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MODULE 01 · CRM FOUNDATIONS

Capture and organize every new lead

A useful CRM begins with a predictable path for every new inquiry. In this build, you will capture a test lead, create or update the contact, and place an opportunity in the right pipeline stage.

◷ 15 min estimated5 hands-on stepsBeginner
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THE AUTOMATION

Here's what you're building.

EXAMPLE FLOW
Form submittedContact matchedOpportunity created

Target outcome: A sample form submission appears as a contact and an open opportunity in your chosen pipeline.

Before you start
  • Access to a GoHighLevel sub-account
  • Permission to manage forms, workflows, and opportunities
  • A test email address you control

Use sample contacts and your own inbox. Nothing here connects to your GHL account automatically.

STEP 01 / 05CRM foundations

Create a simple pipeline

Give each incoming lead a place to land.

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What to do

  1. In your GHL sub-account, open Opportunities and select Pipelines.
  2. Create a pipeline named Starter Leads (or use an existing test pipeline).
  3. Add three clear stages: New Inquiry, Contacted, and Appointment Booked.
  4. Save the pipeline. Keep it separate from live client data during testing.
Suggested setup
Pipeline: Starter Leads
Stages: New Inquiry > Contacted > Appointment Booked
Default lead stage: New Inquiry
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Check your result

You can see all three stages in the Opportunities board.

Builder's note: Keep pipelines small initially. Stages should describe a real change in the lead journey.

STEP 02 / 05CRM foundations

Build a lead form

Create one reliable entry point for inquiries.

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What to do

  1. Open Sites and choose the Forms builder in your sub-account.
  2. Create a test form named Starter Inquiry.
  3. Add Name, Email, and one question such as "What can we help you with?"
  4. Save the form and use its preview or share link for testing.
Form fields
Form: Starter Inquiry
Name (required)
Email (required)
What do you need help with? (optional)
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Check your result

The form preview loads and can accept a test submission.

Builder's note: Only collect information you need. A shorter form is easier to complete.

STEP 03 / 05CRM foundations

Add the Form Submitted trigger

Start a workflow when your form is submitted.

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What to do

  1. Open Automation > Workflows and start a workflow from scratch.
  2. Name it Starter - New Lead to Pipeline.
  3. Add the Form Submitted trigger and filter it to Starter Inquiry.
  4. Save the trigger before moving on to actions.
Trigger settings
Workflow: Starter - New Lead to Pipeline
Trigger: Form Submitted
Form filter: Starter Inquiry
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Check your result

The workflow canvas shows the Form Submitted trigger with the intended form selected.

Builder's note: A specific form filter avoids accidentally enrolling submissions from every form.

Official referenceOfficial workflow example ↗
STEP 04 / 05CRM foundations

Create or update the opportunity

Move the lead into a visible sales process.

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What to do

  1. Under the trigger, add the Create/Update Opportunity action.
  2. Choose Starter Leads as the pipeline and New Inquiry as the stage.
  3. Set the opportunity status to Open. Keep other fields simple.
  4. Save the action, save the workflow, and publish only when ready to test.
Action settings
Action: Create/Update Opportunity
Pipeline: Starter Leads
Stage: New Inquiry
Status: Open
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Check your result

The action points to your test pipeline and stage.

Builder's note: If you expect repeat form submissions, review GHL re-entry and opportunity settings to avoid unintended duplicates.

STEP 05 / 05CRM foundations

Submit and verify a test lead

Confirm that the full automation works—not just the trigger.

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What to do

  1. Open the test form and submit it with a test email address you control.
  2. Check Contacts and confirm the submitted details are present.
  3. Open Opportunities and look for an Open opportunity in New Inquiry.
  4. Review workflow execution history; fix mismatched form filters or unpublished workflows if necessary.
Test record
Name: Test Lead
Email: your-own-test-address@example.com
Expected: Starter Leads > New Inquiry > Open
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Check your result

The test submission produced both a contact and the correct opportunity.

Builder's note: Use a unique test address when checking deduplication; clean up test records after verification.

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