Beyond Lunch & Learns: How Top LOs Are Scaling Realtor Referrals with High-Impact Agent Classes

Hey, are you tired of pouring time and money into agent classes that barely move the needle or worse? Nobody even shows up. Hey, you're not alone. I've been there. Many loan officers have been there. And here's the thing. A lot of loan officers dread the idea of hosting agent classes and events because they think it means free food or delivering boring power points or they get stuck on, well, why would an agent show up and listen to me if I'm not presenting topics that are about mortgage lending rates, products and those types of things. But I want you to imagine for a moment, you don't need to be a subject matter expert. You just need to be a facilitator. You just need to be a messenger. And the value is conveyed not in you, right? But in the information and the content is provided. Imagine if you could consistently fill a room or even a zoom with the exact agents you want to work with and actually convert some of them into referral partners without chasing begging right, cold calling or paying for leads. Hey, by the way, my name is Jeff Zimfer. You're listening to the mortgage marketing radio podcast where we help you market yourself, grow your business and elevate your personal brand, driving more engagement and conversations with realtors to fill your pipeline. And we do it without begging for business. Today on the show, we're answering the question, how are top producing loan officers actually growing their realtor referrals with agent classes that work? And what you're going to hear is a conversation. I was invited to be part of a live panel of four standout originators who are crushing the event strategy in their markets from investor classes to high production realtor panels to marketing social media related content. They're getting creative with the content. They're filling the rooms and they're building real relationships that turn into deals. So what you're going to hear is this is like a panel of subject matter experts have been doing this for a variety of time, right, from six months to multiple years. And it is a significant portion of their business. And this is a great conversation that I think I wanted to invite you to sit in on. And I was invited to be the panelist host by my friend Connor Bartley. And Connor runs the L.O. down, right? The L.O. down is a high value content hub for originators. It's a newsletter. It's a community. And he has great content and resources to help you get better at what you do. And that is build your business. I'll put links to that in the show notes, links to his LinkedIn profile. So you can go follow him, find out more, learn more over there. But getting back to the topic of this panel that we're on, obviously Conor knows one of the primary things that I help originators do is exactly what you're going to hear today is on this panel. Now, by the way, none of the people on this panel are members of my platform, which is called my agent classes. And this is our turnkey platform where we help you. We give you the content. We give it the PowerPoint templates, right? The train the trainer videos. We give you the emails. We actually send the emails for you. We actually help you do all the marketing, help you promote and get butts and seats and turn you into a high leverage facilitator that attracts versus Chase agents. That's a kill. And if you want to learn more about how we do that, there's a link in the show notes or you can just right now go to go.my agent classes.com. And there'll be a brief video there from me with some success stories and a sneak peek in the back end of our platform about my agent classes. So you can see if it's a fit for you or not. So once again, I'll say that none of the folks on this panel are members of my community and my platform. What that goes to show you and goes to prove is that if you're not doing classes consistently, why not? Someone else in your local market is and they're probably capturing market share that you're missing out on. So in this panel conversation, you're going to hear three key things. Why events are the most leveraged topple funnel strategy for realtor engagement? The biggest mistakes to avoid with your classes and how to get butts and seats, even if you're just getting started. Plus, we're going to share some surprising insights on how using AI, strategic partnerships, and even non-mortgage topics can drive massive value for you and your agents. So if you're ready to flip the script, stop chasing and start attracting the right ones, stick around for this episode of Mortgage Marketing Radio. Welcome, good morning, and welcome to Beyond the Lunch and Learn, the lowdown hosting events that agents love. I'm Connor Bartley. Bam, bam, bam, bam. Clearly, I'm pretty excited because what we're about to do today goes way beyond just free sandwiches, PowerPoint presentations, the boring crap that nobody loves. Today is about learning how to host kick ass events that agents actually show up for that build real partnerships and that genuinely move the needle in your business. So can I get a few bamps from everybody here in the chat? Just give me a bam. All right, let's warm that up. Okay. And tell me where you're at. Tell me where you're coming from, where you tree. I want to know who's here. All right, we've got a good group forming people are starting to roll in. Bam from Cape Cod. What's up, Ed? Bam from Texas. What's up, Lee? Bam from Spokane. We got Colorado in the house, Connecticut, Sacramento, Fort Worth. People are from all over the country. This is awesome, guys. Thank you for choosing to spend your time here today. Well, you guys are putting stuff in the chat. Let me set the stage. Okay. We've got four panelists joining us today. Each one of them have been guests on the low down mortgage podcast. If you haven't checked it out, I highly recommend it. No bias there, right? And they're all executing event strategy at a high level in their respective markets. They're some of the most creative, most successful, most battle tested loan originators in the country. And they're here to pull back the curtain on exactly how they are doing the event strategy. Let me give you a huge welcome to our panelists. First from St. Louis, Missouri. We've got Paige Ring Camp, who has mastered the art of teaching through value, co-hosting investing classes with agents that they absolutely rave about. From Denver, Colorado, we've got Elizabeth Tara, who has scaled events from small intimate meetups to massive, corporately sponsored productions that are generating real pipeline. From Dallas, Texas, we've got PJ Holland, who's live on location and in universal studios, I believe today. She's a hosting content driven topic first approach that consistently draws crowds and creates loyal agent partnerships. And last but not least, you know, we have to go ladies first. We got from Crown Point, Indiana, John Wells, who's the co-hosting speak easy master, who uses exclusivity and strategic partnerships to elevate authority and fill rooms with the exact agents that he wants to work with. And then guiding this conversation, the man the myth, the legend, someone who needs no introduction in this industry, the host of mortgage marketing radio, and one of the most respected voices in the agent, L.O. strategy. We've got Jeff Zimfer. I'm going to drop in the comments or the chat here, a link to mortgage marketing institute for Jeff. You guys need to check him out. And let me give you a little background on how this started and a little story about Jeff that I think everyone should hear today. Okay. I had this idea that I've been talking to some great people and this topic had come up and I said, you know, we got a host, a panel. We've got to do a big thing with this. And then I know I'm going to sales mastery that was here in Dallas back in October. And I'm like, Jeff's on the stage. I know he's going to be there. He's the best most authoritative person in this industry on this topic. I got to ask him. So we're in the lobby. It's a break between speakers. I see Jeff across the room. It's one of those moments where there's probably music playing in the background, right? And I'm like tractor beams. I'm headed over to Jeff. I'm like, I got here's my moment. Here's my chance. And if you guys are ever at any of these events, you being shy is expensive. That's something I learned from my man Amir Saeed. You've got to ask. You got to step out of your comfort zone. So I go over to Jeff and I say, Jeff, I'm hosting a panel, but I need a host. I need somebody who's an expert on this topic of agent L.O. events. Can you do that for me? And you know, he looks at me and he says, whatever would bring you value corner. And that's what I'm talking about. That is the heart that we need more of in this industry, that open hand, the most successful people in this business live with an open hand. They're helping each other. They're being collaborative. And if there's nothing that you take away from today, other than that is that you need to get in the rooms with the people that represent your future. Find people locally, find people in your company, find people in this industry that you can talk to on a regular basis, collaborate with, hold each other accountable, and really get some meaningful conversation going. This job is hard enough. You want to go somewhere fast. Go alone. You want to go far. Go together and find your group guys. Get in those rooms. So I made that decision about a year ago. It's paid off for me. I love what's come of it. The growth has been incredible. You will not regret it. So with all that being said, all right. I want everybody here to be interactive. I want you to be present. I want you to take notes, listen, ask questions, engage with this panel. I'm going to take notes. All right. And I'm going to share those notes afterward through the low down on lower newsletter. If you're not subscribed, I'll put the link here in the comments or the chat so you can hop into that. But every week on Saturday, this email goes out to you. It's value added. There's some underwriting guideline tips. We'll preview or we'll share some details on the past podcast. Maybe preview the ones coming up in the future. It's a great newsletter. I highly recommend it. I write it. So I'm a little biased. But guys, I'm going to take notes and I'm going to share those with you so that you don't have to worry about it so much. I want you to listen, ask questions and be a part of this. And so without further ado, I want to hand this over to Mr. Jeff Zemper. Let him take control of this conversation and start asking these wonderful people on this panel exactly how they are using this one-to-many strategy to build their business. Well, good morning. Can you guys hear me? Okay. Yes. Greetings. Good morning. Hey, everybody. Thanks for being here. Welcome, welcome, welcome. What? I don't know how to top that. That was one hell of an intro and energy and amped up. So great job on that, Connor. Okay. So we've got a panel here of people who specialize in leading with events and hosting panels and different things like that. Okay, so I'm going to start with kind of broad types of questions. And then we're going to get a little bit more narrow and focused. First of all, I just want to say I respect everybody here on this panel. Number one, because what you do, I find that most known originators shy away from you. Would you guys agree with that? Yeah. Absolutely. Yeah. And so we're going to talk about why they shy. And what are some of the reasons maybe you've heard? You know, I hear a lot of reasons as to why they don't want to host events and classes and so forth. And maybe we can unpack that and deal with some mindset issues. But let me go around the horn real quick. Let's start with this. I want to ask you the question is what has hosting events? And when I say events, I know we're talking like I don't like to use the term lunch and learns either because that's old school and that that implies something different. And I know you're going to get to articulate why you don't do lunch and learns per se. But when I talk about events, I'm talking about hosting a workshop class educational session for realtor, it could be virtual or in person. We'll talk about the differences there as well. But what I want to ask you guys is what has been the primary impact to your business and hosting events. And seeing as I'm going to go from left to right here on my video panel, I'm going to start with Elizabeth. Just a quick like, you know, 60 second takeaway, what's been the biggest impact for you hosting events for your business? I would say the easiest thing to really consider why you would do an event and why you get out of it is a reason to have a conversation with your abroad partners. So if you do not, even if the event is like just okay, like first of all, not everybody's in a go to it, but you have a reason to call them and invite them to something. You have a reason to remind them that this is coming up. You have a reason to follow up with them whether they came or whether they didn't come. So you create the event to create the reason to have a good conversation to say, hey, I know what I'm doing in an expert in this arena. I'm local in your area if it's a local event or I'm national because I'm badass, right? And I have reached everywhere and at the same time I thought of you. All right. So what I heard from there is it is the fire starter, if you will, the jump start to all the activities we should be doing anyways. Yeah. And it's a shortcut, right? It's a shortcut to say like, here's why I don't have anything to say, well, yes, you do. Now you do. You just create the reason to have something to say. Okay. So I'm actually going to take notes on this because I love this is real time. Nothing to say, right? Exactly. We're also going to get into what do I teach or what's the topic, all that kind of stuff. Next up, Patty Joe, same question. What has been the impact for you hosting events? So I'm a producing branch manager and doing this helps my newer LOs or those that have come back into the business, get in front of people that they normally wouldn't do it. So I like partnering with a really successful, you know, title business development person that can bring people in because they've got contacts that I can't get I can't get through through the door on. So I like doing that because then it's just natural exposure and then when and then when you know, they just meet us, of course they're going to be attracted to us because, you know, like-minded people and when they feel when they feel your energy and I'm really big on that, like when they feel that you're passionate and they feel your energy, then they want to do more business with you and then it just and then they naturally organically want to just have another conversation with you instead of just being like, hey, you know, that would just a great call and you know, be scared to do another follow-up because you probably naturally, organically, had a conversation that wasn't about mortgage, that wasn't about the industry or had a crazy pile like you bonded on something on another level aside from just getting there. So to me, it's just like a like a gateway drug, right? Like it just opened the door just a little bit to just kind of get in there and then infiltrate. So that's why I liked it. Yeah, such a great point. I mean, this is when it comes down to it. If we're working with real estate agents, it's still a relationship business and it's, you know, you've got to have that right synergy. They've got to like you. You've got to like them and the fastest way to figure out is, you know, that sniff test sort of in the early stages, like do you like each other? And the fastest way to do it. Yeah, it's a blind date. Exactly, right? And so being a person, like, as my friend Travis Newton says, if you're doing a class for one hour and let's say it's you, well, you have one hour of a captive audience that gets to know who you are, your styles, your likes, your personality, and so that trust builds over that time that you're with them. Great answer. John Wells, you know the question? You're up, sir. Go ahead. So what I really get out of my events is like, I've always been working this like whale list of agents, right? And I've never really understood how to follow up with them, get in front of them, etc. So now I'm with my current coach. We're doing these events to position myself to be able to get in front of these agents and they're now inviting people from their office. So I'm also getting like-minded people into these events as well, right? So it's a really great way for me to make that first impression and get that agent one-on-one when, you know, other loan officers are still trying to call on that agent. They're not having any success. So it's a way for me to get around that first barrier of entry and then build that relationship. Love that. What I wrote down is the multiplication factor. You know, Connor, back to the sales mastery event, if you recall what Todd opened up with was a story about the power of one and the power of one to many. And I kind of rift on that a little bit. I think he has been saying this for years is that one plus one does not equal two. One plus one equals many. And that's why we do events is because we just heard from John is they're going to bring other agents. So you're going to get exposure to people. You know, we've heard from people talk about title reps. It's like this is a one to many multiplication effort that's highly leveraged. All right, Paige, what's been the biggest impact for you in hosting events and classes? Yeah, I think the biggest impact for me has just been, I mean, as we all know, your most valuable asset is your time, right? So getting in front of agents, especially the top producing ones and getting to, you know, get them on, allow you on their calendar gets harder and harder as time goes on because everyone's busy. And I think what used to help me get in front of agents like we can close in three weeks or we can do a 580 credit score is is now the norm, you know, that's no longer a piece of value. So this is just allowed me to get on their calendar and stay in front of them in a way that's still bringing them value. Hmm, okay. Roughly how long have all of you been doing events and classes? You can just randomly shout it out. Since day one. So nine years. Nine years. Okay, let me go reverse now. John, how about you? Uh, I've been recently like the last year, but I did do them for a while before COVID. So we'll just say like a year. Okay. Uh, how about Patty? How about how many? How long? At least since COVID started out with this in. Okay, so you start out and zoom and then you went to in person. Yes. Elizabeth, how many years for you? Um, 0.6 years. About six years. Okay. No, no, 0.6 years. Seven months. So six months. Oh, really? Yeah. Wow. All right. Good for you. Has this become the dominant primary way by which you grow your awareness and engagement with real estate agents? You're asking me because I was the most recent baby in this. Yeah. Okay. Yeah. I would say absolutely. And a couple of different reasons. First of all, it's working, right? Like, I can tell you right now it's working. My business is different than it was nine months ago. And a lot of that is because I committed to this, executed it, figured it out. And now it can be a lot more efficient. I mean, I've been watching Connor figure out how the heck to be a podcaster and a newsletter after and all these other things. And some of you just figure out and you get better faster stronger at it. And to me, the response back from my agents, even if they don't go, or even they don't attend the event, they're talking to me about it. When I talk to them in person, they're like, Hey, that was a great idea of event or hey, I'd like to replay whatever the case is. And I've never had them agents reach out to me asking me for something before. So why would I not double down and do more of that thing that's getting them engaged with me and noticing and asking me to participate in conversation with them? Isn't that fantastic? You know, the phrase is flip the script or in the tables. But I always like to say, you know, let's stop chasing, let's start attracting. And so now you have agents coming to you and the power dynamics have shifted. Because now you have something they want. Oh, by the way, at the beginning, it's not loans. And it's not interest rates, right? It's the information that you have. Patty, is this the number one thing you do to get real to referrals? No. It's really word of mouth. And then I'm really good at converting a listing agent to become my next client. Okay. I love that. Let's keep going just for a sake of time. John, is this your top way to get real to referrals? It's actually not either. It's one of the things that I do. But a lot of it, I mean, it helps me get in the door with newer agents. I will say that. But a lot of what I do is, you know, between conversations I have with agents, you know, doing office meetings with them and doing one-on-one stuff as well to give them information on like loan programs and stuff. But how do you get to those one-on-ones and conversations in, you know what I mean? Yeah, exactly. It's the way for me to draw in especially the larger agents that I want to work with. Events are definitely like the top of that funnel, for sure. And maybe I should have characterized that a little bit better in terms of activities we can do, right? If you picture that funnel per se, like at the top of that funnel, what we really want at the end of the day is conversations with real estate agents. Right. Exactly. So I guess maybe that's the better question is, is this a primary or the, and that's great, by the way, it's not. But it sounds like for many of you, it is the top of the funnel that gets to the one-on-one. Correct. Yeah. It's definitely one of the things that you are the top of the funnel to bring agents in. I think it needs to be a layer, right? I like your funnel, but I do think it's a layer that all these pieces stack on top of each other to create this new thing that wouldn't be as robust if we took out either any of those layers, just like Jonathan was saying. They're all important. They're all connected. Page, anything you want to add to my question? Yeah, it's just everything that everyone else said except for the other component for me is that I've just recently gotten over myself and realized that I need to do social media. And so the classes have given me content to, you know, pull different pieces of content from the classes. And just like Elizabeth was saying, it's another reason to reach out to people. So I'll follow up from a post page and you see my class this Friday, etc., etc. Okay. I'm going to, I'm going to piggyback on that page because even though it's not my number one thing, it actually will be for 2026. So you mentioned the sales mastery class. And I tell you, like, if you didn't go to that thing, that thing was like mind blowing to me. As far as like what you have to do, and I think the biggest thing at startup is that kind of stuck out. Same with page, when I started this industry in 2018, I knew video was how I needed to do because I didn't have this was my second career. So I started in video, didn't realize there were compliance things and all my video got pulled because I was a compliant. And when you stop doing video, it's really hard to get back into it because you get busy. But when I learned from that sales mastery class, there is something that's coming out. And if you are not on top of that AI wave and you are not teaching it, you are going to get left behind. So I'm here in Universal, but this is actually my annual branch retreat with my team. And the one thing that we talked about was how to get in front and how we're going to teach the realtors how to do this AI stuff. Because if we're not teaching them, somebody else will be. But if we're going to teach, we have to be the student first. So we're not waiting for January 1 to start the diet. We're waiting for after Thanksgiving. And then we're going to start the diet of getting on social just like pages mentioned. Yeah. So I love that. That's a summary. All right. I want to pivot a little bit and start taking some questions from the audience. And so I'll go back and forth. Right now I see a question from Leslie. It's actually multiple questions. Let me start with the first one. And let me go to John, the question and I'll come to the rest of you guys. This is kind of the question around in person or virtual, right? Like where's the most successful? But what's your, do you have a general response to? Because I get hell those all the time. Should I do it in person or virtual? Right? What do you say? Yeah. So I like to do in person for me personally. I'm working on, eventually I will do virtual events. But for now, everything is in person. And the reason why I do it is because I'm really thinking about my audience and my audience are agents that are doing, you know, at least 10 million a year or more, right? And so those agents, they're, you know, they'll likely come to something that's in person, especially with the local market that I'm in as opposed to like they're not really going to hop on a Zoom call to be honest with you. So that's, I'm sure other markets might be different, but that's just where I'm at now with everything. What market are you in? I'm in Crown Point, Indiana. So it's like right outside Chicago about 45 minutes. So the 10 million dollar producer is roughly how many units then? Uh, that'd be like 40, 40 to 50 units. All right. So they're doing some volume. Yeah. We have like average amount over here is like 250. So. Okay. Well, while I got you, John, what do you say to the LOs who say top producers won't come to events? They will have to give it a value. And if sometimes the value is having them on the panel. So we could probably get into that a little bit later, but that's, uh, that's definitely, you got to give us a value. Okay. Um, Elizabeth, uh, six months in. Are you virtual or in person? Both both. Um, part of that is because I do support a group of loan officers who are not in my immediate vicinity. And so to do that, to create those events, it made sense for me to be able to help all of the loan officers who had capacity to like do this. I wanted them to have that availability too. So virtual made a lot of sense for that. Um, and then at the same time, we did a great in-person event this summer and just downloading with some of my closer agent friends talking, you know, what do we do? Right? What do we miss? Like what was, what was a flop? Um, she said, you know, the thing that mattered the most about what we're missing here is being in the room and talking to other agents who haven't seen a lot and having that community. Uh, yeah, 100%. And so I need that was very, very helpful reflection to me because you can't do that virtually. Like we can to an extent, but not, not 100%. Um, so I believe it needs to be a combination of the two. Okay. Um, now what I'm going to do is I'm going to pivot. I'm not going to necessarily allow every person to answer the same questions just for sake of time so I can get more questions out. Um, my, my quick takeaway though, to the virtual or in person, I often say both. Um, and the reason why I say both is because there's a place and a time for doing something virtual. It's an easy way to get started, cut your teeth a little bit, get used to the content perhaps, but ultimately what I think we would hear from everybody here is that the number one way to accelerate the trust conversations and referrals is in person. It's really hard to build trust with this tiny little screen that we've got here and all the things going on in virtual. Okay. Let's now get into, um, marketing and promotion. How do you get butts in seats? Uh, let's see. Page, I'm going to go to you. How do you get butts in seats? What's, what's, yeah, your process around that? Um, I start with social media posts and then I individually reach out one on one via text. And then if I'm, if I'm really feeling like it's going to be a like class, then I ask friends for a favor. That's, um, yeah, like my team or some good friends of mine that are real estate agents, but usually with a one-on-one invite, it can go a long way. All right. So break it down a little bit deeper. What's a one-on-one invite? You said a text. Is that a video? A voice? Are you using a reach app? How are you? I am copying and pasting him, having a class on this. If you are anyone who would like to come, I'd love to see you. Here's the date. Here's the address. Here's the time. Existing relationships or sending that text to? It is. Yeah. Yeah. Are you going cold at all? Not for these, not yet. Um, I think once I have mastered a certain piece of content that I want to push out, like spread my net wider maybe, but so far I'm just trying to keep it with other people that I know. Okay. I want to definitely get some other folks here in terms of marketing promotion, because that's a big thing. Uh, L.O.s want to know. Um, John, how do you get butts in seats? So, almost all of my, actually, like literally all my events, I do with one of my, like, partnered relationships, right? So what I mean by that is, like, title my home inspection company, my insurance agency, whoever it is, right? And I partner with my markets a little bit smaller, so like, everyone knows who everybody is, right? So I work with the best title, you know, rep in my market. I work with the best insurance agent in my market. I have positioned myself with these people to where I can pretty much ask them for a favor. And this is also promoting their business. It's not really a favor for them. They're getting a promotion out of this too. And so what we do is now I've brought in, let's say Ryan from Chicago title, who's the title rep in the area that I work with. So now I'm, it's myself and Ryan teaching about business planning for 2026. That's the one we just did a couple weeks ago. And so now I'm hitting up my entire agent database that I currently work with and that I'm prospecting and Ryan's hitting up his entire database as well. So that's where where I can double my promotional efforts without cloning myself or even having anybody else do any extra work on my team. So that's, I would say, if you're looking to get some promotions out, especially if you're a new loan officer and you haven't done this before, partner with somebody who has a ton of existing relationships and ask them to market to their database as well. Yeah, 100%. That's that Trojan Horse strategy because they have the relationships you don't have in front of those agents on a daily basis. Real production for you, John. You mentioned prospects. So this goes back to your agent targeting of 10 million plus in production. Yep. Exactly. Yeah. So yeah. And it's like, do you like the weight, the top of the of that list, right? Like I still target agents that are below 10 million, but like my minimums like five for my market. And how do you reach out to them in terms of trying to get them to the event? So that's where I use like the triangle of trust. So I know, either I know them directly, because again, my market's pretty small or I know somebody who knows them. And that's where like if I'm having, you know, Ryan helped me with this event, then I'm going to I know the agents that know Ryan. And I'm asking Ryan, hey, we're hosting this event. I want these agents to be there and he'll get them there. Same with my insurance agent. They work with these agents. So they know these agents like, hey, I need these agents at my event. Make sure we get them over there. And so that way, I'm not directly the one reaching out all the time. I'm able to leverage my relationship with, you know, my partners that are helping me with these events. And then of course, like if they want to meet with one of my agents, I hook that up for them as well. Are you doing anything in terms of email marketing? No. I mean, I do an email newsletter to my head to agents and stuff, but not for the events. No. And just out of curiosity, what is your kind of average attendance size? About 30. Wow. Really? Yeah. That is all. How long have you been doing it again? Under a year. Like we just started a lot of these like partnered events in the last like four months. And I bet you started out with 30 in the room. We actually did. I will say, okay, I'll be out. It was one of the first, the very first event we did. We had like 12 people, but ever since that, we had like 30. Hey, are you tired of cold calling realtors and feeling like you're getting nowhere with my agent classes? You don't have to chase agents anymore. We hand you a done for you system of ready-to-teach presentations, plug-and-play marketing, and even 200 producing agents to invite. So you can double your agent referrals in 90 days or less. Plus you'll get weekly coaching and a community of loan officers sharing exactly what's working right now. Here's a quick win from one of our members. I joined it because I was tired of doing business the way that regular loan officers have been doing in my market, which is just making the the core calls every Monday and Friday, checking with real estate agents. I had done that for years and seemed like everybody was doing that. I need something different. And I wanted to find a way that I could work with the agents that I want to work with. I wanted to find a way that I could have a captive audience every month, every couple weeks, where I could find agents that were like-minded and that wanted to work with me as well. So it's probably brought in. I'm just guessing here, but it's probably brought on in the three years I've been back with the program. It's probably brought on. I'd probably say about $40 million in volume since then, right? And it's led us some massive relationships. I wouldn't be able to do those things without this program. The value of these Friday calls are so incredibly valuable for all of us. I get upset if I miss it on a Friday. The cost of this program is worth it just because of these Friday calls that were on, where we help coach each other. We're just here to help each other add value to our real estate partners. Are you ready to stop chasing and start attracting agent referrals on demand? Book a call at mortgagemarketing.pro or hit the link in the show notes. Now back to our show. Who here on the panel started with just a handful, maybe one, maybe five people, right? Zero. Zero, right? Zero show up with your first event. And I say, I'm bringing that up for the people that are listening and watching right now is because here's the thing that I've heard consistently from everybody. The shortest time has been Elizabeth at six months. But guess what? How many LOs try and do a class once and they get three people show up and then they quit. You gotta do it consistently to build that momentum and knowledge and skill set and build the partnerships like with John with title. You might have to go through two or three title reps to find the one to get the lock in. Five. There you go. All right, all right. Let's switch now and talk about butts and seats topics. We'll talk about panels in a moment. But for doing your own events, how many of you are actually the presenter just show the panel here? You're the main presenter. I'm kind sometimes. Yeah, sometimes, sometimes not. Sometimes you'll bring in a special guest or whatnot. But let's take for example right now, you're the presenter, you're the facilitator. How do you come up with the topics? What types of topics do you have a short list? Let me go patty back to you. It is whatever chat GPT tells me or ask if I'm like, tell say, I'm just kidding. No, but really it's whatever the hot topic is that everybody's talking about, if they're going to be missing something, everybody is always wanting to know when's the market coming back, when the rate is coming back, but really it's like my big thing right now is VA loans, renovation loans and AI. Okay, let me ask you this way. How much of your and I'll go to Elizabeth and essential from this. How much of your class content is focused on mortgage related versus non mortgage related? Elizabeth, go ahead. I try not to talk about mortgages if I don't have to. My husband has taught me very well. Nobody wants to talk about mortgages as much as I do. So, and I know that like my job as far as my real estate agents, like I don't do loans, that is not what I do. I help them market themselves better, I help them communicate better, I help them convert better. That is my job to them. And I also take care of the financing when their buyers need it, right? I am capable. I am that part of it. I don't have to demonstrate any more competence and everybody knows I'm good at doing mortgages at this point. Great. Okay, fine. There's also a million other people who are good at doing mortgages. There's also crap ton that are good at it. But I think anybody on this panel carries themselves in a way that's like, all right, they know what they're doing. Cool. All right. Now, how can you help me? What's it for me after that? Right. So, anything that I talk about is always going to be, how do I help my agents do better at their job, either because they know something they didn't know, or I encourage them and I was like positive force helping lead them do something that was uncomfortable for them. That's everything I do. Paige, how do you come up with the content for the class? I love that answer, Elizabeth. If I'm the one speaking, it's usually specific to either a CEO that they need, or it's real estate investing, which to Elizabeth's point, it's nothing to do with our programs or our rates or anything like that. Okay. So, you tend to lean into the investing side of things. Now, when it comes to CE, I mean, that could cover a lot of things. Do you have a short list of classes you already have CE approved? Yeah, our compliance department allowed us to do three. So, I think it's like VA 203K and like mortgage 101. So, those are only few and far between, but we do get a lot of attendance for those. So, it is an easy way to get in front of them. That's hard. The CE thing is interesting because a lot of, what would you guys say to this? John, I'll come to you in a minute in terms of how you actually create the content. For those who don't know, I was an originator for 10 years in Southern California. This is exactly how I built my business as well. And from zero to 50, 18 months, just because of the scale. I used to say, and I'm trying to be less flippant now, I used to say the CE is a crutch. And the reason why I used to say that is because obviously agents show up to CE just to check the box and get the credits. I'm sure you've got some personal experience with that. So, what does the panel say to do my classes need to be CE approved to get agents to show up? Yeah. No. Right. Okay. Cool. Where I'll cover that. Now, let me keep going on for a second time. John, how do you come up with the content to present to agents? Perfect. So, first, I want to say that I've actually never hosted a CE credit event ever. So, I thought about it, but I haven't done it. So, how do I come up with topics? I want to give, again, it goes back to the value for the agents, right? So, a wise man wants to tell me this, and I hope he's watching. But as a loan officer, you should only be doing two things, marketing and qualifying, right? And so, that's where I take that to my agents as well. So, I want to give them topics that help them with marketing or qualifying. And so, that's how you get people in the room, is because you're showing them how to maybe it's how to use chat GPT to get more listings, right? Or how to business plan for 2026 so that you can close more business, and you know exactly what your blueprint is. And so, that's where a lot of my topics come from. It's leading with that. And what topics, you know, situationally and during this time right now, revolve around those main anchors and how, like, what's the sexy topic now that we can go over? So, yeah. Yeah. So, you'll also adjust based on what's going on in the market or whatnot. For example, one of the classes we do a lot with my clients is the cost of waiting. Yep. Right? So, if that might be relevant for your market or the opposite of that is leveraging seller buy downs, right? To make your listings more attractive and create more affordability. Exactly. Two very, very, it all comes back to relevancy, right? Like you guys have said, how's it going to help solve problems? Okay, let's get into frequency. What's the average frequency you do for classes? Is it like once a month you're trying to hit or is that a yes for you, John? Yeah, it's once a month except for November and December because nobody comes out to advance and November and December. Yeah. All right. How about real quickly let's go to the panel page. What's your frequency? She's trying to find the unmute button. No worries. That's why we don't do virtual people. If you can finally unmute, we'll come back to you. Okay. Sorry. Yes. Monthly. All of that for just agreeing with monthly. Sweet. Who else is monthly Elizabeth? I'm going to do in-person events every six months and I go all in-person events every six months and then in-fell those with monthly events. But I am also skipping probably July because July is also thin and then November and December like John was saying. Okay, Patty. It's whenever I feel like it's needed. I don't do it on a monthly basis. Probably like every six to eight weeks. That's a lot. It's a lot but this much together. I mean, every six weeks is like a pretty quick pace. Yeah. Do you find that it's one of the hardest parts is actually coming up with formatting, organizing the content? All day long. And especially if you're giving in-person you need an event space and coordinating that timing and the scheduling of that. Like ain't nobody doing it for you. Right. Which gets back to having the right team in place. Like affiliate partners, escrow home warranty, insurance, all these other places. Yeah. I'll be honest, it's actually really easy for me to do it because I do have a lot of help with the partners that I work with. The insurance agency that I work with, like they have a marketing development, like business development person. And like she does 90% work for me. So I really have to invite done and we use like the local chamber space and we get it for free because we're members there. So it is a little bit easier if you have the right strategic partners to for sure facilitate a lot of in-person event. And then for the content, like my partners come in with half the content as well because we co-host it. So it's, I'm gonna leverage like 80% of the work. And then the cost, I leverage that too because my other partners help ship in for everything. Yeah. By the way, quick, I'll just interject here. What you'll see happen oftentimes when you do this consistently is you will become known. You will begin to build brand awareness associated to your events and classes. And as we mentioned earlier, the ripple effect, the one to many. I have clients that I work with that they do these classes. And guess what? They get invited to the brokerage to come teach the class. And they get invited to the local board of realtors to come teach the class. And the board of realtors does the marketing for you and the board and the brokerage does the same thing. Point being is do more, do better, right? So double down on it. Have a commitment for the next quarter or whatever to do one a month or whatever the schedule is going to allow for you. But you can't just do it once and expect to build. It's like the plane getting off the runway. It needs momentum, right? To be able to get airborne. All right. I see a couple questions in the chat. Keep them coming people. People are asking about a real quick. Let's just go food drinks. Like, you know what I mean? What's the hot take on that? Anybody can jump on the mic. I do not. I found that sometimes that brings the wrong people there. Now if it's a happy hour or networking afterwards or something like that, yes, of course. But if it's strictly just a one-hour class, I don't offer free anything. Okay. Cool. Everybody much pretty much in the same agreement. I disagree with that because if my purpose of my in-person events is going to be to create community and have space to share, I think breaking bread is a really powerful way to do that as human beings. Yeah. So I don't, I mean, I think like Pager saying like I agree with you, it's a one quick and out. Like I actually prefer that as an attendee. I'd be like, I don't need to have time doing this other like, you know, muffins and stuff. But I think if my intention every, if twice a year, my intention is going to be to get the right people in the right room and having a shared energy, I think food is a very, very pivotal part of that. Yeah. Breaking bread, right? Like you want to break bread. Like bread isn't money too. So I agree with that. I usually, but there's, but I usually, it's all about who you're sponsoring with. So it's like the more sponsors they are and you have somebody's delegated something or even if you're just splitting a total cost, sometimes it ends up being like 50 bucks. It's not that much. Yeah. Yeah. Modern invite only. So like I, I do pay for food and stuff. Yeah. Yeah. It gets it goes back to, you know, frequency number one and then number two, what is the event you're trying to create? Because if you are doing in person only twice a year, well, to me, that is an event. That's not a class, right? And so the way, just so you know, personally, the way I approach the classes typically, because I'm doing a lot of them is I'm going to do those around the hours when they would expect to be fed. So start time at 10 or 11 out of there by 12, you know, or 11, you know, sooner than that or if we're doing an afternoon thing. And that's just if you're consistently hitting this, you know, repeatedly now. Does that mean you don't like serve some snacks or drinks or whatever? No, but it's just that we're not frigging going all out and doing like buffet and all that kind of stuff. Especially if your class is only 10 to 15 people. Yeah, typically I took him in these 20 bucks. No, there you go. I mean, the thing that I always say is this is it's more important to have a conversation than to deliver a presentation. Yeah. Because if you've got 40 slides or whatever and you're feeling like pressure to do every slide and I got to go through all, no, it's like have an engaging, engaging conversation with the group. And if you don't even get to all the slides, that's more impactful and more important. Right. Let's switch now to panels. Who here has done a panel in the past on the panel? Show hands. All right. How often do you do the panels? John. So we did the first one in September. So we're going to do them every quarter. Okay. That's probably good cadence. And just to clarify, how would you, for those listening or watching, define for me what a panel means to you? Yeah. So for me, it's finding and identifying top agents. Again, these ones are closing at least 10 to 15 million a year if they're going to be a panelist. And these are agents that I either already work with to continue helping them and being a partner with them. And it's also a way for me to get in front of new agents that I otherwise wouldn't be able to get in front of. So it's kind of a recruiting and retention tool for me with the panel events. Okay. When it comes to panel, you've got to pick a topic, which means then you have a topic and it means, okay, who's the right agents to have on the panel for that topic? How do you guys go through that? John, if you want to just real quick and then I'll go to some of the other folks. Yeah. So we did back to new school. So it was figuring out like what are the modern ways that these agents are closing business. So beyond like the cold outreach and the like physical conversations and stuff, right? So these agents are all, they're all like younger, like under 40. And you know, we're giving, we had a lot of questions submitted from the people, like as part of the event registration, you have submitted a question. And so the topic was really about how to source business the unconventional way. Interesting. All right. This question is for the panel, whoever wants to grab it. How do you pick the agents you invite to be part of the panel? They're my biggest fans. Right. But let's go back to, let's just say if we're going to do something that's social media related or modern marketing related, right? So you can have a biggest fan who's wouldn't be necessarily appropriate for the panel if they're not doing digital marketing. Yeah, they, I have one that is that's why I said that. Okay. That's cool. So I just said it works out like that. But let's just say you're getting started. Let's just say somebody here in this, in this audience right now is like, Hey, I want to get started by hosting a panel. Which by the way, my opinion is a panel is a relatively easy way to get started. Hosting events because you're the MC, you don't have to be the quote-unquote presenter or trainer facilitator. So who wants to jump on? How would you identify? Obviously, it's based on your topic. But let's just say it's like modern marketing, right? The next gen, how to crush 2026. You know what I mean? So how I identified mine was again, this was the panel is a tool for me to get in front of top producing agents. Otherwise, wouldn't have been able to get in front of, right? So what I did was I identified the agent based on who are the people that I work with and what do we have in common, right? So I'm a younger person. I'm probably not going to be bringing on an agent that's 50 or 60 years old, right? Because it's just that we're not going to vibe as well as somebody who's younger, right? Also, what are they about? Let me scroll their social media and see what they're into. Do we have similar hobbies and similar interests? If I can't see myself having a real relationship with this person beyond just doing the transactions together, then they're probably not going to be somebody I'm really going after in prospecting anyways. And unless there's somebody that I can believe that I can go prospect and actually get business from them, I'm not going to bring one of it on my panel. Yeah, that makes sense. And I just put a plug here. I don't know anybody better at this than Connor Bartley. So why don't we least let Connor answer that question. Come on, Connor. Hey, yeah, I mean, for me, pulling a panel together is about people who are going to be, you know, topical experts and people that are going to know, you know, I found that out through conversation with everyone that's here that this is something that just specific to this group is that this is a strategy that you had executed successfully and was helpful in helping you build your business. So for me, it's really just about you got to have some credibility in the people that are going to be on your panel for the people that show up to the event to listen to the panel. And so having that credibility established first, but it's a great way to flatter people as well and say, hey, you're clearly an expert at this. And I want you to display your expertise to your peers. And I think in terms of just business to business relationship and what you do, taking, you know, this concept to a realtor, it's a great way to show that you appreciate who they are and that they're, you know, doing a great job and validating them as, you know, someone, we're all to a certain extent. Not I mean, we all have a little bit of imposter syndrome at some point in our careers, right? And so when someone comes along and validates the, hey, I see what you're doing and it's tremendous that I mean, you just rose 10 points in their world in my opinion. And like, I think that's a great way to really flatter someone and show that you notice them. So I agree. I agree. By the way, back to partnering with other affiliates, ask your title reps, ask your home warranty, ask other people who know realtor's, right? And so if I'm looking for who is good on Instagram, let's say, for example, right? First of all, you should know that yourself. Like, this is part of prospecting and identifying who's in your backyard as successful agents. If you want to be a modern lender, you should probably be pretty up on who's doing good stuff on social media, right? So this is the strategy of searching, finding, you know, connecting with and then DMing agents and letting them know, hey, man, great piece of content or congrats on that listing or whatever, right? But the point being is you can easily find people in your backyard who are already successful at the thing you want to do a panel on. Period. You just haven't asked enough of the right people or have been paying attention, right? So that'd be the first place I go, which would be, hey, Mr. Mrs. Title Rep, who do you know in town? Who do you work with? Who's crushing it on? Whatever. Can I say one thing about panels? I actually have never done a panel of agents, but I have had success with doing an appraisal panel and underwriter panel, because those are two parties that agents always want to pick their brains and don't have direct access to. So that would be an easy place for people to start. And then the other one that I did recently that was actually more fun than anything, but was also a good turnout was a mom panel of different business owners. So one was a real term, but the rest were different owners, business owners, and how they balance being a mom and running a business. So you can also think outside the box in that regard too. That's great. I love that. I'm doing it here. All right. Okay, so a couple more questions from the audience. The follow up cadence on the back end of the event. So let's just say your events done. You had whatever how many people show up. It went well. You got the contact information. What's your post event or class follow up? Hopefully you had a call to action at the very end of it. And like you're you're telling them whether it's a VA certification class, well, then you've got a certificate to give to them. If it's stuff about appraisals, then you you've got like the cheat sheet that everybody was like probably taking photos of on that power deck. And then you're just following up with them and just saying, Hey, did you get it? I want to make sure you have it. So there's there's touching points because you had that. So some of it is either that or just touching base like, did you get thing out of it? And then the next question could be is I'm going to host another class in X amount of time. What do you want to know? What are the top three things that you want to know about? Because then you're also getting information on what they're wanting to know. So it just kind of opens that up too. I like that. I like that a lot. Who else has a follow up strategy? I send on my webinars or on my virtual ones I do. I send the replay with a very beautiful email that's put together and probably got some kind of additional collateral. So Nali has the replay, but it has my personal reflection on it too. I want to have an opportunity to demonstrate my value system and that I'm an intellectual who's wanting to help them, right? That's my opportunity. It's not just here's the replay link. Go with God, right? So it's probably got the replay link and then like PJ was just saying some other collateral that you know that's CTA. And then also I've also had very good opportunities within posting on Facebook and saying like, Hey, I didn't expect this out of this event. And all the people that are like, I mean, I got this from Connor. I still, everything Connor does because it's my guy. But like, if I say like, Hey, if you want the replay, shoot me a message like all the interaction that I get from that. And now that's on Facebook and other people are seeing that too. Don't not do that because you're just taking one thing you already did and getting more spread than even people you already knew. Love that, love that. Real quick, by the way, hey, Connor, can you turn on the screen sharing? I want to share with somebody with everybody here. I'm going to share this link. Sure will try. I know you can handle it. Who here does follow up calls to the attendees after your event? Okay, Elizabeth, John. Right? Okay, okay. I love the fact that you said called action and because here's my framework is in the class, when you've got whatever butts and seats there are, that is your best time to strike while the iron's hot. The trust is high, the resistance is low. And so whatever that called action is. And by the way, when you get deeper on this kind of stuff, and some of y'all know this here on the panel, there's framing. Like framing, for example, is when you open up and let's say you're teaching a class on business planning, for example, or AI. And I always like to frame it, which is like, hey, you may be wondering why a loan officer is hosting this class for you. Because they're probably wondering that in their head, why the hell would I be attending a business planning session from an L.O. And the way we do it is we frame it around this whole talk track around being a partner versus a vendor. Right? And so we set it up from the beginning that my job is to be a partner, not a vendor. And a vendor, you know, of course, we deliver rates and clothes and blah, blah, blah, all that stuff you would expect. But here's my goal is to help you solve problems and help you achieve your business goals. And if we do a good job of that at the end of today, I will have an ask. And the ask would be, should you be open to talking about potentially working together or working on the one big idea from today's class, I'm going to ask you for a conversation. Is that fair? And everybody at the beginning is like, yeah, that's fair. Just give me the goods, right? So that the end when that comes, here's my little secret hack. We put a QR code up on the PowerPoint slide that goes to your calendar. And it schedules a consultation, right? Or a go deeper on the one big idea thing so that you have that built in. And out of a room of 10 people, you're going to get four who booked right then and there. So I can do the math. You're going to get 20. And so this is how we multiply and leverage and all that fun stuff. Okay. We all just got better. Did you hear that? Did you hear that? Yeah. Well, I'm a big believer in leverage. And you know what I mean? Why not ask? Well, because you know how it goes once they leave the car business, there's a saying, right? There's no bebacks. Like if you walk on the lot and they're like, you know, they let you leave and say, I'll be back. No, you ain't coming back once you walk off a lot. Yeah. All right. So let me share this thing. I'm going to share with everybody here. I'll put a link. So this is just a template from Canada. And this is what we use a lot for creating flyers or whatnot. But look at this is so easy. I decided I wanted to share this with you because you could search on Canada and below 30 minutes searching. So I'm going to give you this link in the in the chat at a moment. Just as I make sure in the chat right now, give Connor a thumbs up and applause. Are you liking this so far? Let him know how much value you're getting from this right now. But look how easy it is to create a panel. Now, you want to get rid of the, you know, handsome jack over here with the whole cliche pose. I'm not saying you have to put your, you know, your picture there, but why not? Is that you? Yeah, that's funny. All right. So obviously your agents would go here, right? And so for me, the max of a panel would be four. The rare case five, but it gets a little bit, you know, crazy with five agents, you know, they love to talk, right? So three to four ideally. And then, you know, you just like fill in the bullets. What are you going to talk about the date in the time? And like, yeah, if you're doing a physical flyer, I would add a QR code here as well. Now, this would be an example of a flyer that you give to your affiliates. Title S, grow all those other people because they're going out there and they're meeting agents every single day and they want something to talk about with agents. They want to deliver some value. They want us, you know what I mean? So now to what we heard earlier is you've got your sales for us multiplied. Okay, Connor, I put the link in there, but it can only go to hosting panelists because I for whatever reason can't share to everybody. Oh, wait a minute, yes, I can. Sorry, my bad. All good. Technically challenged. There we go. All right, let's go back to questions of the audience. Let's begin to close out here on the panel. What's the one thing we didn't talk about that you want to make sure the audience gets? I'll take it from Pay Patty. Anything else you want to share with the audience? You're muted there, my dear. Oh, I was just replying in a chat no place. So just to answer that person, Lewis Hamilton, I love Lewis. Okay, sorry. Okay, so the one thing that we didn't really get to chat about is I think the way the market is going as far as visibility and us staying on top and combating chat GPT because, you know, everybody's to do it yourself or and and things like that. So I think I think we really need to talk more about that because I think it's going to be more prevalent, but it's like in addition to all the other things that we're doing day in and day out with with everything else. So okay, Elizabeth, what would be one thing we didn't touch on or that you would just like that? I would say that everybody who's on this call already has a thing they can build a class around in the next before the first year. They do you do you have it trust me you if you don't have it you think you don't and you really do. So I would just say, hey, what are the things that people reflecting back to you? Hey, you're so good at this, right? Or what they're asking you that you have like a really good answer on and don't be afraid to just let that become the whole forward into building to booking your first event or your first class for Q1. Love it. John. There we go. So if you're marketing to everybody, you're marketing to no one. And so what I want you to do is if you're putting together an event, you need to be very specific with who you want at the event, the type of agent because if you have just anybody there, you're going to have the agents that don't close any business. They just want their there for the lunch. They're there for the wrong reasons. So be very specific with who you're inviting and you will get a better turn out that way. Like that. It's good page. I'll speak to I mean the fact that I love to teach on real estate investing because it brings value to agents. They're 10.99 employees. A lot of them need to reduce their tax liability. They don't know where to begin. We ought like to Elizabeth's point. We know a lot more about even if you don't invest in real estate because you know the financial end of it, you know a lot more than you realize. And so it's just another way to bring value to them to help them build wealth in general. But also, you know, you can bring in CPAs. You can bring in contractors. There's just that topic in itself can build out a 12 month plan. And again, you're a person you're bringing resources to them and you're a person that can bring more value to them. I love that page. You just reminded me of back in the day, we used to host this event at the right time of a year where I had a tax plan or come in, specialized in real tours and self-employed. So in your backyard, in your community, there is somebody who's a savvy tax advisor who wants to get in front of real tours. And this is where you don't obviously need to be the subject matter expert, but you just need to bring them in as a guest speaker. That's how I got started. I brought in guest speakers and then I eventually did it my own. But the last thing I'll say is this is one of my when people ask me, how do you get butts and seats? Like what's a successful class? I say the first thing that determines if people are going to show up for your class or not is the title period. It's just like a book. Do we judge a book by its cover? 100% or it's title? Yeah. Do you judge a class by its title? 100%. So there's a lot of people that are doing classes with boring titles. So you can take a class that's mortgage-related and reformat and restructure it, use GPT or Claude and say you are a world class direct response copywriter. Take this class topic and bullet points of what they're going to learn and rename it reform and just run it through the thing and now you're going to get a direct response driven between the eyes and give it the context. It's specifically for real estate agents, etc. Do the training. We all know we need to do on AI and just use AI to come up with better class titles because I've tested them like crazy, like one of them is I don't have the slide ready but for example just listen to this. You got two classes you're a realtor. One of them is called marketing your authentic self. The other one is called you are the brand. No subtitle yet but which one are you already leaning towards, right? I know the answer. Most of you it's you are the brand because marketing your authentic self, your brain goes what the hell does that even mean? I don't know but I know I am the brand and then the subtitle is very specific to how to get more clients that blah blah blah, make more money, etc. What are realtor's want? They want to attract more clients, they want to be more effective of what they do, they want to stay current to what's working and relevant and they just want to get better and if you be the conduit for that just like we heard from the panel here today, you will attract agents, you will get more conversations and trust and you'll get more referrals. All right we're officially at the end. Where is Connor? I want to hand it back to him. I'm here. Did I disappear on you? I don't know. I shrunk the screen, my bad. Well guys, I just want to say thank you to each and every one of you Jeff, amazing job, kind of running this panel and moderating everything. Elizabeth, John, Page, PJ, awesome job with adding value and sharing your expertise and what you go through with this as a topic and how you're bringing value to people. I know just leading up to this event, I know there are people in the room today that were really looking forward to this and I know I took away some really great things. I hope they did too, but this was an amazing thing I'm looking forward to doing more of these in the future and so to anyone who's hanging on still here, thank you for being here. You could have done anything with the last hour and you chose to be here and that's not lost on me. So I really appreciate that from the bottom of my heart and you know I'll get the notes out to everybody later on and I just thanks again to everybody being a part of this. You're good luck Jared. Tomorrow on your event. Can you wait to hear how it goes? Thank you, Jeff. Thank you, Connor. Thank you, Jeff. Thank you, Connor. You guys. Okay, that's it for today's episode. Before we wrap up, I just wanted to remind you about my agent classes. You're proven system to double your agent referrals in just 90 days. Imagine never having to co-call again instead building real lasting relationships with top producing agents who want to send you business with done for you presentations, marketing automation, weekly coaching. It's all designed to make growing your business easier and fun. So if you're ready to take control of your agent referrals and grow your income, visit mortgagemarketing.pro or check the link in the show notes and why you're there. Don't forget to check out the success stories from other mortgage pros who've already seen incredible results. Thanks for listening and I'll see you on the next episode.