Enkay CRM for real estate brokers and small builders

A broker in Thane handles resale flats and a few new-project mandates. On a Saturday, fourteen enquiries arrive: some from property portals, some from a Facebook ad, a few from the hoarding outside a project, two from buyers he showed flats to in March and assumed had bought elsewhere. By Monday, he has called nine of them. The five he missed include one who was ready to pay a token that week.

Real estate has the longest decision time of any trade on this site and the most competition per buyer. The buyer who enquires with you is enquiring with four others. Whoever follows up well — not most often, but at the right moments, with the right options — gets the visit. Enkay CRM, built by Enkay Technologies, is designed for exactly that part of the job.

Where real estate leads come from, and how they get in

Let us be plain about this first. Enkay CRM connects automatically to IndiaMART, JustDial and your own website enquiry form. It does not connect directly to property portals, and Facebook and Instagram lead ads are not live yet.

That still works in practice, because most brokers already get portal leads as a phone call, an SMS or a daily email list. The options are:

• Add by hand. A phone number is the only required field. Pick the source label and type the requirement: "2BHK, Ghodbunder Road, ₹90 lakh to 1 crore, ready possession, loan approved".
• Import in bulk. If your portal lets you export leads, save the file as CSV and import it (Business plan, up to 2 MB per file).
• Your own website. A project microsite's enquiry form can push straight into Enkay CRM, the same way as any website form. See connecting a website enquiry form.

Either way, the lead lands in one list with its source recorded, so after three months you can see which source actually produces buyers who visit, not just enquiries.

The first call: qualify the buyer

A property buyer's requirement is richer than most, and it changes. Keep the requirement field up to date with the basics: configuration, locality, budget, possession timeline, loan status, whether they are an end user or an investor. Set the value to the deal value or, if you are a broker, to your expected commission — whichever figure you want the pipeline to add up.

Move the lead to Contacted after the first real conversation and Qualified once budget and timeline are credible. A buyer who is "just looking" can stay in Contacted with a follow-up date thirty days out.

Site visits

The site visit is the real conversion point in property. Move the lead to Site visit, set the follow-up date to the visit date, and write the properties you will show in the follow-up note. If a colleague is taking the visit, assign the lead to them.

After the visit, the note that matters is the buyer's reaction: "liked the layout, worried about the 11th floor, wife wants east-facing, bring back for second visit Sunday". That note is what makes the next call sound like you were listening. Every note is kept on the lead's activity timeline.

Most buyers need two or three visits. The follow-up date carries each one forward, and the Today screen shows who is due — overdue first — every morning.

Following up without being a nuisance

Buyers go quiet for reasons that have nothing to do with you: a loan sanction, a family decision, a festival. Snooze the follow-up by a number of days rather than letting it lapse. Use the one-tap WhatsApp button from the lead to send new options, using your own WhatsApp; there is no bulk broadcast. Our guide to a sales follow-up process covers the rhythm in more detail.

The Today screen also shows open leads with no follow-up date at all. In real estate, that list is where the Saturday enquiries that nobody called back end up.

Token and booking

When the buyer decides, move the lead to Negotiation while the price and terms are discussed, then Won when the token is paid. Convert the lead into a customer with their address and contact details.

For brokers, a GST invoice for your brokerage can be raised from Enkay CRM, with a UPI payment link and payments recorded against it. For builders, the booking amount can be recorded the same way if you invoice from Enkay CRM. The agreement, registration and payment schedule stay in your existing process.

Mark lost buyers Lost with a reason — budget, location, bought elsewhere, postponed. After a quarter, the lost-reasons report tells you whether you are losing on price or on inventory.

Which pipeline stages you'll use

What Enkay CRM does not do for real estate

• No property inventory. No units, towers, floors, availability or price lists. Keep those in your existing sheet or builder's system.
• No matching of buyers to properties. You match; Enkay CRM remembers who wanted what.
• No direct property-portal integration and no Meta lead ads yet. Add or import portal leads.
• No booking, agreement or payment-schedule module, and no channel-partner commission tracking.
• No bulk WhatsApp or SMS, and no reminders outside the app.

If an inventory and booking system is what you really need, that is a job for custom software from Enkay Technologies; for the lead and follow-up side, the ready-made CRM is the cheaper start.

Frequently asked questions

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