I wouldn't want to go fishing if all I had was a lead weight at the end of the line I was casting... I could cast out pretty far and not fear it getting tangled, however I probably would not catch a thing. It's easier to just put a weight at the end and throw it over, since you do not have to get a hook, or a fly, or a lure. And you will never have to think about how you are reeling it in.
Do we ever practice real estate without any bait at the end of our lines? What I mean, is do we lead generate a lot, but lack the power to try to close someone when it is time to make the sale? Do just think in our minds that since we sat for three hours at an open house, that we did enough lead generation for the day? Then when nothing comes from it, we have every excuse as to why we hate open houses?
When the market shifts or goes through transitions, it is not just about making contacts with people, it is all about getting to the table in front of those that can make a decisions to list or not to list with you. If you are lead generating, but lacking the ability to close, then know that it will be a consistent uphill battle for you.
If you are to be a master in the art of lead generation, then one of the steps is to learn your scripts daily. Read them daily, practice with partners daily until you have them internalized. That way, you will know the tell tail signs of when to go for the close... Just like when to pull back the line to set the hook.
It takes several fishing trips to really get the hang of it... Just like trying out your scripts for the first time. They may need some fine tuning the first time you use them.