Guide
Real estate lead scoring: how to rate leads HOT, WARM or COLD
A sales team has limited hours. If every lead gets the same effort, the serious buyers wait while the casual browsers get long calls. Lead scoring fixes that with a simple rule: give points for signs of real intent, then work the highest scores first.
What to score
| Signal | Example points |
|---|---|
| Budget matches your inventory | +25 |
| Plans to buy within 3 months | +25 |
| Loan pre-approved or no loan needed | +15 |
| Replied to your message | +10 |
| Agreed to a site visit | +20 |
| Decision maker is on the call | +5 |
| Budget far below your lowest price | -20 |
| No reply after 3 attempts | -10 |
These numbers are a starting point. Adjust them to match what has actually converted for your project.
Turn points into categories
- HOT (70+): call today, offer a site visit slot.
- WARM (40 to 69): follow up on WhatsApp every 2 to 3 days with useful information.
- COLD (below 40): add to a monthly nurture list; do not spend call time yet.
Review monthly
Look at your last 20 bookings. What did they have in common at the time of the enquiry? If most were "buy within 3 months", give that signal more points. Scoring is a habit, not a one-time setup.
Do it in Excel without macros
You do not need expensive software. A spreadsheet with a few formulas can total the points and label each lead automatically. The CRM in the AI Real Estate Sales Machine does this with editable points, a follow-up queue and a dashboard, using formulas only, so there is nothing to enable.
Next: the follow-up message sequence to use for each category.