How Refi Opportunity Scoring Works (And Why It Matters for Your Pipeline)

If you have 400 past clients, you have a gold mine. The problem is finding the gold.

What Makes a Good Refi Candidate?

Three factors drive refi opportunity scoring:

Rate Differential: The gap between a client's current rate and today's market rate. A borrower at 7.125% with today's market at 6.12% has a 100+ basis point differential — that's a strong candidate.

Equity Position: Cash-out refi candidates need sufficient equity. The scoring model factors in original loan amount, estimated appreciation, and principal paydown to estimate current LTV.

Loan Age: Borrowers in the first 3-7 years of a 30-year mortgage have paid mostly interest. A refi resets the clock — which matters for the monthly savings calculation.

How the Score Works

LoanAtlas assigns each past client a refi score from 0-100:

• ●**80-100 (Hot)**: Strong rate differential, good equity, high probability of interest
• ●**60-79 (Warm)**: Moderate opportunity, worth a touchpoint
• ●**40-59 (Watch)**: Monitor for rate changes
• ●**Below 40**: Not a current candidate

The Automated Outreach Layer

High-score borrowers don't just appear on a list — they trigger automated outreach sequences. A borrower who scores 85+ gets a personalized email and text within 24 hours of the scan, with their specific savings estimate.

This is the difference between a list and a system.

Real Numbers

In a typical 250-client database, expect to find:

• ●15-20 Hot candidates (score 80+)
• ●20-30 Warm candidates (score 60-79)
• ●Estimated commission pipeline: $80,000-$120,000

At a 10% conversion rate, that's 1-3 additional closings per scan cycle.