His approach to using social media for leads is genius, & it’s the same thing that has worked for me

How do we prospect? We go door knocking, I'm going to go door clicking. But my door says 24 mutual friends, seven similar interests, you both have a dog named Roxy and you're both die hard Red Sox fans who live in L. A. Imagine if the front doors of homes said that we'd all use that. That doesn't exist in any form of legion except for online social media. And so I just started engaging people. I neutralized. I got rid of my political preference and my religious beliefs. I got rid of past posts of mine that had F bombs and pictures partying at the beach clubs in Las Vegas. And I just neutralized it where I'm everybody's friend. There's nothing off about this guy Tony. And I just start engaging people, liking people, commenting, complimenting them in a comment thread. They would compliment me back, then send them a friend request. Friend request accepted. And I was only doing it Hannah for probably a weekend. And a lady who I'd added over the weekend, Kathy. She accepted my friend request after we engaged each other three weeks later, she referred me her father's $5.8 million listing in Manhattan beach in Southern California, and the rest is history. By the end of my rookie year in 2010, I had done 43 million in volume.