On September 24 I looked up Camp’s two classes at McKnight Title’s Alliance office. Fifteen seats
each, zero registrations, one of them a week out, and Camp was in Italy. Nobody did anything wrong,
and that’s exactly the problem. Nothing on our site told anybody the room was empty, so nobody knew
to do anything about it.

I’ve watched title companies fill CE rooms the same way for twenty years. The marketing rep writes
her own ad and sends it out whenever she gets around to it. She has no training, no arsenal, and no
discipline, and it’s not her fault, because nobody she reports to ever looks in on it. Everybody
just decides CE rooms are hard to fill and settles for six or seven people.

Don’t take my word for it. On our September 29 call, WFG told me the same thing about its own network. The title
agents who host these classes barely market them, and asking them to log into anything new is a
non-starter. So a coordinator at corporate packages every flyer and post and chases them by email.
Twenty years, and the plan is still "we’ll remind them."

We’ve tried it their way. Now we do it ours. Corporate is buying the class, so corporate picks the
class, not the marketing rep. She isn’t a license holder. She’s never written a class. If she asks a
license holder what to teach, she asks one, and that’s a sample size of one. What makes a class
worth CE credit is whether it makes a license holder better at their job in the real marketplace,
and that call belongs to the people who know the content.

Here’s the whole idea in one line. The person responsible for your room has one job: fill the room.
You have one job: teach. For the first time, somebody is accountable for their half.

Every class now has a pace line, and it isn’t a guess. We built the curve from real booking history,
41 daily readings from three real classrooms filling up, then checked it against eight real classes
from 5 seats to 26. It landed within about three points.

Do the math with me on a 20-seat room. Two weeks out, a room on pace has 7 people registered. A
week out, 12. The site checks every class four times a day and holds it against that line. On pace,
it says so. Behind, it says so, plainly, while there’s still time to fix it. This is a pace target, not a promise of final attendance.

Whoever is on the hook for filling your room gets their own login. At a title company that runs its
own marketing, that’s their marketing rep. At WFG, it’s Alex, their coordinator. WFG’s title agents
probably won’t ever log in, so Alex pulls the approved flyer, social posts, and email, hands them
out, and watches every room against the pace line. Push the button, get the piece. Everything on it
is already approved, so nobody is writing their own ad anymore. The site even counts when the
marketing gets grabbed, so we can finally connect "did they market it" to "did the room fill."

Corporate sees every location side by side, who’s filling rooms and who isn’t. Here’s your number.
Here’s who’s doing it right.

• Venue addresses now fill in from Google as you type. No more typos on the invitation.
• You can hide the class from public events while you get it just right.
• A sponsor can’t cover more seats than your room holds anymore. That one came straight from Anna
  May.
• The approved batches of fake test events are off the public Events page.
• Registration got rebuilt for phones. A Realtor can sign up from the parking lot from her iPhone.

On September 29 I walked WFG’s Texas team through all of it: Tiffany Whitney, Jaime Dyer, and Alex
Caruthers, who books the classes. Tiffany called the tracking "awesome." On posting CE credit the
moment class ends, she said it’s "going to make a big difference."

Now we have a booking: Cassy Sisk is teaching CMA and Pricing in Shifting Markets for Texas Excel Title in Decatur on November 19. Alex confirmed the course and date on October 9. Cassy is taking the lead on the class coordination; I am handling the program and payment side.

Tiffany’s supervisory login and the shared MyHome Education login for Alex and Jaime are set up, and their login instructions have been sent.

If you have capacity for WFG classes, let me know where you will teach. We still need the right instructor matched to the right room.

Log in, click Full House, and look at your own classes. If something looks off, call me. I will
answer.

We will walk through Full House together on your upcoming group coaching call. Come ready to talk about WFG and the other title companies you want to get into. This issue gives you the background; coaching is where we put it to work.

For now, it’s Full House. If you’ve got a better name, send it to me. The winner gets bragging rights and a mention in a future
issue.