Summary
Century Real Estate operates in a high-consideration category where the path from inquiry to purchase spans weeks or months, multiple conversations, and several decision points.
With a growing portfolio of projects, each attracting a distinct buyer profile, the team needed a smarter way to manage lead progression, keep communication relevant across channels, and bring lapsed prospects back into the conversation.
To do this, Century Real Estate partnered with WebEngage.
Structuring the Path to Conversion
Using WebEngage’s Journey Designer, Century mapped communication flows based on two inputs that mattered most: which project a prospect had expressed interest in, and where they stood in the funnel. This made it possible to run timely, contextual outreach, from first inquiry through site visit follow-ups, without a one-size-fits-all approach.
For prospects who had gone quiet, WebEngage’s CDP enabled segmentation based on last interaction, previously viewed projects, and budget range.
Reactivation journeys were triggered via WhatsApp and email, surfacing relevant project updates and time-bound incentives at the right moment. Two-way WhatsApp bots added another layer, sharing project details, facilitating site visit bookings, and capturing intent signals that helped the sales team respond faster and more personally.
The Impact
– 30% reduction in time from inquiry to site visit
– 4–5% increase in dormant lead reactivation
– Faster follow-up turnaround across projects
– Stronger, more consistent engagement across email, SMS, WhatsApp, RCS, and on-site channels
The Bigger Picture
In real estate, conversions often depend on how consistently leads are engaged across stages. By aligning journeys to project interest, funnel stage, and past behavior, Century Real Estate built a more connected and more effective path from inquiry to site visit.
