Calling past clients is one of the most underrated, underutilized, and most valuable activities in the mortgage and real estate industry. Yet, most professionals hesitate to do it. Why? Because there’s a mental block.
Loan officers and real estate agents will call new leads, cold prospects, and Zillow inquiries without hesitation, but when it comes to past clients—people who have already said yes to us—we hesitate. It’s time to change that.
Why Call Your Past Clients?
✅ They already like and trust you – They’ve worked with you before and had a great experience.
✅ They would probably work with you again – When it’s time to buy, sell, or refinance, you want to be the first person they think of.
✅ They will refer you to friends and family – If you don’t stay in touch, someone else will.
Think about it: you’ve already done the hard part—earning their business. Now, all you have to do is keep the relationship alive.
Overcoming Call Reluctance
Even the best in the business feel some level of call reluctance when reaching out to past clients. Why? Because we haven’t spent years mastering these conversations.
Loan officers spend 10,000 hours working on files, talking to realtors, and handling transactions—but not calling past clients. That’s why it feels unfamiliar.
🚀 Solution: Give yourself permission to feel uncomfortable. It gets easier. Start small. Three calls a day. Five calls a day. Just start.
What to Say When Calling Past Clients
Scenario: A client who closed three years ago
📞 Call Script:
“Hey [Client’s Name], this is [Your Name] with [Your Company]. I hope you’re doing well! I can’t believe it’s already been three years since we did your loan. I just wanted to check in, see how things are going, and make sure you’re all set with your home and mortgage.”
✅ “Do you have any questions for me? There’s a lot of activity in the market right now, and I just want to make sure you’re in a good spot.”
Why this works:
✔️ It’s direct, professional, and no fluff.
✔️ You’re offering value instead of making it feel like a sales pitch.
✔️ It removes the awkwardness of “Do you remember me?”—you’re telling them exactly why you’re calling.
The Ask: How to Get Referrals from Past Clients
At the end of every call, always ask for the business.
🔹 Example:
“By the way, the market is still tight, and I have buyers struggling to find homes. Do you know anyone—friends, family, coworkers—who’s thinking about buying or selling in the next 12 months?”
🔹 If they say no?
“No worries! But when someone comes to mind, would you send them my way? I’d love to take great care of them.”
How to Handle “I Don’t Remember You”
If they don’t remember you, don’t panic. Keep it professional and move forward.
🔹 Example:
“No worries at all! I was your loan officer when you bought your home in [Year]. I just wanted to check in and see if you needed anything mortgage-related.”
Once they place who you are, shift back to the value of the call—offering insights, answering questions, and making sure they’re in a good spot.
The Power of the No
Not everyone will be thrilled to hear from you. That’s okay.
🚀 If they say “I’m working with a family member,” thank them and remove them from your list.
🚀 If they hang up on you? Fantastic! One less person to call next time.
🚀 The people who engage? That’s your audience.
This is about finding your people—the ones who will work with you again and send you referrals.
Simple Strategy: Send an Email Before Calling
If you’re nervous about cold-calling past clients, warm up the conversation with an email first.
📧 Example Email:
Subject: Quick check-in & market update
*”Hey [Client’s Name], hope you’re doing great! I just wanted to check in since it’s been a while and see if you have any questions about your mortgage or the housing market. Things have been shifting, and I want to make sure you’re in the best position possible.
Also—do you know anyone who’s thinking about buying, selling, or refinancing in the next 12 months? I’d love to help them out.
Let me know if I can do anything for you. Talk soon!
[Your Name]”*
Why this works:
✔️ It softens the conversation before you call.
✔️ It reminds them who you are.
✔️ It increases the likelihood they’ll take your call.
Final Thoughts: Stop Overthinking It—Just Call
🎯 Most loan officers ignore past clients. If you call, you win.
🎯 Referrals happen when you stay top of mind.
🎯 This is the simplest way to get new business—don’t leave it on the table.
If you need help with call scripting, strategies, or ways to maximize your database, reach out. And as always…
💡 Keep chasing excellence.