The Ugly Truth About Homebuyer Webinars (And How to Actually Get Clients)

Thursday, June 26, 2025

Stop Watching. Start Selling. Why Your Webinar Isn’t Working (Yet)

let me set the scene.

I joined this "Homebuyer Webinar Challenge." Total bait.

Every slide? Fluff. Every promise? Hollow. Every replay? Just another excuse to charge five grand for a glorified Canva deck.

I felt for the people who paid her. Thought they were getting a client-getting machine. What they got was a PDF and a prayer.

Nobody taught them how to actually get someone to raise their hand. No one said, "Hey, if you’re doing a webinar, someone better be booking a call or filling out a damn form."

So yeah, I’ve watched this happen too many times: Good people, sitting on Zoom, nodding along, notebooks full, pipeline empty.

And here’s the irony: homebuyer webinars actually started with good intentions.

A Quick History of Homebuyer Workshops (and Where It Went Off the Rails)

Homebuyer education used to mean sitting in a classroom with a HUD-approved counselor, walking through every step of the process. HUD (yes, the government) laid the groundwork by certifying agencies to offer classes required for down payment assistance and first-time buyer programs.

Then came the internet.

eHome America built one of the first big online platforms. Fannie Mae rolled out HomeView. Framework came in with slick mobile-friendly design. These were built for real education: 8-hour HUD-certified classes, available in English and Spanish, with 24/7 access and a printable certificate.

Not webinars. Not fluff.

These were structured, standardized, and—most importantly—legitimately helpful.

But somewhere along the way, marketers hijacked the format.

Suddenly, webinars became pitch decks with stock photos. You logged in expecting help, and left with a hard sell, a vague promise, and zero action.

Let’s fix that.

If you're going to teach on a webinar, here’s what has to happen:

• Someone books a call.

• Someone fills out a form.

• Someone moves.

Not a standing ovation. Not a DM that says "great content."

An actual next step.

Because you’re not doing all this talking for your health.

Let me give you the real playbook:

1. You Need to Be Fully Present

If your brain’s at the dentist or your phone’s blowing up mid-webinar, guess what? You’re toast.

Your energy is the thermostat. Set it low, and nobody’s moving.

2. Don’t Rush the Ask

Bad webinars end with, "Hope you liked the content, have a good day."

Then they close the Zoom like it was a 7th grade book report. Nothing happens. Nothing changes.

But the real close? It starts when you invite them to take action.

"Here’s what to do next if this resonated. Book a call. Fill out the form. Let’s talk."

You’re not asking for money. You’re asking for motion.

3. Let People Move Forward

Don't make it a maze.

• Book a call.

• Fill out a form.

• Take one clear step.

No mystery. No breadcrumbs. Make it painfully easy to say yes.

4. Emotion > Logic (At the End)

The spreadsheet crew already signed up.

Now you’re talking to the “what if it doesn’t work for me?” crowd.

You need to flip the internal monologue.

• “You don’t have to be great to start. But you do have to start to be great.”

• “You can’t win a game from the sidelines.”

• “You’re letting people with half your talent lap you—just because they hit ‘Go.’”

Preach a little. This is the moment.

5. Push (Because It’s Your Job)

If you believe what you’re offering actually helps people, then don’t whisper it.

Push. Nudge. Sell the next step like a professional.

Otherwise? They leave stuck, broke, and thanking you for a free masterclass that changed nothing.

TL;DR: Here’s What to Do Now

Look, your webinar doesn’t need prettier slides.

It needs clarity, conviction, and a close that doesn’t choke.

🎧 I just dropped a full podcast episode on this—the history, the fluff, and how to fix your webinar so people actually take action.

👉 CLICK HERE TO LISTEN

Listen in, take notes, and then go build something that moves people.

Let me know if you need help building a workshop that moves people to actual action.

To forward motion, Keith