How to Prepare for the End of the Refi Boom with Ryan Grant

Ryan Grant explains how a Yelp lead became a Facebook corporate affinity partnership by using a post-closing call script and a client education platform called Art of Home Ownership. He walks through the exact conversation that landed Facebook as a preferred lender and makes the case for building a durable, education-first business before the refi boom ends. Best for LOs who are buried in refi volume right now but haven't thought about what happens in 18-24 months.

Takeaways you can run this week

• Implement a 20-30 minute post-closing call with every client: cover first payment info, closing gift timing, future real estate goals, feedback, testimonials, referrals — then pivot to explaining your long-term relationship model. Ryan offers to share his exact post-closing call script; email his team to request it.
• At the end of every post-closing call, ask the client: 'Who do you know in HR or management at your company that I could connect with?' Frame it as offering a free homeowner education benefit to their coworkers — not selling mortgages.
• When you get the corporate HR meeting, lead with: 'Your employees don't need mortgages — they need advice and guidance. We help them in seven areas of their financial and real estate life without them ever having to transact.' Do not lead with rates, credits, or service claims.
• Build your corporate pitch deck around published business journal studies showing that employer investment in employee financial wellness reduces turnover and increases productivity — use this data to make the partnership a no-brainer for HR.
• Run a social media quiz ad targeting homeowners with copy like: 'Do you just own a home, or are you a successful homeowner? Take this quiz to find out.' Use the result to capture leads and onboard people into a long-term education relationship before they need a loan.
• Right now, during peak refi volume, save aggressively and simultaneously build one asset that survives a rate spike: a database that depends on you for ongoing real estate and financial guidance, not just transactions — because when rates hit 4%+, churn-and-burn LOs will have nothing.

The playbook

1. 1. Do a loan for any client at a large local employer.
2. 2. Conduct a post-closing call (20-30 min); explain your long-term service model.
3. 3. Ask: 'Who do you know in HR or management I could connect with to offer this as an employee benefit?'
4. 4. Get a warm introduction — avoid cold-pitching HR directly.
5. 5. In the HR meeting, open with: 'Your employees don't need mortgages, they need advice.' Present the 7-service platform framed around employee retention and financial wellness data.
6. 6. Answer 'what's the catch?' with: 'We invest our marketing dollars into your employees instead of Super Bowl ads. We know some will eventually need a mortgage.'
7. 7. Offer a kickoff pop-up event on campus; ask every attendee 'Do you own or rent?' and tailor the pitch to their answer.
8. 8. Follow up with monthly virtual lunch-and-learns promoted internally by the company's HR team.
9. 9. Use the flagship corporate partner (e.g., Facebook) as social proof when approaching the next company.

Worth quoting

“Our clients don't come to us for debt, they come to us for growth — and most mortgage companies haven't figured that out.”

“You really have a job as opposed to a career if you haven't been building something that will continue to give you business long-term.”

Best for

LOs who are maxed out on refi business right now but have no plan for when rates rise and want a repeatable model for corporate partnerships and long-term client retention.