You will set up a short routine you can run every working day.
You open LinkedIn to leave a couple of useful comments. Forty minutes later you've read a long post about a stranger's career change, watched two videos and argued with yourself about whether to reply to a former colleague's holiday photos. You haven't commented on anything a buyer will see, and a block of your selling time has gone.
The feed is designed to keep you scrolling. A routine is how you get in, do the useful part and get out. This exercise sets one up that takes about 15 minutes, and then you run it for five working days.
Pick a fixed time every working day. It should be a slot that doesn't compete with calls or meetings, and one you can protect most days. Many people use the first 15 minutes after they sit down, before email; others prefer just after lunch. Wei Ling chose 8.45am, before her first clinic visit of the day. Arjun chose 12.45pm, because his mornings are full of client meetings.
Put it in your calendar as a recurring block, and set a timer when you start. When the timer goes, you stop, even mid-thought. Keeping it to a fixed time and a fixed length is what stops the routine eating your selling hours.
Open the list of 20 buyers and 10 voices you built in lesson 3.1, Comments often reach more buyers than posts, and leave the home feed closed, because it will show you whatever LinkedIn thinks will hold your attention, which is rarely your buyers.
Go through your list and look at what each person has posted in the last day or two. You can open their profiles and check their recent activity, or, if you've set LinkedIn to notify you when they post, start from those notifications. You're looking for two or three posts where you have something real to add.
Most days, most people on your list won't have posted anything. That's expected. You need only a few good openings.
Leave two or three comments, each one adding an example, a different view or a question, as you practised in lesson 3.2, What makes a comment worth reading. If you can't find anything to add, react and move on. A day with one strong comment beats a day with three empty ones.
Then check your notifications for anyone who replied to your earlier comments, or commented on your own posts, and reply to every one of them. These replies matter more than new comments, because they're where conversations begin.
The last two minutes of the routine are for your log. Any buyer who replied to you, reacted to your comment, commented on your post or visited your profile after an exchange goes on the list for follow-up. You'll use these names in module 4.
Keep the log simple. A spreadsheet with these columns is enough: date, whose post you commented on, a few words on what your comment added, whether anyone replied, and the names of any buyers who engaged, with how they engaged. Each comment gets its own row.
Here is what Wei Ling's first Tuesday looked like. She opened her list at 8.45am and found two new posts: a GP writing about a nurse shortage, and a healthcare association sharing a survey it had run on patient waiting times. On the GP's post she commented with an example of a clinic that moved routine follow-up bookings online so nurses spent less time on the phone. On the association's post she asked whether the survey had looked at no-shows separately from walk-in waiting times. Then she replied to a practice manager who had asked a question under one of her comments the day before. In her log that day: two comments, one reply received from the day before, and one buyer, a practice manager in Ang Mo Kio, who reacted to her comment and then viewed her profile. The whole thing took 14 minutes.
Run the routine every working day for one week. Don't judge it after one day; some days nobody replies, and that tells you nothing. After five days, read your log and look for patterns.
Which posts drew replies to your comments? Usually it's the ones where you gave a concrete example or asked a pointed question. Which people on your list never post? Swap them for more active voices. Which buyers engaged more than once? Those are your strongest candidates for the next module.
Arjun's log after five days showed that his comments on personal finance writers' posts got polite reactions but few replies, while his comments in a parenting community's discussions drew questions from new parents almost every day. So he moved two of the finance writers off his list and added three parenting pages. That kind of small change, made after a week of evidence, is what the log is for.
After five working days you have a saved list of 30 people, a log with one row per comment, every reply you received and answered, and a short list of buyers who engaged with you and how. The routine took about 15 minutes a day and finished at the same time each day. The activity below asks you to run it for those five days and keep that record.
Run the routine for five working days and record each comment, each reply and each buyer who engaged.
Junxiong-WFG Organisation is an authorised representative of AIA Financial Advisers Private Limited (Reg. No. 201715016G).