Real estate agency (premium apartments, UAE): 6 purchases in a month

Brought in 20 people ready to invest $100,000+ in UAE real estate within 90 days; 6 of them bought in the first month.

Client: a real estate agency. Sells premium apartments in the UAE with an average ticket from $150,000.

The task

1. Build an uninterrupted lead generation system for premium property purchases.
2. Optimize the cost per qualified lead so it does not exceed $300.
3. Find an effective combo and scale it.

What is a “qualified lead”? Every agency has its own understanding of a qualified lead. Before the start we agreed on a definition:

A person who picked up the phone and confirmed interest in buying property within three months for $150,000 or more.

What we did

1. Lead form. After a week of testing we identified the optimal form that minimizes unqualified leads.
2. Ad creatives. After testing different offers and visual messages we selected the best ones, bringing in adequate leads. We consider creatives to be 70% of an ad campaign’s success, so we do not show creative examples in this case.
3. Fast feedback from brokers. Throughout the engagement we get feedback from brokers, so we track lead quality closely.

Results

Results for one month:

• Ad spend — $4,700
• Leads — 120
• Average cost per lead — $39
• Qualified leads — 20
• Cost per qualified lead — $235.35
• Total buyers: 6
• Average ticket — $350,000
• Customer acquisition cost, including the traffic team’s fee — $1,034

Insights

• A clear definition of a “qualified lead” (picked up the phone + confirmed intent to buy for $150K+ within 3 months), agreed with the client before the start, lets us manage lead quality, not just cost per lead.
• The cost per qualified lead target ($300) was beaten: actual $235.35.
• The combo of lead form + selected creatives + broker feedback filters out unqualified traffic in a premium niche.
• With an average ticket of $350,000, a CAC of $1,034 (including the traffic team’s fee) makes the economics positive many times over.