What are the most effective strategies to get better, higher-quality opportunities and leads, instead of just a higher volume of low-value leads?

Having a long list of enquiries doesn’t always mean more business. Many property professionals end up chasing low-value leads - people with no urgency, unrealistic budgets, or casual interest. These enquiries inflate numbers but don’t translate into completed deals.

This focus on volume rather than quality makes marketing costs rise and conversion rates fall. Teams get demotivated as they spend time with people who were never likely to transact. The challenge is shifting from “more leads” to “better leads”.

The first step is to define what a “quality lead” looks like in your business. For a seller, that might mean someone ready to sell within 30 days, in a specific area, and at a certain price range. For an investor, it could be someone with available capital and a clear property type in mind. Knowing this profile makes it easier to filter enquiries from the start.

Next, tune your ads and messaging so they attract only those people. For example, use headlines like “Sell your house in Southampton within 14 days” or “Cyprus property investment from £100k” - these statements naturally discourage casual clicks. Add simple qualifying fields on your forms, such as expected sale timeframe or budget range, to separate serious prospects from browsers.

Finally, strengthen your credibility with social proof. Testimonials, deal case studies, and video walkthroughs all help attract serious prospects while turning away time-wasters. Over time, this approach delivers fewer leads overall - but a much higher percentage of them convert.

By focusing on quality, you save time and money. Your team works on fewer but stronger opportunities, conversion rates rise, and deals close faster. Instead of feeling busy but unproductive, your pipeline fills with sellers and investors who are genuinely ready to move forward.