❶ Nurture active leads
Contact leads via call, email, and/or SMS
Log all outreach attempts and responses
Update pipeline status after each interaction
❷ Request Tour – Interested Leads (within 90 days)
Move leads who express interest into Request Tour
Continue nurturing until tour is scheduled or lead becomes inactive
❸ Scheduled Tours
Leads with a booked tour
Send a same-day reminder
Note: Tours are held Wednesdays and Thursdays
❹ Post-Tour Pipeline Updates
After the scheduled tour date, update pipeline to one of the following:
Showed
- No Show
- Cancelled
- Enrolled
❺ Cold Leads
Move leads to Cold Lead if they are unresponsive after multiple outreach attempts
❻ Do Not Disturb (DND) Leads
If a lead is on DND for SMS, email, and phone:
Update pipeline to Lost- Communication Restricted
❼ Non-Opportunity Leads
If a lead does not qualify as an opportunity:
Update pipeline to Non-Opportunity