Episode #29: How to Optimize Your LinkedIn Profile with Special Guest Andrew Lawless

In this high-energy episode, Julia & Kelly talk with Andrew Lawless, a certified High Performance Coach. Andrew guides us through the top five mistakes people make with their LinkedIn profile, the three guidelines to finding your niche, and the key information that should be highlighted in the ideal profile.

Julia 

All right. Today, we have our special guest, Andrew Lawless. He’s our first male guest for the Two Marketing Moms. So, he coaches small business owners to increase profits and income without the grind. He is certified in high performance coaching through Brendon Burchard Institute and a finalist, the Kolbe Professional Award, which recognizes him as one of the world’s leading experts in human instincts coaching, he has served as a consultant to the FBI, his legendary Behavioral Science Unit (Silence of the Lambs or Mind Hunters anyone?), and discussed his worth with the White House and testified before the US Senate on the importance of professional development to the US economic security. So welcome, Andrew!

Andrew

Thank you so much for having me. I’ve watched your podcast on YouTube, you do such terrific work. So, I’m really honored to be here, especially as the first guy. Thank you.

Kelly

I wanted to share that Andrew has been my high-performance coach since the fall. And I have had a wonderful learning experience with him. He has such high energy. And I’d like to share the binder of materials that he has, that I have received from him. This is a gigantic binder. All of these are hard copies of things I printed out and materials that I’ve learned from him. I have sections for the Kolbe high action index, the DISC personality tests, Gallop and Clifton skills, you name it, I have all sorts of things in here. Today, we’re going to focus on LinkedIn. But there’s so many other things that you can learn from Andrew with regards to high performance tips. And I just wanted to thank you for helping me to really focus my energies this year, and last year to make sure that I are working on the things that are most impactful for my business. So, some of those things we’re going to talk about today.

Andrew

Awesome. And you know what, when you have a client like you, that lifts up the entire group and the entire community that I’m building, this is so rare. So, you know, when you meet somebody like that, you want to hug them and not let go off, right?

Julia 

Awesome. So, tell us, why do people not hire you as a big as a business coach?

Andrew

Oh, I love that question. Because, because usually I get asked Why would somebody hire you? And I started the objection first.

Julia 

We know it’s the feminine energy.

Andrew

The first one is you shouldn’t hire me if you need therapy. I mean, those with all respects, right? So, we all need help sometimes. And we all ask for it too late. Yes. And yeah. And the word coaching comes from the German but culture, which is a horse carriage that transport people from one place to the next. Yeah. And so that’s why today you fly coach class, or buses, also called a culture comes from that time, right? That’s what the Germans is the English language, right? So, so Biden saw and then the first time that will coach appears outside of this context is in the university setting where a coach was a person who helps the student make it through exam. So, by definition, a coach is somebody who helps somebody move forward. And sometimes that doesn’t work. Because something happens in the past, or happened in the past, that prevents somebody from moving forward. The second is, if you’re not interested in working hard, yes.

I believe, I believe in hard labor.

Julia

Yeah, no slackers there.

Andrew

I noticed then how many coaches are out there that promise you like “I make your first $100,000 In two months”? Or, you know, or weight loss, “you lose all of your weight in six weeks”, and usually it’s very short lived. So, I believe in hard work and honest work and integrity. And I heard from I watched a video the other day with Sara Blakely, the founder of Spanx, and she said that she heard Jeff Bezos ask Warren Buffett once “why doesn’t anyone take your investment advice because it works and it’s so easy to implement.” And Warren said, “You know what, because nobody wants to become rich, slow.” If you want to become rich, fast, I’m not your guy. And the third part would be you need to be coachable and committed and not everybody is. So, if you had met me 15 years ago, I would have not been coachable. Right? Yeah. So those are the criteria. Oh, and then the fourth criteria is, I need to like you.

Julia 

You need to have a connection; you need to be able to connect with that person.

Andrew

Yeah. Can you focus on the first time we met? So, you know, I can clearly see myself having dinner with her. Right and enjoy the conversation without it being like a client coach relationship. And that is that is the last thing you want as a client that you hate?

Julia 

Or who has a brick wall? Or who has just one toe in? You know, yeah, you got to be all in committed. You got to clear your schedule. When is needed? Yeah, put in the hard work.

Andrew

100 percent. And then I think that when it comes to LinkedIn, for example, because that’s what my talk about LinkedIn and a lot of things shift, if you are change when you shift from selling to selecting. Does that mean? Yeah, totally. Instead of, like, California I met, it wasn’t like, okay, how can I make that woman my client was like, let me see if she’s the right person for me. Right. So, and then you select so I do my entire sales process is like select, select, select, select, select, and people that are work that support me in sales. They get incentivized not on the sales, but of the number of people that reject. Hmm, yeah. So, you select when you select you go totally different on those calls. And I have a coach called Angela Laurie, who is the master of it. And she always taught me Andrew, you are the price and the price never chases. And the moment you chase, you know, then…have you been on sales calls? And you close?

Yeah, sales guys are like horses, right.

Kelly

Same with teenage romances.

Julia 

All related.

Andrew

And clients are like horses, they know exactly where you are. That sense your slide is insecurity and ingrained in currency. And they shy away from it. Alright, so that’s what I’ve seen.

Julia

Same with hiring managers, I think right? I’ve seen so many bad LinkedIn profiles that are definitely not trying to be selective, definitely trying to sell, but not even selling authentically.

I don’t really get the challenge. So, what do you see, Andrew, are the top mistakes that people make with their LinkedIn profile?

Kelly

You wrote in three, but you have five?

Andrew

Well, I would say the first the first mistake is they do on LinkedIn, what LinkedIn wants them to do, right, which is LinkedIn to connect with peers, right. So, your peers are not your clients. So, the first thing you got to shift is all or optimize your profile for clients. So, your clients do not care what your title is. If you’re the CEO of your company, and your coach, or I’m the president of my company, they don’t care. They care. How can I how can I help right? Is that the right person? Or like and how can you help? Can I do so. So, number one is with their profile is to create a design their profile or develop their profit was the right way that doesn’t matter. You know what I mean? So that it sort of registers to things, it attracts the people that you want, and then repels the people that you don’t want.

Julia 

Good advice.

Andrew

So, number two, nobody who is not a potential client should be in your network.

Kelly

That’s hard for us because we’re, you know, in sales, and there’s reps that always want to be in our network. So how do you handle that? Like a salesperson wants to partner with us on XYZ. They’ll never be a client, but they might be a partner. Most requests on LinkedIn are from salespeople.

Andrew

That okay, that decision you need to make? Yes. So, who, who is somebody, I call it the top 20 which are the clients that buy for you right away and make you bring in cash in the next 90 days? And then you have the Farm Club, the other people that will not. Some of them are people they will never ever buy from you. But they will refer you to others or they are or they’re the stepping stone, right? Or they are the sponsor for you to introduce to the other people. But these are the people that should be exclusively in, in your network, everybody else must go. And my friends and peers are telling me go to Facebook. Connect with me there.

Julia 

That’s such a good difference for people to understand. I think especially for younger people, you know, they get on LinkedIn they want to have, it’s about quantity, right? I want to have this many connections, right? So of course, I’m going to be friends with my best friend’s mom on LinkedIn. But unless your best friend’s mom is in your industry, and is going to either lead you to a potential relationship, or is your ideal client, you’re saying don’t worry about those people, those people can find you other places. I think that’s a good piece of advice.

Andrew

And everybody who’s in the network, who is your friend, and like, suppose who’s there takes away from your ability to reach your audience. I rather have 200 people that are connected with their potential clients, then 20,000 that are off which like 19,000 will never ever, ever, ever, ever buy from me. And those 19,000 Take away from my ability to get my message in front of the people that I do want. Yeah.

Okay. Mistakes. So, sharing about too much about you. Right? Yeah. So again, nobody cares about your work before what certifications we have what you know, what your gains? How great you are, you know, they care about what can you do for them? So instead of writing your profile, you know, what you’ve done. Right, it in a way that what can you do for people right now?

Julia 

You got to be the ultimate marketer of yourself.

Andrew

Yes. And nobody cares about you, or your story. At one point they do, but not initially.

Julia

Agreed. And there’s too much competition for you to be focusing on things that really don’t have anything to do with what you’re trying to accomplish anywhere else.

Andrew

Yeah. 100%.

Julia 

Good advice.

Andrew

And the number one advice that converts a value here right now, for your listeners. Put a circle a golden circle around your portrait picture. Right? A that picture should be recent, like within the last five years, okay. Second should be professional. And you know, what, what really surprises me? I mean, you portray you, you send your image to the world and you cannot make the effort to smile. Face to me, right.

Julia

Wait, Kelly is your photo Smiling?

Kelly

I one point I might not have been smiling, but I’m smiling now.

Andrew

But make an effort to smile have sparkle in your eyes. That’s very silly, but its mind blowing how it works, why the gold because a picture stands out how many people have a golden circle around the head?

Kelly

But then if we tell everyone maybe we shouldn’t tell anyone because then it will just be us.

Julia

Well, the cats out of the bag

Andrew

So, like the what was the statistic I forgot, but most people don’t pay attention to their picture. They don’t pay attention to the background image right so your background image has to have an authority picture on it right and authority pictures like you were given a presentation you on stage right something or some logos where your article got published, but something that a text me this person is an authority in the in the field where I need help be that person has been acknowledged by other people and see, here’s exactly how that person helps me. Right and that needs to be in the in the background picture. And the text needs to be repeated in the title section. So instead of saying like I’m the president of team of Team lawless my other company is called Andrew lawless, LLC, so we become techie anyway. way to say that I am the president of my name is Andrew lawless, I’m the president of Andrew lawless. But, but I’m a business coach for small businesses and service industries, and have some keywords in there. Because the profile is search sensitive, has some keywords that people will be looking for if they went to Google and needed my help.

Julia 

That’s a good one.

Kelly

In terms of your audience, how do you figure out what your target audience is? Or should be? And how do you clarify that on your profile?

Andrew

Okay, so that is that the niching? Question? Yes. My favorite topic, I hate it. I can tell you so the word niching, or niching. So, in the US, we say niching. In Britain to say both the Aussie the Aussie say niche. Why? Because at one point, great. England was occupied by French. And a lot of science were in two languages, French and French and English. And so that’s why we still have those WordPress and the language when we say like, the goals and objectives are the same thing. Yes, yeah. clients and customers that go against their goals and objectives, clients and customers and chaos, right. So. So they mean the same. And so no, niching is the same thing. So, the French version niche, or the or the English version, niche doesn’t. So just a little bit of a background spy Petri view. But so, and it was invented in like, about 100 years old by Hoover, you know, when electricity was new, and that is electric vacuum cleaners. And that was before internet and TV and cars were just invented, and railroad was very hard to cross to make it through the country. So now they wanted to sell their electric vacuum cleaner to households, they’re quickly realized they cannot do this by going like all United States. So, they pick neighborhoods. Right? So, niching really means that. So, we have one product. And we do have specific campaigns to sell it in these neighborhoods, and how you sell a vacuum cleaner to back then housewives in, in Brooklyn, or in San Francisco was totally different, right? So that’s what niching means. And so, I’m what I’m the reason I’m telling you that I’m not overly concerned with my ideal customer avatar, right? So, because essentially, everybody needs my, my product. But I also know that women in their mid-to-mid 40s to 50s Most likely to admit, connect with me and buy from me to get the most value out of it. And the three criteria that I have is a is it in the right industry? Am I can I help? So, if you are in, I don’t know, retail? I can’t help you. Right? If you have a car repair shop, I cannot help you. I’m not. It’s not my forte. So, are you in the right industry? So, can I help you be? Can you pay me? And see, do I like you? Right, and it really

simplifies things for me. I mean, my goodness, that makes it easy.

And then you market it accordingly. Right? This is why I’m authentic. Right? This is who I am. This is the people I like to work with. This is the people I don’t like to work with. And they’re here, so I help. And then the right people will come. We don’t need to niche anymore niche anymore. The way it was necessary. 20 years ago, when we didn’t have the infrastructure and the reach via the internet. That has changed.

Julia 

Yeah, true. Really good point. In last year, someone let’s say you’re someone that’s just started their career and you’re looking for a job in a very specific area, then you know, that it makes sense, obviously. Yeah, good advice. I also think that it’s interesting in our industry, Kelly, like, the Do I like them usually gets thrown out the window. Right? Because and the best example is Mad Men, right? Yeah, it was a parade of the worst clients ever. And the reason why was because that is very typical of the ad agency. The ad agency gets beat up by clients because clients have all the power. And I think it’s I think it’s relatively new in at least for me, where I’m like, I don’t want to take a client on that I am really not going to enjoy because I went out on my own to really enjoy the balance of work and life, you know? So, I think it’s I think that’s an interesting criteria.

Andrew

Yeah. Yeah. And you don’t want to work with a client that you hate? You know? No, it’s the worst. If you’re like, starting out in your career, and you must that, you know, that’s kind of like the rite of passage. But there’s a time and a place. Yeah. And it drains you out. In other I don’t know, I used to have clients, right, they paid well. But then I needed like an hour to prepare for the meeting was like mentally. And then I knew two hours to decompress after and so it just wasn’t worth it.

Julia 

I want to go back to your, advice about having a background image on your profile that portrays authority. I’m like, oh, man, I need to change mine. Um, but also, it made me think about like, you know, if I was looking for a job, if I had 10 years of experience, I’m looking for a job, maybe I feel like I don’t have an authority photo. But I think I think we; you could write like; you can have someone take a picture of you. In a client presentation. You can take a picture, have someone take a picture of you just working at your desk, or reading a book, or doing something that shows you know, your strengths or your leadership? I mean, am I going down the right path there?

Andrew

Yeah. 100%. Okay. So, if you, you know, it’s all it’s all and women do this more than men. You have achieved so much. And men are bolder in about amplifying what they’ve done, right. So, and women tend to downplay how great they really are, and what they’ve really achieved, so most women that I work with, that’s what I need to push them towards that you know how great you really are. And tell you the word, but then it’s also very, it’s confused with bragging. And there’s a fine line between all your authority and bragging, right, I give you that. At the end of the day. I’ve learned the people that matter don’t mind. And the people that mind don’t matter, some.

Julia 

So, what information should be on someone’s ideal profile?

Andrew

We talked about the picture, the background pictures, we talked about the title? Yeah, the career section, for example, especially when you have your own business? You How long have you been in business?

Julia 

On my own almost five years.

Andrew

Nobody cares what you didn’t did six years ago? Nobody does. So instead of being like, particular on what do you what you’ve done in the past, just use every job, if you can do the surgery very easily. And highlight how you help. What you do?

Julia

Yes, okay. Good advice. Oh, yeah. Meaning more words don’t necessarily mean better. More jobs don’t mean better. And more jobs don’t mean better.

Andrew

And so, but same trouble if you it’s true when you look for a job, right? Nobody cares. No Boss, are you hiring? Do you guys have employees? So, do you really care what you pay more? Okay, more about what they’ve done in the past or what they can do for you moving forward?

Julia 

Maybe a little combo of both? How does the past enable them to be successful in the future? How about that?

Andrew

Yeah. Is it also true that when you look at your CV that you have so much more talents and gifts, so many more gifts? Then you dispute you? You show in your in your CV and you just leave it out? Because we were brainwashed by HR that is not important and is the detraction distraction? Yeah. Yeah. So you go, so and so then. So then let me ask you this, when you hire, is it always the best candidate that you hire? The person who, who ticks all the boxes?

Kelly

Almost never it’s hard to find anyone who ticks all all the boxes, but you really looking for potential? Right?

Andrew

It’s love at one point, its love, right? I like that person. And I think that the person doesn’t have all the qualifications, but I think she or he can do it, and I feel good about them. Right. Is that true or false?

Julia 

Yeah. 100% Yes, drive and ambition and willingness to learn definitely gets high marks and that’s not on, you know, a profile unnecessarily

Andrew

that’s true for selecting comedies, interview committees and selection committees as well. They’re just not HR forbids them to say that, you know. But that’s but that’s what’s happening. Yeah. So, and then I guess my last advice is the about section. So, again, nobody cares about all your credentials. Right? So, on you were kind enough to introduce me with all my credentials and so on. And I think one point, when I send you my bio, you he came back and said, can you shorten that to two sentences? Because you know, your listeners don’t care, right? You know, you’re going to lose your listeners and your audience, your audience, if you if you if you spend too much time on this, right? Same is true on your LinkedIn profile. Right? People lose interest. Okay. So, what do you use the about section four is give people an idea how you can engage with them? Right, for example, people that look you up, like in your LinkedIn network at any given moment in time, there are three, four different kinds of people. But the first ones are most people, which are they don’t know, you, you, you don’t know them, you know nothing about them. And they are just in the way right now. Because, yeah, there is no relationship whatsoever, right? So, then you have the ones that are that are called leads, meaning they need your services, you reached out to them, and they need your services. But they’re skeptical. But they don’t know yet. They don’t know if you if you’re genuine, how you can help. You know, usually I don’t know about you, you connect with people. And then how often do you get like a DM, like a message like an hour later said, hey, I’m sold on this the company, here’s my services here, my prices, we think we should we should collaborate or some cheesy message that that. So yet, people are full with marketers and salespeople that, that send us those DMS all the time. And it it’s a numbers game. It does work in some cases, but it’s, it turns me off, so called leads. So, you go in there, what do you do? They’re skeptical. So, you need to give them something that makes them curious, right? Something gives them value an opt in offer, that is typically something like a short training works like a link to a worksheet that they can download that helps them make the first step, right, these kinds of things easy to use, one page does not take longer than five minutes to complete and helps him to move forward. Now you have the chance to get them from skeptic with a curious does it make sense?

Andrew

yeah, it’s the same thing to psychology is to say, right? The second type of client or one clients, right? So, they’re, they know you they’re interested that piqued. They have, they have interest, but they’re not ready to buy it. Right. So now you need to give them something of more value, such as a webinar. Or workshop. A five-day challenge is something that takes a little bit longer. If they’re cold, they’re not they’re not investing the time with you. They’re warm, they give you an hour, right. And so, so that’s it that needs to be in the about section as well. Right? So, by the way, you know, if, if you want to move forward, you have this problem, you move forward, here’s my worksheet. I also every once a week, once a month, I have an event that you can register here. And when you’re by the way when you’re ready, that’s for hot leads. Click this link and we can schedule a meeting and what I see marketers to awesome their websites right? So, they have like of Click here for consultation. Yep. If you are not Chris Voss, or Tony Robbins or, or any of these very important thought leaders, nobody’s going to click because it’s too dangerous to meet with you because I feel that you’re going to force me into buying something right? So, I don’t know if it’s worth my time so you need as your website whenever website you need three ways to get your visitors engaged. The core ones, the ones and the and the hot ones, but Most websites only the ones that just like, you know, just here’s me opt in. And I’m already a hot lead. And I do not know what the next step is. Yes. So, then the same is true of the LinkedIn profile was a long answer to a short question. Sorry, one of

Kelly

The things that you provided us in the tools through coaching is you created something called an impact betting matrix where you talked about, we need to figure out as an organization or as a salesperson, whatever it is that you’re selling, what is going to have the highest impact that’s easiest to do? And you put on the matrix, okay, what are those things so for us, it might be the podcast, or in might be writing an article or, you know, a blog post, things that may take more time is, you know, a 20-page report or a white paper. And that’s, you know, may have a high impact. But that’s not easy to do. It takes planning. And so, I’ve been focusing on those things that are high impact, and easy to do. And that’s really helped me think about, you know, the things that I put out there.

Andrew

Also, that you use it and you do it because you rock and it makes me so happy. Thank you.

Julia

Well, tell us what are the main sales mistakes? We’ve been talking about some of them that people make when selling on LinkedIn?

Andrew

Yeah. against cold messaging. I hate it. So, the thing is that if you want to sell it, yeah, say hi. Right. So, and have a conversation. So, get to know the other person first. And then you select? And so, my coach taught me once and I would never forget that. Slow is smooth and smooth is fast.

Julia 

Yeah. That’s how you had that’s how you get there.

Andrew

True or false? And most guys fail because they push too hard, true, or false? Yes. And I didn’t know that back then. I wish I had by the end. That’s what this the second mistake is bragging that tell people in their profile and with messaging, how great they are. We are the one of the top 10 providers off. Yes, we are the leading experts in… And sales and begins with having genuine interest in the person trying to understand first before seeking to be understood. And that’s it if you just take that out. If you stop bragging, cold stop cold messaging, stop bragging, having generate interest in the person’s selected sort of selling, the quality of the clients that you’re getting so liberal have a slower process, but the quality of the clients and you want clients like Kelly, who called me and said, Wait, we have this podcast Do you want to come? That’s the kind of client you want?

Julia 

Brownie point, Kelly?

Kelly

Well, one of the things that you told us, Andrew, was also to do an audit of your LinkedIn, the people that you’re following on LinkedIn, and all your friends on LinkedIn, and connections and literally eliminate and reduce them. Because the more that you eliminate them or reduce them, the more often the people that you really want to see your posts will see them correct. Yeah.

Andrew

So, we because when it comes to LinkedIn, like Facebook, because it’s different, we’re talking about LinkedIn today, right? So, we have what we call what I call passive activities. And you have active activities, rather passive activities are the maintenance ones, right? So, you build a relationship by following people commenting on their posts, following up liking what they’re doing, liking their companies, and stay engaged. But wholeheartedly, right, so there are tools out there, the way you can automate it. LinkedIn doesn’t like it. But there are few tools that work. But you cannot automate it, building a relationship. At least not generally. So that’s, so those are the passive activities. Passive activities are also inviting the right people into your network, and D selecting or uninviting, or deleting contacts, that that are not a fit. Yes. So that so I delete them delete connection requests that are older than a week, because otherwise, LinkedIn shuts you down. But so, these are the maintenance activities. And with that, over time, you increase the quality of your audience, the quantity, the quality, so then weekly, so that their daily sales activities, we call it hundreds of posts. So, where you share something of your original content that is interesting to your audience, is of interest to your audience. And whenever they like, or comment or interact with you and your content in one way or the other. You have the permission to go over and say hi. Yeah, right. So, you don’t have the permission to sell it. Like you have the permission to say, oh, go Hi, it would actually be rude. Yes. To not go over and say thank you for acknowledging my, my content. Thank you. I liked your comment.

Julia 

Right? Totally. I try to respond to everyone that comments and interacts with my posts on LinkedIn, for sure.

Andrew

How do you respond?

Julia 

I mean, usually I try to, I try to have a conversation. You know, sometime occasionally, when I’m tired, I’ll just be like, you know, thank you, or something like that. But normally, I try to say something funny, or relatable, or to continue the conversation.

Andrew

Yeah. And a lot of people do this, this is another mistake. Because then you become the friend, the nice marketing expert, who gave me free advice, right? Oh, yeah. And you do not want to get friend zoned.

Julia

Don’t want to be friends.

Andrew

Oh, my goodness. So, what if you had, like a like a compensation structure that builds that genuine relationship helps you at any given step to weed out the ones that are not a fit, and then schedule an appointment with the ones that are? And that’s, that’s what I what I do the structure that I give to my clients, and that’s how they then they need to make it their own. And you know, that no marketing campaign ever, ever, ever, ever, ever works at first? If it does, we call it a freaking miracle. But, but so Obviously, that always needs adjustment and modification. But then you’re you know exactly where you are, you know exactly how to exit the conversation and how to move on, and which ones to move forward. So that’s your funnel, right? So, do you have hundreds of posts and youth and follow up? Will you follow up in a way?

That’s what I want to say. So, and then the weekly newsletters right now a huge Yeah, I have I started my newsletter. When I started a few weeks ago, I had like, like, 500 subscribers in one day. Right. And, and then you can build an audience from there and follow up with them also. Right. So, you see, you get different analytics, and then monthly, used to kick up your love that do a monthly event. Yeah. And in the soul, and the mistake that people make. So, here’s what happens for the events. Have you ever given a webinar? Organized to the vendors or webinars? I can? Yeah. So, what’s when you gave it the how many people signed up? versus how many people showed up? Way more signed up and showed up?

On average, 25% of registered, show up 75? Don’t? Why?

Kelly

Busy.

Andrew

Exactly. Right. They have things to do, right. But because they are busy. They are your ideal clients. They’re the ones who are making things happen. They’re the clients, the ones that show up often your end, marry your competitors, your peers to check you out, the people that want free advice, you know, and that you just short decades, like a small number of people who are in this event to buy something, right. So, what if you there was a way that you could contact the 75% that are not showing up in events? Said, hey, Kelly, you sign up to the webinar, on how to be more productive. Do you want to meet this process divided by makes us very short, right? So, what if I give you a shortcut and I give you that information in 10 minutes, and you and I meet real quick? So, then you have all this now they sign up as a hand raiser, right? You start to start the conversation. And when the actual webinar begins, you know, you’re not worried about the technology of all your slides. Okay. You know, just a relaxed conversation among friends. Yes. And there’s no sales pitch at the end. And I say my, my webinars you know, what, if you want to say it’s pitch, then I need to disappoint you. You can log off now, because I haven’t done right. And they’re like, huh, yeah, because I’ve already done the stage before. And if only people throw fish people show up to my event. Awesome. That means that I was very successful. Selling before, right. So that that’s how you use events. There are so many ways that you can use LinkedIn to have genuine conversations. And the shortcut, by the way, and that’s my last one that I’m pause here. I know I’ve done a meeting dominating this meeting. But successful like the poor people, some of the stuff. No, it’s all my coaches mentioned that poor people spent time so their work time work hours to make money. Rich people spend money to save time. Yes. So, if you go to successful people, and you offer them a shortcut, say not you want to come this webinar, what you really want, you want to be productive, faster. What if I can make you productive, faster, right? Or cheaper or, you know, in unique ways, and you save time? So that’s the approach you want to know about it. I can give that to you already things. But yeah, so they’re interesting ways of going about it.

Kelly

Wonderful. Well, Andrew, if people want to follow you on social or learn about more about your work, how can they get ahold of you?

Andrew

You can book a 10-minute accelerator audit with me September in a conversation where we look at your current situation, see where you are, where you want to go? And what’s in the way and how can we move it out of your way so that you can accelerate. That’s why it’s called accelerator audit. And you go to meet Andrew lawless.com, one word, meet Andrew wallace.com. And you get access to my calendar, and you pick a dates. And then after that you get some reminders. And then we meet have a 10-minute conversation amongst friends. And in this conversation, we decide whether it makes sense for us to meet another time or if different resource would be more helpful for you.

Kelly

And I highly recommend it having been a graduate. So, thank you so much for your time, Andrew!