There’s about to be a lot of heartbroken LOs.

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Angry. Jealous. Sad.

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In the coming months, many Loan Officers are going to watch competitors steal the very clients they worked so hard to close.

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And here’s the truth: never in my 20+ years in this business have I seen our closed databases under such heavy siege.

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The Threat Is Real

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If you don’t MYOB (Mine Your Own Business), you will get EPO’d (Early Payoff’d).

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And if you’re newer and wondering what an EPO is, think of it as your personal prepayment penalty. 

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When a borrower pays off the loan you originated inside six months, your commission gets clawed back. 

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You lose the money and you lose the client. Double hit.

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With rates dropping, servicing companies are about to unleash weapons of mass MARKETING on your database.

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They don’t care about you. Most don’t really care about your borrower. They’ll eat your lunch and leave their dirty dishes.

Business is war.

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The Double Gut Punch

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The worst part?

1. You get your commission yanked on the first loan.
2. You miss out on the refinance.
   
   

Cruel, but preventable.

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Build Your Moat

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Step 1: Future-frame your borrowers.

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Within 7 days of closing, call them LIVE. Remind them of your “free refinance” promise. Set the expectation that when rates move, you will be the one to guide them.

👉 Want my exact script? Reply “7 Day Playbook” and I’ll send it.

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Step 2: Call every borrower from the past 6 months.

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Use this voicemail if they don’t answer:

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“Hi [Jack]! This is [Amir], your mortgage guy. You crossed my mind this morning and I’m calling for two reasons: First, just to check in and see how you’re doing. Second, to remind you that I’m watching mortgage rates daily, and we may soon be in a position to refinance. You’re going to get a lot of solicitation calls, but many are self-serving and not actually in your best interest. Please call me before you consider anything. I’ll help you determine if it truly makes sense. Thanks, [Jack]—call or text me anytime, otherwise I’ll be in touch soon.”

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Boom. That’s it. Notice how I didn’t waste time with last names, titles, or company names? That first 7 seconds is expensive verbal real estate. Get to the point. Use energy.

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Step 3: Set rate alerts.

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Use Optimal Blue (or whatever pricing engine you prefer). When your trigger rate hits, you’ll be the first to call—before your client takes a competitor’s pitch.

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Bottom Line

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The LOs who win the next wave aren’t the ones with the flashiest marketing.

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They’re the ones who defend their castle.

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Build your moat now—or watch someone else plant their flag in your backyard.

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GO! Get ‘em

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