Your opener
"Hey [name], this is Scott — I'm a lender here in the area. Your name's in my phone, so we've talked about real estate at some point.
Look, you get a lot of these calls. This isn't about lunch and it isn't about a meeting. It's about making you more money this year.
You've probably got a deal sitting on your desk right now where somebody told you no, or the client got unsure about next steps and it stalled out. That's the one I want.
Tell me about the deal."
If they push back
"I already have a lender."
First, ask: "Who's your lender?"
Then: "They're decent, and they clearly value your business — keep them. This isn't about me being your go-to today. It's about whether there's a commission sitting on your desk that isn't getting paid. Let me be your backup so we can get your money up."
"I don't have anything stuck right now."
"Then I'm the easiest call you'll get today. When one does stall — and one will — I'll give you a straight answer fast, and if it's a no I'll tell you it's a no. That's the whole thing."
"What's the catch?"
"No catch. I'm not asking you for anything today. I just want to be the name you call when a file goes sideways."
"Aren't you my competition — you're an agent too?"
"Fair question. I'm calling as a lender, not to touch your listings. Anything I can't serve, I'd rather hand to a partner like you."
"I'm slammed / too busy."
"Busy is the right answer. Thirty seconds — anything on your desk right now that's stuck on financing? If not, I'll get out of your way."
"Not interested."
"No problem. Can I send you the Monday market note? No pitch, and you can tell me to stop anytime."
"Where'd you get my number?"
"You're in my phone — we crossed paths on a deal at some point. I did homework before I called."
If they already have lenders — slow down
Do not pitch. Ask. Three lenders is not a wall, it just means the deal-question is done. Switch to discovery and stay there the whole call.
"How do you generate business right now — is it mostly referral, or are you working leads?"
The single best question. Everything else branches off it.
"Have you ever worked online leads?"
If yes — "how did that go?" (usually a complaint, and complaints are gold). If no — "is that something you have been curious about?"
"Is that something you have been curious about?"
Opens the door without putting anything through it. Let them ask you.
Rule: no offer on this call. Not co-branding, not a website, not a program. If they ask what you do, answer in one sentence and go back to asking about them.
The line that works
"I don't just want you to send me business — but if you ever want to do some things to generate business together, I'm 100% open."
No ask, no referral request, no pitch. It opens partnership without proposing anything. Use it near the end, then stop talking.
[COMPLIANCE] If they take you up on it, anything co-branded has to be fair market value with a documented, proportional cost split and cannot be tied to referrals. Route it through compliance before you agree to specifics.
Never say
No rate, APR or payment figure — not even a ballpark. Never "we'll get it closed" or "we never lose one" — say "let's see if it's doable" and "I'll tell you fast." Never trade services for referrals. If they say stop, mark DNC on the spot.