Accountable Selling System
Accountable’s Selling System helps loan officers organize both consumer opportunities (B2C) and referral relationships (B2B) based on where each relationship is in the sales process.
Consumers (B2C)
1. Leads
New borrower opportunities that have not yet been fully qualified.
This may include:
A new lead who has not yet been contacted
A borrower who still needs to complete an application
Goal: Make contact and get the application completed.
2. TBD
The borrower’s application has been received, but their next step still needs to be determined.
This may include borrowers who are being reviewed for prequalification or preapproval, as well as preapproved borrowers who are actively shopping.
3. Active
The borrower is under contract and/or actively in processing on an approved loan.
4. Funded
The borrower’s mortgage transaction has closed and funded.
5. Canceled
The application or transaction has been withdrawn, declined, or otherwise canceled.
Whenever possible, select a cancellation reason so the borrower can be appropriately followed up with in the future based on factors such as credit, interest rates, or available loan products.
LOS Integration
If Accountable is integrated with your LOS, TBD, Active, Funded, and Canceled automatically update based on the loan status in your LOS.
This reduces the need for loan officers to manually manage borrower pipeline categories.
Partners (B2B)
1. Targets
Potential referral partners you have identified as people you want to meet.
Goal: Make initial contact and set and conduct an appointment.
2. Prospects
Potential referral partners you have already met with and identified mutual opportunities with, but who have not yet sent you a referral.
3. Partners
Referral partners who have sent you at least one referral, even if that referral has not funded.
Partner performance or value can be ranked separately based on funded business.
4. Connectors
B2B relationships who are valuable to your network but typically are not direct sources of funded mortgage referrals.
Examples include title representatives, insurance professionals, and other industry partners.
5. Inactive
B2B contacts you no longer want to actively pursue or who have become stale, but who should remain in your database.
Automatic Partner Categorization
Accountable can also use transaction relationships to help categorize real estate agents:
Listing Agents → Prospects
Buyer’s Agents → Partners
This allows the Selling System to stay aligned with actual transaction activity while reducing manual updates.