ACQ Pipeline & Drips & KPIs 📊 🔄

Acquisition Pipeline SOP

Objective

This SOP outlines the steps for managing leads through the acquisition pipeline, ensuring proper tracking and follow-up to optimize conversion rates.

Key Steps

1. Lead Entry and Initial Response 0:38

• Leads arrive in the system as either inbound sellers or buyers based on the phone number used to contact us.
• Respond to leads immediately using the correct methods.

2. Drip Campaigns for New Leads 1:34

• New leads receive different drip campaigns based on their source for two days.
• As an acquisition or follow-up specialist, reach out to these leads to move them down the pipeline.

3. Moving to Attempted Contact 2:09

• If unable to reach the lead, move them to 'Attempted Contact' by:
  • Removing them from the current stage or updating their status from within the system.

4. Automations in Attempted Contact 2:32

• Leads in 'Attempted Contact' receive additional automations for four days.
• If no response is received, they will automatically move to 'Perseverance'.

5. Respondent Management 3:06

• If a lead responds after being contacted, they will automatically move to 'Respondent'.
• Start your day by addressing respondents from the previous day.

6. Contact Follow-Up 3:54

• If a lead requests a follow-up at a specific time, move them to 'Contacted Follow'.
• Add a task to remind yourself to reach out at the specified time.

7. Skip Tracing Process 4:43

• If a lead remains in 'Perseverance' for 30 days without response, consider skip tracing.
• Move the lead to 'Needs Skip Tracing' and notify your admin.

8. Admin Skip Tracing 5:03

• Admin will skip trace the lead and update the status based on results:
  • 'Skip Traced' for successful results.
  • 'No Results' for unsuccessful attempts.

9. Setting Appointments 7:46

• To set an appointment, go to the contact or opportunity and select 'Book/Update Appointment'.
• Choose the calendar, time slot, and confirm the appointment.

10. KPI Triggers 9:05

• Moving a lead to 'Appointment Set' triggers the first KPI metric.

11. Negotiation Stage 9:54

• After setting an appointment, assess the lead's temperature:
  • Move to 'Negotiating' for warm leads.
  • Move to 'Contacted Follow Up' for colder leads.

12. Offer Management 10:36

• If an offer is made, move the lead to 'Offer Made' to trigger another KPI.
• After sending a contract, move to 'Contract Sent'.

13. Handling Offer Rejections 11:31

• If an offer is declined, update the status to 'Offer Rejected' and initiate a nurture campaign.

14. Closing Process 12:19

• If a contract is signed, move to 'Closed'.
• Ensure to mark any lost opportunities appropriately.

15. Final Status Updates 14:01

• Once closed, update the opportunity status to 'Won' and ensure it does not appear in active filters.

Cautionary Notes

• Always ensure that leads are moved to the correct stages to avoid confusion.
• Double-check contact information before initiating skip tracing.

Tips for Efficiency

• Use templates for common responses to save time.
• Regularly review and update your follow-up tasks to stay organized.

Link to Loom

https://loom.com/share/5b5755a87ac14e9892396cb2e0853f3a

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