You’re Getting Leads But They’re Not Buying. What’s Going Wrong?

You’ve ticked the boxes.  Ads are running. Enquiries are coming in.  Website traffic’s solid.

But the sales team is quiet… too quiet.

If you’re getting leads but not seeing the contracts, it’s time for a hard truth:  It’s not the leads it’s what happens after they land.

More Leads Doesn’t Mean More Sales (Without a System)

Here’s the common pattern:

• Leads arrive via Meta, Google, or your landing page
  

• They’re dumped into a spreadsheet or basic CRM
  

• A generic email goes out once
  

• And then… silence
  

No nurture. No follow-up logic. No segmentation. Just hope.

And when the sales agent finally calls, the buyer’s either forgotten the project or already signed with someone else.

Off-the-Plan Buyers Need Time And Touchpoints

These aren’t impulse purchases. You’re not selling sneakers you’re selling the future. Buyers need:

• Reassurance
  

• Education
  

• Reminders
  

• And the occasional nudge
  

Without a system that delivers those things consistently, you’re leaving it all to chance and that’s a terrible strategy in a competitive market.

What’s Likely Going Wrong

Let’s break it down:

1. You’re Not Segmenting Leads by Buyer Type  An investor wants yield info. A downsizer wants lifestyle. A first-home buyer wants finance clarity. If you treat them all the same, none of them feel seen.

2. Your CRM Isn’t Doing the Heavy Lifting  Are leads being tracked, tagged, and followed up based on engagement? Or are they just sitting there like forgotten leftovers?

3. You’re Not Nurturing Automatically  Buyers need a steady drip of valuable info:

• Project updates
  

• Suburb insights
  

• Incentives
  

• Construction progress
  

• Buyer stories
  

That should happen via automated email flows and scheduled SMS reminders not random ad hoc check-ins.

4. You’re Asking Too Much, Too Soon  "Book an inspection" is a big ask on first click. Try lower-friction steps like:

• "Download the brochure"
  

• "Get the full floorplan pack"
  

• "Register for first release"

What to Do Instead

Build a Funnel That Actually Converts  Map out the journey:  Ad → Landing Page → CRM → Email Flow → SMS → Sales Agent → Contract  Every step should have a purpose and a message.

Use Smart Automation  Set up nurture emails based on actions (or inaction).  Send helpful reminders. Share new updates. Let your system do what humans can’t do at scale.

Don’t Ignore SMS  It’s personal, immediate, and effective.  Use it for key moments like VIP access, open times, or final release alerts.

Review the Data  Look at open rates, click-throughs, call logs, and agent notes.  Where are people dropping off? What’s working? What isn’t?

Lead generation is only half the job. The other half? Conversion infrastructure.

So if your campaigns are working but your sales aren’t  don’t blame the leads.  Blame the system.

Because in off-the-plan sales, enquiries are easy. Follow-through is what seals the deal.