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Three small fields tell you a lot about a lead: where it came from, how promising it is, and who sent it your way. You set all of them in the Additional Details section when you create or edit a lead.

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Set the confidence level

Confidence Level is your gut call on how likely the lead is to close:
  • High — strong intent, a great fit.
  • Medium — interested, but not a sure thing.
  • Low — early or unlikely.
Pick one when you create the lead, and update it as things change. Confidence is one of the filters on the Leads list, so keeping it current makes it easy to focus on your hottest leads.

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Set the lead source

Lead source records how the lead found you — a web form, a phone call, a referral partner, an ad, and so on. Open the Lead source dropdown and choose the one that fits.
The list of sources is set up for your organization by an Admin in Lead sources. Only active sources appear in the dropdown. If a source you expect is missing, ask an Admin to add it or turn it back on.

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Capture referral details

Some lead sources are referral-based, so when you pick one, the form may reveal extra fields. There are two kinds, and the source decides whether they’re optional or required. An Admin sets this for each source with its Internal Referral Info and External Referral Info settings — see Require referral details.

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A salesperson referrer

If the source is tied to your own team, a Sales person field appears so you can record which internal salesperson the lead came from. Start typing to search and pick the person.
  • If the source requires it, you won’t be able to save until a salesperson is selected.
  • If it’s optional, you can leave it blank.

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A referral contact (outside referrer)

If the source involves an outside referrer — like a partner or a past customer who sent business your way — the form gives you a referral contact section.
1

Open the referral fields

When the source requires a referral, the fields appear automatically. When it’s optional, click Add Referral to show them.
2

Reuse an existing contact (optional)

Use Pull from existing contact to search by name, email, or phone and pick someone already in the system — their details fill in for you.
3

Or enter them by hand

Fill in the referrer’s First Name, Last Name, Phone, Email, and Company.
Changed your mind on an optional referral? Click Remove Referral to clear the fields and skip them.

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Where this shows up later

Once saved, the source, salesperson, referral company, and confidence all appear in the lead’s Lead Information section, and they’re available as filters on the main Leads list — so you can slice your pipeline by where leads come from and how strong they are.

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What’s next

Browse and filter leads

Use source, confidence, and more to find exactly the leads you want.

Qualify the lead

Assign the branch, coordinator, salesperson, status, and tags.