The "expert" model of real estate is dying a slow death. Today’s Gen X and Gen Y clients have no use for experts or gurus. Instead, the next generation of clients wants to do it their own way.

I was recently speaking with a trainer who is very passionate about helping agents do a better job of generating leads from social media. This is what he said: "Once you meet someone on Facebook, Twitter or LinkedIn, the main goal is to get them from being online to being face-to-face.

"The first thing agents must do is get valid contact information so they can put the person in an e-mail drip campaign. Next, agents have got to stop being lazy. Once the agents get a valid phone number, they need to pick up the phone and call that lead."

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