In real estate a lead usually starts as an enquiry from a portal, ad, website, call or referral. A good CRM keeps one contact per person and attaches repeat enquiries to their open lead.
Example
One buyer, three enquiries
Rahul enquires about a 2 BHK in Whitefield on a property portal on Monday, fills a Facebook lead form for another project on Wednesday and calls the office on Friday. That is one contact with one open buy lead and three enquiry sources — not three leads for three different agents. His budget of ₹85 lakh and possession timeline go on the lead’s requirement.
Figures are illustrative, not market rates.
Questions about Lead
What is the difference between a lead and a contact?
A contact is the person, identified by phone number. A lead is one opportunity with that person: a purchase, a rental, a sale or a let-out. One contact can have several leads over the years, such as renting a flat now and buying one later.
Where do real estate leads come from?
Property portals, Facebook and Instagram lead forms, Google ads, click-to-WhatsApp ads, the agency’s website, walk-ins, calls to advertised numbers, referrals and channel partners. Recording the source on each lead shows which channels produce site visits and deals, not just enquiries.
What is a duplicate lead?
An enquiry from someone who already has an open lead, often because they responded to several ads or portals. Good practice is to label it as a duplicate and attach it to the existing lead, so the same agent stays in charge and the buyer isn’t called by three people.
See also
Reviewed