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Rules of Engagement

Speakers Institute – Lead Rules of Engagement (ROE)

Effective Date: December 29 Applies To: All Growth Coaches, Closers, and Facilitators Purpose: To ensure a fair, transparent, and prospect-first approach to lead ownership, contact, follow-up, and commission attribution—especially when leads register for or attend multiple OPEs/webinars.

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1. Core Principles (Non-Negotiables)

Prospect Experience Comes First

Any prospect who attends an event should feel supported, acknowledged, and helped by whoever is present.

We do not ignore prospects because of internal ownership concerns.

Effort Should Be Rewarded Fairly

Lead ownership is determined by real conversations, not list assignment alone.

Activity must be tracked in Go High Level (GHL) to count.

Clarity Beats Assumptions

If it’s not logged in GHL, it didn’t happen.

Notes prevent double-calling, tension, and confusion.

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2. Definitions

Excitement / Nurture Call: A real-time conversation (not voicemail/text/email) where rapport is built and intent is clarified.

Conversation (for ownership purposes): A live call or meaningful two-way conversation logged in GHL.

OPE / Webinar Attended: The event the prospect actually shows up to (not just registers for).

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3. Lead Ownership Rules

3.1 Ownership Is Based on Conversations

A Growth Coach owns a lead if:

They have had a live conversation with the prospect

AND the conversation is clearly logged in GHL (call recording or written note)

Texts, emails, and unanswered calls alone do not establish ownership.

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3.2 Webinar Attendance Rule (Primary Rule)

If a prospect attends a webinar, that webinar creates a “hot lead moment.”

The Growth Coach responsible for that webinar should:

Engage them

Follow up promptly

Attempt to close or escalate appropriately

However…

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3.3 When a Prospect Attends a Webinar BUT Another Coach Has Prior Ownership

If another Growth Coach has already had a logged conversation with that prospect:

The coach running the webinar should:

Engage the prospect

Provide a great experience

Notify the owning coach immediately

The owning coach should:

Be available (where possible) for a post-event call

Attempt the close if the prospect is hot

Commission Outcome

If only the owning coach closes → owning coach commission

If both coaches materially contributed → see Section 6 (Split Commission)

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4. Multiple Registrations / Multiple Webinars

4.1 Registration Alone Does NOT Create Ownership

Prospects may register for multiple topics or presenters.

Registration ≠ ownership.

Attendance + conversation = decision points.

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4.2 If a Prospect Attends Multiple Webinars

Table 2

Table 2

Scenario

Outcome

Attended Webinar A only

Webinar A coach owns follow-up

Attended Webinar B only

Webinar B coach owns follow-up

Attended BOTH + spoke with BOTH

Split commission may apply

Attended both but spoke with only one

That coach owns the lead

There are no rows in this table

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5. Contact & Communication Rules

5.1 Post-Webinar Contact

The coach for that webinar gets first right of follow-up

Other coaches should avoid duplicate outreach unless coordinated

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5.2 Do NOT Over-Communicate

If a prospect attended a webinar earlier the same day:

Do not call again just to “confirm” another webinar

Let the first coach attempt the close

Engage only if they attend the second event

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5.3 Internal Communication

Use team chat (WhatsApp) to flag:

Hot leads

Prior conversations

Ownership clarity

Example:

“I’ve spoken with Jane Smith (10 min call, logged). She attended Kristy’s OPE and is hot.”

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6. Split Commission Guidelines (Exception, Not Default)

Split commission may apply only when BOTH are true:

Two coaches had meaningful conversations

Both materially contributed to the decision

Default Split: 50/50

Splits are:

Agreed professionally

Not emotional

Used sparingly

If effort is clearly disproportionate, commission stays with the closer who drove the result.

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7. Availability Expectations (Short-Term Rule)

For the current period with same-day webinars:

Coaches should aim to be available:

Up to 90 minutes post-webinar

Especially if they have known hot leads attending another session

This avoids missed closes and protects conversion rates.

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8. CRM (Go High Level) Rules – Mandatory

8.1 Logging Standards

Every coach must:

Log all live conversations in GHL

Include:

Call duration

Key notes (intent, urgency, objections)

Log voicemails and attempts where possible

If it’s not in GHL, it cannot be used to claim ownership.

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8.2 Approved Tools

Use GHL / Lead Connector App wherever possible

WhatsApp calls must still be summarized in GHL notes

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9. Lock-In Rule (Advanced Nurture)

If a coach is deeply nurturing a prospect (e.g. near Protégé decision):

Add a note in GHL and/or team chat:

“Locking in – advanced nurture in progress.”

Other coaches should support, not compete.

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10. Final Word

This system exists to:

Protect relationships

Reward real effort

Maximize conversions

Eliminate confusion and tension

If an edge case arises:

Check GHL

Communicate directly

Default to fairness and prospect experience

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