Meet Lindsey She is a principal and owner of McMillion Consulting. Lindsey believes in the power of influence and is a connector to the core as a national and international speaker, writer, and prospecting trainer. Her expertise is founded on equipping successful professionals and teams to profitably connect with purpose on LinkedIn. She has worked with 1000s of people to help them drive millions in revenue. Lindsey believes teaching should be practical as learning is actionable love that she loves helping her clients win. Building relationships is all about establishing trust. How do we go about building trust on LinkedIn? I always talk about how LinkedIn is this powerful online tool, but at the end of the day, business and networking and connecting have always been social, even before the internet existed. Shaking hands, kissing babies, following up to people knocking on doors. So I like to just remind people that and part of this is just to let down the anxiety and fear that comes with using a powerful tool like LinkedIn. So many things that I say and speak about this tool are similar to what you would do offline in many ways. So how do you build trust on LinkedIn? You do it just like you would offline so you have to think about your reputation. When you think about your reputation offline, and the credibility that you have, you want to make sure that that's mirrored online, specifically through your LinkedIn profile. LinkedIn loves keywords, just like Google does so the more you can strategically and completely build out that LinkedIn profile with keywords, you're increasing your likelihood of coming up in a search result on the platform. If you were to Google somebody's name, LinkedIn and Google love each other so there's a high likelihood that it's not the first result, the second or third result on that first page is going to be that person's LinkedIn profile. Also, people do not have to have a LinkedIn account to see your profile because it's public. So I always like to emphasize that remembering the foundation of any success on LinkedIn is going back to your LinkedIn profile. The other thing I like to incorporate, here is authenticity. My motto for McMillion Consulting is connecting with purpose and when you're connecting with purpose, as it relates to LinkedIn, what does that mean? Well, it means personalizing your outreach, following up to start a conversation, getting offline. Sometimes parts of the conversation can be in LinkedIn, but you still want to meet them in person because at the end of the day, we're all in the human to human business so we want to think about just being authentic, connecting with purpose, personalizing our outreach, following up, asking people if they want to have a conversation offline to continue the discussion that was started. So I think of reputation, I think of authenticity, I think of generosity. We have to be servants of our knowledge, and our networks, and what I mean by that is you are Lori, an expert in marketing and many things in advertising. You and I were recently speaking about marketing automation and so many things that I have no idea about, but some that I do. So it's this idea that you are very intentional, as I was sharing our knowledge with our networks on LinkedIn. What I always say, when I think about generosity on LinkedIn is it's not just about being a good steward, and a good servant of your knowledge, but it's also about recognizing when others do the same. It's also about being generous with your network and introducing people. I loved your opening comment, "Hey, if you know anyone else who should be a part of this podcast in the conversation and let me know," and we have to tell people that so that they do think of us when they think of someone in their network who's a great speaker, who should be interviewed by you on their podcast. Then lastly, I would say is this consistency. So one client goes into LinkedIn, he's very consistent, every Sunday and