In short, we work with our agents on more of partnership approach. All of our leads are generated and serviced in house; we supply support to the agent throughout the process, from qualifying to closing, and therefore the situation is not the “forward and forget” type of approach typically taken by referring agents. We pre-screen our leads with the necessary questions to determine their interest and motivation, ie: what are their requirements, how long have they been looking, how soon are they looking to purchase, are they purchasing with cash or financing, are they currently working with an agent, etc.   Our brokerage supplies extensive Lead Management assistance as well as accessible tools to our group agents that most agent wouldn’t be able to afford on their own.