Vanessa Aparicio - as soon as you can! Meet them. discuss their wants and needs - and see if they are pre-approved!

Do not start showing the homes without pre-approval. 

Hmmm, I'm thinking that you should be calling that 'raw lead' a possible client or a customer. Call them/email them to determine their timeline & interests.

The first step is having a great presentation package you can email them, then set up a face-to-face meeting so you can listen to their needs.

Since you are in miami there is a good chance a face to face will not be possible right away. Most of my internet leads are also from out of town. There is a good chance a number of agents are also calling them, so you have to set yourself apart from the rest. The lead probably came from a property inquiry so email them everything you can dig up about that property. ie sales history, what seller paid for it, and all the other properties similar to it. Set them up to get updates of new listings. This way, if another agent gets them first it wont matter if you dazzle them with your ability to help. It is easy to take them away from the agents who only call.

As for the prequlification, if they are flying down to look at purchasing a second home or their retirement home then you do not really need a prequalification. Second home and retirement home buyers have been through the process and usually know how much they can/want to spend.

Real estate is local and second home markets are unique.

I connect with the person and ask if they are working with an agent and if I can represent them. Believe it or not it works.

Contact immediately, set up a F2F meeting ASAP.

Not so difficult.

Either ANSWER YOUR PHONE

or

Pick up the phone and MAKE THE CALL.

It is ALL about having the CONVERSATION.

Contact, email, talk

.... and then follow up, follow up and follow up some more.

I respond as quickly as possible... but I don't expect much of a response back 99% of the time as most raw leads are internet leads. You need to stick with them.

I track them down, hog tie them, and keep them tied up until they agree to work with me.  

Seriously - I connect with them and start the conversation.  

You may not want to secure them as a client. Not every lead is worthy. A quick and simple needs assessment should determine whether they are a prospect or a suspect.

Conduct a Buyers Consultation Session

Make contact asap to see if we'll be a good fit.

You contact them asap. And follow up again and again until they tell you not to contact them again.  We have had successful closings based on the 8th attempt - one a $650,000 sale.

Trust but verify so you don't waste your time.

First step is to contact the lead quickly.

Develop a relationship.

I ask lots of questions and depending on the situation suggest setting up a one-on-one face-to-face meeting to see if we are a good match.    All leads are not clients.   

Respond quickly by phone, assess their needs, ask if they need help with financing or are they a cash buyer, set up an appointment.

Meet with them and develop a relationship.

Contact them right away.

I connect with them right away and give them a buyer guide.

face to face communication...

Vanessa Aparicio Acknowledging their call as soon as possible.

Step 1, call them.  Build rapport.

We use Buyer Super Glue.  Cooperation & Kindness coupled with lots of information and patience

Meet them, inform them and sign them

Respond and request a personal meeting to discuss wants and needs. Suggest they get pre-approved before the meeting!

Contact them as quickly as possible, and be prepared to provide stellar service.

Others have answered.

Praful Thakkar nailed this one!

Speedy contact, welcoming attitude, ask questons and LISTEN!  

First step is always to give them a call to see if they would be a good fit for our company.

If a buyer I want to show them at least one home  and as for sellers I want to meet with them ASAP

3 strike rule. You need to quickly respond as they will contact other agents as well.