Seeking advice for lead gen for a luxury spec/custom design-build firm

[John McGuirk]

I am providing SEO and digital marketing consulting for a design-build firm operating in established and up-and-coming luxury mountain communities in the Colorado Rockies. They want more online leads, but I'm quickly learning their bigger issue is outbound sales & marketing, i.e. understanding who their customers (and referral partners) are and engaging them meaningfully.

I've been lurking on BP and researching their build areas and it seems like their primary clients are developers and investors, not individuals building their dream vacation home (though they are part of the mix).

Their value prop is dollar efficiency and speed. I haven't seen financials but they've stated their net income is 30% (spec) and 20-25% (full custom), shovel to keys in 8-9 months.

I'd like to help them execute an outbound S&M strategy but I'm new to this side of the RE world (I was a mortgage lender in a previous life and have some familiarity) and I'm trying to learn more about it. I appreciate any insights y'all might have, and apologies if I'm barking up the wrong tree.