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An inquiry is a lead-but I keep a few columns when it comes to our month end numbers. Hands raisers with no engagement as well as the unicorn and prerelease go into a group I don't count against my guy's actual numbers. They all have their own follow-up process. I send links to the more conservative blogs and monthly updates to stay in touch & in front of them as the person they can trust for their purchase. It's worked great so far!