PART 1
The habit on every record.
STAB them is the routine you run every time you touch a record. Status, tasks, assignee, board, messages, in that order, on the way in and on the way out. This first Part covers why the acronym exists and what the five letters are.
What STABM is.
Learn the acronym that runs the whole lead process.
This is the framework that we actually teach people from a lead management perspective. It breaks down the entire process step by step, and actually managing a lead process.
We use this for teaching our own staff, and we also use this for teaching users as well. It breaks down the entire lead management process from a to z.
The entire point of this is we're trying to get an acronym because it's easier to remember, and it represents every step in the actual lead management process.
A proactive habit, not a QC step.
Run the STAB them on every record you touch.
All of y'all know that you've communicated with a record, and after that phone call, you've wanted to jump through the call. So we made an acronym. Every time you open or leave a record, you run the STAB them.
This is not a QC audit step. It is a proactive habit on every record you touch.
If you stab them on every record, on the way in and out of the record, you are doing quality control real time through your day.
Say the five words, status, tasks, assignee, board, messages.
Who forgets the word stab them? That is the whole reason it works. I'm really big on acronyms, and this is the one that's made the biggest impact in most of the operational flow of things.
Status, tasks, assignee, board, messages. Five checks, in that order, every time.
The five words
STABM is five checks on every record.
- 1StatusThe status tells me where this record should be right now.
- 2TasksCheck the record has the right task and nothing overdue.
- 3AssigneeA cold lead should be assigned to Jay because he is my lead manager.
- 4BoardIt should sit on my SiftLine board in the cold lead phase.
- 5MessagesRead the message board notes so you know what was said last.
Run it on the way in and on the way out of the record.
Teach your team the habit so problems stop piling up.
Status phase mismatches, orphan records, double tasks on records, overdue tasks, all these things will happen. Your teammates get anxious and they get quick, and things slip.
And even you as a business owner, you go in with all these expectations for our employees, but then we never do the things ourselves. As leaders we create a lot of operational chaos.
If you don't teach your team how to stab them, that chaos will nuke everything they do. So be very careful and stab the record.
BEFORE YOU MOVE ON
PART 2
Stab the record every day.
Part one gave you the five things you check on every lead. Now I open a real cold lead and walk it, front to back, the way I do it every day. Status, task, assignee, board phase, message board, and then I fix whatever is off.
A cold lead is assigned to Jay.
Turn on sensitivity mode before you open a record.
Let's just go to a record real quick. First I make sure sensitivity mode is on, both of those, last name and first name. I turn on everything here.
That keeps names covered while I work on camera. Do it once and then go into the record.
Say where the record should be before you click.
I know when I go into this record, even before clicking on it, where a cold lead is supposed to be. It should sit under my Sift line board cold lead phase. It should have a cold lead task on it. It should be assigned to Jay, because he is my lead manager.
And there should be message board notes. That is where this should be. Otherwise something is not jiving.
So I click in and I look. Status, cold lead. Assignee is Jay. It has a cold follow up task, not overdue, and it is on my cold lead phase.
So what I know, because I understand, I have a deep understanding, so I have the ability to manipulate.
Mark the number you are talking to as primary.
I check my message board. It has tasks on it, and we communicated last on March 24. He said if we did one twenty back then, it would have been a deal ever since. So they are communicating about something.
Then I look at the activity log and update it. What good am I if I don't fix something when I see it.
So I'm just gonna I'm gonna do partial phone numbers, and then I'm gonna look at the phone number here.
The correct phone number is primary.
Set the number you communicate with as primary.
We are communicating with 4978, so I mark 4978 as primary. That way any drip campaigns and any automations we use in the future are going to the right number.
That one is for Michael, and this one is Jesse. Maybe we have talked with him, maybe we haven't. I don't know. So I make the number I can see us talking on the primary one.
Load your lead manager's tasks and work the filters.
So I go to one of my lead manager's tasks. I load the lead manager filters here and click on my qualified lead tasks that are due today. We have 27 that he has to work through.
One of them shouldn't be Quentin. Underwrite deal, on the acquisitions board, warm lead. That is fine, that is supposed to be that way, because I removed the person it was on.
So let me make sure it is Jay's tasks, because it mixed in acquisitions statuses there. Then check unqualified lead tasks and go to Jay. That's Jake, not Jay. Pick the right person or the list lies to you.
So we're gonna make sure it's assigned to Jay, and Jay has all of his qualified follow ups done.
BEFORE YOU MOVE ON