Velocity: the second score
Temperature answers how interested. Velocity answers how soon. They are separate axes and a lead can be high on one and low on the other.
The four Velocity bands
- Long: more than 6 months out, or nothing urgent on file.
- Medium: roughly 3 to 6 months.
- Short: roughly 1 to 3 months.
- Immediate: within about 30 days.
Velocity runs the same aggregation over the same signals but with a different weighting, tuned for signals that predict timing rather than interest. Booked appointments and showings count heavily; casual browsing barely registers. It also uses a shorter 180-day window, because timing evidence goes stale faster than interest does.
The pill sits next to the temperature in the pipeline list and on the lead record, in a different colour so the two never blur together.
A Very hot lead on a Long horizon is not a contradiction. It is someone who really wants a house and is not going to buy one this quarter, which is exactly the lead you nurture rather than chase.
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