Ep #115: How To Grow Your Influence and Get Leads on LinkedIn

Judi Fox breaks down exactly how she generated over 3 million views on LinkedIn in a single year, covering commenting strategy, native video, voice memos, and how to build real referral relationships without automation. Loan officers looking to reach real estate agents on LinkedIn will find specific, actionable tactics they can start the same day.

Takeaways you can run this week

• Pick 10 LinkedIn connections per month to go deep on: comment meaningfully on their recent posts, reply to every comment they leave on yours, and click through to comment on their content — rotate a fresh 10 each month, keeping 3 as permanent 'super fans.'
• When sending a connection request to a target real estate agent, reference something specific: 'I read your recent post on [topic] and loved your point about X' or 'I see we both went to [university].' Never send a generic or copy-paste intro.
• Send a LinkedIn voice memo (tap the microphone icon in the message window, 60-second limit) instead of a typed message when first following up with a new agent connection — this alone will make you stand out from every other LO in their inbox.
• Write the full value of any video you post in the text copy above it — don't assume anyone will hit play. Give away all tips in the caption so readers engage even without watching, which increases overall post reach.
• Take a 45-minute conversation, podcast interview, or client Q&A and chop it into 10 separate one-to-two minute video clips for LinkedIn — you get 10 pieces of content from one session without additional recording time.
• Do NOT use automated LinkedIn messaging tools — LinkedIn actively shuts down accounts caught using them, and one detected automated message can permanently damage a high-value agent relationship you've been building.

The playbook

1. 1. Identify 10 LinkedIn connections (existing or target agents) to focus on this month.
2. 2. Comment substantively on their most recent post — add value, not just praise (e.g., 'Great point — I'd also add that buyers who do X see better outcomes').
3. 3. When they comment on your content, reply to every single comment AND visit their profile to comment on their latest piece of content.
4. 4. When messaging a new connection directly, send a voice memo (microphone icon, bottom right of message window) — keep it under 60 seconds, reference one specific thing from their profile or content.
5. 5. If they respond warmly, deepen the relationship over several interactions before making any ask — treat it like dating, not a first-date marriage proposal.
6. 6. After 3-5 meaningful exchanges, move toward a warm phone call or coffee — never cold-pitch a product or service in an initial message.

Worth quoting

“You can't outsource relationships.”

“If you're going for the thousand, you're better off having five great phone calls and connections each week.”

Best for

LOs who have a LinkedIn profile but use it passively — lurking, never posting or commenting — and want a concrete system to turn it into an agent referral channel.