Mumbai, Feb 16: ANAROCK Group, India’s leading real estate services firm, today released insights from its proprietary AI analytics platform, ASTRA, revealing trends in housing lead-to-buy conversion times in 2025. While overall housing sales declined compared to 2024, the average number of days it took brokerages to convert initial leads into confirmed bookings dropped from 32 days in 2024 to 26 days in 2025.
The data indicates that between 2020 and 2025, conversion time was lowest in 2022 at 22 days and highest in 2020 at 35 days, reflecting evolving buyer behaviour across different budget segments.
Luxury Homes Drive Faster Conversions
The sharpest decline in lead-to-buy conversion was seen in the INR 2-3 crore segment, which recorded just 15 days in 2025 compared to 28 days in 2024. This reflects strong buyer confidence, value perception, and limited supply in the luxury housing segment, enabling developers to enjoy faster inventory turnover and potential price leverage.
Dr. Prashant Thakur, Executive Director & Head – Research & Advisory, ANAROCK Group, stated, “The drop in lead-to-buy conversion days is essentially due to higher sales of big-ticket homes across top cities. Buyers in the INR 2-3 crore segment are financially prepared, market-savvy, and decisive, making this category a key driver of developer profitability.”
Affordable and Mid-Segment Homes
Homes priced between INR 1-2 crore recorded the highest conversion time in 2025, averaging 30 days, down from 47 days in 2024. Properties in the INR 50 lakh–1 crore segment followed closely at approximately 29 days. Santhosh Kumar, Vice Chairman, ANAROCK Group, noted, “Shorter lead-to-buy cycles in lower-budget homes highlight necessity-driven demand, while the extended timelines in mid-tier segments reflect buyers’ selective approach amid rising supply and alternative investment options.”
Market Insights
The overall reduction in lead-to-buy conversion time, despite a 14% decline in sales across India’s top seven cities, signals a shift from a seller-driven to a more selective, luxury-oriented market. Buyers are weighing options carefully, particularly in higher-budget categories, but confident luxury buyers continue to transact rapidly, underscoring opportunities for developers in this segment.
ANAROCK’s ASTRA analytics underscores that understanding budget-wise buyer behaviour and conversion timelines is essential for developers and brokers seeking to optimise sales strategies, inventory planning, and pricing decisions in India’s evolving real estate market.