So you are giving Agents lots of leads and they aren't working them. Why?

Ok, so after 9 years of using the Internet to generate business, and doing a pretty successful job at it, I've learned a few things.

Over the past few years, we have had a very good run of success with our online marketing. Our systems work and work well. However, no matter how well they work, I'm never satisfied. I've been trying to figure out why. Well firstly, I know that most of my Agents are mediocre at follow up. This has been an ongoing frustration for me yet I built my systems knowing Agents will be mediocre.

Over the past few weeks I've really been digging into the psychological reasons that Agents won't do the work. What I've found is that most Agents will convince themselves through a multitude of excuses why they are not successful and none of it has anything to do with themselves. I've had numerous meetings in my office to try to help Agents raise the bar and bring themselves to the next level. However, this hasn't worked like I had expected. They are all very comfortable being who they are and having the limited success they currently achieve. Interesting I think. Why would someone not want more out of their business?