A Strategic Study on B2C Real Estate Sales Execution: Lead Nurturing, Micro-Market Prospecting, and Site Visit Conversions

A residential property purchase is a high-involvement, high-value decision in which channel-partner (CP) advisory firms mediate between developers and homebuyers. This exploratory, internship-based case study examines B2C real estate sales execution at a CP advisory firm in Pune, focusing on lead nurturing, micro-market prospecting, and the conversion of qualified leads into site visits. It draws on activity records and observations from an MBA On-the-Job Training placement between 15 May and 15 August 2026, covering residential projects of five developers in the West Pune corridor. Reported activity comprised more than 150 client calls per day, more than 70 prospective leads, and more than 20 scheduled site visits, giving an indicative lead-to-scheduled-visit ratio of approximately 28.6% on minimum figures. These figures are self-recorded and unaudited. The sales funnel, AIDA, STP, need-based selling, and CRM serve as analytical lenses. The study suggests that the lead-to-site-visit transition is a critical funnel stage, that requirement-based qualification and disciplined follow-up matter more than call volume, and that buyers weigh developer reputation and layout suitability alongside price. Because the design is descriptive, single-firm, and non-probabilistic, the findings do not establish causality or firm-wide performance. Keywords: real estate sales; channel partner; lead nurturing; site visit conversion; sales funnel; customer relationship management; Pune.