Sales Process
6 min readIntermediate
Structuring a High-Converting Property Sales Pipeline
Step-by-step blueprint for setting up milestone-based deal stages tailored for residential and commercial real estate sales.
Key Executive Takeaways
- ✓Define strict exit criteria before moving a deal from Site Visit Done to Token Received.
- ✓Track stage conversion rates to pinpoint where buyers stall in your sales process.
- ✓Use pipeline Kanban views for weekly manager review meetings.
1. Designing Your Real Estate Pipeline Stages
Standard pipeline stages include: 1. New Lead → 2. Presales Qualified → 3. Site Visit Scheduled → 4. Site Visit Completed → 5. Unit Cost Sheet Issued → 6. Booking Token Received → 7. Agreement Signed.
Frequently Asked Questions
Should residential and commercial sales use the same pipeline?
No. Commercial deals involve longer legal due diligence and lease structure reviews, requiring specialized pipeline stages.
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