Beacon + Scout — Lead Discovery Pipeline

🔦Beacon

① Obituary Scan

Beacon runs every 4 hours, scanning obituaries from SD Union-Tribune, OC Register, Legacy.com, and local funeral homes.

Looks for: long-time residents, homeownership signals, out-of-state family, target ZIP codes.

Sources: 6 obituary feeds (SD + OC)
Coverage: 40+ ZIP codes across SD & Orange County
Window: Deaths within last 14 days

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☁️Salesforce

② Property Cross-Reference NEW

Every obituary name is instantly checked against 242,950 property records already in Salesforce (via LeftMain/PropertySalesAI).

Returns: property address, sale price, tax assessed value, owner-occupant status. Replaces PropStream ($99/mo).

Query: Property_SalesAI__c by last name + city
Data: Buyer/seller names, addresses, sale prices, tax values
Coverage: San Diego + Orange County deed records
Cost: $0 — already in your Salesforce

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🔦Beacon

③ Auto-Score & Enrich

Leads are scored automatically. SF property match = +20 points (confirmed homeowner).

🥇 Gold (80-100)

Confirmed homeowner in priority ZIP, $500K+ property, out-of-state executor

🥈 Blue (50-79)

Likely homeowner, target area, adult children mentioned

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🔍Scout

④ Partnership & Outreach Intel

Scout takes Gold leads and identifies the probate attorneys, fiduciaries, and executor contacts associated with the estate.

Builds relationship map: Who filed probate? Which law firm? Is there a trust attorney we should be partnering with?

Focus: Attorney identification → Top 20 partner list
Pitch: "We handle the junk, the jewelry, and the keys"
Referral fee: $200-$500 per closed deal
Goal: Build recurring referral partnerships

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💌Grace

⑤ CRM + Timed Outreach

Qualified leads enter Salesforce with full enrichment. Grace manages the sensitivity-first outreach timeline:

Day 0-14: Monitor only (no contact)
Day 10-14: Resource guide mailed
Day 21-28: Handwritten card
Day 30-45: "When you're ready" letter
Day 60+: Direct service pitch
⛔ NEVER "We Buy Houses" language

Current Pipeline

27 leads

4 Gold · 12 Blue · 11 Gray

SF Property Records

242,950

SD + OC deed data, $0 additional cost

Run Frequency

Every 4hrs

6 runs/day, auto-deduplicated

Coverage

40+ ZIPs

San Diego + Orange County

🔦 Beacon + 🔍 Scout — Lead Discovery Pipeline