Loan Deal Management & Revenue Tracking_Funding Industry

[Cho_Yamin]

Hi community,

I am just wondering if anyone is managing loan deals in the HubSpot and trying to figure out what makes the most sense for revenue tracking.

• When you set up a deal in HubSpot, what do you typically put in the “Amount” field—just the loan amount, the interest, or something else? 

• Also, for adjustable-rate mortgages (like 5, 7, or 10-year ARMs), where the interest rate can change every year, how do you handle those rate changes in HubSpot and do you update the original deal, create new deals for each change, or use custom properties and workflows to track everything under one deal?

• Are most people using a separate loan management system and syncing data into HubSpot, or have you found a way to manage everything within HubSpot itself?

Any tips or tricks for tracking loan management and performance?

Would love to hear how you’re handling this—thanks in advance for your advice!

[JayLove · Accepted solution]

Hello there,

Just adding my two cents here as a potential solution:

For simplicity, I'd try my best to keep everything under one deal, creating custom properties for various revenue components (e.g., Total Interest Expected, Origination Fees, Processing Fees, etc.) - good for revenue tracking, with the understanding that these figures have already been estimated beforehand. I would allow this to all be calculated under a custom property called Total Revenue (calculated property). Use the Total Revenue calculated property as your HubSpot Deal Amount - this shows your actual business revenue rather than the loan principal amount.

How to Set It Up in HubSpot:

1. Create your individual revenue component properties first
2. Create a "Total Revenue" calculated property
3. Set the calculation formula to sum all revenue components
4. Use this calculated total in your Amount field (or copy it over)

Adjustable-Rate Mortgages

For the adjustable-rate mortgage, one way to go about that is using custom properties and workflows to handle the rate changes over time. It's a bit tricky but maybe you can have rate tracking properties (e.g., Current Interest Rate, Original Rate, Rate Adjustment Schedule). You can have another property called Next Rate Change Date which could be used in a date-based workflow to automatically update the "Current Interest Rate" field.

For example: 7% Year 1, 10% Year 2, 5% Year 3 - calculate your expected interest for each year upfront, then let workflows update the current rate as time progresses. This is just a thought I had on what you might be able to do.

Syncing Data into HubSpot

Not sure what others are using, but you might want to look into unified APIs specialized in loan technologies to achieve the type of sync you're looking to do in HubSpot. 

Hope this helps - found your question intriguing. Curious to hear how someone else might handle this 

[JayLove · Accepted solution]

Hi MJolie, 

Your right, HubSpot doesn't automatically know which associated object is the "most recent", so unless you explicitly tell it, it may pull data from any loan at random. Here’s how you might solve these issues. 

Flag the Most Recent Loan

You can create a checkbox property in the custom loan object you have, call it "Is Most Recent Closed Loan". Then implement the following steps:

• Create a workflow that triggers when a loan status changes to "Closed"
• First, it clear the "Most Recent" checkbox from ALL other loans for that contact
• Second, Set the "Most Recent" checkbox for the newly closed loan

This means:

• You’re telling HubSpot which loan to use

• Now, in your downstream messaging workflows:

  “Only run if Is Most Recent Closed Loan is true”

Alternative is Copy Key Data to Contact Level

With this appoach you'd be coping loan data to contact fields. So when a loan closes the workflow would copy relevant properties (e.g. amount, invoice count, etc) from the closed loan into Contact properties. Steps: 

• Create certent peroperties in the contact level 
  • Loan "Close Date" → Contact "Last Closed Loan Date"
  • Loan "Invoices Remaining" → Contact "Last Loan Invoices Left"

Now you can base your messaging workflows on contact-level properties instead. The only issue here is the latest loan data will be saved — older info gets replaced. Just some intinal thoughts, happy to here others may have solution for this. 

[JayLove · Accepted solution]

Hello there,

Just adding my two cents here as a potential solution:

For simplicity, I'd try my best to keep everything under one deal, creating custom properties for various revenue components (e.g., Total Interest Expected, Origination Fees, Processing Fees, etc.) - good for revenue tracking, with the understanding that these figures have already been estimated beforehand. I would allow this to all be calculated under a custom property called Total Revenue (calculated property). Use the Total Revenue calculated property as your HubSpot Deal Amount - this shows your actual business revenue rather than the loan principal amount.

How to Set It Up in HubSpot:

1. Create your individual revenue component properties first
2. Create a "Total Revenue" calculated property
3. Set the calculation formula to sum all revenue components
4. Use this calculated total in your Amount field (or copy it over)

Adjustable-Rate Mortgages

For the adjustable-rate mortgage, one way to go about that is using custom properties and workflows to handle the rate changes over time. It's a bit tricky but maybe you can have rate tracking properties (e.g., Current Interest Rate, Original Rate, Rate Adjustment Schedule). You can have another property called Next Rate Change Date which could be used in a date-based workflow to automatically update the "Current Interest Rate" field.

For example: 7% Year 1, 10% Year 2, 5% Year 3 - calculate your expected interest for each year upfront, then let workflows update the current rate as time progresses. This is just a thought I had on what you might be able to do.

Syncing Data into HubSpot

Not sure what others are using, but you might want to look into unified APIs specialized in loan technologies to achieve the type of sync you're looking to do in HubSpot. 

Hope this helps - found your question intriguing. Curious to hear how someone else might handle this 

[MJolie]

Hi, 
We use the custom objects to store all loan applications + loan contracts. In these objects we use separate properties to store amounts and costs. 

But I have an additional question that kind of alignes with your second bullet. 
We have clients that either get an upgrade on their active loan, or they pay off the loan and come back for a new one at a later stage. This results in contacts that have a list of closed loans, with each its own details. 

A problem we have, within our workflows, is that I only want to target a client based on the most recent closed loan. As it makes no sense to go back for years at some point. But Hubspot seems to just 'pick the first number in the order' and sends a message based on that. But our messaging structure is based on the number of invoices, so I can't say 'It's been two months since...', because there is no guarantee it takes that contract row. 

How can I fix a workflow, or a contract row, so that the workflow ONLY takes details from the row I want? It seems to mix and match...  We have pushed as many items as we can in the criteria already, but that doesn't do the trick.

I have been looking into adding a 'most recent' label, but the problem is that I don't know how to delete that label again if a new closed loan comes on top of this list. 

For example: 
Here, I only want to send messages based on the top row, but because the second row closed with 2 invoices left it will suddenly pick data from that row. 

Client A	Closed loan	1 months ago	Closed with 0 invoices left
Client A	Closed loan	3 months ago	Closed early with 2 invoices left
Client A	Closed loan	10 months ago	Closed early with 5 invoices left

Any ideas of what else we can try? It's becoming a big problem for our workflows.... 
Thanks! 

[kennedyp]

This is a great question and a unique use case! Thanks for the post @Cho_Yamin! 

I want to invite some subject matter experts to see if they have any suggestions.

Hey @Phil_Vallender, @danmoyle, @karstenkoehler have you ever come across this use case before? Any advice?