Internal SOP • InnerShift360 Business Systems

GHL Pipeline + Automation SOP for the Lead Leak Funnel

This page is the internal build checklist for setting up the backend of the Lead Leak Assessment funnel inside GoHighLevel. It covers the pipeline, tags, custom fields, forms, workflows, AI prompts, QA testing, and daily operating rhythm.

Use this SOP after the public-facing pages are created.
The backend should connect the assessment, scoring, Enhanced Evaluation, Lead Leak Audit, proposal, onboarding, and monthly client support into one trackable system.

Automate

form capture
tagging
pipeline movement
email/SMS reminders
booking confirmations
proposal follow-up

Use AI For

audit summaries
Enhanced Evaluations
proposal drafts
email/SMS copy
client reports
content repurposing

Keep Human

audit calls
trust-building
pricing decisions
strategic recommendations
closing conversations
relationship management

Build the GHL Backend in This Order

Do not build workflows first. Build the pipeline, tags, fields, forms, products, and calendars first. Then build automations.

1. Create the Pipeline

Manual in GHL Automated After Setup

Platform: GoHighLevel → Opportunities → Pipelines

Create pipeline named InnerShift360 Business Systems.
Add stage 1: Outreach Sent.
Add stage 2: Responded.
Add stage 3: Assessment Link Sent.
Add stage 4: Assessment Completed.
Add stage 5: Score Delivered.
Add stage 6: Enhanced Evaluation Offered.
Add stage 7: Enhanced Evaluation Purchased.
Add stage 8: Audit Offered.
Add stage 9: Audit Booked.
Add stage 10: Audit Prep Complete.
Add stage 11: Audit Completed.
Add stage 12: Proposal Sent.
Add stage 13: Closed Won.
Add stage 14: Closed Lost.
Add stage 15: Monthly Support.

Pipeline Stage	Purpose	What Happens Here
Outreach Sent	Prospect has been contacted.	Track DM, email, phone, or referral outreach.
Assessment Completed	Lead entered the funnel.	Assessment submitted, contact created, result pending/delivered.
Enhanced Evaluation Purchased	Low-ticket upgrade purchased.	VA prepares AI-assisted written evaluation.
Audit Booked	$297 audit scheduled.	Pre-audit questionnaire and reminders fire.
Proposal Sent	Implementation package recommended.	Follow-up sequence begins.
Monthly Support	Ongoing client.	Monthly reporting and optimization cadence begins.

2. Create Required Tags

Manual in GHL Used by Workflows

Platform: GoHighLevel → Contacts → Tags

Assessment Tags

LL-Free-Assessment
LL-Critical-Zone
LL-Manual-Hustle
LL-Inconsistent-Systems
LL-Growth-Ready

AI Cleanup Prompt: Review these GHL tags for the Lead Leak Assessment funnel. Identify duplicates, unclear names, and naming inconsistencies. Recommend a clean naming convention that a VA can understand and maintain. Tags: [PASTE TAG LIST]

3. Create Custom Fields

Manual in GHL Used in Emails + Reports

Platform: GoHighLevel → Settings → Custom Fields

Field Name	Type	Purpose
Business Name	Text	Stores prospect/client business name.
Website URL	Text	Used for audit review.
Industry	Dropdown	Segments insurance, realtor, coach, consultant, etc.
Team Size	Dropdown	Helps determine implementation complexity.
Monthly Lead Volume	Dropdown/Number	Measures funnel opportunity.
Lead Leak Score	Number	Stores assessment score.
Lead Leak Category	Text/Dropdown	Stores result type.
Biggest Challenge	Multi-line Text	Used for evaluation and audit prep.
Current CRM	Text	Identifies software stack.
Current Follow-Up Method	Multi-line Text	Used for diagnosis.
Audit Notes	Multi-line Text	Stores call notes.
Revenue Opportunity	Multi-line Text	Stores primary missed revenue opportunity.
Estimated Leak Severity	Dropdown	Low, Medium, High, Critical.
Recommended Package	Dropdown	DIY, Setup, Growth, Full System, Monthly Support.

4. Create Required Forms

Manual in GHL AI-Assisted Questions Triggers Workflows

Form 1: Lead Leak Assessment Form

Page: /lead-leak-assessment/

Create form in GHL → Sites → Forms.
Add contact fields: name, email, phone.
Add business fields: business name, website, industry.
Add assessment questions.
Set submit button text: Get My Score.
Redirect to: /lead-leak-thank-you/.
Embed form into WordPress landing page.

Form 2: Lead Leak Audit Pre-Call Questionnaire

Page: /lead-leak-pre-audit-questionnaire/

Create form in GHL → Sites → Forms.
Add deeper questions about lead sources, follow-up, CRM, missed calls, client reactivation, upsells, and owner overload.
Set submit button text: Submit Pre-Audit Questionnaire.
Trigger workflow: Pre-Audit Questionnaire Submitted.

AI Prompt for Assessment Questions: Create a scored Lead Leak Assessment for small business owners. Include 10 questions with 4 answer choices each. Each answer should have a score from 0 to 3. The assessment should evaluate: - lead response speed - CRM usage - missed-call recovery - appointment booking - follow-up consistency - client reactivation - upsell/cross-sell systems - owner overload - automation readiness - human-touch needs Output as a table with question, answer choices, and score value.

5. Create Products + Payment Links

Manual in GHL Payments Purchase Triggers Workflow

Platform: GHL → Payments → Products

Product	Price	Purpose
Enhanced Lead Leak Evaluation	$37	Low-ticket paid evaluation after free score.
Beta Lead Leak Audit	$97	Temporary beta offer.
Lead Leak Audit	$297	Core paid audit.
DIY Lead Leak Toolkit	$97–$297	Self-implementation option.
Automation Setup Package	$1,500–$2,500	Basic GHL/system setup.
Growth Systems Buildout	$3,500–$5,000	Full funnel and automation system.
Full Business System	$7,500+	Premium custom implementation.
Monthly Systems Support	$497–$1,500/mo	Recurring support and optimization.

Create payment link for Enhanced Evaluation.
Create payment/booking path for Lead Leak Audit.
Add payment links to result pages, thank-you page, and email workflows.
Test each payment link before launch.

6. Create Calendar: Lead Leak Audit

Manual in GHL Calendar Automated Reminders

Platform: GHL → Calendars

Create calendar named Lead Leak Audit.
Set duration to 60 minutes.
Add Zoom/Google Meet/phone location.
If using paid booking, connect payment requirement to $297 product.
Add calendar embed or booking link to /lead-leak-audit/.
Add confirmation message directing client to complete pre-audit questionnaire.
Test booking on desktop and mobile.

Workflow Buildout

After the backend assets exist, build these workflows in order.

7. Workflow: Free Assessment Submitted

Automated Manual Setup

Trigger: Form Submitted → Lead Leak Assessment Form

Create workflow named LL — Free Assessment Submitted.
Trigger: Form Submitted → Lead Leak Assessment Form.
Create/update contact.
Add tag: LL-Free-Assessment.
Create opportunity in InnerShift360 Business Systems pipeline.
Move opportunity to Assessment Completed.
Apply score/result logic.
Set Lead Leak Category custom field.
Apply matching result tag.
Send result email.
Send result SMS.
Move opportunity to Score Delivered.
Wait 1 hour.
Send Enhanced Evaluation offer.
Move opportunity to Enhanced Evaluation Offered.

AI Prompt for Free Result Email: Write a result email for a small business owner who completed the Lead Leak Assessment. Result Category: [RESULT CATEGORY] Score: [SCORE] The email should: - thank them - explain the result briefly - identify likely business leaks - explain that automation should protect the human relationship - invite them to purchase the $37 Enhanced Evaluation Tone: clear, strategic, warm, Just Sayin’ directness without being too casual.

8. Workflow: Enhanced Evaluation Purchased

Automated AI-Assisted Fulfillment Human Review Recommended

Trigger: Product Purchased → Enhanced Lead Leak Evaluation

Create workflow named LL — Enhanced Evaluation Purchased.
Trigger: Product Purchased → Enhanced Lead Leak Evaluation.
Add tag: LL-Enhanced-Eval.
Move opportunity to Enhanced Evaluation Purchased.
Send confirmation email.
Send confirmation SMS.
Create task for VA: Generate Enhanced Evaluation.
Notify James/VA.
VA uses AI prompt to generate evaluation.
James or trained reviewer approves evaluation if needed.
After delivery, manually add tag: LL-Enhanced-Eval-Delivered.

Enhanced Evaluation Prompt: You are an automation strategist for InnerShift360 Business Systems. Create a paid Enhanced Lead Leak Evaluation based on this business owner's assessment. Client: [CLIENT NAME] Business: [BUSINESS NAME] Industry: [INDUSTRY] Website: [WEBSITE] Score: [SCORE] Result Category: [RESULT CATEGORY] Assessment Answers: [PASTE ANSWERS] Create: 1. Executive Snapshot 2. What the Score Means 3. Top 3 Likely Lead Leaks 4. Top 3 Missed Revenue Opportunities 5. What Should Be Automated 6. What Should Stay Human 7. 7-Day Quick Wins 8. 30-Day Action Plan 9. Invitation to book the $297 Lead Leak Audit Tone: professional, specific, strategic, practical, and human-centered. Do not overpromise.

9. Workflow: Enhanced Evaluation Delivered

Automated

Trigger: Tag Added → LL-Enhanced-Eval-Delivered

Send email with evaluation PDF or page link.
Send SMS: “Your evaluation has been sent.”
Move opportunity to Audit Offered.
Send Lead Leak Audit booking link.
Wait 2 days.
If audit not booked, send reminder email.
Wait 4 days.
Create manual follow-up task.

10. Workflow: Audit Booked

Automated Human Audit Later

Trigger: Appointment Booked → Lead Leak Audit Calendar

Create workflow named LL — Audit Booked.
Trigger: Appointment Booked → Lead Leak Audit.
Add tag: LL-Audit-Booked.
Move opportunity to Audit Booked.
Send confirmation email.
Send confirmation SMS.
Send pre-audit questionnaire link.
Notify James.
Send reminder email 24 hours before appointment.
Send reminder SMS 24 hours before appointment.
Send final SMS 2 hours before appointment.
Optional: send 15-minute reminder.

Audit Prep Prompt: Prepare a Lead Leak Audit briefing for James. Client: [CLIENT NAME] Business: [BUSINESS NAME] Industry: [INDUSTRY] Website: [WEBSITE] Assessment Result: [RESULT] Pre-Audit Questionnaire: [PASTE ANSWERS] Create: 1. Likely lead leaks 2. Likely missed revenue opportunities 3. Best questions to ask 4. What should be automated 5. What should remain human 6. Likely package recommendation 7. Red flags or missing information

11. Workflow: Pre-Audit Questionnaire Submitted

Automated AI Prep

Trigger: Form Submitted → Lead Leak Audit Pre-Call Questionnaire

Add tag: LL-PreAudit-Submitted.
Move opportunity to Audit Prep Complete.
Send confirmation email.
Send confirmation SMS.
Notify James/VA.
Create task: Prepare Audit Briefing.
VA uses Audit Prep Prompt.

12. Workflow: Audit Completed

Manual Trigger AI-Assisted Summary James Approval

Trigger: Manual tag added → LL-Audit-Completed

After audit call, manually add tag: LL-Audit-Completed.
Move opportunity to Audit Completed.
Create task: Prepare Audit Summary.
Send thank-you email.
Use AI prompt to create audit summary.
James approves recommended package and pricing.
Send audit summary and proposal link.
Manually add tag: LL-Proposal-Sent.

Audit Summary Prompt: Create a Lead Leak Audit Summary for InnerShift360 Business Systems. Client Name: [CLIENT NAME] Business Name: [BUSINESS NAME] Industry: [INDUSTRY] Website: [WEBSITE] Assessment Result: [RESULT] Assessment Score: [SCORE] Pre-Audit Questionnaire: [PASTE ANSWERS] Audit Call Notes: [PASTE NOTES] Create: 1. Executive Summary 2. Primary Lead Leak 3. Primary Client Revenue Opportunity 4. What Should Be Automated 5. What Should Stay Human 6. Recommended 30-Day Plan 7. Recommended Package 8. Clear Next Step Tone: strategic, practical, clear, warm, and consultative.

13. Workflow: Proposal Sent

Automated Follow-Up Human Closing

Trigger: Tag Added → LL-Proposal-Sent

Move opportunity to Proposal Sent.
Send proposal email.
Send SMS: proposal sent.
Wait 2 days.
If not closed, send follow-up email.
Wait 3 days.
Send case study or proof email.
Wait 2 days.
Create manual follow-up call task.
If won, manually add tag: LL-Won-Client.
If lost, manually add tag: LL-Unresponsive or move to Closed Lost.

Proposal Prompt: Create a proposal for InnerShift360 Business Systems. Client: [CLIENT] Business: [BUSINESS] Problem: [PROBLEM] Recommended Package: [PACKAGE] Price: [PRICE] Timeline: [TIMELINE] Deliverables: [DELIVERABLES] Include: 1. Problem summary 2. Why it matters financially 3. Recommended solution 4. Deliverables 5. Timeline 6. Investment 7. What client needs to provide 8. Next step to approve Tone: confident, consultative, professional, and easy to understand.

14. Workflow: Client Won + Onboarding

Automated Onboarding Manual Setup

Trigger: Tag Added → LL-Won-Client

Move opportunity to Closed Won.
Send welcome email.
Send onboarding intake form.
Create implementation task list.
Notify James/VA.
Create client folder manually in Google Drive.
Create GHL access checklist.
Schedule kickoff call.
If recurring support purchased, add tag: LL-Monthly-Client.

Client Onboarding Prompt: Create an onboarding checklist for a new InnerShift360 Business Systems client. Package: [PACKAGE] Client: [CLIENT] Business: [BUSINESS] Include: 1. Information needed from client 2. Access needed 3. Implementation milestones 4. First 7-day tasks 5. 30-day implementation plan 6. Client communication cadence 7. Testing checklist 8. Launch checklist

15. Workflow: Monthly Support

Automated Reminders AI Monthly Report Human Strategy

Trigger: Tag Added → LL-Monthly-Client

Move opportunity to Monthly Support.
Send monthly support welcome email.
Send recurring meeting link.
Create recurring monthly review task.
Send monthly data request form.
Create reminder to review lead flow, bookings, conversions, follow-up, and workflow issues.
Use AI to draft monthly performance report.
Human reviews and discusses recommendations with client.

Monthly Report Prompt: Create a monthly automation performance report. Client: [CLIENT] Month: [MONTH] Metrics: Leads: [NUMBER] Appointments: [NUMBER] Show-ups: [NUMBER] Closed deals: [NUMBER] Missed calls: [NUMBER] Email/SMS performance: [PASTE DATA] Include: 1. Summary 2. What improved 3. What is still leaking 4. Recommended changes 5. Next month priorities 6. Human follow-up recommendations

16. Workflow: Lost / Cold Nurture

Automated Nurture

Trigger: Pipeline moved to Closed Lost OR tag added → LL-Unresponsive

Move opportunity to Closed Lost.
Send polite closeout email.
Add to long-term nurture.
Wait 30 days.
Send automation tip email.
Wait 30 days.
Invite them to retake the assessment.
Wait 60 days.
Invite them to book the audit again.

Quality Control Checklist

Run this before sending traffic to the funnel.

17. Full Funnel Testing Checklist

Required Before Launch

Submit a test Lead Leak Assessment form.
Confirm contact is created in GHL.
Confirm LL-Free-Assessment tag is applied.
Confirm opportunity is created in correct pipeline.
Confirm opportunity moves to Assessment Completed.
Confirm result category is set.
Confirm result email sends.
Confirm result SMS sends.
Click Enhanced Evaluation payment link.
Confirm payment workflow triggers.
Confirm VA task is created.
Manually deliver test evaluation and add delivered tag.
Confirm audit invitation sends.
Book test audit.
Confirm audit confirmation email sends.
Confirm audit SMS sends.
Confirm pre-audit questionnaire link works.
Submit pre-audit questionnaire.
Confirm audit prep workflow triggers.
Manually add audit completed tag.
Confirm audit summary task is created.
Manually add proposal sent tag.
Confirm proposal follow-up workflow triggers.
Manually add client won tag.
Confirm onboarding workflow triggers.

VA Testing Prompt: Test the full Lead Leak funnel from beginning to end. Use a test contact and document each step with screenshots. Confirm: 1. Assessment form submits 2. Contact is created 3. Tags are applied 4. Pipeline stage moves correctly 5. Emails send 6. SMS messages send 7. Payment link works 8. Purchase workflow triggers 9. Audit calendar works 10. Pre-audit questionnaire works 11. Proposal workflow triggers 12. Client onboarding workflow triggers Report any broken step with: - screenshot - page URL - workflow name - exact error or issue - recommended fix

18. Daily / Weekly / Monthly Operating Rhythm

Daily

Review new assessment leads.
Check Enhanced Evaluation purchases.
Check audit bookings.
Respond to hot leads.
Review stuck pipeline stages.
Post one traffic asset.
Send outreach/follow-ups.

Weekly

Review assessment completions.
Review Enhanced Evaluation conversion.
Review audit bookings.
Review proposal conversion.
Update weak emails/SMS.
Collect questions/objections.
Create one case study or proof post.

Monthly

Review full funnel performance.
Identify best niche response.
Improve landing page copy.
Update result pages.
Review retainer clients.
Request testimonials.
Plan next 30-day content calendar.

Final Operating Principle

This funnel must demonstrate the thing it sells: speed, clarity, follow-up, automation, and human warmth. The client should feel the system working before they ever buy the full system.