723: How One Rookie Broker Turned Open Houses Into Realtor Referrals - Coaching Q&A Ep. 16

In this episode, I share a conversation from one of our coaching calls with Brett, a newer mortgage agent who landed an opportunity to present inside one of the biggest real estate offices in his town. What stood out to me was how simple his strategy was. He dropped by open houses with a small survival kit, stayed in touch after, and kept the whole thing casual. He did not come across as pushy, he did not ask for leads, and he did not disappear after the first conversation. There are a lot of tactical lessons in this one, especially around how to follow up without sounding like a salesperson, how to stay relevant with both prospects and past clients, and why consistency matters more than being the smoothest person in the room. In this episode, we cover: Why “Not Disappearing” Wins - Brett was not the best natural salesperson, but he stayed in touch when other people moved on too quickly. How He Used Open Houses to Start Relationships - He visited five open houses, dropped off simple feature sheets and survival kits, then followed up in a way that felt helpful instead of needy. How to Follow Up Without Sounding Salesy - Brett explains why he avoids saying “follow up,” keeps communication personal, and uses whatever channel the client prefers. Why Systems Matter - Good follow-up is not random. It needs reminders, structure, and enough consistency that things do not slip through the cracks. The Colombo Technique - When meeting with realtors, Brett does not pitch a “presentation.” He keeps it casual, builds rapport, and then slides into “before I forget, I wanted to show you something.” You do not need to be the smoothest salesperson in the room. You just need to be the one who stays relevant, follows through, and does not disappear. Follow me on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com Subscribe to my email list, Peckford's Playbook Join the Mortgage Mindset Daily Gamify your prospecting with the 10@10 App I Love Mortgage Brokering is in partnership with Ownwell. To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.