For millions of Indians, buying a home isn’t just an investment – it’s an emotional and financial milestone that represents stability, security, and social status.
With household incomes and purchasing power increasing, more Indians are purchasing homes. More international companies are setting up offices, global capability centres (GCCs), and data centres across the country. More malls and commercial properties are sprouting up at multiple locations.
In short, India’s real estate market is booming. Equity investments in the sector surged 25% YoY in 2025, reaching a record $14.3 billion. This year, the market’s estimated size is $585.09 billion, and is forecast to reach $926.56 billion by 2031. In the residential market alone, over 300,000 new units are expected to be launched across 2026, surpassing previous peaks.
Clearly, there’s much to be optimistic about for real estate players. But for buyers, investing in a property – especially a home – is still one of the biggest and most important investment decisions they will make in their lifetime. So, it’s important that they trust the real estate player to whom they’re handing over their hard-earned money. And trust is built from the get-go:
- It starts when a prospective buyer receives timely communication upon their first inquiry.
- That trust then grows through transparent sales conversations with clearly laid-out pricing, timelines, and commitments.
- It’s then re-enforced with responsive after-sales teams that resolve customer queries quickly, and stay engaged well beyond the point of home possession.
How can real estate companies cultivate this level of trust in a sector that actually suffers from a deep trust deficit due to a lack of transparency and accountability? The answer may very well call for a complete industry transformation:
- From ‘spray and pray’ marketing → Targeted and personalised engagement that respects buyer intent
- From overpromising → Accurate, data-backed representations of projects and timelines
- From inconsistent communication → Context-aware conversations that carry forward across touchpoints
- From reactive updates → Proactive, real-time visibility into construction progress and approvals
- From siloed teams → Accountable handoffs across marketing, sales, and service
- From manual sales processes → Automated, AI-powered sales journeys with clear milestones
- From lost or repeated service queries → Unified case management with full customer interaction history
- From post-sales disengagement → Continuous, transparent communication and support
- From scattered partner networks → Connected brokers and agents with clear accountability and tracking
Let’s break down these objectives into a few practical steps that real estate companies can take in 2026 and beyond:
1. Boost client satisfaction, broker impact, and firm success
| Why it matters | What to do |
| Fragmented customer data and impersonal communication reduces customer trust | Create a single source of customer truth for internal teams, brokers, and executives to ensure connected and informed interactions Use AI agents to segment customers, and generate personalised campaigns Integrate AI-driven automation into sales, marketing, and service workflows to improve productivity Provide real-time updates on customer inquiries, bookings, and project progress to boost transparency Utilise real-time insights and analytics to strengthen client relationships, accelerate deals, and capture growth opportunities |
2. Drive organic growth by connecting stakeholders and data
| Why it matters | What to do |
| Without proper insights, real estate players struggle to identify opportunities, and scale efficiently | Equip sales teams with AI agents that provide real-time insights, schedule meetings, aggregate research, and field leads Use AI-powered predictions and next-best actions to streamline deal closures, automate processes, and build stronger relationships Harness AI to surface relevant information and insights during customer support and on-site interactions, enabling faster issue resolution |
3. Enrich every touchpoint with connected data and AI
| Why it matters | What to do |
| Disconnected touchpoints and systems create inconsistent experiences and poor accountability | Create integrated customer profiles by connecting and harmonising data across systems Enable secure and selective data sharing with partners while maintaining control and governance Deliver a unified experience across marketing, sales, service, and operations through shared data access |
5 real estate Trailblazers that have realised measurable impact from these actions
Our newest playbook features five real estate leaders from India that have transformed their buyer journeys with technologies like Salesforce. Read their stories to learn how your real estate organisation too can increase customer satisfaction, enhance efficiency, and unlock new growth.
- Tata Realty and Infrastructure Limited personalised marketing with AI
Impact: 50-60% email open rates, 30% increase in engagement opportunities - Raymond Realty built a unified customer view to supercharge pre-sales
Impact: 100% increase in pre-sales productivity, 140% increase in conversions - Capdeal streamlined and automated sales processes
Impact: 87% reduction in lead response time, 77% reduction in lead conversion time - Ambuja Neotia improved service productivity with agentic AI
Impact: 300% increase in productivity, 50% reduction in case resolution time - Puravankara Limited built data-driven customer journeys
Impact: Teams can easily segment customers, analyse customer interactions, and draw out valuable insights
Learn more about these stories, and how you can achieve similar results.
Building Blocks of Exceptional Real Estate Experiences: Insights from 5 Trailblazers
