Your sales team should not be the filter for junk traffic — that is the most expensive job you can give it. Here is the checklist we run every inquiry through before it ever reaches a developer's sales manager.
Why score leads that are "already warm"
An inquiry looks warm right up until the first call. The form is filled in, the phone number is real — but behind them may be a price collector, a competitor, or someone with a budget three times below the segment. The later that becomes clear, the more it costs: manager hours, polluted statistics, decisions built on a distorted conversion rate. How an inquiry differs from confirmed intent is the subject of "Lead or qualified buyer".
The seven-point checklist
Before handover to sales, we confirm:
1. Intent to buy. Not "checking prices" and not "just looking" — an intention to purchase,
stated by the person themselves.
2. Budget that fits the segment. The stated range is comparable to the project's prices.
Not an exact figure — a realistic order of magnitude.
3. Decision timeline. "This year" and "someday" are different funnels and different playbooks.
4. Payment method. Full payment, installments or a mortgage — it shapes both the offer and
which manager should take the call.
5. Who makes the decision. If two people are buying and we're talking to one, we plan contact
with the second.
6. Readiness to talk. The person expects the call and knows what it will be about.
Not "call me back in a month".
7. Channel and time. Messenger or phone, morning or evening — a small detail that decides
whether contact happens on the first try.
All points check out — the inquiry goes to work. They don't — it never reaches your invoice, and paid ones get replaced.
Green, yellow and red flags
Green: names their own budget and timeline, asks substantive questions (floor, phase,
management company), mentions visiting the project.
Yellow: budget "negotiable", vague timeline, one-word answers. Not rejects — a reason for
one more qualifying touch, not for handover to sales.
Red: the number doesn't answer across three attempts at different times, the budget is outside
the segment, "just curious", or "send everything in a file" with no conversation. That is not a buyer —
and shouldn't be paid for as one.
How to ask without scaring people off
Scoring is not a ten-field mandatory form. Long forms cut conversion and lie anyway: people tick boxes just to get the brochure. What works is a short form plus a conversation: two or three questions phrased as care — "so we can shortlist options for you". Ask budget as a range, not an exact sum; timeline as a choice of scenario, not a date. Everything learned is recorded and passed to the manager together with the contact: a buyer should never have to tell their story twice.
Frequently asked questions
Doesn't the filter lose real buyers?
The filter rejects unready inquiries, not people. Yellows stay in nurturing and come back later — what matters is that managers spend their time only on those ready to talk.
How long does qualification take?
Hours, not days: the faster the contact after the inquiry, the higher the reach rate. Dragging qualification out for days is a reliable way to lose the good inquiries too.
What happens to inquiries that fail scoring?
They are not passed to sales and never reach the invoice. If such an inquiry was already paid for, it is replaced free of charge — see how the honest guarantee works.