2 Tips For Focusing On Your Purchase Business During the Refi Boom [Repost]

When rates drop and refinance volume spikes, non-urgent marketing tends to quietly slip — a bird in the hand, and all that. But refi cycles always come to an end, and the more purchase business gets neglected in the meantime, the steeper the eventual fall. Two moves keep a pipeline ready for the shift back.

Get Creative With Realtor Communication

Staying top of mind matters even when there's no time for a face-to-face meeting — the key is a disciplined, slightly novel approach to staying in touch.

Voice notes are an underused channel: sending a short voice memo over text carries tonality that a typed message can't, and it's likely the only voice memo on that person's phone all week. Personalized video works even better — recording a handful of short videos and sending them directly via Facebook Messenger to key partners creates a double win: new content to share, and a genuinely personal touch. Response rates on this approach run close to 100%.

Start Buying Buyer Leads

A consumer-direct lead strategy is the best hedge against a market shift, and there are two reasons to invest in one now rather than later: the capital is available during a refi boom, and lead generation takes time to pay off.

The upfront investment can be significant — beyond the cost of the leads themselves, a real no-lead-left-behind process and a working sales funnel are required to convert them. With volume running high, now is the moment to commit.

The average digital lead takes well over 120 days to close, which means leads generated this month are effectively next year's revenue. Lead generation isn't something that can be switched on and produce immediate results — it's a discipline that rewards patience.

Business is busy during a refi boom, but that's exactly when it's worth planning ahead. The best time to invest in the purchase pipeline is today, before the market shifts back.