Sounds like you are definitely on the right track! Baby steps.
My guess would be that if you tried to "bring them to the office", they might feel trapped and jump the fence. Just keep on giving them excellent service like you are.
I have a young couple right now (I think I do) and they are very independent. I have told them how I can navigate through the miasma for them, etc. But heck...they are doing all the work!
. They don't want to "waste my time". I have told them that "it is what I love to do", but I got an email today saying that they are getting really close to narrowing it down so they can make an appointment to see some properties.
It is just the way some folks want it, I guess.