Scoring built around how finance enquiries really convert: amount and purpose, document progress, consent given, appointment attended, and how fast the applicant replies.
Quick answer
Mostly by arrival time and file size. The aggregator batch lands overnight, the telecalling desk starts at the top, and the largest requested amounts get pulled out by whoever spots them. Neither approach reflects who is likely to complete. A large request with no consent and no documents is a wish; a modest request where three papers are already in and the applicant replies within minutes is a file.
Document progress is the most honest commitment signal this sector has. Uploading a bank statement takes effort, and people who do it have decided something. Tracking each document as a separate milestone tells you far more than a stage label reading in progress.
An applicant who has agreed to the checks your process requires, and who then turns up to the meeting they booked, is behaving like someone who intends to proceed. Attendance is worth more than any answer on the enquiry form.
Purpose of funds separates urgency from curiosity: a business paying for stock before a season moves faster than someone exploring consolidation. And an applicant who mentions a sanction from another lender is telling you the window is short.
Stated attributes give a starting position, milestones and responsiveness move it, and stalled files decay. The number is one column in the queue, with an explanation behind it, and it changes as the file changes rather than once a week.
| Signal on the file | Why it predicts here | Effect on score |
|---|---|---|
| Three of four documents uploaded | Real effort already spent | Strong lift |
| Consent given for required checks | Process can proceed | Strong lift |
| Appointment attended | Turned up, not just booked | Strong lift |
| Purpose is time-bound | Deadline drives action | Moderate lift |
| Offer mentioned from elsewhere | Short window, act now | Moderate lift |
| Amount stated, nothing else | Interest without commitment | Neutral |
| Stalled at first document request | Usually does not revive alone | Drop |
| No reply for three weeks | File has gone quiet | Decay |
Make amount, tenure and purpose mandatory at capture. Turn document collection into discrete milestones rather than one checkbox. Log appointment attendance separately from appointment booking. Record drop-off reasons in categories your team recognises, and write down, before you switch scoring on, the rule that it plays no part in credit assessment.
Scoring prioritises calling. It does not assess risk, it does not decide who qualifies for anything, and it should never be shown to an applicant as a reason for an outcome. It needs a body of completed and abandoned files before its ordering beats an experienced manager sorting by hand, and it is blind to activity your team keeps off the system. Advisers override it whenever they have context it lacks, and the log of those overrides is a useful monthly read in its own right.
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Aggregator leads arrive in bulk, the team calls from the top, and by the time anyone reaches row two hundred the applicant has been sanctioned elsewhere.
The list is ordered by amount, purpose, consent status and responsiveness, so the enquiries with a live intention and a workable file are called in the first hour rather than the third day.Ordered call list
Half the pipeline is stuck at document-pending and nobody can tell which of those files are recoverable.
Document milestones are tracked individually. A file with three of four documents in and a recent reply scores well above one that stalled at the first request a month ago.Document milestone tracking
Field executives collect papers all day and the office finds out what happened at 7pm, if at all.
Visits and collections are logged from the mobile app at the point of the visit, so the file status is current and the score reflects today rather than last Thursday.Mobile field logging
Nobody knows which referral partners send applicants who actually complete, only who sends volume.
Source and partner are carried through to disbursal, so weighting is based on completion rather than enquiry count, and partner reviews start from evidence.Partner performance data
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