Get an appointment!

This one comes from Tammy McInerney (my RE mentor!)

The only good outcome of a lead (from an open house, sign call, referral, etc.) is an appointment. WAIT!!!! Before you tell me how that won't work listen up...

1. The best appointment is one to meet face to face. Whether the lead is for a buyer or seller, set a time to get together (SOON) and go over their goals, wants and needs - and then list/find their house!
2. The second best appointment is a phone call appointment. "Would it be okay if I called you in a couple of weeks to see how you are coming on your plans?" When you actually call them it shows that you are reliable and gives you an opportunity to make a face to face appointment. If they are still hot but not ready to meet, make another phone appointment.
3. The worst appointment is to tell them that you will be sending them information from time to time and is that okay? Then send them a thank you card and put them on some kind of a "touch" program so that they don't forget you!
   

So, from now on each contact should result in an appointment (or crushing failure when they say they don't want your services...hehehhe...NEXT). Keeping this in mind helped me to stay on track and to get the next contact scheduled so I did not feel like a dufus picking up the phone and calling them. It also became something of a habit which is nice!