Your site team is ready on Saturday morning. Eleven families were expected. Four come. Two others changed their plans on Friday night and told nobody, and the rest were never quite committed. “This weekend” had sounded like a yes to whoever wrote it in the sheet.
We have written about first calls to property leads. This plan picks up from there, and focuses on what makes a visit real. Think of it as four calls and one rule.
Call one: the first conversation
When a lead arrives from an ad form or a list, a workflow starting on New lead places a call inside your calling hours. A form filled in at 11 pm waits until your hours open. The agent asks budget, area, configuration and timeline, and answers from the project sheet you put in its knowledge base. Answers are saved on the contact, so your salesperson opens a buyer and doesn't just see a number.
The agent should stick to what the sheet says. If someone asks for a discount, or about a bank loan, that goes to your salesperson. It should not improvise on price.
Call two: from “this weekend” to a day and time
This is the same call for most people. Write this part of the script with care. A question like “Would you like to visit?” gets a vague yes. “We have Saturday at 11 and Sunday at 4. Which suits your family?” gets a real answer.
The agent books a slot and tells your team. With a calendar connected, agents can book into it. A workflow can then send the location and time by WhatsApp, using an approved template from your own account. If you do not set that workflow up, the agent has no way of sending it, so don't let the script promise it.
Call three: the day before
Keep the visit date on the contact. A Wait step tied to that date places a reminder call the day before, and it has three possible results: still coming, a new time, or not interested. The third one is good news too, in its way. Your team now knows on Friday, and not on Saturday, and can fill that slot with somebody else.
Keep this call short. The buyer already knows you. Caller memory means the agent can say which project and which day without being told. Tell your site manager about any change, with a workflow step or a look at the list on Friday evening.
Call four: after the visit
The deal is often decided at home. A workflow waits a couple of days after the visit date, then the agent asks what the family liked and what is holding them back. The objection goes on the contact, and the buyer goes to your salesperson with that context. Your salesperson rings already knowing that the question is the possession date, and doesn't have to start with “So, what did you think?”
The one rule: keep the person in the serious moments
An agent is fine for asking whether Saturday still works. It should not be negotiating a token amount, explaining a builder-buyer agreement, or reassuring a family about an RERA question it has no document for. Put a hand-over rule on those, so a serious buyer reaches a salesperson on the same call, on plans that include it. If nobody can pick up, it should offer a callback and say honestly when.
Setting it up without surprises
- Calls go out only between 9 am and 9 pm IST. Evenings often suit working families, so set your hours to include them.
- Run the first campaign on a small list of fresh leads, listen to a few calls, then widen it.
- If you buy lists from a portal, the same lead may have reached several brokers, and consent stays your responsibility. The platform checks your own Do-Not-Call list only, and national registry checks are yours to do.
- Set a language per project or turn on Multilingual mode. A Hinglish script may not suit every family in Pune or Chennai.
What to watch
Look at four things each week, and at no benchmark from anybody else: how long a new enquiry waits for its first conversation, how many enquiries have a known budget and timeline, visits done against visits booked, and visited buyers with no next step. If visits booked rises and visits done does not, your second call is booking people who aren't serious, so tighten the questions.
Old enquiries
When a new tower launches, you already have a list of people who once asked. A campaign to those whose budget and area fit can tell them, and anyone who says stop goes on your Do-Not-Call list, which blocks every outbound path. This is a cheap test of an old list, and a kind of clean-up too.
See the real estate page for the other jobs agents do in property, including payment-milestone reminders and calling channel partners. What you pay depends on the voice and your plan, as the pricing page shows.