Understanding how we score, rank, and track your leads is key to making fast, informed decisions. This glossary breaks down the most common platform fields you'll encounter in 8020REI and Salesmate—including how they're calculated and when to take action.
? Lead Score
What It Is: A numeric score from 1 to 10 that predicts how likely a lead is to engage or convert, based on internal data modeling.
How It's Calculated:
- Based on property characteristics (equity, distress, location)
- Owner data (absentee status, length of ownership, probate, etc.)
- Historical engagement from similar leads
How to Use It:
- Prioritize follow-up with leads scoring 8–10
- Use filters to create daily call lists with high-scoring targets
⚠️ Distress Level
What It Is: A qualitative indicator of property/owner signals of distress, classified as:
- High
- Medium
- Low
What Triggers Distress:
- Pre-foreclosure notices
- Code violations
- Tax liens
- Probate or deceased owner status
- Absentee + vacancy
- Water shutoffs or utility alerts
How to Use It:
- Focus direct mail or cold outreach on High distress first
- Combine High Lead Score + High Distress to create hotlists
Deal Stage
What It Is: A CRM-defined status that tracks the lifecycle of a deal from initial contact to closing.
| Stage Name | Description |
|---|---|
| New Lead | Just entered the system; no contact made yet |
| Engaged | First contact made; property discussed or info shared |
| In Review | Seller shows interest; property being vetted or comped |
| Under Contract | Contract sent or signed; in negotiation or due diligence |
| Closed | Deal completed (win or loss recorded) |
| Dead | Lead disqualified or not viable at this time |
How to Use It:
- Track lead movement through pipeline
- Identify bottlenecks (e.g., too many stuck in "Engaged")
- Coordinate with acquisitions to move deals forward
? Additional Helpful Fields
| Field | Meaning |
|---|---|
| Campaign Status | Where the property is in the current fulfillment cycle |
| Last Contacted | Date of most recent call, SMS, or email interaction |
| SkipTrace Match % | Percent of successful contact info found on this lead |
| Fulfillment Type | Indicates whether a property is in Direct Mail, SMS, SkipTrace, etc. |
? Pro Tips
- Combine Lead Score + Distress Level to prioritize your highest-converting leads
- Use Deal Stages to identify which properties are stuck in limbo
- Keep notes updated so your team stays aligned on context and next steps
Still Have Questions?
If you're not sure how to interpret a specific field or would like help optimizing your views, reach out to your Customer Success Manager or email support@8020rei.com.
Understanding these key fields will help you make faster, more informed decisions and prioritize your highest-converting opportunities.