Tech Tuesdays - June 16, 2026

Tech Tuesdays: Attack List Workflow, KPI Tracking, Lead Qualification & SMS Best Practices

This Tech Tuesdays session covered a deep dive into CRM features and team-specific troubleshooting. Topics included how the Attack List logic and priority queue works, understanding the difference between conversion funnel tracking and KPI widgets, best practices for qualifying leads, sourcing virtual assistants, and resolving SMS account suspensions caused by poor data quality. Read through the sections below for a full breakdown of everything discussed.

? Key Takeaways

• Attack List Logic: The Attack List is a dynamic, priority-sorted dialing queue. Leads are only removed through manual disposition — this is by design to ensure no lead is forgotten and that reps remain in control of their workflow.
• Capacity Bottleneck: High lead volume (e.g., 20 leads/day) combined with low contact rates (e.g., 1 contact per 150 attempts) creates a bottleneck that causes reps to miss follow-ups and lowers overall conversion rates.
• KPI Tracking: The main dashboard conversion funnel tracks one-time stage events (e.g., Lead → Offer Made) for accurate pipeline metrics. The KPIs widget separately tracks all occurrences of an event (e.g., multiple offers on one lead) for activity monitoring.
• SMS Suspensions: Account suspensions are triggered by high error rates from texting landlines — not by high opt-out rates. The fix is to use quality skip-tracing services and send SMS drips at a human-like pace.

? Processes & Features Discussed

1. The Attack List: How It Works

The Attack List is your primary daily dialing queue. It dynamically sorts leads by priority so reps always know what to work on next. Here's how leads are ranked:

1. Appointments (Highest Priority): Scheduled appointments appear approximately 5 minutes before their due time. Offer appointments (priority 7) rank above Follow-up appointments (priority 6).
2. New Leads: Unattempted leads that have never been called.
3. Negotiating Status: Leads that have received an offer and are in the post-offer nurture stage.
4. Attempted Leads: Leads that were called but not reached. These remain on the list on a 14-day timer before moving to the Revival List.

How Leads Move On and Off the Attack List

• Removed from the list: A lead is only removed when a rep manually applies a disposition (e.g., Not Contacted, Booked Appointment). This is intentional — leads will not disappear on their own.
• Moved to Revival List: If a lead has no contact made within 14 days, it rolls off the Attack List and onto the Revival List automatically.
• Re-enters the list: After a disposition is applied, the lead re-enters the Attack List at a lower priority level.

"My Leads" vs. "Attack List" — What's the Difference?

• Attack List: The dynamic, priority-sorted queue used for daily dialing tasks. This is where reps should be working from each day.
• My Leads: A static list used to manually track "hot" leads that a rep has claimed and wants to monitor outside of the system's automated prioritization.

Admin Note: Setting Up "My Leads" Correctly

Admins have visibility into all team leads by default. To avoid seeing the entire team's leads in your personal "My Leads" view, admins must create a custom filtered list using the filter: Owner is [Admin's Name]. Without this filter, the view will show every lead across the organization.

2. KPI Tracking & Funnel Analysis

Main Dashboard Conversion Funnel

The conversion funnel on the main dashboard tracks one-time stage events. For example, even if multiple offers are made on a single lead, that lead is counted only once in the Lead → Offer Made stage. This provides accurate stage-to-stage conversion metrics for pipeline analysis.

KPIs Widget

The KPIs widget is designed for activity monitoring. Unlike the funnel, it counts every occurrence of an event — so if three offers are made on one lead, all three are counted. Use this widget to track rep activity volume rather than pipeline health.

Wave Dialer Integration (Coming Soon)

A new API key integration is in development that will combine dial data from both GoHighLevel and the Wave dialer into a single unified dashboard view. This will give teams a more complete picture of their calling activity in one place.

3. Lead Manager Sourcing & Qualification

Sourcing Virtual Assistants (VAs)

Remote Latinos was recommended as a reliable source for hiring VAs to serve as lead managers.

• Cost: Approximately $3,500 per placement.
• Guarantee: 90-day free replacement if the placement doesn't work out.

Lead Qualification Criteria

When qualifying a lead, the following framework was discussed:

• Non-negotiable requirement: The property must have equity. If there is no equity, the lead does not qualify.
• Plus at least 2 of the following 4 factors:
  • Condition: Seller self-rates the property condition below 7 out of 10.
  • Asking Price: The seller's asking price is realistic relative to market value.
  • Situation: The seller has a clear motivation or reason to sell.
  • Timeline: The seller wants or needs to sell within 90 days.

4. SMS Suspensions & Data Quality

Why Accounts Get Suspended

A common misconception is that high opt-out rates cause SMS account suspensions. In reality, the leading cause is a high error rate from texting landline numbers. Carriers flag accounts that repeatedly send messages to non-mobile numbers, which triggers suspension.

Root Cause

The most common source of this problem is using PropStream's free built-in skip-tracing. The free tier returns low-quality data that includes a high proportion of landline numbers, which leads directly to elevated error rates.

How to Fix It — Three-Step Solution

1. Use a paid, quality skip-tracing service: Switch to a service like SkipMatrix, which returns higher-quality mobile number data with fewer landlines.
2. Clean your lists before uploading: Before uploading any contact list for an SMS campaign, run it through a filtering tool (such as Claude or a similar AI tool) to identify and remove landline numbers from the list.
3. Send drips at a human-like pace: Configure your SMS drip campaigns to send at approximately 2 messages per minute or slower. Sending too fast makes the activity look automated to carriers, increasing suspension risk.

✅ Action Items

? Recorded during Tech Tuesdays | GenieREI Training Series  |  Watch the full recording