Editor's note: This is the last of a two-part guest perspective focusing on online lead generation. Part 1 explores the difference between a contact and a lead, and Part 2 discusses how to implement a long-term strategy for Internet-generated contacts and leads. Using the Internet to take a longer-term view on prospecting seems counterintuitive The Internet is known as a real-time, get-the-information-fast and make-it-happen-now medium. It clearly is a mechanism for doing so. However, home sellers take an average nine months to research and ponder issues surrounding the sale of their homes before listing and selling their properties, according to an independent study by Hebert Research of Bellevue, Wash. (commissioned by HouseValues.com). Sellers conduct preliminary research for 5.5 month...
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