HOW TO LEVERAGE LINKEDIN TO GET CLIENTS EO US East Bridge chapter training with Joe Apfelbaum Recorded 31 July 2026. Running time 1:00:02. Permanent home: https://eoevent.com/linkedin Timestamps are positions in the recording. Attendee email addresses shared in the Zoom chat have been removed. ==================================================================== Joe Apfelbaum 0:00 Welcome to this presentation, How to Leverage LinkedIn to Get Clients, and How to Stand Out on LinkedIn to Get Results. [0:06] My name is Joe Apfelbaum. For those of you that don't know me, I've trained over 1,000 companies on how to leverage LinkedIn. I've been doing digital marketing for over two decades, and I've been an EO member for, let's just say, 15 years or so. I've authored five books, including a book on networking called High Energy Networking, and I started a software that I developed called evyAI, which is a sales assistant, a couple years ago. And when I'm not speaking on stages, I'm enjoying my time with my five beautiful kids in New Jersey. [0:38] So I'm curious to know where you guys are dialing in from. We have a global audience here today, so in the chat, let us know where in the world you're dialing in from. And also I want you to take a look at this game I prepared called Bingo, and let me know which one of these problems you guys have. [0:58] I want to make sure everyone knows how to use the chat first of all. So if you don't know how to use the chat, on the bottom where it says mute yourself, there's a chat button somewhere there. And I see most of us figured it out already, so thank you for figuring it out. Ernest is from Chicago. Jim is from Motown, Philly. It's good to see you, Jim. It was nice spending time in Philly with you. We have someone from Poland. We have someone from St. Augustine, Florida. Venice, Florida. Vienna, Virginia, Jeremy, welcome. We have Mexico City. Pakistan. We have Fort Myers, Florida. Amazing. And we have Philly. [1:34] Okay, cool. So many great people here from so many places, and we have our president, Ann. Ann, thank you for being here. So Ann asked me to do this talk because she really wants to learn how to use LinkedIn, and she may as well bring the chapter along with her, and other EO members, to learn as well. [1:53] So these are the biggest problems that people have when it comes to using LinkedIn. The biggest problem is, one, they don't have a strategy for using it, so they don't end up using it properly. Everything that you want to do in your life and in your business — I learned this from Tony Robbins — you need to have a strategy, because the right strategy will save you a decade. And I'm going to show you what it means to have a strategy with LinkedIn. [2:22] But if you need a strategy, in the chat, just write, “I need a strategy.” Curious to know who has one and who needs one. And it really needs to be written. It can't be something that's in your head. If your strategy is to ignore it, that's great, but that's not going to get you results from LinkedIn. [2:41] Now, for some people, they've tried LinkedIn in the past and they had zero results, so they're kind of ignoring it. Other people know how to use the basics of LinkedIn, but they're not sure how to message people. They don't know how to DM. So we're going to be talking a little bit about that. And also there are people that have not posted on LinkedIn ever, or have not posted in years, and for those people, they're not sure what to post. I'm going to talk to you about strategies for posting. And for some people, they are posting, but it's literally crickets. Nobody's commenting on their content, and so some people are even afraid to post because nobody's going to comment. [3:21] So I'm going to be talking about engagement strategies, and I'm also going to teach you how to save time using some automations, and what automations you're allowed to use and what automations you're not allowed to use. And then I'll teach you how to get conversations, if that's what you're interested in doing with LinkedIn. Some people just want exposure. Some people want conversation. Some people want engagement and credibility. So it depends on what your goal is. [3:46] Okay, so let's break it down. First of all, I want you to know that most of the knowledge in the world, you don't know that you don't even know. You know what you know, and you know the things that you don't know — you're like, oh, I don't know that. But then there are things that you don't even know that you don't know. And there are things that you find out that you knew that you didn't realize you knew. You know what I mean? So I'm going to show you some things today that you didn't even know you didn't know. So just be prepared. [4:21] And here's the other thing: if you hear me say something that you already know, ask yourself, am I actually doing this? Because some people stop learning. They're like, oh, I know that already, and they kind of just tune off. So if you're investing your time, pay attention, turn off your distractions. I know entrepreneurs are in a bunch of different places, but it's going to be very difficult for you to actually get this information, because I move fast. I'm from Brooklyn. It's very difficult to consume this information and actually have it be valuable if you're not 100% focused. If you're kind of distracted, doing a million different things, it's not going to work. And if you have questions or you need something, put it in the chat. I would love to hear what your questions are. [5:06] LinkedIn is growing rapidly. It's growing at a rate of three new members every second. There's over a billion people using LinkedIn right now. And Microsoft, that owns LinkedIn — by the way, they paid $26.2 billion for LinkedIn — they have a goal of getting to 3 billion users in the next few years. So they're aggressively trying to grow the platform. 80% of B2B social leads come from LinkedIn, and four out of five members drive business decisions. [5:31] LinkedIn is powerful. But although there's 1.3 billion people on LinkedIn, only 3% of people ever post on LinkedIn. Most people are lurkers, or watching. You don't want to be one of those lurkers. You want to be one of those people that are taking action. [5:46] LinkedIn is a global platform. I'll tell you a quick story. I don't know if you guys know this, but when I started my business, it was based in Brooklyn, New York, and I had clients based in Brooklyn, New York. Now my business, because I leverage the power of LinkedIn, is in 40 countries around the world. My business completely changed because the landscape changed. People have internet in places where there was no internet before. You guys get what I'm saying? [6:13] So in your business, if you want to have a global audience instead of just a local or regional audience, LinkedIn's a great place to do that. Because even in Japan, people use LinkedIn. I just went with EO to Japan. We had such a great time, and GLC, the Global Leadership Conference, is going to be hosted in Japan next year. So get ready. Start using LinkedIn, because people in Japan use LinkedIn. People all over the world use LinkedIn. [6:39] Most of the LinkedIn users are from outside of the United States. There's 220 million people in North America that use LinkedIn, but there's 1.3 billion people using LinkedIn globally. So LinkedIn is a very, very popular website that you could use to meet people professionally. [6:54] And some people ask me, okay, Joe, but why LinkedIn? Why not Facebook? Why not Instagram? Why not Twitter? Why not TikTok? Why not other platforms? Let me tell you something about LinkedIn. When I see somebody's Instagram handle, what do I know about them? I just know their Instagram handle. Like, Big Betty 2473, right? [7:12] I don't know much about you. But you know what I know about you when I look at Ann's profile on LinkedIn? I know her first name, I know her last name, I know her company name, I know where she works, I know where she worked before, I know her mutual connections, I know her location. Do you know how much information I get by just looking at someone's profile? That's so much more powerful when I'm trying to build a real relationship with someone than just a TikTok handle or a Twitter handle. [7:41] And so if I'm collecting information on my customers, on my prospects, on my referral partners, on my competitors, I want to understand LinkedIn, because it's a tremendous source of data. And in the world of AI, it's even more important, because what you put in, you get out. If you just feed a handle to AI, it's not going to give you much information on your customer. But if you give it a LinkedIn profile, now the AI can start running permutations of that person based on every company they ever worked at, and start finding real information for you that's actionable in your business. LinkedIn is a powerful, powerful workhorse in the world of AI. [8:17] And what I love about LinkedIn is that it also helps you rank within AI. LinkedIn wins for AEO. Do you guys know what AEO stands for? Can anyone guess in the chat? What do you think AEO stands for? It's not E-I-E-I-O, which is a song. You guys know how that song goes. No, it's not that. AEO is different. Who can guess what AEO stands for? Jim might know this. Okay, Jim's got close. He said artificial engine optimization. Jeremy's also close. He said advertiser engagement. [8:44] What it stands for is answer engine optimization. Answer engine optimization is, we changed the way that we're doing things online. It used to be that we would put a keyword into Google and we'd get results and we'd go through the results. Now we ask AI a question and we're expecting an answer, like a prompt. [9:02] And so I'll tell you a story that happened to me in Japan. I'll stop sharing my screen for a second. I went to Japan. It's two o'clock in the morning. I can't sleep, because it's two in the afternoon for me, and so I'm just chilling on my phone. All of a sudden, bling! I get a text message. I look at my text message. Some woman sent me this whole thing. She's like, “I own a spa. I need to talk to you ASAP.” I'm like, okay. I reply to her. I'm like, okay, let's get on a Zoom call. [9:33] I pop open my laptop, go downstairs. Nobody's in the hotel in Japan except for me, because it's two in the morning. And I start talking to her, and I'm like, first of all, how did you find me, and why do you want to talk to me? I'm in Japan right now. She's like, oh my God, I'm so sorry, I didn't know. I was like, chill out. Just talk to me. [9:56] She's like, listen. All morning I've been on ChatGPT trying to figure out the number one marketing guy in Brooklyn. And ChatGPT, over and over and over, kept bringing you up. It keeps saying that you have 500 recommendations on LinkedIn, and that you're posting on LinkedIn, and that you're an author and a speaker and a this and a that and the other thing. [10:16] And I was like, can you send me that ChatGPT thing? I want to see what it's saying about me. That's interesting. You know what I mean? If it's recommending me and you're desperate to get on the phone with me to spend $100,000 with me, I've got to figure out what ChatGPT's saying about me. It turns out that ChatGPT reads my posts on LinkedIn. It reads all of your posts. Isn't that crazy? And so whatever I say, whatever I gaslight the AI with on LinkedIn, ChatGPT believes, because LinkedIn is an authority. [10:46] There's 13 billion backlinks pointing to LinkedIn on the internet, more than almost any other website. That's a major authority signal. And you can post, and then getting real CEOs commenting on your content shows that it's an even bigger authority. And getting testimonials is an even bigger authority. And so LinkedIn's the number one professional source of information for AI. It gets information from Reddit and from other places, but who's using Reddit? You know what I mean? People on LinkedIn are CEOs and executives, and those are the people that are posting. That's what ChatGPT, Claude, Gemini, Grok, that's what they believe. And so if you do any search about a person or about an industry, it's going to bring LinkedIn into the search results of AI. That's very powerful. [11:26] But there are layers of success that people have on LinkedIn. Layer number one is people that have an account but they're absent. If that's you, write “absent” in the chat. The next layer is lurkers, people that are just watching on LinkedIn but they're not taking action. Write “lurker” in the chat if that's you. Then the next level is people that are dabbling. Sometimes they're posting, sometimes they're doing it, but they do it in spurts. I call them networkers. Write “networker” in the chat if that's you. And then the next step is the influencer, the person that's consistently posting, engaging and messaging, logging in every day and getting results. That person needs to learn how to actually get authority, not just results. [12:05] So where are you on the ladder of success? Maybe you're in between two. For example, Jennifer is in between absent and lurker. [12:12] My recommendation, if you're absent: you need to understand the value. You need to get educated on the value of LinkedIn. Because once you understand the value of spending five minutes on LinkedIn, it's like walking into a networking event every single day. It's like walking into a social event where your ideal clients are hanging out. [12:30] And you might say, oh, my ideal clients are not on LinkedIn. I'm telling you, they are. I was speaking to a registered dietitian, and she said, I came up with a course for registered dietitians. She has about 10,000 registered dietitians that went through her course. And she's like, Joe, I'm kind of tired of working on Facebook and Instagram to find registered dietitians. Do you have any ideas? I said, have you considered LinkedIn? She's like, registered dietitians don't use LinkedIn. I said, okay, well, I take your word for it, but can we do a search? And she's like, how? I don't know how to use LinkedIn. [13:04] I was like, okay, so you know for a fact that they don't use LinkedIn, but you don't know how to use LinkedIn. I said, let's share your screen. She shared her screen. I searched registered dietitians. 100,000 of them are using LinkedIn. 100,000. But we don't just have their screen names. We have their first name, last name, company name, where they work, where they worked before, where their location is. And their email and cell phone number, because if you have all that info, you can get their email and cell phone number. And she freaked out. She's like, okay, you just changed my life. You just changed my life. Why? Because of awareness. [13:40] The next step is the lurker, the person who's watching but they're afraid to take action because they don't have a strategy. So you need a strategy if you're a lurker. If you're a networker and you're dabbling, you need to hang out with other CEOs that are doing it daily. You need accountability. [13:56] If you hang out with other people — for example, the former global chair of EO uses LinkedIn every single day. I comment on all his content. His name is Mark. Awesome guy. We're friends. We speak all the time. He's from Sweden — from Switzerland. Sorry, not Sweden. He'd get really upset if I said Sweden. It's Switzerland. [14:15] Anyway, we hold each other accountable. We comment on each other's content. We support each other. So finding that engaged group of EO members that are actually using LinkedIn — we have WhatsApp groups with engaged EO members that are using it together. And then if you're an influencer and you want authority, it's understanding how to get authority by getting interviewed by other people, going on LinkedIn Live, finding partners and opportunities, and so on. [14:36] So if you're curious to know how to create a strategy — by the way, I want to do a quick value check. It's 2:16 right now. We've got about 40 minutes left. I just want to make sure everyone's getting value. If you're getting value, write “value” in the chat. I wanted to give you a framework for understanding the power of LinkedIn. So far we've got only six values. We need to get at least 10. There we go. We got 10. Thank you. [15:00] I wanted you guys to understand a little background of why I'm so passionate about LinkedIn, why it's changed my life. But now I'm going to give you something very, very practical in terms of how to apply this in your business. How do you actually start using it? What does it mean to have a strategy? [15:17] A lot of people tell you stories and blah blah blah blah blah. Stories are nice. I love stories. But I'm an entrepreneur. I didn't come here to hear your stories. If I wanted stories, I'd go to a thing. I need a framework, something I could wrap my head around, something I can implement today. So I'm going to give you guys things you can implement today, things that are actually practical that you could put into your business and understand how it works. [15:41] Here we go. You guys ready? Number one is you need a strategy. So a strategy can be really complicated. I have a marketing agency, so I build really complicated strategies. But I'm going to simplify it. It doesn't have to be complicated. Simplify: three words. The plan, the people, and the promise. [15:56] Okay, so what is the plan? You need a business plan. Because someone's like, how do you stick to it? I say, I stick to it because I make money off it. If you don't make money off it, you're not going to stick to it. You know what I mean, Jim? You make money off it, you stick to it. [16:13] So you've got to have a plan. I recommend everyone have a plan to make at least $100,000 a year in profit off LinkedIn. You can decide what number you want based on your appetite, but if you're making $100,000 in profit from something, you're going to pay attention to it, probably. [16:28] For example, I'm part of an organization called the Executives Association, and I make about $500,000 a year in profit from that association. For the past 12 years that I've been part of it, I've been pretty consistent. Some years it was like 800, some years it was 400, but consistently the average is about $500K in profit. It costs me $7,000 to be a member. When I look at my ROI, it's a significant ROI. I also have to spend time going there and having lunch with the CEOs, but at the end of the day, I measure it. What gets measured gets managed. [16:57] So I want everyone to have a plan: a business plan, a marketing plan, and a LinkedIn plan. How much money do you want to make? How many clients do you need? What does your average client need to pay you? How many leads do you need? What are the specific activities you're going to do on LinkedIn? That's all part of your plan. [17:16] So let's say, for example, for Ann Dolin. What I would tell Ann is, activity number one each day is log into LinkedIn. That should be part of your plan. Once a day, spend 60 seconds logging into LinkedIn. [17:27] Have a list of five people whose profiles you look at. One of them could be Joe Apfelbaum. Another one could be Jim Jacobs. Whatever. Make a list of people that are important to you, and then look at their profiles to see what they're up to. And that's it. Start with that. That's part of the plan. [17:42] You might have somebody who can refer business to you that you're not even paying attention to, that's posting every day, and no one's commenting. And you could be the person, if you had them on your plan, that comments on their post, stays top of mind, and now you're getting more referrals. So have a plan. Again, a business plan is simple: how much money do you want to make? A marketing plan is how many leads do you need. And a LinkedIn plan is what are you going to do? [18:07] The next step is the people. There are three types of people you need to be connected to on LinkedIn. Number one is your ICP. Number two is your COI. And number three is your engaged users. So I'm going to go through them one at a time, real quick. [18:21] ICP. Does anyone know what that stands for? It's not a medical device. ICP is ideal client profile. Who is your most ideal client? In the chat, put your most ideal client. For me, it's a coach, a consultant, a recruiter, a business coach, a sales coach. Those are my ideal clients. An author, a speaker. I know who I'm looking to work with. I'm not looking to work with everybody. I'm looking to work specifically with someone who wants to network and wants to have conversations with their ideal clients, and their ideal clients maybe will pay them $5,000 or $10,000 per client. [18:49] Do you get what I'm saying? Those are the people that I want to work with. Now, of course, I meet people all the time that have clients that pay them $50. I don't want to work with them; they don't get enough of an ROI. But if your clients pay you $5K, $10K, $15K, and you're a coach or a consultant, I want to meet you. I want to speak to you, because I can make you $100,000 in profit. That's the idea. [19:12] So what's your ICP? Put it in the chat. If you're not sure what it is, no problem. Meet with me. I will teach you how to figure it out. There's a framework for it. I could give you the framework for free, no charge. [19:24] If your ICP is “business owners,” you don't have an ICP. If your ICP is “people,” you don't have an ICP. I want to break it down. Be very specific. “Fortune 500 with a big budget” is an ICP. Love that. If you can get even more specific, like figuring out who your Dream 100 clients are, that's going to be the most ideal. So if you pick a vertical and an industry — do Fortune 1,000, and you pick insurance companies — now we're talking. You get it. I would rather do that than just basically pick all. [19:51] And then the COIs are the centers of influence. Those are the people that are in a position to refer business to you. For example, if you're a mortgage broker, your COI is a real estate agent. You know why? Because a real estate agent knows when someone wants to buy a house and they need to be qualified for a mortgage. So if you're a good mortgage broker and you know how to qualify people and how to get people loans, you're doing a favor to the real estate agent, because you're going to get more deals closed. They work on contingency. You guys know this. They don't get paid unless it gets closed, unless the guy gets the loan. So they need good loan officers. And if you're a good loan officer and you know what you're doing and you have 100 real estate agents that know you, like you and trust you, you're going to have more business than you can handle. But most people don't even have a list of COIs. [20:39] I speak to mortgage brokers and they're like, I don't know any real estate agents. I'm like, you're an idiot. What are you doing? Get on LinkedIn, find 100 real estate agents that are active, comment on their content. You'll be the only one doing it, because most people are lurkers, and now you're top of mind with them. Then send them a text every week. Send them a DM, whatever. We'll get into that under the action part. [21:01] But you need to have your COIs, your ICPs, and you need to have people that are willing to engage on your content. Otherwise your content goes stale. So I call them engaged LinkedIn users. Those are the people. [21:12] The next category after people is the promise. What's the promise? Does anybody know the promise? The promise is what your clients want. What do your clients want? There are four things they're thinking about. They're thinking about their pains. They're thinking about their goals. They're thinking about their dreams. They're thinking about their fears. That's what they think about. Those are the four things. And then as a result of those four, they come up with questions. So you need the pains, the goals, the dreams, the fears, and the questions that your clients come up with based on their pains, goals, dreams and fears. [21:41] By the way, I just simplified your whole strategy. This is not rocket science. We can use AI to create the whole thing in seconds. But the idea is, if you're not clear on how much money you want to make, on how many leads you need, if you're not clear on what your offer is, if you're not clear on who the people are or what the promise is, then everything else doesn't matter. Because then you'll just be going into the void, trying to connect with randos, and you'll end up connecting with people in random countries doing random things that are not ideal for you. And then you're frustrated, and then people are spamming you, and then you run away and you put your head in the sand. You're like, this doesn't work. It's because you don't have the foundation: the plan, the people, the promise. That's the foundation. You need to have it. I made it very simple for you guys. [22:28] The next step is the assets. You've got to have assets. They say that people who are wealthy, the reason they're wealthy is because of the assets that they have. Do you guys know this? It's not because of how much money you have. It's because of the assets that produce money for you. Because you could have a million dollars, but it's not going to be worth much in 10 years if you don't have assets. You have to have a million dollars that's productive for you. [22:52] So there are three major assets that are productive on LinkedIn. Asset number one is your stories. Nobody cares what you do, nobody cares what you know, until they know how much you care. That's a famous saying by Zig Ziglar. But people want to know who you are. I want to know who Anne-Stuart is. I want to know who Jennifer is. I want to know who Gus is. I want to know who Jim is. I want to know your story. [23:16] So we built a little website for all our EO members. This is the website we built. This website over here has everybody's story. It has Ann's story, Julie's story, Richard's story, Tevia's story. So if I want to see Ann's story, I click on her profile here, and it tells me her story, and it tells me who she should be talking to within the chapter. It shows me all of her recent posts, all her fun facts, conversation starters, and her whole leadership story, her whole leadership journey. We did this for every single member. Spent hours preparing this. Why did we do this? Let me tell you why we did this. [23:48] Because I want everybody's story to be told in our chapter, and I want everyone to learn each other's story. I want to know Jim's story. I want to know Ann's story. Do you get it? We need to learn each other's stories to trust each other and to build relationships. But many of us haven't shared our story yet. We're sharing what we do, but we're not sharing who we are. You've got to share who you are, and everyone has a story. [24:13] You've got to share who your customers are. You've got to share transformational stories about your customers. By the way, the whole concept of Gestalt is basically story. My experience share is my story. Stories create safety. Consulting and coaching and telling people what to do, that's the opposite of stories. That's what customers don't want. Nobody wants to be told what to do. They want to be told what was done, so they can learn for themselves what to do. The Socratic method. So that's stories. Stories are important. You've got to figure out your stories. We have a whole framework for figuring out your stories. [24:46] The next step is your profile, your presence online. You need to have a great photo. You need to have a great banner. You need to have a great headline. You need to have a great About section. We do a full audit on people. If you go to footprintaudit.com, there's a whole audit you can do on your profile, and it'll audit your profile and tell you 20 tips to improve it. [25:08] I love telling people, get recommendations. By the way, in the chat, tell me how many testimonials do you have from your clients on LinkedIn? How many recommendations do you have? Jeremy wrote zero. That's okay. Most people have zero, so you're in the same camp as most people. Most people have zero. Go to your profile, check how many you have. [25:27] And by the way, take your profile and put it in the chat, because this way everyone in this room can connect with you. Don't you want Jennifer to connect with you on LinkedIn, Jim? Or Gus, or Jeremy, or Ernest? Yeah, you would love it, right? So put your LinkedIn profile in the chat. Your LinkedIn profile usually is https://www.linkedin.com/in/ and then whatever your username is. For me it's Joe Apfelbaum. For Ann Dolin, I can tell you what it is in a second. I'll find Ann's. Ann's is slash ann-dash-dolin. I'll put it in for Ann. This way Ann doesn't have to. She's the presidente. I do it for her. Al dente for the presidente. You know what I mean. Ann Dolin. I put it in there for you. [26:08] But look at all these beautiful profiles. You guys see how beautiful these profiles are? We'll click on them later. We'll save the chat and click on them, and then you'll connect with everybody after. [26:18] But I want you guys to pay attention for a second. If you pull up anybody's profile on LinkedIn, if it's not optimized, you look like a fool, because Google brings up your profile first when I'm googling your name. So some people are like, ah, I don't care about it. Who cares about my LinkedIn profile? That means that you don't care about how you're dressed when you come to an event. It means you're coming in with your pajamas on. Now, some people are like that. They come in with their pajamas and it's fine. But personally, I like to dress up. You know what I mean? I like to look okay. I like to wear a collared shirt to an event with a logo, preferably on it, so I can promote my business. [27:00] You've got to get your logo on there. You know what I mean? You've got to get your logo on your LinkedIn. Most people don't have their logo on their shirts. Get a shirt with your logo on it. Anyway, it's a great way to stand out. People are like, oh my God, what's this company? Tell me more about it. [27:19] Just because I have my logo on my shirt, you know what I mean. Use it. Put your logo on your shirt. Okay, I'm going to share my screen again. I want to show you something else that's really, really cool. Systems. [27:33] Systems are really, really important. I have systems for everything. So for example, I have a system for my LinkedIn. I download my connections. I identify how many decision makers I have. How many of them are new in the last year? How many of them are known to me? How many of them have I sorted? Do you see this? I have systems for understanding my conversations over time. How many connections I have over time. How many I'm connected to by title, by company, by gender. Do you see this? I'm breaking this down. [28:05] So I want you guys to have systems when you're doing your LinkedIn. Everything you need is stages and systems. So what does that mean, stages and systems? I'll give you an example. On LinkedIn, there are people that you know and there are people that you don't know. There are people that you're connected to that you know and that you don't know. If Ann Dolin knows exactly who she knows and who she doesn't know, then she can further — I call that sort — she can then further label. [28:37] First sort, then label. You first sort who I know and who I don't know. There's two camps. Then you label: who's a prospect, who's a client, who's an ex-client, who's a competitor? You have a label, and then inside the label you also label your next action. I need to reconnect. I need to nurture. Whatever. I need to disconnect. And so that's your actions within labeling. So you sort, you label, then you network. [29:02] But you need to have systems for everything. You need a system for reaching out to your Dream 100 list. You need stages in your CRM. You need tags. Filter your connections by tags. I have a tag for the US East Bridge. Every CEO in the US East Bridge is in a specific tag. Even if I'm not connected to them on LinkedIn, they're in a list, so that I know not to solicit them. You get it. I'm separating them out so that I don't have a problem later. That's a system. [29:34] You need to have systems for what you're doing. A checklist is a system. Templates are part of your system. So I have a birthday template, for example. Here's something that I do: I love sending people birthday messages. [29:47] By the way, in the chat, put in your star sign if you believe in star signs. If you don't believe in it, just put a seven. If you believe in it, just put in Scorpio or whatever your sign is. I'm going to put in Scorpio in the chat. We got Leos, Capricorns, astrology. Yeah, Cancer. Tevia said, love that. Thank you, Tevia. That's why you're so nice and gentle. You're like my daughter. My daughter's a Cancer too. [30:15] Okay, so I'm going to go to LinkedIn. And in LinkedIn, I'm going to click on My Network, and then under My Network I'm going to click on the Catch Up tab. You can write this down for later: the Catch Up tab under My Network. In the Catch Up tab, you can do a birthday section. In the birthday section, it shows you everybody's birthday. [30:37] Now, if I had to wish each person a custom happy birthday, it would take me forever, even if I'm using Wispr Flow. So what I do is I have a bunch of templates that I stored. One of them is for birthdays. You can store it in a Google Doc if you want. So I have all these birthdays. I have one here specifically for birthdays, and I just have the date over here. And what I do is I just have this little birthday message that I send out to people. [31:09] Now, I'm going to go ahead and send these birthday messages, and you can count how long it takes for me to wish about a dozen people a happy birthday, and you can tell me if this is something that is very time-consuming, or this is something that'll take a second. [31:24] By the way, I sent this person a happy birthday message as a video, and they never responded. A quick hack is to make a video that's the same video to send to everybody and say, hey, happy birthday, it's Joe Apfelbaum, hope you're doing fantastic, blah blah blah blah blah, and then just paste the video in as well. So I do this for every single person, and it's a great way for me to stay top of mind with them. [31:49] And then eventually, if I keep wishing the person a happy birthday and they don't answer me, eventually I will disconnect from them, or I will call them up and be like, what? I send you a happy birthday and you totally ignore me. That is not nice. I'm slaving over here, remembering that it's your birthday, because I have it on my calendar every single year. You're the special person that I wish. You're the only person in the world I wish happy birthday to. You know what I mean? You're special to me. You're my neshama. You're my soul. [32:19] Anyway, bottom line is I just stay top of mind with people in, what, 15, 20 seconds, right? But I had a custom template that gives them a blessing. The template reads: “Just wanted to wish you a very happy birthday. May you be blessed with lots of happiness and love on this wonderful day, 7/31/2026. Hope you enjoy it. Thanks for being my connection on LinkedIn.” Boom. By the way, doing anything special? [32:42] Do you get what I'm saying? That's very different than “happy birthday.” Instead, I'm giving them love and giving them blessings. By the way, here's a hack: if you want to get a blessing, give a blessing. The more blessings you give, the more blessings you receive. So give people blessings. Give people thanks. The more thanks you give, the more gratitude you get. The more love you give, the more love you get. So be a lover, not a hater. Don't ignore people. Love on them. Tevia says, gentle, you haven't spent enough time with me. Okay, all right. Listen, it is what it is. We should spend more time together. Maybe come on the boat. Go to eoevent.com and check out the boat. [33:20] Okay, so the next is exposure. You need to get exposure. There's a concept called content pillars. If you're not sure what to post, you need to have at least three content pillars. For me, I talk about networking, I talk about marketing, and I talk about prospecting. Those are the three content pillars that I have. For you, I don't know what your content pillars are, but put one of your pillars in the chat. What's a topic that you could speak endlessly about on LinkedIn that would add value to your ICP, that would add value to your COI, that would add value to your life, that you enjoy talking about? Go ahead, put it in the chat. Hopefully something appropriate. Let's see, only appropriate things. I know with EO everybody's very appropriate. [34:00] So EF skills. I don't know what EF stands for, Jennifer, but I'm sure it stands for something kosher. Jim said marketing and keeping humans involved in the AI world. Executive function. [34:10] So you need three things when it comes to your exposure. You need to make sure you have the right format for your posts. That means the right hook, main points, and call to action. That's the format you want to have for your post. The hook is to make people click the Show More button. Did you guys know on LinkedIn you have to click a Show More button for the post to open up, and that's an algorithm signal? [34:35] So when somebody sees a really good hook, they want to click the Show More button, and if they have a good dwell time, then the post gets seen by more people, even if nobody engages on the post. If somebody engages on the post, that takes the post to the next level. So you need a hook, main points, a call to action. [34:52] The next thing you need is to make sure that you are posting things that are relevant to your target market. That's how you're going to get exposure. Otherwise you're going to get random exposure. You need to post things that are related to the promise: the pains, the goals, the dreams, the fears of your ideal clients. You need to be telling stories. You get it. Speaking to your ICP. [35:12] I like tagging people in posts. Did you guys know you can mention people inside posts? I'll show you an example of that. I'm going to go into LinkedIn real quick just to show you an example. If you click on me and then you click on Posts and Activity, you'll see all of your own posts, just FYI. And if you scroll down, you'll see I posted over here. I'm going to like and comment on my own post. By the way, a quick way to get a lot of likes and comments on your post is that you can like and comment on your post from your own company pages as well. I'll show you how to do that in a minute. [35:45] But if you see here, I had dinner with all these folks. Do you see the way I tagged all these folks here? And I wrote about each person, and I took selfies with them, and 30 people liked it, 20 people commented on it, and I had 495 people see this post. That's not bad. I'm not trying to go viral. [36:02] This post over here — do you see this image of me? Do you know how many people texted the word Claude to 973-841-8868? A ridiculous amount of people. If you guys are not putting calls to action in your images like this, you're missing out. This is a great way to get people to text message a number that goes into your CRM. Very, very powerful. And then you could do a reverse lookup to know who it is. [36:24] I go live on LinkedIn constantly. I'm constantly going live. I do polls on LinkedIn. This gets me a tremendous amount of exposure. Do you see this? I'm going to share this poll with you guys. I'm going to click the three dots on the top right corner. I'm going to press Copy Link to Poll, and I'm going to tell you a poll story. [36:42] Ann says, do you also talk about your business page versus personal? Yeah, let me talk about that for a minute. Your business page is for branding and marketing. Your personal page is for networking and prospecting. I'll say it again. Your business page is for branding and marketing, so if you want to brand yourself and market yourself, you do a business page. You can advertise your business page. There's a lot you can do with your business page. It ranks on Google. It's really good. Have a business page. [37:07] By the way, you can have as many pages as you want. I have a page for Santa Claus, LinkedIn Santa. I have a Barbie page. I have a page for Mojo Boom Boom, which is my Fortnite character. I have many pages on LinkedIn. I have a page for Basil the Samoyed, my dog. I have tons of pages on LinkedIn. I have a page for my books, a page for each one of my companies. I have many pages. So you could like your own post from your pages, and you can get 10 to 20 likes on your post just from your company pages. And it's unlimited how many company pages you can have, which is really nice. I never hit the limit, so I don't know. Maybe it's not unlimited. I'm just saying you can have many company pages. [37:46] So look at the poll I put in the chat. I'm going to tell you guys a quick story. Before I launched my business evyAI, I read about the concept of surveys and how important they are, and I knew that you can survey people. [37:59] If you guys are in the WhatsApp group for the EO US East Bridge, you'll notice I do surveys every once in a while. You guys notice I did three surveys in the past three weeks. The reason I do surveys is people get a dopamine hit when they respond to a survey. It feels good. So Jeremy, if you respond to that survey, you might feel something in your body. Suddenly you're like, oh wow, I chose something. You made a choice. You have control. [38:21] Also, it's private. When you vote on that poll, nobody in the world besides me can see what you voted for, and nobody even can see that you voted. When you like something or comment on something on LinkedIn, everyone can see that, but nobody can see that you voted on a poll. That's private, and so it doesn't show up on your activity when you vote on a poll. It shows when you like and comment on it. So please like and comment so you can get more exposure. But the beauty is that I get to ask people questions. [38:47] So this is what I did: I put up a poll on LinkedIn, and I said, I'm building an assistant that can write comments, write posts, organize your connections, research them, and do all the activities that you typically need to do, and it'll save you four hours a day. If you'd like access to this technology, I wrote on my poll, please say “I want access to it.” If you don't want access to it, say “I hate AI, I don't want access to it,” or just say “only if it's free.” Those are the three options that I wrote. [39:13] 500 people voted on the poll. Most of them voted that they were interested. So what did I do? I created a Stripe link. I didn't create the product yet. This is three years ago. I created a Stripe link. The Stripe link was “buy the product now.” 100 people paid for it, and I realized I had to build a product, because 100 customers paid already for the product. [39:32] I did the same thing when I launched my 99 hacks last year. I woke up one morning after meditating and I was like, oh my God, I got 99 hacks and a pitch ain't one of them. Basically it's a song. Anyway, so I have 99 hacks and a pitch ain't one of them. And so I realized I've got to make a course. But before I make the course, I've got to put up a poll, because a poll worked for me last time. I did the same thing. I put up the poll. 145 people said they wanted the course, so I sent a Stripe link to the 145 people. I said, here's a link, pay $99 for the 99 hacks. If you buy it and you don't like it, I'll give you your money back. I'm launching it in six months, because it's going to take me six months to build it. [40:12] 100 people paid for the course. I was like, holy crap! I hired a guy to clone me with AI and make the course. Six months later, I dropped the course. Another 100 people bought it. You get it? Powerful. Now I'm selling the course for $1,000, but secretly I never updated the landing page. I went to GoDaddy and they said buy a dot club, so I bought 99hacks.club, and it never got updated, so people could still buy it for 99 bucks. [40:34] But do you get what I'm saying? I first sell it, then I build it. I first sell it using a poll on LinkedIn, then I build it. And you guys could do this over and over and over, because you don't even need to create a landing page. You just create a poll. But you have to promote the poll. A poll is not automatically going to get filled out. You've got to send it to people in the DM. You've got to send it to people on WhatsApp. You've got to email it to people. Email it to your list and say, hey guys, I have a survey, I need help, can you help me out, can you fill out the survey? And then people will vote. [41:08] I'm not looking for it to go viral. I want 20 to 50 people to vote on a poll, and then I know if I have something. And by the way, sometimes, like the poll I put in the chat, sometimes every choice on the poll is basically yes to wanting to buy my services. You get what I'm saying? It's clever. It's like, oh, do you want this, or do you want this, or do you want this? And all three of them are my services. But I do it in a clever way where when you're voting on the poll, you're not saying that you want to buy something. You know what I mean? It's like, what would you rather build with AI? Would you rather build an agent? Unidentified caller 41:43 I do just need 60 seconds of your time within the next few minutes. If you can give me 60 seconds of your time, I'll call you, or you could call me. Jeremy Staadeker 41:52 Yes, I understand. We're right now in the— Unidentified caller 41:54 Webinar. Joe Apfelbaum 41:55 Ann, can you take questions from people while I do this? You can unmute yourself and take questions. I'll be right back. Ann Dolin 42:02 Thank you, everyone. Sorry, that was odd. Okay, who has a question? Who has thoughts? Steve Seiden 42:15 I think that was his assistant. Ann Dolin 42:20 I think so too. Jeremy, what are you thinking? Jeremy Staadeker 42:24 I'm thinking I need to update my LinkedIn page quite a bit, actually. Can you hear me okay? Yeah, I think it's good material. I want to learn more. Steve Seiden 42:36 I think we should have an East Bridge working group. Ann Dolin 42:40 That would be helpful. Steve Seiden 42:44 That way we could spend an hour doing this. Ann Dolin 42:46 I'm interested in knowing more about how ChatGPT and Claude connect, like how it pulls information from LinkedIn. Because so many of the parents that are interested in our services will type in “who's the best math tutor,” or “my kid is struggling with these ADHD issues, who's the best coach for that,” and we get referrals from chat, but we're never quite sure how they get there. Steve Seiden 43:16 Do we know how to get those things that Joe made for all of us? Do we know where those live? Joe Apfelbaum 43:22 Yes, I will send you. If you want anything, just tell me what you need in the chat and I will send it to you. Or better, put your email in the chat and I'll send you guys the resources. I could send you my slides, I could send you the recording, I could send you the transcript, I could send you the replay, whatever you want. [43:41] Put your email in the chat and I'll go ahead and send it, because there was no registration for this. Everyone could just join. So I don't have a registration list. There is no registration list. So just pop your email in the chat and I will send you whatever resources I have. Like how to do your audit, how to find your ICP, whatever you need. I'm happy to help you out with whatever you need, with a strategy or whatever. Steve Seiden 44:06 How do you find the thing that you created for everybody in East Bridge? How do you find that? Joe Apfelbaum 44:12 If you go to — I'll put it in the chat right now. I'll put it in the chat for you to click on. Go ahead, click on that. Do you see it, Steve? Steve Seiden 44:23 I do. Joe Apfelbaum 44:24 Okay, good. Jeremy Staadeker 44:25 Joe, how well does all this link into your CRM system? I assume really good, but is that a pain point? Joe Apfelbaum 44:33 Like, for example, if you want to link it to HubSpot, you're asking. Jeremy Staadeker 44:38 Yeah, or you have a prospecting system or something like that that's off of LinkedIn. You want it all to talk to each other. Joe Apfelbaum 44:45 It's relatively easy to do. It's not a hard thing to do at all. You can have it all talk to each other. Now, some things comply with LinkedIn's terms and conditions and some things don't. So you've got to be careful when you're linking things, and talk to an expert just to get advice to make sure that you're not doing something that doesn't comply with the terms. [45:04] For example, somebody reached out to me recently and they're like, I just built an automation with Apify. I was like, wait, wait, wait, wait, wait a minute. You built an automation with Apify? Did you give it your cookie? Yeah, it asked me for my cookie. I was like, you don't want to give anyone your cookie! Didn't your mother tell you not to give away your cookie? He gave away his cookie. That means now Apify has access to his entire LinkedIn, and they could just go scrape, scrape, scrape, scrape, and you get your account banned, and you can't get your account back. So you've got to be very careful. I said, let me show you how to do it without giving away your cookie. I'll teach you how to do it. There's ways to do it. There are APIs that you can get to be able to tie everything together. [45:46] Now with Claude Code, Jeremy, you can do anything. Literally anything. I have an agent right now that's looking for spas on Google Maps, putting it into a database with the spa's name, their phone number, how many Google reviews they have, who works at the company, what their LinkedIn is, if they update their website, how many Facebook followers they have. I have an employee that Claude Code created on a server that's doing that for me literally every single day, 2,000 times a day. Member 46:10 Yeah, so— Joe Apfelbaum 46:11 I have another employee that I replaced. I had an employee and I replaced it with an employee on a server. Every day I get 50 to 100 leads, and somebody needs to go through those leads to see if they're green flags or red flags or whatever. I used to have a human do that. Now Claude Code built me an employee on a server that monitors every lead that comes in from Facebook ads, Instagram ads, LinkedIn ads, whatever, and then it monitors it to determine if they're an ideal client for me or not based on different factors. [46:38] And then if they're a red flag, it just tags it red flag and it's like, guys, ignore this one, it's bad. If it's a green flag, it prioritizes it. It starts looking at what time zone they're in. It downloads their LinkedIn, organizes everything, lets the team know, hey guys, we got a green flag here, call it now. And if it doesn't get contacted within a certain period of time, it starts ringing bells and letting me know, we got a hot one here, go for it. And it puts it into the CRM and organizes it. That's pretty freaking cool. [47:07] Instead of a human doing it, I can have a machine doing it, because I want to scale up to 1,000 leads a day, and I don't want to hire 15 people to do that. But now I can scale up because AI is doing the work. Now sure, it still costs me 500 bucks in tokens, in AI credits, to do it, if I'm paying for Opus or whatever. But it's less expensive than $5,000 a month for a human. You get it. It's still costing. It's not free. AI is not free. Servers are not free. But it's a lot less expensive, and it never gets sick. There's no sick days. It's always working. Robots don't have the Department of Labor chasing you. [47:41] I had 75 full-time people in New York. The Department of Labor is still sending me bills for things from 2017 and God knows what, telling me I owe them taxes and whatever. Like, why are you sending me bills on people that I never even hired? I don't know what you're talking about. Leave me alone. But of course the government tries to milk you for whatever. I moved to New Jersey. I'm not in New York anymore. Leave me alone. But they still try to chase you. Jeremy Staadeker 48:06 You're in Virginia, but that's all right. Go on. Joe Apfelbaum 48:08 Yeah, exactly. So yeah, it integrates with GoHighLevel. I do recommend GoHighLevel. It's a really, really great technology. And yeah, you could integrate LinkedIn with GoHighLevel. You can integrate GoHighLevel with Claude Code. It has an MCP. It works really, really well. [48:20] Here's my other thing. I want to just finish these last two things on the nine slides real quick, and then we'll go into questions. Number one is credibility. Credibility is about getting testimonials and getting engagement. So you need to make sure that you have recommendations from your clients on LinkedIn. And I bought a domain and I put all my recommendations on that domain. This way all the LLMs pick it up. You get what I'm saying? And you could do that with Claude Code or with regular Claude, Claude chat. You can copy and paste all your LinkedIn recommendations, say make me a website out of this, and it'll make you a website. And then you just put the website online and say make it LLM friendly. [48:59] And the last thing that you want to do is you want to make sure that you're having conversations with people. I like telling people, have at least five conversations a day. They don't have to be massive long conversations. Like 15 minutes is good, with people that will refer business to you. But if you can measure your conversations, you'll be able to measure your revenue. That's what's going to end up happening. If you can measure your conversations, you can measure your revenue. [49:24] So that's the idea: plan, people, promise, story, profile, systems, exposure, credibility, and conversations. [49:28] I have a specific framework called the greeting, feeding and meeting method. So first you greet people, like for example, happy birthday. Then you feed them, and the method for feeding is invitations, introductions, information, ideas and identity. And by the way, you can see I used Claude Code to create this design. It designed the whole thing for me. [49:46] Invitations, introductions, information, ideas and identity. So invitations is like, who do you want to meet, Ann? Who do you want to meet? Introductions: Jim, who can I introduce you to? Information: can I share with you a four-piece framework that I do for CMOs to be able to double the amount of leads that they have, or whatever? Ideas: I have some ideas for your business, I'd love to share them with you so that you can do X, Y and Z. And identity: tell me a little bit about you, I'd love to learn more about you, I have a question about your history or who you are or what you do. [50:20] And if you follow those, it's not going to be weird. It's not like I'm trying to sell you something. I'm trying to help you, support you, guide you. And then after that it's meeting, and I have a way to actually get a meeting. So greeting, feeding and then meeting. That's the process I follow when I send DMs. So it's never weird. If I send somebody happy birthday, it's not weird. If it's not their birthday, it's still not weird. They're just going to respond, it's not my birthday. So sometimes, if I want to get someone's attention, I'll say happy birthday even if it's not their birthday. So Gus, happy birthday. [50:54] Anyway, let's go into questions now. We've got a couple more minutes left, and I want to make sure that I respect everyone's time. First of all, on a scale of one to 10, how much value did you get from this presentation? One, it sucked. 10, it was incredible. 11, it was super fast and unbelievable and you're going to have to watch a replay. So one to 10, or 11? Let me know in the chat. [51:18] What are the words for the speakeasy? It's freedom and flexibility. You should know those two words. They're the main two words of our chapter, Steve. Okay, we got a bunch of elevens. It was fast. Don't worry, I'm going to make the replay available for everybody. [51:32] And if you want to set up a one-on-one with me, I'm happy to just go over everything slowly with you, and you can ask me a million questions. My cell phone is on my LinkedIn profile. On the top right corner, I replaced my education with my cell phone number. You can do that. It's a hack. So if you go down to education, you can add a new education, and the name of your education is your cell phone number, and then it'll come up on the top right corner of your profile. Pretty cool hack, right? I got 99 more hacks, baby. [52:02] Here's another hack. I'm going to give you guys another hack because you asked, of course. I buy a domain name from GoDaddy: JoeLinkedIn.com. Then I forward it to my LinkedIn. Because if I'm on stage in front of 3,000 people and I want everyone to visit my LinkedIn profile, instead of me saying go to https://www.linkedin.com/in/joeapfelbaum — go figure out how to spell Apfelbaum — I just tell everyone on stages, you want to find me on LinkedIn, go to JoeLinkedIn.com. Where should we go? JoeLinkedIn.com. [52:27] So all of you can buy a domain name that's really easy to remember and just forward it for free to your LinkedIn URL. This way, when you're meeting somebody — sometimes I'm online somewhere and someone's like, how do I get in touch with you? I really want to get in touch. I say, go to JoeLinkedIn.com. And then when they go to JoeLinkedIn.com, they come up on my caller ID, so I know who they are. So I see everyone that came to my profile. That's a great way to get a group of leads from a conference or from a podcast or whatever. So the call to action is, just go to JoeLinkedIn.com. Don't worry, I'll do the rest. I'll know who you are, because your name will come up that you visited my profile. Get it? So you want to get people to visit your profile. [53:10] Here's another tip: put your LinkedIn in your signature. When you send someone an email, they visit your LinkedIn profile, so you'll know if they visited it, because you'll get a notification from LinkedIn that they visited your profile. Most people don't do this. I do it. I put my LinkedIn in my signature. I send my LinkedIn to everyone. I tell them, hey, go to JoeLinkedIn.com. I send it to everyone. Why? Because I want people visiting my profile. My profile will rank better on LinkedIn if I get more profile views. [53:37] So you want to get many profile views, and you want to get the right profile views. Like for me, a great target market for my agency is people that have been on the Inc. 5000, the fastest growing companies in America. They're usually doing between $2 million and $200 million in annual revenue, and those are great for my marketing agency. Okay, questions. I'm happy to take more questions. Any questions? Comments? What stood out the most for you? Go ahead, Ann. Ann Dolin 54:01 I have a question about the reviews. You said you created a domain for your reviews, and we have a lot of really great Google reviews, but they just sit there. What else can we do with them? Joe Apfelbaum 54:14 So I'll show you. I took all my Google reviews and I built this website over here, evyAIreviews.com. You see this? I popped all the reviews into Claude and I said, make me an HTML, CSS and JavaScript landing page. Make it one page. Make it LLM friendly. Make it AEO friendly. Make it GEO friendly. Make it SEO friendly. Make it rank really, really well. Put every single review. Put the source of the review. Put the date of the review. Put the person's name. You see that? And link it back to their LinkedIn or to the Google review, whatever. [54:45] And it has everything here. It has my Google Chrome Store reviews, my LinkedIn reviews. It has all the reviews right here. Because what happens is, if somebody goes to your Google Business Profile, Google will not show the LLM every single review. It only shows the last two reviews. So every single review now gets indexed, and all these words that people are saying are now ranking all over the place. And if somebody searches your brand with the word “reviews,” this website will show up. Ann Dolin 55:12 So are you saying that when somebody asks a question into chat, like the best whatever it is, and it's pulling Google reviews, it's only looking at the last two? Joe Apfelbaum 55:21 Yes, it's only looking at the last two. Ann Dolin 55:23 Oh my gosh. Okay. Joe Apfelbaum 55:25 Yeah. It can't look at every single review, because Google doesn't allow it. You have to click the Load More button over and over, and the AI is not going to do that. It's not going to click load more, load more, load more. It's a robot. It's not allowed to do that. [55:40] What about Facebook reviews, Jim? I would do the same thing with Facebook reviews. I'd copy and paste the reviews into Claude and have a good day. Say, make me a website. [55:49] So again, with LinkedIn, I'm going to give you a four-step checklist for what to do every single day. Step number one is post. Post once a day. Why once a day? Because a post dies after 24 hours. So post once a day, five days a week. That's my recommendation. You don't have to do it once a day. You could do it once a week. But optimally, if you have something of value to share — if you're not sure what to share, I can give you your next 200 posts. I can give you ideas for your next 200 posts. I'll look at your profile, tell you here are 200 posts you need to write. [56:23] But you really only need 90 days worth of posts, and then you can put them as recurring posts every 90 days. So if you have 90 days worth of posts, that's about 60 posts over the course of just weekdays, like 20 per month. And so you have 60 really, really good posts. Just have them recur and that's it. You're done. You have 60 good posts and you have them forever. Post once a day. That's number one. [56:47] The second thing you need to do every day is leave five comments a day. Just start getting used to leaving comments. I like leaving comments on influencers' posts, like Gary Vaynerchuk, Tony Robbins, Alex Hormozi, Adam Grant. Why? Because sometimes my comment gets more exposure than most people's posts to my target audience. So find out who's an influencer in your industry. [57:05] If you need all the LinkedIn influencers that are on the internet, I made a list of the top 10,000 LinkedIn influencers. You guys want that list? I'll put it in the chat for you guys. Sure, thank you. Here you go. I just put it in the chat. These are the top 10,000 LinkedIn influencers. You could filter by industry, by recommendation. You could see everyone — Arianna Huffington, Simon Sinek, Satya Nadella, Jeff Weiner, Mark Cuban, whatever. They're all there. You can see all their posts. You can comment on it. So leave five a day. [57:33] The next thing you want to do is send out 10 DMs every single day. You saw me send 10 DMs in 30 seconds, right? Happy birthdays. Send 10 DMs every single day. You could use my greeting, feeding and meeting framework. [57:46] The next thing you want to do, and this is probably the most important thing, you want to expand your network every day. That means send out 20 connection requests a day. There's 94 members in our chapter. If you're a member of our chapter, go through that directory that I sent you. Everyone's LinkedIn is on there. Connect with 20 a day. It only takes about 90 seconds to connect with 20 people. It doesn't take long. You think it takes long because you don't do it, but once you start doing it, it's 90 seconds of work. 90 seconds of connecting with people. And you could use AI to write your connection note. It's very easy. Or you can use a template where you copy and paste the same thing. If it's in the US East Bridge, you can make a template: hey, I'm a member of the US East Bridge, I noticed that you were a member, would love to connect with you on LinkedIn, are you willing to accept? And press send. You get it? That is powerful, powerful stuff. And then you'll be connected to the 94 members. [58:42] You guys will be doing something that most people aren't doing. And if you're connected to them, you're connected to their network. That's powerful. It's not about selling to them. It's about leveraging the trust. When somebody sees, oh, you have all these people in common, that's pretty cool, I trust you more now, I want to connect with you more, and so on. [58:58] All right. Well, this concludes our meeting. Thank you so much for being here. Really appreciate it. If you guys all want to share one takeaway in the chat, put in one sentence for the value that you got from this presentation. In one sentence — you could use two if you want — go ahead and write the value that you got. Maybe it's the strategy that you got. Maybe it's the assets, you learned about building stories and your profile. And you learned about systems and how to be able to segment things. Maybe you got value because you learned about the actions you need to take and the checklist that you got at the end, or the greeting, feeding and meeting system. Maybe you learned about the plan, the people and the promise. [59:33] Whatever you learned, I would love to take it to the next level. It's not about doing things for one day. It's about doing things for the next 10 years. The results that you're going to get in your business — networking is not overnight. Overnight success is 10 years in the making, not showing up and faking for 15 minutes. [59:49] Okay, Marjorie said this was incredible, can't wait to connect with you more and pick up our conversation. Love you guys very much. I'll see you guys on the next one. Boom! Ann Dolin 59:58 Thanks, Joe. Bye, everybody. Thank you. Bye. ==================================================================== ZOOM CHAT (emails removed) 0:56 Ann Dolin: Alexandria, VA 0:57 Gus Meyer: Philly 0:59 Jennifer Gonzalez: Fort Myers, FL 1:02 Youmna Zanib: Hey, from Pakistan 1:02 Odette Alvarez: Mexico City 1:03 Jeremy Staadeker: Vienna VA 1:04 Kathi Gould: Venice, Florida 1:04 Olivia Rytelewski: St Augustine, FL 1:08 Lyubomyr Ostapiv: Ukrainian from Wroclaw, Poland 1:08 Jim Jacobs: Motown Philly back again! 1:09 Ernest Swierk: Hi Everyone Chicago 1:28 A member: Washington dc 1:59 Victoria Kaverina: Miami, FL 2:30 Ernest Swierk: need one 2:30 Ann Dolin: I need one! 2:31 Jeremy Staadeker: I need a strategy 2:36 Tevia Hoalst: I need a strategy 2:38 Jennifer Gonzalez: I need one 2:41 Odette Alvarez: I need a strategy! 8:41 Lyubomyr Ostapiv: AI search 8:41 Jim Jacobs: Artificial engine optimization 8:46 Jeremy Staadeker: Advertiser engagement...something 8:55 Sagar Nagda: It's ai engine optimization on LLms 11:41 Ann Dolin: absent 11:42 Tevia Hoalst: Absent 11:54 Jeremy Staadeker: Dabler 11:55 Kathi Gould: lurker 11:59 Lyubomyr Ostapiv: Influencer 12:02 Jeremy Staadeker: Networker 12:03 Steve Seiden: Networker 12:03 Youmna Zanib: Networker 12:06 Jim Jacobs: Networker to influencer- in between 12:09 Jennifer Gonzalez: absent/lurker 12:13 Marjorie Kreppel: Lurker 12:14 Olivia Rytelewski: Networker 14:46 Jim Jacobs: Value! 14:46 Ann Dolin: value 14:47 Jeremy Staadeker: value 14:48 Youmna Zanib: Value 14:49 Jennifer Gonzalez: value 14:49 Sagar Nagda: Value 14:51 Odette Alvarez: Value! 14:52 Kathi Gould: value 14:52 Ernest Swierk: value 14:53 Olivia Rytelewski: value 14:54 Gus Meyer: value 14:56 Anne-Stuart Kirkhorn: Value 14:58 Marjorie Kreppel: value 15:11 Victoria Kaverina: value 18:28 Ann Dolin: parent 18:29 Sagar Nagda: CTO 18:31 Jeremy Staadeker: They listen 18:33 Jennifer Gonzalez: parent of student 18:35 Marjorie Kreppel: "Emily" 18:37 Gus Meyer: Jim Jacobs 18:44 Jim Jacobs: Fortune 500 with big budget! 18:47 Odette Alvarez: Facility maintenance managers 18:52 Jim Jacobs: Reacted to "Jim Jacobs" with 😂 18:56 Steve Seiden: Head of manufacturer and cto 18:57 Victoria Kaverina: Architects, hardware resellers, door installers 19:04 Nithushan U: Accountant and Business Owners. 19:14 Ernest Swierk: Commercial property owners, facility manager, property managers 20:04 Steve Seiden: Manufacturer 21:57 Youmna Zanib: Did you forget something after ICP & COI? There were 3 categories under people if I heard correctly 25:13 Jeremy Staadeker: 0 25:22 Jim Jacobs: Not many- 3-6? 25:23 Marjorie Kreppel: None, not allowed to in may field 🙁 25:29 Tevia Hoalst: On website idk about LinkedIn profile 25:43 Ernest Swierk: https://www.linkedin.com/in/ernest-swierk/ 25:54 Youmna Zanib: https://www.linkedin.com/in/youmna-zanib-4a4a01213/ 25:57 Gus Meyer: https://www.linkedin.com/in/gus-meyer-a9a67060/ 26:02 Jim Jacobs: https://www.Linkedin.com/in/jimfjacobs 26:03 Joe Apfelbaum: https://www.linkedin.com/in/ann-dolin/ 26:06 Olivia Rytelewski: https://www.linkedin.com/in/oliviarytelewski/ 26:09 Mariane Freitas Costa: https://www.linkedin.com/in/mariane-freitas-costa-ops/ 26:15 Jeremy Staadeker: https://www.linkedin.com/in/jeremy-staadeker/ 26:39 Steve Seiden: https://www.linkedin.com/in/steve-seiden-012965 26:39 Sagar Nagda: https://www.linkedin.com/in/sagarnagda-founder 26:54 Marjorie Kreppel: https://www.linkedin.com/in/marjorie-kreppel-lcpc-ncc-ma-074972a 27:24 Jennifer Gonzalez: https://www.linkedin.com/in/jennifer-gonzalez-b72862a3 27:28 Odette Alvarez: https://www.linkedin.com/company/cypress-door-&-glass-llc 28:14 Victoria Kaverina: https://www.linkedin.com/in/indicatorlock/ 29:43 Marjorie Kreppel: Leo 29:43 Jim Jacobs: Capricorn 29:46 Joe Apfelbaum: Scorpio 29:46 Steve Seiden: Leo 29:48 Tevia Hoalst: Is that astrology?! Cancer! 29:52 Jennifer Gonzalez: gemini 29:53 Kathi Gould: pisces 29:53 Jeremy Staadeker: Aries 29:53 Odette Alvarez: Sagitarius 29:54 Youmna Zanib: Cancer 29:54 Gus Meyer: cancer 29:55 Ernest Swierk: Aries 30:06 Olivia Rytelewski: Scorpio 30:10 Tevia Hoalst: Gentle! lol you haven't spent enough time with me 😂 33:51 Jennifer Gonzalez: EF skills 33:52 Jim Jacobs: Marketing and keeping humans involved in the AI world 34:04 Jennifer Gonzalez: executive function :) 34:07 Youmna Zanib: Sales, AI & good work culture 34:07 Ann Dolin: back to school is timely 34:13 Marjorie Kreppel: Loneliness / Connection 34:39 Sagar Nagda: Can we talk about different topics? Like AI related to my business, and then for my ICP something personal related to personal finance and kids finance? All 3 targeted to ICP but a combination for business and personal 35:35 Ann Dolin: can you also talk about your business page vs. personal? 36:34 Joe Apfelbaum: [shared his LinkedIn poll with the room] 43:31 Sagar Nagda: Can we talk about different topics? Like AI related to my business, and then for my ICP something personal related to personal finance and kids finance? All 3 targeted to ICP but a combination for business and personal 44:10 Joe Apfelbaum: https://evyus.com/useastbridge/ 44:56 Jim Jacobs: Gohighlevel? 48:30 Steve Seiden: What are the words for speakeasy 51:08 Jeremy Staadeker: 11 51:10 Ann Dolin: 11 51:13 Jennifer Gonzalez: 11 51:14 Marjorie Kreppel: 11 51:17 Steve Seiden: 11 51:17 Ernest Swierk: 11 51:17 Gus Meyer: 11 51:18 Anne-Stuart Kirkhorn: 11 51:18 Olivia Rytelewski: 11 51:20 Odette Alvarez: 11 51:20 Tevia Hoalst: 11 51:22 Victoria Kaverina: 11 51:24 Jim Jacobs: 10.1 54:59 Jim Jacobs: How about Facebook reviews? 55:07 Jim Jacobs: You cut and paste or link the review? 57:14 Joe Apfelbaum: https://evyus.com/creators/ 59:07 Jim Jacobs: Mind blown!! 59:13 Sagar Nagda: Review landing page 59:15 Tevia Hoalst: Strategy! 59:19 Ann Dolin: Love the idea for the reviews website. Amazing strategy that can really help us!! 59:19 Gus Meyer: Claude to find contacts 59:21 Jim Jacobs: Strategy- not random posting 59:23 Anne-Stuart Kirkhorn: New ways to engage 59:26 Jeremy Staadeker: It's a little simpler than expected to scale this. 59:41 Marjorie Kreppel: This was incredible. I can't wait to connect with you more and pick up on our conversation in Philadelphia. 59:50 Ann Dolin: Reacted to "This was incredible..." with ❤️ 59:52 Victoria Kaverina: Reviewed my profile and realized that I need help with this. It is mindblowing 59:55 Jennifer Gonzalez: How LinkedIn is feeding AI / Google review limitations / how to better leverage LinkedIn