> For the complete documentation index, see [llms.txt](https://docs.scaleconnect.com.au/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://docs.scaleconnect.com.au/scaleconnect-docs/insights/client-dashboard/client-readiness.md).
# Client Readiness
Not every client is ready to act right now — but knowing who is ready, and when the rest will be, is what separates reactive broking from proactive portfolio management. The Client Readiness System is ScaleConnect's classification engine that assesses each client's financial position and assigns a readiness tier indicating how soon they're likely able to transact. Whether it's a purchase, refinance, equity release, or portfolio expansion, readiness tells you where to focus your time.
***
## What Is Client Readiness?
Client Readiness is a three-tier classification that answers a simple question: how soon is this client likely ready to take their next financial action?
| Tier | Timeframe | What it means |
| ----------- | ----------- | -------------------------------------------------------------------------------------------------------------------------------------- |
| **Month** | Ready now | The client's financial position supports immediate action — strong equity, low LVR, available borrowing power |
| **Quarter** | \~3 months | The client is approaching readiness — good fundamentals but may need a rate change, savings milestone, or market condition to tip over |
| **Year** | Longer-term | The client is building toward readiness — currently saving, paying down debt, or waiting for equity growth |
Every client in your book is assigned a readiness tier based on their current data. The tier updates automatically as their financial position changes — property values shift, loans are paid down, savings grow, or market conditions evolve.
Readiness badges appear on the client list, on individual client detail views, and within [AI Reviews](https://github.com/scaleapp-au/scaleconnect-docs/blob/main/insights/ai-reviews.md) so you always know where each client stands at a glance.
***
## How Readiness Is Assessed
Readiness is calculated from five financial indicators that together paint a picture of a client's capacity to act:
| Indicator | What it measures |
| ----------------------------- | ------------------------------------------------------------------------------------------------------- |
| **LVR (Loan-to-Value Ratio)** | How much of the property's value is covered by debt — lower is better |
| **Equity** | The difference between property value and outstanding debt |
| **Available Equity** | Usable equity after accounting for lender buffers (typically 80% LVR threshold) |
| **Cash Savings** | Liquid funds available for deposits, costs, or buffers |
| **Borrowing Power** | The client's capacity to take on additional lending based on income, expenses, and existing commitments |
### Tier thresholds
The system applies the following logic to assign each tier:
**Month (ready now)**
* LVR between 0% and 60%
* Available equity greater than $100,000
* Borrowing power greater than $0
A client in the Month tier has substantial equity headroom, manageable leverage, and confirmed capacity to borrow. They can act immediately if the right opportunity is presented.
**Quarter (\~3 months)**
* LVR between 0% and 80%
* Available equity greater than $50,000
Quarter-tier clients have a solid position but may not yet have the depth of equity or savings to move immediately. A property value increase, a few months of additional savings, or a rate reduction could move them to Month.
**Year (longer-term)**
* Everyone who doesn't meet Month or Quarter criteria
Year-tier clients are typically earlier in their journey — building equity, saving for a deposit, or paying down existing debt. They're not ready to transact now, but they will be, and keeping them engaged through [AI Reviews](https://github.com/scaleapp-au/scaleconnect-docs/blob/main/insights/ai-reviews.md) and regular check-ins ensures you're their broker when the time comes.
{% hint style="info" %}
Readiness tiers are not static labels — they're dynamic assessments. A client can move from Year to Quarter to Month as their position improves. Watch for clients approaching tier boundaries, especially Quarter clients close to Month thresholds, as they represent your highest-conversion opportunities.
{% endhint %}
***
## LVR Badge Colours
In addition to the readiness tier, each client displays an LVR badge with a colour indicator that provides an instant visual read on their leverage position.
| Colour | LVR Range | Meaning |
| ---------- | -------------------- | ------------------------------------------------------------------------------------------ |
| **Green** | 0–30% | Low leverage — strong equity position, well-buffered against market movements |
| **Yellow** | 31–60% | Moderate leverage — healthy position with room for action, though less headroom than green |
| **Red** | Above 60% or unknown | High leverage or insufficient data — limited equity access, higher risk profile |
LVR badges appear alongside readiness tiers on the client list and on individual client detail views. Together, the readiness tier and LVR colour give you a two-dimensional view of each client: readiness tells you *when* they can act, and LVR tells you *how much room* they have to work with.
{% hint style="info" %}
A red LVR badge doesn't mean the client is in trouble — it means their leverage is high relative to their property value. This is common for recent purchasers who bought with a small deposit. Over time, as they pay down their loan and property values grow, the badge will shift to yellow and then green.
{% endhint %}
***
## Readiness in the Client List
The client list is your primary workspace for identifying opportunities, and readiness data is woven throughout it. Each row in the client list displays:
| Column | What it shows |
| -------------------- | ------------------------------------------------ |
| **Client Name** | Name with readiness badge (Month, Quarter, Year) |
| **Portfolio Value** | Total value of all properties held |
| **Equity** | Total equity across the portfolio |
| **Debt** | Total outstanding loan balances |
| **LVR** | Weighted LVR with colour badge |
| **Available Equity** | Usable equity after lender buffers |
| **Cash Savings** | Liquid funds on hand |
| **Next Goal** | The client's stated next financial goal |
### Sorting and filtering
The client list is fully sortable and filterable. Use these capabilities to surface the clients who need your attention:
* **Sort by readiness** to see all Month-tier clients at the top — these are your immediate opportunities
* **Filter by LVR colour** to find clients with strong equity positions (green badges)
* **Sort by available equity** to identify clients with the most capacity for action
* **Filter by next goal** to group clients by objective — refinance candidates, investors looking to purchase, first home buyers approaching readiness
A productive weekly routine is to filter the client list to Month-tier clients, sort by available equity, and work through the top 10. These are the clients most likely to convert into a deal with a single conversation.
***
## How AI Reviews Feed Into Readiness
[AI Reviews](https://github.com/scaleapp-au/scaleconnect-docs/blob/main/insights/ai-reviews.md) are generated from the same data that powers readiness assessments, creating a natural feedback loop between analysis and action.
### What reviews surface
Every AI Review includes a portfolio overview that reports the client's current equity, outstanding debt, weighted LVR, goal progress, and available borrowing power. When these numbers are close to — or have crossed — a readiness threshold, the review highlights this explicitly.
Reviews also surface contextual signals that readiness alone can't capture:
* **Market analysis** — local property value trends that may push equity above a threshold
* **Refinance opportunities** — expiring fixed rates or rate competitiveness findings that create a reason to act
* **Upcoming milestones** — a savings target about to be hit, a loan about to cross a principal threshold, or a goal timeline approaching
### Threshold alerts in reviews
When a client is approaching a readiness tier upgrade — for example, a Quarter client whose available equity is trending toward $100,000 — the review flags this as a priority observation. This gives you advance notice to prepare a strategy and book a meeting before the client reaches full readiness.
***
## Acting on Readiness
Readiness data is only valuable if you act on it. ScaleConnect provides three direct action paths from any client's readiness status.
### 1. Book a meeting
From the client's AI Review card or detail view, click **Book Meeting** to open the [Calendar Agent](https://github.com/scaleapp-au/scaleconnect-docs/blob/main/insights/calendar-agent.md) scheduling flow. The agent checks your Google Calendar availability, proposes times, and sends an invitation — all without leaving ScaleConnect.
### 2. Present a strategy
Use the [Simulator](https://github.com/scaleapp-au/scaleconnect-docs/blob/main/insights/strategies.md) to build a strategy that demonstrates the client's next move. For a Month-tier client with $150,000 in available equity, model an investment property purchase showing projected growth, cashflow impact, and tax implications. Present the strategy in a meeting to turn readiness into a deal.
### 3. Automate with the scheduling bot
For high-volume practices, configure the scheduling bot through [AI Workflows](https://github.com/scaleapp-au/scaleconnect-docs/blob/main/insights/ai-workflows.md) to automate readiness-based actions:
| Setting | What it does |
| --------------------- | ----------------------------------------------------------------------------------------------- |
| **Trigger condition** | When a client moves into the Month readiness tier |
| **Action** | Auto-book a meeting, send a notification, or generate a review |
| **Lead time** | How far in advance the action is triggered (e.g., 7 days before the client's next review cycle) |
The bot ensures that no Month-tier client goes uncontacted. When a client crosses the threshold, the system takes action according to your rules — whether that's booking a meeting, alerting you, or kicking off a full review cycle.
***
## Readiness and Your Broker Dashboard
Readiness feeds directly into the metrics on your [Brokerage Dashboard](/scaleconnect-docs/insights/brokerage-dashboard-1.md). Month-tier clients contribute most heavily to pipeline value because they're closest to converting. When a Month client settles, they move from pipeline to active, and your total LTV increases.
Tracking the distribution of clients across readiness tiers over time tells you about the health of your pipeline:
* **Lots of Month clients** — you have immediate opportunities to convert. Focus on outreach and meeting bookings.
* **Growing Quarter tier** — your pipeline is building. These clients will be Month-ready soon. Prepare strategies now.
* **Mostly Year clients** — your book is earlier-stage. Focus on engagement and retention to nurture these clients toward readiness.
***
Can I manually override a client's readiness tier?
Readiness is calculated automatically from the client's financial data. You cannot manually set a tier, but you can update the client's data (property values, savings, income) to trigger a recalculation. If you believe a client is ready despite the system's assessment, use the Simulator to build a strategy and proceed based on your professional judgement.
How often is readiness recalculated?
Readiness updates whenever the client's underlying data changes — property valuations refresh, loan balances update, savings figures are amended, or new cashflow data is entered. It also recalculates during AI Review generation.
What if a client has no property data yet?
Clients without property data (e.g., First Home Buyers still saving) default to the Year tier. Their readiness will upgrade as they accumulate savings and borrowing power data. You can track their progress through cash savings and borrowing power columns in the client list.
Does readiness account for market conditions?
Readiness is based on the client's current data, not forward-looking market predictions. However, AI Reviews incorporate market analysis that contextualises the readiness assessment — for example, noting that a rising local market may push a Quarter client to Month readiness within weeks.
---
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