Loan officer playbooks
How to work aged mortgage leads: a 30-day nurture playbook
Aged mortgage leads are cheap but need a plan. A 30-day multichannel nurture cadence, openers, rate-move triggers and how to measure cost per funded loan.
· 7 min read
Mortgage · DSCR
DSCR loan leads from real estate investors
DSCR loan leads are investors financing rental properties based on the property’s cash flow rather than personal income. They talk in rents, cap rates and cash-on-cash returns.
Who they are
Who DSCR loan leads are
A debt service coverage ratio loan qualifies on whether the property’s rent covers its mortgage payment, taxes, insurance and association dues. Personal income documentation is usually not required. That makes DSCR loans popular with investors who own several properties, are self-employed, or simply don’t want their tax returns to limit how fast they grow.
The borrower might be buying a first rental, adding a fifth, refinancing a renovated property to pull cash out, or financing a short-term rental. They care about the minimum ratio, down payment, prepayment penalty structure, whether they can close in an LLC, and how quickly you can close in a competitive market.
Investors are repeat borrowers. One good DSCR closing can become several loans a year, plus referrals to their investor network. They are also comfortable with numbers and impatient with vague answers, so the first call should feel like talking to someone who understands their deal. Have current rate sheets and program guidelines at hand before you dial.
Playbook
How to work DSCR loan leads
What the best-performing teams do from the moment the lead lands.
- 01
Ask about the deal, then the portfolio
Start with the property: address or area, purchase price or value, expected rent, and whether it is long-term or short-term rental. Then ask how many properties they own and how they hold title. You are qualifying the deal and the investor at the same time.
- 02
Run the ratio on the first call
With rent, taxes, insurance and dues you can estimate the coverage ratio in a few minutes. Share the result and explain what it means for rate and down payment. Investors respect a loan officer who does the math with them instead of promising to call back.
- 03
Cover terms investors care about
Discuss prepayment penalty options, closing in an LLC, reserve requirements and realistic closing timelines. These details often matter more to investors than a small difference in rate, and lenders who skip them lose deals at the term sheet stage.
- 04
Stay in their deal flow
Investors who aren’t buying today will be soon. Ask how often they buy and what markets they are watching, and check in on that rhythm. Offer quick scenario reviews on future properties; being the lender who answers fast on a Sunday wins the next deal.
Campaign setup
Set up your campaign
Recommended settings for buying DSCR loan leads on Maple Leads.
- Warm and Cold tiers often work for DSCR; investors are less likely to fill out several forms in an evening, and a same-day callback is usually enough.
- Use Hot tiers for investors with a property under contract, where closing speed decides who gets the loan.
- Aged DSCR leads can be worth a test: an investor who asked last month is often looking at the next deal now.
- Filter by loan amount and property type to match your investors’ guidelines on units, condos and minimum loan size.
- Set occupancy to investment so you only pay for non-owner-occupied scenarios.
- Pair DSCR with investor real estate leads if your team also works with agents who serve investors.
Pricing
Priced by speed
Hot 1
$110
Under 15 min
Exclusive · 1 buyerHot 2
$85
15 min – 30 min
Up to 2 buyersHot 3
$65
30 min – 45 min
Up to 3 buyersWarm 1
$55
45 min – 2 h
Up to 3 buyersWarm 2
$45
2 h – 4 h
Up to 3 buyersWarm 3
$35
4 h – 8 h
Up to 3 buyersCold 1
$20
8 h – 12 h
Up to 5 buyersCold 2
$15
12 h – 18 h
Up to 5 buyersCold 3
$10
18 h – 24 h
Up to 5 buyersAged
$5
1–30 days
Up to 50 buyers
Price per DSCR loan lead, set by its age when it's routed to you. Same ladder for every lead type.Full pricing
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FAQ
DSCR loan leads questions
Who submits DSCR loan forms?
Real estate investors, from first-time landlords to people with sizable portfolios. Many are self-employed or have complex tax returns, which is why property-based qualification appeals to them. You will see purchases, cash-out refinances of renovated properties and short-term rental financing.
Does the lead include the property’s rent?
No. The lead includes loan amount, property value, property type, occupancy, credit score band and location, but not rent, taxes or insurance. Ask for those on the first call so you can estimate the coverage ratio. Investors usually have the numbers ready and appreciate a quick, specific answer.
Which tiers make sense for DSCR leads?
Investors tend to shop more deliberately than retail homebuyers, so Warm and Cold tiers can give good value with a same-day callback. Aged leads are worth testing because investors buy repeatedly. Use Hot tiers when you want first contact, especially for borrowers with a property under contract.
Can investors close in an LLC?
Many DSCR programs allow vesting in an LLC or other entity, but rules vary by investor. Maple does not capture entity details on the lead. Ask how they plan to hold title and confirm the requirements with the investor or lender you place the loan with.
Are these the same as non-QM leads?
DSCR loans are a kind of non-QM loan, but the borrower is different. DSCR leads are investors buying or refinancing rentals and qualifying on property cash flow. Non-QM / Bank Statement leads are usually buying or refinancing a home they live in, using alternative income documentation.
Related lead types
Guides
Buying leads
Cost per funded loan: the only lead metric that matters
How to calculate cost per funded loan from lead price, contact, application and funding rates, with worked examples for exclusive, shared and aged leads.
· 7 min read
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