Most estate agents focus on lead generation, not realising that success with leads is a 3-step process. The process involves 1. generating the leads, 2. nurturing the leads, and 3. converting the leads. Each part of the process is important if an estate agent is going to find success and get the listings. Generating the leads is obviously important because if no leads are generated, then no listings can happen. Yet what most Estate Agents don’t understand is that the average incubation period from a lead being generated to lead being converted is between four to eighteen months. Recognising this, the 2nd step of nurturing the leads during the vital incubation period is vitally important. This then leads to the 3rd step, conversion. This is the process of guiding the homeseller into and through a successful listing. When you focus on all 3 steps, your leads then become your clients.