The owners worth buying are not answering listings and not searching for a broker. They have not thought about selling, because nobody has asked them. This is the system we run to ask them: the list, the email and call volumes, the scripts, and the math.
Your pipeline goes quiet every time you put your head down on a live deal, because you are also the deal originator.
Referrals and listings bring you the owners who already decided to sell. You want the ones who have not been asked yet.
You have priced out hiring, training, and managing a caller, plus the data and dialer, and you want to see the system before you commit.