Prospect Pipeline Specialist

The Prospect Pipeline Specialist is responsible for guiding individuals and families who have never qualified for a mortgage (or struggled to qualify) through the path to homeownership previously. This role serves as the primary coordinator between prospective homebuyers, nonprofit partners, and mortgage lenders, ensuring each client has access to resources, meets eligibility requirements, and receives the support necessary to secure a sustainable mortgage.

Responsibilities:

Pipeline Management

• Manages a portfolio of prospective homebuyers from initial intake through mortgage readiness. Utilizes discernment to prioritize prospective homebuyers base on engagement, compliance, and active, didactive communication.
• Monitors and reports on lead sources, conversion rates, and pipeline status metrics.
• Establishes engagement campaigns to include initial, verbal communication followed by quarterly review and consistent contact strategy where updates on status and action plans for next steps are defined and timely.
• Flags stalled prospects and implement re-engagement strategies and tracks results.
• Receives approval letter with AMI % from lender and upload into system.
• Receives homebuyer education certificate from client and upload into the system.
• Verifies lender submits for any Down Payment Assistance (DPA) needed in a timely fashion as to not delay closing; track progression.
• Reaches out to any clients under 620 credit score or that went Back on Market (BOM) due to financial reasons and serves as a credit repair partner.
• Attends weekly call to collaborate with True Homes construction and closing team to identify opportunities and issues proactively to progress clients through build process to closing.
• Tracks client progress against established milestones and identify gaps.
• Maintains accurate, detailed records in a CRM or tracking system.
• Executes 3CX call return support for potential clients as a lead generation source.

Partnership Coordination

• Collaborates with nonprofits, housing counselors, and educational programs to align clients with resources.

• Attends meetings with Dream Key and other partners to review pipeline, upcoming, and pending transactions.
• Verifies lender submits for Doorway to Prosperity (DTP) grant from DreamKey; follow up with DreamKey on 10-day turnaround. Receive grant approval letter from lender and upload into system.

• Establishes strong relationships with mortgage lenders to secure underwriting support.

• Leads weekly calls with lenders to review pipeline updates, opportunities, issues, due dates, and next steps.
• Receives approval letters with AMI % from lender and upload into system.
• Verifies lender submits for any DPA needed in a timely fashion as to not delay closing and tracks progression.

• Coordinates multiple sources of down payment assistance and grant funding.

Sales Collaboration

• Builds a monthly communication plan to share updates with the sales team on status and timelines within the game plan pipeline.
• Once mortgage is qualified, refers assigned leads (originally sourced by specific sales associate) to sales associate. Provides unassigned leads, once mortgage qualified, to Market Partners for assignment to sales associate.

Client Support & Advocacy

• Provides compassionate guidance and education to clients on mortgage readiness.
• Assists with credit repair, financial literacy referrals, and compliance with lender requirements.
• Ensures consistent, transparent communication with clients throughout the process.

Program Oversight & Reporting

• Monitors program outcomes, including number of clients assisted, funding secured, and mortgages closed.
• Reports regularly to leadership on progress, challenges, and opportunities.
• Recommends process improvements to enhance program effectiveness.

Results/Accountability:

• Number of clients successfully moved into mortgage readiness
• Volume of down payment assistance funds secured and deployed
• Client satisfaction and retention through the process
• Establishment of strong, ongoing relationships with nonprofit and lender partners

Qualifications:

• Bachelor’s degree in finance, business, community development, or related field (or equivalent experience) preferred
• Five years of experience in mortgage lending, housing counseling, or affordable housing programs is required
• Strong knowledge of mortgage underwriting, credit requirements and reports, and down payment assistance programs
• Proven ability to manage multiple clients and track complex eligibility requirements
• Proficiency with CRM/pipeline tracking software and Microsoft Office Suite
• Excellent communication and relationship-building skills.
• Familiarity with HUD-certified housing counseling processes
• Bachelor’s degree in finance, business, community development, or related field (or equivalent experience) is preferred
• Experience working with underserved communities or nonprofits in housing/financial empowerment is preferred

• Strong communication skills, written, and verbal skills
• Strong organizational skills
• Ability to work in a fast-paced environment
• Comply with all company policies and procedures
• Demonstrate the qualities and character traits as defined in The True Difference

Physical Requirements:

• Associate needs to occasionally move about the office to access file cabinets, office equipment, etc.
• Constantly operates a computer and other office equipment
• Ability to travel/attend