Here is a tip that absolutely works!

Thanks again to the Media Center for our recent "refi letter" mailing. While most people can currently benefit from refinancing many others can not intelligently refi at these levels. However, with a small market improvement, many of them can. Rather than telling them you cannot help them because the rates have gone up or are not yet low enough to benefit them, try this...

Analyze their situation and do everything you normally would as far as asking questions and building rapport. Then explain the situation in regards to interest rates recent volatility in the past month or so and offer to watch the rates for them and call them if and when the rates are such that refinancing would be wise. Then enter their name in any computer file that can be sorted. In this file be sure to include all of their basic information, current loan information and their desired loan.

Lastly, add a column for what the going "par rate" would probably have to be in order for their loan request to make sense. Sort your file by that required par rate and whenever rates go down, you will have an entire list of ready, willing and able borrowers who will be thrilled that you remembered them!