Lead generation is an essential part of the real estate industry. Fortunately, there are a number of lead sources available for agents to choose from, including internet leads like zBuyer and REDX. Unfortunately, however, many agents aren’t able to effectively work these leads to get the most bang for their buck and end up blaming the source rather than the process.

We interviewed Grant Kropfeld of Keller Williams (Metro Detroit) to see how he achieved great success working zBuyer leads. He dives into the psychology behind the lead source as well as his personal (and clearly effective) follow-up process.