Forward Event Recap Part II: Proof Over Promises
Geoff recaps key takeaways from the Forward Event, focusing on 'proof over promises' as a strategy for LOs to win agent trust and generate business. He shares practical scripts for using pre-approved buyer lists, open house follow-up calls, and Zillow/Redfin prospect tracking. Best for LOs who want concrete agent partnership tactics tied to the post-NAR settlement opportunity.
Stop promising results to agents — show them documented proof: accepted offer rates, pre-approved buyer lists, and closed transaction records.
Takeaways you can run this week
- Ask 3-5 agent partners this week: 'Are you going on any listing appointments where you have to compete?' Then offer to provide a redacted list of your current pre-approved buyers (first name only, no last name) they can show sellers as proof of your buyer pipeline.
- Pull your last 12 months of submitted offers from your CRM, calculate your offer-acceptance rate, and build a one-page Canva graphic showing that number plus total closed transactions — no client names required. Bring it to every new agent meeting.
- Contact agents who host open houses and offer to personally call all sign-in attendees on Monday after the open house. Script: 'Hey [name], this is [you] with ABC Mortgage. You stopped into the open house at 123 Banana Street hosted by [Agent]. [Agent] asked me to follow up — how's your search going? Any questions on financing options?'
- Coach your agent partners to tell buyer clients: 'Send me every home you like on Zillow or Redfin.' Then show agents — on their phone, in the app, right in front of them — how to forward those listings to themselves so no prospect goes unattended.
- Partner with a local title company to co-host a monthly class (every second Tuesday, for example) on topics like navigating the NAR settlement or buyer agent commission conversations — use their office space and their agent contact list to fill the room.
- Identify agents in your peripheral network (people you know but have never closed a deal with) and invite them to a Zoom class on buyer agency or NAR settlement topics — Brady's example: 80 agents on one Zoom, one of whom immediately offered future referrals.
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GET FREE ACCESSThe playbook
- 1. Ask agent: 'Are you competing for listings?'
- 2. Offer to share a redacted pre-approved buyer list (first name only) they can show sellers.
- 3. Also share your offer-acceptance rate and a list of closed transactions as a credibility document.
- 4. For open house leads: collect digital sign-ins at the open house.
- 5. Call attendees Monday morning using the script: identify yourself, name the property and agent, ask about their search and offer to answer financing questions.
- 6. For Zillow/Redfin prospects: physically show the buyer (or agent) how to share listings from the app to keep the agent looped in and prevent prospects from going dark.
Worth quoting
“Selling is what you do when you don't know how to brand.”
“Share proof over promise. Everybody's promising. Show me the proof that you've done it.”
Best for
LOs who have agent relationships but haven't yet systematized how they demonstrate value — especially those looking to capitalize on post-NAR settlement conversations.