Free template for sponsors

Qualify every LP prospect the same way

A 12-point scoring rubric, tier actions, a 20-minute intro call script and the CRM fields to track it all.

Category: IR operations & pipeline

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6-criterion, 12-point scoring rubric
A/B/C tiers with response actions
20-minute intro call script
Discovery questions that surface fit
Compliance reminders for 506(b)
CRM field setup

Your template

LP Qualification Scorecard + Call Script

1. Scoring rubric

Criterion	0 points	1 point	2 points
Accreditation (self-reported at this stage)	Not accredited / unsure	Believes they qualify	Confirms they qualify
Typical check size	Below your minimum	At minimum	Above minimum
Investment timeline	12+ months / unknown	3–12 months	0–3 months
Experience with private real estate	None, not interested in learning	None, eager to learn	Has invested passively before
Fit with your strategy	Goals conflict (e.g. needs liquidity)	Partial fit	Clear fit (income, tax, hold period)
Engagement	No opens/clicks	Opened nurture emails	Attended webinar / replied / referred

2. Tiers and actions

Score	Tier	Action
9–12	A: priority	IR lead calls within 1 hour; offer booking
5–8	B: nurture + call	Book an intro call; continue education
0–4	C: nurture	Education sequence and newsletter; review in 90 days

Script

3. 20-minute intro call script

1. OPENING (2 min)
"Thanks for making time, [First name]. My goal today is to learn about you and answer your questions. It's not a pitch. Does that work?"

2. DISCOVERY (8 min)
• "What made you reach out / download [lead magnet]?"
• "Have you invested in private real estate before? How did it go?"
• "What are you hoping passive investments do for you: income, growth, tax benefits?"
• "When do you expect to be ready to invest next?"
• "What size investment would feel comfortable for you?"
• "How important is access to your money during the hold period?"

3. EDUCATION (6 min)
• Brief overview of how you find, underwrite and manage deals.
• How you report to investors.
• Answer their questions honestly, including "it depends".

4. NEXT STEPS (4 min)
• Fit: "Based on what you've shared, here's what I'd suggest as a next step…"
• Not a fit yet: "It sounds like timing isn't right. Can I keep sending our education and check back in [month]?"
• Always confirm the next step and date before ending the call.

COMPLIANCE REMINDERS
• Under 506(b), only discuss specific offerings within counsel's guidance on pre-existing relationships.
• Don't promise returns. Describe process and history factually.

4. CRM fields to add

CRM field	Type	Values
Accreditation (self-reported)	Dropdown	Yes / Believes so / No / Unknown
Typical check	Dropdown	<$50K / $50–100K / $100–250K / $250K+
Timeline	Dropdown	0–3 mo / 3–12 mo / 12+ mo
Qualification score	Number	0–12
Tier	Dropdown	A / B / C
Next step + date	Task	Owner + due date