The Real Story of Registrants, Leads, and Enquiries on Real Estate Websites

Understanding how visitors become registrants, leads, and ultimately clients is critical for real estate professionals who want to optimize their web presence and maximize ROI. Here’s a data-driven breakdown of how this funnel really works in 2025.

1. What Are Registrants, Leads, and Enquiries?

• Registrants: Website visitors who provide their contact information (often to access saved searches, newsletter subscriptions, or property alerts) but haven’t actively enquired about a specific property yet.
• Leads/Enquiries: Visitors who complete a higher-intent action—like filling out a form to schedule a viewing, requesting a valuation, or reaching out via phone/email for more details on a specific listing. These are counted as “leads” or “enquiries.”

2. Key Stats: Real Estate Website Funnel in 2025

1. Top-performing sites (such as Zillow or Realtor.com) can achieve 5%-8% or higher conversion to lead/enquiry, but most real estate sites average closer to 2–5%.
2. Conversion to actual sales remains low: For every 1,000 website leads, only 4–12 typically become closed deals.

3. Lead Generation Funnel Explained

The funnel from anonymous visitor to closed client looks like this:

• Awareness: User visits your site (from search, ads, or social).
• Registration: Visitor fills a simple sign-up (to get alerts, save searches, etc.).
• Enquiry/Lead: Visitor takes higher-intent action (property inquiry, schedule showing, etc.).
• Qualification/Nurture: You respond quickly, nurture, and qualify the lead.
• Conversion: Lead turns into a client, sometimes after months of nurturing.

The crucial transition from “registrant” to “serious lead” usually involves a specific question or request, not just a sign-up for information.

4. What’s Driving Results Now?

• Speed matters: Responding to enquiries within five minutes increases conversion by 10× compared to slower follow-ups.
• Source quality: Leads arriving from paid sources or high-intent landing pages tend to convert better than generic traffic.
• Multiple touches: Most clients engage several times—via listings, email alerts, and then direct contact—before converting.
• Phone still closes: Up to 38% of all real estate deals result from direct phone conversations, often after an online enquiry or registration.

5. Improving Conversion at Every Stage

• Optimize lead capture: Make sign-ups and forms short and easy, but ask for crucial info at the enquiry stage.
• Value-driven content: Offer guides, virtual tours, and local market insights to build trust and keep users engaged.
• Nurture registrations: Use emails and retargeting to move registrants toward high-intent actions.
• Track and refine: Monitor website analytics to see which pages, CTAs, and campaigns generate true leads, not just registrations.

Quick Insights

1. High website traffic doesn’t guarantee more leads; quality of traffic and on-site experience matters most.
2. Video and virtual tours lift website enquiries by over 400% versus basic listings.

Final Thought

Real results come from understanding that most visitors won’t become clients, but every improvement in your funnel—faster response, smarter qualification, better nurturing—raises your odds. Focus on both quality and speed at every step to maximize the value from every registrant, lead, and enquiry.

If you want to turn more clicks into real clients, keep refining your funnel with these proven tactics and data benchmarks.

FAQs:

1. What’s the difference between a registrant and a lead on a real estate website?
A registrant is someone who signs up on your website (often for alerts or saved searches) but hasn’t taken action regarding a specific property. A lead or enquiry is a visitor who submits a form or reaches out with a clear interest in a particular listing or service—a much higher level of intent.

2. What is a good conversion rate from website registrants to leads?
While top sites might convert 5–8% of all visitors to leads, most real estate websites see about 2–5% become actionable leads or enquiries. Improving site usability, speed of follow-up, and the quality of content can nudge these rates higher.

3. How quickly should I respond to online enquiries?
Responding within five minutes increases your chances of converting a lead by up to 10×. Fast, personal responses consistently out-perform slow or automated replies in real estate.

4. Why do so few website leads become actual clients?
Real estate is a long, high-stakes purchase process. Many visitors are only browsing or months away from transacting. Nurturing leads with relevant content and timely responses increases the percentage that become clients.

5. What makes a visitor move from just registering to making an enquiry?
Typically, visitors need additional trust, value (like virtual tours or expert guides), or motivation (e.g., new listings, special incentives) to move from registration to making a direct enquiry.

6. What can I do to get more quality leads from my real estate website?

• Offer rapid follow-up and personal outreach
• Feature rich content like video tours and market reports
• Use short, well-designed forms for registration and longer/targeted ones for enquiries
• Employ email and retargeting campaigns to nurture and qualify registrants into leads

7. How important is phone contact after an enquiry?
Very—about 38% of all real estate deals still close after a phone conversation, demonstrating that prompt, personal contact is vital for moving online leads toward conversion.

Ready to convert more website visitors into real clients? Partner with Clikgini.com for smart lead capture, instant follow-up tools, and proven nurturing strategies that turn registrations and enquiries into closed deals—book your FREE strategy session today!