S2 Ep 3 - Sharing YOUR Stories On Social - With Niraj Kapur

Daniel Disney has a frank and open conservation with LinkedIn guru Niraj Kapur as they discuss the value of sharing personal difficulties, and how personal posts can actually help to boost your brand.

Learn why you should surround yourself with brilliant people, and why you should be open to every opportunity at all times, even when at your lowest.

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 to the social selling podcast with me your host Daniel Disney. This show is designed to bring you the latest greatest tips, tricks and strategies in the world of LinkedIn and social selling. First of all, I want to say a huge thank you to our two amazing sponsors. First of all, gong.io, the biggest and best revenue intelligence platform. They help you capture customer interactions across calls, meetings and emails, understand what's being said in those interactions, and deliver real time insights that help you win more deals. So please make sure you go and check out Gong if you haven't already, and also outreach the biggest and best sales engagement platform out there. They help you drive efficient growth with every single interaction by making every customer facing rep wildly productive, optimising customer lifecycle for revenue fit and collaborating securely at scale. So go and check out outreach go and check out Gong. We're grateful for their support. And with that, let's dig into today's episode. Hello, and welcome back to the social selling podcast with myself your host Daniel Disney and today, probably one of the most exciting episodes that I've been looking forward to had it in the calendar for a long time, I am being joined by a very good friend of mine, someone who we've been friends now for many years, he's followed my journey, I followed his journey. And what this man has done on LinkedIn is truly incredible. Today, I am joined by the one that only the wonderful the amazing Nebraska Niraj. Thank you so much for sparing some time to do this episode with me.

Niraj Kapur 
Absolute pleasure. It's always wonderful to see my friends succeed. It's always wonderful getting a chance to hang out with our friends, because you and I both know how busy our lives are. So any opportunity we get usually once a month for half an hour, 40 minutes, I will probably make the time.

Daniel Disney  
Now I think you're right we met must be around five years ago, maybe even six. I think it was one of the first sales innovation expos that I was attending you were attending and we actually got to meet in person, you were just writing your first book at the time. And I think that was our first meeting. And that's a long time in reality. And what we've both done in that time has been certainly a journey. But today, I'm excited to dig into everything you've achieved on LinkedIn, because what you've done on LinkedIn is genuinely incredible. You know, building a personal brand growing a huge audience becoming recognised from LinkedIn alongside other big brands and sharing your story to such depths. I think there's a lot we can dig into what I think would be a great place to sort of start this off. Take us back to when you first started using LinkedIn take us sort of pre personal brand building time. When did you discover LinkedIn? What were your experiences early on?

Niraj Kapur  
I discovered LinkedIn very early in my careers but 2008 But like most people done I just had a very bland, boring profile, which said sales manager I think at the time would have been probably the Guardian newspaper group and then eventually sales manager and former but it was just I had a professional picture. An average about six there's nothing special. I just had LinkedIn like a lot of people did, and didn't really see the need of it because back then of course LinkedIn was recruitment website. You went on to to look for jobs. That's what the function of LinkedIn was back between 2010 Say to about 2015 people didn't realise it had so much other value back then. So I was on there for a long time and used to purely to find work. And then in 2018 When I finally took the plunge to leave the corporate world up and see three years, the first 21 years were wonderful. The last two years I didn't enjoy, because I was sending my bosses look, I really want to work from home one or two days a week. And every boss I spoke to every Managing Director, I spoken every CEO. So that's a dumb idea. Nobody works from home, home working will never work. And it just goes to show how out of touch so many bosses are. The fact that didn't recognise that one or two days a week is not going to harm you. Personally, I think sales team should be together as much as possible. I think it's good for camaraderie, I think it's good to learn so many sales skills being around other people. The same time working from home one or two days a week isn't gonna damage anybody as far as good and healthy for family life balance. And nobody's understanding what I wanted. And plus, I want to spend more time coaching, my team is coaching as my strong point. I'm really good at coaching, especially young people to success. And all my bosses have stopped coaching people sell more sell more hit talking, that's all he cared about was the revenue and I just wasn't enjoying the work anymore. And I just wanted to be a coach. But I was kind of too chicken to be a coach, because you and I both know, new work and sales and get used to a very nice salary and very nice perks. You can't just walk away from it. It's almost like a catch 22. I want to walk away, but I love the benefits.

Daniel Disney  
No, I agree. And and Raj, you are one of the best sales coaches out there. I've experienced it firsthand. And for many years now. And you're absolutely right. There has been a big shift in recent years from the focus being on sales, training, and more into coaching more about supporting and guiding not just, you know, sort of dumping knowledge on people and coaching is important. But you are right, the corporate world did need to change, I do feel like recent pandemics has accelerated that change a lot. And a lot of companies are now welcoming the hybrid model. A lot of companies are inviting teams to come back in or just open to a company today. I think they do two, three days a week in the office, the other two days are remote. And I agree with your art, I think that's a much healthier way to do things for loads of reasons. And actually, I know one of the subjects you're very passionate about is mental health. And I think that balance has had a positive impact on that being able to either be at home be with your friends, your family, your your loved ones, what sort of impacts do you think taking care of your mental health, having that work life balance? What positive impacts does that then translate to when it comes to selling and productivity

Niraj Kapur  
makes a huge difference? It's very interesting. Nobody really talked about mental health that much before March 2020, in sales, if he didn't talk about it, bosses were very quick to ignore it. And it wasn't something he talked about. And I one of the benefits been like bad things about, you know, last few years. But it's been a lot of good things as well. And one of the good things, this is all especially on LinkedIn, you can talk more not about your personal story, you can talk more about the challenges you face. And so many people get that. And so many people understanding that sales is relationships, of course, it has been for a long time, just not enough people understood that. And certainly when you're in a good frame of mind, you can sound much better. So you knew me, probably two, two and a half years ago, well, we know each other for years, but a two and a half years ago, I was going through a very painful divorce. And I was not in a good state. And you saw me struggling and battling depression. And you know, at the time, I wasn't doing that well in sales, because it's very hard to do well, when everything was going wrong in your personal life. And your mental health isn't good. And your physical health isn't good. And you're looking at me not how it transformed my life around, and I couldn't be happier. And that comes across in my tone, it comes across in my coaching, my business is almost doubled compared to last year because I don't deal with negativity anymore. I'm an incredibly posted person, I have very good mental health. But I have to go on that journey to kind of get me to where I am. Unfortunately, I wish I can say I just click my fingers and these three things. I wish it was that easy. It's not. However, if you can learn from people who are a bit older than you or have been through your journey, I think that's a very, very important part of sales. No, I

Daniel Disney  
agree. And your journey is definitely a big part of your success on LinkedIn. And in the world of social selling. I think there was a big transition a moment when you started to really open up and share on LinkedIn. And I think you let people in a lot deeper, you shed some really vulnerable posts and really vulnerable stories. And you know, I know as a friend, that the sort of tough times you went through, but you allowed other people to see that through LinkedIn. And what that helped you do was really take your personal brand to a whole new level, which is obviously now helped accelerate all parts of the business. I know it's not easy to do. You know, it's not easy to do thinking back to those first few posts where you started to open up. How scary was it? What were some of the things you did or what support did you put in place to build the confidence to start putting some of those deeper personal stories onto social media and LinkedIn?

Niraj Kapur  
Excellent question. I encourage everybody to do personal posts on LinkedIn. But I will warn Only the first few you do you experience like this massive panic attack before you press post? Because it's like, Will anybody like this? Will anybody really care? Do I sound too whiny? Is this really the right platform? You have so much self guides. And I was surprised how much self thought I had. But my first ever really kind of deep personal post was the fact that in December, up from March 28 2018, to December 2019, I was doing okay, on LinkedIn, I had about 2000 followers. It wasn't huge, I was giving away a lot of sales tips, I was trying to sell a lot, a lot more than I should have been. Because again, I didn't know any better. And that's why when people sell to me badly, even though it frustrates me, I don't get angry at them. Because I know a lot of people genuinely don't know any better. That's it. If they do it repeatedly to me and spam me repeatedly, that's a different kind of annoyance. But when people do all sorts of buys, I kind of feel bad for them. Because I've been there, I noticed. And in December 2019, I just got divorced, the house I want to move into wasn't ready. I couldn't get anywhere to live for two months because estate agents don't rent out properties for two months. So I have to go off book and find a few really dodgy rundown areas to find a one bedroom constant state in Winslow and to spend Christmas by yourself in a one bedroom constant state with no family nearby. Absolutely destroyed me. I thought I could work through it. I thought you know what, I'm going to work on my next book. I'm just gonna work really hard. And for a few days, I was okay. But we're human beings and I'm an extrovert. I need to be around people. And at Christmas time, I saw nobody. And by day three, I just couldn't take anymore. I just couldn't. And I call my mother up and I was kind of embarrassed. I was too embarrassed to call my father. It was so embarrassing. I'm a grown man. It must be 47 years old at the time to in basketball. My father. And I call my mother and the divorce broke me financially and emotionally. I said, Look, I'm really sorry, I'm really lonely. Can you please help me get tickets come back and hit it asked her that because she's retired and bless her. She sent me the money to get an EasyJet flight back to Belfast. And I spent a few days at home which helped calm me down. I had some good home cooked food got some hugs from mom came back New Year's Eve. Everybody is you can hear the fireworks celebrations, New Year's Eve and New Year's Day by myself. I ended up posting on LinkedIn New Year's Day. A bad hire spent Christmas alone has absolutely destroyed me. But then what I said was rather than letting it destroy me, I asked for help, which is very important to do for my mother. And the second thing is I hired Billy srware, who's a former world boxing champion, British boxing champion. He's also a mindset coach. And I hired him for some coaching. That's the smartest thing you can do ask for help and get coached. And I would strongly advise anybody to work with buildings are very nice guy, he was so supportive. And that's the first personal posts I did. It was a bit all over the place. But it was more about releasing the unbearable pain I was in that I couldn't control the time. And I pouring of love on LinkedIn really surprised me. When people say, oh my god, we had no idea. You're always such a positive person, we had no idea go through this pain. And that was like quite a surprise not posted very well most of my posts when they got me 1000 views at the time. And that thought there'd be 10,000 views and like, whoa, and the personal homeless Of course, as well as in public comments like this is amazing. But I didn't understand the importance of consistency, which by the way, if everybody listening, consistency is so important. I didn't do another post for six weeks. And that post can because my daughter who was the only family had to happen England, went to Australia for five months on an exchange programme with Melbourne University with Monash on this picture of me and her at the airport, saying goodbye to her. And that was very difficult. But again, the pouring of love and people were just incredible. So good for you well done. And I'm like, Okay, I'm starting to see some traction and personal posts here. I see something happening here. That could be good. And as I was planning my next post a few weeks later, march 2020 happened, lockdown, and the whole world change. And all of a sudden you're battling for survival. And you're not thinking, you know, I should use personal posts to build my brand. So all you're thinking is how am I going to pay the bills this month? I got shot in Australia. I'm starting my life again. How do I find clients? That's all you're thinking. It's survival, survival, survival.

Daniel Disney  
It's a really good point. There's so many different paths we want to go off of I want to focus on one thing quickly. We're talking about personal posts and talking about that challenge of creating your first few now what I can see in the background and if you're listening to this, you might want to go to YouTube and check out the video. Darius has a wonderful bookshelf behind him. One of the books that is very visible is Will Smith's recent auto biography. It's a book I've just about finished reading and it's a fantastic book what I like about it and Raj and I think there's a lot of similarities. Most of us will know Will Smith as the most bubbly character, you know of this world full of energy positive person. And the book is almost the complete opposite. It shows you what happens behind the scenes. And I think what you did with LinkedIn was a similar thing. We often with most social networks, we show this perfect life or we create really positive context. That's what we'd like to see and consume. And we paint this picture that makes us sometimes seem happy all the time. And the reality is, there's always a lot of work this life is a roller coaster sales is a roller coaster, and we're all on these crazy journeys and what you've done and what I think we'll Smith's book highlights, and it's probably a valuable read, for anyone looking to maybe feel more confident in sharing personal posts, you know, listen to other people who have done that. What Will Smith done, what you've done is figured out how to use those stories to help people see you for the real human being that you are. And that builds deeper relationships, which, as someone who's worked in sales for a long time, you know how important that is, how has building your personal brand, sharing those personal posts impacted the relationships you have with customers, and obviously, opportunities coming in.

Niraj Kapur  
A lot of people mistakenly believe that on social media, LinkedIn, certainly the social media, you have to talk about killing it, and crushing it. And you have to show yourself performing your best for the best people, the best cars and nicest clothes, living the highlife. There are so many people after Tai Lopez became famous with a Lamborghini, when hard sports cars and just show off and impress people. And one thing I've learned from LinkedIn is they want to really work with genuine people. They don't care about that. They care about the human being. And all my businesses done because people can see past my job title of trust and sales coach, they can see a human being that they can relate to with vulnerabilities and laws. And with very few exceptions, there has been a few financial institutions who've rejected me and said, Look, I just think you're too soft. You're too nice a guy, we want somebody hardcore, in which case, that's fine. You don't work with them. But the majority of people I speak to, they really appreciate that, because it shows a certain genuineness and our realness that's lacking. Because so many coaches are always talking about, I'm doing this, and I am achieving this. And I'm assuming this and I'll say, You know what, today I struggled. It was a difficult day, I had three rejections in a row. And people appreciate that. There's times that I will say I've worked with this amazing client for almost the last year. But today, they didn't pay their bills, or they're not returning my phone calls. And everybody knows what it's like to not have their bills paid. So it's about being real. And it's sort of sharing the experiences you have, which quite often are the same conversations going on in your clients head. And that's very important to understand a lot of the things you experience, there's a very good chance other people are experiencing too, and that people can read your post going, Oh, me too, or, wow, that's amazing. That's how you build your personal brand. That's certainly how I built mine.

Daniel Disney  
And you did a great job in doing it. Neeraj, you've talked about consistency and the importance of it very, very true. What you have done and really mastered over the last sort of 12 months is capitalising on what I would refer to as almost sort of special occasion posts, things that happen maybe a handful of times a year, you know, maybe it's your daughter going to university, her first job, maybe it's, you know, you get a few of those posts across the year. And it's important to be aware of them, be ready for them and make sure you share them in the best way possible. Obviously, in between that what you're also just as great at doing is sharing good content about what you do good content about other parts of your life, that keep that consistency going. What is your approach to content strategy, do you plan? Do you just sort of think it up on the day? How do you approach content? What is your sort of go to process?

Niraj Kapur  
I am religious when it comes to planning everything I do at Planet mass even today, even though I know you very well done about 180 podcasts and we're for years. I still write darn smile, enjoy. Don't speak too fast because I speak back to past and there's been times I've watched myself in podcast going other really tense. I'm not as handsome being passionate by Lufthansa. You got to have reminders in place. You got to prepare for everything. And I listened to an episode you did with Holly Allen. And I listened to a few episodes this morning on my morning walk because again, I always say to people, it's so important to over prepare for everything. It's always better to over prepare that under prepare. And on Sunday morning for 60 minutes, email is off, social media is off phone is off, you can't get hold of me. And I'm just working on content. And that content is like What experiences have I had this week that will benefit other people? That's what it is. And in 60 minutes, you can get a tremendous amount of work done with absolutely no distractions at all. None whatsoever. And that's really important to keep in mind, you know. So that's what I recommend people do. Now, if you're a business owner, that's not a big deal. If you work for somebody else, you may not be working on Sunday morning, which is understandable. But in that case, I recommend you try this on a Sunday evening, or for single Monday before work. But trying to come up with content during the week while you're working for somebody else and having meetings or even running a business. It's very difficult for me to suddenly go, oh, one o'clock, what am I going to write today? I can't, as a business owner do that. Because my mornings are spent coaching. My afternoons are spent catching up on the phones with people catching up on readings, emails, and business, and then the evenings after dinner with my family, then the evenings I then do things like I've now started coaching America for the first time, and Canada. So after years of trying to break into America and having no luck. Finally, I have clients in America and Canada. But the greatest respect a lot of people there don't understand timezones very well. I appreciate that the Sunday morning, last thing you will do is for somebody else's right content. So I would advise doing a Sunday evening before you start work or first thing the Monday morning, because during a weak work day, it's very difficult to suddenly just find 20 minutes spare to write a post no for you. And you maybe can probably do it in 10 minutes time. But if you're not that experienced, it does take sometimes the beginning, much longer to write content is but it's like anything, the more you practice, the easier it becomes. And you learn things after a while about repurposing and how to repurpose content. But at the beginning, it's very important to understand LinkedIn takes time, anything new takes time. And it does worry me the number of people who are desperate for quick fixes. And what they do is they see these terrible Facebook adverts these awful Instagram adverts and these truly horrendous YouTube adverts of people who say, you know, I can help you make an Instagram expert, I can help you make 100,000 pounds in the next, you know, three months. And I've actually met one or two of these people going you're broke, you have nothing Why you teaching people to make 100 grand and you can't pay the bills? Yeah, there's a lot of people teaching that because people are more interested in earning 100,000 pound three months than trying to learn something slowly and intelligently over time, which takes effort. People want the easy option. You know, if you see health instructors, you see people lie saying crossing this Harvard class quite a few times. For 2999 a month, I will teach you to lose weight and you can eat whatever you want. Not people go for this in their droves. But if you say to people, you know what? Work with me, it'll be very difficult. You might even put on weight, it'll be so painful. It's not gonna be an easy process, you're gonna find this very difficult. But you know what, after six months, you'll be okay. In the last honest answer. Most people go the easy option because that's what humans are wired for the easy option, if they're trying to better themselves and go on courses and read books and get mentors to Cat lottery and think if I could just be a millionaire, my problems would go away. No, they both will be amplified. I've seen people become rich very quickly in life. And their problems just are amplified to a different level. And wealth doesn't equal happiness people think it does. I was very successful for my divorce, really successful. I was so unhappy. And I don't have anywhere near all that I used to have in terms of property ownership or wealth, nowhere near the 70% less than it used to happen. I've never been happier. Because I'm fulfilled in my life. I have great mental health, great physical health, amazing friends on a job that fulfils me, because I make a difference to others. And I wish more people could get into that way of thinking not just in terms of business ownership. But in terms of sales,

Daniel Disney  
neurons jaw, I was excited for this podcast today because of everything you've done on LinkedIn, but we've just taken it so many levels. Love that we're covering it. Because for me, I'm in the same boat, I'm very passionate about balance and trying to, you know, make sure all parts of your life are as good as possible. And it's something I'm trying to teach my kids, you know, when they grow up, I don't want them to carry those burdens or to keep looking for quick wins or that sort of instant gratification, you know, there is so much more to life. And I think if we sort of bring this back to the world of LinkedIn, share that journey as well because there are people out there that are also thinking and feeling the same things and they see it they see all over social media, all these quick ways and clamorous lives that people proclaim to be living in these, you know, photos in front of sports cars, and you know, everyone paints these lovely pictures. So there was a funny meme Neeraj, I need to dig it out and send it to you. But there's a funny picture of a guy and he's lying in front of sand. It looks like he's on a beach. And then there's a picture taken a few steps back and he's in a sandpit in a kid's playground. And you know, nowhere near as glamorous as he made it look and I think there's a similar one with like a toilet roll and making it look like a, an aeroplane window and you know, it was competitor in a magazine, anyone can manipulate these things. And you know, true success. True happiness comes from hard work comes from a guess at the heart of it a deep understanding of yourself. And definitely one of the most valuable things you can you can find how, as someone who works and has been running your own business for for a few years now, how have you found that journey? So, you know, building and running your own business whilst also trying to build a brand on LinkedIn writing two books, you know, plus, juggling all the challenges you've had? How have you found that from a juggling perspective? And how is it different now than it perhaps has been over the last couple of years? What's maybe what have you learned over the last few years, pandemic aside, that has helped you get to a point where you are now where as you say, things are in a much more happier place?

Niraj Kapur  
I said yes to pretty much any opportunity I could, because when you hit rock bottom, the only good thing but rock bottom is the only way it's not. And I lost all my clients not because they had no money. I was having to start from scratch. And even though it was the worst thing that could happen to me at the beginning, it was the best thing because that was a day I learned to be a business owner. Before then I had a business for two years, I was really struggling to try to make it work. Then I had to learn about master classes. He had four master classes. I had to learn about so many skills so quickly. I one thing I did that was smart. And I advise this to all salespeople, as important as it is to read sales books. As important as it is listen to podcasts like yours. It's absolutely vital not just to learn sales. So I started reading books about business. I started reading books about psychology, I start reading books about copywriting marketing goals going into mastermix. I spent 10 years of marketing makes I'm really into marketing anyway. But I stopped to refresh those skills. And I started not just to hang up the salespeople all the time, I started to talk to more people who were copywriters, and marketers. And all of a sudden I broadened my horizons. And I started to learn more and more. But at the same time, the world was going through so much change and didn't have much money. And people want me to teach him LinkedIn. I didn't really have much LinkedIn knowledge at suddenlink the knowledge, but not a huge amount. I have lots of sales skills, but nobody wants to hire me for sales training, when times are tough. They did want to give me money for LinkedIn, like what do I do here. And I'm quite lucky because I took your course, to your live one day course, I'm convinced to this day, I must be the oldest person in the room by at least 10 years. I remember going two and a half hours on a train at six in the morning to be there for a quarter pasty to get to your event. And I'm so glad I did this. I learned so much from your course, I learned so much from your first book as well, which was brilliant to me. And Aaron is there the main part of LinkedIn message, which is a brilliant book, I read other books on LinkedIn, I really studied it. I remember calling me quite a few times and asking you for advice as a trusted friend, how do I do this? And how do you do this? And this is why I will say that people, surround yourself with brilliant people, surround yourself with people who are smarter than you. and surround yourself with people who it's a very fun balance between caring for somebody and wanting the best for them. Because if you care for somebody, and they do something you don't like, need people to call them out. And at the same time, if you care for somebody, your ego can get in the way and say, Well, I feel threatened. And when I said I want to do LinkedIn work when you are like narrowed, I don't think you do I mean, I'm looking at social settlement. You know, you were sick Neeraj, I support what you mean, I think you'd be fantastic at it. You had no ego, you had my interest in heart. That's what great relationships survive. I always say to people try to find more Daniel, Disney's in the world, try to find more people who aren't we're friends who trust you look out for your best interests. So people always ask me, What's the one thing I will say it's never one thing. It's always kind of few things. So broaden your horizons when it comes to learning. Make sure you surround yourself with brilliant people who will push you harder, but also call you out and say actually, I don't think this Why don't you try this and have your best interests at heart. And also don't try and do everything. I was trying to do sales automation plus writing plus trying to do a podcast. I was trying to do like 10 things at once. Because again, you see all these really successful people crushing it, allegedly in so many areas. And neither reason I think I'm satisfied like this is going well is because I focus on my sales training. My one to one coaching on my LinkedIn clinic. That is what I do. And I spend most of my time saying no to people, quite often apologetically, if they're friends, you know, for example, podcasts have turned out about 20 podcasts this year. There's only the second podcast because I just don't have time. I've turned on about 20 LinkedIn lives because I just don't I don't get any ROI from them in general, but it takes one hour of my time. And it's just not a good use, but it's really hard to say no to people. Somebody goes now i loves your content, and I've just bought your book, kind of have half an hour of your time and pick your brain I should say yes to that because they bought my book. And then I realised to buy a book. I'm just gonna keep 70% or they're gonna pay taxes in the book, I barely have enough money for a latte. And I'm giving away half an hour of my time for the price of a latte. You know what I do? Some it's a bite putting that into perspective. And a lot of this has experienced of course, but learning to say no to people is something I've become very good at. There's times are generally breaks my heart, which is why I recommend people use LinkedIn voice notes. It's much easier to reject people on LinkedIn voice torture cone comes across as much more sincere grace on text when you reject somebody, especially somebody no tone can sometimes be misunderstood. And that's a good lesson to learn when it comes to LinkedIn and business in general.

Daniel Disney  
No, I think that's really good. I mean, my two favourite ones Neeraj, surrounding yourself with great people has definitely been a big part of my success, knowing great people like you, sir. And, you know, people that can influence you guide you the right advice, support you is just incredible. But the saying no, but I think working in sales and starting a business, I think it becomes a lot easier to want to say yes to everything, whether you're starting a business, and you obviously need the business at the start. Or if you work in sales, and you've got targets and you're trying to hit numbers, then you want to say yes, and you know, hope that everyone who speaks to you as a potential opportunity. So learning to say no is a very, very powerful, powerful tool. And it's something that probably should be trained, trained a lot more. I love that voice note tip at the end as well. voice notes incredible for pretty much everything on LinkedIn. Yeah, actually, from a rejection point of view as well or, you know, letting people saying no, is definitely a valuable tip. I think we're coming up to the end of this podcast Neeraj. And this has been phenomenal. Your tips and advice has been great, but also you opening up sharing your journey, your stories, I think and hope is going to motivate, empower and inspire a lot of people to start to think and feel a bit more comfortable about maybe sharing their story. So please do if you've listened to this and you're feeling a bit inspired and you go and share a vulnerable story, please do feel free to send it to me and Arash taggers and we would love to support you in doing so we both are very passionate about helping people build their confidence on LinkedIn. And I know your stories today in our eyes would have helped to finish this off and wrap this up nicely. What would be a few of your top LinkedIn tips for 2022 and beyond for everyone watching and listening to this to help get more from LinkedIn.

Niraj Kapur  
I want to give some simple tips and some more challenging ones. The simple ones are be consistent. Help others whenever your friends have podcasts, or release books, buy them and promote them buy their books and promote them. When they have courses coming up promote them. I started working with quite a few of my competitors recently that they have me either speak with them and club price, or because rooms together or some of them will actually had me speak at their LinkedIn academies, even though I do LinkedIn training. And I'm like, why are you sure with arrows? Yeah, I think you're really nice guy. And I don't even go after my customers. And I didn't, because they trust me. And that's quite unusual to have your competition. So don't come and speak at our events. So shout out other people help other people support other people be consistent. That's a really easy stuff. The more challenging and time consuming stuff is learn how to write personal posts that will elevate your brand, it will grow your following about five times quicker than a business post. I did this as opposed to personal posts 8020 80% business 20% personal, but it's my personal loans, that instead of getting saved five or $10 a day, I'll get anywhere from 50 up to 500 followers for the viral posts, which is massive. And a lot of people, especially women say look, my personal life is my personal life. I'm not doing that. And my response to that is very simple. I respect your wishes, I would never tell you to do something you don't want to do. All I'm doing is sharing with you what works. And secondly, when it comes to your personal life, you don't have to share your children. You don't have to share every single scar you've had. Talk about challenges you've had and have overcome them. So many people will relate to you on a different level, and see past your job title and see there's more to you. And that's where you move them from say 40% longer pipeline to 60 to 80% longer pipeline, they won't call you up and go I love you I must do business with you bottle says, I really love what you have to say. Can we have a meeting? Or you'll have lurkers who go you know, I'll be following you for six months now. I've never liked your post. I've never commented on it. But I really liked it. Call me have a chat next week. And that is how you build business on LinkedIn. So please start doing personal posts. And don't worry about what people think. Because I promise you last thing, nobody is judging you as much as you're judging yourself. Or

Daniel Disney  
what's a quote to finish that on the rise. I like that no one is judging you as you're judging yourself as brilliant and I certainly endorse everything You are living proof of what can be achieved on LinkedIn. And you're right. You don't have to dig to the depths of all your personal stories. But even just helping people get to know you as a powerful thing, when in sales in business, we work with people that we know like and trust. And by sharing some level of personal on LinkedIn and social media, you're letting them get to see that you are a human being not just someone trying to sell them something not just from someone trying to flog something out there but someone who truly wants to help and Neeraj, you really do. You know, show that and highlight that on LinkedIn. So thank you so much for sharing everything you've shared to everyone watching and listening to this. If you are not already go and make sure you follow Niraj on LinkedIn, make sure you set the little alert Bell start seeing the amazing content he's sharing because I guarantee you it will help build your confidence and show you how to write and create great posts that you can share. Neeraj, thank you so much for sparing some time and I'm honoured. I am one of the two podcasts you've been on this year. I truly appreciate it and I'm hoping it's not going to be too long before we can meet up again in person and go and grab a nice curry because it is long overdue. Neeraj, thank you for being an awesome guest and I look forward to catching up with you soon.

Niraj Kapur  
Always a pleasure to catch up your ticket car Daniel