An NBFC receiving steady traffic but few serious bidders reworked its auction enquiry funnel with XpertARC to filter, inform and guide genuine buyers before they reach the recovery team.
Challenge
Most incoming enquiries were casual price checks. The recovery team spent hours on calls that never converted, while genuine buyers dropped off because EMD rules, bidding steps and possession terms weren't explained anywhere on the listing.
Approach
- Rebuilt listing pages to answer the pre-bid questions upfront: reserve price, EMD amount and deadline, auction date, and possession status.
- Published plain-language guides on EMD, financing an auction purchase, and the DRT/SARFAESI process, linked from every listing.
- Added structured enquiry forms that capture budget and intent, so the recovery team knows who they are calling back and why.
- Connected city and property-type landing pages to the NBFC's live inventory, keeping buyer journeys inside one funnel from search to enquiry.
Outcomes
- The recovery team's callbacks shifted toward buyers who had already read the auction terms and stated a budget.
- Casual price-check calls dropped as listings answered the basic questions on the page itself.
- Buyers arriving from educational guides engaged longer and came to calls prepared with the right documents.
Result
Enquiry volume became enquiry quality: a structured funnel that educates buyers before the first call, so the recovery team spends its time on people genuinely preparing to bid.