Sterling Media House
The funnel
Setters and sales both source leads. The audit decides who gets worked. Nothing enters the GHL CRM until someone has been called and spoken with, and from there the funnel carries the lead — a one-call close is the exception, not the plan.
1 · Sourcing — setter or sales
2 · Contact — only after a live conversation
3 · Closing — closer
Check website status
Spoke with the owner?
Lead engages?
Call outcome?
No website — target
Weak website — target
Good website
No answer
Yes — spoke with the owner
No reply
Replies yes
Not interested
Closed won
Needs time
Not a fit
Retry — still no CRM record
Callback in 3 days, same structure
Search
Google: business type + zip
Work it
No website — strongest pitch
Work it
Weak website — slow, no capture, not mobile
Out
Skip, or tag Already Digitized
Call
Call the business
Not yet a lead
No answer or gatekeeper. Keep it on your own list — nothing goes into GHL.
Enters the CRM
Create contact in GHL: owner name, business, cell, email, website. Tag No Website or Weak Website + Prospected - [Name].
Automatic
Outreach sequence: SMS 0 min, email 5 min, voice drop 30 min
Setter works it
Manual call at day 2, final check-in after 3 attempts, then tag Nurture - Cold.
Handoff
Qualify (owner, priority), then book the 15-min appointment. Tag Appointment Booked.
Out of active
Tag Not Interested. Move to Long-Term Nurture.
Automatic
Confirmations and reminders sent; closer notified
Prep
Review the record — 5 minutes
The call — 15 min
Discovery, pitch, objections, close
Closed won
Proposal on the call, payment or deposit, hand to delivery. Onboarding workflow; review request at day 7.
Where most land
Nurture - Follow-up: set the callback time before hanging up and book it in GHL. Two follow-ups, then Long-Term Nurture.
Out of active
Not a Fit: note the reason. Monthly slow-burn email only.