Latest / Mortgage Marketing Radio / Stop Chasing Realtors: Build a Referral Machine That Scales

Transcript

Stop Chasing Realtors: Build a Referral Machine That Scales · Mortgage Marketing Radio

• 0:00
  What if the reason you're struggling to get consistent referrals isn't because you need more coffee meetings, more cold calls, or more follow-up?
• 0:06
  What if the real problem is that you don't have a system that keeps attracting agents, building trust, and creating opportunities without starting from zero every week?
• 0:15
  You're listening to the Mortgage Marketing Radio Podcast, where we help mortgage professionals build relationships, get referrals, and grow a more predictable mortgage business.
• 0:24
  My name is Jeff Zimpfer.
• 0:25
  I'm your host.
• 0:25
  And today we're breaking down how to stop chasing realtors one at a time and start building a referral machine that can actually scale.
• 0:33
  My guest is Logan Lindstrom.
• 0:35
  After stepping away from mortgage for roughly two years, Logan returned to the business, became a broker, and has rapidly built his production to 136 units and more than 40 million in volume year to date.
• 0:45
  90% roughly of his business is coming from realtors.
• 0:48
  And the strategy behind that growth is what makes this conversation so timely.
• 0:53
  Logan is building a workshop-driven realtor acquisition system designed to move beyond the occasional lunch and learn.
• 0:59
  He's scaling toward multiple workshops every week, combining in-person events with live streaming, outbound prospecting, paid ads, retargeting, testimonials, and systematic follow-up.
• 1:09
  In this episode, you'll learn how Logan turns educational workshops into a repeatable realtor referral funnel, why he teaches marketing, AI, sales, and technology instead of leading with mortgage content, and how he's simplifying his business so he can handle more volume without adding unnecessary complexity.
• 1:26
  And pay close attention to what Logan says about what happens after you meet the realtor, because getting the meeting may not be your biggest problem.
• 1:34
  If you're tired of constantly chasing the next referral partner and you want to build a system that creates leverage, relationships, and repeatable opportunities, stick around for this episode of Mortgage Marketing Radio.
• 1:45
  Logan, welcome to the show.
• 1:47
  Hi, Jeff.
• 1:47
  Thanks for having me.
• 1:48
  Thanks for jumping in on short notice.
• 1:50
  So to set this up,
• 1:51
  I was having a conversation with your account rep at Rocket, Jeff.
• 1:55
  So I'm talking to Jeff about aging classes and he goes, hey, you should talk to Logan because Logan just gave this presentation at the Rocket event called the Rocket Pro Experience where you were, how many brokers, you know, originators were in the room there, like 500 or something?
• 2:11
  There was like 500, 700 in person.
• 2:13
  And I think they had like...
• 2:14
  crazy amount, like thousands online.
• 2:16
  I don't know the phone number.
• 2:18
  So that's an event that, right, that's an event that Rocket puts on for their brokers to come on in and see what's happening the latest, but also educate them, bring in people like you who are doing cool things.
• 2:27
  And so when Jeff said that, he said your presentation crushed it, people were really, really leaning in and curious to hear more, so that's why you're here, man.
• 2:35
  So let's just give the context.
• 2:37
  You were a retail originator.
• 2:40
  You got out of the business for a couple of years, but you just started back up roughly two years ago as a broker.
• 2:45
  Did you start two years ago?
• 2:46
  Yeah, yeah.
• 2:47
  Last April of 2025, I got my broker's license here in Wisconsin, which is where I'm from.
• 2:51
  So...
• 2:52
  Yeah, before that, I was never in the broker space.
• 2:55
  Got it.
• 2:56
  Okay.
• 2:56
  So essentially, you had a break.
• 2:58
  You had a hiatus from even originating for a period of time.
• 3:01
  So you started over.
• 3:02
  Yeah, pretty much.
• 3:02
  I mean, there were still a few relationships that obviously people recognize me.
• 3:06
  And I had the knowledge of how to put together a loan.
• 3:08
  So I wasn't like a brand new start.
• 3:11
  I knew what had to happen.
• 3:12
  But more so, I learned a lot more business stuff in those two years I was gone, which definitely helps on the broker side.
• 3:19
  Okay.
• 3:20
  And you also relocated or you went back to where you're originally from in, where is it?
• 3:25
  Is it Milwaukee or where you're at?
• 3:26
  Yeah, Milwaukee.
• 3:27
  So home, born and raised here.
• 3:28
  And then I moved to Charlotte, North Carolina, which is a beautiful place.
• 3:32
  Lived there for about a year and a half and moved back to Milwaukee, which obviously is where I have a lot of my relationships.
• 3:37
  So that definitely helped when you're starting new.
• 3:40
  Yeah.
• 3:41
  All right.
• 3:41
  So, and you moved back to Milwaukee when?
• 3:43
  March, March of this year.
• 3:45
  March of this year.
• 3:46
  Wow.
• 3:46
  Not that long.
• 3:47
  Okay.
• 3:48
  And you were, yeah, you were sharing with me before we hit record that you're now on pace.
• 3:53
  You've now that you've been able to ramp up or whatnot year to date.
• 3:55
  And this is where are we?
• 3:57
  September 10th, 136 units so far this year, right?
• 4:01
  Yes.
• 4:02
  Yep.
• 4:02
  Just over 40 million in volume.
• 4:04
  Yeah.
• 4:05
  Congratulations, man.
• 4:06
  What is your number one source of business?
• 4:08
  Realtors.
• 4:10
  Realtors.
• 4:10
  Okay.
• 4:11
  And pretty much, I'd say 90% realtors, 10% accountants and financial advisors.
• 4:16
  So yeah, realtors are the bread and butter right now.
• 4:19
  Okay.
• 4:19
  And how do you feel about that, by the way?
• 4:21
  You know, it's heavily weighted in realtors.
• 4:23
  Just curious.
• 4:23
  Yeah.
• 4:23
  I used to not like it.
• 4:24
  And I know there's a lot of people that don't like it, but I turned, I'm shifting the mindset from like, you know, you build your top 10 relationships and like those are the people you focus on to creating a machine and a system of how to acquire new realtors, keep them in and retain them as long as possible.
• 4:40
  And naturally there's going to be people that churn out, but that's why you have the system.
• 4:44
  And if I just, you focus on that system to always be getting new ones, then that's kind of the, that's the reoccurring thing.
• 4:50
  So that's, yeah, that's how I'm looking at it.
• 4:53
  So when you, yeah, we're going to definitely unpack that.
• 4:56
  I love the word that you use, machine, acquiring, because I think, I'd love to hear your take on that.
• 5:00
  I think part of the frustration with a lot of originators is that they don't have a replicable system for attracting, acquiring, and converting realtors to become referral partners.
• 5:10
  A lot of them do the one-off, chasing, cold calling, whatever, go to coffee, all that stuff.
• 5:16
  And you lead with teaching classes and workshops, right?
• 5:19
  Yeah.
• 5:19
  And I still do those things because all those things that you just listed, I look at that as that's all top funnel.
• 5:24
  So that's like driving them into the system.
• 5:26
  Right.
• 5:27
  But it's where most people don't have.
• 5:29
  And I didn't have for four years in the business was like, okay, when we're doing the coffees, doing the cold calling, we're doing all that stuff.
• 5:34
  What, what's that?
• 5:35
  What are the mechanisms that keep them in?
• 5:37
  And that's kind of what we focus on.
• 5:38
  So I would look at the workshop is like, that's that machine.
• 5:41
  Right.
• 5:42
  and just one of the examples.
• 5:44
  So I still do all that because that's like important and it works.
• 5:47
  Yeah, but you know, that's actually, it's an interesting angle is I've never heard anybody characterize it like that is you're still doing all of all the kind of onesie, twosie, one-to-one coffee, whatever things, yet you pointed out something I think is, it's very important.
• 6:01
  It's,
• 6:02
  What do you do with them after that meeting, that lunch?
• 6:06
  Most people let that relationship just unravel.
• 6:08
  There's no specific course of action after that.
• 6:12
  For you, the events and classes are like the next, is that middle of funnel for you, classes?
• 6:17
  Classes?
• 6:17
  Yep.
• 6:18
  Yeah.
• 6:18
  Because it's something that's repeatable that they can keep coming back to.
• 6:22
  And it's just a lot of stuff that I can keep them engaged with.
• 6:25
  That's not just, hey, how was your weekend?
• 6:28
  So I imagine though, you also meet agents, they become top of the funnel because they came to your class first or no?
• 6:34
  They can.
• 6:35
  That's one way.
• 6:36
  So like if I'm running, if we, you know, launch paid ads and they're coming right from a paid ad, or if I'm cold calling specifically asking to come to a workshop, then yeah.
• 6:48
  But like, you know, there's there's listing agents, right?
• 6:50
  There's people who come and they're not represented.
• 6:52
  And I meet buyers that way.
• 6:53
  So there's a lot of different ways.
• 6:55
  Or like, if I just want to meet with people, I can still reach out and say, hey, let's get together.
• 6:59
  Let's go for drinks or something like that.
• 7:01
  All that would be considered top funnel.
• 7:03
  Well, let's do it like this.
• 7:04
  Let's run the playbook.
• 7:06
  I don't know if you have this visually mapped out for yourself somewhere, but map it out for me.
• 7:10
  Do you have a target, by the way, of realtors you want on your bus, and do you rank them ABC by production?
• 7:17
  Give me a little insight there.
• 7:19
  So I'm in the process of changing all of this.
• 7:21
  So yes, we all, I had filtered out realtors local here in my market that I want to build a relationship with.
• 7:27
  But I realized that I just need to be doing so much more, like just more of everything, more output, more workshops, more meetings, all of that.
• 7:35
  So I brought in that search and I basically, I basically was trying to think of ways to make it easier for more realtors to say yes to what I was selling.
• 7:43
  Right.
• 7:44
  I expanded the list to statewide because I I'm licensed a couple of states, but I'm, I'm like, okay, to hit my goals, I really just need to focus in on a very narrow market.
• 7:53
  Right.
• 7:53
  Because it's like, I don't, I, yeah, I could go focus on getting deals down in Florida, but like, why?
• 7:57
  Like, like I can get to a hundred loans a month, which is my goal right now, just in, in Wisconsin.
• 8:02
  Like it happens all the time.
• 8:03
  So I opened it up to Wisconsin.
• 8:06
  I filtered buyer agents that do more than four buy sides a year.
• 8:10
  I know some people do more, but again, I'm trying to just capture a wider net and I exported it from Rudder and now that's our target list.
• 8:16
  I run workshops in person and I'm about to start actually live streaming them all.
• 8:21
  So obviously because I'm pulling a list from the whole state, I need to be able to let them come in and they're not gonna drive to my office to come to a workshop.
• 8:29
  So, but they can join a webinar
• 8:32
  And it's like to market to that many more agents, it's such a small lift in actual cost and what it takes to do that.
• 8:37
  It's like, why not?
• 8:38
  Right.
• 8:39
  It's that's an example of how do I make it easier for more people to say yes to what I'm selling and offering.
• 8:43
  OK, go ahead.
• 8:45
  OK, so that is your main machine then is in terms of acquiring, I'll say at scale, if you agree with that, acquiring agents at scale.
• 8:53
  Do you would you say that's a fair way to describe it?
• 8:56
  Yep.
• 8:56
  And I was for this year, I was doing them in real estate offices and wherever I could find a space.
• 9:02
  And then I realized like in effort to just do so much more volume, I just I'm bringing it in house, like literally as we speak.
• 9:08
  So my workshops are now going to be either come to my office or you just got to go online because it was taking too much effort to go find a place, deal with the facilitation, set up, take down, arrange food or snacks or whatever the hell I'm going to do.
• 9:22
  Like it just was too much.
• 9:23
  So by bringing it literally like behind this curtains, like a big side of my office, I get the table set up like I can fit, you know, eight to 12 people, which is all you need in person in here.
• 9:34
  And starting Wednesday, I'm doing six workshops a week.
• 9:38
  So Monday, Wednesdays and Fridays, one hour sessions.
• 9:40
  But it's like I'm here like I literally just can can do my business stuff here.
• 9:45
  And then when people come up, I post them.
• 9:47
  give a presentation and done.
• 9:50
  Then I'm good until the next one.
• 9:51
  So it's like, it's more scalable.
• 9:53
  We can have way more opportunities for people to come and engage with us.
• 9:56
  And hopefully that yield better returns.
• 9:58
  So I'll keep you posted on that.
• 9:59
  Yeah, six to eight a week.
• 10:01
  That's a lot.
• 10:02
  That's a lot.
• 10:03
  It makes me think, I was just on a call earlier today with a handful of loan officers.
• 10:07
  And one of the questions this guy asked was his concern about saturating the market because he was doing like three events over three months or something like that, right?
• 10:16
  Yeah.
• 10:16
  and that just blows that out of the water.
• 10:19
  I mean, you're in Milwaukee, which is, you know, I mean, it's not LA.
• 10:23
  There's half a million people.
• 10:24
  How many realtors?
• 10:25
  3,000, 4,000?
• 10:27
  I've never met somebody that could actually saturate a market.
• 10:30
  Yeah, right, I know.
• 10:33
  Okay.
• 10:34
  Now, how are you?
• 10:36
  Getting, we'll get to content in a minute, but what is your process for getting agents to attend, show up, how do you, you've got your list, you said your criteria, four units a year, so what is your process for getting them to show up?
• 10:48
  Got a question for ya.
• 10:49
  Are you still trying to win over agents one coffee meeting or call at a time?
• 10:54
  There's a better way.
• 10:55
  Teach a class.
• 10:56
  One room of 20 agents beats 20 cold calls and 20 coffee meetings.
• 11:01
  That's how Glenda White closed $2 million in loans in a single month, all referred by agents who came to her classes.
• 11:07
  Never taught a class?
• 11:08
  Already teaching but struggling to fill the room where you're not sure what topics agents will actually show up for?
• 11:13
  This is for you too.
• 11:14
  My free five-day email course is
• 11:17
  The agent class method shows you how to pick the topics agents want, how to fill the seats with the right agents, and turn that room into referral conversations.
• 11:26
  You can get it free at myagentclasses.com forward slash email course, or check the link in the show notes.
• 11:32
  Once again, that's myagentclasses.com forward slash email course.
• 11:37
  Like once they confirm that they're coming?
• 11:39
  I mean, no.
• 11:40
  The first invite outbound, how are you getting people to make reservations?
• 11:44
  Do you send email, DMs, call?
• 11:47
  So, so far I've done a lot of emails and calling and texts.
• 11:50
  That's been the main thing.
• 11:51
  I hired a full-time marketing guy recently, which is going to allow us to start doing DMs.
• 11:57
  It's going to allow us to start doing, I'm running paid ads now.
• 12:00
  I'm putting a relatively healthy budget behind it.
• 12:02
  That'll just get in front of everybody, that entire list.
• 12:05
  And then just a lot of that.
• 12:06
  Okay.
• 12:07
  So email, email.
• 12:08
  So a fair amount of the people you're emailing are cold emails.
• 12:11
  Is that correct?
• 12:13
  Yeah.
• 12:14
  Yeah.
• 12:15
  How does that go?
• 12:16
  And are you using, by the way, I'm really curious.
• 12:18
  I want to get granular on this for a minute because this is a lot of what I do in my world.
• 12:21
  Yeah.
• 12:22
  Are you using Outlook for that?
• 12:23
  Are you using a third-party email platform?
• 12:26
  Yeah.
• 12:27
  I should have been using some type of email platform.
• 12:30
  I wasn't to be like, and that's something that we're going to be changing now because of the magnitude of what we're trying to do here now.
• 12:36
  I was literally like, I was using Claude to basically put drafts in my email.
• 12:42
  And then I had to go into Gmail and manually send all the drafts.
• 12:45
  It took a long time.
• 12:46
  But like, again, like it's one of those things where it's like, we know there's email platforms out there.
• 12:50
  We know all this stuff.
• 12:51
  But then I go down that hole and it's like, okay, well, you don't want to break a domain.
• 12:54
  You got to warm the internet, man, but you don't want to get spam.
• 12:56
  Like there's all this shit.
• 12:57
  I'm like, I just needed, I just need the emails to get delivered.
• 13:00
  So I was manually doing so much of it, which works, but like you need a lot.
• 13:04
  Like I'd sent 800 emails and you had 18 people to show up.
• 13:08
  Yeah.
• 13:08
  Okay.
• 13:09
  That's right.
• 13:09
  The realtors, you need to do so much more to get a result.
• 13:13
  Right.
• 13:13
  Which is why you're laying on these additional things such as the ads you just mentioned.
• 13:16
  So obviously you would agree.
• 13:17
  And I, and I, it depends on like what your goal is though.
• 13:20
  Like if, if all you're looking to do is fill an event once a month with 20 agents, you could do that in your own email, Gmail client.
• 13:29
  Absolutely.
• 13:30
  That's what I've been doing.
• 13:31
  Yeah.
• 13:32
  I mean, totally.
• 13:33
  No worries.
• 13:34
  It's actually easier than dealing with all the headaches you mentioned, which I know too well, of ISP issues and all that.
• 13:40
  Yep.
• 13:42
  Okay, so let's talk about the ads for a minute because I'm curious about that.
• 13:45
  What types of topics are you typically teaching for these agents?
• 13:50
  You said talk about ads or like the content?
• 13:52
  Well, I'm making a side entrance into ads because I have a certain belief about getting butts in seats.
• 13:58
  And in my experience, here's a rule I live by, and I'd love for you to jam on this, is...
• 14:04
  The number, my rule, my saying is the number one way, the number one thing that gets agents to show up for your class or not is the title.
• 14:12
  How do you feel about that?
• 14:13
  What's your reaction to that?
• 14:14
  I agree.
• 14:15
  And by the way, none of this is prepared.
• 14:17
  You and I just met like 10 minutes ago.
• 14:19
  Yeah, yeah.
• 14:21
  I agree.
• 14:22
  I think it's creative, which is a part of what they're seeing.
• 14:25
  So yeah, what they first can take.
• 14:26
  And then also proof.
• 14:28
  That's something that I was never, literally until I got up on stage and rock it and went through that whole experience at RPX, I literally felt like I was not doing enough that my business sucked and that I was all behind.
• 14:40
  And it wasn't until that group of people kind of broke that mindset.
• 14:43
  And I realized I need to just tell more people about what I do because there's people who will get value from that and who want to learn that.
• 14:50
  And it was like a light switch going off in my head because it's like, okay, even though I'm not where I want to be, there's still people who would, who want to try to get to this point.
• 14:58
  And I can use these things that I love to talk about already, which is marketing sales conversions and like help through that.
• 15:04
  So that's, yeah, that's what I started doing.
• 15:07
  But that ties into the creative, right?
• 15:08
  Because it's like, okay, how do, why do people, why would somebody want to show up?
• 15:12
  Well, they need to trust you.
• 15:14
  You need to prove to them that what you're, what they may or may not learn could actually work to them.
• 15:18
  And you need to create something that's visually appealing to get them to stop what they're doing to read your average.
• 15:25
  So talk to me about proof.
• 15:26
  How do you handle proof ahead of time?
• 15:28
  So I did a workshop once where I got nine of the realtors to leave me video testimonials.
• 15:35
  And I had them state who they're with, how long they've been in business, who they're with, what was their biggest takeaway, and if they'd recommend the workshop to another person.
• 15:43
  I turned that into like 20 video ads, and now I can run all those, and that's like proof.
• 15:49
  Interesting.
• 15:49
  Okay, so that's part of your ad creative is those proofs.
• 15:51
  That's part of it.
• 15:52
  Yep.
• 15:53
  And what I'm doing here in my in-person workshops now is every workshop, there's people here, I try to get video testimonials.
• 16:01
  Right.
• 16:01
  So really like the hardest part with this concept, in my opinion, would be getting it going.
• 16:06
  Right.
• 16:06
  But as soon as you can start getting people here, as long as you're actually maximizing the opportunities of getting stuff like video testimonials, you create that self-licking ice cream cone.
• 16:14
  Right.
• 16:15
  Because every if I'm doing these every three days.
• 16:17
  Right.
• 16:18
  I have every other day new, fresh, creative content that we can put back into meta or wherever we're distributing ads and content like it just takes care of itself.
• 16:26
  Yeah.
• 16:27
  I love the video.
• 16:27
  That's like the ultimate, if you can get that.
• 16:29
  And the fallback is if you can just get a written testimonial, right?
• 16:32
  That's equally usable as well.
• 16:35
  I liked, I liked video and like get, if you can get producers there.
• 16:40
  And that's the reason why I had them say how long they've been in business.
• 16:43
  Because especially with meta right now, like if you run something and it says like 10 plus years in business, like actually on the text and the videos in between meta will put that in front of those people.
• 16:53
  Right.
• 16:53
  Like that's, that's the whole.
• 16:54
  It'll put that in front of seasoned agents.
• 16:57
  Yeah, correct.
• 16:58
  So I really, I really wanted to get like the people I wanted to, I wanted to get avatars or types of realtors that I also wanted to keep working with on the camera.
• 17:06
  Yeah, no, that's very smart.
• 17:08
  Yeah.
• 17:08
  The algorithm is so smart these days.
• 17:09
  It'll recognize, oh, he's looking for senior people.
• 17:12
  Wow.
• 17:13
  That's cool.
• 17:13
  All right.
• 17:13
  Let's get into some of the topics then.
• 17:15
  What have been some of your best or most well-attended topics?
• 17:18
  Marketing, a lot of marketing related AI.
• 17:21
  I use a lot of AI in my business.
• 17:23
  So just breaking down tools and actually teaching realtors how to use it.
• 17:27
  Like you run a Claude session and you teach them how to turn Claude into like a tool that can take their listing contracts and put it into a presentation for their sellers.
• 17:35
  Right.
• 17:35
  I had Claude create me a prompt to give them.
• 17:38
  And then I just presented it.
• 17:39
  They brought their laptops and they did it.
• 17:41
  And like that was a really popular session because people just actually did something during the class that they they could see work for themselves.
• 17:49
  Yeah.
• 17:50
  And like so but in AI is always changing, too.
• 17:52
  And it's I use in my business.
• 17:53
  So I try to keep the topics and what I talk about things that I generally enjoy doing because it's the easiest for me to then create and talk about.
• 18:01
  You know what I mean?
• 18:02
  Like most of my content, I don't talk about mortgage stuff.
• 18:05
  Right.
• 18:06
  It's not my favorite part of the business.
• 18:07
  Like, it's just not like I know it because that's what we do.
• 18:10
  But I like the whole marketing and sales side of it.
• 18:13
  And that goes back to kind of what we're saying earlier about the title of your classes.
• 18:16
  From my experience is the mortgage related ones, although there's a time and a place for them, they aren't your most popular classes.
• 18:24
  Right.
• 18:24
  Well, exactly.
• 18:25
  And in a market, like if there's other people doing workshops, which there's not a there most likely isn't a ton.
• 18:32
  That's what they're doing.
• 18:33
  Yeah, right.
• 18:34
  They're doing a mortgage 101.
• 18:35
  Don't compete with them on that.
• 18:37
  Just do something that is not even relevant to what they're teaching.
• 18:41
  Do you ever, I'm curious, do you ever run into the agent who doesn't, quote, recognize you as a loan officer, but sees you as like, oh, this digital marketer guy taught me how to do this.
• 18:54
  They haven't connected the dots.
• 18:55
  And do you have to help them connect the dots of like, no, one of the reasons I do this is I hope to become a partner and earn your business.
• 19:03
  So I set the stage at the beginning of the events and I basically say, if by the end of the session, you feel that I delivered on high value content that you benefit from.
• 19:11
  If I only if I do that, you guys give me two minutes to give you an elevator pitch on my mortgage company.
• 19:17
  End of the session.
• 19:17
  Hey, guys, how did everything go to everything?
• 19:19
  Everybody take good value from this?
• 19:21
  Yes.
• 19:21
  All right.
• 19:21
  Is it OK now if I give you two minutes feel on my mortgage business?
• 19:25
  Rock into it.
• 19:25
  12 day closings, quick speed, like you just hammer it.
• 19:28
  And that's it.
• 19:29
  People don't need to get like bogged down by what you do.
• 19:31
  Like they, people know how mortgage companies operate.
• 19:34
  So we do that in person.
• 19:35
  And then I also, and anybody, everybody should be doing it because for $5 a day, you can retarget everybody on, on Facebook and Instagram.
• 19:43
  So like I run mortgage related ads to these realtors.
• 19:47
  So a lot of times, like, even if like they're just coming here and we're just, it's all workshop stuff.
• 19:51
  They, they're going to get hit with my, they're on social media.
• 19:54
  They're going to get hit with the actual mortgage.
• 19:56
  You're taking the class attendees and retargeting them with mortgage ads.
• 19:59
  Yeah.
• 20:00
  Yeah.
• 20:01
  Yeah.
• 20:02
  Even before they come though, you can retarget every realtor all the time.
• 20:07
  Yeah, yeah.
• 20:07
  Are you doing the ads yourself or do you have somebody to help you with that?
• 20:10
  I do the creative and then it's 50-50 right now for getting all of the backend stuff set up.
• 20:15
  That's why I had to bring in a marketer because I was spending too much time on the backend and I just needed to offload that.
• 20:21
  But I like spending time on the creative and then more of like the actual funnel of how a person would go with like a...
• 20:29
  a funnel person would go through to get to the workshop, but all the, I'm trying not to do all the technical stuff anymore.
• 20:36
  Yeah.
• 20:36
  I need to focus on the content.
• 20:38
  Like that's the thing too.
• 20:39
  I also believe that if you just actually deliver really good session, really good content, people will come back.
• 20:44
  It doesn't matter if you screw everything else up, if they actually feel like you're teaching them something,
• 20:48
  Yeah, for sure.
• 20:49
  Give me a sense of, walk me through a little bit then that funnel from the ads.
• 20:52
  Let's say, are you doing a funnel to advertise a class as well?
• 20:56
  Say that again.
• 20:57
  Am I doing what?
• 20:58
  Are you doing a funnel to advertise a class?
• 21:01
  I have a funnel.
• 21:02
  Yeah.
• 21:02
  So I have a domain.
• 21:03
  It's called Workshop with Logan.
• 21:04
  And that's, we're driving, that's like the top funnel as far as like getting people into there to book.
• 21:09
  I didn't, I haven't used, I haven't used this because I, when I was just doing say one event a week, it was, it's so easier, so much easier to track it.
• 21:18
  But now that we're going to be doing, you know, two sessions, three days a week, I needed a more robust system for like the actual tracking of that.
• 21:26
  So I'm going to just send everybody there and then they can just pick their sessions, book it, and that'll help me keep track.
• 21:33
  What do you use for that?
• 21:35
  I use a platform called Lovable, lovable.com.
• 21:38
  It's like AI.
• 21:39
  And I just, it's like you just talk to it and text with it and it'll build what you need.
• 21:44
  Is there an example that I could look at at that URL of Workshop with Logan?
• 21:48
  Go to workshopwithlogan.com.
• 21:50
  And it's there.
• 21:51
  The reason why I'm asking is I want to get a sense of, so there are, you have a calendar of events there basically that people can choose from.
• 21:57
  Correct.
• 21:58
  They drive to the page.
• 21:59
  They select which workshop they're going to want to go to, which is either Mondays or markets, mortgage and strategy.
• 22:05
  Tuesday or Wednesdays are going to be all marketing and branding.
• 22:07
  And then Fridays is going to be sales and technology.
• 22:10
  Those are the themes.
• 22:11
  And then they can pick.
• 22:12
  And then I think they get like three options when they get to the pick a date section where they can choose up to three weeks in advance.
• 22:18
  I'm going to screen share this.
• 22:20
  Those that are listening, you won't see it, but hey, you can hop over to the YouTube version.
• 22:24
  All right.
• 22:25
  So here it is right here.
• 22:27
  Let me move this out of the way.
• 22:28
  All right.
• 22:29
  Ready to build a tender workshop with Logan.
• 22:31
  There we go.
• 22:33
  Choose a workshop.
• 22:35
  Let's just take marketing and branding.
• 22:37
  And then is this a video promo about the workshop?
• 22:39
  Yep.
• 22:40
  It's like a 30-second video just explaining what the marketing branding sessions are.
• 22:44
  And then that goes to this calendar page.
• 22:49
  What about email capture?
• 22:50
  It just automatically confirmed me.
• 22:54
  That's at the end.
• 22:54
  So now you pick the time.
• 22:56
  You confirm the date.
• 22:58
  Maybe I should change that since I just confused you a little bit.
• 23:01
  No, I see.
• 23:01
  It's just walking me through step by step.
• 23:03
  I see what it is.
• 23:04
  Okay.
• 23:04
  Got it.
• 23:04
  Got it.
• 23:04
  Got it.
• 23:06
  I'm going to opt in if you don't mind.
• 23:07
  I love getting in funnels and seeing what it's all about.
• 23:10
  Is that okay?
• 23:12
  All right, cool.
• 23:13
  No, that's, it was just me.
• 23:14
  Like I'm a little bit thick in the head.
• 23:16
  I was walking through that.
• 23:18
  Wow.
• 23:18
  You built all this out on lovable.
• 23:21
  Interesting.
• 23:21
  I'm going to go back.
• 23:22
  Yeah.
• 23:23
  This probably took two hours.
• 23:24
  Like it's crazy.
• 23:25
  The technology.
• 23:27
  Yeah.
• 23:28
  This is, I'm going to go back to the main page.
• 23:32
  And okay, so this is some of your testimonials.
• 23:34
  Case in point, we said earlier, these could be written and or video.
• 23:38
  Nice.
• 23:38
  You got more reviews.
• 23:40
  Nice.
• 23:41
  Are these workshops for you?
• 23:42
  Six lessons every week.
• 23:45
  Uh-huh.
• 23:45
  Nice, nice, nice.
• 23:47
  Wow.
• 23:47
  Okay, here's the videos.
• 23:48
  Yep.
• 23:50
  Very cool.
• 23:51
  Wow.
• 23:53
  All right, and what would you say specific to running Facebook ads related to promoting your events?
• 23:59
  Roughly, what is your ad spend for that per month, let's say?
• 24:03
  So up until this point, I have not launched, I have not ran ads specifically to getting people to workshop.
• 24:09
  I've ran ads retargeting them, but this is a new funnel for my six a week.
• 24:14
  So all the retargeting I've been doing, I spend maybe, I don't know, 20 bucks a day.
• 24:18
  That's just to retarget them, maybe workshop stuff, but it was never driving them to this funnel.
• 24:23
  Yeah.
• 24:23
  It's just more of awareness.
• 24:24
  And then it helps tie together all my outbound, which is an option.
• 24:28
  So like if somebody wanted to do this without having a whole funnel and a system, then they could you could easily do that.
• 24:33
  But I'm going to be spending about $100 a day starting probably tonight.
• 24:37
  That's just going to be ran on meta.
• 24:38
  So we'll see if we'll see.
• 24:39
  We'll see what that generates.
• 24:41
  Okay.
• 24:41
  And give me kind of a dotted line from it's after the event, you've done your pitch at the end.
• 24:47
  Hey, did I earn the right to give you a two minute pitch?
• 24:49
  You do that.
• 24:51
  How does that then move from the butts in seats to a one on one with you to talk about your next buyer or whatever?
• 24:58
  How does that look like in the real world?
• 25:01
  So within 24 hours after they attend a workshop, they need to be getting a thank you email with a recap of that workshop, along with any assets such as the recording of the video or if I give any deliverables, they'll be attached there.
• 25:13
  It'll also invite them.
• 25:14
  They'll be able to book their next workshop if they want to say like, hey, thanks for attending marketing and branding.
• 25:18
  You want to check out our sales and technology or do you want to attend a Monday mortgage and market combo?
• 25:24
  Right.
• 25:25
  So that happens.
• 25:26
  I call them or somebody on my team calls them, say, hey, thanks for coming.
• 25:29
  Just we want to get some feedback.
• 25:30
  What's that look like?
• 25:31
  Okay, great.
• 25:31
  And then if it's somebody who is somebody I want to actually meet with, then that's when we would try to book an in-person meeting.
• 25:38
  If not, like if it's somebody who's not like more of like the high, high value avatar I'm going after, then we just can keep inviting them to events.
• 25:44
  And then they're automatically on like just marketing for, for these events.
• 25:48
  And then that's more of like how we convert the realtor.
• 25:51
  And then in that 24 window, there's also, okay, we should have just got more creative.
• 25:55
  So let's refresh the ad creative from that workshop on a meta and maybe into the newsletter for trying to capture and keep, keep filling up the sessions.
• 26:04
  Got it.
• 26:04
  You have a newsletter that goes out just for realtors?
• 26:07
  Yeah.
• 26:07
  And this will be like new, this will be workshop specific.
• 26:10
  I don't have a newsletter and I don't know.
• 26:12
  I don't have anything that goes out.
• 26:13
  That's like talks about rates or mortgage or markets.
• 26:16
  I know like a lot of people do and it's great.
• 26:18
  I just, I just, I don't know.
• 26:19
  I think a lot of people just, there's so many lenders giving realtors that again, like you're just, you got to separate yourself.
• 26:26
  Yeah.
• 26:26
  So most of the content, the topics of your classes are things that you're personally working on, learning, experimenting with AI, marketing, that kind of stuff, right?
• 26:36
  Yeah.
• 26:37
  I'd say, yeah, I mean, pretty much all of it.
• 26:39
  Do you find, it's interesting, when I talk to law officers about events, classes, they tell me that the hardest part is coming up with the content.
• 26:45
  How do you feel about that?
• 26:47
  I think people overthink it.
• 26:48
  I think people, if they just look at what they're doing on a daily basis, a lot of that could be considered content and turned into.
• 26:54
  Like if you're actively trying to build and build and grow a business, like there's so much stuff that happens and that stuff can be shared.
• 27:01
  Like it can be even stuff that doesn't work.
• 27:03
  Like it's worth sharing your things that you try to put together, why you did it, what were your thoughts around it, and then tell people what the results were, even if it wasn't good.
• 27:11
  Like that could save them time or not doing it.
• 27:13
  Right.
• 27:13
  So I think there's a lot more content than people realize as simple as you're using a tool in your business to streamline a process, share that with somebody because maybe there's a way that they can use it in their business.
• 27:24
  Yeah, that's really, yeah.
• 27:25
  And it really goes to your point of like, you know, talking about AI.
• 27:28
  I mean, those listening to this, I don't want to get in a whole conversation about using AI or whatnot, because you hopefully are using it to some degree in your business right now in the right way.
• 27:38
  Like there are a lot of people I think that are spending unnecessary time doing things in AI that they shouldn't be doing.
• 27:44
  Yeah.
• 27:45
  That's not necessarily leading to a business outcome.
• 27:48
  We've all been there.
• 27:49
  Yeah, it's fun, right?
• 27:50
  We get the dopamine hit, vibe coding is cool.
• 27:52
  I was just doing it the other day, man.
• 27:53
  Yep, yep.
• 27:54
  And you're like, wait a minute, wait a minute.
• 27:55
  Like, how is this really helping me?
• 27:56
  I always say like, hey, if it's keeping you from conversations, like that's the wrong thing, you know?
• 28:01
  Yeah, is it making money?
• 28:03
  Right, right, exactly.
• 28:04
  Making money?
• 28:05
  Great.
• 28:05
  If not, stop.
• 28:06
  Now the other thing that I notice is unique or different about your strategy compared to what I've seen over the years is you're not naming a specific title or topic.
• 28:17
  What I mean by that is you have these categories of marketing and branding.
• 28:20
  Then you have a video that will probably tell them, hey, here's what we're gonna learn or talk about.
• 28:24
  But in my world, a lot of what we do is we'll name a specific class such as how to optimize your Google business profile, right?
• 28:31
  So that'll be the class.
• 28:33
  But what's very, very interesting to me is you're leaving it more wide open than that.
• 28:37
  And they're registering.
• 28:39
  They're coming because they want to learn that stuff.
• 28:43
  That's from proof.
• 28:44
  Proof and brand.
• 28:45
  Proof and brand.
• 28:46
  So because of the proof, they read the proof, they're like, okay, trust is built, and
• 28:50
  You've got a name, a brand established in the community.
• 28:54
  So that's doing a lot of heavy lifting for you.
• 28:55
  Yeah.
• 28:56
  Yeah.
• 28:56
  Of course.
• 28:57
  And in, in the newsletter, like if I do a blast email, I mean, maybe I'll put in there like bullet points, some of the topics, but, but like, honestly too, I struggle with that because I shift stuff so much too.
• 29:08
  Like I may wake up and go through something in the business.
• 29:11
  I'm like, this is awesome.
• 29:12
  Like I need to share this and I'll totally change what I'm going to present.
• 29:15
  Yeah.
• 29:16
  Well, that's kind of neat though.
• 29:17
  It gives you that, that freedom.
• 29:18
  You know what I mean?
• 29:19
  Yeah.
• 29:19
  Yeah.
• 29:20
  Yeah.
• 29:20
  But a lot of your stuff, I try to plan it and then we, we don't get to all the topics cause we end up spending, you know, majority of the time on something that people want to talk about.
• 29:28
  So, and are a lot of your classes bring laptop, let's do work versus lecture.
• 29:34
  I tell them, yeah, bring your laptop.
• 29:35
  It's more of a, I like it to be that.
• 29:37
  Interesting.
• 29:39
  You know, as go ahead.
• 29:40
  Go ahead.
• 29:41
  No, please.
• 29:42
  I lost what I was going to say.
• 29:43
  Go for it.
• 29:44
  Well, as I think about this, there's various levels of comfort that loan officers have with teaching classes.
• 29:51
  You are obviously very comfortable because you've put in the reps and you are also quite educated yourself on the topic.
• 29:58
  So therefore, that also gives you confidence to present on these topics.
• 30:02
  For instance, let me ask you this completely out of the book.
• 30:05
  I haven't even looked you up yet on Google, but how comfortable would you be if you had to teach a class on Google Profile next week?
• 30:13
  To the people, it depends who the audience is.
• 30:16
  The agents.
• 30:18
  I would be comfortable doing it because I know most people don't even have the bare minimum.
• 30:21
  It would just be more surface level because I'm not the best at, like, I have a Google profile, but I'm not, I'm sure there's more I could be doing.
• 30:28
  But like you said, it's confidence.
• 30:30
  Like, I don't talk about mortgage technicals because I just don't know it enough to do it.
• 30:34
  Like, that's really what it comes down to.
• 30:37
  That's funny.
• 30:38
  Talk about the things you love to talk about and like you'll be you'll be more confident at it.
• 30:42
  People will trust you on it and it keeps something that's sustainable.
• 30:46
  Like the only way that I'm going to maintain this level of output is because I'm talking about things that I just like.
• 30:51
  So I imagine you have a really solid LOA and processor.
• 30:55
  I do.
• 30:55
  Of course.
• 30:56
  Yeah.
• 30:56
  Right.
• 30:56
  Because you're like, I don't know.
• 30:58
  What are the guidelines?
• 30:59
  I don't know.
• 30:59
  Well, you look them up.
• 31:02
  Well, that's the thing too.
• 31:03
  Like I was telling you off camera, like I cut, I cut off so many products because it's just like, I don't know these things.
• 31:10
  And by focusing in on a smaller amount of like services, you can just get really good at them.
• 31:17
  Like I can easily structure a loan.
• 31:18
  I know it's, I know it's going to get done or not.
• 31:20
  And that's less risk on, on my end.
• 31:23
  Right.
• 31:23
  Yeah, I want to double tap on that because we did mention it before we hit record.
• 31:28
  What you told me was you were getting in the weeds with non-QM loans and it was really bogging down your process, perhaps your ability to handle volume, and you made a decision to essentially cut that from your portfolio, right?
• 31:42
  Yeah, exactly what you said.
• 31:43
  We were doing a decent amount of it.
• 31:45
  And like, it's a huge, it's a huge market right now.
• 31:48
  It's very, it can be very profitable.
• 31:50
  Like, I'm not doubting any of that.
• 31:51
  A lot of companies are pushing that.
• 31:52
  But also, you don't, most people have not saturated their market in the business that they already know.
• 31:59
  They don't have to go learn and research and figure out a broker and deal with guidelines and deal with all this manual underwriting because that's what not QM is.
• 32:06
  Like it just creates so much more layers and time away from the things that actually matter, which as a broker, it's acquiring the customer.
• 32:14
  Yeah.
• 32:15
  And also like if you have a support team, like that's not easy on them too.
• 32:19
  I mean, I, there was, I mean, you can totally tell when you're sending bad loans in how your operations team feels and how they perform and their sentiment when you're on them.
• 32:29
  Like we're all virtual pretty much, but like you get on, I use Slack and I get on Slack and you can tell, you can tell people feel.
• 32:36
  And as soon as I got rid of the non-QM, people's lives got better.
• 32:39
  That's a pretty bold decision.
• 32:41
  Have you ever, so what happens when you have to say no to somebody because they don't fit the conventional mold?
• 32:46
  I just refer it out.
• 32:47
  I refer it out.
• 32:48
  Like, yeah, like a bank statement.
• 32:51
  Is that what you're kind of referring to?
• 32:52
  Like, I just, it's not worth it because what if that one deal, I miss something and I screw up a deal.
• 32:58
  Now I have a mad client, a mad buyer's agent, a mad listing agent, and like it's reputation because I didn't know that.
• 33:05
  It's very instructive for business.
• 33:07
  It's very hard for people to do.
• 33:09
  I'm sure we have some people listening really trying to settle that in their mind.
• 33:13
  But if you think about it, you know, in the big picture of things, it's about what are you really going for, I guess.
• 33:19
  And if you're going for a goal of 100 units a month,
• 33:22
  You're not going to be able to do that doing ABXYZ monkey wrench loan, right?
• 33:28
  You've got to build a machine that scales and that's why you made that choice.
• 33:32
  Yeah, you got to get rid of subtraction.
• 33:37
  What are the ideas they're called?
• 33:38
  Like subtraction is addition, right?
• 33:40
  Yes, yes, yes.
• 33:42
  There's a book that I listened to and it just came out, The Algorithm.
• 33:45
  Have you heard of The Algorithm?
• 33:47
  No, but I'm writing it down.
• 33:48
  It's so freaking solid.
• 33:49
  I recommend everybody, especially broker owners, to go listen to it.
• 33:52
  It basically was written by the president or he was the president of Tesla.
• 33:57
  The president of Tesla, he worked with Elon for like, I think it was four or five years, but he walked through Elon's process of how he ran manufacturing.
• 34:06
  And the biggest takeaway for me was basically like question all the requirements and delete as much as possible.
• 34:13
  Like delete, like you have all these things you need to do to get done, whether it's for marketing, for workshops, for, for actual doing the loan, for processing, for your funding process, like, like look at everything that happens and just delete as much as possible.
• 34:26
  And when you do that, that was a part of me deleting non-QM because it's like, that was a whole nother, nother set of processes and workflows.
• 34:34
  Yeah.
• 34:34
  We just got rid of.
• 34:36
  Yeah.
• 34:37
  And it was costing you ultimately in the, in the big picture.
• 34:40
  Totally.
• 34:41
  And a lot of people can't get their head around that because they haven't like they have to get you have to get.
• 34:46
  And I'm not I don't know, I'm probably not even there yet.
• 34:47
  Like you have to get to the point where you're just so confident that like the services that we offer are the best in the market and we're so good at it.
• 34:54
  And it's OK that we're not going to follow this other stuff, because if we just be really good at this thing, we are going to get all the business we could possibly have.
• 35:01
  Yeah.
• 35:01
  No, it's very smart.
• 35:02
  It's very strategic.
• 35:03
  And like I said, it's difficult for some people to do, but if you're going for scale, right, then that's your thing.
• 35:08
  If you're looking to do three, four loans a month and that's it, well, you can probably handle that, you know?
• 35:12
  So you got to do what's right for you.
• 35:13
  All right.
• 35:13
  Here's a kind of like an overarching all question before we wrap up.
• 35:16
  Of all the ways to get realtors, I'm sure you've, like you said, you do the other things.
• 35:21
  You do the calls and the calls.
• 35:23
  Why?
• 35:23
  But you've obviously gone, quote, all in on events.
• 35:26
  Why is it events versus something else?
• 35:29
  Like maybe social media or I don't know.
• 35:32
  But why have you decided to go all in on events?
• 35:35
  Because it's a combination of two things that I know work.
• 35:40
  Relationships work.
• 35:41
  And I know if you go all into social media, which I haven't, that will also work.
• 35:45
  Events and in-person workshops are a hybrid.
• 35:47
  It's one-to-many marketing that also is still very relationship-driven because they're in-person and they're with me.
• 35:51
  One-to-many is huge, right?
• 35:53
  Because it's the same amount of effort if I'm here in person talking to two realtors or to 10 or to 50 or 100 if I can fill up webinars.
• 36:00
  Right.
• 36:00
  So that's massive.
• 36:01
  That creates leverage.
• 36:03
  Why I haven't gone all in on social.
• 36:04
  I just, I don't have the bandwidth.
• 36:06
  I, I, I want to do that.
• 36:08
  I could see, I would like to have that going by maybe Q2 of next year, but like the way that I would want to do it is kind of like what I'm doing with the workshops now is I want to like go all in on it.
• 36:19
  Right.
• 36:19
  And I just don't have the bandwidth and I don't want to spread myself too thin before I give say this, the full like time it needs to get kickin.
• 36:29
  very mature and wise for such a young man that's awesome okay real quick anything you also mentioned financial advisors cpas anything quick you want to share there in terms of like what what percentage of of your business is that maybe 10 that's just you're getting your again with relationships and if you can get into databases
• 36:53
  Right.
• 36:53
  Like that's, that's what that is.
• 36:55
  Right.
• 36:56
  I mean, accountants have like one of my best friends owns accounting firm and there's thousands of clients there or, you know, financial advisors have these big books of business.
• 37:03
  So if you build relationships with those people and you can get into their databases, meaning they promote you, they, I mean, it's, it's really easy.
• 37:11
  You'll get, you'll get low, low, like you don't need to do a, spend a lot of effort on it.
• 37:15
  You know, it's funny.
• 37:16
  I played a game once with Todd Ballinger, who's big on CPAs and financial advisors.
• 37:21
  I don't know if you know who he is.
• 37:22
  But we were doing the realtor versus financial advisor war, if you will, or battle, right?
• 37:28
  Battle of the two referral sources.
• 37:29
  Which one do you think is, I don't know if better is the word, but let's just go with that.
• 37:34
  Well, it'd be crazy if I said finance advisors because 90% of my business is realtors.
• 37:38
  So I'm going to go with realtors.
• 37:41
  But it gets down to why.
• 37:42
  So like my friend Wally Elliberry, right, who's like all in on financial advisors and has a system for add millions of business and business to his portfolio.
• 37:51
  It's a different approach, right?
• 37:52
  It's a different vibe.
• 37:55
  But here's my answer.
• 37:56
  Tell me what you think about this.
• 37:57
  This is for you, the listener, too.
• 37:58
  If it's the right realtor, let's assume the synergy of the relationship is right, they are the only, let's just face it, they get paid to send you buyers, listing agents aside for the minute.
• 38:09
  But no one else in my mind, as far as a referral partner, has vested interest-wise to drum up potential clients for you
• 38:19
  on such an ongoing basis because they don't eat without transactions.
• 38:23
  Financial advisors have another end of their business and all that stuff.
• 38:26
  And yes, those can be great referrals.
• 38:27
  But to me, it's just the quantity, right?
• 38:30
  It's the depth and breadth of what realtors whole business is about, which is why I definitely want to have that as a pillar, not the only pillar, but a very strong pillar.
• 38:42
  What say you, my good man?
• 38:43
  I agree with that.
• 38:45
  I think all of it works.
• 38:47
  Just pick what you like to do better and just do more of that, right?
• 38:51
  There you go.
• 38:52
  Realtors, yeah, their main job is to go get the same clients that we want to work with.
• 38:57
  I think a lot of people just get burnt out and they don't like working with realtors because a lot of times they're just not nice people.
• 39:02
  You know what I mean?
• 39:02
  They don't understand what it actually goes into the stuff that we do.
• 39:05
  So shifting your framework to creating a system like real estate.
• 39:09
  That's just a, it's, it's, it's a feature, not a bug.
• 39:12
  Right.
• 39:12
  So expect that, expect that that's how this is going to be when you're, when you're working with a lot of different realtors.
• 39:18
  Now, yeah, if you want to do, like you said, four, four loans a month, we'll go find three people and become great friends with them.
• 39:23
  Like get producer.
• 39:25
  But like, I don't do any of that.
• 39:26
  I don't, I'm not personally, I'm not into sports.
• 39:28
  Like I just don't go to sporting games.
• 39:30
  I just don't like it.
• 39:31
  I like to build and work and I don't go take, I don't golf.
• 39:35
  Like I don't do this stuff that a lot of people win business by doing.
• 39:39
  And I'm okay with that, you know?
• 39:40
  And if somebody wants to work with somebody who only takes them out to golf and fishing trips, then great, do that.
• 39:45
  Like, it doesn't bother me.
• 39:47
  Like, I'm gonna build something that's sustainable for me, which is not sitting five hours and watching a baseball game, in my opinion, so.
• 39:54
  True.
• 39:54
  Yeah, I think the key word you said there, key phrase was like, I say that as well.
• 39:58
  Everything works.
• 39:59
  It just doesn't work equally well everywhere for everybody, right?
• 40:02
  So you gotta pick what's working for you, where you're at in your current stage of your business, et cetera.
• 40:07
  Yeah.
• 40:08
  Totally.
• 40:09
  All right, man.
• 40:10
  Well, this has been very insightful.
• 40:11
  It's been educational for me.
• 40:12
  I've learned a lot, and I think the listeners have too.
• 40:15
  For anybody who wants to follow you, we're going to put your Instagram link in the show notes, but it's logan.lindstrm, L-I-N-D-S-T-R-U-N. Instagram.
• 40:23
  You're putting up some cool content there as well.
• 40:25
  So, Logan, thank you so much for making time.
• 40:28
  Thanks, Jeff.
• 40:28
  Appreciate you having me.
• 40:29
  Yeah, my pleasure, listeners.
• 40:30
  You know what to do.
• 40:31
  If you like what you heard today, go ahead and follow Logan and let him know what your one key takeaway was from this episode.
• 40:36
  The link will be in the show notes.
• 40:38
  We'll see you on the next one.
• 40:39
  Bye for now.
• 40:39
  Well, there you heard it.
• 40:40
  There's Logan using agent classes to multiply his revenue without chasing or cold calling.
• 40:46
  So if you're interested in teaching classes to grow your business, I got an invitation for you.
• 40:51
  It's my free five-day email course on hosting an agent class that fills seats and turns attendees into referral partners.
• 40:57
  The chase doesn't scale.
• 40:59
  One coffee, one agent, one hour, then you do it again tomorrow.
• 41:02
  The agent who says let's stay in touch doesn't answer when you call.
• 41:05
  Here's what changes when you teach instead of chase.
• 41:07
  You meet 20 agents in an hour.
• 41:09
  You walk in as the expert, not the vendor with the rate sheet.
• 41:13
  Agents call you because you've taught them something they needed and you own the room.
• 41:17
  So if you've been teaching agent classes, you want to get a better result, maybe you've tried it in the past, or maybe it's brand new for you, you haven't tried it at all, and you're looking for a proven method and system to host an agent class that fills seats and turns attendees into referral partners, I want you to check out my free mini email course, The Agent Class Method.
• 41:35
  Here's what you're going to get.
• 41:36
  Day one, why one-to-one doesn't scale, and the principle of leverage that I learned from Tony Robbins that changes everything.
• 41:42
  Day two, you're going to get insights into what agents actually care about.
• 41:47
  Hey, here's a small clue.
• 41:48
  It's not mortgages.
• 41:49
  Day three, the promotion plan that gets agents to actually show up.
• 41:52
  Day four, the 72-hour framework that turns attendees into referral partners.
• 41:56
  And day five, why one class isn't enough and why that's actually good news.
• 42:00
  You'll see how running classes every six weeks builds a predictable referral machine for you.
• 42:05
  So if you want to check out the free email mini course, check the link in the show notes or go to myagentclasses.com forward slash email course and get yours today.