When dealing with Real Estate leads, you cannot handle them like any other client; they are not a referral from a past client nor someone who has probably seen your signs around town. While a Real Estate lead may not be as sure of a deal as any of those, it is a deal you cannot pass up. These types of leads are generally for the Realtor who is more of a go getter, one who does not sit around waiting for business to fall in his/her lap. A Real Estate lead is information acquired by a third party, a middle man so to speak. Depending on what middle man you use, will determine the quality of the Real Estate lead. Some lead generation companies can provide you with some basic information, a name and number derived from a website attracting the attention of a potential home buyer or seller; while other lead generation companies delve a little deeper. A good lead generation company, will provide you with a lot more. They will call these leads and weed out the undesirables, those looking to buy a $300,000 home for $5, or those looking to buy in X years and get you the ones with real potential, the hot leads so to speak.

With a lead company of this quality, the information will genuinely come to you in the form of a name, number, what transaction they have in mind (buying/selling) and specifics on their buying/selling needs. Of course, once you have acquired the information, you cannot just call up these leads, and bluntly say "I am here to buy/sell your home." A little more finesse is involved. You should generally call and let them know you have heard they are looking to buy/sell and provide them with some of the specifics given to you by the lead generation company. Once you have  done that, you can later build up the relationship by letting them know what you can do for them, how you stand out above the competition. Of course, if they are still unsure or you have problems reaching them, please once again remember that this is not your normal type of client, you need to follow up with them. Make sure to call and email them, part of your getting the job means showing them that you are not passive. How you work with them reflects on how much effort you will put into buying/selling a home with them. If they tell you to call back later, call back later and show them that you can use that same diligence to hook a buyer for their home, etc. Also, remember what does not work out today, may work out tomorrow; put them in your pipeline and with a couple of months of good follow up, you could land a great deal in no time.

Also, don't be so quick as to deny proving a CMA or list of properties that may meet a potential buyer´s needs before a contract is signed. These potential buyers/sellers do not know you..again they are not referrals..and by your being willing to go that extra step, it will definitely show them your desire to work with them. Wouldn´t you rather that a potential buyer/seller go through you for those initial buying/selling steps, then Zillow or Realtor.com? If they think they can do all of that on their own, they might be quicker to decide on going FSBO or buying without the use of a Realtor.

Realtors are closing these types of deals everyday. We are living in a technology society, where it is a lot easier for people to search out their realty needs with the internet, then go straight to your office. Try using a lead generation company and see how it works for you; give it time to pay off. One or two leads cannot show you the true potential to be had here. Add Real Estate leads to your budget and start working with those potential clients today. Follow up on your business future.