First action on Day 1: log in, change your password, and bookmark the URL. After that, everything below works.
How to Find Your Leads
Sales Module → Lead Management NEW → toggle to Mine
Open the Sales Module. Click the handshake icon on the left navigation.
Click "Lead Management NEW". This is the leads view we use day-to-day. (The old "Lead Management" tab also exists — ignore it.)
Toggle the view to "Mine". Top-right of the lead grid. This filters to leads assigned to you.
What's in "Mine": Your starting set is the 30–50 most recent leads who inquired. We chose recency on purpose — the freshest leads have the highest engagement potential.
Why these leads: Leads who inquired recently are still warm. They remember submitting the form. They're more likely to respond to outreach. Older leads in the database get worked on the back half of the month.
How to Work a Lead
Click the lead → Primary Info (default) → Lead Engagement (your workspace)
Primary Info tab (default view when you click into a lead) — name, email, phone, market preferences, source. Use this to remember who you're talking to.
Lead Engagement tab — this is where you record outreach activity. Every attempt (call, email, text), every connection, every disposition. This is your work-product, not Primary Info.
Note-taking — Lead Engagement has fields for outreach notes. Use them. Heads-up: the tab is still being polished, so layout may shift in the next week or two — Clay will keep you posted.
Native FranConnect actions for outreach: Send Email, Send SMS, Log a Call, Log a Task. All accessible from the lead record. Use them — don't track outreach in your head or in a separate doc.
Sales Process Overview
Five buckets: Intake → Qualifying → Closing → Signed → (Dead Lead / Nurture)
Each week of your Flight Plan maps to one of the first four buckets. The fifth (Dead Lead / Nurture) is where leads go when they don't move forward — we'll cover that in Week 4.
Full sales process map (with checklists for each bucket): Sales Process →
Side-by-side journey (what salesperson + lead are each doing at every step): Journey Visual →
Weekly Cadence
Standing meeting: Mondays at noon, with Clay + Corey
30 minutes. Three questions every time:
What worked last week?
What didn't?
What do we change this week?
This is how we adapt — fast — based on what you're learning in real reps. Not waiting for a quarterly review. Bring questions, blockers, weird leads, and wins.
From Corey: "This is a framework that you may or may not use. Use the messaging or don't. Call leads, email leads, text leads, or don't — do as you see fit. You have the goal. You do what you believe sets you up for the most success." Translation: the buckets and weekly goals are firm. The how is yours to figure out. Be yourself.