At any given time, there's about 3% of your audience that is in the buying now category. The next 30% think that they're not interested and the last 30% are definitely not interested. 80% of sales are happening on the 9th to 12th contact did I hear that right? Isn't that insane? That's insanity. So what we have to do with our messaging is we have to educate in a way that grabs the entire buyer's pyramid to educate them into the buying nowcategory.

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