How to turn prospects into appraisals

AccuTrade helps you generate the most accurate, transparent offer by factoring in all value-impacting conditions. This article walks you through converting trade-in leads into appraisals — so you can make confident, data-backed acquisition decisions.

Understanding Prospects and Appraisals

When logged into AccuTrade, you’ll see two key tabs: Prospects and Appraisals.

• The Prospects tab contains vehicle leads — typically from consumers who submitted an Instant Offer form on your website.
  
• Once a lead is converted into an actionable appraisal, it will move from Prospects to the Appraisals tab.

1Review a prospect

From the Prospects tab, click on a vehicle to open the lead details. This is where you’ll begin the appraisal process.

2 Start the appraisal

At the top of the vehicle page, click Start Appraisal.

Once you start the appraisal:

• The vehicle will automatically move to your Appraisals tab.
  
• You’re now working in a structured appraisal workflow — with access to additional tools and insights.

To view the appraisal layout, click the person icon in the top-right corner to switch to Appraisal View.

3 Inspect and evaluate the vehicle

If the customer is in-store, now’s the time to take your appraisal mobile:

• Walk out to the vehicle.
  
• Run the OBD scan to detect any hidden diagnostic issues.
• Perform a walkaround to assess value-impacting conditions.

Note: If the customer is remote or hasn’t arrived yet, begin the appraisal using the submitted details. You can finalize it after an in-person inspection.

For additional information, see Elements of a Complete Appraisal.

4 Use built-in tools to guide your offer

AccuTrade provides real-time tools to help you determine the best acquisition price:

• Scorecard: Quickly assess future vehicle performance and value.
  
• Unit History: See how similar vehicles are performing in your market.
  
• Customer Feedback: Get insight into the seller’s sentiment and expectations (only available in AccuTrade, not your CRM).
  
• Instant Offer Value: Use this to anchor your negotiation strategy.

These tools help you:

• Understand how long it may take to sell the vehicle.
  
• See market performance of similar units.
  
• Adjust your offer to stay competitive or avoid future profit loss.

By converting every prospect into a thorough, informed appraisal, your team can make smarter acquisition decisions — and close deals with confidence.