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Georgia Home Builder Generates 34 Prequalified Leads In Just 7 Days

October 4, 2025

Overview

For over two decades, Mike Farrar, owner of KMC Homes, built his reputation on delivering high-quality spec homes throughout West Atlanta. As a seasoned builder, he had weathered market swings, supply challenges, and changing buyer expectations. But by 2024, Mike saw a shift coming. With interest rates climbing and available lots shrinking, the risks of speculative construction were becoming harder to justify. He wanted to balance his portfolio by building more custom homes for clients who already owned land, but had no predictable system to reach them. That’s where we came in.

The Challenge

KMC Homes wasn’t struggling with craftsmanship or capacity. Their bottleneck was visibility. Mike’s business ran on referrals and reputation, but that wasn’t enough to reach his next phase of growth.

Lopsided project mix: 10 spec homes to just 2 custom builds per year
Zero marketing system: No ads, no lead funnel, no consistent pipeline
Time waste on unqualified inquiries: Fear of “tire kickers” with unrealistic budgets wanting to build custom.
High exposure to market risk: Dependent on interest rates and lot availability.

As Mike put it, “I don’t have time to chase calls from people who can’t actually build. I’d rather talk to five qualified buyers than fifty dreamers.”

The Strategy

1) Tailored Paid Ads That Spoke to Landowners

We began with a hyper-local paid ad campaign targeting homeowners in West Atlanta who already owned land and planned to build soon. The messaging focused on trust, transparency, and process, not flashy imagery or unrealistic promises. Each ad clearly stated who KMC builds for and what to expect in terms of quality and investment. The effect was immediate traction and 34 prequalified leads generated within the first 7 days.

2) Inside Sales Qualification for Serious Buyers

Once leads came in, our Inside Sales Agent (ISA) personally reached out by phone to qualify each one. They confirmed key details like budget range, land ownership, and construction timeline, filtering out unfit prospects before they ever reached Mike. Only homeowners who could actually build made it onto the calendar, saving hours of back-and-forth and protecting Mike’s time.

3) Seamless Booking and Pre-Appointment Preparation

Qualified leads were then booked directly onto Mike’s calendar through an integrated scheduling system.
Immediately after booking, they received a curated pre-appointment package that included:

- Professional videos explaining KMC’s design and build process

- Examples of past projects with price ranges

- FAQs and next-step resources to set expectations

By the time prospects met Mike, they already understood his process, craftsmanship, and pricing...making the calls shorter, more productive, and conversion-focused.

4) Automated Nurture for Long-Term Pipeline

Not every qualified lead is ready to build today, so every contact was added to a long-term nurture system.
Leads received educational content, success stories, and progress updates, staying connected until their timing aligned. This gave Mike a growing pipeline of warm, educated prospects ready for future projects, not a one-and-done campaign.

The Results

34 prequalified leads generated in the first 7 days of launching the campaign
2 new custom home contracts closed from that initial batch of 34 leads
1 pre-designed home build sold from that initial batch of 34 leads
Dozens of additional conversations in the pipeline

Beyond the numbers, the system gave Mike something just as valuable: confidence. He no longer had to rely on chance referrals or seasonal market swings. He knew exactly where his next projects were coming from.

Conclusion

Most builders get pitched cookie-cutter marketing plans. This wasn’t that. Every part of the system, from the ad copy to the lead forms, was built around how Mike actually sells: direct, honest, and process-driven. Instead of flooding his inbox with random inquiries, the focus was quality over quantity. That alignment is why 3 of those 34 leads turned into contracts, and several more are still in active conversations.

Today, KMC Homes is steadily transitioning toward its goal of a 50/50 custom-to-spec balance, with a proven marketing engine fuelling that shift. With the system in place, Mike can now scale at his own pace, take on higher-margin work, and protect his time from unqualified buyers.

👉 If you’re a builder ready for clarity, consistency, and control in your pipeline...let’s talk.