As one's career seasons, a shift occurs wherein reliance on lead generating sites should diminish. Instead, emphasis should pivot towards cultivating a self-sustaining book of business and nurturing existing relationships within one's sphere of influence.

SOI Meaning: For small business owners and real estate agents, the people they know, including friends, family, co-workers, associates, and even those from the past, are a valuable resource. Many prefer doing business with people they are familiar with.