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    e classified as suspects.

    Prospects: A prospect is someone you have met and you are provided with additional information. Work, family, go

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    I place them in categories and try and get them to change their category. Here is what I mean.

    Names: These are just that, names. You can buy a list or go down the phone book, it is all the same.

    Suspects: How are these different than names? Suspects are names in which something is known about them. Where do they work? How many children, married, etc? Once you have a piece of information about names they then can be classified as suspects.

    Prospects: A prospect is someone you have met and you are provided with additional information. Work, family, goa

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    I place them in categories and try and get them to change their category. Here is what I mean.

    Names: These are just that, names. You can buy a list or go down the phone book, it is all the same.

    Suspects: How are these different than names? Suspects are names in which something is known about them. Where do they work? How many children, married, etc? Once you have a piece of information about names they then can be classified as suspects.

    Prospects: A prospect is someone you have met and you are provided with additional information. Work, family, go

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    You can buy a list or go down the phone book, it is all the same.

    Suspects: How are these different than names? Suspects are names in which something is known about them. Where do they work? How many children, married, etc? Once you have a piece of information about names they then can be classified as suspects.

    Prospects: A prospect is someone you have met and you are provided with additional information. Work, family, go

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    ich something is known about them. Where do they work? How many children, married, etc? Once you have a piece of information about names they then can be classified as suspects.

    Prospects: A prospect is someone you have met and you are provided with additional information. Work, family, go

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    e classified as suspects.

    Prospects: A prospect is someone you have met and you are provided with additional information. Work, family, goals, available assets, insurance are some of the topics you would be able to expand in a relationship to move a suspect to a prospect.

    How do you move a name to a suspect to a prospect? You do so with human contact and by beginning to build a relationship with that person.

    As an example, if you are referred to Mr. Jones by Mr. Smith as a suspect you would know a little bit about Mr. Jones because Mr. Smith would have told you some basics. By meeting with Mr. Jones and showing him “the type of work you do” you will be in a position to expand your relationship with Mr. Jones to evolve him from a

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