RESEARCH OF REAL ESTATE MARKET IN DELHI-NCR AND DEVELOPING A SALES NETWORK

Abstract

The real estate market in the Delhi National Capital Region (NCR) is one of the fastest developing in India, driven by urbanization, infrastructural development and changing consumer preferences. This paper examines market trends, buyer behaviour, and alternative sales networks across five significant micro - markets: Noida, Greater Noida, Gurugram, Faridabad and Ghaziabad. Using a mixed-methods approach, primary data were collected using a structured questionnaire from 100 respondents (which included homebuyers, investors, and real estate professionals) using a cross-sectional design. The descriptive and inferential statistics were conducted to assess demographic profiles, types of property buyers preferred, drivers for purchasing raw land and residential property and which channels of sales were most effective. Secondary sources were obtained from industry reports ( such as Knight Frank, JLL, ANAROCK, CREDAI) to provide context to our findings and form ideas on developing patterns. In terms of results, 52% of buyers were aged between 25 - 35 years old and 40% were purchasing mid-segment properties ( ₹50 - 90 lakh), Location (78%) was the most important purchase driver (followed by price 72% and connectivity 61%). Conversions were highest from site visits (45%) and transaction broker (38%) whilst conversions from digital and social media leads were found to be lower even though they had a broader reach. The leading sales execution challenges were due to: failing to follow up (52%), lead quality (48%) and not using a CRM (39%).