The problem
Enquiries from property portals arrived at all hours and were answered the next day in office hours. For an international buyer comparing three developments at once, that delay decides the viewing.
The sales team also spent time on viewings with people who had neither financing in place nor real intent to buy in that timeframe, which is especially costly in new-build because every viewing involves travel.
What we did
Corpshore took on first contact with an explicit target of responding within thirty minutes during agreed hours, covering the extended window through the Latin America corridor.
Before booking, the team qualifies budget, purchase timeframe and financing status, using an agreed script that guides the buyer rather than interrogating them. A viewing is booked only if all three criteria are met.
German was added given that market's weight in the area, with native speakers handling the initial conversation.
Team shape
Six agents, with an onshore core for German coverage and corridor reinforcement for the extended window in Spanish and English.
Timeline
A 30-day pilot on enquiries for one development, extended to the rest of the portfolio in month two.
Data handling and compliance
Contact details and the financing information the buyer states are processed under standard contractual clauses for the part handled from the corridor. Formal financial documentation does not pass through the qualification team; the developer handles it directly.
Results
- 22 min
- Average time to first contact
- +2.1x
- Viewings progressing to reservation
- -74 %
- Viewings held without criteria met
- 91 %
- Enquiries handled in the buyer's language
Against a previous average of 19 hours.
After qualifying budget, timeframe and financing before booking.
Sales journeys avoided.
Spanish, English and German.
Figures relate to the period stated in each case and depend on each client's starting point.
On the coast, a foreign buyer is looking at three developments the same day. If you reply tomorrow, they have already viewed the other two.