Set up a short routine you can run every working day.
Wei Ling sells to healthcare clinics and spends much of her day on clinic visits. Each day she runs a short LinkedIn routine at a fixed time: she gets in, does the useful part and gets out.
Without a routine, opening LinkedIn to leave a couple of comments can easily turn into 40 minutes of scrolling (an invented figure), with nothing done that a buyer will see. That time comes out of your selling time. The LinkedIn feed is designed to keep you scrolling, and the routine is built to keep you out of it. It takes about 15 minutes a day, and you run it for five working days.
Choose a time that doesn't compete with calls or meetings and that you can protect on most days. Common choices are the first 15 minutes after you sit down, before email, or just after lunch. Wei Ling chose 8.45am, before her first clinic visit of the day. Arjun (also an invented example) reaches his buyers through personal finance and parenting content. His mornings are full of client meetings, so he chose 12.45pm.
Put the slot in your calendar as a recurring block. Each time you start, set a timer, and stop when it goes off, even if you're mid-thought. The fixed time and fixed length are what stop the routine eating into your selling hours.
Open your saved list instead of the home feed. This is the list of 30 people you built in lesson 3.1, "Comments often reach more buyers than posts": 20 buyers and 10 voices. Keep the home feed closed. It shows whatever LinkedIn thinks will hold your attention, and that is rarely your buyers.
Go through the list and check what each person has posted in the last day or two. You can open their profile and look at their recent activity, or start from LinkedIn post notifications if you've turned them on for those people. You're looking for two or three posts where you have something real to add. On most days, most people on the list won't have posted. That is expected, and a few good openings are enough.
On her first Tuesday, Wei Ling opened her list at 8.45am and found two new posts. One was from a GP writing about a nurse shortage. The other was from a healthcare association sharing its survey on patient waiting times.
Leave two or three comments. Each one should add an example, a different view or a question, as you practised in lesson 3.2, "What makes a comment worth reading". If you have nothing to add to a post, react to it and move on. One strong comment in a day is worth more than three empty ones.
On the GP's post, Wei Ling described a clinic that moved routine follow-up bookings online so its 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.
Next, check your notifications for replies to your earlier comments and for comments on your own posts, and reply to every one. Replies matter more than new comments because conversations start there. Wei Ling replied to a practice manager who had asked a question under one of her comments the day before.
Keep the last two minutes of the routine for the log. This is a simple spreadsheet where each comment gets its own row, with these columns:
date whose post you commented on a few words on what your comment added whether anyone replied names of any buyers who engaged, and how they engaged
A buyer counts as engaged, and goes on your follow-up list, if they replied to you, reacted to your comment, commented on your post, or visited your profile after an exchange. You'll use these follow-up names in module 4.
Wei Ling's log for that Tuesday showed two comments, one reply received from the day before, and one buyer who engaged: a practice manager in Ang Mo Kio who reacted to her comment and then viewed her profile. The whole routine took her 14 minutes.
Run the routine every working day for one week, and don't judge it after one day. Some days nobody replies, and that tells you nothing. After five days, read the log for patterns. Comments that draw replies are usually the ones with a concrete example or a pointed question. Replace people on the list who never post with more active voices. Buyers who engaged more than once are the strongest candidates for the next module.
After five days, Arjun's log showed that his comments on personal finance writers' posts got polite reactions but few replies. His comments in a parenting community's discussions drew questions from new parents almost every day. He moved two finance writers off his list and added three parenting pages. The log is there so you can make small changes like these based on a week of evidence.
By the end of the week you should have your saved list of 30 people, a log with one row per comment, every reply you received answered, and a short list of engaged buyers showing how each one engaged. The routine should take about 15 minutes a day and end 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 write down every comment, every reply and every buyer who engaged.
Junxiong-WFG Organisation is an authorised representative of AIA Financial Advisers Private Limited (Reg. No. 201715016G).