📄 Quoted, No App — They got the email and went quiet
What happened
The call went well. You sent the quote. They went quiet. Most likely cause: fee shock. They opened the email alone, saw a big number, and panicked without any context to put it in. Or something stalled in their life. Either way — your goal is to find out which, not to push.
Rule for every check-in: Never call just to "check in." You need a specific reason — a rate update, a market shift, an expiring quote. Something that gives them a reason to re-engage.
"Hey [Name], this is Terrance Wilson with The Funding Clinic. I sent over that quote a few days ago and wanted to make sure the numbers made sense to you — and that nothing looked confusing when you opened it. Did you get a chance to look at it?"
Why frame it as "making sure it made sense"
It removes judgment. You're not following up to push — you're checking if your work landed clearly. That's a different energy. They're more likely to tell you what actually happened.
If they say "the fees were high"
"I should have walked you through that before I sent it — that's on me. Let me break it down real quick. Three buckets. The only thing you pay out of pocket today is $99. Broker fees get rolled into the loan. And those big bank fees — title, settlement — those come straight out of your final cash payout. They never touch your bank account. Does that change how it looks?"
If they went quiet with no clear reason
"No pressure at all — life gets busy. I just want to make sure: is there a specific part of the deal that's giving you pause? Because most things that look like problems on paper have a solution I haven't shown you yet."
If they say they're comparing other lenders
"That's smart — you should compare. Can I ask what you're seeing out there? DSCR rates vary a lot depending on LTV and DSCR ratio, and I want to make sure you're comparing apples to apples — not DSCR commercial rate against a residential rate."
Then re-anchor to speed, not rate
Rate is not your advantage — speed and simplicity are. Ask: "What's the timeline on the deal you're trying to fund? Because if it needs to close in the next 60 days, the only question is who can actually get it done."
"If the numbers worked out and everything made sense — is there any reason you wouldn't want to move forward?"
Why ask this again
They may have a new objection that didn't exist on the first call. Time creates hesitation. This surfaces it before you push toward the app again.
"Let's knock this out right now while I have you — takes about five minutes. What's the property address?"
If they can't do it right now
"No problem — I'm sending the link again right now. Can you get to it tonight or tomorrow morning? What time works?"
Get a specific time. "Later" is another stall. A time is a commitment.
⏸ Stalled Mid-Process — App started, docs requested, then silence
What happened
They started the application or you requested documents — and then went quiet. Usually: overwhelmed by paperwork, a life event, or a competing offer they're weighing. Don't push — remove friction. Your goal is to find out what stopped them and make the next step as small as possible.
"Hey [Name], Terrance Wilson with The Funding Clinic. I see we've got your file open — I just wanted to reach out and see if there's anything I can help you knock out to keep things moving. What's been the holdup?"
Why "what's been the holdup" — not "are you still interested"
"Are you still interested?" invites a yes/no that usually ends in no. "What's been the holdup?" assumes they want to move and just hit something. That's usually true — and it invites them to tell you what it is.
If they say docs are too much / confusing
"That's the most common thing — the doc list looks longer than it is. What specifically do you have and what are you still looking for? Let me tell you exactly what we actually need and what we can skip."
If they're comparing other lenders
"Smart move — you should compare. Can I ask what you're seeing? Because DSCR rates can look different depending on how each lender builds the quote, and I want to make sure it's a real comparison."
If a life event got in the way
"Totally understand — life happens. Your file is still open and nothing has changed on our end. When things settle down, we're ready to pick up right where we left off. What's the timeline looking like for you?"
"You told me [their original goal — e.g., buy another property in Texas / pay off the house / fund repairs]. That deal isn't going to wait forever. What would it take to get this moving this week?"
Use the exact goal they named
The closer you get to their exact words, the more it lands. "You mentioned Texas" is stronger than "you mentioned another property." Reference the specific thing if you have it in your notes.
"What time works for you tomorrow — morning or afternoon? I'll pull up your file and we'll knock out whatever's left together."
If they're ready now
"Let's do it right now while I have you — I've got your file up. What's the first thing you're stuck on?"
"I'll reach out when I'm ready" is a stall. "Tomorrow morning or afternoon" forces a real commitment. Always offer two options, not an open end.
🏆 Repeat / Portfolio Client — Troy Hammond. Alvin Blair. Treat it like a portfolio review.
What this call is
This is your highest-value call type. These are clients who already closed with you and trust you. Do not make this a sales call. Make it a check-in that plants the next deal naturally. Ask about their portfolio before you ask about another loan. Reference their specific deal. Show them you remember.
Troy Hammond: Multi-deal, Savannah GA, buy-and-hold. Call him about the portfolio, not rates.
Alvin Blair: Two closed loans. Free-and-clear rentals. High trust, organized. Easy to work with.
"Hey [Name], Terrance. Just touching base — how's [the Savannah property / the [city] rental] doing? Any updates on the portfolio?"
Why reference the specific property — not just "the loan"
Most brokers disappear after the close. Calling to ask how their actual property is doing signals you're a partner, not a transaction. That's what creates multi-deal clients. Every repeat deal starts with this call.
"I've been keeping an eye on rates and things have been moving — there might be an opportunity here depending on what you're looking to do next. Are you planning to add to the portfolio this year, or are you in hold mode right now?"
Why "hold mode" is an option
Giving them permission to say "I'm not buying right now" builds trust. They'll tell you the truth — and if they're not buying now, they'll remember you called without pressure when they are.
If they mention a new property or goal
"Tell me more about it — what are you looking at? Let's see if the math works."
Then go into SPIN questions
What's the address. What's the rent. What's the current balance. Is it free and clear. What's the loan amount they're looking for. Same process as a new lead — just warmer.
"Hey — do you know any other investors in the same situation you were in before we worked together? Someone with equity sitting in a property, maybe can't get a bank to move on it? I'd love to help them the same way I helped you."
Why frame it around "the situation you were in"
It reminds them of the problem you solved for them, which reactivates the gratitude, and it gives them a clear picture of who to refer. Specific problem = specific referral. "Do you know anyone looking for a mortgage" gets nothing. This gets names.
📄 Quoted — Fee shock and comparison shopping are the two most common. Find those first.
⏸ Stalled — "Too much paperwork" and "I'm shopping around" are most common here.
🏆 Repeat clients rarely object — they already trust you. If they do, it's usually timing or a new rate concern.
What happened
They opened the quote alone without the Three Buckets pre-frame. The number looked like a bill, not a breakdown. This is recoverable.
A — Own it first
"I should have walked you through that before I sent it — that's on me."
R — Three Buckets breakdown
"Three buckets. Only thing out of pocket today: $99. Broker fees: rolled into the loan. Those big bank fees — title, settlement — deducted from your final cash payout. They never touch your bank account."
C — Close on the choice
"Does that change how it looks? Would you rather roll the fees in, or have them deducted from your payout?"
What it means
They're doing their homework. Don't fight it — use it. Your advantage is not rate. It's speed, simplicity, and the fact that you actually close these deals.
A — Validate it
"That's smart — you should compare. Can I ask what you're seeing out there?"
R — Apples to apples
"DSCR rates vary a lot depending on LTV and the DSCR ratio itself — and some quotes bury fees into the rate to make it look lower. I want to make sure you're comparing apples to apples, not a teaser rate against a real one."
P — Pivot to timeline
"What's the timeline on what you're trying to fund? Because if it needs to close in the next 60 days, the only question is who can actually get it done — not who quotes the best rate."
What it means
They stalled the first time. They're stalling again. There's a real fear underneath that hasn't been named yet. Go find it.
A — Acknowledge
"No pressure at all — I just want to make sure I haven't left you with an unanswered question."
R — Name the fear
"Most of the time when someone needs more time, it's one of three things — the rate, the fees, or something about the timing. Which one is it for you?"
C — Handle it, then slot close
"Let's handle that right now. And then let's lock in a time to get this done — tomorrow morning or afternoon?"
What it means
They're rate-watching. The longer they wait, the more the next deal drifts. Re-anchor to the opportunity cost of waiting vs. the cost of the rate.
A — Validate the concern
"Rate timing matters — I completely understand wanting to get the best deal."
R — The opportunity cost question
"Here's the thing I'd want you to think about: every month you're waiting on rates, the property you want to buy could go under contract. At what point does the deal matter more than the rate?"
P — Pivot to action
"What if we got you pre-approved now — no commitment, no cost — so that when the right deal comes up, you can move in days, not weeks?"
📄 Quoted — opener
"I sent over that quote a few days ago and wanted to make sure the numbers made sense to you — and that nothing looked confusing when you opened it. Did you get a chance to look at it?"
📄 Quoted — fee shock recovery (own it first)
"I should have walked you through that before I sent it — that's on me. Three buckets: $99 out of pocket, broker fees roll in, bank fees come from the payout. Never from your account."
📄 Quoted — re-surface the hidden blocker
"If the numbers worked out and everything made sense — is there any reason you wouldn't want to move forward?"
⏸ Stalled — opener
"I see we've got your file open — I just wanted to reach out and see if there's anything I can help you knock out to keep things moving. What's been the holdup?"
⏸ Stalled — re-anchor to their goal
"You told me [their exact goal]. That deal isn't going to wait forever. What would it take to get this moving this week?"
⏸ Stalled — slot close
"What time works for you tomorrow — morning or afternoon? I'll pull up your file and we'll knock out whatever's left together."
🏆 Repeat — opener (reference their property)
"Hey [Name], Terrance. How's [the specific property] doing? Any updates on the portfolio?"
🏆 Repeat — plant the next deal
"Are you planning to add to the portfolio this year, or are you in hold mode right now?"
🏆 Repeat — referral ask (end of every good call)
"Do you know any other investors in the same situation you were in — equity in a property, can't get a bank to move? I'd love to help them the same way I helped you."
🏆 Repeat — rate concern / waiting for rates
"What if we got you pre-approved now — no commitment, no cost — so when the right deal comes up, you can move in days, not weeks?"
⚡ PUO — works on every check-in call
"If the numbers worked out and everything made sense — is there any reason you wouldn't want to move forward?"
💸 Three Buckets — when fee shock comes up
"Three buckets. Only thing out of pocket: $99. Broker fees roll into the loan. Bank fees come from your cash payout — never from your bank account."
🕐 Comparison shopping — pivot to timeline
"What's the timeline on what you're trying to fund? If it needs to close in 60 days, the only question is who can actually get it done."
💬 Name the fear when they're stalling again
"Most of the time it's one of three things — the rate, the fees, or the timing. Which one is it for you?"