"Members-Only" Mortgage Marketing Pro Coaching Call

Geoff Zimpfer opens up a real Friday coaching call from his Mortgage Marketing Pro membership, sharing unscripted wins and tactics from active LOs who are using educational classes to attract agent referrals. Listeners hear members discuss scheduling classes a quarter in advance, event follow-up sequences, and how to partner with title and insurance reps to fund events at no cost. Best for LOs who want to see the class-based referral model in actual practice, not theory.

Takeaways you can run this week

• Schedule all your classes for the next 90 days right now and block them on your calendar — Liz books the first, second, and third Wednesday of every month, a quarter in advance, so they are non-negotiable commitments.
• Call your managing broker partner and say: 'Let me help you recruit agents you want to target. Pull your broker metrics tool, show me your short list, and I'll host a class that brings those agents into your office.' You go from vendor to growth partner.
• Fund every in-person lunch-and-learn for free by calling title, insurance, and home warranty reps and saying: 'I have a class with 10-15 agents in front of you — do you want to sponsor it?' Rotate vendors by geography (North, South, East, West) so no single rep owns your schedule.
• Run a three-touch text sequence before every event: Day minus 2 — 'Are you able to make it? Bringing anyone?'; Day minus 1 — 'Didn't hear from you — still on?'; Day of at 5 a.m. — 'Today's the day. See you at [address] at [time].' One member drove 90+ attendees (130 RSVPs) using this sequence.
• After each class, build a follow-up spreadsheet ranked by agent production volume and start follow-up at the highest producers first — one member received an unsolicited referral (760 score, clean file) from an agent she hadn't even spoken to, purely from the class impression.
• If a title rep declines to partner, immediately call a competitor title company, show them your attendance numbers, and move on. The original rep will come back asking to join once they see what they missed — reframe it as their loss, not your problem.

The playbook

1. 1. Identify target real estate offices; call the broker-in-charge and offer to host a class that highlights their office culture and helps them recruit agents from competing brokerages.
2. 2. Ask the broker to share their broker metrics tool so you can identify high-producing target agents together.
3. 3. Lock in a title, insurance, or home warranty sponsor to cover food and venue costs — rotate sponsors by region.
4. 4. Promote the event at least one month in advance; send email reminders with specific action items (confirm headshot appointment, confirm attendance).
5. 5. Execute the three-touch text sequence: T-2 days, T-1 day, morning of event.
6. 6. Host the class — lean on the curriculum/presentation itself, not your personal polish; you are the conduit, not the content.
7. 7. After the event, add all attendees to a follow-up spreadsheet sorted by production volume; begin outreach from the top down.
8. 8. Repeat on a fixed recurring schedule (minimum one Zoom class + one in-person lunch-and-learn per month).

Worth quoting

“We learn, we learn more in so many webinars, but we're not implementing anything. Just talking about it's not good enough.”

“I host 50 to 60 agent classes a year — that's where 100% of my business comes from now. I don't do anything else.”

Best for

LOs who keep attending training and webinars but haven't yet committed to a recurring, calendar-locked class schedule that runs whether they feel ready or not.

Links from the show notes

• Here
• Here