Follow-up Contact with Non-Lead Leads

[William F.]

BP, Gary Keller talks about the importance of your contact database. You make contacts, they go in the database. You put someone in the database, you follow up with them 8 times in 8 weeks. Then you continue at a reduced pace. For a real estate agent, I certainly see the value in all this contact with every general public member I meet. What about as an investor? Is it worth the money and time to keep in close touch with everyone I meet? Do my direct mail campaigns replace that need?