If they do not become motivated to sell after showing them a few houses that meet their criteria, you need to reevaluate whether they will sell in the near future. You call them back a few times and their motivation to buy or sell has not increased. We have all spent large amounts of money on mailings to people who are not moving. We have also spent large amounts of time following up on poor leads. Stop working with people who are not committed to doing something now.
Great salespeople have clear definitions of what constitutes a lead.
They clearly follow their narrow definitions. They prospect enough to keep a constant supply of leads flowing, so they can qualify and define them carefully. We must separate the good kernels of wheat from the chaff of unmotivated sellers and buyers. The kernels of wheat have value, the chaff has no value. The wheat will feed your body and mind.