Teaching vs. Chasing: How Loan Officers Can Win the Realtor Game with Geoff Zimpfer
What happens when a former Tony Robbins coach who now teaches thousands of loan officers how to grow with intent joins Loan Officer Life? You get a conversation packed with gold.
In this episode, I sat down with Geoff Zimpfer, host of Mortgage Marketing Radio and one of the most respected voices in the mortgage space when it comes to scaling agent relationships through education—not desperation.
Here’s what stood out…The Realtor Problem Isn’t Realtors—It’s Your Approach
We’ve all heard it (or said it):
“Realtors are hard to work with.”
“Agents don’t send me deals.”
“They ghost me after coffee.”
Geoff has a different take: It’s not the realtors. It’s your system—or lack of one.
Most LOs are stuck in a fragmented, one-to-one grind. They cold call. They chase. They hope.
But they don’t have a consistent, scalable strategy to attract agents and build trust.
Enter the one-to-many model.
One-to-Many Unlock: Teaching Classes
Geoff’s core strategy? Teach. Don’t pitch.
Whether it’s social media, video marketing, or using tools like FinLocker to create a co-branded experience for agents, the key is leading with education.
When you host a class—virtual or live—you provide real value.
And that value builds reciprocity, trust, and relationships.
Take Geoff’s client Tiffany Saxton in Texas.
She taught her first class and within one hour received three loan apps and an invite to present to a 20-agent team.
That’s not a long-term play. That’s now business.
Don’t Need to Be a Pro Speaker—Just Two Steps Ahead
One of the biggest obstacles LOs face? Imposter syndrome.
Why would an agent listen to me? I’m not an expert. I’ve never taught before.
Geoff simplifies the approach:
“You're not showing up as Tony Robbins. You’re a facilitator. Like a news anchor—you’re simply delivering valuable info you’ve learned.”
With his Train the Trainer program, loan officers are equipped with ready-to-deliver classes, video walkthroughs, and confidence to lead—even if it’s just to 3 agents at first.
Spoiler: It won’t be just 3 for long.
FinLocker + Geoff = A Realtor Strategy You Can Deploy Today
Geoff and I recently partnered to build a class that helps LOs teach agents how to use FinLocker—not as a sales pitch, but as a tool to help them generate and convert more buyer leads.
Here’s the magic:
It gets you in the room. It gives you a reason to reach out. And it gives your partners a way to stay in front of consumers longer.
Whether or not an agent uses the tech isn’t the point. You’re showing up as a strategic partner, not a rate sheet.
The Final Word: Conversations Win
We ended the episode where all great mortgage conversations do—talking about conversations.
Whether it's teaching a class, hosting a live, joining a Facebook group, or meeting face-to-face, relationships are still built one meaningful exchange at a time.
Even in the AI era, the most human loan officers will win. Because community, connection, and contribution never go out of style.
Want More from Geoff?
🎧 Check out his podcast: Mortgage Marketing Radio (https://www.mortgagemarketinginstitute.com/podcast/)
📘 Learn more about his coaching: Mortgage Marketing Institute (https://www.mortgagemarketinginstitute.com/)
📱 And if you're ready to stop chasing and start attracting, hit play on this week’s episode of Loan Officer Life.