Thursday is all about connecting with Realtors and business partners you haven’t spoken with yet this week. These are not your high-volume, core agents—those are Monday calls. Nor are they agents you’re actively working deals with—those are Tuesday updates. Instead, these are the “onesie-twosie” agents and business partners who send occasional referrals but aren’t your top-tier sources… yet.
Thursdays = Realtors & Business Partners
1. Realtors You Don’t Talk to Regularly
🔹 Agents who have sent you a deal in the last 12 months
🔹 Agents who close 1-2 transactions per year with you
🔹 “Steady Eddie” agents—reliable but not high volume
🔹 Newer agents who need guidance but aren’t yet consistent referrers
📞 What to Say:
“Hey [Agent’s Name], just checking in! How’s everything going? Anything new on your end? Do you have any buyers or sellers I can help with? Anyone who needs a quick pre-approval or second opinion?”
📌 Key Question:
“Who are you taking out this weekend?”
You want them thinking ahead about which clients need financing help before the weekend rush hits.
2. Business Partners (CPAs, Financial Planners, Insurance Agents, etc.)
🔹 Professionals who refer you occasional mortgage leads
🔹 CPAs with clients discussing debt restructuring
🔹 Financial planners helping clients with cash-out refis
🔹 Divorce attorneys who need refi options for property settlements
🔹 Insurance agents whose clients are purchasing homes
📞 What to Say:
“Hey [Partner’s Name], I just wanted to check in and see if there’s anything I can do for you or your clients. Are you working with anyone right now who’s looking at refinancing, restructuring debt, or needing a mortgage?”
📌 Key Question:
“Who do you know that’s getting divorced and may need to refinance? Who do you know that has a lot of debt and could benefit from a cash-out refi?”
Asking specific questions triggers their memory and increases the chance they’ll recall a client who needs your services.
The Ask: Always Request a Referral
Every conversation should end with a direct ask for business—not a vague “keep me in mind,” but a clear “who do you know” question.
📌 Example:
“Hey [Name], who do you know that’s buying, selling, or refinancing in the next 12 months?”
🔹 Carl White calls this the 3×3 Method:
“Do you have any friends, family, or coworkers looking to buy, sell, or refinance?”
🔥 Pro Tip: If they say “I don’t know anyone”, follow up with a specific ask based on their industry:
✔️ “Do you have any clients needing to restructure debt?”
✔️ “Do you have anyone looking to move in the next year?”
✔️ “Do you know anyone getting divorced who might need mortgage help?”
Make it easy for them to think of someone.
Why Thursdays Matter: Preparing for the Weekend
🔹 Many buyers shop on weekends, which means Thursday is the perfect day to check in.
🔹 This gives Friday for follow-up calls—so you’re not scrambling Saturday or Sunday.
🔹 It reduces last-minute weekend work—no surprise pre-approval requests at 10 PM Friday night.
📌 Final Question:
“Who are you taking out this weekend?”
This reminds agents to connect you with their buyers before showings happen.
Final Thoughts: Make the Most of Thursday Calls
✅ Call your occasional agents (not your core agents from Monday).
✅ Call business partners who can refer mortgage leads.
✅ Always ask for a referral—directly and clearly.
✅ Follow up Friday with anyone who needs a pre-approval or updated letter.
Make your Thursday calls, set yourself up for the weekend, and keep chasing excellence. 💪