“Faith is the assurance of what we hope for.”
Persistance
Hebrews 11:1
Step 10
Attending Open Houses
Open houses are one of the most underused prospecting tools available to MLOs — and one of the most effective. The agent is already there. They have time between visitors. They are focused on helping buyers, and buyers who show up at open houses almost always have mortgage questions they have not yet answered. This is your environment.
When you walk into an open house, you are not competing with the agent — you are completing their team for the day. Your job is to make their open house more valuable, not to pitch yourself.
Key rules before you go:
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Never arrive without marketing materials. An empty-handed visit communicates that you are not serious about the relationship.
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Bring your full kit from the “What to Bring” section below — especially the free customizable listing flyers from PennyMac, NewRez, and EPM. These are a direct gift to the agent.
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Introduce yourself as their mortgage resource, not as someone looking for leads. The mindset matters and agents can feel the difference immediately.
Script for walking into an open house:
“Hi, I’m [Your Name] with Glory Mortgage — I just wanted to stop by and introduce myself. I love connecting with agents at open houses because buyers almost always have mortgage questions right on the spot, and I want to be a resource you can lean on. I brought a few things that might actually be useful for you today — I have some complimentary customizable listing flyers from our wholesale partners that I can put your name and your listing on at no cost. I also have a pre-approval checklist your buyers can take home. Mind if I leave these for you?”
Keep it genuinely helpful. Ask a few questions about the listing and the seller. Let the agent guide the conversation from there.
Tip for buyer interactions: If a buyer at the open house asks a mortgage question while you are present, offer to step in and help — but always ask the agent’s permission first. A simple “Would it be okay if I answered that for them?” goes a long way toward building trust with the agent. Never make the agent feel upstaged on their own turf.
What to Bring — Never Go Empty-Handed
Bring this complete kit to every office visit and every open house:
1. Business cards — Your personal card with your name, NMLS number, direct cell phone number, and email. Do not use a generic company card. Agents need to reach you directly, not a call center.
2. One-page loan program overview — A clean, professionally formatted single page that summarizes Glory Mortgage’s key programs: FHA, VA, USDA, Conventional, Non-QM, Fix-and-Flip, and DSCR. Keep the language simple — this is for agents, not underwriters. The goal is for them to know what to say when a buyer presents a situation: “My mortgage person handles that.”
3. Free customizable listing flyers from our wholesale partners — This is one of the most powerful tools in your kit and most MLOs do not know it exists. Glory Mortgage’s wholesale partnerships with PennyMac, NewRez, and EPM (Equity Prime Mortgage) give you access to free, professionally designed, co-branded listing flyers. These flyers feature the property address and listing details alongside key loan program information — and you can customize them for any of the agent’s active listings at no cost to them whatsoever.
Why these flyers matter:
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· They directly benefit the Realtor by giving them a polished, free piece of marketing for their listing
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· They put your name and Glory Mortgage’s brand on every flyer the agent distributes to buyers
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· They create a natural, non-salesy conversation opener: “I can create one of these for any of your active listings. Just send me the address and I’ll have it back to you same day.”
Turning a Visit Into a Relationship
One visit does not make a referral partner — consistent, value-driven follow-up does. Check in with every agent you meet at least once a month, even if it is just a quick message with a useful tip or a market update. When you close a loan that came from one of their referrals, call them to let them know it funded — agents love hearing that their buyers are taken care of, and a quick congratulatory tag on social media (“Just closed with a buyer referred by [Agent Name] — so grateful for this partnership!”) turns a transaction into a public endorsement. Over time, offer to co-host a first-time homebuyer seminar together — it benefits their business as much as yours and it cements you as a true partner, not just another MLO dropping off flyers.