Real Estate Sales Process

1. 8 Steps to Build an Entire Real Estate Sales Process From Scratch [2025] If you're losing leads, chasing time-wasters, or just finding it hard to close deals, the problem may not be your effort — it's your process. Real estate is fast-paced, competitive, and full of moving parts. Without a clear system, it’s easy to forget who’s next in line, when to follow up, or what a buyer wanted. This is where a well-defined real estate sales process changes the game. Whether you're an individual agent or managing a team, having a structured plan helps you stay organised, work smarter, and close deals faster. Let’s walk through the full journey, step by step. Step 1: Lead generation The process begins with getting leads, but not just any leads. You need relevant, qualified leads that match your target segment. These can be: Inbound (people who call you via listings, ads or referrals) Outbound (cold calls, WhatsApp outreach, property expos) List your properties on portals like 99acres, Magicbricks, or Housing.com. Use Facebook/Google ads, WhatsApp groups, and local brokers. But don’t just collect leads — organise them using a CRM. That way, you know who’s who, what they want, and when to follow up. Step 2: Qualifying leads

2. Not everyone who shows interest is ready to buy. Your job is to identify who’s serious. Ask questions like: What’s your budget? Which location are you looking at? When do you plan to move? Use a checklist or script to make sure your qualification is consistent. Focus your time on leads who are ready to move forward, not those just window-shopping. Step 3: Listing & property prep Next, prepare the property for sale. Clean it, fix small issues, and take good photos (natural light is your friend). If it’s a premium listing, consider 360° tours or walkthrough videos. Post your listing with all the details buyers care about: carpet area, price, parking, location, and nearby amenities. Be clear and honest, trust starts here. Step 4: Marketing the property Marketing goes beyond uploading a listing. You’ve got to reach buyers where they are: Portals: Refresh listings often to stay visible WhatsApp: Send details in groups, follow up with brochures or videos Local marketing: Flyers, society boards and banners still work Social media: Share walkthroughs, answer buyer questions, educate And don’t forget: Follow-up is part of marketing. Most leads don’t convert instantly. Stay in touch regularly with new updates or listings. Step 5: Property viewings

3. This is where deals are made (or lost). Be early. Make sure the property is clean and accessible. Share floor plans and brochures in advance. During the visit, don’t oversell. Let buyers explore at their own pace. Answer their questions, highlight location benefits, and take notes on their feedback for next time. Step 6: Negotiation Buyers will negotiate, it’s expected. Be prepared: Know your seller’s minimum acceptable price Understand what extras can be included (parking, furnishings, etc.) Be calm, neutral, and solution-focused Sometimes the best deal isn’t a lower price, it’s flexible payment or waived registration. Stay professional and close the gap with small compromises. Step 7: Closing the deal Once both sides agree, confirm everything in writing: price, token amount, inclusions, and next steps. Help both parties with documents like ID proofs, sale agreements, and no-dues certificates. Be available till registration is done — things can fall apart last minute due to confusion. Step 8: Post-sale follow-up Don’t vanish after closing. A simple check-in a few days later builds goodwill and helps catch pending issues. This is the perfect time to ask for referrals or a review. Happy clients often bring in your next buyer — no marketing cost required. Common challenges (and quick fixes) Leads disappear? Follow up within 48 hours with useful info. Too many time-wasters? Ask the right questions early. Viewings fall flat? Make sure properties are visit-ready. Negotiations stall? Be the bridge, not the barrier. Do deals collapse late? Document everything and double-check. Final takeaway: You need a process that works for you Real estate success isn’t just about hustle, it’s about structure. A solid process helps you follow up faster, close consistently, and earn client trust. And if you want to simplify it all, tools like Telecrm (India’s real estate CRM) can help you track calls, leads, WhatsApp chats, visits and payments, all in one place.

4. It’s not about working harder. It’s about working right. ?Read the full version here