I do a lot of work with first time buyers. My conversation starts the same way EVERY time. Have you gotten your pre-approval from your lender ? If not do you have a lender? if not I can send you a list of good lenders. I then explain why this step is critical. I usually set them up on Listing Book and send out an email with lenders. I do follow up in a couple of days about the Lender. If we do not get past that first step we go no where.
Explain to your first time buyers why doing the financial thing is important. The analogy I use is , When you go to the grocery store you know how you are going to pay for the groceries. The amount of money you have determines what you can buy. It is the same when buying a home.
As a Realtor you will avoid burn out and spinning your wheels. You will also be thanked by your clients