Lead Gen Masterclass - Day 1

Summary

Highlights

• Peter Thompson leveraged LinkedIn to rebuild his financial advising business after relocating. 📈
• Participants learn to build a 'virtual storefront' on LinkedIn to enhance personal branding. 🏪
• Understanding user psychology: LinkedIn is a place for growth, networking, and taking action. 🤝
• Melissa Henault shares her journey from burnout to business success using LinkedIn. 💪
• VIP participants get extra resources, including hot seat sessions for personalized guidance. 🎓

Key Takeaways

• LinkedIn is the ultimate powerhouse for lead generation and building a personal brand. 🚀
• Consistency on LinkedIn means posting 3-5 times a week, which is manageable and effective. 📅
• The platform offers high visibility due to low content saturation—only 4% of users post content. 👀
• LinkedIn users are generally more affluent, older, and ready to take action compared to other platforms. 💼
• You can leverage LinkedIn to pleasantly distract potential customers who are more receptive during work hours. 🕒

Overview

Chapters

• 00:00 - 00:30: Introduction and Streaming Platforms The chapter introduces the concept of live streaming on various platforms such as LinkedIn and YouTube. The speaker emphasizes the benefits of attending live sessions to gain momentum and take action. They acknowledge the challenge of attending daily sessions at a fixed time and mention that the content will be removed by the following Tuesday midnight, allowing some flexibility for replay viewing.
• 00:30 - 01:30: Resources and Workbooks The chapter introduces new resources and workbooks available for participants. It ensures that all necessary materials, including the workbook and contact information of the concierge, are readily accessible. A resource link is provided in the chat to facilitate easy access to these materials.
• 01:30 - 02:30: Concierge and Support Information The chapter focuses on guiding the audience to access necessary resources by highlighting the importance of registration for the master class. It emphasizes the need for participants to have the appropriate workbook, described as essential for their experience. The communication is directed towards individuals streaming the session on platforms like LinkedIn and YouTube, urging them to register to receive all pertinent links and materials.
• 02:30 - 03:30: VIP Experience and Benefits The chapter titled 'VIP Experience and Benefits' discusses the importance of making use of a provided workbook throughout the week. It highlights the necessity for attendees to connect with their assigned concierge if they have not yet done so, ensuring they have access to necessary resources. The chapter also instructs attendees on how to contact their concierge through a QR code or the website, emphasizing the need for patience with any Q&A responses.
• 03:30 - 05:30: Engagement and Interaction Guidelines The chapter "Engagement and Interaction Guidelines" discusses the approach for interacting with users on the website. It emphasizes that the interaction is with a real human, not a bot, and that there may be a short delay in connecting users with their concierge. The chapter also mentions a live Q&A session related to the VIP experience, indicating ongoing efforts to improve user engagement and address questions.
• 05:30 - 06:30: Team Introduction In the chapter titled 'Team Introduction', the speaker outlines a plan for engaging with the audience through exclusive private Q&A sessions, one of which will take place after the master class and another on the following Wednesday. These sessions are part of a private circle community where participants are already interacting and networking. Additionally, the chapter mentions the availability of a market research module, inviting feedback from VIP participants who have accessed it.
• 06:30 - 07:30: Program Overview and Lead Generation Promise In this chapter titled 'Program Overview and Lead Generation Promise,' the speaker introduces some exciting offerings and sessions available in their program. They highlight a key feature called the 'LinkedIn health assessment' which serves as a baseline tool to aid participants in growing their LinkedIn presence. The speaker mentions that this tool will be discussed further in a VIP session happening in the afternoon, which is still open for registration. Interested participants can register using a QR code for $49, describing it as invaluable. Additionally, there is a mention of a chance to win an 'audit' prize within the program.
• 07:30 - 09:30: Personal Story and LinkedIn Success This chapter focuses on personal success stories and tips for succeeding on LinkedIn. It begins with an invitation to register for a masterclass, emphasizing the importance of being connected. A QR code is provided for registration, highlighting convenience and easy access to further resources. The chapter introduces Jackie Denowit, who is responsible for housekeeping tasks and ensuring participants are well-connected and informed. The narrative underscores the benefits of being actively involved in organized events and making the most of LinkedIn resources for personal and professional growth.
• 09:30 - 13:30: LinkedIn Program Details The chapter introduces the in-house COO and resident LinkedIn expert, who has been part of the team since the business launched. The COO will be providing insights throughout the week. The chapter focuses on connecting with people over LinkedIn, emphasizing the 'follow' button on profiles for networking.
• 13:30 - 15:30: Participant Engagement and Qualifications The chapter discusses the importance of connecting rather than just following in order to facilitate direct communication. It clarifies that clicking the follow button does not allow for message exchanges, but clicking the connect button does. This enables conversations without the need for a premium account. The chapter emphasizes this point to ensure participants can engage effectively.
• 15:30 - 19:30: Global Trifecta and Economic Impact In this chapter titled 'Global Trifecta and Economic Impact,' the discussion revolves around enhancing communication and resource accessibility outside of a private VIP circle community. The focus is on making engagement more dynamic by providing resources directly to users' phones, specifically through text communication. The chapter introduces a system where texting a specific keyword to a designated number will enable users to receive daily replays automatically, enhancing convenience and connectivity.
• 19:30 - 24:00: Peter Thompson's Success Story The chapter titled 'Peter Thompson's Success Story' discusses a daily lead generation checklist used by the speaker and their clients. This checklist emphasizes the importance of spending 30 minutes or less per day on LinkedIn to significantly enhance one's presence and lead generation efforts. The speaker highlights an example of successful connection through LinkedIn, illustrating the value of consistent engagement on the platform. Additionally, they mention the possibility of submitting homework as part of this process, indicating an interactive or educational component to their strategy.
• 24:00 - 27:00: Homework and Next Steps The chapter outlines the topic of homework and references a checklist related to it. It introduces members of the team who will be supporting throughout the week, including Jackie, the CIO; Carrie Brown, the marketing project manager; and Charlotte Barnes, the executive assistant.

Lead Gen Masterclass - Day 1 Transcription

• 00:00 - 00:30 streaming live over on LinkedIn right now. Um, as a matter of fact, I need to click okay because we are streaming live. There we go. Um, and also on my YouTube channel. So, there's different ways you can go catch the replays. We encourage you to be here live. Um, that's where you get the momentum and you take the action, but we also realize that, you know, five to nine days in a row at this exact same time might not work for everybody. Um, now also the content will be removed at midnight next Tuesday night. So, you've got time to to
• 00:30 - 01:00 keep up with the content. Um, now we're doing something new this go around for we've got a lot of different resources and we want to make sure you have them all from your workbook to who your concier is to needing the replay. Um, we have a resource link. Um, our team is going to drop the resource link in the chat right now. So, if you have questions, you need uh the workbook, you don't know who your concierge is, um go
• 01:00 - 01:30 click on that link. We've got all the resources for you to make sure that you maximize your time here. Now, if you're streaming live with us over on LinkedIn or you're on YouTube and you're like, I don't have that link. We want you, we need you to get you registered first. We want to get you registered into the master class. Um and then we can get you the resource link. Okay. All right. Um, again, if you do not have your workbook, this is going to be your holy grail for
• 01:30 - 02:00 the week. Okay. We're going to be taking a lot of notes in it. Um, download your workbook. If you're not sure, if you do not have your workbook, you're going to want to connect with your concierge. You've all been assigned a concierge. So, you are you can scan this QR code or go to burnouttoallout.co um, and let us know in the chat over on the website. Hey, I don't know who my concier is. We will get you connected. All we ask is you give us a little bit of patience. Our our Q&A little answer
• 02:00 - 02:30 thing, whatever you call that little thing, I don't want to call it a bot because it's not a bot on our website. It's an actual human on the other side. So, it may take a couple of minutes for us to pair you up and tell you who your concier is, right? But come visit vi visit us in there and we will get you connected. Okay. We've gotten a lot of questions about the VIP. It actually uh we've got a live Q&A that's going on this uh right after this. Um I wanted to just share with you guys a little bit about the VIP experience for those of
• 02:30 - 03:00 you who might be interested in it over our time together. Um I am going to be running two exclusive private Q&As. We're doing one today after this master class. We're doing one on Wednesday as well. They are also in a private uh circle community right now. I know you guys are already chatting in there, connecting, networking, um, and you're getting our beloved market research module. If any of our VIPs have already checked out that market research module, let us know in the chat. Just giving you
• 03:00 - 03:30 an example of some of the really cool stuff we've got. Um, one of the things we're going to be giving out this afternoon is our signature LinkedIn health assessment, which really helps us get a baseline as we start to grow. So, we're going to talk about that um, inside our VIP session this afternoon. So, it's not too late to register for that. Um, the QR code is right here. It's 49 bucks. It's worth its weight in gold. Um, would love to see you over there. Okay. All right. And also, you get a chance to win our beloved audit at
• 03:30 - 04:00 the end of the week. Okay. If you're watching us on a different if you're over on LinkedIn and you're not registered, I just wanted to give you this QR code. Um, I wanted to give you this QR code. you can come register, register for the master class so you can get in the room, you can get your concier and all the things. Um, Jackie, I'm going to turn it over to you for a second with our general housekeeping to uh teach our folks how to make sure we're all connected. And by the way, I'm introducing you to Jackie Denowit. She
• 04:00 - 04:30 is our in-house CE CIO. She's been with me since we launched this business years ago and she's really our resident LinkedIn expert. You're going to be hearing a lot from her this week. Um, but Jackie, I'm going to turn it over to you for a hot minute so we can get our friends connected with us over on LinkedIn. Yeah, we definitely want to connect with you. But if you go to our profiles, you're going to see the follow button. And this is something that we're
• 04:30 - 05:00 going to talk about throughout the week. So, I know you're all going to ask, "What's the difference between follow and connect?" But if you hit the follow button, we can't send you a message back. We've got to connect with you. So, what we want you to do is click on the more button and then click connect. And that way, we can send messages back and forth without needing a premium account, which PS, you don't need, spoiler alert, for the rest of the class. Yep. Awesome. Awesome. Awesome. Yeah. And this way Jackie and I can be in a conversation
• 05:00 - 05:30 with you outside of this. Obviously our VIPs are going to be in that private circle community. Um but this uh allows us outside of that to really get into some communication with you. Okay. Y All right. Awesome. And then also uh getting getting the resource to your phone. Some of you love replays on the go. Um, if you just text the word LinkedIn to 704-318-2285, you will get automatically um, get our replays every single day. But also, we're going to give you our
• 05:30 - 06:00 daily lead generation checklist. This is a checklist I use to this day and all of our clients do. It's really the daily activities of 30 minutes a day or less on LinkedIn that's really going to move the needle and grow um your presence on LinkedIn and your lead generation. Okay. Oh, I love that Rhonda said she's here because she connected with me over on LinkedIn. So, there you go. Um and you can also submit your homework with this as well. So, you can submit your
• 06:00 - 06:30 homework. We're going to talk about homework in a bit. All right. Um, so again, that's LinkedIn to 704-318-2285 to get your checklist. Now, I'm just going to kind of run through this so you know who's on the team that's going to be here to support you during our master class this week, but obviously you've already met Jackie. She's our CIO. Um, we also have Carrie Brown, who's our marketing project manager. Um, we also have Charlotte Barnes, who's my executive assistant.
• 06:30 - 07:00 And then over to the right on the slide, we have Amanda McGari, who's our programs and client services manager. We have Mandy Menotello, who's our programs concier's manager. And we also have Brooke Mole, who's our programs concier. So these are part of our uh resident burnout to allout in-house teammates that are here to support you along with your concier. Every single one of you, I'll say this one more time now that we've got most of our group here. you
• 07:00 - 07:30 are assigned to concier either Len, Mandy, or also we have um Sandra Wilson and again Brooke Mole. Um these are all our programs concier. They're here to support you, get your workbook to you, answer your questions. If you don't know who your concier is, again, I'll just say go to burnouttoallout.co um or uh scan the QR code and get into the chat and we will help you. Okay. All right. So, let's get started with that. I just want to start by saying that our
• 07:30 - 08:00 promise to you for the most powerful plan in order to create the ultimate shift in going from struggling to generate leads online stretched too thin and confused as to where to focus lead generation to expanding your profits and audience is through the most powerful method on the planet and that is LinkedIn as your lead generation engine. Right? I'd love to start with just asking a question in the chat and just
• 08:00 - 08:30 give me on a scale of one to 10 where do you feel that your level of effectiveness is currently like where is it on LinkedIn your level of effectiveness scale one through 10 with one um being that you're not really getting consistent engagement you're don't really have a consistent pipeline maybe you're not consistently generating sales weekly and then a 10 would be the complete opposite of that right like you're you've got consist consistent engagement, massive pipeline, and consistent sales weekly. Okay. All
• 08:30 - 09:00 right. All right. Awesome. This helps me kind of understand where we are. Well, that's what this week is all about. Expanding lead generation, expanding your top offunnel. Um, just so you know, you're gonna learn a little bit more about my story in a bit, but I did a million in revenue in 19 months with no ads, with a free LinkedIn account, and less than 600 Instagram followers. Okay,
• 09:00 - 09:30 with my LinkedIn account, I had less than 2,000 people on my LinkedIn account, right? And I hope that in the next couple of days that I can inspire you to do the same, right? that you can really grow your presence on LinkedIn. I'm going to say it again, without a paid version of LinkedIn, without a cajillion followers, right? Um, and the LinkedIn is by far what created the momentum that has propelled us to the multi figure a year mark that we are today. Um, teaching many how to leverage
• 09:30 - 10:00 LinkedIn, right? Um, so with that, um, let's talk about what we're going to be doing together. So, we are going live with publishing your updated LinkedIn strategy plan and profile on Friday. We're going to be doing work every single day this week that builds on itself so that at the end of this week, we are all going to hold hands and publish some new stuff uh on LinkedIn
• 10:00 - 10:30 based off of everything we're doing in this workbook. And I'm going to be asking you to take uncomfortable action because that's where growth happens, right? Um, so make sure you're doing your homework. Now, where are we headed? Want to review the agenda today just so you know where we're headed. The first five days are our core curriculum. Now, spoiler alert, we have bonus sessions after this for a couple days and I'll talk about that. But our first five days, I am going to be taking you
• 10:30 - 11:00 through the five critical steps for LinkedIn acceleration. Right now, today is going to be a baseline, right? We're going to be getting your baseline. Jackie is going to talk you through how to grab your baseline analytics because we want you to see the data. We want you to see at the end of this and we want you to be knowledgeable and how to track your growth and impact on the platform, right? Um, and we're also going to clarify and qualify today if your ideal client is on LinkedIn. I don't want to waste your time. I think today is the best day to go through this piece so you
• 11:00 - 11:30 can be like, "Yep, my people are on LinkedIn. I'm coming back for the rest of the week." Or, "Nope, I'm going to go back to what I was doing before." Right? Um, so that's what today is all about. But tomorrow, we're going to get in immediately to optimizing one of the number one, what I call lead magnets, um, on LinkedIn, which is your headline. Most people do it wrong. We're gonna teach you tomorrow in a matter of minutes how to do it optimally, how to do it right. Some of you are going to edit your headline and you're going to land contracts in business before the
• 11:30 - 12:00 end of this week just by these simple things that we're going to talk about tomorrow. Right? So, we're going to get really clear on what attracts your ideal client and the headline that properly needs to be put in place that um that you're probably doing wrong. And I say that with love. Okay. Now, day three, we're going to go into networks that convert to sales. So, we're going to perfect your network growth strategy for perfect clients, right? Um, and so
• 12:00 - 12:30 again, some of you, let me know in the chat, how many of you are coming here with a large network that might or might not be your ideal audience? And then let me know in the chat how many of you are fairly new to LinkedIn and you don't even know where to start with network growth. Right? No matter where you are, you're going to pick up some nuggets on day three on how to move the needle and create the the right community for conversion in your business. Okay. Um, and I'm talking I've had people from HR with over 10,000 in their network and
• 12:30 - 13:00 we've had to help steer steer a new direction on their account to people who are brand new. Doesn't matter. All are welcome and we're going to teach you how to really optimize. Day four, we're going to talk about content that converts. So, we're going to map out and create a weekly content plan um that creates authority in your industry. Okay. Day five is when we are going to go live with your profile. I'm going to teach you the secrets to optimizing your profile um in this one-day workshop,
• 13:00 - 13:30 right? And we're going to go live with a revamped profile. And if you are a VIP, you are qualified to get raffled off to actually be chosen as a student who's going to get a live audit. So, we're also going to go live and do an audit of a student's profile based off the work we've done, right? So, you're going to see it in real time. So in summary, what we're doing in these first five days is
• 13:30 - 14:00 LinkedIn acceleration proven method. We've been teaching for years. We're going to teach you a we're going to qualify if this is the right place for your your network and your business. We're going to optimize your headline and lead magnet number one. Then we're going to get into network growth strategy. And then we're going to build out compelling content. And we're going to optimize our profiles for selling. How does that sound for you guys? Can you guys get behind that? Are you Are you ready to take some radical action
• 14:00 - 14:30 every day? Yes. Okay. I see Christina is like, "Yes." I love seeing the engagement. All right. So, we're not stopping there, guys, because we love to overd deliver. Okay. Our number one core value and burnout to Allout is a complete wow experience for our clients. So, after the first five days, we're doing bonus sessions. On day six, I'm actually going to be talking to you about building a personal brand while working full-time. How many of you are still working full-time? How many of you are straddling link uh a full-time job
• 14:30 - 15:00 and building your side hustle? Some of you are, some of you aren't. You're going to hear my story in a couple of minutes, but I actually had to leverage LinkedIn while I was working full-time when I first launched my first business. So, I'm giving you a bonus session on day six of like how did I match my corporate income while working incognito leveraging LinkedIn. So, that's a big piece of what I'm going to talk about on Saturday. And Jackie is going to do a workshop with you on business pages versus personal pages because I get a
• 15:00 - 15:30 lot of you asking about which one you should start with. So, we want to set you up for success there on the right foot. Day seven, we're getting into the LinkedIn algorithms and hashtags. I promise you they are very different on LinkedIn than they are on any other platform. Okay. And then uh day eight, we're getting into creator tools. We're going to teach you some of the tools that LinkedIn has put together for entrepreneurs. And it's been recent. It's constantly updated and it's just a
• 15:30 - 16:00 great great resource that most entrepreneurs are not using. So dialing in on day eight, you're going to learn the tools that most entrepreneurs don't even know exist and get mass visibility on the platform, right? And then day nine is LinkedIn acceleration and uh audit. So we're actually going to do an audit with you. We're going to go through together and audit the leak leaky buckets postwork on where you need to go postmasterass, right? Um and we're
• 16:00 - 16:30 going to address your final questions before we wrap up. So, this is where keeping up with your questions, submitting them to your concier is going to be really, really important. Okay. All right. Now, as far as fun, we love to have fun in in uh Burnout to All Out always. So, we've got a special bonus on Thursday. I already talked about the audit that we're going to be raffling off, but we're also going to be um we're going to be announcing something super fun and a special bonus for everyone
• 16:30 - 17:00 that's available just for 24 hours on Thursday. So, we just really encourage you to try to attend live on Thursday for the fun. Okay. Um now, we talked about the the audit. The other thing we're going to be raffling off daily, all it takes is engagement. So, like I love this. Over in the chat, I see Rhonda. I see Nia. I see Christina. All of you engaging. This is a two-way street. Energetically, I am fueled by
• 17:00 - 17:30 you engaging with me. So, we're raffling off just daily. We're just saying thank you to those of you who are engaging. and we're going to be announcing somebody each day to get our allout impact book which was a compilation of um stories written by 22 different entrepreneurs in my business mastermind um that are really really inspirational. We've now we've already talked about the audit and then the last piece is the opportunity for a scholarship. Um again one of the biggest places of compliment
• 17:30 - 18:00 is when someone shares their experience publicly, right? So, what we're asking is if you love this over the next couple of days, share and tag us on your chosen channel. We're tracking it and we're going to be raffling off a scholarship to one of you just by simply sharing that you're enjoying the master class. Right. Okay. Let's do a quick activity before we dive in. I love getting your radical attention through a quick
• 18:00 - 18:30 activity. So, I told you to close out all of your tabs, but now I'm going to ask you to open one up. Okay? So, I want everybody to open up a Google tab, and I want you to type into good old Google your first and last name. Okay? Type into Google your first and last name. And let me know in the chat how many of you actually see your LinkedIn profile show up on the first
• 18:30 - 19:00 page, maybe even number one. Okay, eyeopening. Right now, here's the here's the really cool thing. First of all, some of you may not have a website yet. I want you to know and I hope Jackie really blows your mind by the end of this week and like week and a couple days with you guys. LinkedIn can be your your fill-in website. It functions as such and it actually you we're going to talk it's the number 23 most visited website in the world. So if you know how
• 19:00 - 19:30 to leverage LinkedIn, you're going to show up over on Google big time, right? Big time. Now here's the question though. Now that you see that your LinkedIn account shows up on the first page of Google, when you click on it, do you like what you see? in a couple of seconds. Is it quickly articulating in a way that's attracting your ideal customer to want to learn more? Is it creating attraction marketing? Right? LinkedIn, I want to underscore that
• 19:30 - 20:00 LinkedIn, and I want you to write this down. This is going to be the first thing you're going to write down before we even really get into into the workbook. LinkedIn is not just a social platform. Okay? LinkedIn is the long game. Okay? It's not just a social platform. How many of you I liken LinkedIn to really like YouTube or Pinterest in the sense that when you search on Google, you are discoverable pretty quickly with LinkedIn. And that is powerful if you know how to navigate
• 20:00 - 20:30 it, right? It's not where you're posting and praying and hoping that the post you put out is is seen within the 12 seconds that it's alive before it's dead on the other platforms, right? I want you to get really excited about the fact that the visibility is even offplatform, but on platform the visibility is long game. And we're going to talk about how content stays on the platform longer and broader and with more visibility than any of the other platforms this week.
• 20:30 - 21:00 Okay. Now, I just pulled this the other day. Um I'm one of those crazy parents who does not allow tech devices on trips and I have three kids. Yes, I will drive drive hours in the car and there are no devices, right? But what we do get to do is I let my kids, we go to Barnes & Noble, we pick out books, magazines, and um even like some Mad Libs and stuff, right? Well, I was touring the aisles and I noticed that the Harvard Business Review had a special issue last month.
• 21:00 - 21:30 It was on the aisle in March. It says I think it's a February issue, but it was on the on the aisle in March. And it says it was about how to build a personal brand. define yourself and stand out from the crowd. And what what resonated with me because I've been touting this for seven years, but especially over the last two years, that personal branding as a business owner or thought leader is here to stay. And some of you are here because you've realized that, but you can't imagine playing the
• 21:30 - 22:00 game on Instagram or Facebook, but you know that you know that there has to be an online presence for your personal brand. Now, the Harvard Business Review is even acknowledging this right. Whether you are a business owner or a thought leader, personal branding is here to stay. If you want to be relevant in business in 2025, we must build a personal brand. The good news is that I want you to get excited about is that
• 22:00 - 22:30 there is a efficient way to build authority without draining your time, draining your bank account, and draining your energy. And that's why you guys are here, right? Is to learn about LinkedIn. So, a couple of quick facts about LinkedIn. LinkedIn had its biggest revenue year yet in 2024. They closed out the year at 18 billion with a B, right? They ranked the highest number of users and engagers ever in the history of um you know LinkedIn existing and we
• 22:30 - 23:00 already talked about this a second ago but it ranks 20 to 30 yearover-year as the most visited website in the world which is why we want to leverage this okay most people who are growing a personal brand on the internet don't know this about LinkedIn right and then also it was voted by social media users as the number one most trusted platform five years in a row. Which means when we
• 23:00 - 23:30 go through certain phases in this country and in this world where people want to cancel out on Instagram and Facebook because of massive, you know, tumultuous debates, they aren't cancelelling out over on LinkedIn, which is good news for your business if you're trying to leverage a platform for visibility, right? Is this making sense? Okay. So this is why being one, you know, I I why being on the most trustworthy platform really, really matters, right? Especially in times like
• 23:30 - 24:00 this, right? Okay. So really quickly, I haven't really introduced myself much. Um, we're going to get into a little bit of an introduction for myself, but before I do that, I want to hear from you all because I'm going to put this in the chat. I want you guys to let us know who this resonates with. Okay? I want you to know that you are in the right place if you are one of these four categories because this is the other qualifier. You might be like, well, I don't know if this LinkedIn training is going to be for me, right? So, let me know in the chat if you are a
• 24:00 - 24:30 service-based entrepreneur. So, what I mean by that is service-based could be like real estate, mortgage, the financial industry. You're going to hear from a financial adviser today, as a matter of fact. Maybe you're a coach. Maybe um you service small business owners, right? Maybe you're a CFO. Maybe you're a fractional CMO, CIO, bookkeepers, agencies. Okay, awesome. You are in a good space for this week. We are excited to help you out. Okay.
• 24:30 - 25:00 Um, and for those of you that that list of people is your ideal client, get excited because they're leveraging LinkedIn, right? Okay. Number two is a productbased business owner. Okay. So, you know, for example, we've got clients who've sold uh luxury watches, high-end diamonds, custom clothing, investment properties, maybe you're raising capital for um for multi-unit uh or uh even like uh franchises, right? There's all kinds of uh product. The first business I was
• 25:00 - 25:30 in was in nutrition, a physical product. We're going to talk about that in a minute, right? You are in the right place, right? We're going to help you out. Awesome. All right. The third category is employee or business owner who recognizes the power of a personal brand. Maybe you're an employee or business owner who's launching something of your own. Let us know if that's you. Or you're an employee or business owner who just frankly agrees with the Harvard Business Review that personal branding is really important and that your
• 25:30 - 26:00 company doesn't own who you are. Right. Awesome. And then that and that I guess that's kind of folds into number three, which is the employee with the side gig, right? um the employee with the side gig. Okay. Awesome. See, now you know th this is who is on LinkedIn. Okay. Okay. Very cool. All right. Regardless, you're in the right place if you're motivated to leave behind the tireless timeconsuming tactics on other social media platforms to cannonball
• 26:00 - 26:30 in with lead generation with fun and ease. And I'm going to talk for a quick minute about my journey because I do think it's really important that you know we're in a trust recession right now. How many of you have invested in and gotten invested in things and you've been wildly underwhelmed and realize that the person mentoring you really doesn't have the results that they're touting? Right? I think it's really important that you're learning from someone that actually has the physical results. And so that's why I want to pause for a minute and share with you
• 26:30 - 27:00 that you are in good hands. Right? So, how did I go from corporate leader in burnout to a multisefigure a year CEO in five years flat? Yes, in five years flat. How did I do that? Right. My son asked this same question when we were sitting in the hot tub the other day. He was like, "Mom, how did you end up working from home while dad still has to drive to a job every day?" Right? And so, the conversation actually came up just the other day. And so, here's the
• 27:00 - 27:30 quick here's the quick story, right? It was about seven years ago that I was climbing Mount Everest to in a career and got to the top of, you know, climbing a Mount Everest, a Fortune 500, and I realized I was standing on the wrong mountain peak. Anybody else ever been there before? Yeah. Got up there, take a look around, and you're like, "This this is not what I signed up for." Right at that moment, I realized I wanted more time freedom. I wanted unlimited income beyond, you know, the
• 27:30 - 28:00 cap than that that my boss was making more even though I was working more hours. Um, I wanted to be healthy again. I'd really given up my own health. This is me up here to the right, not sleeping much, spending a lot of time at work. Um, and I wanted to be happy, healthy, and wealthy. Quite honestly, maybe that sounds cliche, but I was a dreamer that that was still possible. So, I decided to create my own exit strategy. And I grabbed the bull by its horns. And I scaled an e-commerce business selling a physical product around my nineto-5 to
• 28:00 - 28:30 about $100,000 a year. And what I want to share in full transparency is that first h 100,000 a year I actually built on Instagram and Facebook. And what happened is, and I don't know if any of you have experienced this, but I hit a wall. And all of a sudden it was like no matter what I did, how much of it I did, I was continuing to get the same results, even like a decline in my business. Even though I was working harder, I was a hamster on a wheel,
• 28:30 - 29:00 right? Anybody else felt that way? That's where I was now. My corporate income for me was a multiple six-figure income. I still needed to double where I was in order to get out of corporate America, right? And I really felt like giving up. And I know some of you feel that way right now, right? I was 3 feet from gold and didn't realize it. Well, I did. Thank goodness. The light bulb went off for me when I had this moment of thought where I was like, I there's so
• 29:00 - 29:30 many active users on LinkedIn in my professional life where I could be marketing for customers and business partnerships. They're right in front of my face. I was so close to financial freedom. I could taste it. But I needed a breakthrough in visibility, right? And so what happened? I doubled down and I leaned into LinkedIn, right? Now I had to slow down to speed up, right? This is actually um you know me leveraging the power of LinkedIn. I will tell this story a little bit later, but that's
• 29:30 - 30:00 like that was when I actually left corporate America like and publicly announced gone are the days of those suits flying coast to coast. I'm now in a slouchy sweater and fur boots, right? uh taking a flight for work. Um but I had to slow down to speed up. No one was leveraging LinkedIn to market their products and services the way the way I had learned to do so. Right? LinkedIn at that point was really perceived and still is by the large majority um on the outside looking
• 30:00 - 30:30 in. And I'm going to blow your mind on this, but people see it as this place for for for jobs. Does anybody else feel that way? Like you've just felt like LinkedIn is a place for jobs. Okay, I'm going to blow your mind and you're going to think a lot differently before the end of today. Okay, I took my head out of the sand of cyclical insanity, doing the same thing over and over again and expecting different results, and tried something radically different. I doubled down on LinkedIn for an entire year, and took what I'd learned about attraction
• 30:30 - 31:00 marketing and applied it to LinkedIn with my corporate background and understanding why people were actually on the platform, right? And what happened is I doubled my income in less than a year, hitting the multiple six-figure mark and firing my boss, right? Um, and that was my initial success story. And for those of you still working, I want you to know, and we're going to talk about this on Saturday. I was in a Fortune 500 that was in the midst of a consolidation. It was super cutthroat. I could not
• 31:00 - 31:30 publicly post on LinkedIn. I had to learn how to navigate the network growth strategies and the and navigate getting into the DMs. And we're going to talk more about this, but I was able to quit corporate leveraging LinkedIn incognito. Okay, so for some of you who are like, well, I'm still working full-time. Like, I hear you. I this post wasn't until I quit. Okay, I didn't talk about it publicly until I quit and then my business really skyrocketed, right? But
• 31:30 - 32:00 and so the story goes right um we scaled uh I scaled that first e-commerce business to multiple six figures um in 2019. Um from 2019 to 2021 in a period of 19 months I hit my first total million in revenue without any ad spend and without paying for a LinkedIn account. Right? And then we went on the following year to do a million in revenue. Um and then and then then then the story goes like we've grown year-over-year and become a multise
• 32:00 - 32:30 sevenf figureure a year company um continually ahead of target right so the reason I share this with you is because we've leveraged LinkedIn we've leveraged it for e-commerce if you sell physical product high ticket agencies group coaching business mini masterminds high ticket masterminds even selling live event tickets locally using the geo search function on LinkedIn right so I'm sharing all of this with you because know that I was successful on LinkedIn as a one-man show incognito hiding still
• 32:30 - 33:00 working all the way to bold in your face entrepreneur selling all kinds of things right so I want this to just be inspiring to you that you can do this too right and LinkedIn is an incredible incredible platform to do so and that's what makes me different I teach you what I actually do and it works right whether it's around your nineto-5, whether it's starting from ground zero. Okay, so hopefully I've got your attention now,
• 33:00 - 33:30 right? Hopefully I've got your attention. The first thing that we're gonna have you do, um, Jackie is going to have you grab your baseline analytics. This is really, really important. Um, my background background previous to being a business coach and a LinkedIn coach is, uh, I actually have a doctorate in pharmacy and I'm really big into data. data matters and this is what we love about LinkedIn is you can actually track the data. So with that Jackie I am going to turn it over to you
• 33:30 - 34:00 so we make sure our students get their baseline analytics um before we get rocking and rolling so they can see the trajectory and the growth over these next five days. Okay. Do you want me to share my screen and show them where to go specifically? Yeah. Yeah. Okay. Let me stop my share and let you grab your share. Okay. So, I'm always going to tell you that anything we do on LinkedIn is better done on a computer. You can
• 34:00 - 34:30 always do this on your phone, but things get wonky on LinkedIn on your phone. So, it's like your mileage may vary type of a thing if you go to your uh phone. So, what we're going to do is we are going to go and log into LinkedIn. And then I want you to just come over here and click on your name. And then when you do, you should see your analytics right underneath here. And then we want to click on show all analytics. And then what I want you to
• 34:30 - 35:00 record in your workbook. You can either take a screenshot of this for later and record it in your workbook or do whatever variation of this that you want to do. We want you to take a screenshot of these top four numbers right here. Because if you follow along with us in this master class the right way and you actually participate, you should see a significant bump. And hopefully that gets you excited and it gets you motivated to start looking at these analytics. I'm also a numbers person
• 35:00 - 35:30 100%. And like what do you say Melissa? What we inspect, we respect what we inspect or whatever. That it's so true. We respect what we inspect. Y Yeah. And it that's that's just that's true, right? Like I mean otherwise you're just kind of flying blind. And if you have a VIP ticket, uh if you've purchased the VIP, I'm going to be posting today for you guys to share with me your analytics so I can take a look at all of those for our VIP members today, too. Yeah, that's
• 35:30 - 36:00 for the VIPers. That's inside the community in the group community. You'll be able to share your analytics. Yeah. But and you'll be sharing it. Yes. And otherwise, you're going to want to take note. I think you said this, Jackie, but um if you're take note in your workbook, I want you to all pull your analytics and write them down in your workbook today. If if you're watching the replay, if you're here today, star circle, because we want you to track by the end because it's very informative. Okay?
• 36:00 - 36:30 Very, very informative. Okay? Let's see. And if you don't see all those numbers, it's okay. Yeah, I won't tell you why, but just take a screenshot of what you got. That's what we're looking at. All of us are starting at different places here on LinkedIn. Some of you are just starting out. You may not have everything. Just take a screenshot of what's on your analytics page or record what's on your analytics page. Don't get too into the weeds of like, well, I don't have this, I don't have this, I don't it it's all good, right? We all start where we start, and that is
• 36:30 - 37:00 perfectly fine where you are today. One of the things I love about this is that the other platforms, you're left flying blind. And what you're going to learn over the next two days is LinkedIn makes it very black or white as to like what you need to be doing between today, tomorrow, and then Jackie, you're even going to talk a little bit about SSI on Sunday as well, right? Um there's there's no guesswork. It's it's black and white what you need to do to be visible on the platform, which I love as a business owner because I only have so
• 37:00 - 37:30 much time in a day. I can't be chasing trends, right? and guessing. All right. Okay. So, let's dive in. I want to just start with a rhetorical question. And we go till 1:15 Eastern every day, by the way. So, we we're going to go till 15 after the hour, just so you all it's in the workbook. It's but just want to make sure you guys remember that. So, what would it feel I just want you to sit in this for a minute in the present moment. What would it feel like to wake up every day and have the perfect potential
• 37:30 - 38:00 clients lining up in your inbox asking to learn more about what you have to offer? It's kind of like one of the students who shared in the DMs just a minute ago in the feed. She was like, you we connected and got into conversation and that's why I'm here, right? Imagine what it would feel like for this to be a pipeline happening every day and having the opportunity to be highly selective and only saying yes to clients that are the perfect fit for you. Right?
• 38:00 - 38:30 This is this is possible, right? Creating authority and a distinguished brand on LinkedIn is the single most powerful, strategic, and efficient way to generate leads in business while getting your time back to create quantum growth in business and income. And so that's what we're going to be doing over the next couple of days. And if you haven't gotten your workbook out yet, pull it out to day one. And if you don't have a workbook, again, you can go to
• 38:30 - 39:00 our website burnouttoallout.co. connect with us in the chat and find out who your concier is. Okay. Um, we are first going to talk about the bird's eyee view of the LinkedIn method. It's important that I give you a 30,000level view of the simplicity of the three-phase process that it takes to execute flawlessly on LinkedIn. It's a simple, spectacularly simple three-phase process that one of my initial clients years ago
• 39:00 - 39:30 when we started coaching actually said this. She's like, "You guys are kind of like teaching people how to build and drive and automate a car." And I'm like, "You're so right. Like, you can't put it in autopilot or drive it until you build it." So, what we do is it's a build, drive, automate process. You just have to do the work consistently to get the results right now. And I want to pause here and say, in full disclosure, you can be wildly successful on any social
• 39:30 - 40:00 media platform. You can't. The reality is you just have to be consistent based off the definition of that platform's definition of consistency. Am I right? Right. So what I love about consistency on LinkedIn versus for instance Instagram is on LinkedIn you can post 3 to five days a week of static content that's not complicated without video and that's considered consistent
• 40:00 - 40:30 right on Instagram or Facebook in let's go to Instagram you're going to have to post 18 stories a day and a couple of reels a day that are complicated trending audio like maybe you're not a content creator maybe you're just a legit business owner that's a thought leader doesn't want to play that game. Right? This is what I love about LinkedIn. Consistency. Go ahead and write this down. It's three to five days a week. Consistency is three to five days a week. Right? Um okay. So we build, drive, and automate. And what I
• 40:30 - 41:00 want to share with you is let's just break down really quickly what build, drive, and automate actually is. Um build is building that I want you to write this down. Your virtual storefront, right? We're going to build our virtual storefront. Um, this is your brand, right? What we mean is if someone were to walk down the street and step up to your business store, how would they feel, right? What is emotion does it elicit? How are you attracting them in? Your LinkedIn profile is your virtual
• 41:00 - 41:30 storefront. Your personal brand within that profile is your virtual storefront, right? So, we have to get the virtual storefront and brand clear. before we want to drive a bunch of traffic to it. Does that make sense? We don't want to drive a bunch of traffic to a a brand that's confusing and the virtual storefront isn't clear, right? So, we want to grow brand and value and a value proposition before driving the traffic. And we want to get clear with what we call our content pillars. What is the cadence and the frequency of the
• 41:30 - 42:00 content that we want to bring to the platform that's going to bring value and bring no love and trust on the platform that's going to convert to sales, right? Um, and so we're going to talk about the content pillars in in just a in a couple days. But now that's build, right? So that's phase one. Phase two is drive, right? We have to drive the car after we build the car. Once we put the parts together, we got the engine in there, it's time to drive it. What this is is
• 42:00 - 42:30 driving your audience and growing your brand, right? So, we're going to grow that targeted audience once we've got a clear brand. We're going to search properly for optimal network growth to do that targeted audience growth. And we're going to perfect our content. We've created the content pillars. In the drive phase, we're going to start producing it and seeing what's really creating impact and engagement using our analytics, right? And then we're gonna
• 42:30 - 43:00 optimize verbiage in the DMs. If you're like me, like I was selling in the DMs to get out of corporate America before I could really get public in the feed, right? There's a there's a science to that, right? So, that's the drive phase. Now, the third phase is the holy grail. It is the end stage of autopilot. We want to automate and pre-qualify with systems. We are all either busy business owners or professionals who don't have time to be in the platform all the time. So, it's a it's a game of efficiency,
• 43:00 - 43:30 right? So, we want to build funnels that create qualified leads through automated screening processes. Um, envision when I was working full-time, I had built out my automation that we we teach um to this day where I would be working all day long. I would wake up the next morning and my calendar would be populated with consults with ideal clients where our calendars were referenced and worked for both of us and I was able to take consults with qualified people around my nineto-5 right um this is phase three and we have
• 43:30 - 44:00 clients this is working for them right now and you're going to hear from them all week long by the way you're going to hear best practices Peter is a financial adviser you're going to hear from today right okay and then there's power in a follow-up formula blah, right? So, the fortune is in the followup, right? I find that a lot of clients when they first get started with us are depending on their DMs as their follow-up process. That can't be your follow-up process, right? That's an expensive hobby. Okay?
• 44:00 - 44:30 So, we, you know, you want to have a a very specific follow-up formula. And there's lots of free CRM out there to leverage. And if you're like, "What's a CRM?" Like, we'll submit that in the Q&A and maybe we can talk about it. Okay. So again in summary bird's eyee view of the LinkedIn method that we teach is phase one spectacularly simple we're going to build right phase two we're going to drive and phase three we are going to automate in the platform. Okay. All
• 44:30 - 45:00 right. So that's I wanted to cover this first because throughout the week we're going to refer back to this as our 30,000 level view. as throughout the week we're going to get deep deep deep into the weeds of these different layers of build drive and automate. Okay. Now, this is the litmus test for all of you. We are going to go through a two slides that I'm going to help you qualify whether your ideal client is
• 45:00 - 45:30 actually on LinkedIn or not. Would you guys like to do that? Let's just jump straight into is your ideal client here or no and let's understand um the type of person who is on LinkedIn right so that you can you can determine whether LinkedIn is going to be your jam or not right this is your temperature check okay and that way after this you can be like okay I'm I'm here for eight more days or you can be like not my people right okay so let's let's jump in let's start with um I'm going to give you a
• 45:30 - 46:00 couple categories and we're going to talk about it Right? Why are people on certain platforms? We need we need if we understand the psychology of why people use certain platforms, it makes it very obvious which platforms you actually want to be on. Okay. So, I'll ask you as a personal user, how many of you actually use Instagram or Facebook even though you don't want to use it to promote your business? Okay. Yes. Right. Okay. So, share with us honestly in the chat what
• 46:00 - 46:30 do you go there for? What do you go there for? What do you go to Instagram and Facebook for? Entertainment. I'm actually reading the book, The Anxious Generation, right now. Holy cow. For those of you who have kids, I highly recommend it. People are going there for dopamine hits. People are going there to zone out and to numb out. And as a matter of fact, I want you to realize that at at work, there's a shame culture around you being on these websites while you're working. Okay? So
• 46:30 - 47:00 keep that in mind. All right. Now, what about LinkedIn? Why do people go to LinkedIn? Why do people go to LinkedIn? Right. I want to humor you that it's not just a place for corporations and employees, and we're going to talk about that. But people go there for trustworthy news, trustworthy thought leadership. They go there for opportunity and networking, right? They
• 47:00 - 47:30 go there for growth. And by the way, they go there for taking action, right? They go there for taking action. So, it's interesting as I read this book, The Anxious Anxious Generation, LinkedIn is so far opposite from what the other platforms leverage to monetize, right? Um that it makes me really even feel more validated of what we're teaching and and the platform we're on, right? And so I want you to to understand that your end user on LinkedIn
• 47:30 - 48:00 psychologically, now keep this in mind, your enduser probably has an Instagram account and a LinkedIn account. Okay? It's all about the psychology of when your content gets in their feed if they're ready to take action on what you've put in. Okay? Would you rather your content show up in their feed? Humor me this. Um, I'm just as guilty as the large majority of America, which is why I'm actually ordering a new clock. My phone, How many of you, your phone is your alarm clock? It's such a horrible
• 48:00 - 48:30 habit because then I'm like, well, while I'm waiting on the tea to warm up, I'll just check the Instagram feed and I'll scroll through some stories. And then you're doom scrolling at like 5 in the morning with getting the sleep out of your eye. Am I right? I'm actually ordering this new Halo um alarm clock to get completely away from my phone in the mornings because I just we can't beat the top addictive psychologists in the world that are employed by these companies that try to suck you in from
• 48:30 - 49:00 the moment you get up and go to the bathroom. Right? So where where I'm going with this is do you want to be in the feed of your ideal client at 6:00 in the morning, 5 in the morning while they're wiping their sleep out of their eye, right? While they're trying to numb out and wake up. some of them are still sitting on the toilet or do you want to wait until we're going to talk about this? I'll just jump to time frame now, right? Like when people are actually on the platforms, right? People are on Instagram and Facebook all the time. I know we're guilty. I am when I've got
• 49:00 - 49:30 downtime between calls for like 12 seconds, you know, I'm I'm doom scrolling, right? Here's the reality. Do you want your content to get in front of your ideal client when they are um when they when they are not ready to take action and they haven't even gotten a cup of coffee in their body or after they've showered, gotten their kids off, they've maybe worked out, they've had their breakfast, and now they're sitting in front of their computer ready to take action. Right? Same person, different
• 49:30 - 50:00 time of day, different state of mind when your content comes in the feed. Is this making sense? Right? Okay, so these are things I want you thinking about. The other thing is device. The the number one device for Instagram and Facebook is your phone, right? What we know is that people are multitasking like crazy and it's really hard to keep their attention with your content coming through their phone. Now, to this day, LinkedIn has the highest rate of use of what? Desktop, right? Again, assen seat,
• 50:00 - 50:30 right? They're they're they're not sitting at a stoplight, right? They're they're actually intentional. Write this word down. Intentional when they're on the platform. Right? Now, a couple other things. Age. Okay. Age. Uh the average age on LinkedIn versus the other platforms. So, the average age on Instagram, Facebook is around 21 to 23 years old. That's the average age, right? So, keep that in mind for your
• 50:30 - 51:00 ideal client. How old is your ideal client? Right? The average age for LinkedIn is about 35, right? The average age for LinkedIn is about 35. 35. And also when we look at income levels, um LinkedIn hands down, you can fact check me, their household income is significantly higher than the other platforms. So what you have on LinkedIn are more affluent, slightly older, and more engaged humans who are ready to take action. Okay? Are those your ideal
• 51:00 - 51:30 client? I don't know. Right? Are those your ideal client? Okay. So, couple of other things I want you to think about how the platforms behave differently. Right? So, algorithms and visibility. There is no saturation on LinkedIn. Who knows if you've been here before what percent of users actually even post content on LinkedIn? What percent of users even post content on LinkedIn? It's only 4%.
• 51:30 - 52:00 Right. 4%. It's even less now. I think Jackie said it's even less now. And even less for for video, right? For those of you who are willing to get in there and do video. So, what this means is visibility is through the roof if you're willing to post. And part of it is because we do have this corporate culture of employees who are wearing a mask. They don't want to post a lot because they don't want to be they're afraid of what people will think of them. it's high school to them. They're
• 52:00 - 52:30 afraid of what their peers are going to think of them. They're afraid of what their boss is going to think of them. They're afraid of the people that they went to college with are going to think of them. Right? So, if you can be bold and show up, you get the lion share of the market. Right? The other thing I was going to talk about is that um there's way less complex AI and just algorithms with LinkedIn. So, the visibility is really really high. How many of you remember Facebook like a decade or two ago where like when your grandma or your
• 52:30 - 53:00 mom liked or commented on something in the feed it would say like your mom liked this or your grandma commented on this. Do you remember those days before there was a bajillion users on Facebook? LinkedIn still does that because it's such a niche network that's not highly saturated and complicated. How many of you have heard of second and third degree connections? We're going to learn a little bit about that later this week. But this is how I grew the heck out of my business was through these
• 53:00 - 53:30 second and third degree connections. You can't do this on the other platforms. I built a highly rich network that was narrow and tight that grew my business significantly with less than 2,000 people in my network to make multiple six figures. You do not have to have a ton of followers. This is not a following game. LinkedIn doesn't want to perform that way. The only reason I have 20,000 plus followers now is because I've been at this for years. I've grown
• 53:30 - 54:00 a large business where I am multi- channelannel now. Yes, I can afford to invest in ads now. We'll talk a little bit about that. That's the elephant in the room. That didn't get me where I am today, right? I had to be efficient with my time and lack of money to grow leveraging LinkedIn first to create the critical mass of income that I have today that now I can diversify. So don't look at my network now and say, "Well, good for her. She's got 20,000 people." Well, yeah. Don't compare my middle to
• 54:00 - 54:30 maybe your chapter 1 because my chapter one was less than 2,000 connections. Right? Okay. So, I hope that makes sense. All right. The search engine on LinkedIn is insane, right? We There's no other platform where you can seek and search by location, by title. It is laser precision on how you can grow your network. And we're going to talk about that later this week. SEO and keyword optimization. And this is something that Jackie does phenomenal workshopping on
• 54:30 - 55:00 inside of our program and how our clients are being seen like crazy over on Google. Leveraging the article writing and the SEO game and the keyword optimization is is huge, right? And that's how we become discovered off the platform, right? The other thing I want to talk about is the BTOC game and the B2B game. So a lot of you we've heard of LinkedIn as the B2B
• 55:00 - 55:30 game, right? People think of LinkedIn and when I say B2B I mean businessto business, right? A lot of people historically think of LinkedIn as like uh people looking for jobs or businesses communicating with businesses. But my friends, the way I was able to make millions very quickly was by thinking the complete opposite of that. So I want you to think about this for a minute. Yes, you can go to the platform going B2B, but do you think regardless of what
• 55:30 - 56:00 that end user of LinkedIn is on the platform for, do you think your end customer is actually on the platform? The answer is yes. and your job as a business owner is to pleasantly distract them depending on what you're selling, what you're marketing, right? So there's many ways we leverage LinkedIn, you know, B2B for network growth, um, for networking, but also your end customer, we're going to talk
• 56:00 - 56:30 about this in just a minute, your end customer may be someone in corporate America leveraging the platform to do some uh, personal growth and development and networking, and maybe you sell custom watches. Well, you've just pleasantly distracted them on a platform that, by the way, is socially acceptable for them to be on at work, right? So, people are shamed for being on Instagram and Facebook, but now you've got an executive who's on there networking and
• 56:30 - 57:00 your $10,000 custom watch comes through his feed with a really cool story behind it, and you have just pleasantly distracted him. You've created your own little doom scroll over on LinkedIn, right? So, just keep that in mind as we continue. You're going to hear students in our program who do very traditional things like Peter that you're going to hear today who does financial planning and he's still he's he's learned the attraction marketing strategy and he's pulling people in. But if you sell a
• 57:00 - 57:30 physical product or you sell something of luxury, I want you to know that attraction marketing works to pleasantly distract the enduser, even if they're there for a different reason. Is this making sense? Right? It's all in how you distract them pleasantly and tactfully on the platform. Right? Does that make sense? Okay. Um Okay. So, and that brings me to this final topic before we come to Peter because I know we're going to have Peter come up here in a minute.
• 57:30 - 58:00 Um I want to talk to you for a couple of minutes about the global trifecta. Okay. This is a term I came up with precoid or actually I should say postcoid. Um but a lot of it hinges around how the world has operated on the LinkedIn platform postcoid which is different than it was precoid. Okay. And so this is what we're going to talk about for a couple of minutes before we go to Peter. And there's three things I want to talk about and that is the disruptive
• 58:00 - 58:30 disruption shift. We're going to talk about the gig economy. and we're going to talk about the social media platform to network. These are the three trifecta, the three things happening globally that have made LinkedIn skyrocket postcoid. Okay? And we're going to break it down. All right. So, let's talk Precoid for a half a second. Precoid there was there was uh let's
• 58:30 - 59:00 let's give some statistics out. I don't have the actual numbers, but again, you guys can go fact check me on this. Precoid, we had some of the lowest unemployment rates that the United States specifically has has seen, right? So, we had some of the lowest unemployment rates. However, we had some of the highest job dissatisfaction rates. Okay? So, keep this in mind. So, basically, everybody had a job, but they hated their jobs, right? So, this is where we were pre-COVID. Then, COVID
• 59:00 - 59:30 hit. And there was disruption. Now what happens in the midst of disruption? Has anybody ever experienced disruption before? Okay. When we hit disruption, people pause and they question everything. Am I right? Some of you paused and questioned everything during that time. Some of you actually are here today because you run businesses that happened postcoid. Let let us know in the chat. Or maybe you did something radically different,
• 59:30 - 60:00 right? How many of you did something radically different? Right? People question everything, right? So this is what happened a couple of years ago is people were like, "Well, I hated that job anyway, right? I'm going to go try something different." Right? So when you question everything, you create a heightened activity. Where where do you think there's a heightened activity? On LinkedIn, right? You've got a bunch of people who are employed who are questioning everything right and so heightened activity forever over on
• 60:00 - 60:30 LinkedIn. Now the reason I want to point this out is even today some argue that we're in a unstable perceivable economy right and that's why I have this word countercyclical here right because the activity on LinkedIn is countercyclical to the economy or the perceived economy right so when uh when there's a perceived dip and people are questioning what happens feverishly on the LinkedIn platform people get really active on the
• 60:30 - 61:00 platform right so I I want you thinking about this because when there is uncertainty, there's heightened activity, right? Um disruption keeps people on the edge of their seats, right? Which is why that BTOC customer um is a gold mine of opportunity with LinkedIn, right? They may not be on the platform looking for what you have to offer. They may be there for career connections, but you're pleasantly distracting them on a socially acceptable platform that they can be on
• 61:00 - 61:30 at work. Right? Making sense? Okay. Um, now the thing is I want you to think about this like do you have a service that empowers people to create income or for financial security or diversification like Peter today, right? When we think about the the state of our economy, maybe you're looking for accredited investors or investment properties or startup investments, right? You're going to hear from someone to in a couple days who's raised over a million in capital for his own business leveraging LinkedIn, right? Guess where
• 61:30 - 62:00 you can find these clients and partnerships, especially in a in a in a in a questionable economy where people are trying to diversify, right? Are you a leadership coach or a mentor teaching people how to be more marketable or empower them to live better lives? Maybe land their dream job or land more clients or maybe you're a recruiter, right? But you can see how in an uncertain economy that's counteryclical, you can get laser focused on a platform like LinkedIn and crush it, right? Okay.
• 62:00 - 62:30 The second topic that we hit on was the gig economy, right? And this is where I want to talk about all of you um small business owners, right? LinkedIn is really recognizing the spike in entrepreneurs and small business online and is shifting the functionality of the platform. I'm not going to get into that today. Jackie is going to talk about it later this week, but they're creating tools based off of the economic boom of
• 62:30 - 63:00 the online business. Right? If there's one place the economy has exploded, it's in online business. And LinkedIn is no dummy. They're creating lots of tools to support the small business even though perceivably in the past they've been known to cater to big corporate, right? And um hence they're no longer just focused on corporations, right? And this is why what I love about LinkedIn is that we kind of coined this word from RT, the word thinkfluencer. Would you rather be a thinkfluencer who's known as
• 63:00 - 63:30 a subject matter expert on LinkedIn, which to me feels really good and spend less time on the platform, or would you rather be an influencer, you know, trying to grow hundreds of thousands of followers? And what we know is most influencers on the other platforms aren't making a lot of money anyway, right? I would rather be focused on making millions of dollars by being a thinkfluencer with a niche network on LinkedIn versus being an influencer who's broke. Right? My two cents, right?
• 63:30 - 64:00 So, small businesses, what I want you to think about for those of you who support small businesses, um, a lot of these folks, by the way, and and I think I talk about this later in the slides, but I'm going to jump ahead. A lot of people postcoid left corporate undeniably and are now consulting and running their own businesses. What was their homebased platform? LinkedIn. So what we have is a lot of ex-corporate professionals who've
• 64:00 - 64:30 launched businesses that need support by many of you. How many of you do bookkeeping, fractional CMO work, CFO work, CTO work, um online business management, brand photography, graphic design, copywriters, creative directors. I could go on and on and on. These people's home base postcoid is LinkedIn. You're not going to find them as easily on the other platforms. Your products and services are going to match up with mass visibility over here, right? So
• 64:30 - 65:00 there's a lot of small business owners who are ex-corporate postcoid, right? Um and the other thing I wanted to hit on as well is that that desire to work more remotely, right? So I'll come back to number two in just a second. There's a lot of people to this day who had some flexibility and their companies are now reeling it back in. I know my husband's a great example. for the past 5 years they've had a pretty lenient remote um
• 65:00 - 65:30 opportunity because they needed to compete with what else was on the market and um now you know five six years you know coming out of where we are from from that ramifications of COVID they're reeling back in how often people have to be at work and some people don't want to give that flexibility up ever again and so you've got a lot of nineto-5s who are on the platform platform feverishly looking for different work solutions.
• 65:30 - 66:00 Now, you could be, you know, a a performance coach or or or a recruiter or you could be someone that could help them directly, but you could also be a direct to consumer business who's catching them in the feed for different reasons, right? They're hyperactive on the platform and maybe you're selling something completely different, but you're gonna get their attention and you're going to be visible a lot faster without noise than the other platforms. Right? It's the secret sauce that got me
• 66:00 - 66:30 where I am. Now, the last thing I wanted to hit on here and then I'm going to jump to Peter here in a second, is corporations, back to number two, are more open to working with consultants versus in-house than ever before. We have a mastermind with uh you know a little over 20 clients in it and I would say half of them are exit executives. We've got folks who are COOs um who are now back uh uh consulting with corporate America because corporations are
• 66:30 - 67:00 realizing it's less costly. It's lower risk for them. And so some of you are looking to consult back maybe as a HR leader or leadership or marketing or finance, right? Um, and know that that that is a B2B, right? For you to be able to come back and market to these corporations as a consultant is a massive massive opportunity right now, right? Okay. Um, and then the last one is a is a no-brainer, and then I'm going to go to Peter, but I just want to I
• 67:00 - 67:30 want to earmark this. Never in the history of humanity have we been in the an economy that we're in today and had a social media platform that's designed designed to network and grow personally and professionally, right? Is designed for thought leadership, for value, for authentic connections. Never in the history of humanity, right? And so this makes me wildly excited about
• 67:30 - 68:00 the opportunity and where we're headed with a platform that has really cool boundaries around keeping it authentic um and not so noisy, right? Um so with that, I'm so excited. I'm going to turn over to Peter for a couple minutes before we dive into our homework and preview for tomorrow. But is Pete am my friend Peter here on the line?
• 68:00 - 68:30 I am Peter my friend. How are you? I am doing good. I'm doing real good. How about yourself? I am so good. I'm so excited to get an update with you. So these guys are on day one of a master class. This is their first experience with the burnout to allout family learning a little bit about maybe a different angle on LinkedIn. Um Yeah. And um I thought maybe I've got some bullets here. I'm going to kind of
• 68:30 - 69:00 try to keep to it, but we'd love to know a little bit about your background um in business and why did you start with us on LinkedIn? So, we'll just start there. Sure. So, it was very problematic for me because I'm a financial adviser. I moved from Atlanta, Georgia to Jacksonville. And this was a major issue because everything is relationship marketing. When you're
• 69:00 - 69:30 talking about being a financial adviser, you want to be a financial advisor and somebody's going to trust you with their money. Um, it is very, very, very relationshiporiented. And if you're in a new town and you don't know anybody, well, lots of luck is really what it amounts to. So, um, it was very, very problematic. And I decided that, well, it just kind of occurred to me that social media was the way to go. So, I
• 69:30 - 70:00 came in a little bit later and I was listening to um uh Melissa talk about uh Facebook and how that Oh my gosh, Facebook. There's just absolutely as far as advertising and posts and stuff like that, you're just not going to get anywhere with Facebook. I mean, Facebook, you you I watch Facebook, but I watch it for the really stupidest things on the planet, right? I mean, really, really mind-numbing stuff
• 70:00 - 70:30 that kind of gets me from, you know, through the next 5 minutes or 10 minutes just to kind of decompress my brain. It's not something that I'm going in and going, gosh, I got to call that person up and I need to go it. Facebook is really out. Facebook was great 20 years ago or 15 years ago or whatever the time frame was, but it's just not now. It's kind of morphed into this thing where nobody is using it for advertising in in
• 70:30 - 71:00 a positive way. Uh and um so I came across LinkedIn. This is before I met Melissa and I was doing a bunch of research on LinkedIn and LinkedIn I don't you said this Melissa but I don't think you put a number to it. Um, I see somebody said something about Atlanta. I was in Atlanta. Uh, so, uh, LinkedIn averages $100,000 per person as far as their income is
• 71:00 - 71:30 concerned. Facebook, just to pick them out of the group, averages about $30 $35,000 for uh, the the average income. So, you got a lot more money that's being, you know, thrown around in the Facebook, I'm sorry, in the LinkedIn world versus the Facebook world. These people, these people have money. They're willing to spend the money and do whatever it is. So, I knew, you know, these were my people. I'm a financial adviser, so I needed to
• 71:30 - 72:00 understand LinkedIn. And I went down the rabbit hole. This is going to make Melissa smile and laugh. So, I went down the rabbit hole of trying to understand all of this on YouTube. Now, I'm throwing out another one, right? And I watched every video. Sometimes I'm watching these videos like 10 times. I mean, I'm like sitting in front of the the the the computer watching it over and over and
• 72:00 - 72:30 it was and I feel like I was at the time I was getting about 40% of what I needed to really know about it. Like they would tell me and I'll give you an example. They would say, you know, if you use hashtags, it would be great because now all of a sudden people will start seeing it when you utilize that thing. So, I'm I'm thinking to myself, okay, well, if I use hashtags, but they don't tell you how to use the hashtags, right? They don't tell you all the nuances that go
• 72:30 - 73:00 along with the hashtags. So, I'm I'm watching these videos and I feel like I'm only getting 40% of the way there. I feel like I'm missing all of this stuff. And that's when I came across Melissa, right? Because I am I am just completely frustrated. I've probably wasted I don't know how many 10,000 hours watching these YouTube videos over and over again trying to make heads
• 73:00 - 73:30 trying to to leapfrog from the 40% to 100% trying to figure out what the heck they're talking about. Why are hashtags good? How do I use a hashtag? Do I just throw a bunch of hashtags out there? Right. So, um I and and that's what they do on Instagram. So, if you go on Instagram, that's what you do. you do that on Facebook, you're going to be in in LinkedIn jail. I mean, in in LinkedIn, you're going to get in LinkedIn jail. So, I I'm like, I don't I don't know how to do these things. And I
• 73:30 - 74:00 went and did um I don't know if Melissa still has this where you go through like nine days. You still doing that, Melissa? You go through the nine days. That's what they're doing. They're on That's what you guys are doing. Oh, you guys are on day one. Oh, that's fabulous. Okay, so I'm going through the nine days and some of the stuff I knew because I did my 10,000 hours on YouTube and the other stuff I'm like I have absolutely no idea what she's talking about and I'm watching she she'll put these videos on here and I'm watching them over and over and over again and
• 74:00 - 74:30 I'm probably watching it, you know, I don't know, five times over just to make sure I completely understand what she's talking about. and uh she's hitting these topics and I'm like in these short videos I'm gaining more information than I did in the 10,000 hours of YouTube watching that I did before, right? And I knew there was more, right? I mean, she she's she's basically going here, you know, I'm kind of giving you an idea what's out here. You know, there's a whole lot more I'm going to be teaching
• 74:30 - 75:00 you. So, uh I um I uh I signed up that that uh that evening. I quite literally and and you know and I'm one of you. Melissa doesn't pay me to do this. Melissa doesn't do we don't do trades like hey you come on mine I'll come on yours. We don't do any of that stuff. I come in here because she's just been absolutely fabulous. So to be honest with my story and I've told her this like a thousand times and it makes her laugh each time. My finger
• 75:00 - 75:30 was above the button, right? I mean, my finger was literally hovering over I'm like, "This is stupid. I can't believe I'm spending this much money. I can't believe I'm doing this." It was 11:30 when and and I'm like, "Oh my gosh. Oh my gosh." I hit the button. I said, "All right, fine. I'm going to do it. And I need to understand these things. Uh, and I'm going to spend the money. I'm going to spend the money." I went to bed and I was still kind of troubled over it. I'm like, "I can't believe I did that. I can't believe I
• 75:30 - 76:00 did that. I can't believe I did that. I woke up the next morning. All the videos were there. I binge watched every single video that we had in there. And I'm like, I never once thought about how I spent the money after that. It didn't come up one more time. As a matter of fact, not only did I not think about it, but I was like, you know what? I want more. I want more. I want more. And I actually signed up for other classes and
• 76:00 - 76:30 other programs that she has available. And she'll talk to you later on about that. But um I I not once have I thought about any of these programs and and the cost of it because I just got so much so much value uh out of the um out of the out of the stuff, you know, that she she has all these videos in there. And I it it was probably like a month's worth of videos and I watched it in 24 hours. Well, and
• 76:30 - 77:00 you and you got the results, right, Peter? I Yeah. Yeah. Yeah. I love I just I love the transparency. I love the authenticity that you have. Um, and like just to inspire these guys a little bit because you really I I love what you said about how, you know, you transplanted from one state to the next and you had really built a great book of business locally as a financial adviser in one state and now you were relocating and you literally had to build from the ground up leveraging LinkedIn after
• 77:00 - 77:30 trying to peiemeal a bunch of, you know, free videos. you you you you dove in, you ben binge watched and you did the work with us. Can you tell everybody a little bit about your results and maybe what worked maybe one aspect that's worked really well for you and then I'm um and then we can, you know, I've got to assign these guys their homework, but I think that your results would be like wildly inspiring for them. Um and then we can get into maybe one tool or tactic
• 77:30 - 78:00 that's really worked for you. Sure. Sure. Sure. So, um there's two ways I get paid, right? So, if I get paid, if I if if somebody comes to me and they want to have um you know, some financial product, I'll I'll show them a financial product. I get paid by the carriers, but I I'll show this on over to them. That's one way I get paid. The second way I get paid is if I bring people in to learn to be financial advisors, teach them how to be a financial ad advisor, and then I I
• 78:00 - 78:30 get paid a um a commission off all the business that they do if I bring people uh on in. So, I decided to go down one path, and that was bringing in financial advisors, teaching them, training them, and so on and so forth. Now, keep in mind, I'm starting off in a um uh with a with with a new company. I'm starting from scratch. New city, new company. Everything is new. And this is not good
• 78:30 - 79:00 cuz I'm I'm literally in May. I'm having my 60th birthday. So, it's not like it's not like I can, you know, I've got all these, you know, young folks that I could be working with. I'm like, I feel like I'm starting all over. My gosh, this is this is kind of like an daunting task. So, I used a lot of the tools that um I learned from Melissa and let me tell you, Melissa is just absolutely wonderful in regards to this. you're going to go in there and she's going to be talking to you about it and and if I
• 79:00 - 79:30 bet so Melissa has 26,000 followers right now and plus I'll bet if I asked her each and every person in there she could recite oh that's the person that does healthcare and this is the person that's got the skin care oh yeah yeah yeah that I mean she could go on and on she's a very passionate person she knows each and every one of the people it's it's kind of spooky I mean she'll they'll pop in and she'll be Oh, yeah. I remember you. Yeah. Yeah. Yeah. You're the one that's putting on
• 79:30 - 80:00 those basketball camps and you're, you know, whatever. I mean, she'll know all these people. She's, she takes a very, very vested interest in all in in all these people. Anyways, so I uh I decided to jump in head first in teaching people how to be financial advisors. And it's kind of an old fogy network. You're talking about uh these guys, right? I'm in a group of about a 100,000 different financial advisors. I
• 80:00 - 80:30 think I I don't know what the exact number is, but it's a big big number like that. And uh so I uh I started recruiting and I started going through um LinkedIn in order to do it. And it was amazing. I cracked 100,000 financial advisors doing this. I cracked the top 10 within months of um being uh doing all the things that f u Melissa's
• 80:30 - 81:00 telling me about. So I'm like all these things started paying off. Now did it pay off on day one? No. I mean the it was not an instantaneous there you go kind of thing. It was probably I don't know Melissa where when did I started touting this stuff like around month four or something like that. I'm like hey Melissa guess what happened. So, uh, but it built up and it was just, so all of a sudden I'm getting calls from like really big wig people like, "Who's this guy? Peter Thompson? Where did he come
• 81:00 - 81:30 from?" And then the next quarter comes, same thing. But now I'm not in the top 10. Now I'm in the top three. So, you know, you know, people people are turning their heads. They're asking me questions. Now all of a sudden I'm the LinkedIn guru, right? Everybody's talking to me about this. Yeah, you heard about the LinkedIn thing, right? Oh yeah, yeah, Peter's doing the LinkedIn and he's doing they have no idea what they're doing. They heard about the LinkedIn, you know, like it's
• 81:30 - 82:00 a verb or something like that. You got to do the LinkedIn, you know. So, but yeah, I mean, I did that and and my business absolutely exploded and uh and took off in regards to it. And now I've I've kept that momentum and I've switched gears and I've done it. I've been doing it now in uh regards to production and that's starting to take off. And Melissa doesn't know about this, but I started a financial university. Wow. And that is totally
• 82:00 - 82:30 separate from um the company that I work with. And uh it is Melissa's going to know exactly what I'm talking about, but it's an evergreen uh system that people can come in and learn. It's going to be a basically a financial Swiss Army knife for everybody talking about mortgages to all different kinds of financial instruments out there basically all across the board where people can and and I'm basically patterning it off of
• 82:30 - 83:00 Melissa to some degree. I'm like I'm looking at it and going well she's very successful. She knows what she's doing. Uh and uh I'm putting together something where people could come on in. So yeah, it's been very very beneficial for me to do this. So if I if you if I look back and remember I'm the guy with my finger hovering you like three inches above the button going I can't believe I'm going to do this. This is stupid. This is stupid. This is stupid. Now I'm the one
• 83:00 - 83:30 of the top recruiters in the company and uh my production numbers are going well up well and I'm putting together an evergreen and everybody should be googling evergreen. What does that mean? I'm I'm I'm you know I'm putting together an evergreen financial university that people can go into and um and it's going to be a building block for me on several different levels. So, uh, Peter, this is so inspiring. A
• 83:30 - 84:00 couple things I want to hit on that that well, the thing I really want to underscore here, and we're gonna we're going to post the homework, guys, in just a minute, and it'll also come in emails. So, um, what I love is that you like took radical action and, you know, skyrocketed from got to the top 10 to the top three um, leveraging LinkedIn in your main business. Um, but also what I think you underscored here, I'd love to know in the chat anyone else who's multifaceted, has more than one
• 84:00 - 84:30 business, or is considering launching something different. What I love is that you've been able to also layer on multifaceted another whole product that's totally separate from what you're doing specifically within the umbrella with your financial advice. I'm assuming it's like a 1099 that you're you're with with the the financial advising, but now you have a standalone offer that's your own that you're also monetizing and selling that's evergreen. And so for
• 84:30 - 85:00 those of you who have more than one offer, more than one business, I think this is a really really great example for for everyone. Um well, Peter, thank you so much, my friend, for popping in here and just sharing your story. Um, what what is your preferred way of people connecting with you if they want to learn more from you or just connect with you in general? Yeah, let me let me Well, of course, I'm going to put in my my uh LinkedIn here. So, yeah, if you uh
• 85:00 - 85:30 if you want to um what does it say here? I'm doing it to everyone here. Uh hug on it. It's not working here. You know what? I think Len just put it in there for you. She just put your your LinkedIn. Did you put my LinkedIn there? Thanks, Renee. Yeah. Yeah. Reach out to me. And uh just an FYI, little tidbit of information. It was uh you know, it's very family oriented within Melissa's group. And it was really
• 85:30 - 86:00 uh Melissa, the family that kind of coaxed me into doing this university. I didn't really think about it, but everybody's kept on saying, "Peter, you know about this, you know that. Uh you should put something together as far as something that's evergreen." And I never even considered it. Never even thought about it. And I got to thinking about it. I'm like going, "Well, why not?" You know? Yeah. Uh and um yeah. So I'm very very very very excited. We're launching in 2025. So it should be happening in the I'm hoping in the next couple of months that it'll be up and running. So
• 86:00 - 86:30 exciting. And Peter, happy birthday. Yay. 60. 60. It's a big one. 6. It's a big one. We are so excited for you. Well, Peter, like love hearing your continued success. Love hearing about your relocation and leveraging LinkedIn to be your social media platform for growth going, you know, from getting started to top three in the company to launching a whole another offer. Um,
• 86:30 - 87:00 it's just super super inspiring and I so good to see you and happy happy birthday. Good seeing you too. Thank you. Thank you so much. Take care. All right. Awesome. Okay, couple things guys as we wrap up. I saw a couple questions in the chat about the community. We do have a private community that's hopping right now. People are chatting over in our community right now. Those are our VIPs. So, just for $49, if you want to be a part of our VIP group, jump in at two today for hot seats with me. Um, and uh
• 87:00 - 87:30 get some backdoor access, you can scan right here. It's not too late. You can come check us out over there. Um, as far as homework, and this is being emailed, too. Um, in your workbook, we want you to take note of your analytics that Jackie covered with you today. We've got the list of the different analytics we want you to grab. This is also in your email. Um, and then we want you to take a screenshot of your current profile and
• 87:30 - 88:00 we want you to save it for the after later this week. Okay? So, take a screenshot of your current profile um for our transformation on Friday. Lastly, we want you to research the top five leaders andor influencers in your industry. They could be top competitors, top influencers, or top five leaders. What I'm wanting you to do is take a look at LinkedIn and discover the opportunity there is. Discover the
• 88:00 - 88:30 opportunity. And with number three, we want you to share with your concier what you're finding. We want you to share what you're finding over there. Um, so that's number that's number three. Um, again, number one and number two, we want you to to keep for your own for future stack on with work we're going to be doing later this week. Um, and a preview for tomorrow. Are you showing up as a thought leader or are you showing up as an employee? Some of you think
• 88:30 - 89:00 you're showing up maybe as a thought leader right now and we're going to actually help you optimize in a big way tomorrow more than ever imaginable. Um we're going to talk you through how to really build a headline that attracts your ideal client and we're going to talk about growing that SSI score which if you haven't heard that term you're going to hear about it tomorrow to maximize visibility. Um, for our VIP friends, we are taking a 30 minute lunch
• 89:00 - 89:30 break. You're going to jump off of this Zoom. You have a very uh a different link to join us in 30 minutes um to jump in for our Q&A and you'll get all the resources to get logged into that community um in circle so you can network and connect and share your findings on LinkedIn over in that community. Um, and the last thing I was going to say is, um, some of you might be like, man, I'm really seeing the vision for this and you're already
• 89:30 - 90:00 curious about taking the next steps with working with our team on a deeper level. Maybe you heard a little bit about Peter and how we've supported on a a couple of different levels of his growth. Um, book a clarity call with our team to see if the Legion Academy or any of our other elevated business coaching programs may be the right fit for you. Um, just text the word clarity to 704-4864228 and we'd be happy to chat with you. With that, we will see the VIPs in 30 minutes. We'll see the rest
• 90:00 - 90:30 of our Burnouts AllOut family tomorrow at noon. Make sure you get your homework done. Uh, and we'll see you back tomorrow. All right. Bye bye.