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Change Signals

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Change Signals are the most actionable feature in the entire platform. Every night, DOT Lead Scout pulls the FMCSA dataset and detects what changed for every carrier. The Change Classifier then turns those raw differences into prioritized outreach signals — this carrier added drivers, this carrier reactivated, this carrier's fleet just grew. When a carrier's situation changes, that's the moment they're most open to a new clinic.

Four Priority Levels #

Every signal is assigned a priority based on how strongly it predicts a near-term outreach opportunity:
Critical

Direct revenue opportunity. Act now. Examples: Adding Drivers, Reactivated, New Carrier.

High

Important context. Worth attention this week. Examples: Fleet Growing, Safety Concern, Under MCSIP Review.

Normal

Useful context. Shown in detailed views. Examples: Contact Updated, MCS-150 Updated, Name Changed, Now Passenger Carrier.

Low / Negative

Suppressed by default. Carriers shrinking, going inactive, or losing drivers. Filterable but de-prioritized.

Critical Signals (Act Today) #

SignalWhat changedWhy it matters
Adding Driverstotal_drivers increasedCarrier is hiring — every new driver needs a DOT physical before they can drive.
Reactivatedstatus_code went from I or N to ARestarting operations — all drivers may need recertification.
New CarrierBrand-new mcl_leads recordNo existing clinic relationship. First-time outreach window.
Boosted priority on big driver jumps

If a carrier's driver count jumps by 5 or more in a single sync, the Adding Drivers signal is automatically boosted to Critical priority — even if the rule normally scores it as High.

High-Priority Signals #

SignalWhat changedWhy it matters
Fleet Growingpower_units or truck_units increasedCarrier is buying equipment — driver hiring almost always follows.
Safety Concernsafety_rating went to U or CSafety downgrade — carrier needs compliance help fast.
Under MCSIP Reviewmcsipstep increasedFMCSA escalated their oversight — heightened compliance attention.
HAZMAT Addedhm_ind went from 0 to 1Carrier just gained HAZMAT authority — drivers need endorsement-tier physicals.

Normal & Negative Signals #

Normal context

  • Contact Updated — phone or email refreshed on FMCSA
  • MCS-150 Updated — biennial filing was just submitted (compliance milestone)
  • Operation Change — interstate/intrastate or for-hire/private toggled
  • Address Changed — carrier moved
  • Name Changed — legal name or DBA updated
  • Now Passenger Carrier — first time transporting passengers
  • Fleet Tier Up — jumped to a larger fleet size category

Negative signals (suppressed by default)

  • Deactivated — status went from A to I or N
  • Losing Drivers — total_drivers dropped
  • Fleet Shrinking — power units or truck units fell

The Change Signals Widget #

On the dashboard, the Change Signals widget shows you the most recent classified signals across all carriers in your pipeline:
  • Top of widget: a count of total signals plus a Critical/High badge breakdown
  • Type pills: one pill per signal type with a color-coded icon and the type label
  • Individual signal items: the carrier name, what specifically changed, and when
  • Each item links to the lead detail panel so you can act immediately

Filtering Your Pipeline by Signal #

Every signal type doubles as a pipeline filter. Click any pill or signal type to load the pipeline list filtered to leads matching that signal in the last 7 days. Each filter has a stable URL preset:
Signal typeURL preset
Adding Drivers?filter_preset=sig-driver-growth
Reactivated?filter_preset=sig-reactivated
New Carrier?filter_preset=sig-new-carrier
Fleet Growing?filter_preset=sig-fleet-expansion
Safety Concern?filter_preset=sig-safety-downgrade
Contact Updated?filter_preset=sig-contact-updated
MCS-150 Updated?filter_preset=sig-mcs150-updated
HAZMAT Added?filter_preset=sig-hazmat-added
Combine signal filters with pipeline stage

The most powerful workflow is filtering by signal and pipeline stage at the same time. For example: leads in the "Connected" stage that are also "Adding Drivers" are the most-likely-to-close calls of your week.

Tuesday "Change Signals" Email #

Weekly recap in your inbox

Every Tuesday morning, the daily digest email focuses entirely on change signals from your territory. If carriers in your pipeline added drivers, reactivated, or otherwise moved over the past week, they'll appear in your Tuesday email with a direct link to take action.

Updated on April 29, 2026
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