Podcast Summary: Your Daily Real Estate Podcast with Tristan Ahumada

Episode 778: The Real Reason Internet Leads Never Convert
Release Date: January 16, 2026
Host: Tristan Ahumada

Episode Overview

In this concise episode, Tristan Ahumada tackles the frequently misunderstood topic of internet leads in real estate, challenging the prevailing belief that most online leads are "bad" or dead. Drawing on his extensive experience (including being the top spender on realtor.com leads), Tristan reveals the true reason behind low conversion rates—not the leads themselves, but the agent’s approach and timing. He offers actionable guidance on connecting, nurturing, and ultimately converting online leads, emphasizing the art of patience, value, and authentic follow-up.

Key Discussion Points & Insights

1. The Myth of "Dead Leads": It’s Not About the Leads

• Big Reality Check: Tristan dispels the myth that most internet leads are useless.
  • “[Internet leads] are not ghosts. They’re not tire kickers. They’re not ‘buyers are liars’. They’re not dead. They’re just not ready yet.” (00:26)
• The real problem is agents’ expectations versus the lead’s mindset, misaligned at the very first interaction.

2. Timing is Everything: The Expectation Gap

• Many leads are generated at odd hours with little intention or readiness to buy immediately. The host uses the example of someone submitting their info at 11pm in pajamas, just to see more photos. (00:51)
• Agents often respond with a pushy, sales-forward approach—“You just brought a sledgehammer to a conversation that needed maybe a handshake.” (01:28)
• Key Insight: Successful agents “hang in there” and bridge the gap between initial curiosity and eventual transaction.

3. The Real Secret: Speed to Connect, Not Convert

• Speed matters—but not to close, to talk:
  • “The secret is speed. Still, it’s not so you can convert them, it’s so that you can talk to them.” (03:12)
• Best chance to connect is right after the lead comes in, while they’re still online. If not, automate (with tools like Ylopo’s Raya or Lofty’s AI) but keep it authentic.

4. Multi-Channel Outreach with Value, Not Spam

• Pet Peeve: Agents try only one method (call, text, email) then complain when it doesn't work.
• Pro Approach: Use all channels—call, text, and email, but with genuine value and customized to what the lead actually wants.
• Sample text:
  • “Hey Joe, thanks for visiting our website… I’m not sure if you’re looking for a home in Westlake, or are you open to Malibu?” (05:23)
• Avoid high-pressure, timeline-driven questions. Instead, open with curiosity and relevance.

5. Leading with Value at Every Touchpoint

• Respond based on the lead’s specific inquiry—answer unasked questions, share unique properties, give local insights, or provide information they can’t get elsewhere.
  • “Give them, as far as I know, what I think they want. Just give it to them. That’s value.” (08:34)

6. Building an Authentic, Long-Term Follow-Up Plan

• Don’t just rely on a generic drip campaign; tailor your follow-up, tweak scripts, make them sound like you, and trust in your system.
  • For new leads, Tristan uses a seven-day plan, then transitions to longer-term (6 months to 3 years) nurturing based on readiness.
• Make it about the client: Focus on community info, area resources, or useful articles—not just properties or interest rates.

7. Example: Outlining Value-Driven Follow-Up

• Build sample plans for buyers (e.g., first-time, move-up) and sellers. Keep communications simple, relevant, and always centered on the recipient’s needs.
  • “Create a follow up process that’s authentic, that connects with people, that gives them value, that makes them want to come back for more.” (13:57)

Notable Quotes & Memorable Moments

• “You just brought a sledgehammer to a conversation that needed maybe a handshake. That’s a big mismatch in expectations. And that’s why they ghost.” (01:28, Tristan)
• “Following up isn’t a strategy, it’s the crutch.” (02:30, Tristan)
• “The secret is speed. Still, it’s not so you can convert them, it’s so that you can talk to them.” (03:12, Tristan)
• “You feel like you’re spamming them because…the way that you’re currently doing it is spam. You don’t know how to offer value.” (06:44, Tristan)
• “When people inquire, take some time to look at who they are, take some time to see what they’re looking at and then pull the trigger…” (08:20, Tristan)
• “If you know they came through looking for property, well, tell them about the area, tell them about the community, tell them about the things to do.” (11:56, Tristan)

Timestamps for Key Segments

• 00:00 – 01:38: Tristan’s experience as a top spender on online leads and the paradigm shift in thinking about "dead leads"
• 01:39 – 02:44: The critical expectation mismatch between leads and agents
• 03:00 – 05:20: The importance of speed to connect; harnessing technology and automation
• 05:21 – 08:19: Multi-channel approaches: how to text/call/email with value and without pressure
• 08:20 – 11:55: Delivering authentic value, practical examples, and the importance of tailoring your follow-up
• 11:56 – 13:57: Tristan’s templates for value-driven follow-up and the call to action for listeners

Takeaway: Mastering Online Lead Conversion

• The core lesson: Leads aren’t failing; agents are failing to match their approach to the lead’s mindset and timing.
• Tristan's Formula:
  1. Respond quickly to connect, not close.
  2. Use varied, value-driven communication.
  3. Develop authentic, long-term nurturing plans.
  4. Make every message about the lead—not about you.
• For listeners: If you want Tristan’s outline for online lead conversion, message him on Instagram (as website resources are still under development).

Share this episode with fellow real estate professionals who need to break out of the ‘dead leads’ mindset and start building real relationships for conversion success.