This whole thread of responses is so interesting to read. I sometimes forget that I am myself am a lead for some other person or brand, and if just I observe my own responses on their lead nurturing process, I can better understand consumer psychology, and apply those realisations in my business process too. One conclusive thing that I’ve realised is nobody ever likes to be sold. They want to be consulted. Especially in my industry i.e. real estate. I have learnt that they need to feel that they are making the decisions themselves. They don’t want to feel like they’re being convinced. They want to feel the authority. It’s their win, and as a agent my duty is to make them feel that they were worthy of winning.