Daily Reference Guide

Maraia's Call Workflow

Your daily routine, call dispositions, and everything you need to work through BCI leads. Prepared by SalesCommand

10
Calls / Day
7 AM
Tasks Appear
6
Dispositions
4
Smart Lists
Section 1

Your Morning Routine

Every weekday at 7 AM, up to 10 priority leads appear as tasks in GHL. These are your highest-value calls for the day. Work through them top to bottom.

  1. 1
    Open GHL Tasks
    GHL → Contacts → Tasks (filtered to "Assigned to: Maraia")
  2. 2
    Review the Lead
    Click the BCI HubExo link in the task to see the full project details before calling.
  3. 3
    Check Email History
    Open the contact's conversation timeline in GHL — you'll see every email Samara has already sent them. Know what they've received before you call.
  4. 4
    Make the Call
    Call within 4 hours of receiving the task — the lead is freshest in the morning.
  5. 5
    Log the Disposition
    Update the contact's Call Disposition field in GHL (see Section 2 below).
  6. 6
    Mark Task Complete
    Tick the task off and move to the next one. Aim to complete all 10 by lunch.
Where to find tasks: GHL → Contacts → Tasks. Each task includes the priority score, project details, contact info, and a direct link to the BCI project listing.
Section 2

Call Dispositions

After every call, update the contact's Call Disposition dropdown in GHL. This is what drives the entire follow-up system — the right disposition triggers the right next action automatically.

Disposition When to Use What Happens Next
Interested They want to discuss further Move to Sales Pipeline. Book a meeting with Neeraj.
Callback Busy now, asked you to call back A follow-up task is created with the callback date.
No Answer Rang out, nobody picked up Email 2 sends automatically. Callback task created (+4 hours or 9 AM next business day).
Voicemail You left a message Email 2 sends automatically. Wait for them to call back.
Not Interested They said no to our services Moved to Nurture automatically. They'll receive the fortnightly newsletter.
Wrong Number Number doesn't work or wrong person Tagged as wrong number. Email-only follow-up from here.
No lead is ever lost. Every disposition triggers the right follow-up. Even "Not Interested" contacts get the newsletter — they may come back on a future project.
Automatic Email Sequence

All emails are sent from Samara's inbox via GHL. You don't need to send any emails manually.

Email 1 Sent automatically when lead enters Pre-Call Sent stage
Email 2 Sent after No Answer or Voicemail disposition
Email 3 Sent after 3rd failed attempt — includes accessibility checklist
After Email 3 7-day wait → newsletter tag applied → moved to Nurture
Section 3

Pipeline Stages

Where: GHL → Opportunities → BCI Leads Pipeline

Stage What's Here Your Action
New Fresh BCI leads, just imported Nothing — system handles it
Pre-Call Sent Email 1 sent, task created for you This is where your tasks come from
Contacted You've spoken with them Log the outcome
Engaged Interested — high intent Book a meeting with Neeraj
Nurture Not ready now, getting newsletter No action — they'll come back
Key point: Leads flow automatically from New → Pre-Call Sent. Your job starts when the task appears. You never need to move contacts between stages manually — the system does it based on your dispositions.
Section 4

Smart Lists

Where: GHL → Contacts → Smart Lists. These are pre-built filters that show you exactly the right contacts at the right time.

Daily Top 10
Today's highest-priority calls, ranked by score
Check every morning
Hot Leads
High-score leads needing immediate attention
Check daily
Callback Queue
Leads who asked to be called back on a specific date
Check after morning calls
Email Only
Leads getting email sequence — no phone calls
Don't call these
Section 5

Priority Score Signals

Each task shows why a lead scored high. Here's what the signals mean and how much each one is worth.

Hot Lead
Manually tagged as high priority by the team
+50
Project Value > $5M
Big projects have bigger accessibility budgets
+40
Strategic Category
Medical, Education, Childcare, Aged Care — Enable Group's sweet spot
+30
Developer Role
Key decision-maker who approves consultants
+25
Has Phone Number
You can actually reach them by phone
+20
New Today
Just imported — first mover advantage
+15
Architect Role
Design authority on the project
+15
Previous Attempt
Already tried — pushes lead down the priority list
−10
Maximum Score
140
New developer + strategic category + $5M+ + phone
After 3 Attempts
Excluded
Removed from Top 10 → enters nurture
Section 6

Tips for Success

Call within 4 hours
The lead is freshest in the morning. Aim to make all calls before lunch.
Check the BCI link first
Know the project name, category, and location before you call. It makes a real difference.
Check the email history
Open the contact's conversation timeline in GHL before calling. You'll see exactly what Samara has already sent them.
Log every single call
Even "no answer" matters — it triggers the right automatic follow-up email. If you don't log it, nothing happens.
Don't stress about "Not Interested"
They'll automatically receive the newsletter and stay warm. Many leads come back on future projects.
Quick Reference Card
Morning Routine
1.
Open GHL → Tasks
2.
Call top priority leads (aim for 10/day)
3.
Log disposition after each call
4.
Mark task complete
5.
Check Hot Leads smart list for urgent ones
Disposition Cheat Sheet
Interested → Book meeting, move to Sales Pipeline
Callback → Set follow-up task with date
No Answer → Log it (auto-sends Email 2)
Voicemail → Log it (auto-sends Email 2)
Not Interested → Log it (auto-enters newsletter)
Wrong Number → Log it (email-only from now on)
Key Locations in GHL
Tasks → Contacts → Tasks (filtered to Maraia)
Pipeline → Opportunities → BCI Leads Pipeline
Smart Lists → Contacts → Smart Lists
Email History → Contact → Conversations tab