Ep #12: The Ultimate Guide to Hosting REALTOR Classes

Geoff lays out a complete system for using REALTOR classes and workshops as the primary engine for attracting, engaging, and converting agent referral partners. He covers why the traditional cold-call approach fails, why in-person education builds trust faster than digital, and walks through five concrete steps to fill the room and run a successful event. Best for LOs who want a repeatable, scalable alternative to one-off networking.

Takeaways you can run this week

• Run a Facebook poll or send a two-question email to agents in your database asking 'What is the biggest challenge in your business right now?' — use the top answer to choose your next class topic so attendance demand is built in before you promote.
• Pick a business-growth topic, not a mortgage topic. Proven titles from the episode: 'Your Social Media Sucks: 5 Easy Steps to Stop Getting Ignored and Get More Clients from Facebook, YouTube and More' or 'Secrets of Lead Follow-Up and Conversion: 25 Tips from Top Producers.'
• Recruit one title rep, one escrow rep, and one home warranty/insurance rep as co-hosts for every event — they share promotion costs, reach offices you can't access, and transfer their existing trust to you with agents who don't know you yet.
• Set up your event registration on Eventbrite (free) — it handles the RSVP page, Google Maps embed, ticket counter, digital/printed tickets, attendee list, and automated reminders without any manual follow-up work on your end.
• Make at least three personal confirmation calls per registrant: (1) within 24 hours of RSVP, (2) a few days before the event, (3) the day before. Budget for a 30% no-show rate and treat each call as a warm relationship-building touchpoint, not just a reminder.
• Promote every class across all five channels simultaneously: email blast, social media posts, printed event flyers, broker preview meeting announcements, and board of REALTOR meeting announcements — treat it like a multi-channel launch, not a single email.

The playbook

1. Step 1 — Choose a compelling, agent business-focused topic (survey agents first via Facebook poll or email to confirm demand).
2. Step 2 — Partner with 2-3 affiliates (title, escrow, home warranty/insurance) to co-host, share costs, and expand reach into agent offices you don't have access to.
3. Step 3 — Promote via shock-and-awe multi-channel marketing: flyers, social media, email, broker previews, board meetings — all simultaneously.
4. Step 4 — Use Eventbrite to manage RSVPs, reminders, and the attendee list automatically at no cost.
5. Step 5 — Follow up personally at least three times pre-event (within 24 hrs of RSVP, mid-run-up, and day before) to maximize attendance and begin warming the relationship before the room opens.

Worth quoting

“94% of all failure is the result of a system, not people.”

“Real estate agents are still what I call an oil well — once tapped, it continues to produce black gold.”

Best for

LOs who have tried coffee meetings or cold calls to recruit agents but lack a repeatable system to fill a room and convert attendees into referral partners.