S2 Ep 1 - Bringing ENERGY To Social Selling - With Larry Long Jr

Season 2, Ep 1

It’s a real meeting of minds in this, the 9th episode of The Social Selling Podcast! 

Host Daniel Disney covers some social selling truths with Chief Energy Officer - Larry Long Jr!

Larry brings the energy and drive to reenergise sales professionals and leaders. Lessons include the value of giving and building rapport, demonstrating through actions that you care, before you ask for something yourself. If you only lurk and never engage, then you’re a spectator on the sidelines who’s more than likely going to miss the big game!

Daniel and Larry also proclaim their faith in the quote; ‘your network is your net worth' and that the key to producing engaging content lies in authenticity.

Larry Long Jr can be found here: https://www.linkedin.com/in/longjr7/

If you haven't already make sure you check out Gong.io, the biggest revenue intelligence platform out there and one of our amazing sponsors of the podcast. They help your sales teams sell better and sell more. Please also take some time to check out Outreach.io, the world's biggest sales engagement platform, giving your salespeople more time to do what you need and want them doing, selling. Daniel Disney's best-selling book "The Ultimate LinkedIn Sales Guide" is available on Amazon in hardback and Kindle. For information or to enquire about Daniel's international keynote talks, corporate training packages or consultancy, please check out danieldisney.online or email contact@thedailysales.net.

Transcript

Daniel Disney  
Hello and welcome back to the social selling podcast with me Daniel Disney, your host and today I have got one of my all time not just favourite sales experts, but my all time favourite people and I think after you watch or listen to this episode, you're gonna see exactly why today, I am joined by the legendary the one the only Larry long Jr. Larry is an absolute king in the world of sales. And what I love most and you're gonna get a lot of this today is this pure energy and passion that Larry has for all things sales, and every salesperson needs that passion and energy that belief in what they do. Larry, thank you so much for joining us tell our wonderful listeners and viewers a little bit about yourself. 

Larry Long Jr  
Come on, Daniel, it takes one to know one. You're the legend here. Larry long Jr, CEO of ll Jr. Enterprises. No, it's not what you expect. I'm the chief energy officer bringing the energy as Daniel said, I'm out on a mission to really help sales professional sales leaders take their game to that next level. And I just can't thank you enough for for letting me join you, Daniel, you and your listeners. 

Daniel Disney  
Larry, you are more than welcome. It was a no brainer. When it came to Season Two of the podcast you were top of the list. And you know we met maybe just over a year ago now. And the first time I think we ever got together was on one of the fire talks. Hot Sauce shows not the best way to meet, but we were trying that Dubon, we were getting flustered, but I loved the energy you bought you were the standout star of that episode. And since then we've done countless lives together, we've had countless conversations together. And what has amazed me the most following your journey is how you have mastered and leveraged LinkedIn as part of that. Now, one of the things you mentioned to me just before I think it's a great place to jump off with, but you sort of shared with me 94% of your business comes from referrals and inbound LinkedIn, which is huge. And you've got loads of people asking you now the secrets to that. Tell us a little bit about it. Because if I'm if I remember, rightly, to our early conversations, it was the legendary, the equally legendary Morgan J. Ingram that sort of pointed you into LinkedIn. 

Is that right?

Larry Long Jr  
 Oh, you're absolutely correct. And I was in Atlanta at the content house with Morgan J. Ingram. And he told me he said, Larry, I see you writing short form content on LinkedIn. That's good. But I know you want to be great. So I'm going to challenge you to get on video. I said, No, I'm not gonna get on video. I got the face for radio. I know, I got the smile for a mile. But I'm scared. He said, Larry, that's BS. He said, I'm going to tell you what my mentor told me. If you don't get on video, you're being selfish. Because all it takes is one person that you impact for the good for to be well worth it. So are there going to be haters? Yes. Are there going to be the people that laugh at you? Of course, he said, You're a funny looking dude.

good I mean, Daniel, I, my parents just see my parents example growing up, they were givers. They worked for Department of Veterans Affairs. So they served our veterans here in the States. And they just had that giving mentality. And they pretty much said it's our responsibility. If we're blessed, where we wake up in the morning, we've got a roof over our head. We've got food on our table. We've got clothes on our back

So he said, Don't be selfish. I say no, I'm gonna call me selfish and get away with it. That was on a Friday that following Wednesday, I started my video series. And at the time, I called it the midweek midday Motivational Minute. And I'm now coming up on Episode 100, to sharing really sharing his care and sharing insights and just value and if you think about video, right now we're seeing each other, it's a lot stronger than the written the written word is cool. But when you can see someone on video, you can feel their passion, it takes it to that whole nother level. So yeah, it's been quite the journey.

Daniel Disney  
But you've done that. And I think there's a few things I want to break out of this number one is value, you lead with a value giving mindset now, not just in the world of social selling, or even LinkedIn and content, especially. But even in sales, you need to go out there to give and I see so many salespeople are just trying to take, they're just trying to pitch they're just trying to get something, can you book this meeting? Are you free tomorrow? You know, can you do this? Can you do that? It's all about them. And actually flipping that around and going out there and just wanting to give is such a more impactful way to sell. And especially when it comes to LinkedIn, you want to create content that generates engagement and creates opportunities. It's all about the give and clearly. And I'm sure everyone again watching or listening to this. They will hear it. They will hear it in your tone. They will see it in your body language. What makes you so passionate about giving very

Larry Long Jr  
It's our responsibility as the Long family to give to others. Now that translates as you said to sales to life, the more you give, it's amazing. And it's a long game and so many times in sales, we can be short sighted where we want it now and you talked about getting it slapped. You accept the invitation on LinkedIn and boom, there goes the pitch. It's like, No, I think y'all call it Rounders, we call it baseball. Err. But that's a strikeout right there. Give something of value, give me some information, give me some education. Give me some entertainment. I mean, I like to laugh. I mean, do something that makes me chuckle. And then after you build that relationship, and I think Sam McKenna says it, show me that you know, me, show me that you care. Don't tell me that you care. Show me through your actions that you care, then you can ask so many times people want to ask Give me Give me Give me Give me Give me but they haven't given anything the other way, it doesn't work. That way,

Daniel Disney  
it doesn't give to receive. For everyone who's listening to this, you need to go to YouTube and watch the video because Lowry has a collection of the funniest glasses and props you are ever going to see in the sales space. So if you are listening only to this, please do go and check out the YouTube video because you will not be sorry for that I'm gonna need. I'm gonna need to up my prop game, I think. But Larry, you make a really good point, whilst you're putting all these glasses on, you make a really good point, you know, salespeople need to give to get too many salespeople go out there, they put their sales hat on, they switch on autopilot. And they just send out pictures. They're just constantly trying to get something and when you start to give, but I want to highlight something, Larry, because a lot of salespeople, especially when it comes to LinkedIn, and social selling, they get scared of the long game, they don't they don't want something to you know, work in a year's time because they need results. Now they've got a target to hit right now they can't think too much ahead. And actually, there is a lot of short quick wins you can get with LinkedIn and you highlighted one, just before we click the record button, which was you know, you posted something on LinkedIn that highlighted you know, what you did for a customer and what they got from it. And then you got a message straight away from someone saying, I want some of that. And so there are quick wins with LinkedIn and social as well. Is that something you're finding at the minute? The time

Larry Long Jr  
and Daniel, I'm going to encourage folks to put on take off the sales cap and put on the creativity cap? Why not go to some of your happiest clients and ask them, hey, everyone's got a smartphone. Do you mind recording a short video of what it's meant? Working with us? What did life look like before? What was it like after? Now you've got a piece of content that informs the market of what you're doing for others that are just like them? Instead of it coming from your mouth? It's coming from the horse's mouth. So yes, it's, it's amazing. I've been privileged to work with Salesforce. And Salesforce is their beast. I mean, let's call it it is what it is. It provides that social proof. If you're working with Salesforce, maybe you should be working with us. What did you give them because we want some of that leverage in the recommendations in your profile. Once again, more social proof sharing out there, what you're doing Sharing is caring. It's, it's it's unbelievable how powerful LinkedIn is, if you use it that way, so many people are out there. They're just lurkers, they're just kind of out and about not really engaging. They're not engaging in conversation. They're not sharing their point of view. They're not getting in the mix. It's not a spectator sport. If you're on the sideline, you're gonna miss it. I use

Daniel Disney  
the analogy. Imagine LinkedIn, is this giant room full of your prospects and customers? Do you want your salespeople walking into that room standing in the corner of that room and saying absolutely nothing? No, you want them to talk to people, you want them to network. And that's exactly what they should be doing. Larry is holding a golden microphone, just highlight the point that you need to speak. Now, you mentioned something there that I kind of really want to dig in. Obviously, a lot of people using LinkedIn to learn activity is such a key part. How much time roughly, obviously an unexpected accurate number do you spend on LinkedIn? And how do you fit it into your busy day? your busy schedule, because you like all the salespeople and sales leaders listening to this? We're busy adding LinkedIn if it's not already a part of your process can be difficult. How do you fit it in? Where do you plan it in?

Larry Long Jr  
I'm gonna be honest with you, Daniel, throughout my day, and I used to have it scheduled. But I said you know what, now most of my time I dropped my kids off to carpool in the morning. And yes, I know, I shouldn't be texting, texting and driving. I do it a little bit. But when I'm waiting in line, that's when I'm engaged and that's when I'm commenting on other people's posts. For me. I like to plan my posts in advance. So Sunday, I pretty much know for the most part, what I'm going to put when I'm going to post what I'm going to post and then just have And that structure allows me flexibility. But yes, time is money. But I look at that as an investment. If I don't do it every day, it's kind of like working out. It's like working those muscles, if I don't do it every day, Oh, I feel like I'm going down. So for me, I would say on average, it's probably an hour and a half every day. But it's periodic throughout the day. It's not not an hour and a half. But my question is, how much time do you spend on the phone? How much time do you spend on email? How much time do you spend in in meetings engaging with folks, LinkedIn is just another avenue. I think I heard it from you, Daniel, I was I was doing my research where you shared, don't stop making phone calls, don't stop emailing, don't stop, post mail. But I had LinkedIn to supplement because some people, you're never going to reach them via the phone, some you're never going to reach via email, some the only way you're going to get them is via LinkedIn. And some the only way you're going to get them is through a referral on LinkedIn. Hey, Daniel, do you mind making a warm connection making an intro to Jane Smith over there? I got you, Larry, that might be the only way that I'm gonna get connected to James Smith. So put that creativity cap on dedicate the time, it could be 30 minutes, it can be 15 minutes, but you got to stay consistent with it. And there's no guarantees in life, but I can guarantee something good is going to come about from that time that you invest

Daniel Disney  
massively. And I love the word invest, it is something you're going to reap benefits on quickly. And in the future. You're in your network. I love the phrase, your network is your net worth growing your network, building your brand. These are all investments that have the potential to deliver results for years and years to come. And it's something you'll never stop doing. And as long as you keep doing it, it should keep giving you results. I want to jump back on something. Larry, you mentioned referrals twice. You said it's a big part of your business yet. It is one of the things that most salespeople are scared to do. There's a statistic, I might butcher it slightly, but it's roughly around 91% of customers are happy more than happy to give referrals but only 11% of salespeople asked for them. Now, I want to tie this into something because you mentioned recommendations as well on LinkedIn, you can ask a customer to write you a recommendation and it sits on your profile. One of the things I personally like to encourage people to do is bring those two together. Go to your customer might say Larry, it was great training your team on LinkedIn today. If you get five minutes, would you write your mind write me a quick recommendation on my LinkedIn profile? And by the way, do you happen to know any other companies that might benefit from this training? Bring them together, you get a recommendation, you get some referrals, happy days. But let's look at why salespeople may be scared to ask for referrals or recommendations. What are some of your thoughts on how they can maybe overcome that fear and start asking for more?

Larry Long Jr  
It's one of those things where and I understand I've been there before that voice in the back of your mind says I don't want to put someone else out. I don't want to ask them to do something because I know they're busy. Yes, they are busy. But if you've delivered value, which 91% of people are happy because you're delivering so much value. It's crazy that you mentioned that I just got a LinkedIn recommendation this morning from a young lady I spoke January 11. She said it only I asked her a little bit later. She said it only took me a month. But here you go. I love it. I love it. And my message back to her is hey, no thang. I mean, I appreciate you doing it. And you even remember in my ads from a month ago, it's so powerful. And if you do it from a good place because people can smell BS from a mile away, Daniel, they can tell whether you have commission breath. But if you if you're in this to serve people to really give the people who wouldn't want to be on that train, and you mentioned something about relationships and there is a saying it's not what you know, but it's who you know, in my Steve Harvey Family Feud voice I'm gonna say survey says it ain't what you know. And it ain't even who you know, it's who knows you and who trusts you? And who believes in you. That really makes things happen. So are you known? Are you trusted? Do people like you do they believe in you? Have you delivered value if you check all those boxes? There's no shame in your game to ask, Hey, can you hook a brother up? People love to hook a brother up if you ask.

Daniel Disney  
You know what, and that's that's the point Larry. They enjoy doing it. It feels good to give. I did it the other day. One of the sort of platforms that I use, they asked me for a recommendation. I filmed a video testimonial for their product. I love doing it. I felt good. Giving them that so you know, they're getting the main benefit but I feel good doing it as well. People feel good. Recommending referring people but not enough are asking for it. And I think we've made the point. I think we've made it clear be crystal clear. If you're not already doing it, go and ask for referrals and wrap it in with your LinkedIn recommendations, your profile should be full of them. And you can use them as content. It is social proof, no one, no matter how good at selling you are, no one will be as trustworthy as a happy, satisfied customer. So get their voices heard. Larry, that was that was beautifully said. And I think that is one of the biggest weaknesses in sales right now is this fear and inability to ask for recommendation. So hopefully, that in itself is going to encourage, encourage more people to do it. Let's

Larry Long Jr  
go real quick. I know you're I've been working with a coach, and I hope everyone out there works with a mentor, a mini mentor or a coach. But we've been getting over it. I have that fun that Elmer Fudd fear, uncertainty and doubt in the back of my mind. What I found is that when you get comfortable with getting in, you're in uncomfortable. It's not that bad. When you do it the first time you're like, Whoa, that wasn't you can press the staples that was Easy button, then you do it a second time. And now it becomes a habit where every time a customer gives you good feedback, you ask them hey, I appreciate that. Do you mind sharing that with the rest of my network on my LinkedIn? I would love to Now you keep doing it. And it's just it's like a snowball. Oh, it's amazing.

Daniel Disney  
Let's hope after this episode, people start overcoming those fears and start asking it and keep us keep us informed. If you go out there and start getting them and it's getting you results. Let us know me and Larry, we'd love to hear some positive stories. We want this episode this conversation to have a positive impact. Let's flip back into the world of LinkedIn and social selling. Then we've talked a bit about giving value. We've talked a bit about sort of being consistent when it comes to content. And you've mentioned about putting your creative hat on for salespeople. content might not be an easy thing to do, you know, if you've worked in sales, suddenly becoming creative and and writing stories and sharing content can be quite a big leap to make as that you and I have both had the same sort of pathway working in sales. What have been some of your experiences and maybe some of your advice for salespeople who haven't shared content yet. They want to they they see the potential. How can they kind of cross that bridge? What are some of the things you've done to become or to unearth your inner creative?

Larry Long Jr  
Yeah, and I'm so proclaim not creative at all. But it comes down for me it comes down to questions. If you can ask yourself some tough questions. If you can listen out for some of the questions that are in the market. And then you you can craft and share your viewpoint. I'm going to ask you a question right now. Hey, Daniel, what is the future kind of the short term future look like for LinkedIn? That's a post right there. Hey, Daniel, what are you seeing is performing well? Well, Larry, holes are performing well. But if you do video, it's not going to get as many eyeballs but it's going to get deeper engagement. That's a post right there. That's, that's a video post. That's a short form post. Just asking yourself the questions. documenting what's going on in your life. How have you been handling being at home? How have you been handling the world opening up and getting back with people? For me? It's been a little bit awkward. People don't know like, am I gonna adapt you up? Am I gonna hug you gonna fist bump? Are we gonna wear our mask? Are we not? I mean, there's so much content, it's everywhere. But you got to keep your eyes and your ears open. And then you've got to get over that hump of hmm, is what I have to share. Does anyone care? Yes. Now it's not going to be everyone. You can never please everyone. But you're gonna find your tribe. And I know Daniel, you've got a big old tribe. I got a little small tribe that likes crazy silly Larry long Jr. I, I don't need to put my corporate ad on. Hello, this is Larry, I just need to be myself. And you're going to attract people that appreciate that, that enjoy your point of view. But you got to get started, you got to take that first step you got to jump in. And then you got to keep jumping in.

Daniel Disney  
As you said, once you've done something once it gets a little bit easier. Once you do it a second time. It gets a bit easier before you know it becomes it becomes habit. But you have just got to get started. And as you've kind of highlighted there, Larry content is all around you stories, things that have happened, your experiences, questions, think of what the world is that your customers and prospects are living in and then talk to them about it. What are some of the things they're going to be dealing with what value can you give them but you just need to open your eyes and look around you. There is content everywhere. I mean, I think if you're in Larry's office right now you've probably got a million props around you that would make millions of great posts but content is all around you when it comes to drumsticks. Now for everyone who's listening we have drumsticks when it comes to being consistent, what is the thing that helps you do that because there must be days Larry where you are on an aeroplane you are in the car, you are in a content house, you are on the golf course. What is that thing that keeps that reminder in you to think you know what, I'm going to take a photo, and I'm going to post it on social media. I'm going to do a quick video and I'm gonna put it on social media. What? What helps you do it now, but also what helps you do it at the start? Because for some people, they it will be hard for them to think of that on a daily basis. Do you have reminders in your calendar? Do you have notes to remind you what kind of helps you make sure you keep consistent?

Larry Long Jr  
Yeah, so I used to have it in my calendar. Now. It's just second nature. It's, it's kind of like eating your green leafy vegetables every day, taking your vitamins and brushing your teeth for me. And it's not for me, it's not a daily last year, I think I posted 352 times. So it was almost daily. This year, I've gotten a little bit more strategic, where it doesn't have to be daily, but daily, I am commenting on other people's posts there. I've pretty much got my hit list of folks that I follow that I love to engage in conversation on their posts. But really, it's about the activity and posting your own content. Maybe you start off and you and I know Ryan Walsh, Ryan said, Larry, why don't you schedule some sort of Monday, Wednesday, Friday cadence or Tuesday, Thursday cadence so you can become more consistent. And it was really that that made it a habit for me. And then it was Monday, Tuesday, Wednesday, Thursday, Friday, sometimes Saturday, Sunday. But now I'm really strategic really intentional in terms of what I'm posting when I'm posting it, who I'm posting it for. You said it before conversations with clients with prospects, what objections are you overcoming conversations with your peers, your bosses, those that report to you? There's content everywhere, if you don't share? And and really for me, it's that thought that Morgan Ingram said if you don't share it, you're being selfish. Why would you just keep that to yourself? Why not share it with everyone else? Don't be selfish.

Daniel Disney  
No, I agree. Definitely. Don't be selfish. That can be the main moral of the story. In today's post, don't be selfish, your prospects and customers in your network could benefit from your content. You mentioned about posting on weekends there, Larry, how are you finding weekend engagement? Because it wasn't that long ago, and no one posted on weekends on LinkedIn. Now it's definitely growing in its popularity. How are you finding engagement on weekends that you post?

Larry Long Jr  
Yeah, people who are always looking for content, I mean, even on the weekends, even when they shouldn't be dedicating their time with their family, they might be at their kids baseball game, checking out LinkedIn, I think I'm talking about someone that I know too. But what from my experience weekends, they get traction. I mean, if you're putting out something of value, that catches the algorithm and catches eyeballs and gets people talking, it's gonna it's gonna impact a lot of people. So I would encourage people, you can post whenever you can post it in the morning, you can post that night. I mean, of course, you want to look at some stats to see when it's the best performing. But if you're putting out value, people are going to find it. One way or another. People are going to start talking about hey, hey, Daniel, you need to check this out. That's pretty interesting. Hey, Morgan, hey, hey, Jenny, I want to get your opinion on this. You're gonna get people talking. If you put out good, valuable stuff. Now, it takes time. It doesn't just happen overnight. I put out posts that get very minimal engagement. It's like, oh, that one didn't really and when didn't really catch people's attention. Oh, well, you go back to the drawing board and you try again, you try something different. And there's no rhyme or reason. Sometimes I put out a post that's like, yeah, this ain't good. And then it blows up. It's like, Oh, where did that come from? Others I put out posts where I think this is fire. Wow.

Daniel Disney  
We will live that. Well, Larry, we will live it and that's a really good point. Right? It's three things. Now I'm making sure we're going to focus on number one back to the weekend thing. I think there's a couple of things. The reality is some of your prospects and customers, they're going to be like Lowry, like myself, there'll be using LinkedIn at the weekend, even if it's 10 minutes, an hour, whatever it may be. They're there. If they're on LinkedIn, why wouldn't you want to be there as well. So there's two options you have, you can put a little bit of time in between whatever you're doing and be active or schedule it in advance schedule a post to go out. So at the weekend for everyone that is active at the weekend, your contents there, they might give it some engagement, you might come back in on Monday, you've got some inbound leads, you've got some inquiries, happy days, but there is a high chance some of your prospects will be will be active. Right. Lots of stuff to digest from from there. So we've got the weekend bit ticked off. I want to jump back to video, Larry, because that's one of your sort of common forms of content and you made a really good point earlier. Video doesn't always get the best engagement, not the engagement it deserves, but it may get less likes, it may get less comments, but boy can it convert into opportunities because they see you and that is power. For what are some of your experiences in sharing video? What do you think maybe it doesn't get the engagement but converts a lot higher.

Larry Long Jr  
It's something with the algorithm and I've stopped trying to figure out the algorithm algorithm smiled or rhythm. I don't care. But you're absolutely correct. When people can see you, and they can hear you and they can feel you. For me, just my experience, the conversion is Sky is sky high, I can run a poll and get 30,000 eyeballs on it. I'm not gonna get any inbound. It's like, yeah, thanks for the poll, Larry. I can do a video a heartfelt video of really what's on my mind. And folks are going to say, Wow, that really, that really touched me. Tell me more, Larry, I'm interested in what you were just sharing. For me, it's just deeper, you can you can go a mile wide and an inch deep. Or you can go essentially deep, and really get that connection, get that engagement. And for me, that's what converts and that's, that's one of the things that you've got to look at. Some people measure success based on the vanity metrics. For me I base success on how many people in my axe able to help and how much business we keep score in sales. I got a scoreboard so I know exactly 94% of my business. That's $1 sign and I'm drawn. I wish I had a little bowl card. 94% of my business comes from LinkedIn inbound from either referrals or folks that see me on my LinkedIn live on my post that I put my video post there engaging. I've got lurkers people that I've been watching you for months. I'm like, Yeah, you haven't ever commented their life. I like what you're talking about Willis? How do I work with you?

Daniel Disney  
It's a good point. And a lot of people get consumed by likes and followers. You could share a poll every day. And you know what, you'd get tonnes of engagement? Would you get any business from it? Probably not. But you need to find better ways to give value and video is definitely one of the best. I think a lot of people do get put off by the fact that gets low engagement. They think that is a negative sign. But it is one of the better forms of content because they see they hear you. And if you want to build trust, and show people who you are as a person, there is no better way than through video. And obviously, photos and stories and other forms of content help you dig deep but yeah, have a poll every so often, it's going to help with engagement, it can give some value. But if you want to dig and build those deeper relationships, video is a powerful tool. Now I know for a lot of people watching listening video might be quite scary. It's not easy. Flipping a camera on recording yourself talking to no one in your in your own office in your home, whatever it may be. It is a bit weird when you first started doing it. What are some of your thoughts and tips to salespeople who have never recorded themselves on video, maybe they're a bit scared of it just to help them get along the line and maybe do that first video,

Larry Long Jr  
get an accountability partner. I remember that first video, it was 2020 I think it was April 24. Whatever that Wednesday was, and I recorded I'll be honest, I recorded about 14 Different takes my wife my kids were learning they were doing the the learn from home, my wife came out and said baby, you keep saying the same thing over and over and over again. It's not getting better, I love you, but it's not getting any better to ship it is gonna be okay. And I shipped it, I hit send and I was like, Oh, I'm in trouble. But people liked it. They appreciated that it wasn't polished it was it was me just being made people. Once again, the BS metre people get smell BS if you're just yourself and you really care, most people are going to appreciate it. So get a get a get someone who encourages you, Hercules that cheers you on and that support you. And that is there for the journey to help you to overcome that barrier. Because the mind and the story that we tell ourselves in our mind, which is chapter one of my book, it can it can really hold us back. I'm encouraging you right now. I'm telling you go for it, put out that first video post tag me in it, and I'm going to give you nothing but love, I want to give you nothing but support and then I'll also give you feedback so that number two, you can elevate it. Number three, you can help someone else out that's going through that same journey that stuck there where they're trying to get over it where you can now encourage them to get over that home. Let's go ahead and do it. Let's be great together.

Daniel Disney  
I love it. I love it. I want to set up like an ally content alert. That story you just shared Larry would make a great post that story about you recording 14 takes of your video your wife coming in and saying that, you know, it's not gonna get any better than that, you know, that in itself would make a great post. I want to highlight that point. We were just having a conversation. That story came out of nowhere. That story is a perfect LinkedIn post and I want to highlight those conversations will be happening to you Every single day, and what you want to do is switch on your radar. So when they do happen, your brain says, Well wait a minute that makes a good LinkedIn post start looking out for them. But Larry, you mentioned something there that I was even blown away from when we first jumped on this call today, you have a book coming out. And this book has basically been packed with all of your energy. And honestly, when you showed me the cover and title, I got so excited. I'm going to be pushing this I can't wait to read it. I'm going to make sure everyone sees it. For everyone who's listening. The book is called Joel Lowry. Tell us a little bit about it and when we can hopefully look forward to seeing him.

Larry Long Jr  
Oh goodness, Joel get zapped into intentionality rediscover and believe in your inner greatness and I appreciate your support Daniel. I've done a midweek midday Motivational Minute, I took my top seven topics, the top seven content pieces, I work with a ghostwriter to get it in the written form. And I'll tell you, my purpose and my passion is to help everyone out there if you can hear me if you can see me, I want to help you get back on track to your greatness. Sometimes as we go through life, we lose it. We don't believe in our greatness. And I believe we've all got greatness inside of us, we got to step into it, we've got to take action, we've got to stop letting those barriers hold us back. Stop letting that number one barrier in our mind, hold us back get over it so that we can achieve the greatness and the excellence that's inside of us. So um, I don't know if you can tell but I'm super excited about it. We're looking at uh, may mid May to mid June it might be a birthday is June 15. We haven't set a release date. But June 15 is certainly looking pretty good. So be on the lookout.

Daniel Disney  
Oh, I will be I would encourage everyone here to keep a lookout. I mean, I will be promoting it. Larry, I know beyond your channels as well. But for me, jumped energy. All salespeople need this every time I visit a sales team on hire the speaker trainer sales team. So many lack energy they need that jumped. They need that passion, that belief in themselves that believe that they can help people and I think your book is what the sales industry very desperately needs. So I cannot wait. I will be buying and reading it as soon as it comes out. And I'm going to make sure everyone within my channels will see it as well.

Larry Long Jr  
Appreciate that. Daniel one thing, when I come in, I speak with sales teams. I give them the job. But what I what I challenged them is when I'm gone. And you want to go back to where you were before it's up to you to find your inner job. What motivates you Where does your motivation come from? Because that motivation inspiration is it's fleeting it comes and then it goes true transformation of you believe in your greatness each and every day, each and every situation. It's a life changer. So that that's really what I'm trying to provide is folks with the initial jolt, and then they can go ahead and continue to be jolted throughout their life.

Daniel Disney  
I love it. I love it. I can't wait for this book, Larry. It's gonna be absolutely epic. Larry, you have been a phenomenal guest. I knew this was going to be a great episode. We've covered so much from personal brand giving value consistency, video content, tonnes of great stuff. If you're not already doing it. Go and follow Lowry on LinkedIn. Larry, where else can people find you if they want to learn more?

Larry Long Jr  
at LinkedIn? Larry long Jr. Smile for a mile Man with the Golden mic. You can also check me out on my website, Larry long jr.com That's Larry long. jr.com I look forward to connecting with you.

Daniel Disney  
Love it. Love it. Larry. Thank you so much everyone who's watched or listen to this episode. We appreciate you spending this time. We hope you've got value at it. Please do go check out Lowry and we look forward to seeing you on the next episode. Happy social selling everyone. Take care