Tesoro Glossary Key Terms Explained
A complete overview of all important terms, concepts and jargon you encounter in Tesoro CRM.
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New to CRMs or real estate software? This glossary explains all important terms you encounter in Tesoro. Use this guide as a reference when you come across unfamiliar concepts.
Core Concepts
Contact
A person in your network. Can be: buyer, seller, investor, partner, referral source. Each contact has a profile with contact details, preferences, communication history and linked deals.
Lead
A potential client who has shown interest but is niet yet qualified as serious buyer/seller. Leads are qualified and converted to Deals. A lead usually has less information than a complete contact.
Deal
An active sales opportunity. A deal represents a specific transaction you're trying to close (e.g. "John Smith wants to buy apartment in Barcelona"). Deals have stages, value, expected close date, and linked properties.
Property
A real estate object (apartment, villa, commercial space, land, etc.). Each property has details like address, price, specifications, photos, status (for sale, sold, etc.), and can be linked to multiple deals.
Deal Pipeline
The visual representation of all your deals, organized in stages (e.g. First Contact → Viewing → Negotiation → Closed). Also called Sales Pipeline.
Relations
Organizations/companies in your network. E.g. development companies, investment firms, partner agencies. Relations can contain multiple contacts (employees of that company).
Deal Terminology
Deal Stage
The current phase a deal is in. Standard stages: First Contact, Needs Analysis, Viewing Scheduled, Viewed, Negotiation, Contract Sent, Signed, Closed Won/Lost. You can create custom stages in Settings.
Deal Value
The expected transaction value (commission) you earn from this deal. niet the property price, but your earnings.
Expected Close Date
The date you expect to close the deal. Used for forecasting and pipeline metrics.
Won Deal
A successfully closed deal - the transaction is complete, contract signed, commission earned.
Lost Deal
A deal that doesn't go through. Reasons can be: client buys elsewhere, price too high, timing niet right, etc. Lost deals stay in your system for analytics.
Deal Probability
Percentage chance this deal will be successfully closed. Often linked to stage (e.g. Viewing = 30%, Negotiation = 60%, Contract Sent = 80%).
Pipeline Velocity
How fast deals move through your pipeline. Measured in days per stage or total cycle time.
Property Terminology
Listing
A property actively on the market (for sale or for rent). Also called "active listing".
Property Status
The current state of a property: Draft (niet ready), Active (on market), Under Offer (bid received), Sold/Rented (transaction complete), Off Market (temporarily unavailable).
MLS (Multiple Listing Service)
A platform where properties are shared between agents. Tesoro integrates with MLS feeds like Idealista, Fotocasa for automatic property imports.
Property Type
The type of real estate: Apartment, Villa, Townhouse, Commercial Property, Land, etc. Important for matching with buyer preferences.
Transaction Type
Whether the property is for sale, for rent, transfer, or rental with purchase option.
Time on Market
How long a property has been actively for sale/rent. Important metric - long time on market can indicate overpricing.
Property Matching
The process where properties are linked to buyers/deals based on their preferences (budget, location, size, features). Tesoro does this automatically with AI.
Features Terminology
AI Matching
Tesoro's algorithm that automatically finds the best properties for a deal/buyer based on their requirements. Analyzes price, location, type, features and gives match percentages.
Client Portal
A secure online portal where clients can log in to view their properties, download documents, and communicate with you. Each contact can get portal access.
Activity
An action that needs to be performed: task, call, meeting, follow-up. Activities have a due date and can be linked to contacts, deals, or properties.
Timeline
The chronological history of everything that happened with a contact, deal, or property. Shows: emails, calls, notes, meetings, status changes.
Tag
A label you can add to contacts, properties or deals for organization and filtering. E.g. "VIP", "Hot Lead", "Luxury", "First-time Buyer".
Custom Field
An extra field you add to contacts, properties or deals to capture specific information that doesn't fit in standard fields.
Automation
A rule that automatically performs actions when something happens. E.g. "Send welcome email when new contact is added" or "Create task 3 days after viewing".
Template
A pre-written email, document, or contract you reuse with small adjustments. Templates have placeholders that are automatically filled (e.g. {contact.name}).
Metrics Terminology
KPI (Key Performance Indicator)
An important metric that measures your performance. In Tesoro: number of deals, deal value, conversion rate, time to close, etc.
Conversion Rate
Percentage of leads that become deals, or deals that become won. E.g. if you have 100 leads and 20 become deals = 20% conversion rate.
Average Deal Value
The average value (commission) of your closed deals. Calculated as: Total deal value / Number of deals.
Win Rate
Percentage of deals that are won vs. lost. E.g. 30 won deals and 10 lost deals = 75% win rate.
Sales Cycle
The average time from first contact to closed deal. Measured in days or weeks.
Pipeline Coverage
The total value of your active deals divided by your sales target. Ideal is 3x-4x coverage (€300K pipeline for €100K target).
Activity Rate
How many activities (calls, emails, meetings) you perform per day/week. Higher activity rate often leads to more closed deals.
Frequently Asked Questions
What's the difference between a Lead and a Deal?
A Lead is a potential client who has shown interest but is niet yet qualified. A Deal is an active sales opportunity you're actively working on with concrete preferences and property matching. Leads are qualified and converted to Deals.
What does 'Time on Market' mean?
Time on Market is the number of days a property has been actively for sale or rent. A long Time on Market (e.g. > 90 days) may indicate overpricing or other issues. A short Time on Market suggests the property is well-priced.
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