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The integration of artificial intelligence into real estate customer profiling has significantly altered buyer demographics, preferences, and sales processes in recent years, as per ANAROCK's latest analysis. Findings revealed a growing preference for higher-value properties, a shift towards older buyers, and increased reliance on channel partners for property purchases. The company's AI platform, ASTRA, has tracked these developments, offering deeper insights into budget choices, conversion timelines, and unit preferences. This data-driven approach is replacing traditional intuition-led methods, improving targeting, and enhancing conversion efficiency across multiple market segments.
The application of artificial intelligence (AI) to real estate customer profiling has transformed how leading property brokerages assess, predict, and serve buyer requirements. ANAROCK's review of its customer intelligence data from 2020 to 2024 identified notable changes in homebuyer behaviour. The analysis found that the largest share of buyers consistently fell within the INR 50 lakh-1 crore budget range, rising from approximately 28% in 2022 to around 35% in 2024. In contrast, the share of buyers with budgets of up to INR 25 lakh declined, while interest in the INR 1-2 crore segment saw steady growth. Advertisement
The company's AI platform, ASTRA, analyses consumer behaviour from 2.8 million qualified leads using 74 models. The insights showed that the 36-40 age bracket had become the dominant buyer group in 2024, with the under-25 segment dropping to just 4% from 8% in 2020. Aayush Puri, Head of ANAROCK Channel Partner & ANACITY, stated that AI had enabled the creation of sophisticated systems to predict purchasing patterns and optimise sales strategies with precision.
The analysis indicated a shift towards premium housing, with homes priced above INR 1 crore increasing in popularity, particularly among buyers over 41 years old. Properties above INR 3 crore recorded faster conversions, averaging just 16 days to booking, compared with an overall average of 28 days in 2024.
Buying channels also evolved, with digital platforms' share decreasing from 35% in 2022 to 30% in 2024, while channel partner contributions rose from 28% to 32%. Offline channels also saw marginal growth. In terms of configuration, 3BHK units became increasingly preferred, accounting for 45% of purchases in 2024, up from 38% in 2022, while 1BHK demand weakened.
The broader industry is witnessing a technological shift, with AI-powered predictive analytics now applied to forecasting, property valuations, and investment risk assessments. AI chatbots are offering virtual tours and tailored property suggestions, and AI-driven lead scoring is improving conversion rates by analysing complex behavioural and demographic patterns.
At the same time, the sales process is increasingly reliant on channel partners and supported by technology-driven engagement. By replacing subjective, intuition-based sales decisions with AI-enabled systems, real estate firms are gaining measurable efficiency, improving conversion timelines for high-value transactions, and offering targeted solutions that match evolving market demands.
Source - PTI
5th Jun, 2025
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