Bottom 3 ACQ

Date

June 3rd, 2024

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Data

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

• RCF Grand Rapids: Official audit; Bottom 3 ACQ ||| RCF Grand Rapids continues to float just above 0 ACQ — a positive ACQ is excellent, but we must create more of a gap between 0 ACQ and where we currently are. 1x wins are coming across the finish line — seems like recurring prospects are being ignored in comparison. Ad campaign spend will slow down because of this until we can get pointed more in the proper direction. TTL is still 1,000+ (not a recipe for success) so that could be one of the reasons why — recurring prospects are being scooped up by the competition before our Member has a chance to even say hello. Either way, we expect a massive turnaround here in the month of June 2024.

• RCF Riverside: Official audit; Bottom 3 ACQ ||| A clean CRM overall with a 72% PASSING grade on the audit. Still, however, we find ourselves in the Bottom 3 ACQ once again. This is unquestionably due to the 1.9% conversion rate. While we're doing phenomenal at delivering estimates, RCF Riverside is by far program-worst in terms of converting those estimates to paying clients. We expect a massive turnaround before July 28th to prevent action against this Membership.

• RCF Indianapolis: Official audit; Bottom 3 ACQ ||| 15 in Estimate Delivered and 4 in Service Scheduled, this pipeline has grown in size for the 3rd week in a row. Member remains in Bottom 3 ACQ likely due to only 50 ish days into the program yet. With a fuller pipeline, they'll surely enjoy regular, consistent client wins. RCF Indianapolis also received their 100th lead last week and officially became an RCF Veteran. Excellent work with the CRM hygiene here — money is definitely in the follow up. Have been loving the notes you are leaving for your prospects in the CRM.

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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