Mortgage Marketing Radio

► FREE 5-day email course — The Agent Class Method (stop chasing agents, start attracting them): https://myagentclasses.com/emailcourse Are You Wasting Your Time at the Wrong Mortgage Company? Most loan officers never find out if there's a better fit out there, because in this industry, even *looking* can put a target on your back. In this episode of Mortgage Marketing Radio, Geoff Zimpfer sits down with Ellen Duncan, founder of mLOOP, a platform that flips mortgage recruiting on its head by giving loan officers more information, more privacy, and more control. Ellen explains how originators can anonymously explore and compare lenders, why "looking doesn't mean leaving," and what the data says LOs actually care about when considering a move. (Hint: it's not the signing bonus.) In this episode, you'll learn: → How to anonymously compare lenders — the lender is revealed to you, but you stay anonymous until YOU choose to share who you are → The questions to ask to find out if your current lender still fits you, your business, and where you want to go next → Why 70–80% of originators say a signing bonus is NOT important to their decision → Why roughly 78% of LOs signing up for mLOOP aren't in a hurry to move — and what they're really after → How lenders are scored on data they can't argue with (90-day attrition, LO tenure, and more) → A free 2-minute assessment to see how well your current lender fits you 🔗 LINKS & RESOURCES ► Does your lender fit you? Free 2-minute assessment: https://mloop.co/yourfit ► mLOOP (create your free account — always free for originators): https://mloop.co ► Follow Ellen Duncan on LinkedIn: https://www.linkedin.com/in/ellen-duncan-9b9a921a/ 🎙️ ABOUT THE SHOW Mortgage Marketing Radio, hosted by Geoff Zimpfer, helps loan officers grow their business with practical marketing, referral, and career strategies. #mortgage #loanofficer #mortgageindustry #mortgagerecruiting #mortgagemarketing

Only 19% of Gen Z trust loan officers, while 75% trust friends and family for homebuying information. That's a serious problem for mortgage professionals trying to reach the next generation of homebuyers. So how do you earn their trust, start more conversations, and turn hesitant first-time buyers into mortgage-ready clients? In this episode of Mortgage Marketing Radio, Geoff Zimpfer sits down with Nora Guerra, Senior Vice President of Community Lending Solutions at Guild Mortgage, to unpack new Gen Z homebuyer research conducted in partnership with YouGov. The findings reveal a surprising opportunity for loan officers heading into 2027: younger buyers want to own homes, but many lack confidence, misunderstand mortgage requirements, and don't know whom to trust. In this episode, you'll discover: ✅ Why Gen Z doesn't trust loan officers — and how to change that. ✅ Six distinct homebuyer personas and how to communicate with each one. ✅ Why mortgage calculators, educational content, and longer YouTube videos may be more effective than another quick social media clip. ✅ Why Gen Z uses AI to prepare for conversations with loan officers, not necessarily replace them. ✅ How to position yourself as a trusted mortgage advisor and attract more first-time homebuyer opportunities. ✅ Practical strategies using buyer education, community partnerships, and personalized outreach to build your future purchase pipeline. The big takeaway: Your next generation of clients may already want to buy a home. They just need someone they trust to show them how.. 🎓 FREE 5-Day Mini Course: The Agent Class Method Stop chasing real estate agents for referrals. Learn how to attract agents by hosting educational events and classes that position YOU as the expert. Discover what to teach, how to get agents to attend, and how to turn those relationships into referrals — without cold calling or constantly asking agents for business. 👉 https://myagentclasses.com/email-course 📊 Download the Gen Z / YouGov Homebuyer Research Report Get the research discussed in this episode and discover what the next generation of buyers thinks about homeownership, affordability, mortgage financing, and trust. 👉 https://www.flipsnack.com/guildmortgageco/gen-z-yougov-homebuyer-research-report CONNECT WITH NORA GUERRA 🔗 LinkedIn: https://www.linkedin.com/in/nora-guerra-517790157/ 📸 Instagram: https://www.instagram.com/noraguerra_/

🎓 FREE 5-Day Mini Course: The Agent Class Method How to get more agent referrals with events and classes — without chasing or cold calling. 👉 https://myagentclasses.com/email-course Loan officers: new 2026 data shows Realtor referrals drive 49.4% of purchase lender selections. AI drives 1% Every mortgage conference right now is about AI. So I went looking for what borrowers actually do when they pick a lender. STRATMOR’s June 2026 MortgageCX data: Realtor referrals drove 49.4% of purchase lender selections. AI recommendations drove 1.0%. Zillow’s October 2026 Consumer Housing Trends Report confirms it independently: an agent referral is the #1 way buyers first found the lender they used. In this video, I walk through three independent 2026 studies, explain why “AI vs. relationships” is the wrong frame, show you the Agent Prospecting Pyramid, and tell you how Kevin at Churchill Mortgage got 55 agents in a room for his first class — 23 he’d never met. If you can’t name ten agents who referred you a buyer in the last 90 days, you don’t have a marketing problem. You have a room problem. This video fixes it. Sources cited: STRATMOR Group, “Protect Your Turf: The AI Battle Starts Now” (June 2026) Zillow Consumer Housing Trends Report 2026 (October 2026) ServiceLink 2026 State of Homebuying Report (April 2026)

Business is still happening. Homes are still being sold. Buyers are still getting mortgages. And Realtors are still influencing which loan officers get the opportunity to serve those buyers. So if you’re heading into Q4 wondering where the business is going to come from, the better question may be: Are enough of the right people in your market aware of you? In this solo episode, Geoff Zimpfer comes to you from the Momentum Builder event in Dallas with a challenge for loan officers preparing for 2027: stop relying on one-to-one chasing and start building a system that expands your reach. Geoff breaks down why Realtors remain an important and profitable pillar of business, why many originators struggle to create a predictable Realtor acquisition strategy, and how hosting educational agent classes can help you move from being viewed as another vendor to becoming a valued partner. You’ll hear how loan officers are using classes to get in front of dozens of agents at once, create new referral relationships, and generate meaningful production without relying on cold calling or constantly chasing agents for coffee meetings. In this episode, you’ll learn: Why the amount of business happening in your local market may surprise you The question every loan officer should ask: Do you need more Realtors, better Realtors, or both? Why traditional Realtor prospecting often keeps you positioned as a vendor How to move from solicitor to partner, peer, and trusted resource Why educational classes allow you to scale from one-to-one prospecting to one-to-many attraction How to become “five-mile famous” in your local real estate community Real examples of loan officers who have generated new partners, loans, and millions in additional production through agent classes Why what you do in Q4 can have a major impact on where your business lands in Q1 Geoff also shares details about his upcoming free workshop, The First Class Method: How to Host Your First Agent Class and Walk Out With 3+ New Referral Partners. During the workshop, he’ll walk through the system he has used for years to help loan officers fill a room with agents, confidently teach a valuable topic, and turn attendees into potential referral partners—without chasing or cold calling. Free Workshop: The First Class Method Date: Wednesday, October 14 Time: 10:00 AM Pacific / 1:00 PM Eastern Register: agentclassmethod.com There will be no replay or recording. If you want to stop being the best-kept secret in your market, expand your Realtor relationships, and build a more predictable source of referrals heading into 2027, this episode is for you.

Want more Realtor referrals without spending your entire week chasing agents, scheduling coffee meetings, and hoping they send you business? In this episode of Mortgage Marketing Radio, Geoff Zimpfer sits down with mortgage broker Logan Lindstrum to break down the Realtor referral system helping him scale his mortgage business. After stepping away from mortgage for roughly two years, Logan returned, became a broker, and has built his production to 136 units and more than $40 million in year-to-date volume—with roughly 90% of his business coming from Realtors. But Logan isn’t relying on the traditional “find 10 great agents and stay in touch” approach. He’s building a repeatable Realtor acquisition machine using educational workshops, AI and marketing training, cold outreach, paid Meta ads, retargeting, testimonials, livestreaming, and systematic follow-up. In this conversation, you’ll discover: • How Logan uses workshops to attract and convert Realtor referral partners • Why most loan officers are missing the critical step AFTER meeting an agent • How he plans to scale to six Realtor workshops per week • The workshop topics that actually get real estate agents interested • How video testimonials create proof and fuel his advertising • Why Logan teaches AI, marketing, sales, and technology instead of mortgage products • His follow-up process for converting workshop attendees into relationships • Why he eliminated certain loan products to simplify and scale his mortgage business • How to create a business development system that fits your strengths • Why “one-to-many” marketing can create enormous leverage for loan officers Connect with Logan on Instagram https://www.instagram.com/logan.lindstrum/ Get the Free Email Mini-Course: The Agent Class Method https://myagentclasses.com/email-course #MortgageMarketing #LoanOfficer #RealtorReferrals #MortgageBroker #MortgageBusiness