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      How does lead scoring work in Fello?  

      This page explains how Fello's AI-powered lead scoring system works, and how it can be used to filter contacts and prioritize leads.

       Our AI-powered lead scoring system helps you determine the quality of your leads and helps you decide which leads to focus your efforts on. 

      In this guide: 

      How it Works

      Our advanced AI analyzes key data categories like Engagement, Submissions, Time Frame, Propensity, and Contact Info, along with hundreds of underlying metrics to deliver a precise lead score. 

      These factors are weighed in to score contacts out 100 – with 100 being the highest likelihood of closing a deal. This score is updated daily.

      Note: The lead score is meant to serve as an enhancement to the previous Propensity to List score. The difference being that while the lead score considers propensity as well, it also accounts for various Fello-specific data points as mentioned above, which results in a much more versatile and accurate score. 

      If you used the Propensity to List score before in any filter criteria for automations or segments, it will be automatically replaced with the lead score. 

      How to View & Interpret the Lead Score


      You can view the FelloIQ Score from the Contacts module. Here’s how: 

      • Go to the Contacts module. 
      • Check the Lead Score column from the list of contacts to view each contact’s score. 



      • You can also hover over the score to view key factors that contributed to it.


      To view in-depth information about a particular contact’s score:

      • Click on a contact from the list page. 
      • Check the Lead Score section on the left. 


      Here, you can view a breakdown of the data categories and key factors that contributed to the score. 

      You will see the following data categories:

      Data Category

      Description
      Engagement This is based on the number of email clicks, email opens, postcard scans, dashboard views, and landing page views.
      Submissions Whenever a contact completes a Fello form, such as a Cash Offer or Home Value form, it will count towards Submissions.
      Time Frame This accounts for contacts who have indicated a selling timeline for their properties. The shorter the timeline, the higher this metric is.
      Propensity This metric represents how likely a property is to be listed for sale within the next six months.
      Contact Info Essential contact information like a phone number, physical address, and email address contribute to this metric. Having more of these fields filled will contribute to a higher lead score.

       

      To view all of the factors that contributed to the score, click View More Insights. 




      You will now be able to see all the contributing key factors. 

      How to use the Lead Score Score in Filters & Automations 


      You can use the lead score score to filter and sort your contacts based on it. This can help you find contacts with high scores to approach first, or find contacts with lower scores that need extra attention.

      Here are 2 methods to sort contacts:

      1. Ascending/Descending Sort:

      • Go to the Contacts module. 
      • Click the Sort icon above the list of contacts. 

      • Select how you want to sort based on Lead Score.


      2. Filter-Based Sort:
      • Go to the Contacts module. 
      • Click the Filter icon above the list of contacts. 

      • Select Lead Score from the list of parameters. 

      • Select the condition by which you want to filter, for example, “is between”. 

      • Enter the lead scores between which you want to filter contacts. 
      • Click Apply.

      Tip: Good lead scores are subjective and based on the type of contacts that you deal with, your region of operation, and the quality of your database. So, we recommend starting out by looking for contacts with a score above 75, and then fine-tuning your search based on your own experience. For example, some teams may find that they’re closing deals for contacts with seemingly lower scores too.

      You can also use the lead score to enroll or unenroll contacts in automations. To do this:

      • Go to Marketing > Automations. 
      • Select an automation. 
      • Click Edit (pencil icon) near the Enrollment Criteria. 



      • Click Edit.

      • Click + Add Filter Group. 



      • Select Lead Score as the filter parameter. 



      • Select a condition. 
      • Enter the lead score value by which you want to filter. 

      Close the filter editor and click Save.