01 / Behind the approach
The decision behind the approach
Connect each lead with the project and requirement, then track attended visits separately from bookings.
02 / Behind the approach
The scope at a glance
- CRM Audit and Lead Source Integration
- Automated Pipeline and Lead Scoring Build
- Multi-Channel Follow-Up Automation
- Sales Team Training and Handoff Optimization
01 / Capture
Collect enough context to route the conversation.
Identify the details that help a person respond usefully. Keep contact forms focused, validate essential information and use an appropriate process for sensitive records.
- Record the project or listing, requirement and contact permission in the sales workflow.
- Keep the service or product interest attached.
- Check duplicate and incomplete submissions.
- Confirm the receiving team and fallback route.
The working decision
Collect enough context to route the conversation.
Keep the service or product interest attached.
02 / Handoff
Make the next action and its owner visible.
Agree what changes a record from one stage to another. A task should have a responsible person, useful context and an action that can be recorded after the conversation.
- Give the enquiry an owner and follow-up suited to its stage and information needs.
- Agree what qualifies a lead.
- Check reassignment and unavailable-owner cases.
- Record the reason when a request does not fit.
The working decision
Make the next action and its owner visible.
Agree what qualifies a lead.
03 / Progress
Review what happens after the first response.
Separate attempted contact, a useful conversation and a confirmed next stage. Review stalled records and feedback so marketing learns which requests the business can serve.
- Distinguish proposed, booked and attended visits, then record further progression consistently.
- Define response time consistently.
- Keep bookings separate from attendance.
- Return fit and outcome feedback to marketing.
The working decision
Review what happens after the first response.
Define response time consistently.
03 / Behind the approach
How the approach fits together
1. Connect the lead with the property
Record the project or listing, requirement and contact permission in the sales workflow.
2. Assign a useful next action
Give the enquiry an owner and follow-up suited to its stage and information needs.
3. Review visit and sales stages
Distinguish proposed, booked and attended visits, then record further progression consistently.
04 / Behind the approach
What to measure
- Response time: time to the agreed first response.
- Attended visits: completed viewings.
- Opportunity progression: movement through the defined property sales stages.
Report the observation period, the source of each measure and any changes to the way data was collected. Compare like with like before treating a difference as improvement.
Is a booked visit equivalent to an attended visit?
No. Keeping the stages separate makes missed appointments and follow-up problems visible.
Automate before agreeing the stages?
Start with the definitions and ownership. Automation can distribute records quickly, but it cannot resolve an unclear qualification rule or an unowned follow-up.
Use one score to decide every handoff?
A score can help prioritise, but the team needs to see the underlying context. Keep exceptions and human review available for unusual or incomplete requests.
Response time
time to the agreed first response.
Form receipts, CRM creation timestamps and routing history.
Attended visits
completed viewings.
Booking or operational records with requests, confirmations and attendance kept separate.
Opportunity progression
movement through the defined property sales stages.
CRM qualification and stage history, checked against the receiving team’s outcome records.
05 / Behind the approach
Discuss the project in context
Our team can explain the project scope, the measurement approach and what supporting material can be shared. A useful comparison starts with your current journey, operating conditions and business priorities.
06 / Behind the approach
When this approach is relevant
Use this as a starting point when the obstacle and operating conditions resemble your own. The first discussion should establish whether the underlying cause is similar and whether the required information and delivery capacity are available.
Field & event map
The information collected, its destination and the reason it is needed.
Routing rules
The owner, conditions, fallback and handling of duplicate or incomplete records.
Stage definitions
Entry and exit criteria with examples the marketing and sales teams can use.
Follow-up review
Response timing, stalled records and the reasons suitable enquiries do or do not progress.
Before we start
Questions about the approach
How should I read this case study?
This is a published project story. Discuss the project context, measurement and supporting material available to share with our team before comparing it with your business.
Is a booked visit equivalent to an attended visit?
No. Keeping the stages separate makes missed appointments and follow-up problems visible.
Can the same approach work for our business?
The sequence may be useful, but it needs to fit your product, audience, systems and buying journey. We begin with the problem and the available evidence before proposing the scope.
What should we bring to the first conversation?
Your website, the target market and a short explanation of the obstacle are a useful start. Bring existing reports if available; access and any sensitive records can be discussed through the appropriate process.
