It may seem to some agents in Toronto that the market is less active and motivated leads are less forthcoming.  Agents believe that their effort is there and yet results are sluggish.  However, productive agents recognize that for right now, good leads are great and great leads are golden, but leads that become timely appointments are what really matters.

If you do lead generation but don't get a name and number, what good is it? If you get a name and number, but can't get an appointment what good are they?  What have you really accomplished?

Doing lead generating activity is one thing, getting an active lead from it is another.  Without the ability to turn activities into leads and leads into appointments, then any lead generating activities you do are futile. In other words, conversion matters. It seriously matters and maybe more than you ever realized!!

Quite frankly, what you need more than anything else are appointments with motivated buyers and sellers. RIGHT NOW! The essential truth is that your success in Toronto's market and your 2011 will hinge entirely on your ability to convert leads.

BE A LEAD CONVERTER

Getting appointments to do your buyer/seller presentation is the moment of truth.  It is where the 'possible business' that comes from your lead generating activities can turn into 'probably business' and ultimately, into 'profitable business'.  Commit to mastering this skill and you will propel yourself above the competition.  You will be even more than a lead generator, you will be a lead converter.  You won't be 'fishing' you'll be 'catching'.