How to Grow Production by 30% Teaching Agent Classes
Nate Joma breaks down exactly how he generated 20+ loans in 2024 by teaching free classes to real estate agents on topics like AI, Canva, social media, and database marketing — not mortgage products. He covers how to fill seats, follow up after class, and use social selling to compound results. Best for LOs who want a repeatable, non-pushy system to earn agent referrals.
Teaching agents skills they actually want to learn — social media, AI, Canva — positions you as a trusted educator, not a vendor begging for business, and drives referrals through reciprocity.
Takeaways you can run this week
- Pick one non-mortgage topic you already know well (database marketing, Canva, social media, AI basics) and build a single 30-45 minute class around it using Gamma.app to generate the outline and structure, then customize the slides in Canva.
- Schedule your first virtual class 30 days out. Use that 30-day window to make weekly outreach calls to agents with a specific invite: 'I'm hosting a free class on [topic] — it's not mortgage stuff, it's designed to help you grow your business. Can I send you the link?'
- Recruit 2-3 other LOs (inside or outside your company) to co-promote each class by inviting their own agent lists. During the class, publicly credit those LOs: 'Congratulations on working with a loan officer who invested in your business by bringing you here today.' Send each LO a post-class attendance report so they have a reason to call their agents afterward.
- After every class, call every registrant — attendees AND no-shows. For attendees: 'What was your biggest takeaway? What's one thing you'll implement?' If they're stuck, offer to come to their office and help them set it up (Google Business Profile, Canva account, ChatGPT, etc.). For no-shows: 'You'll get the replay today — if any questions come up, I'm happy to do a quick one-on-one.'
- Build a private Facebook group. Invite every agent who attends a class (not via an LO referral) into the group. Use it to tease upcoming classes, share weekly value posts, and — critically — post 'What topic would you want to learn next?' to crowdsource your content calendar.
- Add affiliates (title rep, home inspector, appraiser) as co-sponsors of future classes. They promote to their own networks, expanding your audience without extra effort from you. Brief them on using the class as their own outreach reason before and after the event.
Useful? Get the full Vault free — plus Marketing Worth Stealing, weekly.
GET FREE ACCESSThe playbook
- 1. Identify 1-2 topics you can teach confidently (non-mortgage preferred: social media, AI, Canva, database marketing, lead gen).
- 2. Build the presentation: use Gamma.app for structure/outline, then rebuild or refine slides in Canva.
- 3. Schedule the class 30 days out on a webinar platform; set up a registration link.
- 4. Invite your own agent database via email with the registration link.
- 5. Recruit 2-3 LOs to invite their agents; promise to publicly praise those LOs during the class and send them the attendance report after.
- 6. During the class: deliver value on the topic, mention the LO sponsors multiple times, and tease the NEXT month's class topic with an invite.
- 7. Post-class — attendees: call each one, ask for their takeaway, offer an in-person follow-up session to help them implement.
- 8. Post-class — no-shows: call each one, let them know the replay is coming, offer a one-on-one.
- 9. Send each sponsoring LO the attendance list so they have a warm reason to call their agents.
- 10. Add all direct-registered agents to your private Facebook group for ongoing nurture.
- 11. When rapport is established after 1-2 classes, ask: 'Is there anyone in your office looking for a great loan officer to work with?' — not a direct ask for their business.
Worth quoting
“If you can't present to a group of people, I don't know how successful you're going to be in your sales career.”
“I may not be an expert in these areas, but I am advanced — more advanced than 99% of the people in the class with me.”
Best for
LOs who have thought about teaching agent classes but haven't started — or have tried once and quit — and want a proven, structured approach that generated 20+ funded loans in one year.