[ [ SOLTECA BLUEPRINT ] ] · READ THIS FIRST
This is a full lead system for a service business. It shows the problem, the promise, and the plan. The plan has 54 steps. You can build it two ways.
Drop it into Claude, ChatGPT, or Cursor.
Install my Satellite. The AI asks you ten questions.
Your filter, scores, messages, follow-up plan, routing, and 14-day launch plan.
Save it as SATELLITE.md in your project folder. From then on, the AI uses it as your operating manual.
Sheets 08 to 14 hold the 54 steps.
Each step says when it is done.
Sheet 14 tells you what to build and run each day.
Both ways end in the same place: a lead system that lives in accounts you own and that your team runs. This blueprint covers everything from getting attention to a scored lead landing in your CRM, plus the first-contact rules. Follow-up, show rate, and closing are their own systems.
THE LEAD FLOW LADDER · YOU ARE HERE
Every service business sits on one of four rungs. Most owners are stuck on rung 0 or rung 1. This blueprint moves you to rung 2.
Remember. Ads are the last rung, not the first. Owners who start with ads pay to fill a bucket with holes in it.
YOUR STAGE · RUNG 1
Most owners never learned how to get their own leads. The business grew on referrals and the owner's own network. When that growth slowed, the owner looked for someone to "turn on" leads. That search leads to a lead agency. For most service businesses, it becomes an expensive loop.
A business that cannot make its own leads has no way to tell a good agency from a bad one, and no floor under its revenue.
When the vendor is the only source, you have no leverage. You cannot check their work, because you have nothing to compare it to. If they slow down, raise prices, or lose their best buyer, your pipeline stops on the same day.
THE PROBLEM · WHAT WE SAW ACROSS 50 AGENCIES
SOLTECA has worked with, audited, or replaced more than fifty lead agencies across six industries. The deepest experience is in home improvement (solar, roofing, HVAC) and real estate. The same pattern showed up almost every time.
| Pattern | What it looks like from your seat |
|---|---|
| They have never run your kind of business | They have run ads. They have never sold a roof or closed a listing. Their "framework" is an ad template with your logo on it. |
| Big fixed fee, no promise of results | You pay the same whether you close ten jobs or zero. The contract was written to survive that. |
| Shared and recycled leads | The same homeowner is sold to three companies at once. Your close rate looks like a rep problem. It is a sourcing problem. |
| Big promise at the pitch, excuses at the review | The sales call describes a new life. The monthly report explains why this month was special. |
| You own nothing | The ad accounts, pages, pixels, lists, and automations sit in their accounts. When you leave, the asset leaves with them. |
| Total dependence | If they slow down or lose their touch, your pipeline stops that day. |
| Cash risk with no cash flow | Most businesses cannot absorb a five-figure test that returns nothing. One bad quarter of fees can erase a year of profit. |
There are good agencies. The point is bigger than any one vendor. Until you can make your own demand, you cannot tell good from bad, you have no leverage, and you have no floor.
THE PROBLEM · CHECK YOUR OWN BUSINESS
Answer yes or no. Be honest.
| Question | Yes / No |
|---|---|
| 1. If your lead vendor vanished tomorrow, would new leads show up next week? | |
| 2. Do you own the accounts where leads are captured (forms, phone numbers, ad accounts, landing pages)? | |
| 3. Can you see, in one place, every lead from this month, where it came from, and what happened to it? | |
| 4. Does your team call a new lead within five minutes, measured, every time? | |
| 5. Do you know how many conversations you need each week to hit your goal? | |
| 6. Could a new hire run your lead process from written rules on day one? |
Fewer than four "yes" answers means your lead flow is rented.
Fill in your numbers. Most owners find their true cost per customer is two to four times what the agency reported. The agency counted leads. You count closed jobs.
| Line | Your number |
|---|---|
| Monthly agency and ad spend | $ |
| Leads delivered per month | |
| Leads called within 5 minutes | |
| Appointments set | |
| Jobs closed from those leads | |
| Revenue closed from those leads | $ |
| Cost per closed customer (spend ÷ jobs closed) | $ |
| What you keep if you cancel today |
THE PROMISE · RUNG 2
The Satellite is a seven-part signal system. Traffic enters the dish. It passes through a filter. It starts conversations. Each lead is enriched, scored, and ranked. Then it lands in your CRM, assigned to the right person, with a short note that says why it scored what it scored.
| # | Part | Job | Output |
|---|---|---|---|
| 1 | Traffic and Magnets | Create demand on channels you own, with no ad spend. Give cold prospects a reason to raise a hand. | Engaged leads |
| 2 | ICP Filter | Define who you sell to so clearly that a machine can reject the wrong lead. | Written filter rules |
| 3 | Generate | Do daily outreach and content at a volume that makes results a matter of math. | Conversations per day |
| 4 | Enrich | Fill in the missing facts about the lead before a human touches it. | Complete lead record |
| 5 | Scoring | Grade every lead 1 to 5 against your rules, with a short note. | Score plus note |
| 6 | Ranking | Order the day's leads so your best people work the best ones first. | Ranked queue |
| 7 | CRM Routing | Create the record, assign it by area, service, and score, and start the clock on first contact. | Owned pipeline record |
Two more pieces hold the dish up. The Foundation is your goal math, your offer, and your customer profile. The Downlink is your first-contact rules. A dish with no downlink collects leads that nobody calls.
THE PROMISE · RENTED VS OWNED
Every offer is judged by one simple rule. How big is the result? How sure are you that it will happen? How long does it take? How hard is it? Bigger, surer, faster, and easier wins.
| Lever | Rented lead flow | Owned Satellite |
|---|---|---|
| The result | Leads | Steady qualified conversations and closed revenue you can trace to its source |
| How sure | The vendor's word | Written rules, measured speed to first call, and a weekly scoreboard you can check |
| How long | A 60 to 90 day "ramp" | Built in under a week. First leads inside two weeks. |
| How hard | A monthly fee and monthly hope | Built once. Then a one-page daily checklist your team runs. |
Remember. Agencies deliver leads. The Satellite delivers a system. One is rented by the month. The other is yours for good.
THE PLAN · 54 BUILD STEPS
Each step tells you when it is done. Start with the Foundation. Skip it and the seven parts fail quietly.
Write one number.
The number is on the wall and the owner signed it.Goal ÷ average job = jobs needed. Jobs ÷ close rate = sales talks needed. Talks ÷ show rate = appointments needed. Appointments ÷ booking rate = good leads needed. Good leads ÷ your qualify rate = raw leads needed.
You have a weekly raw-lead number.Example. $600,000 in 90 days at $12,000 a job is 50 jobs. At a 30% close rate you need 167 sales talks. At 70% show, 239 appointments. At a 25% booking rate, 955 good leads. At 50% qualified, about 1,900 raw leads over 13 weeks, or about 146 a week. If that number is out of reach, the math just told you which lever to fix first: close rate, show rate, or booking rate. Fix that before you chase volume.
Who you help, the result they get, how fast, and what happens if it does not work.
A stranger can repeat it after hearing it once.Pull the phrase from real calls, reviews, or intake forms.
The phrase sounds natural in a customer's mouth.Past customers, dead leads, quotes that never closed, email list, phone contacts, social followers, partner lists.
Every list has a size and a location.CRM (or spreadsheet), phone system, website forms, calendar, email domain, social accounts. Note who owns each login.
Every account is in the owner's name or a company admin account.Choose the one lane where you already have the most reach or the warmest relationships. One lane at full volume beats four lanes at half.
The lane is written down. The others are parked.The owner approves rules. The operator runs the daily list. They can be the same person for now.
Both names are written next to the roles.Demand with no ad spend comes from three lanes you can open on day one. A fourth lane, paid, comes later.
| Lane | Who | How |
|---|---|---|
| Warm outreach | People who know you | One-to-one messages to your contacts, past customers, and partners |
| Cold outreach | People who do not know you | One-to-one messages to strangers who match your ideal customer |
| Content | Audiences | Posts, videos, and guides that pull in people who match your ideal customer |
| Paid (later) | Audiences | Ad spend, added only after the first three lanes prove your offer converts |
Export every contact from your phone, email, CRM, and old quotes into one sheet: name, company, how you know them, last contact date.
The sheet has more than 100 rows. Most businesses find 300 to 1,500.A short, personal note. Mention how you know them. Ask one question about their situation. Make no pitch.
Under 60 words. It says nothing about your services.Pick one of three types. A Reveal shows a problem they did not know they had (an audit, a scorecard, a checklist). A Trial is a small free taste of what you sell (an inspection, a first-step review). A Splinter is step one of a bigger process, given free.
It solves one small problem in under 5 minutes and leaves them with a next problem your core service solves.Use one of these: [Number] + [Result] + [Time]. How to [Result] Without [Pain]. The [Adjective] [Thing] That [Does X]. [X] Mistakes That [Cost Y]. Why You Will Never [Result] Without [Z].
Three names pass the test: would your dream customer pay $10 for it on the name alone?One page or form with the magnet headline, three lines of value, and fields for name, phone, email, and one qualifying question. Host it on a domain and account you own.
A test submission lands in your CRM or inbox within one minute.Thank-you page delivers the magnet and names the next step. Email 1 re-sends it. Emails 2 and 3 teach one thing each and offer the next step.
The sequence sends by itself when someone opts in.One post per weekday where your ideal customer already spends time. Each post: one customer problem, one way to fix it, one call to the magnet.
The first ten posts are drafted and scheduled.Source: a list built from your filter in Part 2. Message: a short one-question opener that says something true about their business.
The list source and opener are written, even if the lane starts later.Highest profit, easiest to serve, most likely to refer. Note industry, size, location, what triggered the buy, who decided, and how they found you.
All ten rows are filled.Must-haves: area, minimum job size, property or company type, decision power. Fail one and the lead is out.
Every filter is a yes/no test a machine could run.Nice-to-haves that raise or lower priority: urgency, budget signs, referral source, timing.
Each soft filter has a point value.Competitors, out of area, wrong service, price shoppers with no timeline, duplicates.
Each one has a written response: polite no, referral, or archive.The one question that splits buyers from browsers. "When do you want this done?" "Are you the owner?" "What is the property address?"
The question is live on every form.Run the last 50 leads through by hand.
It would have kept the leads that closed and cut most of the ones that wasted time.The Rule of 100. Do 100 main actions per day on your main lane. Volume turns luck into math.
Warm: 100 personal messages a day until the list runs out, then 100 follow-ups. Cold: 100 new contacts a day. Content: one post a day plus 100 comments on posts your ideal customer reads.
The quota is written and the operator has blocked the time.One sheet or CRM view: contact, lane, date sent, reply yes/no, outcome, next action.
Yesterday's 100 actions show in it.For each common reply (interested, not now, wrong person, question, objection) write the exact next message and next action.
The operator can answer any reply in under two minutes with no help.After a reply: "Who is one person you know dealing with [problem]?"
The ask is in the reply playbook.Only after warm and content are running.
The cold list passed the Part 2 filter and the first 100 messages are out.More: raise volume on what got replies. Better: fix the message or magnet that fell flat. New: add one new angle or lane only after the main lane hits quota. One test a week.
The review is on the calendar with a written log.Full name, direct phone, email, company or property, location, role, source, timing, one line of context.
The list is written.Form answer, public web, company site, property record, social profile, your own history with them.
Every field has at least one source.Filling in data before filtering wastes time on leads you will reject.
The rule is written into the process.Manual on day one: the operator spends up to three minutes per lead completing the record. Automate later once volume earns it.
Every new lead reaches the CRM with the Step 31 fields filled or marked unknown.Past customer? Old quote? Old complaint?
The check happens before scoring.Start with 10 to 15 yes/no rules that describe a good lead in your business. Mature systems carry 50 or more. Each rule has points. "Decision maker confirmed (+2)." "Timeline inside 60 days (+2)." "Inside service area (must)." "Asked three competitors for quotes (−1)."
The rules are written and the owner approved them.Set the point range for each score.
Anyone on the team can score a lead in under a minute.Three lines: why it scored that way, the one most important fact, and the best first move.
A rep can read the note and start the call.Compare scores to what really happened.
Fives closed at a clearly higher rate than twos. If not, fix the rules.Which scores get called now, which go to follow-up, which go to long-term nurture, which get archived.
Each score has one destination.Check them against closed results.
The review is on the calendar.First by score. Then by time since it arrived (older first, to protect speed). Then by job size or urgency.
The order is written.One view the team opens each morning: today's leads in order, with note and next action.
The queue exists and is fresh every morning.The highest scores go to the person with the best close rate.
The rule is written.Every lead gets its action before the day ends. Nothing rolls over unworked.
The rule held for five working days in a row.New · Contacted · Qualified · Appointment Booked · Appointment Held · Proposal Sent · Closed Won · Closed Lost · Nurture. Each stage has one line that says what must be true to be there.
The stage rules are written inside the CRM where every user can see them.Every lane feeds one place. Source is tagged. Duplicates merge.
A test lead from each lane shows up with the right source.By area (who covers where), by service (who sells what), by score (who gets the fives).
Every combination has one owner and a backup.The moment a record is created, the clock runs. Log the time of the first call attempt.
The CRM shows minutes-to-first-touch on every record.Speed to first call. Percent of good leads that booked. Show rate. Close rate by source.
All four are on one weekly scoreboard.CRM, phone numbers, forms, domain, lists, and automations all sit in company accounts with the owner as admin. Any vendor is a user, never the owner.
The owner can log into every one of them without asking anyone.The Satellite just delivered a scored, ranked, routed lead. The downlink turns that lead into a conversation. This is where most businesses lose the money they just spent getting the lead.
Target: first attempt within 60 seconds. Hard limit: five minutes. Method: two calls back to back, then a text. Stay on whatever channel they answer on.
The standard shows on the Step 50 scoreboard.Twice a day for two days. Once a day for four days. Long-term nurture after day ten. Every touch is short, personal, and points back to the magnet or the question they asked.
The plan is scheduled in the CRM or on the operator's daily list.From every conversation, book the next one before you hang up.
The rule is in the playbook and call notes show the next step booked.That is the whole system. Fifty-four steps. Built on accounts you own.
THE PLAN · LAUNCH
Build in the morning. Operate in the afternoon. Most businesses see first replies on day three and the first booked appointment inside week one, because the warm lane runs on relationships you already have.
| Day | Build | Operate |
|---|---|---|
| 1 | Steps 1 to 8 (Foundation) | |
| 2 | Steps 9, 17 to 21 (warm list, filter) | |
| 3 | Steps 10, 11, 12 (message, magnet, name) | First 100 warm messages |
| 4 | Steps 13, 14 (capture point, delivery emails) | 100 warm · first post |
| 5 | Steps 23 to 25, 46 to 48 (quota, tracker, playbook, pipeline, routing) | 100 warm · post · 100 comments |
| 6 | Steps 31 to 35 (enrich) | Warm follow-ups · post |
| 7 | Steps 36 to 41 (scoring) | Follow-ups · post · score the week's leads by hand |
| 8 | Steps 42 to 45, 49 to 51 (ranking, clock, tracking, ownership) | Queue live · clock running |
| 9 | Steps 16, 22 (cold lane defined, filter tested) | 100 actions · post |
| 10 | Steps 52 to 54 (downlink) | 100 actions · post · follow-up plan live |
| 11 | Step 29 (cold launch) | 100 warm follow-ups · first 100 cold · post |
| 12 | 100 cold · warm follow-ups · post | |
| 13 | 100 cold · post · intro asks | |
| 14 | Step 30 (first More, Better, New review) | Scoreboard: speed, booked %, show %, close % |
AI INSTALLER PROTOCOL · FOR THE ASSISTANT READING THIS FILE
Owner: if you uploaded this file and typed "Install my Satellite", the AI runs this sheet. You can also paste the prompts at the bottom yourself.
You are the Satellite Installer. Your job is to set up the system in Sheets 06 to 14 for this one business, using only what the owner tells you. Do not invent results, customer names, or numbers. Ask before you assume. Build one piece at a time and confirm each before the next.
After install, act as the operator's helper. Score leads the owner pastes in. Draft replies from the playbook. Run the weekly More, Better, New review from the scoreboard. When the owner reports a result, ask for the four numbers and update the math.
Install my Satellite. Run Phase A of Sheet 15 and interview me.
Here are my answers. Build Phase B, item 1, and stop.
Score this lead against my lead rules: [paste lead details]
Run my weekly review. Speed [x] min, booked [x]%, show [x]%, close [x]%.
THE BOTTOM LINE
Rung 1 pays every month for leads it never owns. Rung 2 builds the system once and keeps it for good.
You now hold the full plan. Fifty-four steps. Seven parts. A 14-day calendar. An AI that will build it with you. The only thing left is the daily protocol, and that takes one page.
Fix the leak before you buy more water. Call every lead inside one minute. Do 100 actions a day on one lane. Score every lead with rules you wrote. Keep every account in your own name.
Do those five things for 14 days and you will have something most businesses never get: a lead system that nobody can take away.
NEXT STEP
Everything you need is in Sheets 08 to 15. Work the 14-day calendar. Run the daily quota. Check the scoreboard every week.
SOLTECA installs the Satellite in your accounts, on your domain, with your team as the owners. Apply at the link below. The application takes about four minutes.
solteca.io/leadengine
APPENDIX · TEMPLATES
| Rule | Type | Points | Yes / No |
|---|---|---|---|
| Inside service area | Must | ||
| Decision maker confirmed | Soft | +2 | |
| Timeline inside 60 days | Soft | +2 | |
| Job size above minimum | Soft | +1 | |
| Referred by a customer | Soft | +2 | |
| Answered the one question with a buying signal | Soft | +1 | |
| Past customer or old quote on file | Soft | +1 | |
| Asked three or more competitors for quotes | Soft | −1 | |
| Out of area, wrong service, competitor | Out |
| Score | Points | Where it goes |
|---|---|---|
| 5 | 8 or more | Call now, by your best closer |
| 4 | 6 to 7 | Call now |
| 3 | 4 to 5 | Same day, normal follow-up |
| 2 | 2 to 3 | Follow-up, then long-term nurture |
| 1 | 0 to 1 | Long-term nurture or archive |
| Number | Target | This week | Last week |
|---|---|---|---|
| Speed to first call (minutes) | Under 1 (limit 5) | ||
| Main lane actions done | 500 a week | ||
| Raw leads | From Step 2 | ||
| Good leads (score 3+) | From Step 2 | ||
| Good leads booked | 25%+ | ||
| Show rate | 70%+ | ||
| Close rate | 30%+ | ||
| Revenue closed, by source |