Lead generation
What is lead scoring?
Lead scoring is the practice of assigning each prospective buyer or seller a numeric value that estimates how likely they are to transact, so an agent can work the list in order of probability rather than in the order enquiries arrived.
A score is usually built from two kinds of signal. Fit signals describe whether the person could plausibly buy what you have: budget, financing status, location preference, property type, timeline. Behaviour signals describe how engaged they are: pages viewed, viewings attended, emails opened, replies sent, how quickly they respond.
The point of combining them is that neither works alone. A perfectly qualified buyer who has gone quiet for two months is not a today problem. An extremely engaged browser with no financing and no timeline is not either. The score exists to surface the intersection.
Scoring is only useful if it changes what you do first. A score that nobody acts on is a vanity number. The practical test is whether your morning call list is ordered differently because of it.
Listlio automates parts of this for real estate agents.
How Listlio scores leadsRelated terms
Lead nurturing is the sustained, low-pressure contact an agent maintains with prospects who are not ready to transact yet, so that the agent is the one they call when they become ready.
Speed to lead is the elapsed time between a prospect submitting an enquiry and an agent making genuine contact. It is one of the strongest predictors of whether an internet lead ever converts.
A buyer persona is a written profile of a recurring type of purchaser in your market — their budget, motivations, constraints and objections — used to target marketing and shape how properties are presented.
Conversion rate is the proportion of leads that progress to a defined outcome — a viewing, an offer, or a completed transaction — and is the main measure of whether a lead source or process is working.