MortgageKPI
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Pipeline KPIs

12 metrics for tracking loan pipeline health

Pipeline KPIs measure the flow of loans from initial lead through funding. These metrics help identify conversion bottlenecks, predict future volume, and optimize the sales process.

Lead TrackingConversion RatesPipeline HealthFallout Analysis
Lead Volume
high
Total number of new mortgage inquiries or leads received within a period. Indicates marketing effectiveness and market demand.
Formula
Count of new leads
Benchmark: Varies by market size
Higher is better
Example: 1,200 leads in March
Common Dimensions
Loan OfficerSourceBranchChannel
Lead-to-Application Rate
critical
Percentage of leads that convert to completed loan applications. Measures sales team effectiveness and lead quality.
Formula
(Applications ÷ Leads) × 100
Benchmark: 25-35%
Higher is better
Example: 300 apps from 1,000 leads = 30%
Common Dimensions
Loan OfficerSourceBranch
Application Volume
high
Total number of completed loan applications submitted for processing.
Formula
Count of submitted applications
Benchmark: Based on capacity
Higher is better
Common Dimensions
Loan OfficerLoan TypeBranchChannel
Application-to-Approval Rate
critical
Percentage of applications that receive final underwriting approval. Indicates application quality and underwriting standards.
Formula
(Approvals ÷ Applications) × 100
Benchmark: 70-85%
Higher is better
Example: 680 approvals from 800 apps = 85%
Common Dimensions
Loan OfficerUnderwriterLoan Type
Approval-to-Funding Rate
critical
Percentage of approved loans that successfully fund. Measures closing efficiency and customer commitment.
Formula
(Funded ÷ Approved) × 100
Benchmark: 90-95%
Higher is better
Example: 612 funded from 680 approved = 90%
Common Dimensions
Loan OfficerProcessorCloser
Pull-Through Rate
critical
Percentage of applications that ultimately fund. The most important pipeline conversion metric.
Formula
(Funded ÷ Applications) × 100
Benchmark: 65-80%
Higher is better
Example: 520 funded from 800 apps = 65%
Common Dimensions
Loan OfficerBranchLoan TypeChannel
Pipeline Value
high
Total dollar amount of loans currently in the active pipeline. Indicates future funding potential.
Formula
Sum of loan amounts in pipeline
Benchmark: 2-3x monthly funding
Higher is better
Example: $45M pipeline with $15M/month funding
Common Dimensions
StageLoan OfficerBranch
Pipeline Units
medium
Total number of loans currently in the active pipeline by stage.
Formula
Count of loans by stage
Benchmark: Based on throughput capacity
Common Dimensions
StageLoan OfficerBranchProcessor
Fallout Rate
high
Percentage of applications that are withdrawn, denied, or cancelled before funding.
Formula
(Withdrawn + Denied + Cancelled) ÷ Applications × 100
Benchmark: 20-35%
Lower is better
Example: 280 fallouts from 800 apps = 35%
Common Dimensions
ReasonLoan OfficerStage
Denial Rate
high
Percentage of applications denied by underwriting. High rates may indicate poor upfront qualification.
Formula
(Denials ÷ Decisions) × 100
Benchmark: 10-20%
Lower is better
Common Dimensions
Denial ReasonLoan OfficerUnderwriterLoan Type
Lock Rate
medium
Percentage of applications with locked interest rates. Indicates borrower commitment and rate timing.
Formula
(Locked ÷ Active Pipeline) × 100
Benchmark: 60-80%
Higher is better
Common Dimensions
Loan OfficerDays in Pipeline
Lock Expiration Rate
high
Percentage of rate locks that expire before closing. Indicates process delays and potential cost.
Formula
(Expired Locks ÷ Total Locks) × 100
Benchmark: <5%
Lower is better
Common Dimensions
Loan OfficerProcessorReason