Case Study: Motivate Property
From Lead Drought to 600+ Monthly Leads & 15 Deals Per Month
About The Business
Motivate Property is a national property investment advisory firm led by Corey Jones.
They specialise in helping Australians, including FIFO workers and first-home buyers, build wealth through strategic property acquisition.
By 2025, the business had scaled to 11 sales reps, including appointment setters and
closers — meaning consistent lead volume was mission-critical.
The Challenge
We had worked with Corey years earlier during his initial paid scaling phase.
After we exited the agency, he moved to other providers. The result? Performance decline. When he returned in 2025, the problems were clear:
- Lead volume too low to feed 11 sales reps
- Two appointment setters underutilised
- Five to six closers without enough opportunities
- Lead quality had dropped significantly
- Heavy stress on the internal team
- Campaign inconsistency across niches
This wasn’t just a marketing issue.
It was an operational bottleneck affecting revenue stability.
Our Strategic Approach
The goal was simple:
Restore volume.
Restore quality.
Stabilise scale.
We worked closely with:
- Internal marketing manager.
- Sales manager.
- Appointment setting team.
Rather than rebuild infrastructure (their CRM was solid), we focused purely on paid
acquisition optimisation and strategic diversification.
The first 30 days were dedicated to rebuilding the foundation.
Then we scaled aggressively.
What We Implemented
Strategy 1
Volume Restoration & Rapid Scaling
Within 30 days, we:
- Rebuilt campaign structure.
- Optimised targeting frameworks.
- Reworked creative angles.
- Doubled lead flow.
Result:
From underperforming campaigns to 600+ leads feeding the sales team.
Strategy 2
National Expansion
Previously, targeting was primarily localised.
We expanded to:
- Australia-wide campaigns
- Broader macro targeting
- Scalable national reach
This unlocked significant new volume while maintaining cost control.
Strategy 3
ICP Diversification
Before, the focus was heavily skewed toward FIFO workers.
We introduced diversification acro three segments:
- General property investors
- FIFO investors
- FIFO first-home buyers
This created resilience across campaigns and prevented reliance on a single niche.
Strategy 4
Multi-Campaign Direct Structure
We built four separate direct response campaigns to:
- Avoid audience fatigue
- Increase creative diversity
- Improve lead quality
- Maintain consistent volume
The diversification improved both stability and performance.
The Results
Improved lead quality across all segments Sales team fully fed and operational pressure relieved From stressed and underfed sales reps… To a predictable, high-volume acquisition system.
Client Testimonial
“After trying other agencies and seeing performance decline, coming back was the best decision we made. Within 30 days, the results turned around completely. Lead volume doubled, quality improved, and our sales team finally had the pipeline they needed.”
Corey Jones, Motivate Property
Ready To Scale
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