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How To Get The Most Out Of LinkedIn For Real Estate Professionals
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©2013 LinkedIn Corporation. All Rights Reserved.
How to get the most out of LinkedIn for Real Estate Professionals
Nov 12, 2013
Sascha Ambrose LinkedIn Sales Solutions
au.linkedin.com/in/saschaambrose
2
1. The LinkedIn Landscape
3. Becoming a Social Selling Pro
2. What is Social Selling?
Members Worldwide
+2 new Members Per Second
200M+ Monthly Unique Visitors
250M+
LinkedIn: Worlds largest professional network
North America:
85M+
Latin America
and Caribbean:
20M+
Europe, Middle
East and Africa:
50M+
Asia Pacific:
49M+
Australia:
5M+
LinkedIn’s Australian population is one of the most
influential, educated and affluent on the web
81% 2
University Grad or Post Grad
$150K 3
LinkedIn Member Median
Household Income
85k High Net Worth Individuals
1
Sources: 1 AU internal LinkedIn data, Sept 2012 2 Nielsen 3 LinkedIn Audience Research Dec 2011
The world and buyers have changed What once worked, will not work anymore
LSS 5 ©2013 LinkedIn Corporation. All Rights Reserved.
97% 75% 57% Of the time cold
calls do not work 7% worse every year
since 2010
Purchases
influenced
by social
Buying decisions
are made before
sales rep involvement
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011
©2013 LinkedIn Corporation. All Rights Reserved.
Social Selling
When professionals leverage
social media to connect with
prospects and clients in a
meaningful way to generate
business.
Becoming a
Social Selling Pro
“Moving from Resume to Reputation”
Your Brand Why optimize your profile?
Do you want your profile
looking like this?
Or this?
TIP 1 Upload a professional photo
Profiles with photos are 7 times
More likely to be viewed than those without
Make it descriptive who you are, what you do, and the value you
provide.
TIP 2 Write a compelling headline
Carey Smith Steelcase: Aligning your workplace to
support your corporate objectives
Chris Keneally Enterprise Account Executive, LinkedIn
Sales Solutions, Transforming Sales
Departments through Social Selling.
Danielle Pedro Account Executive, LinkedIn Sales
Solutions: Helping sales teams
transform their performance through
social selling
LinkedIn Sales Solutions All-Stars Examples from Other Standouts
Why? Viewers look at headlines first.
Source: EyeTrackShop – Nov 2011
TIP 3 Customize your public profile URL
Put it on your business card and in your email signature file.
TIP 4 Add your contact information
Only your direct connections can see
All LinkedIn members can see
TIP 5 Customize links to websites
Provide a call-to-action that direct
customers to do something at the
destination page such as:
Subscribe to an eNewsletter
Download a market report
Take a survey
TIP 6 Tell your story in your summary
Showcase your expertise. Convey your passion.
Provide a “Call to Action.”
Your background
Your company
Your passion
A call-to-action
Summary
As a sales professional, throughout my career I have always been passionate about building
relationships and adopting new concepts that better myself, my company and my client’s
experience.
During this time, I have had the privilege of working alongside talented individuals at major
companies, such as Staples and ADP, in various offices throughout North America.
I now work at LinkedIn, as a Sales Solutions Account Executive, in New York City. As of July
2013, LinkedIn passed the 238 million members mark, and we continue to add members at a
rate of two members every second! We continue to strive to connect the world’s professionals,
making them more productive and successful.
LinkedIn Sales Solutions affords me the opportunity to work with sales organizations to share
how social selling can generate sales opportunities that otherwise may have gone unnoticed.
Social selling changes the game by allowing users the ability to discover the sales insight
necessary for a sales organization to effectively engage prospects and close deals. This is
made possible by leveraging LinkedIn’s flagship product, “Sales Navigator.”
My areas of expertise include: B2B sales, prospecting, lead generation and relationship
building, focusing on the mid-market space.
If you would like to learn more about how we can transform your sales organization through
social selling, please contact me via InMail!
TIP 7 Update your current and past positions
Demonstrate how you
help your clients
achieve great results
Use keywords
Include rich media
Show your career
trajectory
TIP 8 Add rich media
Turn your profile into a sales opportunity by:
Enhancing your profile visually
Adding relevant content that highlights your professional knowledge
TIP 9 Add your education
Showcase your education
Which will also allow you to…
Tap into your alumni connections
TIP 10 Ask for recommendations
Especially from satisfied clients… which adds to your credibility.
Client recommendations for an insurance agent. Names and photos changed to protect privacy.
Your Activity TIP 1 Proactively Develop Your Network Build trusted relationships who can support your professional objectives
http://inmaps.linkedinlabs.com
Always personalize your request to connect
Reach out in a friendly
and professional
manner – even if you
know someone well.
This will differentiate
yourself from your fellow
professionals.
23
TIP 2 Contribute Insights Share ideas through status updates, and participate in groups
Example of valuable content for Real Estate:
©2013 LinkedIn Corporation. All Rights Reserved.
TIP 3 Potential Leads:
View Who’s Viewed Your Profile
LinkedIn Sales
Navigator subscribers
get:
- Full list of visitors from
past 90 days
- Keyword insights allows
you to tailor your profile
Identify what your network sees as valuable Content is interacted 7X more than job posts
Gaining Influence Levels of Social Selling Maturity
©2013 LinkedIn Corporation. All Rights Reserved.
How How do I get
a warm intro?
LSS 28 ©2013 LinkedIn Corporation. All Rights Reserved.
250M+ members
2B+ member updates
per week
Billions of connections
LinkedIn Sales Navigator powers social selling
What What to
talk about?
Who Who are the
right people?
Summary: Social selling best practices
Your personal marketing site
Build your Profile
©2013 LinkedIn Corporation. All Rights Reserved.
Activate your referral base
Grow your network
Build your reputation
Contribute insights
How to get started with social selling, TODAY
Go to: linkd.in/1dX2cOZ
©2013 LinkedIn Corporation. All Rights Reserved.
Thank you!