Hey BOS team,

This week I’m sharing something that I’ve implemented into my business as well as others. It’s a game changer. You should steal it.

Sponsorships | Subscribe

You’re treating your leads like a light switch. On or off. Binary status. It’s incorrect and in this article I’ll explain how it’s costing you/your sales team more than you’d like to know.

Here’s a snippet of the Big Brother funnel I shared on X last night. This is specifically for an application/inquiry based funnel that drives them to a “contact” action, like a call.

Someone fills out your application. They start. They hesitate. Maybe they get name, phone, and email in, then their kid walks in, or Slack pulls them away, or they hit a question they need to sit with. This person is invisible to most sales teams, because a complete submission isn’t there yet.

The "Big Brother" approach flips that. You and your team watch the funnel from the start, not just the finish line.

Here’s the logic, stage by stage:

Add partial submissions. Many of these intake form solutions allow you to add a “partial submission” stage, which fires the data entered to that point wherever you want it. For us, name/number/email is asked first, fired into our CRM, email list, and slack, then we ask some other questions. If you’re familiar with funnel drop-off metrics, they’re serious. This gets people in the ecosystem regardless.

Then we get the full submission. When the complete application lands, a second alert goes out to a different channel tagging our team, reading as "this person is now between app submitted and call booked." The entire application goes through with it. Critical timing for our team to pick up the phone and call them with context.

This is the window. The stretch between "just applied" and "booked a call" is the hottest a lead will ever be. If you don’t have someone calling these people (better yet, given a little heads up before they’re here via partial submission), you’re leaking, bad.

Recover on a delay. No call booked = lost in the abyss for most sales teams. Not for us. We’ve got a time delay that fires an alert to our team after an amount of time that would be unreasonable for them not to have booked yet. It’s a “recovery” job.

Conditional drip. If we can’t get them, they’re in our CRM, where conditional SMS/email will fire depending on the stage. It’s searching for the existence of a “call booked” contact tag. If it’s not there, they get dripped until they book with us. Not to mention our setter team calling them and managing that themselves.

You literally just need one team member and a janky CRM setup at minimum to run this. When the question isn’t around whether or not they’re a lead, and rather, how much of a lead they are, you naturally make more money.

Your competition is calling finished applications from the past week tomorrow between 1:00PM and 3:00PM. You're calling in-progress ones today, with the full picture already in hand. You’re catching people when intent is highest. They’re catching people when they have a couple spare hours.

The tooling is almost beside the point: an intake form, a handful of automations, a CRM that can route on conditions, someone to man the system.

If you’d like me to personally help you build this custom fit to your funnel/business, you may inquire here on a new beta service I’m offering while my non-compete is still in affect.