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Linkedin Training for Lending Professionals

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Sample seminar on Linkedin Training created for MGIC subscribers September 2012. The normal seminar is 90 minutes, and this presentation was reduced by 1/3 for a "webinar". For custom Linkedin, …

Sample seminar on Linkedin Training created for MGIC subscribers September 2012. The normal seminar is 90 minutes, and this presentation was reduced by 1/3 for a "webinar". For custom Linkedin, Facebook or Twitter training, contact Mindfull today!

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  • Welcome to all of the Loan Officers and Brokers who have joined us today. We realize your time is valuable, and we feel that we have some very powerful “tips, tricks, and techniques” using “LinkedIN” to help you connect with more prospects, homebuyers, and business referral partners in today's competitive real estate market. You will leave here today with new knowledge about Social Media and a distinct competitive advantage you can use immediately. You may want to take some notes!  I will be providing a copy of today's presentation via the Loan Officer who invited you here today - along with my contact information and handouts of the links and websites we will be using in today ’s demonstrations
  • Today ’s Agenda – what we hope to cover: I could probably talk for 2+ hours about Linkedin and the other Social Media platforms when you look at the list of topics above. We are going to go “beyond the basics” and talk about some of the “power tools” and resources built into LinkedIN that you can take learn to take full advantage of. I am going touch briefly on what I feel are the MOST IMPORTANT aspects of optimizing Linkedin and Twitter so that you can achieve your goals.
  • My Name is Chip Leakas
  • World ’s largest online social/professional network LinkedIn gives you the keys to controlling your online identity. Have you Googled yourself lately? You never know what may come up. LinkedIn connects you to your trusted contacts and helps you exchange knowledge, ideas, and opportunities with a broader network of professionals. letting you control the first impression people get when searching for you online. TRUSTED CONTACTS!!!!!!!! ***You cannot connect with people you don ’t know! Network of Trust! Exchange knowledge, ideas, and opportunities Broader network of professionals Personal Profile Business Page ***LIKE FACEBOOK!!!!!!!!! Launched in May 2003 – just did IPO! Download the LinkedIN App here on iTunes
  • All of these occupations relate to real estate and the real estate transactions process. These people can send you business, as well as help you to better serve your clients. Here is why this is so important… Use Power Search to find and connect with the people that can refer you business! Schedule time each day to “build your connections”!
  • FACEBOOK can ’t do this! Who has viewed your profile! Who “links to you”…your connections 1, 2 and 3 times removed…
  • FACEBOOK can ’t do this! Who has viewed your profile! Who “links to you”…your connections 1, 2 and 3 times removed…
  • Experience is Key Upload a professional image Create a compelling headline Update your status ! Give recommendations first, then get yourself recommended Answer Questions first, then ask questions… Get connected! Display your custom URL everywhere! Join Groups by The Dozens Complete the “specialties section” with as many “key words and key phrases” as possible! View “settings 10 Tips to Maximize LinkedIN Experience is Key: Post a Picture: Get Yourself Recommended: Recommend Others: Answer Questions: Ask Questions: Connect, connect, connect: Get it Out There: Join Groups by The Dozens: Show your Expertise:
  • Control your Visibility? Privacy… Who can see your activity, what others see when you view a profile, what connections can be seen, twitter links, recommendations, photos, etc. Types of emails you receive, frequency, who can send to you, etc. Your groups, visibility, companies you follow, applications you use
  • POWER TOOLS!!!!!!!!!! Market and Competitive Intelligence
  • SO IMPORTANT!
  • E-mail Your Connections Directly Just start typing a name and let the LinkedIn Outlook Connector fill in the rest. Keep Building Your Network Instantly send an invitation to connect from any Outlook e-mail. *If your company uses Outlook, depending on how tight and controlled your I.T. team is, you might have some difficulty downloading and installing LinkedIn ’s Outlook toolbar, but I hope not, because it’s a great tool! Here ’s what you can do with LinkedIn’s Outlook Toolbar: Build your network selecting from people you email often See suggestions of who to invite based on email frequency Invite with one click to build your network faster Update your Outlook contacts with LinkedIn profile information Receive notifications when your contacts change their LinkedIn profiles See when people you e-mail frequently are not in your network See LinkedIn mini-profiles for everyone that emails you Use the LinkedIn dashboard to stay up to date with your network Access LinkedIn with one quick and easy click
  • What is more powerful than a personal recommendation? Call or email people in advance to let them know to expect your request! A similar popular referral or recommendation resource used today on Facebook is called Stik. http://stik.com Referral Marketing Write a personal, custom message (resist using the templated introduction). Why are you asking for the referral, what it means to you, and what can you offer in return… ( “give to get referrals”!)
  • http://www.linkedin.com/company/add/show Components of a Company Profile Overview Careers Products & Services Analytics Key Statistics Company Description Company Employees New Hires Recent Promotions and Changes Popular Profiles
  • PREMIUM BUSINESS ACCOUNTS $25/mo Business $50/mo Business Plus $100/mo Executive Job Seeker $16-$25-$40 Recruiter $50 - $100 - $500
  • #1: Identify the Best Group Opportunities Evaluate the groups you ’ve joined or intend to join and focus on the top 3 to 5 groups that most accurately represent your target demographic. Also, you’ll want to choose groups that don’t have a huge membership. I recommend that you choose groups that have at least a few hundred members , but no more than a few thousand if you really want to maximize your visibility. Plan to proactively visit each of your top groups 2-3 times a week. Don ’t wait for the daily or weekly updates that come to your email inbox. Identify your best opportunities and plan to make frequent and consistent appearances! #2: Target the Most Popular Discussions in Each Group The most “popular” discussions within a group generally get the most visibility. These are the topics where members are most actively engaged and they feature discussions that you will want to weigh in on. The most popular discussions are at the top of the group discussion page, and typically there will be quite a few comments associated with them for you to review and learn from. #3: Start Your Own Discussion #4: Follow Up and Follow Through #5: Start Your Own Group
  • #1: Identify the Best Group Opportunities Evaluate the groups you ’ve joined or intend to join and focus on the top 3 to 5 groups that most accurately represent your target demographic. Also, you’ll want to choose groups that don’t have a huge membership. I recommend that you choose groups that have at least a few hundred members , but no more than a few thousand if you really want to maximize your visibility. Plan to proactively visit each of your top groups 2-3 times a week. Don ’t wait for the daily or weekly updates that come to your email inbox. Identify your best opportunities and plan to make frequent and consistent appearances! #2: Target the Most Popular Discussions in Each Group The most “popular” discussions within a group generally get the most visibility. These are the topics where members are most actively engaged and they feature discussions that you will want to weigh in on. The most popular discussions are at the top of the group discussion page, and typically there will be quite a few comments associated with them for you to review and learn from. #3: Start Your Own Discussion #4: Follow Up and Follow Through #5: Start Your Own Group
  • Signal allows you to filter and browse only relevant status updates from your LinkedIn and Twitter streams, find trends! Target updates from colleagues, competitors, etc., Search for keywords Saved searches - real-time stream of updates from every employee in your company. Or, perhaps even better, a competitor ! Shared links on status updates You can target updates from colleagues, competitors, etc., and narrow or expand your view based on the following filters: Network, Industry, Company, Time published, Location, School or just most popular hash tags. You can also search for keywords , topics or people across the stream of network updates, and tap into an auto updated real-time stream of filtered content. Additionally, you can save your real time searches for quick and easy access. Imagine saving searches to allow you to check in every day and see a real-time stream of updates from every employee in your company. Or, perhaps even better, a competitor ! Signal also mines all the shared links on status updates and shows you the most popular links, many of which are the hottest news stories on that topic, updated to the minute, and you can see who ’s shared any of those Trending Links.

Transcript

  • 1. LinkedIn  Essen+als  Learn  how  to  op+mize  your  LinkedIn  profile  and  connect  with  more  qualified  business  referral  partners  and  prospects.    LinkedIn  +ps,  tricks  and  techniques  to  grow  your  business.   expect clarity
  • 2. Customized Training?•  This “Free Sample” of a Mindfull seminar was given to MGIC subscribers on Sept. 19th, 2012.•  Our normal seminars run approximately 90 minutes, and this content was reduced by 1/3 for a 50 minute “webinar”.•  We can customize and co-brand all of our training materials, workbooks, invitations and flyers for organizations with a minimum of 25 confirmed seminar attendees.•  Facebook, Linkedin, and Twitter are constantly changing, updating the “user interface” so many of the examples in this “Free Sample Seminar” may appear to be out of date. expect clarity
  • 3. Legal Disclaimer•  The information presented in this webinar is based on the opinions and research of the Mindfull and do not necessarily represent the opinions of MGIC. All examples are hypothetical and are for illustrative purposes only. Our training is not intended and should not be interpreted or relied upon as legal advice. We encourage you to seek legal and compliance advice from a qualified professional.•  MGIC EXPRESSLY DISCLAIMS ANY AND ALL WARRANTIES, EXPRESS OR IMPLIED, INCLUDING WITHOUT LIMITATION WARRANTIES OF MERCHANTABILITY AND FITNESS FOR A PARTICULAR PURPOSE REGARDING THESE MATERIALS AND OUR TRAINING PROGRAM.  IN NO EVENT WILL MGIC BE LIABLE FOR ANY DIRECT, INDIRECT, INCIDENTAL, PUNITIVE OR CONSEQUENTIAL DAMAGES OF ANY KIND WITH RESPECT TO THE TRAINING OR MATERIALS PROVIDED. expect clarity
  • 4. Today’s Agenda - LinkedIn LinkedIn’s importance for Mortgage professionals Steps for success with LinkedIn Duration: 50 minutes followed by 10 minutes for questions & answers.•  What  is  LinkedIn?   •  Advanced and Power search•  Basic  features  and  func+onality   techniques, keywords•  Dashboard   •  Networks and Groups•  Profile   •  Questions and Answers•  Profile  privacy  seGngs   •  Recommendations•  Company  page   •  Applications•  Organize  connec+ons   •  Today News, Signal•  PREMIUM  ACCOUNT  benefits   expect clarity
  • 5. Introduc+ons  Chip  Leakas  •  Speaker,  Author  at  Mindfull  My  Background  •  Since  1996,  eCommerce  and  eMarke+ng  Consultant  with   a  specialty  in  Social  Media  Marke+ng    •  Since  2009,  I  have  trained  over  1,200+  Real  Estate  and   Lending  professionals  on  Facebook,  Linkedin,  TwiXer  and   Blogs  •  My  background  includes    eMarke+ng  for  Realtors,  Title   Companies,  and  Lenders   expect clarity
  • 6. LinkedIn success formula expect clarity
  • 7. What  is  LinkedIn?  (Facebook  with  a  +e!)   •  LinkedIn is the world’s largest professional network with over 175+ million members and growing rapidly. •  Rolodex on Steroids! •  22 million people a day visit Linkedin •  Average time on Linkedin is 17 minutes! TRUSTED CONTACTS •  You cannot connect with people you don’t know! •  Network of trust •  Exchange knowledge, ideas, and opportunities •  Broader network of professionals Establish your professional profile •  LinkedIn profiles rise to the top of search results •  Have you “Googled” yourself lately? expect clarity
  • 8. #1  B2B  Lead  Genera+on  Channel!   *source BtoBOnline Nov. 2011 Pardot research expect clarity
  • 9. Professional  Networking  (B2B)  Connect  with  others  in   LinkedIn allows you toposi+ons  related  to  real   present yourself to theseestate  and  lending:   related professionals, as –  Appraisers     well as the opportunity to –  Mortgage  brokers     answer their questions in –  Bankers     your areas of expertise. –  Home  Inspectors     –  AXorneys     This builds credibility and –  Title  companies     respect, and it will lead to –  Contractors     future business. –  Builders  &  Developers   expect clarity
  • 10. hXp://www.linkedin.com/nhome/   1.  Menu 2.  Search 3.  Status 4.  News 5.  Newsfeed 6.  People expect clarity
  • 11. Linkedin - Status Update ONCE A DAY! Appears in the “newsfeed” on the home page! VERY IMPORTANT to tell a STORY about what you are working on. How does your product or service solve a problem for your target audience? Share a LINK and describe why you feel this is important and why your target audience should contact you to “learn more! *Always include your phone number and email in EVERY status UPDATE! expect clarity
  • 12. hXp://www.linkedin.com/nhome/   expect clarity
  • 13. Maximize  your  LinkedIn  profile!  1.  Upload  a  picture  2.  List  all  jobs  or  posi+ons   you  have  held  with   detailed  descrip+ons  3.  Have  5  or  more  skills  on   your  profile  4.  Add  an  execu+ve  summary   100% complete your5.  Add  your  educa+on   profile = 40% greater6.  Have  50  or  more   chance of achieving connec+ons   networking success!7.  Add  3  recommenda+ons   from  your  network   expect clarity
  • 14. LinkedIn  Professional  Headline  Your professional headline is a snapshot of you.•  Think of it as your LinkedIn elevator pitch.•  You have 7 seconds in to catch the onlooker’s eye, then another 13 seconds to compel them to take action.•  You have only 120 characters in which to do this. –  Example: Title | What You Do | Value Proposition | Unique Success | Trust and/or Credibility•  My Headline: –  Speaker, Author at Mindfull | Social Media Seminars, Training, Workshops | Web Savvy Marketer expect clarity
  • 15. LinkedIn  Professional  Headline   A key word search for “loan officer” is shown “highlighted” in these search results. expect clarity
  • 16. Search Engine OptimizationWant to appear on the first page of BOTH the Linkedin searchresults page, and any search engine such as google, bing,yahoo, etc… ? – Test your “keywords and key word phrases” to see who appears there now! What can you learn and apply about this person to your profile page”? – Example; “Loan Officer”…make sure this “keyword phrase” appears in ALL of these LINKEDIN areas; •  Headline, Title, Summary, Experience, Skills, Expertise, recommendations, websites “anchor text”, honors and awards! expect clarity
  • 17. Tag your skills and expertise   expect clarity
  • 18. Link to your website – “keywords” expect clarity
  • 19. Claim your “vanity url” expect clarity
  • 20. LinkedIn  Profile  SeGngs  •  Click each of the tabs above!•  Adjust your profile settings for maximum exposure!•  Make sure your individual settings are for “everyone” to view your profile. expect clarity
  • 21. Building your network!Connect your personal email account, or outlook contacts!Connect with “co workers” from current and past employersConnect with people you may know (1st and 2nd degree connections)Quantity VS. Quality strategy?How large a network strategy?Goal? To create a “relationship” not to make a “sale”! expect clarity
  • 22. Prospecting using Linkedin search! expect clarity
  • 23. Advanced Search – Power Search expect clarity
  • 24. Advanced  Search  by  Keywords   expect clarity
  • 25. Leverage Linkedin Connections!92% of prospects never respond to a cold call or email84% of your prospects WILL respond to cold calls or email when you leverageconnections! Who do you know, who knows, who you want to know? expect clarity
  • 26. Contacts Notes - Important Details Examples of “tags” are Prospect, Customer, Partner, Realtor, Attorney, etc. You have heard of CRM (Customer Relationship Management)…. How about PRM (Prospect Relationship Management)? Use Linkedin “Notes” to capture information about your new contacts! expect clarity
  • 27. Organize  Your  Connec+ons   CREATE FOLDERS •  Organize Leads •  Organize Partnerships •  Organize Referral Sources •  Organize Clients •  Send group messages •  Create group updates expect clarity
  • 28. Tag and Filter – messaging all expect clarity
  • 29. Linkedin to CRM or OUTLOOK “sync” expect clarity
  • 30. Linkedin  add  on:  Outlook  Toolbar  Access Your Connections In Your Inbox  See  the  latest  LinkedIn  ac+vity  and  profile  photo  from  any  connec+on  that  sends  you  an  e-­‐mail.  *Outlook  2010,  2007,  or  2003  required      Quick search from anywhereLook  up  people  instantly  from  any  website  -­‐  Search  for  names,  +tles,  companies,  and  job  pos+ngs  -­‐  Save  searches  for  the  future     http://www.linkedin.com/outlook expect clarity
  • 31. Make  Recommenda+ons!   learn.linkedin.com/profiles/recommendations/ expect clarity
  • 32. Ask  for  Recommenda+ons!   What is more powerful than a personal recommendation? Call or email people in advance to let them know to expect your request! A similar popular referral or recommendation resource used today on Facebook is called Stik and Branchout http://stik.com http://branchout.com expect clarity
  • 33. 7  reasons  businesses  should  use  LinkedIn   1.  Search  engine  reputa+on   management   2.  Increase  brand  visibility   3.  Lead  genera+on   4.  Decision  maker  lead   tracking   5.  Targeted  ads   6.  Recrui+ng  new  talent   7.  Product  feature   http://learn.linkedin.com/company-pages/ expect clarity
  • 34. hXp://www.linkedin.com/company/add/show   •  New products and services tab: Including video •  Product and services pages: For categories; industry, geography, job/role, companies you follow •  Recommendations = Facebook like button •  Network view: People + recommendations expect clarity
  • 35. Advanced  Search  for  Companies   expect clarity
  • 36. Make  direct  contact  with  key  people   http://www.linkedin.com/business•  A Basic (free) account is for anyone who wants to create and maintain a professional profile online.•  With a premium account, you can send InMails to reach anyone on LinkedIn, get hundreds of additional search results, save and organize profiles, and see more information about whos viewed your profile.•  Varies; $20-$40-$75-$500/mo expect clarity
  • 37. Open Link *premium feature OpenLink Network Extend the reach of your Premium Account ….you can send free messages to all OpenLink members. Being a part of the OpenLink network allows anyone on LinkedIn to send you a message for free, even if they are outside of your network. How do I use it? Go to your Accounts & Settings to opt-in. The OpenLink icon will display on your profile and in search results. expect clarity
  • 38. Leverage  the  Power  of  LinkedIn  Groups   •  Did you know that if you’re a member of the same group as another user, you can bypass the need to be a first degree connection in order to message them? •  In addition, group members are also able to view the profiles of other members of the same group without being connected. •  You can be a member of 50 groups, so join more groups to enable more messaging and profile viewer-ship capabilities. www.linkedin.com/directory/groups/ expect clarity
  • 39. Join  Groups   www.linkedin.com/directory/groups/ expect clarity
  • 40. Group “types” strategy•  Industry Groups – the industry you are in•  Vertical Groups – groups you are “targeting”•  Local Groups – advanced search geographically•  Professional Groups – relating to your skills or expertise•  Parallel Groups – same target audience, but in different industries Examples; referral partners expect clarity
  • 41. Groups are your 24/7 “virtual trade show” •  Use other social media channels to promote your group such as Facebook and Twitter •  Create a group engagement strategy •  Use the announcement feature •  Develop thought leadership on LinkedIn •  Take advantage of answers and status updates expect clarity
  • 42. Group “engagement” strategyDiscussions - Listening , Lurking, Observing• Participating, Contributing• Thought Leadership, share knowledge, expertise!• Always comment with phone and email address!Content is “king” don’t sell, educate to add value, earn trust and respect,increase visibility! expect clarity
  • 43. Ques+ons  -­‐  Also  Known  as  Answers!   www.linkedin.com/answers/ expect clarity
  • 44. Answers  develop  thought  leadership!     Generally, the first person to answer a question… “gets the business”! Attorney’s and CPA’s ask mortgage and Real Estate questions all the time! Example; “Real Estate held in Trusts” expect clarity
  • 45. Linkedin.com/classmates   Explore Possibilities   See what alumni in your field have accomplished since graduation – and expand your sense of what’s possible for you. Make Connections   Reconnect with old friends, and reach out to alumni in your field for their industry expertise and career opportunities. Find Opportunities  From mentoring to jobs, your fellow alumni often are ready to help. expect clarity
  • 46. Linkedin  Applica+ons   •  SlideShare  Presenta+ons   •  Reading  List  by  Amazon   •  Box.net  files   •  LinkedIN  events  App   •  Wordpress  Blog   •  TwiXer  status  updates   •  Real Estate Pro http://learn.linkedin.com/apps/ expect clarity
  • 47. LinkedIn  Today  News   expect clarity
  • 48. LinkedIn’s Signal http://www.linkedin.com/signal expect clarity
  • 49. APP: CardMunch – Business CardConvert  business  cards  to  address  book  contacts,  and  then  add  them  as  connec+ons  on  LinkedIn.   expect clarity
  • 50. LinkedIn  for  Sales  People  in  30  Minutes  a  Week   •  Review  and  Accept  /  Ignore   •  Ask a Question that you really Connec+on  requests   would like an answer to •  Review  Weekly  Group  Updates   •  Add a company to those that you •  Invite  new  connec+ons  from   follow previous  week   •  Add a comment or post in one of •  Write  one  recommenda+on  for   the Groups that you are a member someone  that  impressed  you  this   of past  week   •  Review your Company Profile and •  Add  a  Status  Update  to  your  profile   modify or add to it as appropriate •  Answer  a  Ques+on  in  the  Ques+ons   •  Follow a competitor’s company area   expect clarity
  • 51. 7  Quick  Start  Marke+ng  Strategies  &  Tac+cs   Step 1:    Iden+fy  an  objective   Step 2:    Iden+fy  target clients  that  can  help  me  fill  this  objec+ve   Step 3:    Iden+fy  target groups  that  contain  the  target  clients  &  join   them   Step 4:    Iden+fy  the  needs  of  target  clients  and  learn  their  hopes,     dreams  and  fears   Step 5:    Help  target  clients  by  sharing resources,  news,  ques+ons,   comments,  etc.   Step 6:    Engage  target  clients  and  then  connect.   Step 7:    Create  an  opportunity  for  a  value add experience  with  a  soo  sell   expect clarity
  • 52. Seminar  Survey  and  Feedback  •  Did you learn something today you can put to immediate use?•  Do you know anyone/groups/organizations who could benefit from a seminar like this?•  Would you like a copy of today’s presentation?•  Would you be willing to post a status update on Facebook (or Tweet) what you thought about today’s presentation? (do it now!) @mindfullseminar and add #mindfullseminar•  *Shameless plug… please mention mindfull and my name in a status update on Facebook, LinkedIn and Twitter! expect clarity
  • 53. Ques+ons?  William W. “Chip” LeakasSpeaker & Author@mindfullseminarmindfull50 Jordan Street, Suite 120, East Providence, RI 02914 Email: cleakas@mindfull.netwww.mindfull.net Tel: 888.406.2115www.facebook.com/mindfullseminarswww.twitter.com/mindfullseminarwww.linkedin.com/company/mindfull expect clarity