Streamline loan agreements with airSlate SignNow's Pipeline Funnel in loan agreements

How to create outlook signature

[Music] so welcome back to the lead gen playbook today is number three in our series of nine hopefully you were able to make the first two but if not don't worry we've got the replays on our blog at blog.gov.com and our youtube channel and all sorts of other places if you are new if you haven't joined us for one of the previous webinars welcome to high level we're the all-in-one sales and marketing platform the agencies and consultants can white label and resell to their clients uh we have a 14-day free trial which you can check out at gohighlevel.com and again today's webinar is number three in a series of nine and today we are talking about pipelines so more than half of you are not currently using pipelines for your clients and we're going to talk today about why you should be and first of all what is a pipeline well very simply a pipeline is essentially a series of stages that opportunities must pass through in order to achieve a goal state so if we think about a very basic pipeline it would be hey we generate leads we get them to book appointments like we talked about last week in online scheduling because most businesses require some sort of appointment along the way before they can make a sale they need to attend that appointment right in order to be able to uh be sold and then they need to purchase and so that right there is a very basic pipeline a basic series of stages that opportunities must pass through in order to become a sale or achieve the goal state more importantly why are pipelines so important well they bring order to chaos and they allow us to visualize the entire funnel what do i mean by order from chaos well odds are your clients because we just saw that more than half of the marketers on this call are not using pipelines for their clients so what that means is that your clients businesses out there have never seen a funnel right they've never seen a pipeline when it comes to a marketing funnel and the problem with that is it creates this very sort of wizard of oz effect um before i joined the team at high level i ran a seven figure agency myself for years and what i often found was man our clients especially in the earlier years they feel like what we're doing is sort of behind the curtain magic that they kind of have to blindly trust and that often doesn't go well especially if their campaigns don't perform right away and so what we found when we started using pipelines was that it was this eye-opening experience for our clients because for the first time they had visibility into the whole process right the whole funnel and they started to realize oh wow this is just that a process this isn't like magic beans you know i want magic leads great give me the magic leads and it's going to change my business a lot of businesses sort of think like that right and we've already talked about they think they want leads what they really need are bookings etc and this all happens through funnel marketing the problem is most of our clients don't know what that means and they've never seen it and so with high level and pipelines we can give them the opportunity to actually visualize the whole funnel and what happens when you do that is you'll oftentimes earn what i call partial credit it's like when we were in uh grade school right and even if you didn't get the answer exactly right you might still get enough credit to pass because you showed your work and that's what i feel like pipelines can do right if you're showing the process even if your client's ad campaign isn't hitting goal right out of the gate i have personally found that we were able to maintain clients through that improvement period because they could see that it was a process oh i see it now you're putting new leads in here then this happens and then they move here and then they book and they move here etc great so we just need to fix this part of the process and then we'll be getting to our goal and i'm willing to stick around because i believe that you guys can make that happen and so that goes back to revealing holes in the bucket and this is what's so great about pipelines in high level because they give us the ability to visualize the funnel reports so quick question here we're looking at a funnel if you were to analyze this funnel and hopefully you can see the numbers at the bottom are big enough on your screen where's the hole in this bucket and go ahead and throw it into chat if you see it but what we're looking at here is the visual representation of a high-level pipeline right pipelines typically go horizontally but when we turn them over they become the funnel and so let's take a quick look at this example here and how we could use this to quickly identify the hole in our client's bucket here and it looks like some of you guys are hitting the nail on the head that's right great our show rate stinks right look at this okay we generated 185 leads out of that 185 150 moved on to the next step in the pipeline they became a hot lead right 81 of our leads got to stage two and then look at this we got 119 of them to book an appointment right so 64 of our leads are booking appointments that's fantastic but then uh-oh look at this only 26 people showed up for their appointment only 14 of our leads and what's the real kicker look at this if we get them to show up most of them convert so we very clearly know we've got a problem between people booking appointments and them showing up oh well now we have a problem that we can go fix right we can go improve our nurture campaign our appointment reminders and take a look at like what are we doing are we not sending enough reminders maybe we're only sending emails and we need to start sending text messages hey maybe we need to build reminders for our clients to start sending personalized video emails like we talked about in the very first webinar there are a million different ways to increase show rates maybe we need to incentivize them oh and by the way at your appointment we're gonna have this gift package waiting for you this free guide this whatever it may be to incentivize the shows but the point is there's lots of things that we can do to improve that process if we know that's where we need to focus our attention right clients are only paying us a certain amount of money we only have time to do a certain amount of work we can't go do everything but when we use pipelines and funnels we know exactly where we need to start and so hopefully you guys can see the value here and being able to visualize the funnel and surface these gaps these holes very quickly and it does it in a way that your clients can understand right if you showed this to a client and you're like look look at how big these areas are and then oh no see how small that one is we've got a problem here we've got a bottleneck and we're going to need your help to solve it right and now think about this conversation that i'm about to have with my client hey look we are generating leads at you know whatever the cost a great cost per lead we're getting a lot of them to engage we're getting a lot of them to book but they're not showing up and we're going to need your help right we're going to need you guys to commit to doing x y and z on your part we're going to go make these changes on our part now we're in it together we're all invested in fixing this problem and getting them to success and again clients are going to be willing to stick around through that process when you can talk about it in these terms that they can understand okay cool now creating pipelines in high level is very easy hopefully you guys know exactly what i'm talking about but you just basically go to opportunities and you hit the pipelines tab and you hit create new now there's one thing that we need to talk about here traditional pipelines are only stages that are positive stages that all opportunities must flow through now high level pipelines are a little different because we allow you to include negative stages that you wouldn't typically include in a classic pipeline or funnel and we allow you to hide them from the reporting because if we don't hide them the negative stages will appear inflated and so here's an example of a bad funnel setup over here a bad pipeline setup and again i'll pause for a second to see if you guys can spot the stage in here that is sort of throwing a wrench into things so take a second hopefully you guys can see the numbers over there and and this is big enough for you to read but let's see if you guys can spot the problem with the way that this pipeline is set up all right i see trial um trial could be valid you might have to go through a trial but dan you nailed it on the head robert you got it too cancelled check this out canceled is a negative stage right we don't want people to cancel and i don't even know what what this pipeline was or where i got it or why they had a cancelled stage in here but let's take a look at this what's happening here is if i were a client and i looked at this report i'm like oh 12 of our funnel cancelled you know maybe that's not bad or maybe it is or whatever but the point is wow 12 people are canceling why is that but that's not true right because what happens is that the way that funnels work is to get to any given stage you had to have gone through the stage before in a traditional pipeline or funnel and that's the way the reporting works right so if we take a look look this is almost identical right and same with here we've got 2013 people that won 2013 people that canceled how could that be it can't be right this cancellation number in reality is almost zero right it's like less than a percent but because we didn't take it out of the reporting we assumed that everyone that got to the win stage went through the cancelled stage and that doesn't make sense at all right so imagine you know the potential heart attack you could give your client if you had your funnel your pipeline set up like this and they went and looked the report and so we can solve for this in high level which is obviously awesome and we do that by when you're creating your pipeline you have these icons over here and so the second icon is where you can tap it and it will take it out of the reporting which is awesome right so if you want it in the pipeline you can have the stage there but if you know it's negative or it's a stage that not all leads have to pass through then you'd hide it from the reporting and again if we don't that negative stage will appear inflated in your report so very important if you take nothing else away from this webinar hopefully you remember that when you're setting up your pipelines go and deselect uh the funnel icon there for any negative stages there's also the distribution report and sometimes people might be like well why do we allow people to build non-traditional pipelines um and the answer is very you know well first of all the answer is varied clients want things set up in all sorts of ways right some people want to see the negative stuff um maybe there's stages for specific reasons etc and and that's fine and one of them might be hey you know if we go back there are two icons here right one is the funnel uh the visual funnel report and the other is the distribution report and it's very valid to see hey i might want to know like how many people got to that stage in a distribution report whereas i don't want to see them in the funnel report so we have that capability in high level to deselect those options to pull things out of these two different reports all right so let's pivot real quick and we're going to take a look at the anatomy of an opportunity so let me hop into an account real quick and let's head over to opportunity so again the pipelines live in the opportunities area of high level and this is what a pipeline looks like after we've built it again to build them we go pipelines add new we can create as many as we want they can have as many stages as we want but once we've created them we view them in the opportunities tab and we can toggle between all the different pipelines uh sorry those are the stages all the different pipelines that we've created um here on the uh the opportunities page but what we're looking at now is opportunities themselves so pipelines get filled with opportunities each one creates its own card we can click directly on a name if we want to go to that that person's contact record but if we click outside the name we're going to open up the opportunity card excuse me so let's take an oppor uh let's take the opportunity let's take a moment here to review the anatomy of an opportunity because this is important to understand so at the top we have the information of the contact that's tying to this opportunity so name email phone tags company name this is all standard stuff from the contact record but down here we have things that are specifically related to this opportunity as opposed to the the contact itself so the opportunity um has a name it can be the same as the contact name or it could be whatever we want and we can also use custom variables in these fields as well here we're looking at what pipeline is this opportunity in what stage within that pipeline is this opportunity at what's the status and we'll talk about statuses more in a bit is this opportunity assigned to a user in the system is there a value associated with this opportunity which is very cool and powerful because we can use it in a couple of different ways often times we'll use it for the average lifetime value so when we get a new client and you know when i use the dentist example if i'm onboarding a new dentist and i'm saying great we're going to run a free teeth whitening offer for you if somebody books a cleaning how much is the average cleaning patient worth to you over the lifetime of them as your patient and they might say oh it's on average five thousand dollars because they come back once a year for an average of x amount of years um so i could punch that in here and my pipeline would reflect the potential value of all the opportunities in it and then later and we're going to learn how to do this in a you know upcoming webinar we can go back and dynamically change it to the actual value of what was sold but what's important to know at this stage is that yeah we can put values to these opportunities and that gets calculated into reporting and then here we can have a source so we can determine you know what created this opportunity and we can use that in a variety of ways up at the top we can also click to see you know does the person associated with this opportunity have any appointments booked are there any tasks in relation to this opportunity and do we have notes in relation to this opportunity um but so what's important to understand here is the anatomy what these fields are why they're important and let's hop back over here to our slides and now let's talk about statuses so each opportunity as we just saw has a status and it can be open one lost or abandoned we can change this in a variety of ways one like we just looked at we could open an opportunity and we could come down here and manually change the status we could also just start dragging the opportunity into a status so we can change it that way or the other way that we could do it is through automation so we can do it in workflows we can change the status we can also do it through the api but what's important is oops this enables you and i see this get misused a lot it enables you to leave people where they were when their status changed so lots of times like this is technically a bad pipeline design because i have a stage for purchase now maybe that makes sense maybe it doesn't but what we're really saying is hey did we win the opportunity right and so typically what we want to do is instead of adding stages for the goal we use the status of one so hey somebody showed up for their appointment and they paid right so they're a winner so we drag them into the one and it changes the status to one but technically the opportunity still lives in the showed stage and that's typically what you want to see right you want to know where in my pipeline were they when they converted or when we lost them or when they disappeared etc so that's typically how you want to use statuses now you could double it up right you could have the stage for it and the status but the status enables you to get the real story of where people were when the status of the opportunity actually changed the status enables us to trigger actions as well which is very important to note right so we want to make sure that we get our clients in the habit of using the statuses so that we can build automations that trigger off of them right so if we have somebody in our pipeline who becomes a one right we accomplish the goal maybe it's a good time to trigger off a review request and we actually have recipe for that we're going to learn about that in an upcoming webinar but the point is we need to know we need to we need the status to change in order to launch the trigger and vice versa right maybe if we lost somebody we would drag them into lost and that status would change and we could trigger off of putting them in some sort of nurture campaign or something like that so it's important to know and use statuses so that we can trigger things off some other things that i'll quickly point out that trip people up is we can view pipelines by date uh by time frame which is important right because if you're thinking well if i leave them in the showed status or sorry the showed stage but i changed the status to one everyone's just gonna pile up there right and i'm gonna have this huge list of people that are just sitting there not really because when you look at pipelines typically you're looking at them within a time frame right so if i say uh you know if i just do today everyone's going to disappear because i haven't generated any new opportunities in this pipeline today but if i go back and i look at this past week well now i'll see all the opportunities that were generated this week and where they are so that's really how you want to get in the habit of using them right set the time frame and look and see where was everybody where is everybody we can go back in time if we want to see where they work etc we can also filter by the owner so for you if we're assigning opportunities to people we could say okay i want to see everybody assigned to brandon in this time frame and it will filter and the other thing that trips people up is when you're typically looking at a pipeline you're usually looking at the open status so if i have it as open see how that changed whoa where did all my wins go oh my gosh i'm freaking out this this pipeline is not performing no no no calm down you didn't lose any opportunities you didn't lose your winners you're just looking at only the opportunities with an open status so this trips people up a lot in the beginning you want to switch to all if you want to see everybody across all of the statuses there so that's kind of the anatomy of the pipeline and the opportunities it's important to understand that we can trigger off of them and we can filter by them this is very powerful right so what we're talking about here is in contacts we can apply filters and sets of filters based on pipeline parameters so we can build lists of people based on how long they've been in a pipeline what pipeline they're in what stage within a specific pipeline and what status so to do that we just go over to contacts and then we can apply filters and if we start typing pipeline we'll get some options here right so let's say we we wanted to see people that are are or are not within a specific pipeline we can start applying these sets of filters here and then we could actually save these as smart lists right so if you haven't seen smart lists they're great because they're sets of saved filters that live across here so let's say you know i frequently want to look at a group of people who are currently in a specific pipeline stage i can save that and i can just come here and always quickly see a list of those people so that's another important reason why we use pipelines is that we can go find people within the system based on where they are in a pipeline with statuses etc and then additionally we can go trigger lists of actions right automations based on these things as well so we could say hey if somebody you know gets added to a specific pipeline i want to go send them an email send them an sms send them a voicemail tag them in the system do whatever else we can do that we can trigger off of pipeline stages changing so hey if somebody you know makes it to the booked appointment stage i want to move them into an automation that starts sending reminders leading up to the appointment um we can trigger off of the status changing we talked about that right like if an opportunity status changes to one i want to send a review request for example um we can also trigger stale opportunities so we can say hey if an opportunity sits in any specific stage of a pipeline for more than x amount of days i want to go do these following actions so that's the trigger of a workflow right so if we head into automations and we just pop into one we're talking about the top these workflow triggers up here and this is where we can come and say pipeline and we'll get our up our options here and some filters and things like that so these can kick off an automation and then likewise we can action within an automation so we can go and change things about opportunities um on the bottom side right down here all of these so we click apply a plus and we have the option to create opportunities to change opportunities right move them from one pipeline to another move them within stages change the status update the value change the source we can even web hook out to send data somewhere else outside of high level or we can delete opportunities and so if you just go and type pipeline or opportunity you'll see all the options that you have within a workflow based on pipelines and our opportunities here so we've created this world of possibilities by feeding all of our leads that we're generating for our own agency and for our clients into pipelines as a bonus this is pretty cool so this was sort of not intended right like we didn't set out for this to uh specifically in mind but if we go back to an opportunity and we open it up remember in the past in the early days of high level you had to have a name and an email here in order to create an opportunity nowadays you don't you can just give the opportunity a name and create it and that has opened up the possibility to use pipelines as kanban boards so if you've ever used something like trello where you know you're creating tasks and you're moving them along a series of stages you can do that with high level pipelines and we actually use this internally for a couple of things now don't get me wrong i'm not here to tell you that you know you can use pipelines as like a killer it's a trello or something like that it's pretty basic but if you just have the basic need of tracking tasks across a series of stages you can now do that in high level with pipelines and opportunities that just aren't tied to specific contacts um and you can combine them with automations right so you can create tasks and reminders and things like that in uh workflows okay so that's everything that i had today if you're new to high level and you're ready to start using pipelines to visualize the funnel again there's a 14 day free trial at gohilevel.com if you're already a user hopefully you took a lot of way away from this as to why you want to make sure that you are using pipelines for your clients [Music]