Qualifying leads is a misunderstood and almost ignored process in our industry. Wasting time and resources on less than qualified prospects is a profit loss.
When leads are plentiful, as is the case of the economy of today, it becomes critical to qualify leads quickly and efficiently to be sure that time and expertise is utilized wisely with prospects who offer the best chance for success.
When the economy slows, as was the case a few months ago, it is equally important to understand the qualifying process for the same reasons. Maximizing time, maximizes profits.