HF Heidi Fischer meets Fondaro: Luxury real estate since 1990, powered by the latest AI CRM technology on the market

HF – Heidi Fischer Marbella has been selling luxury homes on the Costa del Sol since 1990, and it works like a fully digital agency. Every new lead gets a call within ten minutes, AI is part of the team's daily work, and buyers are looked after in their own language. Fondaro supports that way of working: leads from people who want to buy, calls from the browser and the phone, and every conversation transcribed and summarised on the lead.

HF Marbella and Fondaro
Active on the Costa del Sol since	1990
Founder	Heidi Fischer, more than 30 years in luxury property
Where they sell	From Sotogrande to Málaga, with a focus on Marbella, the Golden Mile, Benahavís and Estepona
What they sell	Villas, penthouses, apartments and new developments, from a €679,000 penthouse in Paraíso Pueblo to a €4.25 million villa in Montemayor
Their buyers	German-speaking and international buyers, looked after by the team in their own language
Their rule for a new lead	A call within ten minutes, and a WhatsApp if nobody answers
With Fondaro since	September 2026, on the Growth plan for Marbella West
From Fondaro's lead generation, first seven weeks	41 leads from people looking to buy, all for HF Marbella only, 3 with a viewing booked

Who is HF Marbella?

HF Marbella is the agency of Heidi Fischer, who came to Marbella from Germany and has been an entrepreneur in the sector for more than three decades. Sebastian Nieblas, CEO and partner, has Swiss and Spanish roots and comes from a background in international business management. Their line says why buyers come to them: "Weil die langjährige Erfahrung und die Sprache zählen", because long experience and the language count.

HF Marbella is a member of Leading Property Agents of Spain.

They sell villas, penthouses, apartments and new developments from Sotogrande to Málaga, with a focus on Marbella, the Golden Mile, Benahavís and Estepona. And they stay with a buyer after the keys: rentals and property management, project management for new builds, interiors and home staging, and the Spanish paperwork, all from one office in Guadalmina Alta, in the buyer's own language.

The team is small and close, and includes Mia Bonn, property presenter and digital host. And it has Mila, the office dog, listed on the team page simply as "die Chefin".

How does HF Marbella work a new lead?

Sebastian's rule for a new lead is simple:

We call all our leads within the first 10 minutes. If a lead does not get contacted within this time, a WhatsApp goes out.

Sebastian Nieblas

The first call is where the work is. Sebastian says so himself: "the quality of leads depends as well on the first phone calls, how good the initial speech is." With homes from under a million to more than four, HF Marbella's team knows that first conversation matters more than any ad, and they have it in the buyer's own language.

How does HF Marbella use AI?

What surprised us is how modern an agency with more than thirty years on the coast can be. HF Marbella has a marketing and AI specialist on the team, and uses AI in its daily work:

• The market. Analysing the market and pricing a home.
• The week. Organising agendas, calendars and viewings.
• The homes. Preparing property presentations and descriptions in several languages.
• The buyers. Keeping every follow-up with a buyer on track.

An agency that works like this wants its CRM to keep up.

Why did HF Marbella try Fondaro?

Sebastian gives two reasons. Fondaro offers tools that match the agency's own technological standard, and it brings leads with a high potential to convert:

Compared with the lead generation companies and marketing partners we've worked with before, Fondaro really stands out. The lead quality is much higher, especially the proportion of genuinely interested ... buyers. And that's only half of what Fondaro offers. The CRM side is just as strong, a new milestone in comparison to others.

Sebastian Nieblas

He adds one that is not on any feature list: "When an issue comes up, you're on top of it straight away. That makes it much easier to share feedback or ask for help."

How good are Fondaro's leads for a Marbella agency?

HF Marbella joined Fondaro on 1 September 2026. The next day it picked an area on the Growth plan: Marbella West. Fondaro runs the ads, and each lead goes to HF Marbella alone. The first one arrived on 7 September, and in seven weeks there were 41.

Five weeks in, Sebastian counted where the first 35 leads stood:

Status	Leads	What it means
New	9	Contacted, no answer yet (half of them less than ten days old)
Potential	11	Contacted and answered at least once. 3 have a viewing booked
Bad timing	4	Browsing for now, could buy later
Unqualified	11	Spam, fake, or not interested

So, if 3 leads convert it would be close to 10% success, which is a very high rate. But this number I do not value before 3 or 4 months.

Sebastian Nieblas

By 21 October, 15 of the 41 Fondaro leads were Potential.

Sebastian's caution is worth keeping. A viewing is not a sale, a sale on the Costa del Sol can take a year, and he will not judge the results before three or four months.

What does the HF Marbella team do in Fondaro every day?

Heidi put it in one breath:

It's so easy, Alex. The leads appear in the app, and I can call them straight away. Fondaro takes care of the rest, including the notes and details of our conversations.

Heidi Fischer, founder

That is the ten-minute rule in practice. A Growth lead arrives in the app, and the call happens from the browser or the phone. When it ends, the recording is transcribed and summarised on the lead, with the next step. Nobody types up a call afterwards, and whoever picks the lead up next reads what was said.

The rest of the week happens there too:

• Their own email and WhatsApp. Everyone on the team has connected their own mailbox and WhatsApp, so a buyer's emails and messages sit on the lead next to the calls. When a call goes unanswered, the WhatsApp goes out from the same place.
• Brochures. When a buyer wants to see homes, the team sends a brochure made from HF Marbella's listings, and sees when the buyer opens it.
• Reports. Sebastian doesn't use them yet. When HF Marbella wants them, Fondaro's report builder can show how its Growth leads move through the statuses, from New to Potential.
• Ask Fondaro. Sebastian asks the assistant what is waiting and has it draft the next message. He reads it, changes it if he wants, and sends it himself.

What happens next?

We love using Fondaro. At HF Marbella, we're always looking to learn and improve, and Fondaro keeps evolving and staying ahead of the curve.

Sebastian Nieblas

That line fits an agency that already uses AI across its work. We will come back to HF Marbella when the first of those 41 leads becomes a buyer with the keys.

Questions agencies ask about Fondaro

How fast should an agency call a new lead? HF Marbella's rule is ten minutes, and a WhatsApp if nobody answers. In Fondaro a new lead appears in the app, and the call is one tap away, from the browser or the phone.

Does Fondaro transcribe and summarise calls? Yes. When a call from Fondaro ends, the recording is transcribed and summarised on the lead, with the next step, so nobody types up a call afterwards.

Does Fondaro's assistant call leads? No. Ask Fondaro drafts and proposes. At HF Marbella a person dials every call, from the browser or the phone app, and a person sends every message.

What does the Growth plan bring a Marbella agency? On Growth, Fondaro runs ads for the area and buyers an agency picks, and each lead goes to that agency only. HF Marbella picked Marbella West, and received 41 leads from Fondaro's ads alone in its first seven weeks, three of them with a viewing booked. A viewing is not a sale, and HF Marbella judges the results after three or four months.

About HF Marbella

HF – Heidi Fischer Marbella is a luxury real estate agency founded by Heidi Fischer and active on the Costa del Sol since 1990, and a member of Leading Property Agents of Spain. Its team sells villas, penthouses, apartments and new developments from Sotogrande to Málaga, with a focus on Marbella, the Golden Mile, Benahavís and Estepona, looks after buyers in their own language, and handles rentals, property management, home staging and Spanish paperwork for its clients. Office: Edificio Banús Portal II, Urb. Guadalmina Alta, 29670 Marbella.

Lead figures are from HF Marbella's Fondaro account, 2 September to 21 October 2026, and from Sebastian's own count of the first 35 leads. Every quote is from Sebastian Nieblas or Heidi Fischer, approved by them before publication.