This case study shows how to close a deal in real estate using targeted online marketing. The right strategy and tools can help generate leads, close more deals, and scale your business effectively.
The Challanges
John, a real estate wholesaler, faced a common industry hurdle—how to close a deal in real estate by finding and converting motivated sellers. Despite his experience, John spent countless hours chasing cold leads and navigating ineffective marketing strategies. His results were inconsistent, and he knew he needed a more focused approach to grow his business.
Some of the key challenges included:
- Inefficient Lead Generation: Relying on outdated techniques like cold calling and door-knocking.
- Time-Consuming Processes: Manually search for leads and manage outreach.
- Limited Digital Presence: Struggling to compete with established online competitors.
The Solution: Targeted Online Marketing
When John approached us, we knew his challenges needed a tailored, step-by-step solution. Our goal wasn’t just to help him learn how to close a deal in real estate—it was to build a system that could generate consistent, high-quality leads and grow his business over time. Here’s how we worked together to make it happen.
1. Getting the Word Out: Paid Online Advertising
We first tackled getting John in front of the right audience. He had tried online ads before, but they weren’t delivering results. We started with a fresh approach to paid advertising.
“I used to throw money at ads without knowing if they’d work. It felt like gambling,” John told us during our initial consultation.
Here’s how we fixed that:
- Research First, Ads Second: Before spending a dime, we conducted detailed keyword research. Words like “sell my house fast” and “we buy houses” are gold mines for motivated seller leads.
- Targeted to the Core: Instead of blasting ads to everyone, we focused on specific zip codes and neighborhoods where sellers were most likely to take action.
- Standout Creatives: We created ads that resonated with potential sellers. No jargon—just clear messaging like, “Sell Your House for Cash—No Repairs, No Delays.”
- Follow-Ups that Work: Retargeting campaigns were a game-changer. People who clicked but didn’t convert saw John’s ads again, reminding them of his services.

2. Turning Clicks into Clients: Optimized Landing Pages
John’s old landing page wasn’t doing him any favors. It was cluttered, confusing, and—most importantly—it wasn’t converting. We built him a new landing page from scratch.
“I didn’t realize how much my website was holding me back,” John admitted.
Here’s what we did:
- Crystal-Clear Messaging: The new page got straight to the point: “We Buy Houses for Cash. Get Your Offer Today!” No fluff, just what sellers needed to know.
- Easy-to-Use Forms: We added a simple form to collect seller details like property address and contact info. Filling it out took less than a minute.
- Mobile-Friendly Design: Most of John’s traffic came from mobile devices, so we made sure the page looked and worked perfectly on phones and tablets.
- Social Proof: We showcased testimonials from happy clients, which immediately built trust with visitors.
Within the first month, John saw a 40% increase in conversions.

3. Staying Top of Mind: Email Nurturing Campaigns
Leads often need time to make decisions. That’s why we set up an email sequence to keep John’s business at the forefront of our minds.
“I thought if someone didn’t respond right away, they weren’t interested. I was wrong,” John said.
Here’s how the emails worked:
- Valuable Content: Instead of just asking leads to sell, we provided useful tips like “5 Signs It’s Time to Sell Your Home Fast” and “How to Avoid Costly Repairs Before Selling.”
- Personalized Messages: Emails addressed each lead’s situation, whether they were dealing with foreclosure, an inherited property, or just wanted a quick sale.
- Clear Next Steps: Every email included a call to action, such as “Click here to get your cash offer now.”
John told us, “I was amazed at how many people reached out weeks later, saying they finally felt ready to sell.”

4. Building for the Long Haul: SEO and Content Marketing
While paid ads brought immediate results, we wanted to ensure John’s business would continue thriving long-term. That’s where SEO came in.
“I didn’t think anyone Googled cash buyers in my area. Turns out, they do—and a lot!”Here’s what we did:
- Local SEO: We optimized John’s website with location-based keywords like “sell my house fast in New Jersey.” He started ranking on the first page of Google for key terms in his market.
- Helpful Blog Content: We published articles like “How to Sell Your House Without Repairs” to drive organic traffic. These blogs weren’t just for clicks—they positioned John as an expert.
- Google Business Profile Optimization: We claimed and optimized John’s Google My Business profile. This made it easy for local sellers to find him and contact him directly.

5. Adapting and Improving: Data-Driven Adjustments
No strategy has been perfect since day one, so we constantly review and improve our approach.
- Tracking Metrics: We monitored ad performance, landing page conversions, and email open rates.
- Split Testing: By testing different headlines, images, and layouts, we figured out what worked best.
- Reallocating Budgets: We shifted John’s ad spend to focus on his highest-performing campaigns, ensuring every dollar counted.
John appreciated our hands-on approach. “You didn’t just set things up and leave—you cared about making it better every week.”

6. Empowering John with Networking Tools
Finally, we helped John grow his connections. Building relationships is crucial in wholesaling, and we made sure he had the tools to do it.
- Networking Groups: We introduced him to local and online wholesaling communities.
- Templates and Resources: We created Marketing Funnels for him, and guided him to enhance his confidence.
- Exclusive Events: John attended virtual meetups with other investors and cash buyers, which opened doors to new opportunities.
By the end of our six-month partnership, John wasn’t just closing deals—he was running a thriving business. He told us:
“I thought I needed more hours in the day to succeed. Turns out, I just needed the right team.”
With targeted online marketing and the right strategy, John closed 10 deals, earned over $20,0000 in profits, and built a system that will keep working for him. That’s the power of doing things the right way.
The Results
In just six months, John’s business underwent a significant transformation:
- 10 Deals Closed: John successfully closed 10 deals, a 70% increase compared to his previous six months.
- High-Quality Leads: Targeted online marketing campaigns generated over 150 motivated seller leads.
- <strong>Improved Efficiency: John saved over 20 hours per week by automating his lead generation and follow-up processes.
- Increased ROI: With strategic ad spending, every $1 invested in marketing yielded a return of $20 in profit, fueling sustainable business growth.

TheImpact
John not only achieved his goal of learning how to close a deal in real estate but also gained a competitive edge in his market. By adopting a targeted online marketing strategy, he:
- Built a sustainable pipeline of high-quality leads.
- Established a stronger online presence that continues to generate leads.
- Freed up time to focus on negotiations and scaling his business further.
Client Testimonial
