Each lead is automatically tagged with badges that highlight what makes it valuable. Here is what every badge means, how it is calculated, and how to use it for outreach.
Why badges exist #
FMCSA gives you raw data — dates, codes, fleet sizes. Badges translate that raw data into actionable signals so you can scan a list and immediately spot the leads worth pursuing first.
Badges are calculated automatically every time a list refreshes. You do not need to configure anything — they appear next to leads that meet specific criteria.
Badges are quick filters
Every badge has a matching quick filter at the top of any lead list. Click "Hot Leads" and you instantly see only carriers tagged as hot. See Filtering & Sorting Leads for more.
Hot Lead #
Hot Lead — Triggered when authority received within last 10 months
Carriers that registered with FMCSA in the past 10 months. They are actively setting up operations, building their driver roster, and choosing vendors for the first time — including a DOT physical provider. New entrants are required to complete a Safety Audit within their first 12 months. The clock is ticking, which is why these leads are hot: they often need help now.
Outreach angle: “I noticed you registered earlier this year — if you have not chosen a DOT physical provider yet, I would love to be a resource. We work with a lot of new entrants and can help with your safety audit prep too.”
New Entrant #
New Entrant — Triggered when authority received 10-18 months ago
Carriers that registered 10 to 18 months ago. They are past the initial chaos but still building their vendor relationships and may not have settled on a regular DOT physical provider yet. This is the second-highest priority tier behind Hot Leads. They are still in their first compliance cycle and decisions are not yet locked in.
Outreach angle: “It looks like you have been operating for about a year now — how is the driver compliance side going? We work with a lot of carriers your size and would love to be your DOT physical provider going forward.”
High Value #
High Value — Triggered when driver-to-power-unit ratio is 1.5 or higher
Carriers with a high driver-to-truck ratio. A ratio of 2.0 means two drivers for every truck — usually team driving or shift work. These fleets need more physicals per truck than average carriers, and they have higher driver turnover. Both factors translate directly into recurring exam revenue.
Outreach angle: “I noticed you run roughly two drivers per truck — that is a lot of exams to keep current. We have a streamlined process for fleets like yours and can usually fit drivers in same-week.”
High Quality #
High Quality — Triggered when opportunity score is 70 or higher
Carriers with an overall opportunity score of 70+ on the 0–100 quality scale. The score combines fleet size, distance, contact info, safety rating, and several other factors. Think of this as the "all-around best fit" badge — not necessarily the most urgent, but the most likely to convert into a long-term client relationship.
Outreach angle: “Standard introduction; these are your bread-and-butter prospects. See Quality & Opportunity Scoring for what feeds the score.”
At Risk #
At Risk — Triggered by Conditional safety rating from FMCSA
Carriers with a Conditional safety rating. This means FMCSA has flagged compliance issues and the carrier has work to do to get back to Satisfactory. These carriers often need help with driver qualification files and physical compliance — an open door for an examiner who can be a partner rather than just a vendor.
Outreach angle: “I saw your conditional rating and wanted to reach out — we work with a lot of carriers in your situation. Sometimes the fastest fix is making sure all your driver physicals are current and properly documented. Happy to help review.”
HAZMAT #
HAZMAT — Triggered when carrier authorized to transport hazardous materials
Carriers authorized to haul hazardous materials. Their drivers need HAZMAT endorsements, which require additional vetting and may involve more frequent exam triggers. HAZMAT carriers also tend to be larger, more compliance-focused operations — great long-term clients when you can land them.
Outreach angle: “We see a lot of HAZMAT operators — we know the endorsement process inside and out and can usually get drivers cleared in a single visit.”
Passenger #
Passenger — Triggered when carrier authorized for passenger transport
Charter buses, school buses, livery services, and similar passenger carriers. Driver compliance for passenger transport is stricter, and exams may include additional reviews. Less common than freight carriers but very valuable when present in your territory.
Outreach angle: “Passenger fleets have unique compliance needs — we have worked with several charter operations and know how to handle the documentation correctly.”
When a lead has multiple badges #
Many leads earn more than one badge. A growing freight company that just registered last year might be tagged as Hot Lead, High Value, and HAZMAT all at once.
When that happens, treat it as the highest possible priority. A Hot HAZMAT lead with a high driver-to-truck ratio is the closest thing to a guaranteed recurring client you will find.
Stack filters to find the best leads
You can combine quick filters to narrow your list further. For example, "Hot Leads + Within 10 Miles" surfaces brand new carriers in your immediate territory — the dream first-call list.
