It’s tough out there for sales agents hoping to get prospective new home buyers to tour their properties. While many people enjoy browsing for their dream home online, fewer browsers than last year are taking the next step and booking a visit to see the house in person.
In other words, new home shoppers are still searching online but are less inclined to tour communities. NewHomeSource tracks this by monitoring the number of appointments made through its platform versus the number of people who take the next step and book an appointment.
Values are scaled from 0 to 100, where 0 reflects no tour requests from online shoppers and 100 reflects the highest conversion rate recorded across all markets and individual monthly periods.
Builders saw the most success in converting online shoppers to leads in Atlanta and Riverside/San Bernardino in June. Houston, Sacramento, and Los Angeles rounded out the Top 5. California had the most substantial presence in June 2025, with three markets in the Top 10 for lead conversion.
A combination of more affordable price points, market-aligned product offerings, strong incentives, and targeted marketing campaigns could help convert a greater number of today’s online “tire-kickers” into active buyers.
