Using the leads search to find specific people

And I want to be able to find the corporate contact for that specific restaurant.

Yeah, so there's a couple of ways that you can go about that. That's a great question. So Patrick's looking to not only just approach specific businesses, but looking to approach specific people at those businesses. So when we're talking about doing that, I'm going to just pull up our lead system right here and let's jump in and see if we can answer that for you. And I've just had a couple of other good friends jump in the call as well. So I'm thrilled to see Eric yelling, jumping into the room. I'm just thrilled as well to see Olive jumping in the room. So great, guys. Thank you so much for joining us. All right, so let me do a screen share here. Which screen? That one. All right, cool. For those with the camera on, just give me a thumbs up if you can see my screen. Eric, I love that yellow on you, man. It makes you pop. Fantastic. Thanks, guys. All right, so we've got Patrick's question, trying to find specific people at specific companies. Now, the three different searches within the white label suite or within the leads programme here that you guys are then on selling to your clients, we've got the industry search, the people search, and the single search.

So starting with Patrick, we can talk about the location or, sorry, the industry search by simply coming in and running that search. So we go, okay, we're looking for restaurants.

All right?

And I'm just going to choose a location, Patrick. So I'm just going to go with, I don't know, San Diego. San Diego, California.

Right?

So obviously this style of search is going to give us all of the restaurants and we're going to be able to see that. We've got all kinds of different restaurants here. We've got the Water Grill, we've got Dobsons, we've got top of the market, we've got Mr Rays, we've got Born and raised. We've got a couple of different businesses here, right? So we can see all of these businesses. And in the background, the email addresses for these are being hunted right now. So they're going out to these sites, they're looking for the email addresses for these companies. I'll get to those in just a second. Now, that doesn't necessarily give me the person that I'm booking. Bot all right, now if we want to be really specific so Patrick's question here is less about a bulk approach and more about a very focused sniper kind of view, right? So the other way that we can do this is kind of combining all of the searches together. So now we can start to say, okay, this is restaurants in San Diego, right? I can equally do that same sort of style of search in people, but I can come up here in the people search, do something like this restaurant owner in San Diego, california.

All right, so now we're going to come up to LinkedIn and we're going to find people that identify themselves as the owner of those restaurants. So, chef owner, restaurant owner, chef owner, owner, owner, owner.

Right?

Now what we know about the people search is that the LinkedIn people search doesn't return as many email addresses, all right? And as many times as I've said that, we still have tonnes of people coming and going, oh, I only got two emails. It's because we do everything in a compliant way. We're not actually doing anything black hat. We are only finding what's there to be found, right? And not a lot of people will actually put their email address on their LinkedIn profile. However, some do. And different industries have a different ratio there. Like, for example, real estate agents, they all put their email address there because everybody wants to be contacted if you're a realtor, right? But CEOs and people at the C suite level tend not to do that. You still will find some.

All right?

So, so far, if I look in my search history here, I've got Noble San Diego, I've got Ketton Exchange, I've got Roy's Restaurant, and I've got email addresses here, okay? So I can start to see the different people that are in this search results, so I can start to see Brian at Kettner Exchange, Jen at Kettner Exchange, dominique at Ketchen Exchange.

Right?

So I'm starting to see these results here. This is at the industry level, right? So I'm finding all of the results at that particular restaurant or that particular chain. If I look now at the people search that I did with the restaurant owners, now we won't find it might still take a few moments to come through, but we see a lot of this email address unavailable email and it's unavailable. It's like, okay, well, we didn't quite get as many as we thought. They might still have a few to search for and come through in just a little while as well. But we are able to go to their LinkedIn profile. Now, there's a way that we can use the LinkedIn profile to see what we can find. So we know that Marcel Marcelo, sorry, is a restaurant owner. Okay? So he's a restaurant owner and he's the chef and the owner of a malfea restaurant. And if I open this one up, this is going to take me to hopefully a company page so I can see if I can find the company page of this particular restaurant that he works in. If I can't find the company page, I might be able to come up and see if I can find it.

So a malfi Italian restaurant. So now I can do the search in leads. Actually, I can do it with the industry search, so I can come over here and go drop it into location. And instead of just looking for restaurant, I can look for a malfi, right? Amalfi restaurant in San Diego. And I can just see if I can find that one result. Of course, I can do that same thing in Google. So there it is. What I really want to get is this website address, and now I can use the single search. So now I can come over to the single search and I can go, okay, I'm trying to reach Marcelo. We know that, but maybe I can't get Marcelo's email address. But what I can get is info at an events at.

All right?

So I know that I'm trying to reach Marcelo because he's the owner and the chef, but I haven't got Marcelo's email address. But I have got info at an events at. Now, out of those two, just having worked in restaurants myself, I can categorically tell you that the events at email address will be monitored a lot more than the info at. Why? Because events at means somebody's trying to book an event, right? So if I was trying to reach Marcelo right now, I've got events at and I would literally come in and go, hi team, I've got a message. I'm trying to reach out to Marcelo any way that I can get in touch with him. Can you share his email address with me?

All right.

And again, because I'm asking for a specific person, I'm able to get that. Now I know that that's a little bit around the side, right? So when you're trying to reach what we call the Dream 100 client, so we're trying to reach not just en masse, every finance broker in California. I'm trying to reach that person at that company in this way. I've seen people storyboard this out like a mafia hit, right? So this person's at the top, and then these person answer to him and they and you know what, if I wanted to get to Bill GHL 8th, very, very slim chance that I could just pick up the phone and say, hey Bill, it's World. How are you doing? Because last time I did that, we had a big nod. Just kidding. It's a very rare thing that I'd be able to reach that person. But if I can see in the structure, okay, this person is they work here, they work here, they work here. Okay. He's a senior person. Maybe I can start a connection or relationship with him.

Right?

And thinking about your Dream client in that way means that you may take three months to get in touch with the person that you're really trying to reach. But along the way, you're building a relationship with the operations manager, who introduces you to the general manager, who finally introduces you to the person that you're trying to reach. Okay? So now that approach is slow. But if you bring in a Dream 100 client, as Amanda Holmes always says, you might spend the same amount of time to pick up a $3 million deal as it takes you to bring in a $3,000 deal. Okay, so that's the slow approach. But Patrick, those are the three different methods that you can employ there. So we can find all of our restaurants, we can find restaurant owners, and then we can use the single search to kind of back track and reach alternative people in the organisation. Does that help at all?

Yes, it did help. I appreciate it.

Hey, no worries, man. So, again, there's just different ways of using the search and it will generate different results that you can use there. One of our training is on the Goji contact sequence, and the agoi contact sequence is literally be everywhere in every place on every platform. And this is a great example where we say, if I'm trying to reach Marcelo, one of the messages I could send on LinkedIn is, hey Marcelo, just pop through an email to the events at email address, hoping to reach you. Right, so Marcelo, I could message him on LinkedIn telling him that I've sent an email here and then I could grab their Facebook profile, I could drop a message there as well, like be everywhere at every point. Why not? Actually, if I come to the where are we? The location one again, why not do a voice drop to this phone number? See if you can get a voicemail in their email inbox. Hey guys, I just dropped off an email. Love to chat to you. Keep your voice drops generic in GHL so that you don't have to record them for each individual person, but why not put a voice drop into the sequence?

Right?

So, voice drop, I've got a suggestion as well. LinkedIn. Go for it.

Chris, I haven't seen you teach much about this, but I know it's something that we've discussed, but it's actually looking at the format of the emails. I know it wouldn't probably work for that amount to be one, but sometimes when we can find all the email addresses from a particular URL, but we only have the name of the CEO, but then we can look at the format like the Walt Bayliss or if it's just Walt Comet suite. So it was just something that I thought could be helpful as well because it kind of shows, I know, for different companies or corporations I've been a part of, depending on how small or big we start adding the last names, the dot in between. I mean, typically it's the same format though.

You got it exactly right. So what Chris is talking about there so again, guys, am I sharing? Hopefully I'm sharing my screen. Are you seeing the leads programme? Sorry, I keep turning out cool. Thanks, Rob. I always depend on you, man. Thank you so much. All right, so with this example, what Chris is talking about there, we've got a company here, Kettner Exchange, right? And we can see their email format. Jen at Kettner Exchange. Brian at Kettner Exchange. Dominique at Kettner exchange. Now, if I know that the owner's name is Joanna, what do you reckon my chances of Joanna at Kettner Exchange getting through? So we did a campaign for a client here in Australia and they were trying to reach the owner of the sportswear company called Spanx Spanx. And so we looked at the format of the email addresses and I can't remember the the name of the owner. I think it's Brenda something Howard or something like that. But we were able to look and find they had first name, last name@spanx.com, Dot Au. And so we just went, you know what? It's got to be Brenda. Howard@spanx.com au. And we got it.

If you can see the format so you will be able to see maybe it might be first initial, last name or it might be just first name at. And again, if you can see the format and you know who the owner is, you've got a pretty good chance of that getting through. Okay, so, yeah, great tips and appreciate it. Thanks, guys. Let me click on stop for this little section.