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More Realtors, Better Realtors: The Strategy for 2027 · Mortgage Marketing Radio

• 0:00
  Hey, it's Jeff Zimper, and I'm coming at you live from the Momentum Builder event in Dallas, Texas right now.
• 0:06
  As I'm recording this, the session one is over, and a shout out to both
• 0:11
  Don and Gina and the whole crew here put on this amazing event, lineup of speakers and agenda.
• 0:16
  It's fantastic.
• 0:17
  If you didn't get a chance to come this year, definitely make a plan to come next year.
• 0:20
  Momentum Builder Live.
• 0:22
  And I wanted to carve out a little bit of time real quick and get out this real quick podcast session to you.
• 0:28
  Because we're at the time of the year where it's important and smart to think about your plan for the new year.
• 0:36
  As I talk to loan officers here, talk to loan officers across the country with coaching calls and whatnot, I interact with different leaders.
• 0:42
  One of the things that's definitely a recurring theme is that business is still happening out there.
• 0:49
  I don't know if you heard this, but I shared recently the other day that I pulled the stats in my backyard for the Clark County out in Vegas, Southern Clark County MLS Board of Realtors.
• 1:03
  And if I remember correctly, I remember the exact number.
• 1:06
  I think there was 1,200 or 2,000 and change homes sold in my backyard.
• 1:12
  Those are purchased homes, right?
• 1:13
  Those are not new construction.
• 1:15
  Those are resale.
• 1:16
  Townhome, single-family residence, condo.
• 1:19
  Let's just call it 2,000, right?
• 1:20
  And so I'm in Las Vegas, Nevada.
• 1:22
  It's not that big of a city, right?
• 1:24
  So wherever you're listening to this, I would encourage you to check out some of the data.
• 1:28
  If you're ever feeling like, oh, there's not enough business out there, there's not enough, right, to go around, pull some stats.
• 1:33
  I mean, if I was still originating and there's 2,000 homes that are sold
• 1:37
  within a 30-minute drive of me, I'm going to be asking myself, what am I doing that I'm not capturing more business?
• 1:43
  How many of those 2,000 homes or whatever your number is in your backyard do you need?
• 1:46
  Do you need another three or four or five?
• 1:49
  Do you need 10?
• 1:49
  What is it?
• 1:51
  Because the business is out there, right?
• 1:53
  Business is still being done by the truly motivated people.
• 1:56
  And I don't want you to fall prey to this time of the year, you know, it's October, we're heading into Q4.
• 2:01
  What you do now is what's going to determine where you wind up Q1 2027.
• 2:05
  And as I'm talking to loan officers, look, if you're bullish on realtors, which if you're listening to me, I assume you are.
• 2:12
  Realtors are still a very profitable, very viable pillar of business.
• 2:16
  As a matter of fact, there was a Stratmore report recently that said that approximately 50% of the time on transactions in this market right now, the buyer goes with the loan officer that is recommended by the realtor, 50%.
• 2:31
  And I've seen numbers in the past that's higher than that, but let's just say it is 50%.
• 2:35
  And so while realtors get a lot of bad press, realtors get thrown under the bus easily, yes, there's a lot of bad realtors, there's a lot of bad everything, bad plumbers, bad chiropractors, bad lenders, right?
• 2:47
  And so it comes down to you get what you tolerate.
• 2:49
  And here's what I find is that
• 2:52
  I'm gonna ask you a question.
• 2:53
  If you're gonna have realtors as a pillar of your business, do you need more realtors, better realtors, or both?
• 3:00
  When I ask that question on webinars, most loan officers say I need
• 3:05
  But the frustration that I find with most originators is they don't have a predictable system, a realtor acquisition strategy that takes them out of the chase, takes them out of the hunt, and actually flips the script.
• 3:19
  You know, I'm thinking of my friend Brady Thomas with CMG Home Loans.
• 3:26
  Brady is a superstar performer.
• 3:28
  He exceeded $100 million in production this year.
• 3:32
  And one of the things he shared with me when we were working together was I showed him this pyramid, prospecting pyramid, which on the bottom is you're a loan officer.
• 3:39
  The way you approach realtors, you're seen as a solicitor, right, or a vendor.
• 3:44
  And we need to get out of that approach of solicitor and vendor and get into the partner, peer, mentor level of the pyramid.
• 3:50
  The only way you can leapfrog that referral gap is if you stop chasing, stop showing up like everybody else, and actually build an educational platform that's
• 4:00
  that brings agents to you, that allows you to showcase your value by helping them solve problems and facilitating an informational class that helps them on a particular thing.
• 4:11
  Now, that could be in this market.
• 4:13
  Oh, you can do a class on seller concessions, right?
• 4:15
  Seller buy-offs.
• 4:16
  You can do a class on how do they get found in AI.
• 4:18
  You can do a class on optimizing their Google business profile.
• 4:21
  You can do a class on the cost of waiting, right?
• 4:25
  There's lots of different topics, and by now you know that this is what my specialty is.
• 4:30
  I help loan originators scale their agent reach and referrals without chasing or cold calling, but by building an agent traction machine.
• 4:40
  And this special podcast is coming to you because on Wednesday, October 14th at 10 a.m. Pacific, 1 o'clock Eastern,
• 4:47
  I am hosting a free training and workshop.
• 4:50
  It's called the first class method, how to host your first agent class and walk out with three plus new referral partners.
• 4:57
  I'm going to take you through what I've been doing for the last decade, the step-by-step method that I help loan officers implement to fill a room with agents, teach a topic with confidence and turn attendees into partners.
• 5:08
  No chasing, no cold calls.
• 5:10
  You're invited.
• 5:11
  The link is in the show notes.
• 5:13
  I'm only doing this one more time before the end of the year.
• 5:15
  That's going to be on October 14th at 10 a.m. Pacific, 1 Eastern.
• 5:19
  There will be no replay, no recording.
• 5:21
  But just imagine for a moment, I'm just going to read to you some of the success stories of originators I've worked with this past year.
• 5:28
  Kevin Watson, Churchill Mortgage.
• 5:30
  53 agents at his first class.
• 5:32
  23 he had never met before.
• 5:34
  Glenda White, Nexa Mortgage.
• 5:35
  Closed $1.2 million from just one agent who attended her class.
• 5:40
  Kevin Dwyer, his very first class, closed a $700,000 loan.
• 5:43
  Then he went on to continue to work with me and over the next 12 months added $20 million to his production.
• 5:50
  I can keep going.
• 5:50
  Here's my buddy Travis Newton and James, the mortgage dads.
• 5:54
  Travis told me that since he and I have been working together, he's probably added about $30 million to his production.
• 5:58
  Tiffany Saxton, four loans closed from her last class.
• 6:02
  Brian Laflame added $15 million to his production in one of the toughest markets we've seen.
• 6:07
  And it's exclusively because he got in front of more agents in less time.
• 6:12
  See, here's the thing.
• 6:12
  You've got to stop being a secret agent.
• 6:14
  I call it becoming five mile famous.
• 6:16
  The biggest challenge of why you're not getting more referrals from realtors or why you're having to work with bad realtors is you don't know enough people.
• 6:23
  enough people don't know you.
• 6:24
  So that's where scaling your reach, going from one to one to one to many solves that problem.
• 6:30
  It's the law of large numbers.
• 6:31
  Succeeding in this business is math.
• 6:34
  My buddy Brady Thomas, I said, the agent class format helped him make the shifts from vendor to partner.
• 6:40
  He stopped chasing, started the tracking, and doing the agent classes was one of the big parts that helped him grow his business 40%.
• 6:48
  I can go on and on, right?
• 6:49
  I got Ori with Cross Country.
• 6:52
  10 out of 11 agents who came to his recent class said they'd be open to working with him.
• 6:57
  So guys, if you want to win, if you want to make it easier to win, sometimes it's not that you're not working hard enough.
• 7:03
  It's just that maybe you're working on the wrong formula, the wrong approach, the wrong system.
• 7:08
  And that can make a big difference.
• 7:10
  And so once again, I'm going to invite you to check the link in the show notes, register for this free workshop.
• 7:15
  where I'm going to go through my whole system.
• 7:16
  Yes, there will be an invitation at the end for you to have a chance to work with me in a small group fashion where I'll help you implement this in your own local community.
• 7:24
  And so you can stop chasing, fill a room with agents, get some of the similar results like you just heard.
• 7:29
  You'll see it all on Wednesday, October 14th, 10 a.m. Pacific, 1 o'clock Eastern.
• 7:33
  You can go to agentclassmethod.com.
• 7:37
  Check the link in the show notes or go to agentclassmethod.com.
• 7:40
  All the details are there.
• 7:42
  I look forward to seeing you at the upcoming workshop.