When it comes to staying connected with realtor partners or any business contact, structure matters. That’s where the acronym LIFE comes in. While some may use methods like F.O.R.D. (Family, Occupation, Recreation, Dreams) or F.R.O.G. (Family, Recreation, Occupation, Goals) for general conversations, LIFE gets straight to the point for those in the mortgage and real estate world.
If you’re making regular calls—whether it’s every week, every two weeks, or whatever works for your schedule—LIFE will give those conversations direction.
Here’s what LIFE stands for:
- L: Leads
- I: Invite
- F: Follow up
- E: Educate
Now, let’s break it down.
L is for Leads
Leads are where the conversation needs to start. We’re in the mortgage business, after all. But you don’t need to jump straight in by asking, “What leads do you have for me?” Instead, ease into it. Ask how their weekend went. Did they work or take it easy? If they worked, maybe they hosted an open house, showed a property, or had a contract in the works.
It’s all about getting them to talk. Maybe say, “Hey, did you work or play this weekend?” and let the conversation flow from there. This naturally leads to discussing what potential deals might be brewing. Another good approach is to review your current pipeline with them. Run through the clients you’re both working with and see if there’s anything new.
Leads don’t have to be forced. It’s just about finding the right moment in the conversation.
I is for Invite
The invite part is simple. Always have something to invite them to. It could be a lunch and learn you’re hosting, a happy hour, or maybe even a local chamber event or a Builders Association meeting.
If you’re looking for something a little more casual, consider volunteering together at an event or catching a game. The key is to get out of the office environment and spend time together. Building those relationships is everything in this business.
F is for Follow Up
If you promised something, follow up on it. Maybe you sent them an article, a book, or even a video. If they mentioned an open house last week, ask them how it went.
Follow-ups keep the conversation going, and it shows you care. Another tactic is to create follow-up opportunities for the future. Mention something during the call that you’ll follow up on next week, like an upcoming event or a specific action you’re going to take. That way, you’re always giving yourself a reason to stay in touch.
E is for Educate
The last part of LIFE is education. Educate your realtor partners. Share something new—maybe there’s a product update, a new program, or even a recent success story that can benefit them.
For example, you could say, “Hey, did you know loan limits just went up? This could help your clients in a big way.” Whether you’re talking about your business or theirs, providing value through education is key. Even if you’re just leaving a voicemail, make sure they get something useful out of it. That’s how you keep them engaged.
How to Use LIFE in Every Call
The great thing about LIFE is that it works no matter who you’re talking to. Whether it’s a long-time partner or a new contact, these four areas keep the conversation meaningful.
If it’s your first time calling someone, don’t worry if you can’t hit all four. Maybe you can’t follow up or ask about leads, but you can always educate them or invite them to something. The point is to provide value and create an opportunity to stay connected.
Conclusion
The LIFE acronym—Leads, Invite, Follow Up, Educate—gives you a framework to ensure every call with your realtor partners is purposeful. Rotate through these categories as needed, or hit all four in a single conversation. Either way, you’ll be adding value and strengthening those business relationships.
Questions or feedback? Reach out anytime. Now, go talk LIFE.