Google Ads can be a powerful growth engine for residential property management marketing. But for many business owners, it’s also a source of frustration. Misconceptions, unrealistic expectations, and the complexity of campaign management often leave property managers saying, “Google Ads just doesn’t work for me.”
On The Property Management Show podcast, Google Ads expert Maddie Lushington shared candid insights from her five years of running Google Ads campaigns for property managers across North America. Her stories reveal why some campaigns fail, what realistic success looks like, and how property managers can avoid common pitfalls when marketing to property owners.
Why Property Managers Struggle with Google Ads
Many property managers walk into Google Ads expecting instant results: a certain number of leads, a specific cost per door, or guaranteed outcomes based on what a peer mentioned at a conference. Maddie has seen this play out countless times.
I also recalled overhearing property managers comparing results over lunch at an industry event. One person bragged about generating dozens of leads in Florida, while another lamented that ads never worked for them in a smaller market. On the surface, these conversations sound like benchmarks. In reality, they’re stories shaped by geography, competition, and budget.
Comparing success in Florida to a rural town in Arkansas is like comparing apples to oranges. The market dictates what’s possible.
This misconception — that performance can be copy-pasted from one market to another — is one of the biggest reasons property managers feel let down by ads.
What Defines Success in Google Ads Campaigns for Property Managers
Beyond Cost Per Lead
Leads and cost per lead remain the metrics everyone talks about, but Maddie encouraged property managers to widen their definition of success. Impressions and clicks reveal whether your brand is showing up consistently. More importantly, looking closely at the type of clicks matters just as much as the number.
Owner Leads vs. Tenant Clicks
This is where nuance comes in. Owners and tenants often use almost identical search terms. That means even the most carefully crafted campaigns will capture some tenant clicks. Maddie was quick to point out that this isn’t a failure — it’s simply the nature of how search works. Her team’s role is to constantly refine campaigns to keep the balance tilted toward owner leads.
She stressed the importance of daily click volume as a leading indicator. If a campaign generates five to ten clicks a day, we know we’re creating enough opportunities for owner leads to come through. Not every click will be perfect, but the math starts working in your favor.
Can You Trust AI Tools for Google Ads in Property Management?
Automation and AI sound appealing. Google has rolled out tools that promise to “optimize” campaigns with little human input. But Maddie and I both warned against over-reliance on AI in property management marketing, and here’s why:
The Nuance Problem You Can’t Ignore
I put it plainly during the interview:
“Google has now shifted from purely keywords to intent.”
That sounds great until you remember that intent is slippery. Intent is a very nuanced thing, which robots find it hard to master.
In property management, that nuance cuts deep. Owners and tenants search with similar phrases. Maddie sees this daily:
“Tenants and owners actually search very similarly…[and] the AI isn’t nuanced enough to… know the difference… between the owner that we want and the tenant that we don’t.”
Google’s shift from keywords to intent has been one of the biggest changes in recent years. If you want a deeper dive into how Google’s constant updates affect property management marketing, check out our blog on Back to Episodes