How Should You Refer a Client to Your Lender? (And What NOT to Do)

I interviewed someone for a position on my team yesterday, and she asked a question every real estate agent should be asking:
"What's the best way to refer a client to you?"
My answer was simple:
"Give me their number and I'll track them down… and if I don't, I'll die trying."
That's been my mindset for over 35 years.
What Happens When We Actually Connect
She followed up with another great question:
"What's your closing ratio?"
Here's how it really breaks down:

• If I get a client on the phone, then I send numbers and a needs list 95% of the time
• About 75% of those clients send back what we need
• Around 65% of those actually close
  It all starts with one thing:

Actually getting connected to the client

The WORST Way to Refer a Client
Let me save you some lost deals right now:
"Hey, Tom and Suzie are going to call you."
And then… they don't.
Now:

• I can't call them
• They don't call me
• And suddenly I'm batting .000

Meanwhile, those clients are talking to someone, just not the right someone.

Why This Matters More Than You Think
My job isn't just quoting rates.
It's helping clients:

• Understand why they're buying
• See long-term appreciation
• Learn tax advantages
• Build wealth through principal paydown

Yes, you spend more time with them.
But I'm your second voice, reinforcing everything you're saying.
And I make it a great experience:

• I connect with them
• I keep it simple
• I answer questions immediately
• I don't disappear for 3 days

Because I'm not focused on my deal,  I'm focused on their future
What Makes This Different
I'm not buried in paperwork.

• My team handles the paperwork
• I handle the people

 I'm available 24/7 for:

• Credit questions
• Deal structuring
• Gift scenarios
• Investment strategies
• Helping parents help kids

And when things get stressful?
I'm the one saying, "Hey… it's going to be OK."
The Risk Most Agents Don't Talk About
If you let your clients "figure it out" on their own…
They will end up with the wrong lender.
And the wrong lender can absolutely kill a deal.

In the past 12 months, I've seen about 10 deals I could have saved; mostly non-warrantable condos.
But here's what happened:

• The buyers never got to me
• The deals fell apart
• Those buyers are still renting today

No home. No equity. No commission.
All because they talked to the wrong lender.

What This Does to You as an Agent
When you don't trust the lender:

• You get anxious
• You start babysitting
• You micromanage
• You stop prospecting

Now you're managing deals… instead of growing your business.

What You Should Expect Instead

• Clear communication
• Strong upfront structuring
• No babysitting
• Deals that actually close
• Confident clients (not confused ones)

And maybe a little humor along the way…
(My kids say in 20 years I might need a babysitter… but today - I've got you covered.)

Bottom Line
If you want:

• Less stress
• Fewer fallouts
• Better communication
• A lender who actually knows what they're doing

Make the introduction. Don't leave it to chance.
Because the difference between a closed deal and a missed opportunity often comes down to that one connection.

Quick Market Update
Interest Rates
Mixed signals right now:

• Negative economic news → helping rates
• War + oil prices → putting pressure on rates

Overall: Rates improved over the past week

Loan Programs Snapshot

• Government loans (FHA/VA/USDA): in the 5s
• Conventional (≤ $832,750): low - mid 6s
• High-balance: mid - high 6s
• Jumbo: mid - high 6s
• ARMs: 5s - 6s

Additional options:

• Bank statement loans (10% down+)
• P&L loans (20% down, no bank statements)
• 0% down options (620+ score)
• DSCR loans (15% down)
• Bridge loans (~7.75%)
• Buydowns (3/2/1, 2/1, 1/0)

Rates subject to change without notice. 

Condo Update

• Good news: None today
• Bad news:
• Soledad Garden Homes → 50K insurance deductible (non-warrantable)

Need help checking a condo? Call me, and we can look it up in real time.

Also:

 Full California "naughty list" available here:

https://mikemeena.com/non-warrantable-condos/

Let's Connect

If you or your clients, friends, or family, need guidance, I'm here.

📞 661-291-2222 (Direct)

📞 661-714-6258 (Cell)

📞 661-260-2970 ext. 2222 (Office)

📧 Mike@AugustaFinancial.com

Sincerely,