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Pipeline Sequences

Click here to download our printable “cheat sheet”

  • Lead  – Clients go into the Lead Pipeline Sequence when you’ve never had contact with them before. Think “purchased leads”.
    • The purpose of Lead Pipeline Sequence is to make contact with the potential Client and graduate them to a new Pipeline Sequence.
  • Prospect – Clients go into this Pipeline Sequence when… a) they have reached out to you directly for financing. b) a referral partner has referred them directly to you for financing. c) they were previously in the Lead Pipeline Sequence, you made contact with them and now they want to proceed with a loan application.
    • The purpose of the Prospect Pipeline Sequence is to get a completed loan application (1003 form).
  • Pre-Qual – Clients who completed a loan application should now be graduated to the Pre-Qual Pipeline Sequence while you finish gathering docs and processing the loan for submission to underwriting.
    • The purpose of the Pre-Qual Pipeline Sequence is to inform the Client that the application has been received, educate them about what’s coming and continue to connect with them during their home-shopping process.
  • Application – Clients are placed into the Application Pipeline Sequence when you’ve submitted the loan to underwriting for the initial underwriting.
    • The purpose of the Application Pipeline Sequence is to keep both the Client and the Referral Partners informed throughout the various loan process milestones.
  • Funded – Clients go into the Funded Pipeline Sequence once the loan closes and funds. This will place the Client into post-funded marketing campaigns, solicit feedback and referrals from associated Partners and aid the system when mining for Refi opportunities.
    • The purpose of the Funded Pipeline Sequence is to maintain contact with the Client for future referrals and refinance opportunities.
  • Follow Up – Clients are moved to the Follow Up Pipeline Sequence when they no longer fit into any other Pipeline Sequence. In essence, Follow Up serves as a place-holder for any situation where the loan process is interrupted. Clients placed in the Follow Up Pipeline Sequence will show up on your Task List monthly, allowing you to reconnect and determine if they should be moved to a new Pipeline Sequence.
    • The purpose of the Follow Up Pipeline Sequence is to maintain contact with a Client who’s at a standstill and keep them from slipping through the cracks.
  • Credit Repair – Clients are moved to the Credit Repair Pipeline Sequence when they do not qualify for financing due to credit issues.
    • The purpose of the Credit Repair Pipeline Sequence is to stay in front of the Client with valuable credit tips as they rebuild their credit, making you their “go to” lender when it’s time to proceed with financing.
  • Canceled – Clients are placed into the Canceled Pipeline Sequence if they are no longer interested in financing, or decide to go with another lender.
    • The purpose of the Canceled Pipeline Sequence is to keep in touch with the Client in the event that they decide to revisit financing or pursue an alternative lender.