Carl White Interviews Me

Carl White turns the tables and interviews host Geoff Zimpfer about mindset, what separates top producers, and what LOs should do right now in a purchase market. Covers imposter syndrome, scripting, systems, agent classes, and the hybrid LO model. Best for LOs who want an inside look at Geoff's philosophy before investing in his platform.

Takeaways you can run this week

• Call the listing agents from your last 10 closed deals using this exact script: 'Hey [name], obviously the market has shifted. I'm curious — how has this impacted your business plan for the rest of the year, and what changes are you making? I ask because I think I can help.' Then listen.
• Write down every step of your client lifecycle — lead in, first call, application, processing, closing, post-close — and turn each into a named, repeatable process. If you can't write it as steps, you don't have a process (W. Edwards Deming).
• Read or re-read 'Exactly What to Say' by Phil Jones (real estate edition) and write out your scripted responses to the top 3 objections you hear: 'your rate is too high,' 'I already have a lender,' and 'why should I refer to you?' Practice them until they feel natural.
• Host a homebuyer class with one new agent partner. Use the class as your entry point: Jeremy in Arkansas had 75 registered before the class date by following this model. After the class, immediately schedule 1-on-1 follow-up appointments — Liz Reyes Laforez got 3 purchase leads and 2 appointments within 24 hours of her 15-attendee class.
• Audit your business sources: if fewer than 3 agents are sending you referrals, diversify now. Set a target of 10 active agent referral partners so no single source — including digital ads — can shut down your pipeline (Geoff's team was put in Facebook ad jail mid-episode as a live example).
• Identify your 'hybrid LO' gap: list what you currently do for (1) past clients/database, (2) agent referrals, and (3) digital/social presence. Pick the weakest column and schedule one specific action this week to strengthen it.

The playbook

1. 1. Contact listing agents from recent closed deals using the market-shift script above.
2. 2. Ask about their business plan changes and position yourself as someone who can help.
3. 3. Offer to teach a class (buyer seminar, market update, etc.) as the value-add.
4. 4. Fill the room with 10–20 agents using done-for-you templates or your own outreach.
5. 5. Teach the class; before leaving the room, book 3–4 one-on-one follow-up conversations.
6. 6. Convert those conversations into referral partnerships over the following weeks.
7. 7. Repeat monthly to build an army of agents sending you consistent purchase business.

Worth quoting

“The worst time to think about what to say is in the moment you need to say it.”

“If you can't describe what you do as a process, you don't have a process.”

Best for

LOs who relied on refi volume the past two years and are now rebuilding a purchase pipeline from scratch.

Links from the show notes

• Learn More About myAgent Classes
• Facebook Group
• Tap Here