How to Invest in Your Agent Relationships Now

A COVID-era solo episode where Geoff coaches LOs on how to invest in agent relationships during a market slowdown, with a pitch for a done-for-you Zoom class product called 'Coronavirus: A Guide for Realtors.' The content is thin on new tactics and heavy on mindset encouragement and a product offer. Best for historical context on pivoting to virtual agent education.

Takeaways you can run this week

• Identify 10–20 CPAs, financial planners, or divorce attorneys in your market. Call each with this script: 'Hi, my name is [Name], I'm with [Company]. I know your clients have questions about mortgage financing right now. I'm offering a free mortgage analysis via Zoom — no cost to them. If you have anyone who could benefit, I'd love to be a resource.'
• Pull current MLS data with a local agent: new listings, pendings, and solds for the past 30 days. Use that data in agent conversations to provide market context and position yourself as an informed resource.
• Host a Zoom class for real estate agents covering: how to pivot their business during a slowdown, social posting ideas, scripting for talking to fearful buyers/sellers, virtual home tour examples, and mindset/confidence framing for getting through the dip.
• Use Facebook Events to promote your Zoom agent class — create a custom event image, post it to your page, and invite agents from your existing referral network to reserve a spot.

The playbook

1. 1. Identify a relevant education topic agents need right now (market disruption, buyer objections, virtual tools, etc.).
2. 2. Build or acquire a done-for-you PowerPoint covering the topic.
3. 3. Create a Facebook Event with a custom image and collect RSVPs.
4. 4. Deliver the class live via Zoom — record it for follow-up use.
5. 5. Follow up individually with attendees to deepen the relationship before the market rebounds.

Worth quoting

“Invest in the dip — the dip right now is in relationships with your real estate agents.”

“Where's the puck going? The typical busy spring market will be back. It's just being postponed.”

Best for

LOs who went quiet during a market slowdown and want a framework for staying visible with agents through education instead of cold outreach.