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Mastering LinkedIn for Mortgage Professionals · Mortgage Marketing Radio

• 0:00
  What's up, my friend? Welcome back to this episode of the podcast, Jeff Zimper, your
• 0:15
  host. This episode, I'm bringing to you my new friend, Dan Smokowska, who helps the
• 0:22
  mortgage industry win business with LinkedIn. He's a social selling expert. He is part
• 0:27
  of the 40 under 40 ranked professionals and co-author of the Green Book with me and
• 0:32
  multiple other leaders in our industry rethink everything you know about being a next-gen
• 0:40
  loan officer. Today, we are talking with Dan, of course, all about LinkedIn because that's
• 0:45
  what he helps originators and companies do is win with LinkedIn. And what you're going
• 0:52
  here today on this episode is a strategy crash course around coming back to LinkedIn. If
• 1:01
  you've been away from LinkedIn for a while, how to engage, how to leverage some of the
• 1:05
  different LinkedIn features and functions to drive engagement and to build your personal
• 1:10
  brand. And what you're going to hear me and Dan do is walk through a real live scenario
• 1:16
  in which he just recently coast coached a bunch of loan officers on how to leverage
• 1:22
  linked in to drive engagement and conversations with clients and referral partners. A couple
• 1:30
  of key takeaways from our conversation is focusing on products more than people. That is your
• 1:35
  big mistake. So Dan's going to unpack a scenario in which he worked with a loan officer recently
• 1:41
  booked three meetings in a week. Two realtors reached out for coffee and another landed a $1.2
• 1:48
  million deal in the DMs. How did the loan officers do this? They followed the five-day content
• 1:54
  mix as part of Dan's strategy on LinkedIn. We're going to walk you through this on today's episode.
• 1:59
  We're going to talk about how to actually move the conversation to the DMs on LinkedIn. How
• 2:05
  to leverage profile views when somebody comes to check out your profile. What do you do and what
• 2:09
  should you not do? And how to actually go out of the mortgage bubble and stop talking about
• 2:16
  products. Stop making your LinkedIn feed a product guideline. That's not what's winning. What's
• 2:21
  winning is the most human brand. What's winning is personal connections, engagement, meaningful
• 2:28
  interaction with others. So this is going to be a great kind of crash course quick study on how
• 2:33
  to start leveraging LinkedIn and adding it to your place to connect not only with potential
• 2:38
  consumers, remember you want people who have jobs and they're on LinkedIn. But also LinkedIn is
• 2:43
  a fantastic platform to do some targeted outreach both paid and for free to certain individuals
• 2:49
  that you want to reach as referral partners that includes yes real estate agents but also financial
• 2:53
  planets, financial advisors, divorce attorneys and others. So buckle in get ready for this crash
• 2:59
  course on how to win on LinkedIn. Dan welcome to the show. Good to be here. Good to be here.
• 3:07
  It is good to be here today on this historic day Tuesday, November 5th, 2024 election day
• 3:13
  in the United States. How are you feeling, man? Well, I'm glad that we got together because I know
• 3:18
  that we we want to spend this entire conversation talking about both sides of the political fence.
• 3:26
  No, man, I'm excited to be here. It's a big day obviously for a lot of people.
• 3:31
  But I'll tell you what, I'd much rather be sitting here listening to us talk right now
• 3:36
  than been watching this thing unfold on on the news. So I'm having your chat and you didn't take
• 3:43
  the bait. Congratulations. All right. So for those who may not know who you are and what do you do,
• 3:49
  what would you like to share with the listeners? Yeah, so my name is Dan Spokaska. I've been in the
• 3:55
  mortgage business for 13, 14, somewhere around their years. Right now, I've kind of had my sort of
• 4:05
  a history within the mortgage industry. It was in sales. I was in leading marketing teams for
• 4:11
  some mortgage companies. The last couple of years, though, I've been out on my own doing my own
• 4:17
  thing mainly proclaiming the good news of LinkedIn and social selling. And so it's been a lot of
• 4:26
  fun. What sort of my passion is is to help people, sales teams, and that's like mortgage
• 4:33
  companies, that's loan officers, that's CEOs, that's tech sales in the mortgage space,
• 4:39
  be able to generate revenue through LinkedIn. I think it's the most powerful platform in the world.
• 4:47
  That's what I've been up to. And that's what I love. Okay. So thank you for that. A lot of people
• 4:52
  listening. I don't know where they're at. We're at various stages of responding to, right? LinkedIn
• 4:58
  as a primary platform. Is there any context or reasons why you're putting that at the top of the
• 5:05
  platforms? You know, it's the top for a couple of reasons. First off, it's the top for me in particular
• 5:13
  because that's the platform that I went all in on and it experienced it for myself. So I took,
• 5:20
  you know, two and a half years or so of just trial and error and trying to figure out how the thing
• 5:26
  works. And then just like pretty quickly seeing like doors that I didn't even know existed,
• 5:31
  start opening, and just some really big opportunities. And so I became a fan and really just pushing
• 5:43
  the platform early on just because I had so much positivity from it. On the other end though,
• 5:52
  like so that's like a personal. This is the experience that I have. You know, this is not theory,
• 5:56
  but practice, all of those things. What I have seen from just like the overall landscape of social
• 6:03
  media is that LinkedIn is in this prime position to be able to help whoever it is build a brand
• 6:13
  and to get eyeballs on their content. And it's positioned that way because the other platforms
• 6:19
  are very crowded. So if you think about Instagram and Facebook, those platforms are much older and
• 6:27
  have been around for a while now, there's a lot of creators creating content. And so it's harder
• 6:34
  to get the right eyes that you are wanting. You don't have that on LinkedIn. LinkedIn is sort of
• 6:42
  open. There's less than one percent of the people who are on LinkedIn who have an account that
• 6:49
  are actually creating content. And so if you're looking at the opportunity just from a pure numbers
• 6:55
  standpoint, you get a lot more bang for your buck on LinkedIn than you do on any of the other
• 7:02
  platforms. Okay. What would you say or how would you respond to those listening or maybe the
• 7:12
  existing belief around reaching consumers, consumer direct, if you will, to use that lovely term
• 7:21
  in air quotes. Because that's I think been the card played for a long time is the reachability
• 7:29
  to the mass population of consumers. Let's just take that. We'll take referral partners in a minute.
• 7:34
  But how would you address that? Yeah. I mean, is LinkedIn more suited for B2B? Yes, it is.
• 7:46
  But it is gaining a lot of traction for the consumer as well. And the platform is growing in
• 7:53
  popularity. One thing that I always tell people is like the people that you are trying to
• 8:00
  trying to reach the consumer, they all have jobs. Most of them anyways. And they like you
• 8:09
  likely have the ones you want at least. So they're there. I mean, they are there. And as the platform
• 8:18
  continues to grow in popularity and users, they're just going to be there more and more and more. So
• 8:25
  they're 100% there. Most of the time people argue that they're not are people who are not on LinkedIn
• 8:31
  and not experiencing it for themselves. It's just either a thought that they've heard or they're
• 8:34
  using data from a long time ago, like when there used to be very few. But it is growing and
• 8:41
  growing and growing and a lot more attention has been on this platform. And so they are absolutely
• 8:46
  100% there. All right. What would you say is different in terms of rules of engagement on LinkedIn
• 8:54
  as compared to the other big two. Let's just take Facebook and Instagram. I'm going to set
• 8:59
  YouTube in its own category and TikTok and it's different categories as well. But what would be the
• 9:03
  differences for somebody to be aware of? Okay. So this is this is the cool part. The main
• 9:13
  difference is that you have platform like Facebook. It's very much sort of a hodgepodge.
• 9:20
  Didn't think I was going to use that word. But just just mixture of of people and goals and what
• 9:27
  they are using the platform for, right? Like you can think of it. If you get on your own personal
• 9:32
  Facebook, Facebook feed, it's going to look a lot different than somebody else's, right? You're
• 9:35
  going to have like, you know, political speaking of today, right? Political conversations, like
• 9:41
  slash arguments and people hating each other. And then maybe you get the neighborhood lady who's
• 9:46
  like, if another dog craps in my yard, you know, you're going to have all these like just random
• 9:51
  different conversations going on. And then you get on to Instagram. Instagram, you're going to
• 9:56
  like have a lot of reels and you're going to have, you know, funny stuff. It's going to be
• 10:01
  curated towards your likes and not your dislikes. And so I would say those two platforms are very
• 10:07
  much like sort of a catch all. If you like business, if you like being sold to, then there might
• 10:12
  be some things on there like that. LinkedIn's the only platform that people are ready to do business
• 10:16
  and to talk about business. So I mean, you've already you've already moved forward a notch in the,
• 10:24
  you know, in the funnel, ultimately, because everyone's primed and ready to have those conversations,
• 10:29
  even if we think DMs that we get from all these bots and what are annoying, they absolutely are,
• 10:35
  but real conversations on these things, people are ready to have them. I think also too, when
• 10:40
  it comes to reaching people, right, that are ready to, to quote unquote, do business professionals,
• 10:46
  people who are probably gainfully employed, you could argue that the professionalism is maybe
• 10:53
  ratcheted up a notch on LinkedIn in terms of type of user interaction, perhaps. But I like to talk
• 11:02
  to this degree you want to. There are other ways to, there's other features in LinkedIn. For
• 11:09
  instance, if you have the LinkedIn navigator kind of premium upgrade, that turns on a bunch of
• 11:14
  different things from a search capability, from a targeting capability. Do you want to perhaps
• 11:20
  highlight any of those that you might think are relevant? Yeah, I mean, it gets, it gets pretty
• 11:25
  in depth on that stuff. So you can take it as far as you want kind of on these, on these different
• 11:31
  tools that it has, you know, with a sales navigator, it comes with a little bit of a price tag. So
• 11:36
  you have to really, you have to really have like a goal, you know, with that. But some of the cool
• 11:41
  features that that you do get, kind of goes back to your other question. And this could actually be
• 11:47
  both a, you know, a B2C and a B2B question. It's like, is the audience that I'm looking for
• 11:53
  and searching for, which we'll call the ideal customer of whoever it is? Are they on LinkedIn?
• 12:00
  And that's just question one of two. The second one is, are they active and engaged in LinkedIn?
• 12:07
  And so there's very, there's a number of ways you can kind of figure out if that's the case or
• 12:11
  not the case. One of the cool features, though, with sales navigator is that on the search filters,
• 12:17
  you have a lot more filters to add to try to narrow down who it is you're reaching and get that
• 12:23
  ideal customer. One of the cool features that it has, it's more recent than it has been.
• 12:28
  It's one of the newer features is that you can actually put has, you know, recently
• 12:34
  active on LinkedIn. And they keep changing the number, but I think the latest number is like,
• 12:39
  have they posted within the last 90 days. And so you can get a curated list of people who are
• 12:44
  actually utilizing LinkedIn, engaging and so that you know that if this person, if this decision-maker,
• 12:53
  if this referral partner is somebody that you can actually utilize this platform for to
• 12:57
  actually reach out and go to. So there's a number of things like that. That's a big one.
• 13:03
  Yeah, that's a big one as well as geo-targeting, right? You can target by, I forget how granular it
• 13:08
  gets. I think it was counties. Counties actually is free if I recall. And you can even do zip codes,
• 13:15
  I believe, with the paid version. So why I wanted to highlight this is because I'm my assumption is,
• 13:22
  and I'm only basing this because I have interactions with people. So my assumption is is that or my
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  feedback is that there's a lot of people that are unaware of the additional functionality on LinkedIn.
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  That's available to some degree on a free account. And then if you want the navigator version,
• 13:38
  which I think is like a hundred bucks a month, to open up the whole world of possibilities for targeting.
• 13:44
  For sure, for sure. I mean, and you've got to think these are also like, when we'd say targeting
• 13:49
  on these things, they have paid ads on LinkedIn, but like what I preach and what I talk about is
• 13:55
  really the organic stuff, the non-paid stuff. And so you're able to filter these things
• 13:59
  to people that you can actually use your own like mouse and click and go to their profile and
• 14:05
  actually reach out to the real person person to person. So it's huge. It's huge.
• 14:11
  Well, let's think about this now. Let's okay. So we mentioned consumer direct and write people
• 14:14
  of jobs, people that you can kind of identify by job title and different things like that.
• 14:18
  And so I think about this like if I'm specializing in doctor loans or if I'm specializing in
• 14:23
  first responders, right? Then I want to be able to find where those people are. And so LinkedIn gives
• 14:28
  you some additional functionality. So this is now a dotted line over to the referral partner side
• 14:33
  of things. What would you want to say around if I'm hunting referral partners? This could be
• 14:38
  realtors, it could be financial advisors, any pointers around that. Yeah. Yeah. So they're all
• 14:45
  there to varying degrees, right? I'm not going to pretend like LinkedIn has 100% of your
• 14:52
  realtor partners that are actively engaged in consuming it all the time. But
• 14:58
  what I will say just from my experience in working with a number of mortgage companies and
• 15:05
  loan officers is that there are depending on your area, there are real estate agents that are
• 15:14
  active and available on the LinkedIn platform. But there are a number of other really good
• 15:23
  opportunities for finding financial planners and accountants and divorce attorneys. And so
• 15:32
  what I typically tell loan officers is like your area, your local like regional kind of like
• 15:42
  strategy, it might look different and probably will look different than the person in another area,
• 15:48
  right? You might have a whole bunch of realtors that are active in engaging on LinkedIn here and
• 15:53
  maybe not over there. And so it's really just like trying to identify who that that target audience
• 15:58
  who would be most beneficial to your business and then utilizing the search features within LinkedIn
• 16:05
  and or sales navigator to really target and hone in on who they are. But 100% they are on there
• 16:11
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• 16:17
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• 16:21
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• 16:27
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• 16:33
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• 16:38
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• 16:43
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• 16:48
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• 16:59
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• 17:04
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• 17:11
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• 17:15
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• 17:21
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• 17:26
  for mortgage pros just like you. So if you're finally ready to grow your agent referrals without
• 17:31
  chasing and have fun doing it, check out mortgagemarketing.pro today. What about the types of content
• 17:39
  that works well? On the other platforms right there everybody seems to be kind of leading,
• 17:44
  leaning in to video. Obviously how does that skew across LinkedIn in terms of different content
• 17:49
  types? Yeah, it's a little bit of a, at the moment, it's kind of hit or miss on the video.
• 17:57
  Like video has just been a very recent push. If you've been on LinkedIn for very long, you'll notice
• 18:05
  that that video is is kind of coming in and integrating into your feed more. And now when you click
• 18:12
  on a picture, you'll see like a notification that says swipe up for video. Those are things that
• 18:17
  are very, very new. And so there's a concerted effort on LinkedIn's part to start prioritizing videos
• 18:27
  to the point that it actually takes over the traditional text-based post. I don't know that
• 18:36
  we're not there yet for the most part. A lot of times I'll see video content and not perform as
• 18:45
  well as written content with like an image. Yeah, sometimes carousel posts do really well.
• 18:51
  What I have found and it changes, it always changes, the algorithms always being worked on and
• 18:57
  updated. But right now, what I have seen is just your caption matters. So what you write and
• 19:06
  needs to be informative and needs to, to be more of a story instead of you kind of preaching a
• 19:13
  message, you need to show what has worked for you. And then I always like suggest a picture,
• 19:19
  a selfie picture, something that puts your face in the picture, something that kind of breaks up
• 19:25
  and is a little different than what you would normally see so that it makes people like stop
• 19:30
  the scroll for a second and really check out what's going on. But video is becoming more and more
• 19:37
  popular. So don't think that it's not a priority right now. It's just kind of in this like in
• 19:44
  between stage of really taking off on LinkedIn. Yeah, that's a good summary. I as well say the same
• 19:51
  thing as a combination, which is actually probably for some refreshing in that you can actually post
• 19:58
  written content that gets engagement where everything doesn't have to be on video. It's kind of
• 20:06
  like you have a newsletter, right? Is it win weekly? Is that the newsletter? Yeah, yeah. So that's
• 20:13
  your newsletter, which by the way, we're going to link up your profile in the show notes. Everybody
• 20:16
  should be subscribing to your newsletter, right? Everybody, yeah. Okay. You have a, this is why I
• 20:24
  want people to subscribe to the newsletter because these are all new skills. We're all trying to
• 20:28
  learn. We need to get educated myself as well. This is how I learn. I talk to cool people like you
• 20:32
  who are doing stuff or a 10% front of me and I just draft you, right? And I just figure out,
• 20:36
  oh, here's what Dan's doing and I can apply what he's learning. So win weekly is one of those
• 20:39
  newsletters that I definitely learned from. Would you mind there's a story you have in here
• 20:45
  from a few weeks ago about the your weekly win three realtor meetings booked last week from LinkedIn.
• 20:52
  And these came out of some allos you're coaching and there was like a five day content mix. You
• 20:56
  don't remember referring to there? Yeah, yeah. So we're doing I want to say that that was the cohort
• 21:03
  related. Okay. I don't want to put you on the spot, but I'm happy to bring it up and share it
• 21:09
  or reference it if you need some is this was back in the end of October, but it looks like you had
• 21:14
  a five day content mix. So it was like, if you don't mind, I'll walk you through it and then you can,
• 21:17
  you can put the cap on this. Let's roll. But what you, I mean, all it says here is like
• 21:23
  one L.O. booked three meetings in a week. Another had two realtor's reach out for coffee. Another
• 21:27
  landed $1.2 million deal in the DMs. So what did we do differently? Here's the breakdown.
• 21:32
  Five day content mix. Monday, market update, but not just rates, Tuesday, client success,
• 21:36
  Wednesday, educational posts, Thursday, behind the scenes, Friday, personal story or industry hot
• 21:41
  tick. What's happening there, man? Yeah. What are you doing? So this post is all about like how can
• 21:48
  you put a framework in place to where you're consistently delivering content to your audience?
• 21:53
  And where it's not the same content all of the time, right? And so so it's like figure out what
• 22:00
  the days of the week can look like so that you're not just coming in blindly trying to figure out
• 22:07
  what to post the day of. It's really, really difficult to do that. Nobody does that. Really,
• 22:11
  then come on. I don't either, right? It's and so you're one, you have these kind of frameworks in
• 22:19
  place. You can absolutely like pivot from them. But if you know the hey, like, I'm going to add
• 22:24
  some personal stories in here as well. I'm not always going to talk about products. In fact,
• 22:28
  I am of the belief that you should rarely talk about products. All of the things that compliance
• 22:35
  gets on to you for, I don't even think we should be posting about them. So I have kind of just like
• 22:39
  funny view of compliance that I actually think they're trying to help you from terrible content.
• 22:43
  And so if when you show stories of who you are, your personality, if you have a family,
• 22:52
  you know, things you do with your family hobbies that you're in, that makes you immediately more
• 22:58
  more human and it makes you immediately more to a certain audience relatable. And so
• 23:05
  that's really what the framework is set up as. It's a set up to just give you some kind of plan
• 23:09
  to be able to take and to be consistent because the consistency that gets the result. It's not one
• 23:15
  post. One post never gets you a result. If it's by itself, great, you might get a couple of
• 23:23
  likes, but it's the posting every day, posting every week, whatever that looks like. It's the over time
• 23:30
  that action compounding into being a known trusted face within your small corner of either your
• 23:40
  community or the internet, right? And that's what works. Yeah. Well, that goes back to what we
• 23:45
  all we've heard that example of how many touch points does it take for somebody to agree to a
• 23:50
  meeting or connect or whatever. And it's, I mean, earlier today I heard it was 16. One could argue
• 23:55
  it's higher today. But let me let me go back to this thread of this. This is very instructive of
• 24:00
  if you're listening right now, this is actually a good case study. And why you should subscribe
• 24:05
  to Dan's newsletter when weekly. So we unpacked the five day content next to strategy.
• 24:12
  And then what I love here is profile views. So when somebody checks out your profile, you can
• 24:19
  receive notifications that somebody checks out your profile view. Now, the question is what do you do
• 24:24
  with that? You make a comment in this newsletter that says they're basically raising their hands
• 24:29
  saying I'm interested if they go look at your profile. They're curious. Hey, who's this guy Dan? He
• 24:33
  posted something cool. I want to check it out. That's like looking in the window, right?
• 24:39
  Here's I love this takeaway this lesson. The example of the loan officer message. So let's just
• 24:45
  say Dan's the realtor Dan came and looked at my profile on LinkedIn. I got a notification of
• 24:49
  like here's my history of profile views in the last week or whatever. Well, I can DM I can send a
• 24:53
  message to those people. And in this case here, this example is hey, Dan, thanks for stopping by my
• 24:59
  profile. Saw that your realtor and Dallas, if you ever need a second opinion on a tough loan
• 25:03
  scenario, I'm your guy. Have an awesome Tuesday. Like that's just it. Boom, plant seeds.
• 25:09
  Boom. Yep, plant. That's what it's really it's what it's all about. Just plant those seeds. And
• 25:15
  I think so many times we're trying to get the quick, you know, deal or the quick referral partner,
• 25:21
  but like you guys rush to the date. Yeah, it's just like you you nobody nobody works that way
• 25:28
  in real life. Um, right. Relations to drive business. That's the classic. That's why I said the
• 25:35
  window shopping thing is just like, you know, when the when the retail salesperson says, right,
• 25:40
  hey, can I help you? What do you say? I'm just looking. Just looking. That's all they did by
• 25:46
  looking at your profile is say, I'm just looking. You're just saying, Hey, if I can ever be of
• 25:50
  assistance, I'm here. You're not saying, Hey, we got a special today, right? 20% like man,
• 25:56
  just chill, you know, yeah, just just just calm down. And here's what's weird. Um, and maybe
• 26:06
  it's not weird. Maybe it's just like weird after you've kind of like experienced it,
• 26:11
  social media a little bit more. But I think like a lot of times the the the view for people and
• 26:17
  you see this a lot in like the people who go in and just leave like really like hateful comments
• 26:22
  and stuff. There's just there's this like thing about social media that because it's online
• 26:26
  because you can't see the face of the person and you're not in front of them, like physically
• 26:31
  in front of them, the somehow they're not like a real person. And we do this in a positive
• 26:36
  and a negative way, right? We're like, well, we'll we'll get out there. We'll say mean things or
• 26:41
  or even like we just like go do conversations like in sales that we would never do in person.
• 26:47
  And so what I try to help people like realize is that like this should be treated like a real
• 26:53
  networking event like if you're trying to get, uh, if this is like a referral partner kind of play
• 26:59
  or like if you're an executive at a company mortgage company that's trying to bring on new loan
• 27:03
  officers. Um, you know, this is this is your networking floor. And you're going into the event
• 27:09
  the cool thing about this event is it's a 24 seven. Uh, there's no end to it. Um, it's free to get
• 27:15
  into. Um, and and and it's you get infinitely more people that you can connect with. Um, and so
• 27:24
  it's the best networking event in the world. Um, and you just have to come knowing that
• 27:31
  the same rules that apply in person apply on here. And so if you are going to build a relationship
• 27:38
  which is fundamental to what it is to do business with a person who somebody's going to
• 27:43
  entrust let's say real estate agent into their buyers to you to be the lender where their name is
• 27:49
  now on the line. Um, that is going to take a little bit of time to get to that point. And so be
• 27:55
  yourself. Stop pushing products and rates. Um, people want to work with people not companies. Um,
• 28:04
  and you know, honestly, we talk about window shopping. People maybe sometimes are there because
• 28:10
  there's a big sale. But when they get in there and they start looking, they fall in love with,
• 28:14
  you know, something that fits them well and looks good on them. And yeah. But what brings them into
• 28:21
  the quote store, right? So it's going to be this is what you're talking about. It's a combination of
• 28:25
  your content and to your point you just made which is get out of the mortgage bubble. Um, yeah.
• 28:30
  And this is I think an important thing to highlight because I think there has been a perception
• 28:34
  for some time that LinkedIn is quote all business and wasn't the place to be personal that like I've
• 28:39
  seen in the past over the years that you may have seen this too, where somebody comments of like,
• 28:43
  hey, that's not for this platform. That's for Facebook, right? You ever see that? Yeah. Yep.
• 28:49
  Absolutely. 100%. But it's changing, right? Because like you said, people crave human connection.
• 28:55
  Yes. Yes. In fact, if you the LinkedIn as far as the company is concerned is very much pushing
• 29:06
  the the real authentic person, not the fake buttoned up, never has anything going on in their
• 29:15
  personal life kind of person. So you can see that spilling over to video content. The ones that
• 29:20
  typically perform better are the ones that are not like a movie that's been, you know,
• 29:25
  professionally added and created. It's the raw real videos. Same with content, the content that
• 29:31
  shares a story and, you know, maybe even like shows that you have a family and you're not even
• 29:36
  talking about businesses time. Right. You're just talking about how you try to unwind in a certain
• 29:41
  way. Those are the posts that do really, really well. Those are the posts that LinkedIn really
• 29:45
  is pushing. Hmm. Well, to put a cap on this, to finish out this thread, talking about sharing more
• 29:53
  of the personal side of things is you had an L.O. post about coaching his kids soccer team. 42
• 29:58
  comments, three realtor coffee meetings booked from a soccer post. Soccer post, man. Now just
• 30:05
  just to just to put some clarity there, right? If you were to do the soccer post just one day
• 30:12
  decides to do it, probably doesn't get those results. But, you know, being consistent over time
• 30:18
  and then dropping in some of those things over time, that post is what really, really sparked those
• 30:25
  conversations and got some real stuff in the door. And it's just awesome to see that.
• 30:31
  Well, I mean, it's networking at scale. It's relationships and connection. And this is the way
• 30:36
  we do it outside of being face to face in person today. And kind of to our point earlier about
• 30:42
  how many quote touches, how many engagements, how many, you know, six second, 30 second views.
• 30:49
  Does it take to build that emotional bank account connection so that at some point, right? That
• 30:55
  ask or the reciprocation is going to happen because you've made those investments in those connection
• 31:01
  points, those human touch points as well as the educational side, right? The content side,
• 31:07
  which is, oh, this person's a professional, they're knowledgeable. It's the combination of both,
• 31:11
  right? People like to do business with people they like. They do. Very, very, very much so. And
• 31:18
  just got to do it. Just got to get out there and put in the work. And it's really, listen,
• 31:23
  it's not just about content. It's about engaging with other people. It's about
• 31:27
  DMing them and just like supporting them and supporting their content. There's a lot of
• 31:31
  reciprocity going on on LinkedIn. And so just just get out there and try it. Don't be afraid
• 31:39
  to get out there and try it because I promise you the rewards are significantly greater than any of
• 31:44
  the bad things that could happen. People don't care as much as we think they do about how we
• 31:49
  write our content from like, I can't believe he wrote this standpoint. They care a lot more about
• 31:54
  you putting yourself out there and being relatable. Very good, very good stuff. So if you're listening,
• 32:00
  what do you do from here? Well, if you've been ignoring LinkedIn, come back, check it out.
• 32:06
  Join the conversation. Start to engage. Start to be intentional. And we're not saying a band in
• 32:12
  the other social platforms. But maybe as difficult as it is, I know, start to carve out whatever that
• 32:18
  you know, frequency is per week. Start, I mean, what would you say? What advice would you give to
• 32:25
  people who are kind of coming back to or maybe trying LinkedIn for the first time? Let's give them
• 32:28
  the quick 60 second. Here's how to get started. Yeah, what I would do is I would, this is going
• 32:36
  to sound funny, but I would, I would go find myself. I would connect with me. I would DM me.
• 32:44
  Hey, Dan, saw you on the podcast. I would love to get started with LinkedIn. Can you give me the
• 32:52
  list of the top people in the mortgage industry to follow and engage with? And I will send you over
• 32:58
  a list of those top people. And then you can start engaging with these people, connecting with them,
• 33:04
  seeing how they do it. Because really what it is is you want to talk, you want to follow some of
• 33:09
  these people who are a little ahead from where you are so that you can, you can learn how they are
• 33:15
  doing things, how they write content, how they engage with others. For me, I post tips and strategies
• 33:21
  all the time on it. And there's other people out there that do the same thing. And so really trying
• 33:26
  to figure out who those are is a great first step. And then if we're, if we're connected on LinkedIn,
• 33:32
  you can DM me anytime. I answer every DM and I'll make sure to take good care of you.
• 33:38
  That's awesome, man. So once again, Dan's LinkedIn profile as well as others will be in the show
• 33:43
  notes where you can go follow him. Let him know. DM him that you heard him here on the podcast.
• 33:50
  And take it away from there. I guarantee you you're going to be pleased with your engagement with
• 33:54
  Dan. I mean, you and I have only been connected for a certain period of time. And you're already on
• 33:58
  the short list as well for me learning from. So thanks for leading from the front then.
• 34:03
  Appreciate it. Yeah. Absolutely. All right. Absolutely. So listeners, I hope you like this episode.
• 34:08
  If you do follow Dan, leave us a review. If you got a moment, just go on your mobile phone right now,
• 34:12
  find the little link where it says, Hey, like this podcast, leave us a review. That helps us reach
• 34:16
  more people. Dan, thanks for your time, man. Thank you. Okay. That's it for today's episode.
• 34:22
  Before we wrap up, I just wanted to remind you about my agent classes. Your proven system to
• 34:27
  double your agent referrals in just 90 days. Imagine never having to co call again, instead building
• 34:34
  real lasting relationships with top-producing agents who want to send you business with done for
• 34:39
  your presentations, marketing automation, weekly coaching, it's all designed to make growing
• 34:44
  your business easier and fun. So if you're ready to take control of your agent referrals and
• 34:49
  grow your income, visit mortgagemarketing.pro or check the link in the show notes. And while you're
• 34:53
  there, don't forget to check out the success stories from other mortgage pros who've already seen
• 34:57
  incredible results. Thanks for listening, and I'll see you on the next episode.