Mortgage service for developers: more approvals, fewer lost deals

A buyer has picked a plot or an apartment, but the deal depends on the bank. If the bank says no, the reservation falls through and the unit goes back on sale weeks later. A mortgage service helps the buyer come to the bank prepared, so approval on the first try happens more often.

The service runs inside Smart plan, so the buyer doesn't get lost between the developer's website, a mortgage broker and the banks. They come from the card of the unit they chose or from a sales rep's link, not from a forwarded contact.

How a mortgage on a new build or in a community usually goes. First the bank assesses the borrower: income, credit history, down payment. Then it looks at the property and the seller. Then the buyer goes to closing. Most deals fall apart at the first step, and that is the step the service helps with.

The mortgage service doesn't issue loans or decide for the bank. It makes sure the applications that reach the bank have good odds, and that the buyer understands what is expected of them.

• Together with the system, the buyer picks a suitable mortgage product and target banks.
• Once approved, the buyer goes back to the sales rep and the deal moves on: reservation, contract, closing.

So the service first checks the state of the credit history and only then picks banks where the buyer has good odds. Mortgage approval becomes a prepared step, not a lottery.

For the developer, that means fewer deals that fall through at approval and fewer units stuck in reservation while the buyer waits to hear from banks.

The credit score recommendations are useful to the buyer on their own, too. Sometimes the reason for a future denial is a detail in the credit history that the buyer can fix themselves if they learn about it early. The service points out what to look at in their specific case.

What matters to buyers is not the full price but what they will pay each month. In Smart plan you set payment methods on the project: full payment, installment plan, and mortgage with down payment, term and rate. The default method appears on the unit card on your website.

That way the buyer knows right away whether they can afford it and comes to the sales rep with a specific unit. Sales reps get fewer repeat questions about payments, and the mortgage service button right next to it leads to the next step without a phone call.

If the project also offers a developer installment plan, the buyer sees both options and can compare them on their own.

The monthly payment works in sales proposals too. The sales rep builds a proposal for the selected units, and the buyer leaves with not just a price but a calculation that makes sense to them. When they're ready, the next step is the mortgage service, via the button or a link.

Mortgages on private-house plots are harder than on new-build apartments: banks' requirements for the property and the buyer differ, and program terms change. Preparing the buyer matters especially here, because every denial costs the developer time.

For a housing community with homes, the service helps bring to closing a buyer who needs financing for both the plot and the house. For an apartment complex, it cuts the number of denials at approval and the time an apartment spends in reservation.

A developer with several projects gets one service for all of them, running inside the same CRM where reservations and contracts are managed.

A mortgage broker usually works separately from a developer's sales team. A built-in mortgage service for developers closes that gap: the buyer starts on the path to approval right from the card of the unit they chose, and the sales rep knows which unit is waiting on an answer.

The service also helps a small developer without an in-house mortgage team. The system handles buyer preparation and bank applications, so a sales team of two or three people doesn't get bogged down in forms.

The mortgage service doesn't replace a mortgage team; it takes over buyer preparation. The sales rep sells instead of explaining why it's a bad idea to apply to ten banks at once.

There is an indirect effect as well. When a unit doesn't sit in reservation for weeks waiting on a bank, it either sells or goes back on the market sooner. The heat map and inventory show the real demand picture, not frozen reservations.

For the sales team it is also a way to talk money with buyers without awkwardness. No need to ask about debts and late payments over the phone: the buyer goes through the check in their personal account and gets advice, while the sales rep keeps the conversation on the unit.

• More approvals: the buyer comes to the bank with a clear credit history and a suitable program.
• Fewer deals lost to mortgage denials.
• Buyers come in on their own: from a button on your website or a sales rep's link.
• Buyer data is protected.

Many developers work with an outside mortgage broker or keep their own specialist. It works, but the buyer drops out of the sales system: the sales rep can't see what is happening until the broker calls back.

The service doesn't replace your work with partner banks if you already have it set up. It covers buyer preparation and the application routine you would otherwise do by hand.

The service runs inside Smart plan: the button sits on the unit card in the interactive site plan and availability chart, the sales rep sends the link from the CRM, and applications go out from the buyer's personal account. If your website leads go to Bitrix24 or amoCRM, they keep going there.

The service complements other payment methods. If the project has a developer installment plan, it is tracked in a separate module with a registry and payment schedules, while full payment and mortgages go through a regular deal in the CRM. The buyer picks a method, and the developer sees every option in one system.

The module is enabled on request and currently runs as a pilot. Contact us: we'll explain how it works, which banks take part in the pilot and how to connect it to your projects.