Case Study: Gates Hudson achieves cost-effective lease conversions with Zillow

Gates Hudson - Customer Case Study

Gates Hudson Vice President of Marketing Steve Gilbert leads a metrics-driven push to turn marketing from a cost into an investment that delivers high-quality prospective residents at the lowest possible price. His team’s challenge was to reliably drive occupancy and revenue across markets by measuring the right signals—leads per property, lead-to-tour ratio, tour-to-lease ratio, and cost per lease—and to revamp tracking and partner alignment so marketing dollars produce tangible leasing results.

Their solution was disciplined measurement and selective media spend, including adding Zillow Rental Network to the mix as a performance-aligned partner. By setting realistic benchmarks, sharing data with partners, and focusing on cost per lease, Gates Hudson saw Zillow leads convert into leases at comparable rates to established ILSs within three months and realized a straightforward, cost-effective source of validated leases that supports their occupancy and rent goals.

Gates Hudson

Steve Gilbert

Gates Hudson