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 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.
The top of that range is not a fixed product number: it follows the points your brokerage gives the "Close a sale" milestone. If your broker changes that milestone, the maximum moves with it. That is why the number you see need not match what another brokerage sees.
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.
Where the number shows
On the desktop, the kanban row does NOT show the score or the label: only the coloured dot. The number appears in the summary that opens when you hover over the row, and only if your brokerage rewards closing with points. If the "Close a sale" milestone is worth zero, there is no score to show anywhere. On the phone it is different: there each card does carry its number.
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. They are two different questions: temperature says what stage the lead is in; the coral bar on the row says whether you are working it.
The coral bar appears after 48 hours without contact, and never in Under Contract or the closed stages: under contract, quiet spells are normal and flagging one after two days would be noise. A warm lead with a coral bar (it moved forward, and nobody has touched it in days) is the one asking for your next call.
Silence on a record that is under contract is watched too, just somewhere else: the no-contact lead alerts in Agency Pulse, which count a week (three days if the lead is VIP). 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 changes what each stage is worth from then on, but it does NOT recalculate the scores already saved: each lead updates when it is moved or edited.
- Stop spending the morning on whoever isn't ready yet.