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of 5— Plan Your 12-Month Sequence
What you'll accomplish
By the end of this guide, you'll have a complete 12-month email sequence — 8–12 touchpoints — that automatically stays in touch with past clients after their loan closes. Once you build it, your CRM sends it on autopilot and you never have to manually remember to follow up. This is the single highest-ROI activity most loan officers never do.
What you'll need
- ChatGPT Plus or Claude Pro ($20/month) for writing the sequence
- A CRM with email automation (Total Expert, Surefire CRM, BNTouch, Aidium, or similar — most LO CRMs include this)
- 60–90 minutes to create the sequence; 30–60 minutes to set up in your CRM
- Cost: $20/month for AI content (CRM subscription varies)
How-To Guide: Create a 12-Month Post-Close Email Nurture Sequence
Step 1: Plan Your 12-Month Sequence
Before writing, decide on your touchpoints. Here's a proven structure:
| Month | Touchpoint | Purpose |
|---|---|---|
| Week 1 | Closing thank-you | Gratitude + review request |
| Month 1 | 30-day check-in | How's the house? Ask for referrals |
| Month 3 | Market update | Rate environment; when to consider refi |
| Month 6 | Home equity check | Their home's estimated value; building equity |
| Month 9 | Fall market note | Seasonal market update |
| Month 12 | Closing anniversary | Personal milestone; ask for referrals |
| Month 12 | Tax tip | Reminder about mortgage interest deduction |
| As-needed | Rate drop alert | When rates drop meaningfully — refi opportunity |