Bottom 3 ACQ

Date

July 15th, 2024

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Data

Analyzed by: Kyle Ackerman ||| [email protected]

Feedback

RCF Grenada: Official audit; Bottom 3 ACQ ||| 

Observations:

• Strengths:

  • No overdue tasks, unread conversations, or missing lead values and frequency tags.

• Areas for Improvement:

  • Presence of three unprocessed leads, which is most critical to the CRM Audit.

  • Failing the CRM audit indicates possible gaps in the understanding or implementation of CRM processes.

Recommendations:

1. Unprocessed Leads:

   • Immediate Processing: Implement a rule to process all new leads within 24 hours. Assign a dedicated team member to monitor and ensure compliance.

   • Automated Workflow: Use CRM automation to create tasks for new leads, prompting immediate action and follow-up.

Follow-Up Questions:

1. Unprocessed Leads: Can you provide more details on why the unprocessed leads were not addressed promptly? Are there specific bottlenecks in the process?

Notes

Lead volume in Grenada is very low at the moment. This is completely normal for any new RCF Member. However, what's interesting is the Clicks:Opp Ratio — it takes the total # of clicks on the entire campaign and divides it against the total number Opportunities generated to give us a ratio. This ratio helps us quickly identify the market areas where it's the easiest or most difficult to generate a sales lead. Grenada, MS ranks last in The RCF here. In fact, in the Grenada market, it's 2x more difficult than the 2nd most difficult market area in the entire program. This combined with the Controlled Ramp Period leaves us with a very low lead volume. Not to worry though, we saw this with former RCF Member Ozarks (Missouri) as well. A positive ACQ score is more than possible. It will just take a bit of time. Over the long term, you'll be building a sales pipeline from where you can draw new clients from at any time. But every pipeline must through its own infancy stages before it can grow up and turn a profit for you. Stay on top of your New Leads, maintain a clean CRM, and always follow up with those you've previously quoted. No one will be able to stop you.

RCF Riverside: Official audit; Bottom 3 ACQ ||| 

Observations:

• Strengths:

  • Good management of overdue tasks and unprocessed leads.

  • No missing lead values or frequency tags, indicating strong data entry practices.

• Areas for Improvement:

  • Significant number of unread conversations (21), which could impact client engagement and follow-up efficiency.

  • Recurring client wins (0) since November 2023

Recommendations:

1. Unread Conversations:

   • Dedicated Time Blocks: Allocate specific time each day for team members to review and respond to unread conversations to ensure timely communication.

   • Automated Alerts: Set up CRM alerts to notify team members of unread conversations that are older than 24 hours.

2. Client Engagement Training:

   • Provide training sessions focused on the importance of timely communication and client follow-up to improve overall client satisfaction and engagement.

Follow-Up Questions:

1. None

Notes

With the current trajectory, we're just 13 days away from indefinite expulsion from The RCF Program. Since gaining Membership in November 2023, there have been 0 recurring clients WON. With this being The Recurring Client Finder Program, this is a fatal misstep. Many clients have been WON. This is evident by an 8 month stint in The RCF; 8 months wouldn't happen without a positive ACQ score at some point (as high as 600 ACQ in Feb 2024). And a positive ACQ score doesn't happen without winning any clients. Many clients have been WON — 100% of them being 1x cleans. We could speculate all day as to what is going on here, but it truthfully doesn't matter, a negative ACQ score + overdue invoice(s) are what's contributing to the decay & eventual expulsion of this Membership.

RCF LAX: Official audit; Bottom 3 ACQ ||| 

Observations:

• Strengths:

  • Excellent overall audit with no overdue tasks, unprocessed leads, or missing lead values and frequency tags.

  • Successfully passed the CRM audit with a 100% grade.

• Areas for Improvement:

  • One unread conversation, which is minor but still worth addressing to maintain perfection.

Recommendations:

1. Maintain High Standards:

   • Continuous Monitoring: Keep up the good work by continuously monitoring all aspects of CRM management. Even small issues like a single unread conversation should be promptly addressed.

   • Peer Sharing: Share your successful practices and strategies with other members of The RCF to help them improve their performance.

Follow-Up Questions:

1. Best Practices: What specific practices or strategies have you implemented that contribute to your high performance and audit success?

2. Sharing Success: Would you be willing to share your effective strategies and practices with other members to help them improve their CRM management?

Notes

Chris shared that he spoke with you last week (great news!). Just 1 conversation with him helped Reagan (RCF Orlando) hit this next gear in the game of client acquisition. She quickly got out negative ACQ land after talking with him. Since then, she's rocketed to the 1K Club (and stayed there). Rogann, you are showing all the signs of a leader & entrepreneur who is hungry for growth. It'll take some time to build a rock solid sales pipeline, but I promise you, you are well on your way. We're thrilled to have you here in the The RCF. Currently, we only have 2 (out of 7) lead channels opened up. We start adding more leads the higher your own ACQ score goes. And once you cross the 6 month mark, you'll have a pool of "Project Resuce" leads we can dip back into. Once we start activating this campaign, you'll start to feel your pipeline grow exponentially. But, with every pipeline, it has to go through it's early stages.

The days of profit are only just ahead of you, but like I said before, you are well on your way.

Keep going.

Definitions

ACQ

The ACQ is a composite score of an RCF Member’s ability to deliver estimates + win new clients. 

• See how the ACQ is calculated at RCF University.

TTL

The average number of minutes it takes for an RCF Member to reply to new, inbound sales leads.

CRM Audit

• An official audit of an RCF Member’s CRM (Nurturely+) to ensure good faith and proper use of the software. CRM Audits usually happen 4x throughout the year on a Member’s ACQ Evaluation Date. 

  • There are 3 additional audits conducted each week for the Members with the current lowest ACQ scores. 

    • NOTE: A Member’s account may be audited at any time. 

Overdue Tasks

• # of Overdue Tasks in a Member’s Nurturely+ account

Unprocessed Leads

• # of Opportunities in New Lead stage

Unread Conversations

• # of Unread Conversations in Inbox

No Lead Values

• # of Opportunities in Finder's Fees Pipeline without Lead Value $

No Frequency Tag

• # of Opportunities in Finder's Fees Pipeline without Frequency Tag

Pipeline Size

• # of OPEN, Engaged Opportunities

No Lead Left Behind

Our CRM Audits are pivotal in making sure every lead gets the attention it deserves, enhancing sales efficiency. The audit process is built around the concept that a well-managed sales pipeline is key to successful conversions.

Here's how we do it in Nurturely+:

1. Identify Engaged Opportunities: Count all OPEN opportunities that are in 'Needs Follow Up' stage or beyond in your Leads pipeline. These are your Engaged Opportunities.

2. Audit Criteria & Penalties:

   • Overdue Tasks: You're allowed overdue tasks up to 25% of your Total Engaged Opportunities. 

     1. Any excess incurs a penalty of -3 points per task.

   • Unread Conversations: Similarly, you can have Unread Conversations up to 25% of Engaged Opportunities. 

     1. Exceeding this limit results in -5 points per conversation.

   • Unprocessed Opportunities: Zero tolerance here; each Unprocessed Opportunity costs you -50 points on the CRM Audit.

   • No Lead Value in Finder's Fee Pipeline: Not having a lead value is a significant oversight, penalized at -25 points each.

   • No Frequency Tag in Finder's Fee Pipeline: The absence of a frequency tag is equally critical, with a -25 point penalty for each occurrence.
     

Remember, these audits are not just about maintaining numbers but ensuring that each and every Opportunity is nurtured & progressed for the best possible sales results. 

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