Search Google for local businesses. Audit what you find.
Setters search for leads, and sales can search their own. Most businesses you find will have a website; a few won't. Either way the audit decides: no website, weak website, or good enough to skip. Only leads you actually called and spoke with go into the GHL CRM and its lead funnel, where the sequences and follow-up run. Some calls will one-call close. Most won't, and the funnel keeps working them. Everything below is the exact sequence and the GHL setup that carries it.
20-30contacts created per setter, per day
2-3appointments booked per setter, per day
$495flat rate, one-page site
The flow
Search to close, end to end
SourcingSetter or sales
Search
Google search: business type + zip
↓
Audit
Check website status
↓
No website
Target
Weak website
Target
Good website
Skip or tag 'Already Digitized'
ContactOnly after a live conversation
Call
Call the business
↓
Spoke with owner
Create contact in GHL: owner name, business, cell, email, website. Tag 'No Website' or 'Weak Website'
No answer
Try again later — nothing enters the CRM
↓
Automatic
Outreach sequence: SMS, email, voice drop
↓
Replies yes
Qualify, then book the 15-min appointment
No reply
Setter calls, then final check-in
Not interested
Tag 'Not Interested' → long-term nurture
ClosingCloser
Prep
Review the contact record — 5 minutes
↓
The call
Discovery, pitch, objections, close
↓
Closed won
Proposal, payment, onboarding, review request
Needs follow-up
Set the callback time on the call and book it in GHL
Not a fit
Long-term nurture, monthly email
Nothing enters the CRM until someone has been called and spoken with. A one-call close happens; most leads run through the funnel on follow-up.
Stage 1
Setter only
Prospecting & qualification
1
Google SearchSearch "plumber + 90210", "roofing contractor + 30301", "dentist + 10001", etc.
2
Check Website StatusVisit the business's website (if listed).
3
Audit DecisionNo Website: Target immediately. Weak Website (outdated, no lead capture, not mobile-friendly): Target. Good Website (modern, clear lead capture): Skip or tag Already Digitized.
4
Create Contact in GHLEnter: Owner Name, Business Name, Owner's Cell Phone, Owner's Email, Website URL (if available).
5
Add Audit NotesExample: "No website. 4.2 stars, 12 reviews. Plumber in 90210."
6
Apply TagsNo Website or Weak Website + Prospected - [Setter Name] + Source: Google Search
GHL custom fields to create
Field name
Type
Purpose
Has Website?
Dropdown (Yes/No/Weak)
Used to trigger different outreach sequences.
Audit Score
Number (1-5)
Setter's rating of the lead's potential.
Stage 2
Runs automatically
Multi-channel outreach sequence
Triggered by a contact tagged No Website or Weak Website. You don't send these by hand. Wording lives in the separate script doc.
0 minutes
SMS
Opening text — names the gap you found and asks permission to share an idea.
5 minutes
Email
Same point in longer form, with the link and the ask for a 15-minute call.
30 minutes
Voice drop
Short recorded message inviting a text back or a live pickup.
Stage 3
Setter + automation
Engagement & appointment booking
Lead replies via SMS
Open GHL app, read reply, engage in conversation.
Log reply as a note on the contact record.
Lead says "Yes"
Qualify quickly: confirm they are the owner and that more calls is a priority right now.
Tag: Qualified - Interested.
Lead says "Yes" — book it
Send the calendar link and get them onto the closer's calendar for a 15-min intro call.
Book appointment. Tag: Appointment Booked.
Lead says "No"
Ask why. If not interested, tag Not Interested.
Tag: Not Interested. Move to Long-Term Nurture.
No reply after 2 days
Manual phone call.
Log call attempt. If no answer, leave voicemail.
No reply after 3 attempts
Send the final check-in text and stop active outreach.
Tag: Nurture - Cold. Move to Long-Term Nurture.
Once the appointment is booked Automatic
Immediately
Confirmation SMS
Confirms the closer, the date and time, and the join link.
Immediately
Confirmation Email
Calendar invite with details.
24 hours before
Reminder SMS
Restates the time and offers a reschedule.
1 hour before
Reminder SMS
Final nudge with the join link.
Immediately
Notification to Closer
Tells the closer who booked, with whom, and when.
Stage 4
Closer + automation
The handoff & closer prep
Pre-call checklist — five minutes, every call
Call structure — 15 minutes
Rapport & Discovery0-3 min
Reference the setter, confirm the trade and city, and find out how customers reach them today.
Pitch3-5 min
Name the specific gap from the audit — missing site, slow site, no lead capture — and what it costs them. Price it: $495 flat, live in days.
Objection Handling5-10 min
Work the three you will hear: don't need one, no time, how much.
The Close10-15 min
Ask for the decision, send the proposal on the call, take a verbal commitment or deposit. If not today, set the callback.
Word-for-word discovery questions, pitch and objection handling live in the separate script doc.
When you update the deal stage Automatic
Closed Won
Send thank you email. Trigger onboarding workflow. Add to Reputation Engine (ask for review after 7 days). Move to "Closed Won" pipeline.
Nurture - Follow-up
Send "We'll follow up" email. Create task for closer to call in 3 days. Move to "Nurture" pipeline.
Not a Fit
Add to slow-burn email nurture (monthly). Move to "Long-Term Nurture" pipeline.
Stage 5
Post-call actions
Outcome
You do this
GHL does this
Closed Won
Collect payment/deposit. Introduce lead to delivery team.
Send proposal/contract (if not sent during call). Send thank you email. Onboarding workflow. Review request after 7 days.
Needs Follow-up
Set the callback date and time with the lead before you hang up — never "I'll reach out." Book it in GHL as an appointment on your calendar (or a task if they won't commit to a time). Call in 3 days. If still no close after 2 follow-ups, tag Long-Term Nurture.
Send "We'll follow up" email with the agreed callback time. Create task for closer. Reminder to closer before the callback.
Not a Fit
Add note with reason. No further manual outreach.
Add to monthly nurture email sequence.
Reference
Complete GHL setup
Build this once. Everything above depends on the fields, tags, workflows and pipeline stages existing with these exact names.
