Now that you've gotten to know them and what their interests are, let them know you're serious about helping them. Time to take it up a notch.

This is the hardest step, and more like an art form. That's why it's so important to listen to the client and build rapport and trust from the very first sentence.

Remember, you are an anonymous real estate agent from the Internet to these folks. Until you meet them face to face, you are just a random agent looking for their business. They need to know who you are, what you look like, and how you present and handle yourself. If you never meet them face to face, you will never sell them a house…ever (unless they're an out of state investor…).

You need to make it very clear to them how important it is for you to meet in person to further discuss their needs. If they won't commit to meeting you in person, they're passively telling you that they're not a serious buyer.

With so many leads, you will only have time to work with serious buyers, and you will need to learn how to put the colder leads on the back burner until they warm up a little.

When scheduling a time and place to meet, make sure you are flexible yet firm with the client. You are giving these people your time, expertise and commitment to helping them. You are a professional, and your time is just as valuable as anyone else's.

During your face to face meeting, just remember, your only goal is to schedule a time to go show homes. If you hit it off and sit and talk for hours, but don't schedule a time to show homes, you have simply wasted your time.

There is a sacred rule in sales, no matter what your product or market………

IF YOU GIVE SOMETHING………GET SOMETHING!!!!!!

If you give them your time, energy, and expertise as a professional, don't feel like a commitment to show homes is too much to ask for. YOU'VE EARNED THAT RIGHT! Whether they say "yes" or "no", you have an answer to the question, "Is this a waste of my time?" You will have so many leads and so much potential business that you will need to learn to focus on the serious clients and let go of the others.