SOAR · the sponsor playbook
The system does the reminding. You do the three calls.
You own days 0–90. SOAR schedules the nudges, collects the scorecards, and copies you on everything your agent marks complete — so every minute you spend is coaching, not chasing.
The three calls
Everything else is automated. These three are not, and they are the job.
Call #1 · Before the application
Set expectations, walk the sponsor field, explain SOAR and the first five reps. This call is why the sponsor field never gets botched.
Call #2 · Day 7
Check the 100, unstick any login, confirm the open house date for Phase 2. Fifteen minutes; the system already told you what they've checked off.
Call #3 · Day 30
Read the scorecard together, book open house #2, decide if the plan changes. This is where a rookie becomes a producer or quietly drifts — don't skip it.
Your checkpoint, phase by phase
Each phase has a definition of done. When your agent taps “Mark phase complete,” the email you get is your cue to check it — takes two minutes against this list.
Phase 0 · Pre-board · Said yes → active
Call #1 — before the application. Set expectations, walk the sponsor field, explain SOAR and the first five reps.
- Active at eXp and Okta works
- Sponsor call #1 done
- Friday and Wednesday are on your calendar
Phase 1 · Access & load · Days 1–7
Call #2 — day 7. Check the 100, unstick any login, confirm the open house date for Phase 2.
- I can log in everywhere
- My 100 are in the CRM with all four fields
- I've announced
Phase 2 · First reps · Days 8–28
Call #3 — day 30. Read the scorecard together, book open house #2, decide if the plan changes.
- Open house #1 held
- 50 conversations logged
- A lender partner by name
- FastCAP started (new agents)
Phase 3 · Production rhythm · Days 29–90
Every Friday: read the scorecard, reply with one line. Day 60: on pace or change the plan. Day 90: the review.
- First contract written — or the leading numbers are on pace
- Scorecard sent 8 of 9 weeks
Phase 4 · Growth & the flywheel · Days 91–365
Calls at day 90, 180, and 365. An anniversary note. When they bring a guest, you make the introduction.
- Producing on your own rhythm
- Brought a guest to a REveal
- Twelve months in
The weekly rhythm
Every Friday their scorecard lands in your inbox — five numbers (contacts added to crm, real conversations, appointments set, open houses held, contracts written). Reply with one line, every time. A scorecard that gets read gets filled out; the first ignored one is the last one they send.
The first five reps are the whole first month: 100 contacts in your CRM · 50 real conversations · 1 open house held · 1 lender who knows your name · 1 agent you bring to a REveal.
When an agent stalls
Nudge emails going unanswered
Don't send another email. Call. The day-3 and day-7 nudges already carry their link — your voice is the escalation.
Phase 1 not done by day 10
It's almost always one stuck login or a CRM they're afraid of. Screen-share for ten minutes and do it with them.
Checkboxes moving, scorecard zeros
They're organizing instead of prospecting. Re-anchor on the five numbers — the tasks serve the reps, not the other way around.
“I'll come to Friday when I'm ready”
Bring them yourself. The room is the point — nobody gets ready alone.
Your tools
- Start an agent — mints their personal link, sends the welcome, schedules the nudges. One minute, team passcode required.
- The desk sheet — after you mint a link, print the one-page roadmap and hand it over at your first coffee. The QR on it is their personal link.
- Email previews — every email the system sends, rendered with sample data:
/api/soar/mint?key=<passcode>. Nothing is sent from previews.
Not on the sponsor roster yet? Request your link and we’ll add you.