Bottom 3 ACQ

Date

September 2nd, 2024

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Data

Analyzed by: Kyle Ackerman & Chris Wilson ||| [email protected]

Feedback

RCF Grand Rapids: Official audit; Bottom 3 ACQ ||| 

Notes

https://www.loom.com/share/ece12af75ed7477190653243844c4110?sid=62813f15-a9e5-497d-8e4b-23a439667b25

Time to Lead Excellence: First and foremost, kudos to the Grand Rapids team for your outstanding time to lead performance. You’ve done an excellent job ensuring that leads are promptly addressed, which reflects positively in your metrics. There's really nothing negative to report in this area—keep up the great work!

Effective Note-Taking: One of the standout features of your CRM management is the thoroughness of your notes. It’s clear that using your personal phone for this task, rather than a company-provided one, has made a significant difference. Detailed notes are essential for tracking client interactions and ensuring that no information slips through the cracks.

Task Management: The biggest piece of advice I can offer is to ensure that tasks are added for any lead that has passed Call Attempt 5. Every stage of your pipeline should have a corresponding task to keep things moving forward. For example, if you reached out to a client on August 30th, it might be a good idea to follow up tomorrow. Adding a task will ensure you don’t forget to touch base, keeping the client engaged and moving them closer to a win.

Tagging and Value Addition: Another important step is to add tags such as "weekly," "bi-weekly," or "one-time" to the "estimate delivered" stage. Also, make sure you’re including the monthly value of each lead. Knowing how much a client is worth per month can help prioritize your efforts and ensure that high-value leads receive the attention they deserve.

No Unread Conversations: I’m pleased to see that there are no unread conversations in your CRM. This shows that you’re staying on top of client communication, which is key to maintaining a strong relationship with your leads.

Conclusion: Overall, the Grand Rapids CRM is in excellent shape. The key takeaway is to continue refining your task management and tagging processes to ensure that every lead is followed up on and properly categorized. Keep up the great work, and if you have any questions or need further assistance, don't hesitate to reach out.

RCF Chicago III: Official audit; Bottom 3 ACQ ||| 

Notes

https://www.loom.com/share/ece12af75ed7477190653243844c4110?sid=dba3bdb1-7109-446b-bd1d-0ea98133c7d4

Lead Management: I’ve been examining our CRM for Chicago, and one thing that stands out is the number of leads stuck in the "new lead" stage—12 to be exact. This is a critical area that needs immediate attention, especially when I see leads dating back to August 23rd. Leaving leads idle in this stage significantly lowers your overall score.

Time to Lead: Currently, your time to lead is at 1,058 minutes, which is much higher than it should be. The "time to lead" metric measures how long it takes to move a new lead to the first call attempt. At 1,058 minutes, your score is a negative 40% of what it could be. While your ACQ score is at five points, which is not a significant drop, consider this: If you were operating at 1,894 minutes like some others, the difference would be staggering.

For example, if you were at 1,894 plus an additional 40%, you could achieve 757 ACQ points, bringing your total to 2,600 points. Your ACQ score directly influences your ad budgeting, so reducing your time to lead can have a substantial impact on your advertising budget.

Actionable Steps: It's crucial to act quickly when you receive new leads. For instance, we’ve already reached out to some leads multiple times on the same day. To improve your score and maximize your budget, make sure to move these leads through the pipeline as soon as possible. Additionally, always include the client's monthly value in the CRM. This helps prioritize which leads to focus on first.

Follow-Up and Task Management: Reiterating what I mentioned last week, staying on top of your leads is essential. Make sure to add tasks in the CRM so you can follow up promptly after sending estimates. Once you send an estimate, you’re on the clock—either you move the client through the pipeline, or you risk losing their interest. Prioritize these follow-ups, as they are critical to securing a win.

Unread Leads: Another important aspect to address is the 37 unread leads in your CRM. Ensure that these are marked as read and that you respond promptly. It's much easier to manage your CRM when you keep up with new entries and stay organized.

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

Notes

Erica, you have Opportunities in new leads that should be in Call Attempt #1. By keeping them in the New Lead stage is lowering your ACQ Score.

Additionally, I noticed that you only have been utilizing the New Lead and Estimate Delivered stages. Are you not using the other stages? I would recommend using them because that will help keep your CRM organized. You are only in the beginning of your RCF Membership, and as this thing builds out you will have a lot more leads to work on.

The biggest thing you can do right now is go through your Estimate Delivered stage and try to get a final answer from those who are in that stage, and take out any that are not moving forward. Add tasks in the system to remind yourself to follow up with them, and do it often. If you leave them in there for too long, they will lose interest.

CRM Audit 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 Values; Estimate Delivered & Beyond: 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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