Connecting the Dots

When you’re involved with lead generation, one of the key aspects is creating relationships.  How you go about creating relationships and the various tools in use will dictate how successful those relationships may be.

Listen in as Jennifer and Troy discuss relationship-building and how LinkedIn can play such a vital role in helping you build those relationships so that you can start getting more opportunities and revenue!

Transcript (auto-generated; may contain errors):

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Hello and welcome to another episode of MOJO: The Meaning of Life & Business. On today’s program.

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We are going to be talking about. How do you know if you’re the right person for a job.

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Are you connecting the 2 dots to make sure that things are going to really make sense when you have you as the person doing the job you’re bringing people in for your team, or whatever it is, and i’ve got a really great guest on.

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This show today. who’s going to be helping us figure out all of these different pieces?

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But before I bring Troy on, let me me tell you a little bit about Troy. Troy Hipolito has been a computer designer and developer.

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He has proudly served in the US Army. Thank you, Troy.

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He is a creative programmer, user interface and design designer, project manager, entrepreneur, and is a single father.

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Troy is known as “The Fixer,” where he helps solve problems and helps you make things happen.

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Troy has previously had no award-winning agency for gamification, was lucky to develop and support interesting applications for both.

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Fortune 500 companies and startups from Harry Potter’s fanbase, virtual worlds, and Xbox mobile apps to Coca-Cola, branded sites and other applications. Troy used the ability to build to learn how to date properly. Business dating that is – for LinkedIn.

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Welcome Troy to the show. Thank you so much for being here.

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Oh, thank you for having me. I appreciate it absolutely. Troy.

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You and I go back now a couple of years, actually, I think, from when we first connected on Linkedin and had a couple of chances to touch pace over the years and obviously got to know each other a lot better over the last.

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I guess 8 months once or so. Oh, yeah, we kind of accelerate our relationship.

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The the our business relationship to yeah about the last 8 months.

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How about? Yeah. So let me ask you try though the topic today of looking at knowing if you’re the right person for a particular job, You know a lot of people look at that.

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And they’re like i’ll take everything because because they want the business, or they don’t want anything because they don’t want anything that’s out of their norm more you have people just trying to get everything as a bright you

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know all over the place, kind of method and like sure you know we’ll take whatever.

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How do you start? even nailing down I guess if you’re person looking for the job?

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Not the looking to do the job, but you’re looking for someone to do the job for you.

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How do you start figuring out what kind of person or entity would be the right fit for that?

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Well, I do have a pretty large network on linkedin because I’m.

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A linkedin guy. So I have probably about a dozen or 2 individuals that specialize in different areas.

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So over time i’ve built this network up and these individual relationships up based on work going back and forth in performance.

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So I think the main issue is is really that there’s a lot of entrepreneurs, you know, during this “Great Resignation,” or whatever you want to call it. People are saying, Yeah, I can work from home or I can have

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this remote office, and I can do this work without going in into the office.

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However, a lot of times when they break up, break out on their own. They forget how many hats people need to wear, and I think that is a major issue.

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Me. for example, chief, cook and bottle Washer: Yeah.

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Yeah. So So when I say wearing different hats, I mean doing different jobs, right?

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So you can do everything under the sun and get nothing done.

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Well, for example, I am a designer like a graphic designer and a ui/ux person.

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I’m actually an award-winning designer. I was a rate at number one awards for being the top website designers several years in a row.

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Well, you know back back in the day for in Atlanta i’m very good at what I do, and i’m very good at everything that I do.

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I actually I was a programmer as well, and a company owner, and also I I help write profiles help targeting.

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I help, You know I do a lot of different things but we really can’t do all these things well in the amount of time that we have.

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So we have to kind of concentrate on what we’re good at, and and I see this in clients all the time, because you’re mentioning from a client perspective sometimes these small businesses.

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The The client is the the owner, the manager. you know the salesperson, and maybe you are.

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You have great ethics and you’re very good at getting a project done. But you’re a awful a salesperson, you know you’re not gonna spend the time to build that relationship.

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So a lot of times you want to, kind of form these partnerships in order in order to make these things happen properly, because if you do every thing, if you have 5 or 10 jobs that do to do everything under the sun you’re

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not gonna be very good at anything. you know I even know that I may be a very good designer, but i’m getting a little hold up in age a little bit, and i’m not going to compete with another designer that does

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it 50 h a week. Now That’s not where my money comes from my money comes from actually helping that client succeed in in certain parts.

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If that makes sense at all, jennifer it completely does and it’s all based on the resources that you have.

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And one of the things that I work with my clients on and helping them understand is that there’s a resource triangle. and for those of you that are listening to this instead of watching the video the resource triangle is

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a three-sided triangle, and it’s an equilateral triangle, meaning all 3 sides are the same.

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But what it is basically is you have one side is time.

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One side is money, and the other side is resources. yeah and So what you need to really figure out is if you have more time like if you’re just starting out in business, you have to use money.

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And resources. Yeah, more time. Yeah. you have money and resources to build your business.

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If you have the money you probably have less time to do everything.

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So you need to use money, and or, you know, really resources and money to get you the time.

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And so what is it that you’re doing in terms of where you’re going like you mentioned, if you’re competing against that designer who’s working for 50 h and all they’re doing is giving designs whereas

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you’re giving the strategy to the client to help them succeed. You’re looking at that resource triangle the same, and it’s just a different way of applying what is it that you are ultimately offer and

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That’s why a lot of entrepreneurs never get out of the entrepreneur mindset, because sometimes you have to switch from entrepreneur into a formal company, setting and that’s when you

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grow. And so a lot of these entrepreneurs hit a ceiling.

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They hated stealing because they’re tapped out and they’re doing everything on the sun.

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So one thing i’ve done with my business is I’ve only take on certain type of clients, you know, and I have, although I can do a lot of other things.

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I make sure that my main main offerings are taken care of first before I do anything ancillary.

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For example, most of my clients says, Hey, can you help me out with a website.

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Well, if you’re a client I can and that’s an exception.

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But I don’t advertise doing website. development advertising bringing in clients through Linkedin.

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You know, I advertise helping people build better relationships and things of that nature that really helps with the with the bottom line.

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If I would take on all these other things it would hinder my ability to complete.

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And also there’s a there’s the fact that not a everyone wants to.

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You know that make that magical $1,000,000 a year you know that’s their first goal.

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I want to make a $1,000,000 a year, you know. Well, some people are perfectly happy making 3 hundredk here.

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It really depends on your lifestyle, and what you want to do.

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So if figuring out these partnerships and you know if I have to wear more hats at first, because I don’t have enough money, I need to take care of some of those other tasks.

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You want to Slowly, slowly, can these tasks that are possible?

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With what statement of works, sops, service, operating procedures, and actually train.

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Put some time into your own company, so you can kind of hand that off that way. You can kind of hand that off that way.

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You can kind of grow and in charge what you want to charge.

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Another thing is about charging money, so people are often scared about charging with their worth.

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But you gotta figure out that you may be lot faster than some of your resources.

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I’ll give an example back in the day where I was the Crave director.

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Another company was several companies. before I start my own. It company I learned real quick that I was.

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I was faster than the other developers, and I could actually do the work of like 5 or 6 people.

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But not everyone’s gonna able to do that so if you’re charging a service, and you’re handing out, maybe, say the copyright copywriting of certain things.

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There’s going to be a gap of knowledge and there’s going to be back and forth, so whatever you charge has to do.

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Take an account of those type of things because that’s the worth of the that’s the worth of what you’re doing so.

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A lot of people are afraid of undercharging I Just feel like if you under charge, you know, or you charge what you think you’ll end up getting you end up shooting yourself in the foot later.

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You know, because then you’ll get full you’ll cap that out and then won’t be able to expand you know.

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Expand on the work definitely, and I wanted to go back for a second because you mentioned about systems and things along those lines.

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And it’s really important. I mean Robert kiyosaki for those of you that know him he wrote rich dad.

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Poor dad, you and a couple of other really big business books that a lot of people quote on a regular basis.

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And one of the things that he has in the I think, is rich.

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Dad poor dead is the cash flow quadrant and it’s on the left side of a quadrant.

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You’re an employee or you’re self-employed.

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And so when you’re on the left, side all you have is a job, you either have a job or you want a job, and you’re not just to clarify for the for the listeners, if you’re a solar

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panor. You basically built your own job. if the company can’t exist without you.

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You have a job, you know so that’s what yeah that’s what you’re saying, jennifer.

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So it’s all about systems and that’s where the right side of the Quadrant.

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The business owner and the investor, though come in because there’s systems in place, and that’s really what allows you to move forward and really start seeing the kind of growth that you have and the other thing try that you mentioned was that people are

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afraid to charge what they’re worth and this is where old example of the locksmith coming and unlocking your car and charging you $250 to unlock your car you’re like you Were here literally 30

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seconds and you’re asking me to give you $250, and the locksmith is able to answer I’m able to do it in 30 seconds, because of all the years of training I have if you were to do it you would

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be taking hours. Do this, so how much is your time worth and your expertise worth?

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And as one of my mentors always say don’t be afraid to large what you what you find common knowledge which may not be common knowledge to others.

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So that’s really important in terms of what you are going at try in terms of they’re afraid to charge what they’re worth.

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I I was. I wouldn’t say budding heads with a client today, but the client was complaining about doing some work right, but he didn’t want to hire out on it, and I asked him one simple question I said how

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much is a client worth? and he said, Oh, a lot of money, I said.

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Then you need to get it done. you know that’s it it’s it’s super simple.

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If you know there’s the other side of that that people complain about certain bits of work, but there’s also the time that you know as a entrepreneur or solarpreneur sometimes you have to do it yourself

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first, and then you can say, Oh, this is how it works, and then how can I create a repeatable process?

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And I mentioned SOP’s: service operating procedures. How can you write down this project in a document or a document?

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It has videos that can train someone else to do some of these tasks.

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Because a lot of these entrepreneurs they have 7, 8, 9, 10 different hats on, and when you can remove a job you can kind of concentrate of where were the Major?

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You know were the set of skills that are gonna be more rare. So there’s certain there’s certain tasks that you may not be able to off hand so easy to hand off so easily.

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And so maybe we should kind of talk about that. that service operating procedures, and you know, maybe, how to train train other people.

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So you so you can kind of almost fire yourself off these jobs, because at the end of the day, if you have a business, you want that business to run without you.

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You want to figure a way that you can push yourself out of that business?

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Because then that business is self-sufficient it’s making money, and you can go off and do everything that you want to do.

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You know and then free your time up actually and that’s exactly the point with the system, right?

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When you have the systems in place, and you know how to actually have people that can take what you do and think about the fast food Burger businesses.

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You rarely. if ever, see the owner, he may come in just to pick up the money.

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That may be the extent of when he’s there or when there’s a new grand opening of another location.

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Otherwise the owner is typically not there because you’re getting the system.

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That’s part of the idea behind the franchise you’re buying the book.

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This is how to run the business. and so, like you were saying, Troy, If you have people that are in a position when they come in, and they say I want to do this, and I want to be in a position to not be in the office.

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And have my team doing it. that’s where those standard operating procedures are really going to come into play.

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Because yeah, yeah, and you’re talking about systems well let’s take Linkedin, for example.

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People frown on, you know certain types of automation which are bad you don’t want to stack messages because it’s spam.

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So Linkedin is really about being personable, you know, being that human.

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But how do you shortcut that? you know shortcut the process to kind of build a relationship quickly?

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Well, you may have a day-to-day routine in that in itself, as a system.

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So what do I have working out that’s automatically and then? what do I have to do in there in order to convert into, you know, generating meanings, for example, And it could be something as simple as instead of you know instead of

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trying to connect with someone and have a low connection rate, or whatever it is, and trying to draw a business that way.

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You know the common sales principles still apply, you know Xml. X.

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Amount of touch points. So if your goal is to have X amount of touch points, what it doesn’t mean is to spam them on Linkedin, you don’t want to spam a message after message that’s not what these touch

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points mean. But these people may post for example if they’re posting, they may get engagement, and if you engage in their post that is, adding to these touch points.

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So if it create a day-to-day process, saying Okay, and this 1 hour, i’m doing A.

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B. and C. to build these relationships to convert better it’s always a good thing, and then you get a routine and you find out what works better doing.

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This versus that, and doing your ab testing. So you engage in a post, and you say you engaged in 2 of these individual posts in a week?

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You looked at the post That’s a touch point you like the post.

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That’s the touch point you put a you put a note on the you know.

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A thoughtful comment on there right and the and the writer which is your prospect, replies back, and that’s 4 touch points, and you do that twice in a week.

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That’s 8 touch points, and then you may the following week send the connection request, saying, Hey, I enjoyed the the post that you did about A, B, and C.

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If it’s worth wild feel free to connect and then, you have a commonality, It’s like, Yeah, I remember that guy.

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Oh, yeah, he had some pretty good information that he’s he sent back.

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I think I can connect with him. So it boosts your connection rate from your 15 to 20%. all the way to 85% chance of doing that.

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And you not only he looked at your looked at your invite.

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He clicked to agree on the invite and then you’ve and there’s also another side effect.

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You have moved the relationship all the way down the line so instead of being this new connection that he’s scared that you may spam him.

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You are a familiar person to a certain point, and then you said, Okay, how can I move this along?

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I have connected with this bird? I create the system you know we’re talking about systems to and I connect it with this person.

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What’s the next step? Well, it depends on the industry but one good way is just to use your your mobile app your linkedin mobile app and then just send a welcome video.

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So using the tools properly, and they say well what’s a welcome video.

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Well, it’s not selling actually welcome them welcoming them welcoming them to the network, and saying, thanks, you know, like a real person.

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And so what happens is they see the video. they say, Oh, this is not a robot.

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This is a real person speaking to me. Oh, he’s thanking me for connecting, and he’s talking about my profile, or he’s talking about something he saw in his profile. so he’s connecting the dots in the conversation. he’s

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not talking about his business now. there’s, no selling involved. but he says, well, you know, if you like, if you have a moment feel free to take a look at my profile, and if you see any dots at connect send me your

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booking link, and it puts the onus on them so that’s a back and forth exchange that’s a That’s right natural.

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One-third of the people who see my videos book a meeting.

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And so you have to have systems in place that convert in a more human way.

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So whether, if other people are doing it as well, you can create sops or procedures for your salespeople to kind of follow the same method. and on Linkedin, you don’t need a lot of volume, you know these

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are high high ticket items, and so if you’re only closing like me.

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For example, I need to close one client a month that’s it because it’s compound, and I have other revenue resources like the courses and my show and all that stuff.

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But you have to figure out. what’s reasonable do I want to send a 1,000 people a bunch of junk emails and see who who picks up or do I want to build a relationship?

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Because if they pick up on a product and they’re really happy with you, the chances of upselling increases quite quite drastically, or the chance of them being so happy, they send recommendations works really really Well, you know so

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building relationships with systems is probably I think the most important thing you really want to do on linkedin, and it’s really important.

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It’s all relationships like you’re saying it’s not all about selling.

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I mean the sales come because of the involvement and a relationship that’s there that no like and trust factor.

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But too many people again. go and do the a i’m going up spam.

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A 1,000 people and go in and hope that they’re going to actually be getting people to say Yes, I want to have a conversation with you when you were mentioning just earlier about the you comment on posts and things on those lines I know There are

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several people that have done that to me and I see what they’re doing in the conversation.

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But they’re like thanks for Sharing jennifer or great insights.

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Jennifer It’s not really a personalized comment like you could have just been a but that’s going. Here’s the people I want using Sales navigator and then finding I just type some sort of generic comment

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and then humans are really good at Pointing figuring out who’s Who’s Bsing?

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You or not, you know, and so you can pick up on this etiquette.

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Even if people replying back to you, I did a post, I think, on Monday there was a poll, and what I would do, everyone else was saying.

00:23:05.000 –> 00:23:18.000
I wouldn’t do that, you know, and so I have 2 like kind of partners, ed for toe and Jean Michelle once linkedin guy wants the email guy, and it is like what we call a hard ass. right?

00:23:18.000 –> 00:23:27.000
He’s like really he’s like straight to the point and then Shamelessow is very very kind person right i’m in the middle, right?

00:23:27.000 –> 00:23:40.000
So so I don’t put up with so much bs until I kind of move on because I don’t have all day and stuff like that. and I was in the scenario in the scenario I was in the middle of

00:23:40.000 –> 00:23:53.000
replying to linkedin dm and this lady said, Yeah, i’d love to have a meaning. I’ve wrapped up my stuff already, and if you can just book some time, I said, you know I want to learn about some

00:23:53.000 –> 00:23:57.000
of the building relationship techniques or whatever right, whatever it was.

00:23:57.000 –> 00:24:07.000
And I said, sure, I booked the time I said Well, if we want to talk about. you know these things I did a post relating to that right? and then she wrote back: No, and capital.

00:24:07.000 –> 00:24:17.000
Letters. Please don’t send me this kind of information thank you right, And so the post was like, Well, what would you do in this situation? right?

00:24:17.000 –> 00:24:21.000
And most of them said, Well just reply back, and and then maybe resolve it.

00:24:21.000 –> 00:24:29.000
After the meeting i’m not like that at all if there are communications, issues right then and there.

00:24:29.000 –> 00:24:39.000
That bad at that first, after you asked me to to book a meeting and all that stuff, and and even if it’s a mistake, I’m in the I’m.

00:24:39.000 –> 00:24:48.000
In the thought process of I like to avoid trouble clients, you know, or trouble relationships.

00:24:48.000 –> 00:24:59.000
And I say, well, if you’re going to make a mistake you know like this. you’re gonna make a lot of mistakes during our relationship, and I got a bunch of other people that I can talk to that won’t won’t give me

00:24:59.000 –> 00:25:05.000
problems. And so a lot of these things are really the tone communications like you said, for the posts.

00:25:05.000 –> 00:25:17.000
The tone of how we’re we’re talking so the conversation or the ask should be equal to the relationship, you know.

00:25:17.000 –> 00:25:32.000
So that’s why it’s so odd for me when someone first connects with you, and they just give you their booking link, or they give you some what they call value, and they give you a Pdf.

00:25:32.000 –> 00:25:45.000
Or some form to fill out like I want to spend 15 min. on a form, you know, to help you out, because I don’t know you, and so I think that’s kind of weird and I don’t understand why a lot of people

00:25:45.000 –> 00:25:57.000
don’t get and but there’s cultural differences too, of course. and there’s old school business tactics versus old school relationship techniques, you know.

00:25:57.000 –> 00:26:05.000
And I think it’s quite funny, and as linkedin gets more and more popular with, I think, Want to say over 700,000,000.

00:26:05.000 –> 00:26:12.000
You 1,000,000 members on it. it just gets a little more Whackier all the time on the communication platform.

00:26:12.000 –> 00:26:25.000
It’s definitely one of those more interesting platforms and I mean, I have totally been spammed on the platform in multiple ways.

00:26:25.000 –> 00:26:34.000
The first is the obvious before you, even in the invite message, rather.

00:26:34.000 –> 00:26:44.000
And the invite message. when someone is reaching out and saying right This is what I offer: i’d love to be connected.

00:26:44.000 –> 00:26:52.000
What you offer before I even understand who you will even give you pricing on the vote of the connection message.

00:26:52.000 –> 00:26:58.000
You know what i’ve actually gotten One that said I can do it for $95 a month.

00:26:58.000 –> 00:27:04.000
Do what I don’t care what you’re offering for $95 a month.

00:27:04.000 –> 00:27:11.000
I mean if I wanted to work with you i’m going to say it makes sense.

00:27:11.000 –> 00:27:23.000
But if it doesn’t if you’re charging $95 a month, you shouldn’t be on linkedin though i’m telling you that’s not enough money to do so I wouldn’t do that you know I think

00:27:23.000 –> 00:27:29.000
less quantity and more quality is what people seek out on on Linkedin.

00:27:29.000 –> 00:27:37.000
I do think, though sometimes it really depends on your strategy and i’ll give you an example.

00:27:37.000 –> 00:27:51.000
Say like I have a show right, and say I want to find people to be qualified to speak on my show right.

00:27:51.000 –> 00:27:59.000
It’s not hard for me because a lot of people they want to speak on the show, because you know if I have a meeting with them.

00:27:59.000 –> 00:28:02.000
I know it’s a good fit but say you didn’t have time right?

00:28:02.000 –> 00:28:06.000
And you need this mechanism right the system to do it.

00:28:06.000 –> 00:28:19.000
And and you need to figure out the vet it. Well, that may be one way to do it in the connection message, because you might not want to talk to him on Linkedin. You might want to pull them off.

00:28:19.000 –> 00:28:30.000
Saying, Hey, we’re looking for hosts for our guest for our show, and if you think it was you know if you think it’s a good fit, you know you know, connect with me, or let me know or there’s a link in

00:28:30.000 –> 00:28:40.000
there, you know. and so in that one case it may make sense because you’ll read it like, Oh, yeah, I do want to be host a little look at them like I want to be a host on the show and they’ll go straight to

00:28:40.000 –> 00:28:56.000
the form, you know. but the that’s a very particular example. on that I always believe that connection messages should be really simple, and it shouldn’t be complicated because a lot of technical people are complicated You know they do 10 different things.

00:28:56.000 –> 00:29:08.000
They want these choices, but typical people. You only really want to reduce the amount of children voices to make the decision really easy for them.

00:29:08.000 –> 00:29:16.000
So iles opt to have a super simple connection message or something that’s gonna be online with your personality.

00:29:16.000 –> 00:29:28.000
So. my connection message is quite funny, I think, because I have a bright sense of humor, but I tell them thanks for thanks for connecting with the link to the land of Linkedin.

00:29:28.000 –> 00:29:37.000
No thanks for meeting me. on the land. of linkedin i’m quite nerdy. so can come in handy so feel free to connect.

00:29:37.000 –> 00:29:49.000
If not it’s okay, I don’t have feelings anyway, right? and I get such a high high acceptance rate from that, because i’m just i’m just me so i’m not super serious.

00:29:49.000 –> 00:29:58.000
And I think that people should have, you know, somewhat open conversations, and they should have a hint of your personality.

00:29:58.000 –> 00:30:03.000
So I would think it all depends on your your business strategy, you know.

00:30:03.000 –> 00:30:11.000
And then how can you take your personality and create, create a brand around it and attract the right people on Linkedin? Absolutely.

00:30:11.000 –> 00:30:29.000
I mean when you were talking about the invitations that were inviting you to be host as an example. I do a lot of speaking engagements. and so for me, I got a couple of invites that were hey?

00:30:29.000 –> 00:30:33.000
We’re doing a live program in New York city in October.

00:30:33.000 –> 00:30:46.000
We’re doing a summit we’d like you to be one of our presenters like you were saying in that regard. The invitation was actually the first thing that would really make that difference you in terms of saying Yes, this is going to

00:30:46.000 –> 00:30:52.000
make sense or no, it’s not the right fit in terms of even the audience.

00:30:52.000 –> 00:31:07.000
For what that engagement may be but it’s really like you’re saying connecting in some manner shape or form with the people that you are connecting with, and one of the things that i’ve done is I actually try in the

00:31:07.000 –> 00:31:13.000
beginning, and see if I can find some sort of rapport before anything else.

00:31:13.000 –> 00:31:28.000
And here’s a perfect example. There was a gentlemen who happen to be an athlete agent and he lives in within a 50 mile radius of me.

00:31:28.000 –> 00:31:45.000
And I was looking at his profile and I said yeah he’s talking all about the New York jets, and so I wrote him, and I said, my brother and sister-in-law are big New York jets fans growing up in the

00:31:45.000 –> 00:31:55.000
area, knowing the jets, and them never winning and whatever else you know. there’s a lot that I can certainly Yeah, you brought them a little trauma.

00:31:55.000 –> 00:32:08.000
I see it was the connection, because he was talking that he loves the jets and everything, and being in that position to really connect personalized than the relationship.

00:32:08.000 –> 00:32:28.000
And so off the bet There’s that relationship and we quickly met for lunch, and we’re in a position where we can cross-refer business a lot easier because we understand each other in a different light as opposed to more of the

00:32:28.000 –> 00:32:43.000
colder kinds of messages and I mean there’s one gentlemen. i’m blanking on his name right now. but it was the whole ferret story, and he’s really big on Facebook i’m just blaming

00:32:43.000 –> 00:32:55.000
on his name he’s based out of the uk and his whole thing is the ferret that was one of the things he’s really known for, and I have no idea what’s talking about but okay But it’s

00:32:55.000 –> 00:33:04.000
Blackie messaging, you know. he came up with it one night when he was drunk, and it’s basically the drunk ferret idea.

00:33:04.000 –> 00:33:12.000
John, something I think his name is and i’m just blanking on it. really annoying because I have his templates.

00:33:12.000 –> 00:33:17.000
I actually bought it from him, and i’m just completely blanking.

00:33:17.000 –> 00:33:28.000
But anyway. So so the idea, though, really is when you think about the kinds of connections and the kinds of things that you’re throwing out, and I’ve seen his stuff come to me and invites and i’m like all right,

00:33:28.000 –> 00:33:45.000
that’s this guy’s stuff because you kind of realize pretty quickly exactly what stories have great. Yeah. And so a lot of these different pieces are designed to elicit a response like you’re saying, Thanks for meeting me in the Lana

00:33:45.000 –> 00:33:55.000
linkedin I i’m kind of nerdy and i’ve got no feelings. so don’t worry if you don’t want to connect kind of goes in line with what his whole idea is with that self-deprecating

00:33:55.000 –> 00:34:02.000
humor things like that, and it starts to connect with people because it elicits an emotion.

00:34:02.000 –> 00:34:12.000
And yeah, I actually had I had some females saying, this does a self-deprecating message actually work for you?

00:34:12.000 –> 00:34:16.000
I feel so sorry for you. But then they connect with me still it’s funny.

00:34:16.000 –> 00:34:23.000
They’re like they actually they actually tear me down but i’m gonna connect with them, anyway.

00:34:23.000 –> 00:34:28.000
So regardless. if you feel bad for me don’t feel bad for me, you know.

00:34:28.000 –> 00:34:32.000
But regardless of how you feel about me there’s gonna be a high probability.

00:34:32.000 –> 00:34:48.000
You’re gonna want to you want to connect with me the other thing is that people like you said they want to connect with people that you know have some commonality. or they feel like they trust the profile linkedin profile is a

00:34:48.000 –> 00:34:52.000
big deal to tell your story, and you can add a little funny bits in there.

00:34:52.000 –> 00:34:58.000
So when they dive into it, and they look at it again, like Oh, that’s kind of funny, or that’s interesting.

00:34:58.000 –> 00:35:07.000
And so I put personal details. Nothing, too damaging. you know like a I do believe in showing the scars, but not the wounds. And there’s a big difference.

00:35:07.000 –> 00:35:11.000
People get, you know. people get confused with that, but I tell them that I was in the army.

00:35:11.000 –> 00:35:14.000
Tell them I was a developer. I tell them I was a single dad, you know.

00:35:14.000 –> 00:35:18.000
I want them to see that i’m a real person and I want to tell them.

00:35:18.000 –> 00:35:30.000
I have this story that had problems dating like literally, because I had a type, a traits, and I used to go after it and be very direct about it, and a lot of my corners were kind of rough.

00:35:30.000 –> 00:35:37.000
If you will, and I had to learn how to date, and I translated that on linkedin terms, you know, and they they get it.

00:35:37.000 –> 00:35:50.000
They can understand the story people want to hear a good story, and people say, Well, they don’t read that, So not everyone but the buyers do the ones that are buying.

00:35:50.000 –> 00:35:53.000
Do so, they said the linkedin profile 70% visual it is.

00:35:53.000 –> 00:36:01.000
That’s the first thing that Brings them. in But that story is is the ones that actually capture people in order to convert.

00:36:01.000 –> 00:36:10.000
You know, in here in America to imagine everywhere else, too, they want to hear an inspirational story like I was living in my car.

00:36:10.000 –> 00:36:16.000
Now make a $1,000,000. How did he get from homeless into a car to make it a $1,000,000?

00:36:16.000 –> 00:36:22.000
They people love a success story, and that will allow people to, you know.

00:36:22.000 –> 00:36:29.000
Get get a better rapport like you’re a meeting you mean the individual and he’s getting to know you.

00:36:29.000 –> 00:36:35.000
So for all your salespeople out there, I would say that you know.

00:36:35.000 –> 00:36:46.000
Have your network, so you can help others just achieve their goals first, And that network is going to refer business back to you.

00:36:46.000 –> 00:36:51.000
Build that team up, even if they’re not in your you know even if they’re not in your company.

00:36:51.000 –> 00:36:55.000
You know if there, if you if you can’t serve this individual, you are yourself.

00:36:55.000 –> 00:37:03.000
You want to have a way to help them? Because when you set those thoughts, those thought, the dot patterns.

00:37:03.000 –> 00:37:10.000
With that they come back. You get residual business from your from your you know, strategy, partners and individuals that you help.

00:37:10.000 –> 00:37:15.000
They remember you, and so they can run. referrals and referrals are half of my business.

00:37:15.000 –> 00:37:28.000
It’s much easier for someone else to toot your horn than you to toot your own horn. And so a lot of these old-school sales guys They really need to figure out how do I connect the dots create

00:37:28.000 –> 00:37:43.000
systems that will will build this rapport and the litmus test his. You don’t olympus test this right? It’s that piece of paper you check that the the amount of acid, or whatever whatever I

00:37:43.000 –> 00:37:51.000
don’t even know what it is but you check that the litmus test of the sieve here in good graces is what I would.

00:37:51.000 –> 00:37:55.000
I go and have a beer or a drink with this person at a bar.

00:37:55.000 –> 00:38:01.000
You have to think about that During covid times during these times you just don’t want to have a you know.

00:38:01.000 –> 00:38:11.000
Spend your time on a weirdo and going out to a bar, you know, because once you decide mentally like, yeah, I could hang out with this person.

00:38:11.000 –> 00:38:15.000
I could talk to them if they went out to a bar to have a drink with you.

00:38:15.000 –> 00:38:22.000
They’re gonna talk business to personal so they have to know like, and trust you enough to engage with you in that manner.

00:38:22.000 –> 00:38:29.000
So that’s where the people need to be in that zone of they trust you enough.

00:38:29.000 –> 00:38:41.000
They know you enough in order to kind of go on the next level. and then I think Troy is a perfect segue to talking about your linkedin accelerator program.

00:38:41.000 –> 00:38:49.000
So you’ve Got your linkedin accelerator program, and the pilot program that you’re currently launching.

00:38:49.000 –> 00:38:55.000
Can you tell us more about that yeah so i’ll start backwards.

00:38:55.000 –> 00:39:11.000
We just did a soft launch for the linkedin pilot program, because I want to help the people that need the services done for them to a certain extent, and really really accelerate what they’re doing but I also want

00:39:11.000 –> 00:39:20.000
to find a way to help individuals like a lot. of these coaches that don’t have a large budget, and they want to do some of the things themselves and guide.

00:39:20.000 –> 00:39:28.000
So so with guide, with with guidance, excuse me so. the linkedin accelerator program is its wrapped up for you.

00:39:28.000 –> 00:39:34.000
It. We build a profile from top to bottom. Seo visual story.

00:39:34.000 –> 00:39:40.000
You name it. And so Google has searched the entirety of Linkedin, you know.

00:39:40.000 –> 00:39:46.000
And so you want to be seo compliant. You want to set up where you have the highest chance of people accepting your invite.

00:39:46.000 –> 00:39:50.000
So we start with profile on. This is accelerator program.

00:39:50.000 –> 00:39:54.000
Excuse me, then we actually help you with your targeting.

00:39:54.000 –> 00:39:59.000
Then we help you with your initial messaging, and the fourth is, We give you a day-to-day process.

00:39:59.000 –> 00:40:07.000
So you can get in and out of linkedin and convert those individuals that you are talking to into actual relationships.

00:40:07.000 –> 00:40:14.000
So it’s a whole system. We even have a linked crm in there that allows you to accelerate some of those areas.

00:40:14.000 –> 00:40:24.000
But we all we always emphasize. and we design it where you can personally engage, so that’s the accelerator program.

00:40:24.000 –> 00:40:36.000
Some people say, Well, I would only pay X amount, and I always ask them, how much is your client worth, you know, and and that usually resolves the issue of you know, paying for to do these systems.

00:40:36.000 –> 00:40:41.000
Now the pilot program we just just launched is consultation.

00:40:41.000 –> 00:40:45.000
They come to me. They say Troy had a question the other day.

00:40:45.000 –> 00:40:49.000
How do I set up a linkedin event? How do I set up properly?

00:40:49.000 –> 00:40:53.000
So I can build an email list. How do I grow my linkedin event?

00:40:53.000 –> 00:41:00.000
You know they have a very particular use case. and I tell them I said, Well, depending on your industry.

00:41:00.000 –> 00:41:04.000
Okay, this is what you’re doing. all right so this is how I would do it.

00:41:04.000 –> 00:41:10.000
These are the buttons I would click and then? they do it? You know, Troy, what’s wrong with my profile or Troy?

00:41:10.000 –> 00:41:17.000
How do I figure out? How do I fix this search or what would your strategy be around this business in general?

00:41:17.000 –> 00:41:23.000
And so that’s a low-dollar way of getting started getting expert help, but doing a lot of things yourself.

00:41:23.000 –> 00:41:34.000
So those are the 2 programs. Thank you. And how would people get more information on the accelerator or the pilot program?

00:41:34.000 –> 00:41:41.000
Oh, they can simply book some time with me if they go to my number one feel free to connect to me.

00:41:41.000 –> 00:41:49.000
So just put my first and last name on linkedin and i’ll show up my last name’s Hippolyo. that’s my father’s fault.

00:41:49.000 –> 00:42:00.000
He’s Filipino I got cheese as a little kid i’m supposed to be fat, but i’m not so it’s Troy Hipolito as h Ip ol ito on linkedin and for

00:42:00.000 –> 00:42:08.000
the website. it’s thetroyagency.com and there’s a big blue button there, so just book some time with that usually 15 min.

00:42:08.000 –> 00:42:19.000
Kind of makes sense and then, i’ll answer your questions thank you and so it’s really important as you look at what it is you’re doing on Linkedin.

00:42:19.000 –> 00:42:25.000
Remember relationships as the very first thing that you need to be working on.

00:42:25.000 –> 00:42:40.000
When people as Troy said, No, like and trust you there’s a much better chance at them wanting to do business with you as opposed to the well, i’m really not sure exactly where we’re going and so really important.

00:42:40.000 –> 00:42:47.000
To remember. relationships are key, as in life. As I have said, multiple times.

00:42:47.000 –> 00:43:02.000
One of my mentors have said it as well it really comes down to looking at it in this perspective. If a woman is sitting in a coffee shop, and a guy comes up to her and says, marry me complete stranger, she’s going

00:43:02.000 –> 00:43:09.000
to look at him like he’s got 2 heads forward drink at him, stop them in the face, laugh at him, and walk away.

00:43:09.000 –> 00:43:14.000
He’s a creep Nobody wants that nobody wants that in business either.

00:43:14.000 –> 00:43:28.000
I’m not ready to sign I don’t care if it’s $10, or if it’s $10,000 if I don’t even know who you are by going to the supermarket, and I see something Yes, I

00:43:28.000 –> 00:43:33.000
understand i’m in the supermarket $10 i’m gonna put essentially. buy it as an impulse by.

00:43:33.000 –> 00:43:40.000
But It’s not going to be something you’re coming up to me and saying it’s $10 and so there’s a very different way.

00:43:40.000 –> 00:43:45.000
Of doing business in whatever manner you’re doing and it’s all about relationships.

00:43:45.000 –> 00:43:53.000
It’s about understanding how to connect the dots as we started this conversation on. How do you build the relationship?

00:43:53.000 –> 00:44:12.000
How do you keep moving forward? But you are going to be seen as an expert by the person that you’re speaking with, and a reason why they should want to have at least a conversation with you to learn more again sterile the solution to

00:44:12.000 –> 00:44:28.000
a problem they have and don’t want or rather the solution they want, and don’t have, or the problem they have and don’t want, when you are in a position to answer those and how your profile is addressing it the messaging you have

00:44:28.000 –> 00:44:34.000
addresses it. and also, if you take conversations off of lengthen have it, that is pretty clear.

00:44:34.000 –> 00:44:39.000
It’s a fluid conversation so i’m moving up from our linkedin conversation.

00:44:39.000 –> 00:44:50.000
I thought it would be easier here on email, keep it easy for people that people understand it’s still a single flow of information.

00:44:50.000 –> 00:45:02.000
It’s not a bunch of different disjointed pieces and So if your name on Linkedin is not matching the name that’s getting that email it’s going to confuse people to think about that if you’re having

00:45:02.000 –> 00:45:06.000
the sales manager. the Vps sales is the one who’s setting out all of the emails.

00:45:06.000 –> 00:45:13.000
But it’s you trying to do that connection really important everything has to flow through the same.

00:45:13.000 –> 00:45:18.000
And so, as we think about what it is that you’re doing It’s really important.

00:45:18.000 –> 00:45:32.000
Think how you’re going to be seen by your prospect yes, and real down to try it as well because liz’s look at my area linkedin there’s a lot of linkedin guys right so branding of course is

00:45:32.000 –> 00:45:35.000
very important. i’m known as a not so boring linkedin guy right?

00:45:35.000 –> 00:45:49.000
And I add a little weird stuff in there, like, you know, they have the little thing after your name where it says he. him he, so you whatever you identify as right on my whatever I identify as I put 5 foot 6 identifies 6

00:45:49.000 –> 00:45:58.000
foot 5 and I do it because it’s there’s a business application on it, you know it is Oh, he’s big time.

00:45:58.000 –> 00:46:05.000
Then that’s he that’s it and and they want it, and people don’t even see that but once they do.

00:46:05.000 –> 00:46:12.000
They like me a little more. And so if they had all these linkedin guys in there, why am I getting all these meetings?

00:46:12.000 –> 00:46:18.000
You know what? Why? Because they have to think. How am I standing out as a person, you know?

00:46:18.000 –> 00:46:23.000
Can I have a beer with this guy, you know. Does he understand what I need?

00:46:23.000 –> 00:46:27.000
You know. Is he going to be honest? you know because if you’re not the right fit?

00:46:27.000 –> 00:46:31.000
I’m not i’m not gonna pick you up as a client, you know.

00:46:31.000 –> 00:46:49.000
So I take all those things and consideration. so building personal relationships really make a big difference, because if there’s 10 other people that do what you do, and one person likes you, the the conversion rate is I mean the possibility for

00:46:49.000 –> 00:46:55.000
them to select you over other people are pretty high and that’s how you actually generate business.

00:46:55.000 –> 00:47:04.000
I still love that 5, 6 identify is 6, 5 that is, you never saw that before. have you?

00:47:04.000 –> 00:47:08.000
So it’s a and you can put little things like that as talking points.

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You know my last it company my mother’s from Switzerland and my father’s filipino, so i’m half asian.

00:47:17.000 –> 00:47:24.000
Right. so I used to my last company. I was the number one school Swissipino game designer in the world.

00:47:24.000 –> 00:47:35.000
That was my literal pickup line at the bars and it’s so true, and so you have to kind of not be so tight, even if you’re super nerdy and stuff like that.

00:47:35.000 –> 00:47:42.000
You have to have a sense of flow, you know a sense of humor to you.

00:47:42.000 –> 00:47:49.000
You know you want people to you know you don’t have to have a lot of friends, but you want people to like you enough to deal with you, you know.

00:47:49.000 –> 00:48:02.000
So if you are the individual that’s so tight all the time, and that doesn’t want to give out anything, you can have a hard time on linkedin one quick example I know we’re running out of time I had a

00:48:02.000 –> 00:48:04.000
Cpa. I have a lot of not a lot of cpus.

00:48:04.000 –> 00:48:12.000
I have some Cpas as clients right, and he was so stiff he was from the Uk.

00:48:12.000 –> 00:48:20.000
Moved to midwest he would do the videos like this turn sideways, and it was used to piss me off because you wouldn’t look at me in the face right?

00:48:20.000 –> 00:48:34.000
And and even if he has asperger’s or whatever you have look at people in the face when you’re talking, of course, if you might look around and stuff like that, and I said, you know Yes, he didn’t like the messaging and he sent

00:48:34.000 –> 00:48:38.000
him his accent. Oh, the messenger is not good, because the clients would fire me if they saw me.

00:48:38.000 –> 00:48:46.000
So then they wouldn’t said look let’s be honest, but your brand is right.

00:48:46.000 –> 00:48:52.000
You are Cpa, and you’re not very funny your dry is toast.

00:48:52.000 –> 00:49:03.000
That’s why I told him right he got really pissed off He’s what what I said you are dry’s toast, but that should be your superpower who wants a fun cpa No one’s a fun someone can

00:49:03.000 –> 00:49:11.000
play around your money. No, they want someone serious I said but you can have dry jokes, or you can speak in a certain way, I said, that’s a brand.

00:49:11.000 –> 00:49:21.000
I said you could kill it He did not like that because he was so stiff that he couldn’t see he couldn’t see the positive in opening up a little bit.

00:49:21.000 –> 00:49:37.000
You know it’s because because so Oh, so if you are not willing to have a little personality. you know in dealing with people You’re gonna have a hard time that’s just the that’s just the new Crux.

00:49:37.000 –> 00:49:45.000
Of it Funny you mentioned the so death and the first one that came to mind as a former vice president of ours.

00:49:45.000 –> 00:49:59.000
Who was constantly right on by the late-night comedians, especially for being so step and everything.

00:49:59.000 –> 00:50:05.000
But it’s really I mean the idea is there and the more that you can embrace the more that you can really look at.

00:50:05.000 –> 00:50:15.000
What is it that you’re doing? is going to make a lot of sense in terms of saying Yes, this is exactly what I am, and use it.

00:50:15.000 –> 00:50:27.000
One of my mentors he is 5 3 so the joke that he uses is He’s one of the shortest guys out there, and you know if he’s wearing a good pair of shoes.

00:50:27.000 –> 00:50:33.000
Maybe he’s 5, 4, and yes, i’m 5 8 with the hair.

00:50:33.000 –> 00:50:36.000
So i’m actually like 5 7 or 5 a but on my little thing.

00:50:36.000 –> 00:50:47.000
It wouldn’t make sense because it wouldn’t match up so I said 5 foot 6. I identify 6 foot 5. I needed to kind of reverse it, so it doesn’t have to be a 100%.

00:50:47.000 –> 00:50:55.000
True. it just has to flow well and kind of make someone smile like Oh, it’s kind of funny, you know. And so he was the shortest.

00:50:55.000 –> 00:51:06.000
What was it? What was the his tagline now i’m blanking on exactly the tag?

00:51:06.000 –> 00:51:21.000
But you know he one of the shortest canadian hockey player, there’s a whole bunch of different things, but you know the shortest guy brilliant coach I mean he’s one of my mentors.

00:51:21.000 –> 00:51:40.000
And I look at him for so much advice and help and he he’s a really involved a lot in terms of what I do. but in terms of the whole idea, though, Use what you have to really help. you and we’re appropriate it really

00:51:40.000 –> 00:51:51.000
can be the difference between making that connection and losing a connection, because people are looking at in a world of competition that we’re dealing with.

00:51:51.000 –> 00:51:55.000
How am I going to connect with you A little bit more?

00:51:55.000 –> 00:51:58.000
And those small things do make a difference. Think about your car.

00:51:58.000 –> 00:52:01.000
Did you care if there was an extra cup holder?

00:52:01.000 –> 00:52:13.000
I mean that little thing can make a difference of you buying the car or not, and if you think about it, if you’ve got the kids in the back, and you have 3 cup holders in the back, you’re going to be a lot

00:52:13.000 –> 00:52:18.000
better than if there’s only 2 when you have potentially 3 kids in the back of a car.

00:52:18.000 –> 00:52:24.000
And so when you look at what is there those little things really start making a difference?

00:52:24.000 –> 00:52:41.000
The same is true in business, whether it’s on linkedin on Facebook on other social platforms, as well, it’s really what are you doing to make that difference and get that no like and trust for the relationship that is going to help

00:52:41.000 –> 00:52:45.000
you on that note, Troy. Thank you so much for being my guest today.

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I think that you provided a tremendous amount of value for our listeners.

00:52:51.000 –> 00:53:04.000
And again, if you are listening, contact information for Troy is going to be in the description for this episode, but definitely reach out to Troy Schedule a time to speak with him.

00:53:04.000 –> 00:53:24.000
Reach out on Linkedin. Say, you heard about troy on the MOJO podcast and I really want to know how you’re going to make a difference. Until next time, this has been another episode of MOJO: The Meaning of Life & Business and here’s to your success.

About Troy: Troy Hipolito has been a CAD draftsman, proudly served in the US Army, creative programmer, UI/UX designer, PM, entrepreneur, & single father. Troy is known as a FIXER where he helps solve problems & helps you make things happen. Troy previously had an award-winning agency for gamification and was lucky enough to develop & support interesting applications for both Fortune 500 companies & startups. From Harry Potter fan-based virtual world, & Xbox mobile app to Coca-Cola branded sites & applications. Troy used the ability to build to learn how to date properly. Business dating that is – for LinkedIn.

Connect with Troy on LinkedIn and on the web at https://www.thetroyagency.com