$19,000 gone in 60 seconds.

Not because the borrower was upset.

Because two conversations never happened.

Some time back, one of my Loan Officer friends called me:

A recently closed borrower of his paid off the $1.9M loan he originated…wait for it….

Two months BEFORE the recapture period ended.

Cost to the Loan Officer?

$19,000.

Ouch.

Loan Officers love the acronym C.T.C.

And hate the acronym: E.P.O.

Early. Pay. Off.

Here’s the part that stings:

This was preventable.

But only if you MASTER two major points-of-sale in your business:

ILC (Initial Loan Consultation)

PCC (Post-Closing Consultation)

Doing so will make and save you thousands of dollars.

At the ILC, one of the most important discovery questions is:

“Not that you have a crystal ball, but how long do you think you’ll own this next home — less than 3 years, 3–7 years, or 7+ years?”

That single question often exposes early payoff intent.

Which gives you time to EDUCATE.

At the PCC, one of the most important statements you must make is:

“Now that you have this mortgage, you’ll probably receive a lot of refinance solicitations — many are just aggressive sales pitches. Ping me if you ever have questions, because most of time refinancing may not make sense. I’ll monitor rates and let you know when it truly does.”

That protects the relationship.

That protects the loan.

That protects the income.

Now here’s the kicker:

Neither consultation by this was completed.

Or completed correctly.

And $19K disappeared.

“Okay, Amir… but what if they say they plan to pay off within the EPO period?”

Good, at least you know now.

Here’s EXACTLY what you say:

“I’m really glad you brought that up. Please always ask me these questions.”

Then say this:

“If possible, can you wait until [date] to pay off the loan? Although you don’t have a prepayment penalty, our lending partners require a minimum seasoning period on our end to recover all the loan manufacturing costs. Paying off too early affects my agreements with them.”

Professional. Transparent. Direct.

Do NOT say how doing so affects your commission.

That is tacky AF.

Boom.

This market will not forgive Loan Officers who think they can wing it like it’s 2021.

Precision wins now.

Process wins now.

Obsession over point-of-sale mastery wins now.

If you’re not studying your scripts like a surgeon studies anatomy…

Don’t be surprised when the bill shows up.

Whenever you’re ready, here’s how I can help you!

1. Book a call to speak with one of our advisors about joining the Growth Only Community.
2. Join our Facebook group for Top Producing Modern Loan Officers.
3. Connect with me on social.