REI Mastery
Lead Management: the system
STABM, the phases, the morning routine and the quality-control filters that keep every lead moving.
Prep for Week 3: Sales, live Tuesday, October 200 / 10 lessons complete
All modules
Tools and guides for this module
Lead Management & CRM AutomationMaster lead qualification with the 4 Pillars of Motivation, build your CRM pipeline with STABM, automate follow-ups with sequences and drip campaigns, and never lose a lead again.CRM Tasks & Task PresetsMaster task creation, preset architecture, assignment strategy, and the daily execution rhythm that prevents leads from going cold.CRM Sequences & AutomationMaster DataSift sequences: create trigger-based automations, configure the 26 pre-built sequences, send SMS and email, organize with folders, and build phase-specific automation strategies.
Lead management: the STABM system
Why lead management breaks: role mixing and the hat problemOne person wearing the acquisitions hat and the lead manager hat is what stalls a pipeline. Split the roles so every lead keeps a next action.
5 min
Where leads come from and how they enter the CRMEvery source that feeds your pipeline and the path each one takes into the CRM, so no seller arrives untracked or without an owner.
13 min
Status, task, phase: how a record movesA record's status, its open task and its phase each do a different job. See how all three change as a seller moves through the pipeline.
2 min
The unqualified phase: no contact, nurture, ghostingLeads with no contact get daily calls, nurture leads shift to weekly, and a 45 day ghosting cadence keeps the rest in play instead of deleted.
11 min
Not interested, ghosting, dead: closing out a leadPick the right closing status so the right sequence fires, and tell apart a seller who said no from one who simply went quiet.
2 min
STABM: the non-negotiable habitRun the same five step check on every lead each morning so nothing in your pipeline sits without an owner and a scheduled next action.
5 min
Auditing a wrong STABM on a real recordWalk a real record where the five step check was filled in wrong, spot the mistake, and correct it so the lead starts moving again.
5 min
Phases in a live account: how long a lead sits, and why ghosting leads still sellSee how long a lead actually sits in each phase inside a live account, and why sellers who went quiet for months still end up closing.
11 min
The lead manager's daily flow: the queue, the task filters, leads missing tasks, send-backsClear the queue in order every morning, task filters first, then leads with no task and send-backs from acquisitions, before you dial anyone.
8 minCRM tasks and task presets
Working the lead management folder: the daily presetsThe Call New Lead, no contact, nurture and follow-up presets, plus the order to work them in so every saved view empties each day.
8 min
