“… if you are not harnessing the full potential of LinkedIn to grow sales and build a loyal client base, you are leaving more money on the table than you even realize.”
Seven Sure-Fire Ways to Get More Clients with LinkedIn By Jeff t is a fact that LinkedIn is the world’s largest, most comprehensive professional network. With more than 200 million subscribers, LinkedIn adds two new profiles every second. The clients that you need to do business with are on LinkedIn. It is a fact that studies indicate that mortgage professionals who implement proven LinkedIn sales and marketing strategies have grown their originations by more than 30 percent. Some of my students have even doubled their origination volume within just 12 months of implementing these proven techniques. It is a fact that if you are not harnessing the full potential of LinkedIn to grow sales and build a loyal client base, you are leaving more money on the table than you even realize. But, how do we catch the wave of this massive trend in social media? Here are seven simple strategies proven to grow sales and get more clients utilizing LinkedIn:
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1. Build a robust LinkedIn profile Your LinkedIn profile is the hub of your sales activity. For many clients who do business with you, it will be the first impression that you make with them. The perception of your professionalism, capability and accomplishments has a huge influence on a client’s decision of who they choose to do business with. The first step to acquire more clients with LinkedIn is to build a superior profile page that does full justice to your personal brand and informs potential clients of the depth of your industry experience and competencies. Did you realize that your LinkedIn Headline (which appears directly under your name) in your profile is picked up in Google’s search algorithms? It is! Simply placing the prop-
through a variety of methods. You may reach out to them directly through LinkedIn’s InMail system (an internal email system). You could also send them a direct invitation to connect. You may also elect to be introduced to these Krantz valuable connections through someone in your existing network that knows er text in your LinkedIn headline can them. The networking possibilities truly put you in a favorable place with are endless. Google’s fantastic search engine. 3. Obtain professional Imagine the possibilities. LinkedIn profile pages have replaced recommendations the old-school version of your profes- You have clients who you have happily sional resume. In this modern era of served before with your mortgage servicsocial media, the people that need to es. They are delighted with your profesfind you and desire what you do pro- sionalism and capability. How great fessionally, are going to find you online. would it be if you could obtain profesIt is imperative that your LinkedIn sional testimonials from these happy profile include a thorough detail of clients that edify you and highly endorse your professional working history, your your services? With LinkedIn, you are able to do that professional designations and certifications, as well as a robust client testimo- very thing. You can request recommennial collection called recommenda- dations from past clients through tions, where past clients of yours sing LinkedIn’s InMail recommendation system. The recipients of these recommenyour praises. dation requests are prompted to draft a concise testimonial of your professional 2. Add targeted services. Once they complete this recomconnections A free basic LinkedIn account allows mendation, the InMail system automatisophisticated search capabilities. A sub- cally notifies you of their recommendascribing member can search for tion and immediately allows you to post prospects in a variety of ways making it the recommendation on your profile easier to find new clients than ever page. You can even return the favor and before. LinkedIn’s advanced search share a recommendation of how capabilities allow us to search by key- delightful it was to work with that client word, name, company, title, location, and tout their professional capabilities industry, and even seniority (among as well. There is nothing as compelling as a others). Just think of the possibilities of searching and finding prospects from a professional recommendation. Over the specific organization that is expanding course of time, you can compile a treasor opening new facilities in an area ure-trove of robust client testimonials to where you originate loans? Imagine display on your LinkedIn profile that connecting with influencers who have speak volumes of your abilities and seniority with the clients you want to do experience to help so many others. business with. How would you like the opportunity find and connect with 4. Post priceless wisdom some of the industry movers and shak- and always add value ers that could stand to become a very LinkedIn allows you to post valuable profitable strategic partner to grow information which then appears to all your mortgage originations business. of your connections in the newsfeedLinkedIn allows you to do that very styled updates section. Much like Facebook allows you to post status thing. Once you have searched for and updates, LinkedIn allows you to share a found these individuals, you may begin great article, quote, news headline to connect with them through LinkedIn among so many other valuable things
directly as a personal update. What better way to stay out in front of potential clients and strategic partners? Today’s economy is based on information. When we provide valuable insights to our connections through LinkedIn, not only are we increasing the value of our personal brand, but we are helping them to make informed decisions when it comes to home financing. As you post the latest valuable industry information to your updates feed on LinkedIn, you will become the provider of choice when your prospects select the mortgage professional that they desire to do business with.
5. Communicate strategically Once you have connected with the individuals you desire to do business with, you can implement a strategic communication strategy with them directly through LinkedIn. I encourage regular, ongoing frequency of communication with your LinkedIn connections. The initial contact with the connection may be a simple expression of gratitude for adding them into your network. Often, during these first exchanges of communication, you are getting introduced to them and getting your name out there. Expressing a bit of thankfulness and then positioning yourself to help them when the need arises, is always a tactful way to create a great first impression. Follow up communication directly to your LinkedIn connections should always be saturated with value-added information and never pitching a product to them. There is no faster way to turn a prospect off than to use social media as a platform to pitch your latest product. LinkedIn is the platform to create authentic, mutually beneficial professional relationships.
6. Join industry groups LinkedIn has thousands of industry and professional groups that you can join. Most of these groups have a leader who administers the group and also screens applicants so that the membership of each group is of true