PP 044: Darren Kurilko from LinkedInLeadNinja.com
Darren Kurilko, my client and THE LinkedIn Lead Ninja, joins me on today’s episode to share fantastic insights on how entrepreneurs in the B2B space should be using LinkedIn.
KIM: Welcome back to another episode of Positive Productivity! This is your host, Kim Sutton – and today, I have a great guest and client, Darren Kurilko. And I have to admit…
KIM: Yeah, I know, wasn’t that awesome?
DARREN: That was nice.
KIM: Yeah. Listeners, just so you now – although Darren and I have been working together for a few months now, it took me until pre-show to get his last name pronunciation right.
DARREN: That’s right.
KIM: Yeah. Positive Productivity Podcast, not perfection. Darren is the president of LinkedIn Lead Ninja, where he helps others market effectively using LinkedIn exclusively. Welcome, Darren.
DARREN: Hey, thanks for having, Kim. I’m excited to be here and talking to you.
KIM: Yeah, I’m thrilled that you are on the show, and you are on a podcast – even if you don’t listen to them.
DARREN: Maybe you’ll convert me. That’s fine, that’s fine.
KIM: Darren, can you share your entrepreneurial journey with the audience, and what you do?
DARREN: Oh, my.
KIM: Yeah, I’m going in deep right away.
DARREN: Yeah, I’ll give you the “minute fly-over”. Born and raised in the great state of New Jersey, I actually went upstate New York to – I got my associate’s degree in hotel restaurant management out of that school. I worked at many restaurants, managing, but ultimately coming out of that and opening up my own restaurant.
I actually had two restaurants, very successful – and in New Jersey, totally got burnt out. My daughter was born at the end of my season as a restaurateur. And I just – working six and a half days a week. I was just – and in retail, just kind of kills you, and your family life is zero.
Moved to Minnesota, and always was into sales – always into marketing, but always loved direct sales. So some of the direct sales that I’ve done are home construction, roofing – and when I say “direct sales”, I mean going out and hitting doors. Door-knock and cold doors, business-to-consumer kind of doors, and businesses as well – cold-calling as well.
So I understand the pain of entrepreneurs that are on LinkedIn that need to be prospecting, and they’re not sure how to do it on LinkedIn. (I don’t know if that answers your question, but I kind of brought it back to LinkedIn.) Because really, the people that I work with right now, Kim, are looking to prospect and looking to take the pain out of prospecting.
Because not every day somebody’s cold calling, not every day somebody wants to pick up the phone – they could be in fear of the phone. They can be in fear of cold knocking and – as I was. I’ve had my moments and my days. But working inside of LinkedIn to prospect for new business clients has been just kind of a revelation for me.
And we’ve been doing it – and I’ve been doing it for myself for over close to two years – and for my clients, for about a year and a half. So really, I’ve kind of got my own proprietary system that I use and love to share more about that, if you’d like.
KIM: Oh, definitely. But I am curious – and I had no idea about your background. I don’t think we ever – I knew you were from New Jersey, but I didn’t know you went to Minnesota, I didn’t know you were a restaurateur… (Is that the right way to pronounce that?)
DARREN: Yes, yes, yes.
KIM: And I am curious, so: Where did you go to school? Because I’m from upstate New York, so I’m curious.
DARREN: Oh, yeah. Paul Smith’s College, a small two-year school up by Lake Placid, about an hour from Montreal. But I’m far from that now, I’ve lived down here in southwest Florida for the last – over two years.
KIM: Right, yeah. So you were a skip and a jump from Canada, and probably Vermont.
DARREN: Yeah. No absolutely, absolutely. I love it.
KIM: So you moved to Minnesota, and then how – and you started using LinkedIn for yourself – but how did the whole development of LinkedIn Lead Ninja happen?
DARREN: That’s a great question. I was using LinkedIn exclusively, as I mentioned, to get myself clients. As you may or may not know, LinkedIn is the largest to B2B social platform in the world. I don’t know the numbers to date, but last time I checked, there was 480 million profiles, aka users, Linked-In. This is the best way to bypass the gatekeepers and get right to the CEO, CXO, CMO, CFOs, all the C-class, the C-level people – but also guys like you and I. I know you’re on LinkedIn as well.
But if you want to – so your question again, let’s circle back! Because I kind of went down a rabbit trail. So ask the question again, Kim, so I can refocus – I apologize.
KIM: No, that’s OK. And I got curious when you mentioned the number of users, so I quickly Googled it, and it’s such -it’s 450 million as of the second quarter of 2016. Yeah. I like that stat. But anyway, so you were using it in there, and you were using it for clients. And now you have a whole business – or you started using it for clients when you developed your company. So how did that journey take place?
DARREN: I was really – yeah, actually I was using it for myself first. And I was testing and basically prospecting using LinkedIn and some of my proprietary systems that I do have. And I was seeing the results – and the results being, Kim, really clear is that people are doing real business on LinkedIn. I was getting phone call appointments. I would get people that just said, who would just pick up the phone and call me, say, “Hey, just got your message on LinkedIn.” I mean, I was amazed by the positive responses I was getting, the engagement I was getting, on LinkedIn. And stuff that you won’t see, maybe, on Facebook – or you won’t see on Twitter.
Now, I know you’re big on Twitter, and “big” being that you use it and you do well on it. That might be great for driving Facebook, Twitter in traffic. But if you’re looking to drive phone calls, emails, you’re really wanting – you really need to get in on LinkedIn. And if you’re not proficient in LinkedIn, that’s where I come in. I actually – my website is a free membership site – actually will give you some free training on how to get started and how to use it properly.
KIM: That’s fabulous. And yeah, you are exactly right. I do use Twitter and Facebook, and both are great traffic generators – Facebook maybe a little bit more as far as starting a conversation. But about getting the clients who are seriously ready to start using my services for businesses – definitely the qualified leads most often come from LinkedIn.
DARREN: Sure. Now that’s what I’ve – that’s definitely what I’ve found.
So really, what I’ve done, Kim – and just go back and revisit what I just said – I made it. I kind of put a proprietary system together, getting your profile right, finding your target market, messaging them at good numbers, not just small numbers, and really messaging them with the one intention: that they’re going to engage with you.
So once I got that down, I really started to roll this out for clients one at a time – and then getting them great results. So they were longtime clients, they were seeing the benefits of what I was doing.
And then I just really – at this point, I’ve opened up the doors for the “Done for You” service. And “Done for You” service basically starts from the beginning – and you being a website developer and a marketer, you understand this, Kim: You need to get your landing page correct. And your landing page for LinkedIn is going to be your profile.
You need have a professional headshot, I definitely advise that. If you are a professional, after C-Levels, you need to have a suit and tie. And I would go and spend $100, $150 and get a professional headshot. It goes a long way.
We also do – and show you how to do – a custom background. A background’s kind of like a banner, maybe on a Facebook or Twitter page – you can do the same with LinkedIn. And that banner is going to tie in your branding, your logo, maybe some pain points of your customer, some of the benefits of working with you.
So really, what you’re looking at when you look at the top of a profile – and you can go to my profile and see an example – that you’re going to see my banner and my headshot. And you don’t have to go anywhere else to know – you don’t have to scroll down. You know exactly what I do and how I do it.
So not only getting the headshot right, the banner, but you want to get your summary intact. And your summary, according to LinkedIn, can only be 2,000 characters – “character” being a period, an exclamation point, a space. So you need to be very careful not to go over that limit, but you want to write that summary like a mini sales page, and it’s going to be targeted to your target audience.
So what’s your targeted audience’s pain points? What are they – what do they need that you have? And I work with a lot of business brokers, so let’s just use as an example.
So as a business broker, you’re after business owners, and some of the business owners are looking to exit out of their business – due to divorce, health issues, burnout, retirement, etc. These are their pain points. They understand that they want to get out, but they don’t know how. Now for a business broker, we write those pain points there, and the solutions to those problems are displaying my clients as the exit strategy experts.
So problem, solution, call-to-action. Make sure your summary reads like that. Of course, you don’t want it to be too “sales-y” and too spammy, but you want to definitely resonate with your target market.
So once you have your profile right, you want to find your target market, and we use – for my clients, we use Sales Navigator instead of LinkedIn. But you don’t need to – you can use the advanced searches and really “dial in” to your target market. And then, that’s where you need to be connecting, and once you’re connecting you need to be messaging.
Now, once you’re messaging, you need to be – it needs to be tied in with a call-to-action as well, which is always going to be a phone call, an email – and smoke out those new connections and those new prospects. So basically, I like to think of it as “virtually knocking doors” on LinkedIn. If you’re a prospector, you understand picking up the phone and calling people, you need to touch a certain amount of people to make a sale, and you’re doing that inside of LinkedIn on a daily basis? You will succeed.
I had a friend of mine who – even if you don’t know how to sell, so what I’m about to say resonates with people who don’t know how to sell or might be afraid of selling. But a friend of mine once said, “Even a blind squirrel finds a nut once in while.” Meaning, if you’re out there doing the prospecting, touching 100 people, 30 to 100 people a day – you will make a sale by default.
KIM: That is all have so much great information. I have to admit, again, in my total transparency, I just went into my LinkedIn profile. Hopefully, it will be different by the time this episode airs, but I don’t have a header that’s anything worth seeing. What would you recommend that listeners include in their header graphic?
DARREN: Definitely a brand or logo. So make sure that your brand or logo is easy to see, and it ties in with your website. So here’s people looking at your profile, they go to your website, they see the same colors, the same branding, the same logo, there’s – what’s that word I’m looking for? Synchro- help me out here, Kim.
KIM: “Synchronicity”? (Am I making words up now?)
DARREN: Thank you. Yeah, synchronicity. That’s what I would call it, anyway. So everything syncs, it all gels, it all looks the same, it feels the same, you have the same verbiage, the same logo. So that’s what I would encourage people to do.
And then some bullet points: What do you do? For you, Kim, it would be maybe “Infusionsoft Specialist” or “Podcast Extraordinaire”. So put some bullet points in there, and maybe a site – maybe in your summary, you want people to sign up for you to interview them, see if they qualify for even a podcast.
KIM: Oh, I like that.
DARREN: Make it easy for people. And that’s another thing, let me – I like to make it easy. I like to call it “dummy-proof” because I’m a dummy, and I need it to be easy. So make it easy for people to get ahold of you, put your contact information in your summary, don’t hide it. If you hide it, trust me, you will not – you won’t get calls. You won’t get e-mails. So put your information out there.
KIM: I know there’s going to be people who are listening who are concerned about putting their contact information into their summary because they don’t want to spam. But how much…
DARREN: How much spam do I get?
KIM: Yeah, how much spam you get?
DARREN: I get nothing. I mean, I might get occasional something here or there, but who doesn’t?
KIM: Oh, I get spam through the direct messages through LinkedIn anyway. Well, I don’t really want to call it “spam”, but some of them are.
DARREN: Sure, sure. Yeah, it’s a non-issue. If I want people to call me, I need to leave there a number – leave your number. If you have a website, do you not have your e-mail? Do not have your phone number? Treat it like a website. Treat it like…
I like to call it “social proof”. This is your social proof: If your LinkedIn profile is professional, well-thought out – that is your social proof. People’s LinkedIn profile: See who they are, what they’ve done. So I encourage people to do that and re-look at their profiles.
KIM: Absolutely. I completely agree. For all the listeners, I do want to just let you know that all the notes, all the stats and information that we’re talking about, will be in the show notes – which you can find at TheKimSutton.com/PP044. (I think that’s what I told you before the show, Darren, yes.) 044.
So if you listen to episode number 10, with Erica Castner, she was saying that when she goes out to networking events now, she actually doesn’t take business cards. She will ask the person that she’s talking to if they are on LinkedIn, and then she’ll connect to them right away at the event.
DARREN: That’s nice.
KIM: Do you do similar?
DARREN: I do nothing outside of my desk. I don’t. I used to do networking, I used to go out and do all that, and I have really – just using LinkedIn and my phone is – I’m busier than I’ve ever been. So I don’t – and I know some people like to do that, and I’m not I’m not saying that’s the wrong thing to do. But for me, my business – my clients are not going to network events, basically what it comes down to.
KIM: And it’s good to know that, definitely.
DARREN: Yeah, I mean, you have to go where your clients are. I mean, if your clients are florists, you need to go a florist. So I mean, my clients are on LinkedIn, and that’s where I go. So I would highly recommend, too – not everybody’s clients are on LinkedIn. So if you are a B2C kind of business, Facebook and Twitter is probably where you want to be. If you’re B2B, that’s where you’re going to thrive on LinkedIn. Absolutely.
KIM: Absolutely. What are your thoughts about LinkedIn Premium? Should you do it if you are on it?
DARREN: Yeah, all my clients and myself have Sales Navigator. So Sales Navigator is quote-unquote “Premium”. I wouldn’t do – really because you can do so much more with Sales Navigator.
You can use it as a CRM, you can save leads, you can invite more people to connect with you at a mass rate. You can actually, in your connection request, you can insert a URL – which wasn’t previously allowed – and that URL will be right in the message, so they can click on it right away at whatever that URL is.
So I am – absolutely, yeah. If you’re serious about prospecting, you need to be with Sales Navigator. That’s where I preach and teach: Sales Navigator. I’ll say one more time, ready? “Sales Navigator.”
KIM: Sales Navigator, yeah!
DARREN: Sorry, I was being silly.
KIM: No, that’s alright.
DARREN: Yeah that’s all I got, and I would say – and then really, there’s so much there in Sales Navigator, it will make your head spin. So you get in, try it, you can actually – most people should be eligible… I say “most”, unless you’ve had a free trial before, but you can get a free – you should be eligible at some point to get a free 30-day trial. So I would take advantage of that.
KIM: Yeah, it’s actually telling me the “Try premium for free” right now, because I – up till this very moment, I had let my premium expire. So I’m going to have to try that, and I’ll put it in the show notes whether or not you can try premium again for free. (Sorry, LinkedIn, I’m going to spill whether or not you can do it.)
DARREN: Yeah, that’s – hey, that’s great. But the “Premium” being the Sales Navigator. Because there are different options.
KIM: Oh, are there?
DARREN: Yeah, there’s Recruiter, there’s Sales Navigator, there’s Business Services, there’s Business Pro. So all of them – you know, do your own research – but all of them have different functions and features. But I find that Sales Navigator is superior if you are a prospecting pro, if you really want to get out there and pound the virtual doors.
KIM: You know what? I’ve never realized that – because I was looking at Business Plus, which is a whole complete different level from the Sales Navigator.
DARREN: It is.
KIM: Well, thank you for the insight.
DARREN: Yeah, Sales Navigator is actually a different platform altogether. When you click – if you ever get Sales Navigator, if you have it, it’ll have a little hyperlink on the top. And that’ll take you to a new window, new platform altogether, it has its own inbox. It all ties together and syncs together, but you could save leads, you can make notes. I mean, it really is an awesome tool.
KIM: Speaking of tools… I’m not talking about a person here, I am actually talking about a tool that you are in the process of developing. But before we spill all the awesome details about that, listeners, Darren has developed an app – and I know there are many listeners who are probably curious about the app development process. Would you mind sharing how you went about finding your app developer?
DARREN: Sure. Well, first of all, you have to have an idea. And you need to understand how it works in real life and real-time as a human. And then you need to recreate that with software – which, I know nothing about coding.
So really, for my process, it was: went to Upwork, posted, and interviewed. I mean – that’s, in a nutshell, is what I’ve done. And really want to pick somebody for developing an app, or for developing anything, you need somebody who’s got experience in what exactly – and understands exactly – what you’re trying to do.
So does that help at all? I mean, Upwork is – I think it’s a great place to start, and I’ve met some really incredible talent on Upwork. Now, I’m even on Upwork as a – you can hire me, and I’ve got a lot of clients from Upwork who sought me out. So if you have a service – I’ll just throw this out to you, and Kim you have a service: You’re an Infusionsoft extraordinaire. I don’t know that’s what you call yourself, but I would.
KIM: I like it.
DARREN: Put yourself – get a profile on Upwork. I guarantee you will get some interviews and you will get some work. People are looking for people who can do what you do, as they were looking for people who can do what I do. So did I answer your question?
KIM: Yeah, and actually, I’m going to touch on two different topics really fast. I actually got my business started on Elance a couple years ago, before it became Upwork with oDesk. And I have both an agency and an individual profile on Upwork, so that I can use my team on there as well, which has been great. I also – and we’ve talked about this off of this call before.
DARREN: In private.
KIM: Yeah, in private, so I was – I am going through the app development process as well, and I ended up putting out a post on – actually, I think I used LinkedIn, and I also used Twitter and Facebook, and I didn’t even think to go to Upwork. I don’t know why that was – that would have been more than obvious, right? But I got feedback from all three for people who were interested.
For those of you who are in the States, and you’re interested in developing an app – I have spoken with people in the States before who quoted me very large, large, large sums of money – like, over $100,000.
DARREN: Uh! Yikes.
KIM: Yeah, and I’m getting the same app developed now for less than $4,000.
DARREN: Yeah, same story. I’ve had a guy – or a company – quote me six months to eight months, $10 to $12,000 – not a similar story. But I also had two guys who I was really interested in, and so we’re doing it in under a month for a fraction of the cost. You know, like a third, even. So, yeah.
KIM: Combined, right? A fraction of the cost combined?
DARREN: Well, fraction of the cost, yeah, yeah. Combined. Absolutely. So yeah, you definitely you need to – if you’re developing an app, obviously you need to… You know, with marketing period, there needs to be a need for what you have for this app. You don’t want to just develop – I mean, this is my opinion, you can do whatever you want, of course.
I always – first question when I take on a client is, “Why do people need you? Why do people need your services?” Not to put them back on their heels, not to offend them, but if they can’t answer that question effectively, I may not even take them on as a client.
And that goes for the app, that goes for any kind of marketing: What problem does this app solve that you have, Kim, or that I have? And I can tell you, very straightforward, what my app does and how it solves problems. And there is a need for it. So before anybody wants to start an app, make sure there is a need. Do some testing, ask a lot of people, and understand the market before you get into it. That would be my advice.
KIM: You brought up a really interesting way about the need, and then I have a follow-up question, and then we’re definitely going to talk about your app. What if they don’t have a clear idea on who they’re even marketing to? I mean, they need to know their unique selling proposition, and they need to know what they need. But how about if somebody comes to you, and they just say, “Well, anybody can use it”?
DARREN: Oh, that’s hard. I totally smack that down. That is not an acceptable answer. So we need to focus, and I would say to anybody who comes on as a client, “We need to focus.” All right, so I’m not going after anybody. That doesn’t make any sense – and you understand, that Kim.
So we need to find, “Well, who are your clients now? Have you had success with those clients?” And if those two answers are, “My client is X,” and “Yes, I have had success with them,” then maybe we should go after more of them. You understand their market, you understand their pain points, you understand how to market for them.
So let’s go after – let’s call it “dentists”. Yeah, I’ve got a few dentist clients, and I do really well for the, and I get them X, Y, and Z. Great, let’s do some case studies, and let’s go after dentists with those case studies – and focus on dentists. Everybody doesn’t – you cannot target “anyone”.
I used to be in – and I’m sure a lot of your listeners, too – is to be in BNI (Business Network International), and this is many moons ago. And it’s a great organization – you know, I actually still have clients from BNI that I still service. But one of the things they were dead against is, “Find a target and hone in on a specific.” “Everyone or everybody”, “I could help everyone or anybody” is not acceptable. So that’s what I would say to that.
KIM: Oh, it’s absolutely not. So thank you.
KIM: So let’s talk about your app.
DARREN: Oh, yeah. The genesis of the app was, I was using other software that was not mine – which works, for the most part. And I really got fed up with not having it work the way I want it to work.
And the software really works inside of LinkedIn, and what it does is, it finds your target. It uses Sales Navigator to find your target market, it works off a list of your target market, asks them to connect with you with a personalized message. So it would be “Kim”, it would be “Darren”, it would be “John” – whatever their first name is – it would be personalized.
And then for the connection message, it’s usually, “I saw your profile on LinkedIn I really feel that we can – we would both benefit from being connected. Let’s connect.” And then your name, maybe a signature, and a URL.
We’re sending that out to people that you’re not connected with on LinkedIn at a rate of 75 to 100, 125+ a day. This is where we get into the virtual door knocks. If you imagine going out and knocking, and you’re – let’s just say your target market are dentists – knocking on 75 to 125+ doors a day virtually for your target market, saying, “Hey, I want to connect with you.”
Once they connect with you, you’re able to message them, which is tremendous. And that’s exactly what this app does – goes out and ask them to connect.
We’re seeing 15% to 25% accepting connections, and those 15% to 25% are getting a “Thanks for connecting” message – which is going to be personalized, of course. It will be a canned message, but it’ll be personalized, it will be…
And of course, if you’re after dentists, we can say, “Dr. Jill, thanks for connecting with me here on LinkedIn, please take a look at my profile, see how we can work together. By the way, I work with dentists like yourself and solve the problem of X, Y, Z with A, B, C. If this speaks to you, maybe we should do a call this week. Thanks so much again for connecting. Your signature.”
Short and sweet, call-to-action, talk about their pain points, and move on. That alone, that “Thank you for connecting” message is getting good response if we’ve got the right message and we’re hitting the right target.
But the app doesn’t stop there. We actually take their information off of LinkedIn, and we’re able to drop them into a CRM, which will do one of a multitude of things. We’re able to drop them into Infusionsoft and to MailChimp. Ultimately, using MailChimp, we’re able to drop them into – use Zapier, which I know you’re familiar with – to drop into Salesforce, to drop them into Hub- is it Hubshout? HubSpot? Help me out here.
DARREN: Thank you. I get mixed up there. And a litany of other CRM software. So not only are you able to connect, you’re able to grab their information, drop them into your CRM for follow up later – maybe an email campaign, maybe grab their – whatever it is. You’re dropping them into your CRM. Now they’re yours, as far as contact information, you can contact them off of LinkedIn, or you can contact them right inside of LinkedIn.
So it’s – again, it’s prospecting. And that’s what we teach, and that’s what we show, and that’s what this app does. And it works flawlessly.
KIM: I was watching a webinar earlier this week where they were talking about “mail open rates” – E-mail open rates – versus text messaging. But I’m going to ignore the text messaging for right now. But E-mail open rates have gone down drastically. (And, well actually, I’m not going to ignore text messaging.) Text messaging has gone up. But I know that, without fail, when I go to LinkedIn and see that I have messages, I do check them out. Yes, they do also get the delivered to my email, but I tend to read them in LinkedIn. So I would imagine that this has a very effect – well, that would probably be why it’s so effective, is that people are reading these messages more than they do anything that goes to your inbox.
DARREN: Yes. What’s great about LinkedIn and mailbox – now think about it, we go back to the numbers: 15% to 25% are accepting, so let’s just use round numbers 100. 15 to 25 people are accepting your invitation a day, five days a week – we’ll call it that. They’re getting, I think – 15 to 25 are getting a “thank you for connecting” message with a call-to-action talking about their pain points. 100% guaranteed delivery. I can’t guarantee that they’re going to read it, but it will be delivered. There is no spam in LinkedIn. This is getting delivered. Like you said, you’re getting notified in your e-mail.
They’re getting, most likely – I have no numbers, I can’t tell you the open rates or the read rates, but I can tell you deliverability is 100%. Without fail. There’s no spam in LinkedIn.
KIM: Right, plus if they have the push notifications on their smart phone, they’re getting that notification on their smart phone as well.
DARREN: Yes, and that’s certainly something that you should have on – assuming you have a smartphone – is the LinkedIn app. So definitely powerful.
KIM: Absolutely. Well, Darren, where can listeners find out more about your app and more about you and connect, besides LinkedIn? And we will be sure to include Darren’s LinkedIn URL in the show notes.
DARREN: Yeah, absolutely. And what’s great about your LinkedIn profile, if you actually Google me, “Darren Kurilko” – I’ll just spell it real quick: K-U-R-I-L-K-O. Very unique name, of course, it’s not like “Bob Johnson”. But if you Google my name, one of the top three is my LinkedIn profile, which is great. So not only are you going to get “social proof” – I’ll answer your question in a second, Kim – get social proof, but Google’s picking up your profile, which is great.
But you can go to LinkedInLeadNinja.com. LinkedInLeadNinja.com. You’ll find there some free training, it is a free membership site. I do add articles periodically, and there is some video training once you get inside showing you a lot of the basics – and the basics being, “how to build a great profile”, “where to find your target market”, and things like this. So hopefully, that’ll be helpful for people out there, completely no charge for that.
Unless you want to send me money. That’s fine. I’m okay with that.
DARREN: But as far as the app’s concerned, I will at some point put a link – and that’s not there now. To the B2B Prospecting Tool, which is actually – the website for that is B2BProspectingTool.io. And you can find the app there.
KIM: Fabulous. And again, this will all be in the show notes, which you can find at TheKimSutton.com/PP044.
KIM: Darren, thank you so much for joining me and the listeners today, and your wealth of knowledge. It’s been awesome.
DARREN: Hey, yeah, I’ve got a little bit of knowledge. But yeah, no problem. It was great to be here. Appreciate it.
KIM: You’ve given me homework for the weekend (besides any work that I have to do for you today). But y LinkedIn profile – I’m going to be sending it over to my graphic designer to take care of my header, yeah. So fabulous, thank you.
DARREN: Good, good, good.
KIM: You’re keeping multiple people busy, in a good way!
DARREN: It’s all good.
KIM: Well, thank you, listeners, for joining us for another episode of Positive Productivity. Please visit my website at TheKimSutton.com/Podcast to listen to other episodes, and to get the show notes for Darren’s episode. And I wish you a positively productive day.