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InnerShift Business Systems

Lead Leak Ecosystem Backend SOP

This SOP explains how to build the GoHighLevel backend for the Lead Leak Ecosystem after the three assessment pages have already been created. The goal is to create one smart ecosystem, not three disconnected forms.

1. Ecosystem Goal

The Lead Leak Ecosystem should work like the Relationship Assessment Ecosystem. Once a business owner enters the system, GHL should recognize them, track which assessments they completed, avoid asking for the same information over and over, and recommend the next best assessment or audit step.

Core idea: The front-end pages collect answers. GHL controls identity, tags, scoring, follow-up, routing, and audit conversion.
Lead Leak Assessment Follow-Up Failure Assessment Website Leak Assessment Universal Gate Audit Booking

2. Backend Structure Overview

LayerPurposeGHL Area
Forms / SurveysCollect user contact info, assessment answers, and scores.Sites → Forms or Surveys
Custom FieldsStore scores, completed assessments, next recommended step, and access status.Settings → Custom Fields
TagsSegment users by behavior, score, status, diagnosis, and purchase/audit readiness.Settings → Tags
WorkflowsApply tags, send results, notify team, update fields, and route users.Automation → Workflows
PipelineTrack audit opportunities from new lead to booked audit to closed client.Opportunities → Pipelines

3. Universal Gate Strategy

The universal gate should be the shared access point for the Lead Leak Ecosystem. It captures the user's name, email, phone, business name, website, and business stage one time. After that, future assessments should recognize the user through GHL contact data, URL parameters, or contact tags.

Recommended Gate Name

ISBS Universal Assessment Gate

Gate Form Fields

First Name Last Name Email Phone Business Name Website URL Business Type Monthly Lead Volume Current CRM / Platform Primary Business Problem Assessment Source Access Type

Hidden Fields to Add

assessment_source assessment_type utm_source utm_medium utm_campaign lead_leak_access_status isbs_ecosystem_entry_date
Important: The universal gate should not replace the three assessment pages. It should sit before the result reveal or before the full analysis unlock.

4. Gate Logic

User TypeWhat They SeeGHL Action
New visitorCompletes assessment, then sees gate before full results or audit CTA.Create/update contact. Add ecosystem entry tags.
Returning leadShould not be asked for full contact info again if already captured.Use tags/custom fields to personalize follow-up and next step.
Completed one assessmentGets recommended next assessment.Add completed tag and next recommended assessment field.
Completed all threeGets pushed toward audit, strategy call, or paid systems review.Add ecosystem complete tag and audit-ready tag.
Booked auditReceives confirmation, prep questions, and reminder sequence.Move opportunity to Audit Booked stage.

5. Create These Custom Fields First

Go to Settings → Custom Fields. Create a folder named:

ISBS Lead Leak Ecosystem

Contact Custom Fields

Field NameField TypePurpose
ISBS Access TypeDropdownFree, Single Assessment, Full Ecosystem, Audit Client
ISBS Completed AssessmentsMulti-line TextStores which assessments they completed.
ISBS Next Recommended StepSingle-line TextTells GHL what to recommend next.
Lead Leak ScoreNumberStores Lead Leak Assessment score.
Lead Leak Result LevelDropdownLow Leak, Moderate Leak, High Leak, Critical Leak
Follow-Up Failure ScoreNumberStores Follow-Up Failure score.
Follow-Up Failure Result LevelDropdownMild, Moderate, Severe, Critical
Website Leak ScoreNumberStores Website Leak score.
Website Leak Result LevelDropdownLow Risk, Moderate Risk, High Risk, Critical Risk
Primary Leak DiagnosisDropdownFollow-Up, CRM, Website, Offer, Booking, Tracking, Automation
Audit Interest LevelDropdownCold, Warm, Hot, Booked, Completed
Business Website URLSingle-line TextStores website for audit review.
Business NameSingle-line TextStores company name.

6. Create Master Ecosystem Tags

Go to Settings → Tags. Create these first. These tags are used across the whole ecosystem.

ISBS - Ecosystem - Entered ISBS - Ecosystem - Active ISBS - Ecosystem - Completed 1 Assessment ISBS - Ecosystem - Completed 2 Assessments ISBS - Ecosystem - Completed All Assessments ISBS - Ecosystem - Needs Next Assessment ISBS - Ecosystem - Audit Ready ISBS - Ecosystem - Needs Human Follow-Up ISBS - Ecosystem - Single Assessment Access ISBS - Ecosystem - Full Access ISBS - Ecosystem - Returning User ISBS - Ecosystem - Test Contact

7. Lead Leak Tags

ISBS - Lead Leak - Started ISBS - Lead Leak - Completed ISBS - Lead Leak - Low Leak ISBS - Lead Leak - Moderate Leak ISBS - Lead Leak - High Leak ISBS - Lead Leak - Critical Leak ISBS - Lead Leak - Needs CRM Cleanup ISBS - Lead Leak - Needs Pipeline Review ISBS - Lead Leak - Needs Automation Audit ISBS - Lead Leak - Audit CTA Clicked ISBS - Lead Leak - Audit Booked

8. Follow-Up Failure Tags

ISBS - Follow-Up Failure - Started ISBS - Follow-Up Failure - Completed ISBS - Follow-Up Failure - Mild ISBS - Follow-Up Failure - Moderate ISBS - Follow-Up Failure - Severe ISBS - Follow-Up Failure - Critical ISBS - Follow-Up Failure - Slow Response ISBS - Follow-Up Failure - No Nurture Sequence ISBS - Follow-Up Failure - No Missed Call System ISBS - Follow-Up Failure - Manual Follow-Up Problem ISBS - Follow-Up Failure - Audit CTA Clicked ISBS - Follow-Up Failure - Audit Booked

9. Website Leak Tags

ISBS - Website Leak - Started ISBS - Website Leak - Completed ISBS - Website Leak - Low Risk ISBS - Website Leak - Moderate Risk ISBS - Website Leak - High Risk ISBS - Website Leak - Critical Risk ISBS - Website Leak - Weak CTA ISBS - Website Leak - No Form ISBS - Website Leak - Poor Mobile Experience ISBS - Website Leak - No Booking Path ISBS - Website Leak - No Tracking ISBS - Website Leak - Audit CTA Clicked ISBS - Website Leak - Audit Booked

10. Create the Pipeline

Go to Opportunities → Pipelines. Create a new pipeline called:

ISBS Audit Pipeline

Pipeline Stages

New Assessment Lead Completed Assessment Needs Next Assessment Audit Interested Audit Booked Audit No Show Audit Completed Proposal Sent Closed Won Closed Lost Long-Term Nurture
Rule: Every completed assessment should create or update an opportunity. The opportunity should not stay in “New Lead” if they completed an assessment. Move them based on behavior.

11. Workflow 1: Universal Gate Submission

Go to Automation → Workflows → Create Workflow.

Workflow Name

ISBS - Universal Gate - Submitted

Trigger

Form Submitted → ISBS Universal Assessment Gate

Actions

1. Add Tag: ISBS - Ecosystem - Entered 2. Add Tag: ISBS - Ecosystem - Active 3. Update Custom Field: ISBS Access Type = Free 4. Update Custom Field: Audit Interest Level = Warm 5. Create/Update Opportunity in ISBS Audit Pipeline 6. Move Opportunity to New Assessment Lead 7. Send Email: “Your ISBS Assessment Results Are Ready” 8. Send SMS: “Thanks for completing the ISBS assessment. Your results are on the way.” 9. Internal Notification to JR/Team 10. If assessment_source = lead_leak → Add Tag: ISBS - Lead Leak - Started 11. If assessment_source = follow_up_failure → Add Tag: ISBS - Follow-Up Failure - Started 12. If assessment_source = website_leak → Add Tag: ISBS - Website Leak - Started

12. Workflow 2: Lead Leak Assessment Completed

Workflow Name

ISBS - Lead Leak - Assessment Completed

Trigger

Form Submitted or Survey Submitted → Lead Leak Assessment

Base Actions

1. Add Tag: ISBS - Lead Leak - Completed 2. Add Tag: ISBS - Ecosystem - Active 3. Update Custom Field: ISBS Completed Assessments = Lead Leak 4. Update Custom Field: ISBS Next Recommended Step = Follow-Up Failure Assessment 5. Move/Create Opportunity → ISBS Audit Pipeline → Completed Assessment 6. Send Lead Leak Result Email 7. Send Lead Leak Result SMS 8. Wait 1 day 9. Send Next Assessment CTA: Follow-Up Failure Assessment

Score Branches

If Lead Leak Score is 0–25: → Add Tag: ISBS - Lead Leak - Low Leak → Update Lead Leak Result Level = Low Leak If Lead Leak Score is 26–50: → Add Tag: ISBS - Lead Leak - Moderate Leak → Update Lead Leak Result Level = Moderate Leak If Lead Leak Score is 51–75: → Add Tag: ISBS - Lead Leak - High Leak → Update Lead Leak Result Level = High Leak → Add Tag: ISBS - Ecosystem - Needs Human Follow-Up If Lead Leak Score is 76–100: → Add Tag: ISBS - Lead Leak - Critical Leak → Update Lead Leak Result Level = Critical Leak → Add Tag: ISBS - Ecosystem - Audit Ready → Add Tag: ISBS - Ecosystem - Needs Human Follow-Up → Move Opportunity to Audit Interested

13. Workflow 3: Follow-Up Failure Completed

Workflow Name

ISBS - Follow-Up Failure - Assessment Completed

Trigger

Form Submitted or Survey Submitted → Follow-Up Failure Assessment

Base Actions

1. Add Tag: ISBS - Follow-Up Failure - Completed 2. Update Custom Field: ISBS Completed Assessments = Lead Leak, Follow-Up Failure 3. Update Custom Field: ISBS Next Recommended Step = Website Leak Assessment 4. Move/Create Opportunity → ISBS Audit Pipeline → Completed Assessment 5. Send Follow-Up Failure Result Email 6. Send Follow-Up Failure Result SMS 7. Wait 1 day 8. Send Next Assessment CTA: Website Leak Assessment

Score Branches

If Follow-Up Failure Score is 0–25: → Add Tag: ISBS - Follow-Up Failure - Mild If Follow-Up Failure Score is 26–50: → Add Tag: ISBS - Follow-Up Failure - Moderate If Follow-Up Failure Score is 51–75: → Add Tag: ISBS - Follow-Up Failure - Severe → Add Tag: ISBS - Ecosystem - Needs Human Follow-Up If Follow-Up Failure Score is 76–100: → Add Tag: ISBS - Follow-Up Failure - Critical → Add Tag: ISBS - Ecosystem - Audit Ready → Add Tag: ISBS - Ecosystem - Needs Human Follow-Up → Move Opportunity to Audit Interested

14. Workflow 4: Website Leak Completed

Workflow Name

ISBS - Website Leak - Assessment Completed

Trigger

Form Submitted or Survey Submitted → Website Leak Assessment

Base Actions

1. Add Tag: ISBS - Website Leak - Completed 2. Update Custom Field: ISBS Completed Assessments = Lead Leak, Follow-Up Failure, Website Leak 3. Update Custom Field: ISBS Next Recommended Step = Book ISBS Systems Audit 4. Send Website Leak Result Email 5. Send Website Leak Result SMS 6. Move/Create Opportunity → ISBS Audit Pipeline → Completed Assessment 7. Check if all three completed tags exist 8. If yes, add tag: ISBS - Ecosystem - Completed All Assessments 9. If yes, add tag: ISBS - Ecosystem - Audit Ready 10. Send “Full Leak Profile” email 11. Send audit booking CTA

Score Branches

If Website Leak Score is 0–25: → Add Tag: ISBS - Website Leak - Low Risk If Website Leak Score is 26–50: → Add Tag: ISBS - Website Leak - Moderate Risk If Website Leak Score is 51–75: → Add Tag: ISBS - Website Leak - High Risk → Add Tag: ISBS - Ecosystem - Needs Human Follow-Up If Website Leak Score is 76–100: → Add Tag: ISBS - Website Leak - Critical Risk → Add Tag: ISBS - Ecosystem - Audit Ready → Add Tag: ISBS - Ecosystem - Needs Human Follow-Up → Move Opportunity to Audit Interested

15. Workflow 5: Completed Assessment Counter

This workflow keeps the ecosystem organized. It checks how many assessments the contact has completed and updates progress tags.

Workflow Name

ISBS - Ecosystem - Progress Tracker

Trigger

Contact Tag Added: ISBS - Lead Leak - Completed OR ISBS - Follow-Up Failure - Completed OR ISBS - Website Leak - Completed

Logic

If contact has only one completed assessment tag: → Remove: ISBS - Ecosystem - Completed 2 Assessments → Remove: ISBS - Ecosystem - Completed All Assessments → Add: ISBS - Ecosystem - Completed 1 Assessment → Add: ISBS - Ecosystem - Needs Next Assessment If contact has two completed assessment tags: → Remove: ISBS - Ecosystem - Completed 1 Assessment → Remove: ISBS - Ecosystem - Completed All Assessments → Add: ISBS - Ecosystem - Completed 2 Assessments → Add: ISBS - Ecosystem - Needs Next Assessment If contact has all three completed assessment tags: → Remove: ISBS - Ecosystem - Completed 1 Assessment → Remove: ISBS - Ecosystem - Completed 2 Assessments → Remove: ISBS - Ecosystem - Needs Next Assessment → Add: ISBS - Ecosystem - Completed All Assessments → Add: ISBS - Ecosystem - Audit Ready → Update Custom Field: ISBS Next Recommended Step = Book ISBS Systems Audit → Move Opportunity to Audit Interested

16. Workflow 6: Audit CTA Clicked

Workflow Name

ISBS - Audit CTA Clicked

Trigger Options

Option A: Trigger Link Clicked Option B: Form Submitted - Audit Interest Form Option C: Tag Added - ISBS - Ecosystem - Audit Ready

Actions

1. Add Tag: ISBS - Ecosystem - Audit Ready 2. Update Custom Field: Audit Interest Level = Hot 3. Move Opportunity to Audit Interested 4. Send SMS: “Want me to take a look at where your leads are leaking?” 5. Send Email: “Your Systems Leak Profile” 6. Notify JR/Team 7. Create Task: Call within 24 hours

17. Workflow 7: Audit Booked

Workflow Name

ISBS - Audit Booked

Trigger

Appointment Status = Booked Calendar = ISBS Audit Calendar

Actions

1. Add Tag: ISBS - Audit Booked 2. Remove Tag: ISBS - Ecosystem - Needs Next Assessment 3. Update Custom Field: Audit Interest Level = Booked 4. Move Opportunity to Audit Booked 5. Send Confirmation Email 6. Send Confirmation SMS 7. Send Prep Questions 8. Notify JR/Team 9. Create Task: Review contact's assessment results before call

18. Recommended Result Routing

CompletedRecommended Next StepTag
Lead Leak onlySend to Follow-Up Failure AssessmentISBS - Ecosystem - Needs Next Assessment
Follow-Up Failure onlySend to Lead Leak AssessmentISBS - Ecosystem - Needs Next Assessment
Website Leak onlySend to Lead Leak AssessmentISBS - Ecosystem - Needs Next Assessment
Lead Leak + Follow-Up FailureSend to Website Leak AssessmentISBS - Ecosystem - Completed 2 Assessments
All three assessmentsSend to ISBS Systems AuditISBS - Ecosystem - Completed All Assessments

19. Email/SMS Sequence Structure

Email 1: Immediate Result

Subject: Your Business May Be Leaking Leads Here Body: Thanks for completing the assessment. Based on your answers, your biggest leak appears to be around {{Primary Leak Diagnosis}}. Your score: {{Lead Leak Score}} / {{Follow-Up Failure Score}} / {{Website Leak Score}} The good news: this is fixable. Most businesses do not need more hustle first. They need a tighter system.

Email 2: Next Assessment

Subject: The Next Leak to Check Body: You checked one part of the system. Now let’s see if the next part is costing you revenue. Your next recommended step: {{ISBS Next Recommended Step}}

Email 3: Audit CTA

Subject: Want Me to Find the Leak? Body: If leads are coming in but not consistently converting, the issue is usually not one big disaster. It is a series of small leaks. Book an ISBS Systems Audit and we’ll look at where your business is losing leads, follow-up, and revenue.

SMS Example

Hey {{contact.first_name}}, this is JR with InnerShift Business Systems. Your assessment shows a possible leak in your business system. I sent your results over. Want me to take a closer look?

20. Page Connection Instructions

Since the Lead Leak, Follow-Up Failure, and Website Leak pages already exist, connect them to GHL like this.

Step 1: Confirm each page has the correct GHL form or survey embedded.
Step 2: Confirm each form captures or passes the assessment type.
Lead Leak page hidden field: assessment_type = lead_leak Follow-Up Failure page hidden field: assessment_type = follow_up_failure Website Leak page hidden field: assessment_type = website_leak
Step 3: Add hidden source fields if possible.
assessment_source utm_source utm_medium utm_campaign page_url
Step 4: Make sure the result button or next-step CTA points to the next assessment or audit booking page.
Step 5: Test each page with a fake contact.

21. Testing Instructions

22. Common Mistakes to Avoid

Do not create three disconnected systems. The assessments should feed one ISBS ecosystem record.
Do not ask for name, email, and phone repeatedly if the user is already known. The system should feel intelligent.
Do not use vague tags. Tags like “hot lead” or “bad website” are not enough. Use structured ISBS tags.
Do not forget pipeline movement. Tags organize contacts. Pipelines manage sales action.
Do not send everyone the same follow-up. A critical follow-up failure lead needs a different message than a low-risk website lead.

23. Final Build Checklist

24. Recommended Build Order for Chiara

  1. Create custom fields.
  2. Create tags.
  3. Create ISBS Audit Pipeline.
  4. Confirm the three assessment forms/surveys exist in GHL.
  5. Add hidden fields to each form/survey.
  6. Create Universal Gate workflow.
  7. Create assessment completion workflows.
  8. Create progress tracker workflow.
  9. Create audit CTA and booking workflows.
  10. Test the entire user journey with one test email.
Success standard: A user should be able to take one, two, or all three assessments, and GHL should know exactly where they have been, what they need next, and whether they are ready for an ISBS audit.
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