Contact Classification

How I automated lead scoring

One of the challenges our industry has faced is how to rate or classify your database.

Often, I see it modeled after what the CRM offers: language developed around follow up processes, accounts and opportunities, or deals.

What I think we have neglected to address is that there is really a three-part strategy to this:

1. Where someone is in the different stages of purchasing

2. How motivated someone is to purchase a home

3. What processes you need to employ to engage with them

For Subscribers: I recently automated a scoring system that ties into all three of these items and makes room for us to track and annotate each of these items.

A little reminder: No substacks over the winter holiday - we’ll be back in January!

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First Things, First

Before we get any further, we need to review how we are talking about potential customers.

For me, I call this the Lead Status and it’s the following stages:

Lead, Prospect, Opportunity, Purchaser, Homeowner, Out of Market