Overview:

Dive into the world of B2B sales with the unparalleled Chas! With a staggering history of being a top B2B salesperson in nine distinct industries over 25 years and a whopping 19,000 hours of experience on LinkedIn, Chas is here to spill the beans on his groundbreaking LinkedIn live video matrix. Eager to boost your content strategy and close deals effectively using video? Look no further! Chas's techniques bridge content creation with deal-closing, a dynamic blend that's sure to revolutionize your LinkedIn game. Don't miss this chance to learn from the maestro himself. Tune in, get inspired, and elevate your B2B sales strategies to the next level!

Transcription:

First up, we've got Chas has been a top B2B salesperson in nine unique industries over 25 plus years and invested over 19, 000 hours executing on LinkedIn.

And today he's going to be sharing his unique LinkedIn live video matrix which is basically designed to fill up your pipeline sort of. Build the content. This is my, I follow Chas on LinkedIn, so it's like... It's all about, you know, building the content on one side and then closing the deal with the you know, on the, on the video video side.

So, yeah, I'm particularly excited about today's session. So I will hand things over to to Chas. Awesome. Thank you, Scott. I appreciate it so much. Am I coming on? Can you hear me? Okay. Yeah. Yeah. And I can, I can hear. Okay. It could be a little bit louder, like a little bit louder if you. I don't know, but it has everyone else for the sound.

Everybody here. Okay. Sound check. Yep. Yep. Okay. Excellent. Excellent. Thank you. All right. So thanks for the introduction. I really appreciate this. I'm, I'm here in the middle of the United States, Kansas City, Missouri. And so we're, our claim to fame is barbecue. So I'm not sure how you do barbecue down under, but here is beef brisket.

Awesome. If you're ever in, in a United States, come visit and I'll buy you, buy you some barbecue. So today I want to talk about LinkedIn lives. I want to give you some background. When I first got into sales a long time ago, it's actually been over 25 years. I don't want to date myself though. I was the absolute worst salesperson.

I'm talking about the absolute worst out of 119 salespeople. I was 119. Dead, dead last. And my boss at the time, Ken Upton, he said, Chaz,

are you sick and tired of not making any money? I'm like, use, I was totally clueless at the time. He said three words that changed my life. He said, you can be, cause no one up until that time, not very few people had really seen potential in my life. So I didn't think I had any potential. Now he followed those three words.

You can be with the top salesperson in the. company. I was 119 out of 119, but he said, you got to follow the system. You got to follow the process because it is proven. So 45 days later I was the number three salesperson in the company. And I learned from way back then system and process, and it's stuck in my mind to this day.

And so when I started using LinkedIn as a salesperson and national sales manager, I spent some time on there. I was able to reduce sales or cold calls for our sales reps. And when I started my business in 2016, my background was sales. And I found that the number one problem that people had was. Filling the top of their funnel leads.

Let's, let's, let's qualify this because in LinkedIn, let me ask all of you a question. How many here are spending time on LinkedIn monthly, meaning monthly only just give me a raise of your hand. Okay. How about weekly? How many people do we have to spend time on week weekly on LinkedIn? Okay. Daily. All right, every hour.

Okay. Any minute. I was talking to someone last week and there's somebody that was on there said every hour of the day and I'm like, okay, so I learned that people needed leads. So on, on, on LinkedIn, there's a premium account called sales navigator. You could do a demographic search. I'm going to get into this in more details here in a little bit and a demographic search, you know, target market, you know, the founder, the CEO and a geographic area in a certain industry in a certain size company.

LinkedIn calls those leads. Those are not leads. It's just targeted contact information. Okay. So I'm talking about. Qualified prospects, target market decision maker. Yes. See you as an authority, key distinction told you about a problem they have. That's what I call a qualified prospect. I don't even like using the word leads because people use a definition, a different definition for that.

So I doubled down on LinkedIn because I was providing sales and I needed to develop on a marketing strategy. I spent 19, 000. I developed a direct message process that worked very well. It helped me build a six figure business in 12 months back in 2016. But what I learned spending 19, 000 on LinkedIn was.

I didn't want to spend 19, 000 hours on LinkedIn sending out direct messages. So I was looking for a different way, a better way that didn't waste time for me and for my clients. Okay. And so why LinkedIn Lives? Leverage. It's three things. Leverage, positioning, and conversion. When you have leverage positioning, it leads to conversion.

Leverage and positioning is all about marketing build, building confidence in your prospect's mind about you and your solution, being able to solve their problem. So I saw this blog about a Girl Scout. Do you all down under know what a Girl Scout is? You guys have Girl Scouts, Girl Scout cookies. Okay, good.

I was hoping the story would translate. So I saw this blog about this Girl Scout who was 12 years old, who understand leverage positioning and conversion, either that or one of her parents taught her, she wasn't like the normal Girl Scout who went door to door. There's no leverage there. You know, sending out direct messages, spending that 19, 000 hours, that was a lot of work.

I was successful. It was a lot of work. I wanted to find a better way. And so this Girl Scout didn't go door to door. This is what a lot of businesses do. They don't have any leverage reaching out one by one by one. And so what she did is not door to door. She didn't go in front of a heavy traffic area where her clients weren't like a Walmart.

You guys have Walmarts down there and in Australia. Okay, so she went first and foremost, she understood her prospects main core need. That is so important. If you don't understand their, their need their want their core need, you can't speak to them in a relevant way, and you're not going to be able to build competence in their mind, you're not going to be able to track them to you.

So what she did. She understood her target audience's need. Well, wants. We're talking about Girl Scout cookies here. Okay, she understood their, their wants, and she understood how to position herself in such a way. So when they saw her, they weren't just buying like a box of cookies, they were buying multiple boxes of cookies.

So, she positioned herself in front of a cannabis dispensary. An hour later, she sold out 117 boxes of Girl Scout cookies. Now, Chaz, that's a cute story. I'm not going to be in front of a cannabis dispensary. I'm selling Girl Scout cookies. It doesn't matter. The principles are the same. And when you understand your target audience at the core of who they are and what their need is, and you speak to It's very power, powerful and you have a lot of leverage.

Leverage will take people to where you're positioned. And when you're positioned correctly, it will lead to conversion. Conversion is sales. Meeting to to, to client. So let me just show you something real quick on my, my board behind me. Am I, can you guys see my board behind me? Okay. So. This is leverage.

This is content, whole written posts. And I'm using this for LinkedIn, by the way. Okay. You have a written post video and LinkedIn live event. Typically on LinkedIn, you build leverage. They go to your profile, your profile set up like a landing page. It should be if it's not, you know, talk to me later. So leverage takes people to your profile, your profile.

Your position correctly, so they have confidence in you. They see you as an authority that leads to a qualified meeting without you having to send any direct messages. Okay. Now there is a, a process to send a direct message when they reach out to you, but I'm not going to cover that today. Now with LinkedIn lives, you skip an entire step because they're not going from a live to your profile schedule meeting.

They're going from the live event. All the way. So this is leverage positioning. And this is the sales process right here, a sales funnel. It takes right from the live event to your sales funnel. That's where the meeting happens. And that's where you go from meeting to client conversion. Okay, so when you have leverage positioning, it leads to conversions.

This is what LinkedIn lives does for you when done set up. There's four type of lives. Okay. There's the standard live video, you know, like Facebook live. There's audio events. If you guys are familiar with clubhouse, LinkedIn actually has a version of like clubhouse does audio events. I have that highlighted because that's one of my new favorites.

Cause you can interact with, with your audience. And that's where I'm spending a lot more time now, virtual like zoom, like we're doing here. You can schedule the event through LinkedIn and then go to a zoom meeting. And then you can go all the way in or do an in person event. Okay. So, the important thing about LinkedIn with lives and setting them up correctly.

So many businesses. are in a single lake with a lot of other people where there's a lot of competition. Okay. And they're fishing without bait. They're just have hooks there. And it's imagine hot, sweaty. They're not catching anything because everyone is doing the same thing. They're using a tactic like sending out a direct message, connecting and pitching.

That's a tactic. Does everyone know who Sun Tzu is? Military genius, wrote the book Art of War. Okay. So Sun Tzu said this about tactics. He said, Tactics without strategy is a noise before defeat. Okay. He also said this, Strategy you the slowest route to victory. You need the tactic. You need the strategy and they need to work together harmoniously.

They need to be in alignment with one another. So instead of being in the lake where everyone else is there, where all your competitors are, you want to have your own lake with your own fish, with your own bait, and you are the only one that they're looking to. Okay? This is what a live event does. Okay, a live event attracts the right people within your target audience to you, and so you can gain their attention.

The number one commodity in 2022 going into 2023 is people's time and attention. Okay, I saw a statistic somewhere about the goldfish. Anybody hear about the goldfish? They have a longer attention span than humans. And that's seven seconds. But if you're talking about Prospect Avenue here, this is the newsfeed and LinkedIn, it's less than two seconds.

You got to get their attention. You need to keep it. So when you have a live event, you can do that. So there's some simple ways to build an audience for lives. Cause if you have a live, yay. All right. You know, a lot of people are doing Facebook lives and there's like, you, you can't get an audience there.

LinkedIn lives. It's very simple. It's easy to create an audience if you understand how to do that. So let me show you. Okay. I'm going to show you three different ways. Actually, the poll has two different ways within it. So first and foremost, you have your profile. Oops. Get this clicked.

All right. So on your profile, as I said, you can set it up as a landing page. I used a, I created a domain that has to do with my clients, B2B clients now. com. And so people go to my profile for my other content, they go there. And if they type that in, that goes to a landing page. I do a Q and a event every week with audio events, and I do a masterclass.

Sometimes I do more than one masterclass a week. That's LinkedIn live video. So one of the ways to attract people is you have content, people are going to your profile. They, you have your, your link, and then people will schedule directly from your profile. You can also set up a link here. I don't, but that's something that you can do.

Okay. Polls, you know, I was talking with someone today. Is everyone familiar with LinkedIn polls, by the way? Okay. So a lot of time I talk to people, I hate polls. I mean, they're irritating. It's like they may be irritating, but it's an a useful resource to use and LinkedIn pushes out polls. The algorithm pushes out the polls to more people than any other form of content.

Okay. And the cool thing about polls. Is you can put a link within the poll, and it doesn't suppress the outreach. Okay, it doesn't it goes. It doesn't affect it at all. If you have a link in a regular post on LinkedIn, LinkedIn will suppress the outreach. Have you ever seen people look at the comment below for the link that still suppresses the outreach, but not on LinkedIn polls.

So, here I have a poll I have 103 people who voted. The other thing about polls from a psychological perspective, less than 3% of people will engage on your content on LinkedIn or social media in general on a poll. It gives them the feeling and sense of power because they can select so that that number more than doubles or triples with people that engage on your content for a poll.

So I did a simple poll simple polls are the best LinkedIn is where I waste too much time. Grow my business. hope to grow my business. Now, if I go to 45 to say, hope to grow my business and like CEO, these are different founders, CEO, these people are in my target market. And so I can use the poll to reach out to them.

Thank you for taking my poll. I hope to connect and I'll show you the message here in a second. They also can go directly here and I set up this to a landing page so people can register here and goes directly to register for the live event. Okay. So, using a poll is a great way. To generate a list of prospects that are interested in what you have to offer and hope to grow my business.

If they're hoping to grow their business and you're in your target market, do you guys understand? Hey, I just generated a prospect list with 44 people with one piece of content. Okay. Now out of those, I don't know that usually like 60, 70% are in my target market and the others aren't. All right. Now you have the event page.

Which is really cool.

So anytime you create an event, you have an event page and on the event page, you get to invite 1000 people per week. If I had Scott, if I invited Scott here to my event, he can invite 1000 people per week. What I typically do is I have a couple people on my team and they're inviting, they're doing the entire process for setup and whatnot.

I have my VA's and assistants set all of this up. And so they're working in the background, so you can focus on putting together your live, and you can focus on giving your presentation. So, within here. This is one of my audio events. There's 92 people. This was from the six just yesterday. Okay. These are people that have put their hands up and said, I am interested in what you have to offer.

Okay. Q and a session, LinkedIn marketing, business strategy, sales mindset. That's what I do. That's what I help people with. This is not just a demographic, but a psychographic search. People who are in your target market who are putting their hand up and say, I want, I'm interested in what you have to offer.

So even if these people don't show up, just like that poll, you have a psychographic prospect list. You have a psychographic prospect list here, and I'm going to break this down for you here in a second. Does this make sense to you all? Okay. So these profile poll event page. It leads to money when you have things set up with a tactic and a strategy.

Okay. So let me go a little bit deeper into the polls to show you how I use this with outreach.

All right. So if someone and again, this is someone I have in the background that does all the work here. I have everything set up. So it's very, very simple. So right here, all of these people have responded to my poll. Look at him. This goes on and on and on and on. Okay. All of these people have responded to my poll.

And so very simple message. I'm getting tactical with you all right here. Okay. Thank you for participating in my poll title. What skill set would you like to develop? Growth mindset. I'm hosting a weekly masterclass to provide strategies. And so additionally, I host a LinkedIn Q& A event session. And I said, are you against receiving an invitation to the masterclass Q& A event sessions?

I go negative. You guys familiar with Chris Voss, by the way? Or the book go for no. Okay. If you go negative, are you against an invitation? Anybody have a spouse partner? Okay. Have you ever struggled like trying to find out where you're going to eat? Hey, honey, you want to go out for now? I don't know. Are you against having Chinese?

I'm not against it. Just by using the negative here. I had an increase of 20% of the people responding. I want or they'd say no. This guy said yes. So now he said yes. And when I respond, here's some more tactical information for you. Okay.

Hashtag QL. Anybody under guess what that is qualified lead on LinkedIn messages. It's very difficult to sort anyone's struggle trying to find a message. What was that guy's name that was interested in this, that, and the other by using hashtags in my comments, I can just put hashtag QL in all of these people are qualified leads.

Okay. I mean, it goes on and on and on and on, and I can pull up the list very quickly. I send them the link to the event. And then he goes into my, with Scott's specialty, he goes into my email automation, and that sends him reminders and whatnot, and I can set up for, for multiple email campaigns. Okay.

So that's how you can tactically, not only with the poll, but reach out to people. And it's about 85% of the people who take the poll. I send a connection request if they're in my target market or if I'm already connected with them. It's an easy message. Thanks. 80% of the people I'm not connected with accept the invite.

And about 30% of the people I send the invite to, they say, yes, I want to go to the masterclass. Now, not everyone shows up to the masterclass and that's okay. And let me get to that here in a second. Okay. We talked about demographic versus psychographic a little bit earlier. I talked about demographic and I talked about psychographic.

Let me drill down into this. Okay. Demographic target market decision maker in the industry size coming company geographic geographic area 3% or less of those people are ready to make buying decisions. You don't have any leverage. It's like that Girl Scout going door to door or going out one by one by one, sending out connection requests and then pitching.

It's ineffective. Okay. A psychographic search is like demographic on steroids, because not only are they in your target market, they're also a Or target market, they're also putting their hand up and saying, I'm interested in what you have to offer. Someone's not going to accept an invite. I mean, there may be a few, there's exceptions to everything.

Follow the 80 20 rule, Pareto's principle, right? They're not going to put their hand up. 80% of the time, if they're interested in something, if they don't have a need that you could potentially solve. Remember the positioning with the Girl Scout. This gives you leverage. And so, psychographics, I mean, you can go into, I work with people 40 to 65, they have a dog and two kids.

Beyond that. They're putting their hand up and say, I have a need that you can solve. Remember target market decision maker. See you as an authority told you about a problem. Okay. So back to the event page and let me explain how this works. Okay, so this event. I'm having tomorrow, all of these people, whether I'm connected with them or not, I'm all of most of these are 1st degree connections here.

Is there a guy's 2nd degree, these are all 1st. So I have 24, 000 connections, 31, 000 followers, but it doesn't matter. These are people that are saying I'm interested. They've accepted the invite. And you want to know something interesting? When I first started doing lives, my skillset wasn't very good with the call to actions.

And so I would, I would do the call to actions. It felt awkward and people weren't scheduling meetings. So I developed an entire process. To reach out these people, reach out to the people based on psychographics. Thanks for accepting the invite for my event. Like to get some feedback on the event.

Well, I, I, I was busy. Okay, then I would have another message. Indirect messages. Remember, this is where I spent 19, 000 hours, not just indirect messages. I would respond. Well, what were you hoping to get out of the event? A lot of people came because they wanted to learn about X. If you're ever messaging someone, Assumptive Statement, Open Ended Question, it's going to increase the likelihood that they respond by 50%.

Open Ended or Assumptive Statement, Open Ended Question. A lot of the people that attended the event because they wanted to solve their sales. Funnel lead problem. What were you hoping to glean from the event? What were you hoping to take out of the event? Well, I'm struggling with, I was scheduling meetings.

I would schedule anywhere from four to five meetings after an event that people didn't do the call to action, and I usually would sign up anywhere from one to three clients after each event. And I take my clients into a high ticket offer anywhere from 5 to 15 K. Okay. So, do you guys, are you guys catching this?

I mean, they're in the event, even if they didn't attend, it gives you reason you're developing a prospect list. And with this prospect list, you could talk to Scott because he's a copy expert and he can set up a nice little email campaign for you. Alright, so psychographic versus demographic. That's where you want to go.

Alright, now you have the event. This is something really, really important.

So many people are looking to give just enough information to hook them to get you into a meeting. Are you guys, are you guys, does, does that fool you anymore on LinkedIn? Every, you know, you could take the same person on Facebook and put them on LinkedIn and they think different. Their psychology changes and on LinkedIn.

They want real information. They're not going to go for this marketing fluff with the basic stuff with just giving them enough information. So what I and by the way, one of my mentors when I went into business, his name is Russ. I won't give you his last name. He said, Chaz. Don't give people too much information or they'll just take that information and they won't come back to you.

I find that's an absolute falsehood. I find it's best to go an inch wide and a mile deep on one specific subject so that they can see you truly are an expert. You know, one percent of people are actually going to act on that and I find the time is usually anywhere from 20 to 30 minutes is a good time.

Now there's another whole strategy for a longer, you know, masterclass and whatnot. This establishes you as an authority and builds confidence in their mind. And that's all that prospect or what marketing does. Okay. So you want to give value. So LinkedIn events, the audio versus video, does anyone feel comfortable doing a Q and a session, just live?

I know a lot of people are like, I don't know, Chaz, that's like something it's, if you are not comfortable doing that, I want to encourage you to do it because if you can build the live skillset and act. And have questions and build rapport. I get more people from audio events than I do from video events.

And I've been doing audio and video. I've been doing audio now for three months and I have a following because I do it every, every Tuesday at the same time in the audio events. I make deeper connections because they're interacting and it's the way to go. Okay. My message to you is create a lake and start fishing with the right bait.

All right. You guys want to reach out to me on, on LinkedIn, please do questions.

That was, that was awesome, Chaz. Thank you for yeah, for sharing. So such specific information. I think everyone can agree that or I, I think everyone will agree that yeah, that, that, that's gonna be really valuable. I'm, I'm so glad I recorded that cuz I want to go over it and yeah, turn it into a, turn it into a an s o p.

So, but I'll hand it over to everyone else for for questions.

Don't be shy. Can I tell all of you something? First of all, I'm like the easiest guy to ask questions of, and you, everyone has a thought in there. The thing that different people from go to the next level for people that don't are those people that act on their thoughts. So I just want to encourage you ask me any and all questions about this and I'd be happy to answer you.

I'll give you things that are going to be helpful because this is my why to help you see your potential and help you realize it. Whether I get paid or not. Hey Chaz, John North here. How do you get over that 31, 000 connection thing that's driving me insane because now I've hit the limit and I can't start unfriending people.

Yeah, so I have 31, 000 followers, 24, 000 connections, so I'm not 30 yeah, I'm hitting 31. Yeah, it's, you know what, it's, it's, I don't even reach out to people. I just build followers and that's okay. What is with that question? Can I ask you a question that drilled out on that? Maybe uncover something. What is your goal for getting more connections?

Well, basically what I've always worked on is, is connect and message and, and then get them, give them a free book or whatever and take them off to an appointment. That's always worked fairly well. What I found is I have to engage them more on messaging than I used to. And so I've never really focused on building that content at the front so much.

And so, obviously, the follower mode and stuff like that's really what I'm going to have to try. I'll put following mode on now, obviously, to make sure they follow me. But I've never really seen a big thing on LinkedIn content working. So I've never really bothered with it, to be honest. So, yeah, I tell you, if you get the live skill, who's your target audience?

Pretty much entrepreneurs wanting to write a book or build a business on online, basically. Yeah. You can use that. Cause I've worked with several people. That actually one that does that specifically and doing the live events and invite people there, you're going to have a large people, a large group of people who are interested in you build confidence and then the messages are just going to be in an afterthought because you've already developed that confidence in your mind.

I really encourage you to do that. It will be a game changer. Yeah, I think so. I mean, the thing is with messaging is starting to die off. It used to work really easy for me. I used to be able to get like 10, you know, 10 appointments a week, just doing it without even trying. But now everybody thinks you're spamming them.

So they get nasty. Yeah, when I first, when I first got the, my first 6 figures in my business in my first year. It was connection message, law of reciprocity, I shared content, and then that was a connection message, law of reciprocity message, and then I gave them a survey. This is before LinkedIn polls. And the survey was like, what's your biggest sales and marketing challenge?

Lack of sales pipeline. They didn't answer. They were my targeted market. I would move to a call and they become a client, but that doesn't work anymore. No, no, they've become very I guess, savvy or ignoring. I don't know what it is, but yeah. I sort of started some passive aggressive messaging. It was quite interesting.

The responses I got from it. Yeah, yeah, there's some ways to do that with messaging. But if you build a confidence in your mind, they'll, there'll be no problem. And you've already have that rapport. They already have a sense for who you are. So, as I was saying on the polls, 80% connection rate. And if you do have a, a lot, I'm with 31, 000 connections.

Yeah. I mean, I'm sure there's a lot of people in there that probably aren't in your target market. No, no, I, I got rid of like 1800 SEO guys once. So so yeah, a lot of not in certain countries as well. So I think the thing is that I need to come back was so time consuming because it don't make it easy for you to do it.

It is it is difficult anything like that. It is difficult. How about you, Mr Harvard, you're. Getting into LinkedIn. If you have any questions, I am. Thanks, Scott. That was awesome. Thank you so much for that. I really got a lot of value out of that. Couple of questions, just one quick one is, is, do you get penalized by deleting contacts?

Like John was just talking about there. And the second one is with your live events, whether it be, I'm interested to know the. The difference in format between the audio and the video is the audio, just a version of the of the, what you would do otherwise on video with no images. And also how does the live event compare in structure or duration or format compared to a webinar, for instance?

So are you, you know, doing more on the, the what and the why, and not so much on the how, or are you just doing a very thin subject matter and going deep on the how? Yeah. So let me, what was the first question? I forget. Now, if you get penalized for deleting context, I don't, I don't think so, but I don't have a direct line in the LinkedIn and they're always changing things behind the scenes.

So I don't think so. I mean, if you're like blocking a lot of people, that may be something, but I don't, I don't think so. And then you led into what was the second part of that? Just the, I'm interested in the difference between a webinar format, which we're all pretty used to and, and how you're setting up your LinkedIn lives to get the, do the close and so on.

Yes, so I used to do the, the webinar through Zoom and you can set up the, your, like a Zoom webinar like this and you can set up the event through LinkedIn. Mm-hmm. . And I would encourage you to do that because you can invite a thousand people a week, everyone who's invited. So you can have it somewhere else, but you can still promote it in addition to other places through through LinkedIn.

So you could have a link. Through Eventbrite or whatever else, but you could still promote it. It's just going to add a lot of people to to your event. Now, the other question is I used to do the hour event. And with the zoom meeting and it was typical and going through the whole process and going through the call to action.

And it's just, my energy level is really high, but it like 45 minutes. I was, it was a sucking the life out of me. Hey, Tim. Good to see you, man. It was a sucking the life out of me. So I started doing shorter events and I started connecting with people on a, on a deeper level. Now the audio events. So I think it's what's your skill set and what you what you should try because nothing like execution to give you clarity.

The audio events. Have you, are you familiar with the clubhouse at all? Yes. Yeah. Okay. It's the exact same thing. Okay. You have a virtual stage and you have your audience and you see little circles of people's profile pictures and you invite them on stage and you have a conversation that when you start it, it's, it's, if you're consistent, it was, I would monologue.

I do it for 45 minutes. I would monologue because people were like, Not engaging and getting on stage because everyone doesn't want to be the first person to ask, ask questions. So I would play a game. Hey, do you want me to talk about blank or blank? Give me a thumbs up or give me a laughy face if you want me to cover this.

So I get some interactions. Now that people are showing up week after week. And so I'm starting to build an audience. So with the lives. You just have people that are sending messages to you. You don't have any verbal communication with them. It's just direct, like a direct message or in the chat on the audio events, you're having a two way conversation.

And so the people I schedule meetings with through the audio events is I'm, I'm even thinking about not doing the live and just doing audios because I get such a good response from that. Well, does that make sense? And that's your questions. Yeah. Thank you. Sure, most definitely. Probably got time for one more question and then we'll go into into breakouts.

One question. Tim, yep. Chad you talked about LinkedIn lives. Not everyone has that. You should. Now, now you should have it. I was looking for it the other day. Where is it? Do you have creator mode? I don't know how do we find creator mode? Maybe there's a little lesson in this. Where, where is create? Let me show you guys something here real quick.

We've got time, Scott. So

everybody see my screen. Okay. All right. So creator mode is here and you can, you'll have it down here in your resources. And it will allow you to turn it on and off. As far as what you do with it. And once you have linked or creator mode on, it will give you LinkedIn live. Now, a lot of people don't understand this.

You have to have a streaming service. Cause it's not like Facebook or Facebook has Facebook live. You have to use like restream or stream yard, the streaming services. To, to generate a LinkedIn live, to push it into LinkedIn. Right. I mean, then you can send it out to YouTube and Facebook and everything. So it's not like Facebook.

We just like go live and exactly. Yep. You can do it, but you just have to, cause let me just say one more thing about this, cause it, I didn't cover it. The cool, if you have an event that does really well. Because how many ever had like content and you thought, Hey, this is going to do well, and it doesn't do well, or sometimes you get content.

It does really well. It's like, wow, that's weird. So, when you have an event, like I did the five mistakes you're making in direct messages, it did really well. And so, I can, I push that out, like, every couple weeks. And just at a on demand, it comes, it appears as live. And every time I do that, I get a lot of engagement and I get people who are interested in talking with me.

So once you have the event and it does well, you can send it out and repurpose it and use it again. Which is really cool. Yeah, that's that's awesome. And make sure you check out the comments to everyone. I think Julie and Amy put some great, great comments in there on the, on the comment side.

 Let's give Chas a hand of applause because that was just that was just awesome.