Bottom 3 ACQ

Date

July 29th, 2024

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Data

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

Feedback

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

Observations:

• Strengths: None identified.

• Areas for Improvement:

  • High number of unread conversations (23).

  • Presence of one overdue task and 13 leads without values in Leads pipeline.

  • Failed CRM audit, indicating significant process issues.

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. Lead Values:

   • Data Entry Training: Conduct a training session on the importance of entering lead values promptly.

   • Regular Checks: Implement regular checks to ensure all leads have values assigned.

Follow-Up Questions:

1. Challenges: What are the main challenges your team faces in keeping up with conversations and lead values? Are there specific times or situations when these issues tend to accumulate?

Action Item(s):

1. Reopen all LOST Opportunities in the last 60 days & drop them into "Call Attempt #1" to begin your call sequence(s).

Notes

Official audit; Bottom 3 ACQ ||| Opportunity John Sturdy seems to have been WON in June 2024, but has been sitting in Service Scheduled up until today (July 29th, 2024). This CRM Audit also fails due to Unread Conversations and No Lead Values being entered into Opportunities in the Leads pipeline.

• Pipeline Size grew from 5 to 13.

There are far too many Opportunities being marked LOST too early. EACH must be called a minimum of 5 times unsuccessfully before marking LOST.

I (Kyle) have personally reached out to Tiara in The RCF Group (Skool) multiple times since joining without a reply.

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

Current Week Observations:

• Strengths:

  • Good overall management with only minor issues.

• Areas for Improvement:

  • Two overdue tasks and one unprocessed lead.

  • Four unread conversations, slightly more than last week.

Comparison with Previous Week:

Previous Week:

• ACQ Score: -247

• Overdue Tasks: 0

• Unprocessed Leads: 0

• Unread Conversations: 5

Current Week:

• ACQ Score: -149

• Overdue Tasks: 2

• Unprocessed Leads: 1

• Unread Conversations: 4

Recommendations:

1. Overdue Tasks and Unprocessed Leads:

   • Immediate Processing: Ensure all tasks and leads are processed within 24 hours. Assign a dedicated team member to monitor and ensure compliance.

   • Automated Alerts: Use CRM automation to create alerts for overdue tasks and unprocessed leads.

Follow-Up Questions:

1. None

Notes

Official audit; Bottom 3 ACQ ||| Pipeline Size grew from 20 to 54 as I am now including all Call Attempts stages and New Lead.

RCF Seattle is operating as-planned. With The RCF though, it's going to always start slower than other programs. But this is the one you'll choose to stay in for years to come. You still haven't fully experienced a full, well-organized sales pipeline & CRM. Any limiting belief of yours will be shattered once you experience this. This CRM Audit passes with an 81%. You're managing this properly and everything is going according to plan. Stick with us here & we'll continue to stick with you. You've only just begun!

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

Current Week Observations:

• Strengths:

  • No overdue tasks or unread conversations.

• Areas for Improvement:

  • Five unprocessed leads and three leads without values.

  • Failed CRM audit, indicating potential gaps in understanding or implementing CRM processes.

Comparison with Previous Week:

Previous Week:

• ACQ Score: -318

• Overdue Tasks: 0

• Unprocessed Leads: 3

• Unread Conversations: 0

Current Week:

• ACQ Score: -345

• Overdue Tasks: 0

• Unprocessed Leads: 5

• Unread Conversations: 0

Recommendations:

1. Unprocessed Leads and Lead Values:

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

   • Data Entry Training: Conduct a training session on the importance of entering lead values promptly.

2. Audit Compliance Training:

   • Conduct a detailed training session on the CRM audit criteria to ensure all team members understand the importance of each metric and how to meet the required standards.

Follow-Up Questions & Action Items:

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

2. Audit Understanding: Does the team fully understand the audit criteria and their importance? Would additional training on these aspects be beneficial?

3. Support Needed: What kind of support or resources do you need to ensure all leads are processed in a timely manner?

Notes

RCF Grenada is slowly declining with their ACQ score even though their Pipeline Size grew from 19 to 24.

Since this Membership started off At-Risk, we are going to move to Probation if Grenada shows up on next week's Bottom 3 ACQ Report. Estimates are being delivered are a very high clip but they're being done unsuccessfully. Texting bids to prospects immediately will always have subpar conversion rates.

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 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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