Sphere of Influence script for a past client at their one-year closing anniversary

When To Use This

Use this script when reaching out to a past client exactly one year after their closing anniversary to check in, reinforce the relationship, and uncover referral or future business opportunities. It is not appropriate for first-time contacts or for clients who have explicitly requested no further communication. This touchpoint also helps you stay top‑of‑mind for future transactions and strengthens your referral network.

The Opener

Hi [Name], this is Edi Shek from whyedi.com. I hope you’re settling in nicely at [Address] in [Market]. I’m calling because today marks one year since you closed, and I wanted to see how everything’s going and if there’s anything I can help with.

The Qualifying Questions

1. How has your experience been in the home so far? – tells you satisfaction level and any emerging needs.

2. Have you noticed any changes in your neighborhood or property value that you’d like to discuss? – reveals market awareness and potential interest in refinancing or upgrading.

3. Are you planning any home improvements or lifestyle changes in the next 12 months? – uncovers future financing or referral needs.

4. Do you know friends, family, or coworkers who might be looking to buy or sell soon? – directly identifies referral prospects.

5. Would you find it helpful to receive a brief quarterly market update from me? – gauges interest in staying connected without pressure.

Handling The Three Objections

Objection: I'm not thinking about refinancing or buying another home right now.

I totally understand; many homeowners feel the same at the one‑year mark. My goal today is simply to make sure you’re happy with your home and to let you know I’m here if anything changes. Why it works: acknowledges their stance, removes sales pressure, and positions you as a helpful resource.

Objection: I'm happy with my current lender.

That’s great to hear—staying with a lender you trust is important. I’m not asking you to switch; I just want to stay on your radar for any questions or referrals you might have. Why it works: validates their loyalty, reframes the call as a relationship touch‑point rather than a rate solicitation.

Objection: I'm too busy to talk now.

No problem at all; I’ll keep it brief. If now isn’t good, when would be a better time for a quick check‑in, or would you prefer I send a short email instead? Why it works: respects their time, offers an alternative, and keeps the conversation alive.

The Close

Would you be open to me sending you a quick market update each quarter, and if you know anyone thinking of buying or selling, could you keep me in mind? Fallback if they say not yet: No problem—I’ll touch base again in a few months. Is there a better time or way to reach you?

Delivery Notes

• Speak warmly and conversationally, aiming for a relaxed tone that feels like a check‑in from a friend.
• Pause after each question to let the client respond fully; avoid rushing to the next point.
• Keep the call under three minutes; if the client engages, you can extend naturally, but respect their time.
• Do not mention specific loan products, rates, or promise any approval or closing timeline.
• Avoid comparing your services to other lenders or agents; keep the focus on the client’s experience.
• Smile while you speak; it comes through in your voice and builds rapport.
• Use the client’s name naturally throughout the conversation to personalize the interaction.

Compliance Reminders

• Never guarantee a specific interest rate, loan approval, or closing date; keep all statements general and factual.
• Ensure all communications comply with TILA and Regulation Z by avoiding misleading or deceptive claims about loan terms.
• Uphold Fair Housing and Equal Housing Opportunity principles by treating every client uniformly and avoiding any discriminatory language or steering.