Justin Colby

Right.

Right.

That's a great KPI.

That's a great KPI.

Yeah.

Yeah.

Well, the thing that you talked about is so near and dear to my heart, which is the proper expectations based around the data. Right. So for you guys to have the data that you did a couple of weeks ago, this is a couple of weeks old now is 27% of the people that fill out the form sell within a 12 month period. What that says to me is someone who buys leads, but also educates people who buy leads.

Well, the thing that you talked about is so near and dear to my heart, which is the proper expectations based around the data. Right. So for you guys to have the data that you did a couple of weeks ago, this is a couple of weeks old now is 27% of the people that fill out the form sell within a 12 month period. What that says to me is someone who buys leads, but also educates people who buy leads.

You need to nurture these people for a lot longer than you think you do. You can't make four or five calls or 10 calls and say, ah, man, I missed out on, there's nothing here. They don't know. You've got a runway of 12 months to be nurturing this lead. And so what is the salesmanship? What is the follow-up? What is the nurture that you're doing to do that? Do you have suggestions for your clients?

You need to nurture these people for a lot longer than you think you do. You can't make four or five calls or 10 calls and say, ah, man, I missed out on, there's nothing here. They don't know. You've got a runway of 12 months to be nurturing this lead. And so what is the salesmanship? What is the follow-up? What is the nurture that you're doing to do that? Do you have suggestions for your clients?

Let's do it.

Let's do it.

30 contacts with one person? One person. Okay.

30 contacts with one person? One person. Okay.

That's great.

That's great.

But you already spent the money.

But you already spent the money.

So why not just go get the one or two a year and bring it to the bottom line? That's what people don't understand that I'm very aware of. But I want people to understand what you and I are saying. If you already spent the money on the lead, treat the lead the right way. So like the way I do my books is I close my quarters out. So every quarter comes, my bookkeeper closes that out.

So why not just go get the one or two a year and bring it to the bottom line? That's what people don't understand that I'm very aware of. But I want people to understand what you and I are saying. If you already spent the money on the lead, treat the lead the right way. So like the way I do my books is I close my quarters out. So every quarter comes, my bookkeeper closes that out.