Who to Call on Wednesdays: Maximizing Midweek Follow-Ups for More Closings
Wednesdays are a crucial day for mortgage professionals. It’s the perfect time to check in with active buyers, update pre-approvals, and avoid last-minute weekend chaos.
The goal? Be proactive, not reactive. By calling leads midweek, you give them time to respond, update their pre-approval if needed, and ensure everything is in place before they start house hunting over the weekend.
Who to Call on Wednesdays
1. Active Buyers and Pre-Approved Clients
This includes:
✔️ Pre-approved buyers
✔️ Pre-qualified buyers
✔️ Leads who are actively looking but haven’t been pre-approved
✔️ Buyers working with other lenders but considering options
The Wednesday call sets the stage for the weekend. It gives them Thursday and Friday to return your call, update their file, and avoid the Friday night or Saturday morning scramble.
Example script:
“Hey [Buyer’s Name], just checking in! Are you planning to look at homes this weekend?”
If the answer is yes, go deeper:
✔️ Has anything changed with your income, employment, or assets?
✔️ Are you looking at homes above or below your current pre-approval amount?
✔️ Are you considering adjusting your down payment?
If the answer is no, adjust your follow-up strategy. Don’t believe buyers who say they’re waiting until spring—stay in touch, or they may buy without you!
2. The Four Questions to Ask Every Buyer
At the end of every call, ask these four key questions:
1️⃣ “Is there anything I can do for you?”
✔️ Shows you care and reinforces your value.
2️⃣ “On a scale of 1-10, how is our service so far?”
✔️ A “10” opens the door to asking for referrals.
✔️ If it’s lower than 10, find out why and fix it.
3️⃣ “Who do you know that’s thinking about buying a home in the next 12 months?”
✔️ Buyers know buyers. This simple question generates referrals.
4️⃣ “Are you sure there’s nothing else I can do for you?”
✔️ Reinforces your commitment to their success.
Asking these four questions consistently will bring in new business.
3. Call the Realtors After Your Buyer Calls
Once you check in with your buyers, follow up with their agents.
📞 Example script:
“Hey [Agent’s Name], just wanted to give you a quick update—[Buyer’s Name] is planning to look this weekend, and I’ve already confirmed everything on their pre-approval. Do you need anything from me?”
This proactive approach eliminates weekend surprises and reinforces your reliability with realtors.
Bonus: Call Past Clients If You Finish Early
Once you’ve checked in with active buyers, use the remaining time to call your past clients. (Part 2 of Wednesday calls covers this in detail.)
✔️ Check in and see if they need anything.
✔️ Ask for referrals.
✔️ Stay top-of-mind for future business.
Final Thoughts: Be Proactive, Not Reactive
🚀 Calling buyers on Wednesdays sets the weekend up for success.
🚀 Following up with realtors reinforces your value.
🚀 Consistently asking for referrals brings in new business.
Make your calls. Get ahead of the weekend. And as always—keep chasing excellence.