I just took a woman shopping that requested info from our site. I always take requests that have given me only e-mail and follow up with MLS info and a few additional listings. I find that if there is no phone number, it's probably not going to lead anywhere. This particular request inculded a phone number. I call ASAP to show I'm on the ball. I then answer the questions followed by questions of my own like "Is this the price range you are looking in?" I do have a list of questions. The point is to always ask my own questions while answering theirs. I always lead up to that searching without a Realtor only shows you the "tip of the iceberg". Let me be your guide. Sometimes it actually leads to a face-to-face and then you do the rest. Remember that you pay for your advertising. Make every lead as valuable as possible. Don't give information away for free, be sure to get information in return.

Janet Gaut

If they leave a phone number, call it.  Making voice contact helps determine if they are serious or not.  Also email them back ASAP to reinforce the phone call.  Ask all the usual questions you ask to qualify a buyer.  Listen to them carefully to see if they are realistic or in fantasyland.  It is easy for many people to be make-believe buyers online.  Treat them on the phone just like you would treat a walk-in.  But realize that many just like to look at your online home photos or have no credit or money.  They are dreamers.  So, Qualify, qualify, qualify.

If the phone call is productive, send up to 10 listing sheets by email.  If they are interested in some and want to see, you have a winner, so schedule it.  

If only an email, ask the same questions by email and ask for their phone number.  If you get a phone number back, they are probably serious, but they might be 6 - 18 months away from buying or selling.  Send a few listing sheets by email to reinforce your contact.  Put them on drip email.

I have successfully worked with many internet leads that were buyers and several that were sellers.  Reply to them quickly before they contact another agent.  I have just shown condos to an internet lead who is in the process of deciding on an offer.  They found one of my websites and sent me an email.  

I ask many questions.  If I get a valid phone # I call back as soon as I can.  Is this in your price range? How many bedrooms?  Community? Schools?  Age of home?  Everything.  Why are you moving?  Do you have your house listed?  Where will you be working?  Lots of info that really helps you and makes them realize you are interested in what they want.  

Russell, I follow up as quickly as possible with an email and phone if provided thinking they are not just visiting my website. As to seeing a listing, you have to qualify, are they using the internet the way people used to call signs in front of homes, are they pre approved for a loan, etc. If they are more long term, I love to put potential clients on auto notifications so they get a feel for the market and it puts me in front of them almost daily.

Well one of the first things I try to ask is "are you working with another agent?" Most people don't know the answer to that, so I ask them if they have signed an agency agreement with another agency.

Then I will spend my time visiting with them about their needs and showing properties. I certainly don't want to find out they have a buyers agent after I have spent several weekends or days with them looking at properties.