What Expert Authority World™ is saying about the show:
- Motivation on Tapby AnthonyPGarcia from United States
Mario brings on some of the most impactful entrepreneurs to hear from. He dives into the key performance factors of their business. He extracts information very well and keeps the show flowing very smoothly. Definitely a show to subscribe to!
- Starting a Movementby JustMe2say from United States
There are many areas of business and entrepreneurs have an opporunity to gain some insight with this podcast. Excellent interviews!
- Great Podcast For Entrepreneurs!by The Big Game Hunter from United States
Full of knowledgeable guests and useful information that will help you accomplish your goals in business and in life!
- Mario Truly Care About His Guestsby Podcast Junkies from United States
Having met Mario and spent time with him at Podfest I can truly say that he is passionate about his show. He’s genuine and that clearly comes through in his own story and what he brings to every interview.
- Put your thinking cap on!by Sergeson from United States
This is probably one of the most information dense podcasts I’ve listened to in many moons. Each episode could easily be expanded out into 2 or 3 hours. Mario does a great job of asking the right questions to get his guests to reveal great tips, tricks and advice. Sure a lot of information can be applied to an entrepreneur but I found a lot of advice applicable to my personal life. This podcast is definitely worth my time to listen to and I’m looking forward to more episodes to come. Great job!
- Relavant for anyone!by HarloB from United States
I really enjoy Mario and his shows. The Stress and Anger in the Workplace episode was great because it cut to the chase of all the issues around this topic. Great interview!
- Mario nails it!by Mickiezada from United States
I've listened to Mario for a long time...his podcast is well produced, his guests are influencers and authentic authority, and chock full of insights and inspiration for entrepreneurs. Love it!
- Mario is the real dealby jamesnewcomb.io from United States
I’ve known Mario personally and professionally for over a year now. He is genuinely interested in helping people succeed, and consistently over delivers in his interactions and valuable advice with fellow entrepreneurs, podcasters, what have you. In this era of showmen who “give value” only if they think they’ll get something in return, Mario stands out as a man among men. Listen to his show and learn what true leadership and value in the marketplace mean.
- Listening On My Entrepreneurial Journeyby FromLisa2 from United States
I was surprised when I stumbled over the servant leadership that shows up in these episodes. It's collaborative. It's focused on relationships with clients versus transactions. I especially enjoyed the episode on getting clients without "selling" because it's more about genuine relationship building.
- A Giftby Lisa Vogt from United States
Mario uses all his talents, gifts and abilities to produce this life affirming show. It's incredible that we are able to grow our abilities and develop our talents and gifts just through subscribing and listening. Thank you Mario!
- This show is ON FIRE!by tibor.mindsethorizon from United States
Love your show Mario! Your niche is close to mine but I focus more on mindset and manifestation in a business setting. I tuned into episode #103 with Karen Brown which is dope! Keep up the great work!
- Entrepreneur Must Listenby HWoodwriter from United States
If you’re an entrepreneur this is a must listen show. So many inside tips and thought processes behind moving your business forward. Mario does a great job with the guests by asking the right questions at the right time. He and his guests give the information you need to grow your business and leadership skills.
- What a show!!by CWLuecke from United States
Man, do I love interviews with world-changers! Mario does an excellent job gathering the cream of the crop for his show and giving insightful interviews. Check it out!
- Loved it!by Seodrigo from United States
This interview was very enjoyable. Mario brought on a wise guest by the name of Michael Lauria. I loved the interview and Michael's perspective on the topic. He had wonderful insights and around min 31, he hit something very profound. Excited to share what I learned today with others. Way to go!
- Great listenby trinity3712 from United States
Good listen. Great range of guests and topics. Something here is you keep listening will help you in many areas of life and leadership b
- Great Knowledge!by Jon Vroman FRD from United States
Great show Mario! So much valuable information in one episode!
- Excellent show, very imformative!by Shaolin Soprano from United States
Mario loving the podcast bro, great content, immense value. Enjoying these interviews!!!
- Helpful Information!by The Medicare Nation from United States
Love the valuable information on these episodes! Lots of tips & tricks for every Entrepreneur to use. Kudos Mario! Diane Daniels Host of Medicare Nation
- Love Mario’s Attitudeby marisaimon from United States
Mario’s heart shines through his interviews, making these fun and positive, and the people he brings on offer such a wealth of knowledge.
- Lots of Great Info!by DarlajPowell from United States
Mario provides lots of great info and advice in this 7 day a week show.
- Great Content!by LanceJohnson_ from United States
Mario does a great job of share valuable information that every entrepreneur could use and apply to their journey. Great work! 🙂
- Important information!by Allmenow from United States
Very engaging information. Mario draws out experiences and knowledge from his guests. Loved the show!
- Difference-Makerby Unlimited Beliefs from United States
Mario is a master at bringing out, shining a light on, and internalizing the difference-making mindset. His knowledge and experience and mission enable him to synthesize information into diamonds for all of us! What you want is accessible by taking in this show!
- Excellent Informationby Stallion golf from United States
Great advice and information with a wonderful blend of topics! Loved the episode with the british healthcare professional and the ideas shared on how to make the industry better.
- Motivating and valuable informationby Calvin Javier from United States
Great insight on mindset from business leaders and entrepreneurs making things happen. Definitely worth your attention. Will be listening and learning more!
- Good informationby FIRE NATION! from United States
Engaging interview with a british health pro, I was surprised to hear the similarties and the application she has for making healthcare better
- Greatnessby MiaSportFanatic from United States
Have had the chance to listen to one show so far but man, we should be paying for this information. Lots of greatness. Thanks for the heart to serve.
- Listen to the experts - and thrive!by The Marketing Book Podcast from United States
There's a lot of advice out there these days but, sadly, a lot (and I mean a LOT) of is from people with little to no expertise. That's not the case with this gem of a show. Listen to what the experts say and profit from the experience!
- Show is amazing!by JohnnySwim32 from United States
I love learning about mindset and how to master my thoughts. This show provide the tools!
- Great show!by Jefferson_79 from United States
Great information for all businesses.
- Good value!by Audrey purplele from United States
Great information that applies to any business! I really felt he provided value for my time.
- Interesting Topicby Eric Oler from United States
Interesting topic. Great interviews. Keep up the hard work!
- Helpful Advice from Expertsby ichuck2 from United States
Mario talks to experts in a wide range of subject matters and asks good questions to pull out helpful advice.
- What a great show!by Christopher List from United States
Mario really brings out the best in his guests. The police dog trainer had such a great story. Can’t wait to hear more!
- Great!!!by tommye w-c from United States
Great podcast, awesome guests, incredible host!!!
- Fun & informativeby Saoirse Sky from United States
Some people want something fun, others want something informative. This podcast gives you both!
- Great show!by CJThomas6 from United States
Very inspirational show! Appreciate the advice and thoughts shared by the host and his guests!
- Great podcastby Rosie81200 from United States
Great podcast! Love hearing about the guests’ journeys and what they learned from them.
- Never Stop Learning!by Terri in Fairhope from United States
Tune in to this great podcast and host! You're probably really good at what you do (top of your game...an Expert Authority), but there is always more to learn...streamline processes and gain more freedom in your life. It's not always about the bottom line. This one is worth a listen!
- Amazing!by KatieBrooksIV from United States
If you're looking for inspiration, tune in to listen to Mario and his top notch guests. I find that I am always much more motivated after listening to an episode of Expert Authority Effect!
- Wonderful show!by @IV-Heather Tieben from United States
Mario is a great host & puts on a wonderful show. The quality of his interview guests and entire production is impeccable, I couldn't recommend Expert Authority Effect more!
- You Will Not Be Disappointed!by Composer 1853 from United States
Mario does such a great job of engaging his guests from several different disciplines.
- The hardest working man in Podcastingby EOFire.com from United States
Mario brings the HEAT with real energy and FIRE...don't miss the meteoric rise of this show! ~ John Lee Dumas
- Great interviews and guests!by Mel Good Karma from United States
Thanks for hosting such great interview guests. Look forward to hearing more and kudos on so many a week and also videos!
- Fantasticby Jason A. Duprat from United States
Awesome podcast, going to be adding this one to my list. Interesting topics with great interviews, good sound quality.
- Enjoying!by Slordan from United Kingdom
Enjoy listening to Mario and how he opens up the conversations to ensure it’s as relevant to us as listeners!
- Nice variety and interesting topicsby emjgreen from United States
Love the variety of topics presented here on this show. Looking forward to listening to more of Mario's show.
- Super Marioby jamesnewcomb.io from United States
Mario is the real deal and BRINGS IT to his own podcast and everywhere he interacts in the world. If honesty and vulnerability bother you, please move on to the next podcast.
- Great Content! Great Interviews!by No BS Mompreneur from United States
Wow! Really enjoy listening to all these fabulous expert authorities!! Lots of valuable take aways that I can implement into my life. I will continue to listen and share with others!! A+++
- A great addition to build authority and create an impactby Cloris Kylie from United States
A great addition to build authority and create an impact. Also, a different twist on the topic. Engaging. 5 stars!
- Filled with motivation and ideasby Thomas O'Grady, PhD from United States
Mario does a great job interviewing and pulling the stories behind people's stories or success. Good pleasant listen. If you are in a journey of your own, these episodes will give some things to bring into your on life.
- spartancvby spartancv from United States
Great job following your passion, your purpose and creating this podcast to help serve others! Keep up the excellent work.
- This podcast is the bombby Posturedoc from United States
Mario always crushed it, and this podcast is another example of his amazing insights and knowledge!! Great work.
- Wow - love the video show.by Thehighenergygirl from United States
Thank you for the encouragement and tips on how to succeed on video and the repurposing idea.
- Motivating and Inspiring!by KatyJoyWells from United States
Mario brings such enthusiasm to his shows and his content is fantastic. I’m always learning new things to implement or new ways to grow, thanks Mario!
- What a great show!by Gene_HPLN from United States
Awesome podcast! Mario brings great topic, great guests, and it is very easy to listen to. I definitely recommend for anybody interested in business success!
- It's greatby Ian Ryan from United States
Just had a chance to check out your most recent episode appreciate the great insight! Great delivery from the host & can’t wait to dig into future content.
- Love it!by Brendan @ Entrepreneurs&Coffee from United States
I love that this interview podcast doesn't feature the same old folks that everybody has on their show. Keep it up, Mario!
- Amazing!!!!by Lindsey Russo from United States
This show is so impactful! Hearing from the experts and how they take authority in their space is so amazing. Looking forward to more episodes!
- Learned what I didin't even know I neededby Camilla-Jean from United States
Great info. I love the Q episode because I get just quic interst snippets that may get me thinking about where my business might go.
- Fabulous Interviews!by Life&RelationshipCoach from United States
Mario does a fantastic job interviewing really interesting and successful business people who explain how they got to where they are - tips you won't want to miss when your trying to grow your business! Keep up the great work Mario! Coach Riana Milne
- A+ Showby Gisele_Oliveira from United States
I love this show. It's so entertaining and I learn a lot from the interviews. I highly recommend this show if you want to level up his game as an authority.
- Inspiration, transformation, success stories!by Chabo101 from United States
The title of this review should just be enough but it is just more than that. Its life lessons, its listening to personal struggles and how they over came those struggles. Love to hear from people that change the world through their struggle and the lessons that i learn from them are just more than amazing. I love this.
- Great interviews!by AlyciaDarby.com PodcastManager from United States
These interviews are well done and his guests are prepared to give really specific insights and stratagies... great podcast, Mario!!
- Inspiring story of courageby StrongHeart<3 from United States
I love that she found gratitude in her circumstances. lorie is an inspiration
- Powerful!by The Food Heals Podcast from United States
Mario's interviews cover a variety of topics and provide great value in all areas of your life! Episode 15 discusses how change is temporary and transformation is permanent which was really powerful for me. I love this message! Thank you!
- Great content!by Blakeob85 from United States
Great answers to common questions many entrepreneurs have! Thanks Mario for sharing your and your guests' insight!
- Real Actionable Tactics!by MattBMaverick from United States
What I like about Mario's podcast is that he pulls out actionable tactics from his guests that we, the listeners, can actually use. Great show!
- Great Listen!by Real Estate Investor from United States
Mario and his guests provide useful techniques to succeed in any business venture. The interview style promotes learning through real life examples of his guests. Great listen!
- Great interviews!by Matt B 1818 from United States
Love hearing these interviews and learning from people who are top in their industry. Mario is a great host and is not afraid to share his emotion!
- Love itby Duffash from United States
I love hearing interviews of successful business women and taking away what I can learn from their journey. Mario is a great host! I have enjoyed what I have learned so far. Congrats on the launch of your new podcast!
- Strong, professional, enthusiastic!by pm legs from Canada
If you're looking for an interviewer who's going to take you to investigative places to help you be your best you, through your professional life, you'll love listening to Mario!
Listen To The Episode
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Rock My Scars | Tracy Enos (2020)
Wirecast Pro: Step up your livestreaming game with Wirecast Pro. Get your 30-day free trial now at EAinterviews.com/wirecast
What You Will Learn In This Episode
[0:51] – We thank our sponsor, Wirecast Pro
[1:32] – Tracy’s business backstory
- Tracy was a regional manager hiring and training people.
- Started out with a local digital marketing agency.
- She followed her sister’s advice to do what she does best and get paid for it, and found her first client on LinkedIn.
[4:40] – Why LinkedIn
- You can easily start and build relationships by connecting.
- Create content, build your brand and authority using LinkedIn.
- It’s not an overnight strategy, it’s something that needs consistency.
[6:40] – How to find clients on LinkedIn
- Specifically target your prospect’s market.
- The difference between the free and the paid LinkedIn account.
- LinkedIn is a search engine, much like Google.
[12:25] – Get to know Tracy’s clients
- Fortune 50 CEOs, SaaS companies, solo entrepreneurs who are wanting to double their income.
- An optimized LinkedIn profile will likely to show up on Google first.
[14:33] – Things to do on LinkedIn
- It only takes 30 to 45 minutes everyday on LinkedIn to maintain a good following and connection once you have a client focused profile.
- Grow your connection.
- Connect with your prospect market.
- Build rapport.
- Engage and post content.
- Just like with any other marketing platform, you need to build a relationship in order to get clients from LinkedIn.
[21:35] – Tracy’s biggest client success story
[23:51] – Tracy’s book
- LinkedIn Publishing to Profits | International bestseller.
- Pre sold over 100 copies in two weeks.
- Her book led her to be invited on podcasts and speaking engagements which gained her more clients.
[25:53] – Tracy answers random questions from Mario
- New book out in 2020: Rock My Scars | Tracy Enos
- “It knocked me down for a little bit, but I get right back up and moving forward.”
[27:37] – We take a moment to thank our sponsor, Wirecast Pro
[28:24] – Tracy answers the Imperfect Action Round
- The fastest path to the cash is a profile makeover, LinkedIn Sales Navigator, find the right potential clients, connect, and start building relationships.
- The biggest problem that Tracy’s prospects has is having a horrible profile. Getting a mentor to guide and walk through with you during the process is the fastest solution.
- Offering additional products or services and referrals can maximize customer lifetime values.
- LinkedIn Tip: Avoid putting long titles, websites, or emojis after your name on LinkedIn.
Book recommendation: The Game of Life and How to Play It | Florence Scovel Shinn
EA Interviews Episode 55. Inspiration, transformation, success stories and the Imperfect Action Round seven days a week. Join Mario Fachini for today’s Expert Authority Effect Interview.
Mario Fachini [0:13]
Expert Authority World, I’m excited to have another great VIP guest on the show today. We’re going to be talking about LinkedIn to profits. Have you ever wanted to attract more people with your LinkedIn profile? Have you ever looked at LinkedIn and wonder what more can I be doing? I know, I personally have. Have you ever wondered, what’s the difference between a paid account and a free account? Why would you want to be doing these things? What is this publishing? What are all the new features? We’re going to be covering all of that, and probably more. In just a second, I have none other than Tracy Enos. And she’s going to be sharing with you right after we thank our sponsor.
SPONSOR – Wirecast Pro [0:51]
Congratulations, you get started with your cell phone and I welcome you to the livestreaming game. Now you’re comfortable on camera and going live regularly. But I caution you, don’t get stuck in startup mode. This is why I stepped up my game with Wirecast Pro and advise you do too. Get your 30 day free trial at EAinterviews.com/wirecast.
Mario Fachini [1:10]
Here she is Ladies and gentlemen, the lovely Tracy Enos. Tracy, how are you doing today?
Tracy Enos [1:15]
Hey. I’m fantastic, Mario. It’s a wonderfully wet day here in Kansas City. But I love it because it’s not 30 below zero.
Mario Fachini [1:23]
Well, that’s true, you always have to have that good outlook.
Tracy Enos [1:27]
Mario Fachini [1:28]
Tell me about your business. How did you start it? Why’d you get into it?
Tracy Enos [1:32]
Well, actually I didn’t start doing the LinkedIn thing. I had been laid off, downsized twice in four years by corporate America. And I think it was 2012, November of 2012. I was kind of living off my savings. And I just really didn’t know what I wanted to do. But I had been doing some things, you know, with the last company I worked with. We found a lot of our demo or promoters for the sands clubs and Costcos using LinkedIn and Craigslist. They fill out an app and as a regional manager at the time, it was my responsibility to find and hire and train these folks. And so I spent a lot of time in LinkedIn back then. But then when I lost my position, actually everybody in the field lost their position that fall, I just didn’t know what I was going to do, you know, twice in four years, and things like glow, bleak. And then I got a phone call from my sister in law and said, your sister Terry is starting to lose her short term memory, you need to come see her. So my sister had brain cancer. And we still don’t know where she got it from, but I love her to death. And she was the big entrepreneur in the family. And so I went out to California and her and I sat down with a glass of wine, and we talked up. And she told me you just need to take a risk and go for it. Like you’ve already been doing it. And you’re teaching people how to do stuff for free. So why don’t you just get paid for it. And she had a similar situation being a graphic artist working for a big advertising firm in San Francisco. She just wasn’t, it just wasn’t her thing. And she just wasn’t feeling fulfilled at the job. And so she started her own business and learn how to work harder and opened up her own art gallery in San Jose and very successful. I mean, she was selling paintings all over the world. So I took her advice. And I didn’t start out that way. I actually was a local marketing agent, we had a local digital marketing agency. So we did websites and we did some social media, setup people’s social media, we did the reputation marketing, we did all that kind of thing. And I kind of just fell into getting into LinkedIn, went to network groups, networking groups, and I got my first LinkedIn client that way. And I really decided I’d like to do this thing. And I know, I was having a hard time finding clients here. And so I turned to LinkedIn. And I started finding my clients all over the United States and Canada, and people who could afford to pay me or wanting to pay me or didn’t take months to make a decision to work with me. And that’s how it started. And I haven’t looked back since.
Mario Fachini [4:17]
Well, it sounds like you’re very happy, you took your sister’s advice.
Tracy Enos [4:21]
I did. I am very much so. She’s since passed on, but I remember her every day.
Mario Fachini [4:26]
Sorry to hear that, but she sounds wonderful.
Tracy Enos [4:29]
She was. Yes.
Mario Fachini [4:31]
So Facebook versus LinkedIn. I’m just going to change this up a little bit here. Why LinkedIn over Facebook?
Tracy Enos [4:40]
Well, you know, I find that you can build a relationship on LinkedIn. I think it’s a little bit more difficult on Facebook. Facebook to me, yes, they have business pages, yes, you can use the ad platform. And I’m not saying for a lot of folks that Facebook isn’t a viable platform for them to find good, big clients or customers. But I find in the business that I’m in, the folks that I coach, that LinkedIn is a place for not only that you can create content, you can build your brand, you can showcase your authority, and you can connect with these folks, and start building a relationship with them. It’s hard to do on Facebook, I mean, Facebook pages mean, you post something in your business page. And you know, depending on how big your following, you’re still going to get a couple percent of people are even going to see it, let alone engage with it. With LinkedIn, you can see who it is that you can engage with it and send them a message immediately or ask to connect with them. You can do that too in Facebook through messenger. But it’s a lot easier for me, I say in LinkedIn, and there’s so many more things that you can do in LinkedIn that you can’t do in Facebook. And I think it’s just a more robust platform. But it’s something that needs to be done over time. It’s not an overnight strategy, it is something that you should be consistent with.
Mario Fachini [6:04]
I want to bring up the stat that I know about because you said something that was very important. And I loved how you said to so nonchalantly because I know it’s part of you, but so many new entrepreneurs and even I’d say middle of the road entrepreneurs, maybe they’re not brand new, but maybe they’re looking to get to that next level, they’re still dealing with how do I find the right client that will actually pay me? And you touched on that. So how would you say LinkedIn differentiates from Facebook, let’s talk share profits and targeting and affluent people?
Tracy Enos [6:40]
Well, first, you’ve got to do some foundation work, you can’t just go into LinkedIn and go, I’m going to look for this person and magically find them, it doesn’t work that way. So you really need to sit down before you get active in LinkedIn and really define who that person is. So, define the demographics. And LinkedIn has, if we’ll talk about the free and paid, the difference is there. But on the paid program, you have an opportunity to take your demographics that you’ve listed and use the the search filters in LinkedIn to find those people. And what I mean by that is LinkedIn is a search engine, much like Google. It doesn’t act the same as Google. But you can use some of the same filters that Google has in LinkedIn. And this is how you find those folks. And then from there, you really need to also define the psychographics. And what I mean by that is, what are their pain points? What are their biggest desires? We can even go as far as define, you know, are they man? Are they women? What age group? You know, what kind of problems do they have in their business, that they’re looking for solutions for? You know, what publications? Are they reading online and offline? What is their, you know, take on, you know, religion and politics? You know, if you can dive that deep. And I mean, I could go on and on with questions that you could ask about your, your, you know, perfect prospect, but this is a start. And then using those search filters and LinkedIn, you use those demographics to find them. And then you take your psychographic information. And that’s how you develop content articles in messaging.
Mario Fachini [8:19]
Well, I love that you’re touching on the perfect avatar, the perfect prospects. And I do love the different features within LinkedIn, because so many people think these are just websites, I’m going to go there, their social networks, blah, blah, blah, blah. But at the end of the day, YouTube, Google, LinkedIn, I don’t think Facebook is really designed as a search engine in the sense Google, LinkedIn and YouTube would be. But a lot of people don’t realize it. And what I was trying to get at, and maybe I should have asked it better was the differentiation, not just how niche down you can get with people. But the type of people that are on LinkedIn, the biggest differentiator, Facebook being more social and LinkedIn being for business people. And I’m curious, do you know the newest stat for the average income for someone on A versus B? I know what it was of the time I was thinking of it, but I want the newest one now.
Tracy Enos [9:15]
Well, you know, it’s hard to get it. Well, I will tell you what, I think the stats have been lowered a little bit because the fastest growing demographic on LinkedIn is the millennials. And we’re talking more like college grads, late 20s. So they’re not quite making that income yet. And so I think, what used to be over like, $100,000 or $106,000 is like doing a bounce more around the $80,000.
Mario Fachini [9:45]
Oh, wow. That much.
Tracy Enos [9:46]
Yeah. And then I think Facebook is hitting around anywhere between 40 and 50.
Mario Fachini [9:51]
Yeah, the stats I was thinking of, wow, that’s a lot different. I thought you were gonna say 101. The one I remember was 109. But at the end of the day, it doesn’t matter as much about that. It’s more if you’re targeting business people. Yes.
Tracy Enos [10:08]
It’s the ‘who.’ The ‘who’ on LinkedIn. So for example, another stat is 92% of all Fortune 500 CEOs are on LinkedIn. Now, that doesn’t mean they’re active.
Mario Fachini [10:19]
But there’s… get in front of them, you know, but that doesn’t mean they’re active, but they’re on LinkedIn. And so a lot of a lot of companies, they’re private companies, and Fortune 500 companies are also on LinkedIn. And they have company pages where you could actually go to the company page and click on the employees within that company, and start your search from there. So you kind of doing it backwards a little bit. But you know, once you get comfortable with navigating your way through LinkedIn, and it’s a huge resource, and I don’t think people should be disregarding it. I mean, it’s been amazing for me for seven years and as long as they are there, I’m going to continue to use LinkedIn.
Mario Fachini [10:19]
But they’re there.
Mario Fachini [11:03]
So, you said that 92% of Fortune 500 CEOs are on LinkedIn, but they’re not active with it, right? Do you think they’re spending all their time on Facebook?
Tracy Enos [11:18]
No, they’re too busy to play. They’re not doing that, their staff is, but they’re not. I’ll give you an example. My brother’s not a Fortune 500 CEO, but he is an attorney. And there are attorneys on LinkedIn. But because he’s a certain type of attorney, he’s not allowed to have a Facebook account, or an Instagram account, or a Twitter account. He’s on LinkedIn.
Mario Fachini [11:44]
They’re actually running the business. They’re not sitting there doing stuff all day long, for no reason.
Tracy Enos [11:51]
Yeah. They got better things to do. However, the people that report to the CEO, they are, and a lot of key executives in the companies are also active in LinkedIn. So you’re getting past the gatekeeper, but you can also move up to the chain of command, if you can say the right things to the right people. And then they’re the ones that make the decision to bring it forth to the CEO, or the decision maker says, “Hey, I got somebody that we met on LinkedIn.”
Mario Fachini [12:18]
Yeah. Even if they do literally print out the sheet of paper for the weekly meetings and say, “Hey, here’s the profile.”
Tracy Enos [12:25]
Mario Fachini [12:26]
So tell me more about who you’re helping and how you’re helping them.
Tracy Enos [12:29]
Wow. I’ve helped everybody from the solo entrepreneur to the Fortune 50 CEOs and their staff. So I’ve worked with SaaS companies out of San Francisco. $40, $50 million companies down to the guy that’s making $50,000 a year and wanted to double that.
Mario Fachini [12:49]
And what’s the biggest thing you’re doing for him? Are you working with them on going? Is it more getting them set up? Or is it tweaking things as time goes on?
Tracy Enos [12:58]
We’ve done it all. One of our favorite things that we like to do here which challenges a lot of folks is actually writing their profiles or rewriting their profiles. We do all the work behind the scenes, like I just mentioned, brainstorming keywords, and all that foundation work. And then we write profiles. And a lot of times that’s all they want, is because I got a client right now that we just, you know, this is his second time coming to me rewriting his profile. And he says, I got CEOs of these large companies that they’re going to do their due diligence, and they’re going to go check out my social media. And so I’ve had several clients like that. And it’s just for branding purposes. And they don’t do much more with it than that. But it makes them look good. Because look, if you start Googling somebody’s name, more than likely LinkedIn, because it’s such an authority site is going to pop up even before your Facebook or your Twitter, your Instagram, even before your website in many cases.
Mario Fachini [13:58]
That’s a good thing to know. Because a lot of people I’ve talked to, and I’ve fallen in this trap too, you get so comfortable on some other platform, I’m not going to name one. But, you know, LinkedIn is so powerful, but I find that there’s less people using it than all the other ones. What’s something you could say to everyone listening to this, if they’re spending more time on other ones, what’s the big benefit they could see in the next week or two of starting to invest more time on LinkedIn deliberately?
Tracy Enos [14:33]
Well, you know, once you have your own internal system down, like, what your daily activities are going to be in LinkedIn, it shouldn’t take any more than 30 to 45 minutes to maintain something really good. And those activities could include after we’ve created a client focused profile, okay, people really want to know at the end of the day what’s in it for them, they don’t care about you and your accomplishments, although you will probably put some of that in there. Because again, it’s personal profiles on a company page. And you’ve got to make sure that somebody feels like they know, like, and trust you, that’s the only way they’ll build a relationship with you, right? Or even get on the phone with you or do business with you in a day. But you need to do other activities too, like go in there and start growing your network. Use Sales Navigator and find the right folks and connect with them, send them a personalized message, and then start a conversation with them, and go straight for the jugular and ask them for business or a phone call or a meeting. You got to sit down, like how would you if you were meeting somebody for the first time in person, you’re not going to go straight cut to the chase and tell about your stuff, you’re going to build some rapport, right? Um, secondly, you should do some other things too, like getting active in the newsfeed start posting content. You may not get a lot of engagement right away. But if you’re posting two, three times a week, you’re going to start to see some engagement. And you should tailor that type of content according to what we already talked about our psychographics, to what the pain points are. Agitate the problems, get in on a video, but it doesn’t always have to be about business, you know, share something like, with family, like what was it today. I just shared something about this is my third podcast this week. And I did that on Facebook too. For Facebook, I just got a lot of vanity, you know, “Oh, you look great.” Or this or that. Well, in LinkedIn, I’ve got five people asking me, send me a message, how do you use LinkedIn to get on podcasts? See? That’s going to equate to money. You know, so also you want to eventually start writing articles, because articles and your activity in the newsfeed and your activity, you know, engaging with other people’s content sits on your profile. So if you say something really cool, or you’re connecting with somebody that really could be a hot prospect or you’re engaging with other people’s content, or you writing awesome articles, more often than not, they’re going to go back to your profile and check you out first, before they start engaging with you. That’s opportunity right there. And if your profile sucks, you possibly lose a six figure contract. And I’m serious about that. So many more other activities that you can do and their Sales Navigator also has some awesome features as well. And I don’t know how far you want to dive deep into this, because that’s kind of… I could talk about LinkedIn all day long. But you know, there’s so many cool things that you can do. But at the end of the day, list out certain activities like your notifications, LinkedIn is going to notify you people, notify of people’s birthdays, their job changes, their work anniversaries, they’re going to notify you when somebody engages with your content, likes or comments or shares, going to engage with those people. That’s how you build rapport. And that’s how you build trust relationships. That’s how you get new clients, you know. That’s when you can turn around, send them a message or two, hey, and then ask for the meeting or a phone call. I mean, it’s really not that hard. It’s just taking the time 30 to 45 minutes a day and just do it.
Mario Fachini [18:12]
Let me ask you about when you start doing these activities, and you’re listing off so many good ones of them, what have you found is the typical timeframe of, what is the typical timeframe of what you’re finding? If you reach out to someone today, obviously, they’re probably not going to be a client tomorrow. But would you say 30 to 60 days is typical? Is it maybe 60 to 90? Should we be expecting three to six months? Where do you finding is that sweet spot when you start doing these activities? And I know it might vary. But what have you found is the sweet spot for a reasonable expectation for seeing a return on your time?
Tracy Enos [18:52]
Well, here’s what I think. I think you need to first define your own sales funnel and all your other marketing activities. So how long does it take from a first touch of a prospect to get them through your sales funnel to actually close the deal. So I can’t really say that because maybe you connect with somebody, and they respond to your connection, and you said thank you, and you start a conversation, and then get on the phone, then after that, it’s a matter of how long it takes to close depending on your product or service and the price of it, I’m sure. I mean, I know some of my past clients, their sales cycle for any one prospect could be literally a year to 18 months. So that’s when I say good, you’re using LinkedIn to find them, get them to your demo of your software. And then you take that offline, and then put them in your CRM in your system at that point. But LinkedIn isn’t there just for you to you know, I’ve had people that will hire me right away. I mean, that happens. But I’ve been doing this for a while, but didn’t start like that. But there will be low hanging fruit. So if you start getting active in LinkedIn, there will be people that’ll be ready. Like right now. If your profile looks great, if you’re saying the right things to the right person, they’re going to jump, you know, move forward immediately. But in most cases, you have to build a relationship, just like you do with any other marketing platform. I don’t care if it’s email, in person, newsletters, direct mail, whatever it is, whatever marketing path that you’re going for, it takes time to build a relationship.
Mario Fachini [20:29]
It sounds like the best thing you’re saying to do is start today and just keep rolling with it.
Tracy Enos [20:35]
Sail forward. Look, every post that I do doesn’t equate to business. You know, sometimes, like, I had a Christmas post with me and my kids, and they’re at the Christmas tree behind us. And we don’t take pictures very often. My boys because they’re teenagers, they want to take their own Snapchat pictures, but not with good old mom. Right? And so with that, I mean, it was just a Christmas photo. And I got business out of it. Because I had a business spin on it. You know? So, like the post I did right now, I don’t know if I’ll close any deals. But I certainly start a conversation, didn’t I?
Mario Fachini [21:09]
You did. You did. And it was fun learning. Thank you for telling me the behind the scenes story of it too, because I know what it was like when I saw it yesterday promoting the interview and it’s a cool story. So I appreciate that. Tell me about the biggest transformation you’ve ever had with a client, the biggest customer success story, where were they when they came to you and what happened after working with you?
Tracy Enos [21:35]
Well, I actually met this person at a networking event. And then a year later, they sent me a message on my Facebook business page not on LinkedIn, which of all things is funny, and said, “Hey, are you still doing that LinkedIn thing?” And so I said yes. And so I got on the phone that day, and I closed them. But much like the CEOs, he was a CEO as well. Much like other CEOs, he just wanted his profile for branding. And so we started out that way. And then we were done with it, his profile. And he goes, “Well, what can we do next?” I said, we need to create a couple articles. So he gave me a couple articles. And I formatted them and made them look good. Put a call to action in his bio in it. And then he took off for about a month and he came back and he goes, “Okay, I’m ready to do the next thing.” And we took him from 260 connections to over 5000 connections in five months. Yeah. And targeted, not just anybody and everybody targeted. He had over 400 opt ins for his book. And of course, you know, his CRM took over, promoting his programs and his trainings and stuff like that, after that. But he ended up working with me for nearly four years. And we generated speaking engagements. Like I got him into E.O. Entrepreneurs Organization to speak, he’d already been in Vistage. I’ve got him speaking engagements in the Caribbean, paid with oil company. We got him radio interviews, podcast interviews. I mean, it was just amazing. And we put butts in seats, at a couple of his events, all using LinkedIn. It was great.
Mario Fachini [23:26]
That is very exciting. Congratulations on that. You got me smiling ear to ear because you’re not just saying, Oh, we took him from… we got a couple more here. You’re saying here, here here. You know, speaking engagements, more leads, got the profile branded, you touched upon the book. Ever since you published your first book, what impact has it made in your company?
Tracy Enos [23:51]
Wow, gosh, last year. So I published my book, well, I pre published my book on Amazon, right before I went to go speak at Dan Kennedy’s GKIC conference in Cleveland in October 2017. And I hit number one internationally.
Mario Fachini [24:08]
Tracy Enos [24:10]
Thank you very much. Well, so I couldn’t effectively walk on stage and say I’m a best selling author when I really wasn’t. So I’d already pre sold over 100 copies in like two weeks. It was great. And even at the event, I had more people ordering copies from that. So I did my spiel. And I walked out of that room with lots of money, more than I had seen in 90 minutes worth of work. So it was fantastic. And then what led to me is when I finally hit the publish button, and we uploaded it, what happened was, I started getting podcast requests. And last year because of my book, I did about 25 podcasts and speaking engagements alone, which equated to about a quarter of my clients and clients just from being on podcasts.
Mario Fachini [25:03]
Tracy Enos [25:05]
Holland. I had a girl from Holland, I did a podcast in London. And I one of her listeners was from Holland and I worked with her, it was great. It’s great.
Mario Fachini [25:16]
Well, I’m happy to hear that. So we’re going to jump into the Imperfect Action Round, I got rapid fire, 60 second responses coming up, it’s so much fun. But first, yeah, we’re going to mention the sponsor. And that’s all well and good. But guess what you get to do?
Tracy Enos [25:33]
Mario Fachini [25:34]
You get to be the second person I’m testing this new thing out where I have these 12 questions. I’m not going to ask you all of them. But I’m going to ask you, let’s go with what is something you’d like to get off your chest?
Tracy Enos [25:53]
Besides the fact that I have ornery teenagers? Oh, well. All right, I got a new book coming out, hopefully in 2020. It’s called Rock My Scars. And back in 2015, I sustained third degree burns to my left arm from nearly my elbow to my armpit. And had it not been for LinkedIn and the foundation that I built, I wouldn’t be sitting here talking to you today. I would have to go find a j. o b. So Rock My Scars is about my childhood. All the adversities that I’ve gone through, I’ve been in orphanage, foster home, been molested at the age of seven by my foster father, and all through adulthood and all the hiccups and obstacles along the way, including that and then I gained 60 pounds. And so I’m well on my way to lose and that once we get there, then this book is coming out.
Mario Fachini [26:50]
Okay. Well, thank you for sharing that. I know you’ve told me privately some of that. And I guess I’m the one who asked the question, but I’m sincerely sorry to hear that.
Tracy Enos [27:01]
Oh, don’t be sorry. No, no, no.
Mario Fachini [27:02]
But I’m also excited to hear the good side of it.
Tracy Enos [27:07]
But yeah, it made me who I am today. And I’m not sorry. It made me tenacious and stubborn. And you know, it knocked me down for a little bit and I get right back up and keep moving forward. All right.
Mario Fachini [27:21]
Very good. Well, I appreciate you for playing along. I just came up with those the other day, and some of them are pretty deep. And I guess I should think about that because it affects me too. But we’re going to go to whatever we do next, and we’ll be back with the Imperfect Action Round
SPONSOR – Wirecast Pro [27:37]
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Mario Fachini [28:08]
All right, ladies and gentlemen, we are back with Tracy for the Imperfect Action Round. Tracy, are you ready to take Imperfect Action?
Tracy Enos [28:16]
Mario Fachini [28:17]
So the first question that I have for you is, what is the fastest path to the cash?
Tracy Enos [28:24]
The fastest path to the cash is get your profile made over. And then sign up for Sales Navigator and learn how to use Sales Navigator, find the right potential clients and get in there and connect with them with a personalized message and start building relationships.
Mario Fachini [28:43]
Very good. Second question, what is the biggest problem you see your prospects making? And what’s the fastest way they can fix it?
Tracy Enos [28:52]
Their profile, hands down is the one thing that most of them have a horrible profile. So I’m having you know, started in doing good and, you know, we can make some tweaks and whatnot. But that’s it. That’s the one thing that I find every single one of my prospects has is that profile. And the fastest way to do it is to get a mentor and somebody to help and walk you through it and done with you. It’ll be done in lickety split.
Mario Fachini [29:22]
Excellent. You’re knocking these out of the park. Third one, and the last one is, how do you maximize customer lifetime value?
Tracy Enos [29:33]
Well, we don’t own platform, right? So at the end of the day, you really want to get those prospects and your connections off of LinkedIn and into your own email client or autoresponder, whatever it is that you put those folks. And what you want to do at that point is you want to start offering them additional products and services. I’ll say that, so they come back, they keep coming back or improve upon your current offers. And then what you want to do is implement a referral program. And I can’t stress this enough. And I tell you what, I’m guilty of it too. And we’re going to be started doing that later on this year, is we’re talking referral program could be emails and even LinkedIn messages, sending them a physical newsletter in the mail, a birthday card, maybe an anniversary card for their work or their wedding or something like it if you get those details. Staying in front of them, and then offering something for them for a referral to you, will start growing your business where you’re not always having to go out and find new leads, new leads, new leads, cold leads.
Mario Fachini [30:43]
Well, I appreciate you for sharing that with us. I am excited to implement more of this myself. I was looking at my profile the other day and I added a few extra keywords, but I’m sure I can improve it just like everyone else listening.
Tracy Enos [30:58]
Can I give you a quick tip?
Mario Fachini [31:00]
Yep, please do.
Tracy Enos [31:03]
Everybody will benefit from this I promise.
Mario Fachini [31:05]
You were checking me out and I did something wrong, didn’t I?
Tracy Enos [31:08]
No, you didn’t do anything wrong. Now remember when I mentioned how people find you based off of certain things that are in your profile, or Google? Okay, your name, and it does violate the terms of service with LinkedIn, they just haven’t caught up with you yet. After your name, get rid of that long title that you have. Just keep your name in it and if you have any credentials, like you want like MBA, DDS, you know, DVM is a veterinarian, DVM, any of that, that’s fine. And that’s allowed by LinkedIn. But anything other than that websites, some big long thing that you have after yours, or emojis or anything like that, LinkedIn will catch up with you. And they will ask you politely to take it down or change it. And if you don’t, they will suspend your account.
Mario Fachini [31:56]
Okay. Thank you.
Tracy Enos [31:59]
Mario Fachini [32:00]
I’ve noticed they’ve changed stuff over the years and Yes, okay, cool.
Tracy Enos [32:05]
And believe me, they will catch up with you because I had a gentleman that came to me and he didn’t hire me to help him. But three years later, he gave me a phone call and said this and this and this happened. I said, I warned you three years ago, it took three years for them to catch up with you.
Mario Fachini [32:21]
Wow. Okay. Well, I do appreciate sincerely. The last thing, a couple from the last, let’s talk about books. Which book has made the biggest impact on your life and business?
Tracy Enos [32:34]
Oh, it’s a brand new book that I just got. That was actually a recommendation from a past client of mine and it is from Florence Scovel Shinn. I can’t remember her last name Shan I think it’s Florence Scovel Shinn, The Game of Life and How to Play It or something like that. I can look it up real quick. But she was born in 1871 and died in 1940. A lot of the stuff in this book reminds me of a lot of like the secret talked about, it’s all about mindset and manifestation. Now there’s a lot, if you’re not very spiritual, or if you’re not Christian, some of it might turn you off. But she does in this book, have some great trainings and teachings on how to really create your own health, wealth, happiness, love. It’s fantastic. And I’ve been reading it every morning when I get up. First thing I do, grab my coffee read before I do anything else. And in the last two weeks, it’s made a huge impact on how I perceive things and how my day goes. It’s amazing. I just love the book fantastic.
Mario Fachini [33:39]
So where can people find you?
Tracy Enos [33:45]
They can find me at www.TracyEnos.com.
Mario Fachini [33:50]
I thought you’re gonna leave with LinkedIn for us, I was curious what you were gonna say. I really was.
Tracy Enos [33:55]
All the links there to my social media is on there.
Mario Fachini [33:58]
We’ll make sure they’re in the show notes too. But other than your website and LinkedIn, is there anywhere you’d like them to directly go to?
Tracy Enos [34:07]
Yeah, absolutely, I now have, if you all want a copy of my free book, the best selling book, I also got a couple bonuses in there. And one of the bonuses in there is actually what I only give to my private clients. The reason I’m doing this is because there’s a couple new LinkedIn features. Once they roll out of beta in 2019, I will be doing 2.0 of the book and that will be live videos on LinkedIn. So kind of like three years behind what Facebook did. And then also for those who like to write articles, but are struggling to get anybody to see their articles or their content, you will now have an opportunity to get people to subscribe to your content and your articles. That’s amazing. Now you don’t have to go out there and spend days and weeks trying to promote just one article. Fantastic. Fantastic. And so that will be 2.0 coming up here in 2019. So you can go to linkedintopublishing.com.
Mario Fachini [35:08]
Tracy Enos [35:10]
And let me tell you that book real quick. That book is by Florence Scovel Shinn and it is The Game of Life and How to Play It.
Mario Fachini [35:19]
Excellent. I’ll make sure that gets into the show notes Tracy, it has been an absolute pleasure. Thank you for sharing with us.
Tracy Enos [35:26]
Thank you, Mario.
Mario Fachini [35:28]
We will see you on the next episode. And have a great day and God bless.
SPONSOR – Wirecast Pro [35:34]
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Connect with Tracy Enos
Resources to Profit Your Business
1) Video Marketing for Business Owners: The Ultimate 7 Step Guide to Become the Expert, Authority, and Celebrity in Your Niche
2) Business Book Checklist: The 5 Reasons Every Business Needs a Book Including Yours
3) Marketing $upercharger – Learn the difference from the $1 bill to the $100 bill and how you can stop leaving the other $99 on the table today with all sales
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