Fright Night Follow-Up: Turn Ghosted Applications into Closed Deals

The holiday season is fast approaching, and for small business owners, this means managing increased demand, seasonal inventory, and the inevitable cash flow crunch. For Loan Brokers, it’s a prime opportunity to help your clients secure the funding they need to thrive. But what about those applications that went quiet? The ones that started strong but ended up as “ghosts” in your pipeline?

Don’t let those promising leads fade away. With the end of Q4 in sight, now is the perfect time to re-engage those pending or incomplete applications. This guide will provide you with effective outreach strategies to turn those ghosted applications into funded deals, helping your clients navigate the holiday rush and boosting your commissions in the process.

Why Now is the Time to Re-Engage

As the year winds down, small business owners are acutely aware of their financial needs. The pressure to stock up for Black Friday, hire seasonal staff, and launch holiday marketing campaigns creates a sense of urgency. This makes them more receptive to solutions that can provide quick and flexible access to capital.

Your follow-up call or email might land at the exact moment a business owner is stressing about making payroll or funding a large inventory purchase. By re-initiating the conversation, you’re not just chasing a commission; you’re offering a timely solution to a real problem. This is your chance to be a hero for their business during one of the most critical times of the year.

5 Strategies to Revive Ghosted Applications

Reaching out to a cold lead requires a thoughtful approach. You need to remind them of the value you offer without being pushy. Here are five strategies to breathe new life into those stalled applications.

1. Lead with a Timely, Relevant Solution

Instead of a generic “just checking in” message, offer something new and valuable. A powerful way to do this is by introducing a product perfectly suited for their current needs, like a flexible line of credit.

The Bankroll Revolving Line of Credit from ARF Financial is an excellent tool for this situation. It’s designed for business owners who need access to cash on demand without the rigid structure of a traditional loan.

How to frame it:

• Highlight flexibility: Explain that they can draw funds as needed, which is ideal for unpredictable holiday expenses.
• Emphasize speed: Mention the fast approval process, which is crucial for businesses on a tight timeline.
• Focus on the benefit: Position it as the perfect solution to manage holiday season cash flow, whether for buying inventory, hiring staff, or running promotions.

2. Segment and Personalize Your Outreach

Not all ghosted applications are the same. Some applicants might have gotten busy, while others might have had concerns about the initial loan product. Segment your list based on where they dropped off in the process.

• Incomplete Applications: These leads showed initial interest but didn’t finish the paperwork. Your message should be encouraging and aim to simplify the next step.
  • Example Email Subject: “Still thinking about that funding for [Business Name]?”
  • Message Idea: “Hi [Client Name], a while back you started an application for funding. With the holiday season upon us, I wanted to reach out with a flexible option like our Bankroll Line of Credit that might be a better fit. It gives you cash on demand to handle any seasonal needs. Can we chat for 10 minutes this week?”
• Pending Submissions: These applicants completed the application but never moved forward. They may have found another solution or are still weighing their options.
  • Example Email Subject: “A flexible funding option for the holiday rush”
  • Message Idea: “Hi [Client Name], I’m following up on your application from a few months ago. Many of my clients are gearing up for a busy Q4, and I thought you might be interested in our Bankroll Revolving Line of Credit. It’s a great way to ensure you have the cash flow you need for the holidays. Let me know if you’d like to explore how it could help [Business Name].”

3. Address Common Objections Proactively

Business owners often hesitate due to concerns about repayment terms, interest rates, or the impact on their credit. Address these potential roadblocks head-on in your outreach.

When discussing the Bankroll Line of Credit, you can highlight features that alleviate these concerns:

• Only pay for what you use: Clarify that they only accrue interest on the funds they draw, not the total credit line.
• No collateral needed (up to a certain amount): Mention that the line of credit may be unsecured, which can be a significant relief for many small business owners.
• Flexible repayment: Explain how the repayment structure is designed to work with their business’s cash flow.

By anticipating and answering their questions before they even ask, you build trust and demonstrate your expertise.

4. Create a Sense of Urgency (Without the Pressure)

The end of the year provides a natural deadline. You can leverage this to encourage action without resorting to high-pressure sales tactics. Frame the conversation around the immediate benefits of securing funding before the holiday rush peaks.

Phrases to use:

• “Let’s get you funded in time for Black Friday.”
• “Secure your holiday inventory now while suppliers are still stocked.”
• “Finalize your funding before the end-of-year rush so you can focus on your customers.”

This approach positions you as a strategic partner who understands the seasonal nature of their business and wants to help them succeed.

5. Make the Next Step Incredibly Easy

The final piece of the puzzle is to remove any friction from the process. Don’t ask them to re-do the entire application. Instead, make it as simple as possible to pick up where they left off.

• Offer a quick call: “Do you have 10 minutes to chat tomorrow?
• Do the work for them: “I still have your initial information on file. I can update it with a few quick questions over the phone.”

The easier you make it for them to re-engage, the more likely they are to respond.

Your Q4 Game Plan

Don’t let your pipeline become a graveyard for promising leads. Those ghosted applications represent business owners who, at one point, needed your help. Their needs haven’t disappeared—in fact, they’ve likely grown more urgent.

By re-engaging them with a timely, relevant, and flexible solution like the Bankroll Revolving Line of Credit, you can solve their holiday cash flow problems and turn those dormant files into closed deals. It’s a win-win: your clients get the funding they need to thrive, and you end the year with a healthy boost in commissions.

Ready to start reviving those deals? Take another look at your pending applications and start your outreach today.

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