Telecom operators have a concept - the "last mile". This is when the backbone channels have already been laid and it is necessary to extend the connection to a particular user. This is the most time-consuming and expensive stage of the whole project.
In real estate sales, the problem of the "last mile" is that 95% of the work of attracting a client has been done, but it does not add up to a sale - the client "hangs up", can not decide to meet, does not respond to calls and messages. This is very unnerving and demotivating for salespeople.