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[Music] all right we are on tactic 5 and whether ive been calling it tactic 5 throughout the rest of this course you have heard me mention this over and over and over in this course its tactic 5 get to the table lead conversion now why have i been mentioning this over and over again because i think everything in the course up to this point and everything in this book up to this point is leading you to this moment okay so heres the part of it that i want you to hear is two things number one its going to be from bruce hardy of spokane washington he says i suddenly i suddenly realized i didnt have a lead generation problem i had a lead conversion problem we had lots of leads but we werent turning them in to sales so two things about that we want to talk about what does it mean to convert a lead but the second is how did he know think about that and think about what weve already talked about i suddenly realized that i didnt have a lead generation problem how did he realize that it