Real estate lead generation ideas are like gold. Ideas with real value are hard to come by, but you get to enjoy a generous payoff when you do find one that works. At the same time, generating real estate leads—especially in the luxury market—can take a lot of legwork.

For more than 35 years, Ken Jenny was a stalwart ambassador of the residential real estate community—always at the ready with a strategic idea, an honest opinion or an incisive quip. Now, the industry mourns his untimely passing earlier this week. According to reports, Jenny succumbed to heart failure in Reno, Nevada, on March 1. He was 66.

“Pivoting,” “unprecedented,” “new normal,” “stay safe.” These are all words or phrases that quickly became a part of our everyday conversations last March. Business leaders across the country were scrambling to chart new courses in a changed world. At HomeSmart International, we decided to take a different path.