It's important, when doing business, to change people’s status one step at a time. When you do this, it helps you stay more focused. When you have a lead, it is just a suspect, just a person. Your job is to turn them into a prospect. This could be someone who’s information you have in your database which, as we learned earlier, should be grown or nurtured. Once the suspect is a prospect, give them a positive expectation for future interaction. This will lead to them becoming a customer. From there, keep the relationship moving forward. Afterward, turn them into a client who frequently makes transactions with you. Build the relationship to be strong enough the customer begins sending other customers to you. At this time, they becomes a champion. This is how your progress your database, your business, and your relationships with people.