How to Use Mini-Webinars to Convert Real Estate Leads into Clients

Services for Real Estate Pros with Jessica Cates Creative


Most real estate professionals agree that not having enough time in the day is a big challenge, especially when it comes to attracting new business. Luckily, technology has made that process easier by providing affordable or free tools that allow you to connect with leads on a one-to-many level. Using mini (meaning brief) real estate webinars, you can attract and convert a much higher number of potential leads in a 10-15 minute block than you’d ever be able to if you were setting up individual meetings for each lead.


Follow these 6 simple steps to create a real estate mini-webinar:

  1. Choose your audience:

    Identify your ideal lead and list out their demographics. For example, if you’re targeting first-time homebuyers in a specific area, list out the cities you’re targeting, your ideal lead’s age range and life milestones and anything else you can think of that is relevant to your group. This information will be very valuable when we get to step 6. 

    Pro Tip:
    Need help? Use this free lead targeting blueprint

  2. Choose your topic and title:

    Think about your target audience and come up with a list of questions they most frequently have. For example, if we go with first-time homebuyers, chances are they want to know where to start when it comes to considering a home purchase. A good webinar for this group could be something along the lines of “Home Shopping 101: A Guide for First-Time Buyers.” 

  3. Choose your format:

    Now it’s time to decide how you want to present your information. Building a slide deck on your topic can help attendees follow along. You can also send a copy of the deck to leads after the live presentation. The branded presentation will serve as a great reminder of all the content you covered and you can include a slide with all your contact information so leads know how to reach you with any additional questions. If you decide to use video for a more face-to-face feel, use our free "Getting Started with Video" guide to help you get comfortable in front of the camera. I recommend keeping it short and sweet, no more than 15-20 minutes, to maximize registrations.

  4. Choose your platform:

    There are lots of different platforms to choose from – some free, some paid - and each with their own list of pros and cons. If you want to use a free option, check out our list of virtual meeting tools. Google Hangouts On Air is a great option if you use YouTube to market your business because your webinar video will instantly be saved to your account. You can also take a look at Fuze. If you prefer more interactivity with the attendees, check out GoToMeeting or ReadyTalk (both have fees).

  5. Promote your webinar:

    Use the target audience lead demographics you defined in step 1 to set up highly targeted ads on Facebook to promote your webinar. If you’re targeting first time buyers, you can select things like age range, city and marital status to make sure you’re reaching your ideal audience. For more tips on how to promote your webinar, check out this article on how to boost posts.


  1. Leverage your webinar recording to attract new leads:

    Whichever platform you decide to use, make sure you record your webinar for future use. Instructions on how to do this will vary by platform, but a quick Google search should give you all the information you need. Once you've recorded your video, you can embed it on your website and promote the recording as an “on-demand” presentation. Then, you have the option to either require a form fill to access the content or leave it “un-gated” to make a positive first impression on potential clients. As you increase the number of webinars, you’ll also build a robust video content library that you can use to boost your brand visibility using SEO and capture new business.


Leveraging mini-webinars to convert real estate leads into clients will not only help you increase your online visibility (Google loves SEO optimized videos!), it will also save you tons of time on your prospecting. 

Have you ever used webinars for prospecting? If so, what was the outcome?

Posted by

Jessica Cates

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Comments (3)

Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

Jessica Schweppe ... have already downloaded your video info/pdf and will be reading this ASAP today.  I know that I NEED to get involved in this manner .. and webinars more.  The tools are available ... not using them is crazy!


Jun 10, 2015 05:27 AM
Jessica Cates
Jessica Cates Creative - Gilbert, AZ
Real Estate Marketing Expert + Blogger

Awesome Gene Mundt, Chicago-area Mortgage Lender -  - pleaes don't hesitate to reach out if you have any questions :).

Jun 10, 2015 05:43 AM
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

Will do, Jessica Schweppe ...



Jun 10, 2015 06:20 AM