Free Tool

Mortgage Broker Lead Qualification Checklist

Mortgage leads shop 3–4 lenders simultaneously and go with whoever builds trust and responds fastest. These questions capture the full loan scenario so your first callback is a real conversation, not a cold introduction.

Average mortgage job value: $3,000–$12,000 per loan

✓8 qualification questions with context

✓Hot and cold lead signals explained

✓Interactive — check off as you go

Mortgage Lead Qualification Questions

Check each question as you ask it. Tap "Hot signal" if the answer matches.

Is this for a home purchase or a refinance?

Purchase = active buyer with external deadline. Refi = more flexible, rate-driven.

For purchases: do you have a signed purchase agreement, or are you still shopping?

Signed agreement = hard closing deadline, highest urgency.

What's the purchase price and down payment?

Determines loan-to-value, PMI requirement, and loan size — key for rate shopping.

Do you have a pre-approval, or are you starting from scratch?

Pre-approved buyers are further along. No pre-approval = more work, but higher value if you originate.

What's your rough credit score range?

Credit determines rate tiers. Under 620 = limited options. 740+ = best rates.

Are you self-employed or W-2 employed?

Self-employed documentation is significantly more complex (2 years tax returns, P&L).

What's your timeline — when do you need the loan closed by?

Hard closing deadlines = high urgency. Rate locks expire. Time is a real constraint.

What's the best number to reach you, and when?

Mortgage leads go cold quickly — offer same-day callback.

Tap a question to mark it as asked

Hot lead signs

▲Under contract with 30–45 day close
▲Starting without a lender — originate the full loan
▲680+ credit, stable employment
▲20%+ down payment

Cold lead signs

Credit below 580, limited options
Very early stage ("thinking about buying in 2 years")
Already locked with another lender
Refinance with break-even over 5+ years

Example lead qualification outcomes

Hot Lead

•Under contract with 30–45 day close
•Starting without a lender — originate the full loan

Prioritize callback within 5 minutes

Warm Lead

•20%+ down payment
•Callback window is flexible

Schedule callback within the hour

Low Priority

•Credit below 580, limited options
•Very early stage ("thinking about buying in 2 years")

Add to nurture queue, no rush

What is lead qualification for mortgage brokers?

Lead qualification is the process of asking specific questions to determine whether an inbound caller is a good fit for your services, how urgently they need help, and what the potential job value is — before you dispatch, schedule, or invest significant time in the conversation.

For mortgage brokers, qualification matters because inbound calls vary dramatically in value and urgency. The same phone line receives calls from under contract with 30–45 day close and from casual price-shoppers who may never book. A mortgage business without a qualification process treats all calls equally — which means your best jobs compete for attention with your least profitable ones.

The checklist above captures the 8 questions that distinguish high-value mortgage leads from low-priority inquiries. Each question is chosen because the answer directly predicts urgency, job size, or likelihood to convert. Used consistently, these questions help you prioritize your callbacks, prepare your dispatch, and close more of the jobs worth closing.

Stop Wasting Callbacks

Not every inbound call deserves the same priority

A lead who needs a system replaced today and a lead who is "just wondering about pricing" are both inbound calls — but one is worth your immediate attention and one can wait for a scheduled callback. Without a qualification framework, you treat both the same, which means burning hours on low-value inquiries while high-value leads cool off.

Illustration showing two leads being triaged by urgency and job value

The First 90 Seconds

The questions you ask in the first 90 seconds determine whether you close the job

Research from sales conversion studies shows that the first call is when intent is highest. Callers who are shopping 2-3 providers book with whoever sounds most prepared and competent. Asking the right qualifying questions signals expertise and builds trust — before you've ever seen the job. Businesses with a structured qualification process close 30–40% more inbound leads than those who wing it.

Illustration of the first 90 seconds of a service call

Always-On Qualification

Your AI receptionist asks these questions automatically — even when you can't pick up

InboundCollie runs your qualification checklist on every inbound call, 24/7. When a lead calls at 9pm, on a job, or during a rush, your AI receptionist asks the right questions, identifies the hot signals, and sends you a complete summary before you call back. You arrive at the callback with full context — so you can respond like you were there for the call.

Illustration of AI receptionist capturing lead qualification data automatically

How InboundCollie runs your qualification checklist automatically

Never miss a high-value mortgage lead because you were on a job, on another call, or after hours.

AI answers every call with your business name

When a mortgage lead calls and you can't pick up, InboundCollie answers within seconds. The caller hears a professional, helpful voice — not voicemail.

Qualification questions asked naturally in conversation

The AI works through your mortgage qualification checklist in natural conversation — not as a robotic script. Hot signals are identified automatically.

You get a complete lead summary before calling back

Within 30 seconds of the call ending, you receive a text and email with all qualification answers, hot signals identified, and the caller's contact details. You call back fully prepared.

Frequently asked questions

Why should I qualify leads before dispatching?

Qualification protects your highest-value resource: your time on-site and your callback hours. Without qualification, you spend the same dispatch energy on a $5,000 job and a $150 estimate request. A structured checklist lets you prioritize emergency and high-value calls, delay lower-urgency inquiries, and identify leads that are unlikely to convert before you invest field time.

Can I use these questions even if I answer calls myself?

Yes. The checklist is designed to work whether you're answering live, using a receptionist, or using an AI answering service. Print it and keep it next to the phone, or train your team to run through it in the first 90 seconds of every call. Even asking 3-4 of these questions consistently will improve your close rate on qualified leads.

How does InboundCollie use these qualification questions?

InboundCollie is configured with your business's specific qualification criteria. When a lead calls and you can't pick up, the AI receptionist works through the qualification questions naturally in conversation — not as a robotic script. At the end of the call, you receive a complete lead summary including job type, urgency level, hot signals detected, and the caller's contact details.

What if a lead won't answer all the questions?

Most callers will answer 4-6 of the questions naturally when asked conversationally. The hot signals come from a combination of what they say and what they don't say — a lead who refuses to share their location or seems evasive about budget is itself a qualifying signal. InboundCollie is trained to capture partial information and flag what's missing in the summary.

Run this checklist automatically on every mortgage call

InboundCollie answers calls when you can't, asks your qualification questions, and sends you a complete lead summary before you call back. Set up in under 10 minutes.

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