People do what they WANT to do....not what YOU want them to do.
Don't fight it. Align your behavior with their wants.
They want to communicate by email instead of talk to you on the phone? fine.
They want to wait for 6 months to buy a home? fine.
Roll with it. Whatever they WANT to do is fine...as long as it's moving toward the end goal. I believe it's a big mistake to force people to conform to a preconceived notion that people are only 5-star prospects if they talk to you on the phone, or respond with a 500 word essay about what their plans are to convince you they're for real.
Next week on An Inside Look you're going to hear how this philosophy works in action.
Stay tuned...