I usually give detailed information on the house they called me for, even more than what they would expect.  Once I'm finished with my "essay", I usually ask them "Mr. ____, In order to better help you,  May I ask what you are looking for?"  And shut my mouth and wait for an answer.  I don't care how much time it takes for their answer, I don't care if there is blank noise in the phone, it's their turn to talk.  They usually feel releived that there is an agent that actually wants to listen instead of talking!  I let them express themselves, while I re-enforce on what I notice is important for them.  When I think I've gained their trust I close by asking for an appointment to see the property they called for, and as I say "many others" that might meet their needs.  I immediatelly ask them to be their primary agent and explain them the benefits of sticking with a good realtor with great negotiating skills (Like me!).

Looking forward to seeing how this post goes!  I will add what I have 'paid' to learn tomorrow.  Just busy now... and then I require my sleep.  I need to go back to that 9-5 job!

Gain control of the call by asking questions...

Answer every question with a question...

What is the price?  They are asking $174,900 but might take less.  Is that the price range you prefer?

How many bedrooms?  This house has three bedrooms.. is that what you are looking for?

I may have some other ideas for you....  Do you need a basement?  Would you like an attached garage or will detached be OK?

GET THEM TALKING..... If you can keep them on the phone 30 seconds, you have a much better chance of closing for a face....  Start with SAFE, open ended questions...  

How long have you been looking?  Seen Many?  Like Any?  What makes you want to move?  When would you like to move?  Do you have your own agent yet?  Have you ever considered that there might be an easier way to find a good house?    

I have a feeling that if we meet, I could help you come up with a plan to save time and money... I have some time on XXX or XXXX which day is better for you?    

Leo,

   Buyers now days want to see properties, not Realtors.  I keep it as simple as possible by just setting an appointment to view the house, and that's where I meet the prospect.  The whole meeting at the office to show them our listings is over. I feel like I can build rapport and get a better grip of what they're looking for by meeting them in person.      

Mobile Internet access is an invaluable tool for us.  You can qualify the buyer, browse listings, draft and fax an offer on the spot.

Lorna, I disagree.  If you're a listing agent I'm not sure that highlighting your "negotiation skills" to a buyer that inquired about your listing is a good idea.  I'd rather honor my listing agreement and save my get out of jail free card.    

Ruben:

I am clear that I owe full loyalty to my sellers, but in today's market I'm sure they don't mind getting them a buyer, if that's the way to do it.  I don't see a relationship with any of this and jail!

Leo,

Some people just want to know "how much". I usually direct my phone calls from ads to my website and let them know to look around and let me know if there is anything they want to look at. I am not for wasting my time these days, let's just cut to the chase. Some want to look at the offerings and see about how much they will have to spend, some are looking for future potential. The ones that are ready to buy are calling me back for appointments. I don't have rehearsed dialogue and this is a small town and people would think that fake.

AND, I don't worry about the ones that get away. You will loose a few, don't worry about them. Competition, what competition,do your best to be the best buyers agent, sellers agent or whatever, you won't have competition, just wanna bees. Think positive.

I agree Leo, there has to be a better way and there is. I believe that every lead is a seed. You have to plant the seed (by setting the appointment and feeling out the buyer), water it  (follow up diligently), and write the proper prescription (Sometimes they are better off renting, get over it!)   If you're too busy to show houses, refer them to a trusted expert in the local area and collect a referral fee.  

If you only deal with buyers that are ready today, you’ll have nothing to look forward to in the future, and you’ll only capture a fraction of your leads.   None of us have a direct effect on what our market yields in terms of sales, and none of us really own a buyer (unless they sign a Single Agency Agreement).

  In Real Estate, the sales proccess starts when a potential buyer decides to invest.