From Property Enquiry to Site Visit: How a Small Real Estate Business in India Converts Online Leads

A small real estate business in India converts online leads by treating the site visit, not the enquiry, as the goal. Every step points there: a project page that answers price, size, location and approval questions up front; ads that reach buyers in the right budget and area; replies within minutes, with the brochure and price range; two or three qualifying questions; and an offer of two specific visit slots. The worked example below is illustrative, built to show the journey, with Adyft’s real prices in rupees.

The example business

Take a small agency in a growing suburb of a big city, selling flats in two mid-sized projects for local builders, plus resale homes. Three people: the owner, one sales executive and one person who handles site visits. Leads have come from property portals and a few Facebook campaigns run by a freelancer. The complaint is familiar: plenty of leads, few visits, fewer bookings.

Why property leads are different

• 1Buyers enquire on many projects at once and compare prices across them.
• 2Many first enquiries are just “price?”, with no name or budget given.
• 3The decision is shared with family, so the timeline is weeks or months.
• 4The real conversion happens at the site visit, which needs the buyer’s time and travel.

So a good system does two things: it filters early, so time goes to real buyers, and it keeps in touch long enough to get the visit.

Step 1: a page per project

Sending ads to a home page that lists every property wastes clicks. Each project deserves its own page, with the questions buyers ask in the order they ask them.

Adyft Sites Growth gives 12 pages, including 5 service pages that can be one per project and 3 area pages, plus one page made for ads, tracking for calls, WhatsApp clicks and forms, and a monthly SEO report. It costs ₹14,999 to set up and ₹999 a month with 4 new articles a month, or ₹499 without. It also includes one ad campaign set up and 3 months of Adyft Ads Starter free.

Step 2: ads that reach real buyers

For property, two ad types usually work for a small business. Meta lead forms with qualifying questions, such as budget range and planned purchase time, sort casual browsers from buyers. Click-to-WhatsApp ads suit buyers who prefer to chat first. Google Search catches people typing a locality and configuration, such as “2 BHK in [area]”, and sends them to the project page.

Adyft Ads builds these campaigns, lets you choose or write up to five lead form questions with name and phone always collected, and launches into your own Meta and Google ad accounts. Plans start at ₹1,999 a month and take 0% of ad spend.

Step 3: the first reply

The first reply should answer the “price?” question rather than dodge it, and ask one thing in return. For example (illustrative): “2 BHK starts at ₹68 lakh, 3 BHK at ₹92 lakh, RERA approved, possession next year. Here is the brochure. Are you looking for yourself or as an investment?”

In the Adyft Ads Leads inbox, each lead is scored hot, warm or cold and has one-tap Call and WhatsApp buttons, so the sales executive starts with the strongest. Answers to the form questions show with the lead, and appear in the email alert too.

Step 4: qualify in three questions

• 1Budget range: so you show the right flat first.
• 2Timeline: buying in the next three months, or later.
• 3Self-use or investment: it changes what they care about.

Ask them across the conversation, not as an interrogation. Buyers who answer all three are worth a call the same day.

Step 5: book the visit, then confirm it

Offer two specific slots, ideally on the weekend when families can come together: “Saturday 11 am or Sunday 4 pm for a site visit?” Send the location pin, the name of the person who will meet them, and a reminder the evening before. Most missed visits are forgotten, not cancelled.

Keeping in touch with the not-yet buyers

Buyers who are months away still matter. A useful message every couple of weeks, such as a construction update, a new floor plan or a price change, keeps your project in their shortlist. On WhatsApp, messages after 24 hours of silence need an approved template. When Adyft Reply’s WhatsApp channel opens after Meta’s approval, its paid plans handle follow-ups with templates and record which ad started each chat; today its Free plan gives a shared inbox for website chat and Telegram.

Year-one cost for this agency

Sites Growth with articles: ₹14,999 + 11 × ₹999 = ₹25,988. Ads Starter after the 3 free months: 9 × ₹1,999 = ₹17,991. Reply Free: ₹0. Around ₹43,979 for the year before GST, plus the ad budget, which you pay directly to Meta and Google.