He is one of the most sought after speakers and authors for high volume production with life balance in the real estate industry. There seems to be a feeling of security in having a lead. We feel warm and good about ourselves and our situation if we have leads. The problem is that leads don t put braces on kids teeth, put food on the table, or make the house payment, let alone allow that exotic trip to a secluded South Pacific island.
Most leads are worth nothing.
The reason is that they have rarely been qualified, picked over, and the ones that are not worth saving given their unconditional release. Most agents handle and hang on to their leads as they would their grandmother s china. Leads should be put under fire to see how strong they are because when you put something under fire, you find out if it s pure. If you were to heat gold up to a very high temperature, you would see the impurity in it. You could then work to remove the impurity, or decide to throw the whole thing out and start over.