How We Sold 900 Tickets to the Real Estate Summit

How We Achieved This Result

Solution

We created a complete advertising ecosystem in Meta Ads: from the first touch to the final sale.

The work included market analysis, testing dozens of hypotheses, and precise optimization based on Meta Pixel data and UTM tags.

At the start of the project, the audience was almost completely cold. People were interested in investments but did not trust new events, had objections regarding the ticket price, and needed proof.

Therefore, we created a three-stage warming system.

Stage 1. Warming Up the Audience

• free guide “Real Estate Trends 2025”
• instant form with minimal fields
• testing 4 types of creatives: expert, intrigue, social proof, market facts

The goal of this stage is to gather a quality warm audience and demonstrate our expertise.

Stage 2. Persuasion and Trust

• video from the previous summit
• participant testimonials
• presentation of the speaker lineup
• remarketing to everyone who showed interest or interacted with the content

This stage worked on “removing objections”: too expensive? We show value. Not sure? We show experience and social proof.

Stage 3. Closing the Purchase

• timers
• seat counters
• “73 tickets left”
• “price will increase in 48 hours”

Results

Campaign Numbers:

• Total number of leads (all campaigns): 607
• Total impressions: 1,113,569
• Total reach: 137,503
• Average cost per lead (CPL): 563₴
• Average cost per click (CPC): 58₴
• CPM (cost per 1000 impressions): 307₴
• Average CTR: 1.43%
• Total expenses: 342,038.86 ₴

Average impression frequency: 8.1

Key metric:

• 900 tickets sold. Full house.
• We didn’t just “drive traffic”.
• We built a system that warmed up and closed the cold audience by itself.

Completed work

• Real estate market audit and investor portraits
• 25 separate advertising campaigns launched and tested
• 90 ad groups launched and tested
• Over 200 creatives launched and tested (including duplicates in the audience)
• Various audience types tested:
  • interests (investors, developers, real estate)
  • lookalike audiences based on past leads
  • retargeting based on interactions (video, forms)
  • special segments
• Different budget strategies tested
• Different campaign goals set:
  • Lead generation through instant forms
  • Conversions on the website
• A/B tests implemented:
  • lead collection forms (short/long)
  • headlines and creatives
• Budgets optimized, ineffective ads turned off
• Constant monitoring of CPL, CPM, CTR

Conclusion

A clear strategy, strong analytics, and deep audience engagement yield results even in the most challenging markets. A large number of audiences and creatives allowed for the collection of clear statistics for further scaling.

Meta Ads can sell expensive tickets if the advertising funnel is created based on the actual behavior of the audience, rather than “like everyone else.”

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