A lead sitting in your inbox isn’t enough. I’ll teach you how to turn interest into actual client conversations.

Are you sitting on a list of online real estate leads but struggling to turn them into actual appointments? Many agents have leads but aren’t sure how to connect with them meaningfully. The problem isn’t the leads themselves; it’s how you approach them.

I’ll walk you through the steps I take to ensure every lead has the potential to become a real opportunity.

1. Do your homework. Before I contact a lead, I make sure I know as much as I can about the property and the owner:

  • Check past listings and tax records to understand the property history.
  • Look at property photos. Are there HD images, aerial shots, or drone photos?
  • Consider the property details. Is it in a flood zone? How is it furnished? What is the price, and what is the overall condition?
  • Learn about the owner using tax records or online tools like LinkedIn. This helps me understand if they are a first-time buyer, an investor, or interested in a specific type of property, such as a golf-course home or an equestrian property.

Knowing these details helps me make my conversations more personal, relevant, and effective.

2. Craft a winning script. Having a variety of scripts ready is very important. My scripts help me ask open-ended questions and listen more than I speak. This way, I can learn about each client’s needs, wants, and timing. Some clients care more about when they move than how much money they make. Others focus more on the financial outcome.

I also think about their plans. Are they moving to a specific neighborhood, out of state, or closer to family or work? Knowing this helps me adjust my script for each client and makes the conversation more meaningful and personal.

“Every lead can turn into an appointment with the right approach.”

3. Build genuine connections. Whenever I can, I meet clients in person. If that is not possible, I schedule a Zoom or phone call. Talking face-to-face, even online, helps build trust and makes it easier to connect. I try to find common ground, shared interests, or similar experiences to make the conversation feel comfortable.

Being consistent is just as important as building connections. I set aside time every day to make calls, usually around twenty calls a day. About five of these calls go to people in my personal sphere, like friends, neighbors, or contacts who already know me. Even if they are not planning to move, staying in touch reminds them of what I do and can lead to referrals.

Focus on your leads. The remaining calls focus on three key categories: active leads, older leads, and neighborhood or geographically-focused leads.

  • Active leads. These are the most recent inquiries, like online leads, open-house sign-ins, or people who raised their hands to express interest. They are ready to talk, so a timely follow-up is crucial.
  • Older leads. These include past contacts or expired/withdrawn listings. Often, older leads are easier to engage because they aren’t inundated with calls and may now be ready to relist or buy.
  • Neighborhood or community leads. Staying in touch with people in neighborhoods I specialize in is vital. I share updates about active or sold listings, community events, traffic changes, or local activities. I may also reach out to other agents to host open houses or represent buyers. These efforts keep me visible and top of mind in my target areas.

With focus, preparation, and consistent effort, 2026 can be a successful year for your business. Whether you’re growing your real estate career, participating in a mastermind, or even exploring other opportunities while still earning through referrals, a strategic approach to online buyer leads can make all the difference.

If you’re ready to take your lead conversion skills to the next level or need help crafting a winning approach, call me at (512) 657-4033 or email linda@lindawelshrealty.com. Let’s work together to elevate your business and secure more appointments.