The scariest part of most LOs' day isn't running numbers or managing underwriting conditions. It's picking up the phone to follow up with a lead. You know you should call. You know the speed matters. But the thought of stumbling through an awkward pitch while someone looks for an excuse to hang up? That keeps a lot of loans from ever happening.
The solution isn't "just be yourself" or "have confidence." The solution is having scripts that are so natural, so conversational, that they don't feel like scripts at all. Here are the ones that actually work.
The Rules of Good Mortgage Scripts
Before we get to the scripts themselves, here are the principles that make them work:
- Ask, don't tell. The person who asks questions controls the conversation. The person who gives a monologue gets hung up on.
- Acknowledge their situation. They're busy. They're skeptical. They've been called by 5 LOs already. Name that reality.
- Keep it under 30 seconds. Your opening should take no longer than 30 seconds before you ask a question. If you're still talking at the 45-second mark, they've mentally checked out.
- Give them an easy out. Paradoxically, giving someone permission to say no makes them more likely to say yes.
Internet Lead Scripts
First Call (Within 5 minutes of submission)
"Hey [Name], this is [Your Name] with [Company]. You filled out a quick form online about home financing — I just had a couple quick questions. Is now an okay time, or did I catch you at a bad moment?"
If they say it's a bad time: "No problem at all. When's better — later today or tomorrow morning?" (Give two options, not an open question.)
If they say it's okay: "Great — I'll keep it quick. Are you looking to buy in the next couple months, or are you more in the research phase? Either way is totally fine — just want to make sure I'm helpful and not wasting your time."
Why This Works
You acknowledged what they did (filled out a form), asked permission to continue, offered an out, and your first real question is low-pressure. They're not committing to anything by answering — they're just telling you where they are.
Second Call (If first went to voicemail)
"Hey [Name], it's [Your Name] again — tried you earlier about the home financing inquiry. Totally understand if you're busy. Shoot me a text if that's easier — this number works for texting too. Talk soon."
Keep voicemails under 20 seconds. And always offer text as an alternative — many people prefer it, especially younger borrowers.
The "They Already Picked Someone Else" Script
"Totally get it — glad you found someone to help. Quick thought though: a lot of borrowers get a second opinion on their pre-approval just to make sure they're getting the best deal. I could do a quick 5-minute comparison at no cost. If the other lender is better, I'll tell you — seriously. Want me to take a look?"
Text Follow-Up Scripts
For many leads — especially Zillow and social media leads — text is the primary channel. Your SMS strategy should include these scripts in your automated sequences:
Initial Text (Instant, automated)
"Hi [Name], this is [Your Name] with [Company]. Saw your inquiry about home financing. Quick question — are you looking to buy soon or just exploring options? Either way, happy to help!"
Follow-Up Text (Day 2, if no response)
"Hey [Name] — just following up. I know you're probably getting a lot of messages. If you want, I can send over a quick breakdown of what you'd likely qualify for — no application needed. Just say the word."
Re-Engagement Text (Day 7)
"Hi [Name] — still here if you need anything mortgage-related. Rates moved a bit this week. Want me to run quick numbers for your situation? Takes 2 minutes."
Past Client Follow-Up Scripts
The Quarterly Check-In
"Hey [Name], hope you're doing well! Just checking in — how's the house treating you? Also, if any friends or family are thinking about buying or refinancing, I'd love to take care of them for you. No pressure — just wanted to say hi."
The Rate Drop Alert
"Hey [Name], heads up — rates just dropped to [X]%. Your current rate is around [Y]%, which means you could save roughly $[Amount]/month with a refi. Want me to run the exact numbers? Takes about 5 minutes."
This works because it's specific to them — not a generic "rates are low!" blast. Pull their current rate from your CRM and do the math before you reach out. Past client marketing is all about making it personal.
Realtor Follow-Up Scripts
The Value-First Call
"Hey [Agent Name], it's [Your Name]. Quick call — I saw [local market stat or news]. Thought you'd want to know because it affects how buyers are looking at [their area]. Anyway — how's business? Anything I can help with on the lending side?"
Lead with insight, not an ask. Realtor referral automation handles the regular touchpoints; these scripts are for the personal calls that deepen the relationship.
The Scripts You Should Never Use
- "I'm just calling to follow up." — This says nothing. Follow up on what? Give a reason.
- "I'm calling to see if you're still interested." — This puts them on the spot and invites "no."
- "Did you get my last email?" — They did. They ignored it. Don't make it awkward.
- "I can get you the best rates." — Everyone says this. It means nothing.
- Any script read word-for-word. — Scripts are frameworks, not teleprompter copy. Know the structure, then say it in your own words.
Putting It All Together
The best follow-up system combines automated drip sequences with these personal scripts for live conversations. Automation handles the consistency — making sure every lead gets touched at the right intervals. Scripts handle the quality — making sure those conversations actually go somewhere.
Print these out. Keep them next to your phone. Practice them until they don't sound like scripts anymore. Then let your automation system tell you exactly who to call and when. That's the whole formula: the right person, the right time, the right words.