Free tools

Lead buyer onboarding checklist

A lead buyer onboarding checklist lists what to finish before you start buying from a new lead seller: the agreement, the lead specs, test leads, a delivery test, consent certificate checks, the return process and reporting. This free checklist works with any seller. Print it and date each item as it is done.

By Russell Brown, founder of Summit LeadsUpdated How we write and check guides3 min read
Become a buyerApply as a publisher

How to use the onboarding checklist

  1. Write the seller's name and your planned start date at the top.
  2. Work through the sections in order. The agreement and specs come first because the tests check leads against them.
  3. Tick each item and write the date it was done. If an item does not apply to this seller, write N/A next to it.
  4. Do not go live until every item in sections 1 to 6 is ticked or marked N/A. Section 7 runs after launch.
  5. Keep the finished sheet with your agreement. It records what was checked and when.

Give each section an owner. The agreement usually sits with whoever signs contracts, the delivery test with whoever runs your CRM or lead system, and the consent and returnReturnA buyer's request for credit on a lead that fails agreed standards, such as a disconnected number, a duplicate or a lead outside the filters. Glossary checks with the person who manages the leads day to day. One person should hold the sheet and decide when every item is done.

Lead buyer onboarding checklist template

Lead buyer onboarding checklistTemplate from summitleads.ai/tools/templates/buyer-onboarding-checklist
Seller:
Start date:

1. Agreement

  • Not checked: Agreement signed by both sidesDate
  • Not checked: Payment terms written downDate
  • Not checked: Return terms written down: reasons, time allowed, how to requestDate
  • Not checked: Exclusive or shared delivery confirmedDate
  • Not checked: Who to contact for billing, delivery problems and returnsDate

2. Lead specs

  • Not checked: Verticals and sub-types confirmedDate
  • Not checked: States, ZIP codes or radius confirmedDate
  • Not checked: Daily and monthly caps setDate
  • Not checked: Days and hours to receive leads set, with time zoneDate
  • Not checked: Required fields agreed (use the lead spec sheet)Date

3. Test leads

  • Not checked: Test leads sent and receivedDate
  • Not checked: Every required field arrives in the right placeDate
  • Not checked: Test leads marked so they are not worked or billedDate

4. Delivery test

  • Not checked: Delivery method set up (ping/post, direct post, batch or other)Date
  • Not checked: Endpoint returns the agreed accepted and rejected responsesDate
  • Not checked: Leads appear in the CRM or system in real timeDate
  • Not checked: Someone is alerted when delivery failsDate

5. Consent certificate checks

  • Not checked: Copy of the consent language from the form receivedDate
  • Not checked: Consent certificate or record arrives with each leadDate
  • Not checked: Certificates on test leads opened and checkedDate
  • Not checked: Process for asking the seller for a record laterDate

6. Return process

  • Not checked: Return request template agreed (use the lead return request)Date
  • Not checked: Team knows the time allowed to request a returnDate
  • Not checked: Evidence to send with each request agreedDate
  • Not checked: Return requests tracked in the lead tracking spreadsheetDate

7. Reporting

  • Not checked: Lead ID kept on every lead in your systemDate
  • Not checked: Outcomes recorded for each leadDate
  • Not checked: Weekly review of volume, contact rate and returnsDate
  • Not checked: Date set to review the first month with the sellerDate

What each section covers

  • Agreement. Payment terms, return terms and exclusive or shared delivery are written down before any lead is sent.
  • Lead specs. Verticals, area, caps and required fields. The lead spec sheet covers all of these on one page.
  • Test leads. A few marked test leads confirm that every field lands where your team expects it.
  • Delivery test. Your endpointEndpointThe web address in a buyer's system that receives pings and posts. Glossary or CRM accepts and rejects leads the way you agreed, and someone is told when delivery fails. See ping/post integration.
  • Consent certificateConsent certificateA record, often produced by a third-party consent certificate provider, that shows how and when a consumer gave consent on a web form. Glossary checks. You see the consent language from the form and open the certificates on test leads. The TCPA consent language checklist lists what reviewers look at.
  • Return process. Your team knows the time allowed and the evidence to send. Use the lead return request template.
  • Reporting. Every lead keeps its lead ID, and outcomes are logged in the lead tracking spreadsheet.

Frequently asked questions

How long does lead buyer onboarding take?

It depends on how quickly the agreement is signed and how long the delivery test takes on your side. The checklist does not set a timeline. It makes sure nothing is skipped.

Do I need test leads before going live?

Test leads are the easiest way to confirm that fields map correctly and that your system accepts and rejects leads as agreed. Mark them as tests so they are not worked or billed.

Can I use this checklist with more than one seller?

Yes. It names no seller. Print a fresh copy for each seller you start with, because each one has its own agreement, specs, delivery setup and return process.

What does onboarding with Summit Leads cover?

Return terms and payment terms are agreed during onboarding. Summit captures TCPA consent on every lead and attaches a consent certificate, and MVA and home improvement leads are exclusive by default, with shared delivery on request.

Related tools

Ready to start buying leads?

Email us your verticals, states or ZIP codes, daily caps and delivery method. Return terms and payment terms are agreed during onboarding. Publishers with MVA or home improvement traffic can apply too.

Become a buyerApply as a publisher

Or write to team@summitleads.ai. We reply by email.

What happens next

  1. Step 1: You email us.
  2. Step 2: We reply by email.
  3. Step 3: Return terms are agreed on the onboarding call, before you go live.

Buying or selling leads? Talk to us.

Email team@summitleads.ai. We reply by email. You can also message Summit Leads or Russell Brown on LinkedIn. Contact details.