How to work the leads after they are classified by your AI Prospector

The AI Prospector will go through THOUSANDS of leads for you and classify them as best as possible based on the conversation. This is what needs to happen once the AI Prospector is done and send over a lead to the Pending Review, Warm or Hot stages...

1. Understand where leads land in the acquisitions workflow 0:00

• Leads come into the acquisitions dashboard from campaigns like LeadGen or the AI Prospector.

• The AI Prospector can actively work a large lead list and push qualified contacts into the acquisitions pipeline.

• Your job is to decide what happens after AI has engaged the lead.

2. Let AI Active Conversations run on their own 1:06

• If a lead is in AI Active Conversations, the AI is still working it.

• Do not manually interfere with these leads while AI is still messaging or waiting for a response.

• This stage is fully automated and should be left alone until it moves out of active status.

3. Review leads in Pending Review / AI Classified 1:36

• Leads in AI Classified or Pending Review need human review.

• This is a placeholder stage used when AI has prequalified the lead but is unsure whether it is hot, warm, or should be dropped.

• The lead is never deleted automatically; it is held here so a person can make the final decision.

4. Open the conversation and decide the lead’s next action 2:17

• A lead manager or acquisitions rep should open the contact record and read the conversation history.

• Look for context clues:

  • Is the seller interested?

  • Are they saying the property is not for sale?

  • Are they asking to be removed?

• Use the conversation to decide whether to nurture, follow up later, or drop the lead.

5. Drop opt-outs and do-not-contact requests into DND 3:45

• If the seller says things like:

  • “Take me off your radar”

  • “Remove me”

  • “Get me off your list”

• Respect the request and mark the lead as DND.

• This updates the contact, opportunity, and list status automatically.

• The lead is then moved to dead/dropped deals for recordkeeping.

6. Let AI handle clear opt-out language when possible 4:34

• The AI can recognize some opt-out signals automatically, including certain phrases and even image-based responses like a radar picture.

• When the intent is clearly “do not contact,” the system can stop outreach and mark the lead accordingly.

• This reduces manual work and helps avoid compliance issues.

7. Use Pending Review to separate hot leads from nurture leads 5:24

• If a lead looks promising, open the opportunity details and move it to a hot or warm status.

• If the lead is not ready now but may be later, send it into a nurture or follow-up sequence.

• If the lead is clearly dead or opted out, drop it instead.

8. Understand how the system updates records automatically 7:00

• When you mark a lead as opted out or move it to a new status, REI Pulse updates:

  • the opportunity

  • the contact record

  • the notes/history

• You can audit the full history later in the dead leads pipeline.

• The system keeps a record so you can reference it if the lead comes back later.

9. Nurture leads that are not ready yet 7:34

• If a seller says “not selling” but does not ask to be removed, keep them in a nurture flow.

• These leads are good candidates for long-term follow-up.

• Example timing options:

  • 7 days

  • 30 days

  • 60 days

  • 90 days

• In the example, the lead is placed into a 90-day follow-up sequence.

10. Use the dropdown to send leads into follow-up sequences 8:17

• When assigning a follow-up sequence, always use the dropdown.

• Selecting a sequence automatically:

  • updates the lead status

  • moves it out of acquisitions

  • sends it into the lead gen / long-term follow-up pipeline

• Do not manually change pipelines or statuses outside the intended dropdown flow.

11. Keep the review process steady and consistent 9:08

• Pending review leads can stack up quickly if you are sending a lot of SMS outreach.

• The best approach is to keep lead flow steady rather than creating big spikes.

• Review leads regularly so nothing sits too long without a decision.

12. Manually assign hot or warm leads for direct follow-up 10:10

• If a lead is hot or warm, assign it to the right team member or to yourself.

• You can also keep it as a manual follow-up instead of putting it into an automated sequence.

• If you want to call the lead on a specific date, set that date directly and leave it as a manual follow-up.

13. Know the difference between AI-worked leads and manual follow-up 11:22

• AI Active Conversations = AI is still working the lead.

• Pending Review / Hot / Warm / Cool follow-up = human review and decision-making.

• Outside of AI Active Conversations, the lead is no longer being actively worked by AI.

• At that point, the team must decide whether to:

  • call manually

  • nurture later

  • drop the lead

  • assign it to an acquisitions rep

14. Final rule of thumb for acquisitions workflow 10:47

• Let AI handle active conversations until it finishes.

• Review pending leads manually.

• If the lead opts out, DND it and drop it.

• If the lead is not ready, send it into a follow-up sequence.

• If the lead is hot or warm, assign it for manual outreach and keep the acquisitions team on it.