In the Field with Matt Valentine:
How to Sell Two Refis at Once
“In this market with my clients, I’m really selling two refinances at once.” – Matt Valentine
Refinance conversations can be some of the most strategic and misunderstood moments in a client relationship. Many homeowners are still on the fence, stuck waiting for the “perfect” rate, while continuing to make higher monthly payments than necessary.
Loan Officer Matt Valentine has reframed that conversation entirely. Rather than treating a refinance as a one-time event, he positions it as a two-step plan that helps clients capture savings now and opportunity later.
Step 1: Relief Now
“The first one is about getting some relief, getting some savings. If they’re in the 7s, we get them into the low 6s and immediately ease the pressure.”
Matt focuses the first refinance on near-term benefit, lowering the monthly payment, improving cash flow, and creating a sense of financial momentum for the client.
This isn’t about perfection; it’s about progress.
By helping the client take the win today, he sets the stage for the next conversation rather than losing them to hesitation.
“The people who save the most are the ones who move when they can, not the ones who wait and hope for perfect.”
Step 2: Plan for the Next One
“Once we get that relief, we instantly change the mindset, we’re now being more selective on the next one, waiting for the right moment.”
That next refinance, maybe twelve months later, is the strategic move. Rates drop further, the client is in a stronger financial position, and trust is already built.
Matt describes this as building “a plan, not a pitch.” Clients know there will likely be another refinance in their future, and they feel guided through it, rather than sold to.
“It’s helping them understand this isn’t a one-off. There’s a plan, and for a lot of people, there will be two in their future, maybe more depending on their goals.”
Why It Works
It replaces hesitation with confidence.
Clients stop trying to time the market and start trusting the process.
It creates recurring opportunity.
Every refinance opens the door for another meaningful conversation—anchored in strategy, not pressure.
It builds lifetime relationships.
As Matt puts it, “You’re creating that customer for life because you helped them save now and set up the next win.”
In the Field Tip
“When someone starts to overthink the market, remind them: You could already be saving money while you wait. The break-even point often comes faster than they realize.”
This mindset isn’t just about rates, it’s about leadership. By guiding your clients with a clear two-step plan, you’re showing them that you’re in it for their long-term success, not just today’s transaction.
Key Takeaways for LOs
Sell the strategy, not the rate.
Frame every refinance as “Save now, prepare for next.”
Document the plan and schedule follow-up check-ins at 6–9 months.
Reinforce the long-term value: “You’re setting yourself up to win twice.”
