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on the internet, you can be sure that they've gotten used to the instant gratification that it provides; the sooner you follow up, the better. Time counts here - even down to the minute. If they're not on the phone with you, they're on the phone with another Realtor who got to them first; don't make the mistake of assuming that you're the only one they tried to contact.

Be professional, clear, and honest. Don't beat around the bush! You're busy, and so are they - and they will appreciate you telling it like it is. Find out what they want, and politely make an offer to drop by and discuss things with them in person or invite them to your office. People will make their judgment about you within the first few moments of talking to you - and you want to leave a fantastic impression. If you can make them laugh, do so!

WHAT IF THEY SAY NO?
If your potential client isn't interested in working with you, you can still salvage the lead. Leave something memorable behind - whether it's a few of your business cards or a coffee mug. You never know when they may find someone who needs it. Be sure to treat them the same as you would if they were still a potential client, because they're going to talk to someone about their experience with you - and it may be someone who's looking for a Realtor.

Making the most of your real estate leads is easy; you went to all the trouble of getting them, so don't waste any opportunity to turn a lead into business.

Learn more about this author, Angie Papple.
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