True Legacy Homes

Sales Process & Lead Lifecycle

From Lead to Closed Won

📥 Lead Statuses

🆕
New
Default
→
🔄
Working
Sort: 4
→
📞
Connected
Sort: 5
→
✅
Qualified
Converts
🔁
Drip Campaign
Long-term nurture
❌
Unqualified
Reason required

📋 Lead Conversion Requirements

Address
Street address required
County
Valid service county
Meeting #1 Date
Appointment scheduled
Lead Source
Source tracking
First Name
Contact name
Opportunity Owner
Sales rep assigned
Real Estate in Play
Property status
No Duplicates
Unique address check

💼 Opportunity Stages (Cash Offer / Estate Sale)

📅 Early Stage (Appointment Setting)

Reschedule
10%
→
Meeting #1 Set
30%
→
Meeting #2 Set
50%
→
Pending Ratings
40%

🏃 Pursuit Stage (Active Negotiation)

Claimed Lead
2%
→
Cold Pursuit
5%
→
Hot Pursuit
10%
→
In Pursuit
60%

📊 IC Review & Contracting

IC Ready
50% (Commit)
→
Retrade
70%
→
Approved
80%
→
Pending Signature
90% (Commit)

🏁 Closing Stage

🏠
Closing Escrow
90%
→
🎉
Closed Won
100% (Won)
❌
Closed Lost
0% - Loss reason required

📋 IC Ready Stage Requirements

Primary Contact
Must be populated
Director of Acquisitions Contact
DoA assigned
Field Project Manager
PM assigned

IC Process Flow: ARV/Appetite Check → IC Request → IC Decision (Approved/Rejected/Retrade/Continue Pursuit) → IC Final

📑 Opportunity Types & Their Stages

💰 Cash Offer

Meeting #1 Set → Property evaluation
In Pursuit / IC Ready → Investment Committee review
Pending Signature → DocuSign contract
Closing Escrow → Title/Escrow process
Validation: Cash Offer Submitted requires specific fields

🏡 Estate Sale

Meeting #1 Set → Property walkthrough
Pending Ratings → OSM provides ratings
Pending Signature → Contract signing
Closed Won → Sale weekend scheduled
Auto-populates: Weekend Date, Staging Date, Broom Clean Date, Payment Date

📋 Listing

Property acquired → From Cash Offer
Listed for sale → MLS active
Closing Escrow → Buyer found

🔨 Renovation

Renovation Stage field → Tracks progress
Last Reno Stage Change → Auto-stamped
Creates Knack objects → Via automation

📊 Sales Process Summary

6
Lead Statuses
15
Pipeline Stages
6
Opportunity Types
5
IC/DoA Record Types