How to Automate Past-Client Follow-Up

Turn your closed-loan database into a repeat-and-referral engine with automated anniversary touches, rate alerts, equity checks, and referral asks.

Key takeaways

• Past clients are your highest-margin business.
• Property Pulse + campaigns = past-client engine.
• Anniversaries, rate drops, and equity events all deserve a touch.
• Ask for referrals only after you've delivered value.

Segment your past clients

Build one Smart List for closed loans in the last 24 months, another for 24+ months. They get different messages.

Wire signals to conversations

Property Pulse fires an equity or refi signal → a campaign delivers a personalized message → replies land with your AI or you.

Referral asks

Ask for referrals in the weeks after a great signal moment — you saved them money, protected their rate, or answered a question fast.

FAQ

How often should I touch past clients?

At least monthly with something useful — market note, rate update, or personal check-in.

What triggers a referral ask?

A signal moment: a helpful call, a saved-money refi note, or a birthday reply.

Transcript

Your past-client database is the most valuable asset you own. This lesson turns it into an automated growth engine.