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With the rise of LinkedIn, you have probably heard many financial professionals ask what the return on investment (ROI) of social selling is. You may also have heard the advice that you can’t fix what you don’t measure.

When you start to peel back the layers of the onion, you discover that many financial professionals are not tracking their social selling activities like they track their other, more traditional activities, such as phone calls, meetings, open talks, etc. This makes it very difficult to track the ROI of social selling. To answer the ROI question, financial professionals need to begin to track their social selling activities the same way they tracked phone calls in the 1990s.  

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