Real Estate CRM Terms Every Agent Should Know
CRM software comes with its own jargon that can make simple ideas sound complicated. This plain-English glossary explains the terms that actually matter for a property team.
Pipeline and stages
Your pipeline is the visual journey a lead takes from first enquiry to closed deal, split into stages. Good stages reflect how property really sells, such as new, contacted, site visit, negotiation and won.
- Pipeline: the full journey of a lead
- Stage: one step in that journey
- Conversion: moving from one stage to the next
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Leads, contacts and sources
A lead is a potential buyer or seller, a contact is anyone in your database, and a source is where the lead came from. Tracking sources tells you which marketing actually pays.
- Lead: a potential deal
- Source: where the lead originated
- Lead scoring: ranking leads by likelihood to close
Automation and matching
Automation means the CRM does repetitive work for you, like reminders and assignment. Matching connects a buyer requirement to the right property in your inventory.
- Automation: tasks the CRM does for you
- Matching: linking buyers to suitable properties
- Follow-up: a scheduled next action on a lead
Frequently asked questions
A lead is someone with buying or selling intent you are actively working, while a contact is anyone stored in your database, including past clients.
It ranks leads by how likely they are to close so agents spend time on the hottest buyers first.