Lead Quality, Follow-Up Persistence and Site-Visit Generation in Real Estate Pre-Sales: A Single-Case Study of Database Telecalling in a Pune Mandate Firm

Author

Siddhi Vishal Chandak

Abstract

 Real estate pre-sales teams in India depend on outbound telecalling to turn large contact databases into physical site visits, yet little documented evidence explains why so few calls end in bookings. This paper presents a practitioner-based single-case study drawn from an approximately two-month pre-sales assignment at a Pune-based real estate mandate firm. The author placed about 150 outbound calls per day across six categories of lead data: fresh raw data, area-specific data, other-project data, previously non-connected data, fresh CRM leads and “Visited, Did Not Book” (VDNB) data. From recorded counts and recalled daily averages, the study reconstructs an estimated weekly funnel in which roughly 13–20% of dialled calls were answered, three to four site visits were scheduled per week, ten site visits were recorded across residential and commercial projects, and one booking was recorded, from a VDNB lead. The central finding is that poor lead quality, not selling effort, was the main cause of low yield. Six recurring quality problems are identified: unreachable numbers, outdated data, geographically unsuitable prospects (including contacts outside the state), expired purchase intent (already purchased, plan dropped, search abandoned long ago), mismatch between price and location, and declined site visits. The paper proposes a lead-quality funnel framework, five testable propositions, a screening and data-hygiene checklist and a measurement template. The analysis is descriptive and interpretive; no inferential statistics are reported because the data do not support them

Keywords

real estate pre-sales, lead quality, telecalling, lead qualification, site-visit conversion, customer relationship management, India.

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