Lead qualification
Clarifying an enquiry's intent, budget and timing with a few questions to decide its priority.
Lead qualification is a short set of questions to understand how serious and suitable an enquiry is. In real estate the basics are intent (buy, sell, let), area, budget, property type and timescale.
The aim is not to filter people out but to choose the right next step: a viewing now, a valuation appointment, or longer-term nurturing.
Why it matters for agencies
Agent time is limited. When an agent starts a conversation with a qualified lead, more of their day goes to viewings and negotiation.
Example
The voice agent asks whether the caller is buying to live in or invest, what their budget range is and when they plan to move, then writes the answers to custom fields in the CRM. A buyer with funds ready who wants to move this month is tagged as a hot lead.
Related terms
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