How social selling through Twitter and LinkedIn can boost referrals

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Broadcast is now starting. All attendees are in listen, only mode. Can you hear me? Hello? Can you hear me? Hey there, Adrian. This is there. You hear me? Okay. Oh yeah, yeah, yeah. You know, I couldn’t get, I couldn’t get the through the app. I couldn’t get the, the audio to work,
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which is weird. Oh, so did you come on through your, uh, through your laptop or your, um, or your desktop machine? Yeah, yeah. Yeah. So I’m, I’m on the road. So I’m connecting through my, I have an iPad pro and so I just called in, I mean, this should work just fine. I’m just trying to get up select always,
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you know, wait until the very last minute to get everything. No, I’m just kidding. Um, No, no, not us. So how many people are signed up for today’s webinar? Uh, there are, um, 76. Oh, wow. It’s a good number. Yeah. The actual attendees usually are slightly less cause you know, people register and then aren’t able to make it,
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but yeah, Usually I’m batting about 500 on, on, you know, get about half, maybe a couple more, a couple less than half of the registered, so yeah. Okay. Well, fantastic. I’m just going to go through the housekeeping stuff at the beginning and then turn it over to you. You can make it your own as much or as little as you want to.
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And that’s it. Yeah, that sounds good. Well, what do you, what do you do with Ken? What kind of your role there? Um, I kind of run the websites, but yeah, it’s a lot of what we’re redoing everything. Um, but they’ve recently asked me to start handling these webinars as well. Yeah. Yeah. So the only thing that’s kind of given me trouble right now is I’m trying to open up this,
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this document and it’s given me giving me a hassle, but we got five minutes. We got plenty of time. That’s cool. Are you going to be at the, at the internet domination bootcamp in Vegas? I am cool. Yeah. I was supposed to speak there and then he wanted me to speak at two different sessions and one of the sessions was a conflict for me and I was like,
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uh, you know, are you okay with me just giving my talk and not speaking on his panel. And then just out of the blue, they came back and said, yeah, just don’t come at all. And I was like, okay, that was like a week ago so I can mess this up.<inaudible> And where do you call home major?
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So I’m in salt Lake city. Nice. Where are you in central Indiana? Outside of Indianapolis. I work with a bunch of firms in Indianapolis. Uh, most of my clients are corporate law firms. So I’ve done, I’ve done over the last four or five years. I’ve done work, just intermittent work with Ken. Um, but you know,
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like the personal injury market isn’t really my niche, but, um, you know, we still had, uh, we’ve, uh, we’ve had a lot of good he’s had me come speak at a couple of his events and they’ve been a lot of fun. Oh, cool. Okay. There go. No. Were you new Orleans or the month before last,
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were you in new Orleans at the, uh, at Tillman summit in new Orleans? So yeah, so I wasn’t at, I wasn’t at the new Orleans one, but I was, I’ve been at, um, I was, I’ve been at two different ones that have been at Myrtle beach. So I’m just a second, man. I’m just trying to get this to open up.
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Um, yeah. Okay. So we had the one that I downloaded. Right. Okay. All right. I might just need a couple minutes to get this set up. So you don’t mind just kind of stalling for me. I got it here. I just trying to get it in the right format. So it’ll show up on a screen and that way.
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Okay. Okay. Okay. Okay. Yeah, because I’m in a, I mean, like the corporate space I’m using like the wifi here, it’s fine for, you know, like webinar. It’s just that I need to download this file from my drive to be able to show it. And I was just taking that. Sure. Correct. Okay.
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And, and honestly, like, even if I don’t have the visuals ready, I’ve, I’ve shared, I’ve shared this stuff a million times, so I could even talk for the first 10 minutes without the slides, but obviously it’s better to have visuals. Well, we always give everyone just a couple of minutes to get on. Cause sometimes it takes some folks.
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So, um, I mean it’s one o’clock now we’ll give it a couple more minutes and we’ll see how your download is. Yeah. Sounds good. Okay. Okay. Good afternoon, folks. This is Eric with<inaudible>. We will be starting the social selling through LinkedIn and Twitter webinar in just a few minutes. We’re working through some technical issues and we’re going to give a couple of minutes for other others to join us.
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Yeah. Once again, folks. Welcome. The webinar will begin in a few moments. How’s your download coming, Adrian. Hi folks. This is Eric. Once again with<inaudible>. Thanks for hanging with us. We’ve been working through a couple of technical issues. Our speaker today is Adrian Dayton and he will be speaking on social selling through LinkedIn and Twitter.
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Adrian, how are you doing now? One moment folks, while we bring Adrian online, This is Adrian. I’m now on. Hey, Adrian. Good. Um, you got the PowerPoint you need, or you want me to drive and run the sprint? Yeah. What do you, what, what are you go ahead and drive. I mean you can drive and do I need to make you the presenter then?
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Yeah, you do. Okay, cool. I will make you the presenter and are we live right now? I mean all the good people. Let me put this in presentation mode and then we’re we’re off. So I think you can begin. Yeah. The easiest way is just to go to the bottom. So that little, little presentation button right next to the school or just push that left.
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Yeah. Always hide it on me. Okay. Yeah. Go ahead. All right, guys. Well, uh, with you, uh, my name is Adrian Dayton. I’m the founder of Kirby social. Um, I want to start out by telling you a little bit about my story, um, and if you wanna go to the next slide here,
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but you know, before I get into it, um, to remind everybody about internet Bootcamp coming up, um, and, uh, in Vegas, September 12th to 13th, and if you can’t make it in person, uh, check it out, live, uh, awesome event. I’ve spoken at a number of times and you will not, uh, you’ll not regret it.
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So, alright with that, um, I will get back to telling you my story. So, uh, this designation is going to start with a story of tragedy somewhat. Um, I started out my career as a corporate lawyer to may work at the law firm of Jayco Fleischmann and bugle. And my timing was just awesome. 2008, you guys remember 2008.
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Anyway, I remember 2008. So, uh, I started out deal flow was going great. Things were busy. Uh, you know, I was loving the life of a busy corporate lawyer and, uh, then the economic downturn hit in 2009 and suddenly deal flow dried up. Um, and especially in corporate law, when there aren’t deals known doing work.
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And so I kind of had, I had this moment where I started using social media, so started using Twitter and LinkedIn. And one day somebody on Twitter said, said something to me and they, I joke it’s the tweet that changed my life. She asked, does anybody know a contracts, lawyer? And I responded and brought my first client into the firm.
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It was pretty awesome. You know, newly minted lawyer. And I went to the marketing director and I said, look, me and the other associates were dying. We have no work. I just brought in a client using Twitter. Why don’t they teach the other associates how to do this? And she looked at me like I was crazy and said,
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look, that’s not how we do things around here. Uh, you know, we’re very conservative and you know, the saddest part about it is get a meal along with almost all those other associates. A few months later, we were no longer at the firm. And a couple of years later, there’s some that have been around for a hundred years.
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Is that a business? And, um, you know, it’s not just because they weren’t willing to use social media, but it’s because they weren’t willing to adapt to technology and the times. And so, you know, I called my wife, uh, when I lost my job there, I called my wife, uh, you know, she was crying and I said,
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honey, it’s okay. You know, cause I’ve lost my job, but I’ve got an idea. Mmm. I’m going to start a business teaching lawyers. How do you use Twitter? And you know, she just cried harder. No, she’s very supportive. And uh, the next slide, Mmm, over the next, Oh, the next little while I wrote one of the first one books on social media for lawyers and then social media just exploded.
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And I was in the right place at the right time. Um, and uh, I’ve trained over 20,000 lawyers on how to bring in more business with social media. I’ve run hundreds of case studies with different groups of lawyers at different firms, uh, worked with more than 200 all over the world in 12 different countries. And really what I’m going to share,
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be sharing with you today is I’ve distilled it down to what are the levers? What are the, what are the actions that I’ve seen lawyers be able to take? It will bring in more business. So, um, let’s go to the next slide and go get the next one. Cool. Yeah. So I’ve been to books, I’m on social media for lawyers.
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Um, if you, if you hang on until the end of this webinar, I’m gonna give you a way that you can get, uh, one of these books for free. Um, let’s, let’s keep going. Yeah. Um, go two more slides after this one. Okay. Yeah. Right. So there is a generational problem right now with,
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with lawyers and marketing. And you know, you guys remember these old characters, maybe this is before your time, uh, the Muppets that they, they were kind of old men that complained about everything, you know? Okay. And fortunately, uh, sorry, everyone willing to change the old attitude. The old style of marketing, uh, gives you a huge advantage if you’re willing to learn and you’re willing to try things that other people aren’t doing.
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And so, um, did you go to the next slide here? Mmm. So what, what I want to talk about today is, Oh, I want to, I wanted to tell you one of these stories, which I think kind of<inaudible> where a lot of lawyers are. So this is older attorney at a large law firm and it was Carol and,
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and the marketing people, they said, look, we Carol’s a special case. We want you to talk to her. And I was like, well, what do you mean specialist Carol? The last marketer we tried to get to talk to her about social media. She made them cry. Okay. Well, well, pretty sure she won’t make me cry,
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but you know, let’s give it a try. So, Mmm. So, so I go in and I said, Carol, you know what, let’s take a look at your social media. And we pull up, um, and she says, look, I don’t even have a LinkedIn account. I said, well, let’s do a Google search for your name.
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And we did a Google search and turns out she did have that a LinkedIn account. She didn’t know about it. So we pull it up and she has no picture, no information and seven connections. And she, you know, she started by saying to you, look, I don’t need LinkedIn. You know, I’m a big deal, New Jersey. I used to be the state bar president.
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Like, I don’t need your social media magic, you know? And, um, turns out she had an account. It was out there. It was making an impression about her, but it wasn’t the impression that she wanted. And so we’re able to recover passwords, figure out how to get her login, 500 connection requests waiting for her. I said,
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Carol, you just set a record. You have the most unaccepted, LinkedIn connection requests I’ve ever seen. So, uh, we won kill over. Um, and yeah, I hope we get the rest of you on board as well. So let’s go to the next slide. Um, and, and, and really, you know, every lawyer has a different use case for LinkedIn.
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For most of you on the call, LinkedIn is not going to be the direct source of, you know, clients finding you. But I know for a fact, best source for you find it to find qualified referral sources. They can, but you can build into a steady pipeline of referrals. And, and, and we’re going to talk to you about how to do that,
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uh, next. Yeah, this is, this is kill profile when he found it. And we’re going to make sure any of you that have kind of these, uh, you know, blink profiles, we’ll get that fixed. Thanks. Okay. So number one is, uh, you got to add a profile picture, pretty obvious. I’m not going to go into much detail on that,
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except just to show you that this is so easy. And I know somebody is thinking like, why are you talking about to us about adding pictures? Almost 30% of lawyers. I don’t have a profile picture. That’s the only reason I add it. Um, let’s skip down to, uh, number two. Okay. So the summary is really what all about when it comes to your profile on LinkedIn.
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You know, if you spend time on one thing, you know, creating a great summer, your summer is kind of like your bio, uh, next five. Um, now they did this pack where they, where they got buyers of legal services and they had them put on these helmets that track to their eye movements. They looked at LinkedIn, you know,
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some of the other social media and they expect, I found that they first looked at your photo, your profile picture. Second, they go to your summary and third, uh, go up to your name and what’s called your, your headline, that’s under your name. Mmm. But when they looked at how much attention was spent on each thing, that’s in the next slide,
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they found that, well, 30% of the time was spent looking at someone’s picture, which frankly to me seems like a long time to just gazing someone’s photo. But anyway, um, but over 50% of the time and on the summary. So that’s, that’s what people really want to know. They want to know what you’re all about. And, um,
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I’ll just go to the next slide. What makes a good summary? Well, let me start by telling you what doesn’t work. Cause someone’s, that’s more helpful to see what doesn’t work, uh, next. So, um, Oh yeah. I’m going tell you what doesn’t work, but first we’re gonna talk a little bit about this door. So,
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um, normally when I show this door, when I’m speaking to a group, I say like, you know, what is this, what are we looking at? And people look at it and they say, uh, you, is it styrofoam? Like, what is that? Well, now it’s actually snow. So I just moved to salt Lake city from Buffalo,
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New York, where I lived for 13 years. And about five years ago, there was a massive blizzard. And I say, massive blizzard. It was the most record call in a 24 hour period ever in the 40th state. It snowed almost eight feet. And so literally there were people in, uh, basically the, the Southern tier of Buffalo that went and opened their doors and could not escape because snow was to the very root you imagine how memorable that would be if you had a moment like that,
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it is an exceptional event. Aye. And the way the human mind works is we remember exceptional, right? We remember the extreme. You don’t remember the day that was like, went to work, came home, ate dinner, watch TV, nothing good was on, went to bed early. Right. We don’t remember that. Right. We remember the exceptional dates.
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So, um, so you would think that, you know, most lawyers in their bios would load them with the exceptional. But in said, what we see is, is what’s best picked in this next slide. So what I like to call the one man band, okay. We talk about every type of law, every type of work, every time,
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personal injury patient, or, you know, uh, every type of, you know, victim that could possibly sit that we could possibly help, that we could possibly make money from it. The problem with this strategy is not just that it’s confusing, but if you boil this down to, to, to, to the simplest area, right? If you want to hire a musician,
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if you want to hire a guitarist, you’re never going to hire the one woman, Dan, right. You’re, you’re going to, you’re going to hire the best guitar player you can find. That’s how people look at bios. So you go to the next slide here. Mmm. So when you’re creating a bio, uh, we’ll go one more side for it.
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I have kind of a format that I recommend that you use. Basically, you have an introductory sentence that says specifically what you do, then you have three to four bullets, major bullets. This is your chance to share your blizzard moments, right? This is where you share the exceptional accomplishments. Now, obviously it’s personal injury attorney. If you have some massive settlements that you’re going to list here,
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okay, you do have to, you have to add, uh, you know, the addendum that, you know, you know, past performance is no predictor of future performance, right? The results are not typical, whatever whatever’s required in your state. Right. Do that. Mmm. Okay. But, but take those exceptional accomplishment, cause those are going to stand out.
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Right. And then in the final paragraph, you talk a bit about who you are, what you do. Okay. Um, now let’s talk a little about headlines. Okay. Mmm. Yeah. We’re okay to move to the next piece. That’s fine. Um, now I’m just curious, Eric, the people have, do people have the ability to ask questions?
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Can they send them in, in the chat or is this a kind of one sided webinar? They can send questions through either the chat or questions bar. Okay, cool. Alright. So as we go along the fluent hasn’t questions. Yeah. I mean, please don’t hesitate to jump in and say like, Hey, that doesn’t apply for me to me because of X,
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Y, or Z. And we can have a little discussion about it. Um, because, uh, you know, th this concept, I know it shouldn’t be that unusual, but, um, you’d be surprised how many people just think, yeah. They say, look, but if I put in, if I don’t put in everything I do,
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I might lose business when the truth is that exactly ops opposite, by being specialized, you’re like a magnet to attract certain types of business. But when you have, when you spread yourself too thin, people don’t remember you for anything. Yeah. I was just in a meeting this morning, um, where someone was telling about, you know, McDonald’s,
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they used to just destroy everybody and you know, why all they had on their menu was burger fries drink. Right. And milkshakes, that was it. Right. You just went there for burgers and fries and then to grow. They’re like, well, let’s do salads and nuggets and rib. Right. Mmm. Okay. And what’s interesting is now 50 years later and I’ve never been to,
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I live out West. We have in and out burger. Well in N out burger, they’ve got the old McDonald’s model. Right. Just Graper’s great fries, fresh ingredients, and then freaking crushing. Right. They’re taken over on the West coast, one of the fastest growing restaurant chains, um, in the country. So, so, alright. So how do you be,
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how do you be in and out burger? Well, Mmm. Another place is through your, is through professional headline. So, um, under your name on LinkedIn, it says what you do, right. You usually say like, you know, a attorney at 16 Jensen or whatever. Um, but you have a chance to actually make it more specific.
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So let’s go to the next slide. I should probably just do like a, a noise. Alright. So, Mmm. These are some examples of, you know, uh, corporate lawyers and how they’ve created some custom headlines. I’ll let you all take a look at those. Um, but really, Mmm. You’re not going to want a headlines that is exactly like these.
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You’re gonna want one that, that answers one specific question. And that is what type of business do you want people to refer to you? Okay. What type of business are you going to be able to knock out of the park if they send it your way? And I know some of you might be thinking, well, I could do a million different things,
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but I mean, yeah, if you’re going to be able to sit down with someone that’s a specific type of case, what is the type of case that you are just, you know, that’s your thing, that’s you, I think about, okay. Go to the next slide. So, so in creating this headline, um, so you go,
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you can kind of just kind of click through these, you put on you profile and that’s going to take you to the next slide. We’ll show you, um, this little pen, click on the pen, a pencil, I guess it looks more like a pencil eraser on there. Let’s go to the next slide. Uh, and, and then you,
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you can just update your headline right there. Okay. As long as you’ll say it, but if I update my headline, we’ll let my network know that I’ve updated my headline. Um, well, you can, you can turn that off, but, but you don’t want to cause the whole purpose of LinkedIn is to be more visible to make yourself more visible to your network,
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not to kind of stay in self mode. Okay. So that’s how you make that change. Do you have a second monitor? You make that change right now. I always like people to feel like, you know, they accomplished something during the webinar. They just learn a few tidbits. Next slide. So great headline. Okay. You know what you do and who you help,
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you want to make it easy for, I, I like this, like for a 12 year old, to be able to explain what you do after reading your headline, but then to get it right. So we got to kind of dumb it down a bit. Okay. Next slide. Okay. And we had to kind of talk to her, but how do people know what business to refer to you?
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I mean, I just think about this all the time. How many people in your network know that you’re a lawyer? I probably, most of them, how many people know specifically what type of work they should refer to you? Well, cause some of you, it’s simple. You do car accidents and that’s all you do. But um, so other people it’s more nuanced.
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Take it easy for people, make it easy for people refer business to you next. Okay. This one’s real simple. Um, you can skip to the next slide on this era, make sure you put in all the dates of employment when you work and when you went to school, because that helps keep, that helps LinkedIn and connect you to people that already know you.
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And it helps you automatically build those referral sources. Next slide. Okay. And that’s you just fill it in right there and you know, it’s pretty simple. It walks you right through it. And again, we’ll send out all the slides after, but I just want to make sure people can see how easy it is to make all these changes. Next slide.
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Okay. And next slide. That’s like, just to say like, look, don’t let information, let people know where you are. Not this next one. I’ll be honest. It seems obvious. Right? Add contact info. Mmm. Over 90% of lawyer profile, don’t have a phone number, um, on the profile. So did you go to the next slide?
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Um, I’ll show you guys right where you do this. Mmm. So you go over here, you click on that blue pen and that takes you to the next slide, um, to this area where you can edit your contact info. So putting your phone number, putting information because people say, well, you know, I don’t want it. You know,
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I don’t want any crazy, just crazy person to call me. You know, I just want clients. Well, I mean, hopefully I’m rockin talk about this now, but you have a screening process, those people, but yeah. Mmm, yeah. Ideas that if potential clients finds your information, you make it easy for them to make contact. Uh,
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you know, more calls are better and less calls. Yeah. Because on the margin, some of those are going to be good to set for your practice. So. Mmm. Cool. All right. So next slide. We’re going to talk a little bit about penguins. Alright. So beautiful penguins, right? Um, the empire penguin, um,
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even if you haven’t seen March of the penguins great documentary. Mmm. Anyway, we’re not gonna talk about documentaries right now, but, but the thing about this picture is when I see this, it makes me think about most of the lawyers out there, they all look the same. They all are just in a suit. They all have the same,
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you know, catch phrases. They all have, you know, they’re all very, very similar. And when you go online, if you are just like everybody else, you will fade into the background, just like an impact penguin. You gotta put that, add some personality to your profile. Uh, you know, and, and, uh, I worked with a lawyer here in salt Lake city.
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Who’s just awesome at this. When you go to the next slide. Mmm. His name is, uh, Dan Larson. And in the next slide, I’ll show you what he’s done with his LinkedIn profile. Um, he has all these pictures of him. Mmm. His motorcycle gang. Right. Uh, and I know you guys see this right now.
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You’re thinking, well, you know, motorcycle game. Yeah. Right. That’s not very professional, you know, we’re, we’re attorneys, this learner, this is a learning profession. Mmm. But what’s cool. Is Dan, his motorcycle gang is all other lawyers and judges and she is, yeah, great Rainmaker brings in massive high profile cases. Mmm.
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Yeah. And it’s not because he writes them right. Motorcycles, but, uh, it’s because he’s someone that people want to work with. And a lot of times we think, you know, being really smart or being really educated is, is the most important thing. But according to, you know, a renowned business author, Bob bird, uh,
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we hire people that we know like, and trust in that order. And, you know, someone said it best to me. And he said, look, being trustworthy, that that’s just the ante that gets you in the game, but being knowable and likable, that’s, what’s going to make people choose you over someone else. So like, uh,
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I know some of you might be thinking like, this is perfect. I’ve always wanted an excuse and go home to my wife and say, look, I got to get a motorcycle. We had the speaker on his webinar. And he says, it’s a way for me to have success. Well, no, it’s not about the motorcycle. It’s about you being you and being willing to be open,
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be a little bit more open. How about your personality, you know, beyond just, um, you know, beyond just saying, you know, I’m a lawyer, the choice of what I do. Okay. Next. Okay. You can also, so on Twitter, you can also add background photos. You can do this on LinkedIn as well.
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So yeah. Yup. Add a background image to, you know, spice it up, you know, my, so my father-in-law my wife and I, we climbed to the top of a Mountaineer. And so this is the picture of us at the summit. No. So, you know, pictures that tell stories are pretty cool. Um, yeah.
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If you have pictures related to your practice. Mmm. Yeah. That’s cool too. You know, you just might need to be able to create it. Mmm. Just please, as you work on background images, if you go to the next slide, you know Mmm. You can use a cityscape. That’s fine. We’ll generic. That’s fine. But please don’t use a,
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you can kind of go through the next two slides, uh, kind of quickly, but, um, you know, just don’t use the pillars of justice, right. Dabble. Right. Um, but you’d like a vacation destination, something like that. Um, someplace that that’s special to you, or is the lawyer up in Alaska and she has a picture of her,
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you know, fly fishing on one of her favorite rivers as part of a profile. So, um, just some ideas for a next light. So the other thing you can do to make your protocols always stand out is you can add immediate to them. I know a ton of you have like great videos, things like that can work. Great. Um,
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go to the next side. Mmm. You know, I worked with the cancer research and, uh, and helped patent a molecule. It’s like, you know, key to treating certain cancer cells. And so she has just this diagram of like, you know, I mean, I look at that and I don’t know what’s going on. And it’s like,
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is that a ton of those planets? No, it’s like, it’s like a science diagram. Right. But that’s your thing. And, and her, you know, her audience are going to see that and be like, Oh yeah. That’s, you know, look at those, those T cells being activated anyway. So it’s okay. Use videos,
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pictures, tell a story on your summary, make it easier for people to get to know you and understand your value proposition. Uh, next slide. Mmm. Yeah. I worked with a, another lawyer, South Carolina, and yeah, she works with she economic development work and all of our competitors are like these old men that, you know, smoke scars,
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um, and sit on on the porches of their plantations. That’s how they do business development, but no, she’s like in the outdoors. So she has pictures of her, you know, stand up, paddle boarding or ocean kayaking and Mmm. And that’s what it worked for her. Okay. Next slide. Um, yeah. Anyway, any type of media you think about,
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you know, if you give a presentation someplace, you can interrupt your slides. If you get, you know, if you have video. So does that, do you have a cool picture of you doing something interesting? That’s great. Mmm. Next slide. Mmm. Number eight, add connection. So you really want to be strategic in adding connections.
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I mean, uh, the next slide, um, we can make this really easy. Uh, the ever CEO has over 900 LinkedIn connections. Um, you know, most lawyers at next slide only have about 250. So with almost no work, you can get to 500. And in the next slide, like once you get to 500, Mmm know it,
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it’s got the counting. So, you know, putting a little bit of work, you get the 500. Mmm. And, and this is the easiest way to add connections. You just click on this network. I can go to the next slide. Mmm. And it’s going to suggest people. So it uses an algorithm to figure out people you may know.
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So, um, that’s probably the simplest way. Uh, if you go to the next slide, um, that’s the fastest way to really build your network is you can actually upload all of your, your email accounts. You can upload those to LinkedIn and will tell you who you already know. Um, again, um, you know, I clean up any business,
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49:38
you know, just taking that one step. I see that, you know, bringing business for lawyers. So yeah. You know, who should you connect with? Um, yeah. I kind of have a three part test that I use for this. So first I connect with people that, um, uh, you know, are in my, in my same,
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my same specific space. Right. So, Mmm. So for me, I work with a lot of, you know, lawyers and legal, legal marketers, and CMOs of affirms marching director of the firms. Um, okay. Then the second thing I ask is, is this person too remote, so need to be a value to them or them to be a value of you.
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Right. So if I have a, you know, residential real estate agent in California, sorry, in Florida, it tries to connect me. It’s, it’s hard for me to imagine how that would be beneficial. So I’ll just usually ignore those people. And then the third is if they’re from another country, maybe a country that, um, I don’t really,
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uh, what did they say? That, that I, that I, I can’t pronounce the name of, um, yup. I’ll usually click, I know this person because if there’s potential of those people can be kind of spamming. Okay. Mmm, cool. Mmm. Nice. All right. Yeah. So if you have any questions yeah. That little question Mark at the top of the screen,
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so feel free to type those in, you know, I would love to help you. Oh yeah. This, this slide here shows you, this is where you upload it. You connect your other account. Um, so that you can add all of your connections. You know, the unit people been emailing stuff, right. Just one tip for that.
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51:26
When you do that, I don’t check the select all button because you don’t want to send a quick request to everybody just go through and you can click on the ones that you want to connect with next slide. Mmm. Yeah. Okay. Click the next slide. And this just shows you the screen would look like when you upload, right. So this is where dialects de-select all.
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And then just go one by one next slide. And we’ll go to the next slide. Okay. Look just very little effort and you can get to 500 connections. Um, let’s go to the next slide. Okay, cool. This one is, you know, one of the cool tricks that will make it look like, you know what you’re doing on LinkedIn,
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um, click to the next slide. You want to add a link to your firm? Bio. Mmm. So Dan, where remember we were over in your contact, personal info before, so we’re going to go back there next slide. And, um, and here there’s a place where, where it lets you add a website URL and a lot of people think like,
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Oh, well I want to put my, you know, the, the, the homepage of my website there. Well, that’s fine. But you may want to direct them to a specific page that you want them to reach if they’ve just been reading the profile. So maybe a page with information about you, you go to the next page. So for example,
52:35
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I put in here, yeah. A page for my biography. So if they’ve been, if they’ve been on my profile, they’d probably want to read about me. They’re probably not. Yeah. Specifically looking, you know, two hire the firm right now. They want to learn about me so they can refer me or maybe, you know, they have some business for me.
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The next slide, let’s go one more. Okay. And in that same field, you can add a custom URL to your LinkedIn profile is kind of like the vanity license plate for your profile. So, um, go to the next side. So back in that same place, um, right above where you put in your, your bio, you click on this,
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hopefully you were L button and it’s gonna take you to this page that will show you in the next slide. Mmm. And so up in this top hand corner, you click on the blue pen. And so instead of being linkedin.com/random, a bunch of random letters and numbers get your profile, you can actually put in your own name and as long as it’s not taken Mmm.
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That will now be your LinkedIn, you know, qualified URL forever. Super easy. Take two seconds. Your name is already taken it. Tell you when you write it in, this is taken, you can add a middle initial. Yeah. Yes. Q at the end. I like that. And that works pretty well. So yeah. Uh,
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really easy, but also, uh, makes it much easier. Fine. You the next slide? Yeah. It’s just that it looks just like that. One more in the club. Cool. Um, the other cool thing is recommendations. Okay. Um, I’m going to give you a quick tip on getting recommendations from people. Okay. Um, right in the recommendation section on LinkedIn,
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um, you can request recommendations and, you know, it may seem kind of weird out of the blue to send someone a message and be like, Hey, you know, we got you an awesome outcome on that case. You know, why don’t you recommend? Um, but you know, there’s a much more organic way to do it. I don’t like this.
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Um, if somebody is, if someone is kind of thanking you or praising your work, right. So you get a great outcome for a client and they’re like, you’re amazing. Thank you so much. You saved my life. You know, you saved my family. Mmm. What I, what I do is I say to them, Oh wow.
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You know, it was my pleasure. This is what I love to do. Hey, would you be willing if I write up what you just told me, would you be willing to include as a recommendation for me on LinkedIn or to be used on the website or anywhere. Okay. And you know, and percent of the time they’re gonna say, yeah,
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no problem. I write up when I asked them to be recommended in the request, you can write something out and I’ll write out exactly what, what I thought they said. Right? Like, you know, I believe you said you saved my life. You were great. Mmm. And you write it up and say, Hey, could you just copy and paste this in?
55:43
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So you’re, you’re making it, it’s no work for them. Right. So they copy it, they paste it in. You have to make sure they don’t, they don’t make any statements that would be unethical in their own. Right. Like best lawyer in the world or something like that. Um, but Mmm. But typically that’s really not going to be a problem,
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uh, because it is their statement that they’re posting, uh, next time. Okay. Number 12, share content. Yeah. This is just so important. Um, share updates, whether it’s on LinkedIn or on the next slide. Um, you know, whether it’s on Twitter that you’re sharing content, I mean, than 3% of LinkedIn users share on a weekly basis.
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So what that means is, again, if you share, you know, once a week, you’re going to have more visibility in 97% of the people on there. They, they, they did an algorithm to determine, sorry, algorithm. They did a study of determined, the ideal number of times to share in a month, at which point you get kind of diminishing returns for additional shares.
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And you can actually share up to 20 times per month, once each business day on LinkedIn. And you’ll get increasingly more visibility for every share up to 20 in a month. So look, I know once, if you’re going to share 20 times, but yeah, if you could, uh, that would be really ideal. And next slide in terms of visibility,
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especially, you know, so yeah, I’ve done it. Hundreds of firms talk to them about social media. Yeah. And most of them, once I get done talking to him, they’re like, you know what, this makes sense. We need to do this. We’re going to be social. We’re going to share, we’re going to update our profile,
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but we’re going after this. And then I follow up with him a few weeks later and it’s like, how’s it going? And it’s just like, it’s a ghost town. Like no one share it. No, one’s doing this stuff. Right. It’s like, the enthusiasm is like one off, you know? Mmm. And so, uh, if you have an exciting,
57:40
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so it’s really helpful if you have that system. Um, so, um, yeah, this is not really a shameless plug, but it is a little bit of blood. So I created a software called Clearview social, but basically we’ll schedule out schedule out all of your shares for you and everyone else at your firm, um, on a weekly basis.
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And, um, there’s other tools that would do things like this, like buffer and, um, uh, yeah. And the other one is dynamic signal, but if you go to the next slide Mmm. You know, a number of 10, uh, I would have a number for him.<inaudible> and they’re able to send out kind of an email to you like this,
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to there, to their lawyers and everyone there at the firm where they can just hit share all at the bottom of emails they get. And then our software will schedule out your entire week of shares at the best time. So, um, yeah, after training thousands and thousands of lawyers and just realizing that they’re just too busy to get around to it,
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I created this system to just make it easier and to automate it. And, um, the next slide, uh, you know, and it gamifies it and, and, and, and shows you analytics on everything. Uh, next slide. Uh, one more slide. All right. So that’s all I’m gonna say about Clearview social. Um, uh,
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there’s gonna be a chance for you to ask more about it if you’d like more information, but I really, I really want to focus here on just sharing with you information. That’s going to help make you better at all this. Mmm. So LinkedIn, Twitter, and Facebook, they all have algorithms that determine, you know, who sees your content private.
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Um, you may not know this, but if you have a hundred connections on, when you share an update, it’s possible that LinkedIn is only going to show that five to 10 of your network, even if they’re online, right. When you share it, it’s not gonna pop up because LinkedIn is trying to use this algorithm to make sure you only see stuff that you’re likely they care about.
59:41
01:00:04
Next slide. I want to get to share it with you this case study. So I wouldn’t give a talk at a big firm in Houston, Texas, and, um, and they had this nice handwritten note for me and kind of this welcome, welcome gift for me and, and, and kind of an offer for me to go to when I wasn’t speaking of like a green room,
01:00:04
01:00:26
I just thought it was really nice touch. So I took a picture of this and, uh, and I did a few things taking advantage of the LinkedIn algorithm that made sure that this post when viral, and it absolutely worked, I mean, this, this got over 25,000 views. Um, if you, if you click on the next slide, I’ll break this down for you a little bit.
01:00:28
01:00:51
And I, and I’m not trying to like brag about my successful hosts. I want to show you kind of features of, of the successful posts. Right? When, when I, when I, when I took the screenshot, it had 25,000 views. Mmm. Yeah. And that’s probably much higher go to the next slide. So, so here’s the things that LinkedIn,
01:00:51
01:01:12
if you do Lincoln, we’ll see. And w and then we’ll share your content with a bigger, a wider and a wider audience. First off include a personalized comment. So instead of just sharing the article or the event, or whatever your firm’s up to say, like, Hey, this was an awesome thing, because that’s fine. Second thing, tag people and companies.
01:01:12
01:01:35
So if there’s individuals, you just do an app sign and some of their names, you write it and it will hyperlink them. And it’s now going to show your posts to a group of their audience, um, you know, make it relatable. Okay. Like, for example, the reason I, I firmly believe the reason people love the picture I shared about,
01:01:35
01:01:57
you know, this, this nice, welcome gift is that, um, you know, posts that are about like good manners or posts that are about kind of common courtesy, they’re just kind of universal, right. It’s easy to get behind, you know? Um, and then the other thing is the more light she did, it’s kind of a self fulfilling prophecy.
01:01:57
01:02:13
If people like your content more, then Lincoln will show it to more people. And this is the same with every social network, right. You’ve got to prime the pump. So even if you stayed a few people in your, in your office, like, Hey guys, everyone like this, right. It works. Um, generate comments. Uh,
01:02:13
01:02:34
no, even if you get a couple of comments, then more people are gonna look at it and it’s likely that even more people will comment. And then, you know, prevalently can give the most credit to what most will increase the visibility of your posts is if other people reshare it, that’s kind of the biggest things. But if you, if you do all those things combined,
01:02:34
01:02:54
yeah. That’s where it would be really powerful. These principles. Okay. Talking about LinkedIn, but how does very similar to Twitter interface. Okay. So, um, so just to kind of think about those things, um, you know, one of the things I didn’t mention, your hashtags, all the networks, adding hashtag number sign with the topic that you’re covering.
01:02:55
01:03:14
Alright. Uh, probably a couple next slide. So we just got a couple of these left. Mmm. No. Get out of your comfort zone. Well, when I was first, when I first started Mmm. My consulting business, it was like nine years ago after the downturn, you know, I told you the story, you know, my,
01:03:14
01:03:36
you know, my wife, you know, uh, it was crying and I started my new business. And, um, I went to a conference called the super confidential cargo. And it’s affirmed with, uh, a bunch of lawyers went to law firms and a bunch of their clients. And, um, and there was a, there was a session they’re all about the generational divide between millennials and baby boomers.
01:03:36
01:03:55
He gives her this conversation, right? Like baby boomers, they’re like hard work.<inaudible>, uh, you know, the millennials just, you know, want a corner office without ever working for it. Mmm. Anyway, this panel, they were mostly baby boomers and they was just trash talking, millennials. They just trash talking people. Right. They’re going off.
01:03:55
01:04:10
I was kind of re tweeting everything that was being said and sharing it, social media, and it was kind of going viral. People just love it. They’re like, you know, it’s not true. It was misunderstood. I realized it struck a chord. That’s how I got home. I wrote a blog post about it. That was called the title of the blog post was,
01:04:10
01:04:32
you know, white partners don’t understand generation Y and this post went absolutely viral. And, um, you know, uh, not only that the wall street journal picked it up and wrote about it and their article went viral. And, and this, I took advantage of something like that. We’ll call it the last serendipity. So serendipity, uh, it has nothing to do with state.
01:04:33
01:04:54
Yeah. It has to that’s unfortunate accident. Okay. So I put myself out in a place, right. Social media has to send dip and factor in spades. I put myself out there. So there’s a chance me to have more accidents, right. More serendipitous accents. And, and look, if you’re on the sidelines from social media, because you’re cautious,
01:04:55
01:05:19
you’re trying to be safe, right. And you’re missing out on these opportunities for serendipity and you can still be safe. You can be ethical, you can go out there and be very professional. You get a chance to make these connections that are going to lead to business, you know, this unimaginable next slide. So, um, so I have last kind of thing to ship share with you,
01:05:19
01:05:33
but, but you know, we’re almost at a time. So, um, and then I’m going to show you, uh, how you can get a copy of my book. So my first book, social media for lawyers, uh, I, I want to send all of you a free copy. And so if you’d like a copy, right,
01:05:34
01:05:51
there is a, an email address on one of these next slides, but you just email Brian clearly social.com. That’s Brian equity, cushion.com. And we’ll send you a free copy. Um, if you’d like to see a demo of Clearview social and see how it can help your firm, get everyone sharing the social media. Um, you can just say in that email,
01:05:51
01:06:11
we’d like a demo as well. Um, but, uh, you know, we have just three to four minutes. Are there any other questions? Did I say anything that, you know, I don’t know, did you wonder something or, um, or the like, uh, you know, pro probably the most common question I get is, you know,
01:06:11
01:06:30
does anybody really bring in business from LinkedIn? And it’s kinda like, it’s kinda like asking, does anybody in business from a telephone, but, um, absolutely. I get stories every day of people bringing in business and it’s Lincoln, it’s just a great place to stay in contact with people and stay in touch when you don’t have time to be out there shaking hands,
01:06:30
01:06:47
you know, and doing face to face networking. Um, and, you know, we’ve just what I shared with you day, just kind of a starting point, like here’s how to get going on your profiles. Um, and, uh, you know, there’s far more you can do, but, but hopefully this is kind of, you know,
01:06:47
01:07:08
what’s, what’s, everyone’s appetite. Um, uh, like, can we go to the next slide? Uh, let’s see. Uh, did we skip, did you skip a couple there? I didn’t see if it went. Oh yeah. Yeah. So email Brian at Clearview. So Joel, if you want to freak out for the book, um,
01:07:08
01:07:26
and, uh, yeah, and then I know just kind of, I just finished and obviously if you guys have any questions, you can feel free to send them, uh, send them to me as well. Um, you can kind of, the Brian is important to me or even at grade research, that’s my email. Um, but let’s go to the next slide and I’ll just,
01:07:26
01:07:44
I want to tell you kind of the ending, you know, my story. So, you know, lost my job when it, this conference, you know, I got some good visibility when my, when my article, you know, when my blog posts got, um, uh, you know, made the wall street journal. Um, and then,
01:07:44
01:08:00
you know, a few months after it, it’s like, I was just loving what I was doing. My, and my wife, you know, we, we had a baby at home and she’s like, you know, I love how happy you are. Like, it’s great. It’s so nice having you home all day now, but you gotta start making some money or get a real job,
01:08:01
01:08:20
you know, and I didn’t want to get a job, but, um, there, there was one firm up in Minneapolis and only problem was they wouldn’t answer my phone calls because they just laid off half the marketing team in the downtown. And I thought they were a fit for My social media consultancy. But, um, like I said, they wouldn’t take my call.
01:08:20
01:08:33
And so, uh, I jumped on a plane and I flew up there and, uh, and, and I sent a message to the marketing drip, and I said, Hey, I did. I just happened to be in town. Can I have 30 minutes of your time? Uh, unfortunately for me he said, yes, because, you know,
01:08:33
01:08:52
it’s, it’s not out of cash, but, uh, I went up there, I presented this and got it. And just a short while later they brought me in to work on a two month program with, with a dozen of their lawyers. And the two month program was extended to three months and then to a year. And now, you know,
01:08:52
01:09:14
we’re just about to start our 10th year of working with that firm. And in that time I felt hundreds of their lawyers bring in over $10 million of business directly connected to their use of social media, blogging, LinkedIn, Twitter, all that. And I share this story, not to say like, all of you should have gotten started 10 years ago, but I share this to say,
01:09:14
01:09:37
look, they had so much success because they were first and, you know, every firm out there right now, they have random acts of social media. They do a little bit here and there, but if you can get your, all of your organization rowing in the same direction, get them sharing, it’s invisible. That’s what social media can have a massive impact and,
01:09:37
01:09:58
and, and be a start regularly generating repeat business and referrals you’re from. So, um, anyway, really great being, you know, being with you all, thanks so much for bearing with us through the technical difficulties. Um, you know, uh, there’s one more slide here that Ken wanted me to just mention, uh, the, uh,
01:09:58
01:10:17
the, his event coming up, the internet domination bootcamp coming up in Vegas, um, might be a couple of slides down. Um, there we go. So definitely check that out. Uh, not to be missed. And, um, yeah, if anyone has any questions, feel free to email me@adrianatclearresearch.com. Um, but thanks again for having me guys and I hope to use him.
01:10:18
01:10:38
Adrian. We’ve got one question. I think it’s pretty good. One, the question is, are there any advantages to having LinkedIn premium? Yeah. Yeah. Great question. So LinkedIn premium, um, there’s one really strong value add from LinkedIn premium, and that is that if you have LinkedIn premium, you can see almost everyone that’s viewed your profile.
01:10:38
01:10:57
So that’s a value. They also say that if you have premium, LinkedIn is also going to display the results from what you share more prominently. I haven’t seen any evidence about that to suggest that, but then the last thing is you get in-mails, that’s the ability to send messages to strangers, uh, not a super effective veggie for lawyers. In fact,
01:10:58
01:11:16
you know, it’s really easy to run a foul of solicitation, you know, non-solicitation is issues with that. Um, but if you’re a daily active user of LinkedIn, I personally find LinkedIn premium, really valuable, just because I can see who’s viewing my profile and it gives me people that I can follow up with. Cause I know I’m on their mind.
01:11:16
01:11:49
Yeah. Great question. Thank you for that for grasped it. You and the prize for asking a question. All right, folks, are there any other questions you can submit them through the questions window? And if not, once again, I’d encourage you to take a look at the offer that’s being, um, on your screen right now. Use the code IDB webinar 19 at<inaudible> dot org slash IDB 2019 to receive a hundred dollars off the price of the conference and the entire video from the 2018 boot camp.
01:11:50
01:11:59
Any other questions? No. All right. Thanks Adrian. And we’ll see you next time.