Thank you for being a past client. or Thank you for being in and around my life.

I was thinking about you today and wanted to check in and see how things are going. If you need any resources- mortgage, real estate- keep me in mind.

By the way, do you have any friends, family, or coworkers? Look into buying, selling, or refinancing.”

#1

Me: "Hi Mary, it's Kurt Kessler at First Rate Financial. We helped you with your home... Is this a good time to talk

Mary: "Oh yeah, Kurt it's fine. How are you?"

The purpose of my call is to thank you.

How is the home treating you are planning on making any moves

If you have questions about buying or selling you If can I count on you Brian anytime you have friends family or co workers who are looking to buy sell
of perhaps refi, can I count on you to give me a call?

Any body coming to mind. We I’d love to help like I helped you. I find that cool people tend to hang out together.

Can I count on you when do?

#1

Me: "Hi Mary, it's Kurt Kessler at First Rate Financial. Did I catch you at a convenient time?"

Mary: "Oh yeah, Tim, it's fine. How are you?"

Me: Good, good. How are you, Mary? How's your family doing? Mary, I just wanted to reach out because I want to apologize to you. I haven't done as good of a job as I would've liked to in staying in touch with you as a client of mine over the past two and a half years. Things got really busy during the pandemic. I hope you and your family did okay during that time and are back to normal. And I just wanted to just give you a call and apologize for not having reached out to you sooner, and just wanted to let you know that I'd like to be a resource to you going forward."

Mary: "Oh, you don't owe me an apology. Thank you though, anyway."

Tim: "How are you? How's your family? How's the house that we put you into two and a half years ago treating you? Are there any things about the house that you wish were different? Have you given any consideration to remodeling or putting in a swimming pool because you want that for your backyard? Or have you thought about moving up? Is that something that you're considering?"

Tim: "What areas of financial services other than mortgages do you need some guidance? Because I happen to know a lot of people that are really good in other areas of financial services, and maybe I can make an introduction to you of something that could be valuable to you." Or, how about just, Tim: "Is there anything I can do to help you?"

#2

Josh Mettle Optimizing Opportunities from Your Database LISTING, RATE WATCH, EQUITY MORTGAGE INQUIRY, AND CASH OUT

Script for Voice Mail to get the apt

Hey Dave, this is Josh Mettle at NEO Home Loans, I helped you buy your home on EASY STREET last year. Calling to see if you have been watching what's going on with home values in your neighborhood over the last 90 days. I will text you a link to schedule a quick 15-minute call if you'd like to discuss. ------------------------------------

Appointment Call

Hey Dave, this is Josh Mettle from NEO Home Loans, we worked together on the purchase of your beautiful new home on EASY STREET.  

Is now a good time, do you have a few minutes to speak with me?

Dave, I wanted to connect with you because a lot is happening in the economy right now and many clients have reached out with questions on how their home value may be impacted and how they can leverage the equity in their homes.  

Right now, People like you are finding themselves in one of three situations:  

1. They have either outgrown their home and would like to move but feel trapped because of their ultra-low mortgage rate. 

2. They want to access the incredible equity that has built up in their home to payoff non-mortgage debt or renovate their home, but again often feel stuck due to their current mortgage rate.

3. Or they are considering cashing out their equity by selling their home, while the market is significantly higher than it was in the past.

Dave out of curiosity, which one of these three scenarios best describes you?  

Listen to them

I bet you are a bit like me, in that you believe that information affords you optionality.  

Most people want options, so they know what's possible and they can take advantage of opportunities when they see them.  

Are you open-minded to my team creating an equity transition plan to show you what the numbers might look like?  

Are you open-minded to my team calculating your household blended debt ratio and presenting potential options to lower your outgoing expenses and create more cashflow in your family budget, which can be used to accelerate your retirement savings?

"Hello, how have you been? It's been one year, Happy Anniversary from the time that you bought the home."

1. When is this home not going to meet your family's needs? Do you still work with x realtor?

Are there any significant life changes that have happened for you?”

2. “And I want to check in with you and see if there are any questions that I can answer for you about that. I mean, I do have clients from time to time that want to talk about investing in real estate so they can be a landlord and have a passive income stream.”
3. “How is your home? I mean, is it still serving your needs? And if not, what would your dream home look like?”

4. “Do you have a 529 plan set up for your children's college education, and should we be looking into tapping into some of the equity in your home to fund that 529 plan now since they're very young, and it will accrue and grow over time?”

5. “Is your life insurance strategy set up appropriately to protect your estate?”

Conversation with clients when looking for referral partner opportunities

6. Rank your existing relationship on a scale of 1 to 10 with your Financial Planner.

7. Rank your existing relationship on a scale of 1 to 10 with your CPA.

8. Rank your existing relationship on a scale of 1 to 10 with your Real Estate Agent.

9. Rank your existing relationship on a scale of 1 to 10 with your Insurance Agent.

If the client says anything less than an 8 for your Financial Planner, say something like: Wow, I'm really sorry to hear that.

Are you clear on what the investment strategy is with your financial planner?

I mean, are you dollar cost averaging in?

What's your weighted balance in your portfolio?

Client: "I really don't know

You: "Well, would you be open to a second opinion, a fresh perspective? I happen to work with somebody who's absolutely fantastic at what they do, and I'd be happy to just have them take a look at what your current strategy is and have a conversation with them. It won't cost you anything because they're a friend of mine and a partner of mine," and then they can take a look and see what they may be able to do for you.

Scripts To Optimize Loans From Your Database with Josh Mettle | SCRIPT-a-PALOOZA 2023

Link:

youtube.com/watch?v=ix-c1W9V3uc&time_continue=2&source_ve_path=NzY3NTg&embeds_referring_euri=https%3A%2F%2Fwebcloze.com%2F

Congratulations again on closing on your home!

When we first spoke, I mentioned that I'd be managing your mortgage moving forward. The first piece of that is something called the Home Report, and you're going to start seeing it show up in your inbox every month.

Think of it like your retirement account statement or your bank statement, except this one is all about your home. It's your monthly equity statement, and honestly, it does a lot more than that.

Here's what you'll get. The report projects your equity five years out, so you can see where you're headed, not just where you stand today. It also breaks down your zip code and the zip codes around you, with median home prices, active listings, pending listings, and average days on market.

You'll get nationwide real estate and mortgage news too, plus the report will track your mortgage rate compared with the current national average.

There are also some handy tools built in, an early payoff calculator, a refinance calculator, and a trade up calculator, so you can run your own numbers whenever you want.

And if you own other properties, you can set up a free Home Report for each one.

My contact info and a quick contact form are right there in the report too, so reaching me is always just a click away.

So keep an eye on your inbox for that first email. I think you're going to get a lot of value out of it

To daily track you rate against what is available, I also use a service that monitors your rate against the strike rate we agree on.

I receive daily updates and text alerts when that rate becomes available for you. But I don’t rely solely on the system. I’m also constantly monitoring rates and reviewing my client database and pipeline.

So when an opportunity comes up to restructure your mortgage and put you in a better financial position, I’ll reach out to you.

“Now that we’ve closed your loan, I want you to understand that my job doesn’t end at closing.

I put every client into what I call Mortgage Under Management, or MUM.

Think of it like having a financial advisor for your mortgage. I’m going to continue monitoring your loan, the market, and your financial goals so you don’t have to.

We’ll establish your Strike Rate, which is the interest rate where it makes sense to consider refinancing. I’ll monitor rates and use our rate monitoring system to alert me when that opportunity comes up.

But I’m not just watching interest rates. I’ll also be looking at opportunities to improve your overall mortgage strategy, whether that means lowering your payment, shortening your term, accessing equity, eliminating mortgage insurance, or restructuring the loan to better fit your goals.

You’ll hear from me throughout the year, including your 30-day and 6-month reviews, as well as your Annual Financial Review.

The goal is simple: I want to make sure the mortgage you have today continues to be the right mortgage for you tomorrow.

So you don’t have to wonder, ‘Should I refinance?’ or ‘Is there something better available?’

I’ll be watching it for you, and when I see an opportunity, I’ll reach out.”

Hi Mr. and Mrs. [Client], I wanted to check in now that you’re about a week into homeownership. I know there’s a lot happening, so I just want to make sure everything is going smoothly and that you know what to expect from me going forward.

First, when are you officially moving in? I’d also like to coordinate getting your closing gift to you, so we can schedule a good time.

There are also a few important things I want to review with you.

First, let’s talk about the California Homestead Exemption and the strategy for getting that taken care of. It’s something I recommend every homeowner review after closing.

Next, you should be receiving a Welcome Letter from your new loan servicer. I’ll explain what to look for and make sure you know where to send your first payment and how to set up your account.

Finally, I want to set some expectations for how I’ll continue to take care of you after the closing. I’ll be reaching out again at 30 days, then again at 6 months, and once a year for your Annual Financial Review.

My job doesn’t end when your loan closes. I want to continue managing your mortgage and helping you make smart decisions as your financial situation and the market change.

So if an opportunity comes up to improve your mortgage, reduce your payment, access equity, or accomplish another financial goal, I’ll be the one reaching out to you.Review Loan Servicer Welcome Letter

- Set expectation for 30-day, 6-month calls and the Annual Financial Review

Hi [First Name], this is Kurt. I wanted to check in with you now that you’ve been in your new home for about 30 days. I want to make sure everything is going smoothly and go over a few important things that will help you get the most out of your new home and mortgage.

1. Supplemental Tax Bill

First, have you received your Supplemental Property Tax Bill yet?

If you have, great. Make sure you don’t overlook it because it’s separate from your regular property tax bill.

If you haven’t received it yet, don’t be surprised if it comes in the mail. Depending on your situation, the timing can vary.

2. Mortgage Life Insurance

One quick warning. Over the next few weeks, you may start receiving letters, phone calls, or emails offering something called Mortgage Protection or Mortgage Life Insurance.

These companies may make it sound like they are affiliated with your mortgage or lender. They are not necessarily connected to us.

So if you get something that looks official or you're not sure about, don't give them any personal or financial information. Just call me first.

3. Your House Email

One of the strategies I recommend is setting up a separate email address specifically for your home.

Something simple like:

[email protected]

Use it for receipts, warranties, contractor information, appliances, improvements, property tax records, and anything else related to the house.

That way, years from now, you have one place where you can find everything related to your home.

4. Monthly Home Report

You’ll also be receiving your Monthly Home Report from us.

It will help you keep track of your estimated home value, equity, and what's happening in your local market.

Keep an eye on it, and if you ever have questions about the numbers, call me.

5. I'm Managing Your Mortgage

And one of the things I want you to know is that my job didn't end when your loan closed.

I'm going to continue actively monitoring your mortgage and the market for you.

When we set everything up, we talked about your Strike Rate, meaning the interest rate where it would make sense for us to seriously consider refinancing.

Do you still feel that [X.XX%] is the rate you'd want me to watch for?

Perfect. That's what we'll use as your target.

You're also enrolled in my Automatic Rate Monitoring Program, so I'll be watching the market and looking for opportunities. If we see a situation where refinancing could make financial sense, I'll reach out to you.

6. Google Review

One last thing. If you haven't already done it, would you mind taking a minute to leave me a Google review?

I know it's a small favor, but reviews are extremely important to my business and help other people feel comfortable reaching out to me.

7. Referral Request

And while I have you, let me ask you one more thing.

A big part of my business comes from taking care of people like you and earning their referrals.

If you have a friend, family member, coworker, or anyone you know who is thinking about buying a home, refinancing, or simply trying to figure out their mortgage options, I'd really appreciate an introduction.

They don't have to be ready to buy today. I'm happy to simply be a resource and help them understand their options.

Close

That's it. I mainly wanted to make sure you're settling in, that you know what to expect, and that you know I'm still here.

You bought the house. You got the mortgage. Now let me help you manage it.

If you ever have a question, just call me.

Hi [First Name], this is Kurt. I’m just checking in because it’s been about six months since we helped you with your home purchase. I wanted to make sure everything is going well and take care of a few things for you.

1. Monthly Home Report

First, you should be receiving your Monthly Home Report from us. It gives you an updated look at your home’s estimated value, equity, and what’s happening in your local market.

Have you been receiving those each month?

If yes:

Perfect. I’m glad you’re getting them. If you ever have a question about the numbers or want to talk about your equity, just let me know.

If no:

No problem. I’ll make sure we get that taken care of so you continue receiving it.

2. Homestead Exemption

The other thing I want to check on is your Homestead Exemption. Have you completed that yet?

If yes:

Perfect. That’s one less thing to worry about.

If no:

No problem. I’d recommend taking care of that. It can provide an important property tax benefit, and it’s something you generally want to get done after purchasing your primary residence. I’ll send you the information you need to complete it.

3. Google Review

And one quick favor. If you feel like we did a great job helping you through the mortgage process, would you be willing to leave us a quick Google review?

It only takes a minute or two, and it really helps us when other people are looking for someone they can trust with their mortgage.

4. Referral Request

And finally, I built my business primarily through relationships and referrals.

Do you know of any Friends, family, or co-workers who are looking to buy, sell or refi?

They don't have to be ready today. Sometimes the best time to talk to someone is six or twelve months before they're ready to make a move.

Close

Other than that, I just wanted to check in and make sure you're doing well. You’re not just a closed loan to me. I want to be your mortgage resource for years to come.

If you ever have a question about your home, your mortgage, your equity, or what your options are, call me anytime.

When you buy a home in California, there’s an important step that many homeowners never hear about: the Homestead Declaration.

California law allows a homeowner to record a Homestead Declaration on their principal residence. Once properly recorded, it can provide certain protections for the homeowner against some types of judgment liens and creditor claims.

Now, I want to be very clear: this is not something you are required to do, and it does not protect your home from every type of creditor or forced sale.

California’s Department of Real Estate specifically recommends that homeowners understand the limitations and consider consulting an attorney about their individual situation.

But here’s why I think it’s worth knowing about.

You just made one of the biggest investments of your life. You’re spending hundreds of thousands, or potentially millions, of dollars on your home.

So after we close, I don't want our relationship to end at the closing table.

I want to help you protect and manage the investment you just made.

One of the things I recommend is that you look into recording a Homestead Declaration if it makes sense for your situation.

The declaration generally needs to identify the homeowner, describe the property, and state that it is the homeowner's principal dwelling. It is signed and acknowledged and recorded with the county recorder.

And here's something I think is really important: Don't wait until you have a problem to learn about protecting your home.

This is one of those small things that may be worth doing now so you understand your options before you ever need them.

That's why, when we close your loan, I'm going to encourage you to ask the escrow company or a qualified real estate attorney about the California

Homestead Declaration and whether recording one is appropriate for you.

My job doesn't end when you get the keys.

I want to be the mortgage professional you can call years from now when you have a question about your home, your mortgage, or your next financial move. Because getting you into the house is only the beginning. Helping you make the most of the home you bought is the real goal.

_______________________

Modern California Homestead Exemption (Asset Protection)

The primary advantage of the modern law is safeguarding your primary home’s equity from unsecured creditors. [1]

High Protection Limits: In 2026, California shields between $371,428 and $743,681 of your home's equity. The exact amount depends on your county's median home prices. [1, 2]

Prevents Forced Sales: Creditors cannot force a home sale unless your equity exceeds the protected amount. []

Automatic Coverage: You receive basic protection simply by living in the property as your primary residence. No paperwork is required. [1, 2]

Voluntary Sale Window: By filing a formal Declared Homestead, you can sell your home voluntarily and protect the cash proceeds for up to six months to reinvest in a new home. [1, 2]

Family Continuity: A declared homestead extends protection to surviving family members after the homeowner passes away. [1, 2]

Note: This exemption does not protect against mortgage foreclosures, tax liens, or child support judgments. [1]

___________________

Because the basic protection is automatic, you do not need to do anything to protect your equity from a forced creditor sale as long as the home is your primary residence. However, if you want the extra advantages of a declared homestead (like protecting your cash proceeds if you choose to sell the home yourself), you must complete a specific legal process. [1, 2, 3]

The step-by-step process to file a Declared Homestead involves:

1. Obtain the Correct Form

You must use a standard Homestead Declaration form. Ensure you choose the right variation based on your ownership structure: [1, 2, 3, 4]

Individual form if you are the sole owner.

Spouses/Married form if you own the home jointly with a spouse.

Note: Printable templates are widely accessible via resources like the Sacramento County Public Law Library. [1, 2, 3, 4, 5]

2. Fill Out the Property Details

The form is straightforward but must be entirely accurate. You will need to state: [1, 2, 3, 4]

Your full name as the owner.

The street address of the property.

The legal description of the land (this can be found on your original property deed, not just the street address).

A statement affirming that you currently live there and that it is your principal dwelling. [1, 2, 3, 4, 5]

3. Notarize the Document

Do not sign the form until you are in front of a Notary Public. Every owner listed on the property title must sign the declaration, and the notary must formally acknowledge the signatures. [1, 2]

4. Record the Declaration

Take or mail the notarized form to the County Recorder’s Office for the specific county where the home is located. [1]

Fees: You will need to pay a small base recording fee (usually around $20).

SB 2 Fee Exception: Real estate documents in California often face an additional $75 building homes fee. However, some counties exempt a primary homestead declaration from this fee if filed correctly. Check with your local office ahead of time. [1, 2]

Once the recorder stamps and files the document, your homestead is officially declared and tied to the property. [1]

Here’s a little strategy I share with my close clients that most people never think about.

When you buy your new home, set up a separate email address using your new home address.

For example, if your new address is 123MainStreet.com, you might create something like:

[email protected]

Then use that email address specifically for your home.

Every time you buy something related to the house, have the receipt emailed to that address.

New roof?

Save the receipt.

New windows?

Save the receipt.

Kitchen remodel?

Save the receipt.

HVAC system?

Save the receipt.

Landscaping, additions, improvements, or other major projects?

Save the receipts.

You’re essentially creating a digital file cabinet for your home without having to think about it.

Why does this matter?

Someday, when you sell the home, you may need documentation for certain improvements and expenses when determining your taxable gain.

Depending on your situation, eligible improvements can potentially increase your cost basis, which may reduce the amount of gain subject to tax.

And there’s another important piece: the IRS has a home-sale capital gains exclusion that may allow qualifying homeowners to exclude up to $250,000 of gain if single or $500,000 if married filing jointly, assuming the applicable requirements are met.

The problem is, years from now, most people have no idea where those receipts went.

So my advice is simple:

Buy the house. Create the email. Save the receipts.

It takes about five minutes today and could save you a lot of headaches when you eventually sell.

I’m not your tax advisor, so I always recommend confirming your specific situation with your CPA or tax professional. But as your mortgage professional, I want to help you think beyond getting the keys and make smart financial decisions as a homeowner.

A lot of my clients have been asking about a HELOC lately. Have you heard of it?

(Regardless of answer:)

Basically it's a way to tap into the equity you've built. You only pay interest when you draw on it. Clients are using it for

renovations, debt consolidation, funding an investment property.

I have a product where I can do a soft pull. No hard inquiry. Just five pieces of information. Want me to run that real

quick?