Case study 04 · Real estate education

Turning Facebook leads into enrolled students

Facebook leads are cheap, and they go cold fast. For a New Jersey real estate licensing school, we ran the ads and built the follow-up behind them: everyone who asked about classes got the schedule, the price, and a flyer by text, automatically. One ad brought in 4,479 leads at $7.04 each, and every class enrolled 15 to 20 students or more.

Client: Real estate licensing school, New Jersey
Engagement: Legacy Business Partners client
Ad budget: $10K a month on Facebook and Instagram
What we built: Lead ads, CRM, automated text follow-up, and staff alerts

15–20+

students enrolled in every class

4,479

leads from a single lead ad

$7.04

cost per lead on that ad

800

more leads from two video ads, $8.46 each

The situation

The school prepares people for the New Jersey real estate license. The state requires 75 hours of classes before the exam. The school teaches them live on Zoom, Monday through Friday from 6 to 9 p.m., or self-paced, for $275 with the book included.

Facebook lead forms are the cheapest way to get people to raise their hand, and the easiest lead to lose. Someone taps "Get offer" on a lunch break, and Facebook fills in the form for them. By dinner, they may not remember which school they asked.

What was at stake

The ad budget was $10K a month. A lead that sits in an inbox until someone has time to call keeps cooling. Call thousands of leads back days later, and most of that money is gone before the first conversation.

What we did

01Ran the school's Facebook and Instagram lead ads with the offer up front: online Zoom classes, $499 marked down to $275, book included.
02Connected the Facebook lead form straight to the CRM, so a new lead lands in the system, not in someone's inbox.
03Built one workflow for every new lead: tag it, assign it to a person on the team, and alert the school with a push notification and a text to the school phone.
04Had the system text each lead automatically with the class schedule, the price, what's included, the school's number, and the flyer attached. The first follow-up never waited on someone's free time.

What changed

15–20+Students enrolled in every class, at minimum.

4,479Leads from a single lead ad.

$7.04Cost per lead on that ad.

800More leads from two video ads: 658 at $8.08 and 142 at $10.20, or $8.46 each across both.

The ads brought the leads in. The workflow handled the first follow-up, so the team's time went to conversations, not to copying names out of an inbox.

The proof

CRM workflow named New Social Media Lead Automation: triggers for a new contact or a submitted Facebook lead form, then add tag, assign to user, push notification, and an internal text to the school phone, with the automated text to the lead open in the editor; school name, phone, and website redacted — The school's CRM workflow: every new lead is tagged, assigned, flagged to the school, and texted automatically · school name, phone, and website redacted

Meta Ads Manager, top lead ad: 4,479 on-Facebook leads, 1,778,475 impressions, $7.04 per lead — Meta Ads Manager · top lead ad: 4,479 leads at $7.04

Meta Ads Manager, two video ads: 658 leads at $8.08 and 142 leads at $10.20, 800 leads at $8.46 across both — Meta Ads Manager · two video ads: 800 leads at $8.46

The lesson

The ad decides how many people raise their hand. The follow-up decides how many you keep. That's why we don't run ads without building what happens after the click.

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