How to Use the Road to Sale Checklist in LeadLocate

The road runs across the top of every deal in the desking tool. Work it left to right and the salesperson knows what is next, the manager knows where the deal stands, and the customer sees the same steps on their own page.

1. Open the deal and find the road

   Click Desking in the main menu, find the deal in the list and open it. The road is the row of numbered steps across the top of the deal view, above the worksheet and the deal jacket. The steps start collapsed. Clicking one opens its panel underneath, which is where the fields for that step live.

2. Pick the deal type first

   The first step is the deal type: finance, lease, cash or acquisition. Pick it before anything else, because it decides which steps you see and which tab the worksheet opens on. A cash deal drops the credit step, since there is no application to send. An acquisition deal, where the store is buying the customer's car outright, drops the sale vehicle and payment steps and keeps the trade, the documents, delivery and follow up.

3. Work the vehicle step

   Open the vehicle step and put the unit on the deal. Vehicle For Sale takes the year, make and model, the For Sale URL Details popup holds the link to the vehicle detail page you want the customer to see, and List any deal details related to this sale is the notes box for anything the desk needs to know about this unit. Put the number in Sale Price, then mark the step done.

4. Move through trade, credit and approval

   The trade step holds the customer's car, its photos and its VIN scan, and a deal can carry more than one trade package. The credit step is where the application goes out as an apply link and comes back into SecureWebX; the checklist marks where the deal is in that process rather than pulling anything itself. The approval step is where the lender answer and the note that goes with it land. The payment panel shows Vehicle Sale Price with the rest of the money, and a manager modeling a second way through the deal works the bays and the Sale Price Delta beside it.

5. Clear the documents and stipulations

   The documents panel under the road lists every document slot on the deal with its review status. Mark each one needed, uploaded, approved or rejected, or request it again, and the customer sees the change on their page within seconds. Documents the customer uploads from a phone camera land in the same list as the ones a salesperson uploads at the desk, labeled with who sent them, so nobody hunts through two places for a proof of income.

6. Move the deal status as the deal moves

   The status pill on the deal carries the deal through vehicle selected, submitted to lender, approved, stipulations pending, ready for delivery, delivered, follow up and closed. Set it to Sale Pending when the customer has committed and the paperwork is in motion. The same status shows on the deal list and in the phone app, which is how a manager reads fourteen deals in a minute without opening any of them.

7. Finish delivery and follow up

   The delivery step holds how the car is going home and to whom, and the follow up step is the one most stores skip. Mark them both. A deal that ends with the follow up step done is a deal the store can hand to a follow up process the next morning, and the record of the whole road, in order, stays on the deal.

You need a LeadLocate CRM login with the desking tool turned on for your store, and a deal to work. Start the deal from the lead rather than from a blank screen, so the customer, the phone number and the whole conversation travel with it; the start a deal from a lead guide covers that in three clicks. Everything on this page happens inside that deal.

One thing is worth doing once, before anybody works a road. On the deal defaults page, the Vehicle Defaults (applies to all sale panes) section holds Default Sale Condition and the other fields a new deal should open with, and every one of them can sit on Use system default until your store wants something of its own. Set them and every deal after that starts with your store's numbers already in place, which is the difference between a checklist people follow and one they argue with. The Road to Sale checklist feature page describes what each step covers; this page is the clicks.

A row of steps across the top of the deal, numbered, with the one you are on open and the rest collapsed. A step you have marked done keeps its checkmark when you come back, and the deal list shows the status you set. Under the road sit four panels that do the reporting for you: the documents panel with every slot and its review state, the trades panel with each trade package the customer submitted, a finance summary with the path the deal is on and its stipulations, and a next task panel that names the next best action on this deal.

You should also see the customer's side moving. The buyer walks the same road on their deal page, checking off vehicle, trade, credit, payment, documents, delivery and follow up as they go, and that progress saves to your deal. A customer who uploads a driver license at nine at night shows up as an uploaded document when the desk opens in the morning. That is the point of the road: the record updates when the customer acts, not only when somebody at the store remembers to update it.

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A step you expected is not there. Check the deal type. Cash deals hide the credit step and acquisition deals hide the sale vehicle and payment steps on purpose. Change the deal type at step one and the road redraws.

The panel will not keep what you typed. A required field in that panel is still empty. Open the panel again, fill every field that is asking for something, and save it before you collapse it.

The customer says they checked a step and you do not see it. Reload the deal. Customer checkmarks save to the deal as they happen, so a refresh is all it takes, and the documents panel is the fastest place to confirm.

The step is done but the status is wrong. The status is its own control on the deal, not a side effect of a checkmark. Set it yourself on the status pill so the deal list reads correctly for the manager scanning it.

A document the customer sent is not in the deal jacket. Review it in the documents panel first, then look on the deal jacket, which is the private folder for the same deal and has its own QR intake from a phone camera.

The math behind the payment step lives in the EZ Desking worksheets, with cash, finance and lease structures, the multi pencil grid and the state tax matrix. When it is time to hand paper across the desk, the print menu on the deal gives you both copies: Dealer View Full detail, internal use only for the desk, and a customer copy for the buyer, and the print a deal packet guide walks through the whole set.

The LeadLocate Help Center has the neighboring guides: sending the deal page for e-signature, uploading deal documents by QR, capturing a trade in, and scanning a driver license into the customer record. A step your store runs that the road does not name today is available on request, and our team puts it in production for your dealership.

Set the deal type before you touch anything else. Half the questions about missing steps are a finance road sitting on a cash deal.

Mark the step done when it is done, not at the end of the day. The road is only worth the trust the store puts in it, and a road that is updated in batches is a road nobody reads.

Read the next task panel before you read anything else in a sales meeting. It answers the only question a manager has about fourteen open deals, which is what has to happen on each of them today.

Ask the customer to work their side of the road while they are still at the desk. Two minutes on their phone, with the documents step open, saves three calls later in the week.

Where is the Road to Sale checklist on a deal?

Across the top of the deal view under Desking, above the worksheet and the deal jacket. Each numbered step opens a panel below it with the fields for that step.

Why is the credit step missing on this deal?

The deal type is cash or acquisition. Both roads drop the credit step because there is no application to send. Change the deal type at the first step and the road redraws.

Does the customer see the same checklist?

Yes. The customer deal page carries vehicle, trade, credit, payment, documents, delivery and follow up, and the checkmarks they set save to your deal.

Does marking a step done change the deal status?

No. The status is its own control on the deal, so set it yourself as the deal moves, through Sale Pending and on to delivered. That keeps the deal list honest for the manager reading it.

The Road to Sale checklist, the worksheet, the deal jacket and the customer deal page are all part of LeadLocate CRM. See a deal move from vehicle selection to delivery in the pre-recorded demo, or start month to month.

Prefer to talk right now? Call or text 844-376-2274.