Follow-up · July 29, 2026 · 7 min read
The eight-touch cadence that raises pull-through
Most disclosed files go dark in week one. A written cadence — not a better personality — is how consumer-direct shops fund what they already disclosed.
Pull-through is not a mystery number your secondary market desk stares at. It is the residue of what happens after disclosure. If the borrower heard from you once, got a loan estimate, and then silence, you did not lose them to rate. You lost them to the next LO who followed up.
Write it down or it will not happen
Motivation dies on a Tuesday. A cadence does not. Every disclosed file gets the same skeleton. You personalize the content from the credit and the discovery call. You do not invent a new process per lead.
- Same day: recap email with the finding, the structure you discussed, and the next document you need.
- Day 2: one credit or scenario observation they have not heard from the other quotes.
- Day 4: short call. Decision-maker on the line? Conditions still true?
- Day 7: written options. Two structures, one recommendation.
- Day 10: lock or expiration reminder tied to a real date on the LE.
- Day 14: manager or processor intro so the file feels staffed, not abandoned.
- Day 21: market or guideline update. One sentence, one ask.
- Day 30: last look. Clear, respectful close of the file if they have gone dark.
Never send “just checking in”
Every touch carries a finding or a decision. If you do not have one, you are not ready to contact them. Re-read the report. Re-read your notes. Bring something. That is the difference between a CRM task and a closer’s follow-up.
Follow-up is how you raise pull-through. Prospecting is how you fill the top. Most LOs invert the two and then blame lead quality.
Pair this cadence with a daily prospecting block so you are not using follow-up as a way to avoid new conversations. Both muscles. Same calendar.