IOCS — Investment Opportunity Conversion System
One place to act and to read — fill the pipeline, work it, and see the result. Mock data.
Pipeline — flow, backlog & traffic together · bar color = open / slowing / blocked · box border mirrors it
Sources feeding in
iOne bar per seam: a stage's IN (left rail) is the prior stage's out — same flow, drawn once. Its color = that stage's own situation (matches the box border). The middle shows the average time a record sits there and, when it's rising over the look-back (▲), that step — skip-trace / outreach / response — is slowing. Converted is the end goal — not rated for flow. The controllable chain
Timeframe
Incomplete iRecords at this stage must minimally contain:
• Complete address
• Scored strata (calculated): location & value
• ≥1 trigger (from the taxonomy)
• Source (accompanies trigger)
• Property-type
• Complete address
• Scored strata (calculated): location & value
• ≥1 trigger (from the taxonomy)
• Source (accompanies trigger)
• Property-type
340in queue
Aging >14d95
➜
Complete iProspects in this stage now have the minimal information required for prospecting but have not yet been contacted. That includes all of the required data from the prior step plus property information, owner information, and an active working mobile number for the primary contact.
120in queue
Aging >14d25
➜
Attempted iThis stage represents a communication where evidence of an attempt can be perceived clearly by the recipient. The message had to be left and no response received for a prospect to graduate to this step.
180in queue
Aging >14d40
➜
Nurture iNurture → Converted is where we out-compete. Everything upstream just feeds it cleanly and evenly. We don't fully control this stretch (its length varies) — staying relevant, present, and making the right offers here is what wins.
260in queue
➜
Converted iA converted prospect means that an offer was made and accepted, and it was handed off to the standard CRM for completion of all remaining steps through disposition.
410archived
Today's work queue — Prospecting (the daily per-prospect view, embedded)
Source & trigger mix — think trigger-first (what you want), then set the pull on the source you get it from · a trigger can come from more than one source
| Use | Source / triggers it can supply | Pull / wk | Nurt→Conv | Touches | Conv days | Conv / wk |
|---|---|---|---|---|---|---|
| MLS Low · have feed | 6 triggers possible · they add up to the source pull ↓ | |||||
| ↳Expired sale | 16% | 9 | 60 | |||
| ↳Expired rental | 18% | 8 | 55 | |||
| ↳Canceled sale | 15% | 9 | 58 | |||
| ↳Canceled rental | 17% | 8 | 52 | |||
| ↳FSBO | 28% | 5 | 30 | |||
| ↳CDOM > 180 | 13% | 10 | 75 | |||
| + add trigger | ||||||
| Public Records Med · docket pulls | 2 triggers possible · they add up to the source pull ↓ | |||||
| ↳Foreclosure (lis pendens) | 26% | 7 | 33 | |||
| ↳>1yr taxes | 12% | 11 | 88 | |||
| + add trigger | ||||||
| 3rd-Party Data $ paid · per record | 5 triggers possible · they add up to the source pull ↓ | |||||
| ↳Foreclosure (lists) | 21% | 8 | 38 | |||
| ↳>1yr taxes (lien lists) | 9% | 12 | 95 | |||
| ↳Credit default | 14% | 11 | 75 | |||
| ↳Balloon / refi | 22% | 6 | 40 | |||
| ↳Inheritance (probate) | 28% | 5 | 22 | |||
| + add trigger | ||||||
| Referral Partners Low · warm | 3 triggers possible · they add up to the source pull ↓ | |||||
| ↳Inheritance | 36% | 4 | 16 | |||
| ↳Divorce | 31% | 5 | 24 | |||
| ↳Financial distress | 30% | 5 | 22 | |||
| + add trigger | ||||||
| Inbound Low · they reach us | 2 triggers possible · they add up to the source pull ↓ | |||||
| ↳Inbound request | 30% | 4 | 16 | |||
| ↳Financial distress | 34% | 4 | 18 | |||
| + add trigger | ||||||
| Driving for Dollars High · drive time | 1 trigger possible · they add up to the source pull ↓ | |||||
| ↳D4D (deferred maint.) | 9% | 12 | 70 | |||
| + add trigger | ||||||
| Events Med · per event | 2 triggers possible · they add up to the source pull ↓ | |||||
| ↳Financial distress | 26% | 6 | 26 | |||
| ↳Divorce | 24% | 6 | 30 | |||
| + add trigger | ||||||
You don't pull a trigger directly — you pull from a source that contains it. So each trigger heads a group (your intent), and underneath you set the weekly pull on each source you actually run (its own conversion shows alongside, since results differ by source). The trigger row rolls up its sources; the total paces to Nurture capacity. The list stays open (“+ add source”) since the same trigger — e.g. foreclosure — can be sourced more than one way.
Nurture analytics ★ our edge — what's landing, on which channel, and how much we actually know
Response by content type
Reply / engagement rate on what we send
Video message
35%
Story / case study
31%
Silver-bulletEvery touch carries value — no empty check-ins. A re-engagement message poses a specific, relevant question, e.g. “Have you given up on your plans to move to Orlando?” (Laurel Portie silver-bullet style).
28%
Market update
22%
Direct offer
14%
Newsletter blast
8%
Every touch carries value — even a re-engage poses a real, relevant question. Lead soft, time hard offers for later.
Response by channel
Where contacts engage back · our locked channel set, chat split by surface
Live phone
41%
Website chat
38%
Text / SMS
34%
Instagram chat
26%
Messenger (FB)
24%
Ringless VM
18%
Card (mailed)
15%
Email
12%
Postcard
9%
Door-knock
7%
Phone, website chat & text carry the relationship; social chat (Instagram, Messenger) is rising; email, card, postcard & door-knock are support.
Progressive profile completeness
How much we've actually learned about nurture contacts
58%avg fields gathered across Nurture
Motivation
72%
Timeline
64%
Condition
55%
Price expectation
41%
Decision-makers
38%
Financial picture
29%
The gaps (price, decision-makers, finances) are the next questions to work into nurture touches.
Audit interactions
Responsiveness — real inbound interactions
Came in (need a response)63
Responded / cleared54
Still open (backlog)9
Median time to respond5.2 hr
Cleared rate86%
A partial read on real interactions — counts responses handled, not their quality. Kept in its own history.
Value (EMV) distribution with financing overlay
Log-scale x-axis (so the right-skewed value distribution shows as a bell). Red lines = 2025 loan limits (FHA / conforming / high-cost ceiling). Shaded bands = the 4 value tiers with LOCKED scores. The Economic/Starter edge is the $300,000 CLIENTELE FLOOR (set 2026-05-29) — so the FHA red line now sits INSIDE the Starter band, showing the bottom break is clientele-driven, not financing-driven. Note where the inventory mass sits relative to each financing line.