This guide walks you through managing your mortgage pipeline on the Scoreboard page. The pipeline consists of four main tabs: Leads, TBD, Active, Post-Close and Post-Canceled. Each tab corresponds to a specific stage in the borrower journey.
Note: Loan Status Option under the Pipeline tab will display only for the Mortgage Industry users.
Pipeline Stages and How to Update Them
Leads
Definition: Initial conversations with potential borrowers who have not started or completed an application.
How to Add:
Click Add (or Edit) Contact. To add contact click the + icon in the pipeline tab.
Enter the potential loan amount in the "Potential" field and save the contact.
TBD
Definition: Borrowers who have started or completed an application.
How to Add:
Click Add Transaction. To add transaction click + icon in the pipeline tab.
Add the Lead, Input the loan amount. And set the "Loan Status" to Application Started or Application Completed.
Automatic Update: Once a Lead’s loan status is marked as Application Started or Application Submitted, they are automatically moved to the TBD tab.
Active
Definition: Borrowers with loans marked as "processing" in any of the Loan Status fields.
Automatic Update: Once a borrower’s loan is marked as processing, they are automatically moved to the Active tab.
4. Post-Close
Definition: Completed loans that have been funded.
Automatic Update: When a loan is marked as "Funded" in the Loan Status field, the borrower is moved to Post-Close.
The funded amount is also added to your production tracker on the Scoreboard.
5. Post Canceled
Definition: Canceled or Declined Loans.
Automatic Update: When a loan is marked as "Canceled" or "Declined" in the Loan Status field, the borrower is moved to Post-Canceled.
Bulk Update Contacts in Pipeline Tabs:
Easily manage and update multiple contacts at once using the bulk update feature.
If you want to update all the contacts in the pipeline tabs.
Click the checkbox to Select the multiple contacts.
Once contacts are selected, the Export, Trash, and Edit icons will appear. Click the Edit icon to begin bulk updating.
Then Modal Popup will appear, there you can update or remove the contacts from selling system, tags, account, contact type.
After making changes, click Save. The updates will now reflect on each individual contact’s detail page.
Integration with Your LOS
If your Loan Origination System (LOS) is directly integrated with Accountable, the TBD, Active, and Post-Close tabs will automatically update in real-time as borrower statuses are updated in your LOS.
How to Edit Existing Transactions?
To update an existing borrower’s information:
Search for the contact or click their name in the pipeline.
Go to their Individual Contact Page.
Select the Transactions section and make the necessary edits.
In the Transactions section, scroll to the right. Locate the Edit icon and click it to make the necessary changes to the contact.
Auto-Move Selling System Categories on Loan Status Changes
The Selling System Category in Accountable CRM can update automatically based on loan status changes. Its behavior depends on whether automations are configured:
No Selling System Automation Configured
When there are no automations defined based on the Selling System:
The system automatically updates the Selling System Category based on the loan status change.
Selling System Automation Configured
If automation(s) are configured that interact with Selling System categories:
These automations are triggered first when the loan status changes.
After automation execution, the system will apply the default auto-move logic for Selling System Categories (if applicable).
Example:
When the Loan Status changes from
"Application Started"to"Processing":The system automatically sets the Selling System Category to "New Client".
If there's an automation configured (e.g., to add or remove the
"New Client"category), that automation is executed during this transition.
This streamlined process ensures accurate tracking of borrowers at every stage of the pipeline, helping you stay organized and efficient. Let us know if you have questions using our Coach-on-Call feature.