Marketing Verification Audit Process
This process is to verify where our agent's leads are coming from. It is important to reference this
google sheets when doing this process. While verifying where an agent got their lead from it is important to check whether or not they take company leads using the
google sheets. It is only important to audit agents who do take company leads.
Step 1 - Open up RealScale "closing reports" transactions in one window
- In another window or tab have the google sheet open so you can cross-reference and see who takes company leads. Then in RealScale start clicking on agents reports who "take company leads'. If an agent does not take company leads, you can skip the transaction.
- If an agent has marked a transaction as "company lead = yes" then your goal is to figure out which marketing source the lead came from.
- If an agent does take leads and they have marked it as "company lead = no" then the goal is to confirm that
Step 2 - Verifiying Company Lead or Agent Generated
Once you have found an agent that takes leads click on the closing report then click on "edit" then on the left side click "marketing information". It will either be marked "company lead" or "agent generated"
COMPANY LEAD:
- Go to clients and click on their Follow Up Boss profiles
- Once you have the client's profiles pulled up search for an entry date or conversations leading to the source of the lead.
- You can go to CallRail to search for the source by clicking "activity" then select custom and enter the date the clients were uploaded to FUB.
- "select range" then click "form submissions" on the left column
If you find a website that the lead came from go back to RealScale and select from the drop-down where the lead came from. If CallRail does not help look through emails/texts/activity in the client's FUB profile to determine where the lead came from.
After performing this process you can go back to the closing report by clicking "update transaction" then go to notes and in the "description" box put something along the lines of:
"Marketing Audit Complete, all looks good, "agents name" got client from company website (company lead)
AGENT GENERATED LEAD:
If the agent checked "agent generated lead" then it means that agent is claiming it is a lead they generated (not a company lead). In this instance, you need to audit the marketing source to make sure that the lead is not a "company lead".
Use the same process as above on the "COMPANY LEAD" audit. If you can not find any evidence of it being a company lead trust your gut and update the transaction, concluding that it did come from the agent.
After performing this process you can go back to the closing report by clicking "update transaction" then go to notes and in the "description" box put something along the lines of:
"Marketing Audit Complete, all looks good, "agents name" added client 3 years ago by referral (or however they were generated"
IF YOU SEE ANYTHING THAT DOES NOT LOOK RIGHT
Please contact the management team with a link to the closing report and the issue at hand.