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Heart-Led LinkedIn Strategies with Brynne Tillman · The Heart-Led Business Show

• 0:01
  Speaker: Welcome to The Heart-Led Business Show, where compassion meets commerce and leaders lead with love.
• 0:09
  Speaker: Join your host, Tom Jackobs, as he delves into the insightful conversations with visionary business leaders who defy the status quo, putting humanity first and profit second.
• 0:20
  Speaker: From heartfelt strategies to inspiring stories, this podcast is your compass in the world of conscious capitalism.
• 0:29
  Speaker: So buckle up and let your heart guide your business journey.
• 0:36
  Tom Jackobs: Well, welcome back to the Heart-Led Business Show.
• 0:38
  Tom Jackobs: Today we're thrilled to have Brynne Tillman in the heart of the studio as the savvy CEO of Social Sales Link, and the co-author of the LinkedIn Edge and Prompt Writing Made Easy.
• 0:50
  Tom Jackobs: Brynne is all about sparking trust-based conversations without sleazy sales pitches just like me.
• 0:55
  Tom Jackobs: And join us as we dive into her journey of leading with heart and how she's transforming the way professionals connect on LinkedIn and beyond.
• 1:03
  Tom Jackobs: So let's get to the conversation.
• 1:05
  Tom Jackobs: Brynne, welcome to the show.
• 1:06
  Brynne Tillman: Oh my gosh.
• 1:07
  Brynne Tillman: Thank you for having me.
• 1:08
  Brynne Tillman: I'm so excited to be here.
• 1:10
  Tom Jackobs: I'm excited as well.
• 1:11
  Tom Jackobs: And we had recorded your show as well and what I loved about just being on your show and you in general is that we're very well synced on the whole sales and not being sleazy and all that.
• 1:22
  Tom Jackobs: So I'm really excited to dive into that and your story, but of course, the first thing I always like to ask is, what's your definition of a heart-led business?
• 1:32
  Brynne Tillman: So I love this and I actually spent believe it, not like 15 or 20 minutes working on this'cause I think it is one of the most powerful questions, whether you're a guest on your show or you're just running a business to have your definition of this, especially if you want to be heart-led, like you should know how to articulate it.
• 1:51
  Brynne Tillman: And I realized I hadn't done that.
• 1:53
  Brynne Tillman: So here's what I came up with.
• 1:57
  Brynne Tillman: I'm not gonna read it.
• 1:57
  Brynne Tillman: I'm gonna see how much did I actually embrace it.
• 2:01
  Brynne Tillman: So people first, no business that's heart-led should have the first focus beyond commissions.
• 2:09
  Brynne Tillman: Your KPIs should not have the first focus on how many dollars are we gonna bring in this week, this month, this quarter, this year.
• 2:17
  Brynne Tillman: It should be on how many people can we make an impact on?
• 2:21
  Brynne Tillman: How many clients can we help?
• 2:24
  Brynne Tillman: How many employees can we lift up?
• 2:28
  Brynne Tillman: So heart-led business is not only external, it's internal too.
• 2:33
  Brynne Tillman: In fact, it probably needs to start internally.
• 2:37
  Brynne Tillman: When you can treat your people, empower your people, and enable your people to develop into the best people they can be, that is going to get paid forward with your clients, with your community, with your network.
• 2:51
  Brynne Tillman: So we have a line, which is where I kind of started in our business, although we have 21 tenants to social selling.
• 3:01
  Brynne Tillman: My favorite is detach from what the prospect is worth to you and attach to what you are worth to the prospect.
• 3:08
  Brynne Tillman: And when you do that, you will be heart-led because it's about making the best choices, guiding your clients to make the best decisions that will lead to your sale.
• 3:20
  Brynne Tillman: So you'll lead to your sale, not with your sale.
• 3:23
  Tom Jackobs: Yeah.
• 3:23
  Tom Jackobs: I love the tenant and your definition as well.
• 3:26
  Tom Jackobs: I wanted to really dive in and lean in a little bit on the definition as well, because I've seen this myself included, believe it or not and anytime that I've done that is okay, I'm focused on, I wanna make X amount this month on sales.
• 3:40
  Tom Jackobs: And this early in my career, what do I need to do?
• 3:43
  Tom Jackobs: And now I'll just do the math backwards to and not thinking about who am I going after?
• 3:48
  Tom Jackobs: What is the value that I'm providing to that person?
• 3:51
  Tom Jackobs: And it never worked out great, anytime that I looked at the value of what I provided to that prospect and then backed into, okay, how many people do I need to add value to?
• 4:02
  Tom Jackobs: Then it started working a lot better.
• 4:04
  Brynne Tillman: It's a significant shift that they can feel.
• 4:08
  Tom Jackobs: Yeah.
• 4:09
  Brynne Tillman: When you show up on a Zoom, you immediately know if you're being pitched, you can feel it.
• 4:15
  Brynne Tillman: Especially when they start out with, we help businesses like you, we have helped clients just like you.
• 4:22
  Brynne Tillman: And when it leads with that all you're doing is pitching.
• 4:26
  Brynne Tillman: Now, one of the tenants that we are rewording right now, but the general concept is before you ever tell them that you can bring them value.
• 4:39
  Brynne Tillman: Like you, you have to earn the right to be able to share how you can help them,
• 4:45
  Tom Jackobs: Yeah.
• 4:45
  Brynne Tillman: And you earn the right through being valuable through bringing insights early on for having an impact with no other goal except to bring them value and then they're excited to learn how you can help them more.
• 5:02
  Tom Jackobs: Yeah.
• 5:02
  Tom Jackobs: Absolutely.
• 5:03
  Tom Jackobs: Like you said, people can smell that a mile away when your intention is, what can I get out of this other person versus what is it that I can give to this person?
• 5:13
  Tom Jackobs: And it's completely, the energy is completely different on the sales calls.
• 5:17
  Tom Jackobs: I have this one client I've been working with for several years and every time that she comes up with a new program, it's, the program's gonna be$5,000 and it's gonna do this, and this.
• 5:27
  Tom Jackobs: I'm like, okay, but what's the value?
• 5:29
  Tom Jackobs: And finally, after several times of iterations of doing that, now it's okay, the value that I'm gonna provide to this, and the business has increased when the value to the prospect was being thought of before the value to the salesperson.
• 5:42
  Brynne Tillman: This reminds me of, I grew up in the traditional, the traditional sales world, pre-internet, pre email, pre cell phones, prefax machines, right?
• 5:53
  Brynne Tillman: Like I start and I'm older than I look, no.
• 5:56
  Brynne Tillman: The pigeon the carrier pigeons.
• 5:57
  Brynne Tillman: But in the nineties, like I, in the I graduated college in 1990, right?
• 6:03
  Brynne Tillman: And I started in sales.
• 6:04
  Brynne Tillman: That was my first career really in an inbound call center.
• 6:08
  Brynne Tillman: But my point is, back in the day.
• 6:12
  Brynne Tillman: The only way someone could get information was to call you and have a conversation or ask you to mail them something.
• 6:20
  Brynne Tillman: There was no other way to research.
• 6:23
  Brynne Tillman: Today we are required to do so much more so we in fact.
• 6:28
  Brynne Tillman: I don't know what statistic is real anymore, 67% of the sales process is done before you ever even talk to the seller, right?
• 6:37
  Brynne Tillman: Whatever that looks like.
• 6:38
  Brynne Tillman: But here's what has to change along with the times BANT.
• 6:44
  Brynne Tillman: BANT is broken, budget, authority, needs, and timing.
• 6:47
  Brynne Tillman: So back in the day, one of the very first questions you would ask is, so before we get started, do you have budget set aside for this?
• 6:57
  Brynne Tillman: They didn't even know what it was.
• 6:59
  Brynne Tillman: And by the way, Jacob, are you the only decision maker in this, or are there other people we should be bringing into this call?
• 7:06
  Brynne Tillman: Before they even know what we do.
• 7:09
  Brynne Tillman: So we need to switch the conversation, whether it's in person or online.
• 7:14
  Brynne Tillman: The prospecting mindset that I need to, the discovery mindset that I need to qualify you in or out.
• 7:22
  Brynne Tillman: Too early is broken.
• 7:24
  Brynne Tillman: A lot of my colleagues will say a quick no is the second best thing to a quick yes, and I disagree.
• 7:30
  Brynne Tillman: Cause a quick no could be an uninformed no.
• 7:34
  Tom Jackobs: Exactly.
• 7:35
  Tom Jackobs: Yeah,
• 7:35
  Brynne Tillman: So we can miss a lot of opportunities to help someone, even if it means yes in a year.
• 7:41
  Brynne Tillman: So BANT is gone.
• 7:44
  Brynne Tillman: We're replacing it with chirp.
• 7:46
  Tom Jackobs: Love it.
• 7:47
  Brynne Tillman: What's going on in your world?
• 7:49
  Brynne Tillman: What history?
• 7:50
  Brynne Tillman: So C is challenge, H is history.
• 7:53
  Brynne Tillman: When you look back at all the ways you've tried to fix this, what have you tried?
• 7:57
  Brynne Tillman: And why don't you think it didn't work?
• 7:58
  Brynne Tillman: And by the way, if it's still a challenge, it didn't work.
• 8:01
  Brynne Tillman: So whatever they did.
• 8:02
  Brynne Tillman: Most of the time it's like we didn't do very much.
• 8:05
  Brynne Tillman: We're just living with it.
• 8:06
  Brynne Tillman: But sometimes it's we tried this, it didn't work, we tried this, it didn't work.
• 8:10
  Brynne Tillman: And then how is that impacting your business today?
• 8:13
  Brynne Tillman: So, you could have what you think is a big challenge that has very little impact.
• 8:17
  Brynne Tillman: I need to know that.
• 8:19
  Brynne Tillman: And you need to know that.
• 8:20
  Brynne Tillman: Is this something you should be spending time on?
• 8:23
  Brynne Tillman: Because you may think it's a huge challenge.
• 8:25
  Brynne Tillman: Maybe it's, you have, this is a client.
• 8:28
  Brynne Tillman: You have someone that's going out on maternity leave and you don't know how to fill that for six months, and you think that's a huge challenge, but what is the impact in six months?
• 8:36
  Brynne Tillman: Yeah, we could get through six months.
• 8:38
  Brynne Tillman: Okay, so maybe you don't need someone at that top level to replace for six months so
• 8:43
  Tom Jackobs: Yeah.
• 8:43
  Brynne Tillman: Getting that squared away is important.
• 8:46
  Brynne Tillman: The challenge and the impact should align as well as risk.
• 8:50
  Brynne Tillman: So impact is today.
• 8:52
  Brynne Tillman: Risk is tomorrow.
• 8:54
  Brynne Tillman: If she doesn't come back in six months, what's the risk to the business?
• 8:57
  Brynne Tillman: That's huge.
• 8:58
  Tom Jackobs: Yeah.
• 8:59
  Brynne Tillman: So it's not always the same thing.
• 9:01
  Brynne Tillman: Impact today and risk in the future.
• 9:05
  Brynne Tillman: And then P is priority.
• 9:07
  Brynne Tillman: You may have 73 challenges on your plate.
• 9:11
  Brynne Tillman: Where does this land?
• 9:13
  Brynne Tillman: So if you notice this is all about them, it's not about do they have a budget that I can invoice to?
• 9:20
  Tom Jackobs: It exact opposite of the way it should be done.
• 9:24
  Brynne Tillman: So this is a heart-led business model in my mind.
• 9:28
  Tom Jackobs: Absolutely.
• 9:29
  Tom Jackobs: Yeah.
• 9:29
  Tom Jackobs: I love that framework too, that lays out exactly a really good flow to the conversation that feels natural and is focused on the prospect itself.
• 9:39
  Tom Jackobs: That's awesome.
• 9:40
  Tom Jackobs: The other thing that you mentioned early on in your definition was, or in the tenant, one of the tenants is detaching from
• 9:47
  Brynne Tillman: Yeah.
• 9:47
  Tom Jackobs: the what they can give to you.
• 9:49
  Tom Jackobs: Yeah.
• 9:50
  Tom Jackobs: Yeah I always say detach yourself from the sale itself, because it, at the end of the day, like I, and I used to tell people this too.
• 9:56
  Tom Jackobs: I was like, Hey, if you buy this or don't buy this product.
• 9:58
  Tom Jackobs: It's not gonna affect me a huge amount, but I know in the heart of hearts that it's going to make a huge difference for you.
• 10:05
  Tom Jackobs: And so I would just detach myself from the outcome and verbalize that to the prospect to let them know that I have no intention of giving them something that they don't need or want, but I know that they need it, and that's why I'm pushing for them to get it.
• 10:19
  Brynne Tillman: Yeah so I love that, that concept for sure.
• 10:21
  Brynne Tillman: I think it's brilliant.
• 10:23
  Brynne Tillman: I typically will start a call I'm really looking forward to this conversation today.
• 10:28
  Brynne Tillman: When you booked the call, what were you hoping to achieve?
• 10:32
  Brynne Tillman: And I like this.
• 10:33
  Brynne Tillman: And sometimes they're like, I don't know, Joe said I should talk to you, so I'm talking to you.
• 10:36
  Brynne Tillman: Okay.
• 10:37
  Brynne Tillman: Or sometimes they say, you know what?
• 10:38
  Brynne Tillman: We've really got this challenge where our top of the pipeline is dry.
• 10:42
  Brynne Tillman: So now I know what's important to them and what at least they're perceiving is their priority, and I think that's really important.
• 10:50
  Brynne Tillman: The next thing I'll say is that's great.
• 10:51
  Brynne Tillman: So my goal is that at the end of this call that you walk away with some ideas to start to solve that challenge.
• 11:01
  Brynne Tillman: If I can't or I don't have ideas, I have a really strong network of experts.
• 11:07
  Brynne Tillman: In this area, would it be okay if I introduced you to someone who I think could help you?
• 11:12
  Tom Jackobs: Love that.
• 11:13
  Brynne Tillman: Yeah, and I believe 2026 is the year of referrals, but we have to start with being the referrer.
• 11:20
  Brynne Tillman: My goal is to help them solve the problem, even if I can't.
• 11:24
  Brynne Tillman: So maybe they say to me, really what our problem is before we can handle any of this is our CRM is a total mess.
• 11:33
  Brynne Tillman: Everything is off.
• 11:34
  Brynne Tillman: There's no process.
• 11:35
  Brynne Tillman: We don't even, everything we report on is wrong.
• 11:38
  Brynne Tillman: So before we even get into solving the process, we gotta solve our data.
• 11:42
  Brynne Tillman: And I'm like, you know what?
• 11:43
  Brynne Tillman: Start with Liz Hyman.
• 11:44
  Brynne Tillman: I'll make that introduction.
• 11:46
  Brynne Tillman: Once you get that, once you work with her,'cause she can fix this for you, let's talk again.
• 11:52
  Brynne Tillman: I feel like sometimes I'm the GP, right?
• 11:55
  Brynne Tillman: I'm diagnosing and sometimes your GP can fix it and sometimes you need an endocrinologist.
• 12:01
  Brynne Tillman: I'm a GP and a LinkedIn specialist, so if that's your area, I'm ready to help you fill your pipeline with LinkedIn.
• 12:09
  Brynne Tillman: But if it's anything else, I have a really strong network of people that I know bring a lot of value.
• 12:14
  Brynne Tillman: So for me, a win is that I can help that prospect move forward.
• 12:19
  Brynne Tillman: Solving that challenge that I help them uncover, even if I'm not the one getting the business.
• 12:24
  Tom Jackobs: Yeah and, and I think if they have a great experience with that other person that you've referred to now, that great experience is a reflection on you.
• 12:33
  Tom Jackobs: And if they solve that particular challenge, now they're indebted their mind a bit to you for making that introduction.
• 12:39
  Tom Jackobs: And it would be natural for you to come back and, and hopefully you have the type of relationship with the person that you referred
• 12:44
  Brynne Tillman: Yes.
• 12:45
  Tom Jackobs: them to, that they will tell you how they're going along and potentially refer them back to you when it's time.
• 12:52
  Brynne Tillman: Well, And sometimes we actually have that conversation.
• 12:55
  Brynne Tillman: And I'll say, Liz, I believe you are the best sales process thinker in the world.
• 12:59
  Brynne Tillman: I've never met anyone better, but I know you have a large network of other folks that do LinkedIn as well.
• 13:05
  Brynne Tillman: But here's what I'm gonna ask, anyone I refer to you that you only send them back to me.
• 13:11
  Brynne Tillman: What you do with your other people, you know, I hope you refer them to me.
• 13:14
  Brynne Tillman: But you set the ground rules because that's important right?
• 13:18
  Brynne Tillman: Now I have probably 8 or 10 people that I am referring all the time, but my business is coming from the referrals back, whether they're the same people that I sent their way or other.
• 13:30
  Brynne Tillman: The key is the heart-led business mindset is that I'm gonna do what's best for that prospect.
• 13:37
  Brynne Tillman: I am gonna bring them to the best people I know that can help them solve that business.
• 13:42
  Brynne Tillman: And I have a relationship with them that hopefully I've earned the place of the best person to refer when they need LinkedIn for the top of the funnel.
• 13:50
  Tom Jackobs: Yeah.
• 13:51
  Tom Jackobs: That's great.
• 13:52
  Tom Jackobs: So let's shift gears just a little bit and let's talk a little bit about your business and how you balance having a heart-led business and still making a profit.
• 14:01
  Tom Jackobs: Because I know a lot of heart-led business owners, they struggle with the whole idea.
• 14:05
  Tom Jackobs: It's either or and I know in my world, in your world, it's an and you know, take me through the evolution of Brynne over time and how you've been able to have, get to where you are today.
• 14:18
  Brynne Tillman: I started off kind of training in learning and training in the Sandler ish world.
• 14:24
  Brynne Tillman: So the evolution is the 180, right?
• 14:26
  Brynne Tillman: So, um, and rather than kind of walking through what that looks like, just know I had a year of cold calling.
• 14:33
  Brynne Tillman: I had a year of inbound and I had a year of every single day.
• 14:37
  Brynne Tillman: I had to make 80 ish, I think 60 to 80 outbounds every single day.
• 14:41
  Brynne Tillman: When I was in the inbound, I was getting a hundred to 120 inbounds every day like crazy.
• 14:46
  Brynne Tillman: I paid my dues in sales.
• 14:49
  Brynne Tillman: I, I am not showing up saying I understand sales, but I never really did it myself.
• 14:53
  Brynne Tillman: I did it all.
• 14:55
  Brynne Tillman: I pounded pavement.
• 14:56
  Brynne Tillman: I, when I sold for Kinko's, which some people may not even know what Kinko's is.
• 15:01
  Brynne Tillman: It's now FedEx store, but I literally would knock on the doors in the town saying, Hey, do you have printing means?
• 15:08
  Brynne Tillman: I did that.
• 15:09
  Brynne Tillman: So the evolution came from, I'm sitting across the the aha moment was before LinkedIn where I was sitting across from a client staring at his overflowing Rolodex.
• 15:19
  Brynne Tillman: I wonder how many listeners don't know what a Rolodex is.
• 15:23
  Tom Jackobs: But the visual of the turning knob.
• 15:26
  Tom Jackobs: I love that.
• 15:26
  Brynne Tillman: It was a huge Rolodex all stapled in with posty notes and if I could get my hands on that.
• 15:33
  Brynne Tillman: I'd be able to go through his connections, see who I didn't say connections, right?
• 15:37
  Brynne Tillman: Business cards.
• 15:38
  Brynne Tillman: I could go through his business cards, see who he knows and say, Hey Joe, here's some folks I'd love to meet.
• 15:44
  Brynne Tillman: But what I was doing is saying, Hey Joe, who do you know that needs printing?
• 15:47
  Brynne Tillman: I don't know who I know.
• 15:49
  Brynne Tillman: And we still do that as salespeople.
• 15:51
  Brynne Tillman: We go, Hey, I'm so glad we've been able to help you solve this problem.
• 15:54
  Brynne Tillman: Who do you know that has this problem too?
• 15:56
  Brynne Tillman: And they go, I don't know.
• 15:58
  Brynne Tillman: Even if they wanna refer you, you haven't made it easy.
• 16:01
  Brynne Tillman: Well, You might have earned it.
• 16:02
  Brynne Tillman: So that's the, it could, you could have earned it, but they still dunno who to introduce you to.
• 16:06
  Brynne Tillman: I remember a training that I sat through where they're like, ask them who they play golf with, who do they play Mahjong with?
• 16:13
  Brynne Tillman: I'm like, what?
• 16:15
  Brynne Tillman: That these are the triggers that are gonna get them to think about the people I wanna have conversations with.
• 16:19
  Brynne Tillman: Yeah.
• 16:20
  Brynne Tillman: That, now I, we really, we were taught that, right?
• 16:23
  Tom Jackobs: That's funny.
• 16:24
  Brynne Tillman: but now the moment, the shift, like the transition, how did I get here?
• 16:29
  Brynne Tillman: Is when I saw LinkedIn for the first time, and by the way, I called it, link it in for weeks.
• 16:34
  Brynne Tillman: When I saw LinkedIn for the first time, it solved this problem because I could identify who my client knew that I wanted to meet.
• 16:41
  Brynne Tillman: And instead of saying, Hey, Joe, or Hey Jacob, who do you know?
• 16:45
  Brynne Tillman: I could use my services the same way I say, Jacob, you are connected to so many folks I'd love to have a conversation with.
• 16:52
  Brynne Tillman: Do you mind if I run these names by you and get your thoughts?
• 16:55
  Tom Jackobs: Nice.
• 16:56
  Brynne Tillman: And now, and it may trigger other people not on that list, but maybe there's this list of 72 people and at the end of our conversation.
• 17:03
  Brynne Tillman: You've identified four or five you're willing to make an introduction to, or one or two that you're willing to make an introduction to.
• 17:10
  Brynne Tillman: And then I say, thank you so much of these others.
• 17:13
  Brynne Tillman: Would it be okay if I mention that you're my happy client and that you know that we had this conversation today?
• 17:20
  Brynne Tillman: Sure.
• 17:20
  Brynne Tillman: So now I have some introductions.
• 17:23
  Brynne Tillman: And 35 other names that I can name drop.
• 17:26
  Brynne Tillman: So I reach out and I say, Hey Joe, Jacob and I were chatting the other day.
• 17:31
  Brynne Tillman: Your name came up in conversation.
• 17:32
  Brynne Tillman: He says, hello, I've been working with Jacob on X, Y, and Z.
• 17:36
  Brynne Tillman: Let's connect and I can loop you in why he thought we should chat.
• 17:39
  Brynne Tillman: And so you're coming in with a high level of credibility, a high level of trust, but.
• 17:43
  Brynne Tillman: There's a but your only goal is to have Joe go back to Jacob and say, man, thanks for introducing you to Brynne.
• 17:50
  Brynne Tillman: That was a great call.
• 17:52
  Brynne Tillman: If it bring, bring value, so now your question though was how do I convert?
• 17:58
  Brynne Tillman: So here, if you have a good enough conversation, you have to ask them questions in order to bring insights, right?
• 18:05
  Brynne Tillman: Otherwise, it's a blog post on Zoom, right?
• 18:08
  Brynne Tillman: If it's just a generic, like pushing insights and they could have learned it from watching your YouTube live, it's not, that's not the value.
• 18:18
  Brynne Tillman: We need to understand their situation in order to deliver value.
• 18:22
  Brynne Tillman: So there is an obligation to do some discovery.
• 18:25
  Brynne Tillman: That discovery just needs to be challenge, history, impact, risk and priority.
• 18:30
  Brynne Tillman: Did I do that right?
• 18:31
  Brynne Tillman: Yes.
• 18:31
  Tom Jackobs: Yeah.
• 18:32
  Brynne Tillman: I'm at risk.
• 18:33
  Brynne Tillman: Oh yeah, sure.
• 18:34
  Brynne Tillman: I have, this is why I have acronyms.
• 18:36
  Brynne Tillman: You have an obligation to make sure that half hour you're spending with them is time well spent for them.
• 18:43
  Brynne Tillman: That they get off that call and go, man, that was a great use of my time.
• 18:46
  Brynne Tillman: So when we set it up, I'm gonna go back to, I'm just reiterating what we talked about before when we scheduled this call.
• 18:52
  Brynne Tillman: Other than that, Jacob said we should chat.
• 18:55
  Brynne Tillman: Was there anything you were hoping we'd cover?
• 18:58
  Brynne Tillman: Because they may have done some due diligence.
• 18:59
  Brynne Tillman: They may looked at my profile, my website before the call.
• 19:03
  Brynne Tillman: They may have a question or two.
• 19:04
  Brynne Tillman: I still wanna know.
• 19:06
  Brynne Tillman: So other than Jacob saying We should chat, what would you like to cover?
• 19:09
  Brynne Tillman: So I start with that.
• 19:11
  Brynne Tillman: Sometimes it's nothing.
• 19:13
  Brynne Tillman: Sometimes they wrote it in the calendar invite.
• 19:15
  Brynne Tillman: 'cause there's a place.
• 19:16
  Brynne Tillman: What would you like us to cover on the call sometimes, so I have to make sure I did that and I did my pre call planning.
• 19:21
  Brynne Tillman: And then the next thing is, I want you to walk away from this call with some value and insights.
• 19:25
  Brynne Tillman: That's my goal, if there is something I can help you with, great.
• 19:30
  Brynne Tillman: If there's someone I can introduce you to that can help you, great.
• 19:33
  Brynne Tillman: But if nothing else, I want you to walk away from this 30 minutes saying, Hey, that was the best time I spent this week.
• 19:39
  Brynne Tillman: That's the expectation I'm setting.
• 19:41
  Brynne Tillman: I have to meet that expectation.
• 19:43
  Brynne Tillman: So for 29 minutes, maybe 27 minutes, I'm learning about them and in real time, giving my thoughts and insights.
• 19:51
  Brynne Tillman: And then at the end, and I have three stories I use almost all the time.
• 19:56
  Brynne Tillman: You've gotta be prepared.
• 19:57
  Brynne Tillman: Just say, Joe listening to this reminds me of a client that I worked with last year.
• 20:01
  Brynne Tillman: Can I tell you that story?
• 20:03
  Tom Jackobs: Yeah.
• 20:03
  Brynne Tillman: Permission to shift?
• 20:06
  Tom Jackobs: Yep.
• 20:06
  Brynne Tillman: Don't just tell the story, ask permission, because when he says, oh yeah, sure, I'd love to hear that.
• 20:12
  Brynne Tillman: He'll listen.
• 20:14
  Brynne Tillman: If you just go into storytelling, you have now bait and switched him.
• 20:18
  Tom Jackobs: Yep.
• 20:18
  Brynne Tillman: I tell the story and say, I don't know where you are in this journey, but if you'd like to explore a little bit more about how I helped that client and see if that would be helpful to you, we can set up another call.
• 20:31
  Brynne Tillman: Oh, okay.
• 20:32
  Brynne Tillman: Sure.
• 20:33
  Brynne Tillman: And now, because I've done my pre-call planning.
• 20:35
  Brynne Tillman: I know there are two other people in the organization I'd love to include in that meeting.
• 20:40
  Brynne Tillman: So I'll say, when I was doing a little research before our call today, I noticed Fran and Jane are doing this.
• 20:47
  Brynne Tillman: Typically they, you know, that role gets involved in that conversation.
• 20:52
  Brynne Tillman: Do you have access to their calendar?
• 20:54
  Brynne Tillman: Can we include them?
• 20:55
  Tom Jackobs: Yeah.
• 20:56
  Tom Jackobs: Nice.
• 20:56
  Brynne Tillman: And now we've moved this forward and we've shifted it with permission and our next call becomes really the first sales call.
• 21:04
  Tom Jackobs: Yeah.
• 21:05
  Tom Jackobs: And I love that it's still the BANT, but it's completely different.
• 21:09
  Tom Jackobs: You're, You're still well, you didn't do budget on that one, but you the authority, so you know the people.
• 21:15
  Tom Jackobs: But it's so much more elegant than starting the conversation with budget authority and down the road.
• 21:22
  Brynne Tillman: Yes, I'll clarify.
• 21:23
  Brynne Tillman: You still need band, just not at the beginning.
• 21:26
  Tom Jackobs: Yeah.
• 21:26
  Tom Jackobs: Yeah.
• 21:27
  Brynne Tillman: You have to earn the right to talk about BANT.
• 21:30
  Brynne Tillman: You can't go to BANT.
• 21:33
  Brynne Tillman: May have done timing a little bit, but we did it in relation to their situation.
• 21:40
  Tom Jackobs: Yeah.
• 21:40
  Tom Jackobs: And in, in helping them overcome whatever the challenge is too.
• 21:44
  Tom Jackobs: Yeah.
• 21:45
  Tom Jackobs: Love that.
• 21:45
  Tom Jackobs: Brynne, this has just been um, the nuggets that you've dropped, and I hope the listeners are taking notes here as well.
• 21:52
  Tom Jackobs: Maybe they need to listen to this again, and again a couple times.
• 21:54
  Tom Jackobs: But the nuggets that you've dropped have been absolutely gold, so thank you so much for doing that.
• 21:59
  Tom Jackobs: How can people learn more about you and your work, and especially the LinkedIn work that you're doing?
• 22:05
  Brynne Tillman: Thank you, I appreciate that.
• 22:06
  Brynne Tillman: First we have a free membership and we have a premium, but anyone can join for free.
• 22:11
  Brynne Tillman: That gets you one coaching call a month.
• 22:14
  Brynne Tillman: Two to three trainings a month all free because my goal is to earn your business.
• 22:19
  Brynne Tillman: But we have, I'll tell you, we have over 12,000 free members.
• 22:23
  Tom Jackobs: Wow.
• 22:23
  Brynne Tillman: And there's no pressure.
• 22:25
  Brynne Tillman: And then we have about 125 premium members.
• 22:29
  Tom Jackobs: Nice.
• 22:30
  Brynne Tillman: So we're serving a lot of people for free, but when the timing is right, they're like, oh we'll pay$97 a month.
• 22:37
  Brynne Tillman: You've earned that.
• 22:38
  Brynne Tillman: Oh, great.
• 22:39
  Brynne Tillman: Welcome aboard.
• 22:40
  Brynne Tillman: We're thrilled to have you.
• 22:42
  Brynne Tillman: So membership, it's socialsaleslink.com/membership.
• 22:46
  Brynne Tillman: Join for free.
• 22:47
  Brynne Tillman: There's no reason not to.
• 22:48
  Brynne Tillman: You can always unsubscribe, right?
• 22:50
  Brynne Tillman: You can always back out.
• 22:51
  Brynne Tillman: But if you found value in this, you'll get so much value from, there are hundreds of resources in our library, lots of on demand training, lots of things.
• 23:01
  Brynne Tillman: Um.
• 23:02
  Brynne Tillman: I also launch brynne.ai, B-R-Y-N-N-E.AI, which is my AI coach through a partnership with a company called myfuel.io.
• 23:12
  Brynne Tillman: And you can have seven days.
• 23:14
  Brynne Tillman: It's like BRYChatGPT, you can ask me.
• 23:18
  Brynne Tillman: It's my bank of knowledge.
• 23:20
  Brynne Tillman: Anything you want for something is for free.
• 23:22
  Brynne Tillman: No credit card required for any of the free.
• 23:26
  Tom Jackobs: Even better.
• 23:28
  Tom Jackobs: Now,
• 23:28
  Brynne Tillman: Mm-hmm.
• 23:28
  Tom Jackobs: we'll link all that up into the show notes and make sure that everybody's going to that and make it easy.
• 23:33
  Tom Jackobs: And actually I think I'm gonna have my my assistant who handles the LinkedIn get into that group as well.
• 23:38
  Tom Jackobs: So Brynne, this has been uh, again, fascinating and a great conversation.
• 23:42
  Tom Jackobs: I really wanna thank you so much for coming on the show and sharing your wisdom with the audience.
• 23:48
  Brynne Tillman: And thank you for coming on my show and sharing your wisdom with my audience.
• 23:52
  Tom Jackobs: Awesome.
• 23:53
  Tom Jackobs: Sharing is caring, right?
• 23:55
  Tom Jackobs: That's what my mom says, so
• 23:57
  Brynne Tillman: Oh, moms are always right'cause I'm one.
• 24:00
  Tom Jackobs: Yes always.
• 24:02
  Tom Jackobs: And thank you listeners for tuning into today's episode.
• 24:05
  Tom Jackobs: We really do appreciate it.
• 24:06
  Tom Jackobs: Make sure that you're checking out everything that Brynne's doing, and we're gonna link all of that up into the show notes.
• 24:12
  Tom Jackobs: And then while you're down there, there's probably gonna be a place where you can share this episode.
• 24:17
  Tom Jackobs: I encourage you to share the episode with a friend or a family member or a colleague that could use some of the advice that Brynne has shared with us today.
• 24:24
  Tom Jackobs: It really helps share the show and gets more people interested in being heart-led rather than profit led.
• 24:30
  Tom Jackobs: So until next time, lead with your heart.
• 24:34
  Speaker 2: You've been listening to The Heart-Led Business Show, hosted by Tom Jackobs.
• 24:39
  Speaker 2: Join us next time for another inspiring journey into the heart of business.