Case Study
How One Real Estate Team Cut Zillow Costs & Took Control of Its Lead Pipeline
What happens when a top-producing team stops renting leads and starts owning its new business generation plan? Growth, savings, and a strategy built to scale.
316%
increase in ad impressions
597
engaged leads in 6 months
27%
cost-per-click decrease
“We tried to do a lot of it ourselves, and we hired companies that were local thinking that it would be better to have a local company do it rather than a larger organization from outside of our market. And we were wrong.”
Lisa Kirkpatrick
director of marketing, The Denise Ramey Team
The challenge
Team leader Denise Ramey likes to keep her sales associates busy with plenty of leads. But Zillow’s price tag was becoming unsustainable. “Denise was spending over $10,000 a month on these leads,” Lisa Kirkpatrick, Ramey’s director of marketing, recalled. “It’s just a lot of money.”
The Long & Foster team tried other online lead sources, but none of them had the same traffic volume as Zillow. They even tried to generate organic leads via search-engine optimization, hiring a local SEO team to manage ads in the hopes that their specific expertise in Charlottesville, Virginia, would pay off. “They were great, but they just didn’t have the sophistication and the time and the resources” that Luxury Presence has, Kirkpatrick said.
The strategy
The team realized that in order to move its budget away from Zillow, they needed both a first-class website and an expert strategy to leverage it. “Online presence is mission critical,” Kirkpatrick said. “It’s well worth the investment.”
Luxury Presence’s bespoke campaign for The Denise Ramey Team:
- Target 22 keywords across six locations with Google Ads
- Secure high-intent seller leads through home valuation offers
- Create a steady stream of blog content about Charlottesville to boost high-funnel traffic
- Convert interest into action with community guides that highlight authority and expertise
The impact
Average monthly savings of 72.7% on ads and SEO
46.3% increase in engaged leads over 5 months
2,659 non-branded keywords ranking in the top 10
The results speak for themselves: More traffic. Better leads. Lower costs.
From August 2024 to June 2025, The Denise Ramey team’s ad impressions have increased 316%, while cost per click has decreased 27%. They’ve also logged simultaneous organic wins, with website traffic and the number of engaged leads on the rise.
“We have had a wonderful experience with Luxury Presence,” Kirkpatrick said. “Everybody we’ve dealt with there has been wonderful, professional, easy to work with.”
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Luxury Presence did a flawless job creating (and maintaining!) carlinwright.com. I get emails every week from agents around the country begging to know more about the site – apparently everyone has Luxury Presence envy!
Our experience with Luxury Presence was fantastic. Definitely has the high-end feel that we were looking for.
Luxury Presence was the #1 reason for my record-breaking year. My clients are always telling me that they found me from my website. It’s very important that you’re out there and can be seen. They know real estate, and they know what our audience wants.
I couldn’t ask for more.
My experience with Luxury Presence has exceeded all expectations. The company offers impeccable service and support, and has helped me every step of the way. They are always one step ahead. I’d highly recommend any of my colleagues or professionals to connect with Luxury Presence.
Hiring Luxury Presence has been one of the best decisions we’ve ever made. They implement our changes very quickly, and they’ve doubled our monthly users through SEO to over 10,000…
Everyone we have worked with has bent over backward to ensure that our experience, as well as the outcome of our website, were unparalleled.
