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Bob Collopy emphasizes the importance of actively seeking leads in real estate, particularly for newcomers who may expect leads to come from their brokerage or foot traffic. He asserts that while brokerages may occasionally offer deals, agents must independently pursue opportunities to succeed. By adopting a systematic approach to lead generation, agents can effectively build their business and increase the number of deals they close. He encourages a mindset shift from viewing oneself merely as a salesperson to thinking strategically about building a long-term career in real estate.