7 Proven Ways for Pipeline Management in Real Estate

Sales   |   Updated on: 29 January 2024

Sales pipeline is an efficient and effective way for businesses to keep track of their prospects and visualize their progress through the buying journey. A well-managed pipeline is beneficial for all businesses, but especially for sectors like real estate.

The average sales cycle becomes lengthier for real estate businesses due to the high-involvement products being sold. Hence, pipeline management plays a greater role since real estate businesses need to stay informed of the stages at which their various leads and prospects are. There are many benefits of sales pipeline management for real estate agents:

  • Helps them monitor the progress of every deal.
  • Identifies bottlenecks in the sales process.
  • Provides accurate insights for revenue forecasting.
  • Leads to optimization of the sales process.

Given these vital benefits associated with sales pipelines, real estate businesses must adopt pipeline management practices.

Here are the top pipeline management tips for real estate agents:

  1. Qualify and segment your leads:

    Virtual property tours

    Real estate businesses generate a lot of inquiries due to their various marketing campaigns. However, only a handful of these incoming leads are genuinely interested in making a purchase. If your pipeline gets cluttered with such cold leads, it will prevent you from focusing on the leads that have higher potential to convert into customers.

    Hence, the first and foremost step towards sales pipeline management is to qualify and segment your leads to ensure that only legitimate leads remain in your pipeline.

  2. Ensure your pipeline is up to date:

    Virtual property tours

    Pipelines typically consist of several stages that represent your entire sales cycle and the movement of your prospects through this cycle. It is crucial that your real estate pipeline is kept updated at all times so that you can have a clear picture of all your ongoing deals.

    For real estate, an updated pipeline has a variety of benefits:

    • You can identify the stages at which most deals are lost or converted.
    • Your marketing efforts can be more targeted.
    • Sales projections can be accurately made.
  3. Track pipeline metrics:

    Virtual property tours

    Your sales pipeline can act as a definitive guide for you to improve your business health and optimize your sales. There are various insights that you can gain from your pipeline such as:

    • Total number of on-going deals.
    • Number of deals in every individual pipeline stage.
    • Average rate of deal closing etc.

    By tracking these metrics, you can remain informed of your business’s performance and leverage your real estate pipeline in the best way.

  4. Standardize your sales process:

    Your pipeline is a visual representation of your sales process. Hence, if your sales process is complicated and cluttered, your pipeline too will reflect the same.


    Setting a standardized sales process will go a long way towards efficient pipeline management. If the sales process does not have fixed stages, defined processes, or clearly set metrics, your pipeline will not be able to offer an accurate picture of your deal closures.

  5. Create specific content for every pipeline stage:

    Virtual property tours

    Contextual and relevant communication is one of the best ways to generate trust for your brand in the minds of your consumers. You can keep your prospects engaged throughout the sales cycle by creating targeted content at every stage of the pipeline.

    By providing them with such informative content at every touchpoint, you can enhance the customer’s understanding of your brand and products and thereby increase your chances of closing sales.

  6. Nurture the leads in every stage of your pipeline:

    Virtual property tours

    Once a lead enters your pipeline, you must work towards following up and nurturing them towards making a purchase from you.

    There are various ways in which you can nurture your clients:

    • Automated communications.
    • Drip-marketing campaigns.
    • Timely phone calls, etc.

    With such nurturing practices, you can ensure that your leads move through your sales pipeline faster and boost your sales.

  7. The ultimate way to manage your real estate pipeline:

    Virtual property tours

    As elaborated above, there are numerous methods and tips that you can use to manage your pipeline. However, there is another way through which you can ensure that your sales pipeline remains optimized at all times, and in the most efficient manner. This can be achieved through a real estate CRM solution!


Real estate CRM is a robust way to streamline your end-to-end sales operations. It can help your business easily implement all the methods stated above, such as lead segmentation, tracking of pipeline metrics, and much more. With CRM in place, you can have all data related to your ongoing deals stored in one compact platform.

Using this data, you can create and customize pipelines as per your business requirements. Such software also allows you to set reminders and tasks against various stages of pipelines, thereby optimizing your sales pipelines.


Pipelines are very important for real estate agents to track and forecast their sales. Due to this important role that they play, it is essential for sales pipelines to be well managed. CRM software is a tool that can greatly help in this process. Sell.Do- India’s only integrated real estate CRM solution comes with a rich feature set that can manage your pipelines and scale your sales.

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