You follow up and follow up and follow up...then they either get things done or they fall off the radar screen.

Good morning Chris. You have now asked what the meaning of life is, when it comes to real estate.

Chris, are these prospects or actual clients?

For Clients, sometimes you have to hold their hand and show them how to do each step, and if they still are not willing to sign the document or whatever is needed, then suggest that they find an agent with more spare time on his hands.

Often times this will jolt them from a shopping stage to a buying stage.

Some people don't like to say no. So I say it for them

You have to educate these prospects and put them in a hold status until they are ready to move forward. 

Prospects can be in your database for months or years before actually purchasing a home or listing their home for sale.

Doggie treats.

When your doggie follows your command, you reward with a doggie treat to reinforce "EXPECTED" behavior.

 (That imagery, with a buyer/seller makes me LOL)

Seriously, if you HAVE confirmed their commitment through 'self-selection' then you guide them forward with doggie treats.

This principle is effective in every possible application when dealing with other human beings and will endear them to you for the duration of their lives.  Wow! I can't wait to read what this is!

Train yourself to recognize any admirable action taken by another. That can be timeliness, thoroughness, kindness, selflessness, deference, love of family, love of country...and the list goes on.

Write them an acknowledgment letter commending their ONE action and what this means to you and how this act communicates to you they will be exceptional people to work with. DO NOT, DO NOT, DO NOT turn this into a thank you note. 

You will find your acknowledgment letter will elevate them to a higher version of themselves, the version you want to do business with   .....that was a good doggie.

Yes, this will take real discipline at the start, but it will irreversibly change what your eyes see.

Cut them loose.  "aint nobody got time for that"

At somepoint  I will ask them "what is stopping them from making an offer". Usually I can determine the next step from that answer, and sometimes its NEXT!

There is a learning curve that needs to be taught by us, eventually they'll catch up Chris.

Chris - Not sure if you are talking about a buyer or seller. Buyers I can sympathize with a little more because they want to find the right home. Sellers, I would have a heart to heart with them (asking what their goals/reasons are for wanting to sell), and let them know they need to move forward, or I would just stay in contact with them and let them know I am here when they are ready.

Either way, start setting deadlines for certain things, and if they cannot commit to doing what is requested, then I would have to just keep in touch but not be as actively involved until they are really ready.

That is the biggest questions in real estate!

i have to post a question right now about this..i have seen a lot more lately of this, i agree with hand hold and one step at at time Bob Crane

Got one right now and I sound like a broken record. She hasn't find a house to knock her socks off. When she does I know she will perform. 

Buyers are liars.