Effective Real Estate Pre-sales Activities for a Winning Sales Process


The successful sales process of your real estate company largely depends on how well you plan your real estate pre-sales activities. Whether it is setting up a prospect database or planning your call routing infrastructure, proper planning of pre-sales activities will facilitate a winning real estate sales process for your company.

When it comes to driving leads, quality rather than quantity counts in achieving the right outcomes while simultaneously providing ultimate satisfaction to home buyers. Well-planned pre-sales in real estate can help your sales and marketing team capitalize on opportunities to win new customers and retain existing ones while accelerating the sales process.

While human intervention is paramount to both the pre-sales and sales processes, CRM automation is what brings it all together. Having the right information at the right time and knowing how to use it is critical to executing a successful pre-sales strategy.

Here are a few pre-sales activities that are essential to support a winning sales process for your real estate company:

Intelligent Call Routing

In the real estate world, Intelligent call routing is one of the primary elements of call automation in real estate CRM. In this process, the leads that come in through calls get automatically sorted according to a preset pattern. You get to choose how you want these leads to be distributed amongst your staff. The system sorts out the leads according to various parameters like department, location, level of expertise, position in the hierarchy, and so on.

Intelligent routing, also known as “skills-based” routing helps calls reach agents who are most qualified to resolve the issues at hand. It reduces the average handling time (AHT) of calls and improves customer satisfaction.

On-premises and Cloud Telephony Support

The benefits of cloud telephony are unparalleled. Your pre-sales team gets access to work remotely with all the features of a call center on portable devices. Moreover, all actions are recorded. So you can analyze the data as required and take action accordingly.

Even if you have an existing on-premises telephonic system, you can install cloud telephony as an extension to the existing on-premises telephony. While choosing between both types of systems, you need to consider your specific requirements.

Cloud-based systems are quick, easy to set up, cost-effective, and flexible. However, on-premises systems, although more expensive, offer relatively higher stability. Nowadays, companies tend to use a combination of both systems.

Built-in Voicemail, IVR, and Greetings

Repetitive actions and communications can be channeled through an interactive voice response (IVR) system. An IVR is a plugin that can automate repetitive functions like greeting and routing to relevant departments. It reduces the turnaround time and improves the productivity of your pre-sales team. It also helps to provide basic information to callers after office hours when no agents are available to take calls.

Call Barging and Conference Calls

An important aspect of call monitoring is call barging. Here, a manager can “barge” a call or be invited to monitor better and control the call for quality and training purposes. It helps to provide information at critical call stages like closing a sale. Call barging creates a three-way conversation between the customer, the sales executive, and the call barger, typically a manager.

With conference calls, multiple participants can join a group discussion in a virtual meeting room containing people from different geographical locations.

Conference calls have gained more importance in recent years, particularly since the COVID-19 pandemic, and have become an intrinsic part of the pre-sales process in real estate management.

Real-time Monitoring Dashboard

If you want to have the ultimate control of your pre-sales process and sales process in your real estate company setting up a real-time monitoring system with a full-fledged dashboard is imperative. With a real-time dashboard, you can gain insights into call performance, lead generation, and so on.

It also helps you make future performance projections and set up benchmarks to give your sales executives a clearer focus. The difference between traditional reporting and real-time monitoring through a dashboard is that traditional reporting gives you information about events that already happened.

But with real-time monitoring, you can take action in real-time. It helps streamline real estate pre-sales and ensure that events happen in the most efficient and structured way.


Real estate pre-sales is an extremely critical stage in the follow-up to real estate sales- it is a vital component when it comes to giving the customer a comfortable and fulfilled buyer’s journey.

In this regard, note that the backbone of pre-sales is real estate CRM. It includes features like cloud telephony, a robust and well-designed IVR, voicemail, and intelligent call routing to ensure seamless call processing. By including these elements in your pre-sale activities, you can build robust customer relationships that last for years.

Collaborate with a competent CRM call center provider like Sell.Do to introduce cutting-edge technology into calling systems for compelling pre-sales in real estate. It is quick and easy to set up and deploy in perhaps a week to have a fully-functional system up and running.