Ask Me Anything #1: How to Follow-Up After Agent Meeting
Geoff unpacks a listener's question about what to do after a strong first meeting with a Realtor that produced no business. He walks through the five diagnostic questions he asked to get context, then delivers a step-by-step prescription for follow-up, referral handoffs, and how to set up a second meeting with a clear agenda. Best for LOs who leave agent meetings on a high note but then watch the momentum die.
The meeting isn't excellent unless you leave with a scheduled next meeting, a defined agenda, and explicit next steps — feelings alone mean nothing.
Takeaways you can run this week
- Before your next agent meeting, research the agent in RETR or MMI to know their buy-side vs. sell-side split, transaction volume, and existing lender relationships — walk in informed, not blind.
- Close every agent meeting with this script: 'I'd love to get back together in two weeks and share two or three ideas that could help with [specific challenge they mentioned]. Would you be open to that?' Then pull out your phones and book it on the spot before you leave.
- When an agent refers a lead, immediately request a three-way text introduction: agent, buyer, and you on the same thread, with the agent framing you as part of their team — not a cold call to an unknown number.
- After two or three unanswered attempts on a referred lead, text the agent: 'Hey [Name], I really appreciate that referral. I've made three attempts with no response yet — can you give me more context on them and maybe re-introduce me?' This keeps the agent loop closed and shows professionalism.
- Run a needs-analysis during agent meetings: ask 'What are your goals through 2025?' and 'What's your biggest challenge right now?' then build your next meeting agenda specifically around their answers — not a generic lender pitch.
- Before any first agent meeting, prepare by asking yourself Geoff's five diagnostic questions: (1) How did I get this meeting? (2) Why did the agent agree to meet? (3) What would make this meeting excellent by a concrete standard? (4) What next step will I propose at the close? (5) What does their transaction history tell me about their business?
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GET FREE ACCESSThe playbook
- Step 1 — Pre-meeting research: Look up the agent in RETR/MMI for production volume, buy/sell split, and lender loyalty. Check social media for mutual interests and conversation hooks.
- Step 2 — Set the premise: Know why the agent agreed to meet and what they expect to get from it before you sit down.
- Step 3 — Run a needs analysis: Ask about their 2025 goals, current lender frustrations, and what their ideal lender partner would look like. Listen for specific problems you can solve.
- Step 4 — Unpack lender complaints: If they mention dissatisfaction with a current lender, ask 'If you had a magic wand, how would you describe the ideal mortgage experience and partner?'
- Step 5 — Close with a scheduled next meeting: Propose a specific follow-up meeting in two weeks tied to two or three ideas that address their stated challenges. Book it on the spot.
- Step 6 — Referral handoff protocol: Request a three-way text introduction for every referral. Pre-qualify the lead with the agent before calling (timeline, situation, context).
- Step 7 — Loop the agent on dead leads: After 2-3 unanswered outreach attempts, notify the agent immediately and ask for re-introduction or more context.
Worth quoting
“Don't leave the scene without having that next meeting scheduled.”
“A vendor can close a loan. What's unique is when you help somebody solve problems.”
Best for
LOs who get good first meetings with agents but consistently fail to convert them into a referral relationship because there's no structured follow-up or second meeting plan.