"A-ha" moment: The difference between CS and CM

It’s very interesting to hear you talk about the ‘change of focus' in the real estate business from sales to marketing. It’s not a giant leap to imagine that marketing can provide most, if not all, of the research information a prospect needs to make the choice to open a sales dialogue with you. How powerful is that? To me, it’s beautiful in two ways: (i) it means you get warm leads contacting you instead of having to make all those cold calls (ii) all the basic sales questions are already answered—you’re working with a pre-qualified lead from the get go. Not only that—the prospect is also demonstrating an initial level of trust. Now you can focus on developing the relationship and allowing the sale to unfold organically. Of course, we all know it’s not that simple…but we are moving in that direction. The key ingredient is Content and a sound Content Strategy. That’s the common thread that brings us together in this MOOC.