Here are my top favorite LinkedIn tips from the conversation:
- Leverage your existing connections to find others who you can connect with, then ask for an introduction
- Never send the generic LinkedIn invitation language - personalize it
- Thank folks for connecting with you - it goes a long way
- Find LinkedIn Groups that are relevant to you and your target prospects and join them- then, have meaningful conversations with the folks in the group to showcase your expertise and be a value to them.
Lindsay Kelley: Hey, welcome. Thank you so much for joining us again this week on The Funnel, your favorite sales and marketing podcast. I am Lindsay Kelley, the marketing arm of this podcast as well as the Chief Marketing Strategist for Convergo. Joined, as always, by my favorite sales guy.
John Shea: Yeah. The only one you ever talk to.
Lindsay Kelley: That's not true.
John Shea: Right. You, John Pulley.
Lindsay Kelley: I talk to those guys all the time.
John Shea: John Pulley.
Lindsay Kelley: And my other sales guy, John Pulley. He'd be so sad.
John Shea: Right.
Lindsay Kelley: But what John are you? Of the many "John's" of my life.
John Shea: Okay. We've had that conversation before. Lindsey puts her foot in her mouth. Okay. My name is John Shea. I'm with Alignment Group. Today we're real excited to have Whitney. Hello, Whitney. How are you?
Whitney Harmel: Hi, everyone.
Lindsay Kelley: Whitney Harmel.
John Shea: Whitney Harmel.
Lindsay Kelley: Hello, Whitney Harmel.
John Shea: Whitney is a LinkedIn expert. She works for Intero Advisory and she does consulting on LinkedIn. Everyone from CEO's down to sales people. You do seminars, right? You do one on one. So there's some really kind of cool insights that Lindsay can provide us on LinkedIn and we thought, wow, what a great topic, what a great conversation if we could have. Did I say Lindsay?
Lindsay Kelley: Yeah. That's great. And I'm going to interject here because one of the things that not many people will know that listening to this podcast is that the three of us all used to work together at the same company and John was famous for calling Whitney Lindsay and Lindsay Whitney.
John Shea: Yes.
Lindsay Kelley: And so he just did that again.
John Shea: My two blonde friends.
Lindsay Kelley: It's like old times.
John Shea: Well, they both looked at me.
Whitney Harmel: It is like old times.
John Shea: Right. They both looked at me through the video and went he did it again. So –
Lindsay Kelley: Right. We did the little dog side head thing.
John Shea: Right. I spoke to Whitney for about an hour yesterday and I didn't do it once and I was so proud of myself after I got off the phone that I didn't call her Lindsay. Andi did it here in the podcast. So I'm sorry for that, but we digress. So, Whitney –
Lindsay Kelley: We digress.
John Shea: – I'm going to look at the spelling there. Whitney Harmel from Intero Advisory. So, Whitney, let's start off with kind of a background on what you do because I didn't do it justice with LinkedIn. Tell – and you're consulting world.
Whitney Harmel: Sure. It's like old times around here.
John Shea: Yeah.
Whitney Harmel: So thanks again for having me. At Intero Advisory we work with individuals to help coach, train, do one on one sessions for people who really want to get the most out of LinkedIn to maximize it. And then we do the same thing for sales teams, for companies, of recruiters. We really try to cover everyone. So whether you're an individual who may be an independent producer or you're an actual team of professionals who is looking to maximize LinkedIn, so we work with both levels.
John Shea: Great.
Lindsay Kelley: Yeah. I'd love to – I love in your summary on LinkedIn you answered the question why LinkedIn. Fabulous. That's many, many people are like why. Why do I want to do that? I'm not looking for a job.
John Shea: Well, I'm going to say that. The first thing you should probably say, that you probably say to sales people, this is not a resume for a job, LinkedIn. People – it could be. You could find a job and look for a job and it's part of that, but it's much deeper. Right?
Whitney Harmel: Well, absolutely. So LinkedIn it used to be the place where people went if they were looking for a job. We all know that to think about it when it started in 2003 people started slowly signing up. It was the place that you went to look for a job. Now, it's really about content and how can people not only produce their own content, but shared third party content become thought leaders in their industry. So this shift is happening and there's over 340 million people on LinkedIn now worldwide, which is more than half of the world's professional population. So if you're not there and you're not utilizing the tool, then you're actually falling behind at this point.
John Shea: Wow. Wow. That's a lot. That's pretty huge. I didn't realize it was that big. So tell me a little bit about the process, connecting and you had mentioned yesterday social citizen. What does that mean?
Whitney Harmel: So social citizen really is using your ability to network to people. There's a couple of different ways. Just utilizing your centers of influence, so I consider Lindsay to be one of my centers of influence in my network. She's highly connected and she knows a lot of people. So I could essentially ask her for an introduction to someone that maybe is in her network that I would like to work with, but it's also about connecting two people who really should just be connected. So we all live, or at least Lindsay used to live in Baltimore, but we all live in Baltimore, which is a really small community. It's called Smallmore if you live here. And people know each other, but then again they know of each other.
So how can you take two people who are in your network, introduce them to one another, just because they should know each other in this marketplace. We say in our workshops what is the person that two people talk about when you introduce them. Well, they talk about you. That's really never a bad thing.
John Shea: No, no. That's a great idea. And that kind of goes beyond what's in it for me in the short run. You're trying to benefit two other people because you think they should be connected and as a sort of a side benefit they talk about you. So that's a good, that's a plus, right. So it's all about the collaboration.
Whitney Harmel: Yes.
Lindsay Kelley: Well, and it's about connecting as well. It's a relationship building tool and people come together in the strangest ways sometimes on LinkedIn. I've had people send random requests and give me reason why they want to connect.
Whitney Harmel: Well, and I think there's a lot of power in looking at someone's profile because that's exactly what happens. People will look at a profile and that person looks back at you and you look again and then they look back at you. It's like, well, wait a minute. There's obviously some sort of mutual interest here that keeps happening. It's interesting. I will actually, I personally part of my best practice is when someone looks at my profile, if I find them to be interesting, so from a sales or business development perspective, if someone looks at you, they're probably doing their research, right. So people are 75 percent of the way through their buying process before they actually reach out to talk to you about your product or service.
So someone's looking at your profile, they're vetting you. They're vetting your company and they're doing their best to get more information to learn. So that creates this tremendous opportunity for you as a business development professional to send them a message, whether it's a connection request or an in mail. Send them the message and say, hey, thanks for checking out my profile, let me know if you have any questions. I'd be happy to schedule a call with you. As a sales professional, that is a key touch point in being proactive and taking charge of your career. So I think it's a great way to just really combine all of those things together.
John Shea: So let's talk about connecting. Some of the do's and don'ts of connecting. How do you kind of train or couch on that?
Whitney Harmel: Sure. So over 50 percent of people now are using their mobile devices to look at people on LinkedIn. But what you have to be careful about is sending connection requests. So first and foremost, I do not recommend sending a connection request from your mobile device or from your app. I would suggest waiting until you're actually at a computer, utilizing LinkedIn through a web browser to send a connection request. Here's why. When you send a connection request, even if you're sitting next to that person, it should still be personalized. Tell the person why you're reaching out, why are you connecting. Don't ever send the generic LinkedIn connection request to anyone. Use their name, tell them why you're reaching out to connect, and see what happens from there. Best practice is 100 percent.
John Shea: Okay. Yeah. Because you get a lot of the standard LinkedIn verbiage, right. I see a lot of that come across. I'd like to add you to my network.
Whitney Harmel: Yeah. So true story. I work with a really great client here in Bethesda and he was working to build his network quickly and what he did, he actually went into LinkedIn and just started hitting that connect button and he ended up sending several hundred connections over a very short amount of time, within about a week span. And LinkedIn put him on notice and they actually restricted his account, so those things do happen. They want you to use the platform in a way where you're making true connections within your network, not just sending out those generic connection requests. So it's important. It's important to personalize. It's important to have someone's e-mail. It's important to reach out to people that you are meeting at a networking event and just organically throughout other people that you know.
John Shea: So what happens after you make the connection? So tell me what do you do then. So you personalize it, you send a message or somebody sends you a personal connection request and you connect, what happens next?
Whitney Harmel: Sure. And I'm always thinking in terms of a sales person, right. So any time you have a touch point with someone that is just one step closer to getting in front of them. So the first connection request is that first touch point. Then when someone connects with me, whether it's they send me a request or I send it to them, I always, always, always follow up with a thank you. A thank you message. It's short, sweet, to the point. Again, it's another touch point. If you met them and they're a prospect, that is your opportunity for a soft introduction or soft meeting. Hey, it was great to see you last night. Thank you again for connecting. Would love to continue our conversation over coffee. Are you available next week? It just makes everything flow so much easier.
John Shea: That's great advice. I don't think a lot of people do that. I think people after they connect they just kind of move on, right?
Lindsay Kelley: Yeah.
Whitney Harmel: No.
Lindsay Kelley: That's a great point. Because I have people that sometimes if they send the generic message out and I'll look and see who else they're connected to. If I see that I'm connected to them through you, Whitney, or some other influence or in my network, I'll say, hmm, I wonder why this person wanted to connect with me. Maybe they're just not up to the etiquette on LinkedIn yet. I'll either send a message to you, Whitney, and say, hey, who is this individual, why did this person send me a connection request, or I'll just reply directly to that person and say thank you, using an in mail. Thank you for requesting the connection. What was it that sparked your interest? Was one of our mutual connections mentioning that we would be good connectors?
Whitney Harmel: Yeah, absolutely. I think that nowadays people are trying to build more strategic networks and making sure that they have the right professionals and they're not just connecting with anyone who sends a connection request. So I think it's great if you – and do your due diligence. Vet these people. Take a look at their profile. Take a look at what they do for a living. See who your mutual connections are. See what Lindsay did. Reach out. Find out why this person might be connecting with you. Some people are open networkers. That's not how I teach when we have coaching sessions. We do teach more strategic networking. But you also have to do what's best for you and what your career is as well.
John Shea: Okay, that makes sense. So you're more of the this isn't Facebook where you're collecting friends, this is about a business strategy, and making it worth your time and the people you connect to their time?
Whitney Harmel: Yes, absolutely. And going back to the who has viewed your profile. So this is a great way, as I mentioned earlier, to see who is vetting you, who's looking at you. Business can be won and business can be earned by just simply reaching out to people who are looking at you. And I think it's a great strategy for any sales person to implement into their daily activities on LinkedIn.
John Shea: Now, most sales people have the free version of LinkedIn and I believe that everything you're talking about right now they can utilize in the free version. So it's not as if they have to, at least in the beginning, upgrade their account. Is that fair to say?
Whitney Harmel: Sure, absolutely. So we don't ever suggest someone upgrade to a premium account unless they have at least 150 strategic connections. So the free account, everything we teach is revolved around the free account. Now, you do have some added benefits with the premium. For example, I personally get 15 in mails every single month that are credited to my account. I think I pay $60 a month for the premium. So I get 15 e-mails that I use very strategically to reach out to high level professionals only. So these are not utilized to connect to another sales person. These are utilized to get to the appropriate person within an organization.
Now, here's what LinkedIn did. As of January 1st they changed their policy. So in previous years if someone did not respond to your in mail, LinkedIn actually credited that back to you. Now, what they've decided to do was change the course and they are now actually crediting you when someone accepts or responds to your in mail. So what that odes is that influences people to create stronger, better, well written in mails, so now you're being rewarded if –
John Shea: For being strategic.
Whitney Harmel: – you do a really great job.
John Shea: So they're rewarding you for being strategic. That's really cool.
Lindsay Kelley: Yeah.
John Shea: So –
Lindsay Kelley: That's why I'm getting so many now, right?
Whitney Harmel: That actually is.
Lindsay Kelley: And they're long. They're giving you all kinds of reasons why. I'm like that's great, but I'm still – that's not – you're trying to sell me what I do.
John Shea: Right. So what you're saying, Whitney, is that if you're being strategic and you're making the connections, you're getting credits for that. So that brings up the point. And, again, like everything else, there's people that are using it right and people that are misusing it. So Lindsay's commentary is they're sending me these long in mail messages. People don't respond to those, right. It needs to be short and to the point to get a response back. Is that fair to say?
Whitney Harmel: Yes, absolutely. So when you go to send an in mail, LinkedIn provides you with a couple key clues, so look out for them when you're checking out that in mail. On the right-hand side you'll actually see listed people that are mutual connections with you and that person that you're reaching out to. If you look close to that person, which you should be if you're building a strategic network, then you should mention them in your in mail. You should be very short, sweet, and to the point. So if you're using it to connect to high level professionals, think about how many messages they're getting in a day from e-mail to talking to people in their offices to meetings.
You need to get to the point with them. It is much more appreciated. The truth is if you don't get a meeting from an in mail it's not the end of the world. You have an abundance mentality. Keep moving on and finding other prospects to go after. But if someone does respond to your in mail, it is much more of a warmer lead and a warmer introduction than any other platform out there.
John Shea: Okay. That makes sense. That's great advice on connecting. There are things in there that I didn't know and I hope people can get some good takeaways from this. You had mentioned groups and adding groups to what you do on LinkedIn and that's always been kind of a thing that at least I did, but it wasn't as interactive as probably I should be. Tell me the benefit of joining groups and how to kind of manage that.
Whitney Harmel: So LinkedIn will actually allow each person to be involved in 50 different groups. You have to think very strategically about this. I think there's, I can't remember the latest statistics, but there are tens of thousands of groups on LinkedIn. So as a business development or sales professional, you need to think where are my prospects going to be and where are my customers? So if you only go after construction organizations, well, yes, you should absolutely be involved in construction groups. But where do you volunteer on the weekends?
Because there's a lot of people that you can network with your volunteer organizations as well. So you should be involved in groups where you're, that have to do with your personal business, that have to do with your volunteering, just general interests that you have. Namely, where are those customers and prospects, those are the groups that you should be involved in. Utilizing groups is a great way to drum up business.
John Shea: So and one of the things that we should probably say is that every group has rules, right, and you should follow the rules. They don't look kindly upon people who ignore the rules. For example, that posts things you shouldn't post. Trying to sell, I would say, is probably the biggest no no.
Whitney Harmel: Yeah, absolutely. So I think we've all been on our newsfeed on Monday morning and we see that someone's basically spamming a bunch of groups and it gets to be obnoxious, quite honestly. So when you're picking the groups, certainly be strategic about it. But also there is a very simple way when you were inside of a group and you were looking to see if you should join it. There's a small gear, it looks like a little gear, in the top right-hand corner and if you click on that you can actually get information regarding that group. How many members do they have, who runs the group. You can look up that person as well to see what their background is. There are rules and regulations.
Some groups are open, meaning anyone can join them. You need to consider if that's a group you want to be in. But a lot of groups are also membership only and so whoever is in charge of the overarching group will actually accept or decline your membership. Some of them are very strategic. So I was declined, quite honestly, from an HR group. Well, that's okay because I'm not an HR professional. So abundance mentality and it's on to a different group and it's somewhere that I can bring value.
Lindsay Kelley: Well, and think about it from the perspective of the person who has started that group. They don't want to lose members and if somebody is in there actually spamming on a consistent basis their sales messages, their blogs that really aren't specific to that group or bring a lot of value, they don't want to lose their members. They have to be very strategic in who they allow in.
John Shea: Yeah.
Whitney Harmel: Absolutely. And when you're in a group, participate. Answer other people's questions, post your own questions. LinkedIn is – people on LinkedIn don't like it if you are selling on LinkedIn because it does, it feels like spam. People are going to LinkedIn to get content on their own time at their own pace. So when you're involved in a group, answer other people's questions, make recommendations if they've posted a question. And just in general, get involved. Be seen as a valuable member to the other people that are inside of the group.
John Shea: And the outcome, from a sort of big picture, you become a thought leader. You're adding valuable information. You're posting on LinkedIn. You have a website. You're blogging and tweeting. So if for, by chance, someone is looking for the services that you provide, somebody in the group might say this person provides valuable feedback on our group. You should take a look at them. That's really what you're building. You're building a list of things that make you credible in your industry, right?
Whitney Harmel: Absolutely. So it happens organically. I think what the frustration for a lot of marketers and sales people is, well, how am I getting these leads, where is this coming from. A lot of what's happening on LinkedIn is so organic in nature is that if you're publishing original content or you're inside of a group and you're starting a discussion on third party content, you're right. Attention starts being drawn to you and it's in a very organic way.
John Shea: Well, on the flip side of that is if you're not very good at responding in groups it could go the other way. So there are people that really are kind of mean in their responses or condescending. I see a lot of condescending people. It's like, man, dude, be nice. They're asking the question because they don't know, not because they want to be beat up by you. Right? I mean, is that – there's kind of an etiquette to that too, wouldn’t you say?
Whitney Harmel: Oh, yeah. I mean, I think you can probably jump into any active group and take a look and see what other people are doing in terms of best practices. You can very clearly tell from how people are messaging each other if that person is adding value to the group. I will say that I'm sure that you will have in any group someone who's policing it because people can get kicked out.
John Shea: Right.
Whitney Harmel: This is a professional platform. This is not, we do not consider it social media. It is a professional platform and that's how people want to utilize it.
John Shea: Right, right. So let's talk a little bit about, because you had mentioned also CRM, that LinkedIn is sort of getting into this CRM. They bought a CRM company. They've added it as part of their, I guess, menu. But there are some things that you can utilize within there even if you have your own CRM. We're not saying drop Sales Force or drop Microsoft or anything else that you're using, but there's some benefits to having information in there that you can use over and over again.
Whitney Harmel: Absolutely. So you're right. We do not suggest that people stop utilizing their CRM system. Many sales organizations have that in place and for good reason. But as a professional on LinkedIn you can type in your own notes. So let's talk through this. When you're on someone's profile, often times you're vetting them, right. So you may not even be connected to them. You're vetting them as the sales professional or as a recruiter or whatever it may be. There's actually this little white star and sometimes you have to refresh your browser, so be patient if it's not working, 'cause yesterday LinkedIn was making a lot of updates and often times it was hard to get to the star.
But look underneath of someone's picture and you will see a little white star. If you click on it, it's the beginning stages of what we think will be in even larger CRM system that LinkedIn will be developing over the next few years. Here's why I absolutely love this section. 1. I can type my own notes. So I am someone who really likes to keep track and keep notes on people that I'm connected to if they have families or whatever their personal interests are. You can also set reminders to yourself. So if someone has started a new job and you said, hey, let's grab coffee after you get settled in, why don't you set a reminder for yourself in a month to give that person, just send them a quick message and touch base with them. Probably my favorite part is the how you met.
So I personally go to a lot of networking events every single week. I also host workshops where I could have 40 or 50 people, so I'm meeting a lot of people every single week and I don't always remember who they are. And so I use this tab to write my own personal notes how I met them. I actually put in the date that I met them. And the really cool thing is if someone, if one of your first level connections introduced you, you can actually tag that person as the introduction. How great is that? I mean, I have Lindsay tagged as someone who's done an introduction for me. So it all helps me to remember when I go back to look at that person how we meet, where we met.
Here's the truth. People aren't staying at jobs for 30 years anymore. So you take LinkedIn with you wherever you go. No one company owns your profile. You own your profile. It's your professional branding tool. And so you can utilize it however you see fit. So if you put notes and you put tags and all of these other things inside of this CRM part of LinkedIn, you are the only person who can see that information. It is completely confidential to you. So it's a great tool.
John Shea: So –
Lindsay Kelley: That is really cool. And so I have a question before John moves to the next question. What does it mean when I try to click on one, because I'm doing this live right now, and it says unable to save contact?
Whitney Harmel: You're able to save contact?
John Shea: It says unable.
Lindsay Kelley: I'm unable.
John Shea: I'm going to tell you, Lindsay, that there's a couple of glitches in that that I've experienced.
Lindsay Kelley: Okay.
John Shea: Because, Whitney help me with this, and that if you close out and go back in, it's in there.
Lindsay Kelley: Okay.
John Shea: For some reason it depends on the browser. But the, it does work and the notes and I want to touch on a key point that you made here because I think this is really important for people to understand. Your digital brand doesn't just connect directly to the company you work for. Your digital brand is imprinted over a long period of time and over your professional history now in today's world and it's for all to see. So you're right. You take it with you. So you not only have to think now on the short term, but you have to think strategically in the long term. In the business you want today and what's going to happen tomorrow or the next day.
When you do go or move, you have all of that data coming with you and that's helpful. That's helpful in the business that you're currently in, right, because you've made these connections. Additionally, it's a lot of people that you talk to on a daily, weekly, monthly basis. It's hard to remember and keep all of your facts straight. This is a great place to keep that information and to have it with you and available. It doesn't mean you walk away from your CRM. It's just another tool to add. What I call it is your digital acumen. Your ability to understand how to use the digital resources that are available to you. Twitter, Facebook, LinkedIn, whatever it is. But particularly with LinkedIn, your acumen in understanding the tool and its benefit to you and how to leverage those things into business opportunities. That's really what you're talking about, right?
Whitney Harmel: Absolutely. So I just had a lovely conversation with a young 23 year old recent college graduate and she is looking for a career with her passion for art and working in a museum. We had a great conversation last week. I actually said to her on a personal note, I said I wish I had known, I wish I had done all of this when I was your age because I actually think having started at 22, 23 and utilizing my personality and making these connections and networking, I think it actually would have taken me even further from where I am right now. You're right. This is your personal brand and your professional brand. If you start – you can start at any age. But if you haven't started yet, you're falling behind. You're definitely falling behind.
John Shea: Right, right. And people look at that and Lindsay and I have talked about it on the podcast before. People will look at your digital brand or your digital profile. They're going to look at your company and the content, but they're also going to look at you and decide does this person fit. Is it worth attempting to have a relationship? If I'm going to enter into a relationship with this company that has great content, does the person I'm relating to, working with, have similar track record.
Whitney Harmel: Absolutely. And people do business with people that they like. I was working with a client who is a man who is in his middle age and he was concerned about showcasing too much on LinkedIn and he was afraid to talk about himself. He was afraid to showcase his, what he does in his personal life. I just encouraged him to let people know who he is outside of his construction business and he sent me a great e-mail about three weeks ago and in the e-mail was another gentleman who saw his profile and the guy said I don't utilized LinkedIn very often, but I want you to know I looked at your profile. Thank you very much for serving our country for 21 years. I also volunteer with my church and the Boy Scouts, so it's great to know that I'm doing business with someone just like me.
John Shea: Yeah. There you go.
Whitney Harmel: It was so powerful. It was so [audio break up] at workshops because I think organically he will get more business because of it. But it's also just showcasing him as a really well rounded individual and someone that you would want to do business with.
John Shea: Yeah.
Lindsay Kelley: Right. It's the human connection. I mean, humans want to be spoken to as humans, not as digital robots. So putting that type of information out there, you've got an opportunity to actually showcase that there are things that are meaningful to you. It’s not just what you do in your business. It's a little bit about what you do in your life and you're finding those connections. You've got to know how to share that digitally, so that you can translate and you can evolve with the technology.
John Shea: Mm-hmm. Yep. I think that's all good points.
Lindsay Kelley: Great story.
John Shea: So that's a great story. That solidifies everything we've talked about today. I'm going to recap real quick because we're running low on time here. I just want to touch base and cover everything we've talked about. First, when you're making a connection, it's okay to connect two people together. That's kind of like you're socially bringing two people together. You're doing something for them and a byproduct of that could be that you get something out of it, but it's the right thing to do. Additionally, when you're connecting to people, create a message. Don't use the standard LinkedIn message and don't do it on the mobile app. Do it from a PC or laptop. I don't think anybody has a PC anymore, but a laptop. Log in and create that message. Make it short and sweet and to the point.
Once you've connected with somebody, it's okay to send them a message back thanking them. That may be taking next steps if that’s possible in your relationship. Join some groups. LinkedIn gives you on the free account up to 50 groups. Understand the rules and regs of that group, so you don't make a mistake in posting. But just don't be in the group, be active in the group. Do something. Give some feedback. That gives your digital credibility and your brand. You're somebody that can provide excellent and qualified feedback. Then, finally, there's this CRM component to LinkedIn. We don't recommend that you dump your CRM, but there's a great, under the star where the relationship portion under the picture. I'm looking at Whitney right now and her profile picture.
Right under there is a star and I typed in the date we had the podcast in my notes section, which you can add some contact information, you can add some notes, some detailed information. And, again, this is your digital brand. This is your digital program that can move with you wherever you go. This isn't living somewhere with an existing company or living somewhere else. It's living here and as you go it goes with you. So it's nice to keep some of those notes and information on LinkedIn. Did I cover everything?
Whitney Harmel: Yeah. I would just say participate. If nothing else, just start participating, sharing third party content, publishing your own leadership, being involved in groups. It's all about participation, networking, and being very strategic about it.
John Shea: So, Whitney, tell us where, if people are interested in more stuff from you, where they can find you. Twitter, LinkedIn, and your website, that sort of thing. How they can contact you if they want.
Whitney Harmel: Sure. So, absolutely. They can look me up on LinkedIn. I recommend you start there. Whitney and my last name is Harmel. They can follow me on Twitter, @WhitneyHarmel. Keep it very simple, very easy. And then our company website, which is www.interoadvisory.com. We have wonderful blogs that we share twice a week. Really some great thought leadership not only on LinkedIn, but some quick tips and some best practices. We try to provide as much great content as we can. You can also follow us on Twitter @interoadvisory.
John Shea: Great. Thank you.
Lindsay Kelley: Awesome. Thank you so much, Whitney. It was awesome having you today. And thank you, John, for the recap. As always, you can find John at alignment-group.com. You can find me at prospectbuilder.net. Pop over to iTunes, Stitcher, check us out. Follow the podcast. Give us some starts and feedback. And until next time, keep filling the funnel.
John Shea: Thank you.