Fix one revenue leak before you buy anything.

Missed-call control worksheet

Turn every unanswered call into a named callback, a documented hold, or a closed disposition instead of another voicemail buried in the office queue.

Use this when calls ring out, after-hours leads sit until morning, or nobody can tell which missed calls still need a response.

Separate the calls: Split new opportunities, existing-customer issues, vendors, spam, and safety escalations before a callback queue is assigned.

Give each real lead an owner: Assign one person to the next callback with a due time. “The office” is not an owner and “ASAP” is not a due time.

Close the loop: Record the attempt, reply, booking, hold reason, or stop. Anything without a next move stays on the owner view.

• Call time, source, and service-area match
• Caller reported need and urgency... not a diagnosis
• Permission and do-not-contact state
• Last response attempt and result
• Named callback owner and due time
• Booked, held, not eligible, lost, or still open
• How many unanswered calls still have no named callback owner?
• Which calls are waiting on capacity, customer information, or a business decision?
• Can the team explain why each closed call was booked, held, rejected, or lost?
• Do not diagnose equipment, promise arrival, or invent capacity from an intake record.
• Do not treat a phone number or a lead record as permission for unrelated outreach.

Estimate follow-up worksheet

Keep the current scope, estimate version, customer question, and next owner together so an open estimate does not disappear into scattered texts and inboxes.

Use this when estimates are sent but nobody can see the real blocker, the current version, or the next promised customer update.

Reconcile the open list: Start with every estimate that has no accepted, declined, or documented hold state. Remove duplicates and superseded versions.

Name the actual blocker: Separate price questions, scope changes, missing field information, approval dependencies, and simple no-response follow-up.

Assign the next move: Give one person the customer call, estimate revision, field question, or close-out decision with a specific due date.

• Job address, trade, and requested scope
• Current estimate version and sent date
• Customer question, objection, or missing decision
• Permit, financing, inspection, or field dependency
• Named next-step owner and due date
• Accepted, revised, held, declined, or lost reason
• Which open estimates have no current version or next follow-up date?
• How many are waiting on your team rather than the customer?
• Are lost reasons specific enough to change the sales or operating process?
• Do not present an old estimate as current or treat silence as acceptance.
• Do not automate technical, safety, permit, financing, or scope decisions that require qualified review.

Solar consultation recovery worksheet

Turn a missed or stalled solar consultation into a clear evidence request, objection follow-up, or next decision without inventing savings, design approval, or utility outcomes.

Use this when consultations no-show, proposals stall, or follow-up loses the roof, utility, storage, decision-maker, and objection context gathered earlier.

Recover the decision context: Write down who needs to decide, what they are trying to solve, and which property or utility facts remain unknown.

Ask for one missing thing: Send the smallest useful request: a document, a decision participant, a site detail, or a direct answer to the unresolved objection.

Set a real next decision: Schedule a defined review, proposal revision, qualified handoff, or close-out. “Follow up later” is not a decision state.

• Property authority and decision participants
• Customer goal, timing, and stated constraint
• Roof, electrical, utility, and storage unknowns
• Evidence received and still required
• Primary objection or undecided question
• Named next decision, owner, and due date
• Which stalled consultations are missing evidence versus missing a decision?
• Can the salesperson state the unresolved objection in one sentence?
• Does every active opportunity have a next decision and accountable owner?
• Do not promise savings, production, incentives, interconnection, permit approval, or project timing without current qualified evidence.
• Do not use automated follow-up to hide a proposal or design question that needs a person.

Multi-location handoff worksheet

Route each lead using the actual location, trade, coverage, capacity, and escalation rules instead of relying on staff memory or a shared inbox.

Use this when more than one branch, brand, dispatcher, territory, or service line can touch the same incoming opportunity.

Write the routing table: List the location, trade, job-type, hour, and capacity conditions that decide who is eligible to receive the lead.

Require acceptance: A transfer is not complete when it is sent. Record who accepted it, when they accepted it, and what they own next.

Expose the exceptions: Put unmatched, declined, after-hours, and capacity-held leads on one owner view with a reason and next decision.

• Exact service location and requested trade
• Eligible branch, territory, or service zone
• Hours, capacity state, and supported job type
• Assigned owner and backup owner
• Transfer, hold, or escalation reason
• Final destination and accepted receipt
• Which leads can match more than one branch or no branch at all?
• Where does the handoff rely on one person remembering an unwritten exception?
• Can the owner see transfers that were sent but never accepted?
• Do not imply a local office, service area, or available crew that the business has not verified.
• Do not let routing logic override licensing, safety, customer, or capacity decisions.

Paid-lead attribution worksheet

Connect the ad source, first response, booking, estimate, and final disposition so the owner can see where paid demand moved and where the record broke.

Use this when ad reports show leads but the business cannot reconcile those leads to response, booking, estimate, sale, or a documented lost reason.

Choose one reporting window: Reconcile a bounded date range. Match source records to the business record before debating channel performance.

Find the first broken join: Mark the point where the lead loses its source, owner, response, booking, estimate, or final disposition.

Fix one record path: Repair the smallest source-to-outcome path first, then verify that the same lead can be followed end to end.

• Channel, campaign, ad, and landing source
• Lead timestamp and internal contact identifier
• First-response time, method, and owner
• Booking, estimate, and sales-stage movement
• Won, lost, held, duplicate, spam, or not eligible
• Revenue record and approved reporting window
• How many paid leads have no first-response owner or final disposition?
• Can booked and won records be traced back to the exact approved source?
• Which reported losses are real business losses versus missing records?
• Do not put names, phone numbers, email addresses, or message contents into analytics events.
• Do not treat platform-reported leads, bookings, or revenue as reconciled business outcomes without a matching record.

Audience Sonar audit worksheet

Run a signal-versus-noise audit on your audience data before it poisons your ads, CRM stages, and rep priorities. Sonar is the WrightLabs audience intelligence lab: this worksheet is its self-serve starting point.

Use this when enriched lists, intent segments, or matched audiences are driving ad spend or rep focus and nobody can say where the signal came from, how old it is, or what it is allowed to touch.

Inventory the signals: List every intent, enrichment, and audience feed touching your ads or CRM with its source date and claimed meaning.

Separate signal from certainty: Mark each field as verified fact, probability, or guess. A matched audience is not proof the data is clean, current, or useful.

Trace one poisoned path: Follow one stale segment into an ad set or rep queue and document the wrong spend or wrong priority it created, then cut that lineage off at the source.

• Signal source, vendor, and retrieval date
• What the signal actually claims versus what the team assumes
• Confidence, recency, and permitted use
• Consent and do-not-contact state where outreach is considered
• Which ad audiences, CRM stages, or queues already consumed it
• The owner who approved each use
• Can we name the source and age of every audience driving spend?
• Which fields in the CRM are actually verified versus inferred?
• Who approved direct outreach from a signal, and on what basis?
• Intent data is a planning signal, not consent and not proof of demand.
• Audience uploads require rights, lawful basis, exclusions, and account approval.
• This worksheet is operating guidance, not legal advice. Have qualified counsel review actual campaign use.

Keep working the problem with other operators.

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