When I first started in Real Estate in 2004, I was a "Pop Tart Realtor", as many of you know that is an agent that when the phone rings they "pop up" and run as fast as they can to get to that prospect thinking if they are first they will win! Well as many of you that may have tried this out, yes it can work, but it can steal almost all of your time too. And yes I was very successful doing this, but upon reflection I am confident I could have doubled my business by being a "think first" Realtor rather than a "Pop Tart" Realtor.
Experience has taught me to still take those calls, but then to remember that I AM THE EXPERT, not the caller! I know some of you say "well the client told me they know real estate" but the fact is if you are in this profession, you best be on top of your game and be the expert when you are with a prospect or even a client.
On to the question posed: When a call comes in do you grab a name, a number, an address and run to that meeting lickety split? OR do you size them up, qualify them, fine tune what they say they are looking for and then create a meeting at your office on your terms on your schedule so that you can meet them face to face so that you are in charge of moving forward (or not) with that prospect?
If you do the latter, you are most likely very successful in your business because you are the Realtor that chooses who they work with... and I congratulate you for this!
There is an old saying that I often quote to folks, and this may hold true for you as well:
"Some of the best prospect/clients are the ones you walk away from"
Good luck in your business as we round out 2012 and head into 2013!