Workflow Guide

Bottom Line Up Front Your pull-through rate — the percentage of loans in your pipeline that actually fund — predicts your monthly production better than any other metric. Top producers maintain a 75%+ pull-through rate by building disciplined follow-up systems that move qualified borrowers through stages quickly while identifying and removing dead deals before they … Read more

Bottom Line Up Front Your pull-through rate multiplied by pipeline value tells you exactly what you’ll fund this month — everything else is just busy work. Top producers maintain a 75%+ pull-through rate with clear stage definitions and ruthless pipeline hygiene, while average LOs chase volume with messy funnels that leak deals at every transition. … Read more