Bottom 3 ACQ

Date

August 19th, 2024

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Data

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

Feedback

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

Notes

Edwin, sir! You are doing a great job. I love that you have altered the pipeline in your CRM to help you with your client's journey and keep you organized. I think I understand where you are coming from when you have 3 stages for Follow Up. You drop the opportunity in the stage according to when you would follow up with that client so you know when to follow up with them without having to set a task reminder (assuming this since you have a task set follow up stage) to quicken the workflow. However, in a brief look through I noticed some in the 1 week stage that was from July.

I would highly encourage you to still set up tasks so that way you for sure, and without question, those who are in there do in fact need followed up on. Our strategy here in Dayton is if they are in a follow up stage, a task must be set. Once the task time and date have been completed or passed, we move them out of that stage in into either a calling stage or a stage that progresses them towards the exit for a win. I do this because the moment they become stale in any of the stages passed the calling stages they will build and build and build, and then you just won't know what is what in there. Trust me from experience, you want your CRM organized and fresh. The longer a lead stays in the pipeline, the less like you are to closing them.

This brings me to the last point. In your Estimates Delivered stage I would also encourage the same type of structure. The moment they enter this stage you should add in multiple tasks to reach out. Consider automating some of this process. It does not take very long for a lead to decide who they are going with once they have a price. If you do not stay on top of it, you will lose them. I have an automation that keeps them there for 15-20 days or something like that, and if we do not get a response, they are considered lost, and added to the Project Rescue at that point.

Let me know if you need any further help, or have any questions regarding this information. Seriously overall though, you are doing great.

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.

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

Notes

Technically, no changes. The only thing I would add in addition to last week is that when leads become in Estimate Delivered and beyond there needs to be an amount placed in the Value Field in the opportunity, and a tag that represents the frequency of service.

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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