The Secret to Closing More Internet Leads Without Being Pushy

Do you want to close more internet leads without sounding salesy or pushy? Many online leads drop off quickly because they don’t want to feel pressured. Traditional sales scripts often lead to short conversations that go nowhere. As a realtor, you want to connect with leads and build trust, not push them away.

However, my team and I have mastered the art of being organic. We have closed over 1,500 online leads using a simple framework that feels more like a real conversation. If you want to maximize your leads without sounding salesy, here’s everything you need to know:

Start with an appointment. The first step in converting an internet lead is to keep things simple and remove any awkwardness. Start with an invitation instead of asking them first about pre-qualification or if they’re working with an agent. Once you get a lead on the phone, offer an appointment right away.

For example, when speaking to a lead who has shown interest in a specific property, I would say, “Hey, this is [Agent’s name], and I understand you want to see 123 Main Street. When would you like to go take a look at it?” This removes the pressure and sets a positive, forward-moving tone.

Focus on appointment, location, and motivation. In our approach, we focus on three main things: appointment, location, and motivation. Once we have the lead agreeing to an appointment, we can start digging a bit deeper into their preferences.

For example, after confirming the appointment for a property showing, I would ask, “Is Chandler the area you’re looking to be in?” This allows us to learn more about their location preference without making it feel like an interrogation.

Once we know they’re looking in Chandler, I ask, “What caught your eye on that property?” This simple question opens the door for them to share their motivations. It’s a way for us to gather valuable insight into their needs without forcing them to reveal too much.

For instance, if they mention they need a single-level home because of a family member who has trouble with stairs, I can highlight properties that meet this specific need. This is how you start to create a connection and show that you’re really listening.

Timeline and agent questions. After discussing their motivation, ask about their timeline. Find out their target move-in date and if they need to sell a home. This helps you understand how urgent their needs are.

You should also ask them if they’ve already toured other properties. This lets you know if they’re working with another agent and gives you a chance to explain how you can provide more value.

Present a game plan. Once you know their location, motivation, and timeline, it’s time to close the appointment. Show you understand their needs and offer a solution.

You could say, “It sounds like you’re moving from Nashville to Chandler in six months and looking for a single-story home with a pool for your mom. What we’ve done for clients in similar situations is set up a personalized game plan to make the process smooth and efficient.”

Presenting this as a “game plan” makes it feel less formal and more like you’re helping them with their unique needs.

Use the herd effect. A great way to build trust is the “herd effect.” People like hearing that others in their situation have been successful. You can say, “We’ve helped people relocate by setting up a game plan to make the process smoother.” This shows your experience and builds credibility.

Internet lead conversion doesn’t have to feel like a sales pitch. When you focus on their needs, you build a genuine connection. By following this process of appointment, location, motivation, timeline, and personal game plan, you’ll improve your chances of converting leads.

If you want the script we use to convert over 1,500 online leads, feel free to reach out. I’m happy to share it. You can call me at 480-332-6468 ** ** or send an email to dave@zteamaz.com. I look forward to hearing from you.