The ads are generating leads at $22 CPL. This is Costin's playbook to turn those leads into signed contracts faster.
The lead generation is working. $22 CPL for house & land is strong. The gap is between "lead comes in" and "contract signed." Here's the short version:
The single biggest factor in converting a lead
Leads contacted within 5 minutes are 21x more likely to qualify than leads contacted after 30 minutes. After 1 hour, your chances drop by 90%.
Every time a lead submits the form on go.saintreine.com.au, you should get a push notification within seconds. This can be set up through the CRM (or in the interim, through Zapier → SMS to your phone). The notification should include: name, phone number, buyer type, and timeline.
SET UP TODAYFor a $640K+ purchase, the first contact should be a phone call, not a text. People want to talk to a human for big decisions. If they don't answer, leave a voicemail and immediately follow up with an SMS.
EVERY LEADExactly what to do, and when, for every single lead
Most salespeople give up after 1-2 attempts. 80% of sales require 5+ contacts. This cadence ensures every lead gets consistent, valuable follow-up over 21 days.
| Day | Action | Type | What to Say / Do |
|---|---|---|---|
| Day 0 (Within 5 min) |
Phone Call #1 | COSTIN | Use the first call script above. Goal: qualify and book site visit. If no answer, leave voicemail + send SMS. |
| Day 0 (If no answer) |
SMS + Voicemail | COSTIN | "Hey [Name], Costin from Saint Reine. Just tried to give you a call about the house & land packages you enquired about. I've got some great options to share - when's a good time to chat? Just reply here or call me on [number]." |
| Day 1 | Email: Brochure + Package Info | AUTOMATED | Send the Saint Reine brochure, available packages with pricing, floor plans, and suburb info. Subject: "Your Saint Reine Package Information" |
| Day 2 | Phone Call #2 | COSTIN | "Hey [Name], just following up - did you get a chance to look at the packages I sent through? Any questions?" Goal: answer objections + book site visit. |
| Day 4 | SMS: Value Add | COSTIN | "Hey [Name], just a heads up - [specific package or suburb] has been getting a lot of interest this week. Happy to walk you through what's still available if you're keen. Let me know!" |
| Day 7 | Phone Call #3 | COSTIN | Check-in call. If they engaged with email/SMS, reference it. If not, try a different angle: "I noticed you were looking at [area] - we actually just had a new release come through there." |
| Day 10 | Email: Social Proof / Case Study | AUTOMATED | Send a buyer story or testimonial. "How [First Name] secured their first home in [suburb] for under $650K." Include photos of completed homes. |
| Day 14 | SMS: Urgency | COSTIN | "Hey [Name], wanted to give you a heads up - only [X] packages left at the current pricing in [area]. Price review is coming [date]. Happy to lock one in for you if you're ready." |
| Day 21 | Phone Call #4 (Final) | COSTIN | "Hey [Name], I know timing is everything with these things. Just wanted to check in one more time - is this still something you're looking at, or has anything changed? No pressure either way." |
The 6 most common objections and exactly what to say
Every objection is a buying signal. They're telling you what needs to happen for them to say yes.
| Objection | Response | Why It Works |
|---|---|---|
| "I need to sort my finance first" | "Totally understand. I actually work with a mortgage broker who specialises in house & land - they can do a free pre-approval in about 24 hours, no obligation. Want me to connect you? That way when you find the right package, you're ready to go." | Removes the barrier instead of accepting the delay. Shows you're helpful, not pushy. Keeps momentum. |
| "I'm still comparing options" | "Smart move - you should compare. What other options are you looking at? [Listen]. The main thing with Saint Reine is the turnkey finish - blinds, landscaping, everything included. Most builders quote low then add $30-50K in extras. Want me to do a like-for-like comparison for you?" | Positions you as a consultant, not a salesperson. Shows confidence. Differentiates the offer. |
| "I need to talk to my partner" | "Of course, it's a big decision. Would it help if I put together a quick summary you can show them? Or even better - I could do a quick 10-minute call with both of you. What works better?" | Provides tools to make the conversation happen faster. Offers to remove friction. Doesn't accept "I'll get back to you." |
| "The price is too high" | "I hear you. Can I ask - what's your budget range? [Listen]. Here's the thing - this package includes everything turnkey. Most builders start at a lower price but by the time you add driveway, landscaping, blinds, fencing - you're at the same number or more. Let me show you the total cost comparison." | Reframes the comparison. Turnkey value = no hidden costs. Shifts from price to total value. |
| "I'm not ready yet / just looking" | "No pressure at all. When do you think you'd ideally want to be moved in by? [Listen]. The reason I ask is these packages take [X] months from contract to keys - so if you're looking at [their date], the best time to lock in would actually be around [calculate back]. Happy to keep you updated on availability in the meantime." | Creates a timeline reality check. Shows expertise. Makes "later" feel closer than they think. |
| "I want to see it first / visit the area" | "100% - that's the best thing you can do. I can take you through the display and the land this [Saturday]. I've got 10am or 2pm available - which works better?" | Agree immediately and close the visit. Don't overcomplicate it. Two-option close on time, not on whether. |
For the lead that's close but not yet signed
For leads who have shown interest, visited a site, or are "thinking about it" - these tactics create the final push without being aggressive.
"Hey [Name], just wanted to let you know - that [specific package] you liked has had two other enquiries come through this week. I can't hold it without a deposit, but I wanted to give you first option since you've been looking at it. If you want to lock it in, I can get the paperwork started today."
Only use if genuinely true. Fake urgency destroys trust.
USE IMMEDIATELY"I got word that pricing is being reviewed on [date]. I don't know if it'll go up, but historically these reviews have always been increases. If you're serious about this one, locking in now guarantees today's price. Want me to put together the contract?"
USE WHEN APPLICABLEAsk: "What's the one thing stopping you from moving forward right now?" Then solve that specific thing. Finance? Introduce the broker. Partner buy-in? Offer a joint call. Want to see it again? Book immediately. Don't guess the objection - ask directly.
HIGH IMPACT"Imagine this - if you signed today, you'd have keys by [calculate date]. That means by [season/event], you're in your new home with everything done - landscaping, blinds, the lot. How good would that feel?" Paint the picture of them already living there. Emotional commitment closes deals.
EMOTIONAL TRIGGER"Look, I'm not here to pressure you. But I also don't want you to miss out on something that's right for you. You've done the research, you've seen the packages, the numbers stack up. At some point it comes down to a decision. Is there anything else you need from me to feel confident about this?"
TRUST BUILDERNot all 167 leads are equal - focus on the ones most likely to close
With 167 leads and limited time, Costin needs to focus energy on leads most likely to convert. Here's how to score them.
These leads should be your #1 priority:
These need nurturing but have potential:
Don't spend daily time here:
Go through all 167 leads on the spreadsheet and categorise each one as Hot, Warm, or Cold based on the criteria above. Then:
Print this or screenshot it for daily use
167 leads at $640K+ packages. Even a 5% close rate = 8 sales. The ads are doing their job. The leads are there. It's now about working them systematically - fast response, structured follow-up, objection handling, and closing with real urgency. One additional sale pays for the entire ad campaign many times over.
Start today: categorise the 167 leads, call every hot one, and book site visits for this week.