Strategies and Tactics to Prepare Now for a Successful 2026
5 Smart Moves Loan Officers Should Make Now to Win in 2026
Katie Shive, Owner, KS Marketing
6-Week Referral Partner Growth Plan
Diana Mulhall, Head of Marketing, FinLocker
How to Win Renters’ Attention in a Retail-Obsessed Holiday Season
Chris Hazen, Chief Revenue Officer, FinLocker
Fill Lunch and Learn Seats with 12 Topics Agents Want to Hear
Ethan Vieaux, VP of Customer Success, FinLocker
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5 Smart Moves Loan Officers Should Make Now to Win in 2026
Katie Shive, Owner, KS Marketing
The most successful loan officers in 2026 are already putting in the work. Use the last 60 days of the year to define your audience, tighten your tech stack, create consistent content, and embrace AI. The market rewards momentum—and you build that now.
What Is “The Great Lock-In” and Why Should Loan Officers Pay Attention?
The Great Lock-In is a Gen Z trend gaining traction on TikTok, where goal-setters are committing to their routines and ambitions before January 1st. The idea is simple: start now, not later.
While it’s trending among a younger crowd, there’s something mortgage pros can take from it. Rates are softening, buyer interest is returning, and refi conversations are re-emerging. This is the perfect time to lock in your own systems, strategy, and momentum so you’re not playing catch-up when the new year kicks off.
Here are five moves you can make right now to set yourself up for a strong start to 2026.
1. Know Who You Serve (Because “Everyone” Isn’t a Strategy)
Question: Who’s your Ideal Client Persona (ICP) and Ideal Referral Persona (IRP)? If you can’t answer in one sentence, start here.
Generic marketing is dead. Your messaging won’t hit if you don’t know who it’s for. Now’s the time to get uncomfortably specific.
- Are you the go-to for first-time VA buyers?
- Do you specialize in self-employed jumbo clients?
- Are your top partners listing agents in mid-tier suburbs?
Drill down. Document it. Share it with your team. Your 2026 business depends on how well you define and serve these groups.
2. Build a Repeatable, No-Excuses Content System
Your audience can’t work with you if they don’t remember you exist.
Set a content cadence now that keeps you visible without burning you out. Think frequency over flash:
- Referral partners: weekly insights or quick-win email blasts
- Clients: monthly newsletters with relevant, readable updates
- Social: 2–3 authentic posts a week – think stories over stats
Repurpose everything. One great story can be a LinkedIn post, an Instagram Reel, a partner email, and a video script.
The goal isn’t to “go viral.” It’s about staying top of mind consistently, intentionally, relentlessly.
3. Audit Your Tech Stack: Cut Dead Weight, Go All-In on What Works
Subscription bloat is real. If your card’s getting hit for tools you forgot about, it’s time for a tech reckoning.
Run this quick test:
- List every platform, tool, and subscription you’re paying for
- Mark what you actually use
- Cut what you don’t
- Double down on what moves the needle
Pro picks worth exploring:
- Mortgage Coach for delivering high-trust presentations that convert
- KeySteps nurtures your homebuyers toward mortgage readiness
- Housing Link for building sleek, shareable property insights in one link
- Canva for fast, on-brand graphics and social visuals
The fewer tools you rely on, the more focused and effective your systems become.
4. Don’t Bring Hype. Bring Help.
The noise is deafening right now. Every scroll, inbox, and webinar promises “the next big thing.” People are tired of it.
So before you post, email, or pitch, ask:
- Does this actually help solve a real problem?
- Is this rooted in something I’ve done, not just heard?
- Would I forward this to a colleague and say, “You need to read this”?
Share stories. Show receipts. Be the one who helps, not hypes.
Example: Instead of saying “Refi opportunities are coming back,” try:
“Closed a refi last week where we shaved $412 off the monthly. If you’re a homeowner who bought since late 2022, let me run the numbers for your scenario.
Real talk. Real results.
5. Get Serious About AI Or Get Left Behind
AI isn’t a phase. It’s the most disruptive force in our industry since the GSE overhaul, and it’s already changing how referrals happen.
Want to be referrable in 2026? Start training AI to know who you are.
- Create a public-facing profile, such as a Google Business Profile, or blog that speaks your niche clearly
- Feed ChatGPT your ICP/IRP and have it help generate posts, ideas, and outreach plans
- Watch how others are using tools like ChatGPT, Perplexity, and Gemini to scale their marketing
Real talk: I’ve had two clients this year who were referred by ChatGPT. That’s not a theory, it’s already happening.
And the people who invest the time to show up in those spaces are going to win more deals in 2026.
Final Word: This Season Determines Your Next One
The last few years have taken a toll. Many LOs are burned out, uncertain, or just trying to get through the quarter.
The question is: Are you coasting into 2026, or compounding into it?
Systems win. Consistency compounds. The next eight weeks are your runway.
So, lock in. Get focused. And remember: the ones who move first, win loudest.
Katie Shive is a Montana-based brand and AI strategist who helps mortgage professionals turn expertise into content that earns trust. To learn more about her work, visit katieshive.com or connect on LinkedIn.
6-Week Referral Partner Growth Plan
Diana Mulhall, FinLocker Marketing
Goal: Identify, connect with, and engage at least 15–25 new referral partners before January 1st, 2026.
Focus: Position yourself as a trusted mortgage advisor who helps referral partners grow their business.
WEEK 1 — Build Your Ideal Partner List & Messaging Framework
Theme: Foundation & Preparation
Objectives:
- Identify your top 3 partner categories to focus on (e.g., Realtors, CPAs, Divorce Attorneys).
- Clarify your “Partner Value Proposition” — how you help referral partners grow their business.
- Build your initial list of 50 potential partners efficiently using AI tools.
Action Steps
1️⃣ Define your ideal partner profile:
Think about which professionals already serve your ideal borrowers.
- Realtors who specialize in your core buyer segment (first-time, move-up, luxury, etc.)
- CPAs and financial advisors working with clients preparing to buy or invest
- Builders, estate lawyers, and divorce attorneys involved in major life or financial transitions
2️⃣ Use ChatGPT as your AI Research Assistant:
While you can manually search LinkedIn, Zillow, or market intelligence platforms, loan officers can use ChatGPT to quickly generate a targeted list of referral partners.
Prompt Example:
“I’m a loan officer in [city/state] focused on [first-time buyers / veterans / move-up buyers]. Create a list of 50 potential referral partners — Realtors, financial advisors, CPAs, builders, estate lawyers, and divorce attorneys — who serve similar clients in my area. Include brief notes on the type of value or message that would resonate most with each group.”
Pro Tip: Once ChatGPT provides your list, ask follow-up questions like:
“Narrow this list to top-producing Realtors in [zip codes].”
“Add 10 financial advisors who focus on clients under 40.”
This helps you refine and personalize your list for more effective outreach.
When the list is finalized, ask it to include email or contact strategies to reach out effectively.
3️⃣ Organize your list in a CRM
- Name & business type
- Contact info / website
- Notes on client focus
- Date contacted / follow-up date
4️⃣ Create your partner-focused message:
Craft a short introduction or “value statement” that tells potential partners why working with you benefits them and their clients.
Example: “I help real estate and financial professionals grow their business by providing homeownership tools and resources that keep their clients mortgage-ready — so you stay top of mind.”
Update your LinkedIn profile & email signature with a short partner-friendly message. e.g., “Helping Real Estate Agents & Builders connect with first-time homebuyers.”)
5️⃣ Prepare 3 Outreach Templates:
- Email Introduction
Subject line options:
- “Helping [partner type] close faster in [city]”
- “Idea for growing your 2026 business together”
- “3 ways I could help your homebuyers close faster before year-end”
- “5-minute idea to grow your 2026 referral business”
- “Local lenders helping [partner type] boost closings in Q4” great for Agents and Builders
- “2 homebuyer tools that could set you apart in 2026”
- “Quick win for [City] homebuyers before the new year”
- “Want 2026 to be your strongest referral year yet?”
- “New co-branding ideas for [City] [partner type] this month”
Body:
Hi [First Name],
I’m [Your Name], a local loan officer with [Company Name] here in [City]. I specialize in helping [client type — e.g., first-time buyers, self-employed borrowers, move-up families] become mortgage-ready faster — which often helps my referral partners close more deals and retain more clients.
I came across your name while researching top [Realtors/CPAs/Advisors/etc.] who serve a similar client base, and I’d love to connect. I have a few tools and co-branding ideas that could support your business growth as we head into 2026.
Would you be open to a short 15-minute chat or coffee sometime next week?
Warm regards,
[Your Name & contact info]
[Phone | Email | Website | LinkedIn]
(Optional P.S. line)
P.S. I also share a monthly “Partner Insights” email with short market tips and co-marketing opportunities — happy to add you if you’d find that useful.
- LinkedIn Connection Request (Short + Friendly)
Hi [First Name] — I work with [partner type, e.g., Realtors and CPAs] in [City] to help their clients prepare for homeownership more efficiently. I came across your profile and thought it’d be great to connect — I’m always looking to collaborate with professionals who value client education and long-term relationships.
Looking forward to connecting,
[Your First Name]
Optional follow-up message (once they accept):
Thanks for connecting, [Name]! I’d love to learn more about your business and share a couple of ways I’ve been helping other [Realtors/Advisors/etc.] stand out with homebuyer tools that strengthen client loyalty. Would you be open to a short chat next week?
- Follow-Up Text or Voicemail Script
Text Example:
Hi [First Name], this is [Your Name] with [Company]. I sent a quick email earlier this week — I’ve been connecting with a few top [Realtors/CPAs/etc.] in [City] to share some new client tools for 2026 planning. Thought of you because your clients seem like a great fit.
Would you have 10–15 minutes next week to chat or grab coffee?
Voicemail Example:
“Hi [First Name], this is [Your Name] with [Company]. I just sent you a quick email — I’ve been connecting with a few local [Realtors/Advisors/etc.] about some ways we can help clients become mortgage-ready faster and strengthen repeat business for 2026.
I’d love to share a couple of quick ideas and learn more about your business. My number is [Phone]. Again, it’s [Your Name] with [Company]. Talk soon!”
Pro Tips
- Keep outreach personal — mention something specific about the partner’s niche or market if possible.
- Follow up 48–72 hours after the initial email/LinkedIn message if there’s no response.
- Use ChatGPT to personalize each message further — for example:
“Rewrite this email for a financial advisor who focuses on small business owners.”
“Make this LinkedIn message more conversational for a real estate agent.”
WEEK 2 — Personalized Outreach: Connect & Engage
Theme: Start Conversations
Objectives:
- Reach out to at least 20 new partners.
- Get 5–7 virtual or coffee meetings scheduled.
Action Steps:
- Send personalized LinkedIn connection requests (5–10/day).
- Example: “Hi [Name], I work with professionals like you to help clients navigate home financing with less stress. Would love to connect and learn more about your business.”
- Email outreach to 10–15 partners with a short message offering value — e.g., a free co-branded homebuyer resource or market insights PDF.
- Follow up with phone calls or texts 48 hours later.
- Begin posting weekly on LinkedIn (short insights for your target partners, like “3 ways loan officers can help realtors close more deals”).
WEEK 3 — Meet & Add Value
Theme: Relationships Over Transactions
Objectives:
- Have 5+ partner meetings (virtual or in-person).
- Share 2–3 co-marketing ideas with partners.
Action Steps:
- Use a simple meeting framework:
- Learn about their business goals.
- Identify how you can help them to overcome their challenges.
- Share one idea that could help (e.g., offer agents the opportunity to co-brand your FinLocker-powered app to give to their not-yet-ready and homeowner clients, and generate more leads by co-presenting a first-time homebuyer workshop or webinar, share their social media to your social channels to increase impressions).
- Follow up after each meeting with a thank-you email and value add (e.g., “Here’s a PDF you can share with clients: ‘5 Credit Myths for Homebuyers.’”)
- Invite best fits to join your Partner Network (e.g., a monthly email or private group).
WEEK 4 — Deepen Engagement & Co-Brand
Theme: Collaborate to Build Trust
Objectives:
- Create 2–3 co-branded or collaborative assets.
- Strengthen 5 key relationships.
Action Steps:
- Offer to co-host a December “2026 Homebuyer Market Outlook” webinar or holiday-themed open house with decorated cookies and milk for the kids and mimosas and charcuterie spread for the adults.
- Create a simple co-branded flyer or video using Canva or FinLocker resources.
- Spotlight a partner on LinkedIn (“Agent of the Week”) and tag them — builds reciprocity.
- Continue short, personal follow-ups: “Saw this article about [topic] — thought of your clients.”
WEEK 5 — Systemize & Automate
Theme: Build Repeatability
Objectives:
- Organize outreach process into repeatable workflows for 2026.
- Automate touchpoints for ongoing engagement.
Action Steps:
- Set up CRM workflows or email sequences for new partners (e.g., 90-day nurture with monthly insights).
- Schedule weekly or monthly partner check-ins for 2026 – send a reoccurring Zoom/Teams/Google Meet meeting so it’s on their calendar.
- Build a “Partner Welcome Kit” — includes:
- Your bio + services summary
- Co-marketing opportunities
- Tools like FinLocker demo or lead-sharing ideas
- Start a referral tracking sheet for accountability. Your FinLocker admin dashboard will show you their clients using your app.
WEEK 6 — Celebrate, Recap & Set 2026 Plan
Theme: Momentum into the New Year
Objectives:
- Thank all new connections.
- Book first 2026 partner event or webinar.
Action Steps:
- Send a “Gratitude Message” before Thanksgiving/December holidays — genuine appreciation, no pitch.
- Recap your November wins: # of new connections, meetings, co-marketing ideas.
- Plan January activities:
- Host a “2026 Market Outlook” coffee & conversation event.
- Launch your “Partner of the Month” spotlight series.
- Update CRM with next follow-up dates.
Success Metrics
By December 23rd, you should have:
- ✅ 40–50 new qualified connections
- ✅ 10+ one-on-one meetings
- ✅ 3–5 new active referral relationships
- ✅ Co-marketing systems ready for 2026
Bonus Tips
- Use FinLocker/KeySteps as a differentiator: show how it helps referral partners’ clients become “mortgage-ready.”
- Share weekly micro-content (short posts or videos) showing you’re proactive, not pushy.
- Always end outreach with a next step — e.g., “Would you be open to a 15-minute call next week to explore how we can collaborate?”
How to Win Renters’ Attention in a Retail-Obsessed Holiday Season
Chris Hazen, Chief Revenue Officer, FinLocker
The last six weeks of the year are a nightmare for inbox competition but they’re a goldmine for connecting with renters who want to become first-time homebuyers next year.
Between Thanksgiving and New Years Eve, retailers dominate email and social feeds with discounts, offers and product promotions. Most loan officers respond by going quiet rather than getting lost in the noise.
That’s a missed opportunity.
Right now, many renters are secretly thinking, “Next year is the year I finally buy a home.” They may be months (or even years) away from applying, but they are ready to start paying more attention to their money, credit, and long-term goals. If you can show up as their homeownership coach, you’ll own that relationship when they’re ready to make a move.
Your job in the next six weeks is to tap into that mindset without becoming just another noisy “offer” in the feed. Below is a practical game plan to:
- Get on renters’ radar now (in a non-salesy, value-first way)
- Warm them up for a January “New Year, New Home” push
- Use education to build trust
- Plug in tools like FinLocker to support their journey into the new year
1. Decide Your Holiday Goal: Awareness & Nurture, Not Transactions
Between Thanksgiving and New Years Eve, most renters are not looking to complete a mortgage application. That’s okay.
Set realistic goals for this 6-week window:
- Grow your renter audience (followers, email list, SMS list)
- Position yourself as “the homeownership coach” for 2026
- Get micro-commitments (downloads, replies, DMs, polls) that show intent
- Prep January campaigns and events while others are still recovering from the holidays
Think of this period as planting season. The harvest happens in Q1.
2. Stand Out by Being the Anti-Retail Voice
Everyone else is screaming “Buy more.” You can win attention by being the one saying, “Here’s how to keep more so you can buy a home next year.”
Shift your channels and format
Instead of relying only on heavy promotional emails (where retailers are strongest), lean into:
- Instagram & Facebook Stories / Reels / TikTok
Short educational videos: 30–45 seconds, shot on your phone. - Short, plain-text emails or SMS
“1 tip” style messages that don’t look like marketing blasts. - DMs and comments
Reply thoughtfully when renters ask money or home questions in public posts or local groups. - Offline touchpoints
- Flyers or QR-code cards in apartment complexes (with management’s permission)
- Co-branded pieces with local real estate agents, HR at large employers, or community groups
The key: valuable, snackable content that feels like help, not a pitch.
Message positioning ideas
Lean into topics renters are worrying about right now:
- “How to enjoy the holidays without wrecking your credit score.”
- “3 Buy Now Pay Later mistakes that can delay your first home purchase.”
- “What an extra $100/month in savings could mean for your down payment.”
You’re not selling a mortgage. You’re selling the possibility of homeownership and the plan to get there.
3. A Simple 6-Week Content Theme You Can Follow
Here’s a practical way to structure your messaging between now and year-end.
Thanksgiving: Gratitude & Vision (late November)
Content ideas:
- Social post: I’m grateful for being able to help renters become homeowners this year. If you’re planning to buy your first home in 2026, DM me ‘2026’ and I’ll send you my Renter-to-Homeowner Starter Guide.
- Quick email or SMS: Happy Thanksgiving! To help you achieve your financial goals in 2026, here’s my free financial fitness app. [Link to the landing page.] You’re welcome to share with friends looking to buy their first home, too.
Goal: get renters to raise their hand and identify themselves.
Black Friday & Cyber Monday: “Don’t Let Sales Steal Your Down Payment”
While retailers push “spend,” you talk about smart spending:
- Short video: “Before you swipe that card this weekend, here’s a 20-second rule that future-you (the homeowner) will thank you for.”
- Carousel or Reel:
- Slide 1: “Black Friday mistake future homeowners regret”
- Slides 2–4: Over-using credit cards, opening too many store cards, BNPL stacking
- Final slide: “If your 2026 goal is a home, save this and follow for weekly renter-to-homeowner tips.”
Goal: position yourself as the financial adult in the room during spending season.
Hanukkah & Christmas: “Days of Money Moves”
Turn these holidays into structured mini-campaigns:
- “8 Days of Money Moves for Future Homeowners” (Hanukkah)
- “12 Days of Homeownership Prep” (leading into Christmas)
Each day, share one small, doable action:
- Check your credit report from all three bureaus
- Set up automatic transfer of $25–$100 per paycheck into a “Future Home” savings bucket
- Pay off one small credit card balance
- Call your student loan servicer and ensure you’re on the best repayment plan for your goals
- Download a simple budget template and plug in your rent + target future mortgage
You can deliver these via:
- Instagram Stories / Reels
- Short daily posts on Facebook & LinkedIn
- A 1x/week “roundup email” that recaps the tips
Call-to-action on each:
“Comment ‘HOME’ or DM me and I’ll send you the full checklist.”
4. Hook Into New Year’s Resolutions (Before January 1)
Most renters will tell themselves: “I’ll start after the holidays.” Help them start mentally now, even if they start behaviorally in January.
Create Resolution-Driven Lead Magnets
Offer simple resources they can “save for January”:
- “New Year, New Credit” mini-guide
5 steps to improve scores in the next 90 days. - “First-Time Homebuyer Savings Challenge”
A January 30-day challenge to save a set amount (with daily prompts). - “Renter to Homeowner Roadmap”
Visual one-pager showing the phases from “just starting” to “keys in hand.”
Each resource should:
- Be easy to consume (1–3 pages or a short video).
- Require an email or text opt-in.
- Include a soft invite like: “Want help personalizing this? Reply with ‘PLAN’ and I’ll send you a custom action plan.”
Micro-Commitment Calls-to-Action
You’re not asking them to apply. You’re asking them to engage:
- “Reply with your goal home purchase month for 2025 and I’ll send 2–3 tailored tips.”
- “Vote in the poll: What’s your biggest barrier to buying? ⬜ Credit ⬜ Down payment ⬜ Income ⬜ I don’t know the process.”
These interactions tell you who is serious and what to talk to them about later.
5. Low-Friction Ways to Capture Renter Leads Right Now
During this noisy period, focus on easy yeses.
1. Social Polls & Stories
- Instagram/Facebook Story poll: “Is buying your first home on your 2025 goals list?” YES / SOMEDAY
- Follow up with a DM:
“Love that you’re thinking about it! Want a quick credit & savings checklist to get started?”
2. QR Codes Everywhere
Use QR codes that link to a simple renter-focused landing page:
- On holiday postcards you mail or hand out
- On co-branded flyers with local agents in apartment communities
- On printed pieces at holiday events you attend (toy drives, community parties, etc.)
Landing page headline:
“Thinking about buying your first home in 2026? Start with this free 5-minute Renter-to-Homeowner Checkup.”
3. Tenant & Sphere Referrals
Ask your current homeowner clients and renter friends:
- “If you know anyone renting who wants to buy next year, I’d love to invite them to my 2025 Homebuyer Prep series. I’ll share education, not sales pitches.”
Make it easy for them: give them a link or QR code they can text.
6. Use December to Build Your January “New Year, New Home” Campaign
Yes, you absolutely should be planning January now. Think of it as your personal “launch month.”
Plan a January First-Time Homebuyer Event (Even if They Won’t Come Now)
Most renters won’t attend a workshop in December. But you can:
- Partner with one or two real estate agents
- Set a January date for a “New Year, New Home” webinar or in-person workshop
- Lock in:
- Date and time
- Landing page / registration form
- Simple slide deck: credit basics, budgeting, pre-approval, timeline
- Follow-up plan: 15-minute “homeownership readiness check” calls with attendees
Promote it lightly now:
- “Coming in January: New Year, New Home – a free class for renters who want to buy in 2025. Comment ‘CLASS’ and I’ll send you the registration link as soon as it’s live.”
That way, you collect a list of interested renters before you even open registration.
Pre-Build Your January Content
So you’re not scrambling after the holidays, create:
- A 4-week email/SMS sequence for “New Year, New Home”
- Social content:
- “Week 1: Set your homeownership goal.”
- “Week 2: Clean up your credit.”
- “Week 3: Build your savings plan.”
- “Week 4: Talk to a lender (what to expect).”
By the time January hits, you’re ready to go live while everyone else is “getting back into the groove.”
7. A Simple 6-Week Action Plan for Loan Officers
Here’s a quick checklist you can follow from now until year-end:
This week:
- Define your target: “Renters who want to buy in 2026.”
- Create one lead magnet (checklist or mini-guide).
- Set up a simple landing page or form to capture leads.
Next 2–3 weeks (Thanksgiving / Black Friday / Cyber Monday window):
- Post 2–3 short videos or carousels about avoiding holiday credit damage.
- Send 1 short email or SMS to your list with a holiday gratitude message + soft CTA.
- Run 1–2 social polls about renters’ 2026 home goals.
Early–mid December:
- Launch your “Days of Money Moves” series on social.
- Start teasing your January “New Year, New Home” event.
- Reach out to 2–3 real estate agents to co-host the event.
Late December:
- Finalize the January event date, registration, and follow-up plan.
- Pre-schedule at least 2 weeks of “New Year, New Home” posts and emails.
- Send renters on your list a “2026 Homeownership Prep” message with your guide or checklist.
8. Add FinLocker to your Renter Financial Fitness Hub for 2026
If you’re looking for a way to support renters beyond a one-time guide or workshop, consider layering in FinLocker or KeySteps as your digital financial fitness platform.
With FinLocker, renters can:
- View and monitor their credit in one place
- Track savings toward a future down payment
- Follow personalized steps to get “mortgage ready”
- Learn about budgeting, debt management, and the homebuying process inside a private, consumer-controlled app
For you as the loan officer, that means:
- You can onboard renters now, even if they’re 6–18 months out
- Stay top of mind as they work through their plan
- Have richer, data-informed conversations when they’re ready to move forward
If you’d like to offer FinLocker or KeySteps to your renter prospects, connect with Adrian Hernandez to get set up.
If you use the next six weeks to teach, collect intent, and prepare, you’ll hit January with a warm list of renters who already see you as their homeownership guide, not just another lender trying to sell them something.
Fill Lunch and Learn Seats with 12 Topics Agents Want to Hear
Ethan Vieaux, VP of Customer Success, FinLocker
Real estate agents are heading into 2026 hungry for direction, clarity, and partners who make their lives easier.
Consumer uncertainty, shifting market dynamics, and a growing pool of “not-ready” buyers have agents stretched thin. Most agents have far more buyers in their ecosystem than they realize; the challenge is that many aren’t financially prepared, credit-challenged, or confident enough to act.
This is the opening that loan officers need.
Loan officers who step into the role of educator, strategic partner, and long-term nurturing engine will own 2026. And the easiest, most scalable way to do this is to host monthly Lunch and Learns and give each agent a FinLocker-powered app to share with their entire database.
When you guide a buyer through financial readiness, you earn their trust and a referral.
Below is a full 12-month calendar of high-value Lunch and Learn topics agents are hungry for. Use these to build your 2026 plan, strengthen agent partnerships, and become the LO they can’t imagine doing business without.
2026 Lunch and Learn Calendar
Short on time to create an outline for your presentation? Enter the prompt: Create a detailed outline for a loan officer to present a 20-minute lunch-and-learn on this topic to real estate agents, followed by the details for each session, into ChatGPT, Perplexity, or Claude. I like to enter the same prompt into all three to compare or combine the output.
1. How to Identify the “Hidden” Buyers in Your Database
Most agents have dozens—sometimes hundreds—of silent, unengaged leads who could become buyers with the right nurturing.
Teach agents:
• How to segment their database
• How to identify leads with potential
• How your app nurtures these leads toward readiness
This session alone can resurrect countless “dead” leads.
2. Lead Generation & Nurturing Tactics That Actually Work
Agents love talking about leads, so show them how you’re generating and nurturing yours (especially long-term leads).
• Teach your email, SMS, and follow-up structure.
• Show how your app automates long-term nurturing for their not-ready leads.
You both want the same thing: more conversations with aspiring homeowners.
3. Home Improvement & the Permit Process
Many agents lose buyers the moment a property “needs too much work.” Educate them on navigating the home improvement and permit process so they can confidently advise clients.
• Bring in a general contractor or permit expeditor as a guest speaker
• Highlight renovation, 203(k) loan options, bridging loans
Bottom line: When an agent stops seeing a fixer-upper as a deal killer, you both win more deals.
4. Technology That Keeps Clients Engaged and Off Zillow/Redfin
Agents are terrified of losing clients to the major portals. Demonstrate how your FinLocker-powered app keeps buyers focused, engaged, and connected to their agent and you.
• Show how the app supports budgeting, credit improvement, and property tracking.
• Position the app as their “buyer retention system.”
5. City Development Updates and Future Growth Insights
Invite a representative from your city’s planning or economic development department to speak.
• Share upcoming development plans, zoning changes, or infrastructure projects.
• Discuss how these can impact home values, renting trends, and investment opportunities.
Agents with local intel convert more buyers. They’ll appreciate you making them look smart.
6. Specialization Deep Dives: Divorce Lending, VA, and Other Niche Lending
Educate agents on how the niche products or your accreditations will help them sell more homes.
• If you hold specialized credentials, such as the CDLP® Certification from the Divorce Lending Association, educate agents on how you can assist them in these challenging situations.
• VA home loans, getting a Certification of Eligibility, and the types of homes they can purchase
• Down payment assistance, first responder and other specialty loan programs
Niche expertise builds authority, and trust earns referrals.
7. Credit Education for Agents: What They Should (and Shouldn’t) Say
Agents often give well-meaning but incorrect credit advice.
Teach them:
• What impacts credit most
• What misinformation to avoid
• How your app gives buyers a safe way to monitor and build credit
This positions you as the safe, compliant expert.
8. Turning Renters into Future Buyers
Agents know renters, but they rarely convert them.
Present:
• Renter-to-buyer timelines
• Savings and credit milestones
• How your FinLocker-powered app helps renters build a personalized path to homeownership
Agents need a way to stay top-of-mind with renters for 12–36 months—show how you provide it.
9. Mastering Buyer Psychology: Why Buyers Hesitate and How Agents Can Move Them Forward
Agents are facing more “I’m waiting” buyers than ever before. Arm them with real insight into the buyer mindset and equip them with strategies to move clients from hesitation to action.
Teach agents:
• The top psychological blockers that stall buyers (fear of payments, fear of overpaying, fear of the process)
• How to use financial readiness milestones (inside your FinLocker app) to replace fear with clarity
• Explain the cost of waiting for rates to drop and save a 20% down payment while home prices increase
• Scripts for guiding hesitant buyers without applying pressure
• How education, planning tools, and real data build confidence
10. Using AI and Automation to Work Smarter, Not Harder
Agents want to save time and money on creating marketing content, too.
Teach:
• Prompts and output examples for social media marketing, video scripts, emails and texts
• How to automate open house follow-ups
• The GPTs that FinLocker has created to promote the app and how it automates long-term nurturing
When you make their life easier, they make your phone ring.
11. Financing Strategies to Sell Properties Quickly
Educate agents on financing options that help their listings stand out:
• Purchase & Renovate loans to sell outdated homes and properties that require repairs
• Bridge loans
• Buy-before-you-sell strategies
When agents learn how to solve seller problems, they’ll refer buyers to you.
12. Building a Referral-Ready Buyer: The Financial Readiness Journey
End the year with a summary of your core value proposition.
Show agents:
• Don’t say “no” to not-ready buyers – say “not yet”
• What milestones truly matter
• How your FinLocker-powered app guides buyers step-by-step to readiness
• How you keep agents updated automatically as their buyers progress through the application process
When you own the readiness journey, you own the relationship—and the referral.
Why This Works: The LO Who Nurtures the Not-Ready Leads Wins 2026
Every agent has a list of leads that aren’t ready. Credit too low. Savings insufficient. Debt is too high. Uncertain timeline. But those “not yet” leads will be the buyers of 2026, and they need someone to guide them. Be that guide.
By giving agents a FinLocker-powered app, you become the engine that:
✓ Nurtures their long-term leads
✓ Prepare them to be confident homeowners
✓ Educates them on the mortgage process
✓ Builds trust over months
✓ Alerts both you and the agent when the buyer is searching for properties
When you help an agent re-engage their forgotten leads and convert them into buyers, you stop being a vendor. You become their most valuable partner.
Final Thought
Real estate agents aren’t looking for a loan officer who only expects referrals to buyers who are ready to apply; they need a partner who helps turn not ready into ready.
In 2026, the loan officers who win will be the ones who educate, nurture, support, and guide.
The loan officers who build systems that agents rely on.
The loan officers who own the financial readiness journey.
Be that loan officer.