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There is one marketing truth you must understand: People buy when they are ready to buy, not when you are ready to sell. So, just because your lead is not ready to buy today, doesn’t mean they aren’t important. After all, today’s leads are tomorrow’s customers, or next month’s or next year’s. Treating your leads like existing customers ensures they will come directly to you once they are ready to buy. Since I am in the business of essentially selling “money” I figure it is a product everyone eventually will need. The trick is in “reminding” people that I am still alive, still in business, and still anxious to help them achieve their goals.