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Transcript[0:01] Get it going. Yeah we are. We are live with pirate broadcasting. I want it.I just want to thank you so much. All the gratitude in the world for you being here and we have an amazing week coming up every every week we go on Monday through Friday on the pirate broadcasts from 7 a.m.Arizona time and I say Arizona time because not everybody realizes that Arizona doesn't have daylight savings.So you have to write you have to do the math wherever you happen to be.So you catch us on and then the replays are always going to be it. Russ John Scott slash pirate broadcasts.And today is no exception for an exceptional day.And we have Brent Tillman and we're going to be talking about relationships.We're going to be talking about Linked In. We're going to be talking about life and the pursuit of all things good for you this week. This day.And thank you so much for being here Brent. How are you today.[0:59] I'm here I'm sharing this out right now.[1:03] If I look like I'm working at the time we're going to be sharing these outlets. Let's get this going.And I'm going to go ahead and I'm going to go under the posts and I'm going to see,that we're live and I'm going to share there's some comments a couple of views here will allow a few people to come into the room and you know get involved and engaged in this conversation with us.If you have questions please drop them in the comments and we'll do the best we can.And if we don't answer them immediately we'll come back and we'll answer the questions in the comments.So don't be afraid to ask questions. Don't be afraid to pitch in.Don't respond. Economists and unlink in live.It's not as easy and simple as possible so I just want to make sure that you're reminded that.[1:50] I still love you. OK.[1:53] So you certainly keep looking back and checking it out.[1:57] I will keep looking back and checking it out. So you have been on LinkedIn and you are primarily a sales trainer and relationship builder.So talk about how you arrived at where you are today. And what's your journey.[2:13] So tell us what. Yeah. Way. My journey has been an interesting one.I've been in sales since my first job right out of college in Dun and Bradstreet I started in an inbound call center went to an outbound call center and finally made to the field where I really fell in love with business development.One piece I didn't love about sales was the cold calling piece and most people don't love it. There are some people that do.That was the piece they didn't love. What I loved was the relationship building and I end it in all of my sales jobs. Two things happened.One I got lots of referrals. I mean that's where I really was able to grow my business and I was asked to train and onboard new people from there from my very first job,whatever I was doing was working and they wanted to scale me.So I ended up in a business development role in and training and training people really how to get referrals but it still wasn't enough.Back in 1990 ninety to ninety four You still had to knock on doors and cold call because you know,we were limited to we would ask our clients you know who do you know that could use our products and services the same way you have and they shrug and go Oh no like oh,yes I would certainly refer you write like that became that conversation.[3:42] That's why I like you and I would love to send someone your way if I knew who it was right.[3:48] And you know and every once in a while you got one which was fabulous.But we we lost control of that process right.We gave up the control to the client to figure it out when no education process along the way.For identification is that it. Well no I mean we would be able to tell the client like this is who we're looking for someone just like you that.But it was up to them to have to like you know go through their Rolodex right go through there was if it didn't come to mind or didn't come up in conversation it wasn't necessarily their priority to figure out who they could refers to,didn't wish to that.And I'll tell you this this is where you know when I got on LinkedIn I saw immediately before LinkedIn saw it as a sales platform.[4:40] Immediately the value because you could do one major thing which was search and filter your connections connections to identify exactly who they knew that you wanted to meet.[4:52] When I saw that I went. This is the answer to my prayers.Right. Because now I can before I approach my client for these referrals I can look up who they know in depth eight or 10 names right and bring it to them,with a little conversation with Hey Mr.Klein I noticed you're connected to eight people on LinkedIn that I'd love to get in front of can I run these names by you.All right a war and all that and then we can either get over literally a referral from them a,clear introduction into them or if there's a huge list of people maybe there's a few that become referrals and then we position ourselves,to get permission to name drop and so we can get in front of a lot of people by leveraging one or two or three clients so,that the magic and how I kind of ended up here because it really answered my prayers are the how do we get more referrals and have to do less code.[5:54] That's an I think a lot of people.Don't really appreciate the depth in which you can actually make connections on LinkedIn.I mean I have friends all over the world just like yourself. I mean there are these individuals that technology has now allowed us to break the barriers of time and boundaries.You know it's like you can drive across town you can't drive around the world in a day to have coffee with a friend that you just met or a client.A lot of times you know so it's it's it's moving much quicker.So the other side of the equation though and I want to talk a little bit about this is how do you manage,the development of relationships long term because there's a lot of a lot of times where you get overwhelmed by the numbers.I mean because there are so many opportunities out there.At least that's how I look at it. It's like there are so many opportunities.How do you manage all of those those connections. On a day to day basis I mean do you I mean you've done this for years.There has to be a couple of nuggets of knowledge that we can share to really bring this home.[7:09] I think absolutely. I have three categories of people first of all but really four or so the first category is a prospect someone that I want to ultimately do business with.The second category is a a referral partner someone who sells into my prospects but is not a competitor right.So there are people I can chew in back and forth.[7:38] The third is that a person that has great content in my in my industry that I can engage with.[7:47] That would be beneficial to my network right.And then there's everyone else. So that's the fourth category 3 nuts really.And everyone knows where people can come in over time from the everyone else. Right.And and it's not that I I love everyone else and I love to help them and engage them but I'm not proactively managing that.Yeah too right. So I don't mean to belittle everyone else. Everyone else is really important. But you know that's.[8:19] They're going to come in and out of my network as appropriate to what's going on in their world now.Yeah. So when I met the other three groups. Right so you like OK you have thousands of connections.How do you remember who they are.And although I do believe most sales teams should have CRM is to do some of this.I actually really leverage mine through chrome bookmarks.Oh so I have three categories three folders for my prospects my referral partners and people that have great content and I literally will save.So if they're great content people I go to their activity page on LinkedIn.And I start a save them to a bookmark of people with great content right into each of them has their own folder.And so when I have a new blog post let's say that might be really great. Those prospects open up folder in one click open up all of their message tabs right and send them.You just wrote this blog on X Y and Z. Thought you might find it helpful.Let me questions and I can get it out to a lot of people pretty quickly.And then A is like Oh I forgot about that person I really need to go reach out more deep deeper than just sending a blog post. Right.You know that that's that's my little hack or these chrome bookmarks.[9:47] That's brilliant. That's a brilliant tip but I use very similar because I take the link to their to their activity and put it in my CRM too along with their name.So when I'm looking up when I'm looking through people on on prospects and following up with people icons I can see what they're doing recently easily and quickly. So that's a great tip.I love that tip and I just want to shout out to Sally Sherry Christina Laurie Brenda.[10:20] Everybody that's jumping in the room we're talking with brand here about building relationships on LinkedIn and LinkedIn and selling specifically.And I don't want to I don't want to think that I don't want to plant the seed that selling is bad.Selling is good. I mean we're all here to do business exchange value.And it's really it's really one of these things that is you know some people argue it's an art.Some people argue that it's a skill and it's really about building relationships and building community around what you're doing and adding and where you can add value because,I mean I've had people that I met a year ago that they don't need my service now.However they might need my service eventually someday.And if you build that relationship you build that bridge and you build that communication when they need you.It's not a matter of if they need it when they need you then it becomes something that they can actually engage with.So how do you I mean is that something that resonates wit