Most of my buyer clients start as internet leads. We start communicating and they, fairly quickly, recognize the benefit of of working with an experienced agent rather than hurtling through home buying space on their own. We spend time on the phone and by email (sometimes days - sometimes weeks) clarifying what they are looking for. Eventully they are ready to see homes. Assuming they've been prequalified, the time comes and they are ready to go look at homes. I will ask them if they've identified a few favorites and suggest I may add a couple I think are a good fit also. We hit the trail and surprise! The home they were most excited to see looks ghastly at the big reveal. Another surprise. The ones I picked, which they were nonchalant about at first glance (but met their criteria perfectly), turn out to be really promising. I always educate my clients, pictures can lie. Many agents are really - AND I MEAN REALLY - talented photographers. The home looks like a million bucks in the pics, but is a horror story when I open the door. And thank goodness pics aren't scratch and sniff. Does the word "kennel" give you an idea? Some agents, bless their hearts, couldn't take a good picture with coaching from Annie Liebowitz. So, sell the benefit you provide as an agent. We are the experts! We have a trained eye and know how pictures are worth a thousand words. Some of those words are ugh, gag, gasp, peeeeuuuuw, oh my goodness NO, holy cow, is that what I think it is?, etc. 
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