I still remember the first time I ran a real estate ad campaign on Facebook. It was for a mid-sized builder in Pune who had a small budget, a few under-construction flats, and a dream of selling them in less than six months. Everyone told him that digital ads were “too competitive” and “too expensive.” But within three weeks, we were looking at over 300 qualified leads — the kind of people who were picking up the phone, visiting the site, and booking.
That’s the magic of Facebook and Google Ads for real estate… when you know how to use them right.
If you’re a real estate business owner, you’ve probably tried ads before — maybe boosted a Facebook post or ran a couple of search campaigns. But the difference between “getting some clicks” and “generating 100+ leads a month” is massive. It’s not about spending a fortune. It’s about having a clear, tested strategy that blends targeting, creative, and follow-up like clockwork.
Here’s exactly how I approach it for clients — and how you can too.
Step 1: Get Crystal Clear on Who You’re Targeting
One of the biggest mistakes I see in real estate marketing is running ads for “everyone in the city.” That’s a quick way to burn your budget and get flooded with irrelevant leads.
If you’re selling 2BHK flats starting at ₹60 lakh, a 21-year-old student isn’t your target. If you’re promoting a luxury villa, your buyer isn’t going to be someone looking for budget rental units.
With Facebook Ads, you can target by:
Age range (e.g., 28–55)
Location radius (e.g., 5–10 km around the project)
Interests (real estate, property investments, home loans)
Behavior (recent property searchers)
With Google Ads, it’s all about search intent. Someone typing “2BHK flats near Whitefield Bangalore” is telling you exactly what they want. If you can match your ad and landing page to that search, you’re halfway to getting the lead.
Step 2: Build Ads That Make People Stop Scrolling
On Facebook, your ad creative is the difference between “scroll past” and “click to learn more.”
When I work with builders, I often insist on using real photos from the site — not just 3D renders. I’ve seen CTR (click-through rate) jump 30–40% just by replacing stock images with site visit shots.
Some of the best-performing creatives I’ve used for real estate include:
A short video walkthrough of the show flat (30–45 seconds)
Before-and-after comparisons of under-construction vs. completed projects
Testimonials from recent buyers (people trust people)
For Google Ads, you don’t have the luxury of visuals in search ads, so your headlines must do the heavy lifting:
“2BHK Flats Starting ₹59L – Possession in 6 Months”
“Luxury Villas Near Golf Course – Book a Site Visit Today”
Step 3: Don’t Send Traffic to Your Homepage
This is a killer mistake. Your homepage is about your brand — but a landing page is about your offer.
If your ad promises “2BHK near Hinjewadi starting ₹62L,” your landing page should only talk about that project — with floor plans, photos, amenities, pricing, and a very visible lead form.
I had a client in Hyderabad whose campaign was struggling at ₹2,500 cost-per-lead. We switched from sending people to their general website to a project-specific landing page, and the CPL dropped to ₹850 in two weeks.
Step 4: Master Retargeting
Most people won’t convert on their first click. In fact, I’ve found that in real estate, 70–80% of bookings happen after the second or third interaction.
Here’s how I set up retargeting:
Facebook: Show ads to people who visited your landing page but didn’t fill the form. Use testimonials, site visit invites, and special offers.
Google: Run display retargeting with project images, or YouTube ads with walkthrough videos.
This simple step alone can increase lead volume by 30–40% without increasing your budget.
Step 5: Track, Test, Repeat
The reason I can confidently say “100+ leads per month” is because I track everything.
You should be checking:
Which audience segment is giving the best cost-per-lead
Which ad creatives are driving the highest CTR
Which keywords are converting
Which leads are actually turning into site visits
One of my clients in Noida was running ads for “3BHK flats” and “apartments for sale.” Guess what? The 3BHK keyword was bringing in more serious buyers, even though it had fewer clicks. We shifted 70% of the budget there and doubled the monthly bookings.
Step 6: Don’t Forget Follow-Up
A lead is just a name and number until your sales team calls them. And here’s the brutal truth: in real estate, speed wins.
If your sales team takes 24 hours to call back, the buyer has probably spoken to three other builders by then. The sweet spot is calling within 15–30 minutes of the lead coming in.
I often integrate campaigns with a CRM so the lead instantly appears for the sales team, and automated SMS/WhatsApp messages go out immediately:
“Hi [Name], thanks for showing interest in our [Project Name]. Our team will call you shortly to book your visit.”
Step 7: Scale Smartly
Once your campaign is working, scaling isn’t just about increasing budget — it’s about expanding reach strategically.
On Facebook, you can:
Test lookalike audiences of your best leads
Add nearby locations where people might commute from
Try video ads for cold audiences and retarget with static ads
On Google, you can:
Add related search terms (e.g., “property investment in [city]”)
Increase bids on high-converting keywords
Test call-only campaigns for hot leads
Final Thoughts
I’ve seen Facebook and Google Ads change the game for real estate businesses — but only for those who treat them as an ongoing process, not a “set it and forget it” magic button.
If you’re serious about hitting that 100+ leads per month mark, you need to think like a performance marketer:
Laser-focused targeting
Compelling creative
Strong landing pages
Relentless tracking and optimization
And remember — it’s not just about the number of leads. It’s about getting the right leads who actually convert into buyers. When you align your ads, your sales process, and your follow-up, that’s when the magic happens.