90-Day Onboarding Ramp — Capital Mortgage Source

This framework defines what success looks like for a new CMS loan originator from day one through day ninety. It is not a checklist to file away — it's a week-by-week map of the skills you build, the milestones you hit, and the accountability conversations you'll have with your manager. By day ninety, you should be originating loans independently, managing your pipeline with confidence, and building a referral network that sustains your production long-term. This is achievable. CMS built this system to make it achievable.

Last updated: 2026-02-25 | Owner: Operations Manager Review frequency: Check-ins at Day 7, Day 30, Day 60, Day 90

Overview — The 90-Day Arc#

Phase 1: Foundation (Days 1–14)#

Goal#

Know the systems, know the rules, and know where to get help. By end of Week 2, you should be able to navigate Arive confidently, explain the TRID timeline without looking it up, and have a clear picture of how a loan moves from first contact to funded.

Week 1 Checklist#

Systems Setup

• Arive login received and initial profile completed (NMLS ID, photo, signature, license info)
• CMS email address set up on desktop and mobile
• NMLS record updated — CMS sponsorship confirmed active
• Portal access to all CMS systems confirmed with Operations Manager

Core Reading

• Read this 90-Day Ramp document end-to-end
• Read Compliance Guide — Section 1 (TRID) completely
• Read Compliance Guide — Section 2 (ECOA) completely
• Read Compliance Guide — Section 3 (Oregon requirements) completely
• Read Loan Process SOPs — Phase 1 (Pre-Qualification) completely

System Training

• Complete Arive Training Guide — Sections 1 and 2 (Getting Started + Creating Files)
• Create a practice loan file in Arive (label it "PRACTICE-[YourName]-[Date]" so it's not confused with real files)
• Navigate the full Arive dashboard — understand every element before moving to real files

Relationship Building

• Introduction meeting with Operations Manager (schedule in Week 1)
• Introduction meeting with Processing Lead (schedule in Week 1)
• Introduction meeting with Compliance Officer (if separate from Ops Manager)
• Identify which senior LO will serve as your shadow loan mentor

Shadow Loan Arrangement

• Confirm shadow loan arrangement with your senior LO mentor
• Review at least one active file with your mentor — understand the current stage, what's happening, and why
• Ask your mentor: "What are the three biggest mistakes new LOs make?" Log the answers.

Day 7 Manager Check-In Prep

• Prepare for Day 7 check-in using the format in Section 4 of this document

Week 2 Checklist#

Core Reading (continued)

• Read Loan Process SOPs — Phase 2 (Application) completely
• Read Loan Process SOPs — Phase 3 (Processing) completely
• Read Loan Process SOPs — Phases 4 and 5 (UW and Closing) completely
• Review Templates & Scripts — all borrower communication templates
• Review Templates & Scripts — all realtor communication templates

System Training (continued)

• Complete Arive Training Guide — Sections 3-6 (Pipeline, Communication, Mistakes, Tips)
• Practice generating an LE in Arive on your practice file
• Practice uploading and organizing documents in Arive on your practice file
• Practice writing notes in Arive — apply the CMS note format from Day 1

Shadow Loan Progress

• Attend at least one borrower conversation with your senior LO mentor (observe, don't speak)
• Review any condition letters or underwriting communications on your shadow file
• Ask mentor to walk you through one completed loan file from start to finish in Arive — see what a fully documented, closed loan looks like

Lead Development (Starting Now)

• Identify your first 10 potential referral partners (real estate agents, financial advisors, CPAs, insurance agents — anyone who works with homebuyers)
• Draft your introduction email to referral partners (see template in Templates section)
• Begin personal networking — you don't need to be "ready" to start building relationships

Week 1-2 Key Milestone#

Milestone: First practice loan file created in Arive with all required fields populated, a practice LE generated, practice documents uploaded and correctly organized, and at least 3 notes logged in the correct CMS note format.

Manager review: Operations Manager reviews the practice file with you at the Day 7 check-in.

Phase 2: Production (Days 15–30)#

Goal#

Take your first real application from a real borrower and get the file into processing. This doesn't mean your first loan has to close this month — it means you've run the process end-to-end at least once with a real file, real disclosures, and real stakes.

Week 3 Checklist#

Lead Activation

• First borrower inquiry received and responded to within 4 business hours (see initial inquiry response template)
• First borrower discovery call completed — used the initial contact framework from Loan Process SOPs, Section 1.1
• Pre-qual documentation requested using the pre-qual document checklist (see Templates section)
• Referral partner introduction emails sent to 5+ targets from your Week 2 list

Application Readiness

• Review credit authorization process with Operations Manager — confirm you know how to correctly obtain authorization in Arive before pulling credit
• Review the 1003 section-by-section with your mentor or Ops Manager — confirm you can take a complete application without coaching
• Practice calculating qualifying income for a W-2 borrower scenario (your manager can give you a practice scenario)
• Review the LE generation workflow in Arive until you can generate one confidently

Shadow Loan

• If your shadow loan has advanced to processing or UW, review the conditions list with your mentor — understand what each condition means and what's being done about it
• Attend one realtor or referral partner meeting with your mentor (observe only — but pay attention to how relationships are maintained)

Week 4 Checklist#

First Real Application

• First real 1003 taken (with mentor available for questions — but you take the lead)
• Credit authorization obtained correctly and documented in Arive
• Credit pulled and reviewed
• Initial income and asset documentation requested using the checklist template
• File created in Arive with correct naming convention
• LE generated and delivered within 3 business days of complete application (TRID compliance)
• LE delivery documented in Arive notes with timestamp
• Intent to proceed tracked in Arive

Processing Submission

• Pre-submission checklist completed (Loan Process SOPs, Section 2.5)
• File submitted to processing with a complete submission note in Arive
• Handoff conversation completed with processor — both parties understand file status and next steps
• Rate lock decision discussed with borrower (if purchase with ratified agreement) — decision documented in Arive

Referral Network

• At least 2 referral partner introductions completed (in person, phone, or video — not just email)
• First follow-up with any referral partner contact made in Week 3

Week 3-4 Key Milestone#

Milestone: A real borrower file is in processing in Arive. TRID disclosures have been issued on time. Pre-submission checklist is complete. The file is documented with notes reflecting every significant action.

Manager review: Ops Manager reviews the real file with you at the Day 30 check-in.

Phase 3: Independence (Days 31–60)#

Goal#

Manage your pipeline without asking for help on routine issues. Clear conditions independently (with appropriate processor collaboration). Close your first loan (or have one on a clear track to close). Establish a consistent pipeline review habit.

Days 31-45 Checklist#

Pipeline Management

• Daily Arive pipeline review established as a morning habit (15-minute routine)
• All active files have notes within 3 days — no files going dark
• Any conditions on File #1 (from Week 4) actively being worked
• Rate lock expiration dates tracked — reminders set
• If File #1 has a closing date, CD delivery timing calculated and on track

Second Application

• Second borrower application taken (independently — minimal mentor involvement)
• LE delivered on time
• Documentation collection complete
• File submitted to processing

Communication Habits

• Weekly borrower updates sent to all borrowers in active stages (even if "no news")
• Realtor on any purchase file contacted at least weekly
• Processing Lead check-in at least twice per week on active files

Referral Network Building

• At least 5 referral partner conversations completed (ongoing — this never stops)
• First referral received from any source — document in CRM

Days 46-60 Checklist#

First Close

• If File #1 is eligible to close: CTC received, CD delivered within TRID window, closing confirmed with title/escrow
• Closing day communication to borrower sent (see closing day instructions template)
• Wire fraud advisory given to borrower and documented in Arive
• Funding confirmed and Arive status updated
• Post-close thank-you sent within 24-48 hours of funding

Pipeline Growth

• 2+ active files in pipeline simultaneously
• Managing both files without dropping the ball on either (no missed notes, no TRID violations, no unanswered borrower questions > 4 hours)

Condition Clearing Independence

• At least one set of conditions cleared with minimal processor guidance
• At least one borrower LOE drafted and obtained correctly
• Understanding of difference between PTD and PTF conditions — applied correctly in at least one file

Referral Network

• Weekly outreach to referral partners on active purchase files (not just when you need something)
• LinkedIn profile updated — professional photo, CMS listed as current employer, NMLS number in bio

Days 31-60 Key Milestone#

Milestone: First funded loan (or file in closing with clear path to fund within 15 days). Managing 2+ active files with clean Arive documentation and no compliance issues.

Manager review: Day 60 check-in — full pipeline review, compliance confidence self-assessment, referral network status.

Phase 4: Growth (Days 61–90)#

Goal#

Establish a production pace of 2+ loans per month. Build referral relationships that generate consistent inbound leads. Operate fully independently — you're a resource for your manager to review and mentor, not to manage.

Days 61-75 Checklist#

Production

• 3+ active files in pipeline
• Second funded loan (or two files in advanced stages)
• No compliance events — zero TRID violations, zero ECOA issues, adverse actions handled correctly
• Pipeline reviewed daily — no surprises at closing

Referral System

• Regular meeting scheduled with at least 1 consistent referral partner (weekly or bi-weekly coffee/check-in)
• At least 1 referral received from an agent you introduced yourself to in the first 30 days
• Pre-approval delivery process mastered — realtor receives pre-approval with professional covering message and timely communication throughout the transaction
• Post-close referral ask made on at least 2 funded loans (see template in Templates section)

Systems Ownership

• Arive used correctly on every file — no files with missing notes, incorrect staging, or disorganized documents
• Monthly TRID self-audit (Disclosure Timeline report) run and reviewed
• Annual CE hours tracked — know your current status and remaining requirement

Market Knowledge

• Rate environment understood — can explain to a borrower why rates change and what impacts their payment
• Familiar with current agency guidelines for conventional, FHA, and VA loans at CMS's lender partners
• Know at least 2 lenders on CMS's approved list well enough to recommend one over another for specific borrower scenarios

Days 76-90 Checklist#

Production Pace

• On pace for 2 funded loans in Month 3 (or Month 3 closings clearly in pipeline)
• Application pipeline (prospects + in-process) supports next month's closings
• Self-managing pipeline — your Ops Manager is reviewing and mentoring, not managing day-to-day

Referral Network

• 3+ active referral relationships generating at least occasional leads
• Professional presence established with referral partners — they know what you do, who you work with, and how to refer to you
• At least 2 online reviews received (Google, Zillow, or equivalent) — post-close review ask working

Professional Development

• Identified continuing education courses for this year's requirement
• Familiar with CMS's full product menu — know when to refer a borrower to a specific product type
• Personal business plan drafted: 90-day look-ahead at production goals and referral strategy

Independence Assessment

• Can take an application start-to-finish without checking the SOPs? (SOPs exist for reference — not as a crutch)
• Can explain TRID timeline to a borrower in plain language without using a reference?
• Can troubleshoot a common processing issue (missing docs, employment verification) independently?
• Know who to call at each of CMS's top lender partners for escalated issues?

Days 61-90 Key Milestone#

Milestone: 2+ loans funded in first 90 days (or clear pipeline supporting that pace). Independent pipeline management. Active referral relationships generating inbound leads.

Section 4: Check-In Format — Day 7, 30, 60, 90#

Every scheduled check-in uses the same structured format. Come prepared. Your manager will use this same format.

Check-In Agenda (30 minutes)#

1. Pipeline Review (10 minutes)

• How many active files? What stage is each?
• Is every file documented correctly in Arive?
• Any file at risk (timing, documentation gap, compliance issue)?
• What closes in the next 30 days?

2. What's Working (5 minutes)

• What went well since the last check-in?
• What technique, template, or approach made a difference?
• Any referral relationship progress?

3. Where Are You Stuck (10 minutes)

• What's harder than expected?
• Any compliance situation you were unsure about?
• Any borrower or realtor situation you need guidance on?
• Anything in Arive that doesn't make sense?

4. What Do You Need from CMS (5 minutes)

• Specific ask — not a complaint. "I need [X] to do [Y]."
• Referral introductions? Lender relationships? Market training?

Check-In Scoring Guide#

After each check-in, your manager will note one of these ratings. This is not punitive — it's a calibration tool.

Section 5: Success Benchmarks#

Section 6: Frequently Asked Questions — First 90 Days#

Q: What if I don't get any borrower leads in the first 30 days? A: Talk to your manager immediately. CMS should discuss lead sources available to new LOs — whether that's company-generated leads, referral partner introductions, or other support. Going 30 days without a lead in your pipeline is a signal to solve, not ignore.

Q: What if I make a TRID error on my first file? A: Tell your Compliance Officer and Operations Manager immediately. The worst TRID outcomes come from discovering errors after closing. Caught early, most errors can be cured (see Compliance Guide, Section 1.4 on tolerance cures). Hiding it always makes it worse.

Q: What if a borrower asks me a question I don't know the answer to? A: Say "that's a great question — let me confirm the answer and get back to you by end of day." Then actually confirm with your manager or processor and follow up as promised. Do not guess at compliance rules, guidelines, or rate information.

Q: What if my first loan falls apart? A: It will happen. Call your borrower, explain what happened (if it's explainable), and help them understand their options (if any). Then document everything in Arive. Then debrief with your manager. Failed loans teach more than easy ones.

Q: How do I build referral relationships from scratch? A: Start with the people you know. Anyone in your personal network who buys or sells real estate — connect them to a CMS pre-approval conversation. Any agent you've met anywhere — email the introduction template and ask for coffee. Your first 5 referral partners will come from effort and consistency, not from having a track record. The track record comes after.

The goal of this 90-day ramp is not perfection — it's competence, compliance, and the foundation of a real production business. By Day 90, you should feel like a loan originator. Not a student.