract talent. Okay, your profile posts are ongoing conversations about you. Come to that conclusion. What's authentic and true about you? Talked about that. Simply represent that. Document versus creating. We've talked about that. Become a storyteller. Right brain versus left brain. Okay, LinkedIn's a great place to tell a story if you're okay with video. Do a video story of something that happened that day. If you're not, you can actually create stories. They don't have to be long stories. They can be simple stories. I take pictures of things like sticky notes. I take pictures of presentations that I'm creating on whiteboards that are on the floor. I'll get 6,000, 7,000 views on a post like that. I'm simply becoming a storyteller about the things that are going on in my life. That's right brain. That's not left brain. And that moves people to a place where people are willing to, um, to actually come alongside and, um, and, uh, be a part of whatever it is that you're trying to create. Okay. So that's that. This is the end of this. Um, next you're going to want to watch the Duck Soup training because you're going to get really excited about that. And then beyond that, make sure you watch the Jabbing, um, with LinkedIn one because Ultimately, the larger power is going to come when you start jabbing with LinkedIn. Okay. So I'll see you in session 2.