How to start the lending conversation: A guide for quarterly client reviews

May 19, 2026

Estimated reading time: 4 minutes

Firms that are successful in adding client value with a premium lending solution take a systematic, structured approach. It starts with having advisors consistently bring up lending in client conversations, making it part of their standard review process, not a one-off discussion.

By proactively surfacing borrowing needs, advisors can stay involved in key financial decisions, protect assets from leaving the relationship, and deliver more complete, balance-sheet-aware advice. The questions below are designed to help advisors introduce lending and make it a repeatable part of client conversations.

1. Introduce lending as part of your firm’s value proposition

Create an opening talk track. For example:

“At Capital Wealth, we're focused on helping you with all aspects of your financial life. Given changes in the interest rate environment, we're focusing on residential financing as an opportunity to help our clients achieve their financial goals. We’ve recently sourced some exciting new solutions.
To start, I’d like to ask a few questions to understand where residential financing fits within your plan.”

2. Establish current exposure

• Do you currently have a mortgage that we should factor into your plan?
• What’s your current mortgage rate and when was the last time you reviewed it?
• Do you foresee leveraging home equity for liquidity in the future?
• Do you own multiple properties we should be considering?
  

3. Identify opportunities

• Have you thought about refinancing or revisiting your mortgage? How does this change if rates drop?
• Are there any upcoming financial decisions, such as a home purchase or major expense, where you might need financing? Or potentially for a family member?

4. Understand timing & life events

• Are you considering moving, upgrading, or purchasing another property in the next 12–24 months?
• Any changes in your situation that might impact your housing or financing needs?
  

5. Assess experience & gaps

• If you were to go through a mortgage or refinance today, how would you approach it?
• Have you had a good experience with lending in the past or is that something you'd want help navigating?

6. Offer support

• We offer a solution, Flourish Lending,^◊ that gives you access to exclusive rates, would that be helpful?
• Would it be valuable to review your current rate or financing options as part of your overall plan?
• Would it be helpful to receive automated alerts to let you know when there is an opportunity to save money by refinancing?
• Would you like us to monitor your home equity?

These questions can be used to help guide a natural conversation focused on the client’s residential lending needs. Interested in learning more? Log in to your account to get started, schedule a call with our team, or reach out to your Flourish representative.

About Flourish

Flourish builds technology that empowers financial advisors, improves financial lives and retirement outcomes, and delivers new and innovative investment options to advisors. Today, the Flourish platform is used by more than 1,200 wealth management firms representing more than $2.6 trillion in assets under management. Flourish is wholly-owned by MassMutual. For more information, visit www.flourish.com.