Do you Select Certain Clients to Work With?

[ScottFicek]

I couldn't think of a good title for this post. Here is what I am curious about:

I only work with investment property buyers. I get 10-20 new leads per month from my blog and websites. There is currently not enough hours in the day for all the customers that I can personally work with (and that want to work with me). I find that I naturally gravitate toward the squeaky wheel customer that is actively watching the MLS and pushing me to get out and see properties (I know, good problem to have). Up till now it has kept me busy, successful, and profitable.

I am wondering if there is a better way. I seemed to remember reading about an agent that actually charged a fee and interviewed his customers to decide which ones he was willing to take on. Almost like deciding who he was going to let into his club.

Does anyone do anything like this or have any other ideas of how to sort through who is going to be a dud customer and who will be a rock star customer?

[stevetrang]

Scott, I can't answer your question besides feel (and I'm not the one to give lessons!). I just wanted to add a thought from Mike Ferry. If you're only keeping a percentage of these leads, but getting rid of the rest, do not throw them in the trash can! Refer them out! Even at 15%, they'll add up pretty quick.

[ScottFicek]

I definitely don't throw them out. I do refer them out to my team for 25%. I am just trying to figure out a way to maximize the potential with each customer.