2. Jordan Muela
is the CEO of LeadSimple and a passionate marketer
who’s worked in the lead generation space since 2008.
He's living proof that it's possible to be both ADHD
and deeply passionate about utilizing the right systems
to make sales and marketing run like clockwork.
PRESENTED BY
39. Pros Cons
+ Considered “Fair”
+ Easy to understand
+ Easy to implement
- Very simplistic
- One size fits all
- Breeds entitlement
thinking, “It’s my turn”
ROUND ROBIN
PUSH
41. Pros Cons
+ Provides a sense
of ownership
+ Agent hones in on
specific buyer profile
+ Easy to Implement
- Fewer agents
available to respond
- Breeds entitlement
- Less motivation to
work lead aggressively
SOURCE SPECIALIST
PUSH
42. PRODUCT
SPECIALIST
Route leads with interest in specific
products to agent that specializes there
(Specific type of insurance policy, home sale, home repair, consultation, event, etc.)
3
43. Pros Cons
+ Pairs lead with
most qualified agent
+ Agent should close
leads at higher rate
+ Easy to understand
and implement
- Less competitive
- Breeds entitlement
- Specialist may not be
available, or may quit
PRODUCT SPECIALIST
PUSH
45. Pros Cons
+ Provides a sense
of ownership
+ Narrows focus,
sharpens expertise
inside of territory
+ Rewards long term
prospecting in area
- Fewer agents
available to respond
- Less competition
- Less motivation to
work lead aggressively
TERRITORY
PUSH
52. + Requires almost no
effort to implement
+ “First to claim”
drives competition
- Presents leads as low
value because they just
sit in a bin until claimed
- Leads are left sitting
until someone claimed
- Implies some leads
aren’t worth working
CHERRY PICK
Pros ConsPULL
54. + Requires agents to
respond to all leads
(no cherry picking),
which creates more
competition
- Presents leads as low
value because they just
sit in a bin until claimed
- Leads not grabbed
immediately are viewed
as rejects, get left to rot
- Implies some leads
aren’t worth working
BLIND PULL
Pros ConsPULL
56. PUSH / PULL
Methods where multiple agents
are contacted about new leads
and the first agent to call the
lead is given (awarded) the lead.
57. PUSH / PULL
+ Leads get called immediately by
the first available agent
+ Lead are awarded based on follow
up versus being “claimed”
+ Highly flexible, can be used with
multiple distribution models
61. + Max competition
+ Lead always get
called immediately
+ Helps foster a
“meritocracy” based
on responsiveness
- Multiple agents are
contacted even though
only one will get lead
SHARK TANK
Pros ConsPUSH/PULL
64. + More evenhanded
+ Still competitive
+ Lead get called
within minutes
+ No more agents
called than needed
- Slightly slower than a
shark tank model
ROUND ROBIN
Pros ConsPUSH/PULL
65. TOP PRODUCER
Top agents get first shot at responding
immediately to new leads, then notify
other agents
3
67. Pros Cons
+ Puts more leads in
front of top agents
+ Lead get called
within minutes
+ Motivates agents to
compete for top spot
- Agent performance
can change over time
- Increased lead flow
may hurt performance
driven by scarcity
TOP PRODUCER
PUSH/PULL
71. New Lead via LeadSimple:
‘John Smith’ (360) 123-1234 ext.
683 Click to call: http://j.
mp/1qnAnsl
TEXT
72. You have received a new lead from your
website. The lead's name is John Smith.
Press 1 to accept, press 2 to decline, or stay on
the line to hear more details about the lead.
CALL
82. Leads
Interested and
ready to talk
Prospects
+ Recycled
Qualified & Interested
Not ready to buy
People move back and forth...
and that’s perfectly natural
83. Your sales process should...
this transition
ACKNOWLEDGE
FACILITATE
MANAGE