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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

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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:

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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

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How How do I get

a warm intro?

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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

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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

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Thank you!