Follow-up script for a pre-approval that has gone quiet for two weeks

When To Use This

This script is ideal for reconnecting with a client who received a pre-approval from you approximately two weeks ago but has since gone quiet. Use it when you haven't received any communication or seen activity from them regarding their home search since the pre-approval was issued, to gently re-establish contact and offer support.

The Opener

"Hi [Name], this is Edi Shek, your Mortgage Loan Originator. I'm just calling to follow up on your pre-approval from a couple of weeks ago. I wanted to check in and see how things are progressing on your home search, or if you've had any new thoughts since we last spoke."

The Qualifying Questions

1. "Have your homeownership plans or timeline changed at all since we last discussed your pre-approval?"
   • This helps identify if their fundamental goal has shifted.
2. "Have you had a chance to connect with a real estate agent yet, or have you been viewing any properties in [Market]?"
   • This indicates their level of active engagement in the market.
3. "What's currently feeling like the biggest hurdle or question mark for you in the homebuying process?"
   • This pinpoints specific challenges or concerns you might be able to help address.
4. "Is there anything specific that's causing you to pause or reconsider your next steps?"
   • This delves into potential underlying issues or uncertainties.
5. "Are there any aspects of the pre-approval or the mortgage process that you'd like me to clarify for you?"
   • This offers an opportunity to clear up misunderstandings or provide further education.

Handling The Three Objections

Objection: "We're just really busy right now, so we haven't had time to look."

"I completely understand, life definitely gets busy. There's no rush at all. When you do find a moment, please know I'm here as a resource. Would it be helpful if I sent over a quick summary of the steps to take once you find a home, so you have it ready for when your schedule opens up?"

• This acknowledges their situation without pressure and offers value for when they are ready.

Objection: "We've decided to wait a bit longer before seriously looking."

"That's perfectly understandable. Many factors can influence timing. Is there a particular reason you've decided to put things on hold, or something specific you're waiting for before moving forward? Understanding your perspective helps me know how best to support you when you're ready."

• This seeks to uncover the root cause of the delay without challenging their decision, allowing you to address potential concerns.

Objection: "We've actually started working with another lender/agent."

"Thank you for letting me know; I appreciate your honesty. It's smart to explore all your options to find the best fit for your needs. If you ever have a mortgage question or need a second opinion on the financing aspect, please don't hesitate to reach out. My goal is for you to have a successful homebuying experience, regardless of who you work with."

• This maintains professionalism and leaves the door open for future engagement without disparaging their current choice.

The Close

"Given everything we've discussed, would you be open to a brief call next week, perhaps 10-15 minutes, to explore any current questions you have or discuss how I can best support your homeownership journey going forward?"

• Fallback if they say not yet:

"No problem at all. My offer to help and answer any questions remains open whenever you're ready. Feel free to reach out to me directly by phone or email at your convenience."

Delivery Notes

• Pacing: Speak at a moderate, unhurried pace. Allow pauses for the client to think and respond naturally.
• Tone: Maintain a friendly, supportive, and empathetic tone. Convey genuine helpfulness rather than sales pressure.
• Active Listening: Listen carefully to their answers to the qualifying questions. Your follow-up responses should reflect that you've heard and understood them.
• Be a Resource: Position yourself as a knowledgeable resource, not just someone pushing for a transaction.
• What Not to Say: Avoid making assumptions about their situation. Never ask, "Why haven't you called me back?" or "Have you found something cheaper?"

Compliance Reminders

• Always state you are a Licensed Mortgage Loan Originator, NMLS# 216981, and an Equal Housing Lender.

• Remind clients that a pre-approval is not a commitment to lend and is subject to full underwriting review and final approval.

• Never quote interest rates, discuss specific loan terms, or offer financial advice outside the scope of mortgage origination during initial follow-ups.