Case Study: How To DOUBLE Your LinkedIn Audience in 30 Days

Speaker A: A, B, C, A, Always B, B, C. Closing. Always be closing. Always be closing. Shirley. Uh, you can't be serious. I am serious. And don't call me Shirley. Put that coffee down. Coffee's for closers only. Come after me.

Speaker B: I'm a man. I'm 40.

Speaker A: Irene. Joseph. I'm so excited to talk to you. How have you been? Good.

Speaker B: I've been well. Thank you so much. It's a new year. Excited to see, uh, what's going to bring.

Speaker A: You are one of the best people in the world because you are a nurse. And I'm 100% biased because my sister is a nurse. I worked for a nurses union. Uh, you guys are salt of the earth. As one of the nurses told me, uh, when I worked for the nurses union was, we do all the work, the doctors get all the credit.

Speaker B: So true, so true, so true.

Speaker A: Um, so what I'd love to do is kind of just introduce people to you. Um, I want to learn more about kind of your background, your story, and then, you know, up to the current day, what you're currently doing, and then we'll get into all the LinkedIn stuff. So kind of, yeah, lay it on me. Give us, Give us your background, your story.

Speaker B: So I am Irene. I reside in New York. That, that's where I'm from. That's where I was raised. That's where I grew up. Uh, I have been a nurse now for almost 20 years. 20 years plus. Started out as an LVN. Um, I worked as an LVN for, uh, quite a. Quite a while. And I love. I, uh, actually I talk about that a lot because I feel that's my foundation. That's the foundation. That's that person that LVN is who created this person you see here. Um, and I feel till this day this skills that I learned as an LVN is what still carries me here today. Um, then I became a registered nurse. I've done everything in nursing hospital, uh, which is typical. This is where we all start. I mean, now it's different, but worked in a hospital, uh, uh, and then settled in hospice. Hospice, uh, and home health. I did both. But I could say that my passion is hospice. Um, I love the work that we do in hospice. Um, and I was a field nurse, uh, manager. Uh, I did informatics, did some, uh, EMR, helped build and create EMRs. Um, and, uh, I kind of stumbled into compliance. Uh, I could say thank you to my supervisor who needed help to navigate a surveyor, a drone commission surveyor. Uh, and I had no clue like this. I Walked in and I tell this story because I walked in with a pencil, not a pen and paper, a pencil and paper to help navigate a surveyor. Because I thought I was just going to navigate through the emr up until I sat down and she started to ask me questions about the patient's record. Um, and I kind of stood, I could have read. I said, you know, I'm going to sit, I'm going to listen, walk her through the records. I learned a lot that day. And in the back of my head I said, this is what I want to do. This was, uh, my early years didn't even think of survey and compliance. Had no idea what it was. Um, and I think that's why I got into this because I feel as a staff, as a regular staff, you're not aware that compliance stays in leadership does not twinkle down to, to the field nurse. And who are the, Those are the folks records that are being reviewed. And that's how I kind of got into uh, compliance. And because that was the moment I sat there, learned a lot and started teaching others. And from there I became a compliance director. From there got my master's degree and then became a drone commission surveyor. Um, and I did that for a while. And from all my travels, uh, I saw a lot of small hospices, small and large, struggling a lot with, um, compliance and implementing it. For me, I see compliance as something that's simple. I see that the rules that are set by CMS are set because they're trying to protect patient. Um, I mean I have to do stay though. Uh, they are not clear to understand. But if you even try to understand just even the small basics of it, your hospice should be fine, your home health agency should be fine. I think it's because, um, we don't pay attention. We only get ready for when there's a survey. And we think because we did well in survey, then, um, if there's an actual audit by Medicare, we should also be fine. Um, but we all know that surveys are a show. I could put on a beautiful show for survey. I know how to do that. You can call me up and I could put it on a show, help you put on a show for a surveyor. But you can't do that with a Medicare audit. Um, and that's what I do. So this is why I started my uh, QA service, uh, which is to help agency with, uh, outsource a QA person. I do high level type of um, qa. It's not just a checklist. I do have signatures. My QA is an analysis of your, uh, of your documentation. Do they, can they be defensible in front of a, uh, in front of an auditor that is not necessarily just a surveyor. It's also, is it defensible if you get audited? Um, so, yeah, so this is, uh, this is what I do. Very high level qa. Uh, I think that's what makes me different because there's a lot of QA services out there, um, and a lot of them are checklists. Um, and when clients meet me and they realize, like, oh, this is your actually reading my notes and assessing what we're writing, analyzing, uh, the notes that the nurses are writing that may not necessarily, um, be showing hospice eligibility as it should, which is the requirement. But that's not something that we do all the time that we don't know. And nurses don't even know that they need to do that. So that's the big frustration that you will meet with, uh, your nurses is being judged on things that they have no clue. So my goal is to help both the client, the owners, and also help the nurses. I always say I'm a nurse's nurse. Uh, what I know, I want other nurses to know. And one thing I do know about nurses is if you tell us exactly what you want from us, we will do it. But you have to tell us why, why it's needed. And, um, then of course we will, as long as you tell us how. It's not just, I need you to do this, it's why do I need to do it and how do I do it.

Speaker A: You sound like my sister Irene.

Speaker B: Yeah, that's the thing. We need to know why. Yeah, so this is why my audits, when I send out corrections, when I audit, part of it includes why we actually document. I actually, when I provide it, my whole format is this is what was found, this is why this is a problem, and this is how to make the correction. Um, so it looks very dense, but I do know that, uh, a lot of nurses, they need to know the why. Because once we understand the why, it will be difficult at, ah, first it's a shocker. We're like, oh, what is this? And then as we're writing and documenting later on, we're like, okay, I see why this is this. I understand why this is that. And I'm going to tell you, in hospice, a lot of nurses do not know, do not understand that it is high level auditable risk that is in hospice specifically. Now, when back in the day was very different. Nowadays it's A, uh, it's, uh, with everything that had occurred, um, it's, it's. Everything is. You don't know when you're. It's not if you're going to be surveyed, it's when are you going to be surveyed? And the question, are you sure your documentation can stand and be ready to be, uh, uh, defense. Can it be. Is it defensible? Can you defend the fact that your patient has been on program here? Um, and that's the part that's hard. And from someone who's read thousands, reviewed thousands of records, I'm going to tell you 99.9% of agencies are not 99.9% or not, even though I think they are, because the first thing I'll hear from anybody, um, is all, oh, we just got surveyed and we did so well. So I'm like, okay, you did well. But, um, how many people you had in the back reviewing records before you submitted those records to the surveyor? And the truth is, sir, as a former surveyor, when we audit, we don't audit the same way a Medicare auditor's medical reviewer audits. A medical Reviewer is auditing LCDs. It's looking for details on why this person is on hospice. As a surveyor, we're looking for patterns. We're looking to see, um, how the care is being provided, which is, you know, very. It's a call condition of participation. It's like, how are you taking care of this patient? Why do you still deserve to be recertified? Right, for your license. Medicare is why am I paying you? So if they're finding reason to not pay you from what's written, they're not going to pay you. So you're missing this. Surveyors that, oh, you didn't have a care plan for this, and you can explain why you don't have it. They'll give you time to fix it. A, uh, Medicare audit is going to deny, I'm not going to pay you, or I want my money back. So the lost, two different, two different loss, two different losses, um, and two different way of looking at a record. Um, so essentially that's why my service is, is different. Um, the most is because of the level of auditing that we do. Um, so, yeah, this is. I love what I do. I live and breathe quality.

Speaker A: I can tell.

Speaker B: I live and breathe it. I love it. I love looking at it. I love understanding it. I love explaining it. I love teaching nurses to understand what we do.

Speaker A: Yeah.

Speaker B: And that's why I had. I have, uh, the ebook. The ebook that I wrote uh, which I actually uh, we're trying to uh, we're going to get it a hard copy of it because we had a few requests for hard copies. So it's going to be in cell next year. I'm going to have a new version of it which is going to be packed with so much information. I've gotten so many positive feedback from it. It was something I created just to when I sign uh, up new clients. And I'll say, okay, here's the book to teach your staff when I do orientation, actually provide as a resource. Um, and uh, it's turning out to be uh, an excellent tool that I'm getting a lot of positive feedback from everyone. So I'm excited to be able to share that um, with others and then have the hard copy. And I know nurses, we love hard copies. We're a digital world. Um, we could be even the new kids, the new generation likes to have a hard copy of book instead of the E version versions of it. So I'm excited to do that. So I love and I. That's why I'm always open to questions like anybody that has a question, I love it, I love explaining it, I love the rules, um, all the new things that come, that come up different ways that cms, Medicare decides to do different things. Um, so I love talking about it and I love helping agencies implement it because uh, that's the knowledge that's, that's missing. It's a lot more. And if you use all the rules really they're just there to help you. They are blueprint. You just have to know how to implement it and you also have to understand what each one of them mean. Uh, that's what I love.

Speaker A: I love your story. There's so many good marketing lessons in this for people that are listening and watching too. And so just outside looking in as I unpack your journey, it's like you've been so smart about how you have done your professional journey in terms of you've walked in the shoes of your ideal prospects, right? First as a nurse, first on the floor in the hospital, in the hospice room, to literally telling your story with a pencil and a piece of paper, learning compliance from the ground up, um, then being on the side as the surveyor doing the analysis. So you've really covered. And this is what I see in the best consultants that we work with is you've literally worked in every role. So you really understand everyone's perspective. And so it's interesting listening to you talk and I could see why Clients love you because it's like, oh, you understand our nurses, you've been in their shoes. You understand how they think. And, oh, you understand the surveyors, because you've been one. And so the great marketing lesson for anybody listening is really, you know, a lot of people will talk to me and say, well, I want to become a consultant. I want to do that. And I always say, like, well, stay in your lane. Like, where have you already worked? Where have you already walked? Those are going to be your best clients because that instant trust and rapport is built in. I mean, have you found that to be true when you're talking to prospects, that those are key things that they pick up on in your story?

Speaker B: Yes, I think the surveyor piece to it is the big part. Um, and of course, being out and understanding every discipline, being there as a manager, as someone who ran a hospice, as someone who, I mean, even down to the EMR. Uh, I've helped implemented several EMRs in my days.

Speaker A: And what does EMR mean?

Speaker B: It's a, uh, it's your computer system.

Speaker A: Okay. Electronic medical records record. Yeah. Okay.

Speaker B: Yeah. So I've used. I've been super user and even received a master's degree in informatics. Wow. That's where. That's where m. My like a walking

Speaker A: encyclopedia here of QA audits. Oh, my God, you're like, like AI, but real.

Speaker B: I'm a walking to us. And I've been told this. I'm a walking, talking AI.

Speaker A: So you are. Yeah.

Speaker B: What even makes it, um, different is because when I, when I, when I have a new client, the amount, you don't have to spend time trying to train me on your emr. I've had clients who called me for, um, like, they received requests from Medicare to get, to get audited. So we have like, time, sometimes two weeks to get all of this out. Right. To audit, to review things for them. So there's absolutely zero time for you to teach me your emr. All I need is for you to give me a login and I will find my way through your system and, um, start the auditing and pulling those records for you to start to combine and prepare them so that, um, we can send them out to you. Um, we look for a lot of technical things, uh, as far as consent form and all that. So we do all of that. There's absolutely zero turnover with that. So it's like you give us the log, you give me the login, and my team and I, we be able to go in and navigate through the system. And get what we need and help you be on your way with your record to submit to Medicare. So that's, that's my. I think that's the benefit of having that degree. I've always been. And I'm from that generation too. Computers started with us. We will learn to kind of like click ourselves away, finding our ways through systems without like, oh, it's not going well, you know, we'll shut it down and restart. So.

Speaker A: Yeah, exactly.

Speaker B: From that time. So that's why I'm not intimidated at all by emrs. But because I've done it so many times, I've taught, um, folks how to use systems. I've been super, super user with different system epic. When EPIC just starting out, I was a super user for epic.

Speaker A: I even remember that. Yeah, the records is a scary place.

Speaker B: So we went from paper. So you have to work on that time when we went from paper to the computer system. So a lot has been going a lot. I've done a lot through that. So, um, so that's the, that's the difference. So there's not as very. You don't have to wait much to. Once we, once we tell us that's your problem, we kind of go over everything. We're able to just go in and start to do your audits. And that goes from whether you are getting an actual audit from Medicare or you're signing up with our service bus to be, um, for the QA service. So there's very little time for us to go through your, um, through your system. So you're able to start auditing for you within a couple of days.

Speaker A: That's amazing.

Speaker B: On your records for you.

Speaker A: I want to ask you. So, I mean, obviously I can see why a hospice agency CEO or a home health care company needs you and wants you. Right. You know, for audits and quality assurance and everything. Now I want to get into a little bit, uh, and obviously what makes you unique, different and better because you've done a great job. I mean you are a walking AI for this industry. But I know one of the challenges, uh, for any consultant is like, how do I explain this to people? How do I get in front of people? And so our paths kind of intersected with LinkedIn. So I'd love to just tell the audience or talk to them a little bit about, you know, prior to you and I and our agency connecting, like, how Were you using LinkedIn? Were you trying to get businesses from it? You know, kind of where, where you were before we kind of got started

Speaker B: with you um, so before you got started with me, um, I, I use LinkedIn. I posted a lot on LinkedIn. Um, I did by myself and I. And here's what I'm going to say though. Um, so yes, you were not. I did not partner up with you, but I had used your book to set my LinkedIn.

Speaker A: Oh, nice.

Speaker B: So my, my LinkedIn prior. Yes, I'm going to say my whole LinkedIn page prior to you may not necessarily you. I mean I have been, I mean I have signed up with you as an actual client, but my whole LinkedIn format and how I was using it was from your book.

Speaker A: I'm a big fan. This is a great book. This guy's LinkedIn riches. This guy's awesome.

Speaker B: I picked, I picked your. Because you have a consultant version.

Speaker A: Oh yeah, that one too. Yeah.

Speaker B: So ebook, uh, on Kindle. Yes. Download.

Speaker A: Yeah. The business coaches consultants. Yes, thank you.

Speaker B: Download it on Kindle. And it was like funny story, two o' clock in the morning. You know, that's one of the best ideas. Um, um, and revamped my whole LinkedIn page from there. And then I started posting and I have, I've actually signed up. Uh, one of my biggest client actually came out from LinkedIn randomly text emailed me, um, message me. Um, so, uh, that's, I think that's where I'm, that's where I've done everything. Everything. My, I could say my whole business ends on LinkedIn. I uh, it started off with just I think two or three connections. Yeah, no help. I have thousands and few followers and a lot of communication. Uh, I love how you're communicating and I'm also involved in connecting with everyone, following up with everyone. So um, I've used. With your help. Comparing to how I was doing things before with your help, I've definitely seen a major increase. I'm learning a lot because I get that personalized, uh, one on one with uh, Nina, with your team, which I love. So I could say the difference between what I was doing before and how you're helping me now. Um, it's uh, definitely much. I couldn't even imagine any of this. There's no way I, I know I could not have done it myself. Uh, yes, I do have a full team working with me. I uh, come. Well, I'm gonna say started with you guys. Since we met, since we spoke. I had to increase my team because there's a lot more businesses coming on, a lot more clients signing up. So larger team, much more work. Um, but yeah, I feel like uh, I'VE connected a lot more with people on LinkedIn, and I've been very blessed and very grateful and very appreciative from all of the work that your team has put in, uh, to help me. And, uh, I have nothing but a positive thing to say. Um, because before that, it was just because there's always this thing where we feel kind of guilty reaching out to people and speaking to folks. I've connected with new people that I never would have connected with. Um, and, uh, with your help, you've been able to help me connect with those folks and not be. I think one of the things I've learned is it's okay for people to say no. That's fine. Because, you know, at first when people say no, you're like, oh, my God, am I wrong? What did I do? You feel guilty. You feel like a failure with one no. And you've had five yeses. So. So I've learned to. It's okay if one person says no and everybody else says yes. Um, but that's always, you know, the ego is, like, almost always ready, not forgetting all the things that, um. All the positive things. So, no, definitely, I'm gonna say yes. I was not one on one with you with your program, but my whole LinkedIn page in the process. I was already using your process. So what was I doing before by myself was really. You just did a different. In a different way.

Speaker A: I just didn't know it. Yeah. Yeah, I love it. Well, and what I love about your story is, like, your very first lead call that you got from us. You closed a sale, right? And you've already got business coming in. You've had to expand your team like, you're blowing up. And, uh, I want to show people now I'll do a little screen sharing for the video, um, to kind of show people a little bit about what we've been doing with Irene's profile and everything. And we can kind of talk through this because I think there's so many good lessons in here for anybody, in any type of consulting. But one of the key things is what I love is, you know, obviously you have some great visuals, you know, with your logo and your branding and. And we really wanted, like, with your background, just to make it ultra clear, like, what is this service? So that anyone can understand. And it's so simple, right? For those listening, it's done for you. Hospice and home health QA audits, which is obviously quality assurance. And then you've got some of your credentials under there, right? Uh, you know, and Key benefits of compliance simplified. This is a key thing. Former Joint Commission surveyor. So that checks that box for your audience of like, oh, she's been on the other side. She knows exactly what they're looking for. And then QAPI experts, survey readiness, CE provider, which is. That's continuing education. Right?

Speaker B: Yeah. Okay.

Speaker A: Yep. And then the other key thing, and this is an area a lot of people struggle with, not you because you read the book, but. But other people with their LinkedIn headline where it's like, uh, you know, people will put their job title or they'll put some hype or hyperbole. And you did a really nice job and we kind of polished it of just explaining kind of the two key things, which is the service you provide and then the target audience. And so in your case, the service you provide is the done for you. Hospice and home health QA audits. Right. And then you've got a benefit in there, compliance made simple. Some of your background. But then really it's understanding who it's for. Right. The hospice. And that's where we get into the about section, where I really like this, where it's so simple. First line, what I do. And you say, I partner with hospice and home health agency CEOs, administrators and directors of nursing. So that immediately identifies this target audience of who Irene wants to contact and be in touch with. They know immediately within the first sense of her profile. Oh, this is who she works with. People just like us. What's the benefit they get? You take compliance off their plate, which I'm sure is what they want. Right. And even as we go through, you know, who you work with, and we've got some visuals in there with, you know, hospice agencies, CEOs, home health providers. I love this too. And this is a key thing that you illustrated it really well already in our interview. But like, what makes you different? Mhm. This is a key thing. Right. You're a former Joint Commission surveyor, you've already done this from Alaska to California to New York. And I love where you said, I know exactly what the surveyors look for, because I was one, which is such good marketing. Um, yeah, I'm gonna pat our team on the back here. That's good stuff. Right. But you're talking about the insider perspective means I identify the key gaps, the eligibility issues. Right. The weaknesses before they turn into citations or denials or, you know, those things. And I think that's the key thing for any consultant is illustrating what makes you unique, different, better. And then you've got a nice section with the services you provide. Right. The done for you, audits, survey readiness. Um, you know, you've got your background with all the credentials, you've got a nice testimonial and you've got contact info. So that's, you know, we really set your profile up nicely. Uh, and I want to show people a little bit too, just about the outreach because I think that's been really exciting. If I look at, I'm going to share another document for the people watching on video, but this is what we call our engagement tracker. And these are all people that are responding. And this is just within like the last month. Like, you're, golly, you got a lot of conversations going, which is great.

Speaker B: I do, I do, yeah.

Speaker A: I mean, we have a ton of people interested and responding. Right. Um, to the messaging that we're sending. And I think that's always the key thing of. Okay, well, you know, Irene, you identified a key thing which is it's okay for people to say no, right? It's okay, like, because you're going to get five yeses for every no. And so one of the key things that we've been doing with your messaging and I think it's really, it's helpful to see just this is even one of our messaging scripts is what we call permission based. So basically we're asking permission with Irene's one on one LinkedIn outreach, saying, would you like me to send you a free digital copy of my ebook? Right. It's written from this perspective, both as a hospice nurse and as a joint commission surveyor. Here's what it focuses on. Would you like me to send it over? And the key lesson for anybody watching or listening right now is Irene's leading with value, like, do you want this free ebook? And like you've said, people are like, I want hard copies. Like, can I buy this? It's such valuable content. But you're not just forcing it on people through LinkedIn. I'm sure you want a copy. No, you're saying, would you like a copy? Asking permission, but then offering value. You've got other content items too where you're able to say, hey, would you like to see a case study? You've got a great case study. Uh, let me pull that up too, because I think we've got it on your profile. Um, this is the one, right? Yep, yep. So, so basically, um, you know, we've got another, you know, case study, you know, with, and it's kind of laid out. It's got testimonials, it's Got the challenge, it's got the solution. And the whole idea here of, uh, why this has worked so well for Irene and why it works well for anyone is content really being this currency to kind of not only help you, you know, buy the time and interest and attention, you know, the currency line of your prospects, but it demonstrates expertise. Like, you know, Irene's ebook is so valuable, people are like, can I buy a hard copy?

Speaker B: Right?

Speaker A: That's the stuff that you want to have. And then it Also, you know, 50% of it is you demonstrating your expertise. You know, you're the walking AI right, of this industry, but also, you know, putting in some of your personality, putting in some of your stories so they get to know, like, and trust you. Uh, I feel like that's been really key. I mean, I guess with our approach is that kind of resonated with you, it feels more authentic to how you like to do LinkedIn.

Speaker B: Yes, it really does. It really does. Because you're learning. I mean, now with AI, of course, you're able to kind of search and figure out, but you get 10,000 different ways to do one thing. Um, so it was nice to see how your team was able to had a conversation with me. So I just also want to add, none of this was created without my input, so everything was written by me. Everything. The ebook is my ebook, the messaging is my messaging. It's all kind of like, it's what your team help, right, Is help me figure out how I wanted to, how I wanted to, uh, reach out what couple messages I wanted. So all of it was a collaborative type of, um, work. It wasn't just, I'm just going to do this for you. So I was very, I mean, granted, I'm pretty sure your team can do this too, but I did love the fact that I was able to put in my input. So everything that's being said is me. It's in my tone, in my view, how I would say it. Um, so it wasn't like something that's generated from somebody else's point of view. It was. All of it is from how I would have wanted to, if I was sending it out, how it would have been done. So all of it, the messaging, I mean, we spend days putting it together, which I, uh. And we meet. And one other thing I love is the fact that we meet once a week. Um, so you have to put in the work. So I put in the work. And that's why I'm seeing such a growth and a positive outcome from it, is because I did put in the work. And I appreciate the fact that every thing I was my. I needed to put my input into it. Um, so it's in my voice, my tone, how I would say it. So when I do speak with a client, there's nothing is. It's me. It's a continuation of the conversation we started on LinkedIn. Continuing into the real world, that's key,

Speaker A: and that's something we really work hard with clients. And you naturally picked up on it. But, you know, I say this all the time when I talk to prospective clients is we've got to figure out the way to put the real Life Irene through LinkedIn. Like, it. It won't resonate if it's like, AI created or templated or generic stuff. And it's what we do. Like, our process, and Irene went through this too, is like, we interview you and we say, like, how to. We listen and we take transcripts and how does Irene talk and what type of phrasing does she use and how, you know, what would it sound like? And we'll even ask these questions, like, when you talk to, you know, a, uh, hospice, you know, agency, CEO, what's the conversation look like? What type of questions are you asking? And we listen and we pick up on that. And then we try to translate that as closely as we can into a LinkedIn message, into a LinkedIn profile page, and so into, you know, case study content, whatever. So that, to Irene's point, and this is where the magic is, it feels like a continuation when they actually talk to you live. It's like, oh, yeah, you're the same person, the same tone, the same vibe. And I think a lot of people miss that with LinkedIn marketing, um, especially if you're trying to, you know, use a third party to do it, like with us, you know, it's. That's a key thing. And I'm really glad you picked up on that. And, and yes, I love the fact that you're involved and you give input and you say, I wouldn't say it this way, I'd say it this way. So then we can kind of, you know, nuance it. And it's really worked well. I mean, I think. What would be your advice, you know, for another consultant out there, any industry that wants to get to the level of success that you're having right now with LinkedIn, because you are killing it. Like, you're having great results. What have you learned during this journey? Like, lessons that you would share with someone else that says, okay, this is exciting. I want to do what Irene's doing.

Speaker B: Um, I think be present. Um, be present, be intentional. Um, I. And be willing to share your knowledge. Um, and that's what I've done on LinkedIn. Um, my posts are all I'm educating. I'm always. I feel it's educated, if anything, that, you know, give it, it's okay to provide it and to educate because depending on. Well, I must add though, depending on what you're doing, people may not understand what you're. The service you're providing. So it is your job to educate them, to let them know what they can learn from you. But for them to know that it's for you to actually show up, show them what it is that, uh, how. What it is that things that they may not even know. Um, for me, it's a lot of the things. When it comes to documentation, there are ways to document that a lot of folks does not know specifically. In hospice, in home health, they each have their own, uh, way of documenting. The way you document for home health patient is you do not document the same way for a hospice patient. So with what I've done on LinkedIn is to showcase the differences between the two. Um, so all of my posts, majority of my post is all about educating, educating, um, letting. Part of it is free education about different things and how to implement certain things. The other, other education is educating them about myself, about my service, what I do. Um, and I, and again, just be intentional, uh, with every post.

Speaker A: I love it. I love it. And one of the things I wanted to ask you about too, because you do a great job. Really. Yeah, Educating, demonstrating expertise before they ever talk to you live. So through the ebooks, the case stud m content like, they come in knowing like. And your profile obviously reflects, like, you're an expert. You're, you know, the walking AI. One of the areas a lot of consultants that I've talked to and a lot of coaches to struggle with is actually closing these leads. Right. Because you're getting people coming in. Uh, I would, if you're willing to. Like, what is your sales process? For lack of a better term, what does that look like? So someone's interested, they read your ebook, they read the case study, they love it, they want to learn more. You know, we book them onto your calendar, break down what that looks like. What are those conversations? How do you move them from an interested prospect to like a paying client?

Speaker B: So, um, I am very myself. So let's start with that. So the person you're meeting here, this is who you actually meet on LinkedIn. So I'm very well. Uh, but the other thing that I do is I try to ask question about what their problem is. I think sometimes we spend a lot of time to try to tell people what we do. I don't. I want you, uh, you know, I start off by asking you questions of what exactly you're looking for, what exactly is your pain point, what exactly are the problems? Um, and then from what I'm hearing, then I could kind of give you a little bit of guidance of how I would help you and then go from there. And that's how I close all of my deals. A lot of it is me trying to do a preliminary assessment of what their problem, what the client's problem is, not me trying to tell you what I can do for you, because, um, I don't know if I can. What I'm saying to you is what's resonating because sometimes clients don't even know, um, how you can help them until you try to kind of figure out what exactly is the problem. And from there, for my response from my kind of preliminary, uh, um, problem solving, from the conversation, I can tell you how I can solve this problem that you're having, um, from all of my expertise. So that's how I've been able to close deals, uh, ask questions. I always have a series of questions, and I lead the conversation. Um, I try to make sure that I stay in control of the conversation so that I can get a sense, sense of exactly what the problem is. Because clients, sometimes they come on, they don't think this is a problem. But, um, from the question that you're asking, you're like, yeah, that's a problem. From what you're saying, you're like, yeah, that's a, that's a problem that you need to fix asap. Because sometimes they don't. A lot of clients don't know. They'll say, oh, I think we have this issue, but I'm not too sure. Um, and of course, with that whole, for me, it's always showing value. Um, because some of the things, some of the others that I do, some, um, clients may say, well, I don't have that problem now. Um, but the reality of this, you may not have it now, but believe me, you're going to have it at some point. So it's better to be prepared. So now we're not trying to rush to the gate, trying to close it while we are, um, deep down into, uh, into issues. So that, that's what I, the whole Conversation stems with that. But then I show. But then again, like I say, I show up as myself, not as, uh, some, um, what they think, the person they think they should meet.

Speaker A: Yeah, I love that. You're authentic. You're genuine. You just have your normal personality. You ask great questions, which is key to help the prospect to understand. They might not realize what an issue this is, but that's what a good process is, is saying, like, well, let's identify. Let's look under the hood. Like, do you realize you're, you know, this part of your, you know, agency could be exposed? Like, that's an issue. And, oh, gosh, okay, I'm scared now. Like, you know, and then I like the fact too, that you. You hit on a key thing, which is you maintain authority. You maintain the leverage and the frame of. Listen, like, this is what I can do. This is how it works. As opposed to, you know, letting them kind of run. Run all over the place.

Speaker B: Right.

Speaker A: And one thing I know, um, did you do any kind of formal sales training? Is this just kind of built naturally over talking to enough people? Like, how did you get comfortable doing this?

Speaker B: I read a lot of books. Okay, I did not. Not a formal training, but I read a lot of books because this. It's things that I've learned along the way, books that I've read and implemented a lot of the things that I've learned and then stuck to. Kind of put out my own. My own blueprint for myself and tested out things that work, tested out things that didn't work. Um, I know in the past I wasn't always closing deals. Um, and I don't always close all the deals either. But, um, I always learn from. Whenever I don't close a deal, I always learn from it and kind of go back and say, well, what could have I done differently? And that's when, um, from all the deals that I've closed, I then realized, okay, these are the things that I've done, and this is why those deals were closing. So then I started to just then follow this blueprint. So then every conversation I have, um, follows that same blueprint. So it's like it's repeated. So it's not just every single cell conversation is different. You want to make sure what I've learned is that you want to maintain that, um, you want to, one, be in control of the cell, be in control of the conversation. So that every cell that you make, um, in. Not necessarily maybe slightly different, but it will be the same. So you're following that same Blueprint. So you're not. So that not every single cell, every single conversation that you have is different because then, uh, you don't know what's been working. You don't know what's not working.

Speaker A: Man, I wish I could clone you. You're like, you're so good. Like, I just, I love the fact I hear a lot of things when you talk. And it's, you're a lifelong learner. You're somebody that I can tell wants to continuously improve. You're big on having a process and you apply it to every part of your business and including doing your own sales. You're not afraid to fail, you're not afraid to learn. Uh, you, you know, you, you learn from. Oh, that didn't work. Next time I'm going to do this. And I think that's a key thing that it can be really hard as a consultant, a coach, a business owner, to be good in so many different areas of a business. And you are good in a lot of areas. Like, it's really, it's, it's fun to hear. Um, and I think it'll be inspiring for a lot of people too, to go, oh, okay. Like, this is amazing, right? Like, you started with a pencil and a piece of paper as a nurse and a hospice floor, and look at

Speaker B: you now, look at me now. And it's all learning. You have to be. I'm a life, life learner. I've read, I read a lot of books on businesses, pitch out of conversations, and uh, now with AI, I think AI ah is great too. Like, for, for ideas to come up and then for it to help you frame it. I think the, the biggest thing is that, uh, there's a lot of folks that read a lot of books, uh, network a lot, have a lot of networks, but don't know how to convert that or implement it. And I think you can read 100 books if you're not able to implement what you're learning. So it's, it's just, it's all staying up here and not going anywhere. So I, uh, everything I learned, I will learn something today. It's like when I told you at 2am I read your book. I as I'm reading it, I was on LinkedIn doing it at the same time.

Speaker A: That's so awesome.

Speaker B: Reading it, I had on my phone, my laptop, I'm m like, okay, he said this, I'm gonna go ahead and create it went on canva create. I mean it to 2:00am I think it's 6:00'. Clock. In the morning I had a brand new.

Speaker A: That's great. Oh man, I love it. I read Joseph, you're the best.

Speaker B: You're the best. Pretty me. That's pretty much me in a nutshell.

Speaker A: I love it.

Speaker B: You have to be willing to try things like if you see it, it's resonating. Then you know what, start implementing the next day, the next conversation that you have with someone, test it out.

Speaker A: Yeah, absolutely. I love it. Well, where can we send people to learn more about you and your business? Where's best website? Obviously we can find you on LinkedIn. Um, tell us more about, you know, best places to find you.

Speaker B: So you could reach out to me on LinkedIn. Of course. That's probably one of the best places to reach out to me. Um, you also could connect with me, um, through my website. I have a whole form that you can complete. Uh, it's ilscarern.com that's my official website where you could learn all the different services that I provide in there. There's a contact form that you can complete. Um, and then that gets to me and then I'll follow up with you. Um, you could also even book, um, a call with me through my website and also on LinkedIn if that's easier for you. Um, but yeah, that's pretty much how you would, uh, reach out to me. LinkedIn is one of the best places. Uh, and uh, of course through my website.

Speaker A: That's fantastic. Thank you, thank you, thank you so much. Uh, ChatGPT has nothing on you when it comes to your expertise. Uh, thank you so much for the time. I appreciate it so much, John.

Speaker B: Appreciate you.