Real Estate Cold Outreach · SOP

For: Chau Phan, Ela Requinto, Robin
Built: 2026-09-24 from Tim's spec of the same day
Status: DRAFT for the Tuesday call, 2026-09-29. Nothing sends until every gate in section 2 is DONE. Everything to confirm is in section 10.

One source, many views. This SOP says WHO does each step, WHEN, HOW MANY, and in what ORDER. It never copies the words an agent reads or hears. Those live in:

If a section number below does not match the file, find the section by its name.

Tim's spec, 2026-09-24: 1,500 agents a week. Every agent gets emailed, texted and called. About 10 booked calls a week with Chau, and several new clients a week. A/B on the offer. 5 or more deals a year, and 10 or more go first. Each week's results change the next week.

"They're realtors. They pick up the phone."

"We're just looking for a short yes." (MOLDS, top)

Rules on every step

1. Every agent started gets all three channels. Email, two calls, up to two texts. An agent nobody can call this week is not started this week.
2. Nobody qualifies before Chau's call. An agent inside the filter who says yes gets booked. Volume first: start with the 2 hour entry, then grow the account.
3. Any reply stops everything, on every channel (MOLDS rule 5). A "no" is DO NOT CONTACT for good.
4. A text never goes before a call attempt (MOLDS § 6).
5. Every word comes from MOLDS or CHART. Nobody writes a new line, a new problem or a new offer.
6. Changes start with a Tuesday cohort, never mid week, and every change is logged in the CHANGES tab (Step 16).

1. PRIORITY

PRIORITY 2, after the Rotary program (priority 1, it compounds the most). When the two compete for Ela's or Chau's hours, Rotary wins. Real estate goes first among the cold lanes because Tim named it the easiest path for Chau, the data gives every agent a real reason for the email (their side, their volume, a recent closing), and agents answer their phones. Bookkeeping and CPA, healthcare and mortgage wait, one at a time.

2. PRE LAUNCH GATE

Every gate must be DONE before the first Email 1. [CHAU] means Chau decides or supplies it. [TIM] means Tim decides it. [DATA] means it comes from the agent data list.

GATE 1 · COLD SENDING SETUP · Ela [TIM]

• WHAT: A cold sending setup that is fully separate from everything Chau already sends.
• HOW:
  1. The setup follows File 8. Chau buys the domains and signs up for Zapmail and Instantly. Tim approves the domain names and builds the rest for free [TIM].
  2. ⛔ Never Brevo or GoHighLevel. Never kenfosterstaffing.com, gokenfosterstaffing.com or humanitibeauty.org. Cold volume there puts Chau's main domain and the Rotary sends at risk.
  3. Chau buys 2 new sending domains (variants of the Kenfoster name) and signs up for Zapmail Starter and Instantly Hypergrowth (File 8). Tim points each domain's web address to kenfosterstaffing.com.
  4. Tim builds 10 inboxes to start, 5 per domain. Count needed: peak emails per day ÷ 30 (section 5.4). As volume grows, Tim adds a block of 2 domains and 10 inboxes. About 34 inboxes at 1,500 starts a week, so 4 blocks (40 inboxes); about 7 at 300, so 1 block (10).
  5. Tim sets SPF, DKIM and DMARC on every domain and checks each with a DNS checker.
  6. Tim turns on warm up for every inbox. No real sends during warm up: about 2 to 3 weeks (File 8).
  7. Ela connects every inbox to one shared reply inbox that Ela and Robin can both read.
  8. Tim sets Instantly's cap to about 30 cold emails per inbox per day (File 8), plain text, no links and no images in Email 1 (MOLDS § 10 item 3), and "stop on reply" on.
  9. Seed test: Ela sends the MOLDS § 9 example to 10 test inboxes (Gmail and Outlook) and counts inbox vs spam.
• WHEN AND HOW MANY: Once. Start as soon as the File 8 sign ups are done (by Saturday 2026-10-03). Earliest first send: Tuesday 2026-10-20 (2 weeks of warm up) to Tuesday 2026-10-27 (3 weeks).
• DONE WHEN: every domain passes SPF, DKIM and DMARC; every inbox shows at least 14 days of warm up; 9 of 10 seed emails land in the inbox (ASSUMPTION threshold); a test reply lands in the shared reply inbox.

GATE 2 · DO NOT CALL SCRUB AND A REGISTERED TEXTING NUMBER · Ela [TIM]

• WHAT: Robin's calls and texts are legal before the first dial.
• HOW:
  1. Tim gets a written legal read [TIM] (MOLDS § 10 item 7) on: cold calls and texts to agents' mobile numbers, federal and state rules, the dialer picked at Gate 5, any prerecorded voicemail drop, and recording Robin's calls (Robin is in California, an all party consent state; MOLDS § 5.1 has no recording notice).
  2. Ela picks a Do Not Call scrub service [TIM] and sets it to check every weekly list against the National Do Not Call Registry and state lists before Step 2.
  3. Ela registers Robin's texting number for business texting (US carrier registration of the brand and the campaign) through the texting platform.
  4. Ela sets the texting platform to honor STOP automatically and to export its STOP list daily.
  5. Texts go only between 9 am and 6 pm in the agent's time zone, weekdays (SOP default, inside the legal hours the read confirms).
• WHEN AND HOW MANY: Once, before the first dial. The scrub then runs every week in Step 2.
• DONE WHEN: the legal read is saved in the shared folder; the texting number shows approved; a test list of 20 numbers comes back from the scrub with a result on every row; a test phone that texts STOP is opted out.

GATE 3 · POSTAL ADDRESS AND OPT OUT IN EVERY EMAIL · Ela [CHAU]

• WHAT: Every email carries a real postal address and a working opt out (MOLDS § 2.2 footer, § 10 item 4).
• HOW:
  1. Chau gives the postal address [CHAU].
  2. Ela types it at [PENDING: postal address] in MOLDS § 2.2 and in all four Email 1 templates (Step 6).
  3. Ela turns on the tool's shared suppression list, so an opt out in one inbox blocks every inbox.
• WHEN AND HOW MANY: Once.
• DONE WHEN: a test send of each of the four Email 1 templates shows the real address, and a test "no" reply shows Y in Do not contact and in the tool's suppression list the same day.

GATE 4 · OFFER B CONFIRMED OR DROPPED · Chau [CHAU]

• WHAT: The two arms of the test are final.
• HOW:
  1. At the Tuesday call, Chau answers out loud: Offer B (5 hours free) yes or no. Offer A: does the "5 hour money back guarantee" mean a full refund if the first 5 hours aren't worth it? If B is yes: what does it cost after the free hours (Robin needs it for "how much", MOLDS § 5.4)?
  2. Ela types each answer at its [PENDING CHAU TUESDAY] tag in MOLDS § 2.2, § 5.1, § 5.4 and § 8.1.
  3. If B is dropped: every agent gets Offer A, and the first test is MOLDS § 8.5 item 1 (section 8).
• WHEN AND HOW MANY: Once, at the Tuesday call.
• DONE WHEN: MOLDS has zero PENDING CHAU TUESDAY tags, and SETUP shows Arms: A and B or Arms: A only.

GATE 5 · CALLER CAPACITY DECISION · Chau [CHAU]

• WHAT: How many agents can be called twice and texted up to twice every week. That number is the weekly start count.
• HOW:
  1. Robin writes down his real dialing hours per week [CHAU].
  2. Ela fills the capacity table in section 5.3 with them.
  3. Chau picks one, with Tim [CHAU]: (a) a dialer (through the Gate 2 legal read), (b) a second US based caller, (c) fewer weekly starts, or a mix.
  4. Weekly starts = the lowest of: caller capacity (section 5.3), email capacity (warmed inboxes × 30 × 3 start days ÷ 2, section 5.4), and Chau's call capacity (Gate 6).
  5. Ela types weekly starts into SETUP.
• WHEN AND HOW MANY: Once before launch, then again at any Tuesday call where the scoreboard shows missed calls.
• DONE WHEN: SETUP shows weekly starts as one number, and section 5.3 shows the callers' hours cover about 1.84 dials and 1.66 texts per started agent.

GATE 6 · THE BOOKING PAGE AND CHAU'S CALL SLOTS · Chau [CHAU]

• WHAT: Chau's time for these calls is held, and Robin and Ela can book into it.
• HOW:
  1. Chau names her weekly slots for these calls, part one and part two, with day, time and call length [CHAU] (MOLDS § 5.2). At 10 part one calls booked a week, about 7.5 part two calls follow (section 5.1 rates). At 30 minutes each (ASSUMPTION), that is about 8.75 hours. If the assumed rates hold, 21 part one and about 16 part two booked is about 18.4 hours (section 5.1).
  2. Chau sets up one booking page on her calendar that shows only those slots [CHAU: which calendar tool]. Robin and Ela book on it. ⛔ It is never sent to an agent as a bare link (MOLDS rule 4, § 5.2). Robin and Ela offer two times and book the one the agent picks.
  3. The booking sends the calendar invite to the agent automatically. That is the confirmation.
• WHEN AND HOW MANY: Once, then Chau checks the slots every Monday.
• DONE WHEN: Robin books a test call on the booking page, it shows on Chau's calendar, and a test inbox gets the invite.

GATE 7 · THE DATA · Tim [DATA]

• WHAT: The first weekly file, and a standing weekly delivery.
• HOW:
  1. The agent data list is delivered as a file with the fields in section 6, columns B and D to P: agent ID, first name, last name, email, mobile, city, state, time zone, deals in the last 12 months, buyer sides, listing sides, most recent closing date, its month, and its street name or neighborhood (never the house number) [DATA].
  2. Tim gives the pool counts: how many agents exist in each of the six cells [DATA]. That tells Ela how many weeks the 10 plus agents last before 5 to 9 starts.
  3. Tim gives the honest answer to "How did you get my number?" (MOLDS § 5.4) [DATA]. Ela types it at its tag.
  4. Tim gives the attorney closing state list, or a written OK to run with unknown (MOLDS § 10 item 2) [TIM].
  5. Delivery day: every Friday by noon Pacific (SOP default), to a shared folder [TIM: where].
• WHEN AND HOW MANY: A test file of 100 rows first, then every Friday.
• DONE WHEN: the 100 row test file runs through Steps 2 and 3 with fewer than 10 rows on HOLD_DATA, and SETUP shows the pool count per cell.

GATE 8 · NAMES, NUMBERS AND THE TRUST LINE · Chau [CHAU]

• WHAT: The last blanks in MOLDS.
• HOW:
  1. Chau confirms the sender name (default Chau Phan, MOLDS § 1) [CHAU].
  2. Chau confirms Robin's callback number [CHAU]. It must be the registered texting number from Gate 2.
  3. Chau confirms the trust line wording in MOLDS § 3 and § 5.4, and whether the same person always works an agent's files (MOLDS § 10 item 9) [CHAU].
  4. Ela types each answer at its tag.
• WHEN AND HOW MANY: Once, at the Tuesday call.
• DONE WHEN: MOLDS has zero CONFIRM: sender name and zero PENDING: Robin's callback number tags, and the trust line is marked confirmed.

GATE 9 · THE TRACKER AND A DRY RUN · Ela

• WHAT: The sheet, the four campaigns and one full dry run.
• HOW:
  1. Build the five tabs in section 6: TRACKER, CELLS, SETUP, WEEKLY, CHANGES.
  2. Load the four campaigns (Step 6).
  3. Run 12 test rows (two per cell, one per arm) through Steps 2 to 6 to internal test inboxes.
  4. Robin runs the call list and text list for the same 12 rows against test phones.
  5. Search every filled Email 1 for "VA" and "virtual assistant" (MOLDS rule 2) and for any deal count or price (MOLDS rule 1).
• WHEN AND HOW MANY: Once, after Gates 1, 3 and 7.
• DONE WHEN: all 12 test emails read correctly against MOLDS § 2.2 and § 9 with every slot filled, the search finds zero hits, and all 12 rows show the right Next step and date in TRACKER.

GATE 10 · THE TAG SWEEP · Ela

• WHAT: Proof that nothing is left open (MOLDS status line: nothing sends while a tag is open).
• HOW:
  1. Search MOLDS for PENDING, CONFIRM and VERIFY.
  2. Every hit is filled, or has a default Tim approved in writing. Only two defaults are allowed: the attorney list runs as unknown, and the recent deal window is 90 days.
  3. Message Chau and Tim: "Gate clear", with the date of the first send.
• WHEN AND HOW MANY: Once, the workday before the first Email 1.
• DONE WHEN: zero open tags without an approved default, Gates 1 to 9 are DONE, and the message is sent. Nothing sends before this.

3. ROLES

Every step, one name

4. THE WEEKLY RUN

Order inside any workday, highest first, for Ela and for Robin:

1. Replies and callbacks (Steps 9, 10). A person who wrote back is ready now.
2. Booking, confirmations and reminders (Steps 11, 12).
3. Touches due today: calls, texts, Email 2 and 3 checks (Steps 7, 8, 6).
4. New starts (Steps 2 to 6).

If the day runs out, what drops is item 4, never items 1 to 3. Missed starts move to next week (Step 15).

The schedule per agent

Day numbers are business days (MOLDS § 7). Email 1 goes out Tuesday, Wednesday or Thursday only.

Holidays. No touch on a US federal holiday or the Friday after Thanksgiving. List them in SETUP so the WORKDAY formulas skip them. Thanksgiving is Thursday 2026-11-26 and Christmas is Friday 2026-12-25. A lost start day is not made up by doubling another (inbox caps). It moves to next week.

Robin's call windows, in Pacific time

MOLDS § 5: 8:30 to 10:00 am or 4:00 to 5:30 pm in the agent's time zone.

Arizona uses the Pacific row until 2026-11-01 and the Mountain row after. Manila is 15 hours ahead of Pacific until 2026-11-01 and 16 hours after.

The week at full volume (1,500 starts, 500 each Tuesday, Wednesday and Thursday)

Expected counts at the section 5 ASSUMPTIONS. MOLDS § 7 gives the upper bounds: 4,500 emails, 3,000 dials, 3,000 texts a week.

The ramp. Week 1 has Email 1 and Email 2 only. Week 2 adds calls, texts and the first Email 3. From week 3 every touch type runs every day. Bookings reach their weekly level about week 3.

STEP 1 · GET THE WEEKLY DATA · Tim

• WHAT: Next week's agents: weekly starts plus 10%, none of them contacted before.
• HOW:
  1. Pull the Gate 7 fields from the data source [DATA].
  2. Order: every agent with 10 to 40 deals first (CHART § 1, "10 plus goes first"). Only when the 10 plus pool is used up, add 5 to 9.
  3. Leave out every agent ID on the ALL_IDS export Ela sent on Thursday.
  4. Put the file in the shared folder and message Ela: row count, and how many are 10 plus.
• WHEN AND HOW MANY: Every Friday by noon Pacific. Weekly starts × 1.1 rows (1,650 for 1,500; 330 for 300).
• DONE WHEN: Ela has the file, it holds weekly starts × 1.1 rows, and zero of its IDs are on ALL_IDS.

STEP 2 · FILTER THE LIST · Ela

• WHAT: Only the rows allowed to start.
• HOW:
  1. Paste the file into TRACKER below the last row, columns B and D to P. Fill A (Row #) and C (Week pulled, the Friday date).
  2. Run the Do Not Call scrub (Gate 2) on the mobile numbers. Write the result in Q.
  3. Remove duplicates: same email or same mobile, against every row ever loaded. The earlier row stays. The new row gets Row status OUT_DUP.
  4. Mark the rows that cannot start, in Row status (AG):
     • Deals under 5 or over 40: OUT_VOLUME (CHART § 1, MOLDS § 1).
     • Email or mobile on the DO NOT CONTACT list, or a current or past client of Chau [CHAU: client list]: OUT_DNC_LIST.
     • Scrub hit or no mobile: OUT_PHONE (SOP default: not started, because every started agent is called and texted. TO CONFIRM).
     • No first name, no email, no deal count, or no buyer and listing split: HOLD_DATA (MOLDS § 1: "Do not start the agent"). Send those agent IDs back to Tim the same day.
  5. Count the rows with a blank Row status. That is the clean pool. More than weekly starts: the extras stay blank and go first next week. Fewer: message Tim the shortfall.
• WHEN AND HOW MANY: Every Monday, before Step 5. Every row in the file.
• DONE WHEN: every new row has a Row status or is clean, the clean count is typed into SETUP, and the HOLD_DATA IDs are with Tim.

STEP 3 · TAG TIER, SIDE AND STATE · Ela

• WHAT: The three tags that pick the chart cell. They never appear in any copy (MOLDS § 1).
• HOW:
  1. Tier (R): 5 to 9, 10 to 19 or 20 to 40 from column K (MOLDS § 1 and § 10 item 12). Exactly 10 is 10 to 19. Exactly 20 is 20 to 40. Formula: =IF(K2<5,"OUT",IF(K2<=9,"5 to 9",IF(K2<=19,"10 to 19",IF(K2<=40,"20 to 40","OUT"))))
  2. Side (S): buyer when buyer sides are more than half of closed sides, otherwise listing, including an even split (CHART § 1). Formula: =IF(L2>M2,"buyer","listing")
  3. Cell (T): =R2&" "&S2, for example 10 to 19 buyer.
  4. state_type (U): the state in I checked against the attorney state list in SETUP: title, attorney or unknown (MOLDS § 1). unknown until the list exists.
  5. Sort the clean rows: 10 to 19 and 20 to 40 first, then 5 to 9.
• WHEN AND HOW MANY: Every Monday, every clean row.
• DONE WHEN: every clean row has R, S, T and U filled, and no clean row shows OUT in R.

STEP 4 · SPLIT A/B · Ela

• WHAT: Every one of this week's starts in Arm A or Arm B, evenly inside every cell, every start day and every inbox (MOLDS § 8.2).
• HOW:
  1. Take the top [weekly starts] clean rows from Step 3.
  2. Add a helper column =RAND(). Sort by Cell (T), then by the helper.
  3. Down each cell, type A, B, A, B into Arm (AD).
  4. Copy AD and paste values only. (RAND changes on every edit.)
  5. Split each cell's A rows and B rows evenly across Tuesday, Wednesday and Thursday. Type E1 into Next step (AM) and the start date into Next step date (AN).
  6. Give out inboxes (AF) in turn, so every inbox carries the same number of A and B rows (MOLDS § 8.2 item 2).
  7. An agent never changes arm (MOLDS § 8.2 item 5).
  8. SETUP shows Arms: A only (Gate 4): every row gets A. Skip items 2 to 4.
• WHEN AND HOW MANY: Every Monday. [weekly starts] rows.
• DONE WHEN: inside every cell, every start day and every inbox, the A count and the B count differ by 1 at most.

STEP 5 · FILL THE MOLDS · Ela

• WHAT: Tomorrow's Email 1 rows, ready: [weekly starts ÷ 3] a day (500 at full volume).
• HOW: for every row starting tomorrow:
  1. {recent_deal} (V): ="your "&O2&" closing "&P2 when the closing date (N) is inside 90 days of tomorrow, blank otherwise (MOLDS § 1). P already reads on {Street} or in {Neighborhood}. Street name only, never the house number, never the price.
  2. Opener (W): DEAL when V is filled, FALLBACK when V is blank (MOLDS § 2.3).
  3. {P1} {P2} {P3} {DREAM} (Y to AB): look up T in the CELLS tab. CELLS holds CHART § 2.1 to § 2.6, word for word (MOLDS rule 3).
  4. {switch_task} (X) and {tasks} (AC): look up side and state_type in CELLS SWITCH, then the cell's two tasks, from MOLDS § 1. Buyer plus unknown: X stays blank.
  5. Campaign (AE): RE_A or RE_B for DEAL rows. RE_A_FB or RE_B_FB for FALLBACK rows.
  6. Paste values over every formula in these rows (so tomorrow's date change cannot blank them).
  7. First name (D): fix all caps and all lower case (JAMIE to Jamie). A team or company name instead of a person: HOLD_DATA, back to Tim.
  8. Spot check: open the tool's preview for 2 rows per cell (12 in all) and read each against MOLDS § 2.2 and the § 9 example. One wrong word: fix CELLS and refill every row.
  9. Row status (AG): E1_READY.
• WHEN AND HOW MANY: Monday, Tuesday and Wednesday, by the end of Ela's shift, for Tuesday, Wednesday and Thursday. [weekly starts ÷ 3] rows each day.
• DONE WHEN: that many rows show E1_READY with no empty cell in D, F, G, R to U, Y to AF (V and X may be blank per MOLDS § 1), and the 12 previews read clean.

STEP 6 · SCHEDULE THE EMAILS · Ela

• WHAT: Email 1, 2 and 3 for every E1_READY row, on the MOLDS § 7 days.
• HOW:
  1. Each campaign holds three emails, set up once and changed only through Step 16:
     • RE_A, RE_B: Email 1 is MOLDS § 2.2 with Subject 1 and its arm's {offer} paragraph. Email 2 is MOLDS § 3, Day 3, a reply in the same thread. Email 3 is MOLDS § 4, Day 10, a new thread.
     • RE_A_FB, RE_B_FB: the same, with the MOLDS § 2.3 opener and Subject 2 in Email 1, and "Congrats again on a strong year." in Email 3.
  2. Upload the E1_READY rows into their campaign (AE), every slot as a merge field, on their inbox (AF).
  3. Send window: 8 to 10 am in the agent's time zone (J).
  4. Once the tool shows Email 1 delivered: Start date (AH) = today, Last touch E1, Outcome SENT, Row status LIVE, Next step E2, Next step date =WORKDAY($AH2,2,SETUP!Holidays).
  5. Bounced: Outcome BOUNCED. Calls and texts still run on their days. The row is not counted as started (MOLDS § 8.3).
  6. Email 2 and 3 run on their own. Step 14 proves every stopped row came out first.
• WHEN AND HOW MANY: Email 1 Tuesday, Wednesday and Thursday, [weekly starts ÷ 3] a day. Email 2 and Email 3 every day they fall due. Up to about 1,000 emails a day at full volume.
• DONE WHEN: the tool's sent count for the day equals the rows due minus the stopped rows, and every row sent shows its Last touch and date in TRACKER by the end of Ela's next shift.

STEP 7 · ROBIN'S CALL BLOCKS · Robin

• WHAT: Call 1 (Day 5, voicemail if no answer) and Call 2 (Day 8, no voicemail) to every row due today (MOLDS § 5).
• HOW:
  1. Open the filter view CALLS TODAY (Ela builds it in Step 14): Next step CALL or CALL2, date today or earlier, Row status LIVE, Do not contact blank. It is sorted by time zone, with A and B rows alternating. Call in list order. Do not pick.
  2. Dial each agent inside their window (table above). Call 1: either window, then type AM or PM in AP. Call 2: the other window.
  3. They answer: MOLDS § 5.1 live script. For what they say: MOLDS § 5.4. Type anything they say into Their words (AL), word for word, in quotes. Connected live (AQ) = today.
     • Yes: Positive (AT) = today, Yes came from (AU) = CALL or CALL2. Go to Step 11A now, on the same call.
     • No: Outcome CONNECTED_DECLINED, Row status STOPPED.
     • Take me off: "Done. Sorry to bother you." Outcome OPT_OUT, Do not contact Y, Row status STOPPED.
     • Call me later: Outcome CALLBACK_REQUESTED, Next step CALL, date and time they gave.
     • Send me info: MOLDS § 5.4. Outcome INFO_SENT. Message Ela the Row # so she replies to Email 1 the same day. The sequence keeps running.
     • Wrong number: Outcome WRONG_NUMBER. No more calls or texts. The emails keep running.
  4. No answer, Call 1: MOLDS § 5.3 voicemail. Last touch VM, Outcome NO_ANSWER_VM, Next step TXT, date =WORKDAY($AH2,5,SETUP!Holidays).
  5. No answer, Call 2: no voicemail. Last touch CALL2, Outcome NO_ANSWER, then Text 2 right away (Step 8).
  6. Add 1 to Dials (AO) on every dial.
  7. Log each call before the next dial.
• WHEN AND HOW MANY: Every weekday, inside the windows. At full volume about 920 dials Monday and 440 to 490 Tuesday to Friday. Until Gate 5 is solved, the number SETUP allows.
• DONE WHEN: zero rows show Next step CALL or CALL2 with a date of today or earlier and Row status LIVE.

STEP 8 · ROBIN'S TEXT BLOCKS · Robin

• WHAT: Text 1 (Day 6) and Text 2 (Day 8) to every row whose call did not connect (MOLDS § 6).
• HOW:
  1. Open the filter view TEXTS TODAY: Next step TXT with a date of today or earlier, plus every row from today's Step 7 with Outcome NO_ANSWER on CALL2.
  2. ⛔ Check the call came first. Text 1 needs Last touch VM. Text 2 needs Last touch CALL2 from today. No call yet: the text waits for the call (MOLDS § 6).
  3. Text 1: MOLDS § 6 Text 1. Text 2: MOLDS § 6 Text 2, sent right after the unanswered call. A filled Text 1 over 300 characters: drop "so you can {DREAM}" (MOLDS § 6).
  4. Send from the registered number (Gate 2), 9 am to 6 pm in the agent's time zone.
  5. Log: Text 1 is Last touch TXT, Next step CALL2, date =WORKDAY($AH2,7,SETUP!Holidays). Text 2 is Last touch TXT2, Next step E3, date =WORKDAY($AH2,9,SETUP!Holidays).
• WHEN AND HOW MANY: Every weekday. Text 1 about 440 a day Tuesday to Thursday. Text 2 after every unanswered Call 2. About 830 texts on Thursday at full volume.
• DONE WHEN: zero rows show Next step TXT with a date of today or earlier, and every row with an unanswered CALL2 today shows TXT2 today.

STEP 9 · ANSWER EVERY EMAIL REPLY · Ela

• WHAT: Every reply in the shared reply inbox.
• HOW:
  1. Out of office and auto replies are not replies. If the tool stopped the row, restart it.
  2. Every real reply: type their words into Their words (AL), in quotes. Replied in writing (AR) = the reply date. Row status STOPPED (MOLDS rule 5). Check the row left its campaign.
  3. Then:
     • Yes, or asks for the call: Positive (AT) = today, Yes came from (AU) = E1, E2 or E3, Outcome REPLIED_YES. Go to Step 11B now.
     • A question ("how much", "is this a VA", "I have a TC"): answer in the same thread with the matching MOLDS § 5.4 answer, in writing, for their arm. Outcome REPLIED_QUESTION (SOP code). Their next yes goes to Step 11B.
     • Not now: thank them in one line. Outcome REPLIED_LATER. Next step check back with their date, only if they gave one.
     • No, or take me off: Outcome REPLIED_NO or OPT_OUT, Do not contact Y. Out of every campaign, list and call view now. Never touch the row again.
     • Bounce: Outcome BOUNCED (Step 6 item 5).
  4. INFO_SENT rows from Robin: reply to Email 1 in the same thread, the same day. The row stays LIVE.
• WHEN AND HOW MANY: At the start and the end of every Ela shift [CHAU: Ela's shift hours in US time]. All of them.
• DONE WHEN: at the end of the shift, the shared reply inbox has zero unread and zero unlogged replies.

STEP 10 · ANSWER EVERY TEXT REPLY AND CALLBACK · Robin

• WHAT: Every text reply, returned call and voicemail on Robin's number.
• HOW:
  1. Returned call: answer with MOLDS § 5.1 from "Agents doing real {side} volume". Log as in Step 7 item 3. Connected live (AQ) = today.
  2. Text reply: type it into Their words (AL). Replied in writing (AR) = today. Row status STOPPED (MOLDS rule 5).
     • Yes: Positive (AT) = today, Yes came from (AU) = TXT or TXT2, Outcome REPLIED_YES. Step 11A now.
     • STOP, no, or take me off: Outcome OPT_OUT, Do not contact Y. Tell Ela the Row # the same day.
     • A question: answer with the matching MOLDS § 5.4 line, in writing. Outcome REPLIED_QUESTION.
  3. A voicemail left for Robin: call back inside the next window.
• WHEN AND HOW MANY: At the start of every call block and at the end of Robin's day. All of them.
• DONE WHEN: at the end of Robin's day, zero unanswered texts and zero unreturned voicemails from agents on the list.

STEP 11 · BOOK THE CALL WITH CHAU

For a cold lead, the call being booked is PART ONE, the connection call, not the close. Tim, 2026-09-22: "if it's a colder outreach, like email, definitely two parts."

11A · Robin (yes on a call or by text)

• WHAT: Every yes Robin gets, on Chau's calendar.
• HOW:
  1. MOLDS § 5.2: offer two times from the booking page (Gate 6). Never a bare link.
  2. Ask phone or Zoom. Confirm the number or email and their time zone.
  3. If Chau records her calls: ask recording consent now (MOLDS § 5.2).
  4. Book the time they pick on the booking page. The invite goes to them automatically.
  5. By text: send the two times in writing, with the MOLDS § 5.2 words.
  6. Log: Booked (AW), Booked on (AX) = today, Booked by (AY) Robin, Format (AZ), Recording OK (BA), Confirmation sent (BB) = today, Outcome CONNECTED_BOOKED (on a call) or REPLIED_YES (by text), Next step Chau call, Next step date = the call date.
• WHEN AND HOW MANY: On the call itself. By text, within one hour of seeing the yes. Every yes.
• DONE WHEN: every row where Robin logged a Positive date has Booked filled, or Their words shows why not, and Confirmation sent equals Booked on.

11B · Ela (yes by email)

• WHAT: Every email yes, on Chau's calendar.
• HOW: reply in the same thread with two times from the booking page, using the MOLDS § 5.2 words in writing. Ask phone or Zoom, and the recording question if Chau records. Book the time they pick. Log as in 11A, with Booked by Ela and Outcome REPLIED_YES.
• WHEN AND HOW MANY: Within one hour of seeing the yes during Ela's shift. Every yes.
• DONE WHEN: every row where Ela logged a Positive date has Booked filled, or Their words shows why not, and Confirmation sent equals Booked on.

STEP 12 · REMIND AND REBOOK · Ela

• WHAT: Every booked agent reminded the workday before, and every no show offered one new time. This covers part one and part two calls.
• HOW:
  1. The booking page's automatic reminder goes out the workday before. MOLDS has no reminder words, so no hand written reminder goes out until one is added (SUGGESTIONS). Ela checks it went and types the date into Reminder sent (BC).
  2. No show (SOP default, the same rule as the Rotary SOP Step 4): the same day, Ela sends one short email in the confirmation thread offering two new times. They miss the second one too: Chau call result (BE) NO_SHOW, Outcome SEQUENCE_DONE, Next step none.
  3. Part two (Step 13B) gets the same reminder and the same one rebook offer. They miss the second one too: Part two result (BM) NO_SHOW, Next step none.
• WHEN AND HOW MANY: Every workday. Every call booked for the next workday, and every no show that day.
• DONE WHEN: every call on the next workday shows a Reminder sent date, and every no show today has its rebook email sent.

STEP 13 · HOLD THE CALL · Chau

• WHAT: Part one, the connection call, with every booked agent.
• PART ONE: for a cold lead this is the connection call, not the close. The close comes in a second part.
• HOW:
  1. Two minutes before: open the row. Read Their words (AL), the cell (T), the three problems they heard (Y to AA), {tasks} (AC) and their Arm (AD).
  2. If recording: consent out loud at the start (MOLDS § 5.2; some states need every party's consent).
  3. Run the connection call. The close is part two (Step 13B), not this call. Offer only the offer in their Arm, on both parts. An agent who heard Offer B hears Offer B from you. Otherwise the A/B test breaks.
  4. Tim's rule: "get their exact number of what they think they need." Write their number, in their words, in Their number (BF).
  5. Volume first: start with the 2 hour entry, then grow the account. Nobody gets turned away for being too small or too early.
  6. Before you hang up, book part two live (Step 13B): offer two times from the booking page, inside 7 days. Chau call result (BE): PART2_BOOKED, FOLLOW_UP, NOT_NOW, NOT_FIT or NO_SHOW. Nobody signs on part one. PART2_BOOKED: Part two booked (BK) = the day and time, Next step Part 2 call, Next step date = that date. Paste the recording link (BJ).
• WHEN AND HOW MANY: Inside your slots (Gate 6). Every booked call. Target about 10 a week. Log within 5 minutes of hanging up.
• DONE WHEN: every part one call on today's calendar has Chau call held (BD) and result (BE) filled, every held call has Their number (BF), and every PART2_BOOKED row has Part two booked (BK) filled.

STEP 13B · PART TWO, THE SALES CALL · Chau

• WHAT: The close, with every cold lead whose part one ended PART2_BOOKED.
• WHO BOOKS IT AND WHEN: Chau, live at the end of part one (Step 13 item 6), on the booking page (Gate 6), inside 7 days of part one (SOP default, TO CONFIRM). The invite goes to the agent automatically. Ela's Step 12 reminder and rebook cover it.
• HOW:
  1. Two minutes before: open the row. Read Their words (AL), Their number (BF), their Arm (AD) and the part one recording (BJ).
  2. If recording: consent out loud at the start (MOLDS § 5.2).
  3. Run the sales call: the approved Sales from the Heart framework [PENDING: Jennifer is finalizing Sales from the Heart]. Offer only the offer in their Arm.
  4. Held: Part two held (BL) = today. Part two result (BM): SIGNED or NOT_SIGNED. SIGNED: Signed (BG) = today, Hours a week bought (BH). A part two missed twice (Step 12 item 3) is NO_SHOW. Next step none.
• WARM REFERRALS: stay one part, per the same Tim line: Chau's first call with a warm referral is the sales call. This SOP handles no referrals. Every agent in it is a cold lead, so every agent in it gets two parts.
• WHEN AND HOW MANY: Inside your slots (Gate 6). Every PART2_BOOKED row. About 16 booked a week at full volume if the section 5.1 ASSUMPTIONS hold. Log within 5 minutes of hanging up.
• DONE WHEN: every part two call on today's calendar has Part two held (BL) or NO_SHOW, and Part two result (BM), filled, and every SIGNED row has Signed (BG) and Hours a week bought (BH).

STEP 14 · LOG AND SYNC, DAILY · Ela

• WHAT: One tracker that matches the sending tool, Robin's phone and the texting platform.
• HOW:
  1. Export the sending tool's activity: delivered, bounced, replied. Update Start date, Last touch, Last touch date and Outcome.
  2. Export the texting platform's STOP list. Every STOP: Outcome OPT_OUT, Do not contact Y.
  3. Every Do not contact Y row: email and mobile onto the DO NOT CONTACT list in SETUP and the tool's suppression list, and out of every campaign.
  4. Every STOPPED row (reply, live answer, opt out): out of its campaign, so no Email 2 or 3 goes after a conversation (MOLDS rule 5).
  5. Missed touch filter: Next step date today or earlier, Next step not none, Row status LIVE. It should return only rows waiting on Robin's next block. Any row that should already have happened is a missed touch: message the owner with the Row #s.
  6. Build tomorrow's CALLS TODAY and TEXTS TODAY filter views for Robin (Steps 7 and 8).
  7. Rows past Day 10 (=WORKDAY($AH2,9,SETUP!Holidays)) with no reply or answer: Outcome SEQUENCE_DONE, Row status DONE, Next step none.
  8. Type today's date into SETUP, "Last daily check".
• WHEN AND HOW MANY: Every workday, at the end of Ela's shift, before Robin's day starts. Every row.
• DONE WHEN: zero STOPPED or Do not contact rows sit in any live campaign, the missed touch filter shows zero overdue rows, and SETUP shows today's date.

STEP 15 · FRIDAY SCOREBOARD · Ela

• WHAT: The week in numbers, per arm, per cell and per side (section 7).
• HOW:
  1. Run the Step 14 missed touch filter across the whole week.
  2. Fill this week's rows on WEEKLY: the THIS WEEK block and the CLOSED COHORTS block (section 7).
  3. Fill Paying at 30 days (BI) for every agent signed 30 days ago (MOLDS § 8.4 item 5).
  4. Mark every number past its trigger (section 7) in red.
  5. From the end of week 2: replace each ASSUMPTION in SETUP with the actual rate (section 5.5).
  6. Once each arm has 3,000 started in closed cohorts: run the A/B test (section 8).
  7. Started this week fewer than weekly starts: add the shortfall to next week's starts, inside Gate 5 capacity.
  8. Message Chau: "WEEKLY is filled", with the numbers and every red one.
  9. Chau reads it before Tuesday. For each red number, read its line in section 7. Bring the row to the Tuesday call.
• WHEN AND HOW MANY: Every Friday, by the end of Ela's shift. Chau reads by Monday. Tim sees it Tuesday.
• DONE WHEN: WEEKLY has this week's rows with every number filled, and Chau has the message.

STEP 16 · APPLY NEXT WEEK'S CHANGES · Ela

• WHAT: What the Tuesday call decided, applied from the next Tuesday cohort. This is how each week changes the next.
• HOW:
  1. At the Tuesday call, write each decision into CHANGES: date decided, what changes, the MOLDS or CHART section, first cohort affected.
  2. Changes that can go in any week: weekly starts, the tier order of the pull, call windows (from week 2 connect data, MOLDS § 5), pulling a weak inbox, data fixes.
  3. Changes to any words in MOLDS or CHART go in only through the A/B rule (section 8), or as a fix Tim approves. A fix goes into both arms at once. CHART cells change only through Tim (MOLDS rule 3).
  4. Update SETUP, the CELLS tab and the four campaigns to match.
• WHEN AND HOW MANY: By Monday, before Step 5 fills Tuesday's rows. Every decision from the Tuesday call.
• DONE WHEN: every Tuesday decision has a CHANGES row with its first cohort date, and SETUP, CELLS and the campaigns match it.

5. VOLUME MATH

5.1 The weekly flow

Every rate marked ASSUMPTION is replaced by week 2 actuals (5.5). "Started" means Email 1 delivered (MOLDS § 8.3). Counts are per weekly cohort, spread over the three weeks it runs.

The signed rate is 25% of part two held: the 25% is Chau's close rate on her sales call (section 10 item 13), and for a cold lead the sales call is part two. Part two booked at 100% is an ASSUMPTION and an upper bound.

The read: if the MOLDS § 8.4 base rate of 2% holds, 1,500 starts book about 21 part one calls a week, twice Tim's target of 10, and sign about 3, on part two. The 10 target needs only about half that rate (5.2).

5.2 What rate hits 10 booked calls a week

Booked = started × positive rate × 70%. At 1,500 starts, 10 booked needs a positive rate of 10 ÷ (1,500 × 0.70) = 0.95%, about 1 in 105 agents started.

Part two held = part one held × 100% booked × 80% show (5.1). Signed is 25% of part two held.

In reply terms: with about 21% of agents reached (5.1), 1% positive means about 1 in 21 people reached says yes. Below that, fix before adding volume (section 7).

5.3 Caller capacity (Gate 5)

Weekly starts the callers can carry = callers' dialing hours a week × dials per hour ÷ 1.84 dials per agent. Texts add about 15 seconds each (ASSUMPTION), about 0.4 minutes per started agent.

To carry 1,500 starts: about 2,764 dials a week, which is about 69 hours by hand (two full time callers) or about 35 hours on a power dialer (one full time caller who can dial every time zone's windows), plus about 10 hours of texts. One time zone's windows hold only 15 hours a week (3 a day), so a single zone list caps one caller at about 650 starts even on a dialer.

5.4 The ramp while inboxes warm up

Peak emails a day ≈ weekly starts × 2 ÷ 3 (Monday to Thursday carry about 1,000 at 1,500). Inboxes needed = peak emails a day ÷ 30 (ASSUMPTION).

Step up rule (SOP default): go to the next row only when last week's bounce rate is under 3%, the seed test still puts 9 of 10 in the inbox, and Gate 5 capacity covers the new dials. Otherwise hold the row. Bookings trail starts by up to 3 weeks. At 300 starts, 10 booked would need a 4.8% positive rate, so ramp weeks are expected to miss 10.

5.5 Replacing the assumptions

At the Friday scoreboard of week 2, Ela replaces each ASSUMPTION in SETUP with the actual, from every row started at least 10 business days ago. Every Friday after that she recomputes from closed cohorts only (Day 15).

6. THE TRACKER

Where it lives: [CHAU: a Google Sheet or GoHighLevel]. The formulas below are for a Google Sheet. At 1,500 rows a week and 65 columns, a year is about 5.1 million cells, under the Google Sheet limit of 10 million.

One row per agent. Every MOLDS § 1 variable has its own column, so the scoreboard can count by it. Codes from ROTARY_SEQUENCE § 7.2 are reused. SOP marks what this SOP adds.

TRACKER tab

Outcome codes (ROTARY_SEQUENCE § 7.2, without RMB_ONLY, plus two SOP codes):
SENT · BOUNCED · REPLIED_YES · REPLIED_QUESTION (SOP) · REPLIED_LATER · REPLIED_NO · NO_ANSWER_VM · NO_ANSWER · CONNECTED_BOOKED · CONNECTED_DECLINED · CALLBACK_REQUESTED · INFO_SENT (SOP, "send me info", the sequence keeps running) · WRONG_NUMBER · OPT_OUT · SEQUENCE_DONE

Next step date formulas (Start date is AH, row 2 shown, holidays in SETUP):

CELLS tab

Six rows, one per cell. Columns: Cell · P1 · P2 · P3 · DREAM · Tasks (the cell's two tasks from MOLDS § 1) · CHART section. Copied word for word from CHART § 2.1 to § 2.6 and MOLDS § 1. Below it, CELLS SWITCH: three rows (buyer + title, buyer + attorney, listing any state) holding the MOLDS § 1 {switch_task} values. When CHART or MOLDS changes, Ela updates CELLS the same day and logs it in CHANGES.

SETUP tab

Weekly starts (Gate 5) · Arms (A and B or A only) · first send date · Holidays · attorney state list (or unknown) · recent deal window (90 days) · inboxes and their caps · Chau's slots and call length · Robin's dialing hours · every ASSUMPTION rate in section 5, marked ASSUMPTION until replaced · pool count per cell · DO NOT CONTACT list · ALL_IDS · Last daily check.

WEEKLY tab

Two blocks per week (section 7). Column A = that Monday, column B = that Friday. Count formula pattern, changing only the column letter:

• Started this week, Arm A: =COUNTIFS(TRACKER!AH:AH,">="&A2,TRACKER!AH:AH,"<="&B2,TRACKER!AD:AD,"A")
• Closed cohort cutoff (C2): =WORKDAY(B2,-14,SETUP!Holidays)
• Closed cohorts started, Arm A: =COUNTIFS(TRACKER!AH:AH,"<="&C2,TRACKER!AD:AD,"A",TRACKER!AK:AK,"<>BOUNCED")
• Closed cohorts positive, Arm A: =COUNTIFS(TRACKER!AH:AH,"<="&C2,TRACKER!AD:AD,"A",TRACKER!AT:AT,"<>")
• Per cell: add TRACKER!T:T,"10 to 19 buyer". Per side: add TRACKER!S:S,"buyer".

CHANGES tab

Date decided · What changed · MOLDS or CHART section · Arms affected · First cohort affected · Decided by.

7. THE FRIDAY SCOREBOARD

Two blocks, every Friday.

THIS WEEK (is the machine running?): rows delivered · out by reason (OUT_VOLUME, OUT_DUP, OUT_DNC_LIST, OUT_PHONE, HOLD_DATA) · started · emails sent · bounced · dials · live answers · texts · written replies · positive · booked · part one held · no shows · part two booked · part two held · part two no shows · signed (on part two) · opt outs · missed touches (Step 14).

CLOSED COHORTS (is it working, and which arm?): every agent started on or before the Day 15 cutoff, cumulative. One row each for Arm A, Arm B, buyer, listing, and each of the six cells. Columns: started · bounce % · written reply % · live answer % · reached % · positive % · booked ÷ started · part one held ÷ booked · part two booked ÷ part one held · part two held ÷ part two booked · signed ÷ part two held · opt out %. Plus: live answer % by window (AM vs PM), and positives by Yes came from (E1, E2, CALL, VM, TXT, CALL2, TXT2, E3).

⚠ Cells are small. At 1,500 a week a cell gets about 250 agents, so about 5 positives at 2%. Read a cell's rates only on 4 closed weeks pooled (about 1,000 per cell). Before that, a cell number flags a break (a zero), not a winner.

8. THE A/B RULE

The rule is MOLDS § 8.4. This section says who runs it and what happens after.

1. When to look. Not before each arm has 3,000 started in closed cohorts (MOLDS § 8.4 item 1: 4 closed cohorts at 750 a week). During a ramp, 4 weekly cohorts hold fewer than 3,000, so the SOP waits for 3,000 (TO CONFIRM). At full volume the first read is about 6 to 7 weeks after launch. On the 5.4 ramp, the 3,000th agent per arm starts in week 6 and closes in week 9.
2. The test. Ela computes, on WEEKLY:
   • pA = positive ÷ started, Arm A. pB the same for Arm B. p = all positives ÷ all started.
   • z = (pA - pB) / SQRT(p*(1-p)*(1/nA + 1/nB))
   • Winner: z is 1.96 or more in either direction (95% confidence), and booked ÷ started points the same way (MOLDS § 8.4 item 2).
3. Who calls it. Tim and Chau, at the next Tuesday call, from Ela's numbers.
4. No clear winner at 3,000 per arm: keep running to 6,000 per arm (8 closed cohorts). Still none: Offer A (MOLDS § 8.4 item 4). Tim and Chau can overrule.
5. Health stop: one arm's opt out rate double the other's: stop and look before the next Tuesday cohort (MOLDS § 8.3).
6. What happens to the loser. From the next Tuesday cohort, every new start gets the winner. The loser's campaigns take no new rows and finish for agents already in them. The loser's agents keep their arm for life (MOLDS § 8.2 item 5): any later touch to them uses the losing offer. Ela logs it in CHANGES. The loser's numbers stay on WEEKLY as history.
7. The 30 day check. Keep filling Paying at 30 days (BI) by arm. If the winner on yeses loses on paying clients, it goes to Tim and Chau (MOLDS § 8.4 item 5).
8. What gets tested next (MOLDS § 8.5, one change at a time, winning offer locked, same split and same rule):
   • First: the subject line. Subject 1 vs Subject 2. Only rows with both {recent_deal} and {city}. FALLBACK rows stay out. Ela adds a new column for this test's arm. Never reuse AD.
   • Second: P order. Chart order vs P2 first (Email 2 asks about P2).
9. If Offer B was dropped at Gate 4: there is no offer test. The subject line test runs from week 1.

9. DONE CONDITION

This week is done when (Friday, Ela's proof)

1. Started equals SETUP weekly starts, or the shortfall and its reason are logged and added to next week.
2. The missed touch filter (Step 14) showed zero overdue rows every day this week.
3. Every reply (email, text, voicemail) is answered and logged.
4. Every positive has a booking, or Their words says why not. Every booking has a confirmation and a reminder.
5. Every held part one call has a result (BE) and their number (BF), every PART2_BOOKED row has Part two booked (BK), and every held part two has a result (BM).
6. Every Do not contact row is out of every campaign, list and call view.
7. WEEKLY has this week's rows, and Chau has the message.
8. Next week's file from Tim is in, or Ela has told Tim it is missing.

The program is working when (the week 4 checkpoint)

The fourth Friday after the first send. Cohort 1 has closed. Targets are set by this SOP from Tim's spec (TO CONFIRM).

All pass: keep running to the A/B read (section 8). Any miss: apply the named fix from the next Tuesday cohort, and check again at the week 6 Friday.

10. TO CONFIRM TUESDAY

Every open item from MOLDS, CHART and this SOP, in one list. Where two files ask the same thing, it appears once.

A. Chau [CHAU]

1. Offer B yes or no, its price after the free hours, and what Offer A's 5 hour money back guarantee means. Gate 4. MOLDS § 10 item 1, CHART § 5 item 1.
2. Postal address for every email. Gate 3. MOLDS § 10 item 4.
3. Sender name (default Chau Phan). Gate 8. MOLDS § 1, § 10 item 8.
4. Robin's callback number, which must be the registered texting number. Gate 8. MOLDS § 1.
5. Your call slots, for part one and part two: how many a week, day and time, and the call length of each. 10 part one booked plus about 7.5 part two is about 8.75 hours a week. If 2% holds, 21 plus about 16 is about 18.4. Gate 6. MOLDS § 5.2.
6. The booking page: which calendar tool. Gate 6.
7. Caller capacity: a dialer, a second caller, or fewer starts, and Robin's real dialing hours a week. Gate 5. MOLDS § 10 item 6.
8. The trust line wording, and whether the same person always works an agent's files. Gate 8. MOLDS § 10 item 9.
9. Ela's shift hours in US time, and who answers an email yes during the US day. Step 9. MOLDS § 10 item 8.
10. Recording: are Robin's cold calls recorded? California needs every party's consent, and MOLDS § 5.1 has no recording notice. Are your calls recorded? Gate 2, Step 13.
11. Your current and past client list, so no client gets a cold email. Step 2.
12. Where the tracker lives, a Google Sheet or GoHighLevel. Section 6.
13. Your close rate on sales calls today, to replace the 25% ASSUMPTION, now counted on part two. And the part two defaults: you book part two live at the end of part one, inside 7 days; 80% show; 100% of held part ones book part two (an upper bound); and Jennifer's final Sales from the Heart framework for part two. Steps 13 and 13B, section 5.
14. Reminders and no shows: the booking page's automatic reminder, and one rebook offer, then close. Step 12.
15. On both calls, part one and part two, offer only the offer the agent heard (their Arm). Steps 13 and 13B.

B. Tim [TIM] and [DATA]

16. The data: fields, format, Friday noon delivery, and where it lands. Gate 7. MOLDS § 10 item 5, CHART § 5 item 4.
17. Pool count per cell, and how many weeks the 10 plus agents last before 5 to 9 starts. Gate 7.
18. The honest answer to "How did you get my number?" Gate 7. MOLDS § 5.4.
19. The attorney closing state list, or a written OK to run with unknown. MOLDS § 10 item 2, CHART § 5 item 2. MOLDS says nothing sends with a tag open, so Gate 10 needs this OK in writing.
20. The 90 day window for {recent_deal}. MOLDS § 1, § 10 item 10.
21. The cold sending tool and the domains. Gate 1. File 8.
22. The legal read on calls, texts, the dialer, voicemail drops and recording. Gate 2. MOLDS § 10 item 7.
23. A Do Not Call hit: this SOP does not start that agent (every started agent is called). The other choice is email only, which breaks "every agent, every channel" and tilts the A/B mix. Step 2.
24. The re-contact rule after Day 10. This SOP says never, until Tim decides. MOLDS § 10 item 11.
25. The CHART tier labels still read 5 to 10, 10 to 20, 20 to 40. Update them to 5 to 9, 10 to 19, 20 to 40 so the CELLS tab and the CHART match. MOLDS § 10 item 12, CHART § 5 item 3.
26. The A/B gate during a ramp: this SOP waits for 3,000 started per arm, not 4 weekly cohorts. Section 8.
27. If Offer B is dropped, the subject line test runs from week 1. Section 8.
28. The week 4 targets. Section 9.
29. The ASSUMPTIONS in section 5: 10% live answer per dial, 3% written reply, 2% positive, 70% booked, 75% part one held, 100% part two booked, 80% part two held, 25% signed of part two held, 30 emails per inbox a day, 40 or 80 dials an hour, 30 minute calls. All replaced at week 2.
30. Start days. This SOP follows MOLDS § 7: Email 1 Tuesday to Thursday. The Rotary SOP starts Monday to Friday. Chau runs both. Confirm that is fine.

C. Carried from CHART

31. CHART § 5 item 7: the research has no "segments" section.

SUGGESTIONS

Not part of the SOP. Ideas for Tim and Chau to take or leave.

1. Size the starts to Chau's calendar, not to 1,500. If the 2% rate holds, about 714 starts book 10 calls, and that is inside what Robin plus a power dialer can carry (5.3). Raise starts only when Chau has room for more calls.
2. Robin calls every email yes within the hour during the US day, instead of an email back and forth. A voice books faster, and it covers Ela's overnight gap.
3. Add one recording notice line to MOLDS § 5.1 if Robin's calls are recorded.
4. Add a reminder mold to MOLDS (the day before text or email), so Step 12 has approved words.
5. Log the first real rates at the end of week 2.
6. Pin the Friday WEEKLY row to the Trello board, the live surface, so Tim sees it before Tuesday.

Built 2026-09-24 from Tim's spec of 2026-09-24, 6_Real_Estate_Email_Text_Call_Templates.md (§ 1 to § 10), 5_Real_Estate_Pattern_Chart.md (§ 1, § 2, § 5), 3_Rotary_SOP.md (the format) and 2_Rotary_VA_Outreach.md § 7.2.