I watched some sales guys over the years struggle because they did not get as many contacts as there were possible. The ones that made the most contacts eventually got some sales from them and the fruit of their labors showed. Those that stayed did not work as hard did not get any sales. I talked to this one sales guy and he said everyone he calls has been in contact with 5 of our competitors. His job is to get an offer in to as many as possible. If offering 200 kids and only 35 commit, it's a job well done.