DJC Insights
From Chaos to Control: A Sales Automation Case
Industry: Luxury Real Estate Problem: High Volume, Low Conversion, Agent Burnout Outcome: 300% Revenue Increase with the same headcount
The "Before" State: Chaos
The client was a boutique agency receiving 500+ inbound leads per month from Facebook Ads. They had 5 agents. The process was:
- Lead arrives in email.
- Agent manually copies to WhatsApp.
- Agent sends a PDF brochure.
- If the lead replies, they chat. If not, they forget it.
The result:
- Response time was ~4 hours.
- Follow-up effectively ended after Day 1.
- "Good" leads were buried under "tyre kickers."
- Agents were exhausted and blamed "bad marketing."
The Intervention: Structure First
We did not start with AI. We started with a whiteboard.
We defined a Single Sales Flow (see Sales Systems Ch 2):
- New Lead -> Auto-WhatsApp (Instant)
- No Reply -> Auto-Follow up (Day 1, 2, 4, 7)
- Reply -> Round Robin assignment to Agent
- Disqualified -> Archive
The AI Layer
Once the flow was mapped, we deployed the AI Agents.
1. The "Qualifier" Bot
Instead of the human asking "What is your budget?", the AI did it immediately.
- If budget < $500k -> Send standard PDF, tag as "Low Priority"
- If budget > $2M -> Alert Senior Agent immediately.
2. The "Nurture" Bot
For leads who ghosted (stopped replying), the AI handled the chase. It sent value-based messages: "We just listed a unit similar to what you were looking for..."
The Outcome: Control
After 3 months:
- Response Time: < 2 minutes (Automated)
- Agent Focus: Agents only spoke to leads who had already confirmed budget and interest.
- Revenue: Tripled.
The key wasn't better sales skills. It was removing the chaos of administrative follow-up so the skill could shine.