Also known as Deal pipeline
Real estate businesses usually need more than one pipeline. A resale buyer pipeline ends at the sale deed; a rental pipeline at the leave-and-licence agreement and police verification; a new-project pipeline at booking and agreement for sale; an owner pipeline (listing a property) at a signed mandate. Mixing them in one list hides where each kind of deal gets stuck.
Each stage should have a clear entry rule (“site visit” means a visit happened, not that one was discussed) and an expected next action. Then the pipeline answers the questions a sales head asks every Monday: how many qualified buyers do we have, how many visits are scheduled this week, which deals have been in negotiation for more than 30 days, and what brokerage is likely this month.
Example
Monday pipeline review (illustrative)
A Delhi brokerage’s buyer pipeline shows 220 new, 140 contacted, 60 qualified, 25 visits this month, 8 in negotiation (₹9.6 Cr total value) and 2 at token stage (illustrative). Three of the 8 negotiations have had no activity for 3 weeks. The owner assigns them to the senior agent for a call and a revised offer.
Figures are illustrative, not market rates.
Questions about Sales pipeline
What is the difference between a sales pipeline and a sales funnel?
They describe the same journey from two angles. A funnel shows how numbers shrink from leads to closings, mainly for marketing analysis. A pipeline shows each deal at its current stage with a value and a next action, for managing the sales team day to day.
How many stages should a real estate pipeline have?
Usually six to nine. Each stage should be a real event you can verify, such as a completed visit or a paid token. Too few stages hide problems; too many make agents skip updates.
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