Understanding B-Lender vs A-Lender Pipelines in Your CRM

Canadian mortgage brokers who deal with both A-lender and B-lender files know they're managing two fundamentally different processes. The approval timelines are different, the documentation is different, the client profile is different, and the fee structure is different. Running both through the same generic CRM pipeline creates confusion, missed tasks, and deals that fall through the cracks. Here's how to structure your CRM to reflect the reality of your business.

A-Lenders: The Big 6 and Credit Unions

A-lenders — Canada's major banks (TD, RBC, BMO, Scotiabank, CIBC, National Bank), credit unions, and large monoline lenders like First National and MCAP — serve borrowers who meet traditional underwriting standards: strong credit scores (typically 680+), verifiable employment income, and standard debt service ratios.

A-lender files typically follow this timeline:

• Day 1–3: Application submitted, credit pulled, initial pre-approval
• Day 3–7: Document collection (NOAs, T4s, pay stubs, employment letters)
• Day 7–14: Underwriting review, conditions issued
• Day 14–21: Condition satisfaction, commitment issued
• Closing day: Solicitor instructions, funds disbursed

A-lender files are generally cleaner with fewer surprises — but they're also competitive, with clients more likely to shop around on rate.

B-Lenders: Trust Companies and MICs

B-lenders — including Home Trust, Equitable Bank, Radius Financial, and various Mortgage Investment Corporations (MICs) — serve borrowers who fall outside traditional qualification criteria: recent self-employment, recent credit events (consumer proposal, past bankruptcy), non-traditional income sources, or high loan-to-value ratios.

B-lender files have a different rhythm:

• Day 1–2: BFS (Business for Self) income assessment or credit event analysis
• Day 2–5: Lender selection based on specific qualification criteria
• Day 5–10: Application submission, often requiring an appraisal upfront
• Day 10–20: Underwriting, which may involve manual review by an underwriter (not just automated decisioning)
• Day 20–30: Conditions, commitment, and closing

B-lender files typically command higher broker fees (1.0–2.0% lender fee plus potential broker fee), but require more hands-on management and documentation work.

Why One Pipeline Doesn't Work for Both

The stage names are different. The task lists are different. The document requirements are different. The follow-up cadence is different. When you run both through a generic "Lead → Application → Approval → Close" pipeline, you lose the context that makes each deal type manageable.

A B-lender file in "Approval" stage might still need an appraisal ordered, a commitment from the lender, and satisfying 6 conditions. An A-lender file in "Approval" stage might be 48 hours from funding. The same pipeline label masks completely different realities.

How to Structure Separate Pipelines in LoanFlow

A-Lender Pipeline Stages

• New Lead → Qualification Call Booked → Pre-Approval In Progress → Documents Received → Submitted to Lender → Commitment Received → Conditions Satisfied → Solicitor Instructions Sent → Funded

B-Lender Pipeline Stages

• New Lead → Credit/Income Assessment → Lender Selected → Appraisal Ordered → Application Submitted → Manual Underwriting → Commitment Received → Conditions (often more complex) → Solicitor Instructions Sent → Funded

Each pipeline stage in LoanFlow has its own task checklist, document requirements, and automated follow-up triggers. A B-lender deal in "Appraisal Ordered" automatically triggers a task to follow up with the appraiser in 3 business days. An A-lender deal in "Documents Received" triggers a same-day submission reminder.

Managing Mixed Portfolios

Most active brokers carry a mix — typically 70–80% A-lender and 20–30% B-lender files. A few tips for managing the mix:

• Tag every deal by lender type on entry so your pipeline reports stay clean
• Use colour coding — LoanFlow lets you assign visual tags to differentiate at a glance
• Set different SLA alerts — B-lender deals benefit from more aggressive follow-up reminders given the complexity
• Track compensation separately — Lender fees and broker fees differ by deal type; your CRM should reflect your actual revenue pipeline