Acquisitions Workflow: The Attack List, Call Statuses, and Appointment Booking - August 18, 2026

This session covers the end-to-end Acquisitions workflow for Noah's team, including how to use the Attack List as your daily command center, how call statuses control lead flow, how to protect your hot leads with appointment booking, and how to properly set up a custom SMS prospecting list without disrupting the acquisitions pipeline.

Key Takeaways

• The Attack List is your single source of truth. It auto-sorts leads by priority so you always call the hottest prospects first — never work outside of it.
• Call statuses drive the entire workflow. Every call outcome must be logged with the correct status. The status you choose determines what happens to the lead next.
• Use Appointment for Follow-up to protect hot leads. Booking this appointment resets the nurture timer and keeps the lead assigned to you rather than releasing it to the team.
• Always book appointments via the calendar — not the date field. Only calendar-booked appointments count toward your performance metrics, advance the lead through the pipeline, and include a precise time.
• Use a separate pipeline for custom SMS prospecting lists. This prevents unqualified prospects from flooding your acquisitions pipeline and skewing your KPIs.

The Attack List: Your Daily Workflow

The Attack List is your primary working tool each day. It automatically sorts all of your assigned leads by priority, so the first lead at the top of the list is always the most urgent call to make. Do not manually reorder or skip leads — trust the system's sorting logic.

Attack List Priority Order

1. Appointment for Offer — Booked by Setters for Closers; highest urgency.
2. Appointment for Follow-up — Your internal reminder to reconnect with a lead at a specific time.
3. Negotiating — Leads currently in active negotiation.
4. New Leads — Fresh, uncontacted leads entering the pipeline.
5. Nurture Leads — Leads you've attempted to reach but haven't connected with yet.

Daily Process

1. Open the Attack List at the start of your session.
2. Load the entire Attack List into the Wave dialer.
3. Call leads in the order they appear — do not skip ahead.
4. After every call attempt, select the appropriate call status for that outcome.
5. If a lead is hot but unreachable, book an Appointment for Follow-up to reset its timer and keep it assigned to you.

Call Statuses & What They Do

Call statuses are the engine that drives lead movement through the system. Choosing the wrong status — or skipping it entirely — will cause leads to behave unexpectedly. Below is a breakdown of each status category.

? Green Statuses — Keep Lead Assigned to You

? Yellow Statuses — Release Lead Back to Team

Note: Yellow statuses release the lead from your personal queue but do not permanently remove the contact. After the timer expires, Setters can attempt to re-engage through the Revival List — no lead is ever truly forgotten.

? Red Statuses — Kill the Deal Permanently

⚠️ Use red statuses with caution. Only mark a lead red if you are certain you would never make an offer on this property under any circumstances. A seller's situation can change over time — when in doubt, use Not Interested instead so the system can re-engage them later.

Keeping Hot Leads Assigned to You

The Problem

When you attempt to call a lead and don't reach them, you must log a Not Contacted status. This triggers a 14-day nurture timer. If you fail to connect with that lead within 14 days, the system will automatically release the lead back to the team — even if you were actively working it.

The Solution: Book an Appointment for Follow-up

If you have a lead you're excited about and want to make sure it stays in your queue, book an Appointment for Follow-up on the calendar. This does two things:

• Resets the nurture timer — the lead won't be auto-released.
• Surfaces the lead at the top of your Attack List on the day and time you scheduled, ensuring you don't miss the follow-up.

Think of it as setting a personal reminder that is built directly into the workflow — not a note in your phone or a sticky on your desk.

Booking Appointments: Always Use the Calendar

There are two ways to set a future date on a lead record: the simple "When to follow up" date field, and the full calendar booking interface. Always use the calendar. Here's why it matters:

• Credit & KPI Tracking: The calendar is the only method that registers an "Appointment Set" in your performance metrics. If you use the date field, the appointment will not be counted.
• Pipeline Advancement: A calendar booking moves the lead to the correct pipeline stage (e.g., "Appointment for Offer Set"), giving leadership accurate visibility into where deals stand.
• Precise Scheduling: The calendar allows you to specify an exact time, whereas the date field only captures a day with no time component.

Rule of thumb: If an appointment isn't on the calendar, it didn't happen as far as the system is concerned.

Custom List Uploads: SMS Prospecting Setup

For teams looking to upload a custom contact list (e.g., ~900 contacts) for cold SMS outreach and dialing, follow these guidelines to keep your acquisitions pipeline clean.

Key Principles

• Create a Separate "SMS Prospecting" Pipeline. Do not upload custom lists directly into the acquisitions pipeline. Keeping them separate ensures your core metrics aren't skewed by unqualified prospects.
• Do Not Apply Trigger Tags on Upload. Avoid tags like new lead during the initial import. These tags can auto-trigger workflows that push unvetted contacts into the acquisitions pipeline en masse.
• Use the Conversion Button to Promote Engaged Prospects. Once a contact from your SMS list responds and shows genuine interest, a dedicated button will be available to manually convert them from a "prospect" into a "seller lead," moving them into the acquisitions pipeline at that point.

Technical Note on SMS Volume

The system has a hard technical limit of 2 SMS messages per minute. Plan your outreach campaigns accordingly and set realistic expectations for how quickly a large list will be contacted.

Quick Reference Summary

Recorded during a GenieREI training session. For questions, reach out to your team lead or submit a support ticket.