Dispo Process Walkthrough, Sales Team Workflow Optimization & Wave Dialer Setup - July 14, 2026

Overview

This Tech Tuesdays session focused on three core areas: a full walkthrough of the Dispositions (Dispo) process in GenieREI, restructuring the sales team workflow to improve conversion rates, and configuring Wave Dialer with Local Presence for multi-market operations. The session included live system walkthroughs and real-time troubleshooting for both Simon's and Austin's teams.

Key Takeaways

• The Dispo process is gated by accurate Transaction Coordinating (TC). Deals must be properly documented before moving through the Dispositions pipeline and being marketed to the Qualified Buyers list.
• Sales team roles should be clearly divided. Closers work new leads on the Attack List for 1-call closes; setters work the Revival List to book appointments for older leads.
• KPIs should be flexible but consistent. The baseline is 3.5 hours of talk time OR 300 dials. If talk time drops, dial volume must increase proportionally to maintain the same output.
• Wave Dialer's Local Presence feature simplifies multi-market outbound calling by automatically dialing from a local number that matches the lead's area code, significantly boosting answer rates.
• GenieREI phone numbers serve distinct purposes: Acquisitions Main handles all outbound texts, Website handles inbound website calls (with a whisper message), and Dispo is used exclusively for dispositions marketing.

Section 1: Sales Team Workflow & KPIs

The Problem

Simon's team was managing approximately 26 new leads per day with a conversion rate of around 1%. The high lead volume without a clear workflow was leading to overwhelm, lead pre-judgment, and missed opportunities.

The Solution: Role-Based Lead Management

A restructured workflow was implemented to ensure each lead type is handled by the right person:

Action taken during the session: Michigan and Missouri leads were moved from the Attack List to the Revival List, reducing the Attack List to a manageable 79 leads for the closer to focus on.

KPI Framework

To maintain consistent daily effort across the sales team, use the following flexible KPI structure:

• Baseline target: 3.5 hours of talk time OR 300 dials per day
• Adjustment rule: For every 1 hour that talk time drops below the baseline, dial volume must increase by 180 dials (based on a triple-line dialer) to compensate for the time spent connecting to calls

This approach accounts for the reality that not every dial results in a conversation, while still holding team members accountable for consistent output.

Section 2: Dispositions (Dispo) Process Walkthrough

Prerequisite: Accurate Transaction Coordinating (TC)

Before a property can enter the Dispo workflow, the deal must be properly documented. The process begins when a deal is placed under contract: the closer fills out the required TC form, which populates the property card with the necessary details.

Step-by-Step Dispo Workflow

1. Move the Property to the Dispositions Pipeline

   Once property photos have been reviewed and approved, move the property card from the Acquisitions pipeline into the Dispositions pipeline.

2. Mass Market to the Qualified Buyers List
   1. Navigate to the Qualified Buyers list.
   2. Filter the list by the relevant market.
   3. Select all contacts.
   4. Click Manage Opportunities → New Deal → Deal Marketing.
   5. Enter property details or paste a Custom Message to send to buyers.
3. Track Marketing Activity

   The system automatically creates opportunity records in the Marketing Tracker pipeline for each buyer contacted. Reps can sort by address and manage all buyer follow-up from this centralized view.

4. Market to Individual / New Buyers

   To market a specific property to a single new buyer, navigate to that contact's profile and use the Send Deal button. This sends them the property information and adds them to the Marketing Tracker pipeline automatically.

5. Qualify New Buyers

   Unqualified buyers land in the Buyer Sonar List. To promote a buyer to the Qualified Buyers list, fill in the Buyer Markets field on their contact profile. This is the key field that moves them into the marketable segment.

Section 3: Wave Dialer Setup & Phone System Configuration

The Problem

Austin needed a scalable phone system capable of operating across multiple markets (NC, TN, OH, MI) without requiring manual number switching or complex routing setups.

Solution: Wave Dialer with Local Presence

Wave Dialer was configured with the Local Presence feature, which automatically dials from a local number that matches the area code of the lead being called. This increases answer rates and removes the complexity of manually managing numbers for each market.

GenieREI Phone Number Setup

The following GenieREI numbers were configured with specific roles:

Wave Dialer Number Configuration

1. Purchase local numbers for each market you operate in (e.g., NC, TN, OH, MI area codes).
2. Enable Local Presence in Wave Dialer settings so the system automatically selects the appropriate local number when dialing a lead.
3. Set the Call Destination to Acquisitions Main — this ensures all inbound call-backs are routed to the team's primary GenieREI number, keeping communications centralized.

Action Items & Next Steps

Austin

• Send the updated buyer list CSV to GenieREI Support for import.
• Complete the Letter of Authorization (LOA) to transfer existing phone numbers into the system.
• Invite your team member to Wave Dialer and provide them with the activation code.
• Update closed deal information in the Closing Pipeline.

GenieREI Support

• Import Austin's new lead list and buyer list once the CSV is received.
• Sort Austin's leads: move hot/negotiating leads to the Attack List; move all others to the Revival List.
• Configure the Website phone number with the appropriate whisper message ("Incoming website lead").

Simon

• Submit a support ticket to restore the Connected & Verified pipeline stage that is currently missing from the Acquisitions pipeline.

? Recorded during Tech Tuesdays | GenieREI Internal Training Series