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“We've found over the last seven years that leads aren't enough. It's almost as important to have a system in place to cultivate relationships with people as it is to get the leads.”
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“If they (the prospect) are not buying for many months, they still want to hear from you.”
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“Let them drive the timeline.”
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“The real meat of the system comes in the prospect management tools.”
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“It's an online system, Each agent has their own password-protected database and they can basically manage it anywhere.”
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“We spend an entire day with agents sharing things we've learned about Internet consumers, and giving them a change to work with each other.”
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