How to Use Lead Accelerator Smart Filters to Drive More Deals and Accountability

Table of Contents

1. Why This Matters

2. Step-by-Step Instructions

3. Best Practices 

4. Troubleshooting & FAQs

Why This Matters

Many real estate teams struggle with inconsistent prospecting. One agent might be dialing constantly but calling lukewarm leads, while another waits too long to follow up. Without a system, valuable opportunities slip through the cracks.

By creating a daily workflow with Lead Accelerator Smart Filters, you build a repeatable process that keeps your agents focused on the leads most likely to transact and gives you a clear view of performance through the Agent Leaderboard.

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Step-by-Step Instructions

1. Open a Lead Accelerator Smart Filter

   From your Sierra Leads Dashboard, click on a Smart Filter like Hot Buyers Now, Fresh Sign-Ups, or Revisit & Refer. These filters instantly identify leads showing strong buying signals or needing follow-up.

   Example: On Mondays, pull up the Fresh Sign-Ups filter to prioritize new site registrations who are expecting a quick response.

2. Create a Call List

   Select all leads returned by the Smart Filter. Then use the Bulk Actions menu to add them to a Call List. This helps your agents see exactly who to contact, avoiding wasted time guessing.

3. Start Calling

   Have your team open the Call List and use Sierra’s built-in Dialer to work through it. This keeps everyone focused on the highest priority leads for the day.

4. Log Outcomes 

   After each call, log the result right away. Mark whether it was a conversation, a voicemail, or if you set an appointment. This data flows directly into the Agent Leaderboard, and requires the Outcome step to be logged.

5. Review the Agent Leaderboard

   Throughout the week, check your Agent Leaderboard to see how calls, conversations, appointments, and contracts are tracking. This gives you a live snapshot of who’s driving business and where you might need to jump in and coach.

Best Practices

Theme Your Prospecting Days

• The Strategy: Assign a specific Smart Filter to each day of the week. For example, Mondays are for Fresh Sign-Ups (speed to lead), Wednesdays for Listing Curiosity (nurturing), and Fridays for Revisit & Refer (sphere of influence).
• Why it works: This creates a predictable rhythm for your team, removes guesswork, and ensures all segments of your database receive attention. It turns reactive follow-up into a proactive, systemized process.

Gamify Performance with the Leaderboard

• The Strategy: During your weekly team huddle, pull up the Agent Leaderboard on a screen. Publicly celebrate the agents who are leading in conversations and appointments set.
• Why it works: Public recognition and friendly competition are powerful motivators. It reinforces the importance of the activity and shows a direct line between making calls and closing deals, encouraging the entire team to improve.

Share "Filter-to-Contract" Success Stories

• The Strategy: When an agent closes a deal that started from a Smart Filter call list, have them share the story in your team meeting or chat. For example, "I called Sarah from the 'Hot Buyers Now' list, and we ended up writing an offer that weekend."

Why it works: These stories provide powerful social proof and keep the team bought into the process. It demonstrates that the system isn't just about busy work; it's a proven path to a commission check.

Troubleshooting Common Issues

• No leads in a Smart Filter? Double-check the filter criteria. The price range may be too narrow or the "last activity" window may be too recent. Try broadening your criteria to see if leads appear.
• Calls not appearing on the Leaderboard? This almost always happens when an agent forgets to log the call outcome after the call ends. Reinforce with your team that completing this final step is mandatory for their activity to be counted.
• Leaderboard data seems incorrect? Confirm that the date range on the Leaderboard is set correctly. If you're looking for this week's data, make sure the filter isn't set to "Last Month."

Frequently Asked Questions

• Can we create our own custom Smart Filters? Yes. You can build and save your own filters based on criteria like tags, last site visit, or price range, allowing you to create highly targeted call lists that match your team's unique goals.
• Does the Dialer automatically log that a call was made? Yes, the system logs the call itself, but the agent must complete the final outcome step (e.g., Conversation, Voicemail) for the call to be fully recorded and reflected in Leaderboard reporting.
• Can I export the Agent Leaderboard data? Absolutely. You can download the data to share in meetings, use in one-on-one coaching sessions, or perform more advanced analysis.

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