What is an Engagement Score?
The Engagement Scoring model will automatically update prospect scores based on an advanced engagement algorithm as prospects proceed through their sales cycles within WelcomeHome.
Engagement Score Definitions:
- New - The prospect's most recent quality touch point was an inquiry. Reach out to connect.
- Hot - The prospect is fully engaged. Prioritize thoughtful touch points and complete scheduled activities.
- Warm - The prospect is full of potential. Leverage bulk activities and push for re-tours to unveil new move ins.
- Cold - The prospect is dwelling. Attempt new methods of outreach or leverage passive engagement to keep this prospect re-engaged.
Evaluating Prospects with Engagement Scoring:
The Prospect Scores for Engagement Scoring are updated dynamically based on the evaluation of prospect engagement, characteristics, and time.
By emphasizing which prospects are actively engaged within WelcomeHome, this will drive importance on providing strategic guidance on where and how to focus productive efforts each day to effectively manage prospect move ins.
Activities that Matter:
There will now be two sections on the WelcomeHome Overview page for prospect score monitoring: Score Changed and Downgrade Risk.
- Score Changed - This represents if a prospect's score has been changed automatically or manually within the past 24 hour, 48 hour, or 72 hour time-frame. There is an option to view that list of prospects by clicking "View all".
- Downgrade Risk - This provides a point of interest for any potential prospects that are in the adverse risk of dropping from one score level to the next within the next 24 hour, 48, hour, or 72 hour time-frame. You can view these prospects by selecting "View all".
Users are given visibility into which prospect’s may become disengaged, which will provide quality details to reach out and keep the prospects engaged. Examples such as prospect initiated activities, face to face visits and events draw a clear perspective on why a prospect is interested in the community.