How Glenda White Closed Over $7 Million in Agent Referrals

Geoff Zimpfer interviews Glenda White, a Dallas-based LO who transformed her agent outreach by hosting educational classes and building two Facebook groups totaling 800+ agents. Glenda shares how shifting from solicitor to educator doubled her business and eliminated cold calling. Best for LOs who are uncomfortable approaching agents and want a repeatable, education-led system.

Takeaways you can run this week

• Commit to hosting 3-5 agent education classes per month minimum — Glenda treats anything less as an inexcusable gap and uses it as her accountability benchmark.
• Start or reactivate a Facebook group for agents in your market: Glenda runs one VIP group (~300 members) for past class attendees fed with lending solutions, LLPA updates, and problem-solving content 3-5 times per week, plus a second open group (~500 members) around a local topic (open houses in DFW).
• When an agent posts a problem on social media (e.g., needing Google help), DM them and jump on a quick call to solve it — don't pitch loans. Glenda did this and received 2 referrals the same day because she focused on the agent's business problem, not her own.
• Use your class invitation as your cold-call script replacement: instead of calling to ask for business, call to invite agents to a specific upcoming class. Glenda went from never picking up the phone to routinely inviting strangers to classes.
• Build a VIP agent group and nurture it consistently: feed it solutions, market updates, and class replays so the 300+ agents who've attended your classes stay engaged between events rather than forgetting you.
• When prospecting new agents, identify their pain point first — then position your next class as the solution to that specific pain point before mentioning anything about loans.

The playbook

1. 1. Identify a problem agents in your market are publicly expressing (social media, conversations, market shifts).
2. 2. Source or build an educational class that addresses that problem (e.g., Google Business, LLPA changes, 90-day CMA).
3. 3. Call or message agents with a direct class invitation — no loan pitch, just the value of the topic.
4. 4. Host the class and deliver genuine solutions; do not sell during the class.
5. 5. Add attendees to a VIP Facebook group and post helpful content 3-5 times per week to maintain the relationship.
6. 6. Follow up individually with agents who registered but didn't attend — re-invite them and check on their pain points.
7. 7. Repeat at a cadence of 3-5 classes per month to stay top of mind and build mentor/leader status.

Worth quoting

“Now my excuse is not good enough if I don't do at least three to five classes for my agent setter friends.”

“I can now talk to a room of a hundred agents and not have any issues because I am showing them the value.”

Best for

LOs who are uncomfortable cold-calling agents and want a proven education-led system to build referral relationships without ever pitching their services.

Links from the show notes

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