Real Estate Lead Qualification: How Zillow Teams Increased Conversion by 45%

// Real Estate Lead Quality Scoring System
async function calculateRealEstateLeadScore(phoneNumber, propertyData, leadData) {
  try {
    const response = await fetch(`https://api.phone-check.app/v1-get-phone-details?phone=${phoneNumber}`, {
      method: 'GET',
      headers: {
        'accept': 'application/json',
        'x-api-key': process.env.PHONE_CHECK_API_KEY
      }
    });

    const phoneData = await response.json();

    // Initialize scoring variables
    let qualityScore = 0;
    let confidenceLevel = 'low';
    let riskFactors = [];
    let qualitySignals = [];
    let buyerProfile = 'unknown';

    // Primary validation scoring (35 points available)
    if (phoneData.valid && phoneData.type === 'MOBILE') {
      qualityScore += 25;
      qualitySignals.push('validated_mobile_buyer');
      confidenceLevel = 'medium';
      buyerProfile = 'serious_buyer';
    } else if (phoneData.type === 'FIXED_LINE') {
      qualityScore += 15;
      qualitySignals.push('landline_contact');
      buyerProfile = 'traditional_buyer';
    } else if (phoneData.type === 'VOIP') {
      qualityScore += 5;
      riskFactors.push('voip_buyer_risk');
      buyerProfile = 'cautious_buyer';
    }

    // Geographic relevance scoring (25 points available)
    const propertyZip = propertyData.zipCode;
    const phoneAreaCode = phoneNumber.match(/\(?([2-9][0-9]{2})\)?/)?.[1];

    if (phoneAreaCode && propertyData.localAreaCodes?.includes(phoneAreaCode)) {
      qualityScore += 20;
      qualitySignals.push('local_buyer_high_intent');
      confidenceLevel = 'high';
      buyerProfile = 'local_buyer';
    } else if (phoneData.state === propertyData.state) {
      qualityScore += 12;
      qualitySignals.push('in_state_buyer');
    } else {
      qualityScore -= 5;
      riskFactors.push('out_of_state_buyer');
    }

    // Real estate-specific carrier intelligence (20 points available)
    const businessCarriers = [
      'verizon', 'at&t', 't-mobile', 'sprint',
      'comcast business', 'charter business'
    ];

    const premiumCarriers = [
      'verizon', 'at&t', 't-mobile'
    ];

    if (phoneData.carrier) {
      if (businessCarriers.some(carrier =>
          phoneData.carrier.toLowerCase().includes(carrier.toLowerCase()))) {
        qualityScore += 15;
        qualitySignals.push('business_buyer_profile');
        buyerProfile = 'business_buyer';
      } else if (premiumCarriers.some(carrier =>
          phoneData.carrier.toLowerCase().includes(carrier.toLowerCase()))) {
        qualityScore += 10;
        qualitySignals.push('premium_carrier_buyer');
      }
    }

    // Property price range alignment (15 points available)
    const estimatedBuyerBudget = estimateBuyerBudget(phoneData, leadData);
    if (estimatedBuyerBudget && propertyData.price) {
      if (estimatedBuyerBudget >= propertyData.price * 0.9 &&
          estimatedBuyerBudget <= propertyData.price * 1.3) {
        qualityScore += 15;
        qualitySignals.push('budget_property_match');
      } else if (estimatedBuyerBudget >= propertyData.price * 0.7) {
        qualityScore += 8;
        qualitySignals.push('potential_budget_match');
      } else {
        qualityScore -= 10;
        riskFactors.push('budget_mismatch');
      }
    }

    // Activity and urgency signals (15 points available)
    if (phoneData.activityScore && phoneData.activityScore > 0.7) {
      qualityScore += 10;
      qualitySignals.push('active_phone_user');
    }

    // Recent number activity indicates urgency
    if (phoneData.recentActivity) {
      qualityScore += 8;
      qualitySignals.push('urgent_buyer_signals');
    }

    // Risk assessment for real estate fraud
    if (phoneData.isDisposable) {
      qualityScore -= 25;
      riskFactors.push('disposable_number_high_risk');
      confidenceLevel = 'low';
      buyerProfile = 'high_risk_inquiry';
    }

    if (phoneData.isTollFree) {
      qualityScore -= 15;
      riskFactors.push('toll_free_business_inquiry');
    }

    // Time of day analysis for buyer behavior patterns
    const inquiryHour = new Date().getHours();
    if (inquiryHour >= 18 && inquiryHour <= 21) {
      qualityScore += 5;
      qualitySignals.push('after_hours_buyer');
    } else if (inquiryHour >= 9 && inquiryHour <= 17) {
      qualityScore += 3;
      qualitySignals.push('business_hours_buyer');
    }

    // Property type alignment with carrier patterns
    if (propertyData.type === 'luxury' && phoneData.carrier?.toLowerCase().includes('business')) {
      qualityScore += 8;
      qualitySignals.push('luxury_business_buyer');
    } else if (propertyData.type === 'starter' && phoneData.type === 'MOBILE') {
      qualityScore += 6;
      qualitySignals.push('first_time_mobile_buyer');
    }

    // Combine with traditional real estate lead scoring
    const traditionalScore = calculateTraditionalRealEstateScore(leadData, propertyData);
    const finalScore = Math.round((qualityScore * 0.7) + (traditionalScore * 0.3));

    // Determine real estate-specific recommendation
    let recommendation = 'disqualify';
    let agentPriority = 'low';
    let followUpTiming = 'no_follow_up';

    if (finalScore >= 85) {
      recommendation = 'immediate_showing';
      agentPriority = 'top_performer';
      followUpTiming = 'within_15_minutes';
    } else if (finalScore >= 70) {
      recommendation = 'priority_follow_up';
      agentPriority = 'experienced';
      followUpTiming = 'within_2_hours';
    } else if (finalScore >= 50) {
      recommendation = 'standard_nurture';
      agentPriority = 'any_agent';
      followUpTiming = 'within_24_hours';
    } else if (finalScore >= 30) {
      recommendation = 'long_term_nurture';
      agentPriority = 'new_agent';
      followUpTiming = 'email_nurture';
    }

    return {
      score: Math.max(0, Math.min(100, finalScore)),
      confidenceLevel,
      buyerProfile,
      qualitySignals,
      riskFactors,
      recommendation,
      agentPriority,
      followUpTiming,
      realEstateIntelligence: {
        valid: phoneData.valid,
        type: phoneData.type,
        carrier: phoneData.carrier,
        geographicMatch: phoneAreaCode && propertyData.localAreaCodes?.includes(phoneAreaCode),
        estimatedBudget: estimatedBuyerBudget,
        urgencySignals: phoneData.recentActivity
      }
    };

  } catch (error) {
    console.error('Real estate lead scoring error:', error);
    return {
      score: calculateTraditionalRealEstateScore(leadData, propertyData) * 0.5,
      confidenceLevel: 'low',
      recommendation: 'manual_review',
      agentPriority: 'any_agent',
      error: 'phone_validation_unavailable'
    };
  }
}

function estimateBuyerBudget(phoneData, leadData) {
  // Estimate buyer budget based on carrier and phone patterns
  let baseBudget = 0;

  // Business carriers indicate higher budgets
  const businessCarriers = ['comcast business', 'charter business', 'cox business'];
  if (phoneData.carrier && businessCarriers.some(carrier =>
      phoneData.carrier.toLowerCase().includes(carrier.toLowerCase()))) {
    baseBudget = 850000;
  }

  // Premium carriers indicate moderate-high budgets
  const premiumCarriers = ['verizon', 'at&t', 't-mobile'];
  if (phoneData.carrier && premiumCarriers.some(carrier =>
      phoneData.carrier.toLowerCase().includes(carrier.toLowerCase()))) {
    baseBudget = 650000;
  }

  // Area code analysis for geographic cost of living
  const highCostAreaCodes = ['212', '646', '917', '415', '650', '206', '425'];
  const areaCode = phoneData.number?.match(/\(?([2-9][0-9]{2})\)?/)?.[1];

  if (areaCode && highCostAreaCodes.includes(areaCode)) {
    baseBudget *= 1.5;
  }

  return baseBudget;
}

function calculateTraditionalRealEstateScore(leadData, propertyData) {
  // Traditional real estate lead scoring
  let score = 0;

  // Property inquiry behavior
  if (leadData.viewedPropertiesCount > 5) {
    score += 15;
  }

  if (leadData.savedPropertiesCount > 3) {
    score += 10;
  }

  // Timeline urgency
  if (leadData.moveInTimeline === 'immediate') {
    score += 20;
  } else if (leadData.moveInTimeline === '1-3_months') {
    score += 15;
  } else if (leadData.moveInTimeline === '3-6_months') {
    score += 10;
  }

  // Financing status
  if (leadData.preApproved === true) {
    score += 25;
  } else if (leadData.preQualified === true) {
    score += 15;
  }

  // Property type alignment
  if (leadData.preferredPropertyType === propertyData.type) {
    score += 10;
  }

  return Math.min(50, score); // Cap traditional scoring at 50 points
}