How to Coordinate Well With Your Lenders
“The first call after an offer isn’t to your seller—it’s to the lender.”
- Dan Rochon
Episode Summary
Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren’t making the money you deserve. That’s why I created No Broke Months for Real Estate Agents—to give you a proven, step-by-step system so that every month is a no broke month.
Today, let’s talk about one of the most overlooked parts of a smooth transaction: coordinating with lenders.
Why the Lender Is Your First Call
So, you’re on the listing side, and you’ve just received an offer. Most agents think the first call is to the seller. It’s not.
The first call you should make is to the lender.
Here’s why: you need to know if these buyers are really going to get to the finish line. And the only way to get that answer is by asking the lender the right questions.
What to Ask the Lender
When you’re on the phone, here are the questions I recommend:
Have you looked at the buyer’s pay stubs and tax returns?
What’s their debt-to-income ratio?
Have you accounted for obligations like alimony or child support?
What’s your process for communication with me? How often can I expect updates?
This isn’t about being nosy. It’s about protecting your client and ensuring the deal doesn’t fall apart halfway through.
Establishing a Communication Cadence
One of the most important steps is setting up predictable communication. I suggest a weekly check-in—even if there’s nothing new to report.
Here’s how to make it simple:
If you use the CPI CRM, create a recurring task.
If not, put reminders directly on your calendar leading up to closing (e.g., every week until settlement).
Don’t rely only on text. Some updates must be a call. Text makes it too easy for the lender to give you a quick “all good,” when in reality, details could be missing.
What If the Lender Is Weak?
Sometimes, you don’t have much choice in lenders. I once had an offer where the buyer used Navy Federal Credit Union. It was the only offer we had, so I couldn’t influence the choice in the moment.
Instead, I worked directly with the buyer’s agent and asked them to agree: if they had even one hiccup with their lender—a missed call, a slow response, or any sign of weakness—they would switch lenders.
Guess what? Within a week, they switched. And the deal stayed alive.
The Lesson
As agents, we’re not just negotiators—we’re leaders in the transaction. By managing the relationship with the lender, we safeguard our client’s best interest and ensure predictable, consistent closings.
Until the next show, I invite you to be grateful, make good choices, help someone, and have the best day of your life.
