{"version":"1.0.0","segments":[{"startTime":0.96,"endTime":4.799,"body":"Alright. And we are"},{"startTime":4.799,"endTime":7.779,"body":"live. This is exciting. Are you excited, Harry? I'm excited."},{"startTime":8.425,"endTime":11.865,"body":"I'm excited, and our friends over at"},{"startTime":11.865,"endTime":15.085,"body":"Facebook are now giving me the option to go live."},{"startTime":15.51,"endTime":19.35,"body":"Yay. And we could add more with a title, but"},{"startTime":19.35,"endTime":22.73,"body":"we're not doing that right now because I don't know what the title is."},{"startTime":23.785,"endTime":27.305,"body":"Deal with it, Facebook. So great to see you"},{"startTime":27.305,"endTime":30.745,"body":"guys. We are very excited because we're there's my"},{"startTime":30.745,"endTime":34.3,"body":"title, elevate your sales game, ethical lead generation"},{"startTime":34.6,"endTime":38.22,"body":"on LinkedIn with the one and only beautiful,"},{"startTime":38.52,"endTime":42.285,"body":"smiling, happy, cheerful, positive energy filled,"},{"startTime":42.665,"endTime":46.185,"body":"Christine Dean. Welcome to the selling with"},{"startTime":46.185,"endTime":49.945,"body":"dignity Facebook group, and our podcast are"},{"startTime":49.945,"endTime":53.69,"body":"live. What's a good word, Christine? Oh my goodness."},{"startTime":53.69,"endTime":57.13,"body":"I am excited. We are gonna have fun today because this is actually one of"},{"startTime":57.13,"endTime":60.915,"body":"my favorite topics. Let's see. Ethical lead gen, watching"},{"startTime":60.915,"endTime":64.515,"body":"you succeed in your business. These are all the space that I love to"},{"startTime":64.515,"endTime":67.875,"body":"play. And so we're just gonna have a great time."},{"startTime":67.875,"endTime":71.54,"body":"And, you know, it's one of those topics where it's so"},{"startTime":71.54,"endTime":75.38,"body":"important. Right? You can't run a business if you don't have leads and"},{"startTime":75.38,"endTime":79.185,"body":"if you can't sell and you can't write. So you're not going anywhere. You're"},{"startTime":79.185,"endTime":82.945,"body":"going downhill real fast. Right? So we gotta put some systems in place for this."},{"startTime":82.945,"endTime":86.729,"body":"So, you know, when you invited me on, I was like, oh, sales"},{"startTime":86.729,"endTime":90.33,"body":"and lead gen altogether. This is like the power hour right"},{"startTime":90.33,"endTime":94.17,"body":"here. This is it. Power half an hour. We're gonna have a jam packed"},{"startTime":94.17,"endTime":97.845,"body":"half an hour. For those of you who don't know Christine, she is a mission"},{"startTime":97.845,"endTime":101.365,"body":"driven business strategist and marketing coach. I"},{"startTime":101.365,"endTime":104.869,"body":"actually work with her, and she has been great in helping me to get,"},{"startTime":105.43,"endTime":109.27,"body":"my marketing together. And yeah. So, Christy, why don't"},{"startTime":109.27,"endTime":112.915,"body":"you explain a little bit as to what you do and who you serve? Well,"},{"startTime":112.915,"endTime":116.055,"body":"right now, I'm serving my puppy who's barking in the background, but"},{"startTime":117.395,"endTime":120.84,"body":"but one of the things that I love to do is help those businesses with"},{"startTime":120.84,"endTime":124.68,"body":"their multiple streams of income, really. And and so as you know, that's"},{"startTime":124.68,"endTime":128.3,"body":"really important. And and the puppy may join us. That may happen."},{"startTime":128.44,"endTime":131.885,"body":"That's okay. We like dogs. This is a dog friendly,"},{"startTime":132.265,"endTime":136.025,"body":"show and a dog friendly Facebook group. So That's"},{"startTime":136.025,"endTime":139.849,"body":"good. So how often do you bring your dog to work? Well, apparently, today, that's"},{"startTime":139.849,"endTime":143.069,"body":"what's gonna happen. Say hi there. Fair is famous now? Alright."},{"startTime":144.65,"endTime":148.454,"body":"Excellent. That being the case, let's see if he'll cooperate for us. So when"},{"startTime":148.454,"endTime":152.215,"body":"it comes to lead gen, really, you want to,"},{"startTime":153.734,"endTime":157.56,"body":"multiple strengths. Right? So you really have to appeal to your particular audience,"},{"startTime":157.64,"endTime":161.4,"body":"whoever that is, and it has to go exactly to the services that"},{"startTime":161.4,"endTime":165.055,"body":"you're providing. And you may have multiple services that you're offering. So you really"},{"startTime":165.055,"endTime":168.894,"body":"need to think about when you're talking to somebody, what is it that they"},{"startTime":168.894,"endTime":172.709,"body":"want to know? How can you add value to them through"},{"startTime":172.709,"endTime":176.39,"body":"your services? But the first thing is add value. Right? You gotta"},{"startTime":176.39,"endTime":180.069,"body":"build that relationship, and it's essential that we do"},{"startTime":180.069,"endTime":183.915,"body":"this in a way that's ethical. Why? Well, we've all seen"},{"startTime":183.974,"endTime":187.815,"body":"the unethical side. Right? So how many people have a LinkedIn"},{"startTime":187.815,"endTime":191.58,"body":"account? Right? If you have a LinkedIn account, you probably have been bombarded"},{"startTime":191.96,"endTime":195.72,"body":"with messages. Hi. Let's connect. And then the next pitch is"},{"startTime":195.72,"endTime":199.4,"body":"like, you know, they they just slap you upside the head. Hi. Buy my such"},{"startTime":199.4,"endTime":203.225,"body":"and such. You're like, woah. Woah. Slow down here. You know, I don't wanna marry"},{"startTime":203.225,"endTime":206.825,"body":"you yet. We're just dating. Right? Let's get to know each other first. And"},{"startTime":206.825,"endTime":210.53,"body":"so we find a lot of times, right, it's an excuse to get"},{"startTime":210.53,"endTime":214.29,"body":"in to to connect with you, and then they instantly try and sell to"},{"startTime":214.29,"endTime":217.875,"body":"you. Right? And that's not what we're about. We're about building"},{"startTime":217.875,"endTime":221.555,"body":"those relationships. So imagine that when you"},{"startTime":221.555,"endTime":225.33,"body":"talk to somebody in LinkedIn that you were talking to, like, a real person, not"},{"startTime":225.33,"endTime":229.01,"body":"a bot that was sending you an automation. Right? What if you could"},{"startTime":229.01,"endTime":232.575,"body":"be a real person, they were real, you were real, and you could have a"},{"startTime":232.575,"endTime":235.795,"body":"real conversation about adding value to each other."},{"startTime":236.254,"endTime":239.89,"body":"When you take that perspective with you into lead"},{"startTime":239.89,"endTime":243.03,"body":"gen, right, it changes the dynamics of the conversation."},{"startTime":244.61,"endTime":247.43,"body":"So, Harry, I think you're gonna agree with me on that one. Right?"},{"startTime":248.285,"endTime":252.125,"body":"Yes. Well, I mean, so I'm having some trouble hearing you. Can you hear"},{"startTime":252.125,"endTime":255.64,"body":"me okay? Yeah. I can hear you great. Yeah."},{"startTime":255.64,"endTime":259.24,"body":"Okay. So I might have just had a little glitch in my Internet, which is,"},{"startTime":260.2,"endTime":264.04,"body":"puzzling. But yeah. So here's the here's the challenge. So you have some people"},{"startTime":264.04,"endTime":267.535,"body":"who are hardly even using LinkedIn and"},{"startTime":267.535,"endTime":270.974,"body":"missing, in my opinion, a huge opportunity to brand"},{"startTime":270.974,"endTime":274.034,"body":"themselves, to get involved, to build a community,"},{"startTime":275.02,"endTime":278.72,"body":"to find potential clients, comment on their posts."},{"startTime":279.1,"endTime":282.32,"body":"So there's that side. Mhmm. And then there's the side"},{"startTime":282.885,"endTime":286.025,"body":"that is there's probably 3 sides. But the other side is"},{"startTime":286.245,"endTime":289.764,"body":"the DMs that I get every day, that you get every"},{"startTime":289.764,"endTime":293.35,"body":"day, people who wanna connect. And as soon as we"},{"startTime":293.35,"endTime":297.19,"body":"connect, we get this, Harry, so how long have you been"},{"startTime":297.19,"endTime":300.935,"body":"coaching? Or, Christine, how long have you been in the marketing business? And then"},{"startTime":300.935,"endTime":304.534,"body":"we don't respond because we know it's a setup. And then 2 days"},{"startTime":304.534,"endTime":307.995,"body":"later, we get another message that I'm putting on a webinar."},{"startTime":308.37,"endTime":311.889,"body":"I'm selling this program, blah blah blah. So now it goes"},{"startTime":311.889,"endTime":315.35,"body":"from connect to quick"},{"startTime":315.41,"endTime":319.164,"body":"question, which is a step now, and then the"},{"startTime":319.164,"endTime":322.764,"body":"pitch. So it's interesting how this works. So now I've got my"},{"startTime":322.764,"endTime":326.444,"body":"DM, my messages box, my inbox is filled up"},{"startTime":326.444,"endTime":329.92,"body":"with these, like, automatic. There there's a"},{"startTime":329.92,"endTime":333.52,"body":"certain format that you recognize right away. You're like, no. You're just"},{"startTime":333.52,"endTime":336.66,"body":"asking that question. You really don't care what my answer is. Exactly."},{"startTime":337.165,"endTime":340.705,"body":"Right? And and we can tell, right, whether or not that's authentic. So"},{"startTime":341.085,"endTime":344.545,"body":"when we're communicating with people and we wanna build those relationships,"},{"startTime":344.939,"endTime":348.3,"body":"right, we really do want that to be authentic. We want it to be real,"},{"startTime":348.3,"endTime":351.9,"body":"and we wanna see how we can add value to each other. So instead of"},{"startTime":351.9,"endTime":355.615,"body":"coming in like, hey, wanna buy my widget? Right? How about,"},{"startTime":355.615,"endTime":358.895,"body":"hey, let's talk and see how we can help each other. Right? I can see"},{"startTime":358.895,"endTime":362.574,"body":"some potential synergy between us because, right, maybe we both share the"},{"startTime":362.574,"endTime":366.28,"body":"same client base. Maybe we have the same interest. Maybe what"},{"startTime":366.36,"endTime":370.04,"body":"whatever it is. I saw you had an article and it really, saying"},{"startTime":370.04,"endTime":373.794,"body":"to me because I could see that you also believe in. Right?"},{"startTime":373.794,"endTime":377.414,"body":"Whatever it is, find some kind of mutual ground more so than,"},{"startTime":378.354,"endTime":382.13,"body":"just, hey. We're in the same group or, hey, we know the same person. They're"},{"startTime":382.13,"endTime":385.81,"body":"like, yeah, but. Right? So they have automations that'll do that now."},{"startTime":385.81,"endTime":389.19,"body":"Right? So try going for that authentic connection"},{"startTime":389.875,"endTime":393.475,"body":"because that makes all the difference in the world. And and I'm gonna tell you"},{"startTime":393.475,"endTime":396.355,"body":"my special secret on this, right, is leveraging,"},{"startTime":397.69,"endTime":401.47,"body":"who you are. Right? They talk about how your network is your net worth."},{"startTime":402.25,"endTime":406.01,"body":"Right? Yeah. So Love it. If you're if you're leveraging who you're"},{"startTime":406.01,"endTime":409.694,"body":"connected with and you're doing in a way that's ethical, people"},{"startTime":409.694,"endTime":413.395,"body":"will actually help you. Crazy concept. Right?"},{"startTime":413.535,"endTime":416.919,"body":"So Yeah. A 100%. So this this idea of doing"},{"startTime":416.919,"endTime":420.759,"body":"this ethically is it's what we're saying here"},{"startTime":420.759,"endTime":424.585,"body":"is, like, let's just do this above board where it's not gross"},{"startTime":424.585,"endTime":428.425,"body":"and slimy. I mean, it's not a crime to look for"},{"startTime":428.425,"endTime":431.405,"body":"more clients. Alright? It's not a crime to prospect."},{"startTime":432.185,"endTime":435.76,"body":"So can you do it in a way that's clean and"},{"startTime":435.76,"endTime":439.2,"body":"helpful without necessarily feeling like you're"},{"startTime":439.2,"endTime":442.1,"body":"burning through people, you're burning through your connections?"},{"startTime":443.105,"endTime":446.865,"body":"And, you know Right. Like, I had someone recently, one"},{"startTime":446.865,"endTime":450.485,"body":"of you know, I went in under DMs,"},{"startTime":450.545,"endTime":454.24,"body":"and I said, okay. I'll meet this person. And within"},{"startTime":454.24,"endTime":457.92,"body":"30 seconds, it was, hey. Let me cut to the chase as we"},{"startTime":457.92,"endTime":461.04,"body":"had our our meeting. You know? So I'm gonna give this guy a chance because"},{"startTime":461.04,"endTime":464.875,"body":"he says, collaborate. Right? So I have the collaborate, partner."},{"startTime":464.875,"endTime":468.715,"body":"Those are things I'm thinking. You have a lot of connections, and boom."},{"startTime":468.715,"endTime":472.46,"body":"Let me cut to the chase. So you got me"},{"startTime":472.46,"endTime":476.0,"body":"on the hook. Right? Because collaborate and partner, things I like."},{"startTime":476.14,"endTime":479.805,"body":"What you lost beyond was cut to the chase. Right. Because"},{"startTime":479.805,"endTime":483.645,"body":"now that's playing that building this relationship really wasn't that important to"},{"startTime":483.645,"endTime":487.34,"body":"me. I'm gonna cut to the chase and skip that part. You're like, no. That's"},{"startTime":487.34,"endTime":490.56,"body":"how you got in the door. You have to continue that attitude"},{"startTime":491.18,"endTime":494.935,"body":"of servant leadership, right, where where we're going to work together"},{"startTime":494.935,"endTime":497.895,"body":"and collaborate at the point that you're like, but I'm gonna throw that away now."},{"startTime":497.895,"endTime":501.595,"body":"You've just thrown away the whole meeting. It's like, okay. Well, then I'm done."},{"startTime":501.815,"endTime":504.91,"body":"Oh, think I hear my dog barking. I gotta go. Right."},{"startTime":505.85,"endTime":509.55,"body":"And I'm out of there. Right. We really want real relationships."},{"startTime":510.41,"endTime":514.205,"body":"And so part of that whole authenticity is if"},{"startTime":514.205,"endTime":517.645,"body":"you're being authentic and you're not being slimy about"},{"startTime":517.645,"endTime":521.309,"body":"it. And and I've reintroduced people like, oh, can you introduce me so and so?"},{"startTime":521.39,"endTime":524.35,"body":"Okay. Sure. And I introduce them. The other person comes back to me and they"},{"startTime":524.35,"endTime":528.029,"body":"go, oh, you know, they just kinda pitched me, like, right off the"},{"startTime":528.029,"endTime":531.685,"body":"bat, like, hard sell. And I was like, oh, yeah. That's"},{"startTime":531.685,"endTime":534.565,"body":"not good. That's not gonna work. So guess what? The next time that person comes"},{"startTime":534.565,"endTime":537.845,"body":"around, it's like, hey, Christine. Can you introduce me? I'm like, you know, I don't"},{"startTime":537.845,"endTime":541.48,"body":"think I can do that. They're like, what? And I'm like, yeah. I know."},{"startTime":541.48,"endTime":545.02,"body":"I introduced you to somebody I really trust and and like, and and"},{"startTime":545.24,"endTime":549.075,"body":"you kinda went in with a big pitch, and they weren't comfortable with"},{"startTime":549.075,"endTime":552.675,"body":"that. So that makes it really difficult for me to refer you. You know, would"},{"startTime":552.675,"endTime":556.275,"body":"you like to have a conversation about how you can work around that and and"},{"startTime":556.275,"endTime":559.72,"body":"maybe not be so pitchy next time so I can introduce you to people. Right?"},{"startTime":559.72,"endTime":563.16,"body":"And then we have a conversation. But you gotta let people know because if they"},{"startTime":563.16,"endTime":566.833,"body":"don't know and they've never been in networking, they only"},{"startTime":566.833,"endTime":569.103,"body":"think, like, with the sales hat, the old school sales hat. Right? It's all about"},{"startTime":569.103,"endTime":571.025,"body":"the sale. It's all about sale. You're only as good as your last sale."},{"startTime":572.85,"endTime":576.37,"body":"Right? If you've got that hat on or if you're desperate, right, you smell"},{"startTime":576.37,"endTime":580.069,"body":"desperate, and it comes across that way. But some people honestly"},{"startTime":580.209,"endTime":583.964,"body":"don't know how to network and how to build a"},{"startTime":583.964,"endTime":587.725,"body":"relationship. They really don't. And it's"},{"startTime":587.725,"endTime":591.48,"body":"not that it's really intentional. They just have no idea. They've"},{"startTime":591.48,"endTime":595.24,"body":"never been exposed to it before. It's a whole new concept. Right. Right."},{"startTime":595.24,"endTime":598.06,"body":"So somebody said take the time to tell them. Right?"},{"startTime":598.835,"endTime":602.515,"body":"Yeah. Exactly. So, like, so let's just go back to this"},{"startTime":602.515,"endTime":606.355,"body":"person who was doing the connect 30 seconds in. Let's cut to"},{"startTime":606.355,"endTime":610.15,"body":"the chase. So if we're if we're networking and we're"},{"startTime":610.15,"endTime":613.51,"body":"having a meeting so now we went from network to now we're having a meeting."},{"startTime":613.51,"endTime":617.185,"body":"So imagine driving to a location. I'm gonna"},{"startTime":617.185,"endTime":621.024,"body":"meet this person for the first time. They invite me into their office or"},{"startTime":621.024,"endTime":624.85,"body":"in their conference room. I sit down, and then I go, let"},{"startTime":624.85,"endTime":628.61,"body":"me just cut to the chase. Right? Nobody would"},{"startTime":628.61,"endTime":632.39,"body":"do that. There would be some small talk. There would be some relationship"},{"startTime":632.69,"endTime":636.315,"body":"building. So the whole idea of having the speed"},{"startTime":636.375,"endTime":639.894,"body":"thing and getting through people is we're trying to"},{"startTime":639.894,"endTime":643.16,"body":"hear no way earlier than we need to."},{"startTime":643.72,"endTime":647.42,"body":"So, with what you're saying then is, like,"},{"startTime":647.72,"endTime":651.495,"body":"this is what some people think it is. Right? So And they just"},{"startTime":651.654,"endTime":655.335,"body":"they don't know. Yeah. They just don't know. And"},{"startTime":655.335,"endTime":659.015,"body":"and, you know, somebody's gotta educate them. Somebody's got to let"},{"startTime":659.015,"endTime":661.56,"body":"them know what's going on. Right? Otherwise,"},{"startTime":663.48,"endTime":667.32,"body":"they're clueless. Right? They're just wandering around in the dark. So it's"},{"startTime":667.32,"endTime":671.025,"body":"okay to let somebody know what those expectations are. And it's okay"},{"startTime":671.025,"endTime":674.705,"body":"when you introduce somebody to say, you know, this is what we're looking"},{"startTime":674.705,"endTime":677.48,"body":"for or this might be a good way to approach this first. And this you"},{"startTime":677.48,"endTime":680.279,"body":"know what I mean? You can give them insights and and help people along the"},{"startTime":680.279,"endTime":684.12,"body":"way. But it's a it's a mind shift. Right? So once you've taken"},{"startTime":684.12,"endTime":687.904,"body":"away, I need to make this sale, and you're like, approach a situation"},{"startTime":687.904,"endTime":691.264,"body":"with how can we collaborate and help each other? Shifting that"},{"startTime":691.264,"endTime":695.024,"body":"mindset when you walk into the meeting right from the beginning can change"},{"startTime":695.024,"endTime":698.4,"body":"the outcome. Right? So if he had come into that"},{"startTime":698.4,"endTime":701.84,"body":"meeting, if he'd come into that meeting instead of saying, let me cut to the"},{"startTime":701.84,"endTime":705.015,"body":"chase, you know, let me pitch you. Right? If they if you had skipped and"},{"startTime":705.015,"endTime":708.775,"body":"he'd said, you know what, Harry? I wanna know more about your business so"},{"startTime":708.775,"endTime":712.47,"body":"I can see how we can collaborate. And then as you"},{"startTime":712.47,"endTime":716.07,"body":"shared, he said, oh, well, I see opportunities here"},{"startTime":716.07,"endTime":719.825,"body":"here. You know, I was thinking about doing a summit. You know, maybe you'd like"},{"startTime":719.825,"endTime":723.265,"body":"to get on stage with me. Maybe right. If you start exploring those"},{"startTime":723.265,"endTime":726.165,"body":"opportunities, how does that shift things? Right?"},{"startTime":726.625,"endTime":730.43,"body":"Yeah. It does big time. Right? So"},{"startTime":730.589,"endTime":734.269,"body":"and, you know, so the bait and switch. Right? So the first"},{"startTime":734.269,"endTime":736.769,"body":"thing that comes to mind is someone might be prospecting,"},{"startTime":738.615,"endTime":742.375,"body":"and they want, they want new clients, whatever it"},{"startTime":742.375,"endTime":746.06,"body":"is. But, virtually, everyone wants more clients. So they"},{"startTime":746.06,"endTime":749.74,"body":"have a conversation. They get you in on the collaboration, but they don't"},{"startTime":749.74,"endTime":753.58,"body":"really wanna talk to you about really collaborating. They"},{"startTime":753.58,"endTime":756.285,"body":"wanna sell you something. Right. So how"},{"startTime":757.325,"endTime":760.865,"body":"I love how you do you have the shift? But if someone is"},{"startTime":762.285,"endTime":766.05,"body":"a coach, for instance, and they're working at with"},{"startTime":766.05,"endTime":768.87,"body":"middle aged people who are leaving"},{"startTime":769.49,"endTime":773.265,"body":"corporate, that person is maybe still in"},{"startTime":773.265,"endTime":777.025,"body":"the corporate world, and we're just reaching out and just trying to build"},{"startTime":777.025,"endTime":780.73,"body":"our list and build, like, a community. Probably"},{"startTime":780.73,"endTime":783.79,"body":"look fishy if we say we like to collaborate. Right?"},{"startTime":784.57,"endTime":787.93,"body":"So is there what's your thought on that? You know Be like the devil's"},{"startTime":787.93,"endTime":791.595,"body":"advocate. Yeah. Well, there's usually a lot of opportunities to"},{"startTime":791.595,"endTime":795.115,"body":"collaborate when you're open to them. Right? If you really are"},{"startTime":795.115,"endTime":798.91,"body":"listening to somebody talk and you're thinking about the possibilities rather than"},{"startTime":798.91,"endTime":801.39,"body":"I need this, I need this, and then you don't make it about you and"},{"startTime":801.39,"endTime":804.99,"body":"make it other focused. Right? That changes things. So when I talk to"},{"startTime":804.99,"endTime":808.775,"body":"somebody, literally, I am looking for opportunities to share my resources"},{"startTime":808.775,"endTime":812.455,"body":"with them, my network with them, anything that I know that's"},{"startTime":812.455,"endTime":815.575,"body":"coming up that they might like to participate with. Like, oh, I think they get"},{"startTime":815.575,"endTime":819.4,"body":"along really well with this person based on their personality, those their hobbies,"},{"startTime":819.46,"endTime":823.14,"body":"whatever it is. And maybe it's business side too. Right? So it just"},{"startTime":823.14,"endTime":826.935,"body":"kinda depends on the person, but I'm always looking for those opportunities. And I laugh"},{"startTime":826.935,"endTime":830.454,"body":"because I claim that I see cartoon bubbles above people's head while I'm talking to"},{"startTime":830.454,"endTime":833.735,"body":"him. But a little bubble, it says, oh, they need to meet Tonso. Or, you"},{"startTime":833.735,"endTime":836.78,"body":"know, oh, they really like this. You know, I bet they'd be interested in this"},{"startTime":836.78,"endTime":839.82,"body":"event. Right? So a lot of times I pay attention to what's going on in"},{"startTime":839.82,"endTime":843.12,"body":"my communities, so I have opportunities to share those with people."},{"startTime":843.495,"endTime":847.095,"body":"Right? So I purposely pay attention to that. So if you go"},{"startTime":847.095,"endTime":850.935,"body":"into a meeting saying, okay. How can I help this person? That's my"},{"startTime":850.935,"endTime":854.66,"body":"only goal. So how can I help this person? You'd be amazed how many"},{"startTime":854.66,"endTime":858.5,"body":"people are willing to open up and say, well, goodness. Christine was so nice"},{"startTime":858.5,"endTime":861.38,"body":"to me, and she introduced me to this person and that person right there on"},{"startTime":861.38,"endTime":865.175,"body":"the spot, and she gave me the suggestion and this resource. You know?"},{"startTime":865.575,"endTime":869.335,"body":"What can I do to help? And they literally will ask you, what can I"},{"startTime":869.335,"endTime":873.11,"body":"do to help you? That's how you know you've done what you were supposed to"},{"startTime":873.11,"endTime":876.149,"body":"do walking into the room because when they turn around and say how can I"},{"startTime":876.149,"endTime":879.985,"body":"help you you need to have an answer You need to know what that is?"},{"startTime":879.985,"endTime":883.585,"body":"So have your ask ready ahead of time. Because even then, you don't wanna be"},{"startTime":883.585,"endTime":886.76,"body":"like, oh, don't worry about it. Because now you're not getting anything out of this"},{"startTime":886.76,"endTime":890.6,"body":"at all. You you want something. They wanna help you. And when you have a"},{"startTime":890.6,"endTime":894.275,"body":"lopsided relationship where one person has"},{"startTime":894.275,"endTime":897.315,"body":"given a lot and the other person hasn't given anything, it makes the other person"},{"startTime":897.315,"endTime":900.995,"body":"feel uncomfortable when they've received and they can't give"},{"startTime":900.995,"endTime":904.08,"body":"something back. So let them give something back."},{"startTime":904.38,"endTime":907.98,"body":"Right? Whether it's something really simple, maybe there's somebody you wanted to meet"},{"startTime":907.98,"endTime":911.375,"body":"specifically you wanna ask them to introduce you to, Or maybe,"},{"startTime":911.755,"endTime":915.135,"body":"you know, for me, I always say I love ACES authors,"},{"startTime":915.355,"endTime":919.135,"body":"coaches, executive coaches, entrepreneurs, and speakers."},{"startTime":919.35,"endTime":922.87,"body":"Who do you know that's, got a book? Right? Mhmm. Because I have great"},{"startTime":922.87,"endTime":926.15,"body":"resources I would like to share with them. Now they trust me when I say"},{"startTime":926.15,"endTime":929.964,"body":"that. Why? Because I just gave them fantastic resources. So they know I'm gonna"},{"startTime":929.964,"endTime":933.644,"body":"get fantastic resources to their friends. Yeah. Right? So if you"},{"startTime":933.644,"endTime":937.485,"body":"start building that relationship and you use those reach outs on LinkedIn"},{"startTime":937.485,"endTime":941.21,"body":"as an opportunity to have a real conversation. And when you say,"},{"startTime":941.21,"endTime":944.89,"body":"hey. Can we collaborate? Not, hey. I'd like to sell you something. And you"},{"startTime":944.89,"endTime":948.365,"body":"mean it. Right and you're asking for a quick one on one"},{"startTime":948.365,"endTime":952.045,"body":"right and you could do something really short to start with you know a"},{"startTime":952.045,"endTime":955.76,"body":"15 minute 20 minute phone call or something to kinda"},{"startTime":955.82,"endTime":958.7,"body":"feel the vibes and see if you feel like, yeah, you know, this is good"},{"startTime":958.7,"endTime":961.34,"body":"synergy or not. And if it's not, you can move on. I've got a friend"},{"startTime":961.34,"endTime":964.705,"body":"that literally does 10 minutes. That's all they do for their 1st meeting. If they"},{"startTime":964.705,"endTime":968.145,"body":"feel like this is gonna be good, then they book a longer appointment after that."},{"startTime":968.145,"endTime":971.11,"body":"But they start off with something really short and simple to see if it's a"},{"startTime":971.11,"endTime":974.47,"body":"good fit. Because sometimes, you know, somebody looks really good on paper, and then you"},{"startTime":974.47,"endTime":978.31,"body":"start talking to me like, oh, personality is just none. You know,"},{"startTime":978.31,"endTime":982.055,"body":"this may not be somebody I wanna hang out with. Yep. Very true."},{"startTime":982.195,"endTime":985.955,"body":"Yeah. I I like what you're saying. It's like, so you've got, you know,"},{"startTime":985.955,"endTime":989.8,"body":"just to backtrack a little bit, you gotta know what you're doing. I"},{"startTime":989.8,"endTime":993.64,"body":"can't just say I'm here to serve. What are you working on? And, like, you"},{"startTime":993.64,"endTime":996.94,"body":"don't they the person doesn't know you yet. Mhmm. So"},{"startTime":997.185,"endTime":1000.865,"body":"they're wondering. And I remember giving someone some coaching advice"},{"startTime":1000.865,"endTime":1004.704,"body":"on sales. And the person didn't know who I was. I mean, they"},{"startTime":1004.704,"endTime":1008.23,"body":"didn't look me up. And so here I was. You know, they're saying"},{"startTime":1008.23,"endTime":1011.93,"body":"something, and I I gave it very casual. Here's"},{"startTime":1012.15,"endTime":1015.945,"body":"yeah. Whatever I said. And the person said, so what's your"},{"startTime":1015.945,"endTime":1019.705,"body":"background? Like, so I just assumed you"},{"startTime":1019.705,"endTime":1023.005,"body":"might have looked me up, but, you know, but I should have at least"},{"startTime":1023.56,"endTime":1027.4,"body":"introduced that better. So I'll take the blame, but this is where we have"},{"startTime":1027.4,"endTime":1031.145,"body":"to have, like, a I'm not gonna even say it's 30 seconds. Right?"},{"startTime":1031.145,"endTime":1034.684,"body":"Sometimes it's around 10 or 15 seconds as to"},{"startTime":1034.905,"endTime":1038.105,"body":"who you are and what you do. Right? If they already know your name, you"},{"startTime":1038.105,"endTime":1041.26,"body":"don't have to say your name, but you gotta say how I serve the community."},{"startTime":1041.8,"endTime":1045.64,"body":"And my goal here today is to learn about you, see if there's some"},{"startTime":1045.64,"endTime":1049.48,"body":"opportunities where I might be able to serve you, and go from"},{"startTime":1049.48,"endTime":1053.164,"body":"there. Yep. Exactly. Set up those expectations at the beginning."},{"startTime":1053.485,"endTime":1056.365,"body":"Give them a little bit of detail about who you are. Hi. I'm Christine Dean."},{"startTime":1056.365,"endTime":1060.13,"body":"I'm the networking diva. I love working with mission driven organizations and"},{"startTime":1060.13,"endTime":1063.89,"body":"people and causes. Right? So anybody that's doing good in the world, I love to"},{"startTime":1063.89,"endTime":1067.09,"body":"meet them because I love to, you know, provide resources for them so they can"},{"startTime":1067.09,"endTime":1070.855,"body":"be more successful. Short, very simple."},{"startTime":1070.914,"endTime":1074.274,"body":"You know, Harry, tell me more about what you do. Right? Don't do the"},{"startTime":1074.274,"endTime":1077.77,"body":"whole speech. Don't get into a 15 minute"},{"startTime":1077.77,"endTime":1080.429,"body":"dialogue, you know, or monologue. Right?"},{"startTime":1081.77,"endTime":1085.005,"body":"Keep it short and simple. Give them enough things so they can go, hey. What's"},{"startTime":1085.005,"endTime":1088.205,"body":"that mean? You know, what is mission driven? How how does that define? You know,"},{"startTime":1088.205,"endTime":1091.67,"body":"when you say, well, I've had right. Give them some room to ask those questions."},{"startTime":1092.07,"endTime":1095.43,"body":"Draw them in. Right? And give them a chance to talk a little bit about"},{"startTime":1095.43,"endTime":1099.27,"body":"what they do. Because there's nothing worse than sitting there for, you know,"},{"startTime":1099.27,"endTime":1102.434,"body":"a 30 minute sales pitch and, like, do you mind if I pull up my"},{"startTime":1102.434,"endTime":1106.275,"body":"slides? No. No. Do not pull up slides for the first meeting ever. I'm"},{"startTime":1106.275,"endTime":1108.94,"body":"just gonna say just no. Please."},{"startTime":1110.2,"endTime":1113.96,"body":"Because nothing says slide, you know, sales pitch like a slide"},{"startTime":1113.96,"endTime":1117.625,"body":"deck. Right? So just first meeting now. Just don't even do"},{"startTime":1117.625,"endTime":1121.304,"body":"that. Right? But there there's a secret to this"},{"startTime":1121.304,"endTime":1124.78,"body":"whole getting people on, and there's special tools that can make this"},{"startTime":1124.78,"endTime":1128.46,"body":"easier. So I was gonna share one of my secrets with your audience"},{"startTime":1128.46,"endTime":1132.034,"body":"today. Alright. Let's do it. Let me find it"},{"startTime":1132.034,"endTime":1135.475,"body":"and pull that up for us. Of course, I'm gonna try and make sure all"},{"startTime":1135.475,"endTime":1139.0,"body":"my other stuff is closed. But yeah, it's good. I'll probably get"},{"startTime":1139.0,"endTime":1142.679,"body":"messages on LinkedIn while we're doing this, but that's okay. That'll give us an"},{"startTime":1142.679,"endTime":1146.36,"body":"opportunity. Hey. So I wanna share my LinkedIn with you right"},{"startTime":1146.36,"endTime":1150.065,"body":"now. And, we're gonna take a little journey, and I'm gonna show you one of"},{"startTime":1150.065,"endTime":1153.825,"body":"my favorite tools. Alright. Great. So, Harry, there you are."},{"startTime":1153.825,"endTime":1157.56,"body":"I'm on your LinkedIn page right now. Okay. So one of my"},{"startTime":1157.56,"endTime":1161.32,"body":"favorite tools is my most trusted. It's a Chrome extension. And"},{"startTime":1161.32,"endTime":1165.055,"body":"reach out to me if you want a closer one on one demo on this"},{"startTime":1165.055,"endTime":1168.415,"body":"because I love showing this off. This is like one of my favorite tools. So"},{"startTime":1168.415,"endTime":1172.015,"body":"what it is is it it's a Chrome extension. It floats around every time you"},{"startTime":1172.015,"endTime":1175.85,"body":"open LinkedIn, it follows you around. Right? And on here, it'll give"},{"startTime":1175.85,"endTime":1179.69,"body":"me information, all sorts of stuff. You're like, woah. That's a lot of"},{"startTime":1179.69,"endTime":1183.105,"body":"cool stuff. Right? Think of it as, like, the secret office"},{"startTime":1183.105,"endTime":1186.945,"body":"backdoor to LinkedIn. It's like the people on LinkedIn that actually want to"},{"startTime":1186.945,"endTime":1190.419,"body":"connect. K? So for example, I've got trusted"},{"startTime":1190.419,"endTime":1193.86,"body":"connections that I've added to my little mini network. Of course, I have a lot"},{"startTime":1193.86,"endTime":1197.645,"body":"more people on LinkedIn about, like, 6,000 or something on LinkedIn, but these"},{"startTime":1197.645,"endTime":1201.085,"body":"are people I've added into my trusted connection. Did you wanna"},{"startTime":1201.085,"endTime":1204.465,"body":"show this? Because I'm not seeing anything. Are you showing it?"},{"startTime":1204.97,"endTime":1208.41,"body":"I'm supposed to be showing it. Is it not showing? I'm not"},{"startTime":1208.41,"endTime":1212.25,"body":"seeing anything. Well, that's rather than me."},{"startTime":1212.33,"endTime":1215.174,"body":"Not seeing it, but I'm seeing it on Oh, that's because you need to add"},{"startTime":1215.174,"endTime":1218.855,"body":"it into this show. Yep. Alright. There it"},{"startTime":1218.855,"endTime":1221.98,"body":"is. And, there you go. Alright."},{"startTime":1222.92,"endTime":1226.38,"body":"Yeah. Why is it always my fault? I needed to add it. Okay."},{"startTime":1227.16,"endTime":1230.934,"body":"Well, I did know. I see it now. Well, I'm glad you said"},{"startTime":1230.934,"endTime":1233.975,"body":"something before I got all the way into it. So this is my little Chrome"},{"startTime":1233.975,"endTime":1237.275,"body":"extension. I'm gonna hide the window again. So here's Harry's profile."},{"startTime":1238.12,"endTime":1241.66,"body":"I had this little Chrome extension that follows me everywhere I go."},{"startTime":1242.04,"endTime":1245.72,"body":"And every time I go to somebody's profile, I have this little bar right here"},{"startTime":1245.72,"endTime":1249.405,"body":"that shows that. So it gives me all sorts of wonderful details."},{"startTime":1249.405,"endTime":1253.085,"body":"So I have an opportunity in the my most trusted thing to say who I'm"},{"startTime":1253.085,"endTime":1256.65,"body":"looking for and what what kind of qualities they have. So then it ranks them"},{"startTime":1256.65,"endTime":1259.85,"body":"to, oh, they think Harry would be a 7 out of 10 for the people"},{"startTime":1259.85,"endTime":1263.61,"body":"I wanna meet based on my criteria. Sales coach, author, which aligns"},{"startTime":1263.61,"endTime":1267.005,"body":"with your interest in meeting business coaches, authors, influencers. Right?"},{"startTime":1267.065,"endTime":1270.905,"body":"Background in sales, additionally, is focused on serving others aligned with your interest"},{"startTime":1270.905,"endTime":1274.5,"body":"in meeting professionals who prioritize helping others. Boom."},{"startTime":1274.5,"endTime":1278.1,"body":"Right? Harry is my ideal person right here. He's my he's my kinda"},{"startTime":1278.1,"endTime":1281.915,"body":"tribe. He's somebody I would hang out with. Right? So one of"},{"startTime":1281.915,"endTime":1285.035,"body":"the things you can have then is there's golden recommendations. You can see, oh, has"},{"startTime":1285.035,"endTime":1288.495,"body":"anybody else recommended? I recommended Harry. I've given him the golden"},{"startTime":1288.555,"endTime":1292.18,"body":"handshake saying he is the bomb if you work with Harry."},{"startTime":1292.24,"endTime":1295.44,"body":"This is, like, putting my reputation on the line. When I give somebody a golden"},{"startTime":1295.44,"endTime":1299.255,"body":"recommendation, it means that you should have an amazing time talking to"},{"startTime":1299.255,"endTime":1303.095,"body":"them because they are just fantastic people. K? So you can do that to"},{"startTime":1303.095,"endTime":1306.909,"body":"people that you really like. Now I can introduce Harry to one of my connections."},{"startTime":1307.049,"endTime":1310.889,"body":"So this right here, this is the gold because I can introduce him to"},{"startTime":1310.889,"endTime":1314.705,"body":"people, but then I can also have people request introductions and"},{"startTime":1314.705,"endTime":1318.305,"body":"I can request introductions. So this is all this little My Most"},{"startTime":1318.305,"endTime":1321.96,"body":"Trust is all about making connections. So right here,"},{"startTime":1321.96,"endTime":1324.76,"body":"Harry said, you know, hey, Christina. I see you've got so and so in your"},{"startTime":1324.76,"endTime":1328.255,"body":"network. Can you introduce them? Absolutely. I'm trying to"},{"startTime":1328.255,"endTime":1331.455,"body":"remember who I have I introduced you to,"},{"startTime":1332.095,"endTime":1335.235,"body":"Keegan yet? Me? Yeah."},{"startTime":1335.455,"endTime":1338.61,"body":"Possibly. But you have introduced me to someone,"},{"startTime":1339.07,"endTime":1342.429,"body":"Katie, just, yesterday. So But so that was so"},{"startTime":1342.429,"endTime":1346.235,"body":"yesterday. Alright. So see how nice this is, though?"},{"startTime":1346.235,"endTime":1348.794,"body":"I say, who do you want to introduce Harry to? I get that handshake, and"},{"startTime":1348.794,"endTime":1352.554,"body":"then I wanna introduce him to Keegan, who's another amazing business coach"},{"startTime":1352.554,"endTime":1356.2,"body":"that works with a lot of male business coaches. So I'm going"},{"startTime":1356.36,"endTime":1359.24,"body":"it automatically pops up. It goes, hey, Keegan. Allow me to introduce you to Harry"},{"startTime":1359.24,"endTime":1361.18,"body":"Spade. I go, Harry, Keegan is,"},{"startTime":1364.175,"endTime":1368.015,"body":"what coach for male coaches."},{"startTime":1368.015,"endTime":1371.475,"body":"I mean, that's the best way to say it. Right? He's phenomenal."},{"startTime":1371.85,"endTime":1374.35,"body":"Right? He understands the male mindset."},{"startTime":1375.289,"endTime":1378.97,"body":"Phenomenal. Let's see if I can even spell right. Oh, I was"},{"startTime":1378.97,"endTime":1382.505,"body":"close. Uh-huh. Welcome up. And"},{"startTime":1382.725,"endTime":1386.245,"body":"that's okay. Thank goodness for spell check. You still love me anyway. Right?"},{"startTime":1386.245,"endTime":1388.75,"body":"Alright. And then we're gonna say Keegan."},{"startTime":1389.61,"endTime":1392.43,"body":"Right? Harry is,"},{"startTime":1393.61,"endTime":1397.095,"body":"a sales coach. And a"},{"startTime":1397.095,"endTime":1400.935,"body":"male. And a male. Right? I'm hoping he gets that"},{"startTime":1400.935,"endTime":1404.475,"body":"from the name Harry, but, you know, nowadays. And the"},{"startTime":1404.535,"endTime":1408.11,"body":"author of"},{"startTime":1408.11,"endTime":1410.13,"body":"selling with dignity."},{"startTime":1412.43,"endTime":1415.904,"body":"Awesome. I think, right, you"},{"startTime":1415.904,"endTime":1419.365,"body":"2 would get along"},{"startTime":1420.304,"endTime":1424.12,"body":"famously. Alright? So what's gonna happen? I'm gonna introduce"},{"startTime":1424.12,"endTime":1427.799,"body":"you to. Now what happens with this, when I hit this introduction button, it's"},{"startTime":1427.799,"endTime":1431.505,"body":"gonna actually send an email, three way email, letting you both know that you're"},{"startTime":1431.505,"endTime":1435.345,"body":"being introduced to each other. K? Plus, I have options here. Open a group"},{"startTime":1435.345,"endTime":1438.19,"body":"chat with all parties. I can check that off if I want, but I want"},{"startTime":1438.19,"endTime":1441.89,"body":"it to leave it on because it's gonna automatically create a three way"},{"startTime":1441.95,"endTime":1445.55,"body":"message within LinkedIn. Share this introduction as a LinkedIn"},{"startTime":1445.55,"endTime":1449.385,"body":"post, And I wanna do that too because it's gonna tag both of you, which"},{"startTime":1449.385,"endTime":1452.985,"body":"will elevate your visibility in front of each other's audience and my"},{"startTime":1452.985,"endTime":1456.79,"body":"audience. And so it gets everybody attention. So I'm gonna go ahead and say, yes,"},{"startTime":1456.79,"endTime":1460.549,"body":"introduce. Here we go. Alright. This is"},{"startTime":1460.549,"endTime":1464.075,"body":"what's happening. Here goes AI go go"},{"startTime":1464.075,"endTime":1467.755,"body":"magic automations. So now what's"},{"startTime":1467.755,"endTime":1471.22,"body":"happening? So now it just popped up for that LinkedIn"},{"startTime":1471.22,"endTime":1474.9,"body":"message three way between Harry and Keegan. Allow me to"},{"startTime":1474.9,"endTime":1478.685,"body":"introduce you. It takes the words that I already put in, puts it in"},{"startTime":1478.685,"endTime":1481.085,"body":"here for me so I don't have to copy and paste it. I don't have"},{"startTime":1481.085,"endTime":1484.845,"body":"to write it again. I can hit send. It's now"},{"startTime":1484.845,"endTime":1488.37,"body":"introducing you to. Alright. And"},{"startTime":1488.37,"endTime":1491.65,"body":"then it's taking you back to my page where you can see what we're live."},{"startTime":1491.65,"endTime":1495.385,"body":"There we are. And Look at Tegan just showed up in"},{"startTime":1495.385,"endTime":1499.145,"body":"our StreamYard. Oh, no. That's something. No. Just kidding. How"},{"startTime":1499.145,"endTime":1502.87,"body":"cool is this? Right? So now it's tagging both of you."},{"startTime":1502.87,"endTime":1506.47,"body":"It's gonna do this post right here. It already wrote it for me. The"},{"startTime":1506.47,"endTime":1509.37,"body":"AI took information from each of your profiles,"},{"startTime":1510.655,"endTime":1514.495,"body":"brought that in. Right? So the AI wrote all that. I didn't have"},{"startTime":1514.495,"endTime":1518.2,"body":"to do that. And then, of course, I'm gonna add an image because"},{"startTime":1518.2,"endTime":1521.96,"body":"we all know that everything is better when you have an image attached"},{"startTime":1521.96,"endTime":1525.64,"body":"to it. Right? People pay more attention. So I've already got something I've"},{"startTime":1525.64,"endTime":1529.385,"body":"already made ready to rock and roll. And I'm gonna go ahead and"},{"startTime":1529.385,"endTime":1532.745,"body":"post that, or I can schedule it either way. But now I'm about to get"},{"startTime":1532.745,"endTime":1536.44,"body":"you guys both the most more notoriety on LinkedIn."},{"startTime":1536.9,"endTime":1540.04,"body":"Nice. Ta da. So that's"},{"startTime":1540.42,"endTime":1542.745,"body":"connecting you. Now how long did that take?"},{"startTime":1545.465,"endTime":1548.845,"body":"3 and a half minutes. How fast is that?"},{"startTime":1549.465,"endTime":1552.85,"body":"Right? Fast. That's crazy fast. Right? Yeah."},{"startTime":1552.85,"endTime":1556.47,"body":"So we don't you know, one of the people will"},{"startTime":1556.69,"endTime":1560.415,"body":"get frustrated because sometimes it takes a while to do introductions. If you do it"},{"startTime":1560.415,"endTime":1564.255,"body":"on the fly and you're doing it right then, right, it's so much faster when"},{"startTime":1564.255,"endTime":1567.715,"body":"you have a tool like this to go. So this little tool"},{"startTime":1567.81,"endTime":1571.49,"body":"floats around and follows me everywhere. Right? So I just made an introduction to"},{"startTime":1571.49,"endTime":1575.01,"body":"2 people. I can get deeper insights into Harry's"},{"startTime":1575.01,"endTime":1578.745,"body":"personality. Oh, let's find out. Oh my goodness. Harry, it"},{"startTime":1578.745,"endTime":1582.585,"body":"says all in that man. It's just I don't know if I want people"},{"startTime":1582.585,"endTime":1586.309,"body":"knowing about me. It's a little scary. Alright. So"},{"startTime":1586.309,"endTime":1590.01,"body":"listen. You can read the first part. Alright. It's got personality"},{"startTime":1590.47,"endTime":1594.125,"body":"summaries. It's got the profile summary. Right? Seasoned sales"},{"startTime":1594.125,"endTime":1597.965,"body":"professional over 2 decades of experience in industry's approach to"},{"startTime":1597.965,"endTime":1601.809,"body":"sales is rooted in serving others, building trust, and being a"},{"startTime":1601.809,"endTime":1605.33,"body":"genuine listener. There is book selling with dignity. He promotes the"},{"startTime":1605.33,"endTime":1609.125,"body":"concept to serving first with sales following naturally. What do"},{"startTime":1609.125,"endTime":1612.505,"body":"you think? Is this seeming pretty appropriate? Yeah. It's pretty good."},{"startTime":1612.805,"endTime":1616.65,"body":"Yeah. So the AI broke this and created this"},{"startTime":1616.65,"endTime":1620.49,"body":"whole, summary right here. Yeah. Right? So now that I've got you"},{"startTime":1620.49,"endTime":1623.77,"body":"down as my trusted connection because that's what I do is I, you know, click"},{"startTime":1623.77,"endTime":1626.965,"body":"on you, say I make you a trusted connection. But let's say you're looking at"},{"startTime":1626.965,"endTime":1630.085,"body":"this somebody you don't know. You can actually ask chat gpt to write a message"},{"startTime":1630.085,"endTime":1633.445,"body":"for you. I've already got him as one of my trusted connections. But if not,"},{"startTime":1633.445,"endTime":1636.23,"body":"I could click something and add him to my trusted connections."},{"startTime":1636.85,"endTime":1640.21,"body":"Right? So the nice thing is is now I've got Harry back here. Once I"},{"startTime":1640.21,"endTime":1643.925,"body":"have somebody as a trusted connection, I can introduce him to someone else"},{"startTime":1643.925,"endTime":1647.365,"body":"who's a trusted connection. So since I already had Keegan marked as a trusted"},{"startTime":1647.365,"endTime":1651.07,"body":"connection, now I can introduce you both. And it keeps track of it for"},{"startTime":1651.07,"endTime":1654.91,"body":"me. So I know what's going on, who's been, who"},{"startTime":1654.91,"endTime":1658.67,"body":"I've introduced to who. So, I've received some referrals this"},{"startTime":1658.67,"endTime":1662.395,"body":"month. I've given some referrals this month. How many introductions I've made?"},{"startTime":1662.455,"endTime":1666.055,"body":"Somebody is asking me right now to make an introduction. So you can"},{"startTime":1666.055,"endTime":1669.83,"body":"actually request. So let's say I wanna come in here and search. So I wanna"},{"startTime":1670.169,"endTime":1673.809,"body":"meet, maybe we wanna meet"},{"startTime":1673.809,"endTime":1676.789,"body":"an author. So I'm gonna type in author."},{"startTime":1678.875,"endTime":1682.635,"body":"We're gonna do a search on that. I'm looking for I don't want"},{"startTime":1682.635,"endTime":1686.36,"body":"my first three connections. I want second degree because first people already know. 2nd"},{"startTime":1686.36,"endTime":1690.12,"body":"degree are people I don't know yet. But since they're second, that means that"},{"startTime":1690.12,"endTime":1693.505,"body":"they know people that I know. So these are people connected to my"},{"startTime":1693.505,"endTime":1697.025,"body":"first. So if I go to author, this will actually tell me who knows"},{"startTime":1697.025,"endTime":1700.74,"body":"who. So I can scroll down in here, and I could"},{"startTime":1700.74,"endTime":1704.56,"body":"say, oh, you know, Dave says author,"},{"startTime":1705.18,"endTime":1708.915,"body":"see crisis PR expert, author, speaker, trainer. So if that's somebody I"},{"startTime":1708.915,"endTime":1711.655,"body":"wanted to talk to, I can actually request that introduction."},{"startTime":1713.555,"endTime":1717.21,"body":"And I would say why I would love to speak with them. Right? So"},{"startTime":1717.21,"endTime":1720.35,"body":"I can say, you know, I love"},{"startTime":1721.77,"endTime":1724.91,"body":"connecting authors with"},{"startTime":1725.45,"endTime":1729.195,"body":"resources. And, Christine, can I ask a"},{"startTime":1729.195,"endTime":1732.794,"body":"question while you're doing this? Yeah. If you can multitask and"},{"startTime":1732.794,"endTime":1735.215,"body":"type and listen at the same time. Uh-huh."},{"startTime":1738.559,"endTime":1742.32,"body":"On LinkedIn, a lot of us have more connections than"},{"startTime":1742.32,"endTime":1746.105,"body":"we even know. So in our first connections, would"},{"startTime":1746.185,"endTime":1749.145,"body":"is that I mean, they're a bigger place to start. Like, if you don't know"},{"startTime":1749.145,"endTime":1752.98,"body":"your first connections, why not start there? Absolutely."},{"startTime":1753.2,"endTime":1756.74,"body":"A warmer call. But you know"},{"startTime":1757.04,"endTime":1760.755,"body":"your first connections, whereas I know some of them. Right."},{"startTime":1760.755,"endTime":1763.794,"body":"And how well do you know them? Have you talked to them in a while?"},{"startTime":1763.794,"endTime":1767.475,"body":"So, yeah, first connections are great also. This tool is really good for your"},{"startTime":1767.475,"endTime":1771.299,"body":"second connections because you're asking for introductions. Right. So"},{"startTime":1771.299,"endTime":1775.059,"body":"that's really what this tool is about. So if I hit request introduction, so"},{"startTime":1775.059,"endTime":1778.775,"body":"they're gonna send that request to the other person, and then they're gonna have an"},{"startTime":1778.775,"endTime":1782.615,"body":"opportunity to say yes or no and introduce me. And"},{"startTime":1782.615,"endTime":1786.075,"body":"we all know that being able to"},{"startTime":1786.53,"endTime":1789.97,"body":"get that introduction makes all the difference in the world because that warm"},{"startTime":1789.97,"endTime":1793.57,"body":"handshake. Right? Yep. Are you more likely to talk to somebody who"},{"startTime":1793.57,"endTime":1797.185,"body":"just spammed you on LinkedIn and is like, hey. Let's collaborate maybe."},{"startTime":1797.185,"endTime":1800.945,"body":"Or, hey. Here's my sales pitch. Or are you gonna be like, hey. So"},{"startTime":1800.945,"endTime":1804.53,"body":"and so who you already connected with introduced you to so and so. And you're"},{"startTime":1804.53,"endTime":1807.89,"body":"like, I want to talk to you because I trust this person. So,"},{"startTime":1807.89,"endTime":1811.695,"body":"therefore, that trust is extended to the person they introduce you to."},{"startTime":1811.695,"endTime":1815.215,"body":"Right? Warm introductions, hands down, so much better. Oh"},{"startTime":1815.215,"endTime":1819.019,"body":"my goodness. That's what this tool is all about. I love it. So"},{"startTime":1819.019,"endTime":1822.62,"body":"there's there's a number of tools like this. I've seen another one"},{"startTime":1822.62,"endTime":1825.919,"body":"in, I've used and used periodically."},{"startTime":1827.045,"endTime":1830.725,"body":"It's very good. What about the automated outreach? We've"},{"startTime":1830.725,"endTime":1834.35,"body":"got a couple of minutes left. I'd like to just touch on that. Is what"},{"startTime":1834.35,"endTime":1837.89,"body":"do you what's your feelings about the automated outreach, which is,"},{"startTime":1838.51,"endTime":1842.03,"body":"you know, now people can use AI. I've been pitched on it"},{"startTime":1842.03,"endTime":1845.735,"body":"recently. So it's just a whole lot better. So you're gonna put"},{"startTime":1845.735,"endTime":1849.415,"body":"your personality in it and all this. And I was like, yeah. Alright. I've"},{"startTime":1849.415,"endTime":1852.94,"body":"got enough first connections. I don't know yet. It's not just about"},{"startTime":1852.94,"endTime":1856.72,"body":"having a gazillion connections because you only need"},{"startTime":1856.78,"endTime":1860.299,"body":"whatever. You need a 100 or couple 100 clients, not"},{"startTime":1860.299,"endTime":1863.745,"body":"over years years versus I need, you know,"},{"startTime":1863.745,"endTime":1867.505,"body":"30,000 followers. Well and it's better to have tight"},{"startTime":1867.505,"endTime":1871.25,"body":"connections that know you well and can refer you rather than a bunch"},{"startTime":1871.25,"endTime":1874.69,"body":"of people that kinda know see your name, but don't really know anything about you"},{"startTime":1874.69,"endTime":1878.29,"body":"and don't know you. They have no motivation to connect you with anybody. So those"},{"startTime":1878.29,"endTime":1882.065,"body":"tight connections are so much more important. But with the automation"},{"startTime":1882.065,"endTime":1885.585,"body":"side of it, yeah, there's been a lot of advancements, but part of it and"},{"startTime":1885.585,"endTime":1889.23,"body":"and you gotta be careful. You gotta go with your gut instinct because I know"},{"startTime":1889.23,"endTime":1891.789,"body":"I tried one of those. Somebody's like, oh, this is what I do here. Let"},{"startTime":1891.789,"endTime":1895.035,"body":"me help you. I wanna get this back because you're so nice. I'm like, okay."},{"startTime":1895.035,"endTime":1898.635,"body":"And I followed their advice. I'm like, not feeling comfortable. Still feeling kinda"},{"startTime":1898.635,"endTime":1902.075,"body":"slimy with this. Right? So if it makes you go you, it's gonna make the"},{"startTime":1902.075,"endTime":1905.63,"body":"other person go you. So don't do that. Right? So, really,"},{"startTime":1905.63,"endTime":1909.07,"body":"it's where do you stop the automation? The automation is great to do that"},{"startTime":1909.07,"endTime":1912.804,"body":"initial reach out. Right? Because it would say what you were going"},{"startTime":1912.804,"endTime":1915.845,"body":"to say. So if you wanna do it for that initial reach out, and maybe"},{"startTime":1915.845,"endTime":1918.576,"body":"then you start doing it by hand instead of doing all the automation sides. Yeah."},{"startTime":1918.576,"endTime":1922.35,"body":"Right? And if Yeah. Right? And if you want, you can even do the automations"},{"startTime":1922.35,"endTime":1925.65,"body":"to reach out to people that you're already connected with and say first level connections."},{"startTime":1925.79,"endTime":1928.75,"body":"Right? So maybe I wanna go through and talk to all the authors that I"},{"startTime":1928.75,"endTime":1932.095,"body":"already know. Right? And somebody, if I haven't talked to them in 2 years, I"},{"startTime":1932.095,"endTime":1934.455,"body":"may not even be aware that they've published a book in the last 2 years."},{"startTime":1934.455,"endTime":1938.1,"body":"I'm like, oh, how did I miss that? Right? So use it as an opportunity"},{"startTime":1938.1,"endTime":1941.8,"body":"to reconnect, and you can do a campaign that says, hey, we're connected,"},{"startTime":1942.26,"endTime":1945.934,"body":"but we need to, like, really connect because we don't wanna just be, you"},{"startTime":1945.934,"endTime":1949.775,"body":"know, names on a platform. We wanna actually know each other. So what do you"},{"startTime":1949.775,"endTime":1952.735,"body":"think? You wanna get together for a 1 on 1? Let's see how we can"},{"startTime":1952.735,"endTime":1956.45,"body":"help each other. Right? Nice. Reinitiate that. Yeah. So that might be"},{"startTime":1956.45,"endTime":1960.07,"body":"the automation, but when they respond, you might wanna start doing the human side."},{"startTime":1960.29,"endTime":1963.895,"body":"Right? Yep. I like it. So so the"},{"startTime":1963.895,"endTime":1967.255,"body":"outreach on LinkedIn can be very normal, can be very"},{"startTime":1967.255,"endTime":1970.83,"body":"natural. Right? So just getting that first"},{"startTime":1970.83,"endTime":1974.45,"body":"line down of maybe collaborate,"},{"startTime":1974.75,"endTime":1978.545,"body":"partner, learn more about you, trying to be a resource in"},{"startTime":1978.545,"endTime":1982.085,"body":"my community or in my LinkedIn connection world."},{"startTime":1982.625,"endTime":1985.105,"body":"Like to get to know you a little bit better to see if I could"},{"startTime":1985.105,"endTime":1988.929,"body":"provide some value for you. Lines along those. Right? And"},{"startTime":1988.929,"endTime":1992.549,"body":"we do. Right? Even if that you want that person to buy from you,"},{"startTime":1992.769,"endTime":1996.515,"body":"you would like to learn how they think and what's important to"},{"startTime":1996.515,"endTime":2000.035,"body":"them. And there may be opportunities to"},{"startTime":2000.035,"endTime":2003.715,"body":"collaborate down the road after you make tons of money off of"},{"startTime":2003.715,"endTime":2007.43,"body":"that. No. No. I'm just kidding. But there may be you don't know. Right?"},{"startTime":2007.89,"endTime":2011.57,"body":"So just keep an open mind on this, and it's like sometimes"},{"startTime":2011.57,"endTime":2015.025,"body":"people feel sleazy about the wrong word. It's like, we're not"},{"startTime":2015.025,"endTime":2018.865,"body":"saying collaborate in the next 3 months. It could be let's get to"},{"startTime":2018.865,"endTime":2022.305,"body":"know each other and over time, like, you and I didn't"},{"startTime":2022.305,"endTime":2026.0,"body":"collaborate when we first started, but I've known you probably for 3 or"},{"startTime":2026.0,"endTime":2029.36,"body":"4 years. Yeah. Right? Now we're doing stuff together."},{"startTime":2029.36,"endTime":2033.105,"body":"So in the big picture, when you said, well, let's learn"},{"startTime":2033.105,"endTime":2036.885,"body":"about each other and let's collaborate if you ever said that, well, here we are."},{"startTime":2036.945,"endTime":2040.405,"body":"Right? You're not alive. And don't do it 1 and done."},{"startTime":2040.769,"endTime":2044.45,"body":"Follow-up with them and and continue to touch base. Those"},{"startTime":2044.45,"endTime":2048.29,"body":"people that you continue to build that relationship with are the ones that you end"},{"startTime":2048.29,"endTime":2052.125,"body":"up, doing collaborations with, the ones that you end up building relationships"},{"startTime":2052.344,"endTime":2056.025,"body":"and sending referrals to. So not one and done. Put it on your"},{"startTime":2056.025,"endTime":2059.869,"body":"calendar. Say, hey. Let's catch up again. Let's do this again. Let's not be strangers"},{"startTime":2059.869,"endTime":2062.909,"body":"now that we've talked and we get along so well. Let's touch base again. Do"},{"startTime":2062.909,"endTime":2066.109,"body":"you mind if I reach out again to you next month or, you know, month"},{"startTime":2066.109,"endTime":2069.534,"body":"after or whatever, month to quarter or something. Let's just stay in each other's"},{"startTime":2069.534,"endTime":2073.295,"body":"orbit. Right? Tag me on things when you're doing something because I wanna know about"},{"startTime":2073.295,"endTime":2075.569,"body":"it because I wanna be able to support you. One of the things I always"},{"startTime":2075.569,"endTime":2078.55,"body":"tell people is add me to your influencer"},{"startTime":2079.329,"endTime":2082.609,"body":"network. So if you don't have it, this is the last secret right here. Here"},{"startTime":2082.609,"endTime":2086.094,"body":"we go. Alright. If you have your CRM or if you have your"},{"startTime":2086.094,"endTime":2089.554,"body":"emailing list, create a group specifically for influencers."},{"startTime":2089.934,"endTime":2093.529,"body":"These are people that love and adore you and that want to share what you're"},{"startTime":2093.529,"endTime":2097.369,"body":"doing with the world. They get a special email from you. They get"},{"startTime":2097.369,"endTime":2101.13,"body":"a special notification from you letting them know, hey. I've got this book"},{"startTime":2101.13,"endTime":2104.155,"body":"that's coming out, or, hey. I'm doing this event. Can I get you to show"},{"startTime":2104.155,"endTime":2107.595,"body":"me some support? Here's the link to it. Can you invite people to it? Let"},{"startTime":2107.595,"endTime":2111.3,"body":"them know what the call to action is and how they can help you. Right?"},{"startTime":2111.3,"endTime":2114.5,"body":"So if they're somebody that you get along really well with, see if you can"},{"startTime":2114.5,"endTime":2117.3,"body":"add them to your influencer list so that they will be able to help you."},{"startTime":2117.3,"endTime":2120.204,"body":"Because a lot times we wanna help. We just don't know what's going on. We've"},{"startTime":2120.204,"endTime":2123.484,"body":"seen social media. It's all over the place. Right? There's so many messages. We're being"},{"startTime":2123.484,"endTime":2127.005,"body":"constantly bombarded. And just because someone's friends with you doesn't mean you actually see their"},{"startTime":2127.005,"endTime":2130.359,"body":"post. So send them a specific message as your"},{"startTime":2130.359,"endTime":2134.2,"body":"influencer group and say, hey, you know, I love supporting you. I'm"},{"startTime":2134.2,"endTime":2137.184,"body":"hoping you can support me too. This is what I'm up to. Help me. And"},{"startTime":2137.184,"endTime":2141.025,"body":"you'd be amazed how many people will help so good so just to"},{"startTime":2141.025,"endTime":2144.005,"body":"recap a little bit. Don't be 1 and done"},{"startTime":2145.42,"endTime":2149.26,"body":"Have multiple conversations with people. It takes a while to build up the"},{"startTime":2149.26,"endTime":2152.619,"body":"trust. Rarely done on the first call. The first call is a nice"},{"startTime":2153.164,"endTime":2156.684,"body":"get to know each other. That person is nice. If you have a good feeling"},{"startTime":2156.684,"endTime":2160.045,"body":"about it, let's say, hey. Let's try this again a month from now. Does that"},{"startTime":2160.045,"endTime":2163.609,"body":"sound good? Maybe 2 months, 3 months. Right? Get a feeling for it"},{"startTime":2163.609,"endTime":2167.15,"body":"based on, you know, what the relationship is like on that first call."},{"startTime":2167.609,"endTime":2170.43,"body":"And then for the people who are"},{"startTime":2171.394,"endTime":2175.154,"body":"that that already love you. Right? I can think of, of of 3 people"},{"startTime":2175.154,"endTime":2178.799,"body":"that love me. I can probably ask them to"},{"startTime":2178.799,"endTime":2182.64,"body":"help promote events. You would be one of them. My wife would be another. Eric"},{"startTime":2182.64,"endTime":2186.0,"body":"Hanavala, who's here, would probably be a third. But you get the"},{"startTime":2186.0,"endTime":2189.645,"body":"idea. Right? And that that's just a great thought. It's now you've got other"},{"startTime":2189.645,"endTime":2193.484,"body":"people, your fans. They're fans because they're"},{"startTime":2193.484,"endTime":2197.23,"body":"friends. Mhmm. It's not because, like, oh, I'm a big fan of"},{"startTime":2197.23,"endTime":2201.07,"body":"Harris. You know, you're my friend. Right? And that's and that's what you've done. I"},{"startTime":2201.07,"endTime":2204.714,"body":"mean, just so you know, Christine gets in touch with me."},{"startTime":2204.714,"endTime":2208.555,"body":"It's been a while since we had a conversation. We get on a conversation. I'm"},{"startTime":2208.555,"endTime":2212.2,"body":"like, holy cow. Christine has provided me so much value. I"},{"startTime":2212.2,"endTime":2214.299,"body":"need some help with this in particular."},{"startTime":2215.88,"endTime":2219.475,"body":"What what would that look like? So, here we are."},{"startTime":2219.795,"endTime":2223.555,"body":"So, yes, great stuff, Christine Dean. Absolutely. And"},{"startTime":2223.555,"endTime":2227.235,"body":"if you wanna know more about the we've got that special tool. So if you're"},{"startTime":2227.235,"endTime":2230.98,"body":"looking for more of an outreach organic style, we can sit down and talk"},{"startTime":2230.98,"endTime":2234.44,"body":"about that. I really I do love that tool. It's a great tool."},{"startTime":2234.74,"endTime":2238.515,"body":"Exactly. So if you have more questions on that, reach out to Christine"},{"startTime":2238.515,"endTime":2242.115,"body":"Dean. Where are people going to find you, Christine? Here on Facebook would be"},{"startTime":2242.115,"endTime":2245.95,"body":"1. I am everywhere. I'm Facebook. I'm in LinkedIn. I'm in Instagram. Whatever it is."},{"startTime":2245.95,"endTime":2249.79,"body":"Yeah. So I'm send me an email too. Right? So diva"},{"startTime":2249.79,"endTime":2253.17,"body":"at the networking diva.com. Alright."},{"startTime":2253.47,"endTime":2257.255,"body":"Great stuff, Diva. It's been a real pleasure. Thank you for"},{"startTime":2257.255,"endTime":2260.875,"body":"joining us and providing incredible value"},{"startTime":2261.494,"endTime":2265.32,"body":"on lead gen ethical lead gen on LinkedIn. Have a great"},{"startTime":2265.32,"endTime":2266.55,"body":"rest of the day."}]}