A full calendar isn't the same as a productive calendar
Here's what happens in most sales teams:
Leads book calls. Any lead, any closer, first available slot. The calendar fills up. Everyone feels busy.
But when you look at the numbers, your best closer is spending half their time on people who were never going to buy. People who can't afford it.
People who aren't the decision-maker. People "just exploring."
Meanwhile, that $50K whale who just booked? They went to the new rep because that's who had availability.
The real cost of bad calls
Every unqualified call costs you:
30-60 minutes of your closer's time
Energy and morale drained
A slot that could have gone to a real buyer
Multiply that across a week, a month, a quarter — that's hundreds of hours. Thousands in opportunity cost.
Disqualification + Routing = Leverage
Disqualification filters out tire-kickers before they ever see your calendar. Revenue thresholds. Decision-maker checks. Timeline questions. The leads that aren't a fit get redirected. The ones that are move forward.
Routing sends the right leads to the right people. Your best closer gets your best opportunities. Rising reps get mid-tier deals. Setters handle qualification calls.
You set the rules once. It runs forever.
Here's what to do right now
Set Up Disqualification
Requirements: You need at least one Radio Button or Checkbox question on your form (you set this up on Day 1) and a Business subscription plan.
Go to AI Scheduler → Events and click on your event
Click Disqualification in the left sidebar
Click "Add Disqualification"
Choose a question (e.g., "What's your monthly revenue?")
Choose the answer(s) that should disqualify (e.g., "Under $10K")
Optional: Turn on redirect to send disqualified leads to a different URL
Click Save
Pro tips
Start with 1-2 rules. See what gets filtered. Adjust based on data.
What happens to disqualified leads:
They see "No time slots available" (they don't know they were disqualified)
They're saved in Global Data with "Disqualified" status
Your closers never see them on the calendar
Learn more about iClosed Disqualification feature.
Set Up Conditional Routing
Requirements:
At least 2 hosts on your event
Event duration 14 days or less
At least one Radio Button or Checkbox question
Business subscription plan
In your event, click Conditional Routing in the left sidebar
Click "+ Add Conditional Routing"
Choose a question (e.g., "What's your monthly revenue?")
Choose the answer(s) (e.g., "$100K+")
Click "Assign closer(s)" and select who gets these leads
Click Save
Learn more about Conditional routing here.
Test Your Setup
Open your booking page in incognito
Fill out the form with different answers
Confirm disqualified leads get redirected
Confirm qualified leads route to the right person
✅ Day 4 Complete
You now have:
Disqualification rules filtering out bad leads automatically
Routing rules matching lead value to closer skill
A system that protects your team's time
Tomorrow: Your ads are optimizing for the wrong thing. We'll connect your pixel and start feeding it data on who actually buys — not just who books. 👉 Start Day 5 →
Remember: Action takers don’t wait, they make moves. There’s nothing stopping you from starting day 5 now. The sooner you do, the sooner you’ll close your next deal.
From Ismael, Founder of iClosed