I like your responses David Barr.  I regret to say that I paid for leads from Trulia and will never do it again.  Many of the leads are not legitimate, or inquires on properties that if I did sell one, I  still wouldn't have enough money to put food on the table. LOL!  The first thing I would ask them is, "have you been pre-approved".  

First I tell them I have to see if the property is available because much of their info is not accurate. This never seems to surprise them either.

You pretty much summed up all the responses David. I add that Trulia and Zillow are not the places to look for up to date inventory. I refer folks either to Realtor.com or an agent website.

Thanks for calling, then we move into me asking qualifying questions.

Let is go and preview.

Nothing!

I tell them I will check in the mls to see if it is still available. I also tell them that I can set them up for automatic email alert if a new listing comes up.

Let me check if it is available, then usually followed by a short speech on how listings on the 2 sites are not updated as say in the MLS, then i ask i f i can help find them something similar

I go to my MLS and check out the status of the property. Often when I get these calls, property is sold, already in contract, or not even on the market!

I tell them I will see what I can find in the MLS, and when I don't find it there, than I go to the site where they found it and I start explaining how Z and T operate. 

My first attempt would be to bring them to the office and have them talk to a lender. Having said that,

I would say, "Great, could you tell me what made you decide to choose that property?" 

and they have their story and objectives.

then I would say, "I will have detailed information about that property when we meet and in fact I will try to see if I can do better than that, now that you told me why you are interested on it."

How were you going to pay for that property?

This is were your objective should be about having them talk to a lender even if they have done so to double check and have the come to the office.

I am trying to see, If I can lead this customer. If you can not lead you can not close.

I was a Realtor over 20 years ago...that is what I would do.

I verify it on MLS and then I ask them if they have been pre-approved.