WEBVTT 1 00:00:02.410 --> 00:00:16.309 Wendy Brookhouse: Hello and welcome to the real bottom line, where we interview entrepreneurs about their entrepreneurial journey and things they've learned along the way. My special guest today is John Keel. Welcome, John. 2 00:00:16.820 --> 00:00:19.390 Jon Keel - All Things LinkedIn: Wendy, I'm excited to be here with you. Thank you. 3 00:00:19.390 --> 00:00:26.969 Wendy Brookhouse: I'm thrilled to have you here. I would love to hear. How did you become self-employed? An entrepreneur and a business owner? 4 00:00:28.230 --> 00:00:30.039 Jon Keel - All Things LinkedIn: Well, I'm in my 3rd career. 5 00:00:30.040 --> 00:00:31.220 Wendy Brookhouse: Okay. 6 00:00:31.460 --> 00:00:36.110 Jon Keel - All Things LinkedIn: Yeah, and I'm 77 years old. Most people don't believe that. But 7 00:00:36.765 --> 00:00:47.060 Jon Keel - All Things LinkedIn: my 1st 1st job I went to work for a small company, and and have a couple of engineering degrees. And so so I always knew I wanted to sell technical equipment, which I did. 8 00:00:47.340 --> 00:00:49.390 Jon Keel - All Things LinkedIn: and over 23 years, so 9 00:00:49.650 --> 00:00:51.940 Jon Keel - All Things LinkedIn: that quarter 1 billion dollars worth of stuff 10 00:00:52.010 --> 00:00:54.899 Jon Keel - All Things LinkedIn: in the water and waste water treatment equipment industry 11 00:00:54.950 --> 00:00:58.319 Jon Keel - All Things LinkedIn: ended up owning and running the business. Or it ran me. 12 00:00:59.040 --> 00:01:01.240 Jon Keel - All Things LinkedIn: More probably almost lost my family. 13 00:01:01.440 --> 00:01:02.670 Wendy Brookhouse: Oh, wow! Okay. 14 00:01:03.252 --> 00:01:07.179 Jon Keel - All Things LinkedIn: But didn't got my head right and my heart right, as I say. 15 00:01:07.480 --> 00:01:08.280 Jon Keel - All Things LinkedIn: And 16 00:01:08.870 --> 00:01:13.870 Jon Keel - All Things LinkedIn: was there 23 years? And after colleen, and I, my wife and I got my. 17 00:01:14.330 --> 00:01:16.370 Jon Keel - All Things LinkedIn: After I got my stuff together 18 00:01:16.580 --> 00:01:19.910 Jon Keel - All Things LinkedIn: we decided that I needed to sell that business. 19 00:01:19.910 --> 00:01:20.680 Wendy Brookhouse: Hmm. 20 00:01:21.070 --> 00:01:23.349 Jon Keel - All Things LinkedIn: Again. I was the the owner 21 00:01:23.510 --> 00:01:27.069 Jon Keel - All Things LinkedIn: had 65 employees did about 15 million in revenue. 22 00:01:27.210 --> 00:01:30.679 Jon Keel - All Things LinkedIn: and I mean it was a successful business still is today 23 00:01:30.810 --> 00:01:31.730 Jon Keel - All Things LinkedIn: and 24 00:01:32.580 --> 00:01:33.790 Jon Keel - All Things LinkedIn: no job. 25 00:01:35.010 --> 00:01:37.769 Jon Keel - All Things LinkedIn: Yeah, I'm sitting there with no job, you know, had 26 00:01:37.780 --> 00:01:38.990 Jon Keel - All Things LinkedIn: and some money. 27 00:01:39.130 --> 00:01:45.099 Jon Keel - All Things LinkedIn: And along the way I'd gone back to Xavier University in Cincinnati through the executive Mba. Program. 28 00:01:45.100 --> 00:01:46.000 Wendy Brookhouse: Okay. 29 00:01:46.000 --> 00:01:50.890 Jon Keel - All Things LinkedIn: And then took every finance course they offered finance. 30 00:01:50.930 --> 00:01:56.370 Jon Keel - All Things LinkedIn: but I was on the Dean's Advisory Board, and since I didn't have a job, he said, Well, why don't you teach? 31 00:01:57.150 --> 00:02:00.590 Jon Keel - All Things LinkedIn: So I adjunct in the Mba program for about 5 years. 32 00:02:00.820 --> 00:02:03.240 Jon Keel - All Things LinkedIn: Again, not knowing what I was going to do. 33 00:02:03.820 --> 00:02:09.209 Jon Keel - All Things LinkedIn: January of 97. 2 students came down out of class one night and said, What do you know about the Internet 34 00:02:10.440 --> 00:02:16.099 Jon Keel - All Things LinkedIn: now? To give you some frame of reference, Wendy. There were 72,000 websites in the world at that time. 35 00:02:16.660 --> 00:02:17.750 Jon Keel - All Things LinkedIn: and 36 00:02:18.480 --> 00:02:24.900 Jon Keel - All Things LinkedIn: I remember saying, I don't know much, guys, but I I have the time. So I took the next 8 to 10 weeks 37 00:02:25.120 --> 00:02:26.130 Jon Keel - All Things LinkedIn: and 38 00:02:26.190 --> 00:02:28.359 Jon Keel - All Things LinkedIn: just went online dial up. 39 00:02:28.560 --> 00:02:29.180 Wendy Brookhouse: Yeah. 40 00:02:29.380 --> 00:02:34.530 Jon Keel - All Things LinkedIn: And just 8 to 10 HA day, and just looked at websites. And I got excited. I said. 41 00:02:34.710 --> 00:02:39.889 Jon Keel - All Things LinkedIn: I love small business. I have a passion for small business because we are the net job creators. 42 00:02:40.020 --> 00:02:41.779 Jon Keel - All Things LinkedIn: I believe in the world's economy. 43 00:02:41.970 --> 00:02:42.949 Jon Keel - All Things LinkedIn: And I said. 44 00:02:43.860 --> 00:02:48.240 Jon Keel - All Things LinkedIn: if I could learn some of this stuff I could help small businesses grow. Yeah. 45 00:02:48.390 --> 00:02:53.769 Jon Keel - All Things LinkedIn: got connected with 5 guys to today are considered grandfathers of online marketing 46 00:02:54.190 --> 00:02:57.689 Jon Keel - All Things LinkedIn: and paid them a fair amount of money to learn from them. 47 00:02:58.720 --> 00:03:01.470 Jon Keel - All Things LinkedIn: came back to Cincinnati after about 6 months. 48 00:03:01.790 --> 00:03:03.230 Jon Keel - All Things LinkedIn: thinking, I'm just gonna 49 00:03:03.280 --> 00:03:07.370 Jon Keel - All Things LinkedIn: I'm gonna knock them dead. And I had 0 success for 6 months. 50 00:03:08.760 --> 00:03:11.869 Jon Keel - All Things LinkedIn: cause I knew how to sell, but I knew nothing about marketing. 51 00:03:12.120 --> 00:03:13.080 Wendy Brookhouse: Right. 52 00:03:13.080 --> 00:03:14.190 Jon Keel - All Things LinkedIn: But I 53 00:03:14.430 --> 00:03:19.940 Jon Keel - All Things LinkedIn: got connected with some other people who were really good at that, and over the next 25 years build a 54 00:03:21.410 --> 00:03:25.550 Jon Keel - All Things LinkedIn: build, a business, and I set 4 rules for myself. 1st of all 55 00:03:25.740 --> 00:03:30.359 Jon Keel - All Things LinkedIn: in between. When I didn't know what I was. Gonna do I said, Number One. I'll never have to go somewhere to go to work. 56 00:03:31.550 --> 00:03:34.890 Jon Keel - All Things LinkedIn: Secondly, I I will only work with people that I like. 57 00:03:35.620 --> 00:03:37.809 Jon Keel - All Things LinkedIn: 3, rd I'll have no employees. 58 00:03:38.630 --> 00:03:40.890 Jon Keel - All Things LinkedIn: and 4, th I'll have no receivables. 59 00:03:40.900 --> 00:03:44.690 Jon Keel - All Things LinkedIn: and I've done all that, for, you know, 30, 30 plus years now. 60 00:03:44.790 --> 00:03:45.890 Jon Keel - All Things LinkedIn: and 61 00:03:46.750 --> 00:03:50.440 Jon Keel - All Things LinkedIn: over 25 years built that up to about a million a year 62 00:03:50.620 --> 00:03:52.420 Jon Keel - All Things LinkedIn: in recurring revenue. 63 00:03:53.170 --> 00:03:56.559 Jon Keel - All Things LinkedIn: Worked with 15 or 1,600 clients around the world. 64 00:03:57.200 --> 00:04:00.269 Jon Keel - All Things LinkedIn: And I never talked about mark online marketing 65 00:04:00.460 --> 00:04:01.640 Jon Keel - All Things LinkedIn: because I 66 00:04:01.680 --> 00:04:04.130 Jon Keel - All Things LinkedIn: discovered early that 67 00:04:04.390 --> 00:04:09.770 Jon Keel - All Things LinkedIn: most small businesses don't want to spend or invest in marketing, but they want the results. 68 00:04:10.020 --> 00:04:10.880 Wendy Brookhouse: Okay. 69 00:04:10.880 --> 00:04:12.999 Jon Keel - All Things LinkedIn: Which is increased revenue for most of them. 70 00:04:13.180 --> 00:04:16.190 Jon Keel - All Things LinkedIn: And so that was always my focus over 25 years. 71 00:04:16.420 --> 00:04:22.430 Jon Keel - All Things LinkedIn: and things were really going pretty well, and I did a lot of speaking from stage. And 72 00:04:22.560 --> 00:04:25.839 Jon Keel - All Things LinkedIn: even I've been. I've been a zoom user for a long time. 73 00:04:26.530 --> 00:04:28.740 Jon Keel - All Things LinkedIn: Well, before the pandemic 74 00:04:30.060 --> 00:04:31.070 Jon Keel - All Things LinkedIn: and 75 00:04:31.680 --> 00:04:33.790 Jon Keel - All Things LinkedIn: march 1, st 2020 hit. 76 00:04:33.790 --> 00:04:34.480 Wendy Brookhouse: Yup! 77 00:04:34.670 --> 00:04:41.059 Jon Keel - All Things LinkedIn: The wall, as I call it. I was actually on my way that morning, Wendy, to go over and pick up a $20,000 check 78 00:04:41.180 --> 00:04:45.539 Jon Keel - All Things LinkedIn: from each of 2 new clients to to get them started on a new project. 79 00:04:47.050 --> 00:04:51.800 Jon Keel - All Things LinkedIn: One called at 9, and one called at 9 0. 5 am, and said, Don't bother coming by. 80 00:04:51.990 --> 00:04:53.589 Wendy Brookhouse: Right, yeah. 81 00:04:53.590 --> 00:04:56.660 Jon Keel - All Things LinkedIn: 2020 was the year of the ostrich. In many respects. 82 00:04:57.640 --> 00:04:58.450 Jon Keel - All Things LinkedIn: So 83 00:04:58.610 --> 00:05:03.429 Jon Keel - All Things LinkedIn: my second career, I basically said, Well, I you know the numbers never lie in business. 84 00:05:04.520 --> 00:05:08.540 Jon Keel - All Things LinkedIn: We lie to ourselves, but the numbers never lie, really. And 85 00:05:08.680 --> 00:05:10.450 Jon Keel - All Things LinkedIn: how am I gonna pivot? Well. 86 00:05:11.600 --> 00:05:17.740 Jon Keel - All Things LinkedIn: I'm kind of sliding into the next part in terms of how I got involved in Linkedin 87 00:05:18.720 --> 00:05:22.140 Jon Keel - All Things LinkedIn: was talking with a friend of mine in Toronto one morning 88 00:05:22.870 --> 00:05:27.480 Jon Keel - All Things LinkedIn: shortly thereafter, and he said, You know you've been talking about Linkedin for the last couple of years 89 00:05:27.500 --> 00:05:30.650 Jon Keel - All Things LinkedIn: as a great b 2 b platform. How's that working? 90 00:05:31.850 --> 00:05:34.130 Jon Keel - All Things LinkedIn: Well, I hadn't done much with it. 91 00:05:34.990 --> 00:05:38.000 Jon Keel - All Things LinkedIn: I talked a good game, and 92 00:05:38.060 --> 00:05:47.260 Jon Keel - All Things LinkedIn: by that time I had built up to about 8 or 9,000 connections, doing it all wrong, using automation, doing all kinds of things which should kick me off the platform. 93 00:05:48.580 --> 00:05:51.230 Jon Keel - All Things LinkedIn: And I said, What do you mean? And he said, Well. 94 00:05:51.350 --> 00:05:53.789 Jon Keel - All Things LinkedIn: how often are you posting on Linkedin 95 00:05:55.130 --> 00:05:57.600 Jon Keel - All Things LinkedIn: cause I knew, I mean, I mean, I knew Linkedin was. 96 00:05:57.620 --> 00:06:01.649 Jon Keel - All Things LinkedIn: I had a sense that Lincoln, our vision, if you will, it was gonna be good. 97 00:06:02.050 --> 00:06:03.120 Jon Keel - All Things LinkedIn: And 98 00:06:03.600 --> 00:06:08.039 Jon Keel - All Things LinkedIn: I said, Well, maybe maybe once a month, maybe I don't know there was no strategy. 99 00:06:08.270 --> 00:06:10.490 Jon Keel - All Things LinkedIn: and he said, no harm, no foul. 100 00:06:11.140 --> 00:06:13.629 Jon Keel - All Things LinkedIn: How much exposure are your posts getting? 101 00:06:14.860 --> 00:06:16.249 Jon Keel - All Things LinkedIn: And I didn't know. 102 00:06:16.830 --> 00:06:17.600 Wendy Brookhouse: Yeah. 103 00:06:17.600 --> 00:06:20.509 Jon Keel - All Things LinkedIn: I never looked at it. I had to go into my Linkedin account 104 00:06:20.860 --> 00:06:24.560 Jon Keel - All Things LinkedIn: and look, and I said, Well, market looks like somewhere between 200 and 105 00:06:24.860 --> 00:06:27.169 Jon Keel - All Things LinkedIn: 5 or 600 views on a post 106 00:06:28.030 --> 00:06:29.690 Jon Keel - All Things LinkedIn: minimal engagement 107 00:06:29.980 --> 00:06:31.989 Jon Keel - All Things LinkedIn: in terms of likes and comments. 108 00:06:32.420 --> 00:06:34.700 Jon Keel - All Things LinkedIn: and and Mark's words were 109 00:06:35.040 --> 00:06:36.220 Jon Keel - All Things LinkedIn: that sucks. 110 00:06:37.160 --> 00:06:39.980 Jon Keel - All Things LinkedIn: and it didn't hurt my feelings because 111 00:06:40.710 --> 00:06:42.789 Jon Keel - All Things LinkedIn: I didn't know any better. 112 00:06:42.790 --> 00:06:43.440 Wendy Brookhouse: Yup! 113 00:06:43.950 --> 00:06:51.279 Jon Keel - All Things LinkedIn: And which is the case with most people on Linkedin today, and he introduced me to some friends of his his in the Uk. 114 00:06:51.560 --> 00:06:53.519 Jon Keel - All Things LinkedIn: who had developed a white label 115 00:06:54.500 --> 00:06:55.829 Jon Keel - All Things LinkedIn: service product 116 00:06:56.250 --> 00:06:58.559 Jon Keel - All Things LinkedIn: 3 years, 4 years beforehand. 117 00:06:58.720 --> 00:07:02.110 Jon Keel - All Things LinkedIn: that when they spoke when I spoke with them a couple days later. 118 00:07:02.210 --> 00:07:03.730 Jon Keel - All Things LinkedIn: they said, oh, this one! 119 00:07:03.770 --> 00:07:05.380 Jon Keel - All Things LinkedIn: It's it's magic. 120 00:07:05.570 --> 00:07:09.120 Jon Keel - All Things LinkedIn: I don't remember their exact words, but that's how they came across. 121 00:07:10.100 --> 00:07:15.459 Jon Keel - All Things LinkedIn: This will explode your linkedin exposure 300 to 500% 122 00:07:15.610 --> 00:07:17.560 Jon Keel - All Things LinkedIn: and the ensuing engagement. 123 00:07:18.600 --> 00:07:22.490 Jon Keel - All Things LinkedIn: although I was born at night, not last night. And 124 00:07:23.370 --> 00:07:28.210 Jon Keel - All Things LinkedIn: yeah, I've been in business 50 years, and I don't believe that kind of stuff 125 00:07:28.670 --> 00:07:34.190 Jon Keel - All Things LinkedIn: and did nothing now. They gave me access to nothing for 2 months, month, and a 2 months. 126 00:07:34.420 --> 00:07:37.909 Jon Keel - All Things LinkedIn: and one morning. I don't know if I was feeling sorry for myself or what 127 00:07:38.500 --> 00:07:40.619 Jon Keel - All Things LinkedIn: I said. Well, maybe there's something here. 128 00:07:40.960 --> 00:07:42.280 Jon Keel - All Things LinkedIn: and I 129 00:07:42.330 --> 00:07:43.709 Jon Keel - All Things LinkedIn: use the system. 130 00:07:44.330 --> 00:07:47.210 Jon Keel - All Things LinkedIn: My 1st post had over 4,000 views on it. 131 00:07:47.980 --> 00:07:48.660 Wendy Brookhouse: Nice. 132 00:07:49.210 --> 00:07:50.640 Jon Keel - All Things LinkedIn: That got my attention. 133 00:07:50.850 --> 00:07:51.350 Wendy Brookhouse: For sure. 134 00:07:51.350 --> 00:07:58.880 Jon Keel - All Things LinkedIn: And I said, Well, maybe there's something here, and I can continue to use the system a couple of times a week, 2, 3 times a week. 135 00:07:59.480 --> 00:08:04.380 Jon Keel - All Things LinkedIn: Finally I said, There's there is something here, and I called. I set up a zoom call with the CEO, 136 00:08:04.640 --> 00:08:05.989 Jon Keel - All Things LinkedIn: and I, said, Mike. 137 00:08:06.660 --> 00:08:09.649 Jon Keel - All Things LinkedIn: I've been around a long time. I have a great network. 138 00:08:09.690 --> 00:08:12.190 Jon Keel - All Things LinkedIn: would love to take this to people that I know. 139 00:08:13.020 --> 00:08:16.190 Jon Keel - All Things LinkedIn: I know I could call. They'd take my call, because I know we know each other. 140 00:08:16.250 --> 00:08:17.680 Jon Keel - All Things LinkedIn: And he said, Well. 141 00:08:18.300 --> 00:08:19.780 Jon Keel - All Things LinkedIn: thanks for asking. 142 00:08:20.770 --> 00:08:24.639 Jon Keel - All Things LinkedIn: He says I'm going to expand this business to white label partners. 143 00:08:24.970 --> 00:08:26.909 Jon Keel - All Things LinkedIn: and I picked my 1st 4, 144 00:08:27.580 --> 00:08:31.420 Jon Keel - All Things LinkedIn: one in Australia, one in Spain, one in the Uk, and one in the States 145 00:08:32.169 --> 00:08:35.880 Jon Keel - All Things LinkedIn: people I've worked with for the last 2 or 3 years that I know I can trust. 146 00:08:36.159 --> 00:08:38.900 Jon Keel - All Things LinkedIn: My name obviously wasn't on that list. 147 00:08:38.960 --> 00:08:40.799 Jon Keel - All Things LinkedIn: that being our 1st call. 148 00:08:41.000 --> 00:08:42.659 Jon Keel - All Things LinkedIn: and he said that he said. 149 00:08:43.909 --> 00:08:46.839 Jon Keel - All Things LinkedIn: I mean my quote, I said, I remember this 150 00:08:46.850 --> 00:08:51.230 Jon Keel - All Things LinkedIn: verbatim. I'm glad for them, and I'm glad for you, Mike. But what about me? 151 00:08:52.220 --> 00:08:55.670 Jon Keel - All Things LinkedIn: You never know unless you ask, and he said, Well, I've checked you out. 152 00:08:55.940 --> 00:08:58.690 Jon Keel - All Things LinkedIn: You have an excellent reputation in the marketplace. 153 00:08:59.060 --> 00:09:02.599 Jon Keel - All Things LinkedIn: and I've actually talked to 4 or 5 people that know you. 154 00:09:02.910 --> 00:09:07.979 Jon Keel - All Things LinkedIn: and would you be interested in being in the world? White label partner number 5. 155 00:09:08.240 --> 00:09:08.950 Wendy Brookhouse: Nice. 156 00:09:09.700 --> 00:09:12.030 Jon Keel - All Things LinkedIn: Launched that business a couple months later. 157 00:09:12.520 --> 00:09:14.190 Jon Keel - All Things LinkedIn: profitable right away 158 00:09:14.540 --> 00:09:17.010 Jon Keel - All Things LinkedIn: again. But I understand the online world. 159 00:09:18.060 --> 00:09:24.780 Jon Keel - All Things LinkedIn: although I still found, after about a month, Wendy, that that people still they could use the system. 160 00:09:26.470 --> 00:09:28.519 Jon Keel - All Things LinkedIn: But they didn't understand Linkedin. 161 00:09:28.830 --> 00:09:29.490 Wendy Brookhouse: Yeah. 162 00:09:29.490 --> 00:09:31.280 Jon Keel - All Things LinkedIn: Because even back then. 163 00:09:31.520 --> 00:09:36.609 Jon Keel - All Things LinkedIn: I mean, this year, Linkedin has already made a hundred 70 point changes to the platform. 164 00:09:37.030 --> 00:09:37.930 Wendy Brookhouse: Okay. 165 00:09:38.140 --> 00:09:39.060 Jon Keel - All Things LinkedIn: Some major. 166 00:09:39.060 --> 00:09:40.830 Wendy Brookhouse: That's for sure. 167 00:09:40.830 --> 00:09:51.320 Jon Keel - All Things LinkedIn: Yeah, and and many not. But even back. Then mannikin was making changes, and as good as they are, they do an equally poor job at communicating those changes to the users. 168 00:09:51.840 --> 00:10:03.170 Wendy Brookhouse: No kidding. So okay, let's let's save that for a second. We're gonna dig into Linkedin shortly what I'd love to hear a little bit. So in your 1st business. You learned that 169 00:10:05.360 --> 00:10:11.310 Wendy Brookhouse: structuring the business, and it to the to the detriment of your family, was not good. 170 00:10:11.940 --> 00:10:13.000 Jon Keel - All Things LinkedIn: Not good. 171 00:10:13.000 --> 00:10:20.829 Wendy Brookhouse: So were you working too much, traveling too much, not making enough money like? What were the things that were the symptoms of 172 00:10:20.880 --> 00:10:23.420 Wendy Brookhouse: understanding that that wasn't working for you. 173 00:10:25.720 --> 00:10:29.410 Jon Keel - All Things LinkedIn: I had no relationship with my wife and no relationship with my daughters. 174 00:10:30.250 --> 00:10:30.580 Wendy Brookhouse: Okay. 175 00:10:30.580 --> 00:10:31.510 Jon Keel - All Things LinkedIn: And 176 00:10:32.530 --> 00:10:39.479 Jon Keel - All Things LinkedIn: oh, typical. And I see this today, a lot of many guys in their early forties, and maybe women too, but 177 00:10:39.600 --> 00:10:41.030 Jon Keel - All Things LinkedIn: particularly guys. 178 00:10:41.960 --> 00:10:44.510 Jon Keel - All Things LinkedIn: I knew I was important. Just ask me. 179 00:10:45.490 --> 00:10:48.150 Jon Keel - All Things LinkedIn: I had a very high opinion of myself. Yeah. 180 00:10:48.250 --> 00:10:50.850 Jon Keel - All Things LinkedIn: humility was not in my vocabulary. 181 00:10:51.060 --> 00:10:51.890 Wendy Brookhouse: Gotcha. 182 00:10:52.240 --> 00:10:53.890 Wendy Brookhouse: When did that come, John? 183 00:10:55.890 --> 00:10:56.490 Jon Keel - All Things LinkedIn: Well. 184 00:10:57.370 --> 00:10:58.910 Jon Keel - All Things LinkedIn: true, true story. 185 00:10:59.150 --> 00:11:04.189 Jon Keel - All Things LinkedIn: I'm meeting with my Pre. I went to the Episcopal Church in Cincinnati, and I went to my 186 00:11:04.200 --> 00:11:06.839 Jon Keel - All Things LinkedIn: priest, and for the 1st time in my life 187 00:11:07.630 --> 00:11:10.319 Jon Keel - All Things LinkedIn: I was honest with him in terms of what was going on. 188 00:11:11.880 --> 00:11:15.526 Jon Keel - All Things LinkedIn: I've never been honest with anybody in my life, including my wife. 189 00:11:16.610 --> 00:11:19.310 Jon Keel - All Things LinkedIn: I had the, you know. I had the shell, the the 190 00:11:19.470 --> 00:11:20.520 Jon Keel - All Things LinkedIn: and he said, you know. 191 00:11:20.520 --> 00:11:21.730 Wendy Brookhouse: Of success. 192 00:11:21.980 --> 00:11:23.619 Jon Keel - All Things LinkedIn: Oh, yeah, yeah. 193 00:11:23.730 --> 00:11:27.450 Jon Keel - All Things LinkedIn: The right. The right house wanted the right country club. All the stuff. 194 00:11:28.170 --> 00:11:31.389 Jon Keel - All Things LinkedIn: And and Jim said, John, he says you need professional help. 195 00:11:31.790 --> 00:11:33.619 Jon Keel - All Things LinkedIn: I said, I know 196 00:11:34.290 --> 00:11:36.220 Jon Keel - All Things LinkedIn: I knew we know. 197 00:11:36.690 --> 00:11:37.250 Jon Keel - All Things LinkedIn: and 198 00:11:38.100 --> 00:11:40.450 Jon Keel - All Things LinkedIn: we actually were separated for 3 months. 199 00:11:40.580 --> 00:11:45.289 Jon Keel - All Things LinkedIn: went through some. Very, very good, I won't call it counseling, but help in that in regard. 200 00:11:45.320 --> 00:11:46.460 Jon Keel - All Things LinkedIn: And 201 00:11:46.610 --> 00:11:48.989 Jon Keel - All Things LinkedIn: and then it was 5 to 10 years to 202 00:11:49.360 --> 00:11:51.280 Jon Keel - All Things LinkedIn: reconstruct things. 203 00:11:51.280 --> 00:11:52.100 Wendy Brookhouse: Yes. 204 00:11:52.100 --> 00:11:53.259 Jon Keel - All Things LinkedIn: Which I'd torn down. 205 00:11:53.830 --> 00:12:00.079 Wendy Brookhouse: Was there a had trust been eroded over that time, as well, probably to. 206 00:12:00.080 --> 00:12:02.574 Jon Keel - All Things LinkedIn: What's that? What's that word trust? 207 00:12:03.280 --> 00:12:12.240 Jon Keel - All Things LinkedIn: Oh, yeah. Big time, I mean, I remember my when I went to the psychologist that we that we had, he he interviewed me, and he said. 208 00:12:13.550 --> 00:12:19.540 Jon Keel - All Things LinkedIn: says, I'll take your case, he says quite frankly. He says your Academy award award winning material. 209 00:12:20.140 --> 00:12:24.210 Jon Keel - All Things LinkedIn: He says the reality is, you're unfit for human consumption, but I can help you. 210 00:12:24.700 --> 00:12:25.950 Wendy Brookhouse: Oh, my goodness, John! 211 00:12:25.950 --> 00:12:27.209 Jon Keel - All Things LinkedIn: Oh, I was 212 00:12:27.410 --> 00:12:28.710 Jon Keel - All Things LinkedIn: sounds bad. 213 00:12:28.710 --> 00:12:41.770 Wendy Brookhouse: That's tough, like. Obviously the carrot of re of a renewed renewed relationship with your wife and family was big enough for you to go through the pain, because that type of work is not easy. 214 00:12:41.770 --> 00:12:42.460 Jon Keel - All Things LinkedIn: Oh. 215 00:12:42.860 --> 00:12:44.530 Jon Keel - All Things LinkedIn: it was! It was 216 00:12:44.560 --> 00:12:47.580 Jon Keel - All Things LinkedIn: really hard, and it didn't happen overnight again. 217 00:12:47.910 --> 00:12:49.499 Jon Keel - All Things LinkedIn: You know. You don't gain 218 00:12:49.760 --> 00:12:56.160 Jon Keel - All Things LinkedIn: 30 or 40 pounds overnight. It takes 1020 years, and it took it took 10 years. 219 00:12:56.800 --> 00:13:08.379 Wendy Brookhouse: With regards. How soon in that process did you sell the business like? How soon did you realize that that was not something you could shift or change to make it amenable to the situation. 220 00:13:08.380 --> 00:13:09.710 Jon Keel - All Things LinkedIn: Great great question. 221 00:13:09.930 --> 00:13:14.069 Jon Keel - All Things LinkedIn: and what many business, particularly small business people don't realize. 222 00:13:14.490 --> 00:13:16.510 Jon Keel - All Things LinkedIn: You just don't sell your business. 223 00:13:16.510 --> 00:13:17.020 Wendy Brookhouse: Yeah. 224 00:13:17.020 --> 00:13:25.749 Jon Keel - All Things LinkedIn: And you'll generally always maximize the value if you sell to people who are already there because they understand the business. It took 5 years to put that together. 225 00:13:25.750 --> 00:13:26.540 Wendy Brookhouse: Okay. 226 00:13:26.540 --> 00:13:30.330 Jon Keel - All Things LinkedIn: And that was not a fun. 5 years, because I already knew I was going to leave. 227 00:13:30.330 --> 00:13:31.100 Wendy Brookhouse: Right. 228 00:13:32.090 --> 00:13:33.690 Jon Keel - All Things LinkedIn: But we got through it. 229 00:13:34.030 --> 00:14:00.129 Wendy Brookhouse: Well, good for you and I I think you you're speaking some real truth there like always always doing the work along the way to prepare your business for sale whether you're gonna sell or not. I think, is a great lesson for most entrepreneurs, because obviously along the way you had no intention of selling, but then life, circumstances changed, and you needed to sell, to make, to get an outcome that you were looking for with your family. 230 00:14:00.280 --> 00:14:03.050 Jon Keel - All Things LinkedIn: The one thing we put in in into play. 231 00:14:03.200 --> 00:14:06.009 Jon Keel - All Things LinkedIn: and it was from before I was there. 232 00:14:06.310 --> 00:14:08.400 Jon Keel - All Things LinkedIn: because the company was a hundred years old. 233 00:14:10.550 --> 00:14:12.660 Jon Keel - All Things LinkedIn: an annual valuation. 234 00:14:13.486 --> 00:14:14.520 Wendy Brookhouse: Perfect! Yep. 235 00:14:14.520 --> 00:14:24.690 Jon Keel - All Things LinkedIn: And I. I actually taught business evaluation in grad school and understood that. And so it was. Just go to the what's this? What's the formula say, but we did 236 00:14:25.120 --> 00:14:29.369 Jon Keel - All Things LinkedIn: the best time to know where the fire escape is is before there's a fire. 237 00:14:30.690 --> 00:14:34.703 Wendy Brookhouse: That is that I I love that I might vote you on that one. 238 00:14:35.070 --> 00:14:44.089 Wendy Brookhouse: So that was sold, and then you started in a business. I it feels like to me from that conversation like you're like an Og Internet guy like you're original. 239 00:14:44.300 --> 00:14:47.339 Wendy Brookhouse: You were in right from the get-go, right from the ground floor. 240 00:14:48.750 --> 00:14:50.829 Jon Keel - All Things LinkedIn: A lot of people have come and gone. 241 00:14:51.630 --> 00:15:01.349 Wendy Brookhouse: I I'm curious, just from a perspective, you know, looking backwards 30 years and thinking about that 6 months of when you were going off and learning the Internet. 242 00:15:02.560 --> 00:15:03.760 Wendy Brookhouse: Did you 243 00:15:04.220 --> 00:15:13.020 Wendy Brookhouse: see what it could be like? What it is now? Or was it? Did you ever see that it would be as much as it is now. Do you know what I mean like? Because it's gone so far. 244 00:15:13.020 --> 00:15:19.789 Jon Keel - All Things LinkedIn: No, yeah. I mean, I I wrote the 1st book on pay per click search engines. This is Pre, Google. 245 00:15:20.000 --> 00:15:20.810 Jon Keel - All Things LinkedIn: yep. 246 00:15:21.010 --> 00:15:23.520 Jon Keel - All Things LinkedIn: back when you could buy clicks for a penny 247 00:15:23.580 --> 00:15:27.733 Jon Keel - All Things LinkedIn: 1, 2 cents per click. Wow! In the late nineties. And and 248 00:15:29.120 --> 00:15:31.169 Jon Keel - All Things LinkedIn: who who would have thunk it today? 249 00:15:31.370 --> 00:15:32.579 Wendy Brookhouse: I know right. 250 00:15:32.580 --> 00:15:33.670 Jon Keel - All Things LinkedIn: Just as one example. 251 00:15:33.670 --> 00:15:38.620 Wendy Brookhouse: Actually remember going in on dial up and in that, or in that same time frame. 252 00:15:38.710 --> 00:15:53.909 Wendy Brookhouse: and I always found it like hard to figure out, where should I go? What should I be looking at right? Whereas now it's like my go to? It's it's my Encyclopedia Britannica. If I'm not date myself. Right? We can find anything out. And then now with AI. It's even crazy. 253 00:15:54.690 --> 00:15:57.470 Jon Keel - All Things LinkedIn: My gosh! A whole nother! Revolution! 254 00:15:57.770 --> 00:16:01.240 Wendy Brookhouse: Right? Yeah, yeah, yeah, it is the next wave, isn't it 255 00:16:01.950 --> 00:16:08.097 Wendy Brookhouse: the biggest shift? So okay, so now, you've started a linkedin business. 256 00:16:08.930 --> 00:16:12.470 Wendy Brookhouse: who should be on Linkedin John, who should be on it. 257 00:16:14.520 --> 00:16:16.080 Jon Keel - All Things LinkedIn: It is the number, in 258 00:16:16.250 --> 00:16:19.489 Jon Keel - All Things LinkedIn: not only in my opinion, but in the opinion of many people. 259 00:16:19.520 --> 00:16:26.110 Jon Keel - All Things LinkedIn: the number one business business to business platform in the world, 1.1 billion users 260 00:16:26.130 --> 00:16:28.380 Jon Keel - All Things LinkedIn: adding 4 more users every second. 261 00:16:29.020 --> 00:16:29.860 Jon Keel - All Things LinkedIn: And 262 00:16:31.390 --> 00:16:35.400 Jon Keel - All Things LinkedIn: you know, people ask me, well, what social media are you on? I said one. 263 00:16:35.400 --> 00:16:35.790 Wendy Brookhouse: You help. 264 00:16:35.790 --> 00:16:40.280 Jon Keel - All Things LinkedIn: And I don't consider Linkedin social media is a business social platform. 265 00:16:40.280 --> 00:16:40.850 Wendy Brookhouse: Right. 266 00:16:41.950 --> 00:16:44.729 Jon Keel - All Things LinkedIn: but my clients are not on Facebook, or 267 00:16:44.960 --> 00:16:48.869 Jon Keel - All Things LinkedIn: what are Tiktok or Instagram? I don't even have accounts in those. Yeah. 268 00:16:49.690 --> 00:16:58.359 Jon Keel - All Things LinkedIn: I do happen to have a Twitter account, but that's only because Linkedin does not have customer service that you can reach to. You have to go through a Twitter account 269 00:16:58.710 --> 00:17:01.129 Jon Keel - All Things LinkedIn: access them, but that's the only reason I use it. 270 00:17:01.710 --> 00:17:04.175 Wendy Brookhouse: Okay, well, that's good to know. So 271 00:17:05.960 --> 00:17:12.999 Wendy Brookhouse: with entrepreneurs. So there's business to business. But we also have entrepreneurs who are selling. So maybe smaller businesses. 272 00:17:13.970 --> 00:17:17.130 Wendy Brookhouse: What are the biggest mistakes they're making right now, John. 273 00:17:17.240 --> 00:17:19.330 Wendy Brookhouse: on Linkedin, when they're using it. 274 00:17:21.230 --> 00:17:25.550 Jon Keel - All Things LinkedIn: Well, I give a talk. I have a standard talk that I give called the 5 Fundamentals 275 00:17:25.589 --> 00:17:28.760 Jon Keel - All Things LinkedIn: you need to master for success on Linkedin. 276 00:17:28.760 --> 00:17:29.380 Wendy Brookhouse: Yes. 277 00:17:29.380 --> 00:17:32.460 Jon Keel - All Things LinkedIn: Because most businesses have fundamentals that never change. 278 00:17:32.930 --> 00:17:35.030 Jon Keel - All Things LinkedIn: And Linkedin's no different, and the 1st one 279 00:17:35.430 --> 00:17:38.339 Jon Keel - All Things LinkedIn: is, have a great profile. 280 00:17:38.700 --> 00:17:39.640 Wendy Brookhouse: Yeah. 281 00:17:39.640 --> 00:17:46.469 Jon Keel - All Things LinkedIn: Linkedin says that 95% of profiles are no good, and and their words my words, they suck. They really are. They're bad. 282 00:17:46.470 --> 00:17:47.960 Wendy Brookhouse: What makes a good profile. 283 00:17:52.800 --> 00:17:56.439 Jon Keel - All Things LinkedIn: Understand against the mentality? That's a good question. 284 00:17:57.050 --> 00:18:05.239 Jon Keel - All Things LinkedIn: It's a mentality that understand that we when people come and see your profile and the first.st That's the 1st thing they'll do when I find out about a new person. That's where I go. 285 00:18:06.200 --> 00:18:07.860 Jon Keel - All Things LinkedIn: You've got 5 seconds. 286 00:18:09.380 --> 00:18:11.210 Wendy Brookhouse: You got 5 seconds. 287 00:18:11.580 --> 00:18:13.690 Wendy Brookhouse: and then they've already judged whether you're a good. 288 00:18:13.690 --> 00:18:14.790 Jon Keel - All Things LinkedIn: Or they judge him. Yeah. 289 00:18:14.790 --> 00:18:22.309 Wendy Brookhouse: I want to do business with you. So is that a combination of like our headlines and our picture, that type of stuff. 290 00:18:22.310 --> 00:18:23.020 Jon Keel - All Things LinkedIn: Yes. 291 00:18:23.200 --> 00:18:27.489 Jon Keel - All Things LinkedIn: to answer your question. I mean a a good, a picture. That's you. 292 00:18:28.640 --> 00:18:30.329 Jon Keel - All Things LinkedIn: a great banner graphic. 293 00:18:30.920 --> 00:18:32.270 Jon Keel - All Things LinkedIn: And there are 294 00:18:32.530 --> 00:18:38.859 Jon Keel - All Things LinkedIn: 7 or 8 other things you can do to to affect the above the fold view and look of your profile. 295 00:18:39.950 --> 00:18:48.059 Wendy Brookhouse: I I often feel like there's some subsections like there's so much to the profile. Now, what do you think is the most underused 296 00:18:48.080 --> 00:18:52.300 Wendy Brookhouse: tool in that toolbox that people could be using to better. 297 00:18:53.960 --> 00:19:01.010 Jon Keel - All Things LinkedIn: Well, and Lincoln has just made a big change within the last 6 months on the featured section and the about section. They've kind of reversed them. 298 00:19:01.010 --> 00:19:01.640 Wendy Brookhouse: Yeah. 299 00:19:01.640 --> 00:19:02.739 Jon Keel - All Things LinkedIn: On the page. 300 00:19:03.430 --> 00:19:08.739 Jon Keel - All Things LinkedIn: But within the about section, in fact, let me just pull up my profile real fast. I'll do this 301 00:19:09.990 --> 00:19:12.430 Jon Keel - All Things LinkedIn: because I don't try to remember anything, Wendy. 302 00:19:14.680 --> 00:19:22.620 Wendy Brookhouse: Okay, yeah, go look at it. I'm the same way. I I have to know the right questions and where to go find the answers, but the answers are changing all the time. 303 00:19:22.900 --> 00:19:24.360 Jon Keel - All Things LinkedIn: The services section. 304 00:19:24.930 --> 00:19:25.870 Wendy Brookhouse: Okay. 305 00:19:26.080 --> 00:19:28.749 Jon Keel - All Things LinkedIn: And and I almost think 306 00:19:28.840 --> 00:19:30.750 Jon Keel - All Things LinkedIn: and I'm not alone in this, that 307 00:19:30.820 --> 00:19:32.230 Jon Keel - All Things LinkedIn: that section 308 00:19:32.670 --> 00:19:35.459 Jon Keel - All Things LinkedIn: is really, although Lincoln is not a 309 00:19:36.250 --> 00:19:39.560 Jon Keel - All Things LinkedIn: transactional platform, it's a relational platform. 310 00:19:40.050 --> 00:19:44.929 Jon Keel - All Things LinkedIn: Lincoln is making it easier to sell because of the Services section. If you do it right. 311 00:19:45.200 --> 00:19:56.890 Wendy Brookhouse: Okay, so we can actually turn it into something. It's almost, it's, it's really becoming a a website. Isn't it like in terms of the functionality and what we can do on the Linkedin profile. 312 00:19:57.300 --> 00:20:02.440 Jon Keel - All Things LinkedIn: No question. In fact, if I were starting all over today, I don't know if I'd have a website 313 00:20:02.950 --> 00:20:04.050 Jon Keel - All Things LinkedIn: seriously. 314 00:20:04.250 --> 00:20:04.835 Jon Keel - All Things LinkedIn: yeah, 315 00:20:05.620 --> 00:20:07.359 Jon Keel - All Things LinkedIn: Linkedin is so powerful. 316 00:20:10.510 --> 00:20:20.320 Wendy Brookhouse: So the biggest mistake you're seeing is that people don't have a good profile, and by by Linkedin standards they're saying like, over 90% don't have a good profile 317 00:20:20.460 --> 00:20:21.335 Wendy Brookhouse: and 318 00:20:22.540 --> 00:20:28.379 Wendy Brookhouse: The other thing I see, or that's kind of my pet peeve is when I get invitations to connect. 319 00:20:28.400 --> 00:20:30.830 Wendy Brookhouse: And I can tell right away 320 00:20:31.220 --> 00:20:32.373 Wendy Brookhouse: that it's 321 00:20:33.230 --> 00:20:37.398 Wendy Brookhouse: It's some sort of system automation piece and 322 00:20:38.010 --> 00:20:42.569 Wendy Brookhouse: whether it's just the standard language they're using. They're not even you know what I mean. Like. 323 00:20:42.570 --> 00:20:43.050 Jon Keel - All Things LinkedIn: What's. 324 00:20:43.050 --> 00:20:51.619 Wendy Brookhouse: Right way and wrong way to start building your profile. And when I say profile, building the people who you connect with and engage with. 325 00:20:52.680 --> 00:20:56.569 Jon Keel - All Things LinkedIn: I think it's important to know what's your IC. What's your ideal client profile? 326 00:20:57.320 --> 00:20:58.140 Wendy Brookhouse: Right, yeah. 327 00:20:58.140 --> 00:21:02.909 Jon Keel - All Things LinkedIn: Are they? Yeah. And then you can. You can search them. You can use 328 00:21:03.820 --> 00:21:05.879 Jon Keel - All Things LinkedIn: do it for free on Linkedin. 329 00:21:05.880 --> 00:21:06.490 Wendy Brookhouse: Yup! 330 00:21:06.930 --> 00:21:15.149 Jon Keel - All Things LinkedIn: Although if you have a premium or sales navigator account, it's a lot easier. But you could still do it for free. And then you have that list, if you will. 331 00:21:15.390 --> 00:21:18.119 Jon Keel - All Things LinkedIn: of people you aren't connected to. You don't know. 332 00:21:18.190 --> 00:21:20.739 Jon Keel - All Things LinkedIn: and you don't reach out to them right away. 333 00:21:21.370 --> 00:21:22.430 Jon Keel - All Things LinkedIn: But you. 334 00:21:24.080 --> 00:21:27.590 Jon Keel - All Things LinkedIn: if I just had this conversation last week. 335 00:21:27.990 --> 00:21:35.299 Jon Keel - All Things LinkedIn: Guy was saying, well, gosh! I I put my list together, and half my list has not been active on Linkedin within the last 30 days. 336 00:21:35.500 --> 00:21:38.670 Jon Keel - All Things LinkedIn: I said, well, you're not going to reach out to them on Linkedin, are you? 337 00:21:39.600 --> 00:21:43.800 Jon Keel - All Things LinkedIn: He said. What do you mean? I said, well, if you do, they won't see your view. They won't see your message 338 00:21:44.330 --> 00:21:46.079 Jon Keel - All Things LinkedIn: because they're not on Linkedin. 339 00:21:46.080 --> 00:21:46.690 Wendy Brookhouse: Yeah. 340 00:21:46.690 --> 00:21:47.490 Jon Keel - All Things LinkedIn: So. 341 00:21:47.630 --> 00:21:50.220 Jon Keel - All Things LinkedIn: finding that list, finding the people that are active. 342 00:21:50.550 --> 00:21:50.910 Wendy Brookhouse: Nice. 343 00:21:50.910 --> 00:21:51.710 Jon Keel - All Things LinkedIn: And 344 00:21:52.280 --> 00:21:53.690 Jon Keel - All Things LinkedIn: check their posts. 345 00:21:54.330 --> 00:21:56.059 Jon Keel - All Things LinkedIn: comment on their posts. 346 00:21:57.510 --> 00:21:59.480 Jon Keel - All Things LinkedIn: And not nice posts, but 347 00:21:59.750 --> 00:22:02.989 Jon Keel - All Things LinkedIn: some weeny message like that, but 348 00:22:03.430 --> 00:22:04.770 Jon Keel - All Things LinkedIn: add value. 349 00:22:05.250 --> 00:22:08.639 Jon Keel - All Things LinkedIn: And and really it's no different to me than it was 350 00:22:08.840 --> 00:22:12.650 Jon Keel - All Things LinkedIn: in my selling, going way back 30 years, 40 years 351 00:22:13.530 --> 00:22:15.550 Jon Keel - All Things LinkedIn: bring add value. First, st 352 00:22:16.700 --> 00:22:19.780 Jon Keel - All Things LinkedIn: when you add value for your planting seeds. 353 00:22:19.940 --> 00:22:20.850 Wendy Brookhouse: Yeah, yeah. 354 00:22:21.520 --> 00:22:28.290 Wendy Brookhouse: that's amazing. I also feel like within Linkedin. There are some posts that I find 355 00:22:28.620 --> 00:22:32.480 Wendy Brookhouse: seem to veer off of what I expect to see on Linkedin. 356 00:22:32.570 --> 00:22:36.890 Wendy Brookhouse: Do you have some guidelines that you provide people that go? Here's 357 00:22:37.260 --> 00:22:42.289 Wendy Brookhouse: here are the boundaries on posts like, do you have some rules around that that you share. 358 00:22:42.290 --> 00:22:45.359 Jon Keel - All Things LinkedIn: Oh, I just in my cause, I do. In my you know I I do this 359 00:22:45.650 --> 00:22:48.049 Jon Keel - All Things LinkedIn: bi-monthly masterclass where I 360 00:22:48.460 --> 00:22:50.710 Jon Keel - All Things LinkedIn: to go through all things, Linkedin. 361 00:22:50.800 --> 00:22:52.020 Jon Keel - All Things LinkedIn: I said. Look. 362 00:22:52.260 --> 00:22:54.399 Jon Keel - All Things LinkedIn: people don't really care what you do. 363 00:22:54.940 --> 00:22:58.009 Jon Keel - All Things LinkedIn: They don't care about your title. When your company was founded. 364 00:22:58.130 --> 00:23:00.870 Jon Keel - All Things LinkedIn: They care about one thing themselves. 365 00:23:01.410 --> 00:23:03.520 Jon Keel - All Things LinkedIn: We all have self-interest at heart. 366 00:23:03.540 --> 00:23:08.689 Jon Keel - All Things LinkedIn: Yeah, how are you going to help them transform from where they are to? Where they want to go? Yeah. 367 00:23:08.950 --> 00:23:13.680 Jon Keel - All Things LinkedIn: and and and write and and do videos in and around that 368 00:23:14.330 --> 00:23:15.340 Jon Keel - All Things LinkedIn: framework. 369 00:23:15.480 --> 00:23:17.159 Jon Keel - All Things LinkedIn: And it's not 370 00:23:17.980 --> 00:23:24.139 Jon Keel - All Things LinkedIn: transactional. It's not wham, bam. Thank you, ma'am, it's just it's not. It's just it's relationships and relationships take time 371 00:23:25.240 --> 00:23:27.990 Jon Keel - All Things LinkedIn: in the online world. And the offline role. 372 00:23:29.110 --> 00:23:30.740 Wendy Brookhouse: So in particular. So 373 00:23:30.840 --> 00:23:33.560 Wendy Brookhouse: our our Linkedin is becoming 374 00:23:33.740 --> 00:23:35.690 Wendy Brookhouse: are super 375 00:23:35.900 --> 00:23:45.010 Wendy Brookhouse: big business card, so that anyone meets you. They're automatically. Their 1st thought is not necessarily go to website, but go to your Linkedin profile. Check you out there. 376 00:23:45.010 --> 00:23:45.980 Jon Keel - All Things LinkedIn: 1st thing. 377 00:23:45.980 --> 00:23:48.320 Wendy Brookhouse: So that's why it's so important. 378 00:23:50.540 --> 00:23:56.119 Wendy Brookhouse: what have you seen in terms of return on investment? Right? So somebody who takes the time 379 00:23:56.140 --> 00:24:04.109 Wendy Brookhouse: to do the work, to get that profile up to date and optimized like, how much time should I give to to that activity 380 00:24:04.390 --> 00:24:08.999 Wendy Brookhouse: versus? And then how long does it take before it starts to show 381 00:24:09.070 --> 00:24:10.429 Wendy Brookhouse: that it was worth it? 382 00:24:12.020 --> 00:24:14.449 Jon Keel - All Things LinkedIn: When I got serious about Linkedin. 383 00:24:15.270 --> 00:24:17.900 Jon Keel - All Things LinkedIn: Yeah, I'm going back only 4 years, 4 and a half years. 384 00:24:17.900 --> 00:24:19.140 Wendy Brookhouse: Wow, yeah, yeah. 385 00:24:22.630 --> 00:24:24.429 Jon Keel - All Things LinkedIn: I wanted people. I wanted to 386 00:24:24.680 --> 00:24:30.110 Jon Keel - All Things LinkedIn: established a presence, and so I knew that would take some time, and I've done that. 387 00:24:30.450 --> 00:24:32.360 Jon Keel - All Things LinkedIn: But then I was consistent. 388 00:24:32.630 --> 00:24:33.920 Wendy Brookhouse: Yes. Okay. 389 00:24:33.920 --> 00:24:35.399 Jon Keel - All Things LinkedIn: Not once a month 390 00:24:35.970 --> 00:24:38.270 Jon Keel - All Things LinkedIn: that I posted 3 times a week. 391 00:24:38.410 --> 00:24:39.630 Jon Keel - All Things LinkedIn: and I 392 00:24:40.160 --> 00:24:46.369 Jon Keel - All Things LinkedIn: my goal is, I comment on 10 posts per day. I use some AI to help me do that to save some time. 393 00:24:46.830 --> 00:24:49.679 Jon Keel - All Things LinkedIn: But that's again just establishing my 394 00:24:50.630 --> 00:24:54.539 Jon Keel - All Things LinkedIn: credibility and authority of somebody who knows what he's talking about. 395 00:24:55.040 --> 00:25:02.890 Jon Keel - All Things LinkedIn: Oh, in my teaching, and I've got a master class later on this this afternoon with my members, and I'll one of my subjects is 396 00:25:04.400 --> 00:25:08.269 Jon Keel - All Things LinkedIn: if you're spending more than 5 HA week on Linkedin. 397 00:25:08.590 --> 00:25:09.999 Jon Keel - All Things LinkedIn: You're doing it all wrong. 398 00:25:10.430 --> 00:25:12.849 Wendy Brookhouse: Oh, okay. Tell me more, John. 399 00:25:13.120 --> 00:25:13.920 Jon Keel - All Things LinkedIn: Well. 400 00:25:14.430 --> 00:25:16.680 Jon Keel - All Things LinkedIn: I believe you only need to post 401 00:25:17.150 --> 00:25:18.570 Jon Keel - All Things LinkedIn: 3 times a week 402 00:25:18.710 --> 00:25:20.399 Jon Keel - All Things LinkedIn: 5, if you really are 403 00:25:20.710 --> 00:25:22.210 Jon Keel - All Things LinkedIn: super ambitious. 404 00:25:22.830 --> 00:25:25.440 Jon Keel - All Things LinkedIn: and it shouldn't take you that long to write a post. 405 00:25:25.840 --> 00:25:28.220 Jon Keel - All Things LinkedIn: especially if you're using AI to help you. 406 00:25:28.950 --> 00:25:31.019 Wendy Brookhouse: Oh, for the post in particular. Yeah, yeah. 407 00:25:31.380 --> 00:25:33.919 Jon Keel - All Things LinkedIn: And then on the comment, same on the commenting. 408 00:25:34.060 --> 00:25:35.360 Wendy Brookhouse: When when 409 00:25:36.740 --> 00:25:38.969 Wendy Brookhouse: the the direct messaging. 410 00:25:39.470 --> 00:25:44.120 Wendy Brookhouse: or the inmail like, when when should I use one versus the other? 411 00:25:44.810 --> 00:25:45.670 Jon Keel - All Things LinkedIn: Well 412 00:25:45.920 --> 00:25:49.729 Jon Keel - All Things LinkedIn: in mail. Open rates are, I think, less than 5%. 413 00:25:50.100 --> 00:25:50.850 Wendy Brookhouse: Okay. 414 00:25:52.130 --> 00:25:58.289 Jon Keel - All Things LinkedIn: And in mail is really not that effective. Most of the people who use in mail I have found 415 00:25:58.630 --> 00:26:03.789 Jon Keel - All Things LinkedIn: my from my personal experience. They're selling me something and don't sell to me. 416 00:26:04.350 --> 00:26:06.870 Jon Keel - All Things LinkedIn: Develop a relationship with me first.st 417 00:26:06.870 --> 00:26:07.600 Wendy Brookhouse: Yeah. 418 00:26:08.240 --> 00:26:10.379 Wendy Brookhouse: what does that look like for you, John? 419 00:26:10.490 --> 00:26:14.599 Wendy Brookhouse: How do I know that I'm doing the right things to develop a relationship. 420 00:26:15.980 --> 00:26:18.830 Jon Keel - All Things LinkedIn: Well, when you're commenting on somebody's post. 421 00:26:20.300 --> 00:26:22.160 Jon Keel - All Things LinkedIn: Are you leading with value. 422 00:26:22.350 --> 00:26:23.000 Wendy Brookhouse: And. 423 00:26:24.040 --> 00:26:25.090 Jon Keel - All Things LinkedIn: Understand. 424 00:26:25.200 --> 00:26:27.319 Jon Keel - All Things LinkedIn: They don't care what you do. 425 00:26:29.324 --> 00:26:30.100 Jon Keel - All Things LinkedIn: Nature. 426 00:26:30.880 --> 00:26:31.455 Jon Keel - All Things LinkedIn: And 427 00:26:32.450 --> 00:26:36.720 Jon Keel - All Things LinkedIn: and I do a lot of training for sales with sales, teams, small sales, teams. 428 00:26:36.760 --> 00:26:39.200 Jon Keel - All Things LinkedIn: That's the hardest thing they have to overcome. 429 00:26:39.840 --> 00:26:40.790 Jon Keel - All Things LinkedIn: It's just 430 00:26:40.920 --> 00:26:43.059 Jon Keel - All Things LinkedIn: guys. It's a long-term play. 431 00:26:43.300 --> 00:26:43.830 Wendy Brookhouse: Yeah. 432 00:26:43.830 --> 00:26:48.580 Jon Keel - All Things LinkedIn: I sold a quarter 1 billion dollars worth of process equipment over 23 years. 433 00:26:50.420 --> 00:26:51.660 Jon Keel - All Things LinkedIn: and the last 434 00:26:52.890 --> 00:27:00.920 Jon Keel - All Things LinkedIn: the 1st 5 5 years. I mean, I did. Okay, but it wasn't great. The last the last 5 435 00:27:01.210 --> 00:27:02.669 Jon Keel - All Things LinkedIn: was over the moon. But 436 00:27:02.910 --> 00:27:05.180 Jon Keel - All Things LinkedIn: yeah, there are no overnight successes 437 00:27:06.310 --> 00:27:07.320 Jon Keel - All Things LinkedIn: in life. 438 00:27:08.410 --> 00:27:11.350 Wendy Brookhouse: So patience, consistency. 439 00:27:11.380 --> 00:27:17.892 Wendy Brookhouse: And really, it sounds like really caring about who you're talking to in the sense of, 440 00:27:18.570 --> 00:27:23.419 Wendy Brookhouse: yeah, the providing a value. I want to give you something that will help you so. 441 00:27:23.420 --> 00:27:23.940 Jon Keel - All Things LinkedIn: How many. 442 00:27:23.940 --> 00:27:29.080 Wendy Brookhouse: Value based conversations. Will you have like through 443 00:27:29.200 --> 00:27:38.320 Wendy Brookhouse: posting on somebody's thing before you reach out, and then try and have a conversation, or have some sort of conversion event, or you know what's next. 444 00:27:38.320 --> 00:27:39.220 Jon Keel - All Things LinkedIn: Great question. 445 00:27:39.440 --> 00:27:44.649 Jon Keel - All Things LinkedIn: I I follow. What's it called I. I follow something called social selling. 446 00:27:45.340 --> 00:27:46.130 Jon Keel - All Things LinkedIn: And 447 00:27:46.360 --> 00:27:52.170 Jon Keel - All Things LinkedIn: in social selling. I'll comment on somebody's post if if I have no connection with them at all. 448 00:27:53.190 --> 00:27:56.249 Jon Keel - All Things LinkedIn: 2 to 3 times over several weeks. Yeah. 449 00:27:56.580 --> 00:27:59.919 Jon Keel - All Things LinkedIn: and at some point, and it's adjustable. 450 00:28:00.370 --> 00:28:02.269 Jon Keel - All Things LinkedIn: I will reach out and I'll 451 00:28:03.650 --> 00:28:06.200 Jon Keel - All Things LinkedIn: send a soft connection. Request. 452 00:28:06.690 --> 00:28:08.960 Wendy Brookhouse: What's a soft connection? Request, John. 453 00:28:10.750 --> 00:28:19.559 Jon Keel - All Things LinkedIn: You know I've been as you as you may have noticed. I've I've been following you, and I've commented on several of your posts specifically of this one, that one yeah, personalizing it. 454 00:28:19.950 --> 00:28:21.020 Jon Keel - All Things LinkedIn: And 455 00:28:22.230 --> 00:28:26.960 Jon Keel - All Things LinkedIn: I think we should be connected. I think there may be some mutual interest for us to be connected. 456 00:28:26.960 --> 00:28:27.790 Wendy Brookhouse: Right. 457 00:28:27.790 --> 00:28:34.299 Jon Keel - All Things LinkedIn: That's it. And, by the way, what I don't do is oh, and let's go ahead and schedule a call. And here's my calendar, link. 458 00:28:34.440 --> 00:28:35.240 Jon Keel - All Things LinkedIn: No. 459 00:28:36.220 --> 00:28:39.189 Jon Keel - All Things LinkedIn: you don't have permission to do that. You've not earned the right. 460 00:28:39.460 --> 00:28:39.960 Wendy Brookhouse: Okay. 461 00:28:39.960 --> 00:28:40.849 Jon Keel - All Things LinkedIn: Know what I mean. 462 00:28:40.850 --> 00:28:42.809 Wendy Brookhouse: Earn the right. I like that. 463 00:28:44.160 --> 00:28:45.150 Wendy Brookhouse: Yeah. 464 00:28:45.730 --> 00:29:07.669 Wendy Brookhouse: You know, one of the things I I think a I think this automation piece might be not always used correctly like I'm like, if it sounds like automation, don't say it. And for God's sake don't send me an email back the minute I say yes, like, even if you wait an hour to 2 h of the next day, it's still okay. Then I'm more likely to think it's a person than I am. 465 00:29:07.780 --> 00:29:09.949 Wendy Brookhouse: An autobot of some sort. 466 00:29:09.950 --> 00:29:13.899 Jon Keel - All Things LinkedIn: Yeah. And and, by the way, Linkedin is doing a lot to 467 00:29:14.240 --> 00:29:15.560 Jon Keel - All Things LinkedIn: monitor that. 468 00:29:16.580 --> 00:29:21.379 Jon Keel - All Things LinkedIn: I mean, they have a whole team out in California around the world. I guess that's automated, or 469 00:29:22.700 --> 00:29:24.760 Jon Keel - All Things LinkedIn: finding people who are misusing. 470 00:29:24.760 --> 00:29:25.680 Wendy Brookhouse: Show these. 471 00:29:26.700 --> 00:29:34.370 Wendy Brookhouse: Hmm, so I'm a a business owner. What is the number? One thing I need to know about Linkedin 472 00:29:34.820 --> 00:29:37.280 Wendy Brookhouse: that will sway me into using it. 473 00:29:38.610 --> 00:29:42.030 Jon Keel - All Things LinkedIn: Your clients and potential clients are there. 474 00:29:42.830 --> 00:29:44.930 Jon Keel - All Things LinkedIn: And you can find out within a month 475 00:29:45.080 --> 00:29:49.249 Jon Keel - All Things LinkedIn: if that is true or not, just by doing some basic research. Yeah. 476 00:29:49.790 --> 00:29:53.399 Wendy Brookhouse: Well, that's good, John. What haven't I asked you about Linkedin. 477 00:29:53.950 --> 00:29:58.160 Wendy Brookhouse: or presenting myself in the best possible way on Linkedin, that you think. 478 00:29:58.160 --> 00:29:58.820 Jon Keel - All Things LinkedIn: Question. 479 00:29:58.820 --> 00:29:59.470 Wendy Brookhouse: Should have. 480 00:29:59.470 --> 00:30:04.000 Jon Keel - All Things LinkedIn: Understand, there is no easy. There is no easy button. Thank you. Staples. 481 00:30:04.610 --> 00:30:07.790 Jon Keel - All Things LinkedIn: Yeah, I've posted about that several times. 482 00:30:07.980 --> 00:30:09.000 Jon Keel - All Things LinkedIn: It's just 483 00:30:10.250 --> 00:30:12.779 Jon Keel - All Things LinkedIn: it's consistent effort 484 00:30:13.150 --> 00:30:14.550 Jon Keel - All Things LinkedIn: and get better. 485 00:30:15.010 --> 00:30:15.720 Wendy Brookhouse: Right. 486 00:30:16.330 --> 00:30:19.819 Jon Keel - All Things LinkedIn: And and understand that. Yeah, I'm a lifelong learner. 487 00:30:20.540 --> 00:30:22.560 Jon Keel - All Things LinkedIn: I've become a lifelong learner 488 00:30:23.730 --> 00:30:30.879 Jon Keel - All Things LinkedIn: you'll never be able to keep up with Linkedin. I. I spend about 10 to 15 HA week, just staying up to date on Linkedin. But that's all I do. 489 00:30:31.110 --> 00:30:31.520 Wendy Brookhouse: Yeah. 490 00:30:31.733 --> 00:30:33.649 Jon Keel - All Things LinkedIn: For most people, you don't need to do that. 491 00:30:33.920 --> 00:30:34.810 Jon Keel - All Things LinkedIn: but just 492 00:30:35.110 --> 00:30:38.079 Jon Keel - All Things LinkedIn: find people that you can follow, that you trust. 493 00:30:38.080 --> 00:30:38.600 Wendy Brookhouse: Hmm. 494 00:30:38.600 --> 00:30:42.170 Jon Keel - All Things LinkedIn: Going back to Johnny Carson's game show in the fifties. Who do you trust. 495 00:30:42.170 --> 00:30:42.830 Wendy Brookhouse: Right. 496 00:30:42.830 --> 00:30:44.740 Jon Keel - All Things LinkedIn: Because you can't trust everybody 497 00:30:45.280 --> 00:30:46.080 Jon Keel - All Things LinkedIn: out there. 498 00:30:46.470 --> 00:30:47.470 Jon Keel - All Things LinkedIn: and 499 00:30:47.860 --> 00:30:52.161 Jon Keel - All Things LinkedIn: if they say it, I mean there. There are 10 people that I follow, that I'm close to 500 00:30:52.480 --> 00:30:56.479 Jon Keel - All Things LinkedIn: in the world. Yeah, that's my my posse. I call them. 501 00:30:56.790 --> 00:30:57.400 Wendy Brookhouse: Yup! 502 00:30:57.670 --> 00:30:58.800 Jon Keel - All Things LinkedIn: When they say it. 503 00:30:59.500 --> 00:31:01.000 Jon Keel - All Things LinkedIn: It's gospel to me. 504 00:31:02.030 --> 00:31:04.419 Wendy Brookhouse: I call those people my inner circle, John. 505 00:31:04.420 --> 00:31:05.310 Jon Keel - All Things LinkedIn: There you go! 506 00:31:05.460 --> 00:31:06.550 Jon Keel - All Things LinkedIn: That's awesome. 507 00:31:07.319 --> 00:31:15.139 Wendy Brookhouse: Well, how can people get a hold of you? I'm assuming it's on Linkedin, is it? Is it John Keel or Jonathan Keel on Linkedin. How do we. 508 00:31:15.140 --> 00:31:20.399 Jon Keel - All Things LinkedIn: Well, that's a great question. If you go to my I'm John Keel, JONK. EL. 509 00:31:21.540 --> 00:31:24.900 Jon Keel - All Things LinkedIn: But it's important to get your account verified. 510 00:31:26.630 --> 00:31:27.590 Jon Keel - All Things LinkedIn: And 511 00:31:27.800 --> 00:31:30.939 Jon Keel - All Things LinkedIn: in the States. Well, I think it's probably same in Canada. 512 00:31:33.590 --> 00:31:35.200 Jon Keel - All Things LinkedIn: and my profile for 513 00:31:35.240 --> 00:31:41.119 Jon Keel - All Things LinkedIn: 15 years with JONK. EL. And then, when I went last year to get my account verified. 514 00:31:41.400 --> 00:31:47.149 Jon Keel - All Things LinkedIn: I needed to have my name on. My profile appears the same on my driver's license and passport. 515 00:31:47.550 --> 00:31:50.120 Jon Keel - All Things LinkedIn: which is James St. John Keel, Jr. 516 00:31:50.490 --> 00:31:51.105 Jon Keel - All Things LinkedIn: And 517 00:31:51.950 --> 00:31:52.910 Wendy Brookhouse: Oh, wow! 518 00:31:53.070 --> 00:31:53.960 Jon Keel - All Things LinkedIn: I I 519 00:31:54.540 --> 00:31:56.700 Jon Keel - All Things LinkedIn: they make the rules, we follow them. 520 00:31:56.920 --> 00:31:58.859 Jon Keel - All Things LinkedIn: And once I made that switch. 521 00:31:59.150 --> 00:32:02.889 Jon Keel - All Things LinkedIn: But I can always tell when I'm getting an automated response 522 00:32:03.550 --> 00:32:07.520 Jon Keel - All Things LinkedIn: when it says, James, blah blah blah! No, that's not my name. 523 00:32:09.518 --> 00:32:12.499 Wendy Brookhouse: That's right. You. If you were paying attention you'd know. 524 00:32:12.850 --> 00:32:19.180 Wendy Brookhouse: Oh, my God! It's almost your tricks. It's your trick. Switch your trick switch for people to to be able to tell. 525 00:32:19.180 --> 00:32:20.500 Jon Keel - All Things LinkedIn: Yup, exactly. 526 00:32:20.500 --> 00:32:32.453 Wendy Brookhouse: Awesome. I have loved our conversation, John. It feels like we just started to talk, you know, there's so much to Linkedin, but definitely it is a tool. But I think the real bottom line here today is is 527 00:32:33.159 --> 00:32:37.440 Wendy Brookhouse: it is a tool. You need to get on and optimize your profile 528 00:32:37.510 --> 00:32:38.950 Wendy Brookhouse: and be consistent. 529 00:32:39.010 --> 00:32:40.160 Wendy Brookhouse: Thank you, John. 530 00:32:41.340 --> 00:32:46.409 Jon Keel - All Things LinkedIn: This has been fun. I've really enjoyed the time. Thanks for the opportunity to get together and chat with you today, Wendy. 531 00:32:46.410 --> 00:32:48.230 Wendy Brookhouse: My pleasure, John, my pleasure.