CASE STUDY
High-Ticket Landlord Leads, Where One Deal Pays Back
How Step Social generated highly-qualified guaranteed-rent enquiries for T&B Management at £26.62 each – way below the industry benchmark
CLIENT
T&B Management
INDUSTRY
Property & social housing
PLAN
Meta Ads: Starter
CAMPAIGN
Guaranteed Rent
leads generated
cost per lead
landlords reached
The Client
T&B Management Ltd is a UK property partnership company that structures long-term, back-to-back lease agreements between private landlords and social housing providers – giving landlords guaranteed monthly rent and full management, while supplying reliable accommodation to the social housing sector.
Operating across Brighton, Sussex and Kent, the team wanted to reach landlords directly and open conversations about handing their property over on a structured 3–5 year lease.
It’s a high-consideration, high-value decision, so the goal was never raw volume – it was reaching the right landlords, with the right kind of property, and screening hard so every enquiry was genuinely worth a follow-up call.
The Challenge
Reaching landlords is a high-ticket, long-commitment proposition. A 3–5 year lease is a major decision, not an impulse, so the funnel is naturally slower and more deliberate than consumer lead gen.
T&B didn’t want a flood of low-intent enquiries – they wanted serious landlords with the right property, in the right area, ready to have a real conversation. Lead quality mattered far more than volume.
The brief was clear: stop the scroll, build instant credibility, and screen every lead hard from the very first tap – all on a lean £10/day budget.
The Solution
On the Starter plan, we ran one focused core concept across three static ad angles – the same guaranteed-rent offer and identical primary text, with different hooks to test which resonated most with landlords.
Clean, professional designs aligned to T&B’s trusted-partner brand, copy built around real landlord pain points (void periods, tenant hassle, maintenance, Renters’ Rights Bill uncertainty), and a Meta Instant Form carrying seven qualifying questions – requested by the client – so every lead came through pre-screened.
We targeted landlords across Brighton, Sevenoaks, Crawley, Dartford and Maidstone, then used the performance data to concentrate budget on the winning angle.
The Ad Creatives
One core message, three creative angles – same offer and primary text, tested to find the winner
AD 1
Guaranteed Rent, Every Month
★ The winner – took ~94% of spend and drove all 8 leads at ~£24.95 each.
AD 2
Tired of Managing Your Rental?
Pain-led angle. Speaks to the day-to-day burden – voids, tenant calls and chasing rent.
Why We Did It This Way
One message, three angles
Testing three angles against the same audience tells us which message lands hardest – the data we use to scale the winner.
Same copy across all three
Identical primary text across every variant isolates the creative, so any difference in performance comes down to the angle.
Leads qualified by design
Seven screening questions on the form – ownership, area, portfolio size, situation, interest and timeline – kept every lead genuinely worth a call.
Friction-free Facebook form
A Meta Instant Form captured each enquiry in seconds without leaving Facebook, so serious landlords could register interest in a couple of taps.
The Ad Copy
The same primary text ran across all three variants, with a link to a Meta Instant Form.
Landlords! Tired of void periods, tenant calls and chasing rent?
T&B Management structures a long term lease on your property.
You receive guaranteed rent every month with no direct tenants and no day-to-day workload.
What you get:
✓ Guaranteed rent every month
✓ No tenant calls or repairs
✓ 3 to 5 year structured lease
✓ Professional property oversight
A structured property partnership for landlords across Brighton, Sevenoaks, Crawley, Dartford and Maidstone.
Tap “Learn More” to find out what a guaranteed rent lease could look like for your property.
The Results
Over a focused three-week test, a clear guaranteed-rent offer and three creative angles – delivered to a tightly targeted landlord audience and screened by seven qualifying questions – generated 8 high-intent enquiries at £26.62 each, comfortably below the £30–£80 cost-per-lead benchmark typical of property-investor and high-ticket B2B lead gen.
| Leads generated | 8 |
| Cost per lead | £26.62 |
| Total spend | £212.99 |
| Landlords reached | 4,231 |
| Impressions | 11,498 |
| Average frequency | 2.72x |
| Link clicks | 128 |
| Click-through rate | 1.68% |
| Cost per click | £1.10 |
| CPM (cost per 1,000 impressions) | £18.52 |
In Summary
Three angles were tested and one clear winner emerged – the “Guaranteed Rent, Every Month” creative took ~94% of spend and drove all 8 leads at ~£24.95 each, so the campaign found its strongest message early. With seven qualifying questions screening every enquiry, the leads that came through were high-intent landlords – exactly the quality T&B asked for. And because each signed lease runs 3–5 years, a single conversion can pay for the campaign many times over.
Note: Results vary by industry, offer and budget. The figures above are based on this specific campaign and don’t represent typical or guaranteed performance. We structure every campaign to optimise cost per lead and maximise return on ad spend.
“I want to say I am very happy with the service and the outcome – high-quality leads generated in the short space of time that the ads have been up and running. We will definitely use Step Social more as we scale.”
⭐⭐⭐⭐⭐
Tolu Olunloyo
Owner, T&B Management
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Client Portal Access
View updates, share ideas, and manage your account in one place.
Fast Turnaround
Your first ads are typically ready within five business days of onboarding.
Transparent Billing
Simple, predictable monthly pricing – no hidden fees, contracts, or surprises.
Share Ideas Easily
Share your ideas and we’ll factor them into your next monthly batch.
Flexible & Scalable
Our service is month-to-month, so you can upgrade/cancel anytime with 14 days notice.
Team Collaboration
Add team members to your portal to collaborate on ideas and requests.
Easy Approval Process
Review your ads to approve or request changes before they go live.
Unique and Yours
Your ads are 100% yours to download, share, and store however you need.
Email & Video Support
Get fast, friendly help whenever you need guidance or campaign updates.
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Frequently Asked Questions
What exactly is included in the Meta Lead Ads service?
Your plan covers everything needed to run a fully managed Meta Lead Ads campaign.
Your monthly batch (scope depends on your plan):
- 1, 2 or 3 ad concepts, each with 3 ad creatives. That’s 3, 6 or 9 creatives total per month on the Starter, Growth and Scale plans respectively.
- A unified primary text for each concept.
- Up to 2 revision rounds per batch before launch.
Campaign management:
- Full campaign setup and build in Meta Ads Manager.
- Audience targeting and lead form creation.
- A live lead sheet that updates in real time as new leads come in.
- A 7-day performance check-in and a full end-of-month readout.
- Ongoing campaign monitoring and optimisation.
Service:
- A dedicated account manager.
- Email and video call support via your client portal.
- Month-to-month. Upgrade, downgrade or cancel anytime (14 days notice required before renewal).
Ad spend is paid separately to Meta and isn’t included in your monthly fee.
How do Facebook and Instagram Lead Ads work?
Lead Ads collect customer details directly inside Facebook or Instagram, without users leaving the app. This makes it faster and easier for people to enquire about your business.
What’s the difference between the Starter, Growth and Scale plans?
All plans include full campaign setup, management and optimisation. The difference is how many ad concepts we test each month – Starter focuses on one concept, Growth tests two, and Scale tests three to improve performance and reduce cost per lead over time.
Do I need an existing ad account to get started?
No – you can quickly create or connect your ad account using our secure access link. If you need help, we’ll guide you through the process.
What do you need from me after I sign up?
We’ll ask you to complete a short onboarding questionnaire about your business, offer, and target audience, then we handle everything else.
Can you create or optimise my Facebook or Instagram page if I don’t have one?
Yes – our optional Profile Setup & Optimisation add-on covers creating or refreshing your pages so they’re ready for ads.
How long does it take for my first ads to go live?
Your first ads will be ready to review within five business days of receiving your onboarding questionnaire and account access.
Will I get to approve my ads before they go live?
Yes – you’ll receive your ads in a Google Sheet where you can review each one, approve them, or request changes before anything goes live.
What happens to my ads each month when I renew?
Each month, we create new ad creatives for your campaign. We’ll pause any older ads that have started to slow down and replace them with fresh designs and messaging to keep your results improving.
Do you keep my old ads running or turn them off?
We monitor performance continuously. If an ad is still performing well, we’ll keep it running alongside your new ones. If it’s showing signs of fatigue, we’ll pause it so your budget stays focused on what works best.
Why can’t my ads be changed mid-campaign?
Meta’s algorithm needs continuity. It spends the first 5 to 10 days of a campaign in a “learning phase,” figuring out which audience is most likely to convert. Any meaningful mid-flight edit (new creative, audience change, location change) resets that learning back to day zero. Chopping and changing actively hurts results.
The monthly cadence isn’t bureaucracy; it’s the rhythm Meta’s algorithm rewards.
My leads don't feel great. Can we tweak the ads now?
The most useful first step is working out why they don’t feel great:
- Wrong area? Noted for next month’s targeting.
- Wrong service or condition? Next month’s creative.
- Not picking up calls or not converting to bookings? That’s usually a follow-up issue, not an ad issue.
We track all of it in your end-of-month readout and roll the right fix into the next batch. If something genuinely can’t wait, see the next question.
Can I add a discount or special offer mid-campaign?
We’d roll it into the next batch. One thing worth knowing upfront: adding a discount tends to lift volume (more form fills) without lifting quality (it often attracts more bargain-hunters than serious buyers). If your concern is lead quality, an offer usually moves things in the wrong direction. We’ll talk through whether it’s the right lever at month-end.
Can I make a change mid-month if I really need to?
Yes, as a paid add-on. A full mid-month rebuild costs the same as your monthly fee for whichever plan you’re on. It’s essentially a second month’s batch delivered off-cycle, so the same work warrants the same price. It includes new creative, new copy, and the full review-and-approve flow.
If you have the Video Ads add-on, your rebuild includes new videos as well as new static creatives, priced at your total monthly fee (static plan + video add-on).
One note: we don’t offer partial paid changes (e.g. swapping a single headline). Partial mid-flight edits reset Meta’s learning phase identically to a full rebuild, so there’s no scenario where less work costs less for the same hit to performance. It’s a full rebuild at your tier’s price, or wait for the next batch.
For most clients, the standard monthly cadence delivers better results because the algorithm gets a clean run. The paid path is there for genuine exceptions
How will I receive my leads?
All new leads are delivered instantly inside your Meta Leads Center. We can also set up automated email notifications and a Google Sheet for easy tracking and follow-up.
Can I get notified instantly when a new lead comes in?
Yes – you’ll receive email notifications by default whenever a new lead is submitted. If you’d like instant text alerts as well, you can add our Text Notifications add-on.
Do you follow up with the leads or do I?
You’ll handle all follow-up with your leads. We generate the enquiries, but it’s important to respond quickly – ideally within a few minutes – as this has a big impact on conversion rates and overall campaign performance.
What kind of results can I expect?
Results vary depending on your industry, offer, location and ad budget. Many clients begin generating enquiries within the first couple of weeks once their campaign goes live, but performance depends heavily on having a clear offer and a service people actively want. Meta ads are designed to amplify what’s already working – they can accelerate growth, but they can’t fix an unproven offer or poor follow-up process. Our role is to apply structured testing and ongoing optimisation to improve conversion rates and reduce cost per lead over time.
How many leads can I expect each month?
The number of leads depends on your industry, location, budget and offer. Rather than promising a fixed number, we focus on generating consistent, cost-effective leads and improving performance over time.
Are the leads guaranteed to be high quality?
We focus on generating high-quality enquiries using proven targeting and ad strategies, but lead quality can vary depending on your offer, pricing and follow-up. Our goal is to continuously improve quality through testing and optimisation.
What happens if my ads don’t perform well?
We continuously monitor performance and feed every signal into your next monthly batch. Each month we adjust targeting, messaging and creatives based on what the data is telling us. Mid-flight edits reset Meta’s learning phase and hurt performance, so changes happen on a monthly cycle rather than mid-campaign. For genuine exceptions, paid mid-month rebuilds are available.
How much should I spend on ads each month?
We generally recommend a minimum budget of £10-£20 per day for local service businesses and scaling from there as you see what works. You can adjust your budget anytime, and we’ll help you find the level that delivers consistent, affordable leads without overspending.
How long should I run ads before expecting results?
We recommend allowing at least one full month to properly test and optimise your campaigns. Performance typically improves over time as we gather data and refine what works.
Do I need a strong offer for ads to work?
Yes – ads work best when there’s a clear, attractive offer. If your offer isn’t compelling, it can affect results. We’ll help guide you where possible, but strong offers typically perform better.
How do you decide who sees my ads?
We research your ideal audience based on demographics, location, and interests to target people most likely to become customers.
Can I target specific locations or demographics?
Absolutely – whether you want to reach people within a set radius or focus on certain age groups or interests, we’ll tailor it for you.
Can I target multiple locations or areas?
Yes – we can target specific locations, whether that’s a local radius or multiple areas, depending on your business and goals.
Can you run both Facebook and Instagram ads together?
Yes – you can run ads across both platforms, and we’ll optimise your budget to get the best results on each.
Do I need to provide my own images or videos?
You can, but it’s optional. We can design static ads for you, or create short-form videos if you choose the Video Ads add-on.
Are there any add-ons I can buy?
Yes, three optional extras you can add at checkout (or message us in your portal to add later):
- Video Ads: short-form video ads scripted specifically for paid lead generation. Often lowers cost per lead vs static creatives alone. Priced in three tiers that mirror the main plans:
- 3 video ads / 1 concept (one focused angle, varied openings): £249/month
- 6 video ads / 2 concepts (two performance-tested angles): £449/month
- 9 video ads / 3 concepts (three optimisation-driven angles): £599/month
- Text Notifications (+£10/month): instant SMS alerts the moment a new lead is submitted. Useful to help with speed of follow-up.
- Profile Setup & Optimisation (+£30 one-off per profile): we optimise your Facebook or Instagram profile so it’s ad-ready before launch.
Do you charge separately for ad spend?
Your ad spend is paid separately directly to Meta. Our prices cover management, creative work, and optimisation only.
Can I upgrade or downgrade my plan at any time?
Yes – you can change or cancel your plan anytime – simply message us to let us know via your client portal. We require 14 days notice before renewal for any changes to plans, as we plan and create content in advance.
Are there any setup fees or hidden costs?
No – everything is included in your monthly plan price. Optional add-ons are clearly listed when you sign up.
The 14-day money-back guarantee does not apply to Meta Lead Ads or any of its add-ons. The service runs month-to-month and you can cancel anytime with 14 days’ notice before renewal.
What's not included?
- Mid-month creative or targeting changes (available as a paid add-on).
- Ad-spend budget. That’s paid directly to Meta from the card on your ad account.
- More than 2 pre-launch revision rounds per batch.
- Off-cycle creative batches outside the standard monthly rhythm.
Is there a contract or minimum term?
No contracts – our service runs month-to-month, and you can cancel anytime. We just ask for 14 days notice before cancellation as we create content in advance.
What do you mean by “concepts” in your ad plans?
A concept is simply a different way of presenting your offer to your audience. For example, we may test one version that focuses on a specific problem your audience faces, another that highlights the results they can achieve, or one that addresses common concerns before they enquire. In video campaigns, the main message may stay the same, but we might adjust the opening few seconds to speak to a different type of customer or highlight a different problem. Testing multiple concepts helps us see what connects best with your audience, improve conversion rates, and lower your cost per lead over time.
Will you handle all the setup, targeting, and optimisation for me?
Yes – we manage the entire process, including campaign structure, targeting, creative design, and performance optimisation.
Do you provide reports or performance updates?
Yes. Every plan includes a 7-day performance check-in and a full end-of-month readout covering volume, cost per lead, and lead quality signals. We monitor and optimise continuously between those points, and you can request an update anytime via your client portal.
How does the monthly review work?
At the end of each month we share a readout covering volume, cost per lead, lead quality signals and anything notable from the data. You bring any feedback from your team (e.g. “these areas were stronger,” “these enquiries weren’t a good fit”), and that all feeds into the next monthly batch.
Do delays in approval affect my campaign?
Yes – the sooner ads are approved, the sooner we can launch your campaign and start generating leads. Delays in approval will delay your results.
What kind of support do I get as a client?
You’ll have access to email and video call support, plus your client portal to provide updates, revisions, and new ideas or promotions anytime.






