Ep #14: David Krushinsky: Crushing it With Client and Agent Events

David Krushinsky breaks down his two primary business drivers: twice-yearly client appreciation events and monthly agent lunch-and-learns. He shares his 'sniper targeting' approach to agent selection, how he leverages title affiliates to fill seats and cover costs, and how he plants follow-up calls inside the class itself so agents expect to hear from him.

Takeaways you can run this week

• Call your entire past client database to invite them to a client appreciation event; before hanging up, ask 'Do you have any questions I can have [your name] answer about your current mortgage?' — this surfaces refi leads while refreshing contact info.
• Host two client appreciation events per year: one dinner at a restaurant with outdoor seating (100-person capacity, open bar with limits) in October, and one spring training or minor league baseball game ($10/ticket, bring the kids) in spring. Rate these a 9-10 for driving referrals.
• Run monthly lunch-and-learns with a 1130 invitation but don't start teaching until 1145-1200 (serve food immediately so latecomers don't disrupt). Teach for one hour. Open by asking every attendee what they want to get out of the class and address those points first.
• Inside every class, plant the follow-up call explicitly: say 'We're going to reach out in the next week or so to see if you implemented this tactic.' Agents expect the call, resistance drops, and it becomes a natural appointment-setting conversation.
• Before calling any agent for a meeting, pull their 12-month production in MTAGO (available as a phone app) or from your title rep. Skip agents with no recent transactions; prioritize agents with volume, and lead your meeting pitch with: 'I'll show you my database and how I refer 1-2 clients a month to my partners — more than your current lender sends you.'
• Shoot neighborhood community videos on an iPhone with a tripod alongside a top agent — post them on her website, not yours. This creates a recurring face-to-face meeting, deepens the relationship, and embeds you in her marketing permanently.

The playbook

1. 1. Pull agent production data (MTAGO app or title rep MTA report) — only pursue agents with real transaction volume.
2. 2. Deliver a themed gift drop (e.g., football before Super Bowl with note 'We want to be on your team'); follow up with a call to confirm receipt.
3. 3. On the follow-up call, say: 'I know you're a top producer. I'd like 15 minutes to show you how we might add business to what you're currently doing. Who do you use for your lender?' If they have 2-3 lenders already, move on.
4. 4. At the meeting, present your referral value prop: 1-2 client referrals per month from your database of 1,000 past clients — more than most lenders deliver.
5. 5. Invite them to your next lunch-and-learn (co-sponsored by your title affiliate who brings their agent database for 75% of seats).
6. 6. Inside the class, announce the follow-up call so agents expect it.
7. 7. Post-class, research each attendee's production; add high-producers to your Top 40 agent list and call every Monday or every other Monday with a news hook, rate update, or upcoming event invite until they send business or explicitly opt out.

Worth quoting

“It's the sniper approach to getting good business partners versus just going out there and trying to blast out information.”

“I tell them: sitting down with me will result in business for them. And generally that's enough to get an appointment.”

Best for

LOs who have been told to 'do lunch-and-learns' but don't yet have a repeatable system for filling the room, following up, or converting attendees into active referral partners.