We have never really discussed quantifying the number of contacts that we make with a given client. Our goal is to understand the client's objectives and attempt to determine their timeframe based upon those objectives. If we cannot close on the basis of the initial conversation, which is frequently the case, understanding the goals that the client has will frequently give us a gauge of how "warm" the lead might be, and how to structure our contact from that point forward. If we can organize their decision making process, we can look for stages within that process and call at the completion of each theoretical phase. For example, if the 1st stage his for him or her to get their latest tax returns completed, we ask for a date by which that might occur.  (Since we are a business and commercial real estate brokerage, getting those tax returns from prospective Sellers is key to our own selling process.)  We then know that, a week or so perhaps before that date, we are going to call and set up an appointment to go over their tax returns with them.   There is always a portion of the conversation where we specifically ask what he or she needs to do to make that final selling decision, or to achieve the next step in the decision making process. And then we ask when we should be in contact again. By doing that, it is not seen as burdensome, and that also gives them the feeling and security of being in control.