An obligation of any real estate team is to provide a pathway to move leads from cold to warm.

As an industry we are extraordinarily focussed on – and talented at – dealing with leads when they’re hot. In fact I would argue that the majority of industry training is directly pointed at that end of the spectrum.

It’s imperative that you find yourself in a business that is supportive at the other end – the cold. For the journey that is rewarded the most is the one that brings the leads in from the cold.