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Prioritizing and Following Up on FlexPath Leads

Learn how to interpret FlexPath lead types, prioritize your follow-up effectively, and apply best practices to maximize conversion from every verified shopper interaction.

Overview

FlexPath DXP VeriQual™ delivers verified, credit-analyzed leads directly to your CRM — giving your sales and BDC teams real purchase intent data rather than anonymous form submissions. To maximize the value of these leads, it is important to understand the different lead scenarios, know how to prioritize outreach, and follow consistent best practices for follow-up and team enablement.

Understanding FlexPath Lead Types

Each lead FlexPath delivers reflects a specific stage of shopper engagement. Understanding lead types helps your team interpret shopper behavior and prioritize follow-up appropriately.

No Pull Leads

These leads indicate early-stage engagement where the shopper did not complete identity confirmation.

  • Unconfirmed Identity: The shopper entered a phone number and completed the one-time passcode (OTP) step but did not confirm personal information.
  • Verified Phone Number Only: The shopper completed the OTP step but took no further action. No identity or credit information could be confirmed.

No Hit Leads

  • No Credit Profile Found: The credit bureau was unable to locate a matching credit file for the shopper. A No Hit does not indicate disqualification — it simply means no credit file was returned.

Standard / Successful Pull Leads

These leads reflect verified identity with varying qualification outcomes.

  • Thin Credit File: A credit match was returned, but the shopper has limited or no established credit history or FICO score.
  • Credit Freeze: The shopper's credit file is frozen and inaccessible. The freeze must be removed before prequalification can continue.
  • Prequalified Financing: The shopper verified their identity but did not proceed further.
  • Payments Shown (Single-Vehicle Payment Integration): The shopper viewed payment options for a specific vehicle but did not submit or continue.
  • FICO Too Low: The shopper's score falls below the minimum threshold configured during onboarding.
  • Bankruptcy Too Recent: The bankruptcy date is more recent than the threshold defined during onboarding.
  • No Prequalified Financing: The shopper did not qualify based on configured lending criteria.
  • No Payments Available for Vehicle: Based on the shopper's credit profile, no payment options are available for the selected vehicle.
  • Non-Specific Match: Multiple matching credit profiles were identified. The system prompts for SSN or DOB to refine the match. These leads are displayed separately from No Hit leads.
  • Unable to Prequal: Used in cases where the shopper is a minor, fraud alerts are present, or other disqualifying conditions apply. These leads include an alert explaining the reason.

High-Engagement Leads

These leads indicate strong purchase intent. The shopper verified their identity and took one or more of the following actions:

  • Click for directions
  • Click to call
  • Click to text

High-engagement leads should be prioritized for follow-up. However, standard and partial leads can still convert and should not be overlooked.

No Name Leads

A No Name Lead occurs when the shopper provides a phone number but exits before confirming their name. If a credit match is not returned, FlexPath prompts the shopper for a name. If the shopper abandons the flow at that point, the lead is sent without a name. FlexPath waits up to five minutes to allow the shopper to complete the form before sending the lead as-is.

Lead Prioritization Best Practices

Not all leads require the same urgency or approach. Use the following framework to guide prioritization:

  1. Prioritize High-Engagement Leads first. Shoppers who clicked to call, text, or get directions have demonstrated clear, immediate intent. These should be contacted as quickly as possible.
  2. Follow up promptly on Standard / Successful Pull Leads. These shoppers have verified their identity and returned credit data, indicating meaningful engagement. Outreach should reference their qualification status to create a personalized, relevant conversation.
  3. Treat No Hit and No Pull Leads as early-funnel opportunities. A No Hit does not mean a shopper is unqualified — it means no credit file was returned. These shoppers may still be worth engaging with education-focused outreach. No Pull leads represent shoppers who initiated engagement and may be ready to continue if contacted proactively.
  4. Review lead updates regularly. If a shopper returns and continues engaging after their initial submission, an updated lead is automatically sent to your CRM. Updates triggered by end-of-funnel CTAs (call, text, or directions) are sent immediately. Standard updates include a five-minute hold period to allow for continued shopper engagement.

Reading Lead Details

Each FlexPath lead may include the following information, depending on shopper activity and user permissions:

  • Customer Information: A snapshot of data captured during the shopper's session.
  • Eligibility Score: A truncated version of the shopper's FICO score. Full FICO details are available to users with credit bureau access.
  • Full Credit Profile: A link to the complete credit report for authorized users.
  • Most Important Recent Interaction: The key action that defines the lead's category.
  • Latest Activity: The most recent action taken, which may differ from the defining interaction.
  • Activity Source Information: Details on the originating lead source, including CTA type and placement.

Use this data to tailor your outreach and conversation to each shopper's specific engagement history and qualification status.

CRM and Lead Sourcing Setup

Accurate CRM configuration is essential for effective lead management. Follow these setup guidelines:

  • Ensure FlexPath is configured as a dedicated lead source in your CRM.
  • Leads are delivered from leads@adf.flexpathdxp.com using the provider ID FPDXP.
  • Periodically reconcile lead counts to ensure accuracy. Note that CRMs often source leads based on the original engagement date, which may result in what appear to be duplicate entries. FlexPath leads include more detailed engagement and qualification data to support downstream follow-up.

Marketing and Messaging Alignment

Consistent messaging across all channels reinforces the shopper experience and improves follow-up effectiveness:

  • Regularly review and update autoresponders, campaigns, and marketing templates to reflect current offers and product positioning.
  • Maintain consistent messaging across all platforms.
  • Incorporate VeriQual™ into your advertising strategy to maximize shopper engagement and reinforce the verified credit experience shoppers encountered on the website.

Team Enablement

Your team's ability to interpret and act on FlexPath lead data directly impacts conversion outcomes:

  • Ensure all relevant team members understand VeriQual™ data points and how to apply them when working with credit-qualified leads.
  • Confirm that all team members have active FlexPath Portal logins with appropriate access levels.
  • Regularly review user access to ensure only active team members can view lead data. Confirm appropriate privileges when creating or updating logins.

Multi-Channel Integration

FlexPath is designed to work across multiple channels. Expand reach and capture qualified demand by deploying across:

  • QR-enabled prequalification
  • Direct mail campaigns
  • In-store promotions
  • On-the-lot interactions

To maintain a clean shopper experience, streamline overlapping tools on your website and avoid redundant calls to action.

Monitoring and Reporting

Use the FlexPath Portal's built-in reporting tools to stay on top of lead performance:

  • The Lead Engagement Report provides a high-level snapshot of lead volume and engagement by lead type, helping you understand shopper behavior at a glance.
  • Filter leads by Newly Created or Last Updated and select a date range to focus on the most relevant activity.
  • Filter out test leads to ensure reporting reflects real customer activity.

Summary

Effective lead prioritization and follow-up begins with a clear understanding of FlexPath lead types and the data each one carries. Prioritize High-Engagement Leads for immediate outreach, treat Standard leads as active opportunities, and approach No Pull and No Hit leads as early-funnel shoppers worth re-engaging. Keep your CRM properly configured, maintain consistent marketing alignment, equip your team with the right access and training, and use the FlexPath Portal's reporting tools to monitor performance continuously. For additional training or support, contact support@flexpathdxp.com to schedule a session with a FlexPath Subject Matter Expert.