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Dog Days of Summer: What Smart LOs Should Really Be Doing Right Now

Jun 30

2 min read

You know what they say about July in this business.

It's hot outside, but the pipeline’s cooling off.

Interest rates aren’t dropping enough to trigger a refi wave. And buyers? Many are on pause, either burned out from bidding wars or priced out by affordability.

So, what now?

After 35+ years in mortgage banking, I’ve seen this movie before. The LOs who waste the summer waiting for business to find them... usually end up scrambling by fall.

But the ones who use this time to prepare, they set themselves up to thrive when others stall.

Here’s what I will tell you:

If you’re not busy with apps, get busy with action.

Here’s where to focus:

1. Build Your Fall Pipeline Now

That lead who told you they’re “12 months out”?

They’ll either buy with someone else, or with you, depending on who shows up between now and October.

Start educating.

Start engaging.

Start sending value, not rate sheets.

This is where leveraging your tech stack and toolkit change the game. You don’t need to run credit or take an app to be helpful. You just need to start a relationship.

2. Deepen Referral Relationships....Beyond the Ask

Summer’s when real estate agents are buried.

Which means this is your chance to offer help, not hunt for handouts.

Offer to teach a 15-minute credit prep session for their buyers

Share content they can co-brand

Be the one LO in their inbox who isn’t begging for leads

Because in this business?

Relationships aren’t owned. They’re earned.

3. Sharpen Your Brand While No One’s Watching

Summer is quiet on social media too.

Which means less noise... and more attention if you’re consistent.

Post something helpful 3x a week.

Talk about credit. Or saving. Or what a buyer can do 6 months before they’re ready.

Be a resource, not a rate quote.

This is how you go from being “a lender” to being their lender, before they even apply.

4. Automate What You’ll Need in Q4

Got 20 minutes between follow-ups?

Refresh your email nurture campaigns

Record short videos for first-time buyers

Create a few scripts tied to credit improvement or budgeting

You’ll be glad you did when the winter lull hits.

Here’s the thing…

If the dog days of summer are slow, that’s not a problem.

It’s an opportunity.

To create content that compounds.

To build trust before the transaction.

To earn your seat at the table before the buyer is ready.

Most LOs will coast this summer.

Will you?

What’s one area of your business you’re committed to building before August ends?

Let’s hear it.  Brian.vieaux@finlocker.com

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