My first open house was a total train wreck.
I didn’t have a single pre-qual lined up.
No flyers. No strategy.
Just a folding table, some stale cookies, and the hope that someone — anyone — would ask me for a loan.
And guess what?
Nobody did.
The listing agent was polite… but clearly underwhelmed.
Visitors walked in, grabbed a cookie, avoided eye contact, and walked right back out.
At the end of the day, I packed up my little table, tossed the uneaten cookies, and sat in my car thinking:
“What the heck am I doing wrong?”
That drive home was quiet.
But in that silence, a thought hit me like a brick:
“I came to get, not to give.”
I showed up to the open house hoping for leads…
But I didn’t bring any value.
No help. No strategy. No reason for them to want me there.
That’s when everything shifted.
From that day forward, I decided:
Every time I show up — anywhere — I bring value first.
Not just rate sheets…
But real help.
The one that really moved the needle was the Follow Up Refer Back program.
It’s a game plan that helps the agent win more deals, and me too 🙂
And when I started doing that?
Agents turned into partners.
And referrals started coming in like clockwork.
So if you’re showing up and not seeing results?
You might be missing what I missed that day:
It’s not about being present.
It’s about being helpful.
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