The Most Effective Scripts for Following Up with Mortgage Leads

Following up with leads is one of the most important and overlooked skills for mortgage loan originators (MLOs). Whether you’re reconnecting with a cold lead, reaching out to a referral, or checking in with a past client, the right words can turn hesitation into opportunity.

At Career Classroom, we help mortgage professionals sharpen their communication and compliance skills through online mortgage continuing education. To help you strengthen your pipeline, we’ve gathered a few proven follow-up scripts you can start using today.

Why Follow-Up Matters

Most leads won’t convert after the first conversation. In fact, studies show that it often takes five or more touchpoints before a lead takes action. The key is consistency, timing, and tone. Every message should add value, not pressure.

Whether you’re contacting a new inquiry or revisiting someone who went silent, follow-ups build familiarity and trust. And in the mortgage world, that trust can make all the difference between “I’ll think about it” and “Let’s get started.”

1. Cold Leads: Turning Silence Into Opportunity

Cold leads aren’t necessarily lost leads—they might just need more time or context. The goal is to re-introduce yourself with empathy and helpful information, not another sales pitch.

Phone Script Example:

“Hi [Name], this is [Your Name] with [Company Name]. I know we spoke a while back about your mortgage goals, and I wanted to check in to see if your plans have changed. Interest rates and loan programs are constantly evolving, and there may be new options available that better fit your situation. Would you like me to send over a few quick updates?”

Email Template:

Subject: Checking in on your mortgage goals

Hi [Name],

I hope you’ve been doing well! I wanted to reach out because there have been some updates in the market that might impact your financing options. If you’re still considering buying or refinancing, I’d be happy to share what’s new and see if we can find the right fit.

Best,
[Your Name]
[Your Contact Info]

Pro Tip: Use a CRM reminder to follow up every 30–45 days with valuable insights, such as rate trends or homebuyer resources, rather than repeating the same message.

Want more helpful tips for lead conversion? Check out our article: How to Convert Pre-Qualified Borrowers into Closed Deals

2. Referral Leads: Strengthening Trusted Partnerships

Referrals are the lifeblood of any mortgage business. When following up with leads from a Realtor or business partner, focus on reinforcing that shared relationship.

Phone Script Example:

“Hi [Name], this is [Your Name] with [Company]. [Referral Source] mentioned you might be exploring mortgage options, and I’d love to be a resource for you. I work closely with clients in similar situations and can walk you through today’s loan programs — no obligation at all.”

Email Template:

Subject: [Referral Source] thought I could help!

Hi [Name],

[Referral Source] shared that you might have some mortgage questions or plans for the near future. I’d be happy to give you a quick overview of the process and help you understand what you qualify for.

Let’s schedule a short call — does tomorrow or Thursday work better for you?

Best,
[Your Name]

Pro Tip: Strong partnerships go both ways. When you follow up with referral leads, take a moment to update the referring agent or partner, too. A quick message letting them know you’ve reached out keeps communication open and reinforces trust — turning one referral into many more.

Want to improve your communication strategy? Check out our guide: Mastering Communication with Underwriters to learn how effective collaboration supports every deal.

3. Past Clients: Staying Top-of-Mind

Past clients are one of your most valuable lead sources, and they already trust you. Following up regularly can lead to repeat business, refinances, or referrals.

Phone Script Example:

“Hi [Name], this is [Your Name]. I just wanted to check in and see how things are going with your home and mortgage. Many clients are exploring new opportunities due to recent rate changes — would you like a free review of your current loan terms?”

Email Template:

Subject: A quick mortgage check-in for you

Hi [Name],

I hope everything’s going well with your home! I like to keep my clients updated when the market shifts — sometimes it’s a great time to refinance or explore better loan options. If you’d like, I can prepare a quick rate review to see if it makes sense for you.

Best,
[Your Name]

Pro Tip: Create a calendar reminder to contact past clients quarterly. Even a quick “just checking in” email keeps your name top of mind.

Final Thoughts

Consistency is key when it comes to follow-ups. The best mortgage professionals don’t just make one call or send one email—they build genuine relationships over time.

Whether you’re connecting with cold leads, referrals, or past clients, every conversation is a chance to build trust and showcase your expertise.

At Career Classroom, we’re here to help you grow your knowledge, confidence, and communication skills through high-quality mortgage continuing education designed for today’s loan originators.