PRO Member Gets Referral With Every Agent Class

Carmella McGonegal shares how hosting monthly agent education classes transformed her prospecting — replacing cold outreach and networking events with inbound agent requests. She details her 10-month experience as a Mortgage Marketing PRO member and the specific results she's seen. Best for LOs who know they should be doing agent classes but haven't committed to a consistent system.

Takeaways you can run this week

• Schedule your agent class on the same day and time every month (Carmella uses 'first Wednesday of every month') so it becomes a predictable, branded event agents plan around.
• Start a private Facebook group for your agent audience and grow it as a warm list — Carmella's has 103 members who watch her posts even when they don't comment, giving her a trackable audience before and after each class.
• After each class, post the handout (e.g., a Google Business checklist) in your Facebook group but don't attach the file — write 'inbox me or give me a call if you want a copy' to force a 1-on-1 conversation.
• Invite agent teams you've been warming up — even ones who've never attended — to a follow-up dinner to walk through class content privately. Carmella converted a 40-year veteran agent and her team of 5 this way after months of soft touches.
• Expect and track referrals at every class: Carmella reports at least one agent per class either verbally handing off a client's name and number or saying 'I already gave them your number.' Use this as your ROI benchmark.
• When your classes fill up and agents call the night before asking if there's room, add a registration requirement — it creates scarcity and signals demand, which Carmella found further elevated her positioning.

The playbook

1. 1. Pick a recurring date/time (e.g., first Wednesday of every month) and commit to it publicly.
2. 2. Choose a topic agents care about (example used: '10 Ways to Get More Listings,' ChatGPT for agents).
3. 3. Promote the class to your private Facebook agent group and via direct invite to agents from past deals.
4. 4. Run the class — aim for 13+ attendees; Carmella's early classes hit that number.
5. 5. Provide a physical or digital handout (e.g., a checklist) during class.
6. 6. After class, post about the handout in your Facebook group without attaching it — prompt agents to DM or call you to get it.
7. 7. Note every referral or lead mention that happens during or after the class and track it as direct class ROI.

Worth quoting

“Every class, every class someone saying, I just gave your number to somebody or they're handing me the person's name and number to call.”

“I feel like the roles are reversing — they're the ones like, do you have enough room in your class?”

Best for

LOs who have been meaning to start agent classes for years but haven't pulled the trigger, especially those currently relying on networking events or open house sit-ins.

Links from the show notes

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