Then tighten to anyone who would buy or sell within six months. If I had tightened my definition from the beginning, I would have saved myself from a lot of mistakes, anguish, and lost income. Do not wait to clearly define a lead in more specific terms of now business. Spend the additional time working to find more leads through prospecting. Having fewer good leads is better than having a bunch of marginal ones.
Quality is the name of the game versus quantity.
If your desire is to sell a home a week, you only need two to three now leads weekly to accomplish your goal. All the time I spent working with people who were too far out, cost me a lot of money. My goal was to list or sell a home every day. My job every morning when I got up was to find that person, every working day. It is truly no more complicated than that.