How Do You Turn Online Buyer Leads Into Valuable Appointments

By Terry Trexler

Hi I’m Terry Trexler and I’ve built a top-selling real estate team that covers 12 states and growing. I just moved to LPT Realty after being with another brokerage for years. The splits are better, the revenue share is better, and it’s honestly the perfect business model now that we can build on the existing success of proven cloud brokerage models. I invite you to check out LPT Realty. Move your license over to us. We’re a brokerage focused on listings and profitability.

Successfully converting online buyer leads into appointments is a crucial skill for any real estate agent. So, how can you make the most of those calls and turn more leads into valuable appointments?

In today’s digital age, the internet has become the primary way buyers start their real estate journey. Capturing and converting online buyer leads into appointments can transform your business and help you stand out in a crowded market. In this video, I’ll share three proven strategies to help you secure those crucial appointments: lead research, crafting compelling scripts, and building strong rapport:

1. Do your homework. Before making the call, preparation is everything. Research your lead’s interests, potential needs, and browsing history if available. Familiarize yourself with the latest market trends, local property data, and relevant listings that match their preferences. Demonstrating your knowledge and tailoring your conversation to their specific needs shows professionalism and genuine interest, setting the stage for a productive call.

2. Craft a winning script. While adaptability is essential, having a structured script ensures you stay focused and persuasive. Start with a friendly, engaging introduction that captures their attention. Present a clear value proposition—what you can uniquely offer them—and seamlessly lead into a call-to-action. Remember to actively listen and personalize your responses to build trust and show that you’re genuinely invested in their journey.

3. Build genuine connections. Building rapport is the heart of a successful call. Begin with open-ended questions to learn about their preferences, timelines, and goals. Acknowledge their concerns and show empathy to make them feel understood. This isn’t just about booking an appointment—it’s about establishing a relationship that makes them excited to work with you.

If you’re ready to take your lead conversion skills to the next level or need help crafting a winning approach, reach out to me by phone or email. Let’s work together to elevate your business and secure more appointments.