Quick Answer
A professional real estate sale in India runs in ten stages: qualify, prepare, site visit, 24-hour follow-up, negotiation, booking, agreement for sale, loan and TDS, registration, and handover. Quote carpet area and the RERA possession date, keep advances within Section 13's 10% cap, put every offer in writing, and never promise returns.
Close more deals without closing your career
RERACertified™ Professional (RCP) covers sales practice and the RERA rules behind every stage below. RERACertified sells this course. RCP is a private certification and does not replace state RERA agent registration.
See RERACertified™ Pro — ₹4,999 →
At a Glance
| Stage | The rule that matters |
|---|
| Qualification | Budget, loan, timeline, decision-maker (incl. family) |
| Site visit | Carpet area (Section 2(k)); possession date from the RERA page |
| Sample flat | Section 12 makes the promoter liable for false information in a model apartment |
| Follow-up | Within 24 hours, in writing |
| Booking | Max 10% before a registered agreement (Section 13(1)); receipt for every rupee |
| TDS | Buyer deducts 1% at ₹50 lakh or more; Form 26QB |
| Your duty throughout | No false statements (Section 10(c)); quote your registration number (Section 9(5)) |
What Are the 10 Stages from Site Visit to Closing?
Most deals are lost before the visit (wrong budget, missing decision-maker) or after it (no follow-up, verbal promises). The visit is only stage three.
1. Qualify the lead
Confirm all-in budget, loan status, timeline and the real decision-maker, often a spouse, parent or son abroad. Ask: "Is anyone else involved in the final decision?"
2. Prepare before the visit
Check the project's RERA page: registration, approved plan, carpet areas, completion date, complaints. Carry the all-in cost sheet and 2–3 comparables on carpet area. Quote your agent registration number (Section 9(5)).
3. Run the site visit
Quote carpet area, not super area. Say the sample flat may show upgrades and walk through the agreement's specification list. Give the RERA page possession date. Show the actual tower and floor.
4. Follow up within 24 hours
Written summary: unit, carpet area, all-in cost, RERA link, open questions, next step.
5. Negotiate in writing
Find what the buyer values and take one written proposal to the developer. A discount that is not on the cost sheet or allotment letter does not exist.
6. Token and booking
Payment goes only to the developer's account, never cash, never your name. Under Section 13(1), no more than 10% of the cost before a registered agreement for sale. A receipt for every payment.
7. Agreement for sale
Go through payment plan, possession date, carpet area, specifications and delay clauses. Legal questions go to a lawyer.
8. Home loan and TDS
Coordinate lender documents and disbursements. If the consideration is ₹50 lakh or more, the buyer deducts 1% TDS and files Form 141 (old Section 194-IA and Form 26QB; now Section 393(1) of the Income-tax Act, 2025).
9. Registration
Resale: sale deed at the sub-registrar. New project: registered conveyance deed (Section 17). Stamp duty is state-specific: check your state IGR portal.
10. Handover and referrals
Possession is due within two months of the occupancy certificate (Section 19(10)); record snags in writing; defects reported within 5 years must be fixed (Section 14(3)). Then ask for a referral.
For stage 2, our guide on how to check a project's RERA number and status lists every state portal. For stage 3, read what carpet area means under RERA. For stage 7, see the agreement for sale under RERA.
What Should You Check on a Site Visit?
Before you leave the office
☐ RERA project page open: number, validity, completion date
☐ Carpet area of the exact units you will show
☐ Current cost sheet (all-in: PLC, parking, club, maintenance deposit)
☐ 2–3 comparable prices on carpet area
☐ Draft agreement or specification list
☐ Your RERA agent registration number on your card
☐ Decision-makers confirmed
At the site
☐ Quote carpet area, then explain super area if asked
☐ Point out what in the sample flat is not in the spec list
☐ Show the actual tower, floor and view, not only the show flat
☐ Possession date = RERA page date
☐ Mark compass direction on the floor plan if asked
☐ No discount or date promised verbally
What Does a Trained Agent Do Differently?
| Untrained agent says | Trained agent knows |
|---|
| "It's 1,450 sq ft." | That is super area. RERA defines carpet area in Section 2(k); quote that first. |
| "It'll look exactly like the sample flat." | The agreement's specification list is what the buyer gets; Section 12 covers false model-apartment information. |
| "Possession by next Diwali, pakka." | The declared date is on the RERA page. Delay remedies (refund, interest) go to the Authority under Section 18. |
| "Pay ₹15 lakh now to lock the price." | On a ₹1 crore flat, more than ₹10 lakh needs a registered agreement first (Section 13(1)). |
| "Guaranteed 12% returns." | A misleading statement risks Section 10(c) and a Section 62 penalty of up to ₹10,000 a day, capped at 5% of the unit's cost. |
How Do You Handle Common Objections from Indian Buyers?
An objection is a question the buyer has not finished asking. Find what is behind it and answer with a document. Say each script in your own words.
1. "The price is too high."
What's behind it: Often a super-area listing seen online, or an unqualified budget.
Say: "Fair point, sir. Which project are you comparing with? Let's put both on carpet area and the full cost sheet, parking and PLC included. Agar phir bhi mehenga lage, I'll tell you honestly."
Never say: "Price goes up next week" or "only two units left" unless the developer has said so in writing.
2. "We'll wait for the Diwali offer."
What's behind it: Festive offers are real; the fear is overpaying.
Say: "Makes sense. I'll ask the developer in writing whether a festive scheme is planned and what it covers, so you can compare it with today's cost sheet."
Never say: "There will be no offer this year", or a verbal "I'll get you the Diwali price" the builder has not approved.
3. "My family needs to see it."
What's behind it: A missed decision-maker. It is a buying signal, not a no.
Say: "Of course, ghar sabka hai. When can everyone come? I'll keep the same unit's floor plan and cost sheet ready so nobody starts over."
Never say: "Decide today or lose it", or dismissing a family member's doubts.
4. "Is it Vastu compliant?"
What's behind it: Many buyers value orientation. Respect it without advising on it.
Say: "I respect that. Here is the floor plan with the compass direction, entrance and kitchen marked. Please show it to whoever you trust on this. If the builder has stated anything about it, I'll get that in writing."
Never say: "It's 100% Vastu compliant" on your own authority, dismissing the concern, or recommending any paid adviser.
5. "Another agent is offering more discount."
What's behind it: A test of your price, or a commission give-back elsewhere.
Say: "Please check it is written on the developer's cost sheet for the same unit. If so, I'll ask the developer to match it in writing. Discount sirf likha hua hi valid hai."
Never say: Badmouthing the other agent, or an undocumented cash rebate from your commission.
6. "The builder may delay possession."
What's behind it: A real risk buyers have seen before.
Say: "Let's check the RERA page together: declared completion date, progress updates, complaints. If possession is late, Section 18 gives refund or interest through the Authority. I can't promise a date the builder hasn't filed."
Never say: "This builder never delays", or any date earlier than the RERA page.
7. "Resale is cheaper."
What's behind it: Often true on headline price; total cost and title decide.
Say: "It can be. Let's compare carpet area, age, maintenance, title and loan eligibility. If resale wins, I'll help with that too."
Never say: "Resale always has title problems."
8. "I want guaranteed returns."
What's behind it: An investor, sometimes primed by "assured return" ads.
Say: "I can't guarantee returns, sir, and anyone who does is taking a risk with your money. I can share past registered prices and current rents here, with the source."
Never say: Any percentage, "double in five years" or "assured rental". That is a Section 10(c) risk.
9. "My loan is not sanctioned yet."
What's behind it: Fear of losing the token if the loan fails.
Say: "Let's get an eligibility check before you pay anything, and read the booking form's cancellation clause together so you know what happens if the loan is refused."
Never say: "The loan will definitely come", or "the token is fully refundable" unless the booking form says so.
10. "My NRI son will decide."
What's behind it: The decision-maker is abroad. Treat him as the client.
Say: "Perfect. Shall I do a video walkthrough at his time and email him the RERA link, floor plan and cost sheet? Unhe directly sawaal poochne dijiye."
Never say: Anything that rushes the parents into signing on his behalf.
11. "The carpet area is smaller than the brochure."
What's behind it: The brochure quoted super area. A trust moment.
Say: "You're right to check. Sale under RERA is on carpet area; the brochure figure includes common areas. Here is the carpet area in the RERA filing, and the price per square foot on that."
Never say: Defending the brochure, or calling super area "carpet".
12. "Can I pay part in cash?"
What's behind it: Common in resale.
Say: "Every rupee should go by bank to the seller's account, with a receipt. It protects your loan, tax and title. Main cash deal mein madad nahi kar sakta."
Never say: Agreeing, or collecting cash yourself for anyone.
Every good script opens a document or asks a question; none invents urgency. That is how you build trust as a real estate agent over years, not one deal.
Could you answer a buyer's RERA question on the spot?
Carpet area, Section 13 advances, delay remedies, agent duties: our free mock test checks the rules behind these scripts, with an explanation for every answer.
Take the free mock test →
What Follow-Up Cadence Works After a Site Visit?
A fixed cadence, with something useful in each message, keeps you from vanishing or nagging.
| When | Channel | Send | Avoid |
|---|
| Same day | WhatsApp | Thank-you; units seen with carpet area | "Book today" pressure |
| Within 24 hours | WhatsApp + email | Cost sheet, RERA link, answers to open questions | Figures you have not checked |
| Day 3 | Call | "Anything the family wanted to ask?"; offer a revisit | Repeating the pitch |
| Day 7 | WhatsApp | One useful item: a comparable, a construction photo, a loan eligibility check | Invented scarcity |
| Day 14 | Call | Direct question: "Still looking, paused, or bought elsewhere?" | Guilt-tripping |
| Day 30, then monthly | WhatsApp | Only genuine updates (new phase, written festive offer) | Daily broadcasts |
If a buyer says stop, stop. Phone numbers, PAN and Aadhaar copies are personal data: use them only for the deal. See our guide to the DPDP Act for real estate agents.
Worked Example: One Buyer from First Call to Registration
An illustrative case (names and numbers invented to show the process). Rohit, a salaried buyer, enquires about a 2BHK in a RERA-registered under-construction project. All-in cost: ₹80 lakh.
| Day | What happened | What the agent did right |
|---|
| 0 | First call | Qualified: budget ₹75–85 lakh all-in, loan eligibility not checked, wife and father decide too |
| 3 | Site visit with wife | Quoted 690 sq ft carpet (not 1,050 super); flagged the sample flat's kitchen as an upgrade; possession date from the RERA page |
| 4 | 24-hour follow-up | Sent cost sheet, RERA link, comparison of two nearby projects on carpet area |
| 6 | Objections: "price too high", "father must see it" | Compared per sq ft carpet; booked a revisit for the father; loan eligibility check before any token |
| 12 | Negotiation | Got the developer to waive one charge, written into the revised cost sheet |
| 14 | Booking | ₹2 lakh paid by bank transfer to the developer's account; receipt issued. Cap before a registered agreement: 10% of ₹80 lakh = ₹8 lakh |
| ~40 | Agreement for sale registered | Walked through payment plan, possession and delay clauses; legal questions to his lawyer |
| Each payment | Loan and TDS | Consideration ≥ ₹50 lakh, so Rohit deducts 1% (₹80,000 across payments) and files Form 26QB |
| Completion | Possession and conveyance deed | Snag list; 5-year defect liability explained; referral asked after handover |
The agent's commission terms were agreed in writing with the developer before Day 3; the developer deducted TDS on commission under old Section 194H (now Section 393(1) of the Income-tax Act, 2025), at 2% above ₹20,000 a year. See real estate commission in India.
How Does This Process Protect You and Your Buyer?
It protects the buyer
They pay for measurable carpet area, get specifications in the agreement, know the filed possession date and Section 18 remedies, pay no more than 10% before a registered agreement, and hold a receipt for every payment.
It protects you
No promise you cannot document means nothing false to complain about under Section 10(c), and nothing in your pitch tied to a Section 12 claim about the model flat or ads. Written commission terms and visit records (Section 10(b)) get you paid when a deal goes quiet.
Section 31 lets any aggrieved person complain against an agent, and contravening Section 9 or 10 carries a Section 62 penalty of up to ₹10,000 for every day of default, cumulatively up to 5% of the cost of the plot, apartment or building. Our clause-by-clause guide to RERA Sections 9 and 10 lists every duty. Preparing for a sales job instead? Practise these scenarios with our real estate sales interview questions.
Frequently Asked Questions
What are the stages of the real estate sales process in India?
Ten: lead qualification, pre-visit preparation, site visit, follow-up within 24 hours, negotiation, token and booking, agreement for sale, home loan and TDS, registration, and handover with referrals.
How much token money can a builder take before the agreement for sale?
Under Section 13(1) of the RERA Act, a promoter cannot accept more than 10% of the cost of the apartment, plot or building without first executing and registering a written agreement for sale. Get a receipt for every payment.
What should an agent show on a site visit?
The carpet area (not super area), the actual specifications in the agreement rather than only the sample flat, and the possession date shown on the project's RERA page.
How soon should I follow up after a site visit?
Within 24 hours, in writing: unit, carpet area, cost sheet, RERA link and open questions. Then on days 3, 7, 14 and 30. Stop if the buyer asks you to.
Can an agent promise guaranteed returns or rental income?
No. Section 10(c) of the RERA Act bars agents from false or misleading statements, and no agent can guarantee property returns. Share past price data with its source instead.
Who pays TDS when buying a property?
The buyer deducts 1% when the consideration or stamp duty value is ₹50 lakh or more and files Form 141 (old Section 194-IA and Form 26QB; now Section 393(1) of the Income-tax Act, 2025).
How do agents protect their commission?
Put the rate, who pays and the trigger (booking, agreement or registration) in writing before the first site visit, and keep visit records.
Sell Like a Professional, Every Stage
RERACertified™ Pro covers sales practice, documentation, ethics and the RERA Act plus your state track.
Enroll in RERACertified™ Pro — ₹4,999 →
RERACertified sells this course. RERACertified™ Pro is a private certification and does not replace state RERA agent registration.
Official Sources
RERA Act, 2016 (HRERA copy): Sections 2(k), 10(c), 12, 13, 14(3), 17, 19(10) (Confirmed)
Income Tax Department: TDS on purchase of immovable property (1%, ₹50 lakh, Form 26QB) (Confirmed)
Stamp duty and registration fees: your state IGR / registration department portal (State-specific; verify on portal).
Project registration, carpet area and completion dates: the project's page on your state RERA portal.
Change Log
5 Nov 2026: Published.