Today's buyers and sellers are stalking agents online for as much as 18 months before they will feel comfortable enough to do business with an agent. The question is: Once potential clients find you, how can you keep them engaged long enough that they will do business with you, especially when you don't know who they are? The challenge with relying on social media for your lead generation is how to shift from having social interactions with your friends and followers to having business interactions that result in closed business. When you befriend people on Facebook or link up with them on LinkedIn, you are relying on a connection with the individual or on a referral from someone you know. Furthermore, both parties must agree to the connection. In contrast, Gen X and Gen Y client...
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