From Ghosted to Closed: Follow-Up Schedule That Works

Loan Officer Freedom

Carl White

Mortgagemarketinganimals, Business, Loanofficer, Getmoreloans, Freedom, Mortgage, Loanofficercoaching, Carlwhite, Education, How To

5 • 743 Ratings

🗓️ 16 July 2025

⏱️ 31 minutes

🔗️ Recording | iTunes | RSS

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Summary

Episode 565

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.

In this episode, your host, Carl White, is joined by special guest Kristin from The Marketing Animals team for a deep dive into a follow-up schedule that actually converts.

Carl takes the lead in laying out a clear, week-by-week system for following up with referred leads—sharing the exact timing, messaging, and mindset that leads to more closings and fewer missed opportunities.

Kristin brings valuable insights and perspective from the field as they unpack the difference between high-converting relationship leads and low-return online leads—and why you should never treat them the same.

You'll learn how to stay present (not pushy), avoid the emotional toll of being ghosted, and keep your referral partners in the loop so the leads keep flowing.

This is a must-listen for anyone who wants to sharpen their follow-up game and stop letting hot leads fall through the cracks.

Want the cheat sheet Carl and Kristin talk through? Just email Kristin at [email protected] and she’ll send it your way.

Schedule a one-on-one free coaching call, click here or visit LoanOfficerStrategyCall.com.

Transcript

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0:00.0	So the question is how often and how long to follow up with a new lead, a new referral, you know, somebody that you haven't spoken to yet.
0:18.1	So Ms. Kristen Simpson, how's everything up
0:21.5	in Philly today? Oh, Philly's great. Yeah. Philly's fantastic with a pH. With a pH. I like that.
0:30.5	I like that. Yeah. So I'm in, I'm in beautiful, I'm halfway there. I'm in, uh, high point North
0:36.4	Carolina today. We got a little place up here.
0:39.1	And so not all the way to Philly, but halfway from Tampa, Bay Area. So, hey, so this is a great
0:45.6	topic, you know, because it's always like, you don't want to give up too quick because, you know, there might be a closing in it, right?
0:57.2	And we find that like with at least with referrals, one out of four, I'm going to get a closing.
1:03.1	Right.
1:04.0	But if I stop, so if I follow up too much, I'm kind of wasting time and missing other opportunities, maybe get a little frustrated.
1:16.0	Worse, maybe thinking, falsely thinking, something's wrong with me.
1:17.3	They don't like my voice.
1:21.1	Like what I didn't say, I didn't leave the perfect message or whatever.
1:26.8	So I don't want to lose the opportunities, but I don't want to waste my time. And it's, it's a, it's a serious balance,
1:29.7	you know. It is a gray area. Can we make it more clear maybe? Let's, uh, let's make it more clear.
1:34.7	So I think, I think the first thing we have to do is we have to say, where did this, where did this
1:39.3	lead come from? Okay. So it's a lead. Yeah, because like, let's say, let's say the lead came in from social
1:46.5	media to say. So those converted about 1%, you know, maybe if somebody's a rock star, maybe 2%.
1:54.3	But usually, like if you go to chat GPT and say, how often does an internet lead close or social
2:00.5	media close for a loan officer,
2:04.2	chat GPT will tell you 0.5 to 2.
2:07.7	What else would you put in that category with social media leads?
	...

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