If I were to ring most agents and offer them a referral listing the majority would gladly give me 20 per cent, which means that every lead has inherent value – that being the average sales commission multiplied by 20 per cent.

In my work at the moment, I’m looking at identifying how many leads slip through the cracks. When you put a dollar value to this – the value of the leads that are wasted – let me tell you, that number is frightening.