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TIMELY ENGAGEMENT: BUILDING A RHYTHM TO YOUR FOLLOW-UP

Jane Rodriguez is sitting in her car, taking a sip of her cappuccino as she’s waiting for her next appointment. Her phone, which is notifying her of the latest local sports disappointment, starts vibrating with an incoming call. It’s an unknown number, which means it is most likely an automated recording offering to increase her “Google ranking,” but it might also be a lead.

“Hi, this is Jane!”

“Hey, Jane! This is Dante. We met at Bill Davis’s birthday party a few years ago.”

“Yes, of course, I remember you!” (She doesn’t.)

“Well, I was wondering if you were up for taking a look at my house. ...

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