Closing 300 Loans in Post COVID-19 World

Michelle Castle shares how she stopped chasing agents and built an attraction-based business by leading with a CE education platform for realtors — first in person, then pivoted to Zoom after COVID-19. This episode is essential listening for LOs who want a repeatable system to get agents coming to them instead of cold-calling their way to referrals.

Takeaways you can run this week

• Launch a recurring weekly Zoom CE class for agents — Michelle runs hers every Wednesday at 10 AM. Pick one day/time, lock it in, and make it the standing appointment agents put on their calendars.
• Build a 10-class CE series offered twice a year covering topics agents actually struggle with: business planning, time management, lead tracking, reading a title commitment, understanding closing disclosures, and mortgage basics. Charge $10/class, collect via PayPal, and register each class for CE credit with your state commission.
• Create or rename a private Facebook group for every agent in your local board — Michelle has had all ~300 agents in her group for 9 years. Change the group name and purpose to 'education and information sharing' to relaunch engagement and become the go-to resource.
• Add a URL redirect at the end of every Zoom class that sends attendees straight to your calendar booking page. Include a brief verbal CTA before the session ends: 'If you'd like to talk further, I'm looking for a few select agents to partner with — a link will appear when we close.'
• Have your frontline team member send BombBomb video updates directly to agents and clients on every file — not just status texts. This builds trust in your team so agents stop needing you personally for every transaction.
• Set a target of 50–60% of production coming from your database (non-realtor referrals). Track it monthly. Michelle hit 55% in year two of her platform shift by deliberately spending the time she saved from not chasing agents on loving her past client database.

The playbook

1. 1. Get your CE classes approved with your state real estate commission (Michelle found Texas relatively easy).
2. 2. Create 8–10 one-hour CE classes on topics agents need: business planning, lead tracking, title commitment, closing disclosure, mortgage basics, personality types, etc.
3. 3. Build or rename a private Facebook group for all agents in your local board and reframe it as an education and information hub.
4. 4. Schedule a fixed recurring class time (e.g., every Wednesday 10 AM) and promote it in the Facebook group and on your public profile.
5. 5. Charge $10/class, collect via PayPal, require payment within 24 hours before submitting CE paperwork.
6. 6. At end of each class, redirect attendees to your calendar using Zoom's URL redirect feature with a CTA about partnering.
7. 7. During the class series, identify 1–2 agents showing high engagement; invite them to a small-group biweekly coaching session via Zoom.
8. 8. Run a Friday 'headlamp' update session (Michelle does 1 PM Fridays) covering weekly market news, forbearance updates, and rate trends to stay top of mind between CE sessions.
9. 9. Expand virtually — once classes are online, promote them statewide on your public Facebook page to attract agents outside your local board and begin building referral relationships in larger nearby markets.

Worth quoting

“I don't chase realtors anymore. They're attracted to me.”

“If you want to top grade your business partners, start doing education — you have a wider net to filter people through.”

Best for

LOs who are tired of cold-calling agents and want a structured, repeatable system to become the local educator agents seek out — especially those in smaller markets where everyone knows everyone.