The fundamentals of lead generation has changed drastically since the rise of the internet and the practice of consumers doing their own research.
The internet has brought about changes and you must change also to meet them. The facts to appreciate are:
The Internet is the first port of call for the potential buyer or seller
Most likely they will not go to a local agent's website
The portals are the main source of leads, so work with them
They will go through nearly 70% of the sales cycle before they want to talk to a salesperson
Most likely from all their research and inspections they know more about the market than you
So the real question you have to ask yourself is:
"Will they come across your name when doing their research?"
So how do you make contact and turn them into a LEAD?