Pro-Pulse Strategies
Lead Scoring System
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Pro-Pulse Strategies · Setter Efficiency

Lead Scoring
Right Lead. Right Setter. Right Now.

Not all enquiries are equal. Score every lead before the first call is made — and send your best closer to the patients most likely to book.

Karim Explains The Scoring System
Loom · Record after conference · ~3 min
The Three Tiers
Tier 01 — Priority
Green
Score: 15+ points
Senior setter calls within 2 minutes
High-value treatment (implants, full-arch, Invisalign). Close distance. ASAP timeline. Your best closer, every time, no exceptions.
Tier 02 — Standard
Amber
Score: 7–14 points
Any setter calls within 5 minutes
Mid-range treatment, moderate distance. Standard setter sequence. Green always takes priority over amber.
Tier 03 — Low Priority
Red
Score: 0–6 points
Automated sequence only
Vague enquiry, far distance, or price-led language. No setter time on Day 1. If they reply at any point — upgrade to amber immediately.
Score This Lead
Live Score Calculator
Select one option per row. Score updates in real time.
0
Total Points
— Select options —
Treatment Interest
Implants / Full Arch
+6
Invisalign / Braces
+5
Composite Bonding / Veneers
+4
Whitening / General
+2
Timeline
As soon as possible
+4
In the next few months
+2
Just exploring
−3
Distance From Practice
Under 5 miles
+4
5–10 miles
+2
10–15 miles
+1
Over 15 miles
−2
Budget Signal
Asked about finance options
+3
No budget signal
+0
Price-led language ("how much?")
−2
Form Completion
All fields completed
+3
Partial completion
+1
Returning Lead?
Yes — previously in the system
+5
No — first contact
+0
🟢 Green Lead — Immediate Action Required
Tag in GHL: Lead-Green + treatment tag. Priority flag on contact record.
Automated SMS fires within 60 seconds. Senior setter calls within 2 minutes.
3 attempts, no contact — escalate to second senior setter. Green leads never go cold.
🟡 Amber Lead — Standard Queue
Tag in GHL: Lead-Amber. Enters standard setter queue.
SMS within 60 seconds. Any available setter calls within 5 minutes.
No booking at Day 7 → 90-day reactivation sequence.
🔴 Red Lead — Automation Only
Tag in GHL: Lead-Red. No setter task on Day 1.
Automated SMS + email sequence for 7 days.
Any reply = upgrade to amber immediately and assign a setter.
Details
Form Questions That Drive The Score
▾
Q 01
Which treatment are you most interested in?
The biggest single scoring factor. Also determines the nurture sequence and setter script. Never run a form without this question.
Implants +6Invisalign +5Bonding +4Whitening +2
Q 02
When are you hoping to start treatment?
Timeline is the most predictive signal for show rate. ASAP patients convert at dramatically higher rates than "just exploring."
ASAP +4Few months +2Just exploring −3
Q 03
What's your postcode?
Distance scoring. Framed as "so we can confirm our closest location." Feeds directly into GHL (GoHighLevel — the CRM automation platform) and auto-scores distance.
Under 5mi +45–10mi +210–15mi +115mi+ −2
Q 04
Have you had a consultation before about this treatment?
Previously consulted elsewhere = further along the journey. They need differentiation, not education. Flag for senior setter and "why us" script.
Yes, elsewhere +3First time +1
Q 05
Is there anything holding you back?
Open text. Surfaces objections before the call. Finance = high intent with a solvable barrier. "Need to think" = needs urgency framing.
Finance concern +2Anxiety +1"Just browsing" −2
Q 06
Best time to call you?
A patient who specifies a callback time is more committed than one who doesn't. Also prevents wasted calls at inconvenient times.
Specific time +1No preference +0
How To Build This In GHL (GoHighLevel)
▾
01
Custom Fields On Contact
Create: Lead Score (number), Lead Tier (dropdown: Green/Amber/Red), Treatment Interest, Distance Band, Timeline. These populate from form submissions via field mapping.
02
Scoring Workflow
Triggered on form submission. If/Else branches for each criterion — each branch adds to the Lead Score field. End with If/Else on total score → apply Green/Amber/Red tag.
03
Three Routing Workflows
Triggered by tag: Lead-Green, Lead-Amber, Lead-Red. Each fires the appropriate sequence — immediate task for green, standard queue for amber, automated-only for red.
04
Upgrade Triggers
Any inbound reply from red = upgrade to amber. Finance question asked = +3 points, re-score. Lead returning from reactivation = minimum amber regardless of original score.
The Underlying Principle

The best closers should spend the most time with the patients most likely to convert. A senior setter spending 45 minutes on a "just exploring" red lead — while three green implant enquiries sit uncontacted — is the most expensive mistake in patient acquisition. Lead scoring doesn't reduce the leads you work. It ensures the right people work the right leads at the right time.