How Coastal Realty Group Generated 312 Leads and $2.1M in Sales
A Myrtle Beach real estate brokerage was stuck on organic reach and cold calls. Here is exactly how we rebuilt their lead pipeline with paid social — and the results that followed.
Qualified leads generated
Cost per lead (vs $180 before)
Closed sales attributed
Return on ad spend
When Coastal Realty Group came to us, they had a solid reputation in the Myrtle Beach market and a team of experienced agents — but their lead pipeline was running dry. They were relying on referrals, organic social posts that reached fewer than 200 people, and cold outreach that was burning their agents out.
Ninety days later, they had 312 qualified buyer and seller leads in their CRM, $2.1 million in closed sales directly attributed to the campaign, and a cost-per-lead that made their previous marketing spend look embarrassing.
This is the full story of how we did it.
The Problem: Great Agents, Empty Pipeline
Coastal Realty Group is a boutique real estate brokerage serving the Grand Strand — the 60-mile stretch of coastline that includes Myrtle Beach, North Myrtle Beach, Surfside Beach, and Pawleys Island.
Their agents were talented closers. The problem wasn't conversion — it was volume. They simply weren't getting enough qualified leads in front of their team.
The specific pain points when they came to us:
- Organic Facebook reach had collapsed to under 3% of their page followers
- Their previous marketing agency was running "awareness" campaigns with no lead capture
- Cost-per-lead from Zillow and Realtor.com had climbed to over $180 per contact
- Agents were spending 40% of their time on prospecting instead of selling
They needed a system that would generate consistent, qualified leads at a predictable cost — and they needed it to work fast.
Our Approach: The Qualified Lead Framework
We don't run awareness campaigns. Every dollar we spend is designed to produce a name, a phone number, and a buying or selling intent signal.
For Coastal Realty Group, we built a three-layer paid social system on Facebook and Instagram.
Layer 1: Intent-Based Prospecting
The first layer targeted people who were actively showing real estate buying signals — searching for homes, visiting real estate websites, engaging with mortgage content. We built custom audiences from these behavioral signals and layered in geographic targeting for the Grand Strand market plus feeder markets in Ohio, Michigan, and New York.
Ad creative focused on the lifestyle angle: the beach, the golf, the lower cost of living compared to the Northeast. We weren't selling houses — we were selling the decision to move.
Layer 2: Lead Capture with Friction Reduction
Every ad drove to a Facebook Lead Form — not a website landing page. Lead forms pre-fill the user's name, email, and phone number from their Facebook profile, reducing the number of fields they have to type. Conversion rates on lead forms consistently outperform landing pages for real estate by 2–4× in our testing.
The form asked three qualifying questions:
- 1. Are you looking to buy, sell, or both?
- 2. What is your target timeline? (0–3 months / 3–6 months / 6–12 months)
- 3. What is your approximate budget or home value?
Layer 3: Retargeting and Nurture
Anyone who engaged with an ad but didn't complete the form entered a retargeting sequence. We ran three retargeting creatives: a video testimonial from a past client, a "just sold" proof post, and a direct response ad with a specific offer.
The retargeting layer typically captures 15–25% of leads who initially bounced — leads that would have been completely lost with a single-touch campaign.
The Campaign Numbers
Here is what the 90-day campaign produced:
| Metric | Result |
|---|---|
| Total leads generated | 312 |
| Qualified leads (timeline ≤ 6 months) | 187 |
| Cost per lead | $14.20 |
| Closed sales attributed to campaign | $2,100,000 |
| Return on ad spend (ROAS) | 4.2× |
| Agent time spent on prospecting | Reduced by 65% |
The $14.20 cost-per-lead represented an 87% reduction compared to their previous Zillow spend at $180 per lead. More importantly, the leads were warmer — they had self-selected by answering qualifying questions, so agents were calling people who had already expressed intent.
What the Client Said
"We had tried Facebook ads before with another agency and got nothing. Beach Media Marketing was completely different — they actually understood real estate lead generation, not just social media. Within the first two weeks we had more leads than we'd seen in the previous three months combined. The quality was there too. Our agents were closing, not just talking.
— David Chen, Managing Broker, Coastal Realty Group
The 30-Day Guarantee in Action
We offer every client a 30-Day Results Guarantee: if we don't deliver measurable lead generation results within 30 days, we work for free until we do. Coastal Realty Group was one of the campaigns that validated why we built that guarantee.
By Day 30, they had 89 leads. By Day 60, 201. By Day 90, 312 — with the pipeline still accelerating as the retargeting audiences matured and the algorithm optimized toward the highest-converting segments.
The guarantee isn't a marketing gimmick. It's the standard we hold ourselves to on every account.
Why This Works for Real Estate Specifically
Real estate is one of the highest-intent purchase categories in existence. People don't casually decide to buy or sell a home — when they're in market, they're actively researching, and they're reachable through the behavioral targeting signals that Facebook's ad platform captures.
The mistake most real estate agencies make with paid social is running brand awareness campaigns — boosted posts, "check out our new listing" ads, generic content. These generate impressions and likes, not leads.
The framework we built for Coastal Realty Group works because it intercepts buyers and sellers at the moment of intent, reduces the friction to raise their hand, and delivers a qualified contact to an agent within minutes of the form submission.
That's the difference between social media marketing and social media lead generation.
Ready to Build Your Pipeline?
Book a free strategy call. We'll audit your current marketing and show you exactly what a campaign like this would look like for your business.