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Visit Real Estate Offices and Open Houses

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Real estate agents are your single most powerful referral source as a Mortgage Loan Originator — and you can reach them in two places: at their offices during the week and at their open houses, covered on Step 10, on the weekends. Building relationships with agents creates a steady pipeline of warm, pre-motivated buyers who already need exactly what you offer. This step covers both approaches in detail.

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These steps take a lot of courage.  Before doing these steps, you should be knowledgeable with most of the loan  products and you should be taking the opportunities to join in all the trainings that are offered by our partners.

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Visiting Real Estate Offices

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Showing up in person at a real estate office sets you apart from every MLO who sends a cold email and forgets to follow up. Here is how to do it right:

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1. Call ahead and get a name. Before you walk in, call the office and ask for the Managing Broker or office manager’s name. Addressing someone by name the moment you walk in changes the entire dynamic — you come across as prepared, professional, and respectful of their time.

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   2. Visit Tuesday through Thursday, mid-morning. The best window is between 9:30 AM and 11:30 AM. Agents are typically in the office, not yet absorbed in afternoon showings, and the energy is more relaxed than a Monday morning. Avoid Fridays — many agents start their weekend early.

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   3. Come prepared — never show up empty-handed. Bring everything from the materials list in the “What to Bring” section below. Your leave-behinds are your calling card after you walk out the door.

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   4. Know what to say when you arrive. Keep it warm, direct, and short. Here is a natural script to work from:

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“Hi, I’m [Your Name] with Glory Mortgage. I was hoping to catch [Manager’s Name] for just a moment — I’ve been working with several buyers in this area and wanted to introduce myself and leave a few resources your agents might find useful. I also brought some free customizable listing flyers from our wholesale partners that your agents can use for their active listings at no cost. Do you have a moment?”

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You are not asking for a meeting. You are offering value. Let them invite you further.

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   1. Ask to say a quick word to the team — or offer a lunch-and-learn. Rather than requesting a private sit-down with the broker, ask if you can take two minutes to introduce yourself to whoever is in the office that morning. Better yet, offer to host a complimentary 30-minute lunch-and-learn for the team on a topic they actually care about — something like “5 Loan Programs Your Buyers Don’t Know They Qualify For” or “How to Help Your Investor Clients Close Faster.” This positions you as a resource, not a vendor.

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   2. Follow up within one week if you haven’t heard back. A brief, professional phone call or handwritten note is all it takes. Reference your visit: “I stopped by last [day] and left some materials with [name] — I just wanted to make sure you received them and see if any questions came up.” Most agents need to hear from you two or three times before they refer. Consistency is the entire game.