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🎯
IMPACT
Built a fully functional real estate CRM in HubSpot
from scratch — 8 custom pipeline stages, 4 custom
deal properties, and live deals tracking real buyer
journeys. Zero default stages used — every stage
reflects the actual real estate sales process.
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🔴 The Problem
Most small real estate agencies use a generic CRM
with default pipeline stages that don't match their
actual sales process. This leads to lost deals, no
follow-up discipline, and zero visibility into where
deals are stalling.
🔵 My Approach
Designed and built a custom HubSpot CRM from scratch
for a fictional real estate agency. Mapped the exact
sales process into 9 pipeline stages, created 4
custom deal properties specific to real estate
transactions, and populated live deals to demonstrate
real-world usage.
⚙️ Step-by-Step Execution
- Mapped the real estate sales process into
9 stages: Lead Captured → Consultation
Scheduled → Property Shortlisted → Property
Tour Completed → Offer Submitted →
Negotiation → Contract Signed →
Closed Won → Closed Lost
- Created each stage in HubSpot Pipeline
Builder with weighted close probabilities
assigned to each stage
- Created 4 custom deal properties specific
to real estate: Property Type (Residential/
Commercial/Apartment), Budget Range,
Buyer Intent Score, Preferred Location
- Built a custom Create Deal form surfacing
all 4 custom properties alongside standard
HubSpot fields
- Created live test deals: David Lee
(Commercial Office — Consultation Scheduled)
and Emma Wilson (Beachside Apartment —
Property Tour Completed)
- Set up Contacts view with Total Lead Score
and Custom Lead Status columns visible
for instant pipeline context
📊 Results
- 9-stage pipeline maps exactly to the real
estate sales process — no generic stages
- 4 custom properties capture deal context
that default HubSpot fields completely miss
- Live deals demonstrate the pipeline in
real usage — not just a configuration
screenshot
- Contacts view shows Lead Score and Status
at a glance — sales rep sees priority
without opening individual records
- Pipeline gives managers instant visibility
into exactly where each deal is in the
buying journey
🧠 Key Learnings
- CRM setup is 20% tool configuration and
80% process design — you must understand
the sales process before touching HubSpot