The Com Portal is where you'll access PSAI's predictive technology, including both Predictive Portraits and Predictive Match Indexes (PMIs). This article provides an overview of using predictive technology in the Com Portal to help you approach leads effectively.
What Do I Need to Calculate a Predictive Portrait?
All you need to calculate a Predictive Portrait is a lead's first and last name, phone number, and home address. Note that the homeowner's name must match what's on record for that specific address to ensure accuracy.
If you aren't your company's PSAI administrator, then you'll also need the correct PSAI access to calculate or view predictive insights. Your PSAI permissions can be updated on your User page.
How to Calculate a Predictive Portrait
Once you're logged into the Com Portal, calculating a Predictive Portrait is as easy as clicking one button. The predictive insights are immediately calculated and displayed in the same column.
For more detailed information, check out our instructions on how to calculate a predictive portrait.
Predictive Portraits vs. PMIs
Whenever you click the button to calculate a Predictive Portrait, you're actually getting two separate pieces of information: the Predictive Portrait itself and the Predictive Match Index (PMI).
As shown below, the PMI is displayed at the top and the Predictive Portrait at the bottom.
Here's a little more on each of these insights:
- Predictive Portraits give you detailed summaries of a lead, including demographic information, personality profiles, and specific property data (including age, roof type, etc.). The profile also automatically pulls from PSAI's weather technology to show recent weather events to hit the home.
- Compared to the full portraits, the Predictive Match Index (PMI) is more of a snapshot. A PMI score ranges from 1-5, showing you how well this lead matches up with your company's ideal customer profile. A PMI of 5 means that this lead aligns very strongly with customers in your target market and service.
Learn a lot more about these predictive insights and how to use them effectively here:
- Overview: Predictive Portraits
- Overview: Predictive Match Indexes (PMI) - coming soon!
Tips for Using Predictive Technology in the Com Portal
Make the most of PSAI's predictive technology with these tips.
1. Make Sure the Right Team Members Have Access
You can grant or restrict access to predictive insights whenever you add a new user to PSAI. As shown in the screenshot below, it's as simple as checking or unchecking the appropriate boxes.
On a user by user basis, you'll be able to set the exact permissions that you prefer:
- Give full permission to calculate predictive insights
- Give limited permission to view (but not calculate) Predictive Portraits, PMIs, or both
- Prevent the user from seeing predictive insights at all
Which permission settings are best? It all depends on how your business operates, so there's no "right" answer. Some companies prefer to give full access to their sales reps, while others prefer to limit predictive insights to administrators or higher-level staff. It's up to you.
One common set-up is to share Predictive Portraits with sales staff but not PMIs. This approach gives reps key information about the homeowner without the possibility of a positive or negative PMI score impacting their mindset or approach to the sale.
2. Share Predictive Insights with External Team Members
Beyond your in-house staff and company employees, you can share predictive insights with other people, too. By sharing a contact through Com Portal, you get to choose which pieces of lead information to share or not—including the PMI and the Predictive Portrait.
As shown below, you can share one, both, or neither.
Many companies use the sharing feature to provide predictive insights to outside sales reps and independent contractors, without having to provide login access to PSAI.
If you don't know how to share a lead through the Com Portal, check out these resources:
3. Refer to the Predictive Insights Often
Predictive portraits and PMIs are located in the Com Portal for a reason: because you'll get the most out of these insights if you use them while communicating with leads. Instead of calculating predictive insights and then just reviewing them one time, it will be much more helpful to refer back to them throughout your interactions.
As a refresher, here are the three tabs present in a Predictive Portrait.
And here are some ideas for using this information:
- Building rapport: Draw on the Personality tab as a starting point to learn more about the homeowner's family, hobbies, and personal interests.
- Recommending products: Use the Household tab to inform which products and brands you recommend to the homeowner based on what's best for them and for you.
- Establishing urgency: The Weather tab is a great way to provide a gentle push. By mentioning recent local weather events that the homeowner may not be aware of, you'll be giving a compelling reason to go ahead schedule that appointment.
4. Make Sure Your Team Is Trained on Predictive Insights
To make the most of PMIs and Predictive Portraits, it's critical to explain this technology to your staff. Together as a team, you can create a strategy for using predictive insights to improve your specific lead nurturing processes.
We offer training webinars on a regular basis! You and your team can learn more about predictive technology, extreme weather reports, and more by signing up here.
Learn More About Using the Com Portal
This article is part of a loosely ordered series on understanding and using your Com Portal. Get more tips, explanations, and best practices in the rest of the articles:
- Overview: What Is the Com Portal?
- Searching, Filtering, and Navigating the Com Portal
- Communicating with Leads Through the Com Portal
- Taking Advantage of Predictive Technology in the Com Portal
- Assigning Leads in the Com Portal
- "Closing" Leads in the Com Portal