e-newsletters. good, useful e-mail letters that have good information that get to the heart of what makes them decide to become a client or not become a client. they get something in the mailbox that is not a sales pitch but a service. that will turn the tide if you are able to use e-mail addresses. education plays into part a building credibility and building trust. they might be mulling over the ideas at that time. if you are continuely contacting them in ways they feel you are educating them and not selling them, whether through a newsletter or video or hosting cocktail parties where they can see you face-to-face and get to know who you are as a person and not feel you are trying to take something from them or get something from them. when they are ready to make that decision, you are going to be the first person they contact. it s good. it s a lot of work. you can t just send them stuff