BTLRThe Post-Close Playbook

Six moments your past clients are ready to hear from you.

Repeat business does not come from staying in touch. It comes from showing up at the right moment with something useful. These are the six moments, what to watch for each, and the one-line message that opens the conversation without feeling like a pitch.

01

The rate window opens

Watch for: Market rates fall 0.5% or more below the client's note rate.

This is the single most time-sensitive moment on the list. When the spread opens, every call center in the country is dialing your client. The LO who gets there the same week wins; the one who gets there next quarter funds someone else's pipeline.

The opener“Rates moved since we closed. Want me to run your numbers and see if it is worth a look?”
02

PMI can come off

Watch for: Estimated loan-to-value crossing 80%, from paydown, appreciation, or both.

Removing PMI is found money with your name on it. Almost no borrower tracks their own LTV, so the person who tells them becomes the person they trust with everything after.

The opener“You may be able to drop your mortgage insurance. That is a few hundred a month back. Want me to check?”
03

An equity milestone lands

Watch for: Equity crossing 20%, 30%, then 50% of the home's value.

Milestones are permission to talk about options without selling anything: HELOC capacity, renovation financing, consolidating higher-interest debt. You are informing, not pitching, which is exactly why it converts later.

The opener“You just passed 30% equity in the house. No action needed, but it opens a few doors. Happy to walk you through them sometime.”
04

The closing anniversary

Watch for: Twelve months from funding, every year.

The anniversary is the one moment that is entirely yours. Nobody else in their financial life knows this date matters. A two-line note lands warmer than any holiday card because it is specific to the relationship you already have.

The opener“One year in the house this week. How is it treating you? If anything about the loan or the budget needs a look, I am here.”
05

The repair bill gets big

Watch for: A major system failing or a repair queue climbing past the five-figure mark.

A new roof or HVAC quote sends homeowners to credit cards by default. A ten-minute conversation about a HELOC or renovation financing can save them thousands, and it positions you as the person who shows up when it is hard, not just at the closing table.

The opener“Heard you are staring down a big repair. Before you put it on a card, let me show you what your equity can do.”
06

They start thinking about moving

Watch for: Listing-adjacent behavior: value checks, agent conversations, a growing family, a new job.

By the time a past client is publicly listing, the next loan is usually spoken for. The window is the quiet months before, when they are wondering what they could afford. Be the first math they see.

The opener“If you are even loosely thinking about the next place, I can run what a move would look like with today's numbers. No commitment, just clarity.”

Working all six by hand is the catch.

Rate spreads, LTV, equity milestones, anniversaries, repair events, moving signals, across every client you have ever closed. That is a full-time job. BTLR does it as a side effect of something your clients love: a managed home, free, as your closing gift. When one of the six moments arrives, you get the signal that week, with your name already on their Home Team.

Put the playbook on autopilot

$49.99 per month per loan officer. Every client you close gets BTLR free.