January 18, 2024

Unleashing the Power of Digital Marketing for Build-to-Rent Communities

As the continuing surge in demand for both single and multi‑family rental properties creates new challenges and new opportunities in the build‑to‑rent market space, navigating these dynamic trends has become more crucial than ever for communities aiming for sustained, long‑term success.

For home builders and investors in the build‑to‑rent sector, an effective digital marketing strategy plays a pivotal role in that success –  establishing a robust online presence is crucial for reaching target audiences, building brand awareness, and maintaining credibility, and leveraging various digital channels allows builders to connect with potential renters in a highly competitive market.

The Role of Digital Marketing in Build‑to‑Rent Homes

Website Design and Development

A well‑designed website is often the first interaction users have with a brand online, and the visual appeal, layout, and overall design influence the impressions users form about the business. Similarly, a thoughtfully designed and user‑friendly interface, intuitive navigation, and fast loading times enhance the user experience and contributes directly to increased engagement and higher conversion rates.

Social Media Marketing

Crafting engaging content and running targeted advertising campaigns on platforms like Facebook and Instagram are effective ways to connect with and attract potential renters. Social media serves as a powerful tool for building relationships and brand loyalty, and also provides a valuable opportunity to highlight the benefits of a BTR community over traditional apartment, such as additional indoor and outdoor space, better amenities, and a stronger sense of community.

Content Creation and SEO

Producing high‑quality, optimized content, such as blog posts, website copy, and videos, establishes home builders as industry experts and improves search engine visibility, leading to more leads and more conversions. Useful and informative content not only attracts potential renters, but also contributes to overall brand authority and provides a distinct edge over competitors who are neglecting their content.

Email Marketing

Building and nurturing a subscriber list allows for targeted communication with potential renters. Newsletters, updates, and exclusive offers can be delivered directly to the inbox, keeping the audience engaged.

Search Engine Marketing

SEM solutions in BTR marketing strategies are tailored to highlight community aspects, lifestyle offerings, and the flexibility of renting. This tends to differ from traditional real estate advertising by placing a stronger emphasis on the dynamic and communal aspects of living in a BTR development, and by customizing messaging to specific tenant demographics and preferences.


Customizing ads based on location helps reach local audiences more effectively – geofencing services allow BTR communities to target renters where they are in real‑time, including competitor locations, apartment complexes, and more. You can then track and connect with those renters instantly via ads on their mobile device or social media and drive traffic to your community with less effort and more measurable results.

Data Analytics and Insights

By leveraging Google Analytics and CRM solutions to make data‑driven decisions, builders can optimize marketing strategies for better results. From tracking user behavior, analyzing traffic sources and audience demographics, implementing in‑depth conversion tracking, and integrating CRM data to conduct lead source tracking and customer journey mapping – just to name a few applications – these tools are an invaluable asset when it comes to optimizing marketing approaches and responding to changes in the market.

Developing a Comprehensive BTR Marketing Strategy

The Pre‑Launch Period

In the competitive landscape of build‑to‑rent developments, the pre‑launch period serves as an opportune time to craft a narrative that sets the BTR community apart from others and not only generates anticipation, but also lays the foundation for a brand that stands out in the minds of potential tenants.

Creating Brand Identity

Recognizability is the cornerstone of a successful brand, and the pre‑launch phase is the ideal time to focus on creating a brand that resonates with the target audience. This involves understanding the preferences, lifestyles, and aspirations of the demographic the BTR community aims to attract – whether it’s emphasizing sustainable living, fostering a sense of community, or offering innovative amenities, aligning the brand with the desires of the target audience enhances its appeal and increases the likelihood of attracting the right tenants.

Establishing Target Demographics

A key strategy in BTR marketing is tailoring messages and promotional efforts to specific tenant demographics. Different tenant groups have varying preferences, needs, and lifestyles. For instance, young professionals may prioritize social spaces and connectivity, while families may prioritize outdoor areas and safety. By understanding these nuances, marketing campaigns can be customized to address the unique desires of each demographic. This targeted approach ensures that the right message reaches the right audience, maximizing the impact of marketing efforts.

The Lease‑Up Period

Post‑launch, marketing becomes even more critical. Achieving maximum exposure through multi‑channel strategies, targeting specific demographics, and linking marketing with sales are key to converting interested parties into paying tenants.

Achieving Maximum Exposure

Leveraging multi‑channel marketing strategies ensures that the BTR community reaches its target audience across various platforms. This involves utilizing a combination of digital channels, such as social media, paid advertising, email marketing, and potentially even traditional channels like print advertising or local in‑person events. By casting a wider net, the development increases its visibility and engages potential tenants through the channels they frequently interact with.

Linking Marketing with Sales

Fostering close collaboration between marketing and sales teams is crucial for the success of a BTR development, and integration of customer relationship management (CRM) systems and regular communication between the two departments allow for seamless tracking of leads generated through marketing efforts. This close connection ensures that marketing activities align with the sales strategy and that both teams are working in tandem towards common goals.

The Retention Period

Maintaining long‑term momentum is vital during the retention period. Building and sustaining a positive reputation, leveraging word‑of‑mouth marketing, and understanding the value of reputation become crucial in retaining tenants.

The Value of Reputation

Consistency in delivering high‑quality content across online platforms, including social media, the community website, and other digital channels is an essential part of maintaining a positive reputation. This involves regularly updating information, showcasing the latest amenities, and ensuring that the visual representation aligns with the actual living experience. By upholding the standard of digital marketing campaigns, the development reinforces trust with potential tenants and enhances its reputation in the competitive rental market.

Word of Mouth

Word‑of‑mouth recommendations are a potent force in the BTR sector. Encouraging existing tenants to share positive experiences can significantly impact the development’s reputation, and by actively involving tenants in promoting the community, the BTR development taps into the authenticity of personal recommendations, creating a ripple effect that extends to potential tenants seeking trustworthy insights into their future living experience.

Conversely, while positive word‑of‑mouth is valuable, addressing negative feedback promptly is equally important. In the age of online reviews and social media, negative comments can quickly gain traction if left unattended, and by proactively managing and resolving issues, the development not only safeguards its reputation, but also demonstrates a commitment to tenant satisfaction and community well‑being.

The Value of Partnering with an Experienced Digital Marketing Agency

Expertise in Build‑to‑Rent Marketing

Experienced digital marketing agencies understand the unique needs and challenges of the build‑to‑rent sector. They tailor marketing strategies to align with industry trends, ensuring maximum impact.

Time and Resource Efficiency

Partnering with a digital marketing agency allows home builders to focus on construction and operations. The agency streamlines marketing efforts, ensuring efficiency in reaching the target audience.

Measurable Results and ROI

An experienced agency provides measurable results and transparent reporting. Demonstrating the impact of digital marketing on lead generation and conversions helps home builders gauge the return on investment.

BTR communities looking to stay ahead of the curve would be well‑served by embracing the immense potential that digital marketing strategies can offer in terms of elevating a development’s visibility, resonate with target audiences, and drive meaningful engagement. By forging partnerships with experienced digital marketing agencies, builders can leverage industry expertise, optimize campaigns, position themselves for long‑term success.

Interested in learning more about what a comprehensive BTR marketing strategy entails?  Contact us today to see how our team of experts can help you produce measurable, sustainable results.