How One Class Got More Referrals Than a Month of Cold Calls

This is a promotional episode announcing the relaunch of Geoff Zimpfer's Agent Referral Accelerator (Agent RX) program. Geoff shares real results from LOs who ran educational workshops for real estate brokerages and attracted inbound agent referrals. Best for LOs who want to understand the class-based referral model before evaluating the paid program.

Takeaways you can run this week

• Pitch a local brokerage on hosting a workshop titled 'How to Get More Listings in a Low Inventory Market' — offer it free, let them fill the seats, and present to the entire office at once (Mitch Tuga got 6 agent meeting requests within one hour of finishing this exact class).
• Contact your local Association of Realtors education committee and propose teaching a recurring class every 4-6 weeks — if accepted, the association promotes it and fills the room for you (this is what happened to Liz Reese in California's Central Valley).
• Apply the 'one-to-many' principle: instead of one coffee meeting per agent, target presentations where 20-45 agents are in the room simultaneously to compress your time-to-referral ratio (Travis Newton got 3 new referrals from 45 agents in a single session).
• After any class ends, have a written follow-up sequence ready to send within the same day — Mitch's 6 meeting requests came in within one hour, meaning agents acted immediately while the presentation was fresh.
• Position yourself as an educator, not a vendor: frame every agent touchpoint around what helps them get more listings or close more deals, not around your loan products or rates.

The playbook

1. 1. Identify a local brokerage with 20+ agents and propose a free educational workshop on a listing-focused topic (e.g., 'How to Get More Listings in a Low Inventory Market').
2. 2. Let the brokerage promote the class internally and fill attendance — you provide the content.
3. 3. Deliver a turnkey presentation built around agent pain points, not mortgage products.
4. 4. Distribute a handout or giveaway that includes your contact information.
5. 5. Send a same-day follow-up email or text to every attendee whose contact you captured.
6. 6. Secure a recurring monthly slot at the brokerage before leaving the first session.

Worth quoting

“He came back to his office literally with an hour of that class finishing and he had six emails asking, Mitch, we'd like to work with you.”

“You want to show up like an expert, not a solicitor... be seen more as a partner.”

Best for

LOs who want agent referrals but hate cold calling and haven't yet tried teaching classes to brokerages as a lead source.

Links from the show notes

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