I took great interest in reading the comments left on my post yesterday about leads. Interestingly, most were focussed on the value of the lead.

There’s no doubt that value is important. But perhaps we should look less to the value of the referrals we convert and focus our lens more on the ones that are lost – the opportunities we miss.

The real value of leads doesn’t lie in the amount of dollars we make. The real value lies in the ones that we waste.