Over the past two articles, we’ve explored Council Leads inside BuilderExpert: first with a preview of the feature, then by showing how it fits into a builder’s daily routine. But one key question remains: how do you actually turn council leads into projects?
Having access to new opportunities is only the first step. The real value comes when builders take those leads and convert them into signed contracts, steady work, and profitable projects. In this guide, we’ll walk you through the exact steps you need to follow to turn information into action, and action into results.
Why Many Builders Miss Out on Council Leads
For some builders, leads are just names on a page. Without the right process, even the best council leads for builders never go anywhere. Common mistakes include:
- Not qualifying leads properly – chasing every project without checking profitability.
- Poor follow-up – contacting an agent once and then forgetting about it.
- Generic outreach – failing to tailor communication to the project’s needs.
- Slow response times – waiting too long, letting competitors get there first.
The truth is, it’s not enough to have leads — you need a system to turn council leads into projects consistently.
Step 1: Shortlist Profitable Opportunities
The first step is to avoid wasting time. Not every lead will be right for your business, so you must shortlist carefully.
- Focus on location: Does the project fit within your operating area?
- Consider project size: Is it the right scale for your resources?
- Look at timing: Does the timeline align with your current workload?
This daily shortlisting ensures you’re investing energy only where you have a genuine chance of success. As we explained in the daily routine article, a quick check each morning keeps your pipeline full without overloading you with irrelevant jobs.
Step 2: Use Estimates and BoQ to Qualify Projects
Once you’ve identified promising opportunities, the next step is using estimating tools to confirm if the project makes financial sense.
With BuilderExpert’s construction estimating software, you can:
- Generate real-time estimates that reflect current material and labour prices.
- Produce a detailed Bill of Quantity to break down every cost.
- Compare different versions to see how profit margins shift with scope changes.
By qualifying projects with hard numbers, you avoid pursuing leads that aren’t profitable. This step is essential if you want to reliably turn council leads into projects that actually strengthen your business.
Step 3: Outreach Strategies That Get Responses
Once you’ve chosen the right projects, the next step is contacting applicants and agents. Many builders fail here because they rely on rushed or generic messages. Instead, you should:
- Personalise emails or calls by referencing the specific project details.
- Keep communication clear and professional, showing you’ve done your homework.
- Highlight your experience with similar projects to build trust.
- Provide an initial estimate range to spark interest.
Premium Council Leads give you full applicant and agent contact information — names, addresses, phone numbers, and emails — so you can engage directly and professionally. This is the stage where consistent action helps you turn council leads into projects instead of missed chances.
Step 4: Build Relationships with Agents and Applicants
Not every lead will convert immediately. That’s why successful builders see outreach not just as a one-off pitch, but as the start of a relationship.
- Stay in touch with agents even if the first project doesn’t work out.
- Position yourself as a reliable partner for future developments.
- Share your capabilities and past successes to strengthen your reputation.
In construction, relationships drive opportunities. By consistently using council leads for builders, you’ll build a network of contacts that keeps delivering work long after the first project.
Step 5: Follow Up Consistently
The final step is also the most overlooked: follow-up. Many projects are lost simply because builders don’t chase responses.
- Schedule follow-up calls or emails a few days after your first outreach.
- Keep communication polite but persistent.
- Use BuilderExpert’s Premium tools (lead lists, letter creation, email templates) to track and streamline your follow-ups.
Persistence is often what turns a “maybe” into a “yes.” By following up consistently, you dramatically increase your chances to turn council leads into projects that pay off.
Conclusion
Council leads are only as valuable as the action you take. It’s not enough to preview them or check them once in a while — you need a process. By shortlisting opportunities, qualifying them with accurate estimates, reaching out professionally, building relationships, and following up consistently, you create a repeatable system that will help you turn council leads into projects again and again.
If you missed our first article, start with the Council Leads Preview to see how the feature looks. Then explore our guide on council leads for builders in daily routines to learn how to use them consistently. Finally, put this article into practice — and watch how quickly leads turn into real, profitable work.
By making a consistent habit of working with BuilderExpert’s tools, it becomes much easier to turn council leads into projects that are both profitable and sustainable. Over time, the builders who learn how to reliably turn council leads into projects will be the ones securing steady pipelines, building stronger reputations, and growing faster than their competition.
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The leads are there — now it’s up to you to act. Start today and see how easy it is to turn council leads into projects.
