Page 116 - Social Media Marketing
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CHAPTER NINE
DATING YOUR
LEADS BEFORE
SOMEONE
ELSE DOES
P eople who know me are rarely aware that I moonlight as
a marriage counselor. I tell workaholic spouses, "You'd
better date your wife (or husband) or someone else will." The
same can be said to salespeople: Date your leads or someone else
will.
I see far too many real estate agents invest heavily in generating
new leads (even buying them outright) and then completely drop
the ball on nurturing those leads. That is the equivalent of spending
months of your life wooing your sweetheart, finally convincing the
person to marry you, and then completely ignoring him or her
for the rest of your married life-which would probably be a very
short-lived marriage.
You must continue to nurture your relationships with your leads
until they finally decide to make a purchase decision. When they
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