10 Most Common Lead Sources for Brokers in India — And How to Track Them in a CRM

Introduction

Every real estate broker in India knows this feeling: leads come in from everywhere — MagicBricks, 99acres, Google Ads, referrals, even casual WhatsApp forwards. But when it’s time to follow up, half the details are scattered across Excel sheets, phones, and paper diaries.

That’s why understanding where your leads come from and having a proper system to track them inside a CRM is critical. It’s not just about volume; it’s about knowing which sources convert best so you can invest your time and money wisely.

In this blog, we’ll explore the 10 most common lead sources for brokers in India and explain how a real estate CRM can help you track and manage them effectively.

1. Property Portals (MagicBricks, 99acres, Housing.com)

For most Indian brokers, portals are still the biggest source of inquiries.

• Why it matters: Buyers actively search, so these are high-intent leads.
• Challenge: Multiple team members may call the same lead, or worse, miss it entirely.
• How CRM helps: Leads can flow directly from portals into your CRM, auto-assigned to team members without manual entry.

📖 According to Housing.com, over 70% of urban homebuyers in India start their search online.

2. Google Ads & SEO

Digital marketing is now mainstream in Indian real estate. Brokers run search ads (“flats for sale in Ahmedabad”) or work with agencies for SEO.

• Why it matters: These leads are targeted and trackable.
• Challenge: Without a CRM, brokers struggle to connect ad spends with actual conversions.
• How CRM helps: Auto-tagging campaigns lets you see which ad groups deliver real bookings.

3. Meta (Facebook & Instagram) Campaigns

With Instagram reels and Facebook property ads, brokers generate thousands of inquiries every month.

• Why it matters: Social media leads are cost-effective and scalable.
• Challenge: They are often low-quality or repeated.
• How CRM helps: CRMs segment hot vs. cold leads, preventing sales teams from wasting time.

4. Referrals from Past Clients

Word-of-mouth referrals are still gold in Indian real estate. A satisfied buyer often brings 1–2 more leads.

• Why it matters: Referral leads usually have higher trust and faster decision-making.
• Challenge: Most brokers fail to track referral chains.
• How CRM helps: Tagging contacts as “referral leads” allows brokers to measure which clients bring repeat business.

5. Walk-Ins at the Office

Even in 2025, many leads are walk-ins — someone sees your board, or a friend drops by with a buyer.

• Why it matters: Immediate personal contact builds trust.
• Challenge: Walk-in details often end up on slips of paper or in WhatsApp notes.
• How CRM helps: Quick lead entry forms in mobile CRM apps capture details instantly.

6. Local Hoardings & Newspaper Ads

Traditional offline marketing is alive, especially in Tier-2 and Tier-3 cities.

• Why it matters: Hoardings build awareness, while newspaper ads generate weekend inquiries.
• Challenge: Measuring ROI is nearly impossible manually.
• How CRM helps: Custom fields let brokers tag leads as “hoarding” or “newspaper,” giving visibility into which offline ads work.

7. Real Estate Exhibitions & Property Fairs

Events like CREDAI expos or local property shows bring in hundreds of prospects.

• Why it matters: High volume in a short period.
• Challenge: Contact slips get lost, or data takes weeks to organize.
• How CRM helps: Mobile lead capture forms let you enter details live at the stall, syncing directly with the CRM.

8. WhatsApp & Direct Messages

Many brokers in India get leads casually: a WhatsApp forward, a DM on Instagram, or even a Facebook message.

• Why it matters: Informal yet frequent.
• Challenge: Easy to forget or lose track.
• How CRM helps: WhatsApp integration in CRMs allows brokers to capture conversations as leads automatically.

9. Real Estate Agents & Broker Networks

Partnerships with other agents remain a key channel. Deals often close through split commissions.

• Why it matters: Expands your reach beyond personal inventory.
• Challenge: Tracking shared deals is messy without a system.
• How CRM helps: CRMs record co-brokered leads, showing both source and shared outcomes.

10. Personal & Local Networks

In India, family, friends, and community groups often generate property inquiries.

• Why it matters: Leads come with built-in trust.
• Challenge: Many go undocumented, relying solely on memory.
• How CRM helps: Adding a simple “personal network” source in the CRM ensures even casual leads are tracked.

Why Tracking Matters More Than Volume

It’s not about how many leads you get — it’s about which sources convert to bookings.

• A broker spending ₹50,000 on Facebook might only close 2 deals.
• Another broker spending ₹20,000 on SEO might close 5.

Without a CRM, this insight is invisible. With one, you know exactly where to invest.

📊 A 99acres report shows brokers who track source-wise ROI improve marketing efficiency by up to 40%.

Final Thoughts

For brokers in India, lead sources are everywhere — portals, ads, referrals, networks, and walk-ins. The challenge isn’t generating leads, but managing and tracking them effectively.

That’s where a real estate CRM becomes essential. It centralizes every source, ensures no lead is lost, and shows you which channels actually bring business.

Book a free demo of Makanify CRM and see how India’s most tailored CRM helps brokers capture, track, and close leads from every source in one place.

FAQs

1. Which is the best lead source for real estate brokers in India?

It depends on the market. In metros, portals dominate. In Tier-2/3, referrals and local ads often perform better.

2. How can brokers track multiple lead sources easily?

By using a real estate CRM that tags every lead with its origin, giving clear ROI visibility.

3. Are offline lead sources like newspapers still effective?

Yes, especially in smaller cities and towns, though measuring performance requires CRM tracking.

4. Can brokers integrate WhatsApp leads into a CRM?

Yes. Modern CRMs integrate with WhatsApp to capture inquiries directly.

5. Why do brokers lose leads without a CRM?

Because details are scattered across Excel, phones, and chats — leading to missed follow-ups and poor visibility.