Lead Management
6 min readIntermediate
The Ultimate Real Estate Lead Qualification Framework (BANT & PACT)
Practical qualification scripts and scoring models to separate serious homebuyers from casual tire-kickers.
Key Executive Takeaways
- ✓Verify total budget including registration, stamp duty, and maintenance costs.
- ✓Confirm key decision makers (spouse, parents) will attend the site visit.
- ✓Determine home loan pre-approval status early.
1. Custom BANT Framework for Indian Real Estate
• Budget: Can the buyer afford the ₹85 Lakh total unit cost including GST and amenities?
• Authority: Who makes the final booking signature?
• Need: Do they require immediate possession or under-construction investment?
• Timeline: Are they booking in 30 days or just researching for next year?
Frequently Asked Questions
Should presales teams qualify leads before passing them to site sales reps?
Yes. A dedicated presales / tele-calling team should filter and qualify leads so site sales managers spend 100% of their time conducting physical site visits.
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