Latest / Mortgage Marketing Radio / Ep #115: How To Grow Your Influence and Get Leads on LinkedIn

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Ep #115: How To Grow Your Influence and Get Leads on LinkedIn · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
real estate agents is essential for success.
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However, finding effective ways to secure agent relationships can be a challenge.
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With so many mortgage loan originators vying for the attention of real estate agents,
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it can be difficult to stand out and establish meaningful connections.
0:20
Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
This has closed a remarkable 36 million in funded loans from agent referrals.
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And in this case study, he shares his proven strategies for building strong relationships
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with real estate agents and leveraging those relationships to drive more business.
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To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
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You'll find actionable insights and practical tips that Chris used to close 36 million
0:52
in funded loans from agent referrals and how you can, too.
0:56
Don't miss out.
0:57
Go check it out right now, visit LOKestudy.com and download your free copy today.
1:17
Welcome to Mortgage Marketing Radio.
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Brought to you by the Mortgage Marketing Institute, your number one source for truth
1:24
in Mortgage Marketing.
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And that is called LO Launch.
2:21
LO Launch is a six week small group intensive deep dive boot camp Navy SEALS.
2:27
If you want to call it where we are going to dive deep and help you get your business
2:32
to the next level here in 2019.
2:35
So we're going to dive deep on the most, the number one request I always get from loan
2:38
officers is how do I get more success with real estate agents, right?
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How do I get in front of them?
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How do I get them to notice me?
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How do I have a compelling value proposition?
2:47
Get more meetings, FaceTime, ultimately get more referrals, get more loyalty and things
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like that.
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Well, that's one of the key things we're going to be talking about.
2:55
But also, I'm going to bring to you lessons I've learned from interviewing over a hundred
2:58
of America's top producing loan originators going to share some of those strategies and
3:03
tactics and business plans for you to implement on a weekly basis.
3:07
So at the end of six weeks, here's the goal.
3:09
You've got a system, a plan, a blueprint and action to support you getting to whatever
3:14
level it is that you want in your business.
3:16
We're going to work on your personal mindset and your self identity and a lot of other
3:20
cool bonus items that are going to be coming that I don't have time to tell you about
3:23
right now.
3:24
But here's how you can learn more depending on when you're listening to this.
3:27
We may have the founders coaching a group launched.
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So if you want to learn more and get in on the initial group, the founders group, you
3:35
go over to L-O launch dot me.
3:38
That's L-O launch dot me.
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That's where you go to learn more there.
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Okay.
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So secondly, as I also want to tell you that I am a proud member of the industry syndicate,
3:49
which is real estate's first media network.
3:52
So if you're looking for access to more good content, coaching, shows, podcasts, Facebook
3:58
lives and things like that, right?
4:00
That network over there is growing rapidly in terms of content providers at the industry
4:04
syndicate.com.
4:05
So go check them out.
4:07
You can of course always search industry syndicate.
4:09
You should get them coming up for you on the web when you search for them.
4:14
So there's that.
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All right.
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So let's talk about my very special guest today, Miss Judy Fox, Fox rocks, and who is Judy,
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other than just an incredibly wonderful, warm, humble person who is blowing up linked
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in doing some incredible things.
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She's a video and content strategist.
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She hosts her own podcast.
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She's a speaker.
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She is what her claim to fame actually, reason why I want to have her on is because she
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has logged, you know, received well over three million video and content views on LinkedIn
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in 2018.
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Over three million, right, video views in 2018.
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I mean, folks, that is blowing up in a big way.
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And Judy is one of those few people who actually does understand how to leverage LinkedIn
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to grow your personal brand, to grow your influence, to create engagement and connection
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with the right people, and most importantly, in the right way.
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You probably see a lot of people do what I call brand burn on LinkedIn, meaning they are
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spamming people, sending the wrong messages, not engaging properly, and in some cases even
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automating the, you know, contacts that they want to convert to relationships on LinkedIn.
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And so we talk about all that kind of stuff.
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We talk about best practices.
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And we really just have a nice organic conversation about how you decide where you spend your
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time in terms of social media, in the various platforms, and you'll hear some compelling
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reasons why LinkedIn should be high on that list, especially considering some of the enhancements
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that are rolling out to LinkedIn, which you'll hear about from Judy because she was at LinkedIn
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corporate just a week before we did this.
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And she has got her finger on the pulse of what's coming for LinkedIn and how you can take
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advantage of it.
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And anything we talk about on our session with Judy, she's got her own LinkedIn coaching
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group that she's rolling out here in April.
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And I'm actually a part of that going to participate.
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So there'll be links in the show notes to be to check out more about that.
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If you want to go to her website right now, you do so at judifox.com heads up.
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It's j-u-d-i-f-o-x, judifox.com, Fox rocks, this episode rocks, listen, take notes, listen,
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do it again, guarantee you're going to love this one.
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So let's get into this week's show.
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Judy, welcome to the show.
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I'm so excited to be here.
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I'm so excited to finally have you on.
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You are just blowing up on the internet.
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And I don't know how you make time even for a little of me, but we are grateful for it.
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So for the listeners who want to know who the heck is Judy Fox, what's she all about?
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Tell us.
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I am a video and content strategist specifically focused on getting you results on LinkedIn.
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Hmm.
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All right.
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And LinkedIn seems to be bubbling up and people's radar a lot lately.
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Why is that?
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Is there something in the water?
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Or why is that coming up?
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LinkedIn.
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A bunch of things happened, but in a row, LinkedIn was purchased by Microsoft.
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And then they added video capabilities to upload video natively by natively, like directly
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to platform.
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You do not need to upload and put them from YouTube or video.
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You can just put them right on LinkedIn and they added so many more features.
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They're constantly updating the platform.
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I was at LinkedIn last week, the headquarters.
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And there is so much good stuff that I cannot say what is coming down the pipeline, but
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I know it and I'm all in.
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All right.
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I'm going to make a note of myself to ask you something in a minute.
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But before I do, um, yes, I want to speak in a video on LinkedIn.
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You know a thing or maybe three million plus things about video on LinkedIn.
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I'm reading a stat, tell me if it's accurate, you hit three million video views in 2018
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on LinkedIn.
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Yes.
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Yeah.
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That was three million.
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I mean, it doesn't even count all the number of people who tagged me, who saw my hashtag.
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I mean, it just, it's, it's scratching the surface, but that was literal counts of views
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on my content.
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All right.
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So what, how do you get that many views?
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What did you do to get so much buzz?
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There's so many pieces of the strategy that you put together and all the pieces of the
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puzzle.
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I think was that just one video?
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No, no, that was not one video.
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That was content throughout the year.
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Okay.
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Got it.
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Thank you.
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Um, I think the first thing about LinkedIn is that you commenting on other people's content.
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So me going over to your profile and your content and making a very good comment on your
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content.
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So I turn around, you do three tips of whatever, you know, do a video.
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You've got three tips.
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I add three more and I say in the content of your video, I add, oh, and if you do XYZ,
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that turns into content for the platform.
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And sometimes, and I have seen the bigger you get, the more you provide value on the platform,
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people will see your comments on the platform and will actually like, and sometimes you
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can get up to 100 likes on your own comment on your post.
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So our likes worth something unlike they've become perhaps less important on Facebook,
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right?
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Where it's all about comments.
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I definitely think the likes and comments are very valid still on LinkedIn.
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I don't know all the things about like Facebook or Instagram as far as how they're driving
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traffic or how they reflect on your sales and your return on investment.
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But it 1000% it matters on LinkedIn.
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Well, it seems like, and this is a kind of a teachable moment for everybody, it seems
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like these, these social platforms are really moving towards as, you know, Zuckerberg says
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engagement, right?
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And engagement is really comments and having a discussion.
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So we're seeing that on Facebook, you're just pointed it out clearly on LinkedIn.
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It's the same as true on Instagram, you know, it's like we talked about Chelsea Pights,
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right?
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Before we went live, she's awesome.
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She was on a podcast and she's the one who first kind of educated me on that, whatever
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she calls it, the drive by high five or drive by like or something, you know, we're just
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like the thumbs up and you're out.
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It's like, no, having a meaningful comment, that's what really drives engagement for you.
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Yes.
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And at this point, and I go along with the same strategy that I hear from people who have
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gotten really, really big.
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And I'm on my path.
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If you spend the time writing back to every single comment, you're going to go further.
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First of all, you're sending a signal and a message who cares about the algorithm.
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Let's throw the algorithm out the window for a minute.
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You're literally treating human beings as human beings because each person is a valid person.
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They have spent their precious time and energy giving you a comment.
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You almost owe it at this point to give them love back.
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So if you're starting and I hear this from YouTubers, I hear this from every single platform,
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you've got to spend time in the comments.
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And you have to, honestly, the more you comment around the platform on LinkedIn, the more
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you'll drive traffic to comment on you.
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I mean, show interest to other people and they'll show interest in you.
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And you know, we're not perfect at it.
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I've had to step away for a couple of months because I needed to work on the business side
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of my company and, you know, going all in on getting those views is different than the
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business side.
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So if you're doing it all, you have to start to build that balance.
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But now I'm back on and I've said, hey, guys, sorry, I'm back available.
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And I'll make comments now and live and breathe in the community.
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But that's what it's about.
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You've got to be alive in the community.
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Yeah, I think the message I'm hearing there, and like you said, other people, it's echoing.
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And then I'm trying to relate to my listeners, which I'm glad to have you on, is these social
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platforms, air quotes, social platforms are meant to be just that social.
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They're not meant to be a spectator platform, right?
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But they're meant to be engaging and socializing, which means talking and everybody matters.
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Yeah.
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That's that's a good point.
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Actually, excellent point.
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That's like everyone wants to be seen and heard, even the people making the comments.
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They want to be seen and heard.
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Well, I know.
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Think about it.
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So you and I, we're on a similar path in a journey in terms of like building our tribe,
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if you will, our brand and all that stuff.
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And yeah, I mean, it feels good when we get a comment because you feel like, oh my god,
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I work matters or whatever, right?
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But the same is true for the other person who's maybe not trying to do that.
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They're just commenting on their day, perhaps.
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And so if you think about it, all those people, and again, I'm thinking from the LinkedIn
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platform, yeah, if I was able to not spend time commenting and replying to everybody's
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comment.
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But what if I actually spent the extra time to go click on each of those person's profiles
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and comment on their last piece of content?
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I mean, that's some serious, that's some serious time on the platform, but that's honestly
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a lot of what I did for a very long amount of time.
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And I'm not saying I won't go back to it.
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It's just, it is a lot of work.
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I mean, I won't say it's not.
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It's a lot of work.
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Yeah.
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And obviously, when just people start hearing that, they're like, you know, I don't have
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time to do that.
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Man, what am I going to do just to live on these social platforms?
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I didn't do it on all of them, and I did it for a concerted amount of time.
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Now, what I will say that I tell people, I said, look, I know not everyone even wants
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or needs to get 3 million views in one year, but what is important is if you pick 10 people
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to do that on, you'll still go further than if you do zero.
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Are you saying you should identify 10 people you want to go deeper with or what do you mean?
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I think you should, I think you should pick, and that's the strategy I talk about with
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a lot of people.
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And I work on that strategy with people.
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And you know, it doesn't have to be the same 10 people all the time, but just think in
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groups of 10.
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Yeah, maybe once a month, it's a lot easier for you to wrap around.
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So maybe you have to rotate 10 a month or something, and maybe then you pick three out
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of those 10 where you're always going to be for whatever reason because you start to
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build relationships.
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And I was even telling you earlier that there's some people that when they become super fans,
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you want to honor them because you didn't get where you are without them.
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And it's hard to remember that and it's hard to honor them in the sense that you really
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should become friends.
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I mean, if you like them and they like you to the degree that you probably, why would
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you create strong friendships with people you don't like?
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I mean, that sounds weird, right?
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But I mean, yes, I think as you get huge and millions, you may get super fans that
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you just don't connect or bond or you don't know what to talk about, but you still are
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going to create your content and it's still going to resonate with a lot of people.
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Okay.
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So I wrote down this question here and I've seen it bubbling up a little bit to your,
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you know, so back to the video thing.
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So so now we can natively upload video right to LinkedIn, which is awesome.
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Quite a question about that.
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Actually, first, do you think the video content, you know, because the whole thing with LinkedIn
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is like, oh, it's a professional platform.
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So do you think the style of video you're posting on LinkedIn should be different than
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perhaps like Facebook?
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No, I've actually taken Facebook lives and Instagram stories and I've repurposed them
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for LinkedIn.
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I think the main thing you need to focus on with LinkedIn when you do that is the value
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in the video needs to be there and the value in the written copy.
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I think too many people, and again, this is my philosophy, this is my strategy, this
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is my method.
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Again, got me three million views.
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LinkedIn was always a visual written platform.
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It was not a video platform.
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It was not a place that people naturally thought, I'm going to go there and consume video.
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Right.
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So if you are leaving the copy off the table as I actually think the copy sometimes is
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even more important than the video.
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And I personally will give away all the value that's in that video in the written copy.
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And I will not expect anyone to have actually watched the video.
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And other people have different philosophy, but that is my method.
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It has worked.
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And again, people still end up watching my video because I do certain things in my video
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that drive traffic.
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I've, I've like, you got to experiment, you've got to try things.
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But if you can be engaging and retaining, you're going to have some people watch the video,
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but you're not forcing anyone to watch the video.
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And I think that, to me, that was important.
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Sure.
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You're giving me the option, let's face it, people, even though we were visually oriented,
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some people prefer to read to consume content.
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But what may happen is they may consume a few sentences or a paragraph, and then they're
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in, and then they're like, okay, I'm going to hit the play button.
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But I watch other people who have been successful in that platform, and they really, really
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drive people to watch their video.
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Yeah.
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Everyone's got their thing.
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I specifically made a decision that I was going to do it the way I was going to go, and
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it works.
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So, yeah.
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Let me ask you a question then about those who, you know, aren't video ready, you know,
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the old objections about how I don't want to look like, how I look on video, don't
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like how I sound, you know, all that kind of stuff.
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Do you think there's still a place, I mean, look at it, LinkedIn's moved to video.
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Everything's going to video, sucks like, you know, Facebook couldn't be all video.
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I mean, is there a place for people to survive without using video?
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I think there is a place, but I think people don't need to create as much video as they
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think they need to create.
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And I think if you are able to do a live video like we're doing right now, you were able
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to wrap your head around doing one of these a month.
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We're about to record for how long, 45 minutes.
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What if you broke up 45 minutes into 10 videos?
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There's got to be 10 nuggets of videos in here that can be broken up one minute sequences.
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What?
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With you on, yeah.
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Okay, fine, even two or three, you reach a point where you can make videos that can
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be some content mixed in with written content or pictures or I just feel like enough.
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You can show up on video enough if that is, if you really need to be on video and you
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reach a point where business is just not being done if you're not on video then.
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Well, that's really my question and you might be answering that in a nice way and a nice
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friendly way.
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I mean, it's a great idea to chop up longer videos into segments.
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I agree 100%.
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So maybe I'll push you a little bit, I'm back to the question.
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When it comes to somebody choosing, let's say in our case, most of my audience is loan
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officers, maybe a little bit of real estate agents and so I tend to be, maybe I need
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to pull back a little bit, but I tend to be beating this drum that in today's world, like
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Gary Vee talks about, all you're going to have left is your personal brand and everything
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going to video.
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So how do you get chosen in my proposal, if you will, is that if you don't have video
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to some degree, you won't be chosen.
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Am I wrong on that?
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I'm willing to be open to be potentially wrong.
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I think you could probably still, I mean, there's so many ways to do video, right?
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So many, so many ways and one of those ways, especially if you're not comfortable being
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on video, is that I have a videographer probably because you're not necessarily comfortable,
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have one that is able to come and video maybe clients that are totally comfortable being
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on video.
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You can start to still, maybe there's a section of the video that you do that is whatever
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it's scripted at something or sometimes your voice over a video of the user experience.
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Maybe it's people walking in your office and you're sharing something and we can hear
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your voice.
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Again, there's a lot of ways to make video that isn't as hard as people think and it's
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a soft kind of, let's go in the, what is it, zero depth pool, like let's slowly wade
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you in and I think there's so many ways to do it.
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So yes, people who are afraid there are creative ways to do it.
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You can even put still pictures to video and talk over it.
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Right.
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I've seen that with real estate with listings, for example, sometimes they'll insert images
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of the property and you're right, the realtor is never actually on the video.
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So thank you for pointing that out for those listing.
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It is a way to kind of.
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We have a video recently that went to 600,000 views and it was a real estate agent showing
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a property.
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Was the agent in the video?
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No, but I mean, I, I felt somewhat connected because the agent was the voice over.
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It was highly cut, like there were cuts, cuts, cuts and it was a little bit funny because
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their voice behind the scene was a little funny.
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So they did have some personality come out.
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Like, this is obviously the living room.
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And so it got people laughing and it got people kind of, but it was 600,000 views and
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I was like, you nailed it.
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Wow.
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That's cool.
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That's, see, that's good news.
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I wanted, I felt like I got a lot on these podcasts.
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It's not really scripted, right?
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So I go where I feel compelled to ask the question and that was like a great answer.
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So thank you.
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I think it's a great shot.
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I was like, I'm going to use that as an example because I really think people underestimate
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how far a video can get and they just don't, they, like you said, I'm going to use
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it.
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A lot of people are just talking about the get on your phone and take video and be really
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raw.
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And that's not always it.
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Good point.
21:59
Okay.
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Before we close on on the video discussion, perhaps we can always reopen that door, but
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it's about everything.
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Yeah.
22:05
Three hours later.
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I'm going to, I'm going to, I'm going to set you up here.
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So next, I'm going to transition to like, you know, talking about LinkedIn, Do's and
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Do's and Do's best practices, that kind of stuff.
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And then I have a couple of questions, obviously, for you.
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So, but before I do LinkedIn live, live video.
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So I know you, your privity kind of that I've seen come sign of what they're doing, like
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it appears that it was initially only for like college students or something.
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What can you tell us about live video?
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Live video.
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I'm LinkedIn.
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I've been rolled out to a lot of different people.
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I still don't have access.
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It's okay.
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LinkedIn.
22:33
I'm okay.
22:34
Where is my LinkedIn hat?
22:35
Call up, call up the seat.
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What's his name?
22:37
Exactly.
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I'll call up Jeff.
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Yeah.
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But, you know, they are rolling it out and I understand why they're rolling it out
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in a specific format, a specific way, because they also, they really do want it to work and
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not have glitches for the masses.
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So when it does go out, it is a lot, it's been perfected and refined and it's been tested.
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So right now they are in that testing phase.
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And I think what is really great about the lives that I've seen so far is, you know, we're
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able to see them when we're scrolling the notifications.
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So I do get notifications when someone is live.
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I am following, if I see somebody and they were live or I see something, I follow that
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person because I really want to make sure I'm following that and I'm paying attention
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to when I see them go live.
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The most successful lives that I have seen have been a combination of things, but they
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are, I've seen people at conferences going live so far.
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I've seen people doing like interview kind of talk lives, you know, two people on screen
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talking about a subject.
23:47
I've seen Kathy do, Kathy Hackel, she was doing more of a demonstration type of live showing
23:56
how something works with somebody else and I thought that was really engaging.
24:00
Again, there's a lot of people showing up on live and I just went some access.
24:05
Well, when you get access, what are your plans do you have some thoughts on?
24:10
I think because I, hello, I was pushing to get live for social media marketing world and
24:15
I know Kathy's going to be there and she has live on her phone.
24:18
So I already like, I've already sent her messages like we are going live.
24:21
You know that, right?
24:22
So, you know, to be honest, I think being able to go live allows you to maybe sit down
24:32
and say, what were the top five questions that people asked me this week and maybe kind
24:37
of have a pattern or show that is either a live Q&A and then have, I mean, I would love
24:44
to do that and then I think another area of live would be doing interviews and doing talks
24:49
and saying, go live.
24:52
And again, I'm probably going to plug what I know, but I know Switcher Studio and Switcher
24:57
makes great, you know, what is it like mobile and desktop, ready type of applications that
25:05
will make your lives look even more professional.
25:08
Like for example, we could pop up right now that you're talking to Judy Fox and we're
25:13
talking, you know what I mean?
25:14
Like it has those elements.
25:15
Switcher Studio, can you go live on multiple platforms at once, you know?
25:20
I haven't played around with it on multiple platforms, so no, I've only ever gone live
25:24
on Facebook using that and I don't have access to LinkedIn.
25:28
So LinkedIn Live, I will go live on Switcher Studio.
25:32
They're going to be there next week at social media marketing world, so I will spend some
25:35
time talking to them about that.
25:38
Do you know if the live on Instagram too many social platforms are my, I know there's
25:44
a live, there's IG TV.
25:47
The live on LinkedIn will that have some of the similar functionality to a Facebook
25:52
live, meaning perhaps a screen share, perhaps bringing people on, you know what I mean,
25:58
and allowing them.
25:59
Yeah, I haven't seen that functionality quite yet.
26:01
I haven't been able to see that again, I'm just kind of playing around with it on my
26:05
mobile and I've seen it once on my desktop where I was able to catch a live as it was happening.
26:11
And I took a screenshot and I took some videos of that live while it was, but I didn't
26:17
see a feature like that into live.
26:19
I see that you can see who's commenting.
26:22
You can click on their profiles and actually from that live, you can immediately follow
26:26
each person that made it.
26:27
Really, without having to hop out of it.
26:29
Nope, you're still staying in the live.
26:31
Oh, that's cool.
26:32
That is, that is actually really cool.
26:33
I like that.
26:34
Yeah, building your sphere of influence.
26:36
So LinkedIn, LinkedIn, I'm trying to think about my audience because I know one of the
26:43
compliment things they struggle with and you've seen and heard of this quite a lot is,
26:47
all right, man, like another social platform, how do I, where do I decide to really invest
26:53
my time?
26:54
Because you mentioned something earlier about going all in, you went all in on LinkedIn,
26:59
massive success.
27:00
I interviewed somebody yesterday that would be coming out on the podcast who went all
27:03
in on YouTube, massive success.
27:06
She's not on Instagram, doesn't feel like she's missing out.
27:11
So do you think somebody has to perhaps, is that, does that make sense to start with deciding
27:16
if I'm going to go whether it's LinkedIn or whatever, do you think that's a helpful strategy?
27:21
I think it is really helpful.
27:22
I mean, especially if you're wanting to test the waters of saying to yourself, okay,
27:29
I want to be on social media and I want to get results.
27:34
I think you really do have to pick a pillar, a kind of a stronghold.
27:39
And by picking a stronghold of LinkedIn, doesn't mean that I then didn't sign on to Instagram
27:45
or I'm now looking at YouTube video and how I can start growing there.
27:51
It just means that it gives me a way to test out my method, my way of showing up in the
27:56
world.
27:57
And it doesn't, like I said, I may not grow to Instagram crazy heights.
28:03
I mean, I may, but what I noticed is the same thing.
28:08
If people are fans of you, they will start following you on all the other platforms.
28:13
And I went from, I think I started Instagram in August, August of 2018.
28:18
I just signed on Instagram and I'm now at like 1,200 or something.
28:25
And so I mean, again, it's not or shattering, but it's also being able to show up on Instagram
28:33
rounded out my content.
28:35
And I turn around and teach people how to take what they've already done, especially
28:40
if they've created content for other platforms.
28:43
I love this.
28:44
I've been taking YouTube content.
28:46
I've been taking Instagram lives.
28:49
I've been taking, you know, Facebook lives and I've been doing it myself and doing it
28:54
for clients and showing them how to repurpose that content and put it on LinkedIn.
28:58
Right.
28:59
Okay.
29:00
So I like that pillar content.
29:01
And that doesn't mean you don't kind of, you know, experiment with some of the other
29:04
platforms.
29:05
But should people make a decision on which platform based on somewhat taking into consideration
29:10
who their target market is perhaps, you know what I mean, again, this is, I say this
29:15
all the time, if you're not getting results with what you're doing right now, then you
29:22
should be looking at maybe you aren't where your target audience is.
29:26
I mean, I think it's, you've got to give it some time.
29:29
And this is again, why you need to get consultants or coaches or somebody with an outside perspective
29:36
and you've got to find somebody that's trusted in the industry that can look at you from
29:41
a holistic outside perspective.
29:43
And that is why I do tell people I'm like, I didn't just look at LinkedIn.
29:48
I do spend time on other platforms and I've successfully grown on other platforms.
29:52
But I do that because I'm not trying to spread myself too thin, but I want to pay attention
29:57
to what works and try to find those trigger points and see how I can play around with
30:03
it because if you're not willing to play around on social media as a coach, as a consultant,
30:08
as a strategist, then what are you doing?
30:12
You should be the one experimenting for your clients so you can turn around and say, okay,
30:17
here's what I've seen.
30:18
Here's why I think your content maybe isn't converting on this platform and maybe why
30:24
you should switch pillars.
30:26
And sometimes that turns into, I told a client yesterday, I said, yes, I do LinkedIn,
30:31
what I see doing on Twitter is actually I think converting more clients and converting
30:37
more conversations and causing you to get more engagement and driving more traffic.
30:42
If that's working, then let's work on that.
30:45
And they were like, yeah, but you're not a Twitter expert.
30:47
I was like, well, again, some of the same principles apply and I'm saying to them,
30:55
this is where I finally come in and I'm like, look, if you can get results on Twitter,
30:59
I can turn around and add in the LinkedIn package on top of what you're doing on Twitter
31:06
and is that interesting to you?
31:07
Yeah.
31:08
But I'm not going to help you, you can keep doing what you're doing on Twitter and I can
31:13
add to it.
31:14
Good stuff.
31:15
Yeah, it's about noticing what's working, right?
31:17
I mean, it's not like, are you an expert?
31:19
Notice what's working and also be willing, like I said, number one, be willing to hire
31:23
somebody to get an outside perspective, even if that's just literally one hour of listening
31:28
to a strategist, jump on a call, pay them for that hour and be like, what do you see?
31:34
And that hour may cost you $500, but that hour could be probably the most best spent money
31:39
you've done because you can't see inside your own bubble, sometimes the outside looking
31:47
in and diversity, we talk about that all the time, but diversity, especially if you're
31:53
running a small business, you don't have that outside perspective.
31:57
Yeah, you're too close to it, for sure.
32:00
Yeah.
32:01
There doesn't have to be a $30,000 contract and every, you know what I mean?
32:06
Yeah.
32:07
Find out and then sit with it.
32:11
So I love that because that was a great general overall kind of coaching session, if you
32:15
will, on evaluating where you should be perhaps spending more time on a particular platform.
32:20
Just then kind of bring it back to the context of LinkedIn specifically because that's obviously
32:24
your wheelhouse and then the audience, of course, being load officers who are thinking,
32:28
okay, so here's how I see load officers, consumer, right?
32:33
They just happen to be on LinkedIn and be working at a company or whatever, self-employed,
32:36
right?
32:37
They have a profile.
32:38
But then there's the real estate agents, right?
32:39
Or referral partners, but they might want to, you know, drive an engagement with and
32:43
get to a relationship so they can build a referral relationship.
32:46
So setting that as a premise, feel free to have at it, right?
32:50
Open Mike with like either biggest mistakes you see people making or just suggest some
32:55
best practices.
32:56
I think I'll start with suggested best practices.
32:58
Again, I go back to my, to start from a place that's not overwhelming because a lot of
33:05
people and I, I'll be honest, I mean, when you're in it and you know it, you can overwhelm
33:10
people because the sheer volume of the, well, the sheer volume of like,
33:16
even just saying to me, Judy, what is your strategy for getting 3 million views?
33:20
And I'm like, you want, you have like how much time do you have?
33:24
Because that's literally the coaching program that I just opened and we're going to do that
33:27
for four weeks.
33:28
So how much time do you have?
33:31
We want it in six minutes.
33:34
The point is your biggest bang for your buck.
33:37
What can you do for your biggest bang for your buck?
33:38
And the best practices are like you said, if you're looking for a referral partner, business
33:45
is driven by relationships.
33:47
At the end of the day, we're more likely to buy a house from somebody we know.
33:52
We're more likely to trust our agent who tells us to work with.
33:57
I mean, hands down when I find somebody and I've bought plenty of houses and moved plenty
34:02
of times myself, if somebody legit that I trust, shout somebody else out, done that
34:09
relationship's built, I'll go with that loan officer.
34:11
I will go with that contact.
34:13
And so as you go on LinkedIn, I always tell people, start with who you know, like why are
34:19
you trying to build from scratch with fresh people that you don't even know?
34:23
Why don't you love on the people you already know?
34:25
Why don't you sit down and honor the relationships you've already built?
34:30
Even if you only have 80 connections, 80 connections, somebody reminded me of this the other day.
34:37
What if you invited all 80 of those connections to your house?
34:39
And what if they were all high quality connections?
34:42
Would your business be successful?
34:43
If you had all 80 connections come over your house, have a great meeting with you and then
34:48
leave.
34:49
Then I was like, uh, yeah.
34:51
Right.
34:52
So similar concept is just being done on LinkedIn.
34:55
Yeah.
34:56
LinkedIn is the biggest 24 seven networking party and it is again, I have to remind myself
35:04
all the time, stay engaged with your current connections.
35:10
We try to make new ones and new ones are good, but also when you make new ones, the best
35:15
way to make new ones, the best way to make new, awesome, amazing connections like we connected
35:21
because we had a specific person in common, and it's, it was a warm connection.
35:27
It was, well, it was hot.
35:28
It was like, all right, let's get on a call.
35:31
I don't really want to jump on calls anymore with just strangers.
35:34
Who's got time?
35:37
You know what I mean?
35:38
Like, I don't know you from anything.
35:40
You could be some, I just don't know.
35:43
All right.
35:44
So let me, so I'm going to be cognizant of time and I'm going to try and do this ship
35:47
to get as much out of you as I can in like the last last eight minutes.
35:51
Okay.
35:52
So knowing that, then how should I'm going to take my audience listeners?
35:55
I'm going to stay loyal to you.
35:56
How should mortgage loan originators be reaching out to realtors, for example, and let me
36:01
kind of tee this up because I see you already here at all the time of the spam messages and
36:06
all that kind of stuff.
36:07
So how would somebody engage in, in, you know, with somebody they don't know on LinkedIn?
36:11
Number one way, if that real estate agent is active in the community, they're a part
36:17
of a similar group as you're a part of.
36:19
If they are in a similar, I don't know, like a local networking group.
36:25
If they're, if they're on a podcast, if they're, if they have a book, if they have anything,
36:30
anything you can connect or if they have a post, a recent article, a recent newsletter,
36:36
please say, I got your recent newsletter.
36:40
I read that tip about making sure XYZ on your home is secure.
36:46
I love that tip.
36:47
Thank you for connecting and that's it.
36:50
Love on them.
36:51
Make them have some point of reference.
36:53
And I tell people this all the time, if you're connecting with people and you really, really,
36:57
really want to have a relationship with that person and you don't want it to just be copy
37:02
and paste, you've got to say something personal.
37:05
Or you can go to their profile and say, I see that you highlighted XYZ.
37:09
I'm also a graduate of this program or I'm also, I went to the university of whatever.
37:15
Any little thing like that draws you one thread and it makes the person on the other end
37:22
with a line, feel like you paid attention to them.
37:25
So you're finding commonalities?
37:27
Yep.
37:28
I mean, I'll go all in.
37:29
I will respond to people who say, I heard you on this podcast.
37:33
I mean, I'm not perfect.
37:35
I cry because they have spent time letting me know.
37:39
Okay.
37:40
So I get that.
37:41
I think conceptually everybody gets that right is so find those things of mutual interest
37:44
or start commenting like we talked about at the start of this podcast is that's one
37:49
of the biggest ways to drive engagement is sincere, relevant comments.
37:53
Then give us a quick, you know, 30 second, if you can, minute long coaching tip on too
37:58
many people trying to rush from first date to getting married.
38:02
What is that kind of journey we should kind of nurture before we go for the ask, if you
38:06
will?
38:07
The bigger the relationship that you want to grow, if you want to get to a hundred thousand
38:15
dollar relationship, if you want to get to a million dollar relationship with somebody,
38:20
that's going to be a longer play.
38:23
And you're going to have to start slower.
38:24
So same thing with marriage granted most people do not normally get married in a couple
38:28
months.
38:31
Some people do, but let's just admit, most people, it's a longer play because it's supposed
38:37
to be a lifetime.
38:38
So at the end of the day, or at least you, whatever, you know what I'm talking about.
38:43
Okay, getting off the marriage thing and dating the point is we can relate to that analogy
38:49
so much because when you're building relationships, so many people want to just say, hey, we're
38:56
connected now.
38:57
Let's jump on a call.
38:58
And I'm like, no, I will jump on a call when we've built something and building from
39:05
thank you for connecting.
39:07
That's not enough.
39:09
The coolest part about LinkedIn, and I tell people, so somebody asked me today, they put
39:15
out an offer on the internet, I saw it go up, I responded to it.
39:20
And it was a solid ask and she had so many responses, it overwhelmed her.
39:27
And they were all positive responses like, yes, I want to work with you.
39:30
Yes, I want to work with you.
39:31
And I sat with her this morning in person, we did coffee and she was like, how do I work
39:37
through that?
39:38
And she said, you really have to dial down into maybe four or five that from your gut instinct,
39:47
you can just tell that they're the right vibe and the right person to build a bigger relationship
39:51
with.
39:52
And that's why I remind people, why are you going for the thousand?
39:58
I think you're better off having five great phone calls and connections each week than
40:05
you are trying to do 100.
40:07
Yeah, I agree, meaningful, meaningful.
40:09
So again, it comes back to for me, what comes to mind is relational versus transactional.
40:14
Yeah.
40:15
And one thing that I realize that people don't know about LinkedIn, you can do voice
40:19
memos.
40:20
You and I have been doing those.
40:21
That's awesome.
40:22
And I feel like that will set you apart, 1000%.
40:27
Yeah.
40:28
And that's a great tip.
40:29
Nugget that everybody, if you haven't picked up on that, and actually, Judy, I think
40:32
was because of you that I realized there was voice memos that you could do, which
40:36
I pretty much tried to send as many people as I can to voice memo.
40:39
I mean, I will time block and instead of me having some copy and paste thing, yes, I'm
40:46
going to LinkedIn right now so I can instruct people on how I'm going to you're going to
40:50
do a voice memo.
40:51
It's actually quite easy.
40:52
Let's just see here.
40:53
I could like if I click on somebody's name on my podcast, I actually do boy, I do a couple
40:59
games on my podcast and I do a voice message roulette where we just play a random voice
41:05
message.
41:06
Are you serious?
41:07
It's a fun podcast game.
41:10
That is a great idea.
41:11
You just put it in a show.
41:13
It was the first time it was the second podcast I put up and I was like, let's do voice
41:19
message roulette.
41:20
I love that.
41:21
Okay.
41:22
I'm going to go listen to your podcast.
41:23
But real, real quick.
41:24
So people, it's all about standing out and getting noticed and this is why we talked
41:26
about commenting.
41:27
We're going to stand out, get noticed and if you're really trying to build true engagement
41:30
and relationships, the voice message is going to be holy crap.
41:33
People get a voice message.
41:34
It's just like like Chelsea, right?
41:36
She shared well on Facebook, send people a video comment instead of just the text comment
41:41
because that's going to stand out.
41:43
Same thing with this.
41:44
When you're going to click and leave somebody a message, a typical message, you'll see
41:47
that little microphone icon.
41:48
I love the video watchers can see that but it's on the bottom right.
41:52
You hit the icon and then is there a limit on the time?
41:55
It's one minute.
41:56
I do say to people, I have a tendency of leaving a lot of voice memos once you get to know
42:03
me and your friends with me be prepared because if I really am like, if we're in a relationship
42:10
and we have a lot of things to talk about, I'm going to be like, voice memo all over
42:15
you.
42:16
But basically just do one if you're just getting to know somebody.
42:20
Don't be like that scene out of swingers where he calls like 17 times.
42:25
No, nobody needs thousands of voice memos unless they're my best friend.
42:29
There you go.
42:30
That's awesome.
42:31
All right.
42:32
I have to get this question in just because I'm really curious.
42:34
I think I know your answer but I have to ask it.
42:37
So recently I talked to somebody the other day who was telling me about a service they
42:41
have which automatically sends messages to people on LinkedIn that is basically the premise
42:47
of, hey, great to connect with you.
42:49
Got some ideas I think might help your business and this is specific in my industry and they're
42:53
getting appointments out of it, right?
42:55
They're scheduling actual face-to-face appointments and I was curious what you're taking on that
42:59
would be.
43:00
I guess it's just like I said, it depends on your business, your agency.
43:03
I don't do automated.
43:06
I think are they, like you said, are they automating?
43:10
Is it some automated software?
43:12
It's automated but it's still personalized first name but that's I think probably the
43:15
extent to pretty much the degree of the personalization.
43:18
I mean, again, it just depends on how big the play is.
43:21
If you're talking to somebody and it's potentially millions of dollars per year that you could
43:29
be sitting on if you create a relationship with that person, how you going to automate
43:34
that?
43:35
I almost hurt a relationship because I try to outsource some of my direct messages and
43:41
I mean, this is a good connection.
43:43
I mean, really, really good connection that, I mean, yeah, no way you want to mess with
43:48
that connection.
43:50
He responded back and said, that was an automated message, like, that's not cool and I replied
43:57
back and I was like, yep, sorry, it was an accident, my, yeah, it just, it didn't work out.
44:04
Well, I think that might take away from your response is that are you going for quality
44:08
or quantity?
44:09
Yes.
44:10
And that's okay if some businesses are quantity, but I think too many businesses jumped
44:15
to quantity too fast. If your user experience is high end, once they get that automated
44:21
message, that's different.
44:23
If you're able to do a high quality, high end user experience that funnels them in in a
44:28
way that you have proven that doesn't burn them out, that makes them stay connected.
44:34
I personally, if I get too many automated messages, I will disconnect and unfollow.
44:38
I hate all too much.
44:40
Ultimately can't you, I mean, as you can ultimately tell, don't you think, really?
44:45
You even told me recently that wasn't an automated message because I got back and forth
44:51
with them.
44:52
And I, I just, it's just tough.
44:55
If I've got to scroll on your first message, that's too much.
45:00
That sounds rude, but it's too much.
45:03
It's too much most of the time about you and each person doesn't really want a random
45:09
stranger in their inbox just talking about themselves.
45:13
It's not what I woke up this morning to find in my inbox.
45:16
That's not why we're on social media.
45:20
You're going to go further in your business if you actually don't talk about yourself.
45:23
Right.
45:24
Love it, love it.
45:25
Okay.
45:26
Cool.
45:27
So we've got to kind of wrap it up here.
45:28
I never wanted to end.
45:29
I know.
45:30
Right.
45:31
It's awesome.
45:32
Fox rocks.
45:33
If you trademarked that yet or what?
45:35
No.
45:36
I mean, I don't, it's my name.
45:38
So.
45:40
I'm just looking at all the content is like, yeah, there's so many other questions I
45:43
would want to ask you about, you know, profile covers and optimizing that.
45:47
I forgot to mention with automation, there's actually the ability to potentially get kicked
45:52
off the platform.
45:53
And I have actually seen those messages from clients.
45:56
They really have.
45:57
It does happen where you get kicked out.
46:00
Really?
46:01
Mm-hmm.
46:02
I mean, the automation is set up specifically.
46:05
I'm sorry, I have to say this, but I'm like, you are risking things by doing automation
46:09
too.
46:10
And if I don't say that, I feel like I'm doing a disservice to people that they are taking
46:15
on a risk.
46:16
Amen to that.
46:17
I mean, yeah, can you afford to lose, right?
46:19
That this channel of potential, like you said, and literally for our people are my loan
46:24
officers, right?
46:25
If they do it the right way, those real estate agent relationships are six figure opportunities
46:30
for them.
46:31
You know, so don't screw that up.
46:34
You can't outsource relationships.
46:36
Well, and you can have a team helping you.
46:38
So if you do have somebody or some way of automating a list that you need to get back to,
46:45
to like curate and say, these are your top 10 responses you need to get back to ASAP.
46:50
These are the next ones.
46:51
These are the next ones.
46:52
If you can start to create a pattern for that, there's nothing wrong with that.
46:56
And you can create, you can somewhat outsource that to people who understand how to do it.
47:02
No, you can't just create and you would risk your entire ability to function on the platform.
47:09
I've seen the shutdown messages I really have.
47:12
It's not a rumor.
47:13
Well, yeah, no, no, it's happened on other platforms too.
47:16
So we know it.
47:17
Yeah.
47:18
And that makes me think about the posting of content.
47:22
That's a whole different conversation in terms of scheduling your content.
47:25
That's different than messaging somebody because that's like a personal interaction.
47:29
And you really, I think, want to be close to that, the tone of it and all that jazz.
47:33
And I'm all about the more warm hot leads I can create, the better I can run my business.
47:39
My entire business can run on 10 hot leads per week if that makes, you know, just throwing
47:45
that number out.
47:46
I always land on 10.
47:47
I don't know.
47:48
I got a thing with it or something.
47:49
And that's the magic number.
47:50
I guess the Fox rocks 10.
47:53
It's like, the Fox rocks at 10.
47:56
Love it.
47:57
All right.
47:58
10xing everything.
48:00
Maybe it's too much green card on or something.
48:02
Yeah, you did on the grand card on.
48:04
I got the book.
48:05
You do really?
48:06
That's awesome.
48:07
Okay.
48:08
So another people who want to connect with you in a, in a probably more in depth way.
48:13
Tell us, I know you mentioned the upcoming kind of group coaching thing you're doing.
48:16
Tell us about that real briefly and how people can learn more.
48:19
So I have, I opened up one spot in a signature founding members group coaching.
48:25
So I'm teaching people how to be on LinkedIn.
48:28
I'm not teaching LinkedIn groups, like some people have gotten that confused.
48:33
I am going to talk about the group experience.
48:35
And I am going to open up a LinkedIn group for us to play in and be in.
48:39
But again, this is because it is launching.
48:42
It is the founding members I want to really honor that.
48:46
And it's just so exciting.
48:48
So I'm offering it at a founding members price.
48:50
So the next round will be more expensive, just FYI, because it is offered at the first
48:57
round.
48:58
Yes.
48:59
And I opened up 20 spots and 10 are full.
49:03
And it's still open.
49:04
I mean, granted, I don't know when this goes live, but it is going to be, I'm going to
49:10
keep putting it out.
49:11
I'm not sure again, what schedule because I'm doing it for the first time, but I want
49:15
to continue to put this out into the world and I'm going to record all the content.
49:19
So it will have a place to live on and be available.
49:22
Awesome.
49:23
And how do people learn more?
49:24
Where do they go?
49:25
J-U-D-I-F-O-X dot com.
49:28
And of course, you can always find me on LinkedIn.
49:31
I would hope so, right?
49:33
And I use the Fox emoji on LinkedIn.
49:37
Yes.
49:38
So literally if you see J-U-D-I-F-O-X, you'll see the Fox emoji and that will be me.
49:44
Absolutely.
49:45
And by the way, that's very eye catching helps you stand out.
49:48
Yes.
49:49
And I was just telling you, I'm going to social media marketing world and I bought Fox
49:52
ears to wear because it is a huge marketing conference and I just want to quickly be able
49:59
to be like, find the person with the Fox ears.
50:02
I love that.
50:03
I mean, I've already got so many ideas from you just from our conversations before and
50:07
now.
50:08
And of course, I'll be there as well and we're going to get some pictures with you as
50:11
Fox ears.
50:12
Okay.
50:13
Fox swag to hand out.
50:14
I need to get some like design and t-shirts and I just love foxes.
50:17
Who doesn't?
50:18
Orientaltrading.com.
50:19
Perhaps get some little mini foxes in here.
50:22
Really?
50:23
Check it out.
50:24
Check it out.
50:25
It's got to come from China though.
50:26
So it might not be long enough to shake it.
50:29
Got it.
50:30
Anyway, all right.
50:31
Listeners, we, first of all, Judy, thank you.
50:33
Appreciate you very, very much.
50:34
And so hopefully we'll have you back on maybe later on and we'll take a deeper dive on
50:39
one aspect.
50:40
Yeah.
50:41
That would be great.
50:42
Okay.
50:43
Cool.
50:44
And then listeners, as always, we appreciate you every week for tuning in.
50:46
If you're new here, appreciate you being here.
50:48
And if you've been here a while, you know what you could do.
50:50
Leave us a review right there where you listen to the podcast because that helps us reach
50:54
more people.
50:55
So we will see you on the next one.
50:56
Everybody.
50:57
Thanks for tuning in and bye for now.
51:00
Thanks for listening to Mortgage Marketing Radio, one more truth in mortgage marketing.
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