This document provides 9 social selling principles for connecting with clients and prospects on social media. It includes the following key points: 1. Prioritize the social media platforms that your audience uses most, like LinkedIn and Facebook, and focus on mastering one profile at a time. 2. Optimize your social media profiles by using professional images and summaries, testimonials, and quality recommendations. 3. Humanize your personal brand on social media to build trust and connections with people rather than just promoting your business. 4. Provide value to your audience through educational, entertaining and encouraging content rather than just self-promoting. Create a content calendar to stay consistent.

1. IG: @Cperlman
LinkedIn/In/CoreyPerlman

2. Before we begin…
• Slides? Text Slides to 66866
• Negative comments?

3. Why should you care?
Because left to our own
accord, we’ll forget about you.

4. 9 SOCIAL SELLING
PRINCIPLES
1. Don’t Be a Jack of All Social
Media Sites, Master of None.
Connect on THEIR
terms, not YOURS

5. • Prioritize your platforms
• Do a social media audit
• Delete inactive profiles
TAKE ACTION!

6. Prioritized List
1. LinkedIn Personal Profile
2. Facebook Biz Page
3. Feel free to connect &
share content to
Facebook Personal
4. Plant your flag on IG for
the younger buyer

7. 9 SOCIAL SELLING
PRINCIPLES
2. Be Proud of Your Profiles

9. • Professional images
• Proper tagline
• Professional Summary
• Not a bio
• Bullets over paragraphs
• Use multimedia (T.E. Testimonials)
• Quality Recs
Profile Best
Practices

10. • Add both professional images
• Rewrite your professional
summary.
• Bullets > Paragraphs
• I < You
• Add testimonials
• Quality recs
• Commit to posting daily
Take Action!

11. 9 SOCIAL SELLING
PRINCIPLES
3. We Don’t Do Business with
loan officers, We Do Business
With YOU.

12. Humanize Your Brand
• The #1 issue across the board.
• How can you make your profile
more personal?

13. BEST PRACTICE:
INSTAGRAM

14. • Personalize this week’s posts
(add context).
• Add one post this week that has
nothing to do with mortgages or
loans.
Take Action!

15. 9 SOCIAL SELLING
PRINCIPLES
4. Be The Wise Owl,
Not The Squaking Parrot

16. DON’T BE THE SQUAWKING PARROT
• Don’t over promote
• Don’t cluster post
• Don’t piss off 49% 0r
51% of your audience
• Don’t phone it in

17. Be The Wise Owl (3 E’s)
• Educate: In what ways can
you add value to our lives?
• Entertain: How can you be
the light in a dark web?
• Encourage: People hate to
be sold, but love to buy.

18. BEST PRACTICE:
USE TOTAL EXPERT!
• Vetted
• Formatted
• You can schedule
• Won’t get you thrown in
compliance jail.

19. BEST PRACTICE:
CREATE A CONTENT CALENDAR
• Motivation Monday
• Testimonial Tuesday
• WTF Wednesday
• Total Expert Thursday
• Fun Friday

20. Testimonial Tuesday

21. WTF Wednesday

22. Fun Fact Friday

23. Best Practice:

24. • Commit to using T.E. at least
twice next week.
Take Action!

25. 9 SOCIAL SELLING
PRINCIPLES
5. Get Your Clients to
Become Your Salesforce

26. Best Practice: Use the
Testimonial Editor in T.E.

27. Best Practice:
Turn Cold Calls into Warm Leads
“The Power of
LinkedIn is Not in Your
Network, it’s in Your
Network’s Network.”

28. “Don’t Ever Let a
Verbal Testimonial
Go Unpublished.”

29. • Post one testimonial next week
using T.E.
• Look me up on LinkedIn
(LI.com/in/CoreyPerlman) and
let me know if we have a mutual
connection (#2).
Take Action!

30. 9 SOCIAL SELLING
PRINCIPLES
#6. TL;DR
Don’t tell us, show us

31. Best Practice:

32. MoreVideo Best Practices:
• Spend time on the Title
• Sell us in the first 10-
seconds
• Shoot horizontal!
• Use captions!

33. • Commit to shooting one 90-
second video for social in the
month of Sept or Oct.
Take Action!

34. 9 SOCIAL SELLING
PRINCIPLES
7. More Funny, More Money

36. • Share this clip (or something
else) to your social and relate it
back to the mortgage industry.
• #BeTheLight
Take Action!

37. 9 SOCIAL SELLING
PRINCIPLES
#8. Perfectionism is
the Enemy of Progress.

38. The One-take Challenge
• Weekly video
• Do it in one take
• Resist the urge to redo!

39. BEST PRACTICE: USE SUBTITLES
• Clips (iPhone)

40. • Do your next video in one-take.
• Add captions by using ‘Clips’ or
rev.com (bonus).
Take Action!

41. 9 SOCIAL SELLING
PRINCIPLES
9. Keep Your Friends Close,
and Your Clients Closer.

42. Be Down with O.P.P.
(Other People’s Posts)
• 15-min a day.
• Each ‘like’ is a small deposit.
• Clients, colleagues, partners.

43. Best Practice: Build Rapport
• Follow on FB/IG/LI
• Congratulate
• Bday, work anniversary
• Mackay 66

44. • Spend 15-min one day next
week just liking, commenting or
sharing other people’s content.
Take Action!

45. Social Sales Cycle

46. Thank You!
• corey@impactsocialmedia.com
• Text SLIDES to 66866

47. "I see video as a megatrend, and
that's why I'm going to keep
putting video first across our family
of apps.” CEO Mark Zuckerberg

48. • Catchy Title:
• Intro (Don’t bury the lead):
• 3 key takeaways:
• Close (CTA):
Take Action:

49. • What’s the topic?
• Who is your audience?
Video Ideas:

50. Action & Accountability
Let’s Tie It All Together
• What’s one takeaway from
today that you’ll commit to
implementing in the next
30-days?