Scoring and temperature
Know who to call first without guessing.
Not every lead is worth your next hour equally. Each one carries a score and, with it, a temperature: "Hot lead," "Warm lead" or "Cold lead." It is worth understanding where that number comes from, because it is not what most people assume.
Where the score comes from
From the POSITION of the stage in your pipeline. The platform spreads your point range —15 to 100 out of the box— across your non-lost stages by order: the first is worth the minimum, the last the maximum, and the ones in between land linearly. Lost stages are always zero: a lost client is never warm.
Temperature is that number read as a percentage of the maximum: hot from 70%, warm from 40%, cold below that. If you change your brokerage's point range, the thresholds move with you.
What temperature does NOT do
It does not rise because the client replied, and it does not fall because they have gone quiet for two weeks. Temperature measures where the lead sits in the process, not how much attention you paid it. Put another way: a lead can be hot and abandoned at the same time, and that is exactly what you want to hunt for.
Abandonment is handled by the other half of the system: the no-contact lead alerts, which do watch silence and live in Agency Pulse. The two signals together answer the useful question — who do I call now.
- Prioritize your day by temperature, not by arrival order.
- Reordering your stages recalculates the scores: it is a process decision, not a cosmetic one.
- Stop spending the morning on whoever isn't ready yet.