Understanding FlexPath Lead Types and Scenarios
Learn how FlexPath categorizes leads based on shopper behavior and identity verification outcomes — so your team can interpret each lead type accurately and prioritize follow-up effectively.
Overview
FlexPath DXP VeriQual™ generates leads based on identity-verified shopper activity rather than anonymous form submissions. Because each shopper interacts with the prequalification flow differently, leads are categorized into distinct types that reflect how far the shopper progressed through identity confirmation, credit matching, and engagement actions.
Understanding these lead types allows your sales and BDC teams to accurately interpret shopper intent, apply appropriate follow-up strategies, and make the most of every verified interaction delivered to your CRM.
How Leads Are Delivered
FlexPath leads are delivered to your CRM via ADF format from leads@adf.flexpathdxp.com, using the provider ID FPDXP. Each lead record includes:
- Prospect Name
- Lead Type
- Initial Send Date — when the lead was first sent to your CRM
- Last Updated — reflects any post-submission activity
If a shopper returns and continues engaging after their initial submission, an updated lead is automatically sent to your CRM to reflect the most recent activity. Updates triggered by end-of-funnel CTAs — such as click to call, text, or directions — are sent immediately. Other updates have a five-minute hold period to allow for continued engagement.
Note: 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.
Lead Scenarios
FlexPath organizes lead activity into four primary scenario categories. Each reflects a different stage of identity confirmation and credit evaluation.
No Pull Leads
These leads indicate early-stage engagement where the shopper did not complete identity confirmation. A credit pull was not initiated.
- Unconfirmed Identity: The shopper entered a phone number and completed the one-time passcode (OTP) step but did not confirm their personal information.
- Verified Phone Number Only: The shopper verified their phone number but took no additional action. No identity or credit information could be confirmed.
While these leads represent the earliest stage of the funnel, they confirm real phone engagement and should not be dismissed.
No Hit Leads
- No Credit Profile Found: The credit bureau was unable to locate a matching credit file for the shopper.
Important: A No Hit does not indicate that a shopper is unqualified. It simply means no credit file was returned by the bureau. These shoppers may still be worth engaging.
Standard / Successful Pull Leads
These leads reflect verified identity with varying credit outcomes or engagement depth. This is the broadest lead category and includes several distinct scenarios:
| Scenario | Description |
|---|---|
| Thin Credit File | A credit match was returned, but the shopper has limited or no established credit history and may not have a FICO score. |
| Credit Freeze | The shopper's credit file is frozen and cannot be accessed. The shopper must remove the freeze before prequalification can continue. |
| Prequalified Financing | The shopper verified their phone number and identity but did not proceed further in the flow. |
| Payments Shown (SVP) | Available on Single-Vehicle Payment integrations only. The shopper verified their identity and 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 the 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 the shopper for SSN or date of birth to refine the match. These leads are displayed separately from No Hit leads. |
| Unable to Prequal | Applies 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
High-engagement 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
These 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 to provide a name. If the shopper abandons the flow at that point, the lead is sent without a name.
FlexPath holds the lead for up to five minutes to allow the shopper to return and complete the flow. If they do not return, the lead is sent as-is — because a phone-only lead carries more value than no lead at all.
Lead Content
Depending on shopper activity and the user's access permissions, each FlexPath lead may include some or all of the following information:
- 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. Soft pull data is visible only to users with credit bureau access permissions.
- Most Important Recent Interaction: The key action that defines the lead's category, such as identity confirmation or a CTA click.
- Latest Activity: The most recent action taken by the shopper, which may differ from the defining interaction.
- Activity Source Information: Details on where the lead originated, including CTA type and placement (website page or campaign).
Lead Access Permissions
FlexPath offers tiered access levels to ensure team members see only the data appropriate to their role:
- Full Credit Bureau Data: Access to all available lead details, including full credit bureau data. Includes all data available at lower permission levels.
- Consumer PII: Access to consumer personal information, qualification score, and complete prequalified financing details, including interest rates. Does not include full credit bureau data.
- General Lead Information: Access to city, state, ZIP, qualification score, and limited financing details (financing type, term, credit tier). Does not include consumer PII or full credit bureau data.
- Lead Reporting & Summary Data: Access to aggregated reports, charts, and summary data only. Individual lead details are not included at this level.
Tip: Regularly review user access to ensure only active team members can view lead data. Users must be explicitly granted permission to view soft pull data.
Best Practices for Lead Follow-Up
- Ensure FlexPath is configured as a lead source in your CRM to maintain accurate attribution.
- Confirm all relevant team members have active portal logins and appropriate access levels.
- Prioritize High-Engagement leads, but maintain follow-up workflows for Standard and No Pull leads — they represent real shopper interactions and can still convert.
- Use the Lead Engagement Report in the FlexPath Portal to review lead volume and engagement by lead type.
- Periodically reconcile lead counts between the FlexPath Portal and your CRM to ensure accuracy.
- Ensure your team understands VeriQual™ data points and how to apply them when working credit-qualified leads.
Summary
FlexPath lead types reflect the full spectrum of shopper engagement — from early phone verification through full identity confirmation and credit-matched prequalification. By understanding each scenario, your team can respond with the right message at the right time, improving conversion rates and ensuring no verified shopper intent goes unaddressed. For additional training or support, contact support@flexpathdxp.com to schedule a session with a FlexPath Subject Matter Expert.